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THINK AND GROW RICH

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www.ThinkRichSoftware.com

Copyright 2005 Mark Flournoy. All Rights Reserved.

THINK and

GROW RICH

Teaching, for the first time, the famous Andrew Carnegie formula for money-making, based upon the THIRTEEN PROVEN STEPS TO RICHES.

Organized through 25 years of research, in collaboration with more than 500 distinguished men of great wealth, who proved by their own achievements that this

philosophy is practical. BY

NAPOLEON HILL Author of

THE LAW OF SUCCESS Philosophy

1938 Published by THE RALSTON SOCIETY, Meriden, Conn.

COPYRIGHT, 1937, BY NAPOLEON HILL

All Rights Reserved Printings March, 1937 . .5000 Copies May, 1937 . . 10,000 Copies August, 1937 . . 20,000 Copies February, 1938 . . 20,000 Copies

This book is an eBook reproduction of the complete and original 1937 version of Think and Grow Rich by Napoleon Hill, originally

published by The Ralston Society and now in the public domain.

Provided by Mark Flournoy creator of Think Rich Software – Additional short-cuts, tips and updated secrets are included.

http://www.ThinkRichSoftware.com

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CHAPTER 1 INTRODUCTION ............................................................................................................... 16

THE MAN WHO “THOUGHT” HIS WAY INTO PARTNERSHIP WITH THOMAS A. EDISON.... 16 THREE FEET FROM GOLD.................................................................................................................. 19 YOU ARE “THE MASTER OF YOUR FATE, THE CAPTAIN OF YOUR SOUL,” BECAUSE….... 27

CHAPTER 2 DESIRE ................................................................................................................................ 31

THE STARTING POINT OF ALL ACHIEVEMENT............................................................................ 31 The First Step toward Riches .............................................................................................................. 31

DESIRE OUTWITS MOTHER NATURE.............................................................................................. 41

THIS FREE 5-DAY EMAIL MINI-COURSE WILL TEACH YOU: ..................................... 51

CHAPTER 3 - FAITH................................................................................................................................ 52

VISUALIZATION OF, AND BELIEF IN ATTAINMENT OF DESIRE............................................... 52 The Second Step toward Riches........................................................................................................... 52

HOW TO DEVELOP FAITH ......................................................................................................................... 52 FAITH IS A STATE OF MIND WHICH MAY BE INDUCED BY AUTO-SUGGESTION ................ 55 SELF-CONFIDENCE FORMULA ......................................................................................................... 58 THIS STATEMENT IS AS TRUE AS THE STATEMENT THAT TWO AND TWO ARE FOUR!.... 60 “A PRETTY AFTER-DINNER SPEECH FOR A BILLION DOLLARS .............................................. 64

CHAPTER 4 AUTO-SUGGESTION....................................................................................................... 72

THE MEDIUM FOR INFLUENCING THE SUBCONSCIOUS MIND ................................................ 72 The Third Step toward Riches ............................................................................................................. 72

SUMMARY OF INSTRUCTIONS ......................................................................................................... 76

CHAPTER 5 SPECIALIZED KNOWLEDGE........................................................................................ 79

PERSONAL EXPERIENCES OR OBSERVATIONS............................................................................ 79 The Fourth Step toward Riches ........................................................................................................... 79

“SPECIALISTS MOST SOUGHT “........................................................................................................ 83 “APPRENTICESHIP’ PROPOSED ........................................................................................................ 83

CHAPTER 6 IMAGINATION .................................................................................................................. 94

THE WORKSHOP OF THE MIND ........................................................................................................ 94 The Fifth Step toward Riches .............................................................................................................. 94

TWO FORMS OF IMAGINATION........................................................................................................ 95 HOW TO MAKE PRACTICAL USE OF IMAGINATION ................................................................... 98

THE ENCHANTED KETTLE.............................................................................................................. 98 WHAT I WOULD DO IF I HAD A MILLION DOLLARS ................................................................. 101

CHAPTER 7 ORGANIZED PLANNING .............................................................................................. 109

THE CRYSTALLIZATION OF DESIRE INTO ACTION................................................................... 109 The Sixth Step toward Riches ............................................................................................................ 109

PLANNING THE SALE OF SERVICES.............................................................................................. 112 THE MAJOR ATTRIBUTES OF LEADERSHIP................................................................................. 113 THE 10 MAJOR CAUSES OF FAILURE IN LEADERSHIP.............................................................. 115 SOME FERTILE FIELDS IN WHICH “NEW LEADERSHIP” WILL BE REQUIRED..................... 117 WHEN AND HOW TO APPLY FOR A POSITION............................................................................ 119

MEDIA THROUGH WHICH SERVICES MAY BE MARKETED ..................................................... 119 INFORMATION TO BE SUPPLIED IN A WRITTEN “BRIEF” ........................................................ 120 HOW TO GET THE EXACT POSITION YOU DESIRE .................................................................... 123 THE NEW WAY OF MARKETING SERVICES “JOBS” ARE NOW “PARTNERSHIPS” .............. 124 WHAT IS YOUR “QQS” RATING?..................................................................................................... 127


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THE CAPITAL VALUE OF YOUR SERVICES ................................................................................. 129 THE THIRTY MAJOR CAUSES OF FAILURE HOW MANY OF THESE ARE HOLDING YOU BACK?................................................................................................................................................... 130 TAKE INVENTORY OF YOURSELF 28 QUESTIONS YOU SHOULD ANSWER......................... 135 SELF-ANALYSIS QUESTIONNAIRE FOR PERSONAL INVENTORY.......................................... 135 WHERE AND HOW ONE MAY FIND OPPORTUNITIES TO ACCUMULATE RICHES .............. 138 THE “MIRACLE” THAT HAS PROVIDED THESE BLESSINGS .................................................... 141

CHAPTER 8 DECISION ......................................................................................................................... 150

THE MASTERY OF PROCRASTINATION........................................................................................ 150 The Seventh Step toward Riches........................................................................................................ 150

CHAPTER 9 PERSISTENCE ................................................................................................................. 162

THE SUSTAINED EFFORT NECESSARY TO INDUCE FAITH...................................................... 162 The Eighth Step toward Riches.......................................................................................................... 162

SYMPTOMS OF LACK OF PERSISTENCE....................................................................................... 169 HOW TO DEVELOP PERSISTENCE.................................................................................................. 173

THE LAST GREAT PROPHET ......................................................................................................... 177

CHAPTER 10 POWER OF THE MASTER MIND.............................................................................. 179

THE DRIVING FORCE ........................................................................................................................ 179 The Ninth Step toward Riches ........................................................................................................... 179

GAINING POWER THROUGH THE ‘‘MASTER MIND” ................................................................. 181

CHAPTER 11 THE MYSTERY OF SEX TRANSMUTATION.......................................................... 186

The Tenth Step toward Riches ........................................................................................................... 186 THE TEN MIND STIMULI .................................................................................................................. 189 “GENIUS” IS DEVELOPED THROUGH THE SIXTH SENSE.......................................................... 190 WHY MEN SELDOM SUCCEED BEFORE FORTY.......................................................................... 196

CHAPTER 12 THE SUBCONSCIOUS MIND ...................................................................................... 209

THE CONNECTING LINK .................................................................................................................. 209 The Eleventh Step toward Riches ...................................................................................................... 209

THE SUBCONSCIOUS MIND WORKS DAY AND NIGHT. ............................................................ 209 THE SEVEN MAJOR POSITIVE EMOTIONS ................................................................................... 213 THE SEVEN MAJOR NEGATIVE EMOTIONS (TO BE AVOIDED)..................................................... 214

CHAPTER 13 THE BRAIN..................................................................................................................... 216

A BROADCASTING AND RECEIVING STATION FOR THOUGHT.............................................. 216 The Twelfth Step toward Riches ........................................................................................................ 216

THE DRAMATIC STORY OF THE BRAIN ....................................................................................... 219

CHAPTER 14 THE SIXTH SENSE........................................................................................................ 223

THE DOOR TO THE TEMPLE OF WISDOM .................................................................................... 223 The Thirteenth Step toward Riches.................................................................................................... 223

BUILDING CHARACTER THROUGH AUTO-SUGGESTION......................................................... 225 FAITH VS. FEAR! ................................................................................................................................ 233

CHAPTER 15 HOW TO OUTWIT THE SIX GHOSTS OF FEAR.................................................... 234

TAKE INVENTORY OF YOURSELF, AS YOU READ THIS CLOSING CHAPTER, AND FIND OUT HOW MANY OF

THE “GHOSTS” ARE STANDING IN YOUR WAY ....................................................................................... 234 THE SIX BASIC FEARS ...................................................................................................................... 235 THE FEAR OF POVERTY ................................................................................................................... 236 SYMPTOMS OF THE FEAR OF POVERTY ...................................................................................... 239 MONEY TALKS!.................................................................................................................................. 240 “WOMEN CONCEAL DESPAIR. ........................................................................................................ 241


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“MONEY MAKES DIFFERENCE. ...................................................................................................... 242 THE FEAR OF CRITICISM ................................................................................................................. 242 SYMPTOMS OF THE FEAR OF CRITICISM..................................................................................... 244 THE FEAR OF ILL HEALTH .............................................................................................................. 245 SYMPTOMS OF THE FEAR OF ILL HEALTH.................................................................................. 247 THE FEAR OF LOSS OF LOVE .......................................................................................................... 247 SYMPTOMS OF THE FEAR OF LOSS OF LOVE ............................................................................. 248 THE FEAR OF OLD AGE .................................................................................................................... 248 SYMPTOMS OF THE FEAR OF OLD AGE ....................................................................................... 249 THE FEAR OF DEATH ........................................................................................................................ 249

SYMPTOMS OF THE FEAR OF DEATH......................................................................................... 251 THE DEVIL’S WORKSHOP................................................................................................................ 254

THE SEVENTH BASIC EVIL ............................................................................................................ 254 HOW TO PROTECT YOURSELF AGAINST NEGATIVE INFLUENCES ........................................ 254 SELF-ANALYSIS TEST QUESTIONS................................................................................................ 255 “FIFTY-SEVEN” FAMOUS ALIBIS ................................................................................................... 259

SPECIAL RESOURCE: THINK AND GROW RICH SOFTWARE.................................................. 262


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WHAT DO YOU WANT MOST?

Is It Money, Fame, Power, Contentment, Personality, Peace of Mind, Happiness?

Th e Th ir teen Steps to Rich es des cr ibed in th is book offer th e s h or tes t depen da b le ph ilos oph y of in d ividu a l a ch ievem en t ever p res en ted for th e ben efit of th e m a n or wom a n wh o is searching for a definite goal in life.

Before begin n in g th e book you will p rofit grea t ly if you recogn ize th e fa ct th a t the book w as not w ritten to en tertain . You cannot digest the contents properly in a week or a month.

After rea d in g th e book th orou gh ly, Dr . Miller Reese Hu tch is on , n a t ion a lly kn own Con s u lt in g En gin eer a n d lon g-t im e a s s ocia te of Th om a s A. Ed is on , s a id— “Th is is n ot a n ovel. It is a textbook on in d ividu a l a ch ievem en t th a t ca m e d irect ly from th e exper ien ces of h u n dreds of Am er ica ’s m os t s u cces s fu l m en . It s h ou ld be s tud ied , d iges ted , a n d m ed ita ted u pon . No m ore th a n on e ch a p ter s h ou ld be rea d in a s in gle n igh t . Th e rea der s h ou ld u n der lin e th e s en ten ces wh ich im pres s h im m os t . La ter , h e s h ou ld go ba ck to th es e m a rked lin es a n d rea d th em a ga in . A real s tud en t w ill not m erely read th is book , h e will a bs orb it s con ten ts a n d m a ke th em h is own . Th is book s h ou ld be a dop ted by a ll h igh s ch ools a n d n o boy or gir l s h ou ld be perm it ted to gra du a te with ou t h a vin g satisfactorily passed an examination on it. This philosophy will n ot ta ke th e p la ce of th e s u b jects ta u gh t in s ch ools , bu t it will en a b le on e to organ iz e and apply th e kn owledge a cqu ired , a n d con ver t it in to u s efu l s ervice a n d a dequ a te com pen s a t ion without waste of time.

Dr . J oh n R. Tu rn er , Dea n of th e College of Th e City of New York , a fter h a vin g rea d th e book , s a id— “Th e very bes t exa m ple of th e s ou n dn es s of th is ph ilos oph y is you r own s on , Bla ir , wh os e d ra m a t ic s tory you h a ve ou t lin ed in th e ch a p ter on Desire.”

Dr . Tu rn er h a d referen ce to th e a u th or’s s on , wh o, born with ou t n orm a l h ea r in g ca pa city, n ot on ly a voided becom in g a deaf mute, but actually converted his handicap into a priceless a s s et by a pp lyin g th e ph ilos oph y h ere des cr ibed . After rea d in g th e s tory (s ta r t in g on pa ge 52), you will rea lize th a t you a re a bou t to com e in to pos s es s ion of a ph ilos oph y wh ich ca n be


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t ra n s m u ted in to m a ter ia l wea lth , or s erve a s rea d ily to b r in g you pea ce of m in d , u n ders ta n d in g, s p ir itu a l h a rm on y, a n d in s om e in s ta n ces , a s in th e ca s e of th e a u th or’s s on , it ca n . h elp you master physical affliction.

Th e a u th or d is covered , th rou gh pers on a lly a n a lyzin g h u n dreds of s u cces s fu l m en , th a t all of th em followed th e h a b it of exch a n gin g idea s , th rou gh wh a t is com m on ly ca lled conferences. Wh en th ey h a d p rob lem s to be s olved th ey s a t down togeth er a n d ta lked freely u n t il th ey d is covered , from th eir join t con tr ibu t ion of idea s , a p la n th a t wou ld s erve th eir purpose.

You, who read this book, will get most out of it by putting in to p ra ct ice th e Ma s ter Min d p r in cip le des cr ibed in th e book . This you ca n do (a s oth ers a re doin g s o s u cces s fu lly) by form in g a s tu dy clu b , con s is t in g of a n y des ired n u m ber of peop le wh o a re fr ien d ly a n d h a rm on iou s . Th e clu b s h ou ld h a ve a m eet in g a t regu la r per iods , a s often a s on ce ea ch week . Th e p rocedu re s h ou ld con s is t of rea d in g on e ch a p ter of th e book a t ea ch m eet in g, a fter wh ich th e con ten ts of th e ch a p ter s h ou ld be freely d is cu s s ed by a ll m em bers . Ea ch m em ber s h ou ld m a ke n otes , pu t t in g down ALL IDEAS OF HIS OW N in s p ired by th e d is cu s s ion . Ea ch m em ber s h ou ld ca refully rea d a n d a n a lyze ea ch ch a p ter s evera l da ys p r ior to it s open rea d in g a n d join t d is cu s s ion in th e clu b . Th e rea d in g a t th e clu b s h ou ld be don e by s om eon e wh o rea ds well a n d understands how to put color and feeling into the lines.

By following this plan every reader will get from its pages, n ot on ly th e s u m tota l of th e bes t kn owledge orga n ized from th e exper ien ces of h u n dreds of s u cces s fu l m en , bu t m ore im por ta n t by fa r , he w ill tap new s ources of k now led ge in h is ow n m ind as w ell as acqu ire k now led ge of priceles s value FROM EVERY OTHER PERSON PRESENT.

If you follow th is p la n persistently you will be a lm os t cer ta in to u n cover a n d a ppropr ia te th e s ecret form u la by wh ich An drew Ca rn egie a cqu ired h is h u ge for tu n e, a s refer red to in the author’s introduction.

TRIBUTES TO THE AUTHOR From Great American Leaders “THINK AND GROW RICH” wa s 25 yea rs in th e m a k in g. It

is Na poleon Hill’s n ewes t book , ba s ed u pon h is fa m ou s La w of


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Su cces s Ph ilos oph y. His work a n d wr it in gs h a ve been p ra is ed by great leaders in Finance, Education, Politics, Government.

Supreme Court of the United StatesWashington, D.C. Dear Mr. Hill:—

I have now had an opportunity to finish reading your Law of Su cces s textbooks a n d I wis h to expres s m y a pprecia t ion of th e s p len d id work you h a ve don e in th e orga n iza t ion of th is philosophy.

It wou ld be h elp fu l if every polit icia n in th e cou n try wou ld a s s im ila te a n d a pp ly th e 17 p r in cip les u pon wh ich you r les s on s a re ba s ed . It con ta in s s om e very fin e m a ter ia l wh ich every leader in every walk of life should understand.

I a m h a ppy to h a ve h a d th e p r ivilege of ren der in g you s om e s ligh t m ea s u re of h elp in th e orga n iza t ion of th is splendid course of “common sense” philosophy.

Sincerely yours

(Form er Pres iden t a n d form er Ch ief J u s t ice of th e Un ited States)

KING OF THE 5 AND 10 CENT STORES “By a pp lyin g m a n y of th e 17 fu n da m en ta ls of th e La w of

Su cces s ph ilos oph y we h a ve bu ilt a grea t ch a in of s u cces s fu l s tores . I p res u m e it wou ld be n o exa ggera t ion of fa ct if I s a id th a t th e Woolwor th Bu ild in g m igh t p roper ly be ca lled a monument to the soundness of these principles.”

F. W. WOOLWORTH A GREAT STEAMSHIP MAGNATE

“I feel grea t ly in deb ted for th e p r ivilege of rea d in g you r La w of Su cces s . If I h a d h a d th is ph ilos oph y fifty yea rs a go, I s u ppos e I cou ld h a ve a ccom plis h ed a ll th a t I h a ve don e in les s th a n h a lf th e t im e. I s in cerely h ope th e wor ld will d is cover a n d reward you.”

ROBERT DOLLAR

FAMOUS AMERICAN LABOR LEADER


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“Mastery of the Law of

Success philosophy is the equivalent of an insurance policy against failure.” SAMUEL GOMPERS

A FORMER PRESIDENT OF THE UNITED STATES

“Ma y I n ot con gra tu la te you on you r pers is ten ce. An y m a n wh o devotes th a t m u ch t im e . . . m u s t of n eces s ity m a ke d is cover ies of grea t va lu e to oth ers . 1 a m deep ly im pres s ed by you r in terp reta t ion of th e ‘Ma s ter Min d’ p r in cip les wh ich you have so clearly described.”

WOODROW WILSON A MERCHANT PRINCE

“I kn ow th a t you r 17 fu n da m en ta ls of s u cces s a re s ou n d beca u s e I h a ve been a pp lyin g th em in m y bu s in es s for m ore than 30 years.”

JOHN WANAMAKER WORLD’S LARGEST MAKER OF CAMERAS

“I kn ow th a t you a re doin g a wor ld of good with you r La w of Su cces s . I wou ld n ot ca re to s et a m on eta ry va lu e on th is t ra in in g beca u s e it b r in gs to th e s tu den t qu a lit ies wh ich cannot be measured by money, alone.”

GEORGE EASTMAN A NATIONALLY KNOWN BUSINESS CHIEF

“Wh a tever s u cces s I m a y h a ve a t ta in ed I owe, en t irely, to the application of your 17 fundamental principles of the Law of Success. I believe I have the honor of being your first student.”

WM. WRIGLEY, JR. PUBLISHER’S PREFACE

THIS book con veys th e exper ien ce of m ore th a n 500 m en of grea t wea lth , wh o bega n a t s cra tch , with n oth in g to give in retu rn for r ich es excep t THOUGHTS, IDEAS a n d ORGANIZED PLANS.

Here you h a ve th e en t ire ph ilos oph y of m on eym a kin g, just a s it wa s orga n ized from th e a ctu a l a ch ievem en ts of th e m os t s u cces s fu l m en kn own to th e Am er ica n peop le du r in g


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th e pa s t fifty yea rs . It des cr ibes WHAT TO DO, a ls o, HOW TO DO IT!

It p res en ts com plete in s t ru ct ion s on HOW TO SELL YOUR PERSONAL SERVICES.

It p rovides you with a per fect s ys tem of s elf-a n a lys is th a t will rea d ily d is clos e wh a t h a s been s ta n d in g between you a n d “the big money” in the past.

It des cr ibes th e fa m ou s An drew Ca rn egie form u la of pers on a l a ch ievem en t by wh ich h e a ccu m u la ted h u n dreds of m illion s of dolla rs for h im s elf a n d m a de n o fewer th a n a s core of millionaires of men to whom he taught his secret.

Perh a ps you do n ot n eed a ll th a t is to be fou n d in th e book— n o on e of th e 500 m en from wh os e exper ien ces it wa s wr it ten d id— bu t you m a y n eed ONE IDEA, PLAN OR SUGGESTION to start you toward your goal. Somewhere in the book you will find this needed stimulus.

Th e book wa s in s p ired by An drew Ca rn egie, a fter h e h a d m a de h is m illion s a n d ret ired . It wa s wr it ten by th e m a n to wh om Ca rn egie d is clos ed th e a s tou n d in g s ecret of h is r ich es —th e s a m e m a n to wh om th e 500 wea lth y m en revea led th e source of their riches.

In th is volu m e will be fou n d th e th ir teen p r in cip les of moneym a kin g es s en t ia l to every pers on wh o a ccu m u la tes s u fficien t m on ey to gu a ra n tee fin a n cia l in depen den ce. It is es t im a ted th a t th e res ea rch wh ich wen t in to th e p repa ra t ion , before th e book wa s wr it ten , or cou ld be wr it ten —research cover in g m ore th a n twen ty-five yea rs of con t in u ou s effor t—could not be duplicated at a cost of less than $100,000.00.

Moreover , th e kn owledge con ta in ed in th e book n ever ca n be du p lica ted , a t a n y cos t , for th e rea s on th a t m ore th a n h a lf of th e 500 m en wh o s u pp lied th e in form a t ion it b r in gs h a ve passed on.

Riches cannot always be measured in money! Mon ey a n d m a ter ia l th in gs a re es s en t ia l for freedom of

body a n d m in d , bu t th ere a re s om e wh o will feel th a t th e grea tes t of a ll r ich es ca n be eva lu a ted on ly in term s of la s t in g fr ien ds h ips , h a rm on iou s fa m ily rela t ion s h ips , s ym pa th y a n d u n ders ta n d in g between bu s in es s a s s ocia tes , a n d in t ros pect ive


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h a rm on y wh ich b r in gs on e pea ce of m in d m ea s u ra b le on ly in spiritual values!

All wh o rea d , u n ders ta n d a n d a pp ly th is ph ilos oph y will be bet ter p repa red to a t t ra ct a n d en joy th es e h igh er es ta tes which always have been and always will be denied to all except those who are ready for them.

Be p repa red , th erefore, wh en you expos e you rs elf to th e in flu en ce of th is ph ilos oph y, to exper ien ce a CHANGED LIFE wh ich m a y h elp you n ot on ly to n egot ia te you r wa y th rou gh life with h a rm on y a n d u n ders ta n d in g, bu t a ls o to p repa re you for the accumulation of material riches in abundance.

THE PUBLISHER. AUTHOR’S PREFACE

IN EVERY ch a p ter of th is book , m en t ion h a s been m a de of th e m on ey-making secret which has made fortunes for more th a n five h u n dred exceed in gly wea lth y m en wh om I h a ve carefully analyzed over a long period of years.

Th e s ecret wa s b rou gh t to m y a t ten t ion by An drew Ca rn egie, m ore th a n a qu a r ter of a cen tu ry a go. Th e ca n n y, lova b le old Scots m a n ca reles s ly tos s ed it in to m y m in d , wh en I wa s bu t a boy. Th en h e s a t ba ck in h is ch a ir , with a m erry twinkle in his eyes, and watched carefully to see if I had brains enough to understand the full significance of what he had said to me.

Wh en h e s a w th a t I h a d gra s ped th e idea , h e a s ked if I wou ld be willin g to s pen d twen ty yea rs or m ore, p repa r in g myself to take it to the world, to men and women who, without the secret, might go through life as failures. I said I would, and with Mr. Carnegie’s cooperation, I have kept my promise.

Th is book con ta in s th e s ecret , a fter h a vin g been pu t to a p ra ct ica l tes t by th ou s a n ds of peop le, in a lm os t every wa lk of life. It wa s Mr . Ca rn egie’s idea th a t th e m a gic form u la , wh ich ga ve h im a s tu pen dou s for tu n e, ou gh t to be p la ced with in rea ch of peop le wh o do n ot h a ve t im e to in ves t iga te h ow m en m a ke m on ey, a n d it wa s h is h ope th a t I m igh t tes t a n d dem on s tra te th e s ou n dn es s of th e form u la th rou gh th e exper ien ce of m en a n d wom en in every ca llin g. He believed th e form u la s h ou ld be ta u gh t in a ll pu b lic s ch ools a n d colleges , a n d expres s ed th e op in ion th a t if it were p roper ly ta u gh t it


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wou ld s o revolu t ion ize th e en t ire edu ca t ion a l s ys tem th a t th e time spent in school could be reduced to less than half.

His exper ien ce with Ch a r les M. Sch wa b , a n d oth er you n g m en of Mr . Sch wa b’s type, con vin ced Mr. Ca rn egie th a t m u ch of that which is taught in the schools is of no value whatsoever in con n ect ion with th e bu s in es s of ea rn in g a livin g or a ccu m u la t in g r ich es . He h a d a r r ived a t th is decis ion , beca u s e h e h a d ta ken in to h is bu s in es s on e you n g m a n a fter a n oth er , m a n y of th em with bu t lit t le s ch oolin g, a n d by coa ch in g th em in th e u s e of th is form u la , developed in th em ra re lea ders h ip . Moreover, h is coach ing m ad e fortunes for every one of them w ho followed his instructions.

In th e ch a p ter on Fa ith , you will rea d th e a s tou n d in g s tory of th e orga n iza t ion of th e gia n t Un ited Sta tes Steel Corpora t ion , a s it wa s con ceived a n d ca r r ied ou t by on e of th e you n g m en th rou gh wh om Mr. Ca rn egie p roved th a t h is form u la will work for all w ho are read y for it. Th is s in gle a pp lica t ion of th e s ecret , by th a t you n g m a n —Ch a r les M. Schwab—m a de h im a h u ge for tu n e in both m on ey a n d OPPORTUNITY. Rou gh ly s pea k in g, th is pa r t icu la r a pp lica t ion of the formula was worth six hundred million dollars.

Thes e fa cts -a n d th ey a re fa cts well kn own to a lm os t everyon e wh o kn ew Mr. Ca rn egie—give you a fa ir idea of wh a t th e rea d in g of th is book m a y b r in g to you , p rovided you KNOW WHAT IT IS THAT YOU WANT.

Even before it h a d u n dergon e twen ty yea rs of p ra ct ica l test in g, th e s ecret wa s pa s s ed on to m ore th a n on e h u n dred th ou s a n d m en a n d wom en wh o h a ve u s ed it for th eir pers on a l ben efit , a s Mr . Ca rn egie p la n n ed th a t th ey s h ou ld . Som e h a ve m a de for tu n es with it . Oth ers h a ve u s ed it s u cces s fu lly in crea t in g h a rm on y in th eir h om es . A clergym a n u s ed it s o effect ively th a t it b rou gh t h im a n in com e of u pwa rds of $75,000.00 a year.

Ar th u r Na s h , a Cin cin n a t i ta ilor , u s ed h is n ea r -bankrupt bu s in es s a s a “gu in ea p ig” on wh ich to tes t th e form u la . Th e bu s in es s ca m e to life a n d m a de a for tu n e for it s own ers . It is still thriving, although Mr. Nash has gone. The experiment was s o u n iqu e th a t n ews pa pers a n d m a ga zin es , ga ve it m ore th a n a million dollars’ worth of laudatory publicity.


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Th e s ecret wa s pa s s ed on to Stu a r t Au s t in Wier , of

Da lla s , Texa s . He wa s rea dy for it—s o rea dy th a t h e ga ve u p h is p rofes s ion a n d s tu d ied la w. Did h e s u cceed? Th a t s tory is told too.

I ga ve th e s ecret to J en n in gs Ra n dolph , th e da y h e gra du a ted from College, a n d h e h a s u s ed it s o s u cces s fu lly that he is now serving his third term as a Member of Congress, with a n excellen t oppor tu n ity to keep on u s in g it u n t il it carries him to the White House.

Wh ile s ervin g a s Adver t is in g Ma n a ger of th e La -Salle Exten s ion Un ivers ity, wh en it wa s lit t le m ore th a n a n a m e, I h a d th e p r ivilege of s eein g J . G. Ch a p lin e, Pres iden t of th e Un ivers ity, u s e th e form u la s o effect ively th a t h e h a s s in ce m a de th e La Sa lle on e of th e grea t exten s ion s ch ools of th e country.

Th e s ecret to wh ich I refer h a s been m en t ion ed n o fewer than a h u n dred t im es , th rou gh ou t th is book . It h a s n ot been d irect ly n a m ed , for it s eem s to work m ore s u cces s fu lly wh en it is m erely u n covered a n d left in s igh t , wh ere THOSE WHO ARE READY, a n d SEARCHING FOR IT, m a y p ick it u p . Th a t is wh y Mr. Ca rn egie tos s ed it to m e s o qu iet ly, with ou t givin g m e it s specific name.

If you a re READY to pu t it to u s e, you will recogn ize th is s ecret a t lea s t on ce in every ch a p ter . I wis h I m igh t feel p r ivileged to tell you h ow you will kn ow if you a re rea dy, bu t th a t wou ld depr ive you of m u ch of th e ben efit you will receive when you make the discovery in your own way.

Wh ile th is book wa s bein g wr it ten , m y own s on , wh o wa s th en fin is h in g th e la s t yea r of h is college work , p icked u p th e m a n u s cr ip t of ch a p ter two, rea d it , a n d d is covered th e s ecret for himself. He used the information so effectively that he went d irect ly in to a res pon s ib le pos it ion a t a begin n in g s a la ry grea ter th a n th e a vera ge m a n ever ea rn s . His s tory h a s been b r iefly des cr ibed in ch a p ter two. Wh en you rea d it , perhaps you will d is m is s a n y feelin g you m a y h a ve h a d , a t th e begin n in g of th e book , th a t it p rom is ed too m u ch . An d , too, if you h a ve ever been d is cou ra ged , if you h a ve h a d d ifficu lt ies to s u rm ou n t wh ich took th e very s ou l ou t of you , if you h a ve t r ied a n d fa iled , if you were ever h a n d ica pped by illn es s or


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ph ys ica l a fflict ion , th is s tory of m y s on ’s d is covery a n d u s e of th e Ca rn egie form u la m a y p rove to be th e oa s is in th e Des er t of Lost Hope, for which you have been searching.

Th is s ecret wa s exten s ively u s ed by Pres iden t Woodrow Wils on , du r in g th e World Wa r . It wa s pa s s ed on to every s old ier wh o fou gh t in th e wa r , ca refu lly wra pped in th e t ra in in g received before goin g to th e fron t . Pres iden t Wils on told m e it wa s a s t ron g fa ctor in ra is in g th e fu n ds n eeded for the war.

More th a n twen ty yea rs a go, Hon . Ma n u el L. Qu ezon (th en Res iden t Com m is s ion er of th e Ph ilipp in e Is la n ds ), wa s in s p ired by th e s ecret to ga in freedom for h is peop le. He h a s ga in ed freedom for th e Ph ilipp in es , a n d is th e fir s t Pres iden t of the free state.

A pecu lia r th in g a bou t th is s ecret is th a t th os e wh o on ce a cqu ire it a n d u s e it , fin d th em s elves litera lly s wep t on to s u cces s , with bu t lit t le effor t , a n d th ey n ever a ga in s u bm it to fa ilu re! If you dou b t th is , s tu dy th e n a m es of th os e wh o h a ve u s ed it , wh erever th ey h a ve been m en t ion ed , ch eck th eir records for yourself, and be convinced.

There is no such thing as SOMETHING FOR NOTHING! Th e s ecret to wh ich I refer ca n n ot be h a d with ou t a p r ice,

a lth ou gh th e p r ice is fa r les s th a n it s va lu e. It ca n n ot be h a d at any price by those who are not intentionally searching for it. It ca n n ot be given a wa y, it ca n n ot be pu rch a s ed for m on ey, for th e rea s on th a t it com es in two pa r ts . On e pa r t is a lrea dy in possession of those who are ready for it.

Th e s ecret s erves equ a lly well, a ll wh o a re rea dy for it . Edu ca t ion h a s n oth in g to do with it . Lon g before I wa s born , th e s ecret h a d fou n d it s wa y in to th e pos s es s ion of Th om a s A. Ed is on , a n d h e u s ed it s o in telligen t ly th a t h e beca m e th e wor ld ’s lea d in g in ven tor , a lth ou gh h e h a d bu t th ree m on th s of schooling.

Th e s ecret wa s pa s s ed on to a bu s in es s a s s ocia te of Mr . Ed is on . He u s ed it s o effect ively th a t , a lth ou gh h e wa s th en m a k in g on ly $12 ,000 a yea r , h e a ccu m u la ted a grea t for tu n e, a n d ret ired from a ct ive bu s in es s wh ile s t ill a you n g m a n . You will fin d h is s tory a t th e begin n in g of th e fir s t ch a p ter . It s h ou ld con vin ce you th a t r ich es a re n ot beyon d you r rea ch ,


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th a t you ca n s t ill be wh a t you wis h to be, th a t m on ey, fa m e, recogn it ion a n d h a pp in es s ca n be h a d by a ll wh o a re rea dy and determined to have these blessings.

How do I know these things? You should have the answer before you fin is h th is book . You m a y fin d it in th e very fir s t chapter, or on the last page.

Wh ile I wa s per form in g th e twen ty yea r ta s k of research, wh ich I h a d u n der ta ken a t Mr . Ca rn egie’s requ es t , I a n a lyzed h u n dreds of well kn own m en , m a n y of wh om a dm it ted th a t th ey h a d a ccu m u la ted th eir va s t for tu n es th rou gh th e a id of the Carnegie secret; among these men were: —

HENRY FORD WILLIAM WRIGLEY JR. JOHN WANAMAKER JAMES J. HILL GEORGE S. PARKER E. M. STATLER HENRY

L. DOHERTY CYRUS H. K. CURTIS GEORGE EASTMAN THEODORE ROOSEVELT JOHN W. DAVIS ELBERT

HUBBARD WILBUR WRIGHT WILLIAM JENNINGS BRYAN DR. DMTID STARR JORDAN J. ODGEN ARMOUR CHARLES M. SCHWAB HARRIS F. WILLIAMS DR. FRANK GUNSAULUS

DANIEL WILLARD KING GILLETTE RALPH A. WEEKS JUDGE DANIEL T. WRIGHT JOHN D. ROCKEFELLER THOMAS A. EDISON FRANK A. VANDERLIP F. W. WOOLWORTH COL.

ROBERT A. DOLLAR EDWARD A. FILENE EDWIN C. BARNES ARTHUR BRISBANE WOODROW WILSON WM. HOWARD

TAFT LUTHER BURBANK EDWARD W. BOK FRANK A. MUNSEY ELBERT H. GARY DR. ALEXANDER GRAHAM BELL JOHN H. PATTERSON JULIUS ROSENWALD STUART AUSTIN

WIER DR. FRANK CRANE GEORGE M. ALEXANDER J. G. CHAPPLINE HON. JENNINGS RANDOLPH ARTHUR NASH

CLARENCE DARROW

Th es e n a m es rep res en t bu t a s m a ll fra ct ion of th e h u n dreds of well kn own Am er ica n s wh os e a ch ievem en ts , fin a n cia lly a n d oth erwis e, p rove th a t th os e wh o u n ders ta n d a n d a pp ly th e Ca rn egie s ecret , rea ch h igh s ta t ion s in life. I h a ve n ever kn own a n yon e wh o wa s in s p ired to u s e th e s ecret , wh o d id n ot a ch ieve n otewor th y s u cces s in h is ch os en ca llin g. I h a ve n ever kn own a n y pers on to d is t in gu is h h im s elf, or to a ccu m u la te r ich es of a n y con s equ en ce, with ou t pos s es s ion of


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the secret. From these two facts I draw the conclusion that the s ecret is m ore im por ta n t , a s a pa r t of th e kn owledge es s en t ia l for s elf-determ in a t ion , th a n a n y wh ich on e receives th rou gh what is popularly known as “education.”

Wh a t is EDUCATION, a n ywa y? Th is h a s been a n s wered in full detail.

As fa r a s s ch oolin g is con cern ed , m a n y of th es e m en h a d very lit t le. J oh n Wa n a m a ker on ce told m e th a t wh a t lit t le s ch oolin g h e h a d , h e a cqu ired in very m u ch th e s a m e m a n n er a s a m odern locom otive ta kes on wa ter , by “s coop in g it u p a s it ru n s .” Hen ry Ford n ever rea ch ed h igh s ch ool, let a lon e college. I a m n ot a t tem pt in g to m in im ize th e va lu e of s ch oolin g, bu t I a m t ryin g to expres s m y ea rn es t belief th a t th os e wh o m a s ter a n d a pp ly th e s ecret will rea ch h igh stations, accumulate riches, and bargain with life on their own terms, even if their schooling has been meager.

Som ewh ere, a s you rea d , th e s ecret to wh ich I refer will ju m p from th e pa ge a n d s ta n d bold ly before you , IF YOU ARE READY FOR IT! Wh en it a ppea rs , you will recogn ize it . Wh eth er you receive th e s ign in th e fir s t or th e la s t ch a p ter , s top for a m om en t wh en it p res en ts it s elf, a n d tu rn down a gla s s , for th a t occa s ion will m a rk th e m os t im por ta n t tu rn in g-point of your life.

We pass now, to Chapter One, and to the story of my very dear friend, who has generously acknowledged having seen the m ys t ic s ign , a n d wh os e bu s in es s a ch ievem en ts a re eviden ce en ou gh th a t h e tu rn ed down a gla s s . As you rea d h is s tory, a n d th e oth ers , rem em ber th a t th ey dea l with th e im por ta n t problems of life, such as all men experience.

Th e p rob lem s a r is in g from on e’s en dea vor to ea rn a livin g, to fin d h ope, cou ra ge, con ten tm en t a n d pea ce of m in d ; to accumulate riches and to enjoy freedom of body and spirit.

Rem em ber , too, a s you go th rou gh th e book , th a t it dea ls with fa cts a n d n ot with fict ion , it s pu rpos e bein g to con vey a grea t u n ivers a l t ru th th rou gh wh ich a ll wh o a re READY m a y lea rn , n ot on ly WHAT TO DO, BUT ALSO HOW TO DO IT! a n d receive, as well, THE NEEDED STIMULUS TO MAKE A START.

As a fin a l word of p repa ra t ion , before you begin th e fir s t ch a p ter , m a y I offer on e b r ief s u gges t ion wh ich m a y p rovide a


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clu e by wh ich th e Ca rn egie s ecret m a y be recogn ized? It is this—ALL ACHIEVEMENT, ALL EARNED RICHES , HAVE THEIR BEGINNING IN AN IDEA! If you a re rea dy for th e s ecret , you a lrea dy pos s es s on e h a lf of it , th erefore, you will rea d ily recognize the other half the moment it reaches your mind.

THE AUTHOR

CHAPTER 1 INTRODUCTION

THE MAN WHO “THOUGHT” HIS WAY INTO PARTNERSHIP WITH THOMAS A. EDISON

TRULY, “th ou gh ts a re th in gs ,” a n d powerfu l th in gs a t th a t , wh en th ey a re m ixed with defin iten es s of pu rpos e, pers is ten ce, a n d a BURNING DESIRE for th eir t ra n s la t ion in to riches, or other material objects.

A lit t le m ore th a n th ir ty yea rs a go, Edwin C. Ba rn es discovered h ow t ru e it is th a t m en rea lly do THINK AND GROW RICH. His d is covery d id n ot com e a bou t a t on e s it t in g. It ca m e lit t le by lit t le, begin n in g with a BURNING DESIRE to become a business associate of the great Edison.

On e of th e ch ief ch a ra cter is t ics of Ba rn es ’ Des ire wa s th a t it wa s definite. He wa n ted to work with Edis on , n ot for h im . Obs erve, ca refu lly, th e des cr ip t ion of h ow h e wen t a bou t t ra n s la t in g h is DESIRE in to rea lity, a n d you will h a ve a bet ter understanding of the thirteen principles which lead to riches.

Wh en th is DESIRE, or im pu ls e of th ou gh t , fir s t fla s h ed in to h is m in d h e wa s in n o pos it ion to a ct u pon it . Two d ifficu lt ies s tood in h is wa y. He d id n ot kn ow Mr. Ed is on , a n d h e d id n ot h a ve en ou gh m on ey to pa y h is ra ilroa d fa re to Orange, New Jersey.

Th es e d ifficu lt ies were s u fficien t to h a ve d is cou ra ged th e m a jor ity of m en from m a kin g a n y a t tem pt to ca r ry ou t th e des ire. Bu t h is wa s n o ord in a ry des ire! He wa s s o determ in ed to fin d a wa y to ca r ry ou t h is des ire th a t h e fin a lly decided to t ra vel by “b lin d ba gga ge,” ra th er th a n be defea ted . (To th e


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u n in it ia ted , th is m ea n s th a t h e wen t to Ea s t Ora n ge on a freight train).

He p res en ted h im s elf a t Mr . Ed is on ’s la bora tory, a n d a n n ou n ced h e h a d com e to go in to bu s in es s with th e in ven tor . In s pea k in g of th e fir s t m eet in g between Ba rn es a n d Ed is on , yea rs la ter , Mr . Ed is on s a id , “He s tood th ere before m e, look in g like a n ord in a ry t ra m p, bu t there w as s om eth ing in the expres s ion of h is face w h ich convey ed the im pres s ion that he w as d eterm ined to get w hat he had com e after. I h a d lea rn ed , from yea rs of exper ien ce with m en , th a t wh en a m a n rea lly DESIRES a thing so deeply that he is willing to stake his entire fu tu re on a s in gle tu rn of th e wh eel in order to get it , h e is s u re to win . I ga ve h im th e oppor tu n ity h e a s ked for , becaus e I s aw he had m ad e up h is m ind to s tand by un til he s ucceed ed . Subsequent events proved that no mistake was made.”

J u s t wh a t you n g Ba rn es s a id to Mr . Ed is on on th a t occa s ion wa s fa r les s im por ta n t th a n that w h ich he though t. Edis on , h im s elf, s a id s o! It cou ld n ot h a ve been th e you n g m a n ’s a ppea ra n ce wh ich got h im h is s ta r t in th e Ed is on office, for th a t wa s defin itely a ga in s t h im . It wa s wh a t h e THOUGHT that counted.

If th e s ign ifica n ce of th is s ta tem en t cou ld be con veyed to every pers on wh o rea ds it , th ere wou ld be n o n eed for th e remainder of this book.

Ba rn es d id n ot get h is pa r tn ers h ip with Ed is on on h is fir s t in terview. He d id get a ch a n ce to work in th e Ed is on offices , a t a very n om in a l wa ge, doin g work th a t wa s u n im por ta n t to Ed is on , bu t m os t im por ta n t to Ba rn es , beca u s e it ga ve h im a n oppor tu n ity to d is p la y h is “merchandise” where his intended “partner” could see it.

Mon th s wen t by. Appa ren t ly n oth in g h a ppen ed to b r in g th e coveted goa l wh ich Ba rn es h a d s et u p in h is m in d a s h is DEFINITE MAJ OR PURPOSE. Bu t s om eth in g im por ta n t wa s h a ppen in g in Ba rn es ’ m in d . He wa s con s ta n t ly in ten s ifyin g h is DESIRE to become the business associate of Edison.

Ps ych ologis ts h a ve cor rect ly s a id th a t “wh en on e is t ru ly ready for a thing, it puts in its appearance.”


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Ba rn es wa s rea dy for a bu s in es s a s s ocia t ion with Ed is on ,

m oreover , h e wa s DETERMINED TO REMAIN READY UNTIL HE GOT THAT WHICH HE WAS SEEKING.

He d id n ot s a y to h im s elf, “Ah well, wh a t’s th e u s e? I gu es s I’ll ch a n ge m y m in d a n d t ry for a s a les m a n ’s job .” Bu t , h e d id s a y, “I ca m e h ere to go in to bu s in es s with Ed is on , a n d I’ll a ccom plis h th is en d if it ta kes th e rem a in der of m y life.” He m ean t it! Wh a t a d ifferen t s tory m en wou ld h a ve to tell if on ly th ey wou ld a dop t a DEFINITE PURPOSE, a n d s ta n d by th a t pu rpos e u n t il it h a d t im e to becom e a n a ll-consuming obsession!

Ma ybe you n g Ba rn es d id n ot kn ow it a t th e t im e, bu t h is bu lldog determ in a t ion , h is pers is ten ce in s ta n d in g ba ck of a s in gle DESIRE, wa s des t in ed to m ow down a ll oppos it ion , a n d bring him the opportunity he was seeking.

Wh en th e oppor tu n ity ca m e, it a ppea red in a d ifferen t form, and from a different direction than Barnes had expected. Th a t is on e of th e t r icks of oppor tu n ity. It h a s a s ly h a b it of s lipp in g in by th e ba ck door , a n d often it com es d is gu is ed in th e form of m is for tu n e, or tem pora ry defea t . Perh a ps th is is why so many fail to recognize opportunity.

Mr . Ed is on h a d ju s t per fected a n ew office device, kn own a t th a t t im e, a s th e Ed is on Dicta t in g Ma ch in e (n ow th e Ediphone). His s a les m en were n ot en th u s ia s t ic over th e m a ch in e. Th ey d id n ot believe it cou ld be s old with ou t grea t effor t . Ba rn es s a w h is oppor tu n ity. It h a d cra wled in qu iet ly, h idden in a qu eer look in g m a ch in e wh ich in teres ted n o on e but Barnes and the inventor.

Ba rn es kn ew h e cou ld s ell th e Ed is on Dicta t in g Ma ch in e. He s u gges ted th is to Ed is on , a n d p rom ptly got h is ch a n ce. He d id s ell th e m a ch in e. In fa ct , h e s old it s o s u cces s fu lly th a t Ed is on ga ve h im a con tra ct to d is t r ibu te a n d m a rket it a ll over th e n a t ion . Ou t of th a t bu s in es s a s s ocia t ion grew th e s loga n , “Made by Edison and installed by Barnes.”

Th e bu s in es s a llia n ce h a s been in opera t ion for m ore th a n th ir ty yea rs . Ou t of it Ba rn es h a s m a de h im s elf r ich in m on ey, bu t h e h a s don e s om eth in g in fin itely grea ter , h e h a s proved that one really may “Think and Grow Rich.”


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How m u ch a ctu a l ca s h th a t or igin a l DESIRE of Ba rn es ’

h a s been wor th to h im , I h a ve n o wa y of kn owin g. Perh a ps it h a s b rou gh t h im two or th ree m illion dolla rs , bu t th e a m ou n t , wh a tever it is , becom es in s ign ifica n t wh en com pa red with th e grea ter a s s et h e a cqu ired in th e form of defin ite kn owledge that an in tangible im pu ls e of though t can be trans m uted in to its physical counterpart by the application of known principles.

Ba rn es litera lly thought him s elf in to a pa r tn ers h ip with th e grea t Ed is on ! He th ou gh t h im s elf in to a for tu n e. He h a d n oth in g to s ta r t with , excep t th e ca pa city to KNOW WHAT HE WANTED, AND THE DETERMINATION TO STAND BY THAT DESIRE UNTIL HE REALIZED IT.

He h a d n o m on ey to begin with . He h a d bu t lit t le edu ca t ion . He h a d n o in flu en ce. Bu t h e d id h a ve in it ia t ive, faith, and the will to win. With these intangible forces he made himself n u m ber on e m a n with th e grea tes t in ven tor wh o ever lived.

Now, let u s look a t a d ifferen t s itu a t ion , a n d s tu dy a m a n wh o h a d p len ty of ta n gib le eviden ce of r ich es , bu t los t it , because he stopped three feet short of the goal he was seeking.

THREE FEET FROM GOLD On e of th e m os t com m on ca u s es of fa ilu re is th e h a b it of

qu it t in g wh en on e is over ta ken by temporary d efeat. Every person is guilty of this mistake at one time or another.

An u n cle of R. U. Da rby wa s ca u gh t by th e “gold fever” in th e gold -ru s h da ys , a n d wen t wes t to DIG AND GROW RICH. He h a d n ever h ea rd th a t m ore gold has been m ined from the brains of m en than has ever been tak en from the earth . He s ta ked a cla im a n d wen t to work with p ick a n d s h ovel. Th e going was hard, but his lust for gold was definite.

After weeks of la bor , h e wa s rewa rded by th e d is covery of th e s h in in g ore. He n eeded m a ch in ery to b r in g th e ore to th e s u r fa ce. Qu iet ly, h e covered u p th e m in e, ret ra ced h is foots teps to h is h om e in Willia m s bu rg, Ma ryla n d , told h is rela t ives a n d a few n eigh bors of th e “s t r ike.” Th ey got togeth er m on ey for th e n eeded m a ch in ery, h a d it s h ipped . Th e uncle and Darby went back to work the mine.


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Th e fir s t ca r of ore wa s m in ed , a n d s h ipped to a s m elter .

Th e retu rn s p roved th ey h a d on e of th e r ich es t m in es in Colora do! A few m ore ca rs of th a t ore wou ld clea r th e deb ts . Then would come the big killing in profits.

Down wen t th e d r ills ! Up wen t th e h opes of Da rby a n d Un cle! Th en s om eth in g h a ppen ed! Th e vein of gold ore d is a ppea red! Th ey h a d com e to th e en d of th e ra in bow, a n d th e pot of gold wa s n o lon ger th ere! Th ey d r illed on , desperately trying to pick up the vein again—all to no avail.

Finally, they decided to QUIT. They sold the machinery to a junk man for a few hundred

dolla rs , a n d took th e t ra in ba ck h om e. Som e “ju n k” m en a re du m b, bu t n ot th is on e! He ca lled in a m in in g en gin eer to look a t th e m in e a n d do a lit t le ca lcu la t in g. Th e en gin eer a dvis ed th a t th e p roject h a d fa iled , beca u s e th e own ers were n ot fa m ilia r with “fa u lt lin es .” His ca lcu la t ion s s h owed th a t th e vein wou ld be fou n d J UST THREE FEET FROM WHERE THE DARBYS HAD STOPPED DRILLING! Th a t is exa ct ly wh ere it was found!

Th e “J u n k” m a n took m illion s of dolla rs in ore from th e m in e, beca u s e h e kn ew en ou gh to s eek exper t cou n s el before giving up.

Mos t of th e m on ey wh ich wen t in to th e m a ch in ery wa s p rocu red th rou gh th e effor ts of R. U. Da rby, wh o wa s th en a very you n g m a n . Th e m on ey ca m e from h is rela t ives a n d n eigh bors , beca u s e of th eir fa ith in h im . He pa id ba ck every dollar of it, although he was years in doing so.

Lon g a fterwa rd , Mr . Da rby recou ped h is los s m a n y t im es over, w hen he m ad e the discovery th a t DESIRE ca n be t ra n s m u ted in to gold . Th e d is covery ca m e a fter h e wen t in to the business of selling life insurance.

Rem em ber in g th a t h e los t a h u ge for tu n e, beca u s e h e STOPPED th ree feet from gold , Da rby p rofited by th e exper ien ce in h is ch os en work , by th e s im ple m eth od of s a yin g to h im s elf, “I s topped th ree feet from gold , bu t I will n ever s top because men say ‘no’ when I ask them to buy insurance.”

Darby is one of a small group of fewer than fifty men who s ell m ore th a n a m illion dolla rs in life in s u ra n ce a n n u a lly. He


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owes h is “s t icka b ility” to th e les s on h e lea rn ed from h is “quitability” in the gold mining business.

Before s u cces s com es in a n y m a n ’s life, h e is s u re to m eet with m u ch tem pora ry defea t , a n d , perh a ps , s om e fa ilu re. Wh en defea t over ta kes a m a n , th e ea s ies t a n d m os t logica l th in g to do is to QUIT. Th a t is exa ct ly wh a t th e m a jor ity of men do.

More th a n five h u n dred of th e m os t s u cces s fu l m en th is country has ever known, told the author their greatest success ca m e ju s t on e s tep beyond th e poin t a t wh ich defea t h a d over ta ken th em . Fa ilu re is a t r icks ter with a keen s en s e of iron y a n d cu n n in g. It ta kes grea t deligh t in t r ipp in g on e wh en success is almost within reach.

A FIFTY-CENT LESSON IN PERSISTENCE Sh or t ly a fter Mr . Da rby received h is degree from th e

“Un ivers ity of Ha rd Kn ocks ,” a n d h a d decided to p rofit by h is exper ien ce in th e gold m in in g bu s in es s , h e h a d th e good for tu n e to be p res en t on a n occa s ion th a t p roved to h im th a t “No” does not necessarily mean no.

On e a ftern oon h e wa s h elp in g h is u n cle gr in d wh ea t in a n old fa s h ion ed m ill. Th e u n cle opera ted a la rge fa rm on wh ich a n u m ber of colored s h a recrop fa rm ers lived . Qu iet ly, th e door wa s open ed , a n d a s m a ll colored ch ild , th e da u gh ter of a tenant, walked in and took her place near the door.

Th e u n cle looked u p , s a w th e ch ild , a n d ba rked a t h er roughly, “what do you want?”

Meek ly, th e ch ild rep lied , “My m a m m y s a y s en d h er fifty cents.”

“I’ll n ot do it ,” th e u n cle retor ted , “Now you ru n on home.”

“Yas sah,” the child replied. But she did not move. Th e u n cle wen t a h ea d with h is work , s o bu s ily en ga ged

th a t h e d id n ot pa y en ou gh a t ten t ion to th e ch ild to obs erve th a t s h e d id n ot lea ve. Wh en h e looked u p a n d s a w h er s t ill standing there, he yelled at her, “I told you to go on home! Now go, or I’ll take a switch to you.”

Th e lit t le gir l s a id “ya s s a h ,” bu t s he d id not bud ge an inch.


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Th e u n cle d ropped a s a ck of gra in h e wa s a bou t to pou r

in to th e m ill h opper , p icked u p a ba r rel s ta ve, a n d s ta r ted towa rd th e ch ild with a n expres s ion on h is fa ce th a t in d ica ted trouble.

Da rby h eld h is b rea th . He wa s cer ta in h e wa s a bou t to witn es s a m u rder . He kn ew h is u n cle h a d a fierce tem per . He kn ew th a t colored ch ild ren were n ot s u ppos ed to defy wh ite people in that part of the country.

Wh en th e u n cle rea ch ed th e s pot wh ere th e ch ild wa s standing, she quickly stepped forward one step, looked up into h is eyes , a n d s crea m ed a t th e top of h er s h r ill voice, “MY MAMMY’S GOTTA HAVE THAT FIFTY CENTS!”

Th e u n cle s topped , looked a t h er for a m in u te, th en s lowly la id th e ba r rel s ta ve on th e floor , pu t h is h a n d in h is pocket, took out half a dollar, and gave it to her.

Th e ch ild took th e m on ey a n d s lowly ba cked towa rd th e door , n ever ta k in g h er eyes off th e m a n w hom s he had jus t conquered. After s h e h a d gon e, th e u n cle s a t down on a box a n d looked ou t th e win dow in to s pa ce for m ore th a n ten m in u tes . He wa s pon der in g, with a we, over th e wh ipp in g h e had just taken.

Mr . Da rby, too, wa s doin g s om e th in k in g. Th a t wa s th e fir s t t im e in a ll h is exper ien ce th a t h e h a d s een a colored ch ild deliberately master a n a du lt wh ite pers on . How d id s h e do it? Wh a t h a ppen ed to h is u n cle th a t ca u s ed h im to los e h is fiercen es s a n d becom e a s docile a s a la m b? Wh a t s t ra n ge power d id th is ch ild u s e th a t m a de h er m a s ter over h er s u per ior? Th es e a n d oth er s im ila r qu es t ion s fla s h ed in to Da rby’s m in d , bu t h e d id n ot fin d th e a n s wer u n t il yea rs la ter , when he told me the story.

St ra n gely, th e s tory of th is u n u s u a l exper ien ce wa s told to th e a u th or in th e old m ill, on th e very s pot wh ere th e u n cle took h is wh ipp in g. St ra n gely, too, I h a d devoted n ea r ly a qu a r ter of a cen tu ry to th e s tu dy of th e power wh ich en a b led a n ign ora n t , illitera te colored ch ild to con qu er a n in telligen t man.

As we s tood th ere in th a t m u s ty old m ill, Mr . Da rby repea ted th e s tory of th e u n u s u a l con qu es t , a n d fin is h ed by


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a s k in g, “Wh a t ca n you m a ke of it? Wh a t s t ra n ge power d id that child use, that so completely whipped my uncle?”

The answer to his question will be found in the principles des cr ibed in th is book . Th e a n s wer is fu ll a n d com plete. It con ta in s deta ils a n d in s t ru ct ion s s u fficien t to en a b le a n yon e to u n ders ta n d , a n d a pp ly th e s a m e force wh ich th e lit t le ch ild accidentally stumbled upon.

Keep you r m in d a ler t , a n d you will obs erve exa ct ly wh a t strange power ca m e to th e res cu e of th e ch ild , you will ca tch a glim ps e of th is power in th e n ext ch a p ter . Som ewh ere in th e book you will fin d a n idea th a t will qu icken you r recep t ive powers, and place at your command, for your own benefit, this s a m e ir res is t ib le power . Th e a wa ren es s of th is power m a y come to you in the first chapter, or it may flash into your mind in s om e s u bs equ en t ch a p ter . It m a y com e in th e form of a s in gle idea . Or , it m a y com e in th e n a tu re of a p la n , or a pu rpos e. Aga in , it m a y ca u s e you to go ba ck in to you r pa s t exper ien ces of fa ilu re or defea t , a n d b r in g to th e s u r fa ce s om e les s on by wh ich you ca n rega in a ll th a t you los t th rou gh defeat.

After I h a d des cr ibed to Mr . Da rby th e power u n wit t in gly u s ed by th e lit t le colored ch ild , h e qu ick ly ret ra ced h is th ir ty yea rs of exper ien ce a s a life in s u ra n ce s a les m a n , a n d fra n k ly a ckn owledged th a t h is s u cces s in th a t field wa s du e, in n o small degree, to the lesson he had learned from the child.

Mr . Da rby poin ted ou t : “every t im e a p ros pect t r ied to bow me out, without buying, I saw that child standing there in th e old m ill, h er b ig eyes gla r in g in defia n ce, a n d I s a id to m ys elf, ‘I’ve got ta m a ke th is s a le.’ Th e bet ter por t ion of a ll sales I have made, were made after people had said ‘NO’.”

He recalled, too, his mistake in having stopped only three feet from gold , “bu t ,” h e s a id , “th a t exper ien ce wa s a b les s in g in d is gu is e. It ta u gh t m e to k eep on k eeping on , n o m a t ter h ow h a rd th e goin g m a y be, a les s on I n eeded to lea rn before I could succeed in anything.”

