Though he did know the market-price, inch by inch, of certain districts of Zenith, he did not know whether the police force was too large or too small, or whether it was in alliance with gambling and prostitution. He knew the means of fire-proofing buildings and the relation of insurance-rates to fire-proofing, but he did not know how many firemen there were in the city, how they were trained and paid, or how complete their apparatus. He sang eloquently the advantages of proximity of school-buildings to rentable homes, but he did not know - he did not know that it was worth while to know - whether the city schoolrooms were properly heated, lighted, ventilated, furnished; he did not know how the teachers were chosen; and though he chanted "One of the boasts of Zenith is that we pay our teachers adequately," that was because he had read the statement in the Advocate-Times. Himself, he could not have given the average salary of teachers in Zenith or anywhere else.
He had heard it said that "conditions" in the County Jail and the Zenith City Prison were not very "scientific;" he had, with indignation at the criticism of Zenith, skimmed through a report in which the notorious pessimist Seneca Doane, the radical lawyer, asserted that to throw boys and young girls into a bull-pen crammed with men suffering from syphilis, delirium tremens, and insanity was not the perfect way of educating them. He had controverted the report by growling, "Folks that think a jail ought to be a bloomin' Hotel Thornleigh make me sick. If people don't like a jail, let 'em behave 'emselves and keep out of it. Besides, these reform cranks always exaggerate." That was the beginning and quite completely the end of his investigations into Zenith's charities and corrections; and as to the "vice districts" he brightly expressed it, "Those are things that no decent man monkeys with. Besides, smatter fact, I'll tell you confidentially: it's a protection to our daughters and to decent women to have a district where tough nuts can raise cain. Keeps 'em away from our own homes."
As to industrial conditions, however, Babbitt had thought a great deal, and his opinions may be coordinated as follows:
"A good labor union is of value because it keeps out radical unions, which would destroy property. No one ought to be forced to belong to a union, however. All labor agitators who try to force men to join a union should be hanged. In fact, just between ourselves, there oughtn't to be any unions allowed at all; and as it's the best way of fighting the unions, every business man ought to belong to an employers'-association and to the Chamber of Commerce. In union there is strength. So any selfish hog who doesn't join the Chamber of Commerce ought to be forced to."
In nothing - as the expert on whose advice families moved to new neighborhoods to live there for a generation - was Babbitt more splendidly innocent than in the science of sanitation. He did not know a malaria-bearing mosquito from a bat; he knew nothing about tests of drinking water; and in the matters of plumbing and sewage he was as unlearned as he was voluble. He often referred to the excellence of the bathrooms in the houses he sold. He was fond of explaining why it was that no European ever bathed. Some one had told him, when he was twenty-two, that all cesspools were unhealthy, and he still denounced them. If a client impertinently wanted him to sell a house which had a cesspool, Babbitt always spoke about it - before accepting the house and selling it.
When he laid out the Glen Oriole acreage development, when he ironed woodland and dipping meadow into a glenless, orioleless, sunburnt flat prickly with small boards displaying the names of imaginary streets, he righteously put in a complete sewage-system. It made him feel superior; it enabled him to sneer privily at the Martin Lumsen development, Avonlea, which had a cesspool; and it provided a chorus for the full-page advertisements in which he announced the beauty, convenience, cheapness, and supererogatory healthfulness of Glen Oriole. The only flaw was that the Glen Oriole sewers had insufficient outlet, so that waste remained in them, not very agreeably, while the Avonlea cesspool was a Waring septic tank.
The whole of the Glen Oriole project was a suggestion that Babbitt, though he really did hate men recognized as swindlers, was not too unreasonably honest. Operators and buyers prefer that brokers should not be in competition with them as operators and buyers themselves, but attend to their clients' interests only. It was supposed that the Babbitt-Thompson Company were merely agents for Glen Oriole, serving the real owner, Jake Offutt, but the fact was that Babbitt and Thompson owned sixty-two per cent. of the Glen, the president and purchasing agent of the Zenith Street Traction Company owned twenty-eight per cent., and Jake Offutt (a gang-politician, a small manufacturer, a tobacco-chewing old farceur who enjoyed dirty politics, business diplomacy, and cheating at poker) had only ten per cent., which Babbitt and the Traction officials had given to him for "fixing" health inspectors and fire inspectors and a member of the State Transportation Commission.