Th is s tory of Mr . Da rby a n d h is u n cle, th e colored ch ild a n d th e gold m in e, dou b t les s will be rea d by h u n dreds of m en wh o m a ke th eir livin g by s ellin g life in s u ra n ce, a n d to a ll of th es e, th e a u th or wis h es to offer th e s u gges t ion th a t Da rby


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owes to th es e two exper ien ces h is a b ility to s ell m ore th a n a million dollars of life insurance every year.

Life is s t ra n ge, a n d often im pon dera b le! Both th e s u cces s es a n d th e fa ilu res h a ve th eir roots in s im ple exper ien ces . Mr . Da rby’s exper ien ces were com m on pla ce a n d s im ple en ou gh , yet th ey h eld th e a n s wer to h is des t in y in life, th erefore th ey were a s im por ta n t (to h im ) a s life it s elf. He p rofited by th es e two d ra m a t ic exper ien ces , beca u s e he analy z ed them , a n d fou n d th e les s on th ey ta u gh t . Bu t wh a t of the man who has neither the time, nor the inclination to study fa ilu re in s ea rch of kn owledge th a t m a y lea d to s u cces s ? Wh ere, a n d h ow is h e to lea rn th e a r t of con ver t in g defea t in to stepping stones to opportunity?

In answer to these questions, this book was written. Th e a n s wer ca lled for a des cr ip t ion of th ir teen p r in cip les ,

but remember, as you read, the answer you may be seeking, to th e qu es t ion s wh ich h a ve ca u s ed you to pon der over th e s t ra n gen es s of life, m a y be fou n d in y our ow n m ind , through s om e idea , p la n , or pu rpos e wh ich m a y s p r in g in to you r m in d as you read.

On e s ou n d idea is a ll th a t on e n eeds to a ch ieve s u cces s . Th e p r in cip les des cr ibed in th is book , con ta in th e bes t , a n d th e m os t p ra ct ica l of a ll th a t is kn own , con cern in g wa ys a n d means of creating useful ideas.

Before we go a n y fu r th er in ou r a pproa ch to th e des cr ip t ion of th es e p r in cip les , we believe you a re en t it led to receive this important suggestion….

WHEN RICHES BEGIN TO COME THEY COME SO QUICKLY, IN SUCH GREAT ABUNDANCE, THAT ONE WONDERS WHERE THEY HAVE BEEN HIDING DURING ALL THOSE LEAN YEARS. Th is is a n a s tou n d in g s ta tem en t , a n d a ll th e m ore s o, wh en we ta ke in to con s idera t ion th e popu la r belief, that riches come only to those who work hard and long.

Wh en you begin to THINK AND GROW RICH, you will obs erve th a t r ich es begin with a s ta te of m in d , with defin iten es s of pu rpos e, with lit t le or n o h a rd work . You , a n d every oth er pers on , ou gh t to be in teres ted in kn owin g h ow to a cqu ire th a t s ta te of m in d wh ich will a t t ra ct r ich es . I s pen t


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twenty-five yea rs in res ea rch , a n a lyzin g m ore th a n 25 ,000 people, because I, too, wanted to know “how wealthy men become that way.

With ou t th a t res ea rch , th is book cou ld n ot h a ve been written. Here take notice of a very significant truth, viz: Th e bu s in es s depres s ion s ta r ted in 1929 , a n d con t in u ed

on to a n a ll t im e record of des t ru ct ion , u n t il s om et im e a fter Pres iden t Roos evelt en tered office. Th en th e depres s ion bega n to fa de in to n oth in gn es s . J u s t a s a n elect r icia n in a th ea t re ra is es th e ligh ts s o gra du a lly th a t da rkn es s is t ra n s m u ted in to ligh t before you rea lize it , s o d id th e s pell of fea r in th e m in ds of the people gradually fade away and become faith.

Obs erve very clos ely, a s s oon a s you m a s ter th e p r in cip les of th is ph ilos oph y, a n d begin to follow th e in s t ru ct ion s for a pp lyin g th os e p r in cip les , you r fin a n cia l s ta tu s will begin to im prove, a n d everyth in g you tou ch will begin to t ra n s m u te it s elf in to a n a s s et for you r ben efit . Impossible? Not at all!

On e of th e m a in wea kn es s es of m a n k in d is th e a verage m a n ’s fa m ilia r ity with th e word “im pos s ib le.” He kn ows a ll th e ru les wh ich will NOT work . He kn ows a ll th e th in gs wh ich CANNOT be don e. Th is book wa s wr it ten for th os e wh o s eek th e ru les wh ich h a ve m a de oth ers s u cces s fu l, a n d a re willin g to stake everything on those rules.

A great many years ago I purchased a fine dictionary. The fir s t th in g I d id with it wa s to tu rn to th e word “im pos s ib le,” and neatly clip it out of the book. That would not be an unwise thing for you to do.

Su cces s com es to th os e wh o becom e SUCCESS CONSCIOUS.

Fa ilu re com es to th os e wh o in d ifferen t ly a llow th em s elves to become FAILURE CONSCIOUS.

Th e ob ject of th is book is to h elp a ll wh o s eek it , to lea rn th e a r t of ch a n gin g th eir m in ds from FAILURE CONSCIOUSNESS to SUCCESS CONSCIOUSNESS.

An oth er wea kn es s fou n d in a ltogeth er too m a n y peop le, is th e h a b it of m ea s u r in g everyth in g, a n d everyon e, by their own im pres s ion s a n d beliefs . Som e wh o will rea d th is , will


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believe th a t n o on e ca n THINK AND GROW RICH. Th ey ca n n ot th in k in term s of r ich es , beca u s e th eir th ou gh t h a b its h a ve been steeped in poverty, want, misery, failure, and defeat.

Th es e u n for tu n a te peop le rem in d m e of a p rom in en t Ch in es e, wh o ca m e to Am er ica to be edu ca ted in Am er ica n wa ys . He a t ten ded th e Un ivers ity of Ch ica go. On e da y Pres iden t Ha rper m et th is you n g Or ien ta l on th e ca m pu s , s topped to ch a t with h im for a few m in u tes , a n d a s ked wh a t h a d im pres s ed h im a s bein g th e m os t n ot icea b le ch a ra cter is t ic of the American people.

“Wh y,” th e Ch in a m a n excla im ed , “th e qu eer s la n t of you r eyes. Your eyes are off slant!”

What do we say about the Chinese? We refu s e to believe th a t wh ich we do n ot u n ders ta n d .

We foolis h ly believe th a t ou r own lim ita t ion s a re th e p roper m ea s u re of lim ita t ion s . Su re, th e oth er fellow’s eyes a re “off s lant,” BECAUSE THEY ARE NOT THE SAME AS OUR OWN.

Million s of peop le look a t th e a ch ievem en ts of Hen ry Ford , a fter h e h a s a r r ived , a n d en vy h im , beca u s e of h is good fortune, or luck, or genius, or whatever it is that they credit for Ford’s fortune. Perhaps one person in every hundred thousand kn ows th e s ecret of Ford ’s s u cces s , a n d th os e wh o do kn ow a re too m odes t , or too relu cta n t , to s pea k of it , becaus e of its simplicity. A s in gle t ra n s a ct ion will illu s t ra te th e “s ecret” perfectly.

A few yea rs ba ck , Ford decided to p rodu ce h is n ow fa m ou s V-8 m otor . He ch os e to bu ild a n en gin e with th e en t ire eigh t cylin ders ca s t in on e b lock , a n d in s t ru cted h is en gin eers to p rodu ce a des ign for th e en gin e. Th e des ign wa s p la ced on pa per , bu t th e en gin eers a greed , to a m a n , th a t it wa s s im ply impossible to ca s t a n eigh t-cylin der ga s en gin e b lock in on e piece.

Ford said, “Produce it anyway.” “But,” they replied, “it’s impossible!” “Go a h ea d ,” Ford com m a n ded , “a n d s ta y on th e job u n t il

you succeed no matter how much time is required.” Th e en gin eers wen t a h ea d . Th ere wa s n oth in g els e for

th em to do, if th ey were to rem a in on th e Ford s ta ff. S ix m on th s wen t by, n oth in g h a ppen ed . An oth er s ix m on th s


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pa s s ed , a n d s t ill n oth in g h a ppen ed . Th e en gin eers t r ied every con ceiva b le p la n to ca r ry ou t th e orders , bu t th e th in g s eem ed out of the question; “impossible!”

At th e en d of th e yea r Ford ch ecked with h is en gin eers , a n d a ga in th ey in form ed h im th ey h a d fou n d n o wa y to ca r ry out his orders.

“Go right ahead,” said Ford, “I want it, and I’ll have it.” Th ey wen t a h ea d , a n d th en , a s if by a s t roke of m a gic,

the secret was discovered. The Ford DETERMINATION had won once more! Th is s tory m a y n ot be des cr ibed with m in u te a ccu ra cy,

bu t th e s u m a n d s u bs ta n ce of it is cor rect . Dedu ce from it , you wh o wis h to THINK AND GROW RICH, th e s ecret of th e Ford millions, if you can. You’ll not have to look very far.

Hen ry Ford is a s u cces s , beca u s e h e u n ders ta n ds , a n d applies th e p r in cip les of s u cces s . On e of th es e is DESIRE: kn owin g wh a t on e wa n ts . Rem em ber th is Ford s tory a s you rea d , a n d p ick ou t th e lin es in wh ich th e s ecret of h is s tu pen dou s a ch ievem en t h a ve been des cr ibed . If you ca n do th is , if you ca n la y you r fin ger on th e pa r t icu la r grou p of p r in cip les wh ich m a de Hen ry Ford r ich , you ca n equ a l h is achievements in almost any calling for which you are suited.

YOU ARE “THE MASTER OF YOUR FATE, THE CAPTAIN OF YOUR SOUL,” BECAUSE…

Wh en Hen ley wrote th e p roph et ic lin es , “I a m th e Ma s ter of m y Fa te, I a m th e Ca p ta in of m y Sou l,” h e s h ou ld h a ve in form ed u s th a t we a re th e Ma s ters of ou r Fa te, th e Ca p ta in s of ou r Sou ls , because we h a ve th e power to con trol ou r thoughts.

He s h ou ld h a ve told u s th a t th e eth er in wh ich th is lit t le earth floats, in which we move and have our being, is a form of energy m ovin g a t a n in con ceiva b ly h igh ra te of vib ra t ion , a n d th a t th e eth er is filled with a form of u n ivers a l power wh ich ADAPTS its elf to th e n a tu re of th e th ou gh ts we h old in ou r m in ds ; a n d INFLUENCES u s , in n a tu ra l wa ys , to t ra n s m u te our thoughts into their physical equivalent.


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If th e poet h a d told u s of th is grea t t ru th , we wou ld kn ow

WHY IT IS that we are the Masters of our Fate, the Captains of ou r Sou ls . He s h ou ld h a ve told u s , with grea t em ph a s is , th a t th is power m a kes n o a t tem pt to d is cr im in a te between des t ru ct ive th ou gh ts a n d con s t ru ct ive th ou gh ts , th a t it will u rge u s to t ra n s la te in to ph ys ica l rea lity th ou gh ts of pover ty, ju s t a s qu ick ly a s it will in flu en ce u s to a ct u pon th ou gh ts of riches.

He s h ou ld h a ve told u s , too, th a t ou r b ra in s becom e magn et ized with th e dom in a t in g th ou gh ts wh ich we h old in ou r m in ds , a n d , by m ea n s with wh ich n o m a n is fa m ilia r , th es e “m a gn ets ” a t t ra ct to u s th e forces , th e peop le, th e circu m s ta n ces of life wh ich h a rm on ize with th e n a tu re of ou r dominating thoughts.

He s h ou ld h a ve told u s , th a t before we ca n a ccu m u la te r ich es in grea t a bu n da n ce, we m u s t m a gn et ize ou r m in ds with in ten s e DESIRE for r ich es , th a t we m u s t becom e “m on ey con s ciou s u n t il th e DESIRE for m on ey d r ives u s to crea te definite plans for acquiring it.

But , bein g a poet , a n d n ot a ph ilos oph er , Hen ley con ten ted h im s elf by s ta t in g a grea t t ru th in poet ic form , lea vin g th os e wh o followed h im to in terp ret th e ph ilos oph ica l meaning of his lines.

Lit t le by lit t le, th e t ru th h a s u n folded it s elf, u n t il it n ow appears certain that the principles described in this book, hold the secret of mastery over our economic fate.

We a re n ow rea dy to exa m in e th e fir s t of th es e p r in cip les . Ma in ta in a s p ir it of open -m in dedn es s , a n d rem em ber a s you rea d , th ey a re th e in ven t ion of n o on e m a n . Th e p r in cip les were ga th ered from th e life exper ien ces of m ore th a n 500 m en wh o a ctu a lly a ccu m u la ted r ich es in h u ge a m ou n ts ; m en wh o bega n in pover ty, with bu t lit t le edu ca t ion , with ou t in flu en ce. Th e p r in cip les worked for th es e m en . You ca n pu t th em to work for your own enduring benefit.

You will find it easy, not hard, to do. Before you rea d th e n ext ch a p ter , I wa n t you to kn ow

th a t it con veys fa ctu a l in form a t ion wh ich m igh t ea s ily ch a n ge you r en t ire fin a n cia l des t in y, a s it h a s s o defin itely b rou gh t changes of stupendous proportions to two people described.


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I wa n t you to kn ow, a ls o, th a t th e rela t ion s h ip between

th es e two m en a n d m ys elf, is s u ch th a t I cou ld h a ve ta ken n o liber t ies with th e fa cts , even if I h a d wis h ed to do s o. On e of them h a s been m y clos es t pers on a l fr ien d for a lm os t twen ty-five yea rs , th e oth er is m y own s on . Th e u n u s u a l s u cces s of th es e two m en , s u cces s wh ich th ey gen erou s ly a ccred it to th e p r in cip le des cr ibed in th e n ext ch a p ter , m ore th a n ju s t ifies th is pers on a l referen ce a s a m ea n s of em ph a s izin g th e fa r -flung power of this principle.

Alm os t fifteen yea rs a go, I delivered th e Com m en cem en t Addres s a t Sa lem College, Sa lem , Wes t Virgin ia . I em ph a s ized th e p r in cip le des cr ibed in th e n ext ch a p ter , with s o m u ch intensity th a t on e of th e m em bers of th e gra du a t in g cla s s defin itely a ppropr ia ted it , a n d m a de it a pa r t of h is own philosophy. The young man is now a Member of Congress, and a n im por ta n t fa ctor in th e p res en t a dm in is t ra t ion . J u s t before th is book wen t to th e pu b lis h er , h e wrote m e a let ter in wh ich h e s o clea r ly s ta ted h is op in ion of th e p r in cip le ou t lin ed in th e next chapter, that I have chosen to publish his letter as an introduction to that chapter. It gives you an idea of the rewards to come.

“My dear Napoleon: “My s ervice a s a Mem ber of Con gres s h a vin g given m e a n

in s igh t in to th e p rob lem s of m en a n d wom en , I a m writ in g to offer a s u gges t ion wh ich m a y becom e h elp fu l to th ou s a n ds of worthy people.

“With a pologies , I m u s t s ta te th a t th e s u gges t ion , if a cted u pon , will m ea n s evera l yea rs of la bor a n d res pon s ib ility for you , bu t I a m en -h ea r ten ed to m a ke th e s u gges t ion , beca u s e I know your great love for rendering useful service.

“In 1922 , you delivered th e Com m en cem en t a ddres s a t Sa lem College, wh en I wa s a m em ber’ of th e gra du a t in g cla s s . In th a t a ddres s , you p la n ted in m y m in d a n idea wh ich h a s been res pon s ib le for th e oppor tu n ity I n ow h a ve to s erve th e peop le of m y Sta te, a n d will be res pon s ib le, in a very la rge measure, for whatever success I may have in the future.

“Th e s u gges t ion I h a ve in m in d is , th a t you pu t in to a book th e s u m a n d s u bs ta n ce of th e a ddres s you delivered a t Sa lem


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College, a n d in th a t wa y give th e peop le of Am er ica a n oppor tu n ity to p rofit by you r m a n y yea rs of exper ien ce a n d association with th e m en wh o, by th eir grea tn es s , h a ve m a de America the richest nation on earth.

“I reca ll, a s th ou gh it were yes terda y, th e m a rvelou s des cr ip t ion you ga ve of th e m eth od by wh ich Hen ry Ford , with bu t lit t le s ch oolin g, with ou t a dolla r , with n o in flu ential fr ien ds , ros e to grea t h eigh ts . I m a de u p m y m in d th en , even before you h a d fin is h ed you r s peech , th a t I wou ld m a ke a p la ce for m ys elf, n o m a t ter h ow m a n y d ifficu lt ies I h a d to surmount.

“Th ou s a n ds of you n g peop le will fin is h th eir s ch oolin g this year, and within the next few years. Every one of them will be s eek in g ju s t s u ch a m es s a ge of p ra ct ica l en cou ra gem en t a s th e on e I received from you . Th ey will wa n t to kn ow wh ere to tu rn , wh a t to do, to get s ta r ted in life. You ca n tell th em , beca u s e you h a ve h elped to s olve th e p rob lem s of s o m a n y, many people.

“If there is any possible way that you can afford to render s o grea t a s ervice, m a y I offer th e s u gges t ion th a t you in clu de with every book , on e of you r Pers on a l An a lys is Ch a r ts , in order th a t th e pu rch a s er of th e book m a y h a ve th e ben efit of a com plete s elfin ven tory, in d ica t in g, a s you in d ica ted to m e years ago, exactly what is standing in the way of success.

“Su ch a s ervice a s th is , p rovid in g th e rea ders of you r book with a com plete, u n b ia s ed p ictu re of th eir fa u lts a n d th eir vir tu es , wou ld m ea n to th em th e d ifferen ce between success and failure. The service would be priceless.

“Million s of peop le a re n ow fa cin g th e p rob lem of s ta gin g a com e-ba ck , beca u s e of th e depres s ion , a n d I s pea k from person a l exper ien ce wh en I s a y, I kn ow th es e ea rn es t peop le wou ld welcom e th e oppor tu n ity to tell you th eir p rob lem s , a n d to receive your suggestions for the solution.

“You know the problems of those who face the necessity of beginning all over again. There are thousands of people in America today who would like to know how they can convert ideas into money, people who must start at scratch, without


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finances, and recoup their losses. If anyone can help them, you can.

“If you pu b lis h th e book , I wou ld like to own th e fir s t copy th a t com es from th e p res s , pers on a lly a u togra ph ed by you.

“With best wishes, believe me, “Cordially yours, Jennings Randolph

CHAPTER 2 DESIRE

THE STARTING POINT OF ALL ACHIEVEMENT

The First Step toward Riches

WHEN Edwin C. Ba rn es clim bed down from th e freigh t t ra in in Ora n ge, N. J ., m ore th a n th ir ty yea rs a go, h e m a y have resembled a tramp, but his thoughts were those of a king!

As h e m a de h is wa y from th e ra ilroa d t ra cks to Th om a s A. Ed is on ’s office, h is m in d wa s a t work . He s a w h im s elf s tand ing in Ed is on’s pres ence. He h ea rd h im s elf a s k in g Mr. Ed is on for a n oppor tu n ity to ca r ry ou t th e on e CONSUMING OBSESSION OF HIS LIFE, a BURNING DESIRE to becom e th e business associate of the great inventor.

Ba rn es ’ des ire wa s n ot a hope! It wa s n ot a wish! It wa s a keen , pu ls a t in g DESIRE, wh ich t ra n s cen ded everyth in g els e. It was DEFINITE.

Th e des ire wa s n ot n ew wh en h e a pproa ch ed Ed is on . It h a d been Ba rn es ’ d om inating d es ire for a lon g t im e. In th e begin n in g, wh en th e des ire fir s t a ppea red in h is m in d , it m a y h a ve been , p roba b ly wa s , on ly a wis h , bu t it wa s n o m ere wis h when he appeared before Edison with it.

A few yea rs la ter , Edwin C. Ba rn es a ga in s tood before Edison, in the same office where he first met the inventor. This t im e h is DESIRE h a d been t ra n s la ted in to rea lity. He w as in bus ines s w ith Ed is on . Th e dom in a t in g DREAM OF HIS LIFE h a d becom e a rea lity. Toda y, peop le wh o kn ow Ba rn es en vy


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h im , beca u s e of th e “b rea k” life yielded h im . Th ey s ee h im in th e da ys of h is t r iu m ph , with ou t ta k in g th e t rou b le to investigate the cause of his success.

Ba rn es s u cceeded beca u s e h e ch os e a defin ite goa l, p la ced a ll h is en ergy, a ll h is will power , a ll h is effor t , everyth in g ba ck of th a t goa l. He d id n ot becom e th e pa r tn er of Ed is on th e da y h e a r r ived . He wa s con ten t to s ta r t in th e m os t m en ia l work , a s lon g a s it p rovided a n oppor tu n ity to ta ke even one step toward his cherished goal.

Five yea rs pa s s ed before th e ch a n ce h e h a d been s eek in g m a de it s a ppea ra n ce. Du r in g a ll th os e yea rs n ot on e ra y of h ope, n ot on e p rom is e of a t ta in m en t of h is DESIRE h a d been h eld ou t to h im . To everyon e, excep t h im s elf, h e a ppea red on ly a n oth er cog in th e Ed is on bu s in es s wh eel, bu t in h is own m in d , HE WAS THE PARTNER OF EDISON EVERY MINUTE OF THE TIME, from th e very da y th a t h e fir s t wen t to work there.

It is a rem a rka b le illu s t ra t ion of th e power of a DEFINITE DESIRE. Ba rn es won h is goa l, beca u s e h e wa n ted to be a bu s in es s a s s ocia te of Mr . Ed is on , m ore th a n h e wa n ted a n yth in g els e. He crea ted a p la n by wh ich to a t ta in th a t purpose. But he BURNED ALL BRIDGES BEHIND HIM.

He s tood by h is DESIRE u n t il it beca m e th e dom in a t in g obsession of his life—and—finally, a fact.

When he went to Orange, he did not say to himself, “I will t ry to in du ce Ed is on to give m e a job of s om e s oft .” He s a id , “I will s ee Ed is on , a n d pu t h im on n ot ice th a t I h a ve com e to go into business with him.

He d id n ot s a y, “I will work th ere for a few m on th s , a n d if I get n o en cou ra gem en t , I will qu it a n d get a job s om ewh ere els e.” He d id s a y, “I will s ta r t a n ywh ere. I will do a n yth in g Ed is on tells m e to do, bu t before I am through , I will be h is associate.”

He d id n ot s a y, “I will keep m y eyes open for a n oth er oppor tu n ity, in ca s e I fa il to get wh a t I wa n t in th e Ed is on orga n iza t ion .” He s a id , “Th ere is bu t ONE th in g in th is wor ld th a t I a m determ in ed to h a ve, a n d th a t is a bu s in es s a s s ocia t ion with Th om a s A. Ed is on . I will bu rn a ll b r idges


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beh in d m e, a n d s ta ke m y ENTIRE FUTURE on m y a b ility to get what I want.”

He left h im s elf no pos s ible w ay of retreat. He had to w in or perish!

Th a t is a ll th ere is to th e Ba rn es s tory of s u cces s ! A lon g wh ile a go, a grea t wa rr ior fa ced a s itu a t ion wh ich m a de it n eces s a ry for h im to m a ke a decis ion wh ich in s u red h is s u cces s on th e ba t t lefield . He wa s a bou t to s en d h is armies a ga in s t a powerfu l foe, wh os e m en ou tn u m bered h is own . He loa ded h is s old iers in to boa ts , s a iled to th e en em y’s cou n try, u n loa ded s old iers a n d equ ipm en t , th en ga ve th e order to bu rn th e s h ips th a t h a d ca r r ied th em . Addres s in g h is m en before th e fir s t ba t t le, h e s a id , “You s ee th e boa ts goin g u p in s m oke. Th a t m ea n s th a t we ca n n ot lea ve th es e s h ores a live u n les s we win! We now have no choice-we win— or we perish! They won.

Every pers on wh o win s in a n y u n der ta k in g m u s t be willing to burn his ships and cut all sources of retreat. Only by s o doin g ca n on e be s u re of m a in ta in in g th a t s ta te of m in d known as a BURNING DESIRE TO WIN, essential to success.

Th e m orn in g a fter th e grea t Ch ica go fire, a grou p of m erch a n ts s tood on Sta te St reet , look in g a t th e smoking rem a in s of wh a t h a d been th eir s tores . Th ey wen t in to a con feren ce to decide if th ey wou ld t ry to rebu ild , or lea ve Ch ica go a n d s ta r t over in a m ore p rom is in g s ect ion of th e cou n try. Th ey rea ch ed a decis ion —a ll excep t on e-to lea ve Chicago.

Th e m erch a n t wh o decided to s ta y a n d rebu ild poin ted a fin ger a t th e rem a in s of h is s tore, a n d s a id , “Gen t lem en , on th a t very s pot I will bu ild th e wor ld ’s grea tes t s tore, n o m a t ter how many times it may burn down.”

That was more than fifty years ago. The store was built. It s ta n ds th ere toda y, a tower in g m on u m en t to th e power of th a t s ta te of m in d kn own a s a BURNING DESIRE. Th e ea s y th in g for Ma rs h a l Field to h a ve don e, wou ld h a ve been exa ct ly wh a t h is fellow m erch a n ts d id . Wh en th e goin g wa s h a rd , a n d th e future looked dismal, they pulled up and went where the going seemed easier.

Ma rk well th is d ifferen ce between Ma rs h a l Field a n d th e oth er m erch a n ts , beca u s e it is th e s a m e d ifferen ce wh ich


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d is t in gu is h es Edwin C. Ba rn es from th ou s a n ds of oth er you n g m en wh o h a ve worked in th e Ed is on orga n iza t ion . It is th e s a m e d ifferen ce wh ich d is t in gu is h es p ra ct ica lly a ll wh o succeed from those who fail.

Every h u m a n bein g wh o rea ch es th e a ge of u n ders ta n d in g of th e pu rpos e of m on ey, wis h es for it . Wishing will n ot b r in g r ich es . Bu t desiring r ich es with a s ta te of m in d th a t becom es a n obs es s ion , th en p la n n in g defin ite wa ys a n d m ea n s to a cqu ire r ich es , a n d ba ck in g th os e p la n s with persistence which does not recognize failure, will bring riches.

Th e m eth od by wh ich DESIRE for r ich es ca n be t ra n s m u ted in to it s fin a n cia l equ iva len t , con s is ts of s ix definite, practical steps, viz:

Firs t . Fix in you r m in d th e exact a m ou n t of m on ey you des ire. It is n ot s u fficien t m erely to s a y “I wa n t p len ty of m on ey.” Be defin ite a s to th e a m ou n t . (Th ere is a ps ych ologica l rea s on for defin iten es s wh ich will be described in a subsequent chapter).

Secon d . Determ in e exa ct ly wh a t you in ten d to give in retu rn for th e m on ey you des ire. (Th ere is n o s u ch rea lity as “something for nothing.)

Th ird . Es ta b lis h a defin ite da te wh en you in ten d to possess the money you desire.

Fou r th . Crea te a defin ite p la n for ca r ryin g ou t you r des ire, a n d begin at once, wh eth er you a re rea dy or n ot , to put this plan into action.

Fifth . Write ou t a clea r , con cis e s ta tem en t of th e a m ou n t of m on ey you in ten d to a cqu ire, n a m e th e t im e lim it for it s a cqu is it ion , s ta te wh a t you in ten d to give in return for the money, and describe clearly the plan through which you intend to accumulate it.

S ixth . Rea d you r wr it ten s ta tem en t a lou d , twice da ily, on ce ju s t before ret ir in g a t n igh t , a n d on ce a fter a r is in g in th e m orn in g. AS YOU READ—SEE AND FEEL AND BELIEVE YOURSELF ALREADY IN POSSESSION OF THE MONEY.

It is im por ta n t th a t you follow th e in s t ru ct ion s des cr ibed in th es e s ix s teps . It is es pecia lly im por ta n t th a t you obs erve, a n d follow th e in s t ru ct ion s in th e s ixth pa ra gra ph . You m a y


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com pla in th a t it is im pos s ib le for you to “s ee you rs elf in pos s es s ion of m on ey” before you a ctu a lly h a ve it . Here is wh ere a BURNING DESIRE will com e to you r a id . If you t ru ly DESIRE money so keenly that your desire is an obsession, you will h a ve n o d ifficu lty in con vin cin g you rs elf th a t you will a cqu ire it . Th e ob ject is to wa n t m on ey, a n d to becom e s o determ in ed to h a ve it th a t you CONVINCE you rs elf you will have it.

On ly th os e wh o becom e “m on ey con s ciou s ” ever a ccu m u la te grea t r ich es . “Mon ey con s ciou s n es s ” m ea n s th a t th e m in d h a s becom e s o th orou gh ly s a tu ra ted with th e DESIRE for m on ey, th a t on e ca n s ee on e’s s elf a lrea dy in possession of it.

To th e u n in it ia ted , wh o h a s n ot been s ch ooled in th e work in g p r in cip les of th e h u m a n m in d , th es e in s t ru ct ion s m a y a ppea r im pra ct ica l. It m a y be h elp fu l, to a ll wh o fa il to recogn ize th e s ou n dn es s of th e s ix s teps , to kn ow th a t th e in form a t ion th ey con vey, wa s received from An drew Ca rn egie, wh o bega n a s a n ord in a ry la borer in th e s teel m ills , bu t m a n a ged , des p ite h is h u m ble begin n in g, to m a ke th es e p r in cip les yield h im a for tu n e of con s idera b ly m ore th a n on e hundred million dollars.

It m a y be of fu r th er h elp to kn ow th a t th e s ix s teps h ere recom m en ded were ca refu lly s cru t in ized by th e la te Th om a s A. Edison, who placed his stamp of approval upon them as being, n ot on ly th e s teps es s en t ia l for th e a ccu m u la t ion of m on ey, but necessary for the attainment of any definite goal.

Th e s teps ca ll for n o “h a rd la bor .” Th ey ca ll for n o s a cr ifice. Th ey do n ot requ ire on e to becom e r id icu lou s , or credu lou s . To a pp ly th em ca lls for n o grea t a m ou n t of edu ca t ion . Bu t th e s u cces s fu l a pp lica t ion of th es e s ix s teps does ca ll for s u fficien t imagination to en a b le on e to s ee, a n d to u n ders ta n d , th a t a ccu m u la t ion of m on ey ca n n ot be left to ch a n ce, good for tu n e, a n d lu ck . On e m u s t rea lize th a t a ll wh o h a ve a ccu m u la ted grea t for tu n es , fir s t d id a cer ta in a m ou n t of d rea m in g, h op in g, wis h in g, DESIRING, a n d PLANNING before they acquired money.

You m a y a s well kn ow, r igh t h ere, th a t you ca n n ever have riches in great quantities, UNLESS you can work yourself


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in to a wh ite h ea t of DESIRE for m on ey, a n d a ctu a lly BELIEVE you will possess it.

You m a y a s well kn ow, a ls o th a t every grea t lea der , from th e da wn of civiliza t ion down to th e p res en t , wa s a d rea m er . Ch r is t ia n ity is th e grea tes t poten t ia l power in th e wor ld toda y, beca u s e it s fou n der wa s a n in ten s e d rea m er wh o h a d th e vis ion a n d th e im a gin a t ion to s ee rea lit ies in th eir m en ta l a n d s p ir itu a l form before th ey h a d been t ra n s m u ted in to ph ys ica l form.

If you do n ot s ee grea t r ich es in you r im a gin a t ion , you will never see them in your bank balance.

Never , in th e h is tory of Am er ica h a s th ere been s o grea t a n oppor tu n ity for p ra ct ica l d rea m ers a s n ow exis ts . Th e s ix yea r econ om ic colla ps e h a s redu ced a ll m en , s u bs ta n t ia lly, to th e s a m e level. A n ew ra ce is a bou t to be ru n . Th e s ta kes rep res en t h u ge for tu n es wh ich will be a ccu m u la ted with in th e next ten years. The rules of the race have changed, because we n ow live in a CHANGED WORLD th a t defin itely fa vors th e m a s s es , th os e wh o h a d bu t lit t le or n o oppor tu n ity to win under the conditions existing during the depression, when fear paralyzed growth and development.

We wh o a re in th is ra ce for r ich es , s h ou ld be en cou ra ged to know that this changed world in which we live is demanding n ew idea s , n ew wa ys of doin g th in gs , n ew lea ders , n ew in ven t ion s , n ew m eth ods of tea ch in g, n ew m eth ods of m a rket in g, n ew books , n ew litera tu re, n ew fea tu res for th e ra d io, n ew idea s for m ovin g p ictu res . Ba ck of a ll th is dem a n d for n ew a n d bet ter th in gs , th ere is on e qu a lity wh ich on e m u s t pos s es s to win , a n d th a t is DEFINITENESS OF PURPOSE, th e kn owledge of wh a t on e wa n ts , a n d a bu rn in g DESIRE to possess it.

Th e bu s in es s depres s ion m a rked th e dea th of on e a ge, and the birth of another. This changed world requires practical d rea m ers wh o ca n , and w ill pu t th eir d rea m s in to a ct ion . Th e p ra ct ica l d rea m ers h a ve a lwa ys been , a n d a lwa ys will be th e pattern-makers of civilization.

We wh o des ire to a ccu m u la te r ich es , s h ou ld rem em ber th e rea l lea ders of th e wor ld a lwa ys h a ve been m en wh o h a rn es s ed , a n d pu t in to p ra ct ica l u s e, th e in ta n gib le, u n s een


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forces of unborn opportunity, and have converted those forces, [or im pu ls es of th ou gh t], in to s ky-s cra pers , cit ies , fa ctor ies , a irp la n es , a u tom obiles , a n d every form of con ven ien ce th a t makes life more pleasant.

Tolera n ce, a n d a n open m in d a re p ra ct ica l n eces s it ies of th e d rea m er of toda y. Th os e wh o a re a fra id of n ew idea s a re doom ed before th ey s ta r t . Never h a s th ere been a t im e m ore fa vora b le to p ion eers th a n th e p res en t . Tru e, th ere is n o wild and woolly west to be conquered, as in the days of the Covered Wa gon ; bu t th ere is a va s t bu s in es s , fin a n cia l, a n d in du s t r ia l wor ld to be rem olded a n d red irected a lon g n ew a n d bet ter lines.

In planning to acquire your share of the riches, let no one in flu en ce you to s corn th e d rea m er . To win th e b ig s ta kes in th is ch a n ged wor ld , you m u s t ca tch th e s p ir it of th e grea t p ion eers of th e pa s t , wh os e d rea m s h a ve given to civiliza t ion a ll th a t it h a s of va lu e, th e s p ir it wh ich s erves a s th e life-blood of ou r own cou n try— you r oppor tu n ity a n d m in e, to develop and market our talents.

Let u s n ot forget , Colu m bu s d rea m ed of a n Un kn own wor ld , s ta ked h is life on th e exis ten ce of s u ch a wor ld , a n d discovered it!

Copern icu s , th e grea t a s t ron om er , d rea m ed of a m u lt ip licity of wor lds , a n d revea led th em ! No on e den ou n ced h im a s “im pra ct ica l” after h e h a d t r iu m ph ed . In s tea d , th e wor ld wors h ipped a t h is s h r in e, th u s p rovin g on ce m ore th a t “SUCCESS REQUIRES NO APOLOGIES, FAILURE PERMITS NO ALIBIS.”

If th e th in g you wis h to do is r igh t , a n d y ou believe in it, go a h ea d a n d do it ! Pu t you r d rea m a cros s , a n d n ever m in d wh a t “th ey” s a y if you m eet with tem pora ry defea t , for “th ey,” perh a ps , do n ot kn ow th a t EVERY FAILURE BRINGS WITH IT THE SEED OF AN EQUIVALENT SUCCESS.

Hen ry Ford , poor a n d u n edu ca ted , d rea m ed of a h ors eles s ca r r ia ge, wen t to work with wh a t tools h e pos s es s ed , without waiting for opportunity to favor him, and now evidence of h is d rea m belts th e en t ire ea r th . He h a s pu t m ore wh eels in to opera t ion th a n a n y m a n wh o ever lived , beca u s e h e wa s not afraid to back his dreams.


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Th om a s Ed is on d rea m ed of a la m p th a t cou ld be

opera ted by elect r icity, bega n wh ere h e s tood to pu t h is d rea m in to a ct ion , a n d des p ite m ore th a n ten thous and failures , he s tood by th a t d rea m u n t il h e m a de it a ph ys ica l rea lity. Practical dreamers DO NOT QUIT!

Wh ela n d rea m ed of a ch a in of ciga r s tores , t ransformed his dream into action, and now the United Cigar Stores occupy the best corners in America.

Lin coln d rea m ed of freedom for th e b la ck s la ves , pu t h is d rea m in to a ct ion , a n d ba rely m is s ed livin g to s ee a u n ited North and South translate his dream into reality.

Th e Wrigh t b roth ers d rea m ed of a m a ch in e th a t wou ld fly th rou gh th e a ir . Now on e m a y s ee eviden ce a ll over th e wor ld , that they dreamed soundly.

Ma rcon i d rea m ed of a s ys tem for h a rn es s in g th e in ta n gib le forces of th e eth er . Eviden ce th a t h e d id n ot d rea m in va in , m a y be fou n d in every wireles s a n d ra d io in th e wor ld . Moreover , Ma rcon i’s d rea m brou gh t th e h u m bles t ca b in , a n d th e m os t s ta tely m a n or h ou s e s ide by s ide. It m a de th e peop le of every n a t ion on ea r th ba ck-door n eigh bors . It ga ve th e Pres iden t of th e Un ited Sta tes a m ed iu m by wh ich h e m a y ta lk to all the people of America at one time, and on short notice. It m a y in teres t you to kn ow th a t Ma rcon i’s “fr ien ds ” h a d h im ta ken in to cu s tody, a n d exa m in ed in a ps ych opa th ic h os p ita l, wh en h e a n n ou n ced h e h a d d is covered a p r in cip le th rou gh wh ich h e cou ld s en d m es s a ges th rou gh th e a ir , with ou t th e a id of wires , or oth er d irect ph ys ica l m ea n s of com m u n ica t ion . The dreamers of today fare better.

Th e wor ld h a s becom e a ccu s tom ed to n ew d is cover ies . Na y, it h a s s h own a willin gn es s to rewa rd th e d rea m er wh o gives the world a new idea.

“Th e grea tes t a ch ievem en t wa s , a t fir s t , a n d for a t im e, but a dream.”

“Th e oa k s leeps in th e a corn . Th e b ird wa its in th e egg, a n d in th e h igh es t vis ion of th e s ou l, a wa k in g a n gel s t ir s . DREAMS ARE THE SEEDLINGS OF REALITY.”

Awa ke, a r is e, a n d a s s er t you rs elf, you d rea m ers of th e wor ld . You r s ta r is n ow in th e a s cen den cy. Th e wor ld


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depres s ion b rou gh t th e oppor tu n ity you h a ve been wa it in g for . It taught people humility, tolerance, and open-mindedness.

Th e wor ld is filled with a n a bu n da n ce of OPPORTUNITY which the dreamers of the past never knew.

A BURNING DESIRE TO BE, AND TO DO is th e s ta r t in g poin t from wh ich th e d rea m er m u s t ta ke off. Drea m s a re n ot born of indifference, laziness, or lack of ambition.

Th e wor ld n o lon ger s coffs a t th e d rea m er , n or ca lls h im im pra ct ica l. If you th in k it does , ta ke a t r ip to Ten n es s ee, a n d witn es s wh a t a d rea m er Pres iden t h a s don e in th e wa y of h a rn es s in g, a n d u s in g th e grea t wa ter power of Am er ica . A s core of yea rs a go, s u ch a d rea m wou ld h a ve s eem ed like madness.

You h a ve been d is a ppoin ted , you h a ve u n dergon e defea t du r in g th e depres s ion , you h a ve felt th e grea t h ea r t with in you cru s h ed u n t il it b led . Ta ke cou ra ge, for th es e exper ien ces h a ve tem pered th e s p ir itu a l m eta l of wh ich you a re m a de-th ey a re assets of incomparable value.

Rem em ber , too, th a t a ll wh o s u cceed in life get off to a ba d s ta r t , a n d pa s s th rou gh m a n y h ea r tb rea k in g s t ru ggles before they “arrive.” The turning point in the lives of those who s u cceed , u s u a lly com es a t th e m om en t of s om e cr is is , th rou gh which they are introduced to their “other selves.”

J oh n Bu n ya n wrote th e Pilgr im ’s Progres s , wh ich is a m on g th e fin es t of a ll En glis h litera tu re, a fter h e h a d been confined in p r is on a n d s orely pu n is h ed , beca u s e of h is views on the subject of religion.

0 . Hen ry d is covered th e gen iu s wh ich s lep t with in h is b ra in , a fter h e h a d m et with grea t m is for tu n e, a n d wa s con fin ed in a p r is on cell, in Colu m bu s , Oh io. Bein g FORCED, throu gh m is for tu n e, to becom e a cqu a in ted with h is “oth er self,” and to use his IMAGINATION, he discovered himself to be a grea t a u th or in s tea d of a m is era b le cr im in a l a n d ou tca s t . S t ra n ge a n d va r ied a re th e wa ys of life, a n d s t ra n ger s t ill a re th e wa ys of In fin ite In telligen ce, th rou gh wh ich m en a re s om et im es forced to u n dergo a ll s or ts of pu n is h m en t before d is cover in g th eir own b ra in s , a n d th eir own ca pa city to crea te useful ideas through imagination.


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Edis on , th e wor ld ’s grea tes t in ven tor a n d s cien t is t , wa s a

“t ra m p” telegra ph opera tor , h e fa iled in n u m era b le t im es before h e wa s d r iven , fin a lly, to th e d is covery of th e gen iu s wh ich slept within his brain.

Ch a r les Dicken s bega n by pa s t in g la bels on b la ck in g pots . Th e t ra gedy of h is fir s t love pen etra ted th e dep th s of h is s ou l, a n d con ver ted h im in to on e of th e wor ld ’s t ru ly grea t a u th ors . Th a t t ra gedy p rodu ced , fir s t , Da vid Copperfield , th en a s u cces s ion of oth er works th a t m a de th is a r ich er a n d bet ter wor ld for a ll wh o rea d h is books . Dis a ppoin tm en t over love a ffa ir s , gen era lly h a s th e effect of d r ivin g m en to d r in k , a n d wom en to ru in ; a n d th is , beca u s e m os t peop le n ever lea rn th e a r t of t ra n s m u t in g th eir s t ron ges t em ot ion s in to d rea m s of a constructive nature.

Helen Keller beca m e dea f, du m b, a n d b lin d s h or t ly a fter b ir th . Des p ite h er grea tes t m is for tu n e, s h e h a s wr it ten h er n a m e in delib ly in th e pa ges of th e h is tory of th e grea t . Her en t ire life h a s s erved a s eviden ce th a t no one ever is d efeated until defeat has been accepted as a reality.

Robert Burns was an illiterate country lad, he was cursed by pover ty, a n d grew u p to be a d ru n ka rd in th e ba rga in . Th e wor ld wa s m a de bet ter for h is h a vin g lived , beca u s e h e cloth ed bea u t ifu l th ou gh ts in poetry, a n d th ereby p lu cked a th orn a n d planted a rose in its place.

Booker T. Wa s h in gton wa s born in s la very, h a n d ica pped by ra ce a n d color . Beca u s e h e wa s tolera n t , h a d a n open m in d a t a ll t im es , on a ll s u b jects , a n d wa s a DREAMER, h e left h is impress for good on an entire race.

Beeth oven wa s dea f, Milton wa s b lin d , bu t th eir n a m es will la s t a s lon g a s t im e en du res , beca u s e th ey d rea m ed a n d translated their dreams into organized thought.

Before pa s s in g to th e n ext ch a p ter , k in d le a n ew in you r mind the fire of hope, faith, courage, and tolerance. If you have th es e s ta tes of m in d , a n d a work in g kn owledge of th e p r in cip les des cr ibed , a ll els e th a t you n eed will com e to you , wh en you a re READY for it . Let Em ers on s ta te th e th ou gh t in th es e words , “Every p roverb , every book , every byword th a t belon gs to th ee for a id a n d com for t s h a ll s u rely com e h om e th rou gh open or win d in g pa s s a ges . Every fr ien d wh om n ot th y


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fa n ta s t ic will, bu t th e grea t a n d ten der s ou l in th ee cra veth , shall lock thee in his embrace.”

Th ere is a d ifferen ce between WISHING for a th in g a n d bein g READY to receive it . No on e is ready for a th in g, u n t il h e believes h e ca n a cqu ire it . Th e s ta te of m in d m u s t be BELIEF, n ot m ere h ope or wis h . Open -m in dedn es s is es s en t ia l for belief. Closed minds do not inspire faith, courage, and belief.

Rem em ber , n o m ore effor t is requ ired to a im h igh in life, to dem a n d a bu n da n ce a n d p ros per ity, th a n is requ ired to a ccep t m is ery a n d pover ty. A grea t poet h a s cor rect ly s ta ted this universal truth through these lines:

“I bargained with Life for a penny, And Life would pay no more, However I begged at evening

When I counted my scanty store.

“For Life is a just employer, He gives you what you ask,

But once you have set the wages, Why, you must bear the task.

“I worked for a menial’s hire, Only to learn, dismayed,

That any wage I had asked of Life, Life would have willingly paid.”

DESIRE OUTWITS MOTHER NATURE As a fitting climax to this chapter, I wish to introduce one

of th e m os t u n u s u a l pers on s I h a ve ever kn own . I fir s t s a w h im twen ty-fou r yea rs a go, a few m in u tes a fter h e wa s born . He ca m e in to th e wor ld with ou t a n y ph ys ica l s ign of ea rs , a n d th e doctor a dm it ted , wh en p res s ed for a n op in ion , th a t th e child might be deaf, and mute for life.

I ch a llen ged th e doctor ’s op in ion . I h a d th e r igh t to do s o, I wa s th e ch ild ’s fa th er . I, too, rea ch ed a decis ion , a n d ren dered a n op in ion , bu t I expres s ed th e op in ion s ilen t ly, in the secrecy of my own heart. I decided that my son would hear


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a n d s pea k . Na tu re cou ld s en d m e a ch ild with ou t ea rs , bu t Nature cou ld not ind uce m e to accept th e rea lity of th e affliction.

In m y own m in d I kn ew th a t m y s on wou ld h ea r a n d s pea k . How? I wa s s u re th ere m u s t be a wa y, a n d I kn ew I wou ld fin d it . I th ou gh t of th e words of th e im m orta l Em ers on , “Th e wh ole cou rs e of th in gs goes to tea ch u s fa ith . We need only obey.

Th ere is gu ida n ce for ea ch of u s , a n d by lowly lis ten in g, we shall hear the right word.”

Th e r igh t word? DESIRE! More th a n a n yth in g els e, I DESIRED th a t m y s on s h ou ld n ot be a dea f m u te. From th a t desire I never receded, not for a second.

Ma n y yea rs p reviou s ly, I h a d wr it ten , “Ou r on ly limitations are those we set up in our own minds.” For the first t im e, I won dered if th a t s ta tem en t were t ru e. Lyin g on th e bed in fron t of m e wa s a n ewly born ch ild , with ou t th e n a tu ra l equ ipm en t of h ea r in g. Even th ou gh h e m igh t h ea r a n d s pea k , h e wa s obviou s ly d is figu red for life. Su rely, th is wa s a limitation which that child had not set up in his own mind.

Wh a t cou ld I do a bou t it? Som eh ow I wou ld fin d a wa y to t ra n s p la n t in to th a t ch ild ’s m in d m y own BURNING DESIRE for wa ys a n d m ea n s of con veyin g s ou n d to h is b ra in with ou t the aid of ears.

As s oon a s th e ch ild wa s old en ou gh to coopera te, I wou ld fill h is m in d s o com pletely with a BURNING DESIRE to h ea r , th a t Na tu re wou ld , by m eth ods of h er own , t ra n s la te it into physical reality.

All th is th in k in g took p la ce in m y own m in d , bu t I s poke of it to n o on e. Every da y I ren ewed th e p ledge I ba d m a de to myself, not to accept a deaf mute for a son.

As h e grew older , a n d bega n to ta ke n ot ice of th in gs around h im , we obs erved th a t h e h a d a s ligh t degree of hearing. When he reached the age when children usually begin ta lk in g, h e m a de n o a t tem pt to s pea k , bu t we cou ld tell by h is a ct ion s th a t h e cou ld h ea r cer ta in s ou n ds s ligh t ly. Th a t wa s a ll I wa n ted to kn ow! I wa s con vin ced th a t if h e cou ld h ea r , even s ligh t ly, h e m igh t develop s t ill grea ter h ea r in g ca pa city.


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Th en s om eth in g h a ppen ed wh ich ga ve m e h ope. It ca m e from an entirely unexpected source.

We bou gh t a vict rola . Wh en th e ch ild h ea rd th e m u s ic for th e fir s t t im e, h e wen t in to ecs ta s ies , a n d p rom ptly a ppropr ia ted th e m a ch in e. He s oon s h owed a p referen ce for cer ta in records , a m on g th em , “It ’s a Lon g Wa y to Tippera ry.” On on e occa s ion , h e p la yed th a t p iece over a n d over , for a lm os t two h ou rs , s ta n d in g in fron t of th e vict rola , w ith h is teeth clam ped on the ed ge of the cas e. Th e s ign ifica n ce of th is self-form ed h a b it of h is d id n ot becom e clea r to u s u n t il yea rs a fterwa rd , for we h a d n ever h ea rd of th e p r in cip le of “bon e conduction” of sound at that time.

Shortly a fter h e a ppropr ia ted th e vict rola , I d is covered th a t h e cou ld h ea r m e qu ite clea r ly wh en I s poke with m y lips tou ch in g h is m a s toid bon e, or a t th e ba s e of th e b ra in . Th es e d is cover ies p la ced in m y pos s es s ion th e n eces s a ry m ed ia by wh ich I bega n to t ra n s la te in to rea lity m y Burn ing Des ire to h elp m y s on develop h ea r in g a n d s peech . By th a t t im e h e wa s m a k in g s ta bs a t s pea k in g cer ta in words . Th e ou t look wa s fa r from en cou ra gin g, bu t DESIRE BACKED BY FAITH kn ows n o such word as impossible.

Ha vin g determ in ed th a t h e cou ld h ea r th e s ou n d of m y voice p la in ly, I bega n , im m edia tely, to t ra n s fer to h is m in d th e des ire to h ea r a n d s pea k . I s oon d is covered th a t th e ch ild en joyed bed t im e s tor ies , s o I wen t to work , crea t in g s tor ies des ign ed to develop in h im s elf-relia n ce, im a gin a t ion , a n d a keen desire to hear and to be normal.

Th ere wa s on e s tory in pa r t icu la r , wh ich I em ph a s ized by giving it some new and dramatic coloring each time it was told. It wa s des ign ed to p la n t in h is m in d th e th ou gh t th a t h is affliction wa s n ot a lia b ility, bu t a n a s s et of grea t va lu e. Des p ite th e fa ct th a t a ll th e ph ilos oph y I h a d exa m in ed clea r ly in d ica ted th a t EVERY ADVERSITY BRINGS WITH IT THE SEED OF AN EQUIVALENT ADVANTAGE, I m u s t con fes s th a t I h a d n ot th e s ligh tes t idea how th is a fflict ion cou ld ever becom e a n a s s et . However , I con t in u ed m y p ra ct ice of wra pp in g th a t ph ilos oph y in bed t im e s tor ies , h op in g th e t im e wou ld com e wh en h e wou ld fin d s om e p la n by wh ich h is handicap could be made to serve some useful purpose.


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Rea s on told m e p la in ly, th a t th ere wa s n o a dequ a te

com pen s a t ion for th e la ck of ea rs a n d n a tu ra l h ea r in g equ ipm en t . DESIRE ba cked by FAITH, pu s h ed rea s on a s ide, and inspired me to carry on.

As I a n a lyze th e exper ien ce in ret ros pect , I ca n s ee n ow, th a t m y s on ’s faith in m e h a d m u ch to do with th e a s tou n d in g results. He did not question anything I told him. I sold him the idea th a t h e h a d a d is t in ct advantage over h is older b roth er , a n d th a t th is a dva n ta ge wou ld reflect it s elf in m a n y wa ys . For exa m ple, th e tea ch ers in s ch ool wou ld obs erve th a t h e h a d n o ea rs , a n d , beca u s e of th is , th ey wou ld s h ow h im s pecia l a t ten t ion a n d t rea t h im with extra ord in a ry k in dn es s . Th ey a lwa ys d id . His m oth er s a w to th a t , by vis it in g th e tea ch ers a n d a r ra n gin g with th em to give th e ch ild th e extra a t ten t ion n eces s a ry. I s old h im th e idea , too, th a t wh en h e beca m e old en ou gh to s ell n ews pa pers , (h is older b roth er h a d a lrea dy becom e a n ews pa per m erch a n t), h e wou ld h a ve a b ig a dva n ta ge over h is b roth er , for th e rea s on th a t peop le wou ld pa y h im extra m on ey for h is wa res , beca u s e th ey cou ld s ee th a t h e wa s a b r igh t , in du s t r iou s boy, des p ite th e fa ct h e h a d no ears.

We cou ld n ot ice th a t , gra du a lly, th e ch ild ’s h ea r in g wa s im provin g. Moreover , h e h a d n ot th e s ligh tes t ten den cy to be self-con s ciou s , beca u s e of h is a fflict ion . Wh en h e wa s a bou t s even , h e s h owed th e fir s t eviden ce th a t ou r m eth od of s ervicin g h is m in d wa s bea r in g fru it . For s evera l m on th s h e begged for th e p r ivilege of s ellin g n ews pa pers , bu t h is m oth er wou ld n ot give h er con s en t . Sh e wa s a fra id th a t h is dea fn es s made it unsafe for him to go on the street alone.

Fin a lly, h e took m a t ters in h is own h a n ds . On e a ftern oon , wh en h e wa s left a t h om e with th e s erva n ts , h e clim bed th rou gh th e k itch en win dow, s h in n ied to th e grou n d , a n d s et ou t on h is own . He borrowed s ix cen ts in ca p ita l from th e n eigh borh ood s h oem a ker , in ves ted it in pa pers , s old ou t , rein ves ted , a n d kep t repea t in g u n t il la te in th e even in g. After ba la n cin g h is a ccou n ts , a n d pa yin g ba ck th e s ix cen ts h e h a d borrowed from h is ba n ker , h e h a d a n et p rofit of for ty-two cen ts . Wh en we got h om e th a t n igh t , we fou n d h im in bed asleep, with the money tightly clenched in his hand.


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His m oth er open ed h is h a n d , rem oved th e coin s , a n d

cr ied . Of a ll th in gs ! Cryin g over h er s on ’s fir s t victory s eem ed s o in a ppropr ia te. My rea ct ion wa s th e revers e. I la u gh ed h ea r t ily, for I kn ew th a t m y en dea vor to p la n t in th e ch ild ’s mind an attitude of faith in himself had been successful.

His mother saw, in his first business venture, a little deaf boy wh o h a d gon e ou t in th e s t reets a n d r is ked h is life to ea rn m on ey. I s a w a b ra ve, a m bit iou s , s elf-relia n t lit t le bu s in es s m a n wh os e s tock in h im s elf h a d been in crea s ed a h u n dred percen t , beca u s e h e h a d gon e in to bu s in es s on h is own in it ia t ive, a n d h a d won . Th e t ra n s a ct ion p lea s ed m e, beca u s e I kn ew th a t h e h a d given eviden ce of a t ra it of res ou rcefu ln es s th a t wou ld go with h im a ll th rou gh life. La ter even ts p roved th is to be t ru e. Wh en h is older b roth er wa n ted s om eth in g, h e wou ld lie down on th e floor , k ick h is feet in th e a ir , cry for it—a n d get it . Wh en th e “lit t le dea f boy” wa n ted s om eth in g, h e wou ld p la n a wa y to ea rn th e m on ey, th en bu y it for h im s elf. He still follows that plan!

Tru ly, m y own s on h a s ta u gh t m e th a t h a n d ica ps ca n be converted into stepping stones on which one may climb toward s om e wor th y goa l, u n les s th ey a re a ccep ted a s obs ta cles , a n d used as alibis.

Th e lit t le dea f boy wen t th rou gh th e gra des , h igh s ch ool, a n d college with ou t bein g a b le to h ea r h is tea ch ers , excep t in g wh en th ey s h ou ted lou d ly, a t clos e ra n ge. He d id n ot go to a school for the deaf.

WE WOULD NOT PERMIT HIM TO LEARN THE SIGN LANGUAGE. We were determ in ed th a t h e s h ou ld live a n orm a l life, a n d a s s ocia te with n orm a l ch ild ren , a n d we s tood by th a t decis ion , a lth ou gh it cos t u s m a n y h ea ted deba tes with s ch ool officials.

Wh ile h e wa s in h igh s ch ool, h e t r ied a n elect r ica l h ea r in g a id , bu t it wa s of n o va lu e to h im ; du e, we believed , to a con d it ion th a t wa s d is clos ed wh en th e ch ild wa s s ix, by Dr . J . Gordon Wils on , of Ch ica go, wh en he operated on one side of th e boy’s h ea d , a n d d is covered th a t th ere wa s n o s ign of natural hearing equipment.

Du r in g h is la s t week in college, (eigh teen yea rs a fter th e opera t ion ), s om eth in g h a ppen ed wh ich m a rked th e m os t


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important turning-point of his life. Through what seemed to be m ere ch a n ce, h e ca m e in to pos s es s ion of a n oth er elect r ica l h ea r in g device, wh ich wa s s en t to h im on t r ia l. He wa s s low a bou t tes t in g it , du e to h is d is a ppoin tm en t with a s im ila r device. Fin a lly h e p icked th e in s t ru m en t u p , a n d m ore or les s ca reles s ly, p la ced it on h is h ea d , h ooked u p th e ba t tery, a n d lo! a s if by a s t roke of m a gic, h is lifelon g DESIRE FOR NORMAL HEARING BECAME A REALITY! For th e fir s t t im e in h is life h e h ea rd p ra ct ica lly a s well a s a n y pers on with n orm a l h ea r in g. “God m oves in m ys ter iou s wa ys , His won ders to perform.”

Over joyed beca u s e of th e Ch a n ged World wh ich h a d been b rou gh t to h im th rou gh h is h ea r in g device, h e ru s h ed to th e teleph on e, ca lled h is m oth er , a n d h ea rd h er voice per fect ly. Th e n ext da y h e p la in ly h ea rd th e voices of h is p rofes s ors in cla s s , for th e fir s t t im e in h is life! Previou s ly h e cou ld h ea r th em on ly wh en th ey s h ou ted , a t s h or t ra n ge. He h ea rd th e ra d io. He heard th e ta lk in g p ictu res . For th e fir s t t im e in h is life, h e cou ld con vers e freely with oth er peop le, with ou t th e n eces s ity of th eir h a vin g to s pea k lou d ly. Tru ly, h e h a d com e in to pos s es s ion of a Ch a n ged World . We h a d refu s ed to a ccep t Na tu re’s er ror , a n d , by PERSISTENT DESIRE, we h a d in du ced Na tu re to cor rect th a t er ror , th rou gh th e on ly p ra ct ica l m ea n s available.

DESIRE h a d com m en ced to pa y d ividen ds , bu t th e victory wa s n ot yet com plete. Th e boy s t ill h a d to fin d a defin ite a n d p ra ct ica l wa y to con ver t h is h a n d ica p in to a n equivalent asset.

Ha rd ly rea lizin g th e s ign ifica n ce of wh a t h a d a lrea dy been a ccom plis h ed , bu t in toxica ted with th e joy of h is n ewly d is covered wor ld of s ou n d , h e wrote a let ter to th e m a n u fa ctu rer of th e h ea r in g-a id , en th u s ia s t ica lly des cr ib in g h is exper ien ce. Som eth in g in h is let ter ; s om eth in g, perh a ps which wa s n ot wr it ten on th e lin es , bu t ba ck of th em ; ca u s ed th e com pa n y to in vite h im to New York . Wh en be a r r ived , h e wa s es cor ted th rou gh th e fa ctory, a n d wh ile ta lk in g with th e Ch ief En gin eer , tellin g h im a bou t h is ch a n ged wor ld , a h u n ch , a n idea , or a n inspiration—ca ll it wh a t you wis h — fla s h ed in to h is m in d . It wa s th is im pu ls e of though t wh ich con ver ted h is


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a fflict ion in to a n a s s et , des t in ed to pa y d ividen ds in both money and happiness to thousands for all time to come.

Th e s u m a n d s u bs ta n ce of th a t im pu ls e of th ou gh t wa s this: It occurred to him that he might be of help to the millions of dea fen ed peop le wh o go th rou gh life with ou t th e ben efit of h ea r in g devices , if h e cou ld fin d a wa y to tell th em th e s tory of h is Ch a n ged World . Th en a n d th ere, h e rea ch ed a decis ion to devote th e rem a in der of h is life to ren der in g u s efu l s ervice to the hard of hearing.

For a n en t ire m on th , h e ca r r ied on a n in ten s ive res ea rch , du r in g wh ich h e a n a lyzed th e en t ire m a rket in g s ys tem of th e m a n u fa ctu rer of th e h ea r in g device, a n d crea ted wa ys a n d m ea n s of com m u n ica t in g with th e h a rd of h ea r in g a ll over th e wor ld for th e pu rpos e of s h a r in g with th em h is n ewly d is covered “Ch a n ged World .” Wh en th is wa s don e, h e pu t in wr it in g a two-yea r p la n , ba s ed u pon h is fin d in gs . Wh en h e p res en ted th e p la n to th e com pa n y, h e wa s in s ta n t ly given a position, for the purpose of carrying out his ambition.

Lit t le d id h e d rea m , wh en h e wen t to work , th a t h e wa s des t in ed to b r in g h ope a n d p ra ct ica l relief to th ou s a n ds of dea fen ed peop le wh o, with ou t h is h elp , wou ld h a ve been doomed forever to deaf mutism.

Sh or t ly a fter h e beca m e a s s ocia ted with th e m a n u fa ctu rer of h is h ea r in g a id , h e in vited m e to a t ten d a cla s s con du cted by h is com pa n y, for th e pu rpos e of tea ch in g dea f m u tes to h ea r , a n d to s pea k . I h a d n ever h ea rd of s u ch a form of edu ca t ion , th erefore I vis ited th e cla s s , s kep t ica l bu t h opefu l th a t m y t im e wou ld n ot be en t irely wa s ted . Here I s a w a dem on s tra t ion wh ich ga ve m e a grea t ly en la rged vis ion of what I had done to arouse and keep alive in my son’s mind the DESIRE for n orm a l h ea r in g. I s a w dea f m u tes a ctu a lly bein g ta u gh t to h ea r a n d to s pea k , th rou gh a pp lica t ion of th e s elf-s a m e p r in cip le I h a d u s ed , m ore th a n twen ty yea rs p reviou s ly, in saving my son from deaf mutism.

Th u s , th rou gh s om e s t ra n ge tu rn of th e Wh eel of Fa te, m y s on , Bla ir , a n d I h a ve been des t in ed to a id in cor rect in g dea f m u t is m for th os e a s yet u n born , beca u s e we a re th e on ly livin g h u m a n bein gs , a s fa r a s I kn ow, wh o h a ve es ta b lis h ed defin itely th e fa ct th a t dea f m u t is m ca n be cor rected to th e


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exten t of res tor in g to n orm a l life th os e wh o s u ffer with th is affliction. It has been done for one; it will be done for others.

Th ere is n o dou b t in m y m in d th a t Bla ir wou ld h a ve been a deaf mute all his life, if his mother and I had not managed to s h a pe h is m in d a s we d id . Th e doctor wh o a t ten ded a t h is b ir th told u s , con fiden t ia lly, th e ch ild m igh t n ever h ea r or speak. A few weeks ago, Dr. Irving Voorhees, a noted specialist on s u ch ca s es , exa m in ed Bla ir very th orou gh ly. He wa s a s tou n ded wh en h e lea rn ed h ow well m y s on n ow h ea rs , a n d s pea ks , a n d s a id h is exa m in a t ion in d ica ted th a t “th eoret ica lly, th e boy s h ou ld n ot be a b le to h ea r a t a ll.” Bu t th e la d does h ea r , des p ite th e fa ct th a t X-ra y p ictu res s h ow th ere is n o open in g in th e s ku ll, wh a ts oever , from wh ere h is ea rs s h ou ld be to the brain.

Wh en I p la n ted in h is m in d th e DESIRE to h ea r a n d ta lk , a n d live a s a n orm a l pers on , th ere wen t with th a t im pu ls e s om e s t ra n ge in flu en ce wh ich ca u s ed Na tu re to becom e bridge-bu ilder , a n d s pa n th e gu lf of s ilen ce between h is b ra in a n d th e ou ter wor ld , by s om e m ea n s wh ich th e keen es t m ed ica l s pecia lis ts h a ve n ot been a b le to in terp ret . It wou ld be sacrilege for me to even conjecture as to how Nature performed th is m ira cle. It wou ld be u n forgiva b le if I n eglected to tell th e wor ld a s m u ch a s I kn ow of th e h u m ble pa r t I a s s u m ed in th e s t ra n ge exper ien ce. It is m y du ty, a n d a p r ivilege to s a y I believe, a n d n ot with ou t rea s on , th a t n oth in g is im pos s ib le to the person who backs DESIRE with enduring FAITH.

Ver ily, a BURNING DESIRE h a s deviou s wa ys of t ra n s m u t in g it s elf in to it s ph ys ica l equ iva len t . Bla ir DESIRED n orm a l h ea r in g; n ow h e h a s it ! He wa s born with a h a n d ica p wh ich m igh t ea s ily h a ve s en t on e with a les s defin ed DESIRE to th e s t reet with a bu n d le of pen cils a n d a t in cu p . Th a t h a n d ica p n ow prom is es to s erve a s th e m ed iu m by wh ich h e will ren der u s efu l s ervice to m a n y m illion s of h a rd of h ea r in g, a ls o, to give h im u s efu l em ploym en t a t a dequ a te fin a n cia l compensation the remainder of his life.

The little “white lies” I planted in his mind when he was a ch ild , by lea d in g h im to BELIEVE h is a fflict ion wou ld becom e a grea t a s s et , wh ich h e cou ld ca p ita lize, h a s ju s t ified it s elf. Ver ily, th ere is n oth in g, r igh t or wron g, wh ich BELIEF, p lu s


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BURNING DESIRE, ca n n ot m a ke rea l. Th es e qu a lit ies a re free to everyone.

In a ll m y exper ien ce in dea lin g with m en a n d wom en wh o h a d pers on a l p rob lem s , I n ever h a n d led a s in gle ca s e wh ich m ore defin itely dem on s tra tes th e power of DESIRE. Au th ors s om et im es m a ke th e m is ta ke of wr it in g of s u b jects of wh ich they have but superficial, or very elementary knowledge. It has been m y good for tu n e to h a ve h a d th e p r ivilege of tes t in g th e soundness of the POWER OF DESIRE, through the affliction of m y own s on . Perh a ps it wa s p roviden t ia l th a t th e exper ien ce ca m e a s it d id , for s u rely n o on e is bet ter p repa red th a n h e, to s erve a s a n exa m ple of wh a t h a ppen s wh en DESIRE is pu t to th e tes t . If Mother Nature bend s to the w ill of d es ire, is it logical that mere men can defeat a burning desire?

S t ra n ge a n d im pon dera b le is th e power of th e h u m a n m in d! We do n ot u n ders ta n d th e m eth od by wh ich it u s es every circu m s ta n ce, every in d ividu a l, every ph ys ica l th in g with in it s rea ch , a s a m ea n s of t ra n s m u t in g DESIRE in to it s physical counterpart. Perhaps science will uncover this secret.

I p la n ted in m y s on ’s m in d th e DESIRE to h ea r a n d to s pea k a s a n y n orm a l pers on h ea rs a n d s pea ks . Th a t DESIRE has now become a reality. I planted in his mind the DESIRE to con ver t h is grea tes t h a n d ica p in to h is grea tes t a s s et . Th a t DESIRE h a s been rea lized . Th e m odu s opera n d i by wh ich th is a s tou n d in g res u lt wa s a ch ieved is n ot h a rd to des cr ibe. It consisted of three very definite facts; first, I MIXED FAITH with th e DESIRE for n orm a l h ea r in g, wh ich I pa s s ed on to m y s on . Secon d , I com m u n ica ted m y des ire to h im in every con ceiva b le wa y a va ila b le, th rou gh pers is ten t , con t in u ou s effor t , over a period of years. Third, HE BELIEVED ME!

As th is ch a p ter wa s bein g com pleted , n ews ca m e of th e dea th of Mm e. Sch u m a n -Heink. On e s h or t pa ra gra ph in th e n ews d is pa tch gives th e clu e to th is u n u s u a l wom a n ’s s tu pen dou s s u cces s a s a s in ger . I qu ote th e pa ra gra ph , because the clue it contains is none other than DESIRE.

Ea r ly in h er ca reer , Mm e. Sch u m a n -Hein k vis ited th e d irector of th e Vien n a Cou r t Opera , to h a ve h im tes t h er voice. Bu t , h e d id n ot tes t it . After ta k in g on e look a t th e a wkwa rd a n d poor ly d res s ed gir l, h e excla im ed , n on e too gen t ly, “With


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s u ch a fa ce, a n d with n o pers on a lity a t a ll, h ow ca n you ever expect to s u cceed in opera ? My good ch ild , give u p th e idea . Bu y a s ewin g m a ch in e, a n d go to work . YOU CAN NEVER BE A SINGER.”

Never is a lon g t im e! Th e d irector of th e Vien n a Cou r t Opera kn ew m u ch a bou t th e tech n iqu e of s in gin g. He kn ew lit t le a bou t th e power of des ire, wh en it a s s u m es th e p ropor t ion of a n obs es s ion . If h e h a d kn own m ore of th a t power , h e wou ld n ot h a ve m a de th e m is ta ke of con dem n in g genius without giving it an opportunity.

Severa l yea rs a go, on e of m y bu s in es s a s s ocia tes beca m e ill. He beca m e wors e a s t im e wen t on , a n d fin a lly wa s ta ken to th e h os p ita l for a n opera t ion . J u s t before h e wa s wh eeled in to th e opera t in g room , I took a look a t h im , a n d won dered h ow a n yon e a s th in a n d em a cia ted a s h e, cou ld pos s ib ly go th rou gh a m a jor opera t ion s u cces s fu lly. Th e doctor wa rn ed m e th a t th ere wa s lit t le if a n y ch a n ce of m y ever s eein g h im a live a ga in . Bu t th a t wa s th e DOCTOR’S OPINION. It wa s n ot th e op in ion of th e pa t ien t . J u s t before h e wa s wh eeled a wa y, h e wh is pered feeb ly, “Do n ot be d is tu rbed , Ch ief, I will be ou t of h ere in a few da ys .” Th e a t ten d in g n u rs e looked a t m e with p ity. Bu t th e pa t ien t d id com e th rou gh s a fely. After it wa s a ll over , h is ph ys icia n s a id , “Noth in g bu t h is own des ire to live s a ved h im . He n ever wou ld h a ve pu lled th rou gh if h e h a d n ot refused to accept the possibility of death.”

I believe in th e power of DESIRE ba cked by FAITH, beca u s e I h a ve s een th is power lift m en from lowly begin n in gs to p la ces of power a n d wea lth ; I h a ve s een it rob th e gra ve of it s vict im s ; I h a ve s een it s erve a s th e m ed iu m by wh ich m en s ta ged a com eba ck a fter h a vin g been defea ted in a h u n dred d ifferen t wa ys ; I h a ve s een it p rovide m y own s on with a n orm a l, h a ppy, s u cces s fu l life, des p ite Na tu re’s h a vin g s en t him into the world without ears.

How can one harness and use the power of DESIRE? This has been answered through this, and the subsequent chapters of th is book . Th is m es s a ge is goin g ou t to th e wor ld a t th e en d of th e lon ges t , a n d perh a ps , th e m os t deva s ta t in g depres s ion Am er ica h a s ever kn own . It is rea s on a b le to p res u m e th a t th e m es s a ge m a y com e to th e a t ten t ion of m a n y wh o h a ve been


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wou n ded by th e depres s ion , th os e wh o h a ve los t th eir for tu n es , oth ers wh o h a ve los t th eir pos it ion s , a n d grea t n u m bers wh o m u s t reorga n ize th eir p la n s a n d s ta ge a com eba ck . To a ll th es e I wis h to con vey th e th ou gh t th a t a ll a ch ievem en t , n o m a t ter wh a t m a y be it s n a tu re, or it s pu r -pos e, m u s t begin with a n in ten s e, BURNING DESIRE for something definite.

Th rou gh s om e s t ra n ge a n d powerfu l p r in cip le of “m en ta l ch em is t ry” wh ich s h e h a s n ever d ivu lged , Na tu re wra ps u p in th e im pu ls e of STRONG DESIRE “th a t s om eth in g” wh ich recogn izes n o s u ch word a s im pos s ib le, a n d a ccep ts n o s u ch reality as failure.

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MARK'S NOTE: How To Measure Desire?

Most people ‘say’ they desire riches but the way to measure your desire is by your actions.

Do you desire riches so badly that you work even when you have a headache? Do your work and the amount of daily actions you take show a winning desire? At the end of the day are you closer to living the life of your dreams?

Many people make the mistake of thinking 'desire' by itself is magic. Desire should be gauged by the amount of action you take each day (if your definite purpose is correctly chosen you will love working ).


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CHAPTER 3 - FAITH

VISUALIZATION OF, AND BELIEF IN ATTAINMENT OF DESIRE

The Second Step toward Riches

FAITH is th e h ea d ch em is t of th e m in d . Wh en FAITH is b len ded with th e vib ra t ion of th ou gh t , th e s u bcon s ciou s m in d in s ta n t ly p icks u p th e vib ra t ion , t ra n s la tes it in to it s s p ir itu a l equ iva len t , a n d t ra n s m its it to In fin ite In telligen ce, a s in th e case of prayer.

Th e em ot ion s of FAITH, LOVE, a n d SEX a re th e m os t powerful of all the major positive emotions. When the three are b len ded , th ey h a ve th e effect of “color in g” th e vib ra t ion of th ou gh t in s u ch a wa y th a t it in s ta n t ly rea ch es th e s u bcon s ciou s m in d , wh ere it is ch a n ged in to it s s p ir itu a l equ iva len t , th e on ly form th a t in du ces a res pon s e from In fin ite Intelligence.

Love a n d fa ith a re ps ych ic; rela ted to th e s p ir itu a l s ide of m a n . Sex is pu rely b iologica l, a n d rela ted on ly to th e ph ys ica l. Th e m ixin g, or b len d in g, of th es e th ree em ot ion s h a s th e effect of open in g a d irect lin e of com m u n ica t ion between th e fin ite, thinking mind of man, and Infinite Intelligence.

How To Develop Faith Th ere com es , n ow, a s ta tem en t wh ich will give a bet ter

u n ders ta n d in g of th e im por ta n ce th e p r in cip le of a u to-s u gges t ion a s s u m es in th e t ra n s m u ta t ion of des ire in to it s ph ys ica l, or m on eta ry equ iva len t ; n a m ely: FAITH is a s ta te of m in d wh ich m a y be in du ced , or crea ted , by a ffirm a t ion or repea ted in s t ru ct ion s to th e s u bcon s ciou s m in d , th rou gh th e principle of auto-suggestion.

As a n illu s t ra t ion , con s ider th e pu rpos e for wh ich you a re, p res u m a bly, rea d in g th is book . Th e ob ject is , n a tu ra lly, to a cqu ire th e a b ility to t ra n s m u te th e in ta n gib le th ou gh t im pu ls e of DESIRE in to it s ph ys ica l cou n terpa r t , m on ey. By followin g th e in s t ru ct ion s la id down in th e ch a p ters on a u to-s u gges t ion , a n d th e s u bcon s ciou s m in d , a s s u m m a rized in th e ch a p ter on a u tos u gges t ion , you m a y CONVINCE th e


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s u bcon s ciou s m in d th a t you believe you will receive th a t for wh ich you a s k , a n d it will a ct u pon th a t belief, wh ich you r s u bcon s ciou s m in d pa s s es ba ck to you in th e form of “FAITH,” followed by definite plans for procuring that which you desire.

Th e m eth od by wh ich on e develops FAITH, wh ere it does n ot a lrea dy exis t , is ext rem ely d ifficu lt to des cr ibe, a lm os t a s d ifficu lt , in fa ct , a s it wou ld be to des cr ibe th e color of red to a b lin d m a n wh o h a s n ever s een color , a n d h a s n oth in g with wh ich to com pa re wh a t you des cr ibe to h im . Fa ith is a s ta te of m in d wh ich you m a y develop a t will, a fter you h a ve m a s tered th e th ir teen p r in cip les , beca u s e it is a s ta te of m in d wh ich develops volu n ta r ily, th rou gh a pp lica t ion a n d u s e of th es e principles.

Repetition of affirm ation of ord ers to y our s ubcons cious m ind i5 the on ly k now n m ethod of volun tary d evelopm ent of the emotion of faith.

Perh a ps th e m ea n in g m a y be m a de clea rer th rou gh th e followin g exp la n a t ion a s to th e wa y m en s om et im es becom e cr im in a ls . S ta ted in th e words of a fa m ou s cr im in ologis t , “Wh en m en fir s t com e in to con ta ct with cr im e, th ey a bh or it . If th ey rem a in in con ta ct with cr im e for a t im e, th ey becom e a ccu s tom ed to it , a n d en du re it . If th ey rem a in in con ta ct with it lon g en ou gh , th ey fin a lly em bra ce it , a n d becom e in flu en ced by it.”

Th is is th e equ iva len t of s a yin g th a t a n y im pu ls e of th ou gh t wh ich is repea ted ly pa s s ed on to th e s u bcon s ciou s m in d is , fin a lly, a ccep ted a n d a cted u pon by th e s u bcon s ciou s m in d , wh ich p roceeds to t ra n s la te th a t im pu ls e in to it s physical equivalent, by the most practical procedure available.

In con n ect ion with th is , con s ider a ga in th e s ta tem en t , ALL THOUGHTS WHICH HAVE BEEN EMOTIONALIZED, (given feelin g) AND MIXED WITH FAITH, begin im m edia tely to t ra n s la te th em s elves in to th eir ph ys ica l equ iva len t or counterpart.

The emotions, or the “feeling” portion of thoughts, are the fa ctors wh ich give th ou gh ts vita lity, life, a n d a ct ion . Th e em ot ion s of Fa ith , Love, a n d Sex, wh en m ixed with a n y


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th ou gh t im pu ls e, give it grea ter a ct ion th a n a n y of th es e emotions can do singly.

Not on ly th ou gh t im pu ls es wh ich h a ve been m ixed with FAITH, bu t th os e wh ich h a ve been m ixed with a n y of th e pos it ive em ot ion s , or a n y of th e n ega t ive em ot ion s , m a y rea ch , and influence the subconscious mind.

From th is s ta tem en t , you will u n ders ta n d th a t th e s u bcon s ciou s m in d will t ra n s la te in to it s ph ys ica l equ iva len t , a th ou gh t im pu ls e of a n ega t ive or des t ru ct ive n a tu re, ju s t a s rea d ily a s it will a ct u pon th ou gh t im pu ls es of a pos it ive or con s t ru ct ive n a tu re. Th is a ccou n ts for th e s t ra n ge ph en om en on wh ich s o m a n y m illion s of peop le exper ien ce, referred to as “misfortune,” or “bad luck.”

Th ere a re m illion s of peop le wh o BELIEVE th em s elves “doomed” to poverty and failure, because of some strange force over wh ich th ey BELIEVE th ey h a ve n o con trol. Th ey a re th e crea tors of th eir own “m is for tu n es ,” beca u s e of th is n ega t ive BELIEF, wh ich is p icked u p by th e s u bcon s ciou s m in d , a n d translated into its physical equivalent.

Th is is a n a ppropr ia te p la ce a t wh ich to s u gges t a ga in th a t you m a y ben efit , by pa s s in g on to you r s u bcon s ciou s m in d , a n y DESIRE wh ich you wis h t ra n s la ted in to it s ph ys ica l, or m on eta ry equ iva len t , in a s ta te of expecta n cy or BELIEF th a t th e t ra n s m u ta t ion will a ctu a lly ta ke p la ce. You r BELIEF, or FAITH, is th e elem en t wh ich determ in es th e a ct ion of you r s u bcon s ciou s m in d . Th ere is n oth in g to h in der you from “deceivin g” you r s u bcon s ciou s m in d wh en givin g it in s t ru ct ion s th rou gh a u tos u gges t ion , a s I deceived m y s on ’s subconscious mind.

To make this “deceit” more realistic, conduct yourself just a s you wou ld , if you were ALREADY IN POSSESSION OF THE MATERIAL THING WHICH YOU ARE DEMANDING, wh en you call upon your subconscious mind.

Th e s u bcon s ciou s m in d will t ra n s m u te in to it s ph ys ica l equ iva len t , by th e m os t d irect a n d p ra ct ica l m ed ia a va ila b le, a n y order wh ich is given to it in a s ta te of BELIEF, or FAITH that the order will be carried out.

Surely, en ou gh h a s been s ta ted to give a s ta r t in g poin t from wh ich on e m a y, th rou gh exper im en t a n d p ra ct ice,


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a cqu ire th e a b ility to m ix FAITH with a n y order given to th e s u bcon s ciou s m in d . Per fect ion will com e th rou gh p ra ct ice. It cannot come by merely reading instructions.

If it be t ru e th a t on e m a y becom e a cr im in a l by a s s ocia t ion with cr im e, (a n d th is is a kn own fa ct ), it is equ a lly t ru e th a t on e m a y develop fa ith by volu n ta r ily s u gges t in g to th e s u bcon s ciou s m in d th a t on e h a s fa ith . Th e m in d com es , finally, to ta ke on th e n a tu re of th e in flu en ces wh ich dom in a te it. Understand this truth, and you will know why it is essential for you to en cou ra ge th e pos itive em otions a s dom in a t in g forces of your mind, and discourage — and eliminate negative emotions.

A m in d dom in a ted by pos it ive em ot ion s , becom es a fa vora b le a bode for th e s ta te of m in d kn own a s fa ith . A m in d s o dom in a ted m a y, a t will, give th e s u bcon s ciou s m in d instructions, which it will accept and act upon immediately.

FAITH IS A STATE OF MIND WHICH MAY BE INDUCED BY AUTO-SUGGESTION

All down th e a ges , th e religion is ts h a ve a dm on is h ed s t ru gglin g h u m a n ity to “h a ve fa ith ” in th is , th a t , a n d th e oth er dogm a or creed , bu t th ey h a ve fa iled to tell peop le HOW to h a ve fa ith . Th ey h a ve n ot s ta ted th a t “fa ith is a s ta te of m in d , and that it may be induced by self-suggestion.”

In language which any normal human being can understand, we will describe all that is known about the principle through which FAITH may be developed, where it does not already exist.

Have Faith in yourself; Faith in the Infinite. Before we begin, you should be reminded again that: FAITH is th e “etern a l elixir” wh ich gives life, power , a n d

action to the impulse of thought! Th e foregoin g s en ten ce is wor th rea d in g a s econ d t im e,

and a third, and a fourth. It is worth reading aloud! FAITH is th e s ta r t in g poin t of a ll a ccu m u la t ion of

riches! FAITH is th e ba s is of a ll “m ira cles ,” a n d a ll m ys ter ies

which cannot be analyzed by the rules of science! FAITH is the only known antidote for FAILURE!


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FAITH is the element, the “chemical” which, when mixed

with p ra yer , gives on e d irect com m u n ica t ion with In fin ite Intelligence.

FAITH is the element which transforms the ordinary vibration of thought, created by the finite mind of man, into the spiritual equivalent.

FAITH is th e on ly a gen cy th rou gh wh ich th e cos m ic force of In fin ite In telligen ce ca n be h a rn es s ed a n d u s ed by man.

EVERY ONE OF THE FOREGOING STATEMENTS IS CAPABLE OF PROOF!

Th e p roof is s im ple a n d ea s ily dem on s tra ted . It is wra pped u p in th e p r in cip le of a u to-s u gges t ion . Let u s cen ter our attention, th erefore, u pon th e s u b ject of s elf-s u gges t ion , a n d fin d ou t what it is, and what it is capable of achieving.

It is a well kn own fa ct th a t on e com es , fin a lly, to BELIEVE wh a tever on e repea ts to on e’s s elf, w hether the s tatem en t be true or fals e. If a m a n repea ts a lie over a n d over , h e will even tu a lly a ccep t th e lie a s t ru th . Moreover , h e will BELIEVE it to be th e t ru th . Every m a n is wh a t h e is , beca u s e of th e DOMINATING THOUGHTS wh ich h e perm its to occu py h is m in d . Th ou gh ts wh ich a m a n delibera tely p la ces in h is own m in d , a n d en cou ra ges with s ym pa th y, a n d with wh ich h e m ixes a n y on e or m ore of th e em ot ion s , con s t itu te th e m ot iva t in g forces , wh ich d irect a n d con trol h is every movement, act, and deed!

Comes, now, a very significant statement of truth: THOUGHTS WHICH ARE MIXED WITH ANY OF THE

FEELINGS OF EMOTIONS, CONSTITUTE A “MAGNETIC” FORCE WHICH ATTRACTS, FROM THE VIBRATIONS OF THE ETHER, OTHER SIMILAR, OR RELATED THOUGHTS. A th ou gh t th u s “m a gn et ized” with em ot ion m a y be com pa red to a s eed wh ich , wh en p la n ted in fer t ile s oil, germ in a tes , grows , a n d m u lt ip lies it s elf over a n d over a ga in , u n t il th a t wh ich wa s or igin a lly on e s m a ll s eed , becom es cou n t les s m illion s of s eeds of the SAME BRAND!

The eth er is a grea t cos m ic m a s s of etern a l forces of vib ra t ion . It is m a de u p of both des t ru ct ive vib ra t ion s a n d


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con s t ru ct ive vib ra t ion s . It ca r r ies , a t a ll t im es , vib ra t ion s of fea r , pover ty, d is ea s e, fa ilu re, m is ery; a n d vib ra t ion s of p ros per ity, h ea lth , s u cces s , a n d h a pp in es s , ju s t a s s u rely a s it ca r r ies th e s ou n d of h u n dreds of orch es t ra t ion s of m u s ic, a n d h u n dreds of h u m a n voices , a ll of wh ich m a in ta in th eir own individuality, and means of identification, through the medium of radio.

From th e grea t s toreh ou s e of th e eth er , th e h u m a n m in d is con s ta n t ly a t t ra ct in g vib ra t ion s wh ich h a rm on ize with th a t wh ich DOMINATES th e h u m a n m in d . An y th ou gh t , idea , p la n , or pu rpos e wh ich on e holds in on e’s m in d a t t ra cts , from th e vib ra t ion s of th e eth er , a h os t of it s rela t ives , a dds th es e “rela t ives ” to it s own force, a n d grows u n t il it becom es th e dom in a t in g, MOTIVATING MASTER of th e in d ividu a l in wh os e mind it has been housed.

Now, let u s go ba ck to th e s ta r t in g poin t , a n d becom e in form ed a s to h ow th e or igin a l s eed of a n idea , p la n , or pu rpos e m a y be p la n ted in th e m in d . Th e in form a t ion is ea s ily con veyed : a n y idea , p la n , or pu rpos e m a y be p la ced in th e mind th rough repetition of though t. Th is is wh y you a re a s ked to wr ite ou t a s ta tem en t of you r m a jor pu rpos e, or Definite Ch ief Aim , com m it it to m em ory, a n d repea t it , in a u d ib le words , da y a fter da y, u n t il th es e vib ra t ion s of s ou n d h a ve reached your subconscious mind.

We a re wh a t we a re, beca u s e of th e vib ra t ion s of th ou gh t which we pick up and register, through the stimuli of our daily environment.

Res olve to th row off th e in flu en ces of a n y u n for tu n a te en viron m en t , a n d to bu ild you r own life to ORDER. Ta k in g inventory of mental assets and liabilities, you will discover that you r grea tes t wea kn es s is la ck of s elf-con fiden ce. Th is h a n d ica p ca n be s u rm ou n ted , a n d t im id ity t ra n s la ted in to cou ra ge, th rou gh th e a id of th e p r in cip le of a u tos u gges t ion . Th e a pp lica t ion of th is p r in cip le m a y be m a de th rou gh a s im ple a r ra n gem en t of pos it ive th ou gh t im pu ls es s ta ted in writing, m em orized , a n d repea ted , u n t il th ey becom e a pa r t of th e work in g equ ipm en t of th e s u bcon s ciou s fa cu lty of you r mind.


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SELF-CONFIDENCE FORMULA

Firs t . I kn ow th a t I h a ve th e a b ility to a ch ieve th e ob ject of m y Defin ite Pu rpos e in life, th erefore, I DEMAND of m ys elf pers is ten t , con t in u ou s a ct ion towa rd it s a t ta in m en t , a n d I h ere a n d n ow prom is e to ren der s u ch action.

Secon d . I rea lize th e dom in a t in g th ou gh ts of m y m in d will even tu a lly rep rodu ce th em s elves in ou twa rd , ph ys ica l a ct ion , a n d gra du a lly t ra n s form th em s elves in to ph ys ica l rea lity, th erefore, I will con cen tra te m y th ou gh ts for th ir ty m in u tes da ily, u pon th e ta s k of th in k in g of th e pers on I in ten d to becom e, th ereby crea t in g in m y m in d a clea r mental picture of that person.

Th ird . I kn ow th rou gh th e p r in cip le of a u to-s u gges t ion , a n y des ire th a t I pers is ten t ly h old in m y m in d will even tu a lly s eek expres s ion th rou gh s om e p ra ct ica l m ea n s of a t ta in in g th e ob ject ba ck of it , th erefore, I will devote ten m in u tes da ily to dem a n d in g of m ys elf th e development of SELF-CONFIDENCE.

Fourth. I have clearly written down a description of m y DEFINITE CHIEF AIM in life, a n d I will n ever s top t ryin g, u n t il I s h a ll h a ve developed s u fficien t s elf-confidence for its attainment.

Fifth. I fully realize that no wealth or position can long en du re, u n les s bu ilt u pon t ru th a n d ju s t ice, th erefore, I will en ga ge in n o t ra n s a ct ion wh ich does n ot ben efit a ll wh om it a ffects . I will s u cceed by a t t ra ct in g to m ys elf th e forces I wis h to u s e, a n d th e coopera t ion of oth er peop le. I will induce others to serve me, because of my willingness to s erve oth ers . I will elim in a te h a t red , en vy, jea lou s y, s elfis h n es s , a n d cyn icis m , by develop in g love for a ll h u m a n ity, beca u s e I kn ow th a t a n ega t ive a t t itu de towa rd oth ers ca n n ever b r in g m e s u cces s . I will ca u s e oth ers to believe in me, because I will believe in them, and in myself.

I will s ign m y n a m e to th is form u la , com m it it to m em ory, a n d repea t it a lou d on ce a da y, with fu ll FAITH th a t it will gra du a lly in flu en ce m y THOUGHTS a n d ACTIONS s o th a t I will becom e a s elf-relia n t , a n d successful person.


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Back of this formula is a law of Nature which no man has

yet been a b le to exp la in . It h a s ba ffled th e s cien t is ts of a ll a ges . Th e ps ych ologis ts h a ve n a m ed th is la w “a u to-suggestion,” and let it go at that.

Th e n a m e by wh ich on e ca lls th is la w is of lit t le im por ta n ce. Th e im por ta n t fa ct a bou t it is —it WORKS for th e glory a n d s u cces s of m a n k in d , IF it is u s ed con s t ru ct ively. On th e oth er h a n d , if u s ed des t ru ct ively, it will des t roy ju s t a s rea d ily. In th is s ta tem en t m a y be fou n d a very s ign ifica n t truth, namely; that those who go down in defeat, and end their lives in pover ty, m is ery, a n d d is t res s , do s o beca u s e of n ega t ive a pp lica t ion of th e p r in cip le of a u to-s u gges t ion . Th e ca u s e m a y be fou n d in th e fa ct th a t ALL IMPULSES OF THOUGHT HAVE A TENDENCY TO CLOTHE THEMSELVES IN THEIR PHYSICAL EQUIVALENT.

Th e s u bcon s ciou s m in d , (th e ch em ica l la bora tory in wh ich a ll th ou gh t im pu ls es a re com bin ed , a n d m a de rea dy for translation into physical reality), makes no distinction between con s t ru ct ive a n d des t ru ct ive th ou gh t im pu ls es . It works with th e m a ter ia l we feed it , th rou gh ou r th ou gh t im pu ls es . Th e s u bcon s ciou s m in d will t ra n s la te in to rea lity a th ou gh t d r iven by FEAR ju s t a s rea d ily a s it will t ra n s la te in to rea lity a thought driven by COURAGE, or FAITH.

Th e pa ges of m ed ica l h is tory a re r ich with illu s t ra t ion s of ca s es of “s u gges t ive s u icide.” A m a n m a y com m it s u icide through negative suggestion, just as effectively as by any other m ea n s . In a m idwes tern city, a m a n by th e n a m e of J os eph Gra n t , a ba n k officia l, “borrowed” a la rge s u m of th e ba n k’s money, without the consent of the directors. He lost the money th rou gh ga m blin g. On e a ftern oon , th e Ba n k Exa m in er ca m e a n d bega n to ch eck th e a ccou n ts . Gra n t left th e ba n k , took a room in a loca l h otel, a n d wh en th ey fou n d h im , th ree da ys later, he was lying in bed, wailing and moaning, repeating over a n d over th es e words , “My God , th is will k ill m e! I ca n n ot s ta n d th e d is gra ce.” In a s h or t t im e h e wa s dea d . Th e doctors pronounced the case one of “mental suicide.”

J u s t a s elect r icity will tu rn th e wh eels of in du s t ry, a n d ren der u s efu l s ervice if u s ed con s t ru ct ively; or s n u ff ou t life if wron gly u s ed , s o will th e la w of a u to-s u gges t ion lea d you to


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peace and prosperity. or down into the valley of misery, failure, a n d dea th , a ccord in g to you r degree of u n ders ta n d in g a n d application of it.

If you fill you r m in d with FEAR, dou b t a n d u n belief in you r a b ility to con n ect with , a n d u s e th e forces of In fin ite In telligen ce, th e la w of a u to—s u gges t ion will ta ke th is s p ir it of u n belief a n d u s e it a s a pa t tern by wh ich you r s u bcon s ciou s mind will translate it into its physical equivalent.

THIS STATEMENT IS AS TRUE AS THE STATEMENT THAT TWO AND TWO ARE FOUR!

Like th e win d wh ich ca r r ies on e s h ip Ea s t , a n d a n oth er Wes t , th e la w of a u to-s u gges t ion will lift you u p or pu ll you down, according to the way you set your sails of THOUGHT.

Th e la w of a u to-s u gges t ion , th rou gh wh ich a n y pers on m a y r is e to a lt itu des of a ch ievem en t wh ich s ta gger th e imagination, is well described in the following verse:

“If you think you are beaten, you are, If you think you dare not, you don’t

If you like to win, but you think you can’t, It is almost certain you won’t.

“If you think you’ll lose, you’re lost For out of the world we find,

Success begins with a fellow’s will— It’s all in the state of mind.

“If you think you are outclassed, you are, You’ve got to think high to rise,

You’ve got to be sure of yourself before You can ever win a prize.

“Life’s battles don’t always go To the stronger or faster man,

But soon or late the man who wins Is the man WHO THINKS HE CAN!”

Observe the words which have been emphasized, and you will catch the deep meaning which the poet had in mind.


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Somewhere in your make-up (perhaps in the cells of

your brain) there lies sleeping, the seed of achievement which, if aroused and put into action, would carry you to heights, such as you may never have hoped to attain.

Just as a master musician may cause the most beautiful strains of music to pour forth from the strings of a violin, so may you arouse the genius which lies asleep in your brain, and cause it to drive you upward to whatever goal you may wish to achieve.

Abraham Lincoln was a failure at everything he tried, until he was well past the age of forty. He was a Mr. Nobody from Nowhere, until a great experience came into his life, aroused the sleeping genius within his heart and brain, and gave the world one of its really great men. That “experience” was mixed with the emotions of sorrow and LOVE. It came to him through Anne Rutledge, the only woman whom he ever truly loved.

It is a known fact that the emotion of LOVE is closely akin to the state of mind known as FAITH, and this for the reason that Love comes very near to translating one’s thought impulses into their spiritual equivalent. During his work of research, the author discovered, from the analysis of the life-work and achievements of hundreds of men of outstanding accomplishment, that there was the influence of a woman’s love back of nearly EVERY ONE OF THEM. The emotion of love, in the human heart and brain, creates a favorable field of magnetic attraction, which causes an influx of the higher and finer vibrations which are afloat in the ether.

If you wish evidence of the power of FAITH, study the achievements of men and women who have employed it. At the head of the list comes the Nazarene. Christianity is the greatest single force which influences the minds of men. The basis of Christianity is FAITH, no matter how many people may have perverted, or misinterpreted the meaning of this great force, and no matter how many dogmas and creeds have been created in its name, which do not reflect its tenets.

Th e s u m a n d s u bs ta n ce of th e tea ch in gs a n d th e achievements of Ch r is t , wh ich m a y h a ve been in terp reted a s “miracles,” were nothing more nor less than FAITH. If there are


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a n y s u ch ph en om en a a s “m ira cles ” th ey a re p rodu ced on ly th rou gh th e s ta te of m in d kn own a s FAITH! Som e tea ch ers of religion , a n d m a n y wh o ca ll th em s elves Ch r is t ia n s , n eith er understand nor practice FAITH.

Let u s con s ider th e power of FAITH, a s it is n ow bein g dem on s tra ted , by a m a n wh o is well kn own to a ll of civiliza t ion , Ma h a tm a Ga n dh i, of In d ia . In th is m a n th e wor ld h a s on e of th e m os t a s tou n d in g exa m ples kn own to civiliza t ion , of th e pos s ib ilit ies of FAITH. Ga n dh i wields m ore poten t ia l power th a n a n y m a n livin g a t th is t im e, a n d th is , des p ite th e fa ct th a t h e h a s n on e of th e or th odox tools of power , s u ch a s m on ey, ba t t le s h ips , s old iers , a n d m a ter ia ls of wa rfa re. Ga n dh i h a s n o m on ey, h e h a s n o h om e, h e does n ot own a s u it of cloth es , bu t HE DOES HAVE POWER. How does he come by that power?

HE CREATED IT OUT OF HIS UNDERSTANDING OF THE PRINCIPLE OF FAITH, AND THROUGH HIS ABILITY TO TRANSPLANT THAT FAITH INTO THE MINDS OF TWO HUNDRED MILLION PEOPLE.

Ga n dh i h a s a ccom plis h ed , th rou gh th e in flu en ce of FAITH, th a t wh ich th e s t ron ges t m ilita ry power on ea r th cou ld n ot , a n d n ever will a ccom plis h th rou gh s old iers a n d m ilita ry equ ipm en t . He h a s a ccom plis h ed th e a s tou n d in g fea t of INFLUENCING two h u n dred m illion m in ds to COALESCE AND MOVE IN UNISON, AS A SINGLE MIND.

Wh a t oth er force on ea r th , excep t FAITH cou ld do a s much?

Th ere will com e a da y wh en em ployees a s well a s em ployers will d is cover th e pos s ib ilit ies of FAITH. Th a t da y is da wn in g. Th e wh ole wor ld h a s h a d a m ple oppor tu n ity, du r in g th e recen t bu s in es s depres s ion , to witn es s wh a t th e LACK OF FAITH will do to business.

Su rely, civiliza t ion h a s p rodu ced a s u fficien t n u m ber of in telligen t h u m a n bein gs to m a ke u s e of th is grea t les s on wh ich th e depres s ion h a s ta u gh t th e wor ld . Du r in g th is depres s ion , th e wor ld h a d eviden ce in a bu n da n ce th a t wides prea d FEAR will pa ra lyze th e wh eels of in du s t ry a n d bu s in es s . Ou t of th is exper ien ce will a r is e lea ders in bu s in es s a n d in du s t ry wh o will p rofit by th e exa m ple wh ich Ga n dh i h a s


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s et for th e wor ld , a n d th ey will a pp ly to bu s in es s th e s a m e ta ct ics wh ich h e h a s u s ed in bu ild in g th e grea tes t followin g kn own in th e h is tory of th e wor ld . Th es e lea ders will com e from th e ra n k a n d file of th e u n kn own m en , wh o n ow la bor in th e s teel p la n ts , th e coa l m in es , th e a u tom obile fa ctor ies , a n d in the small towns and cities of America.

Bu s in es s is du e for a reform , m a ke n o m is ta ke a bou t th is ! Th e m eth ods of th e pa s t , ba s ed u pon econ om ic com bin a t ion s of FORCE a n d FEAR, will be s u pp la n ted by th e bet ter p r in cip les of FAITH a n d coopera t ion . Men wh o la bor will receive m ore th a n da ily wa ges ; th ey will receive d ividen ds from th e bu s in es s , th e s a m e a s th os e wh o s u pp ly th e ca p ita l for bus in es s ; bu t , fir s t th ey m u s t GIVE MORE TO THEIR EMPLOYERS, a n d s top th is b icker in g a n d ba rga in in g by force, a t th e expen s e of th e pu b lic. They m us t earn the righ t to dividends!

Moreover , a n d th is is th e m os t im por ta n t th in g of a ll—THEY WILL BE LED BY LEADERS WHO WILL UNDERSTAND AND APPLY THE PRINCIPLES EMPLOYED BY MAHATMA GANDHI. On ly in th is wa y m a y lea ders get from th eir followers th e s p ir it of FULL coopera t ion wh ich con s t itu tes power in it s highest and most enduring form.

Th is s tu pen dou s m a ch in e a ge in wh ich we live, a n d from wh ich we a re ju s t em ergin g, h a s ta ken th e s ou l ou t of m en . It s lea ders h a ve d r iven m en a s th ou gh th ey were p ieces of cold m a ch in ery; th ey were forced to do s o by th e em ployees wh o h a ve ba rga in ed , a t th e expen s e of a ll con cern ed , to get and not to give. Th e wa tch word of th e fu tu re will be HUMAN HAPPINESS AND CONTENTMENT, a n d wh en th is s ta te of m in d s h a ll h a ve been a t ta in ed , th e p rodu ct ion will ta ke ca re of it s elf, m ore effect ively th a n a n yth in g th a t h a s ever been a ccom plis h ed wh ere m en d id n ot , a n d cou ld n ot m ix FAITH and individual interest with their labor.

Beca u s e of th e n eed for fa ith a n d coopera t ion in opera t in g bu s in es s a n d in du s t ry, it will be both in teres t in g a n d p rofita b le to a n a lyze a n even t wh ich p rovides a n excellen t unders ta n d in g of th e m eth od by wh ich in du s t r ia lis ts a n d bu s in es s m en a ccu m u la te grea t for tu n es , by giving before th ey try to get.


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Th e even t ch os en for th is illu s t ra t ion da tes ba ck to 1900 ,

wh en th e Un ited Sta tes Steel Corpora t ion wa s bein g form ed . As you rea d th e s tory, keep in m in d th es e fu n da m en ta l fa cts a n d you will u n ders ta n d h ow IDEAS h a ve been con ver ted in to huge fortunes.

Firs t , th e h u ge Un ited Sta tes Steel Corpora t ion wa s born in th e m in d of Ch a r les M. Sch wa b , in th e form of a n IDEA h e crea ted th rou gh h is IMAGINATION! Secon d , h e m ixed FAITH with h is IDEA. Th ird , h e form u la ted a PLAN for th e t ra n s form a t ion of h is IDEA in to ph ys ica l a n d fin a n cia l rea lity. Fou r th , h e pu t h is p la n in to a ct ion with h is fa m ou s s peech a t the University Club. Fifth, he applied, and followed-through on h is PLAN with PERSISTENCE, a n d ba cked it with firm DECISION u n t il it h a d been fu lly ca r r ied ou t . S ixth , h e p repa red th e wa y for s u cces s by a BURNING DESIRE for success.

If you a re on e of th os e wh o h a ve often won dered h ow grea t for tu n es a re a ccu m u la ted , th is s tory of th e crea t ion of th e Un ited Sta tes Steel Corpora t ion will be en ligh ten in g. If you h a ve a n y dou b t th a t m en ca n THINK AND GROW RICH, th is s tory s h ou ld d is pel th a t dou b t , beca u s e you ca n p la in ly s ee in th e s tory of th e Un ited Sta tes Steel, th e a pp lica t ion of a m a jor portion of the thirteen principles described in this book.

Th is a s tou n d in g des cr ip t ion of th e power of a n IDEA wa s d ra m a t ica lly told by J oh n Lowell, in th e New York World -Telegram, with whose courtesy it is here reprinted.

“A PRETTY AFTER-DINNER SPEECH FOR A BILLION DOLLARS “Wh en , on th e even in g of Decem ber 12 , 1900 , s om e

eighty of the nation’s financial nobility gathered in the banquet h a il of th e Un ivers ity Clu b on Fifth Aven u e to do h on or to a young man from out of the West, not half a dozen of the guests rea lized th ey were to witn es s th e m os t s ign ifica n t ep is ode in American industrial history.

“J . Edwa rd Sim m on s a n d Ch a r les Stewa r t Sm ith , th eir h ea r ts fu ll of gra t itu de for th e la vis h h os p ita lity bes towed on th em by Ch a r les M. Sch wa b du r in g a recen t vis it to Pit t s bu rgh , h a d a r ra n ged th e d in n er to in t rodu ce th e th ir ty-eight-year-old s teel m a n to ea s tern ba n k in g s ociety. Bu t th ey


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d idn ’t expect h im to s ta m pede th e con ven t ion . Th ey wa rn ed h im , in fa ct , th a t th e bos om s with in New York’s s tu ffed s h ir ts wou ld n ot be res pon s ive to ora tory, a n d th a t , if h e d idn ’t wa n t to bore th e St ilh n a n s a n d Ha rr im a n s a n d Va n derb ilt s , h e h a d bet ter lim it h im s elf to fifteen or twen ty m in u tes of polite vaporings and let it go at that.

“Even J oh n Pierpon t Morga n , s it t in g on th e r igh t h a n d of Sch wa b a s beca m e h is im per ia l d ign ity, in ten ded to gra ce th e ba n qu et ta b le with h is p res en ce on ly b r iefly. An d s o fa r a s th e p res s a n d pu b lic were con cern ed , th e wh ole a ffa ir wa s of s o little moment that no mention of it found its way into print the next day.

“So the two hosts and their distinguished guests ate their wa y th rou gh th e u s u a l s even or eigh t cou rs es . Th ere wa s lit t le con vers a t ion a n d wh a t th ere wa s of it wa s res t ra in ed . Few of th e ba n kers a n d b rokers h a d m et Sch wa b , wh os e ca reer h a d flowered a lon g th e ba n ks of th e Mon on ga h ela , a n d n on e kn ew h im well. Bu t before th e even in g wa s over , th ey—a n d with th em Mon ey Ma s ter Morga n — were to be s wep t off th eir feet , a n d a b illion dolla r ba by, th e Un ited Sta tes Steel Corpora t ion , was to be conceived.

“It is perhaps unfortunate, for the sake of history, that no record of Ch a r lie Sch wa b’s s peech a t th e d in n er ever wa s m a de. He repea ted s om e pa r ts of it a t a la ter da te du r in g a s im ila r m eet in g of Ch ica go ba n kers . An d s t ill la ter , wh en th e Govern m en t b rou gh t s u it to d is s olve th e Steel Tru s t , h e ga ve h is own vers ion , from th e witn es s s ta n d , of th e rem a rks th a t stimulated Morgan into a frenzy of financial activity.

“It is p roba b le, h owever , th a t it wa s a ‘h om ely’ s peech , s om ewh a t u n gra m m a tica l (for th e n icet ies of la n gu a ge n ever both ered Sch wa b), fu ll of ep igra m a n d th rea ded with wit . Bu t a s ide from th a t it h a d a ga lva n ic force a n d effect u pon th e five b illion s of es t im a ted ca p ita l th a t wa s rep res en ted by th e d in ers . After it wa s over a n d th e ga th er in g wa s s t ill u n der it s s pell, a lth ou gh Sch wa b h a d ta lked for n in ety m in u tes , Morga n led th e ora tor to a reces s ed win dow wh ere, da n glin g th eir legs from th e h igh , u n com for ta b le s ea t , th ey ta lked for a n h ou r more.


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“Th e m a gic of th e Sch wa b pers on a lity h a d been tu rn ed

on , fu ll force, bu t wh a t wa s m ore im por ta n t a n d la s t in g wa s th e fu ll-fledged , clea r -cu t p rogra m h e la id down for th e a ggra n d izem en t of Steel. Ma n y oth er m en h a d t r ied to in teres t Morga n in s la pp in g togeth er a s teel t ru s t a fter th e pa t tern of th e b is cu it , wire a n d h oop , s u ga r , ru bber , wh is ky, oil or ch ewin g gu m com bin a t ion s . J oh n W. Ga tes , th e ga m bler , h a d u rged it , bu t Morga n d is t ru s ted h im . Th e Moore boys , Bill a n d J im , Ch ica go s tock jobbers wh o h a d glu ed togeth er a m a tch trust and a cracker corporation, had urged it and failed. Elbert H. Ga ry, th e s a n ct im on iou s cou n try la wyer , wa n ted to fos ter it , bu t h e wa s n ’t b ig en ou gh to be im pres s ive. Un t il Sch wa b’s eloqu en ce took J . P. Morga n to th e h eigh ts from wh ich h e cou ld vis u a lize th e s olid res u lts of th e m os t da r in g fin a n cia l u n der ta k in g ever con ceived , th e p roject wa s rega rded a s a delirious dream of easy-money crackpots.

“The financial magnetism that began, a generation ago, to a t t ra ct th ou s a n ds of s m a ll a n d s om et im es in efficien t ly m a n a ged com pa n ies in to la rge a n d com pet it ion -crushing combinations, had become operative in the steel world through th e devices of th a t jovia l bu s in es s p ira te, J oh n W. Ga tes . Ga tes a lrea dy h a d form ed th e Am er ica n Steel a n d Wire Com pa n y ou t of a ch a in of s m a ll con cern s , a n d togeth er with Morga n h a d crea ted th e Federa l Steel Com pa n y. Th e Na t ion a l Tu be a n d Am er ica n Br idge com pa n ies were two m ore Morga n con cern s , a n d th e Moore Broth ers h a d fors a ken th e m a tch a n d cook ie bu s in es s to form th e ‘Am er ica n ’ grou p— Tin Pla te, Steel Hoop, Sheet Steel—and the National Steel Company.

“Bu t by th e s ide of An drew Ca rn egie’s giga n t ic ver t ica l t ru s t , a t ru s t own ed a n d opera ted by fifty-th ree pa r tn ers , th os e oth er com bin a t ion s were p ica yu n e. Th ey m igh t com bin e to th eir h ea r t ’s con ten t bu t th e wh ole lot of th em cou ldn ’t m a ke a den t in th e Ca rn egie orga n iza t ion , a n d Morga n kn ew it.

“Th e eccen tr ic old Scot kn ew it , too. From th e m a gn ificen t h eigh ts of Sk ibo Ca s t le h e h a d viewed , fir s t with amusement a n d th en with res en tm en t , th e a t tem pts of Morga n ’s s m a ller com pa n ies to cu t in to h is bu s in es s . Wh en th e a t tem pts beca m e too bold , Ca rn egie’s tem per wa s


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t ra n s la ted in to a n ger a n d reta lia t ion . He decided to du p lica te every m ill own ed by h is r iva ls . Hith er to, h e h a dn ’t been in teres ted in wire, p ipe, h oops , or s h eet . In s tea d , h e wa s con ten t to s ell s u ch com pa n ies th e ra w s teel a n d let th em work it in to wh a tever s h a pe th ey wa n ted . Now, with Sch wa b a s h is ch ief a n d a b le lieu ten a n t , h e p la n n ed to d r ive h is enemies to the wall.

“So it wa s th a t in th e s peech of Ch a r les M. Sch wa b , Morga n s a w th e a n s wer to h is p rob lem of com bin a t ion . A t ru s t with ou t Ca rn egie-gia n t of th em a ll—wou ld be n o t ru s t a t a ll, a plum pudding, as one writer said, without the plums.

“Sch wa b’s s peech on th e n igh t of Decem ber 12 , 1900 , u n dou b ted ly ca r r ied th e in feren ce, th ou gh n ot th e p ledge, th a t th e va s t Ca rn egie en terp r is e cou ld be b rou gh t u n der th e Morga n ten t . He ta lked of th e wor ld fu tu re for s teel, of reorga n iza t ion for efficien cy, of s pecia liza t ion , of th e s cra pp in g of u n s u cces s fu l m ills a n d con cen tra t ion of effor t on th e flou r is h in g p roper t ies , of econ om ies in th e ore t ra ffic, of econ om ies in overh ea d a n d a dm in is t ra t ive depa r tm en ts , of capturing foreign markets.

“More th a n th a t , h e told th e bu cca n eers a m on g th em wh erein la y th e er rors of th eir cu s tom a ry p ira cy. Th eir pu rpos es , h e in fer red , ba d been to crea te m on opolies , ra is e p r ices , a n d pa y th em s elves fa t d ividen ds ou t of p r ivilege. Sch wa b con dem n ed th e s ys tem in h is h ea r t ies t m a n n er . Th e s h or ts igh tedn es s of s u ch a policy, h e told h is h ea rers , la y in the fact that it restricted the market in an era when everything cr ied for expa n s ion . By ch ea pen in g th e cos t of s teel, h e a rgu ed , a n ever -expa n d in g m a rket wou ld be crea ted ; m ore u s es for s teel wou ld be devis ed , a n d a good ly por t ion of th e wor ld t ra de cou ld be ca p tu red . Actu a lly, th ou gh h e d id n ot know it, Schwab was an apostle of modern mass production.

“So th e d in n er a t th e Un ivers ity Clu b ca m e to a n en d . Morga n wen t h om e, to th in k a bou t Sch wa b’s ros y p red ict ion s . Sch wa b wen t ba ck to Pit t s bu rgh to ru n th e s teel bu s in es s for ‘Wee An dra Ca rn egie,’ wh ile Ga ry a n d th e res t wen t ba ck to th eir s tock t ickers , to fidd le a rou n d in a n t icipa t ion of th e n ext move.


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“It wa s n ot lon g com in g. It took Morga n a bou t on e week

to d iges t th e fea s t of rea s on Sch wa b h a d p la ced before h im . When he had assured himself that no financial indigestion was to res u lt , h e s en t for Sch wa b-a n d fou n d th a t you n g m a n ra th er coy. Mr . Ca rn egie, Sch wa b in d ica ted , m igh t n ot like it if h e fou n d h is t ru s ted com pa n y p res iden t h a d been flir t in g with th e Em peror of Wa ll St reet , th e Street u pon wh ich Ca rn egie wa s res olved n ever to t rea d . Th en it wa s s u gges ted by J oh n W. Ga tes th e go-between , th a t if Sch wa b ‘h a ppen ed’ to be in th e Bellevu e Hotel in Ph ila delph ia , J . P. Morga n m igh t a ls o ‘h a ppen ’ to be th ere. Wh en Sch wa b a r r ived , h owever , Morga n wa s in con ven ien t ly ill a t h is New York h om e, a n d s o, on th e elder m a n ’s p res s in g in vita t ion , Sch wa b wen t to New York a n d presented himself at the door of the financier’s library.

“Now cer ta in econ om ic h is tor ia n s h a ve p rofes s ed th e belief th a t from th e begin n in g to th e en d of th e d ra m a , th e stage was set by Andrew Carnegie—that the dinner to Schwab, th e fa m ou s s peech , th e Su n da y n igh t con feren ce between Sch wa b a n d th e Mon ey Kin g, were even ts a r ra n ged by th e ca n n y Scot . Th e t ru th is exa ct ly th e oppos ite. Wh en Sch wa b wa s ca lled in to con s u m m a te th e dea l, h e d idn ’t even kn ow wh eth er ‘th e lit t le bos s ,’ a s An drew wa s ca lled , wou ld s o m u ch a s lis ten to a n offer to s ell, pa r t icu la r ly to a grou p of m en wh om An drew rega rded a s bein g en dowed with s om eth in g les s th a n h olin es s . Bu t Sch wa b d id ta ke in to th e con feren ce with h im , in h is own h a n dwrit in g, s ix s h eets of copperp la te figu res , rep res en t in g to h is m in d th e ph ys ica l wor th a n d th e poten t ia l ea rn in g ca pa city of every s teel com pa n y h e rega rded a s a n essential star in the new metal firmament.

“Fou r m en pon dered over th es e figu res a ll n igh t . Th e ch ief, of cou rs e, wa s Morga n , s tea dfa s t in h is belief in th e Divin e Righ t of Mon ey. With h im wa s h is a r is tocra t ic pa r tn er , Rober t Ba con , a s ch ola r a n d a gen t lem a n . Th e th ird wa s J oh n W. Ga tes wh om Morga n s corn ed a s a ga m bler a n d u s ed a s a tool. Th e fou r th wa s Sch wa b , wh o kn ew m ore a bou t th e p roces s es of m a k in g a n d s ellin g s teel th a n a n y wh ole grou p of m en th en livin g. Th rou gh ou t th a t con feren ce, th e Pit t s bu rgh er’s figu res were n ever qu es t ion ed . If h e s a id a com pa n y wa s wor th s o m u ch , th en it wa s wor th th a t m u ch


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a n d n o m ore. He wa s in s is ten t , too, u pon in clu d in g in th e combination on ly th os e con cern s h e n om in a ted . He h a d con ceived a corpora t ion in wh ich th ere wou ld be n o du p lica t ion , n ot even to s a t is fy th e greed of fr ien ds wh o wa n ted to u n loa d th eir com pa n ies u pon th e b roa d Morga n s h ou lders . Th u s h e left ou t , by des ign , a n u m ber of th e la rger con cern s u pon wh ich th e Wa lru s es a n d Ca rpen ters of Wa ll Street had cast hungry eyes.