But Babbitt was virtuous. He advocated, though he did not practise, the prohibition of alcohol; he praised, though he did not obey, the laws against motor-speeding; he paid his debts; he contributed to the church, the Red Cross, and the Y. M. C. A.; he followed the custom of his clan and cheated only as it was sanctified by precedent; and he never descended to trickery - though, as he explained to Paul Riesling:
"Course I don't mean to say that every ad I write is literally true or that I always believe everything I say when I give some buyer a good strong selling-spiel. You see - you see it's like this: In the first place, maybe the owner of the property exaggerated when he put it into my hands, and it certainly isn't my place to go proving my principal a liar! And then most folks are so darn crooked themselves that they expect a fellow to do a little lying, so if I was fool enough to never whoop the ante I'd get the credit for lying anyway! In self-defense I got to toot my own horn, like a lawyer defending a client - his bounden duty, ain't it, to bring out the poor dub's good points? Why, the Judge himself would bawl out a lawyer that didn't, even if they both knew the guy was guilty! But even so, I don't pad out the truth like Cecil Rountree or Thayer or the rest of these realtors. Fact, I think a fellow that's willing to deliberately up and profit by lying ought to be shot!"
Babbitt's value to his clients was rarely better shown than this morning, in the conference at eleven-thirty between himself, Conrad Lyte, and Archibald Purdy.
V
Conrad Lyte was a real-estate speculator. He was a nervous speculator. Before he gambled he consulted bankers, lawyers, architects, contracting builders, and all of their clerks and stenographers who were willing to be cornered and give him advice. He was a bold entrepreneur, and he desired nothing more than complete safety in his investments, freedom from attention to details, and the thirty or forty per cent. profit which, according to all authorities, a pioneer deserves for his risks and foresight. He was a stubby man with a cap-like mass of short gray curls and clothes which, no matter how well cut, seemed shaggy. Below his eyes were semicircular hollows, as though silver dollars had been pressed against them and had left an imprint.
Particularly and always Lyte consulted Babbitt, and trusted in his slow cautiousness.
Six months ago Babbitt had learned that one Archibald Purdy, a grocer in the indecisive residential district known as Linton, was talking of opening a butcher shop beside his grocery. Looking up the ownership of adjoining parcels of land, Babbitt found that Purdy owned his present shop but did not own the one available lot adjoining. He advised Conrad Lyte to purchase this lot, for eleven thousand dollars, though an appraisal on a basis of rents did not indicate its value as above nine thousand. The rents, declared Babbitt, were too low; and by waiting they could make Purdy come to their price. (This was Vision.) He had to bully Lyte into buying. His first act as agent for Lyte was to increase the rent of the battered store-building on the lot. The tenant said a number of rude things, but he paid.
Now, Purdy seemed ready to buy, and his delay was going to cost him ten thousand extra dollars - the reward paid by the community to Mr. Conrad Lyte for the virtue of employing a broker who had Vision and who understood Talking Points, Strategic Values, Key Situations, Underappr
aisals, and the Psychology of Salesmanship.
Lyte came to the conference exultantly. He was fond of Babbitt, this morning, and called him "old hoss." Purdy, the grocer. a long-nosed man and solemn, seemed to care less for Babbitt and for Vision, but Babbitt met him at the street door of the office and guided him toward the private room with affectionate little cries of "This way, Brother Purdy!" He took from the correspondence-file the entire box of cigars and forced them on his guests. He pushed their chairs two inches forward and three inches back, which gave an hospitable note, then leaned back in his desk-chair and looked plump and jolly. But he spoke to the weakling grocer with firmness.
"Well, Brother Purdy, we been having some pretty tempting offers from butchers and a slew of other folks for that lot next to your store, but I persuaded Brother Lyte that we ought to give you a shot at the property first. I said to Lyte, 'It'd be a rotten shame,' I said, 'if somebody went and opened a combination grocery and meat market right next door and ruined Purdy's nice little business.' Especially - " Babbitt leaned forward, and his voice was harsh, " - it would be hard luck if one of these cash-and-carry chain-stores got in there and started cutting prices below cost till they got rid of competition and forced you to the wall!"
Purdy snatched his thin hands from his pockets, pulled up his trousers, thrust his hands back into his pockets, tilted in the heavy oak chair, and tried to look amused, as he struggled:
"Yes, they're bad competition. But I guess you don't realize the Pulling Power that Personality has in a neighborhood business."
The great Babbitt smiled. "That's so. Just as you feel, old man. We thought we'd give you first chance. All right then - "
"Now look here!" Purdy wailed. "I know f'r a fact that a piece of property 'bout same size, right near, sold for less 'n eighty-five hundred, 'twa'n't two years ago, and here you fellows are asking me twenty-four thousand dollars! Why, I'd have to mortgage - I wouldn't mind so much paying twelve thousand but - Why good God, Mr. Babbitt, you're asking more 'n twice its value! And threatening to ruin me if I don't take it!"
"Purdy, I don't like your way of talking! I don't like it one little bit! Supposing Lyte and I were stinking enough to want to ruin any fellow human, don't you suppose we know it's to our own selfish interest to have everybody in Zenith prosperous? But all this is beside the point. Tell you what we'll do: We'll come down to twenty-three thousand-five thousand down and the rest on mortgage - and if you want to wreck the old shack and rebuild, I guess I can get Lyte here to loosen up for a building-mortgage on good liberal terms. Heavens, man, we'd be glad to oblige you! We don't like these foreign grocery trusts any better 'n you do! But it isn't reasonable to expect us to sacrifice eleven thousand or more just for neighborliness, IS it! How about it, Lyte? You willing to come down?"
By warmly taking Purdy's part, Babbitt persuaded the benevolent Mr. Lyte to reduce his price to twenty-one thousand dollars. At the right moment Babbitt snatched from a drawer the agreement he had had Miss McGoun type out a week ago and thrust it into Purdy's hands. He genially shook his fountain pen to make certain that it was flowing, handed it to Purdy, and approvingly watched him sign.
The work of the world was being done. Lyte had made something over nine thousand dollars, Babbitt had made a four-hundred-and-fifty dollar commission, Purdy had, by the sensitive mechanism of modern finance, been provided with a business-building, and soon the happy inhabitants of Linton would have meat lavished upon them at prices only a little higher than those down-town.
It had been a manly battle, but after it Babbitt drooped. This was the only really amusing contest he had been planning. There was nothing ahead save details of leases, appraisals, mortgages.
He muttered, "Makes me sick to think of Lyte carrying off most of the profit when I did all the work, the old skinflint! And - What else have I got to do to-day? . . Like to take a good long vacation. Motor trip. Something." He sprang up, rekindled by the thought of lunching with Paul Riesling
CHAPTER V
BABBITT'S preparations for leaving the office to its feeble self during the hour and a half of his lunch-period were somewhat less elaborate than the plans for a general European war.
He fretted to Miss McGoun, "What time you going to lunch? Well, make sure Miss Bannigan is in then. Explain to her that if Wiedenfeldt calls up, she's to tell him I'm already having the title traced. And oh, b' the way, remind me to-morrow to have Penniman trace it. Now if anybody comes in looking for a cheap house, remember we got to shove that Bangor Road place off onto somebody. If you need me, I'll be at the Athletic Club. And - uh - And - uh - I'll be back by two."
He dusted the cigar-ashes off his vest. He placed a difficult unanswered letter on the pile of unfinished work, that he might not fail to attend to it that afternoon. (For three noons, now, he had placed the same letter on the unfinished pile.) He scrawled on a sheet of yellow backing-paper the memorandum: "See abt apt h drs," which gave him an agreeable feeling of having already seen about the apartment-house doors.
He discovered that he was smoking another cigar. He threw it away, protesting, "Darn it, I thought you'd quit this darn smoking!" He courageously returned the cigar-box to the correspondence-file, locked it up, hid the key in a more difficult place, and raged, "Ought to take care of myself. And need more exercise - walk to the club, every single noon - just what I'll do - every noon-cut out this motoring all the time."
The resolution made him feel exemplary. Immediately after it he decided that this noon it was too late to walk.
It took but little more time to start his car and edge it into the traffic than it would have taken to walk the three and a half blocks to the club.
II
As he drove he glanced with the fondness of familiarity at the buildings.