“Wh en da wn ca m e, Morga n ros e a n d s t ra igh ten ed h is back. Only one question remained.

“‘Do you th in k you ca n pers u a de An drew Ca rn egie to sell?’ he asked.

“‘I can try,’ said Schwab. “‘If you ca n get h im to s ell, I will u n der ta ke th e m a t ter ,’

said Morgan. “So fa r s o good . Bu t wou ld Ca rn egie s ell? How m u ch

wou ld h e dem a n d? (Sch wa b th ou gh t a bou t $320 ,000 ,000). Wh a t wou ld h e ta ke pa ym en t in ? Com m on or p refer red s tocks ? Bon ds ? Ca s h ? Nobody cou ld ra is e a th ird of a b illion dollars in cash.

“Th ere wa s a golf ga m e in J a n u a ry on th e fros t -cracking h ea th of th e St . An drews lin ks in Wes tch es ter , with An drew bu n d led u p in s wea ters a ga in s t th e cold , a n d Ch a r lie ta lk in g volu b ly, a s u s u a l, to keep h is s p ir it s u p . Bu t n o word of bu s in es s wa s m en t ion ed u n t il th e pa ir s a t down in th e cozy wa rm th of th e Ca rn egie cot ta ge h a rd by. Th en , with th e s a m e pers u a s iven es s th a t h a d h ypn ot ized eigh ty m illion a ires a t th e Un ivers ity Clu b , Sch wa b pou red ou t th e glit ter in g p rom is es of ret irem en t in com for t , of u n told m illion s to s a t is fy th e old m a n ’s s ocia l ca p r ices . Ca rn egie ca p itu la ted , wrote a figu re on a s lip of pa per , h a n ded it to Sch wa b a n d s a id , ‘a ll r igh t , th a t ’s what we’ll sell for.’

“Th e figu re wa s a pproxim a tely $400 ,000 ,000 , a n d wa s rea ch ed by ta k in g th e $320 ,000 ,000 m en t ion ed by Sch wa b a s a ba s ic figu re, a n d a dd in g to it $80 ,000 ,000 to rep res en t th e increased capital value over the previous two years.

“La ter , on th e deck of a trans-Atla n t ic lin er , th e Scots m a n s a id ru efu lly to Morga n , ‘I wis h I h a d a s ked you for $100,000,000 more.’


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“‘If you h a d a s ked for it , you ’d h a ve got ten it ,’ Morga n

told him cheerfully. * * * * * * *

“Th ere wa s a n u proa r , of cou rs e. A Br it is h cor res pon dent ca b led th a t th e foreign s teel wor ld wa s ‘a ppa lled ’ by th e giga n t ic com bin a t ion . Pres iden t Ha d ley, of Ya le, decla red th a t u n les s t ru s ts were regu la ted th e cou n try m igh t expect ‘a n em peror in Wa s h in gton with in th e n ext twen ty-five yea rs .’ Bu t th a t a b le s tock m a n ipu la tor , Keen e, wen t a t h is work of s h ovin g th e n ew s tock a t th e pu b lic s o vigorou s ly th a t a ll th e exces s wa ter—es t im a ted by s om e a t n ea r ly $600 ,000 ,000—wa s a bs orbed in a twin k lin g. So Ca rn egie h a d h is m illion s , a n d th e Morga n s yn d ica te h a d $62 ,000 ,000 for a ll it s ‘t rou b le,’ and all the ‘boys,’ from Gates to Gary, had their millions.

* * * * * * * “Th e th ir ty-eight-year-old Sch wa b h a d h is rewa rd . He

wa s m a de p res iden t of th e n ew corpora t ion a n d rem a in ed in control until 1930.”

Th e d ra m a t ic s tory of “Big Bu s in es s ” wh ich you h a ve ju s t fin is h ed , wa s in clu ded in th is book , beca u s e it is a per fect illu s t ra t ion of th e m eth od by wh ich DES IRE CAN BE TRANSMUTED INTO ITS PHYSICAL EQUIVALENT!

I imagine some readers will question the statement that a m ere, in ta n gib le DESIRE ca n be con ver ted in to it s ph ys ica l equ iva len t . Dou b t les s s om e will s a y, “You ca n n ot con ver t NOTHING in to SOMETHING!” Th e a n s wer is in th e s tory of United States Steel.

Th a t gia n t orga n iza t ion wa s crea ted in th e m in d of on e m a n . Th e p la n by wh ich th e orga n iza t ion wa s p rovided with the steel mills that gave it financial stability was created in the m in d of th e s a m e m a n . His FAITH, h is DESIRE, h is IMAGINATION, h is PERSISTENCE were th e rea l in gred ien ts th a t wen t in to Un ited Sta tes Steel. Th e s teel m ills a n d m ech a n ica l equ ipm en t a cqu ired by th e corpora t ion , AFTER IT HAD BEEN BROUGHT INTO LEGAL EXISTENCE, were in ciden ta l, bu t ca refu l a n a lys is will d is clos e th e fa ct th a t th e a ppra is ed va lu e of th e p roper t ies a cqu ired by th e corpora t ion in crea s ed in va lu e by a n es t im a ted SIX HUNDRED MILLION


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DOLLARS, by th e m ere t ra n s a ct ion wh ich con s olida ted th em under one management.

In oth er words , Ch a r les M. Sch wa b’s IDEA, p lu s th e FAITH with wh ich h e con veyed it to th e m in ds of J . P. Morga n a n d th e oth ers , wa s m a rketed for a p rofit of a pproxim a tely $600,000,000. Not an insignificant sum for a single IDEA!

Wh a t h a ppen ed to s om e of th e m en wh o took th eir s h a re of the millions of dollars of profit made by this transaction, is a m a t ter with wh ich we a re n ot n ow con cern ed . Th e im por ta n t fea tu re of th e a s tou n d in g a ch ievem en t is th a t it s erves a s u n qu es t ion a b le eviden ce of th e s ou n dn es s of th e ph ilos oph y des cr ibed in th is book , beca u s e th is ph ilos oph y wa s th e wa rp a n d th e woof of th e en t ire t ra n s a ct ion . Moreover , th e p ra ct ica b ility of th e ph ilos oph y h a s been es ta b lis h ed by th e fa ct th a t th e Un ited Sta tes Steel Corpora t ion p ros pered , a n d beca m e on e of th e r ich es t a n d m os t powerfu l corpora t ion s in Am er ica , em ployin g th ou s a n ds of peop le, develop in g n ew u s es for s teel, a n d open in g n ew m a rkets ; th u s p rovin g th a t th e $600 ,000 ,000 in p rofit wh ich th e Sch wa b IDEA produ ced wa s earned.

RICHES begin in the form of THOUGHT! Th e a m ou n t is lim ited on ly by th e pers on in wh os e m in d

th e THOUGHT is pu t in to m ot ion . FAITH rem oves lim ita t ions! Rem em ber th is wh en you a re rea dy to ba rga in with Life for whatever it is that you ask as your price for having passed this way.

Rem em ber , a ls o, th a t th e m a n wh o crea ted th e Un ited Sta tes Steel Corpora t ion wa s p ra ct ica lly u n kn own a t th e t im e. He wa s m erely An drew Ca rn egie’s “Ma n Fr ida y” u n t il h e ga ve b ir th to h is fa m ou s IDEA. After th a t h e qu ick ly ros e to a position of power, fame, and riches.

THERE ARE NO LIMITATIONS TO THE MIND EXCEPT THOSE

WE ACKNOWLEDGE

BOTH POVERTY AND RICHES ARE THE OFFSPRING OF

THOUGHT


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CHAPTER 4 AUTO-SUGGESTION

THE MEDIUM FOR INFLUENCING THE SUBCONSCIOUS MIND

The Third Step toward Riches AUTO-SUGGESTION is a term wh ich a pp lies to a l1

s u gges t ion s a n d a ll s elf-a dm in is tered s t im u li wh ich rea ch on e’s m in d th rou gh th e five s en s es . Sta ted in a n oth er wa y, autos u gges t ion is s elf-s u gges t ion . It is th e a gen cy of com m u n ica t ion between th a t pa r t of th e m in d wh ere con s ciou s th ou gh t ta kes p la ce, a n d th a t wh ich s erves a s th e seat of action for the subconscious mind.

Th rou gh th e dom in a t in g th ou gh ts wh ich on e permits to rem a in in th e con s ciou s m in d , (wh eth er th es e th ou gh ts be n ega t ive or pos it ive, is im m a ter ia l), th e p r in cip le of a u to-s u gges t ion volu n ta r ily rea ch es th e s u bcon s ciou s m in d a n d influences it with these thoughts.

NO THOUGHT, wh eth er it be n ega t ive or pos it ive, CAN ENTER THE SUBCONSCIOUS MIND WITHOUT THE AID OF THE PRINCIPLE OF AUTO-SUGGESTION, with th e excep t ion of th ou gh ts p icked u p from th e eth er . S ta ted d ifferen t ly, a ll s en s e im pres s ion s wh ich a re perceived th rou gh th e five s en s es , a re s topped by th e CONSCIOUS th in k in g m in d , a n d m a y be eith er pa s s ed on to th e s u bcon s ciou s m in d , or rejected , a t will. Th e con s ciou s fa cu lty s erves , th erefore, a s a n outer-guard to the approach of the subconscious.

Na tu re h a s s o bu ilt m a n th a t h e h a s ABSOLUTE CONTROL over th e m a ter ia l wh ich rea ch es h is s u bcon s ciou s mind, through his five senses, although this is not meant to be con s t ru ed a s a s ta tem en t th a t m a n a lwa ys EXERCISES th is con trol. In th e grea t m a jor ity of in s ta n ces , h e does NOT exercis e it , wh ich exp la in s wh y s o m a n y peop le go th rou gh life in poverty.

Reca ll wh a t h a s been s a id a bou t th e s u bcon s ciou s m in d res em blin g a fer t ile ga rden s pot , in wh ich weeds will grow in a bu n da n ce, if th e s eeds of m ore des ira b le crops a re n ot s own


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therein. AUTOSUGGESTION is th e a gen cy of con trol th rou gh wh ich a n in d ividu a l m a y volu n ta r ily feed h is s u bcon s ciou s m in d on th ou gh ts of a crea t ive n a tu re, or , by n eglect , perm it thoughts of a destructive nature to find their way into this rich garden of the mind.

You were in s t ru cted , in th e la s t of th e s ix s teps des cr ibed in th e ch a p ter on Des ire, to rea d ALOUD twice da ily th e WRITTEN statement of your DESIRE FOR MONEY, and to SEE AND FEEL you rs elf ALREADY in pos s es s ion of th e m on ey! By followin g th es e in s t ru ct ion s , you com m u n ica te th e ob ject of you r DESIRE d irect ly to you r SUBCONSCIOUS m in d in a s p ir it of a bs olu te FAITH. Th rou gh repet it ion of th is p rocedu re, you volu n ta r ily crea te th ou gh t h a b its wh ich a re fa vora b le to your efforts to transmute desire into its monetary equivalent.

Go ba ck to th es e s ix s teps des cr ibed in ch a p ter two, a n d rea d th em a ga in , very ca refu lly, before you p roceed fu r th er . Th en (wh en you com e to it ), rea d very ca refu lly th e fou r in s t ru ct ion s for th e orga n iza t ion of you r “Ma s ter Min d” grou p , described in the chapter on Organized Planning. By comparing th es e two s ets of in s t ru ct ion s with th a t wh ich h a s been s ta ted on a u to-s u gges t ion , you , of cou rs e, will s ee th a t th e in s t ru ct ion s in volve th e a pp lica t ion of th e p r in cip le of a u to-suggestion.

Remember , th erefore, wh en rea d in g a lou d th e s ta tem en t of your desire (through which you are endeavoring to develop a “m on ey con s ciou s n es s ”), th a t th e m ere rea d in g of th e words is of NO CONSEQUENCE—UNLESS you m ix em ot ion , or feelin g with you r words . If you repea t a million times the famous Emil Cou é form u la , “Da y by da y, in every wa y, I a m get t in g bet ter a n d bet ter ,” with ou t m ixin g em ot ion a n d FAITH with you r words , you will exper ien ce n o des ira b le res u lts . You r s u bcon s ciou s m in d recogn izes a n d a cts u pon ONLY th oughts which have been well-mixed with emotion or feeling.

Th is is a fa ct of s u ch im por ta n ce a s to wa rra n t repet it ion in practically every chapter, because the lack of understanding of th is is th e m a in rea s on th e m a jor ity of peop le wh o t ry to apply the prin ciple of auto-suggestion get no desirable results.

Pla in , u n em otion a l words do n ot in flu en ce th e s u bcon s ciou s m in d . You will get n o a pprecia b le res u lts u n t il


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you lea rn to rea ch you r s u bcon s ciou s m in d with th ou gh ts , or s poken words wh ich h a ve been well em ot ion a lized with BELIEF.

Do n ot becom e d is cou ra ged , if you ca n n ot con trol a n d direct your emotions the first time you try to do so. Remember, th ere is n o s u ch pos s ib ility a s SOMETHING FOR NOTHING. Ability to rea ch , a n d in flu en ce you r s u bcon s ciou s m in d h as its p r ice, a n d you MUST PAY THAT PRICE. You ca n n ot ch ea t , even if you des ire to do s o. Th e p r ice of a b ility to in flu en ce you r s u bcon s ciou s m in d is ever la s t in g PERSISTENCE in a pp lyin g th e p r in cip les des cr ibed h ere. You ca n n ot develop th e des ired a b ility for a lower p r ice. You , a n d YOU ALONE, m u s t decide wh eth er or n ot th e rewa rd for wh ich you a re s t r ivin g (th e “m on ey con s ciou s n es s ”), is wor th th e p r ice you m u s t pa y for it in effort.

Wis dom a n d “clevern es s ” a lon e, will n ot a t t ra ct a n d reta in m on ey excep t in a few very ra re in s ta n ces , wh ere th e la w of a vera ges fa vors th e a t t ra ct ion of m on ey th rou gh th es e s ou rces . Th e m eth od of a t t ra ct in g m on ey des cr ibed h ere, does n ot depen d u pon th e la w of a vera ges . Moreover , th e m eth od p la ys n o fa vor ites . It will work for on e pers on a s effect ively a s it will for a n oth er . Wh ere fa ilu re is exper ien ced , it is th e individual, not the m ethod , wh ich h a s fa iled . If you t ry a n d fa il, make another effort, and still another, until you succeed.

You r a b ility to u s e th e p r in cip le of a u to-s u gges t ion will depen d , very la rgely, u pon you r ca pa city to CONCENTRATE u pon a given DESIRE u n t il th a t des ire becom es a BURNING OBSESSION.

Wh en you begin to ca r ry ou t th e in s t ru ct ion s in con n ect ion with th e s ix s teps des cr ibed in th e s econ d ch a p ter , it will be n eces s a ry for you to m a ke u s e of th e p r in cip le of CONCENTRATION.

Let u s h ere offer s u gges t ion s for th e effect ive u s e of con cen tra t ion . Wh en you begin to ca r ry ou t th e fir s t of th e s ix steps, which instructs you to “fix in your own mind the EXACT a m ou n t of m on ey you des ire,” h old you r th ou gh ts on th a t a m ou n t of m on ey by CONCENTRATION, or fixa t ion of attention, with your eyes closed, until you can ACTUALLY SEE th e ph ys ica l a ppea ra n ce of th e m on ey. Do th is a t lea s t on ce


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ea ch da y. As you go th rou gh th es e exercis es , follow th e in s t ru ct ion s given in th e ch a p ter on FAITH, a n d s ee you rs elf actually IN POSSESSION OF THE MONEY!

Here is a m os t s ign ifica n t fa ct—th e s u bcon s ciou s m in d ta kes a n y orders given it in a s p ir it of a bs olu te FAITH, a n d a cts u pon th os e orders , a lth ou gh th e orders often h a ve to be presented over and over again , th rou gh repet it ion , before th ey a re in terp reted by th e s u bcon s ciou s m in d . Followin g th e p reced in g s ta tem en t , con s ider th e pos s ib ility of p la yin g a per fect ly legit im a te “t r ick” on you r s u bcon s ciou s m in d , by m a k in g it believe, becaus e y ou believe it, th a t you m u s t h a ve th e a m ou n t of m on ey you a re vis u a lizin g, th a t th is m on ey is a lrea dy a wa it in g you r cla im , th a t th e s u bcon s ciou s m in d MUST h a n d over to you p ra ct ica l p la n s for a cqu ir in g the money which is yours.

Ha n d over th e th ou gh t s u gges ted in th e p reced in g pa ra gra ph to you r IMAGINATION, a n d s ee wh a t you r im a gin a t ion ca n , or will do, to crea te p ra ct ica l p la n s for th e accumulation of money through transmutation of your desire.

DO NOT WAIT for a defin ite p la n , th rou gh wh ich you in ten d to exch a n ge s ervices or m erch a n d is e in retu rn for th e m on ey you a re vis u a lizin g, bu t begin a t on ce to s ee you rs elf in pos s es s ion of th e m on ey, DEMANDING a n d EXPECTING m ea n wh ile, th a t you r s u bcon s ciou s m in d will h a n d over th e p la n , or p la n s you n eed . Be on th e a ler t for th es e p la n s , a n d wh en th ey a ppea r , pu t th em in to ACTION IMMEDIATELY. Wh en th e p la n s a ppea r , th ey will p roba b ly “fla s h ” in to you r m in d th rou gh th e s ixth s en s e, in th e form of a n “in s p ira t ion .” Th is in s p ira t ion m a y be con s idered a d irect “telegra m ,” or m es s a ge from In fin ite In telligen ce. Trea t it with res pect , a n d a ct u pon it a s s oon a s you receive it . Fa ilu re to do th is will be FATAL to your success.

In th e fou r th of th e s ix s teps , you were in s t ru cted to “Crea te a defin ite p la n for ca r ryin g ou t you r des ire, a n d begin a t on ce to pu t th is p la n in to a ct ion .” You s h ou ld follow th is in s t ru ct ion in th e m a n n er des cr ibed in th e p reced in g pa ra gra ph . Do n ot t ru s t to you r “rea s on wh en crea t in g you r p la n for a ccu m u la t in g m on ey th rou gh th e t ra n s m u ta t ion of des ire. You r rea s on is fa u lty. Moreover , you r rea s on in g fa cu lty


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may be lazy, and, if you depend entirely upon it to serve you, it may disappoint you.

Wh en vis u a lizin g th e m on ey you in ten d to a ccu m u la te, (with clos ed eyes ), s ee y ours elf rend ering the s ervice, or d elivering the m erchand is e y ou in tend to give in return for th is money. This is important!

SUMMARY OF INSTRUCTIONS Th e fa ct th a t you a re rea d in g th is book is a n in d ica t ion

that you earnestly seek knowledge. It is also an indication that you a re a s tu den t of th is s u b ject . If you a re on ly a s tu den t , th ere is a ch a n ce th a t you m a y lea rn m u ch th a t you d id n ot kn ow, bu t you will lea rn on ly by a s s u m in g a n a t t itu de of h u m ility. If you ch oos e to follow s om e of th e in s t ru ct ion s bu t n eglect , or refu s e to follow oth ers -you w ill fail! To get s a t is fa ctory res u lts , you m u s t follow ALL in s t ru ct ion s in a spirit of FAITH.

Th e in s t ru ct ion s given in con n ect ion with th e s ix s teps in th e s econ d ch a p ter will n ow be s u m m a rized , a n d b len ded with the principles covered by this chapter, as follows:

Firs t . Go in to s om e qu iet s pot (p refera b ly in bed a t n igh t) wh ere you will n ot be d is tu rbed or in ter ru p ted , clos e you r eyes , a n d repea t a lou d , (s o you m a y h ea r you r own words ) th e wr it ten s ta tem en t of th e a m ou n t of m on ey you in ten d to a ccu m u la te, th e t im e lim it for it s a ccu m u la t ion , a n d a des cr ip t ion of th e s ervice or m erch a n d is e you in ten d to give in retu rn for th e m on ey. As you ca r ry ou t th es e in s t ru ct ion s , SEE YOURSELF ALREADY IN POSSESSION OF THE MONEY.

For exa m ple :—Su ppos e th a t you in ten d to a ccu m u la te $50 ,000 by th e fir s t of J a n u a ry, five yea rs h en ce, th a t you in ten d to give pers on a l s ervices in retu rn for th e m on ey, in th e Ca pa city of a s a les m a n . You r wr it ten s ta tem en t of you r pu rpos e s h ou ld be s im ila r to th e following:

“By th e fir s t da y of J a n u a ry, 19 .., I will h a ve in m y pos s es s ion $50 ,000 , wh ich will com e to m e in va r iou s amounts from time to time during the interim.


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“In retu rn for th is m on ey I will give th e m os t efficient

service of which I am capable, rendering the fullest possible qu a n t ity, a n d th e bes t pos s ib le qu a lity of s ervice in th e ca pa city of s a les m a n of (des cr ibe th e s ervice or merchandise you intend to sell).

“I believe that I will have this money in my possession. My fa ith is s o s t ron g th a t I ca n n ow s ee th is m on ey before m y eyes . I ca n tou ch it with m y h a n ds . It is n ow a wa it in g t ra n s fer to m e a t th e t im e, a n d in th e p ropor t ion th a t I deliver th e s ervice I in ten d to ren der in retu rn for it . I a m a wa it in g a p la n by wh ich to a ccu m u la te th is m on ey, a n d I will follow that plan, when it is received.”

Secon d . Repea t th is p rogra m n igh t a n d m orn in g u n t il you ca n s ee, (in you r im a gin a t ion ) th e m on ey you in ten d to accumulate.

Th ird . Pla ce a wr it ten copy of you r s ta tem en t wh ere you ca n s ee it n igh t a n d m orn in g, a n d rea d it ju s t before retiring, and upon arising until it has been memorized.

Rem em ber , a s you ca r ry ou t th es e in s t ru ct ion s , th a t you a re a pp lyin g th e p r in cip le of a u to-s u gges t ion , for th e pu rpos e of givin g orders to you r s u bcon s ciou s m in d . Rem em ber , a ls o, th a t you r s u bcon s ciou s m in d will a ct ONLY u pon in s t ru ct ion s wh ich a re em ot ion a lized , a n d h a n ded over to it with “feelin g.” FAITH is th e s t ron ges t , a n d m os t p rodu ct ive of th e em ot ion s . Follow the instructions given in the chapter on FAITH.

These instructions may, at first, seem abstract. Do not let th is d is tu rb you . Follow th e in s t ru ct ion s , n o m a t ter h ow a bs t ra ct or im pra ct ica l th ey m a y, a t fir s t , a ppea r to be. Th e t im e will s oon com e, if you do a s you h a ve been in s t ru cted , in s pirit as w ell as in act, wh en a wh ole n ew u n ivers e of power will unfold to you.

Skep t icis m , in con n ect ion with ALL n ew idea s , is ch a ra cter is t ic of a ll h u m a n bein gs . Bu t if you follow th e in s t ru ct ion s ou t lin ed , you r s kep t icis m will s oon be rep la ced by belief, a n d th is , in tu rn , will s oon becom e crys ta llized in to ABSOLUTE FAITH. Th en you will h a ve a r r ived a t th e poin t where you may truly say, “I am the master of my fate, I am the captain of my soul!”


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Many philosophers have made the statement, that man is

th e m a s ter of h is own earthly des t in y, bu t m os t of th em h a ve fa iled to s a y why h e is th e m a s ter . Th e rea s on th a t m a n m a y be th e m a s ter of h is own ea r th ly s ta tu s , a n d es pecia lly h is fin a n cia l s ta tu s , is th orou gh ly exp la in ed in th is ch a p ter . Ma n m a y becom e th e m a s ter of h im s elf, a n d of h is en viron m en t , beca u s e h e h a s th e POWER TO INFLUENCE HIS OWN SUBCONSCIOUS MIND, a n d th rou gh it , ga in th e coopera t ion of Infinite Intelligence.

You a re n ow rea d in g th e ch a p ter wh ich rep res en ts th e keystone to th e a rch of th is ph ilos oph y. Th e in s t ru ct ion s con ta in ed in th is ch a p ter m u s t be u n ders tood a n d APPLIED WITH PERSISTENCE, if you s u cceed in t ra n s m u t in g des ire into money.

Th e a ctu a l per form a n ce of t ra n s m u t in g DESIRE in to m on ey, in volves th e u s e of a u to-s u gges t ion a s a n a gen cy by wh ich on e m a y rea ch , a n d in flu en ce, th e s u bcon s ciou s m in d . The other principles are simply tools with which to apply auto-s u gges t ion . Keep th is th ou gh t in m in d , a n d you will, a t a ll times, be conscious of the important part the principle of auto-s u gges t ion is to p la y in you r effor ts to a ccu m u la te m on ey through the methods described in this book.

Ca rry ou t th es e in s t ru ct ion s a s th ou gh you were a s m a ll ch ild . In ject in to you r effor ts s om eth in g of th e FAITH of a ch ild . Th e a u th or h a s been m os t ca refu l, to s ee th a t n o im pra ct ica l in s t ru ct ion s were in clu ded , beca u s e of h is s in cere desire to be helpful.

After you h a ve rea d th e en t ire book , com e ba ck to th is chapter, and follow in spirit, and in action, this instruction:

READ THE ENTIRE CHAPTER ALOUD ONCE EVERY NIGHT, UNTIL YOU BECOME THOROUGHLY CONVINCED THAT THE PRINCIPLE OF AUTO-SUGGESTION IS SOUND, THAT IT WILL ACCOMPLISH FOR YOU ALL THAT HAS BEEN CLAIMED FOR IT. AS YOU READ, UNDERS CORE W ITH A PENCIL EVERY SENTENCE WHICH IMPRESSES YOU FAVORABLY.

Follow th e foregoin g in s t ru ct ion to th e let ter , a n d it will open th e wa y for a com plete u n ders ta n d in g, a n d m a s tery of the principles of success.


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CHAPTER 5 SPECIALIZED KNOWLEDGE

PERSONAL EXPERIENCES OR OBSERVATIONS

The Fourth Step toward Riches

THERE a re two k in ds of kn owledge. On e is gen era l, th e oth er is s pecia lized . Gen era l kn owledge, n o m a t ter h ow grea t in qu a n t ity or va r iety it m a y be, is of bu t lit t le u s e in th e a ccu m u la t ion of m on ey. Th e fa cu lt ies of th e grea t u n ivers it ies possess, in th e a ggrega te, p ra ct ica lly every form of gen era l kn owledge kn own to civiliza t ion . Mos t of the profes s ors have bu t little or no m oney . Th ey s pecia lize on teaching knowledge, bu t th ey do n ot s pecia lize on th e orga n iza t ion , or th e u s e of knowledge.

KNOWLEDGE will n ot a t t ra ct m on ey, u n les s it is orga n ized , a n d in telligen t ly d irected , th rou gh p ra ct ica l PLANS OF ACTION, to th e DEFINITE END of a ccu m u la t ion of m on ey. La ck of u n ders ta n d in g of th is fa ct h a s been th e s ou rce of con fu s ion to m illion s of peop le wh o fa ls ely believe th a t “kn owledge is power .” It is n oth in g of th e s or t ! Kn owledge is only potential power . It becom es power on ly wh en , a n d if, it is orga n ized in to defin ite p la n s of a ct ion , a n d d irected to a definite end.

Th is “m is s in g lin k” in a ll s ys tem s of edu ca t ion kn own to civiliza t ion toda y, m a y be fou n d in th e fa ilu re of edu ca t ion a l in s t itu t ion s to tea ch th eir s tu den ts HOW TO ORGANIZE AND USE KNOWLEDGE AFTER THEY ACQUIRE IT.

Ma n y peop le m a ke th e m is ta ke of a s s u m in g th a t , beca u s e Hen ry Ford h a d bu t lit t le “s ch oolin g,” h e is n ot a m a n of “edu ca t ion .” Th os e wh o m a ke th is m is ta ke do n ot kn ow Hen ry Ford , n or do th ey u n ders ta n d th e rea l m ea n in g of th e word “edu ca te.” Th a t word is der ived from th e La t in word “edu co,” m ea n in g to edu ce, to d ra w ou t , to DEVELOP FROM WITHIN.

An edu ca ted m a n is n ot , n eces s a r ily, on e wh o h a s a n a bu n da n ce of gen era l or s pecia lized kn owledge. An edu ca ted man is one who has so developed the faculties of his mind that h e m a y a cqu ire a n yth in g h e wa n ts , or it s equ iva len t , with ou t


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violating the rights of others. Henry Ford comes well within the meaning of this definition.

Du r in g th e wor ld wa r , a Ch ica go n ews pa per pu b lis h ed cer ta in ed itor ia ls in wh ich , a m on g oth er s ta tem en ts , Hen ry Ford was called “an ignorant pacifist.” Mr. Ford objected to the s ta tem en ts , a n d b rou gh t s u it a ga in s t th e pa per for libelin g h im . Wh en th e s u it wa s t r ied in th e Cou r ts , th e a t torn eys for th e pa per p lea ded ju s t ifica t ion , a n d p la ced Mr. Ford , h im s elf, on th e witn es s s ta n d , for th e pu rpos e of p rovin g to th e ju ry th a t h e wa s ign ora n t . Th e a t torn eys a s ked Mr. Ford a grea t va r iety of qu es t ion s , a ll of th em in ten ded to p rove, by h is own evidence, that, while he might possess considerable specialized kn owledge per ta in in g to th e m a n u fa ctu re of a u tom obiles , h e was, in the main, ignorant.

Mr. Ford was plied with such questions as the following: “Wh o wa s Ben ed ict Arn old?” a n d “How m a n y s old iers d id

th e Br it is h s en d over to Am er ica to pu t down th e Rebellion of 1776?” In a n s wer to th e la s t qu es t ion , Mr . Ford rep lied , “I do n ot kn ow th e exa ct n u m ber of s old iers th e Br it is h s en t over , bu t I h a ve h ea rd th a t it wa s a con s idera b ly la rger n u m ber than ever went back.”

Fin a lly, Mr . Ford beca m e t ired of th is lin e of qu es t ion in g, a n d in rep ly to a pa r t icu la r ly offen s ive qu es t ion , h e leaned over , poin ted h is fin ger a t th e la wyer wh o h a d a s ked th e qu es t ion , a n d s a id , “If I s h ou ld rea lly WANT to a n s wer th e foolis h qu es t ion you h a ve ju s t a s ked , or a n y of th e oth er qu es t ion s you h a ve been a s k in g m e, let m e rem in d you th a t I h a ve a row of elect r ic pu s h -bu t ton s on m y des k , a n d by pu s h in g th e r igh t bu t ton , I ca n s u m m on to m y a id m en wh o ca n a n s wer ANY qu es t ion I des ire to a s k con cern in g th e bu s in es s to wh ich I a m devot in g m os t of m y effor ts . Now, will you k in d ly tell m e, WHY I s h ou ld clu t ter u p m y m in d with gen era l kn owledge, for th e pu rpos e of bein g a b le to a n s wer qu es t ion s , wh en I h a ve m en a rou n d m e wh o ca n s u pp ly a n y knowledge I require?”

There certainly was good logic to that reply. Th a t a n s wer floored th e la wyer . Every pers on in th e

courtroom rea lized it wa s th e a n s wer , n ot of a n ign ora n t m a n , but of a man of EDUCATION. Any man is educated who knows


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wh ere to get kn owledge wh en h e n eeds it , a n d h ow to orga n ize th a t kn owledge in to defin ite p la n s of a ct ion . Th rou gh th e a s s is ta n ce of h is “Ma s ter Min d” grou p , Hen ry Ford h a d a t h is com m a n d a ll th e s pecia lized kn owledge h e n eeded to en a b le h im to becom e on e of th e wea lth ies t m en in Am er ica . It w as not es s en tial that he have th is k now led ge in h is ow n m ind . Su rely n o pers on wh o h a s s u fficien t in clin a t ion a n d intelligence to read a book of this nature can possibly miss the significance of this illustration.

Before you ca n be s u re of you r a b ility to t ra n s m u te DESIRE in to it s m on eta ry equ iva len t , you will requ ire SPECIALIZED KNOWLEDGE of th e s ervice, m erch a n d is e, or p rofes s ion wh ich you in ten d to offer in retu rn for for tu n e. Perh a ps you m a y n eed m u ch m ore s pecia lized kn owledge th a n you h a ve th e a b ility or th e in clin a t ion to a cqu ire, a n d if th is should be true, you may bridge your weakness through the aid of your “Master Mind” group.

An drew Ca rn egie s ta ted th a t h e, pers on a lly, kn ew n oth in g a bou t th e tech n ica l en d of th e s teel bu s in es s ; m oreover , h e d id n ot pa r t icu la r ly ca re to kn ow a n yth in g a bou t it . Th e s pecia lized kn owledge wh ich h e requ ired for th e m a n u fa ctu re a n d m a rket in g of s teel, h e fou n d a va ila b le th rou gh th e in d ividu a l u n its of h is MASTER MIND GROUP.

Th e a ccu m u la t ion of grea t for tu n es ca lls for POWER, a n d power is a cqu ired th rou gh h igh ly orga n ized a n d in telligen t ly d irected s pecia lized kn owledge, bu t th a t kn owledge does n ot , n eces s a r ily, h a ve to be in th e pos s es s ion of th e m a n wh o a c-cumulates the fortune.

Th e p reced in g pa ra gra ph s h ou ld give h ope a n d en cou ra gem en t to th e m a n with a m bit ion to a ccu m u la te a for tu n e, wh o h a s n ot pos s es s ed h im s elf of th e n eces s a ry “edu ca t ion ” to s u pp ly s u ch s pecia lized kn owledge a s h e m a y requ ire. Men s om et im es go th rou gh life s u ffer in g from “in fer ior ity com plexes ,” beca u s e th ey a re n ot m en of “edu ca t ion .” Th e m a n wh o ca n orga n ize a n d d irect a “Ma s ter Min d” grou p of m en wh o pos s es s kn owledge u s efu l in th e accumulation of money, is just as much a man of education as a n y m a n in th e grou p . REMEMBER THIS, if you s u ffer from a feeling of inferiority, because your schooling has been limited.


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Th om a s A. Ed is on h a d on ly th ree m on th s of “s ch oolin g”

du r in g h is en t ire life. He d id n ot la ck edu ca t ion , n eith er d id h e die poor.

Hen ry Ford h a d les s th a n a s ixth gra de “s ch oolin g” bu t he has managed to do pretty well by himself, financially.

SPECIALIZED KNOWLEDGE is a m on g th e m os t p lentiful, a n d th e ch ea pes t form s of s ervice wh ich m a y be h a d! If you doubt this, consult the payroll of any university.

IT PAYS TO KNOW HOW TO PURCHASE KNOWLEDGE Firs t of a ll, decide th e s or t of s pecia lized kn owledge you

requ ire, a n d th e pu rpos e for wh ich it is n eeded . To a la rge exten t you r m a jor pu rpos e in life, th e goa l towa rd wh ich you a re work in g, will h elp determ in e wh a t kn owledge you n eed . With th is qu es t ion s et t led , you r n ext m ove requ ires th a t you h a ve a ccu ra te in form a t ion con cern in g depen da b le s ou rces of knowledge. The more important of these are: (a) One’s own experience and education (b) Experience and education available through cooperation of others (Master Mind Alliance) (c) Colleges and Universities (d) Public Libraries (Through books and periodicals in which may be found all the knowledge organized by civilization) (e) Special Training Courses (Through night schools and home study schools in particular.)

As kn owledge is a cqu ired it m u s t be orga n ized a n d pu t in to u s e, for a defin ite pu rpos e, th rou gh p ra ct ica l p la n s . Kn owledge h a s n o va lu e excep t th a t wh ich ca n be ga in ed from its a pp lica t ion towa rd s om e wor th y en d . Th is is on e rea s on wh y college degrees a re n ot va lu ed m ore h igh ly. Th ey represent nothing but miscellaneous knowledge.

If you con tem pla te ta k in g a dd it ion a l s ch oolin g, fir s t determ in e th e pu rpos e for wh ich you wa n t th e kn owledge you a re s eek in g, th en lea rn wh ere th is pa r t icu la r s or t of kn owledge can be obtained, from reliable sources.

Su cces s fu l m en , in a ll ca llin gs , n ever s top a cqu ir in g s pecia lized kn owledge rela ted to th eir m a jor pu rpos e, bu s in es s , or p rofes s ion . Th os e wh o a re n ot s u cces s fu l u s u a lly m a ke th e m is ta ke of believin g th a t th e kn owledge a cqu ir in g


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per iod en ds wh en on e fin is h es s ch ool. Th e t ru th is th a t schooling does bu t lit t le m ore th a n to pu t on e in th e wa y of learning how to acquire practical knowledge.

With th is Ch a n ged World wh ich bega n a t th e en d of th e econ om ic colla ps e, ca m e a ls o a s tou n d in g ch a n ges in edu ca t ion a l requ irem en ts . Th e order of th e da y is SPECIALIZATION! Th is t ru th wa s em ph a s ized by Rober t P. Moore, secretary of appointments of Columbia University.

“SPECIALISTS MOST SOUGHT “ “Pa r t icu la r ly s ou gh t a fter by em ployin g com pa n ies a re

ca n d ida tes wh o h a ve s pecia lized in s om e field—business-s ch ool gra du a tes with t ra in in g in a ccou n t in g a n d s ta t is t ics , en gin eers of a ll va r iet ies , jou rn a lis ts , a rch itects , ch em is ts , a n d also outstanding leaders and activity men of the senior class.

“Th e m a n wh o h a s been a ct ive on th e ca m pu s , wh os e pers on a lity is s u ch th a t h e gets a lon g with a ll k in ds of peop le a n d wh o h a s don e a n a dequ a te job with h is s tu d ies h a s a m os t decided edge over th e s t r ict ly a ca dem ic s tu den t . Som e of th es e, beca u s e of th eir a ll-a rou n d qu a lifica t ion s , h a ve received several offers of positions, a few of them as many as six.

“In depa r t in g from th e con cep t ion th a t th e ‘s t ra igh t A’ s tu den t wa s in va r ia b ly th e on e to get th e ch oice of th e bet ter jobs , Mr . Moore s a id th a t m os t com pa n ies look n ot on ly to a ca dem ic records bu t to a ct ivity records a n d pers on a lit ies of the students.

“On e of th e la rges t in du s t r ia l com pa n ies , th e lea der in it s field , in wr it in g to Mr . Moore con cern in g p ros pect ive s en iors a t the college, said:

“‘We a re in teres ted p r im a r ily in fin d in g m en wh o ca n m a ke excep t ion a l p rogres s in m a n a gem en t work . For th is rea s on we em ph a s ize qu a lit ies of ch a ra cter , in telligen ce a n d personality far more than specific educational background.’

“APPRENTICESHIP’ PROPOSED “Propos in g a s ys tem of ‘a ppren t icin g’ s tu den ts in offices ,

s tores a n d in du s t r ia l occu pa t ion s du r in g th e s u m m er va ca t ion , Mr . Moore a s s er ts th a t a fter th e fir s t two or th ree yea rs of college, every s tu den t s h ou ld be a s ked ‘to ch oos e a


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defin ite fu tu re cou rs e a n d to ca ll a h a lt if h e h a s been m erely p lea s a n t ly d r ift in g with ou t pu rpos e th rou gh a n u n s pecia lized academic curriculum.’

“Colleges and universities must face the practical con s idera t ion th a t a ll p rofes s ion s a n d occu pa t ion s n ow demand s pecia lis ts ,” h e s a id , u rgin g th a t edu ca t ion a l in s t itu t ion s accept m ore d irect res pon s ib ility for voca t ion a l gu ida n ce. On e of th e m os t relia b le a n d p ra ct ica l s ou rces of kn owledge available to those who need specialized schooling, is the night schools opera ted in m os t la rge cit ies . Th e cor res pon den ce s ch ools give s pecia lized t ra in in g a n ywh ere th e U. S . m a ils go, on a ll subjects th a t ca n be ta u gh t by th e exten s ion m eth od . On e a dva n ta ge of home study training is the flexibility of the study programme which permits one to study during spare time. Another s tu pen dou s a dva n ta ge of h om e s tu dy t ra in in g (if th e s ch ool is ca refu lly ch os en ), is th e fa ct th a t m os t cou rs es offered by home s tu dy s ch ools ca r ry with th em gen erou s p r ivileges of consultation which can be of priceless value to those needing specialized kn owledge. No m a t ter wh ere you live, you ca n s h a re th e

benefits. An yth in g a cqu ired with ou t effor t , a n d with ou t cos t is

generally unappreciated, often discredited; perhaps this is why we get s o lit t le from ou r m a rvelou s oppor tu n ity in pu b lic s ch ools . Th e SELFDISCIPLINE on e receives from a defin ite p rogra m m e of s pecia lized s tu dy m a kes u p to s om e exten t , for th e wa s ted oppor tu n ity wh en kn owledge wa s a va ila b le with ou t cos t . Corres pon den ce s ch ools a re h igh ly orga n ized bu s in es s in s t itu t ion s . Th eir tu it ion fees a re s o low th a t th ey a re forced to in s is t u pon p rom pt pa ym en ts . Bein g a s ked to pa y, wh eth er th e s tu den t m a kes good gra des or poor , h a s th e effect of


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ca u s in g on e to follow th rou gh with th e cou rs e wh en h e wou ld oth erwis e d rop it . Th e cor res pon den ce s ch ools h a ve n ot s t res s ed th is poin t s u fficien t ly, for th e t ru th is th a t th eir collect ion depa r tm en ts con s t itu te th e very fin es t s or t of t ra in in g on DECISION, PROMPTNESS, ACTION a n d THE HABIT OF FINISHING THAT WHICH ONE BEGINS.

I learned this from experience, more than twenty-five years ago. I enrolled for a home study course in Advertising. After completing eight or ten lessons I stopped studying, but the school did not stop sending me bills. Moreover, it insisted upon payment, whether I kept up my studies or not. I decided that if I had to pay for the course (which I had legally obligated myself to do), I should complete the lessons and get my money’s worth. I felt, at the time, that the collection system of the school was somewhat too well organized, but I learned later in life that it was a valuable part of my training for which no charge had been made. Being forced to pay, I went ahead and completed the course. Later in life I discovered that the efficient collection system of that school had been worth much in the form of money earned, because of the training in advertising I had so reluctantly taken.

We have in this country what is said to be the greatest public school system in the world. We have invested fabulous sums for fine buildings, we have provided convenient transportation for children living in the rural districts, so they may attend the best schools, but there is one astounding weakness to this marvelous system—IT IS FREE! One of the strange things about human beings is that they value only that which has a price. The free schools of America, and the free public libraries, do not impress people because they are free. This is the major reason why so many people find it necessary to acquire additional training after they quit school and go lo work. It is also one of the major reasons why EMPLOYERS GIVE GREATER CONSIDERATION TO EMPLOYEES WHO TAKE HOME STUDY COURSES. They have learned, from experience, that any person who has the ambition to give up a part of his spare time to studying at home has in him those qualities which make for leadership.


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This recognition is not a charitable gesture, it is sound business judgment upon the part of the employers.

There is one weakness in people for which there is no rem edy. It is th e u n ivers a l wea kn es s of LACK OF AMBITION! Persons, especially salaried people, who schedule their spare time, to provide for home study, seldom remain at the bottom very long. Their action opens the way for the upward climb, removes many obstacles from their path, and gains the friendly interest of those who have the power to put them in the way of OPPORTUNITY.

The home study method of training is especially suited to the needs of employed people who find, after leaving school, that they must acquire additional specialized knowledge, but cannot spare the time to go back to school. The changed economic conditions prevailing since the depression have made it necessary for thousands of people to find additional, or new sources of income. For the majority of these, the solution to their problem may be found only by acquiring specialized knowledge. Many will be forced to change their occupations entirely. When a merchant finds that a certain line of merchandise is not selling, he usually supplants it with another that is in demand. The person whose business is that of marketing personal services must also be an efficient merchant. If his services do not bring adequate returns in one occupation, he must change to another, where broader opportunities are available.

Stu a r t Au s t in Wier p repa red h im s elf a s a Con s tru ct ion En gin eer a n d followed th is lin e of work u n t il th e depres s ion lim ited h is m a rket to wh ere it d id n ot give h im th e in com e h e requ ired . He took in ven tory of h im s elf, decided to ch a n ge h is p rofes s ion to la w, wen t ba ck to s ch ool a n d took s pecia l cou rs es by wh ich h e p repa red h im s elf a s a corpora t ion la wyer . Des p ite th e fa ct th e depres s ion h a d n ot en ded , h e com pleted h is t ra in in g, pa s s ed th e Ba r Exa m in a t ion , a n d qu ick ly bu ilt a lu cra t ive la w p ra ct ice, in Da lla s , Texa s ; in fa ct h e is tu rn in g away clients.

J u s t to keep th e record s t ra igh t , a n d to a n t icipa te th e a lib is of th os e wh o will s a y, “I cou ldn ’t go to s ch ool beca u s e I h a ve a fa m ily to s u ppor t ,” or “I’m too old ,” I will a dd th e


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information that Mr. Wier was past forty, and married when he wen t ba ck to s ch ool. Moreover , by ca refu lly s elect in g h igh ly s pecia lized cou rs es , in colleges bes t p repa red to tea ch th e s u b jects ch os en , Mr . Wier com pleted in two yea rs th e work for wh ich th e m a jor ity of la w s tu den ts requ ire fou r yea rs . IT PAYS TO KNOW HOW TO PURCHASE KNOWLEDGE!

Th e pers on wh o s tops s tu dyin g m erely beca u s e h e h a s fin is h ed s ch ool is forever h opeles s ly doom ed to m ediocr ity, n o m a t ter wh a t m a y be h is ca llin g. Th e way of s u cces s is th e wa y of continuous pursuit of knowledge.

Let us consider a specific instance. During the depression a salesman in a grocery store found

h im s elf with ou t a pos it ion . Ha vin g h a d s om e bookkeep in g exper ien ce, h e took a s pecia l cou rs e in a ccou n t in g, fa m ilia r ized h im s elf with a ll th e la tes t bookkeep in g a n d office equ ipm en t , a n d wen t in to bu s in es s for h im s elf. S ta r t in g with th e grocer for wh om h e h a d form er ly worked , h e m a de con tra cts with m ore th a n 100 s m a ll m erch a n ts to keep th eir books, at a very nominal monthly fee. His idea was so practical th a t h e s oon fou n d it n eces s a ry to s et u p a por ta b le office in a ligh t delivery t ru ck , wh ich h e equ ipped with m odern bookkeep in g m a ch in ery. He n ow h a s a fleet of th es e bookkeep in g offices “on wh eels ” a n d em ploys a la rge s ta ff of ass is ta n ts , th u s p rovid in g s m a ll m erch a n ts with a ccou n t in g s ervice equ a l to th e bes t th a t m on ey ca n buy, a t very n om in a l cost.

Specia lized kn owledge, p lu s im a gin a t ion , were th e in gred ien ts th a t wen t in to th is u n iqu e a n d s u cces s fu l bu s in es s . La s t yea r th e own er of th a t bu s in es s pa id a n in com e ta x of a lm os t ten t im es a s m u ch a s wa s pa id by th e m erch ant for wh om h e worked wh en th e depres s ion forced u pon h im a temporary adversity which proved to be a blessing in disguise.

The beginning of this successful business was an IDEA! In a s m u ch a s I h a d th e p r ivilege of s u pp lyin g th e

u n em ployed s a les m a n with th a t idea , I n ow a s s u m e th e further privilege of suggesting another idea which has within it th e pos s ib ility of even grea ter in com e. Als o th e pos s ib ility of ren der in g u s efu l s ervice to th ou s a n ds of peop le wh o ba d ly need that service.


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Th e idea wa s s u gges ted by th e s a les m a n wh o ga ve u p

s ellin g a n d wen t in to th e bu s in es s of keep in g books on a wh oles a le ba s is . Wh en th e p la n wa s s u gges ted a s a s olu t ion of h is u n em ploym en t p rob lem , h e qu ick ly excla im ed , “I like th e idea , bu t I wou ld n ot kn ow h ow to tu rn it in to ca s h .” In oth er words , h e com pla in ed h e wou ld n ot kn ow h ow to m a rket h is bookkeeping knowledge after he acquired it.

So, th a t b rou gh t u p a n oth er p rob lem wh ich h a d to be s olved . With th e a id of a you n g wom a n typ is t , clever a t h a n d let ter in g, a n d wh o cou ld pu t th e s tory togeth er , a very a t t ra ct ive book wa s p repa red , des cr ib in g th e a dva n ta ges of th e n ew s ys tem of bookkeep in g. Th e pa ges were n ea t ly typed a n d pa s ted in a n ord in a ry s cra pbook , wh ich wa s u s ed a s a s ilen t s a les m a n with wh ich th e s tory of th is n ew bu s in es s wa s s o effect ively told th a t it s own er s oon h a d m ore a ccou n ts th a n h e could handle.

Th ere a re th ou s a n ds of peop le, a ll over th e cou n try, wh o n eed th e s ervices of a m erch a n d is in g s pecia lis t ca pa b le of p repa r in g a n a t t ra ct ive b r ief for u s e in m a rket in g pers on a l s ervices . Th e a ggrega te a n n u a l in com e from s u ch a s ervice m igh t ea s ily exceed th a t received by th e la rges t em ploym en t a gen cy, a n d th e ben efits of th e s ervice m igh t be m a de fa r grea ter to th e pu rch a s er th a n a n y to be ob ta in ed from a n employment agency.

Th e IDEA h ere des cr ibed wa s born of n eces s ity, to b r idge a n em ergen cy wh ich h a d to be covered , bu t it d id n ot s top by m erely s ervin g on e pers on . Th e wom a n wh o crea ted th e idea h a s a keen IMAGINATION. Sh e s a w in h er n ewly born b ra in -ch ild th e m a k in g of a n ew profes s ion , on e th a t is des t in ed to ren der va lu a b le s ervice to th ou s a n ds of peop le wh o n eed practical guidance in marketing personal services.

Spu rred to a ct ion by th e in s ta n ta n eou s s u cces s of h er fir s t “PREPARED PLAN TO MARKET PERSONAL SERVICES,” th is en erget ic wom a n tu rn ed n ext to th e s olu t ion of a s im ila r p rob lem for h er s on wh o h a d ju s t fin is h ed college, bu t h a d been tota lly u n a b le to fin d a m a rket for h is s ervices . Th e p la n s h e or igin a ted for h is u s e wa s th e fin es t s pecim en of merchandising of personal services I have ever seen.


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Wh en th e p la n book h a d been com pleted , it con ta in ed

n ea r ly fifty pa ges of bea u t ifu lly typed , p roper ly orga n ized in form a t ion , tellin g th e s tory of h er s on ’s n a t ive a b ility, s ch oolin g, pers on a l exper ien ces , a n d a grea t va r iety of oth er in form a t ion too exten s ive for des cr ip t ion . Th e p la n book a ls o con ta in ed a com plete des cr ip t ion of th e pos it ion h er s on des ired , togeth er with a m a rvelou s word p ictu re of th e exa ct plan he would use in filling the position.

Th e p repa ra t ion of th e p la n book requ ired s evera l week’s la bor , du r in g wh ich t im e it s crea tor s en t h er s on to th e pu b lic lib ra ry a lm os t da ily, to p rocu re da ta n eeded in s ellin g h is s ervices to bes t a dva n ta ge. Sh e s en t h im , a ls o to a ll th e com pet itors of h is p rospective em ployer , a n d ga th ered from th em vita l in form a t ion con cern in g th eir bu s in es s m eth ods wh ich wa s of grea t va lu e in th e form a t ion of th e p la n h e in ten ded to u s e in fillin g th e pos it ion h e s ou gh t . Wh en th e p la n h a d been fin is h ed , it con ta in ed m ore th a n h a lf a dozen very fin e s u gges t ion s for th e u s e a n d ben efit of th e p ros pect ive employer. (The suggestions were put into use by the company).

On e m a y be in clin ed to a s k , “Wh y go to a ll th is t rou b le to s ecu re a job?” Th e a n s wer is s t ra igh t to th e poin t , a ls o it is d ra m a t ic, beca u s e it dea ls with a s u b ject wh ich a s s u m es th e proportion of a tragedy with millions of men and women whose sole source of income is personal services.

Th e a n s wer is , “DOING A THING WELL NEVER IS TROUBLE! THE PLAN PREPARED BY THIS WOMAN FOR THE BENEFIT OF HER SON, HELPED HIM GET THE J OB FOR WHICH HE APPLIED, AT THE FIRST INTERVIEW, AT A SALARY FIXED BY HIMSELF.”

Moreover—a n d th is , too, is im por ta n t—THE POSITION DID NOT REQUIRE THE YOUNG MAN TO START AT THE BOTTOM. HE BEGAN AS A J UNIOR EXECUTIVE, AT AN EXECUTIVE’S SALARY.

“Why go to all this trouble?” do you ask? Well, for on e th in g, th e PLANNED PRESENTATION of th is

you n g m a n ’s a pp lica t ion for a pos it ion clipped off n o les s th a n ten yea rs of t im e h e wou ld h a ve requ ired to get to wh ere h e began, had he “started at the bottom and worked his way up.”


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This idea of starting at the bottom and working one’s way

u p m a y a ppea r to be s ou n d , bu t th e m a jor ob ject ion to it is this-too m a n y of th os e wh o begin a t th e bot tom n ever m a n a ge to lift th eir h ea ds h igh en ou gh to be s een by OPPORTUNITY, s o th ey rem a in a t th e bot tom . It s h ou ld be rem em bered , a ls o, th a t th e ou t look from th e bot tom is n ot s o very b r igh t or en cou ra gin g. It h a s a ten den cy to k ill off a m bit ion . We ca ll it “get t in g in to a ru t ,” wh ich m ea n s th a t we a ccep t ou r fa te beca u s e we form th e HABIT of da ily rou t in e, a h a b it th a t fin a lly becom es s o s t ron g we cea s e to t ry to th row it off. An d th a t is a n oth er rea s on wh y it pa ys to s ta r t on e or two s teps a bove th e bot tom . By s o doin g on e form s th e HABIT of look in g a rou n d , of obs ervin g h ow oth ers get a h ea d , of s eein g OPPORTUNITY, and of embracing it without hesitation.

Dan Halpin is a splendid example of what I mean. During h is college da ys , h e wa s m a n a ger of th e fa m ou s 1930 Na t ion a l Ch a m pion s h ip Notre Da m e footba ll tea m , wh en it wa s u n der the direction of the late Knute Rockne.

Perh a ps h e wa s in s p ired by th e grea t footba ll coa ch to a im h igh , a n d NOT MISTAKE TEMPORARY DEFEAT FOR FAILURE, just as Andrew Carnegie, the great industrial leader, in s p ired h is you n g bu s in es s lieu ten a n ts to s et h igh goa ls for th em s elves . At a n y ra te, you n g Ha lp in fin is h ed college a t a m igh ty u n fa vora b le t im e, wh en th e depres s ion h a d m a de jobs s ca rce, s o, a fter a flin g a t in ves tm en t ba n k in g a n d m ot ion p ictu res , h e took th e fir s t open in g with a poten t ia l fu tu re h e cou ld fin d—s ellin g elect r ica l h ea r in g a ids on a com m is s ion ba s is . ANYONE COULD START IN THAT SORT OF J OB, AND HALPIN KNEW IT, bu t it wa s en ou gh to open th e door of opportunity to him.

For a lm os t two yea rs , h e con t in u ed in a job n ot to h is lik in g, a n d h e wou ld n ever h a ve r is en a bove th a t job if h e h a d n ot don e s om eth in g a bou t h is d is s a t is fa ct ion . He a im ed , fir s t , a t th e job of As s is ta n t Sa les Ma n a ger of h is com pa n y, a n d got th e job . Th a t on e s tep u pwa rd p la ced h im h igh en ou gh a bove the crowd to enable him to see still greater opportunity, also, it p la ced h im wh ere OPPORTUNITY COULD SEE HIM.

He m a de s u ch a fin e record s ellin g h ea r in g a ids , th a t A. M. An drews , Ch a irm a n of th e Boa rd of th e Dictogra ph


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Produ cts Com pa n y, a bu s in es s com pet itor of th e com pa n y for wh ich Ha lp in worked , wa n ted to kn ow s om eth in g a bou t th a t m a n Da n Ha lp in wh o wa s ta k in g b ig s a les a wa y from th e lon g es ta b lis h ed Dictogra ph Com pa n y. He s en t for Ha l-p in . Wh en th e in terview wa s over , Ha lp in wa s th e n ew Sa les Ma n a ger , in charge of the Acousticon Division. Th en , to tes t you n g Ha lp in ’s m eta l, Mr . An drews wen t a wa y to Flor ida for th ree m on th s , lea vin g h im to s in k or s wim in h is n ew job . He d id n ot s in k ! Kn u te Rockn e’s s p ir it of “All th e wor ld loves a win n er , a n d h a s n o t im e for a los er in s p ired h im to pu t s o m u ch in to h is job th a t h e wa s recen t ly elected Vice-Pres iden t of th e com pa n y, a n d Gen era l Ma n a ger of th e Acou s t icon a n d Silen t Ra d io Divis ion , a job wh ich m os t m en wou ld be p rou d to ea rn th rou gh ten yea rs of loya l effor t . Halpin turned the trick in little more than six months.

It is d ifficu lt to s a y wh eth er Mr . An drews or Mr . Ha lp in is m ore des ervin g of eu logy, for th e rea s on th a t both s h owed eviden ce of h a vin g a n a bu n da n ce of th a t very ra re qu a lity kn own a s IMAGINATION. Mr . An drews des erves cred it for s eein g, in you n g Ha lp in , a “go-get ter” of th e h igh es t order . Ha lp in des erves cred it for REFUSING TO COMPROMISE WITH LIFE BY ACCEPTING AND KEEPING A J OB HE DID NOT WANT, a n d th a t is on e of th e m a jor poin ts I a m t ryin g to em ph a s ize th rou gh th is en t ire ph ilos oph y— th a t we r is e to h igh pos it ion s or rem a in a t th e bot tom BECAUSE OF CONDITIONS WE CAN CONTROL IF WE DESIRE TO CONTROL THEM.

I am also trying to emphasize another point, namely, that both s u cces s a n d fa ilu re a re la rgely th e res u lts of HABIT! I h a ve n ot th e s ligh tes t dou b t th a t Da n Ha lp in ’s clos e a s s ocia t ion with th e grea tes t footba ll coa ch Am er ica ever kn ew, p la n ted in h is m in d th e s a m e b ra n d of DESIRE to excel wh ich m a de th e Notre Da m e footba ll tea m wor ld famous. Tru ly, th ere is s om eth in g to th e idea th a t h ero-wors h ip is helpful, provided one worships a WINNER. Halpin tells me that Rockn e wa s on e of th e wor ld ’s grea tes t lea ders of m en in a ll history.

My belief in th e th eory th a t bu s in es s a s s ocia t ion s a re vita l fa ctors , both in fa ilu re a n d in s u cces s , wa s recen t ly


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dem on s tra ted , wh en m y s on Bla ir wa s n egot ia t in g with Da n Ha lp in for a pos it ion . Mr . Ha lp in offered h im a begin n in g salary of about one half what he could have gotten from a rival com pa n y. I b rou gh t pa ren ta l p res s u re to bea r , a n d in du ced h im to a ccep t th e p la ce with Mr . Ha lp in , beca u s e I BELIEVE THAT CLOSE ASSOCIATION WITH ONE WHO REFUSES TO COMPROMISE WITH CIRCUMSTANCES HE DOES NOT LIKE, IS AN ASSET THAT CAN NEVER BE MEASURED IN TERMS OF MONEY.

The bot tom is a m on oton ou s , d rea ry, u n profita b le p la ce for a n y pers on . Th a t is wh y I h a ve ta ken th e t im e to des cr ibe h ow lowly begin n in gs m a y be circu m ven ted by p roper planning. Also, that is why so much space has been devoted to a des cr ip t ion of th is n ew profes s ion , crea ted by a wom a n wh o was inspired to do a fine job of PLANNING because she wanted her son to have a favorable “break.”

With th e ch a n ged con d it ion s u s h ered in by th e wor ld econ om ic colla ps e, ca m e a ls o th e n eed for n ewer a n d bet ter wa ys of m a rket in g PERSONAL SERVICES. It is h a rd to determ in e wh y s om eon e h a d n ot p reviou s ly d is covered th is s tu pen dou s n eed , in view of th e fa ct th a t m ore m on ey ch a n ges h a n ds in retu rn for pers on a l s ervices th a n for a n y oth er pu rpos e. Th e s u m pa id ou t m on th ly, to peop le wh o work for wa ges a n d s a la r ies , is s o h u ge th a t it ru n s in to h u n dreds of millions, and the annual distribution amounts to billions.

Perh a ps s om e will fin d , in th e IDEA h ere b r iefly des cr ibed , th e n u cleu s of th e r ich es th ey DESIRE! Idea s with m u ch les s m er it h a ve been th e s eed lin gs from wh ich grea t for tu n es h a ve grown . Woolwor th ’s Five a n d Ten Cen t Store idea , for exa m ple, h a d fa r les s m er it , bu t it p iled u p a for tu n e for its creator.

Th os e s eein g OPPORTUNITY lu rk in g in th is s u gges t ion will fin d va lu a b le a id in th e ch a p ter on Orga n ized Pla n n in g. In ciden ta lly, a n efficien t m erch a n d is er of pers on a l s ervices wou ld fin d a growin g dem a n d for h is s ervices wh erever th ere a re m en a n d wom en wh o s eek bet ter m a rkets for th eir s ervices . By a pp lyin g th e Ma s ter Min d p r in cip le, a few peop le with s u ita b le ta len t , cou ld form a n a llia n ce, a n d h a ve a pa yin g bu s in es s very qu ick ly. On e wou ld n eed to be a fa ir wr iter , with


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a fla ir for a dver t is in g a n d s ellin g, on e h a n dy a t typ in g a n d h a n d let ter in g, a n d on e s h ou ld be a fir s t cla s s bu s in es s get ter wh o wou ld let th e wor ld kn ow a bou t th e s ervice. If on e pers on pos s es s ed a ll th es e a b ilit ies , h e m igh t ca r ry on th e bu s in es s alone, until it outgrew him.

Th e wom a n wh o p repa red th e “Pers on a l Service Sa les Pla n ” for h er s on n ow receives requ es ts from a ll pa r ts of th e cou n try for h er coopera t ion in p repa r in g s im ila r p la n s for oth ers wh o des ire to m a rket th eir pers on a l s ervices for m ore m on ey. Sh e h a s a s ta ff of exper t typ is ts , a r t is ts , a n d wr iters who have the ability to dramatize the case history so effectively th a t on e’s pers on a l s ervices ca n be m a rketed for m u ch m ore m on ey th a n th e p reva ilin g wa ges for s im ila r s ervices . Sh e is s o con fiden t of h er a b ility th a t s h e a ccep ts , a s th e m a jor por t ion of h er fee, a percen ta ge of th e increased pay s h e h elps h er clients to earn.

It m u s t n ot be s u ppos ed th a t h er p la n m erely con s is ts of clever s a les m a n s h ip by wh ich s h e h elps m en a n d wom en to dem a n d a n d receive m ore m on ey for h e s a m e s ervices th ey form er ly s old for les s pa y. Sh e looks a fter th e in teres ts of th e pu rch a s er a s well a s th e s eller of pers on a l s ervices , a n d s o prepares her plans that the employer receives full value for the a dd it ion a l m on ey h e pa ys . Th e m eth od by wh ich s h e a ccom plis h es th is a s ton is h in g res u lt is a p rofes s ion a l s ecret which she discloses to no one excepting her own clients.

If you have the IMAGINATION, and seek a more profitable ou t let for you r pers on a l s ervices , th is s u gges t ion m a y be th e s t im u lu s for wh ich you h a ve been s ea rch in g. Th e IDEA is ca pa b le of yield in g a n in com e fa r grea ter th a n th a t of th e “average” doctor, lawyer, or engineer whose education required s evera l yea rs in college. Th e idea is s a lea b le to th os e s eek in g new positions, in practically all positions calling for managerial or execu t ive a b ility, a n d th os e des ir in g re-a r ra n gem en t of incomes in their present positions.

There is no fixed price for sound IDEAS! Back of all IDEAS is specialized knowledge. Unfortunately, for those who do not find riches in abundance, specialized knowledge is more abundant and more easily acquired than IDEAS. Because of this very truth, there is a universal demand and an ever-increasing opportunity for the person capable of helping men and women to sell their personal services advantageously. Capability means IMAGINATION, the one quality


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needed to combine specialized knowledge with IDEAS, in the form of ORGANIZED PLANS designed to yield riches.

If you h a ve IMAGINATION th is ch a p ter m a y p res en t you with a n idea s u fficien t to s erve a s th e begin n in g of th e r ich es you des ire. Rem em ber , the IDEA is the main thing. Specialized knowledge may be found just around the corner—any corner!

CHAPTER 6 IMAGINATION

THE WORKSHOP OF THE MIND

The Fifth Step toward Riches

Th e im a gin a t ion is litera lly th e works h op wh erein a re fa s h ion ed a ll p la n s crea ted by m a n . Th e im pu ls e, th e DESIRE, is given s h a pe, form , a n d ACTION th rou gh th e a id of th e imaginative faculty of the mind.

It h a s been s a id th a t m a n ca n crea te a n yth in g wh ich h e can imagine.

Of a ll th e a ges of civiliza t ion , th is is th e m os t fa vora b le for th e developm en t of th e im a gin a t ion , beca u s e it is a n a ge of ra p id ch a n ge. On every h a n d on e m a y con ta ct s t im u li wh ich develop the imagination.

Th rou gh th e a id of h is im a gin a t ive fa cu lty, m a n h a s d is covered , a n d h a rn es s ed , m ore of Na tu re’s forces du r in g th e pa s t fifty yea rs th a n du r in g th e en t ire h is tory of th e h u m a n ra ce, p reviou s to th a t t im e. He h a s con qu ered th e a ir s o com pletely, th a t th e b irds a re a poor m a tch for h im in flyin g. He h a s h a rn es s ed th e eth er , a n d m a de it s erve a s a m ea n s of instantan eou s com m u n ica t ion with a n y pa r t of th e wor ld . He h a s a n a lyzed , a n d weigh ed th e s u n a t a d is ta n ce of m illion s of m iles , a n d h a s determ in ed , th rou gh th e a id of IMAGINATION, th e elem en ts of wh ich it con s is ts . He h a s d is covered th a t h is own b ra in is both a b roa dca s t in g, a n d a receivin g s ta t ion for th e vib ra t ion of th ou gh t , a n d h e is begin n in g n ow to lea rn h ow to m a ke p ra ct ica l u s e of th is d is covery. He h a s in crea s ed th e s peed of locom otion , u n t il h e m a y n ow t ra vel a t a s peed of m ore th a n th ree h u n dred m iles a n h ou r . Th e t im e will s oon


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com e wh en a m a n m a y b rea kfa s t in New York , a n d lu n ch in San Francisco.

MAN’S ONLY LIMITATION, with in rea s on , LIES IN HIS DEVELOPMENT AND USE OF HIS IMAGINATION. He h a s n ot yet rea ch ed th e a pex of developm en t in th e u s e of h is im a gin a t ive fa cu lty. He h a s m erely d is covered th a t h e h a s a n im a gin a t ion , a n d h a s com m en ced to u s e it in a very elementary way.

TWO FORMS OF IMAGINATION Th e im a gin a t ive fa cu lty fu n ct ion s in two form s . On e is

kn own a s “s yn th et ic im a gin a t ion ,” a n d th e oth er a s “crea t ive imagination.”

S YNTHETIC IMAGINATION:—Th rou gh th is fa cu lty, on e m a y a r ra n ge old con cep ts , idea s , or p la n s in to n ew com bin a t ion s . Th is fa cu lty creates n oth in g. It m erely works with th e m a ter ia l of exper ien ce, edu ca t ion , a n d obs erva t ion with which it is fed. It is the faculty used most by the inventor, with th e excep t ion of th e wh o d ra ws u pon th e crea t ive im a gin a t ion , wh en h e ca n n ot s olve h is p rob lem th rou gh synthetic imagination.

CREATIVE IMAGINATION:—Through th e fa cu lty of crea t ive imagination , th e fin ite m in d of m a n h a s d irect com m u n ica t ion with In fin ite In telligen ce. It is th e fa cu lty th rou gh wh ich “h u n ch es ” a n d “in s p ira t ion s ” a re received . It is by th is fa cu lty that all basic, or new ideas are handed over to man.

It is th rou gh th is fa cu lty that thought vibrations from the minds of others are received. It is through this faculty that one in d ividu a l m a y “tu n e in ,” or com m u n ica te with th e subconscious minds of other men.

Th e crea t ive im a gin a t ion works a u tom a t ica lly, in th e m a n n er des cr ibed in s u bs equ en t pa ges . Th is fa cu lty fu n ct ion s ONLY wh en th e con s ciou s m in d is vib ra t in g a t a n exceed in gly ra p id ra te, a s for exa m ple, wh en th e con s ciou s m in d is stimulated through the emotion of a strong desire.

Th e crea t ive fa cu lty becom es m ore a ler t , m ore receptive to vib ra t ion s from th e s ou rces m en t ion ed , in p ropor t ion to it s developm en t th rou gh USE. Th is s ta tem en t is s ign ifica n t! Ponder over it before passing on.


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Keep in m in d a s you follow th es e p r in cip les , th a t th e

en t ire s tory of h ow on e m a y con ver t DESIRE in to m on ey ca n n ot be told in on e s ta tem en t . Th e s tory will be com plete, on ly wh en on e h a s MASTERED, ASSIMILATED, a n d BEGUN TO MAKE USE of all the principles.

Th e grea t lea ders of bu s in es s , in du s t ry, fin a n ce, a n d th e grea t a r t is ts , m u s icia n s , poets , a n d wr iters beca m e grea t , because they developed the faculty of creative imagination.

Both th e s yn th et ic a n d crea t ive fa cu lt ies of im a gin a t ion become more alert with use, just as any muscle or organ of the body develops through use.

Des ire is on ly a th ou gh t , a n im pu ls e. It is n ebu lou s a n d eph em era l. It is a bs t ra ct , a n d of n o va lu e, u n t il it h a s been t ra n s form ed in to it s ph ys ica l cou n terpa r t . Wh ile th e s yn th et ic im a gin a t ion is th e on e wh ich will be u s ed m os t frequ en t ly, in th e p roces s of t ra n s form in g th e im pu ls e of DESIRE in to m on ey, you m u s t keep in m in d th e fa ct , th a t you m a y fa ce circu m s ta n ces a n d s itu a t ion s wh ich dem a n d u s e of th e creative imagination as well.

You r im a gin a t ive fa cu lty m a y h a ve becom e wea k th rou gh in a ct ion . It ca n be revived a n d m a de a ler t th rou gh USE. Th is fa cu lty does n ot d ie, th ou gh it m a y becom e qu ies cen t th rou gh lack of use.

Cen ter you r a t ten t ion , for th e t im e bein g, on th e developm en t of th e s yn th et ic im a gin a t ion , beca u s e th is is th e fa cu lty wh ich you will u s e m ore often in th e p roces s of converting desire into money.

Tra n s form a t ion of th e in ta n gib le im pu ls e, of DESIRE, in to th e ta n gib le rea lity, of MONEY, ca lls for th e u s e of a p la n , or p la n s . Th es e p la n s m u s t be form ed with th e a id of th e imagination, and mainly, with the synthetic faculty.

Rea d th e en t ire book th rou gh , th en com e ba ck to th is ch a p ter , a n d begin a t on ce to pu t you r im a gin a t ion to work on th e bu ild in g of a p la n , or p la n s , for th e t ra n s form a t ion of you r DESIRE in to m on ey. Deta iled in s t ru ct ion s for th e bu ild in g of p la n s h a ve been given in a lm os t every ch a p ter . Ca rry ou t th e in s t ru ct ion s bes t s u ited to you r n eeds , redu ce you r p la n to wr it in g, if you h a ve n ot a lrea dy don e s o. Th e m om en t you com plete th is , you will h a ve DEFINITELY given con crete form


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to th e in ta n gib le DESIRE. Rea d th e p reced in g s en ten ce on ce m ore. Rea d it a lou d , very s lowly, a n d a s you do s o, rem em ber th a t th e m om en t you redu ce th e s ta tem en t of you r des ire, a n d a p la n for it s rea liza t ion , to wr it in g, you h a ve a ctu a lly TAKEN THE FIRST of a s er ies of s teps , wh ich will en a b le you to convert the thought into its physical counterpart.

Th e ea r th on wh ich you live, you , you rs elf, a n d every oth er m a ter ia l th in g a re th e res u lt of evolu t ion a ry ch a n ge, th rou gh wh ich m icros cop ic b its of m a t ter h a ve been orga n ized and arranged in an orderly fashion.

Moreover—a n d th is s ta tem en t is of s tu pen dou s importance— th is ea r th , every on e of th e b illion s of in d ividu a l cells of you r body, a n d every a tom of m a t ter , began as an intangible form of energy.

DESIRE is th ou gh t im pu ls e! Th ou gh t im pu ls es a re form s of en ergy. Wh en you begin with th e th ou gh t im pu ls e, DESIRE, to a ccu m u la te m on ey, you a re d ra ft in g in to you r s ervice th e s a m e “s tu ff” th a t Na tu re u s ed in crea t in g th is ea r th , a n d every m a ter ia l form in th e u n ivers e, in clu d in g th e body a n d b ra in in which the thought impulses function.

As fa r a s s cien ce h a s been a b le to determ in e, th e en t ire universe consists of but two elements-matter and energy.

Th rou gh th e com bin a t ion of en ergy a n d m a t ter , h a s been crea ted everyth in g percep t ib le to m a n , from th e la rges t s ta r wh ich floa ts in th e h ea ven s , down to, a n d in clu d in g m a n , himself.

You a re n ow en ga ged in th e ta s k of t ryin g to p rofit by Na tu re’s m eth od . You a re (s in cerely a n d ea rn es t ly, we h ope), t ryin g to a da p t you rs elf to Na tu re’s la ws , by en dea vor in g to convert DESIRE into its physical or monetary equivalent.

YOU CAN DO IT! IT HAS BEEN DONE BEFORE!

You ca n bu ild a for tu n e th rou gh th e a id of la ws wh ich are immutable. But, first, you must become familiar with these la ws , a n d lea rn to USE th em . Th rou gh repet it ion , a n d by a pproa ch in g th e des cr ip t ion of th es e p r in cip les from every con ceiva b le a n gle, th e a u th or h opes to revea l to you th e s ecret th rou gh wh ich every grea t for tu n e h a s been a ccu m u la ted . St ra n ge a n d pa ra doxica l a s it m a y s eem , th e “s ecret” is NOT A


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SECRET. Na tu re, h ers elf, a dver t is es it in th e ea r th on wh ich we live, th e s ta rs , th e p la n ets s u s pen ded with in ou r view, in th e elem en ts a bove a n d a rou n d u s , in every b la de of gra s s , and every form of life within our vision.

Na tu re a dver t is es th is “s ecret” in th e term s of b iology, in the conversion of a tiny cell, so small that it may be lost on the poin t of a p in , in to th e HUMAN BEING n ow rea d in g th is lin e. Th e con vers ion of des ire in to it s ph ys ica l equ iva len t is , certainly, no more miraculous!

Do n ot becom e d is cou ra ged if you do n ot fu lly com preh en d a ll th a t h a s been s ta ted . Un les s you h a ve lon g been a s tu den t of th e m in d , it is n ot to be expected th a t you will assimilate all that is in this chapter upon a first reading.

But you will, in time, make good progress. Th e p r in cip les wh ich follow will open th e wa y for

u n ders ta n d in g of im a gin a t ion . As s im ila te th a t wh ich you u n ders ta n d , a s you rea d th is ph ilos oph y for th e fir s t t im e, th en , wh en you rerea d a n d s tu dy it , you will d is cover th at s om eth in g h a s h a ppen ed to cla r ify it , a n d give you a b roa der u n ders ta n d in g of th e wh ole. Above a ll, DO NOT STOP, n or h es ita te in you r s tu dy of th es e p r in cip les u n t il you h a ve rea d the book at least THREE times, for then, you will not want to stop.

HOW TO MAKE PRACTICAL USE OF IMAGINATION Idea s a re th e begin n in g poin ts of a ll for tu n es . Idea s a re

p rodu cts of th e im a gin a t ion . Let u s exa m in e a few well kn own idea s wh ich h a ve yielded h u ge for tu n es , with th e h ope th a t th es e illu s t ra t ion s will con vey defin ite in form a t ion con cern in g th e m eth od by wh ich im a gin a t ion m a y be u s ed in accumulating riches.

THE ENCHANTED KETTLE Fifty yea rs a go, a n old cou n try doctor d rove to town ,

hitched his horse, quietly slipped into a drug store by the back door, and began “dickering” with the young drug clerk.


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His m is s ion wa s des t in ed to yield grea t wea lth to m a n y

peop le. It wa s des t in ed to b r in g to th e Sou th th e m os t fa r -flung benefit since the Civil War.

For m ore th a n a n h ou r , beh in d th e p res cr ip t ion cou n ter , th e old doctor a n d th e clerk ta lked in low ton es . Th en th e doctor left. He went out to the buggy and brought back a large, old fa s h ion ed ket t le, a b ig wooden pa dd le (u s ed for s t ir r in g th e con ten ts of th e ket t le), a n d depos ited th em in th e ba ck of th e store.

Th e clerk in s pected th e ket t le, rea ch ed in to h is in s ide pocket , took ou t a roll of b ills , a n d h a n ded it over to th e doctor . Th e roll con ta in ed exa ct ly $500 .00-th e clerk ’s en t ire savings!

Th e doctor h a n ded over a s m a ll s lip of pa per on wh ich wa s wr it ten a s ecret form u la . Th e words on th a t s m a ll s lip of pa per were wor th a Kin g’s ra n s om ! But not to the d octor! Those m a gic words were n eeded to s ta r t th e ket t le to boilin g, bu t n eith er th e doctor n or th e you n g clerk kn ew wh a t fa bu lou s fortunes were destined to flow from that kettle.

Th e old doctor wa s gla d to s ell th e ou tfit for five h u n dred dolla rs . Th e m on ey wou ld pa y off h is deb ts , a n d give h im freedom of m in d . Th e clerk wa s ta k in g a b ig ch a n ce by s ta k in g h is en t ire life’s s a vin gs on a m ere s cra p of pa per a n d a n old kettle! He never dreamed his investment would start a kettle to overflowin g with gold th a t wou ld s u rpa s s th e m ira cu lou s performance of Aladdin’s lamp.

Wh a t th e clerk really purchas ed wa s a n IDEA! Th e old ket t le a n d th e wooden pa dd le, a n d th e s ecret m es s a ge on a s lip of pa per were in ciden ta l. Th e s t ra n ge per form a n ce of th a t ket t le bega n to ta ke p la ce a fter th e n ew own er m ixed with th e s ecret in s t ru ct ion s a n in gred ien t of wh ich th e doctor kn ew nothing.

Rea d th is s tory ca refu lly, give you r im a gin a t ion a tes t ! See if you ca n d is cover wh a t it wa s th a t th e you n g m a n a dded to the secret message, which caused the kettle to overflow with gold . Rem em ber , a s you rea d , th a t th is is n ot a s tory from Ara b ia n Nigh ts . Here you h a ve a s tory of fa cts , s t ra n ger th a n fiction, facts which began in the form of an IDEA.


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Let u s ta ke a look a t th e va s t for tu n es of gold th is idea

h a s p rodu ced . It h a s pa id , a n d s t ill pa ys h u ge for tu n es to m en a n d wom en a ll over th e wor ld , wh o d is t r ibu te th e con ten ts of the kettle to millions of people.

Th e Old Ket t le is n ow on e of th e wor ld ’s la rges t con s u m ers of s u ga r , th u s p rovid in g jobs of a perm a n en t n a tu re to th ou s a n ds of m en a n d wom en en ga ged in growin g sugar cane, and in refining and marketing sugar.

Th e Old Ket t le con s u m es , a n n u a lly, m illion s of gla s s bottles, providing jobs to huge numbers of glass workers.

Th e Old Ket t le gives em ploym en t to a n a rm y of clerks , s ten ogra ph ers , copy wr iters , a n d a dver t is in g exper ts th rou gh ou t th e n a t ion . It h a s b rou gh t fa m e a n d for tu n e to s cores of a r t is ts wh o h a ve crea ted m a gn ificen t p ictu res describing the product.

Th e Old Ket t le h a s con ver ted a s m a ll Sou th ern city in to th e bu s in es s ca p ita l of th e Sou th , wh ere it n ow ben efits , d irect ly, or in d irect ly, every bu s in es s a n d p ra ct ica lly every resident of the city.

Th e in flu en ce of th is idea n ow ben efits every civilized cou n try in th e wor ld , pou r in g ou t a con t in u ou s s t rea m of gold to all who touch it.

Gold from th e ket t le bu ilt a n d m a in ta in s on e of th e m os t p rom in en t colleges of th e Sou th , wh ere th ou s a n ds of you n g people receive the training essential for success.

Th e Old Ket t le h a s don e oth er m a rvelou s th in gs . All th rou gh th e wor ld depres s ion , wh en fa ctor ies , ba n ks a n d bu s in es s h ou s es were fold in g u p a n d qu it t in g by th e th ou s a n ds , th e own er of th is En ch a n ted Ket t le wen t m a rch in g on, giving con tinuous em ploy m en t to a n a rm y of m en a n d wom en a ll over th e wor ld , a n d pa yin g ou t ext ra por t ion s of gold to those who, long ago, had faith in the idea.

If th e p rodu ct of th a t old b ra s s ket t le cou ld ta lk , it wou ld tell th r illin g ta les of rom a n ce in every la n gu a ge. Rom a n ces of love, rom a n ces of bu s in es s , rom a n ces of p rofes s ion a l m en a n d women who are daily being stimulated by it.

Th e a u th or is s u re of a t lea s t on e s u ch rom a n ce, for h e wa s a pa r t of it , a n d it a ll bega n n ot fa r from th e very s pot on which the drug clerk purchased the old kettle. It was here that


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th e a u th or m et h is wife, a n d it wa s s h e wh o fir s t told h im of th e En ch a n ted Ket t le. It wa s th e p rodu ct of th a t Ket t le th ey were d r in k in g wh en h e a s ked h er to a ccep t h im “for bet ter or worse.”

Now th a t you kn ow th e con ten t of th e En ch a n ted Ket t le is a wor ld fa m ou s d r in k , it is fit t in g th a t th e a u th or con fes s th a t th e h om e city of th e d r in k s u pp lied h im with a wife, a ls o th a t th e d r in k it s elf p rovides h im with stimulation of though t w ithou t in toxication , a n d th ereby it s erves to give th e refreshment of mind which an author must have to do his best work.

Wh oever you a re, wh erever you m a y live, wh a tever occu pa t ion you m a y be en ga ged in , ju s t rem em ber in th e fu tu re, every t im e you s ee th e words “Coca -Cola ,” th a t it s va s t em pire of wea lth a n d in flu en ce grew ou t of a s in gle IDEA, a n d th a t th e m ys ter iou s in gred ien t th e d ru g clerk—As a Ca n d ler—mixed with the secret formula was. . . IMAGINATION!

Stop and think of that, for a moment. Rem em ber , a ls o, th a t th e th ir teen s teps to r ich es ,

des cr ibed in th is book , were th e m ed ia th rou gh wh ich th e in flu en ce of Coca -Cola h a s been exten ded to every city, town , villa ge, a n d cros s -roa ds of th e wor ld , a n d th a t ANY IDEA you m a y crea te, a s Old and m eritorious a s Coca -Cola , h a s th e pos s ib ility of du p lica t in g th e s tu pen dou s record of th is wor ld -wide thirst-killer.

Tru ly, th ou gh ts a re th in gs , a n d th eir s cope of opera t ion is the world, itself.

WHAT I WOULD DO IF I HAD A MILLION DOLLARS Th is s tory p roves th e t ru th of th a t old s a yin g, “wh ere

th ere’s a will, th ere’s a wa y.” It wa s told to m e by th a t beloved edu ca tor a n d clergym a n , th e la te Fra n k W. Gu n s a u lu s , wh o bega n h is p rea ch in g ca reer in th e s tockya rds region of Sou th Chicago.

Wh ile Dr . Gu n s a u lu s wa s goin g th rou gh college, h e obs erved m a n y defects in ou r edu ca t ion a l s ys tem , defects wh ich h e believed h e cou ld cor rect , if h e were th e h ea d of a college. His d eepes t d es ire wa s to becom e th e d irect in g h ea d of


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a n edu ca t ion a l in s t itu t ion in wh ich you n g m en a n d wom en would be taught to “learn by doing.”

He m a de u p h is m in d to orga n ize a n ew college in wh ich h e cou ld ca r ry ou t h is idea s , with ou t bein g h a n d ica pped by orthodox methods of education.

He n eeded a m illion dolla rs to pu t th e p roject a cros s ! Where wa s h e to la y h is h a n ds on s o la rge a s u m of m on ey? Th a t wa s th e qu es t ion th a t a bs orbed m os t of th is a m bit iou s young preacher’s thought.

But he couldn’t seem to make any progress. Every n igh t h e took th a t th ou gh t to bed with h im . He got

u p with it in th e m orn in g. He took it with h im everywh ere h e wen t . He tu rn ed it over a n d over in h is m in d u n t il it beca m e a consuming obsession with h im . A m illion dolla rs is a lot of m on ey. He recogn ized th a t fa ct , bu t h e a ls o recogn ized th e t ru th th a t the on ly lim itation is that w h ich one s ets up in one’s own mind.

Being a philosopher as well as a preacher, Dr. Gunsaulus recogn ized , a s do a ll wh o s u cceed in life, th a t DEFINITENESS OF PURPOSE is the starting point from which one must begin. He recogn ized , too, th a t defin iten es s of pu rpos e ta kes on a n im a t ion , life, a n d power wh en ba cked by a BURNING DESIRE to translate that purpose into its material equivalent.

He kn ew a ll th es e grea t t ru th s , yet h e d id n ot kn ow wh ere, or h ow to la y h is h a n ds on a m illion dolla rs . Th e natu ra l p rocedu re wou ld h a ve been to give u p a n d qu it , by s a yin g, “Ah well, m y idea is a good on e, bu t I ca n n ot do a n yth in g with it , beca u s e I n ever ca n p rocu re th e n eces s a ry m illion dolla rs .” Th a t is exa ct ly wh a t th e m a jor ity of peop le wou ld h a ve s a id , bu t it is n ot wh a t Dr . Gu n s a u lu s s a id . Wh a t he said, and what he did are so important that I now introduce him, and let him speak for himself.

“On e Sa tu rda y a ftern oon I s a t in m y room th in k in g of wa ys a n d m ea n s of ra is in g th e m on ey to ca r ry ou t m y p la n s . For n ea r ly two yea rs , I h a d been th in k in g, bu t I had d one nothing but think!

“The time had come for ACTION! “I made up my mind, then and there, that I would get the

n eces s a ry m illion dolla rs with in a week . How? I wa s n ot


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con cern ed a bou t th a t . Th e m a in th in g of im por ta n ce wa s th e decision to get the money within a specified time, and I want to tell you th a t th e m om en t I rea ch ed a defin ite decis ion to get th e m on ey with in a s pecified t im e, a s t ra n ge feelin g of a s s u ra n ce ca m e over m e, s u ch a s I h a d n ever before exper ien ced . Som eth in g in s ide m e s eem ed to s a y, ‘Wh y d idn ’t you rea ch th a t decis ion a lon g t im e a go? Th e m on ey wa s waiting for you all the time!’

“Th in gs bega n to h a ppen in a h u r ry. I ca lled th e n ews pa pers a n d a n n ou n ced I wou ld p rea ch a s erm on th e following m orn in g, en t it led , ‘Wh a t I wou ld do if I h a d a Million Dollars.’

“I wen t to work on th e s erm on im m edia tely, bu t I m u s t tell you , fra n k ly, th e ta s k wa s n ot d ifficu lt , beca u s e I h a d been p repa r in g th a t s erm on for a lm os t two yea rs . Th e s p ir it ba ck of it was a part of me!

“Lon g before m idn igh t I h a d fin is h ed wr it in g th e s erm on . I wen t to bed a n d s lep t with a feelin g of con fiden ce, for I cou ld see myself already in. possession of the million dollars.

“Next morning I arose early, went into the bathroom, read th e s erm on , th en kn elt on m y kn ees a n d a s ked th a t m y s erm on m igh t com e to th e a t ten t ion of s om eon e wh o wou ld supply the needed money.

“While I was praying I again had that feeling of assurance th a t th e m on ey wou ld be for th com in g. In m y excitem en t , I walked ou t with ou t m y s erm on , a n d d id n ot d is cover th e overs igh t u n t il I wa s in m y pu lp it a n d a bou t rea dy to begin delivering it.

“It wa s too la te to go ba ck for m y n otes , a n d wh a t a b les s in g th a t I cou ldn ’t go ba ck! In s tea d , m y own s u bcon s ciou s m in d yielded th e m a ter ia l I n eeded . Wh en I arose to begin my sermon, I closed my eyes, and spoke with all m y h ea r t a n d s ou l of m y d rea m s . I n ot on ly ta lked to m y a u d ien ce, bu t I fa n cy I ta lked a ls o to God . I told wh a t I wou ld do with a m illion dolla rs if th a t a m ou n t were p la ced in m y h a n ds . I des cr ibed th e p la n I h a d in m in d for orga n izin g a grea t edu ca t ion a l in s t itu t ion , wh ere you n g peop le wou ld lea rn to do p ra ct ica l th in gs , a n d a t th e s a m e t im e develop th eir minds.


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“Wh en I h a d fin is h ed a n d s a t down , a m a n s lowly a rose

from h is s ea t , a bou t th ree rows from th e rea r , a n d m a de h is way toward the pulpit. I wondered what he was going to do. He came into the pulpit, extended his hand, and said, ‘Reverend, I liked you r s erm on . I believe you ca n do everyth in g you s a id you wou ld , if you h a d a m illion dolla rs . To p rove th a t I believe in you and your sermon, if you will come to my office tomorrow m orn in g, I will give you th e m illion dolla rs . My n a m e is Ph illip D. Armour.”’

You n g Gu n s a u lu s wen t to Mr . Arm ou r’s office a n d th e million dolla rs wa s p res en ted to h im . With th e m on ey, h e founded the Armour Institute of Technology.

Th a t is m ore m on ey th a n th e m a jor ity of p rea ch ers ever s ee in a n en t ire lifet im e, yet th e th ou gh t im pu ls e ba ck of th e m on ey wa s crea ted m th e you n g p rea ch er’s m in d in a fra ct ion of a m in u te. Th e n eces s a ry m illion dolla rs ca m e a s a res u lt of a n idea . Ba ck of th e idea wa s a DESIRE wh ich you n g Gu n s a u lu s h a d been n u rs in g in h is m in d for a lm os t two y ears.

Obs erve th is im por ta n t fa ct ... HE GOT THE MONEY WITHIN THIRTY-SIX HOURS AFTER HE REACHED A DEFINITE DECISION IN HIS OWN MIND TO GET IT, AND DECIDED UPON A DEFINITE PLAN FOR GETTING IT!

Th ere wa s n oth in g n ew or u n iqu e a bou t you n g Gunsaulus’ vague thinking about a million dollars, and weakly h op in g for it . Oth ers before h im , a n d m a n y s in ce h is t im e, h a ve h a d s im ila r th ou gh ts . Bu t th ere wa s s om eth in g very u n iqu e a n d d ifferen t a bou t th e decis ion h e rea ch ed on th a t m em ora b le Sa tu rda y, wh en h e pu t va gu en es s in to th e ba ckgrou n d , a n d defin itely s a id , “I WILL get th a t m on ey within a week!”

God s eem s to th row Him s elf on th e s ide of th e m a n wh o knows exactly wh a t h e wa n ts , if he is d eterm ined to get J UST THAT!

Moreover, the principle through which Dr. Gunsaulus got h is m illion dolla rs is s t ill a live! It is a va ila b le to you ! This u n ivers a l la w is a s worka b le toda y a s it wa s wh en th e you n g p rea ch er m a de u s e of it s o s u cces s fu lly. Th is book des cr ibes ,


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s tep by s tep , th e th ir teen elem en ts of th is grea t la w, a n d suggests how they may be put to use.

Obs erve th a t As a Ca n d ler a n d Dr . Fra n k Gu n s a u lu s h a d on e ch a ra cter is t ic in com m on . Both kn ew th e a s tou n d in g t ru th th a t IDEAS CAN BE TRANSMUTED INTO CASH THROUGH THE POWER OF DEFINITE PURPOSE, PLUS DEFINITE PLANS.

If you a re on e of th os e wh o believe th a t h a rd work a n d h on es ty, a lon e, will b r in g r ich es , per is h th e th ou gh t! It is n ot true! Riches, when they come in huge quantities, are never the res u lt of HARD work! Rich es com e, if th ey com e a t a ll, in res pon s e to defin ite dem a n ds , ba s ed u pon th e a pp lica t ion of defin ite p r in cip les , a n d n ot by ch a n ce or lu ck . Gen era lly s pea k in g, a n idea is a n im pu ls e of th ou gh t th a t im pels a ct ion , by a n a ppea l to th e im a gin a t ion . All m a s ter s a les m en kn ow th a t idea s ca n be s old wh ere m erch a n d is e ca n n ot . Ord in a ry salesmen do not know this-that is why they are “ordinary.

A pu b lis h er of books , wh ich s ell for a n ickel, m a de a d is covery th a t s h ou ld be wor th m u ch to pu b lis h ers gen era lly. He lea rn ed th a t m a n y peop le bu y t it les , a n d n ot con ten ts of books . By m erely ch a n gin g th e n a m e of on e book th a t wa s n ot m ovin g, h is s a les on th a t book ju m ped u pwa rd m ore th a n a m illion cop ies . Th e in s ide of th e book wa s n ot ch a n ged in a n y wa y. He m erely r ipped off th e cover bea r in g th e t it le th a t d id n ot s ell, a n d pu t on a n ew cover with a t it le th a t h a d “box-office” value.

Th a t , a s s im ple a s it m a y s eem , wa s a n IDEA! It wa s IMAGINATION.

Th ere is n o s ta n da rd p r ice on idea s . Th e crea tor of idea s makes his own price, and, if he is smart, gets it.

Th e m ovin g p ictu re in du s t ry crea ted a wh ole flock of m illion a ires . Mos t of th em were m en wh o cou ldn ’t crea te ideas— BUT—th ey h a d th e im a gin a t ion to recogn ize idea s when they saw them.

Th e n ext flock of m illion a ires will grow ou t of th e ra d io bu s in es s , wh ich is n ew a n d n ot overbu rden ed with m en of keen im a gin a t ion . Th e m on ey will be m a de by th os e wh o d is cover or crea te n ew a n d m ore m er itor iou s ra d io p rogra m s


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a n d h a ve th e im a gin a t ion to recogn ize m er it , a n d to give th e radio listeners a chance to profit by it.

Th e s pon s or! Th a t u n for tu n a te vict im wh o n ow pa ys th e cos t of a ll ra d io “en ter ta in m en t ,” s oon will becom e idea con s ciou s , a n d dem a n d s om eth in g for h is m on ey. Th e m a n wh o bea ts th e s pon s or to th e d ra w, a n d s u pp lies p rogra m m es th a t ren der u s efu l s ervice, is th e m a n wh o will becom e r ich in this new industry.

Crooners and light chatter artists who now pollute the air with wis ecra cks a n d s illy giggles , will go th e wa y of a ll ligh t t im bers , a n d th eir p la ces will be ta ken by rea l a r t is ts wh o in terp ret ca refu lly p la n n ed p rogra m m es wh ich h a ve been des ign ed to s ervice th e m in ds of m en , a s well a s provide entertainment.

Here is a wide open field of oppor tu n ity s crea m in g it s p rotes t a t th e wa y it is bein g bu tch ered , beca u s e of la ck of imagination, and begging for rescue at any price. Above all, the thing that radio needs is new IDEAS!

If this new field of opportunity intrigues you, perhaps you m igh t p rofit by th e s u gges t ion th a t th e s u cces s fu l ra d io p rogra m m es of th e fu tu re will give m ore a t ten t ion to crea t in g “bu yer” a u d ien ces , a n d les s a t ten t ion to “lis ten er” a u d ien ces . Sta ted m ore p la in ly, th e bu ilder of ra d io p rogra m m es wh o s u cceeds in th e fu tu re, m u s t fin d p ra ct ica l wa ys to con ver t “lis ten ers ” in to “bu yers .” Moreover , th e s u cces s fu l p rodu cer of ra d io p rogra m m es in th e fu tu re m u s t key h is fea tu res s o th a t he can definitely show its effect upon the audience.

Spon s ors a re becom in g a b it wea ry of bu yin g glib s ellin g ta lks , ba s ed u pon s ta tem en ts gra bbed ou t of th in a ir . Th ey wa n t , a n d in th e fu tu re will dem a n d , in d is pu ta b le p roof th a t th e Wh oos it p rogra m m e n ot on ly gives m illion s of peop le th e silliest giggle ever , bu t th a t th e s illy giggler ca n s ell merchandise!

An oth er th in g th a t m igh t a s well be u n ders tood by th os e wh o con tem pla te en ter in g th is n ew field of oppor tu n ity, ra d io a dver t is in g is goin g to be h a n d led by a n en t irely n ew grou p of advertising exper ts , s epa ra te a n d d is t in ct from th e old t im e n ews pa per a n d m a ga zin e a dver t is in g a gen cy m en . Th e old t im ers in th e a dver t is in g ga m e cannot read th e m odern ra d io


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s cr ip ts , beca u s e th ey h a ve been s ch ooled to SEE idea s . Th e n ew ra d io tech n iqu e dem a n ds m en wh o ca n in terp ret idea s from a written m a n u s cr ip t in term s of SOUND! It cos t th e a u th or a yea r of h a rd la bor , a n d m a n y th ou s a n ds of dolla rs to learn this.

Ra d io, r igh t n ow, is a bou t wh ere th e m ovin g p ictu res were, wh en Ma ry Pick ford a n d h er cu r ls fir s t a ppea red on th e s creen . Th ere is p len ty of room in ra d io for th os e wh o ca n produce or recognize IDEAS.

If th e foregoin g com m en t on th e oppor tu n it ies of ra d io has not started your idea factory to work, you had better forget it . You r oppor tu n ity is in s om e oth er field . If th e com m en t in t r igu ed you in th e s ligh tes t degree, th en go fu r th er in to it , a n d you m a y fin d th e on e IDEA you n eed to rou n d ou t you r career.

Never let it d is cou ra ge you if you h a ve n o exper ien ce in ra d io. An drew Ca rn egie kn ew very lit t le a bou t m a k in g s teel—I h a ve Ca rn egie’s own word for th is -bu t h e m a de p ra ct ica l u s e of two of th e p r in cip les des cr ibed in th is book , a n d m a de th e steel business yield him a fortune.

Th e s tory of p ra ct ica lly every grea t for tu n e s ta r ts with th e da y wh en a crea tor of idea s a n d a s eller of idea s got togeth er a n d worked in h a rm on y. Ca rn egie s u r rou n ded h im s elf with m en wh o cou ld do a ll th a t h e cou ld n ot do. Men wh o crea ted idea s , a n d m en wh o pu t idea s in to opera t ion , a n d made himself and the others fabulously rich.

Million s of peop le go th rou gh life h op in g for fa vora b le “b rea ks .” Perh a ps a fa vora b le b rea k ca n get on e a n oppor tu n ity, bu t th e s a fes t p la n is n ot to depen d u pon lu ck . It wa s a fa vora b le “b rea k” th a t ga ve m e th e b igges t oppor tu n ity of m y life— bu t—twenty-five yea rs of d eterm ined effort h a d to be devoted to that opportunity before it became an asset.

Th e “b rea k” con s is ted of m y good for tu n e in m eet in g a n d ga in in g th e coopera t ion of An drew Ca rn egie. On th a t occa s ion Ca rn egie p la n ted in m y m in d th e idea of orga n izin g th e p r in cip les of a ch ievem en t in to a ph ilos oph y of s u cces s . Th ou s a n ds of peop le h a ve p rofited by th e d is cover ies m a de in th e twen ty-five yea rs of res ea rch , a n d s evera l for tu n es h a ve been a ccu m u la ted th rou gh th e a pp lica t ion of th e ph ilos oph y.


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The beginning was simple. It was an IDEA which anyone might have developed.

Th e fa vora b le b rea k ca m e th rou gh Ca rn egie, bu t wh a t a bou t th e DETERMINATION, DEFINITENESS OF PURPOSE, a n d th e DESIRE TO ATTAIN THE GOAL, a n d th e PERSISTENT EFFORT OF TWENTY-FIVE YEARS? It wa s n o ord in a ry DESIRE th a t s u rvived d is a ppoin tm en t , d is cou ra gem en t , tem pora ry defea t , cr it icis m , a n d th e con s ta n t rem in d in g of “waste of time.” It was a BURNING DESIRE! AN OBSESSION!

Wh en th e idea wa s fir s t p la n ted in m y m in d by Mr. Ca rn egie, it wa s coa xed , n u rs ed , a n d en t iced to rem ain alive. Gra du a lly, th e idea beca m e a gia n t u n der it s own power , a n d it coa xed , n u rs ed , a n d d rove m e. Idea s a re like th a t . Firs t you give life a n d a ct ion a n d gu ida n ce to idea s , th en th ey ta ke on power of their own and sweep aside all opposition.

Idea s a re in ta n gib le forces , bu t th ey h a ve m ore power than the physical brains that give birth to them. They have the power to live on , a fter th e b ra in th a t crea tes th em h a s retu rn ed to du s t . For exa m ple, ta ke th e power of Ch r is t ianity. Th a t bega n with a s im ple idea , born in th e b ra in of Ch r is t . It s ch ief ten et wa s , “do u n to oth ers a s you wou ld h a ve oth ers do unto you.” Christ has gone back to the source from whence He ca m e, bu t His IDEA goes m a rch in g on . Som e da y, it m a y grow up, a n d com e in to it s own , th en it will h a ve fu lfilled Ch r is t ’s deepes t DESIRE. Th e IDEA h a s been develop in g on ly two thousand years. Give it time!

SUCCESS REQUIRES NO EXPLANATIONS

FAILURE PERMITS NO ALIBIS


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CHAPTER 7 ORGANIZED PLANNING

THE CRYSTALLIZATION OF DESIRE INTO ACTION

The Sixth Step toward Riches

You h a ve lea rn ed th a t everyth in g m a n crea tes or acquires, begins in the form of DESIRE, that desire is taken on th e fir s t la p of it s jou rn ey, from th e a bs t ra ct to th e con crete, in to th e works h op of th e IMAGINATION, wh ere PLANS for it s transition are created and organized.

In Ch a p ter two, you were in s t ru cted to ta ke s ix defin ite, p ra ct ica l s teps , a s you r fir s t m ove in t ra n s la t in g th e des ire for m on ey in to it s m on eta ry equ iva len t . On e of th es e s teps is the form a t ion of a DEFINITE, p ra ct ica l p la n , or p la n s , th rou gh which this transformation may be made.

You will n ow be in s t ru cted h ow to bu ild p la n s wh ich will be practical, viz:— (a) Ally yourself with a group of as many people as you may need for the creation, and carrying out of your plan, or plans for the accumulation of money—making use of the “Master Mind” principle described in a later chapter. (Compliance with this instruction is absolutely essential. Do not neglect it.) (b) Before forming your “Master Mind” alliance, decide what advantages, and benefits, you may offer the individual members of your group, in return for their cooperation. No one will work indefinitely without some form of compensation. No intelligent person will either request or expect another to work without adequate compensation, although this may not always be in the form of money. (c) Arrange to meet with the members of your “Master Mind” group at least twice a week, and more often if possible, until you have jointly perfected the necessary plan, or plans for the accumulation of money. (d ) Ma in ta in PERFECT HARMONY between you rs elf a n d every member of your “Master Mind” group. If you fail to carry out this instruction to the letter, you may expect to meet with failure. The “Master Mind” principle cannot obtain where PERFECT HARMONY does not prevail.


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Keep in mind these facts:— Firs t . You a re en ga ged in a n u n der ta k in g of m a jor im por ta n ce to you . To be s u re of s u cces s , you m u s t h a ve p la n s wh ich a re faultless. Secon d . You m u s t h a ve th e a dva n ta ge of th e exper ien ce, edu ca t ion , n a t ive a b ility a n d im a gin a t ion of oth er m in ds . Th is is in h a rm on y with th e m eth ods followed by every pers on wh o has accumulated a great fortune.

No in d ividu a l h a s s u fficien t exper ien ce, edu ca t ion , n a t ive ability, a n d kn owledge to in s u re th e a ccu m u la t ion of a grea t for tu n e, with ou t th e coopera t ion of oth er peop le. Every p la n you a dop t , in you r en dea vor to a ccu m u la te wea lth , s h ou ld be th e join t crea t ion of you rs elf a n d every oth er m em ber of you r “Ma s ter Min d” grou p . You m a y or igin a te you r own p la n s , eith er in wh ole or in pa r t , bu t SEE THAT THOSE PLANS ARE CHECKED, AND APPROVED BY THE MEMBERS OF YOUR “MASTER MIND” ALLIANCE.

If th e fir s t p la n wh ich you a dop t does n ot work s u cces s fu lly, rep la ce it with a n ew p la n , if th is n ew p la n fa ils to work , rep la ce it , in tu rn with s t ill a n oth er , a n d s o on , u n t il you fin d a p la n wh ich DOES WORK. Righ t h ere is th e poin t a t wh ich th e m a jor ity of m en m eet with fa ilu re, beca u s e of th eir la ck of PERSISTENCE in crea t in g n ew p la n s to ta ke th e p la ce of those which fail.

Th e m os t in telligen t m a n livin g ca n n ot s u cceed in a ccu m u la t in g m on ey—n or in a n y oth er u n der ta k in g—without p la n s wh ich a re p ra ct ica l a n d worka b le. J u s t keep th is fa ct in m in d , a n d rem em ber wh en you r p la n s fa il, th a t tem porary defea t is n ot perm a n en t fa ilu re. It m a y on ly m ea n th a t you r p la n s h a ve n ot been s ou n d . Bu ild oth er p la n s . Sta r t a ll over again.

Th om a s A. Ed is on “fa iled” ten th ou s a n d t im es before h e per fected th e in ca n des cen t elect r ic ligh t bu lb . Th a t is —h e m et with tem porary d efeat ten th ou s a n d t im es , before h is effor ts were crowned with success.

Tem pora ry defea t s h ou ld m ea n on ly on e th in g, th e cer ta in kn owledge th a t th ere is s om eth in g wron g with you r p la n . Million s of m en go th rou gh life in m is ery a n d pover ty,


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beca u s e th ey la ck a s ou n d p la n th rou gh wh ich to a ccu m u la te a fortune.

Hen ry Ford a ccu m u la ted a for tu n e, n ot beca u s e of h is s u per ior m in d , bu t beca u s e h e a dop ted a n d followed a PLAN wh ich p roved to be s ou n d . A th ou s a n d m en cou ld be poin ted ou t , ea ch with a bet ter edu ca t ion th a n Ford ’s , yet ea ch of whom lives in poverty, because he does not possess the RIGHT plan for the accumulation of money.

Your achievement can be no greater than your PLANS are s ou n d . Th a t m a y s eem to be a n a xiom a t ic s ta tem en t , bu t it is t ru e. Sa m u el In s u ll los t h is for tu n e of over on e h u n dred m illion dolla rs . Th e In s u ll for tu n e wa s bu ilt on p la n s wh ich were s ou n d . Th e bu s in es s depres s ion forced Mr. In s u ll to CHANGE HIS PLANS; a n d th e CHANGE brou gh t “tem pora ry defeat,” because his new plans were NOT SOUND. Mr. Insull is n ow a n old m a n , h e m a y, con s equ en t ly, a ccep t “fa ilu re” in s tea d of “tem pora ry defea t ,” bu t if h is exper ien ce tu rn s ou t to be FAILURE, it will be for the reason that he lacks the fire of PERSISTENCE to rebuild his plans.

No m a n is ever wh ipped , u n t il h e QUITS—in h is ow n mind.

Th is fa ct will be repea ted m a n y t im es , beca u s e it is s o easy to “take the count” at the first sign of defeat.

J a m es J . Hill m et with tem pora ry defea t wh en h e fir s t en dea vored to ra is e th e n eces s a ry ca p ita l to bu ild a ra ilroa d from th e Ea s t to th e Wes t , bu t h e, too tu rn ed defea t in to victory through new plans.

Hen ry Ford m et with tem pora ry defea t , n ot on ly a t th e begin n in g of h is a u tom obile ca reer , bu t a fter h e h a d gon e fa r towa rd th e top . He crea ted n ew p la n s , a n d wen t m a rch in g on to financial victory.

We s ee m en wh o h a ve a ccu m u la ted grea t for tu n es , bu t we often recogn ize on ly th eir t r iu m ph , over look in g th e tem pora ry defea ts wh ich th ey h a d to s u rm ou n t before “arriving.

NO FOLLOWER OF THIS PHILOSOPHY CAN REASONABLY EXPECT TO ACCUMULATE A FORTUNE WITHOUT EXPERIENCING “TEMPORARY DEFEAT.” Wh en defea t com es , a ccep t it a s a s ign a l th a t you r p la n s a re n ot


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s ou n d , rebu ild th os e p la n s , a n d s et s a il on ce m ore towa rd you r coveted goa l. If you give u p before you r goa l h a s been reached, you are a “quitter.”

A QUITTER NEVER WINS-AND—A WINNER NEVER QUITS. Lift th is s en ten ce ou t , wr ite it on a p iece of pa per in let ters a n in ch h igh , a n d p la ce it wh ere you will s ee it every n igh t before you go to s leep , a n d every m orn in g before you go to work.

Wh en you begin to s elect m em bers for you r “Ma s ter Min d” grou p , en dea vor to s elect th os e wh o do n ot ta ke defea t seriously.

Som e peop le foolis h ly believe th a t on ly MONEY ca n m a ke m on ey. Th is is n ot t ru e! DESIRE, t ra n s m u ted in to it s m on eta ry equ iva len t , th rou gh th e p r in cip les la id down h ere, is the agency through which money is “made.” Money, of itself, is n oth in g bu t in er t m a t ter . It ca n n ot m ove, th in k , or ta lk , bu t it can “hear” when a man who DESIRES it, calls it to come!

PLANNING THE SALE OF SERVICES Th e rem a in der of th is ch a p ter h a s been given over to a

des cr ip t ion of wa ys a n d m ea n s of m a rket in g pers on a l s ervices . Th e in form a t ion h ere con veyed will be of p ra ct ica l h elp to a n y pers on h a vin g a n y form of pers on a l s ervices to market, but it will be of priceless benefit to those who aspire to leadership in their chosen occupations.

In telligen t p la n n in g is es s en t ia l for s u cces s in a n y u n der ta k in g des ign ed to a ccu m u la te r ich es . Here will be fou n d deta iled in s t ru ct ion s to th os e wh o m u s t begin th e accumulation of riches by selling personal services.

It s h ou ld be en cou ra gin g to kn ow th a t p ra ct ica lly a ll th e grea t for tu n es bega n in th e form of com pen s a t ion for pers on a l s ervices , or from th e s a le of IDEAS. Wh a t els e, excep t idea s a n d pers on a l s ervices , wou ld on e n ot pos s es s ed of p roper ty have to give in return for riches?

Broa d ly s pea k in g, th ere a re two types of peop le in th e wor ld . On e type is kn own a s LEADERS, a n d th e oth er a s FOLLOWERS. Decide a t th e ou ts et wh eth er you in ten d to become a lea der in you r ch os en ca llin g, or rem a in a follower . Th e d ifferen ce in com pen s a t ion is va s t . Th e follower ca n n ot


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rea s on a b ly expect th e com pen s a t ion to wh ich a lea der is en t it led , a lth ou gh m a n y followers m a ke th e m is ta ke of expecting such pay.

It is n o d is gra ce to be a follower . On th e oth er h a n d , it is n o cred it to rem a in a follower . Mos t grea t lea ders bega n in th e ca pa city of followers . Th ey beca m e grea t lea ders beca u s e th ey were INTELLIGENT FOLLOWERS. With few excep t ion s , th e m a n wh o ca n n ot follow a lea der in telligen t ly, ca n n ot becom e a n efficien t lea der . Th e m a n wh o ca n follow a lea der m os t efficien t ly, is u s u a lly th e m a n wh o develops in to lea ders h ip m os t ra p id ly. An in telligen t follower h a s m a n y a dva n ta ges , a m on g th em th e OPPORTUNITY TO ACQUIRE KNOWLEDGE FROM HIS LEADER.

THE MAJOR ATTRIBUTES OF LEADERSHIP Th e followin g a re im por ta n t fa ctors of leadership:—

1. UNWAVERING COURAGE ba s ed u pon kn owledge of s elf, and of one’s occupation. No follower wishes to be dominated by a leader who lacks self-confidence and courage. No intelligent follower will be dominated by such a leader very long. 2. SELF-CONTROL. The man who cannot control himself, can never control others. Self-control sets a mighty example for one’s followers, which the more intelligent will emulate. 3. A KEEN SENSE OF JUSTICE. Without a sense of fairness and justice, no leader can command and retain the respect of his followers. 4. DEFINITENESS OF DECISION. The man who wavers in his decisions, shows that he is not sure of himself. He cannot lead others successfully. 5. DEFINITENESS OF PLANS. The successful leader must plan his work, and work his plan. A leader who moves by guesswork, without practical, definite plans, is comparable to a ship without a rudder. Sooner or later he will land on the rocks. 6. THE HABIT OF DOING MORE THAN PAID FOR. One of the penalties of leadership is the necessity of willingness, upon the part of the leader, to do more than he requires of his


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followers. 7. A PLEASING PERSONALITY. No slovenly, careless person can become a successful leader. Leadership calls for respect. Followers will not respect a leader who does not grade high on all of the factors of a Pleasing Personality. 8. SYMPATHY AND UNDERSTANDING. The successful leader must be in sympathy with his followers. Moreover, he must understand them and their problems. 9. MASTERY OF DETAIL. Successful leadership calls for mastery of details of the leader’s position. 10. WILLINGNESS TO ASSUME FULL RESPONSIBILITY. The successful leader must be willing to assume responsibility for the mistakes and the shortcomings of his followers. If he tries to shift this responsibility, he will not remain the leader. If one of his followers makes a mistake, and shows himself incompetent, the leader must consider that it is he who failed. 11. COOPERATION. The successful leader must understand, and apply the principle of cooperative effort and be able to induce his followers to do the same. Leadership calls for POWER, and power calls for COOPERATION.

Th ere a re two form s of Lea ders h ip . Th e fir s t , a n d by fa r th e m os t effect ive, is LEADERSHIP BY CONSENT of, a n d with th e s ym pa th y of th e followers . Th e s econ d is LEADERSHIP BY FORCE, without the consent and sympathy of the followers.

His tory is filled with eviden ces th a t Lea ders h ip by Force ca n n ot en du re. Th e down fa ll a n d d is a ppea ra n ce of “Dicta tors ” a n d k in gs is s ign ifica n t . It m ea n s th a t peop le will n ot follow forced leadership indefinitely.

Th e wor ld h a s ju s t en tered a n ew era of rela t ion s h ip between lea ders a n d followers , wh ich very clea r ly ca lls for n ew leaders , a n d a n ew bra n d of lea ders h ip in bu s in es s a n d in du s t ry. Th os e wh o belon g to th e old s ch ool of lea ders h ip -by-force, m u s t a cqu ire a n u n ders ta n d in g of th e n ew bra n d of lea ders h ip (coopera t ion ) or be relega ted to th e ra n k a n d file of the followers. There is no other way out for them.

Th e rela t ion s h ip of em ployer a n d em ployee, or of lea der a n d follower , in th e fu tu re, will be on e of m u tu a l coopera t ion , ba s ed u pon a n equ ita b le d ivis ion of th e p rofits of bu s in es s . In


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th e fu tu re, th e rela t ion s h ip of em ployer a n d em ployee will be more like a partnership than it has been in the past.

Na poleon , Ka is er Wilh elm of Germ a n y, th e Cza r of Ru s s ia , a n d th e Kin g of Spa in were exa m ples of lea ders h ip by force. Th eir lea ders h ip pa s s ed . With ou t m u ch d ifficu lty, on e m igh t poin t to th e p rototypes of th es e ex-lea ders , a m on g th e bu s in es s , fin a n cia l, a n d la bor lea ders of Am er ica wh o h a ve been deth ron ed or s la ted to go. Leadership-by-consent of th e followers is the only brand which can endure!

Men m a y follow th e forced lea ders h ip tem pora r ily, bu t they will not do so willingly.

Th e n ew bra n d of LEADERSHIP will em bra ce th e eleven fa ctors of lea ders h ip , des cr ibed in th is ch a p ter , a s well a s s om e oth er fa ctors . Th e m a n wh o m a kes th es e th e ba s is of h is lea ders h ip , will fin d a bu n da n t oppor tu n ity to lea d in a n y wa lk of life. Th e depres s ion wa s p rolon ged , la rgely, beca u s e th e wor ld la cked LEADERSHIP of th e n ew bra n d . At th e en d of th e depres s ion , th e dem a n d for lea ders wh o a re com peten t to a pp ly th e n ew m eth ods of lea ders h ip h a s grea t ly exceeded th e s u pp ly. Som e of th e old type of lea ders will reform a n d a da p t th em s elves to th e n ew bra n d of lea ders h ip , bu t gen era lly s pea k in g, th e wor ld will h a ve to look for n ew t im ber for it s leadership. This necessity may be your OPPORTUNITY!