A stranger suddenly dropped into the business-center of Zenith could not have told whether he was in a city of Oregon or Georgia, Ohio or Maine, Oklahoma or Manitoba. But to Babbitt every inch was individual and stirring. As always he noted that the California Building across the way was three stories lower, therefore three stories less beautiful, than his own Reeves Building. As always when he passed the Parthenon Shoe Shine Parlor, a one-story hut which beside the granite and red-brick ponderousness of the old California Building resembled a bath-house under a cliff, he commented, "Gosh, ought to get my shoes shined this afternoon. Keep forgetting it." At the Simplex Office Furniture Shop, the National Cash Register Agency, he yearned for a dictaphone, for a typewriter which would add and multiply, as a poet yearns for quartos or a physician for radium.
At the Nobby Men's Wear Shop he took his left hand off the steering-wheel to touch his scarf, and thought well of himself as one who bought expensive ties "and could pay cash for 'em, too, by golly;" and at the United Cigar Store, with its crimson and gold alertness, he reflected, "Wonder if I need some cigars - idiot - plumb forgot - going t' cut down my fool smoking." He looked at his bank, the Miners' and Drovers' National, and considered how clever and solid he was to bank with so marbled an establishment. His high moment came in the clash of traffic when he was halted at the corner beneath the lofty Second National Tower. His car was banked with four others in a line of steel restless as cavalry, while the cross town traffic, limousines and enormous moving-vans and insistent motor-cycles, poured by; on the farther corner, pneumatic riveters rang on the sun-plated skeleton of a new building; and out of this tornado flashed the inspiration of a familiar face, and a fellow Booster shouted, "H' are you, George!" Babbitt waved in neighborly affection, and slid on with the traffic as the policeman lifted his hand. He noted how quickly his car picked up. He felt superior and powerful, like a shuttle of polished steel darting in a vast machine.
As always he ignored the next two blocks, decayed blocks not yet reclaimed from the grime and shabbiness of the Zenith of 1885. While he was passing the five-and-ten-cent store, the Dakota Lodging House, Concordia Hall with its lodge-rooms and the offices of fortune-tellers and chiropractors, he thought of how much mone
y he made, and he boasted a little and worried a little and did old familiar sums:
"Four hundred fifty plunks this morning from the Lyte deal. But taxes due. Let's see: I ought to pull out eight thousand net this year, and save fifteen hundred of that - no, not if I put up garage and - Let's see: six hundred and forty clear last month, and twelve times six-forty makes - makes - let see: six times twelve is seventy-two hundred and - Oh rats, anyway, I'll make eight thousand - gee now, that's not so bad; mighty few fellows pulling down eight thousand dollars a year - eight thousand good hard iron dollars - bet there isn't more than five per cent. of the people in the whole United States that make more than Uncle George does, by golly! Right up at the top of the heap! But - Way expenses are - Family wasting gasoline, and always dressed like millionaires, and sending that eighty a month to Mother - And all these stenographers and salesmen gouging me for every cent they can get - "
The effect of his scientific budget-planning was that he felt at once triumphantly wealthy and perilously poor, and in the midst of these dissertations he stopped his car, rushed into a small news-and-miscellany shop, and bought the electric cigar-lighter which he had coveted for a week. He dodged his conscience by being jerky and noisy, and by shouting at the clerk, "Guess this will prett' near pay for itself in matches, eh?"
It was a pretty thing, a nickeled cylinder with an almost silvery socket, to be attached to the dashboard of his car. It was not only, as the placard on the counter observed, "a dandy little refinement, lending the last touch of class to a gentleman's auto," but a priceless time-saver. By freeing him from halting the car to light a match, it would in a month or two easily save ten minutes.
As he drove on he glanced at it. "Pretty nice. Always wanted one," he said wistfully. "The one thing a smoker needs, too."
Then he remembered that he had given up smoking.
"Darn it!" he mourned. "Oh well, I suppose I'll hit a cigar once in a while. And - Be a great convenience for other folks. Might make just the difference in getting chummy with some fellow that would put over a sale. And - Certainly looks nice there. Certainly is a mighty clever little jigger. Gives the last touch of refinement and class. I - By golly, I guess I can afford it if I want to! Not going to be the only member of this family that never has a single doggone luxury!"