THE 10 MAJOR CAUSES OF FAILURE IN LEADERSHIP We com e n ow to th e m a jor fa u lts of lea ders wh o fa il,

beca u s e it is ju s t a s es s en t ia l to kn ow WHAT NOT TO DO a s it is to know what to do.

1. INABILITY TO ORGANIZE DETAILS. Efficient leadership calls for ability to organize and to master details. No genuine leader is ever “too busy” to do anything which may be required of him in his capacity as leader. When a man, whether he is a leader or follower, admits that he is “too busy” to change his plans, or to give attention to any emergency, he admits his inefficiency. The successful leader must be the master of all

details connected with his position. That means, of course, that he must acquire the habit of relegating details to capable lieutenants.


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2. UNWILLINGNESS TO RENDER HUMBLE SERVICE. Truly great leaders are willing, when occasion demands, to perform any sort of labor which they would ask another to perform. “The greatest among ye shall be the servant of all” is a truth which all able leaders observe and respect. 3. EXPECTATION OF PAY FOR WHAT THEY “KNOW” INSTEAD OF WHAT THEY DO WITH THAT WHICH THEY KNOW. The world does not pay men for that which they “know.” It pays them for what they DO, or induce others to do. 4. FEAR OF COMPETITION FROM FOLLOWERS. The leader who fears that one of his followers may take his position is practically sure to realize that fear sooner or later. The able leader trains understudies to whom he may delegate, at will, any of the details of his position. Only in this way may a leader multiply himself and prepare himself to be at many places, and give attention to many things at one time. It is an eternal truth that men receive more pay for their ABILITY TO GET OTHERS TO PERFORM, than they could possibly earn by their own efforts. An efficient leader may, through his knowledge of his job and the magnetism of his personality, greatly increase the efficiency of others, and induce them to render more service and better service than they could render without his aid. 5. LACK OF IMAGINATION. Without imagination, the leader is incapable of meeting emergencies, and of creating plans by which to guide his followers efficiently. 6. SELFISHNESS. The leader who claims all the honor for the work of his followers, is sure to be met by resentment. The really great leader CLAIMS NONE OF THE HONORS. He is contented to see the honors, when there are any, go to his followers, because he knows that most men will work harder for commendation and recognition than they will for money alone. 7. INTEMPERANCE. Followers do not respect an intemperate leader. Moreover, intemperance in any of its various forms, destroys the endurance and the vitality of all who indulge in it. 8. DISLOYALTY. Perhaps this should have come at the head of the list. The leader who is not loyal to his trust, and to his


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associates, those above him, and those below him, cannot long maintain his leadership. Disloyalty marks one as being less than the dust of the earth, and brings down on one’s head the contempt he deserves. Lack of loyalty is one of the major causes of failure in every walk of life. 9. EMPHASIS OF THE “AUTHORITY” OF LEADERSHIP. The efficient leader leads by encouraging, and not by trying to instil fear in the hearts of his followers. The leader who tries to impress his followers with his “authority” comes within the category of leadership through FORCE. If a leader is a REAL LEADER, he will have no need to advertise that fact except by his conduct—his sympathy, understanding, fairness, and a demonstration that he knows his job. 10. EMPHASIS OF TITLE. The competent leader requires no “title” to give him the respect of his followers. The man who makes too much over his title generally has little else to emphasize. The doors to the office of the real leader are open to all who wish to enter, and his working quarters are free from formality or ostentation.

Th es e a re a m on g th e m ore com m on of th e ca u s es of fa ilu re in lea ders h ip . An y on e of th es e fa u lts is s u fficien t to in du ce fa ilu re. Stu dy th e lis t ca refu lly if you a s p ire to leadership, and make sure that you are free of these faults.

SOME FERTILE FIELDS IN WHICH “NEW LEADERSHIP” WILL BE REQUIRED

Before lea vin g th is ch a p ter , you r a t ten t ion is ca lled to a few of th e fer t ile fields in wh ich th ere h a s been a declin e of lea ders h ip , a n d in wh ich th e n ew type of lea der m a y fin d a n abundance of OPPORTUNITY.

Firs t . In th e field of polit ics th ere is a m os t in s is ten t demand for new leaders; a demand which indicates nothing les s th a n a n em ergen cy. Th e m a jor ity of polit icia n s h a ve, s eem in gly, becom e h igh -gra de, lega lized ra cketeers . Th ey h a ve in crea s ed ta xes a n d deba u ch ed th e m a ch in ery of in du s t ry a n d bu s in es s u n t il th e peop le ca n n o lon ger s ta n d the burden.


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Secon d . Th e ba n k in g bu s in es s is u n dergoin g a

reform . Th e lea ders in th is field h a ve a lm os t en t irely los t th e con fiden ce of th e pu b lic. Alrea dy th e ba n kers h a ve sensed the need of reform, and they have begun it.

Th ird . In du s t ry ca lls for n ew lea ders . Th e old type of lea ders th ou gh t a n d m oved in term s of d ividen ds in s tea d of th in k in g a n d m ovin g in term s of h u m a n equ a t ion s ! The fu tu re lea der in in du s t ry, to en du re, m u s t rega rd h im s elf a s a qu a s i-pu b lic officia l wh os e du ty it is to m a n a ge h is t ru s t in s u ch a wa y th a t it will work h a rds h ip on n o in d ividu a l, or grou p of in d ividu a ls . Exp loita t ion of work in g m en is a th in g of th e pa s t . Let th e m a n wh o a s p ires to lea ders h ip in th e field of bu s in es s , in du s t ry, a n d la bor remember this.

Fou r th . Th e religiou s lea der of th e fu tu re will be forced to give m ore a t ten t ion to th e tem pora l n eeds of h is followers , in th e s olu t ion of th eir econ om ic a n d pers on a l p rob lem s of th e p res en t , a n d les s a t ten t ion to th e dea d past, and the yet unborn future.

Fifth . In th e p rofes s ion s of la w, m ed icin e, a n d edu ca t ion , a n ew bra n d of lea ders h ip , a n d to s om e exten t , n ew lea ders will becom e a n eces s ity. Th is is es pecia lly t ru e in th e field of edu ca t ion . Th e lea der in th a t field m u s t , in th e fu tu re, fin d wa ys a n d m ea n s of tea ch in g peop le HOW TO APPLY th e kn owledge th ey receive in s ch ool. He m u s t deal more with PRACTICE and less with THEORY.

Sixth . New lea ders will be requ ired in th e field of J ou rn a lis m . News pa pers of th e fu tu re, to be con du cted s u cces s fu lly, m u s t be d ivorced from “s pecia l p r ivilege” a n d relieved from th e s u bs idy of a dver t is in g. Th ey m u s t cea s e to be orga n s of p ropa ga n da for th e in teres ts wh ich pa t ron ize th eir a dver t is in g colu m n s . Th e type of n ews pa per wh ich pu b lis h es s ca n da l a n d lewd p ictu res will even tu a lly go the way of all forces which debauch the human mind.

Th es e a re bu t a few of th e fields in wh ich oppor tu n it ies for n ew lea ders a n d a n ew bra n d of lea ders h ip a re n ow a va ila b le. Th e wor ld is u n dergoin g a ra p id ch a n ge. Th is m ea n s th a t th e m ed ia th rou gh wh ich th e ch a n ges in h u m a n h a b its


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a re p rom oted , m u s t be a da p ted to th e ch a n ges . Th e m ed ia h ere des cr ibed , a re th e on es wh ich , m ore th a n a n y oth ers, determine the trend of civilization.

WHEN AND HOW TO APPLY FOR A POSITION Th e in form a t ion des cr ibed h ere is th e n et res u lt of m a n y

yea rs of exper ien ce du r in g wh ich th ou s a n ds of m en a n d wom en were h elped to m a rket th eir s ervices effect ively. It ca n , therefore, be relied upon as sound and practical.

MEDIA THROUGH WHICH SERVICES MAY BE MARKETED Exper ien ce h a s p roved th a t th e followin g m ed ia offer th e

m os t d irect a n d effect ive m eth ods of b r in gin g th e bu yer a n d seller of personal services together. 1. EMPLOYMENT BUREAUS. Ca re m u s t be ta ken to s elect only reputable bureaus, the management of which can show adequate records of achievement of satisfactory results. There are comparatively few such bureaus. 2. ADVERTISING in newspapers, trade journals, magazines, and radio. Classified advertising may usually be relied upon to produce satisfactory results in the case of those who apply for clerical or ordinary salaried positions. Display advertising is more desirable in the case of those who seek executive connections, the copy to appear in the section of the paper which is most apt to come to the attention of the class of employer being sought. The copy should be prepared by an expert, who understands how to

inject sufficient selling qualities to produce replies. 3. PERSONAL LETTERS OF APPLICATION, directed to particular firms or individuals most apt to need such services as are being offered. Letters should be neatly typed, ALWAYS, and signed by hand. With the letter, should be sent a complete “brief” or outline of the applicant’s qualifications. Both the letter of application and the brief of experience or qualifications should be prepared by an expert. (See instructions as to information to be supplied). 4. APPLICATION THROUGH PERSONAL ACQUAINTANCES. When possible, the applicant should endeavor to approach prospective employers through some mutual acquaintance.


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This method of approach is particularly advantageous in the case of those who seek executive connections and do not wish to appear to be “peddling” themselves. 5. APPLICATION IN PERSON. In some in-stances, it may be more effective if the applicant offers personally, his services to prospective employers, in which event a complete written statement of qualifications for the position should be presented, for the reason that prospective employers often wish to discuss with associates, one’s record.

INFORMATION TO BE SUPPLIED IN A WRITTEN “BRIEF” Th is b r ief s h ou ld be p repa red a s ca refu lly a s a la wyer

wou ld p repa re th e b r ief of a ca s e to be t r ied m cou r t . Un les s the a pp lica n t is exper ien ced in th e p repa ra t ion of s u ch b r iefs , a n exper t s h ou ld be con s u lted , a n d h is s ervices en lis ted for th is pu rpos e. Su cces s fu l m erch a n ts em ploy m en a n d wom en wh o u n ders ta n d th e a r t a n d th e ps ych ology of a dver t is in g to p res en t th e m er its of th eir m erch a n d is e. On e wh o h a s pers on a l s ervices for s a le s h ou ld do th e s a m e. Th e followin g information should appear in the brief: 1. Education. State briefly, but definitely, what schooling you have had, and in what subjects you specialized in school, giving the reasons for that specialization. 2. Experience. If you have had experience in connection with positions similar to the one you seek, describe it fully, state names and addresses of former employers. Be sure to bring out clearly any special experience you may have had which would equip you to fill the position you seek. 3. References. Practically every business firm desires to know all about the previous records, antecedents, etc., of prospective employees who seek positions of responsibility. Attach to your brief photostatic copies of letters from: a. Former employers b. Teachers under whom you studied c. Prominent people whose judgement may be relied upon.

4. Photograph of self. Attach to your brief a recent, unmounted photograph of yourself.


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5. Apply for a specific position. Avoid application for a position without describing EXACTLY what particular position you seek. Never apply for “just a position.” That indicates you lack specialized qualifications. 6. State your qualifications for the particular position for which you apply. Give full details as to the reason you believe you are qualified for the particular position you seek. This is THE APPLICATION. It will determine, more than anything else, what consideration you receive. 7. Offer to go to work on probation. In the majority of instances if you are determined to have the position for which you apply, it will be most effective if you offer to work for a week, or a month, or for a sufficient length of time to enable your prospective employer to judge your value WITHOUT PAY. This may appear to be a radical suggestion, but experience has proved that it seldom fails to win at least a trial. If you are SURE OF YOUR QUALIFICATIONS, a trial is all you need. Incidentally, such an offer indicates that you have confidence in your ability to fill the position you seek. It is most convincing. If your offer is accepted, and you make good, more than likely you will be paid for your “probation” period. Make clear the fact that your offer is based upon: a. Your confidence in your ability to fill the position. b. Your confidence in your prospective employer’s decision to employ you after trial. c. Your DETERMINATION to have the position you seek.

8. Know led ge of y our pros pective em ploy er’s bus iness. Before a pp lyin g for a pos it ion , do s u fficien t res ea rch in con n ect ion with th e bu s in es s to fa m ilia r ize you rs elf th orou gh ly with th a t bu s in es s , a n d in d ica te in you r b r ief th e kn owledge you h a ve acquired in this field. This will be impressive, as it will indicate th a t you h a ve im a gin a t ion , a n d a rea l in teres t in th e pos it ion you seek.

Rem em ber th a t it is n ot th e la wyer wh o kn ows th e m os t la w, bu t th e on e wh o bes t p repa res h is ca s e, wh o win s . If you r “ca s e” is p roper ly p repa red a n d p res en ted , you r victory will have been more than half won at the outset.

Do not be afraid of making your brief too long. Employers a re ju s t a s m u ch in teres ted in pu rch a s in g th e s ervices of well-qu a lified a pp lica n ts a s you a re in s ecu r in g em ploym en t . In fa ct , th e s u cces s of m os t s u cces s fu l em ployers is du e, in th e


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m a in , to th eir a b ility to s elect well-qu a lified lieu ten a n ts . Th ey want all the information available.

Rem em ber a n oth er th in g; n ea tn es s in th e p repa ra t ion of you r b r ief will in d ica te th a t you a re a pa in s ta k in g pers on . I h a ve h elped to p repa re b r iefs for clien ts wh ich were s o s t r ik in g a n d ou t of th e ord in a ry th a t th ey res u lted in th e em ploym en t of the applicant without a personal interview.

Wh en you r b r ief h a s been com pleted , h a ve it n ea t ly bou n d by a n exper ien ced b in der , a n d let tered by a n a r t is t , or printer similar to the following:

BRIEF OF THE QUALIFICATIONS OF Robert K. Smith APPLYING FOR THE POSITION OF Private Secretary to The

President of THE BLANK COMPANY, Inc. Change names each time brief is shown. Th is pers on a l tou ch is s u re to com m a n d a t ten t ion . Ha ve

you r b r ief n ea t ly typed or m im eogra ph ed on th e fin es t pa per you ca n ob ta in , a n d bou n d with a h ea vy pa per of th e book-cover va r iety, th e b in der to be ch a n ged , a n d th e p roper firm n a m e to be in s er ted if it is to be s h own to m ore th a n on e com pa n y. You r ph otogra ph s h ou ld be pa s ted on on e of th e pa ges of you r b r ief. Follow th es e in s t ru ct ion s to th e let ter , improving upon them wherever your imagination suggests.

Su cces s fu l s a les m en groom th em s elves with ca re. Th ey unders ta n d th a t fir s t im pres s ion s a re la s t in g. You r b r ief is you r s a les m a n . Give it a good s u it of cloth es , s o it will s ta n d ou t in bold con tra s t to a n yth in g you r p ros pect ive em ployer ever s a w, in th e wa y of a n a pp lica t ion for a pos it ion . If th e pos it ion you s eek is wor th h a vin g, it is wor th goin g a fter with ca re. Moreover , if you s ell you rs elf to a n em ployer in a m a n n er th a t im pres s es h im with you r in d ividu a lity, you p roba b ly will receive m ore m on ey for you r s ervices from th e very s ta r t , th a n you wou ld if you a pp lied for em ploym en t in th e u s u a l conventional way.

If you s eek em ploym en t th rou gh a n a dver t is in g a gen cy, or a n em ploym en t a gen cy, h a ve th e a gen t u s e cop ies of you r b r ief in m a rket in g you r s ervices . Th is will h elp to ga in p referen ce for you , both with th e a gen t , a n d th e p ros pect ive employers.


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HOW TO GET THE EXACT POSITION YOU DESIRE

Everyon e en joys doin g th e k in d of work for wh ich h e is bes t s u ited . An a r t is t loves to work with pa in ts , a cra fts m a n with h is h a n ds , a wr iter loves to wr ite. Th os e with les s defin ite talents have their preferences for certain fields of business and in du s t ry. If Am er ica does a n yth in g well, it offers a fu ll ra n ge of occu pa t ion s , t illin g th e s oil, m a n u fa ctu r in g, m a rket in g, a n d the professions.

First. Decide EXACTLY what kind of a job you want. If the job doesn’t already exist, perhaps you can create it.

Secon d . Ch oos e th e com pa n y, or in d ividu a l for wh om you wish to work.

Third. Study your prospective employer, as to policies, personnel, and chances of advancement.

Fourth. By a n a lys is of you rs elf, you r ta len ts a n d ca pa b ilit ies , figu re WHAT YOU CAN OFFER, a n d p la n wa ys a n d m ea n s of givin g a dva n ta ges , s ervices , developm en ts , ideas that you believe you can successfully deliver.

Fifth . Forget a bou t “a job .” Forget wh eth er or n ot th ere is a n open in g. Forget th e u s u a l rou t in e of “h a ve you got a job for me?” Concentrate on what you can give.

S ixth . On ce you h a ve you r p la n in m in d , a r ra n ge with a n exper ien ced wr iter to pu t it on pa per in n ea t form , a n d in full detail.

Seven th . Pres en t it to th e proper pers on w ith au thority a n d h e will do th e res t . Every com pa n y is look in g for m en wh o ca n give s om eth in g of va lu e, wh eth er it be idea s , s ervices , or “con n ect ion s .” Every com pa n y h a s room for th e m a n wh o h a s a defin ite p la n of a ct ion wh ich is to th e advantage of that company.

Th is lin e of p rocedu re m a y ta ke a few da ys or weeks of ext ra t im e, bu t th e d ifferen ce in in com e, in a dva n cem en t , a n d in ga in in g recogn it ion will s a ve yea rs of h a rd work a t s m a ll pa y. It h a s m a n y a dva n ta ges , th e m a in on e bein g th a t it will often s a ve from on e to five yea rs of t im e in rea ch in g a ch os en goal.


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Every pers on wh o s ta r ts , or “gets in ” h a lf wa y u p th e

la dder , does s o by delibera te a n d ca refu l p la n n in g, (excep t in g, of course, the Boss’ son).

THE NEW WAY OF MARKETING SERVICES “JOBS” ARE NOW “PARTNERSHIPS”

Men a n d wom en wh o m a rket th eir s ervices to bes t a dva n ta ge in th e fu tu re, m u s t recogn ize th e s tu pen dou s ch a n ge wh ich h a s ta ken p la ce in con n ect ion with th e relationship between employer and employee.

In th e fu tu re, th e “Golden Ru le,” a n d n ot th e “Ru le of Gold” will be th e dom in a t in g fa ctor in th e m a rket in g of m erch a n d is e a s well a s pers on a l s ervices . Th e fu tu re rela t ion s h ip between em ployers a n d th eir em ployees will be more in the nature of a partnership consisting of: a. The employer b. The employee c. The public they serve

Th is n ew wa y of m a rket in g pers on a l s ervices is ca lled n ew for m a n y rea s on s , fir s t , both th e em ployer a n d th e em ployee of th e fu tu re will be con s idered a s fellow-employees wh os e bu s in es s it will be to SERVE THE PUBLIC EFFICIENTLY. In t im es pa s t , em ployers , a n d em ployees h a ve ba r tered a m on g th em s elves , d r ivin g th e bes t ba rga in s th ey cou ld with on e a n oth er , n ot con s ider in g th a t in th e fin a l a n a lys is th ey were, in rea lity, BARGAINING AT THE EXPENSE OF THE THIRD PARTY, THE PUBLIC THEY SERVED.

Th e depres s ion s erved a s a m igh ty p rotes t from a n in ju red pu b lic, wh os e r igh ts h a d been t ra m pled u pon in every d irect ion by th os e wh o were cla m or in g for in d ividu a l a dva n ta ges a n d p rofits . Wh en th e debr is of th e depres s ion s h a ll h a ve been clea red a wa y, a n d bu s in es s s h a ll h a ve been on ce a ga in res tored to ba la n ce, both em ployers a n d em ployees will recogn ize th a t th ey a re NO LONGER PRIVILEGED TO DRIVE BARGAINS AT THE EXPENSE OF THOSE WHOM THEY SERVE. The real employer of the future will be the public. This s h ou ld be kep t u pperm os t in m in d by every pers on s eek in g to market personal services effectively.


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Nea r ly every ra ilroa d in Am er ica is in fin a n cia l d ifficu lty.

Wh o does n ot rem em ber th e da y wh en , if a cit izen en qu ired a t th e t icket office, th e t im e of depa r tu re of a t ra in , h e wa s a b ru p t ly refer red to th e bu llet in boa rd in s tea d of bein g politely given the information?

Th e s t reet ca r com pa n ies h a ve exper ien ced a “ch a n ge of t im es ” a ls o. Th ere wa s a t im e n ot s o very lon g a go wh en s t reet ca r con du ctors took p r ide in givin g a rgu m en t to pa s s en gers . Ma n y of th e s t reet ca r t ra cks h a ve been rem oved a n d pa s s en gers r ide on a bu s , wh os e d r iver is “th e la s t word in politeness.”

All over th e cou n try s t reet ca r t ra cks a re ru s t in g from a ba n don m en t , or h a ve been ta ken u p . Wh ere-ever s t reet ca rs a re s t ill in opera t ion , pa s s en gers m a y n ow r ide with ou t a rgu m en t , a n d on e m a y even h a il th e ca r in th e m idd le of th e block, and the motorman will OBLIGINGLY pick him up.

HOW TIMES HAVE CHANGED! Th a t is ju s t th e poin t I a m t ryin g to em ph a s ize. TIMES HAVE CHANGED! Moreover , th e ch a n ge is reflected n ot m erely in ra ilroa d offices a n d on s t reet ca rs , bu t in oth er wa lks of life a s well. Th e “pu b lic-be-da m n ed” policy is n ow pa s s é. It h a s been s u pp la n ted by th e “we-are-obligingly-at-your-service, sir,” policy.

Th e ba n kers h a ve lea rn ed a th in g or two du r in g th is ra p id ch a n ge wh ich h a s ta ken p la ce du r in g th e pa s t few yea rs . Im politen es s on th e pa r t of a ba n k officia l, or ba n k em ployee toda y is a s ra re a s it wa s con s p icu ou s a dozen yea rs a go. In th e yea rs pa s t , s om e ba n kers (n ot a ll of th em , of cou rs e), ca r r ied a n a tm os ph ere of a u s ter ity wh ich ga ve every wou ld -be borrower a ch ill wh en h e even th ou gh t of a pproa ch in g h is banker for a loan.

Th e th ou s a n ds of ba n k fa ilu res du r in g th e depres s ion h a d th e effect of rem ovin g th e m a h oga n y doors beh in d wh ich bankers formerly barricaded themselves. They now sit at desks in th e open , wh ere th ey m a y be s een a n d a pproa ch ed a t will by a n y depos itor , or by a n yon e wh o wis h es to s ee th em , a n d th e wh ole a tm os ph ere of th e ba n k is on e of cou r tes y a n d understanding.

It u s ed to be cu s tom a ry for cu s tom ers to h a ve to s ta n d a n d wa it a t th e corn er grocery u n t il th e clerks were th rou gh


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pa s s in g th e t im e of da y with fr ien ds , a n d th e p ropr ietor h a d fin is h ed m a k in g u p h is ba n k depos it , before bein g wa ited u pon . Ch a in s tores , m a n a ged by COURTEOUS MEN wh o do everyth in g in th e wa y of s ervice, s h or t of s h in in g th e cu s tom er’s s h oes , h a ve PUSHED THE OLDTIME MERCHANTS INTO THE BACKGROUND. TIME MARCHES ON!

“Cou r tes y” a n d “Service” a re th e wa tch -words of m erch a n d is in g toda y, a n d a pp ly to th e pers on wh o is m a rket in g pers on a l s ervices even m ore d irect ly th a n to th e em ployer wh om h e s erves , beca u s e, in th e fin a l a n a lys is , both th e em ployer a n d h is em ployee a re EMPLOYED BY THE PUBLIC THEY SERVE. If th ey fa il to s erve well, th ey pa y by th e loss of their privilege of serving.

We ca n a ll rem em ber th e t im e wh en th e ga s -meter reader pou n ded on th e door h a rd en ou gh to b rea k th e pa n els . Wh en the door wa s open ed , h e pu s h ed h is wa y in , u n in vited , with a s cowl on h is fa ce wh ich p la in ly s a id , “wh a t-the-hell-did-you-keep-me-waiting-for?” All th a t h a s u n dergon e a ch a n ge. Th e meter-m a n n ow con du cts h im s elf a s a gen t lem a n wh o is “delighted-to-be-at-your-service-s ir .” Before th e ga s com pa n ies lea rn ed th a t th eir s cowlin g m eter -m en were a ccu m u la t in g lia b ilit ies n ever to be clea red a wa y, th e polite s a les m en of oil burners came along and did a land office business.

Du r in g th e depres s ion , I s pen t s evera l m on th s in th e a n th ra cite coa l region of Pen n s ylva n ia , s tu dyin g con d it ion s wh ich a ll bu t des t royed th e coa l in du s t ry. Am on g s evera l very s ign ifica n t d is cover ies , wa s th e fa ct th a t greed on th e pa r t of opera tors a n d th eir em ployees wa s th e ch ief ca u s e of th e los s of business for the operators, and loss of jobs for the miners.

Th rou gh th e p res s u re of a grou p of overzea lou s la bor lea ders , rep res en t in g th e em ployees , a n d th e greed for p rofits on th e pa r t of th e opera tors , th e a n th ra cite bu s in es s s u dden ly dwin d led . Th e coa l opera tors a n d th eir em ployees d rove s h a rp ba rga in s with on e a n oth er , a dd in g th e cos t of th e “ba rga in in g” to th e p r ice of th e coa l, u n t il, fin a lly, th ey d is covered th ey h a d BUILT UP A WONDERFUL BUSINESS FOR THE MANUFACTURERS OF OIL BURNING OUTFITS AND THE PRODUCERS OF CRUDE OIL.


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“Th e wa ges of s in is dea th !” Ma n y h a ve rea d th is in th e

Bib le, bu t few h a ve d is covered it s m ea n in g. Now, a n d for s evera l yea rs , th e en t ire wor ld h a s been lis ten in g BY FORCE, to a sermon which might well be called “WHATSOEVER A MAN SOWETH, THAT SHALL HE ALSO REAP.”

Noth in g a s wides prea d a n d effect ive a s th e depres s ion cou ld pos s ib ly be “ju s t a coin ciden ce.” Beh in d th e depres s ion wa s a CAUSE. Noth in g ever h a ppen s with ou t a CAUSE. In th e m a in , th e ca u s e of th e depres s ion is t ra cea b le d irect ly to th e worldwide habit of trying to REAP without SOWING.

Th is s h ou ld n ot be m is ta ken to m ea n th a t th e depres s ion rep res en ts a crop wh ich th e wor ld is bein g FORCED to rea p with ou t h a vin g SOWN. Th e t rou b le is th a t th e wor ld s ow ed the w rong s ort of s eed . An y fa rm er kn ows h e ca n n ot s ow th e s eed of th is t les , a n d rea p a h a rves t of gra in . Begin n in g a t th e ou tb rea k of th e wor ld wa r , th e peop le of th e wor ld bega n to s ow th e s eed of s ervice in a dequ a te in both qu a lity a n d quantity. Nearly everyone was engaged in the pastime of trying to GET WITHOUT GIVING. These illustrations are brought to the attention of those who have personal services to market, to show that we are where we are, and what we are, because of our own conduct! If there is a principle of cause and effect, which controls business, finance, and transportation, this same principle controls individuals and determines their economic status.

WHAT IS YOUR “QQS” RATING? The causes of success in marketing services EFFECTIVELY and

permanently, have been clearly described. Unless those causes are studied, analyzed, understood and APPLIED, no man can market his services effectively and permanently. Every person must be his own salesman of personal services. The QUALITY and the QUANTITY of service rendered, and the SPIRIT in which it is rendered, determine to a large extent, the price, and the duration of employment. To market Personal services effectively, (which means a permanent market, at a satisfactory price, under pleasant conditions), one must adopt and follow the “QQS” formula which means that QUALITY, plus QUANTITY, plus the proper SPIRIT of cooperation, equals perfect salesmanship of service. Remember the “QQS” formula, but do more-APPLY IT AS A HABIT!


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Let us analyze the formula to make sure we understand exactly what it

means. 1. QUALITY of service shall be construed to mean the performance of every detail, in connection with your position, in the most efficient manner possible, with the object of greater efficiency always in mind. 2. QUANTITY of service shall be understood to mean the HABIT of rendering all the service of which you are capable, at all times, with the purpose of increasing the amount of service rendered as greater skill is developed through practice and experience. Emphasis is again placed on the word HABIT. 3. SPIRIT of service shall be construed to mean the HABIT of agreeable, harmonious conduct which will induce cooperation from associates and fellow employees.

Adequ a cy of QUALITY a n d QUANTITY of s ervice is n ot s u fficien t to m a in ta in a perm a n en t m a rket for you r s ervices . Th e con du ct , or th e SPIRIT in wh ich you deliver s ervice, is a s t ron g determ in in g fa ctor in con n ect ion with both th e p r ice you receive, and the duration of employment.

An drew Ca rn egie s t res s ed th is poin t m ore th a n oth ers in con n ect ion with h is des cr ip t ion of th e fa ctors wh ich lea d to s u cces s in th e m a rket in g of pers on a l s ervices . He em ph a s ized a ga in , a n d a ga in , th e n eces s ity for HARMONIOUS CONDUCT. He s t res s ed th e fa ct th a t h e wou ld n ot reta in a n y m a n , n o matter how great a QUANTITY, or how efficient the QUALITY of h is work , unless h e worked in a s p ir it of HARMONY. Mr. Carnegie insisted upon men being AGREEABLE.

To prove that he placed a high value upon this quality, he perm it ted m a n y m en w ho con form ed to h is s tand ard s to become very wealthy. Those who did not conform, had to make room for others.

Th e im por ta n ce of a p lea s in g pers on a lity h a s been s t res s ed , beca u s e it is a fa ctor wh ich en a b les on e to ren der s ervice in th e p roper SPIRIT. If on e h a s a pers on a lity wh ich PLEASES, a n d ren ders s ervice in a s p ir it of HARMONY, th es e a s s ets often m a ke u p for deficien cies in both th e QUALITY, a n d th e QUANTITY of s ervice on e ren ders . Noth in g, h owever ,


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ca n be SUCCESSFULLY SUBSTITUTED FOR PLEASING CONDUCT.

THE CAPITAL VALUE OF YOUR SERVICES Th e pers on wh os e in com e is der ived en t irely from th e

s a le of pers on a l s ervices is n o les s a m erch a n t th a n th e m a n wh o s ells com m odit ies , a n d it m igh t well be a dded , s u ch a pers on is s u b ject to EXACTLY THE SAME RULES of con du ct as the merchant who sells merchandise.

Th is h a s been em ph a s ized , beca u s e th e m a jor ity of peop le wh o live by th e s a le of pers on a l s ervices m a ke th e m is ta ke of con s ider in g th em s elves free from th e ru les of con du ct , a n d th e res pon s ib ilit ies a t ta ch ed to th os e wh o a re engaged in marketing commodities.

Th e n ew wa y of m a rket in g s ervices h a s p ra ct ica lly forced both em ployer a n d . em ployee in to pa r tn ers h ip a llia n ces , th rou gh wh ich both ta ke in to con s idera t ion th e r igh ts of th e third party, THE PUBLIC THEY SERVE.

Th e da y of th e “go-get ter” h a s pa s s ed . He h a s been s u pp la n ted by th e “go-giver .” High -p res s u re m eth ods in business finally blew the lid off. There will never be the need to pu t th e lid ba ck on , beca u s e, in th e fu tu re, bu s in es s will be conducted by methods that will require no pressure.

Th e a ctu a l ca p ita l va lu e of you r b ra in s m a y be determ in ed by th e a m ou n t of in com e you ca n p rodu ce (by m a rket in g you r s ervices ). A fa ir es t im a te of th e ca p ita l va lu e of your services may be made by multiplying your annual income by s ixteen a n d two-th irds , a s it is rea s on a b le to es t im a te th a t you r a n n u a l in com e rep res en ts s ix percen t of you r ca p ita l va lu e. Mon ey ren ts for 6% per a n n u m . Mon ey is wor th n o more than brains. It is often worth much less.

Com peten t “b ra in s ,” if effect ively m a rketed , rep res en t a m u ch m ore des ira b le form of ca p ita l th a n th a t wh ich is requ ired to con du ct a bu s in es s dea lin g in com m odit ies , beca u s e “b ra in s ” a re a form of ca p ita l wh ich ca n n ot be perm a n en t ly deprecia ted th rou gh depres s ion s , n or ca n th is form of ca p ita l be s tolen or s pen t . Moreover , th e m on ey wh ich is es s en t ia l for th e con du ct of bu s in es s is a s wor th les s a s a sand dune, until it has been mixed with efficient “brains.”


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THE THIRTY MAJOR CAUSES OF FAILURE HOW MANY OF THESE ARE HOLDING YOU BACK?

Life’s grea tes t t ra gedy con s is ts of m en a n d wom en wh o ea rn es t ly t ry, a n d fa il! Th e t ra gedy lies in th e overwh elm in gly la rge m a jor ity of peop le wh o fa il, a s com pa red to th e few wh o succeed.

I h a ve h a d th e p r ivilege of a n a lyzin g s evera l th ou s a n d m en a n d wom en , 98% of wh om were cla s s ed a s “fa ilu res .” Th ere is s om eth in g ra d ica lly wron g with a civiliza t ion , a n d a s ys tem of edu ca t ion , wh ich perm it 98% of th e peop le to go th rou gh life a s fa ilu res . Bu t I d id n ot wr ite th is book for th e pu rpos e of m ora lizin g on th e r igh ts a n d wron gs of th e wor ld ; that would require a book a hundred times the size of this one.

My a n a lys is work p roved th a t th ere a re th ir ty m a jor rea s on s for fa ilu re, a n d th ir teen m a jor p r in cip les th rou gh wh ich peop le a ccu m u la te for tu n es . In th is ch a p ter , a des cr ip t ion of th e th ir ty m a jor ca u s es of fa ilu re will be given . As you go over th e lis t , ch eck you rs elf by it , poin t by poin t , for the purpose of discovering how many of these causes-of-failure stand between you and success. 1. UNFAVORABLE HEREDITARY BACKGROUND. There is but little, if anything, which can be done for people who are born with a deficiency in brain power. This philosophy offers but one method of bridging this weakness—through the aid of the Master Mind. Observe with profit, however, that this is the ONLY one of the thirty causes of failure which may not be easily corrected by any individual. 2. LACK OF A WELL-DEFINED PURPOSE IN LIFE. There is no hope of success for the person who does not have a central purpose, or definite goal at which to aim. Ninety-eight out of every hundred of those whom I have analyzed, had no such aim. Perhaps this was the 3. LACK OF AMBITION TO AIM ABOVE MEDIOCRITY. We offer no hope for the person who is so indifferent as not to want to get ahead in life, and who is not willing to pay the price. 4. INSUFFICIENT EDUCATION. This is a handicap which may be overcome with comparative ease. Experience has proven that the best-educated people are often those who are


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known as “self-made,” or self-educated. It takes more than a college degree to make one a person of education. Any person who is educated is one who has learned to get whatever he wants in life without violating the rights of others. Education consists, not so much of knowledge, but of knowledge effectively and persistently APPLIED. Men are paid, not merely for wh a t th ey kn ow, bu t m ore pa r t icu la r ly for WHAT THEY DO WITH THAT WHICH THEY KNOW. 5. LACK OF SELF-DISCIPLINE. Discipline comes through self-control. This means that one must control all negative qualities. Before you can control conditions, you must first control yourself. Self-mastery is the hardest job you will ever tackle. If you do not conquer self, you will be conquered by self. You may see at one and the same time both your best friend and your greatest enemy, by stepping in front of a mirror. 6. ILL HEALTH. No person may enjoy outstanding success without good health. Many of the causes of ill health are subject to mastery and control. These, in the main are:

a. Overeating of foods not conducive to health b. Wrong habits of thought; giving expression to negatives. c. Wrong use of, and over indulgence in sex. d. Lack of proper physical exercise e. An inadequate supply of fresh air, due to improper

breathing.

7. UNFAVORABLE ENVIRONMENTAL INFLUENCES DURING CHILDHOOD. “As the twig is bent, so shall the tree grow.” Most people who have criminal tendencies acquire them as the result of bad environment, and improper associates during childhood. 8. PROCRASTINATION. This is one of the most common causes of failure. “Old Man Procrastination” stands within the shadow of every human being, waiting his opportunity to spoil one’s chances of success. Most of us go through life as failures, because we are waiting for the “time to be right” to start doing something worthwhile. Do not wait. The time will never be “just right.” Start where you stand, and work with whatever tools you may have at your command, and better tools will be found as you go along. 9. LACK OF PERSISTENCE. Most of us are good “starters” but poor “finishers” of everything we begin. Moreover, people are prone to give up at


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the first signs of defeat. There is no substitute for PERSISTENCE. The person who makes PERSISTENCE his watch-word, discovers that “Old Man Failure” finally becomes tired, and makes his departure. Failure cannot cope with PERSISTENCE. 10. NEGATIVE PERSONALITY. There is no hope of success for the person who repels people through a negative personality. Success comes through the application of POWER, and power is attained through the cooperative efforts of other people. A negative personality will not induce cooperation. 11. LACK OF CONTROLLED SEXUAL URGE. Sex energy is the most powerful of all the stimuli which move people into ACTION. Because it is the most powerful of the emotions, it must be controlled, through transmutation, and converted into other channels. 12. UNCONTROLLED DESIRE FOR “SOMETHING FOR NOTHING.” The gambling instinct drives millions of people to failure. Evidence of this may be found in a study of the Wall Street crash of ‘29, during which millions of people tried to make money by gambling on stock margins. 13. LACK OF A WELL DEFINED POWER OF DECISION. Men who succeed reach decisions promptly, and change them, if at all, very slowly. Men who fail, reach decisions, if at all, very slowly, and change them frequently, and quickly. Indecision and procrastination are twin brothers. Where one is found, the other may usually be found also. Kill off this pair before they completely “hog-tie” you to the treadmill of FAILURE. 14. ONE OR MORE OF THE SIX BASIC FEARS. These fears have been analyzed for you in a later chapter. They must be mastered before you can market your services effectively. 15. WRONG SELECTION OF A MATE IN MARRIAGE. This a most common cause of failure. The relationship of marriage brings people intimately into contact. Unless this relationship is harmonious, failure is likely to follow. Moreover, it will be a form of failure that is marked by misery and unhappiness, destroying all signs of AMBITION. 16. OVER-CAUTION. The person who takes no chances, generally has to take whatever is left when others are through choosing. Over-caution is as bad as under-caution. Both are extremes to be guarded against. Life itself is filled with the element of chance. 17. WRONG SELECTION OF ASSOCIATES IN BUSINESS. This is one of the most common causes of failure in business. In marketing personal services, one should use great care to select an employer who will be an inspiration, and who is, himself, intelligent and successful. We emulate


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those with whom we associate most closely. Pick an employer who is worth emulating. 18. SUPERSTITION AND PREJUDICE. Superstition is a form of fear. It is also a sign of ignorance. Men who succeed keep open minds and are afraid of nothing. 19. WRONG SELECTION OF A VOCATION.

No man can succeed in a line of endeavor which he does not like. The most essential step in the marketing of personal services is that of selecting an occupation into which you can throw yourself wholeheartedly.

20. LACK OF CONCENTRATION OF EFFORT. The “jack-of-all-trades” seldom is good at any. Concentrate all of your efforts on one DEFINITE CHIEF AIM. 21. THE HABIT OF INDISCRIMINATE SPENDING. The spend-thrift cannot succeed, mainly because he stands eternally in FEAR OF POVERTY. Form the habit of systematic saving by putting aside a definite percentage of your income. Money in the bank gives one a very safe foundation of COURAGE when bargaining for the sale of personal services. Without money, one must take what one is offered, and be glad to get it. 22. LACK OF ENTHUSIASM. Without enthusiasm one cannot be convincing. Moreover, enthusiasm is contagious, and the person who has it, under control, is generally welcome in any group of people. 23. INTOLERANCE. The person with a “closed” mmd on any subject seldom gets ahead. Intolerance means that one has stopped acquiring knowledge. The most damaging forms of intolerance are those connected with religious, racial, and political differences of opinion. 24. INTEMPERANCE. The most damaging forms of intemperance are connected with eating, strong drink, and sexual activities. Overindulgence in any of these is fatal to success. 25. INABILITY TO COOPERATE WITH OTHERS. More people lose their positions and their big opportunities in life, because of this fault, than for all other reasons combined. It is a fault which no well-informed business man, or leader will tolerate. 26. POSSESSION OF POWER THAT WAS NOT ACQUIRED THROUGH SELF EFFORT.

(Sons and daughters of wealthy men, and others who inherit money which they did not earn). Power in the hands of one who did not acquire it gradually, is often fatal to success. QUICK RICHES are more dangerous than poverty. 27. INTENTIONAL DISHONESTY. There is no substitute for honesty.


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One may be temporarily dishonest by force of circumstances over which one has no control, without permanent damage. But, there is NO HOPE for the person who is dishonest by choice. Sooner or later, his deeds will catch up with him, and he will pay by loss of reputation, and perhaps even loss of liberty. 28. EGOTISM AND VANITY. These qualities serve as red lights which warn others to keep away. THEY ARE FATAL TO SUCCESS. 29. GUESSING INSTEAD OF THINKING.

Most people are too indifferent or lazy to acquire FACTS with which to THINK ACCURATELY. They prefer to act on “opinions” created by guesswork or snap-judgments. 30. LACK OF CAPITAL. This is a common cause of failure among those who start out in business for the first time, without sufficient reserve of capital to absorb the shock of their mistakes, and to carry them over until they have established a REPUTATION. 31. Under this, name any particular cause of failure from which you have suffered that has not been included in the foregoing list.

In these thirty major causes of failure is found a description of the tragedy of life, which obtains for practically every person who tries and fails. It will be helpful if you can induce someone who knows you well to go over this list with you, and help to analyze you by the thirty causes of failure. It may be beneficial if you try this alone. Most people cannot see themselves as others see them. You may be one who cannot.

The oldest of admonitions is “Man, know thyself!” If you market merchandise successfully, you must know the merchandise. The same is true in marketing personal services. You should know all of your weaknesses in order that you may either bridge them or eliminate them entirely. You should know your strength in order that you may call attention to it when selling your services. You can know yourself only through accurate analysis.

Th e folly of ign ora n ce in con n ect ion with s elf wa s d is p la yed by a you n g m a n wh o a pp lied to th e m a n a ger of a well kn own bu s in es s for a pos it ion . He m a de a very good im pres s ion u n t il th e m a n a ger a s ked h im wh a t s a la ry h e expected . He rep lied th a t h e h a d n o fixed s u m in m in d (lack of a d efin ite aim ). Th e m a n a ger th en s a id , “We will pa y you a ll you are worth, alter we try you out for a week.”

“I will n ot a ccep t it ,” th e a pp lica n t rep lied , “beca u s e I AM GETTING MORE THAN THAT WHERE I AM NOW EMPLOYED.”


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Before you even s ta r t to n egot ia te for a rea d ju s tm en t of

you r s a la ry in you r p res en t pos it ion , or to s eek em ploym en t els ewh ere, BE SURE THAT YOU ARE WORTH MORE THAN YOU NOW RECEIVE.

It is one thing to WANT money—everyone wants more-but it is s om eth in g en t irely d ifferen t to be WORTH MORE! Ma n y peop le m is ta ke th eir WANTS for th eir J UST DUES. You r fin a n cia l requ irem en ts or wa n ts h a ve n oth in g wh a tever to do with you r WORTH. You r va lu e is es ta b lis h ed en t irely by you r a b ility to ren der u s efu l s ervice or you r ca pa city to in du ce others to render such service.

TAKE INVENTORY OF YOURSELF 28 QUESTIONS YOU SHOULD ANSWER

An n u a l s elf-a n a lys is is a n es s en t ia l in th e effect ive m a rket in g of pers on a l s ervices , a s is a n n u a l in ven tory in m erch a n d is in g. Moreover , th e yea r ly a n a lys is s h ou ld d is clos e a DECREASE IN FAULTS, a n d a n in crea s e in VIRTUES. On e goes a h ea d , s ta n ds s t ill, or goes ba ckwa rd in life. On e’s ob ject s h ou ld be, of cou rs e, to go a h ea d . An n u a l s elf-a n a lys is will d is clos e wh eth er a dva n cem en t h a s been , m a de, a n d if s o, h ow m u ch . It will a ls o d is clos e a n y ba ckwa rd s teps on e m a y h a ve m a de. Th e effect ive m a rket in g of pers on a l s ervices requ ires one to move forward even if the progress is slow.

You r a n n u a l s elf-a n a lys is s h ou ld be m a de a t th e en d of ea ch yea r , s o you ca n in clu de in you r New Yea r’s Res olu t ion s a n y im provem en ts wh ich th e a n a lys is in d ica tes s h ou ld be m a de. Ta ke th is in ven tory by a s k in g you rs elf th e followin g qu es t ion s , a n d by ch eck in g you r a n s wers with th e a id of someone who will not permit you to deceive yourself as to their accuracy.

SELF-ANALYSIS QUESTIONNAIRE FOR PERSONAL INVENTORY 1. Have I attained the goal which I established as my objective for this year? (You should work with a definite yearly objective to be attained as a part of your major life objective). 2. Have I delivered service of the best possible QUALITY of which I was capable, or could I have improved any part of this


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service? 3. Have I delivered service in the greatest possible QUANTITY of which I was capable? 4. Has the spirit of my conduct been harmonious, and cooperative at all times? 5. Have I permitted the habit of PROCRASTINATION to decrease my efficiency, and if so, to what extent? 6. Ha ve I im proved m y PERSONALITY, a n d if s o, in wh a t ways? Have I been PERSISTENT in following my plans through to completion? 7. Have I reached DECISIONS PROMPTLY AND DEFINITELY on all occasions? 8. Have I permitted any one or more of the six basic fears to decrease my efficiency? 9. Have I been either “over-cautious,” or “undercautious?” 10. Has my relationship with my associates in work been pleasant, or unpleasant? If it has been unpleasant, has the fault been partly, or wholly mine? 11. Have I dissipated any of my energy through lack of CONCENTRATION of effort? 12. Have I been open minded and tolerant in connection with all subjects? 13. In what way have I improved my ability to render service? 14. Have I been intemperate in any of my habits? 15. Have I expressed, either openly or secretly, any form of EGOTISM? 16. Has my conduct toward my associates been such that it has induced them to RESPECT me? 17. Have my opinions and DECISIONS been based upon guesswork, or accuracy of analysis and THOUGHT? 18. Have I followed the habit of budgeting my time, my expenses, and my income, and have I been conservative in these budgets? 19. How m u ch t im e h a ve I devoted to UNPROFITABLE effor t which I might have used to better advantage? 20. How may I RE-BUDGET my time, and change my habits so I will be more efficient during the coming year? 21. Have I been guilty of any conduct which was not


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approved by my conscience? 22. In what ways have I rendered MORE SERVICE AND BETTER SERVICE than I was paid to render? 23. Have I been unfair to anyone, and if so, in what way? 24. If I had been the purchaser of my own services for the year, would I be satisfied with my purchase? 25. Am I in the right vocation, and if not, why not? 26. Has the purchaser of my services been satisfied with the service I have rendered, and if not, why not? 27. What is my present rating on the fundamental principles of success? (Make this rating fairly, and frankly, and have it checked by someone who is courageous enough to do it accurately).

Ha vin g rea d a n d a s s im ila ted th e in form a t ion con veyed th rou gh th is ch a p ter , you a re n ow rea dy to crea te a p ra ct ica l p la n for m a rket in g you r pers on a l s ervices . In th is ch a p ter will be fou n d a n a dequ a te des cr ip t ion of every p r in cip le es sential in p la n n in g th e s a le of pers on a l s ervices , in clu d in g th e m a jor a t t r ibu tes of lea ders h ip ; th e m os t com m on ca u s es of fa ilu re in lea ders h ip ; a des cr ip t ion of th e fields of oppor tu n ity for lea ders h ip ; th e m a in ca u s es of fa ilu re in a ll wa lks of life, a n d the important questions which should be used in self-analysis. Th is exten s ive a n d deta iled p res en ta t ion of a ccu ra te information has been included, because it will be needed by all wh o m u s t begin th e a ccu m u la t ion of r ich es by m a rket in g pers on a l s ervices . Th os e wh o h a ve los t th eir for tu n es , a n d th os e wh o a re ju s t begin n in g to ea rn m on ey, h a ve n oth in g bu t pers on a l s ervices to offer in retu rn for r ich es , th erefore it is es s en t ia l th a t th ey h a ve a va ila b le th e p ra ct ica l in form a t ion needed to market services to best advantage.

Th e in form a t ion con ta in ed in th is ch a p ter will be of grea t va lu e to a ll wh o a s p ire to a t ta in lea ders h ip in a n y ca llin g. It will be pa r t icu la r ly h elp fu l to th os e a im in g to m a rket th eir services as business or industrial executives.

Complete a s s im ila t ion a n d u n ders ta n d in g of th e in form a t ion h ere con veyed will be h elp fu l in m a rket in g on e’s own s ervices , a n d it will a ls o h elp on e to becom e m ore a n a lyt ica l a n d ca pa b le of ju dgin g peop le. Th e in form a t ion will


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be p r iceles s to pers on n el d irectors , em ploym en t m a n a gers , a n d oth er execu t ives ch a rged with th e s elect ion of em ployees , a n d th e m a in ten a n ce of efficien t orga n iza t ion s . If you dou b t th is s ta tem en t , tes t it s s ou n dn es s by a n s wer in g in wr it in g th e twenty-eigh t s elf-a n a lys is qu es t ion s . Th a t m igh t be both in teres t in g a n d p rofita b le, even th ou gh you do n ot dou b t th e sound -ness of the statement.

WHERE AND HOW ONE MAY FIND OPPORTUNITIES TO ACCUMULATE RICHES

Now that we have analyzed the principles by which riches m a y be a ccu m u la ted , we n a tu ra lly a s k , “wh ere m a y on e fin d fa vora b le oppor tu n it ies to a pp ly th es e p r in cip les ?” Very well, let u s ta ke in ven tory a n d s ee wh a t th e Un ited Sta tes of America offer the person seeking riches, great or small.

To begin with, let us remember, all of us, that we live in a cou n try wh ere every law -abid ing citiz en en joy s freed om of though t and freed om of d eed unequaled any w here in the w orld . Mos t of u s h a ve n ever ta ken in ven tory of th e a dva n ta ges of th is freedom . We h a ve n ever com pa red ou r u n lim ited freedom with the curtailed freedom in other countries.

Here we h a ve freedom of th ou gh t , freedom in th e ch oice a n d en joym en t of edu ca t ion , freedom in religion , freedom in polit ics , freedom in th e ch oice of a bu s in es s , p rofes s ion or occu pa t ion , freedom to a ccu m u la te a n d own with ou t molestation, ALL

THE PROPERTY W E CAN ACCUMULATE, freedom to ch oos e ou r p la ce of res iden ce, freedom in m a rr ia ge, freedom th rou gh equ a l oppor tu n ity to a ll ra ces , freedom of t ra vel from on e s ta te to a n oth er , freedom in ou r ch oice of foods , a n d freedom to AIM FOR ANY S TATION IN LIFE FOR W HICH W E HAVE PREPARED OURS ELVES , even for th e p res iden cy of th e United States.

We h a ve oth er form s of freedom , bu t th is lis t will give a b ird ’s eye view of th e m os t im por ta n t , wh ich con s t itu te OPPORTUNITY of th e h igh es t order . Th is a dva n ta ge of freedom is a ll th e m ore con s p icu ou s beca u s e th e Un ited Sta tes is th e on ly cou n try gu a ra n teein g to every cit izen , wh eth er n a t ive born or naturalized, so broad and varied a list of freedom.


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Next , let u s recou n t s om e of th e b les s in gs wh ich ou r

wides prea d freedom h a s p la ced with in ou r h a n ds . Ta ke th e a vera ge Am er ica n fa m ily for exa m ple (m ea n in g, th e fa m ily of a vera ge in com e) a n d s u m u p th e ben efits a va ila b le to every m em ber of th e fa m ily, in th is la n d of OPPORTUNITY a n d plenty!

a . FOOD. Next to freedom of th ou gh t a n d deed com es FOOD, CLOTHING, a n d SHELTER, th e th ree ba s ic necessities of life. Beca u s e of ou r u n ivers a l freedom th e a vera ge

American family has available, at its very door, the choicest s elect ion of food to be fou n d a n ywh ere in th e wor ld , a n d a t prices within its financial range.

A fa m ily of two, livin g in th e h ea r t of Tim es Squ a re d is t r ict of New York City, fa r rem oved from th e s ou rce of p rodu ct ion of foods , took ca refu l in ven tory of th e cos t of a simple breakfast, with this astonishing result:

Articles of food; Cost at the breakfast table: Grape Fruit Juice, (From Florida) . . . . . . . . . . . . 02

Ripp led Wh ea t Brea kfa s t food (Ka n s a s Fa rm ). . . . . . 02 Tea (From China). . . . . . . . . . . . . . . . . . . . . . . . . . . 02 Bananas (From South America) . . . . . . . . . . . . . . . . 02½

Toa s ted Brea d (From Ka n s a s Fa rm ) . . . . . . . . . . . . . 01 Fresh Country Eggs (From Utah) . . . . . . . . . . . . . . .07

Su ga r (From Cu ba , or Uta h ) . . . . . . . . . . . . . . . . . . .00½ Butter and Cream (From New England) . . . . . . . . . . .03

Gra n d tota l . . . .20

It is n ot very d ifficu lt to ob ta in FOOD in a cou n try wh ere two peop le ca n h a ve b rea kfa s t con s is t in g of a ll th ey wa n t or n eed for a d im e a p iece! Obs erve th a t th is s im ple b rea kfa s t wa s


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gathered, by some strange form of magic (?) from China, South Am er ica , Uta h , Ka n s a s a n d th e New En gla n d Sta tes , a n d delivered on th e b rea kfa s t ta b le, rea dy for con s u m ption , in th e very h ea r t of th e m os t crowded city in Am er ica , a t a cos t well within the means of the most humble laborer.

The cost included all federal, state and city taxes! (Here is a fa ct th e polit icia n s d id n ot m en t ion wh en th ey were cryin g out to the voters to throw their opponents out of office because the people were being taxed to death).

b . SHELTER. Th is fa m ily lives in a com for ta b le a pa r tm en t , h ea ted by s tea m , ligh ted with elect r icity, with gas for cooking, all for $65.00 a month. In a smaller city, or a m ore s pa rs ely s et t led pa r t of New York city, th e s a m e apartment could be had for as low as $20.00 a month.

Th e toa s t th ey h a d for b rea kfa s t in th e food es t im a te wa s toa s ted on a n elect r ic toa s ter , wh ich cos t bu t a few dolla rs , th e a pa r tm en t is clea n ed with a va cu u m s weeper that is run by electricity. Hot &nd cold water is available, at all times, in the kitchen and the bathroom. The food is kept cool in a refr igera tor th a t is ru n by elect r icity. Th e wife cu r ls h er h a ir , wa s h es h er cloth es a n d iron s th em with ea s ily opera ted elect r ica l equ ipm en t , on power ob ta in ed by s t ick in g a p lu g in th e wa ll. Th e h u s ba n d s h a ves with a n elect r ic s h a ver , a n d th ey receive en ter ta in m en t from a ll over th e wor ld , twen ty fou r h ou rs a da y, if th ey wa n t it , without cost, by merely turning the dial of their radio.

Th ere a re oth er con ven ien ces in th is a pa r tm en t , bu t the foregoing list will give a fair idea of some of the concrete eviden ces of th e freedom we, of Am er ica , en joy. (And th is is neither political nor economic propaganda).

c. CLOTHING. An ywh ere in th e Un ited Sta tes , th e wom a n of a vera ge cloth in g requ irem en ts ca n d res s very com for ta b ly a n d n ea t ly for les s th a n $200 .00 a yea r , a n d the average man can dress for the same, or less.

On ly th e th ree ba s ic n eces s it ies of food , cloth in g, a n d shelter h a ve been m en t ion ed . Th e a vera ge Am er ica n cit izen h a s oth er p r ivileges a n d a dva n ta ges a va ila b le in retu rn for m odes t effor t , n ot exceed in g eigh t h ou rs per da y of la bor .


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Among these is the privilege of automobile transportation, with which one can go and come at will, at very small cost.

Th e a vera ge Am er ica n h a s s ecu r ity of p roper ty r igh ts n ot fou n d in a n y oth er cou n try in th e wor ld . He ca n p la ce h is s u rp lu s m on ey in a ba n k with th e a s s u ra n ce th a t h is govern m en t will p rotect it , a n d m a ke good to h im if th e ba n k fa ils . If a n Am er ica n cit izen wa n ts to t ra vel from on e s ta te to another he needs no passport, no one’s permission. He may go wh en h e p lea s es , a n d retu rn a t will. Moreover , h e m a y t ra vel by t ra in , p r iva te a u tom obile, bu s , a irp la n e, or s h ip , a s h is pocketbook perm its . In Germ a n y, Ru s s ia , Ita ly, a n d m os t of th e oth er Eu ropea n a n d Or ien ta l cou n tr ies , th e peop le ca n n ot travel with so much freedom, and at so little cost.

THE “MIRACLE” THAT HAS PROVIDED THESE BLESSINGS We often h ea r polit icia n s p rocla im in g th e freedom of

Am er ica , wh en th ey s olicit votes , bu t s eldom do th ey ta ke th e t im e or devote s u fficien t effor t to th e a n a lys is of th e s ou rce or n a tu re of th is “freedom .” Ha vin g n o a xe to gr in d , n o gru dge to expres s , n o u lter ior m ot ives to be ca r r ied ou t , I h a ve th e p r ivilege of goin g in to a fra n k a n a lys is of th a t m ys ter iou s , a bs t ra ct , grea t ly m is u n ders tood “SOMETHING” wh ich gives to every cit izen of Am er ica m ore b les s in gs , m ore oppor tu n it ies to a ccu m u la te wea lth , m ore freedom of every n a tu re, th a n m a y be found in any other country.

I h a ve th e r igh t to a n a lyze th e s ou rce a n d n a tu re of th is UNSEEN POWER, beca u s e I kn ow, a n d h a ve kn own for m ore th a n a qu a r ter of a cen tu ry, m a n y of th e m en wh o orga n ized th a t power , a n d m a n y wh o a re n ow res pon s ib le for it s maintenance.

Th e n a m e of th is m ys ter iou s ben efa ctor of m a n k in d is CAPITAL!

CAPITAL con s is ts n ot a lon e of m on ey, bu t m ore pa r t icu la r ly of h igh ly orga n ized , in telligen t grou ps of m en wh o plan ways and means of using money efficiently for the good of the public, and profitably to themselves.

Th es e grou ps con s is t of s cien t is ts , edu ca tors , ch em is ts , in ven tors , bu s in es s a n a lys ts , pu b licity m en , t ra n s por ta t ion exper ts , a ccou n ta n ts , la wyers , doctors , a n d both m en a n d


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wom en wh o h a ve h igh ly s pecia lized kn owledge in a ll fields of in du s t ry a n d bu s in es s . Th ey p ion eer , exper im en t , a n d b la ze t ra ils in n ew fields of en dea vor . Th ey s u ppor t colleges , h os p ita ls , pu b lic s ch ools , bu ild good roa ds , pu b lis h newspapers, pay most of the cost of government, and take care of th e m u lt itu d in ou s deta il es s en t ia l to h u m a n p rogres s . S ta ted b r iefly, th e ca p ita lis ts a re th e b ra in s of civiliza t ion , beca u s e th ey s u pp ly th e en t ire fa b r ic of wh ich a ll edu ca t ion , enlightenment and human progress consists.

Mon ey, with ou t b ra in s , a lwa ys is da n gerou s . Proper ly u s ed , it is th e m os t im por ta n t es s en t ia l of civiliza t ion . Th e s im ple b rea kfa s t h ere des cr ibed cou ld n ot h a ve been delivered to th e New York fa m ily a t a d im e ea ch , or at any other price, if orga n ized ca p ita l h a d n ot p rovided th e m a ch in ery, th e s h ips, th e ra ilroa ds , a n d th e h u ge a rm ies of t ra in ed m en to opera te them.

Som e s ligh t idea of th e im por ta n ce of ORGANIZED CAPITAL m a y be h a d by t ryin g to im a gin e you rs elf bu rden ed with th e res pon s ib ility of collect in g, with ou t th e a id of ca p ita l, a n d deliver in g to th e New York City fa m ily, th e s im ple breakfast described.

To s u pp ly th e tea , you wou ld h a ve to m a ke a t r ip to China or India, both a very long way from America. Unless you a re a n excellen t s wim m er , you wou ld becom e ra th er t ired before m a k in g th e rou n d t r ip . Th en , too, a n oth er p rob lem wou ld con fron t you . Wh a t wou ld you u s e for m on ey, even if you had the physical endurance to swim the ocean?

To supply the sugar, you would have to take another long swim to Cuba, or a long walk to the sugar beet section of Utah. Bu t even th en , you m igh t com e ba ck with ou t th e s u ga r , beca u s e orga n ized effor t a n d m on ey a re n eces s a ry to p rodu ce s u ga r , to s a y n oth in g of wh a t is requ ired to refin e, t ra n s por t , a n d deliver it to th e b rea kfa s t ta b le a n ywh ere in th e Un ited States.

Th e eggs , you cou ld deliver ea s ily en ou gh from th e ba rn ya rds n ea r New York City, bu t you wou ld h a ve a very lon g wa lk to Flor ida a n d retu rn , before you cou ld s erve th e two glasses of grapefruit juice.


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You wou ld h a ve a n oth er lon g wa lk , to Ka n s a s , or on e of

th e oth er wh ea t growin g s ta tes , wh en you wen t a fter th e fou r slices of wheat bread.

Th e Ripp led Wh ea t Bis cu its wou ld h a ve to be om it ted from th e m en u , beca u s e th ey wou ld n ot be a va ila b le excep t th rou gh th e la bor of a t ra in ed orga n iza t ion of m en a n d suitable machinery, ALL OF WHICH CALL FOR CAPITAL.

Wh ile res t in g, you cou ld ta ke off for a n oth er lit t le s wim down to Sou th Am er ica , wh ere you wou ld p ick u p a cou p le of ba n a n a s , a n d on you r retu rn , you cou ld ta ke a s h or t wa lk to th e n ea res t fa rm h a vin g a da iry a n d p ick u p s om e bu t ter a n d crea m . Th en you r New York City fa m ily wou ld be rea dy to s it down a n d en joy b rea kfa s t , a n d y ou cou ld collect y our tw o dimes for your labor!

Seem s a bs u rd , does n ’t it? Well, th e p rocedu re des cr ibed wou ld be th e on ly pos s ib le wa y th es e s im ple item s of food cou ld be delivered to th e h ea r t of New York City, if we h a d n o capitalistic system.

Th e s u m of m on ey requ ired for th e bu ild in g a n d m a in ten a n ce of th e ra ilroa ds a n d s tea m s h ips u s ed in th e delivery of th a t s im ple b rea kfa s t is s o h u ge th a t it s ta ggers on e’s im a gin a t ion . It ru n s in to h u n dreds of m illion s of dolla rs , n ot to m en t ion th e a rm ies of t ra in ed em ployees requ ired to m a n th e s h ips a n d t ra in s . Bu t , t ra n s por ta t ion is on ly a pa r t of th e requ irem en ts of m odern civiliza t ion in ca p ita lis t ic Am er ica . Before th ere ca n be a n yth in g to h a u l, s om eth in g m u s t be grown from th e grou n d , or m a n u fa ctu red a n d p repa red for m a rket . Th is ca lls for m ore m illion s of dolla rs for equ ipm en t , m a ch in ery, boxin g, m a rket in g, a n d for th e wa ges of m illion s of men and women.

Stea m s h ips a n d ra ilroa ds do n ot s p r in g u p from th e ea r th a n d fu n ct ion a u tom a t ica lly. Th ey com e in res pon s e to th e ca ll of civiliza t ion , th rou gh th e la bor a n d in gen u ity a n d orga n izin g a b ility of m en wh o h a ve IMAGINATION, FAITH, ENTHUSIASM, DECISION, PERSISTENCE! Th es e m en a re kn own a s ca p ita lis ts . Th ey a re m ot iva ted by th e des ire to bu ild , con s t ru ct , a ch ieve, ren der u s efu l s ervice, ea rn p rofits a n d a ccu m u la te r ich es . An d , beca u s e th ey RENDER SERVICE


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WITHOUT WHICH THERE WOULD BE NO CIVILIZATION, th ey put themselves in the way of great riches.

J u s t to keep th e record s im ple a n d u n ders ta n da b le, I will add that these capitalists are the self-same men of whom most of u s h a ve h ea rd s oa p-box ora tors s pea k . Th ey a re th e s a m e m en to wh om ra d ica ls , ra cketeers , d is h on es t polit icia n s a n d gra ft in g la bor lea ders refer a s “th e p reda tory in teres ts ,” or “Wall Street.”

I a m n ot a t tem pt in g to p res en t a b r ief for or a ga in s t a n y grou p of m en or a n y s ys tem of econ om ics . I a m n ot a t tem pt in g to condemn collective bargaining when I refer to “grafting labor lea ders ,” n or do I a im to give a clea n b ill of h ea lth to a ll individuals known as capitalists.

Th e pu rpos e of th is book—A purpos e to w h ich I have faith fu lly d evoted over a quarter of a cen tury —is to p res en t to a ll wh o wa n t th e kn owledge, th e m os t depen da b le ph ilos oph y th rou gh wh ich in d ividu a ls m a y a ccu m u la te r ich es in wh a tever amounts they desire.

I h a ve h ere a n a lyzed th e econ om ic a dva n ta ges of th e capitalistic system for the two-fold purpose of showing: 1. that all who seek riches must recognize and adapt themselves to the system that controls all approaches to fortunes, large or small, and 2. to present the side of the picture opposite to that being shown by politicians and demagogues who deliberately becloud the issues

th ey b r in g u p , by refer r in g to orga n ized ca p ita l a s if it were something poisonous.

Th is is a ca p ita lis t ic cou n try, it wa s developed th rou gh the use of capital, and we who claim the right to partake of the b les s in gs of freedom a n d oppor tu n ity, we wh o s eek to a ccu m u la te r ich es h ere, m a y a s well kn ow th a t n eith er r ich es n or oppor tu n ity wou ld be a va ila b le to u s if ORGANIZED CAPITAL had not provided these benefits.

For m ore th a n twen ty yea rs it h a s been a s om ewh a t popu la r a n d growin g pa s t im e for ra d ica ls , s elf-seeking polit icia n s , ra cketeers , crooked la bor lea ders , a n d on occa s ion


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religiou s lea ders , to ta ke pot-s h ots a t “WALL STREET, THE MONEY CHANGERS, and BIG BUSINESS.”

Th e p ra ct ice beca m e s o gen era l th a t we witn es s ed du r in g th e bu s in es s depres s ion , th e u n believa b le s igh t of h igh govern m en t officia ls lin in g u p with th e ch ea p polit icia n s , a n d la bor lea ders , with th e open ly a vowed pu rpos e of th rot t lin g th e system which has made Industrial America the richest country on ea r th . Th e lin e-u p wa s s o gen era l a n d s o well orga n ized th a t it p rolon ged th e wors t depres s ion Am er ica h a s ever kn own . It cos t m illion s of m en th eir jobs , beca u s e th os e jobs were in s epa ra b ly a pa r t of th e in du s t r ia l a n d ca p ita lis t ic system which form the very backbone of the nation.

Du r in g th is u n u s u a l a llia n ce of govern m en t officia ls a n d self-s eek in g in d ividu a ls wh o were en dea vor in g to p rofit by decla r in g “open s ea s on ” on th e Am er ica n s ys tem of in du s t ry, a cer ta in type of la bor lea der join ed forces with th e polit icia n s a n d offered to deliver voters in retu rn for legis la t ion des ign ed to perm it m en to TAKE RICHES AWAY FROM INDUSTRY BY ORGANIZED FORCE OF NUMBERS, INSTEAD OF THE BETTER METHOD OF GIVING A FAIR DAY’S WORK FOR A FAIR DAY’S PAY.

Million s of m en a n d wom en th rou gh ou t th e n a t ion a re s t ill en ga ged in th is popu la r pa s t im e of t ryin g to GET with ou t GIVING. Som e of th em a re lin ed u p with la bor u n ion s , wh ere th ey dem a n d SHORTER HOURS AND MORE PAY! Oth ers do n ot ta ke th e t rou b le to work a t a ll. THEY DEMAND GOVERNMENT RELIEF AND ARE GETTING IT. Th eir idea of th eir r igh ts of freedom wa s dem on s tra ted in New York City, wh ere violen t com pla in t wa s regis tered with th e Pos tm a s ter , by a grou p of “relief ben eficia r ies ,” beca u s e th e Pos tm en a wa ken ed th em a t 7 :30 A.M. to deliver Govern m en t relief ch ecks . Th ey DEMANDED th a t th e t im e of delivery be s et u p to 10:00 o’clock.

If you a re on e of th os e wh o believe th a t r ich es ca n be a ccu m u la ted by th e m ere a ct of m en wh o orga n ize th em s elves in to grou ps a n d dem a n d MORE PAY for LESS SERVICE, if you a re on e of th os e wh o DEMAND Govern m en t relief with ou t early morning disturbance when the money is delivered to you,


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if you a re on e of th os e wh o believe in t ra d in g th eir votes to polit icia n s in retu rn for th e pa s s in g of la ws wh ich perm it th e ra id in g of th e pu b lic t rea s u ry, you m a y res t s ecu rely on you r belief, with cer ta in kn owledge th a t n o on e will d is tu rb you , because THIS IS A FREE COUNTRY WHERE EVERY MAN MAY THINK AS HE PLEASES, wh ere n ea r ly everybody ca n live with bu t lit t le effor t , wh ere m a n y m a y live well with ou t doin g a n y work whatsoever.

However , you s h ou ld kn ow th e fu ll t ru th con cern in g th is FREEDOM of wh ich s o m a n y peop le boa s t , a n d s o few u n ders ta n d . As grea t a s it is , a s fa r a s it rea ch es , a s m a n y p r ivileges a s it p rovides , IT DOES NOT, AND CANNOT BRING RICHES WITHOUT EFFORT.

Th ere is bu t on e depen da b le m eth od of a ccu m u la t in g, a n d lega lly h old in g r ich es , a n d th a t is by ren der in g u s efu l s ervice. No s ys tem h a s ever been crea ted by wh ich m en ca n lega lly a cqu ire r ich es th rou gh m ere force of n u m bers , or withou t givin g in retu rn a n equ iva len t va lu e of on e form or another.

Th ere is a p r in cip le kn own a s th e la w of ECONOMICS! This is more than a theory. It is a law no man can beat.

Ma rk well th e n a m e of th e p r in cip le, a n d rem em ber it , beca u s e it is fa r m ore powerfu l th a n a ll th e polit icia n s a n d political machines. It is above and beyond the control of all the la bor u n ion s . It ca n n ot be s wa yed , n or in flu en ced n or b r ibed by ra cketeers or s elf-a ppoin ted lea ders in a n y ca llin g. Moreover , IT HAS AN ALLSEEING EYE, AND A PERFECT SYSTEM OF BOOKKEEPING, in wh ich it keeps a n a ccu ra te a ccou n t of th e t ra n s a ct ion s of every h u m a n bein g en ga ged in th e bu s in es s of t ryin g to get with ou t givin g. Soon er or la ter it s a u d itors com e a rou n d , look over th e records of in d ividu a ls both great and small, and demand an accounting.

“Wa ll St reet , Big Bu s in es s , Ca p ita l Preda tory In teres ts ,” or wh a tever n a m e you ch oos e to give th e s ys tem wh ich h a s given u s AMERICAN FREEDOM, rep res en ts a grou p of m en wh o u n ders ta n d , res pect , a n d a da p t th em s elves to th is powerfu l LAW OF ECONOMICS! Th eir fin a n cia l con t in u a t ion depends upon their respecting the law.


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Mos t peop le livin g in Am er ica like th is cou n try, it s

ca p ita lis t ic s ys tem a n d a ll. I m u s t con fes s I kn ow of n o bet ter cou n try, wh ere on e m a y fin d grea ter oppor tu n it ies to a ccu m u la te r ich es . J u dgin g by th eir a cts a n d deeds , th ere a re some in this country who do not like it. That, of course is their p r ivilege; if th ey do n ot like th is cou n try, it s ca p ita lis t ic s ys tem , it s bou n d les s oppor tu n it ies , THEY HAVE THE PRIVILEGE OF CLEARING OUT! Alwa ys th ere a re oth er countries, such as Germany, Russia, and Italy, where one may try on e’s h a n d a t en joyin g freedom , a n d a ccu m u la t in g r ich es providing one is not too particular.

Am er ica p rovides a ll th e freedom a n d a ll th e oppor tu n ity to a ccu m u la te r ich es th a t a n y h on es t pers on m a y requ ire. Wh en on e goes h u n t in g for ga m e, on e s elects h u n t in g grou n ds wh ere ga m e is p len t ifu l. Wh en s eek in g r ich es , th e s a m e ru le would naturally obtain.

If it is r ich es you a re s eek in g, do n ot over look th e pos s ib ilit ies of a cou n try wh os e cit izen s a re s o r ich th a t wom en , a lon e, s pen d over two h u n dred m illion dolla rs a n n u a lly for lip -s t icks , rou ge a n d cos m et ics . Th in k twice, you who are seeking riches, before trying to destroy the Capitalistic System of a cou n try wh os e cit izen s s pen d over fifty m illion dolla rs a yea r for GREETING CARDS, with wh ich to expres s their appreciation of their FREEDOM!

If it is m on ey you a re s eek in g, con s ider ca refu lly a cou n try th a t s pen ds h u n dreds of m illion s of dolla rs a n n u a lly for ciga ret tes , th e bu lk of th e in com e from wh ich goes to on ly fou r m a jor com pa n ies en ga ged in s u pp lyin g th is n a t ion a l builder of “nonchalance” and “quiet nerves.”

By a ll m ea n s give p len ty of con s idera t ion to a cou n try wh os e peop le s pen d a n n u a lly m ore th a n fifteen m illion dolla rs for th e p r ivilege of s eein g m ovin g p ictu res , a n d tos s in a few a dd it ion a l m illion s for liqu or , n a rcot ics , a n d oth er les s poten t soft drinks and giggle-waters.

Do n ot be in too b ig a h u r ry to get a wa y from a cou n try whos e peop le willin gly, even ea ger ly, h a n d over m illion s of dollars annually for football, baseball, and prize fights.


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An d, by a ll m ea n s , STICK by a cou n try wh os e

in h a b ita n ts give u p m ore th a n a m illion dolla rs a yea r for chewing gum, and another million for safety razor blades.

Rem em ber , a ls o, th a t th is is bu t th e begin n in g of th e a va ila b le s ou rces for th e a ccu m u la t ion of wea lth . On ly a few of th e lu xu r ies a n d n on -es s en t ia ls h a ve been m en t ion ed . Bu t , rem em ber th a t th e bu s in es s of p rodu cin g, t ra n s por t in g, and m a rket in g th es e few item s of m erch a n d is e gives regu la r em ploym en t to MANY MILLIONS OF MEN AND WOMEN, wh o receive for th eir s ervices MANY MILLIONS OF DOLLARS MONTHLY, a n d s pen d it freely for both th e lu xu r ies a n d th e necessities.

Es pecia lly rem em ber , th a t ba ck of a ll th is exch a n ge of m erch a n d is e a n d pers on a l s ervices m a y be fou n d a n a bu n da n ce of OPPORTUNITY to a ccu m u la te r ich es . Here ou r AMERICAN FREEDOM com es to on e’s a id . Th ere is n oth in g to s top you , or a n yon e from en ga gin g in a n y por t ion of th e effort n eces s a ry to ca r ry on th es e bu s in es s es . If on e h a s s u per ior ta len t , t ra in in g, exper ien ce, on e m a y a ccu m u la te r ich es in la rge a m ou n ts . Th os e n ot s o for tu n a te m a y a ccu m u la te smaller amounts. Anyone may earn a living in return for a very nominal amount of labor.

So—there you are! OPPORTUNITY h a s s p rea d it s wa res before you . Step u p

to th e fron t , s elect wh a t you wa n t , crea te you r p la n , pu t th e p la n in to a ct ion , a n d follow th rou gh with PERSISTENCE. “Ca p ita lis t ic” Am er ica will do th e res t . You ca n depen d u pon th is m u ch — CAPITALISTIC AMERICA INSURES EVERY PERSON THE OPPORTUNITY TO RENDER USEFUL SERVICE, AND TO COLLECT RICHES IN PROPORTION TO THE VALUE OF THE SERVICE.

Th e “Sys tem ” den ies n o on e th is r igh t , bu t it does n ot , a n d ca n n ot p rom is e SOMETHING FOR NOTHING, beca u s e th e s ys tem , it s elf, is ir revoca b ly con trolled by th e LAW OF ECONOMICS wh ich n eith er recogn izes n or tolera tes for lon g, GETTING WITHOUT GIVING.

Th e LAW OF ECONOMICS wa s pa s s ed by Na tu re! Th ere is no Supreme Court to which violators of this law may appeal. Th e la w h a n ds ou t both pen a lt ies for it s viola t ion , a n d


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a ppropr ia te rewa rds for it s obs erva n ce, w ithou t in terference or the pos s ibility of in terference by any hum an being. Th e la w ca n n ot be repea led . It is a s fixed a s th e s ta rs in th e h ea ven s , a n d s u b ject to, a n d a pa r t of th e s a m e s ys tem th a t con trols the stars.

Ma y on e refu s e to a da p t on e’s s elf to th e LAW OF ECONOMICS?

Cer ta in ly! Th is is a free cou n try, wh ere a ll m en a re born with equ a l r igh ts , in clu d in g th e p r ivilege of ign or in g th e LAW OF ECONOMICS.

What happens then? Well, n oth in g h a ppen s u n t il la rge n u m bers of m en join

forces for th e a vowed pu rpos e of ign or in g th e la w, a n d ta k in g what they want by force.

THEN COMES THE DICTATOR, W ITH W ELL ORGANIZED FIRING SQUADS AND MACHINE GUNS!

We h a ve n ot yet rea ch ed th a t s ta ge in Am er ica ! Bu t we h a ve h ea rd a ll we wa n t to kn ow a bou t h ow th e s ys tem works . Perh a ps we h a l1 be for tu n a te en ou gh n ot to dem a n d pers on a l kn owledge of s o gru es om e a rea lity. Dou b t les s we s h a ll p refer to con t in u e with ou r FREEDOM OF SPEECH, FREEDOM OF DEED, a n d FREEDOM TO RENDER USEFUL SERVICE IN RETURN FOR RICHES.

Th e p ra ct ice, by Govern m en t officia ls of exten d in g to m en a n d wom en th e p r ivilege of ra id in g th e pu b lic t rea s u ry in retu rn for votes , s om et im es res u lts in elect ion , bu t a s n igh t follows da y, th e fin a l pa yoff com es ; wh en every pen n y wron gfu lly u s ed , m u s t be repa id with com pou n d in teres t on com pou n d in teres t . If th os e wh o m a ke th e gra b a re n ot forced to repa y, th e bu rden fa lls on th eir ch ild ren , a n d th eir ch ild ren ’s ch ild ren , “even u n to th e th ird a n d fou r th generations.” There is no way to avoid the debt.

Men can, and sometimes do, form themselves into groups for th e pu rpos e of crowdin g wa ges u p , a n d work in g h ou rs down . Th ere is a poin t beyon d wh ich th ey ca n n ot go. It is th e poin t a t wh ich th e LAW OF ECONOMICS s teps in , a n d th e sheriff gets both the employer and the employees.

For s ix yea rs , from 1929 , to 1935 , th e peop le of Am er ica , both r ich a n d poor , ba rely m is s ed s eein g th e Old Ma n


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Econ om ics h a n d over to th e s h er iff a ll th e bu s in es s es , a n d in du s t r ies a n d ba n ks . It wa s n ot a p ret ty s igh t! It d id n ot in crea s e ou r res pect for m ob ps ych ology th rou gh wh ich m en ca s t rea s on to th e win ds a n d s ta r t t ryin g to GET with ou t GIVING.

We wh o wen t th rou gh th os e s ix d is cou ra gin g years, when FEAR WAS IN THE SADDLE, AND FAITH WAS ON THE GROUND, ca n n ot forget h ow ru th les s ly th e LAW OF ECONOMICS exa cted it s toll from both r ich a n d poor , wea k a n d s t ron g, old a n d you n g. We s h a ll n ot wis h to go th rou gh another such experience.

Th es e obs erva t ion s a re n ot fou n ded u pon s h or t -time exper ien ce. Th ey a re th e res u lt of twen ty-five yea rs of ca refu l a n a lys is of th e m eth ods of both th e m os t s u cces s fu l a n d th e most unsuccessful men America has known.

CHAPTER 8 DECISION

THE MASTERY OF PROCRASTINATION

The Seventh Step toward Riches

ACCURATE a n a lys is of over 25 ,000 m en a n d wom en wh o h a d exper ien ced fa ilu re, d is clos ed th e fa ct th a t LACK OF DECISION was near the head of the list of the 30 major causes of FAILURE. This is no mere statement of a theory—it is a fact.

PROCRASTINATION, th e oppos ite of DECISION, is a common enemy which practically every man must conquer.

You will h a ve a n oppor tu n ity to tes t you r ca pa city to reach quick and definite DECISIONS wh en you fin is h rea d in g th is book , a n d a re rea dy to begin pu t t in g in to ACTION th e principles which it describes.

An a lys is of s evera l h u n dred peop le wh o h a d a ccu m u la ted fortunes well beyond the million dollar mark, disclosed the fact that every one of them h a d th e h a b it of REACHING DECISIONS PROMPTLY, a n d of ch a n gin g th es e decis ion s SLOWLY, if, a n d wh en th ey were ch a n ged . Peop le wh o fa il to a ccu m u la te m on ey, w ithou t exception , h a ve th e h a b it of


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rea ch in g decis ion s , IF AT ALL, very slowly, a n d of changing these decisions quickly and often.

On e of Hen ry Ford ’s m os t ou ts ta n d in g qu a lit ies is h is habit of rea ch in g decis ion s qu ick ly a n d defin itely, a n d ch a n gin g th em s lowly. Th is qu a lity is s o p ron ou n ced in Mr . Ford, that it has given him the reputation of being obstinate. It wa s th is qu a lity wh ich p rom pted Mr. Ford to con t in u e to m a n u fa ctu re h is fa m ou s Model “T” (th e wor ld ’s u glies t ca r ), wh en a ll of h is a dvis ors , a n d m a n y of th e pu rch a s ers of th e car, were urging him to change it.

Perh a ps , Mr . Ford dela yed too lon g in m a k in g th e ch a n ge, bu t th e oth er s ide of th e s tory is , th a t Mr . Ford ’s firm n es s of decis ion yielded a h u ge for tu n e, before th e ch a n ge in m odel beca m e necessary. Th ere is bu t lit t le dou b t th a t Mr . Ford ’s h a b it of defin iten es s of decis ion a s s u m es th e p ropor t ion of obs t in a cy, bu t th is qu a lity is p refera b le to s lown es s in reaching decisions and quickness in changing them.

Th e m a jor ity of peop le wh o fa il to a ccu m u la te m on ey s u fficien t for th eir n eeds , a re, gen era lly, ea s ily in flu en ced by th e “op in ion s ” of oth ers . Th ey perm it th e n ews pa pers a n d th e “gossip in g” n eigh bors to do th eir “th in k in g” for th em . “Opin ion s a re th e ch ea pes t com m odit ies on ea r th . Everyon e h a s a flock of op in ion s rea dy to be wis h ed u pon a n yon e wh o will a ccep t th em . If you a re in flu en ced by “op in ion s ” wh en you rea ch DECISIONS, you will n ot s u cceed in a n y u n der ta k in g, m u ch les s in th a t of t ra n s m u t in g YOUR OWN DESIRE in to money.

If you a re in flu en ced by th e op in ion s of oth ers , you will have no DESIRE of your own.

Keep you r own cou n s el, wh en you begin to pu t in to p ra ct ice th e p r in cip les des cr ibed h ere, by reach ing y our ow n decisions a n d followin g th em . Ta ke n o on e in to you r con fiden ce, EXCEPT th e m em bers of you r “Ma s ter Min d” grou p , a n d be very s u re in you r s elect ion of th is grou p , th a t you ch oos e ONLY th os e wh o will be in COMPLETE SYMPATHY AND HARMONY WITH YOUR PURPOSE.

Clos e fr ien ds a n d rela t ives , wh ile n ot m ea n in g to do s o, often handicap one through “opinions” and sometimes through


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r id icu le, wh ich is m ea n t to be h u m orou s . Th ou s a n ds of m en a n d wom en ca r ry in fer ior ity com plexes with th em a ll th rou gh life, beca u s e s om e well-m ea n in g, bu t ign ora n t pers on destroyed their confidence through “opinions” or ridicule.

You h a ve a b ra in a n d m in d of you r own . USE IT, a n d rea ch you r own decis ion s . If you n eed fa cts or in form a t ion from oth er peop le, to en a b le you to rea ch decis ion s , a s you p roba b ly will in m a n y in s ta n ces ; a cqu ire th es e fa cts or s ecu re th e in form a t ion you n eed qu iet ly, with ou t d is clos in g you r purpose.

It is characteristic of people who have but a smattering or a ven eer of kn owledge to t ry to give th e im pres s ion th a t th ey h a ve m u ch kn owledge. Su ch peop le gen era lly do TOO MUCH ta lk in g, a n d TOO LITTLE lis ten in g. Keep you r eyes a n d ea rs wide open —a n d you r m ou th CLOSED, if you wis h to a cqu ire th e h a b it of p rom pt DECISION. Th os e wh o ta lk too m u ch do lit t le els e. If you ta lk m ore th a n you lis ten , you n ot on ly depr ive you rs elf of m a n y oppor tu n it ies to a ccu m u la te u s efu l kn owledge, bu t you a ls o d is clos e you r PLANS a n d PURPOSES to peop le wh o will ta ke grea t deligh t in defea t in g you , beca u s e they envy you.

Rem em ber , a ls o, th a t every t im e you open you r m ou th in th e p res en ce of a pers on wh o h a s a n a bu n da n ce of kn owledge, you d is p la y to th a t pers on , you r exa ct s tock of kn owledge, or you r LACK of it ! Gen u in e wis dom is u s u a lly con s p icu ou s through modesty and silence.

Keep in m in d th e fa ct th a t every pers on with wh om you a s s ocia te is , like you rs elf, s eek in g th e oppor tu n ity to accumulate money. If you talk about your plans too freely, you m a y be s u rp r is ed wh en you lea rn th a t s om e oth er pers on h a s bea ten you to you r goa l by PUTTING INTO ACTION AHEAD OF YOU, the plans of which you talked unwisely.

Let on e of you r fir s t decis ion s be to KEEP A CLOSED MOUTH AND OPEN EARS AND EYES.

As a rem in der to you rs elf to follow th is a dvice, it will be h elp fu l if you copy th e followin g ep igra m in la rge let ters a n d place it where you will see it daily.

“TELL THE WORLD WHAT YOU INTEND TO DO, BUT FIRST SHOW IT.”


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Th is is th e equ iva len t of s a yin g th a t “deeds , a n d n ot

words, are what count most.” FREEDOM OR DEATH ON A DECISION

Th e va lu e of decis ion s depen ds u pon th e cou ra ge requ ired to ren der th em . Th e grea t decis ion s , wh ich s erved a s th e fou n da t ion of civiliza t ion , were rea ch ed by a s s u m in g grea t risks, which often meant the possibility of death.

Lin coln ’s decis ion to is s u e h is fa m ou s Procla m a t ion of Em a n cipa t ion , wh ich ga ve freedom to th e colored peop le of Am er ica , wa s ren dered with fu ll u n ders ta n d in g th a t h is a ct wou ld tu rn th ou s a n ds of fr ien ds a n d polit ica l s u ppor ters a ga in s t h im . He kn ew, too, th a t th e ca r ryin g ou t of th a t p rocla m a t ion wou ld m ea n dea th to th ou s a n ds of m en on th e ba t t lefield . In th e en d , it cos t Lin coln h is life. Th a t requ ired courage.

Socra tes ’ decis ion to d r in k th e cu p of pois on , ra th er th a n com prom is e in h is pers on a l belief, wa s a decis ion of cou ra ge. It tu rn ed Tim e a h ea d a th ou s a n d yea rs , a n d ga ve to peop le then unborn, the right to freedom of thought and of speech.

Th e decis ion of Gen . Rober t E . Lee, wh en h e ca m e to th e pa r t in g of th e wa y with th e Un ion , a n d took u p th e ca u s e of th e Sou th , wa s a decis ion of cou ra ge, for h e well kn ew th a t it m igh t cos t h im h is own life, th a t it wou ld s u rely cos t th e lives of others.

Bu t , th e grea tes t decis ion of a ll t im e, a s fa r a s a n y Am er ica n cit izen is con cern ed , wa s rea ch ed in Ph ila delph ia , J u ly 4 , 1776 , wh en fifty-s ix m en s ign ed th eir n a m es to a docu m en t , wh ich th ey well kn ew wou ld b r in g freedom to a ll Am er ica n s , or leave every one of the fifty -s ix hanging from a gallows!

You h a ve h ea rd of th is fa m ou s docu m en t , bu t you m a y n ot h a ve d ra wn from it th e grea t les s on in pers on a l achievement it so plainly taught.

We a ll rem em ber th e da te of th is m om en tou s decis ion , bu t few of u s rea lize wh a t cou ra ge th a t decis ion requ ired . We rem em ber ou r h is tory, a s it wa s ta u gh t ; we rem em ber da tes , a n d th e n a m es of th e m en wh o fou gh t ; we rem em ber Va lley Forge, a n d York town ; we rem em ber George Wa s h in gton , a n d Lord Corn wa llis . Bu t we kn ow lit t le of th e rea l forces ba ck of


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th es e n a m es , da tes , a n d p la ces . We kn ow s t ill les s of th a t in ta n gib le POWER, wh ich in s u red u s freedom long before Washington’s armies reached Yorktown.

We read the history of the Revolution, and falsely imagine th a t George Wa s h in gton wa s th e Fa th er of ou r Cou n try, th a t it wa s h e wh o won ou r freedom , wh ile th e t ru th is —Washington wa s on ly a n a cces s ory a fter th e fa ct , beca u s e victory for h is a rm ies h a d been in s u red lon g before Lord Corn wa llis s u r ren dered . Th is is n ot in ten ded to rob Wa s h in gton of a n y of th e glory h e s o r ich ly m er ited . It s pu rpos e, ra th er , is to give grea ter a t ten t ion to th e a s tou n d in g POWER th a t wa s th e real cause of his victory.

It is n oth in g s h or t of t ra gedy th a t th e wr iters of h is tory h a ve m is s ed , en t irely, even th e s ligh tes t referen ce to th e ir res is t ib le POWER, wh ich ga ve b ir th a n d freedom to th e n a t ion des t in ed to s et u p n ew s ta n da rds of in depen den ce for a ll th e peop les of th e ea r th . I s a y it is a t ra gedy, beca u s e it is th e s elf-s a m e POWER wh ich m u s t be u s ed by every in d ividu a l wh o s u rm ou n ts th e d ifficu lt ies of Life, a n d forces Life to pa y the price asked.

Let u s b r iefly review th e even ts wh ich ga ve b ir th to th is POWER. The story begins with an incident in Boston, March 5, 1770 . Br it is h s old iers were pa t rolin g th e s t reets , by th eir p res en ce, open ly th rea ten in g th e cit izen s . Th e colon is ts res en ted a rm ed m en m a rch in g in th eir m ids t . Th ey bega n to express th eir res en tm en t open ly, h u r lin g s ton es a s well a s ep ith ets , a t th e m a rch in g s old iers , u n t il th e com m a n din g officer gave orders, “Fix bayonets. . . . Charge!”

Th e ba t t le wa s on . It res u lted in th e dea th a n d in ju ry of m a n y. Th e in ciden t a rou s ed s u ch res en tm en t th a t th e Provin cia l As s em bly, (m a de u p of p rom in en t colon is ts ), ca lled a m eet in g for th e pu rpos e of ta k in g defin ite a ct ion . Two of th e m em bers of th a t As s em bly were, J oh n Ha n cock , a n d Sa m u el Adams-LONG LIVE THEIR NAMES! Th ey s poke u p cou ra geou s ly, a n d decla red th a t a m ove m u s t be m a de to eject all British soldiers from Boston.

Rem em ber th is -a DECISION, in th e m in ds of two m en , m igh t p roper ly be ca lled th e begin n in g of th e freedom wh ich we, of th e Un ited Sta tes n ow en joy. Rem em ber , too, th a t th e


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DECISION of th es e two m en ca lled for FAITH, a n d COURAGE, because it was dangerous.

Before th e As s em bly a d jou rn ed , Sa m u el Ada m s wa s a ppoin ted to ca ll on th e Govern or of th e Provin ce, Hu tch in s on , and demand the withdrawal of the British troops.

Th e requ es t wa s gra n ted , th e t roops were rem oved from Bos ton , bu t th e in ciden t wa s n ot clos ed . It h a d ca u s ed a s itu a t ion des t in ed to ch a n ge th e en t ire t ren d of civiliza t ion . St ra n ge, is it n ot , h ow th e grea t ch a n ges , s u ch a s th e Am er ica n Revolu t ion , a n d th e World Wa r , often h a ve th eir begin n in gs in circu m s ta n ces wh ich s eem u n im por ta n t? It is in teres t in g, a ls o, to obs erve th a t th es e im por ta n t ch a n ges u s u a lly begin in th e form of a DEFINITE DECISION in th e m in ds of a rela t ively s m a ll n u m ber of peop le. Few of u s kn ow th e h is tory of ou r cou n try well en ou gh to rea lize th a t J oh n Ha n cock , Sa m u el Ada m s , a n d Rich a rd Hen ry Lee (of th e Province of Virginia) were the real Fathers of our Country.

Rich a rd Hen ry Lee beca m e a n im por ta n t fa ctor in th is s tory by rea s on of th e fa ct th a t h e a n d Sa m u el Ada m s com m u n ica ted frequ en t ly (by cor res pon den ce), s h a r in g freely th eir fea rs a n d th eir h opes con cern in g th e welfa re of th e peop le of th eir Provin ces . From th is p ra ct ice, Ada m s con ceived the idea that a mutual exchange of letters between the thirteen Colonies might help to bring about the coordination of effort so ba d ly n eeded in con n ect ion with th e s olu t ion of th eir problems. Two years after the clash with the soldiers in Boston (March ‘72), Adams presented this idea to the Assembly, in the form of a m ot ion th a t a Corres pon den ce Com m it tee be es ta b lis h ed a m on g th e Colon ies , with defin itely a ppoin ted cor res pon den ts in ea ch Colon y, “for th e pu rpos e of fr ien d ly coopera t ion for th e bet term en t of th e Colon ies of Br it is h America.”

Ma rk well th is in ciden t! It wa s th e begin n in g of th e orga n iza t ion of th e fa r -flu n g POWER des t in ed to give freedom to you , a n d to m e. Th e Ma s ter Min d h a d a lrea dy been orga n ized . It con s is ted of Ada m s , Lee, a n d Ha n cock . “I tell you fu r th er , th a t if two of you a gree u pon th e ea r th con cern in g a n yth in g for wh ich you a s k , it will com e to you from My Father, who is in Heaven.”


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Th e Com m it tee of Corres pon den ce wa s orga n ized .

Obs erve th a t th is m ove p rovided th e wa y for in crea s in g th e power of th e Ma s ter Min d by a dd in g to it m en from a ll th e Colon ies . Ta ke n ot ice th a t th is p rocedu re con s t itu ted th e fir s t ORGANIZED PLANNING of the disgruntled Colonists.

In u n ion th ere is s t ren gth ! Th e cit izen s of th e Colon ies h a d been wa gin g d is orga n ized wa rfa re a ga in s t th e Br it is h s old iers , th rou gh in ciden ts s im ila r to th e Bos ton r iot , bu t n oth in g of ben efit h a d been a ccom plis h ed . Th eir in d ividu a l gr ieva n ces h a d n ot been con s olida ted u n der on e Ma s ter Min d . No grou p of in d ividu a ls h a d pu t th eir h ea r ts , m in ds , s ou ls , a n d bod ies togeth er in on e defin ite DECISION to s et t le th eir d ifficu lty with th e Br it is h on ce a n d for a ll, u n t il Ada m s , Hancock, and Lee got together.

Mea n wh ile, th e Br it is h were n ot id le. Th ey, too, were doin g s om e PLANNING a n d “Ma s ter -Min d in g” on th eir own a ccou n t , with th e a dva n ta ge of h a vin g ba ck of th em m on ey, and organized soldiery.

Th e Crown a ppoin ted Ga ge to s u pp la n t Hu tch in s on a s th e Govern or of Ma s s a ch u s et ts . On e of th e n ew Govern or’s fir s t a cts wa s to s en d a m es s en ger to ca ll on Sa m u el Ada m s , for th e pu rpos e of en dea vor in g to s top h is oppos it ion —by FEAR.

We ca n bes t u n ders ta n d th e s p ir it of wh a t h a ppen ed by qu ot in g th e con vers a t ion between Col. Fen ton , (th e m es s en ger sent by Gage), and Adams.

Col. Fen ton : “I h a ve been a u th or ized by Govern or Ga ge, to a s s u re you , Mr . Ada m s , th a t th e Govern or h a s been em powered to con fer u pon you s u ch ben efits a s wou ld be s a t is fa ctory, [en dea vor to win Ada m s by p rom is e of b r ibes ], upon the condition that you engage to cease in your opposition to th e m ea s u res of th e govern m en t . It is th e Govern or’s a dvice to you , Sir , n ot to in cu r th e fu r th er d is p lea s u re of h is m a jes ty. You r con du ct h a s been s u ch a s m a kes you lia b le to pen a lt ies of a n Mt of Hen ry VIII, by wh ich pers on s ca n be s en t to En gla n d for t r ia l for t rea s on , or m is p r is ion of t rea s on , a t th e discretion of a govern or of a p rovin ce. Bu t , BY CHANGING YOUR POLITICAL COURSE, you will n ot on ly receive grea t


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pers on a l a dva n ta ges , bu t you will m a ke you r pea ce with th e King.”

Sa m u el Ada m s h a d th e ch oice of two DECISIONS. He cou ld cea s e h is oppos it ion , a n d receive pers on a l b r ibes , or h e could CONTINUE, AND RUN THE RISK OF BEING HANGED!

Clea r ly, th e t im e h a d com e wh en Ada m s wa s forced to reach instantly, a DECISION wh ich cou ld h a ve cos t h is life. Th e m a jor ity of m en wou ld h a ve fou n d it d ifficu lt to rea ch s u ch a decis ion . Th e m a jor ity wou ld h a ve s en t ba ck a n eva s ive rep ly, bu t n ot Ada m s ! He in s is ted u pon Col. Fen ton ’s word of h on or , th a t th e Colon el wou ld deliver to th e Govern or th e answer exactly as Adams would give it to him.

Ada m s ’ a n s wer , “Th en you m a y tell Govern or Ga ge th a t I t ru s t I h a ve lon g s in ce m a de m y pea ce with th e Kin g of Kin gs . No pers on a l con s idera t ion s h a ll in du ce m e to a ba n don th e r igh teou s ca u s e of m y Cou n try. An d , TELL GOVERNOR GAGE IT IS THE ADVICE OF SAMUEL ADAMS TO HIM, n o lon ger to insult the feelings of an exasperated people.”

Com m en t a s to th e ch a ra cter of th is m a n s eem s u n n eces s a ry. It m u s t be obviou s to a ll wh o rea d th is a s tou n d in g m es s a ge th a t it s s en der pos s es s ed loya lty of th e h igh es t order . This is im portan t. (Ra cketeers a n d d is h on est polit icia n s h a ve p ros t itu ted th e h on or for wh ich s u ch m en a s Adams died).

Wh en Govern or Ga ge received Ada m s ’ ca u s t ic rep ly, h e flew in to a ra ge, a n d is s u ed a p rocla m a t ion wh ich rea d , “I do, h ereby, in h is m a jes ty’s n a m e, offer a n d p rom is e h is m os t graciou s pa rdon to a ll pers on s wh o s h a ll for th with la y down th eir a rm s , a n d retu rn to th e du t ies of pea cea b le s u b jects , excep t in g on ly from th e ben efit of s u ch pa rdon , SAMUEL ADAMS AND J OHN HANCOCK, wh os e offen ces a re of too flagitious a nature to admit of any other consideration but that of condign punishment.”

As on e m igh t s a y, in m odern s la n g, Ada m s a n d Ha n cock were “on th e s pot!” Th e th rea t of th e ira te Govern or forced th e two m en to rea ch a n oth er DECISION, equ a lly a s da n gerou s . Th ey h u rr ied ly ca lled a s ecret m eet in g of th eir s ta u n ch es t followers . (Here th e Ma s ter Min d bega n to ta ke on m om en tu m ). After th e m eet in g h a d been ca lled to order ,


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Ada m s locked th e door , p la ced th e key in h is pocket , a n d in form ed a ll p res en t th a t it wa s im pera t ive th a t a Con gres s of th e Colon is ts be orga n ized , a n d th a t NO MAN SHOULD LEAVE THE ROOM UNTIL THE DECISION FOR SUCH A CONGRESS HAD BEEN REACHED.

Grea t excitem en t followed . Som e weigh ed th e pos s ib le con s equ en ces of s u ch ra d ica lis m . (Old Ma n Fea r ). Som e expres s ed gra ve dou b t a s to th e wis dom of s o d efin ite a decision in defia n ce of th e Crown . Locked in th a t room were TWO MEN im m u n e to Fea r , b lin d to th e pos s ib ility of Fa ilu re. Ha n cock a n d Ada m s . Th rou gh th e in flu en ce of th eir m in ds , th e oth ers were in du ced to a gree th a t , th rou gh th e Corres pon den ce Com m it tee, a r ra n gem en ts s h ou ld be m a de for a m eet in g of th e Firs t Con t in en ta l Con gres s , to be h eld in Philadelphia, September 5, 1774.

Rem em ber th is da te. It is m ore im por ta n t th a n J u ly 4 , 1776 . If th ere h a d been n o DECISION to h old a Con t in en ta l Con gres s , th ere cou ld h a ve been n o s ign in g of th e Decla ra t ion of Independence.

Before th e fir s t m eet in g of th e n ew Con gres s , a n oth er lea der , in a d ifferen t s ect ion of th e cou n try wa s deep in th e th roes of pu b lis h in g a “Su m m a ry View of th e Righ ts of Br it is h Am er ica .” He wa s Th om a s J effers on , of th e Provin ce of Virgin ia , wh os e rela t ion s h ip to Lord Du n m ore, (rep res en ta t ive of th e Crown in Virgin ia ), wa s a s s t ra in ed a s th a t of Ha n cock and Adams with their Governor.

Sh or t ly a fter h is fa m ou s Su m m a ry of Righ ts wa s pu b lis h ed , J effers on wa s in form ed th a t h e wa s s u b ject to prosecution for high treason against his majesty’s government. In s p ired by th e th rea t , on e of J effers on ’s collea gu es , Pa t r ick Hen ry, bold ly s poke h is m in d , con clu d in g h is rem a rks with a s en ten ce wh ich s h a ll rem a in forever a cla s s ic, “If th is be treason, then make the most of it.”

It wa s s u ch m en a s th es e wh o, with ou t power , with ou t a u th or ity, with ou t m ilita ry s t ren gth , with ou t m on ey, s a t in s olem n con s idera t ion of th e des t in y of th e colon ies , begin n in g a t th e open in g of th e Firs t Con t in en ta l Con gres s , a n d con t in u in g a t in terva ls for two yea rs —u n t il on J u n e 7 , 1776 ,


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Rich a rd Hen ry Lee a ros e, a ddres s ed th e Ch a ir , a n d to th e startled Assembly made this motion:

“Gen t lem en , I m a ke th e m ot ion th a t th es e Un ited Colon ies a re, a n d of r igh t ou gh t to be free a n d in depen den t s ta tes , th a t th ey be a bs olved from a ll a llegia n ce to th e Br it is h Crown , a n d th a t a ll polit ica l con n ect ion between th em a n d th e state of Great Britain is, and ought to be totally dissolved.”

Lee’s a s tou n d in g m ot ion wa s d is cu s s ed ferven t ly, a n d a t s u ch len gth th a t h e bega n to los e pa t ien ce. Fin a lly, a fter da ys of a rgu m en t , h e a ga in took th e floor , a n d decla red , in a clea r , firm voice, “Mr. Pres iden t , we h a ve d is cu s s ed th is is s u e for da ys . It is th e on ly cou rs e for u s to follow. Wh y, th en Sir , do we lon ger dela y? Wh y s t ill delibera te? Let th is h a ppy da y give b ir th to a n Am er ica n Repu b lic. Let h er a r is e, n ot to deva s ta te a n d to con qu er , bu t to rees ta b lis h th e reign of pea ce, a n d of la w. Th e eyes of Eu rope a re fixed u pon u s . Sh e dem a n ds of u s a living example of freedom, that may exhibit a contrast, in the felicity of the citizen, to the ever increasing tyranny.”

Before h is m ot ion wa s fin a lly voted u pon , Lee wa s ca lled ba ck to Virgin ia , beca u s e of s er iou s fa m ily illn es s , bu t before lea vin g, h e p la ced h is ca u s e in th e h a n ds of h is fr ien d , Th om a s J effers on , wh o p rom is ed to figh t u n t il fa vora b le a ct ion wa s ta ken . Sh or t ly th erea fter th e Pres iden t of th e Con gres s (Hancock), appointed Jefferson as Chairman of a Committee to draw up a Declaration of Independence.

Lon g a n d h a rd th e Com m it tee la bored , on a docu m en t wh ich wou ld m ea n , wh en a ccep ted by th e Con gres s , th a t EVERY MAN WHO SIGNED IT, WOULD BE SIGNING HIS OWN DEATH WARRANT, s h ou ld th e Colon ies los e in th e figh t with Great Britain, which was sure to follow.

Th e docu m en t wa s d ra wn , a n d on J u n e 28 , th e or igin a l d ra ft wa s rea d before th e Con gres s . For s evera l da ys it wa s d is cu s s ed , a ltered , a n d m a de rea dy. On J u ly 4 , 1776 , Th om a s Jeffers on s tood before th e As s em bly, a n d fea r les s ly rea d th e most momentus DECISION ever placed upon paper.

“Wh en in th e cou rs e of h u m a n even ts it is n eces s a ry for on e peop le to d is s olve th e polit ica l ba n ds wh ich h a ve con n ected th em with a n oth er , a n d to a s s u m e, a m on g th e powers of th e ea r th , th e s epa ra te a n d equ a l s ta t ion to wh ich


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th e la ws of Na tu re, a n d of Na tu re’s God en t it le th em , a decen t res pect to th e op in ion s of m a n k in d requ ires th a t th ey s h ou ld declare the causes which impel them to the separation. . .

Wh en J effers on fin is h ed , th e docu m en t wa s voted u pon , a ccep ted , a n d s ign ed by th e fifty-s ix m en , every on e s ta k in g h is own life u pon h is DECISION to wr ite h is n a m e. By th a t DECISION ca m e in to exis ten ce a n a t ion des t in ed to b r in g to mankind forever, the privilege of making DECISIONS.

By decis ion s m a de in a s im ila r s p ir it of Fa ith , a n d on ly by such decisions, can men solve their personal problems, and win for th em s elves h igh es ta tes of m a ter ia l a n d s p ir itu a l wealth. Let us not forget this!

An a lyze th e even ts wh ich led to th e Decla ra t ion of In depen den ce, a n d be con vin ced th a t th is n a t ion , wh ich n ow h olds a pos it ion of com m a n din g res pect a n d power a m on g a ll n a t ion s of th e wor ld , wa s born of a DECISION crea ted by a Ma s ter Min d , con s is t in g of fifty-s ix m en . Note well, th e fa ct th a t it wa s th eir DECISION wh ich in s u red th e s u cces s of Wa s h in gton ’s a rm ies , beca u s e th e spirit of th a t decis ion wa s in the heart of every soldier who fought with him, and served as a spiritual power which recognizes no such thing as FAILURE.

Note, a ls o, (with grea t pers on a l ben efit ), th a t th e POWER wh ich ga ve th is n a t ion it s freedom , is th e s elf-same power that m u s t be u s ed by every in d ividu a l wh o becom es s elf-determ in in g. Th is POWER is m a de u p of th e p r in cip les des cr ibed in th is book . It will n ot be d ifficu lt to detect , in th e s tory of th e Decla ra t ion of In depen den ce, a t lea s t s ix of th es e p r in cip les ; DESIRE, DECISION, FAITH, PERSISTENCE, THE MASTER MIND, and ORGANIZED PLANNING.

Th rou gh ou t th is ph ilos oph y will be fou n d th e s u gges t ion that th ou gh t , ba cked by s t ron g DESIRE, h a s a ten den cy to t ra n s m u te it s elf in to it s ph ys ica l equ iva len t . Before pa s s in g on , I wis h to lea ve with you th e s u gges t ion th a t on e m a y fin d in th is s tory, a n d in th e s tory of th e orga n iza t ion of th e Un ited Sta tes Steel Corpora t ion , a per fect des cr ip t ion of th e m eth od by which thought makes this astounding transformation.

In you r s ea rch for th e s ecret of th e m eth od , do n ot look for a m ira cle, beca u s e you will n ot fin d it . You will fin d on ly th e etern a l la ws of Na tu re. Th es e la ws a re a va ila b le to every


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pers on wh o h a s th e FAITH a n d th e COURAGE to u s e th em . Th ey m a y be u s ed to b r in g freedom to a n a t ion , or to a ccu m u la te r ich es . Th ere is n o ch a rge s a ve th e t im e n eces s a ry to understand and appropriate them.

Th os e wh o rea ch DECISIONS prom ptly a n d defin itely, kn ow wh a t th ey wa n t , a n d gen era lly get it . Th e lea ders in every wa lk of life DECIDE qu ick ly, a n d firm ly. Th a t is th e m a jor rea s on wh y th ey a re lea ders . Th e wor ld h a s th e h a b it of m a k in g room for th e m a n wh os e words a n d a ct ion s s h ow th a t he knows where he is going.

INDECISION is a h a b it wh ich u s u a lly begin s in you th . Th e h a b it ta kes on perm a n en cy a s th e you th goes th rou gh gra ded s ch ool, h igh s ch ool, a n d even th rou gh college, with ou t DEFINITENESS OF PURPOSE. Th e m a jor wea kn es s of a ll edu ca t ion a l s ys tem s is th a t th ey n eith er tea ch n or en cou ra ge the habit of DEFINITE DECISION.

It wou ld be ben eficia l if n o college wou ld perm it th e en rollm en t of a n y s tu den t , u n les s a n d u n t il th e s tu den t decla red h is m a jor pu rpos e in m a tr icu la t in g. It wou ld be of s t ill grea ter ben efit , if every s tu den t wh o en ters th e gra ded s ch ools were com pelled to a ccep t t ra in in g in th e HABIT OF DECISION, a n d forced to pa s s a s a t is fa ctory exa m in a t ion on this subject before being permitted to advance in the grades.

Th e h a b it of INDECISION a cqu ired beca u s e of th e deficien cies of ou r s ch ool s ys tem s , goes with th e s tu den t in to th e occu pa t ion h e ch oos es . . . IF . . in fa ct , h e ch oos es h is occu pa t ion . Gen era lly, th e you th ju s t ou t of s ch ool s eeks a n y job th a t ca n be fou n d . He ta kes th e fir s t p la ce h e fin ds , beca u s e h e h a s fa llen in to th e h a b it of INDECISION. Nin ety-eight out of every hundred people working for wages today, are in th e pos it ion s th ey h old , beca u s e th ey la cked th e DEFINITENESS OF DECISION to PLAN A DEFINITE POSITION, and the knowledge of how to choose an employer.

DEFINITENESS OF DECISION a lwa ys requ ires cou ra ge, s om et im es very grea t cou ra ge. Th e fifty-s ix m en wh o s ign ed th e Decla ra t ion of In depen den ce s ta ked th eir lives on th e DECISION to a ffix th eir s ign a tu res to th a t docu m en t . Th e pers on wh o rea ch es a DEFINITE DECISION to p rocu re th e pa r t icu la r job , a n d m a ke life pa y th e p r ice h e a s ks , does n ot


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s ta ke h is life on th a t decis ion ; h e s ta kes h is ECONOMIC FREEDOM. Fin a n cia l in depen den ce, r ich es , des ira b le business and professional positions are not within reach of the pers on wh o n eglects or refu s es to EXPECT, PLAN, a n d DEMAND th es e th in gs . Th e pers on wh o des ires r ich es in th e s a m e s p ir it th a t Sa m u el Ada m s des ired freedom for th e Colonies, is sure to accumulate wealth.

In th e ch a p ter on Orga n ized Pla n n in g, you will fin d com plete in s t ru ct ion s for m a rket in g every type of pers on a l s ervices . You will fin d a ls o deta iled in form a t ion on h ow to ch oos e th e em ployer you p refer , a n d th e pa r t icu la r job you des ire. Th es e in s t ru ct ion s will be of n o va lu e to you UNLESS YOU DEFINITELY DECIDE to orga n ize th em in to a p la n of action.

CHAPTER 9 PERSISTENCE

THE SUSTAINED EFFORT NECESSARY TO INDUCE FAITH

The Eighth Step toward Riches

PERSISTENCE is a n es s en t ia l fa ctor in th e p rocedu re of t ra n s m u t in g DESIRE in to it s m on eta ry equ iva len t . Th e ba s is of persistence is the POWER OF WILL.

Will-power a n d des ire, wh en p roper ly com bin ed , m a ke a n ir res is t ib le pa ir . Men wh o a ccu m u la te grea t for tu n es a re gen era lly kn own a s cold -b looded , a n d s om et im es ru th les s . Often th ey a re m is u n ders tood . Wh a t th ey h a ve is will-power, wh ich th ey m ix with pers is ten ce, a n d p la ce ba ck of th eir desires to insure the attainment of their objectives.

Hen ry Ford h a s been gen era lly m is u n ders tood to be ru th les s a n d cold-b looded . Th is m is con cep t ion grew ou t of Ford ’s h a b it of followin g th rou gh in a ll of h is p la n s with PERSISTENCE.

Th e m a jor ity of peop le a re rea dy to th row th eir a im s a n d pu rpos es overboa rd , a n d give u p a t th e fir s t s ign of oppos it ion or m is for tu n e. A few ca r ry on DESPITE a ll oppos it ion , u n t il th ey a t ta in th eir goa l. Th es e few a re th e Fords , Ca rn egies , Rockefellers, and Edisons.


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Th ere m a y be n o h eroic con n ota t ion to th e word

“pers is ten ce,” bu t th e qu a lity is to th e ch a ra cter of m a n wh a t carbon is to steel.

Th e bu ild in g of a for tu n e, gen era lly, in volves th e a pp lica t ion of th e en t ire th ir teen fa ctors of th is ph ilos oph y. Th es e p r in cip les m u s t be u n ders tood , th ey m u s t be a pp lied with PERSISTENCE by all who accumulate money.

If you a re followin g th is book with th e in ten t ion of a pp lyin g th e kn owledge it con veys , you r fir s t tes t a s to you r PERSISTENCE will com e wh en you begin to follow th e s ix s teps des cr ibed in th e s econ d ch a p ter . Un les s you a re on e of th e two ou t of every h u n dred wh o a lrea dy h a ve a DEFINITE GOAL a t wh ich you a re a im in g, a n d a DEFINITE PLAN for it s a t ta in m en t , you m a y rea d th e in s t ru ct ion s , a n d th en pa s s on with you r da ily rou t in e, a n d n ever com ply with th os e instructions.

The author is checking you up at this point, because lack of pers is ten ce is on e of th e m a jor ca u s es of fa ilu re. Moreover , exper ien ce with th ou s a n ds of peop le h a s p roved th a t la ck of persistence is a weakness common to the majority of men. It is a wea kn es s wh ich m a y be overcom e by effor t . Th e ea s e with wh ich la ck of pers is ten ce m a y be con qu ered will depen d entirely upon the INTENSITY OF ONE’S DESIRE.

Th e s ta r t in g poin t of a ll a ch ievem en t is DESIRE. Keep th is con s ta n t ly in m in d . Wea k des ires b r in g wea k res u lts , ju s t a s a s m a ll a m ou n t of fire m a kes a s m a ll a m ou n t of h ea t . If you find you rs elf la ck in g in pers is ten ce, th is wea kn es s m a y be remedied by building a stronger fire under your desires.

Con t in u e to rea d th rou gh to th e en d , th en go ba ck to Ch a p ter two, a n d s ta r t immediately to ca r ry ou t th e in s t ru ct ion s given in con n ect ion with th e s ix s teps . Th e ea gern es s with wh ich you follow th es e in s t ru ct ion s will in d ica te clea r ly, h ow m u ch , or h ow lit t le you rea lly DESIRE to a ccu m u la te m on ey. If you fin d th a t you a re in d ifferen t , you m a y be s u re th a t you h a ve n ot yet a cqu ired th e “m on ey con s ciou s n es s ” wh ich you m u s t pos s es s , before you ca n be sure of accumulating a fortune.

For tu n es gra vita te to m en wh os e m in ds h a ve been p repa red to “a t t ra ct” th em , ju s t a s s u rely a s wa ter gra vita tes


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to th e ocea n . In th is book m a y be fou n d a ll th e s t im uli necessary to “attune” any normal mind to the vibrations which will attract the object of one’s desires.

If you fin d you a re wea k in PERSISTENCE, cen ter you r a t ten t ion u pon th e in s t ru ct ion s con ta in ed in th e ch a p ter on “Power”; s u r rou n d you rs elf with a “MASTER MIND” group, and th rou gh th e coopera t ive effor ts of th e m em bers of th is grou p , you ca n develop pers is ten ce. You will fin d a dd it ion a l in s t ru ct ion s for th e developm en t of pers is ten ce in th e ch a p ters on a u to-s u gges t ion , a n d th e s u bcon s ciou s m in d . Follow th e in s t ru ct ion s ou t lin ed in th es e ch a p ters u n t il you r h a b it n a tu re h a n ds over to you r s u bcon s ciou s m in d , a clea r p ictu re of th e ob ject of you r DESIRE. From th a t poin t on , you will n ot be handicapped by lack of persistence.

You r s u bcon s ciou s m in d works con t in u ou s ly, wh ile you are awake, and while you are asleep.

Spa s m odic, or occa s ion a l effor t to a pp ly th e ru les will be of n o va lu e to you . To get RESULTS, you m u s t a pp ly a ll of th e ru les u n t il th eir a pp lica t ion becom es a fixed h a b it with you . In n o oth er wa y ca n you develop th e n eces s a ry “m on ey consciousness.”

POVERTY is a t t ra cted to th e on e wh os e m in d is fa vora b le to it , a s m on ey is a t t ra cted to h im wh os e m in d h a s been delibera tely p repa red to a t t ra ct it , a n d th rou gh th e s a m e la ws . POVERTY CONSCIOUSNESS WILL VOLUNTARILY SEIZE THE MIND WHICH IS NOT OCCUPIED WITH THE MONEY CONSCIOUSNESS. A pover ty con s ciou s n es s develops with ou t conscious a pp lica t ion of h a b its fa vora b le to it . Th e m on ey con s ciou s n es s m u s t be crea ted to order , u n les s on e is born with such a consciousness.

Ca tch th e fu ll s ign ifica n ce of th e s ta tem en ts in th e p reced in g pa ra gra ph , a n d you will u n ders ta n d th e im por ta n ce of PERSISTENCE in th e a ccu m u la t ion of a for tu n e. With ou t PERSISTENCE, you will be defea ted , even before you s ta r t . With PERSISTENCE you will win.

If you h a ve ever exper ien ced a n igh tm a re, you will rea lize th e va lu e of pers is ten ce. You a re lyin g in bed , h a lf a wa ke, with a feelin g th a t you a re a bou t to s m oth er . You a re u n a b le to tu rn over , or to m ove a m u s cle. You rea lize th a t you MUST


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BEGIN to rega in con trol over you r m u s cles . Th rou gh pers is ten t effor t of will-power , you fin a lly m a n a ge to m ove th e fin gers of on e h a n d . By con t in u in g to m ove you r fin gers , you exten d you r con trol to th e m u s cles of on e a rm , u n t il you ca n lift it . Th en you ga in con trol of th e oth er a rm in th e s a m e m a n n er . You fin a lly ga in con trol over th e m u s cles of on e leg, a n d th en exten d it to th e oth er leg. THEN—WITH ONE SUPREME EFFORT OF WILL— you rega in com plete con trol over you r m u s cu la r s ys tem , a n d “s n a p” ou t of you r n igh tm a re. The trick has been turned step by step.

You m a y fin d it n eces s a ry to “s n a p” ou t of you r m en ta l in er t ia , th rou gh a s im ila r p rocedu re, m ovin g s lowly a t fir s t , th en in crea s in g you r s peed , u n t il you ga in com plete con trol over your will. Be PERSISTENT no matter how slowly you may, a t fir s t , h a ve to m ove. WITH PERSISTENCE WILL COME SUCCESS.

If you s elect you r “Ma s ter Min d” grou p with ca re, you will h a ve in it , a t lea s t on e pers on wh o will a id you in th e developm en t of PERSISTENCE. Som e m en wh o have a ccu m u la ted grea t for tu n es , d id s o beca u s e of NECESSITY. Th ey developed th e h a b it of PERSISTENCE, beca u s e th ey were s o clos ely d r iven by circu m s ta n ces , th a t th ey had to becom e persistent.

THERE IS NO SUBSTITUTE FOR PERSISTENCE! It cannot be s u pp la n ted by a n y oth er qu a lity! Rem em ber th is , a n d it will h ea r ten you , in th e begin n in g, wh en th e goin g m a y s eem difficult and slow.

Th os e wh o h a ve cu lt iva ted th e HABIT of pers is ten ce s eem to en joy in s u ra n ce a ga in s t fa ilu re. No m a t ter h ow m a n y t im es th ey a re defea ted , th ey fin a lly a r r ive u p towa rd th e top of th e la dder . Som et im es it a ppea rs th a t th ere is a h idden Gu ide wh os e du ty is to tes t m en th rou gh a ll s or ts of d is cou ra gin g exper ien ces . Th os e wh o p ick th em s elves u p a fter defea t a n d keep on t ryin g, a r r ive; a n d th e wor ld cr ies , “Bra vo! I kn ew you cou ld do it !” Th e h idden Gu ide lets n o on e en joy grea t a ch ievem en t with ou t pa s s in g th e PERSISTENCE TEST. Th os e who can’t take it, simply do not make the grade.

Th os e wh o ca n “ta ke it” a re bou n t ifu lly rewa rded for th eir PERSISTENCE. Th ey receive, a s th eir com pen s a t ion , wh a tever


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goa l th ey a re pu rs u in g. Th a t is n ot a ll! Th ey receive s om eth in g in fin itely m ore im por ta n t th a n m a ter ia l com pen s a t ion —the kn owledge th a t “EVERY FAILURE BRINGS WITH IT THE SEED OF AN EQUIVALENT ADVANTAGE.”

Th ere a re excep t ion s to th is ru le; a few peop le kn ow from exper ien ce th e s ou n dn es s of pers is ten ce. Th ey a re th e on es wh o h a ve n ot a ccep ted defea t a s bein g a n yth in g m ore th a n tem pora ry. Th ey a re th e on es wh os e DESIRES a re s o PERSISTENTLY APPLIED th a t defea t is fin a lly ch a n ged in to victory. We wh o s ta n d on th e s ide-lin es of Life s ee th e overwh elm in gly la rge n u m ber wh o go down in defea t , n ever to r is e a ga in . We s ee th e few wh o ta ke th e pu n is h m en t of defea t as an urge to greater effort. Th es e, for tu n a tely, n ever lea rn to a ccep t Life’s revers e gea r . Bu t wh a t we DO NOT SEE, wh a t m os t of u s n ever s u s pect of exis t in g, is th e s ilen t bu t ir res is t ib le POWER wh ich com es to th e res cu e of th os e wh o figh t on in th e fa ce of d is cou ra gem en t . If we s pea k of th is power a t a ll we ca ll it PERSISTENCE, a n d let it go a t th a t . On e th in g we a ll kn ow, if on e does n ot pos s es s PERSISTENCE, on e does not achieve noteworthy success in any calling.

As th es e lin es a re bein g wr it ten , I look u p from m y work , a n d s ee before m e, les s th a n a b lock a wa y, th e grea t m ys ter iou s “Broa dwa y,” th e “Gra veya rd of Dea d Hopes ,” a n d th e “Fron t Porch of Oppor tu n ity.” From a ll over th e wor ld peop le h a ve com e to Broa dwa y, s eek in g fa m e, for tu n e, power , love, or wh a tever it is th a t h u m a n bein gs ca ll s u cces s . On ce in a grea t wh ile s om eon e s teps ou t from th e lon g p roces s ion of s eekers , a n d th e wor ld h ea rs th a t a n oth er pers on h a s m a s tered Broa dwa y. Bu t Broa dwa y is n ot ea s ily n or qu ick ly con qu ered . Sh e a ckn owledges ta len t , recogn izes gen iu s , pa ys off in money, only after one has refused to QUIT.

Th en we kn ow h e h a s d is covered th e s ecret of h ow to con qu er Broa dwa y. Th e s ecret is a lwa ys in s epa ra b ly a t ta ch ed to one word, PERSISTENCE!

Th e s ecret is told in th e s t ru ggle of Fa n n ie Hu rs t , wh os e PERSISTENCE con qu ered th e Grea t Wh ite Wa y. Sh e ca m e to New York in 1915 , to con ver t wr it in g in to r ich es . Th e conversion did not come quickly, BUT IT CAME. For four years Mis s Hu rs t lea rn ed a bou t “Th e Sidewa lks of New York” from


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fir s t h a n d exper ien ce. Sh e s pen t h er da ys la bor in g, a n d h er nights HOPING. When hope grew dim, she did not say, “Alright Broa dwa y, you win !” Sh e s a id , “Very well, Broa dwa y, you m a y whip some, but not me. I’m going to force you to give up.”

On e pu b lis h er (Th e Sa tu rda y Even in g Pos t ) s en t h er thirty six reject ion s lips , before s h e “b roke th e ice a n d got a s tory a cros s . Th e a vera ge wr iter , like th e “a vera ge” in oth er wa lks of life, wou ld h a ve given u p th e job wh en th e fir s t reject ion s lip ca m e. Sh e pou n ded th e pa vem en ts for fou r yea rs to th e tu n e of the publisher’s “NO,” because she was determined to win.

Th en ca m e th e “pa yoff.” Th e s pell h a d been b roken , th e u n s een Gu ide h a d tes ted Fa n n ie Hu rs t , a n d s h e cou ld ta ke it . From th a t t im e on pu b lis h ers m a de a bea ten pa th to h er door . Mon ey ca m e s o fa s t s h e h a rd ly h a d t im e to cou n t it . Th en th e m ovin g p ictu re m en d is covered h er , a n d m on ey ca m e n ot in s m a ll ch a n ge, bu t in floods . Th e m ovin g p ictu re r igh ts to h er la tes t n ovel, “Grea t La u gh ter ,” b rou gh t $100 ,000 .00 , s a id to be th e h igh es t p r ice ever pa id for a s tory before pu b lica t ion . Her roya lt ies from th e s a le of th e book p roba b ly will ru n m u ch more.

Br iefly, you h a ve a des cr ip t ion of wh a t PERSISTENCE is ca pa b le of a ch ievin g. Fa n n ie Hu rs t is n o excep t ion . Wh erever m en a n d wom en a ccu m u la te grea t r ich es , you m a y be s u re th ey fir s t a cqu ired PERSISTENCE. Broa dwa y will give a n y begga r a cu p of coffee a n d a s a n dwich , bu t it dem a n ds PERSISTENCE of those who go after the big stakes.

Kate Smith will say “amen” when she reads this. For years s h e s a n g, with ou t m on ey, a n d with ou t p r ice, before a n y microphone she could reach. Broadway said to her, “Come and get it , if you ca n ta ke it .” Sh e d id ta ke it u n t il on e h a ppy da y Broa dwa y got t ired a n d s a id , “Aw, wh a t’s th e u s e? You don ’t kn ow wh en you ’re wh ipped , s o n a m e you r p r ice, a n d go to work in earnest.” Miss Smith named her price! It wa s p len ty. Awa y u p in figu res s o h igh th a t on e week’s salary is far more than most people make in a whole year.

Verily it pays to be PERSISTENT! An d h ere is a n en cou ra gin g s ta tem en t wh ich ca r r ies with

it a s u gges t ion of grea t s ign ifica n ce— THOUSANDS OF


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SINGERS WHO EXCEL KATE SMITH ARE WALKING UP AND DOWN BROADWAY LOOKING FOR A “BREAK”— WITHOUT SUCCESS. Cou n t les s oth ers h a ve com e a n d gon e, m a n y of th em s a n g well en ou gh , bu t th ey fa iled to m a ke th e grade beca u s e th ey la cked th e cou ra ge to keep on keep in g on , u n t il Broadway became tired of turning them away.

Pers is ten ce is a s ta te of m in d , th erefore it ca n be cu lt iva ted . Like a ll s ta tes of m in d , pers is ten ce is ba s ed u pon definite causes, among them these:— a. DEFINITENESS OF PURPOSE. Knowing what one wants is the first and, perhaps, the most important step toward the development of persistence. A strong motive forces one to surmount many difficulties. b. DESIRE. It is comparatively easy to acquire and to maintain persistence in pursuing the object of intense desire. c. SELF-RELIANCE. Belief in one’s ability to carry out a plan encourages one to follow the plan through with persistence. (Self-reliance can be developed through the principle described in the chapter on auto-suggestion). d. DEFINITENESS OF PLANS. Organized plans, even though they may be weak and entirely impractical, encourage persistence. e. ACCURATE KNOWLEDGE. Kn owin g th a t on e’s p la n s a re sound, based upon experience or observation, encourages persistence; “guessing” instead of “knowing” destroys persistence. f. CO-OPERATION. Sympathy, understanding, and harmonious cooperation with others tend to develop persistence. g. WILL-POWER. The habit of concentrating one’s thoughts upon the building of plans for the attainment of a definite

purpose, leads to persistence. h . HABIT. Pers is ten ce is th e d irect res u lt of h a b it . Th e m in d a bs orbs a n d becom es a pa r t of th e da ily exper ien ces u pon which it feeds. Fear, the worst of all enemies, can be effectively cu red by forced repetition of cw t8 of courage. Everyone who has seen active service in war knows this.

Before lea vin g th e s u b ject of PERSISTENCE, ta ke in ven tory of you rs elf, a n d determ in e in wh a t pa r t icu la r , if a n y,


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you a re la ck in g in th is es s en t ia l qu a lity. Mea s u re you rs elf cou ra geou s ly, poin t by poin t , a n d s ee h ow m a n y of th e eigh t fa ctors of pers is ten ce you la ck . Th e a n a lys is m a y lea d to discoveries that will give you a new grip on yourself.

SYMPTOMS OF LACK OF PERSISTENCE Here you will fin d th e rea l en em ies wh ich s ta n d between

you a n d n otewor th y a ch ievem en t . Here you will fin d n ot on ly th e “s ym ptom s ” in d ica t in g wea kn es s of PERSISTENCE, bu t a ls o th e deep ly s ea ted s u bcon s ciou s ca u s es of th is wea kn es s . Stu dy th e lis t ca refu lly, a n d fa ce you rs elf s qu a rely IF YOU REALLY WISH TO KNOW WHO YOU ARE, AND WHAT YOU ARE CAPABLE OF DOING. Th es e a re th e wea kn es s es wh ich must be mastered by all who accumulate riches. 1. Failure to recognize and to clearly define exactly what one wants. 2. Procrastination, with or without cause. (Usually backed up with a formidable array of alibis and excuses). 3. Lack of interest in acquiring specialized knowledge. 4. Indecision, the habit of “passing the buck” on all occasions, instead of facing issues squarely. (Also backed by alibis). 5. The habit of relying upon alibis instead of creating definite plans for the solution of problems. 6. Self-satisfaction. There is but little remedy for this affliction, and no hope for those who suffer from it. 7. Indifference, usually reflected in one’s readiness to compromise on all occasions, rather than meet opposition and fight it. 8. The habit of blaming others for one’s mistakes, and accepting unfavorable circumstances as being unavoidable.

9. WEAKNESS OF DESIRE, due to neglect in the choice of MOTIVES that impel action. 10. Willingness, even eagerness, to quit at the first sign of defeat. (Based upon one or more of the 6 basic fears). 11. La ck of ORGANIZED PLANS, p la ced in wr it in g wh ere th ey may be analyzed. 12. The habit of neglecting to move on ideas, or to grasp


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opportunity when it presents itself.

13. WISHING instead of WILLING. 14. The habit of compromising with POVERTY instead of aiming at riches. 15. General absence of ambition to be, to do, and to own. 16. Searching for all the short-cuts to riches, trying to GET without GIVING a fair equivalent, usually reflected in the habit of gambling, endeavoring to drive “sharp” bargains. 17. FEAR OF CRITICISM, failure to create plans and to put them into action, because of what other people will think, do, or say. This enemy belongs at the head of the list, because it generally exists in one’s subconscious mind, where its presence is not recognized. (See the Six Basic Fears in a later chapter).

Let u s exa m in e s om e of th e s ym ptom s of th e Fea r of Cr it icis m . Th e m a jor ity of peop le perm it rela t ives , fr ien ds , a n d th e pu b lic a t la rge to s o in flu en ce th em th a t th ey ca n n ot live their own lives, because they fear criticism.

Hu ge n u m bers of peop le m a ke m is ta kes in m a rr ia ge, s ta n d by th e ba rga in , a n d go th rou gh life m is era b le a n d u n h a ppy, beca u s e th ey fea r cr it icis m wh ich m a y follow if th ey cor rect th e m is ta ke. (An yon e wh o h a s s u bm it ted to th is form of fea r kn ows th e ir repa ra b le da m a ge it does , by des t royin g ambition, self-reliance, and the desire to achieve).

Million s of peop le n eglect to a cqu ire bela ted edu ca t ion s , after having left school, because they fear criticism.

Cou n t les s n u m bers of m en a n d wom en , both you n g a n d old , perm it rela t ives to wreck th eir lives in th e n a m e of DUTY, beca u s e th ey fea r cr it icis m . (Du ty does n ot requ ire a n y pers on to s u bm it to th e des t ru ct ion of h is pers on a l a m bit ion s a n d th e right to live his own life in his own way).

Peop le refu s e to ta ke ch a n ces in bu s in es s , beca u s e th ey fea r th e cr it icis m wh ich m a y follow if th ey fa il. The fear of criticism, in such cases is stronger than the DESIRE for success.

Too m a n y peop le refu s e to s et h igh goa ls for th em s elves , or even n eglect s elect in g a ca reer , beca u s e th ey fea r th e


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cr it icis m of rela t ives a n d “fr ien ds ” wh o m a y s a y “Don ’t a im s o high, people will think you are crazy.

Wh en An drew Ca rn egie s u gges ted th a t I devote twen ty yea rs to th e orga n iza t ion of a ph ilos oph y of in d ividu a l a ch ievem en t m y fir s t im pu ls e of th ou gh t wa s fea r of wh a t peop le m igh t s a y. Th e s u gges t ion s et u p a goa l for m e, fa r ou t of p ropor t ion to a n y I h a d ever con ceived . As qu ick a s a fla s h , m y m in d bega n to crea te a lib is a n d excu s es , a ll of th em t ra cea b le to th e in h eren t FEAR OF CRITICISM. Som eth in g in s ide of m e s a id , “You ca n ’t do it—th e job is too b ig, a n d requ ires too m u ch t im e-wh a t will you r rela t ives th in k of you ?—h ow will you ea rn a livin g?—n o on e h a s ever orga n ized a ph ilos oph y of s u cces s , wh a t r igh t h a ve you to believe you ca n do it?—wh o a re you , a n ywa y, to a im s o h igh ?— rem em ber you r h u m ble b ir th —wh a t do you kn ow a bou t ph ilos oph y—peop le will th in k you a re cra zy—(a n d th ey d id )—wh y h a s n ’t some other person done this before now?”

Th es e, a n d m a n y oth er qu es t ion s fla s h ed in to m y m in d , a n d dem a n ded a t ten t ion . It s eem ed a s if th e wh ole wor ld h a d s u dden ly tu rn ed it s a t ten t ion to m e with th e pu rpos e of r id icu lin g m e in to givin g u p a ll des ire to ca r ry ou t Mr . Carnegie’s suggestion.

I h a d a fin e oppor tu n ity, th en a n d th ere, to k ill off a m bit ion before it ga in ed con trol of m e. La ter in life, a fter h a vin g a n a lyzed th ou s a n ds of peop le, I d is covered th a t MOST IDEAS ARE STILLBORN, AND NEED THE BREATH OF LIFE INJ ECTED INTO THEM THROUGH DEFINITE PLANS OF IMMEDIATE ACTION. Th e t im e to n u rs e a n idea is a t th e t im e of it s b ir th . Every m in u te it lives , gives it a bet ter ch a n ce of s u rvivin g. Th e FEAR OF CRITICISM is a t th e bot tom of th e des t ru ct ion of m os t idea s wh ich n ever rea ch th e PLANNING and ACTION stage.

Ma n y peop le believe th a t m a ter ia l s u cces s is th e res u lt of fa vora b le “b rea ks .” Th ere is a n elem en t of grou n d for th e belief, bu t th os e depen d in g en t irely u pon lu ck , a re n ea r ly a lwa ys d is a ppoin ted , beca u s e th ey over look a n oth er im por ta n t fa ctor wh ich m u s t be p res en t before on e ca n be s u re of s u cces s . It is th e kn owledge with wh ich fa vora b le “b rea ks ” ca n be made to order.


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Du rin g th e depres s ion , W. C. Fields, the comedian, lost all

h is m on ey, a n d fou n d h im s elf with ou t in com e, with ou t a job , a n d h is m ea n s of ea rn in g a livin g (va u deville) n o lon ger existed. Moreover, he was past sixty, when many men consider th em s elves “old .” He wa s s o ea ger to s ta ge a com eba ck th a t h e offered to work without pay, in a new field (movies). In addition to h is oth er t rou b les , h e fell a n d in ju red h is n eck . To m a n y th a t wou ld h a ve been th e p la ce to give u p a n d QUIT. Bu t Fields wa s PERSISTENT. He kn ew th a t if h e ca r r ied on h e wou ld get th e “b rea ks ” s oon er or la ter , a n d h e d id get th em , but not by chance.

Ma r ie Dres s ler fou n d h ers elf down a n d ou t , with h er m on ey gon e, with n o job , wh en s h e wa s a bou t s ixty. Sh e, too, wen t a fter th e “b rea ks ,” a n d got th em . Her PERSISTENCE brought a n a s tou n d in g t r iu m ph la te in life, lon g beyon d th e a ge wh en m os t m en a n d wom en a re don e with a m bit ion to achieve.

Edd ie Ca n tor los t h is m on ey in th e 1929 s tock cra s h , bu t h e s t ill h a d h is PERSISTENCE a n d h is cou ra ge. With th es e, p lu s two p rom in en t eyes , h e exp loited h im s elf ba ck in to a n in com e of $10 ,000 a week! Ver ily, if on e h a s PERSISTENCE, one can get along very well without many other qualities.

Th e on ly “b rea k” a n yon e ca n a fford to rely u pon is a s elf-m a de “b rea k .” Th es e com e th rou gh th e a pp lica t ion of PERSISTENCE. Th e s ta r t in g poin t is DEFINITENESS OF PURPOSE.

Exa m in e th e fir s t h u n dred peop le you m eet , a s k th em wh a t th ey wa n t m os t in life, a n d n in ety eigh t of th em will n ot be a b le to tell you . If you p res s th em for a n a n s wer , s om e will say— SECURITY, m a n y will s a y—MONEY, a few will s a y—HAPPINESS, oth ers will s a y—FAME AND POWER, a n d s t ill oth ers will s a y— SOCIAL RECOGNITION, EASE IN LIVING, ABILITY TO SING, DANCE, or WRITE, bu t n on e of th em will be a b le to defin e th es e term s , or give th e s ligh tes t in d ica t ion of a PLAN by wh ich th ey h ope to a t ta in th es e va gu ely expres s ed wis h es . Rich es do n ot res pon d to wis h es . Th ey res pon d on ly to defin ite p la n s , ba cked by defin ite des ires , th rou gh con s ta n t PERSISTENCE.


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HOW TO DEVELOP PERSISTENCE

Th ere a re fou r s im ple s teps wh ich lea d to th e h a b it of PERSISTENCE. Th ey ca ll for n o grea t a m ou n t of in telligen ce, no particular amount of education, and but little time or effort. The necessary steps are:— 1. A DEFINITE PURPOSE BACKED BY BURNING DESIRE FOR ITS FULFILLMENT. 2. A DEFINITE PLAN, EXPRESSED IN CONTINUOUS ACTION. 3. A MIND CLOSED TIGHTLY AGAINST ALL NEGATIVE AND DISCOURAGING INFLUENCES, including negative suggestions of relatives, friends and acquaintances. 4. A FRIENDLY ALLIANCE WITH ONE OR MORE PERSONS WHO WILL ENCOURAGE ONE TO FOLLOW THROUGH WITH BOTH PLAN AND PURPOSE.

Th es e fou r s teps a re es s en t ia l for s u cces s in a ll wa lks of life. Th e en t ire pu rpos e of th e th ir teen p r in cip les of th is ph ilos oph y is to en a b le on e to ta ke th es e fou r s teps a s a matter of habit.

These a re th e s teps by wh ich on e m a y con trol on e’s economic destiny.

Th ey a re th e s teps th a t lea d to freedom a n d independence of thought.

Th ey a re th e s teps th a t lea d to r ich es , in s m a ll or grea t quantities.

Th ey lea d th e wa y to power , fa m e, a n d wor ld ly recognition. Th ey a re th e fou r s teps wh ich gu a ra n tee fa vora b le “breaks.” Th ey a re th e s teps th a t con ver t d rea m s in to ph ys ica l

realities. Th ey lea d , a ls o, to th e m a s tery of FEAR,

DISCOURAGEMENT, INDIFFERENCE. Th ere is a m a gn ificen t rewa rd for a ll wh o lea rn to ta ke

th es e fou r s teps . It is th e p r ivilege of wr it in g on e’s own t icket , and of making Life yield whatever price is asked.

I h a ve n o wa y of kn owin g th e fa cts , bu t I ven tu re to conjecture that Mrs. Wallis Simpson’s great love for a man was


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n ot a cciden ta l, n or th e res u lt of fa vora b le “b rea ks ” a lon e. Th ere wa s a bu rn in g des ire, a n d ca refu l s ea rch in g a t every step of the way. Her first duty was to love. What is the greatest th in g on ea r th ? Th e Ma s ter ca lled it love-n ot m a n m a de ru les , criticism, bitterness, slander, or political “marriages,” but love.

Sh e kn ew wh a t s h e wa n ted , n ot a fter s h e m et th e Pr in ce of Wa les , bu t lon g before th a t . Twice wh en s h e h a d fa iled to fin d it , s h e h a d th e cou ra ge to con t in u e h er s ea rch . “To thine own self be true, and it must follow, as the night the day, thou canst not then be false to any man.” Her r is e from obs cu r ity wa s of th e s low, p rogres s ive,

PERSISTENT order , bu t it wa s SURE! Sh e t r iu m ph ed over u n believa b ly lon g odds ; a n d , n o m a t ter wh o you a re, or wh a t you m a y th in k of Wa llis Sim ps on , or th e k in g wh o ga ve u p h is Crown for h er love, s h e is a n a s tou n d in g exa m ple of a pp lied PERSISTENCE, a n in s t ru ctor on th e ru les of s elf-determ in a t ion , from wh om th e en t ire wor ld m igh t p rofita b ly take lessons.

When you think of Wallis Simpson, think of one who knew wh a t s h e wa n ted , a n d s h ook th e grea tes t em pire on ea r th to get it . Wom en wh o com pla in th a t th is is a m a n ’s wor ld , th a t wom en do n ot h a ve a n equ a l ch a n ce to win , owe it to th em s elves to s tu dy ca refu lly th e life of th is u n u s u a l wom an, who, at an age which most women consider “old,” captured the affections of the most desirable bachelor in the entire world.

An d wh a t of Kin g Edwa rd? Wh a t les s on m a y we lea rn from h is pa r t in th e wor ld ’s grea tes t d ra m a of recen t t im es ? Did h e pa y too h igh a p r ice for th e a ffect ion s of th e wom a n of his choice?

Surely no one but he can give the correct answer. The rest of u s ca n on ly con jectu re. Th is m u ch we kn ow, th e k in g ca m e in to th e wor ld with ou t h is own con s en t . He wa s born to grea t riches, without requesting them. He was persistently sought in m a rr ia ge; polit icia n s a n d s ta tes m en th rou gh ou t Eu rope tos s ed dowa gers a n d p r in ces s es a t h is feet . Beca u s e h e wa s th e fir s t born of h is pa ren ts , h e in h er ited a crown , wh ich h e d id n ot s eek , a n d perh a ps d id n ot des ire. For m ore th a n for ty yea rs h e was not a free agent, could not live his life in his own way, had


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bu t lit t le p r iva cy, a n d fin a lly a s s u m ed du t ies in flicted u pon him when he ascended the throne.

Som e will s a y, “With a ll th es e b les s in gs , Kin g Edwa rd shou ld h a ve fou n d pea ce of m in d , con ten tm en t , a n d joy of living.”

Th e t ru th is th a t ba ck of a ll th e p r ivileges of a crown , a ll the money, the fame, and the power inherited by King Edward, there was an emptiness which could be filled only by love.

His grea tes t DESIRE wa s for love. Lon g before h e m et Wa llis Sim ps on , h e dou b t les s felt th is grea t u n ivers a l em ot ion tugging at the strings of his heart, beating upon the door of his soul, and crying out for expression.

An d wh en h e m et a k in dred s p ir it , cryin g ou t for th is s a m e Holy p r ivilege of expres s ion , h e recogn ized it , a n d without fear or apology, opened his heart and bade it enter. All th e s ca n da lm on gers in th e wor ld ca n n ot des t roy th e bea u ty of th is in tern a t ion a l d ra m a , th rou gh wh ich two peop le fou n d love, and had the courage to face open criticism, renounce ALL ELSE to give it holy expression.

Kin g Edwa rd’s DECISION to give u p th e crown of th e wor ld ’s m os t powerfu l em pire, for th e p r ivilege of goin g th e rem a in der of th e wa y th rou gh life with th e wom a n of h is choice, was a decision that required courage. The decision also h a d a p r ice, bu t wh o h a s th e r igh t to s a y th e p r ice wa s too grea t? Su rely n ot He wh o s a id , “He a m on g you wh o is with ou t sin, let him cast the first stone.”

As a s u gges t ion to a n y evil-minded pers on wh o ch oos es to fin d fa u lt with th e Du ke of Win ds or , beca u s e h is DESIRE wa s for LOVE, and for openly declaring his love for Wallis Simpson, a n d givin g u p h is th ron e for h er , let it be rem em bered th a t th e OPEN DECLARATION wa s n ot es s en t ia l. He cou ld h a ve followed th e cu s tom of cla n des t in e lia is on wh ich h a s p reva iled in Eu rope for cen tu r ies , with ou t givin g u p eith er h is th ron e, or th e wom a n of h is ch oice, a n d th ere wou ld h a ve been NO COMPLAINT FROM EITHER CHURCH OR LAITY. Bu t th is u n u s u a l m a n wa s bu ilt of s tern er s tu ff. His love wa s clea n . It wa s deep a n d s in cere. It rep res en ted th e on e th in g wh ich , above ALL ELSE he truly DESIRED, therefore, he took what he wanted, and paid the price demanded.


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If Eu rope h a d been b les s ed with m ore ru lers with th e

hum a n h ea r t a n d th e t ra it s of h on es ty of ex-k in g Edwa rd , for th e pa s t cen tu ry, th a t u n for tu n a te h em is ph ere n ow s eeth in g with greed , h a te, lu s t , polit ica l con n iva n ce, a n d th rea ts of wa r , wou ld h a ve a DIFFERENT AND A BETTER STORY TO TELL. A story in which Love and not Hate would rule.

In th e words of Stu a r t Au s t in Wier we ra is e ou r cu p a n d drink this toast to ex-king Edward and Wallis Simpson:

“Bles s ed is th e m a n wh o h a s com e to kn ow th a t ou r muted thoughts are our sweetest thoughts.

“Bles s ed is th e m a n wh o, from th e b la ckes t dep th s , ca n s ee th e lu m in ou s figu re of LOVE, a n d s eein g, s in g; a n d s in gin g, s a y: ‘Sweeter fa r th a n u t tered la ys a re th e thoughts I have of you.’”

In these words would we pay tribute to the two people who, m ore th a n a ll oth ers of m odern t im es , h a ve been th e vict im s of cr it icis m a n d th e recip ien ts of a bu s e, beca u s e th ey fou n d Life’s grea tes t t rea s u re, a n d cla im ed it . *Mrs . S im ps on read and approved this analysis.

Mos t of th e wor ld will a pp la u d th e Du ke of Win ds or a n d Wa llis Sim ps on , beca u s e of th eir PERSISTENCE in s ea rch in g u n t il th ey fou n d life’s grea tes t rewa rd . ALL OF US CAN PROFIT by followin g th eir exa m ple in ou r own s ea rch for th a t which we demand of life.

Wh a t m ys t ica l power gives to m en of PERSISTENCE th e ca pa city to m a s ter d ifficu lt ies ? Does th e qu a lity of PERSISTENCE s et u p in on e’s m in d s om e form of s p ir itu a l, m en ta l or ch em ica l a ct ivity wh ich gives on e a cces s to s u pern a tu ra l forces ? Does In fin ite In telligen ce th row its elf on th e s ide of th e pers on wh o s t ill figh ts on , a fter th e ba t t le h a s been lost, with the whole world on the opposing side?

These and many other similar questions have arisen in my m in d a s I h a ve obs erved m en like Hen ry Ford , wh o s ta r ted a t s cra tch , a n d bu ilt a n In du s t r ia l Em pire of h u ge p ropor t ion s , with lit t le els e in th e wa y of a begin n in g bu t PERSISTENCE. Or, Thomas


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A. Ed is on , wh o, with les s th a n th ree m on th s of s ch oolin g, beca m e th e wor ld ’s lea d in g in ven tor a n d con ver ted PERSISTENCE in to th e ta lk in g m a ch in e, th e m ovin g p ictu re m a ch in e, a n d th e in ca n des cen t ligh t , to s a y n oth in g of h a lf a hundred other useful inventions.

I had the happy privilege of analyzing both Mr. Edison and Mr. Ford , yea r by yea r , over a lon g per iod of yea rs , a n d th erefore, th e oppor tu n ity to s tu dy th em a t clos e ra n ge, s o I s pea k from a ctu a l kn owledge wh en I s a y th a t I fou n d n o qu a lity s a ve PERSISTENCE, in eith er of th em , th a t even rem otely s u gges ted th e m a jor s ou rce of th eir s tu pen dou s achievements.

As on e m a kes a n im pa r t ia l s tu dy of th e p roph ets , ph ilos oph ers , “m ira cle” m en , a n d religiou s lea ders of th e pa s t , on e is d ra wn to th e in evita b le con clu s ion th a t PERSISTENCE, con cen tra t ion of effor t , a n d DEFINITENESS OF PURPOSE, were the major sources of their achievements.

Consider, for example, the strange and fascinating story of Mohammed; a n a lyze h is life, com pa re h im with m en of a ch ievem en t in th is m odern a ge of in du s t ry a n d fin a n ce, a n d obs erve h ow th ey h a ve on e ou ts ta n d in g t ra it in com m on , PERSISTENCE!

If you a re keen ly in teres ted in s tu dyin g th e s t ra n ge power wh ich gives poten cy to PERSISTENCE, rea d a b iogra ph y of Moh a m m ed , es pecia lly th e on e by Es s a d Bey. Th is b r ief review of th a t book , by Th om a s Su gru e, in th e Hera ld -Tr ibu n e, will p rovide a p review of th e ra re t rea t in s tore for th os e wh o ta ke th e t im e to rea d th e en t ire s tory of on e of th e m os t a s tou n d in g examples of the power of PERSISTENCE known to civilization.

THE LAST GREAT PROPHET Reviewed by Thomas Sugrue

“Moh a m m ed wa s a p roph et , bu t h e n ever per form ed a m ira cle. He wa s n ot a m ys t ic; h e h a d n o form a l s ch oolin g; h e d id n ot begin h is m is s ion u n t il h e wa s for ty. Wh en h e a n n ou n ced th a t h e wa s th e Mes s en ger of God , b r in gin g word of th e t ru e religion , h e wa s r id icu led a n d la beled a lu n a t ic. Children tripped him and women threw filth upon him. He was ba n is h ed from h is n a t ive city, Mecca , a n d h is followers were


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s t r ipped of th eir wor ld ly goods a n d s en t in to th e des er t a fter him. When he had been preaching ten years he had nothing to s h ow for it bu t ba n is h m en t , pover ty a n d r id icu le. Yet before a n oth er ten yea rs h a d pa s s ed , h e wa s d icta tor of a ll Ara b ia , ru ler of Mecca , a n d th e h ea d of a New World religion wh ich wa s to s weep to th e Da n u be a n d th e Pyren ees before exh a u s t in g th e im petu s h e ga ve it . Th a t im petu s wa s th ree-fold : th e power of words , th e effica cy of p ra yer a n d m a n ’s kinship with God.

“His ca reer n ever m a de s en s e. Moh a m m ed wa s born to im pover is h ed m em bers of a lea d in g fa m ily of Mecca . Beca u s e Mecca , th e cros s roa ds of th e wor ld , h om e of th e m a gic s ton e ca lled th e Ca a ba , grea t city of t ra de a n d th e cen ter of t ra de rou tes , wa s u n s a n ita ry, it s ch ild ren were s en t to be ra is ed in th e des er t by Bedou in s . Moh a m m ed wa s th u s n u r tu red , drawing strength and health from the milk of nomad, vicarious m oth ers . He ten ded s h eep a n d s oon h ired ou t to a r ich widow a s lea der of h er ca ra va n s . He t ra veled to a ll pa r ts of th e Ea s tern World , ta lked with m a n y m en of d ivers e beliefs a n d obs erved th e declin e of Ch r is t ia n ity in to wa rr in g s ects . Wh en h e wa s twen ty-eigh t , Kh a d ija , th e widow, looked u pon h im with favor, and married him. Her father would have objected to s u ch a m a rr ia ge, s o s h e got h im d ru n k a n d h eld h im u p wh ile h e ga ve th e pa tern a l b les s in g. For th e n ext twelve yea rs Moh a m m ed lived a s a r ich a n d res pected a n d very s h rewd t ra der . Th en h e took to wa n der in g in th e des er t , a n d on e da y h e retu rn ed with th e fir s t vers e of th e Kora n a n d told Kh a d ija th a t th e a rch a n gel Ga br iel h a d a ppea red to h im a n d s a id th a t he was to be the Messenger of God.

“Th e Kora n , th e revea led word of God , wa s th e clos es t thing to a miracle in Mohammed’s life. He had not been a poet; h e h a d n o gift of words . Yet th e vers es of th e Kora n , a s h e received th em a n d recited th em to th e fa ith fu l, were bet ter th a n a n y vers es wh ich th e p rofes s ion a l poets of th e t r ibes cou ld p rodu ce. Th is , to th e Ara bs , wa s a m ira cle. To th em th e gift of words was the greatest gift, the poet was all-powerful. In a dd it ion th e Kora n s a id th a t a ll m en were equ a l before God , th a t th e wor ld s h ou ld be a dem ocra t ic s ta te— Is la m . It wa s th is polit ica l h eres y, p lu s Moh a m m ed’s des ire to des t roy a ll


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th e 360 idols in th e cou r tya rd of th e Ca a ba , wh ich b rou gh t a bou t h is ba n is h m en t . Th e idols b rou gh t th e des er t t r ibes to Mecca , a n d th a t m ea n t t ra de. So th e bu s in es s m en of Mecca , th e ca p ita lis ts , of wh ich h e h a d been on e, s et u pon Moh a m m ed. Th en h e ret rea ted to th e des er t a n d dem a n ded sovereignty over the world.

“Th e r is e of Is la m bega n . Ou t of th e des er t ca m e a fla m e wh ich wou ld n ot be ext in gu is h ed—a dem ocra t ic a rm y figh t in g a s a u n it a n d p repa red to d ie with ou t win cin g. Moh a m m ed h a d in vited th e J ews a n d Ch r is t ia n s to join h im ; for h e wa s n ot bu ild in g a n ew religion . He wa s ca llin g a ll wh o believed in on e God to join in a s in gle fa ith . If th e J ews a n d Ch r is t ia n s h a d a ccep ted h is in vita t ion Is la m wou ld h a ve con qu ered th e wor ld . Th ey d idn ’t . Th ey wou ld n ot even a ccep t Mohammed’s in n ova t ion of h u m a n e wa rfa re. Wh en th e a rm ies of th e p roph et en tered J eru s a lem n ot a s in gle pers on wa s k illed beca u s e of h is fa ith . Wh en th e cru s a ders en tered th e city, cen tu r ies la ter , n ot a Mos lem m a n , wom a n , or ch ild wa s s pa red . Bu t th e Ch r is t ia n s d id a ccep t on e Mos lem idea —the place of learning, the university.”

CHAPTER 10 POWER OF THE MASTER MIND

THE DRIVING FORCE

The Ninth Step toward Riches

POWER is es s en t ia l for s u cces s in th e a ccu m u la t ion of money.

PLANS a re in er t a n d u s eles s , with ou t s u fficien t POWER to t ra n s la te th em in to ACTION. Th is ch a p ter will des cr ibe th e method by which an individual may attain and apply POWER.

POWER m a y be defin ed a s “orga n ized a n d in telligen t ly d irected KNOWLEDGE.” Power , a s th e term is h ere u s ed , refers to ORGANIZED effor t , s u fficien t to en a b le a n in d ividu a l to t ra n s m u te DESIRE in to it s m on eta ry equ iva len t . ORGANIZED effor t is p rodu ced th rou gh th e coord in a t ion of


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effor t of two or m ore peop le, wh o work towa rd a DEFINITE end, in a spirit of harmony.

POWER IS REQUIRED FOR THE ACCUMULATION OF MONEY! POWER IS NECESSARY FOR THE RETENTION OF MONEY AFTER IT HAS BEEN ACCUMULATED!

Let u s a s cer ta in h ow power m a y be a cqu ired . If power is “orga n ized kn owledge,” let u s exa m in e th e s ou rces of knowledge: a. INFINITE INTELLIGENCE. This source of knowledge may be contacted through the procedure described in another chapter, with the aid of Creative Imagination. b. ACCUMULATED EXPERIENCE. The accumulated experience of man, (or that portion of it which has been organized and recorded), may be found in any well-equipped public library. An important part of this accumulated experience is taught in public schools and colleges, where it has been classified and organized. c. EXPERIMENT AND RESEARCH. In the field of science, and in practically every other walk of life, men are gathering, classifying, and organizing new facts daily. This is the source to which one must turn when knowledge is not available through “accumulated experience.” Here, too, the Creative Imagination must often be used.

Kn owledge m a y be a cqu ired from a n y of th e foregoin g s ou rces . It m a y be con ver ted in to POWER by orga n izin g it in to defin ite PLANS a n d by expres s in g th os e p la n s in term s of ACTION.

Exa m in a t ion of th e th ree m a jor s ou rces of kn owledge will readily d is clos e th e d ifficu lty a n in d ividu a l wou ld h a ve, if h e depen ded u pon h is effor ts a lon e, in a s s em blin g kn owledge a n d expres s in g it th rou gh defin ite p la n s in term s of ACTION. If h is p la n s a re com preh en s ive, a n d if th ey con tem pla te la rge p ropor t ion s , h e m u s t , gen era lly, in du ce oth ers to coopera te with him, before he can inject into them the necessary element of POWER.


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GAINING POWER THROUGH THE ‘‘MASTER MIND”

Th e “Ma s ter Min d” m a y be defin ed a s : “Coord in a t ion of kn owledge a n d effor t , in a s p ir it of h a rm on y, between two or more people, for the attainment of a definite purpose.”

No in d ividu a l m a y h a ve grea t power with ou t a va ilin g h im s elf of th e “Ma s ter Min d .” In a p reced in g ch a p ter , in s t ru ct ion s were given for th e crea t ion of PLANS for th e pu rpos e of t ra n s la t in g DESIRE in to it s m on eta ry equ iva len t . If you ca r ry ou t th es e in s t ru ct ion s with PERSISTENCE a n d in telligen ce, a n d u s e d is cr im in a t ion in th e s elect ion of you r “Ma s ter Min d” grou p , you r ob ject ive will h a ve been h a lf-way reached, even before you begin to recognize it.

So you m a y bet ter u n ders ta n d th e “in ta n gib le” poten t ia lit ies of power a va ila b le to you , th rou gh a p roper ly ch os en “Ma s ter Min d” grou p , we will h ere exp la in th e two ch a ra cter is t ics of th e Ma s ter Min d p r in cip le, on e of wh ich is econ om ic in n a tu re, a n d th e oth er ps ych ic. Th e econ om ic fea tu re is obviou s . Econ om ic a dva n ta ges m a y be crea ted by a n y pers on wh o s u r rou n ds h im s elf with th e a dvice, cou n s el, a n d pers on a l coopera t ion of a grou p of m en wh o a re willin g to len d h im wh oleh ea r ted a id , in a s p ir it of PERFECT HARMONY. Th is form of coopera t ive a llia n ce h a s been th e ba s is of n ea r ly every grea t for tu n e. You r u n ders ta n d in g of th is grea t t ru th may definitely determine your financial status.

Th e ps ych ic ph a s e of th e Ma s ter Min d p r in cip le is m u ch more a bs t ra ct , m u ch m ore d ifficu lt to com preh en d , beca u s e it h a s referen ce to th e s p ir itu a l forces with wh ich th e h u m a n ra ce, a s a wh ole, is n ot well a cqu a in ted . You m a y ca tch a s ign ifica n t s u gges t ion from th is s ta tem en t : “No two m in ds ever com e togeth er with ou t , th ereby, crea t in g a th ird , in vis ib le, intangible force which may be likened to a third mind.”

Keep in m in d th e fa ct th a t th ere a re on ly two kn own elem en ts in th e wh ole u n ivers e, en ergy a n d m a t ter . It is a well kn own fa ct th a t m a t ter m a y be b roken down in to u n its of m olecu les , a tom s , a n d elect ron s . Th ere a re u n its of m a t ter which may be isolated, separated, and analyzed.

Likewise, there are units of energy. Th e h u m a n m in d is a form of en ergy, a pa r t of it bein g

s p ir itu a l in n a tu re. Wh en th e m in ds of two peop le a re


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coord in a ted in a SPIRIT OF HARMONY, th e s p ir itu a l u n its of en ergy of ea ch m in d form a n a ffin ity, wh ich con s t itu tes th e “psychic” phase of the Master Mind.

Th e Ma s ter Min d p r in cip le, or ra th er th e econ om ic fea tu re of it , wa s fir s t ca lled to m y a t ten t ion by An drew Ca rn egie, over twenty-five yea rs a go. Dis covery of th is p r in cip le wa s responsible for the choice of my life’s work.

Mr . Ca rn egie’s Ma s ter Min d grou p con s is ted of a s ta ff of a pproxim a tely fifty m en , with wh om h e s u r rou n ded h im s elf, for th e DEFINITE PURPOSE of m a n u fa ctu r in g a n d m a rket in g s teel. He a t t r ibu ted h is en t ire for tu n e to th e POWER h e accumulated through this “Master Mind.”

An a lyze th e record of a n y m a n wh o h a s a ccu m u la ted a grea t for tu n e, a n d m a n y of th os e wh o h a ve a ccu m u la ted m odes t for tu n es , a n d you will fin d th a t th ey h a ve eith er con s ciou s ly, or u n con s ciou s ly em ployed th e “Ma s ter Min d” principle.

GREAT POWER CAN BE ACCUMULATED THROUGH NO OTHER PRINCIPLE!

ENERGY is Na tu re’s u n ivers a l s et of bu ild in g b locks , ou t of wh ich s h e con s t ru cts every m a ter ia l th in g in th e u n ivers e, in clu d in g m a n , a n d every form of a n im a l a n d vegeta b le life. Th rou gh a p roces s wh ich on ly Na tu re com pletely u n ders ta n ds , she translates energy into matter.

Na tu re’s bu ild in g b locks a re a va ila b le to m a n , in the en ergy in volved in THINKING! Ma n ’s b ra in m a y be com pa red to a n elect r ic ba t tery. It a bs orbs en ergy from th e eth er , wh ich permeates every atom of matter, and fills the entire universe.

It is a well known fact that a group of electric batteries will provide m ore en ergy th a n a s in gle ba t tery. It is a ls o a well kn own fa ct th a t a n in d ividu a l ba t tery will p rovide en ergy in proportion to the number and capacity of the cells it contains.

The brain functions in a similar fashion. This accounts for th e fa ct th a t s om e b ra in s a re m ore efficien t th a n oth ers , a n d lea ds to th is s ign ifica n t s ta tem en t—a grou p of b ra in s coord in a ted (or con n ected ) in a s p ir it of h a rm on y, will p rovide m ore th ou gh t-en ergy th a n a s in gle b ra in , ju s t a s a grou p of elect r ic ba t ter ies will p rovide m ore en ergy th a n a s in gle battery.


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Th rou gh th is m eta ph or it becom es im m edia tely obviou s

th a t th e Ma s ter Min d p r in cip le h olds th e s ecret of th e POWER wielded by m en wh o s u r rou n d th em s elves with oth er m en of brains.

Th ere follows , n ow, a n oth er s ta tem en t wh ich will lea d s t ill n ea rer to a n u n ders ta n d in g of th e ps ych ic ph a s e of th e Ma s ter Min d p r in cip le: Wh en a grou p of in d ividu a l b ra in s a re coord in a ted a n d fu n ct ion in Ha rm on y, th e in crea s ed en ergy crea ted th rou gh th a t a llia n ce, becom es a va ila b le to every individual brain in the group.

It is a well known fact that Henry Ford began his business career under the handicap of poverty, illiteracy, and ignorance. It is a n equ a lly well kn own fa ct th a t , with in th e in con ceiva b ly s h or t per iod of ten yea rs , Mr . Ford m a s tered th es e th ree h a n d ica ps , a n d th a t with in twen ty-five yea rs h e m a de h im s elf on e of th e r ich es t m en in Am er ica . Con n ect with th is fa ct , th e a dd it ion a l kn owledge th a t Mr . Ford ’s m os t ra p id s t r ides beca m e n ot icea b le, from th e t im e h e beca m e a pers on a l friend of Th om a s A. Ed is on , a n d you will begin to u n ders ta n d wh a t th e in flu en ce of on e m in d u pon a n oth er ca n a ccom plis h . Go a s tep fa r th er , a n d con s ider th e fa ct th a t Mr . Ford ’s m os t ou ts ta n d in g a ch ievem en ts bega n from th e t im e th a t h e form ed th e a cqu a in ta n ces of Ha rvey Fires ton e, J oh n Bu rrou gh s , a n d Luther Burbank, (each a man of great brain capacity), and you will h a ve fu r th er eviden ce th a t POWER m a y be p rodu ced through friendly alliance of minds.

Th ere is lit t le if a n y dou b t th a t Hen ry Ford is on e of th e bes t in form ed m en in th e bu s in es s a n d in du s t r ia l wor ld . Th e qu es t ion of h is wea lth n eeds n o d is cu s s ion . An a lyze Mr . Ford ’s in t im a te pers on a l fr ien ds , s om e of wh om h a ve a lrea dy been m en t ion ed , a n d you will be p repa red to u n ders ta n d th e followin g s ta tem en t:— “Men ta ke on th e n a tu re a n d th e h a b its a n d th e POWER OF THOUGHT of th os e with wh om th ey associate in a spirit of sympathy and harmony.”

Hen ry Ford wh ipped pover ty, illitera cy, a n d ign ora n ce by a llyin g h im s elf with grea t m in ds , wh os e vib ra t ion s of th ou ght h e a bs orbed in to h is own m in d . Th rou gh h is a s s ocia t ion with Ed is on , Bu rba n k , Bu rrou gh s , a n d Fires ton e, Mr . Ford a dded to h is own b ra in power , th e s u m a n d s u bs ta n ce of th e


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in telligen ce, exper ien ce, kn owledge, a n d s p ir itu a l forces of th es e fou r m en . Moreover , h e a ppropr ia ted , a n d m a de u s e of th e Ma s ter Min d p r in cip le th rou gh th e m eth ods of p rocedu re described in this book.

This principle is available to you! We h a ve a lrea dy m en t ion ed Ma h a tm a Ga n dh i. Perh a ps

th e m a jor ity of th os e wh o h a ve h ea rd of Ga n dh i, look u pon h im a s m erely a n eccen tr ic lit t le m a n , wh o goes a rou n d with ou t form a l wea r in g a ppa rel, a n d m a kes t rou b le for th e British Government.

In rea lity, Ga n dh i is n ot eccen tr ic, bu t HE IS THE MOST POWERFUL MAN NOW LIVING.

(Es t im a ted by th e n u m ber of h is followers a n d th eir fa ith in th eir lea der .) Moreover , h e is p roba b ly th e m os t powerfu l man who has ever lived. His power is passive, but it is real.

Let u s s tu dy th e m eth od by wh ich h e a t ta in ed h is s tu pen dou s POWER. It m a y be exp la in ed in a few words . He ca m e by POWER th rou gh in du cin g over two h u n dred m illion peop le to coord in a te, with m in d a n d body, in a s p ir it of HARMONY, for a DEFINITE PURPOSE.

In b r ief, Ga n dh i h a s a ccom plis h ed a MIRACLE, for it is a m ira cle wh en two h u n dred m illion peop le ca n be induced—not forced—to coopera te in a s p ir it of HARMONY, for a lim it les s t im e. If you dou b t th a t th is is a m ira cle, t ry to in du ce ANY TWO PEOPLE to coopera te in a s p ir it of h a rm on y for any length of time.

Every m a n wh o m a n a ges a bu s in es s kn ows wh a t a difficu lt m a t ter it is to get em ployees to work togeth er in a spirit even remotely resembling HARMONY.

Th e lis t of th e ch ief s ou rces from wh ich POWER m a y be a t ta in ed is , a s you h a ve s een , h ea ded by INFINITE INTELLIGENCE. Wh en two or m ore peop le coord in a te in a s p ir it of HARMONY, a n d work towa rd a defin ite ob ject ive, th ey p la ce th em s elves in pos it ion , th rou gh th a t a llia n ce, to a bs orb power d irect ly from th e grea t u n ivers a l s toreh ou s e of In fin ite In telligen ce. Th is is th e grea tes t of a ll s ou rces of POWER. It is th e s ou rce to wh ich th e gen iu s tu rn s . It is th e s ou rce to wh ich every grea t lea der tu rn s , (wh eth er h e m a y be con s ciou s of th e fact or not).


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Th e oth er two m a jor s ou rces from wh ich th e kn owledge,

n eces s a ry for th e a ccu m u la t ion of POWER, m a y be ob ta in ed a re n o m ore relia b le th a n th e five s en s es of m a n . Th e s en s es are not always reliable. Infinite Intelligence DOES NOT ERR.

In s u bs equ en t ch a p ters , th e m eth ods by wh ich In fin ite In telligen ce m a y be m os t rea d ily con ta cted will be a dequ a tely described.

Th is is n ot a cou rs e on religion . No fu n da m en ta l p r in cip le des cr ibed in th is book s h ou ld be in terp reted a s bein g in ten ded to in ter fere eith er d irect ly, or in d irect ly, with a n y m a n ’s religiou s h a b its . Th is book h a s been con fin ed , exclu s ively, to in s t ru ct in g th e rea der h ow to t ra n s m u te th e DEFINITE PURPOSE OF DESIRE FOR MONEY, in to it s m on eta ry equivalent.

Read, THINK, a n d m ed ita te a s you rea d . Soon , th e en t ire s u b ject will u n fold , a n d you will s ee it in pers pect ive. You a re now seeing the detail of the individual chapters.

Mon ey is a s s h y a n d elu s ive a s th e “old t im e” m a iden . It m u s t be wooed a n d won by m eth ods n ot u n like th os e u s ed by a determ in ed lover , in pu rs u it of th e gir l of h is ch oice. An d , coin ciden ta l a s it is , th e POWER u s ed in th e “wooin g” of m on ey is n ot grea t ly d ifferen t from th a t u s ed in wooin g a m a iden . Th a t power , wh en s u cces s fu lly u s ed in th e pu rs u it of m on ey m u s t be m ixed with FAITH. It m u s t be m ixed with DESIRE. It m u s t be m ixed with PERSISTENCE. It m u s t be a pp lied th rou gh a p la n , a n d th a t p la n m u s t be s et in to ACTION.

Wh en m on ey com es in qu a n t it ies kn own a s “th e b ig m on ey,” it flows to th e on e wh o a ccu m u la tes it , a s ea s ily a s wa ter flows down h ill. Th ere exis ts a grea t u n s een s t rea m of POWER, wh ich m a y be com pa red to a r iver ; excep t th a t on e s ide flows in on e d irect ion , ca r ryin g a ll wh o get in to th a t s ide of th e s t rea m , on wa rd a n d u pwa rd to WEALTH—a n d th e oth er s ide flows in th e oppos ite d irect ion , ca r ryin g a ll wh o a re u n for tu n a te en ou gh to get in to it (a n d n ot a b le to ext r ica te themselves from it), downward to misery and POVERTY.

Every m a n wh o h a s a ccu m u la ted a grea t for tu n e, h a s recogn ized th e exis ten ce of th is s t rea m of life. It con s is ts of on e’s THINKING PROCESS. Th e pos it ive em ot ion s of th ou gh t


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form th e s ide of th e s t rea m wh ich ca r r ies on e to for tu n e. Th e n ega t ive em ot ion s form th e s ide wh ich ca r r ies on e down to poverty.

Th is ca r r ies a th ou gh t of s tu pen dou s im por ta n ce to th e pers on wh o is followin g th is book with th e ob ject of accumulating a fortune.

If you a re in th e s ide of th e s t rea m of POWER wh ich lea ds to pover ty, th is m a y s erve a s a n oa r , by wh ich you m a y p ropel yourself over into the other side of the stream. It can serve you ONLY th rou gh a pp lica t ion a n d u s e. Merely rea d in g, a n d pa s s in g ju dgm en t on it , eith er on e wa y or a n oth er , will in no way benefit you.

Som e peop le u n dergo th e exper ien ce of a ltern a t in g between th e pos it ive a n d n ega t ive s ides of th e s t rea m , bein g a t t im es on th e pos it ive s ide, a n d a t t im es on th e n ega t ive s ide. Th e Wa ll St reet cra s h of ‘29 s wep t m illion s of peop le from th e pos it ive to th e n ega t ive s ide of th e s t rea m . Th es e m illion s a re s t ru gglin g, s om e of th em in des pera t ion a n d fea r , to get ba ck to th e pos it ive s ide of th e s t rea m . Th is book wa s wr it ten especially for those millions.

Pover ty a n d r ich es often ch a n ge p la ces . Th e Cra s h ta u gh t th e wor ld th is t ru th , a lth ou gh th e wor ld will n ot lon g rem em ber th e les s on . Pover ty m a y, a n d gen era lly does , voluntarily take the place of riches. When riches take the place of pover ty, th e ch a n ge is u s u a lly b rou gh t a bou t th rou gh well con ceived a n d ca refu lly execu ted PLANS. Pover ty n eeds n o p la n . It n eeds n o on e to a id it , beca u s e it is bold a n d ru th les s . Riches are shy and timid. They have to be “attracted.” ANYBODY ca n WISH for r ich es , a n d m os t peop le do, bu t on ly a few know that a definite plan, plus a BURNING DESIRE for

wealth, are the only dependable means of accumulating wealth.

CHAPTER 11 THE MYSTERY OF SEX TRANSMUTATION

The Tenth Step toward Riches


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Th e m ea n in g of th e word “t ra n s m u te” is , in s im ple

la n gu a ge, “th e ch a n gin g, or t ra n s fer r in g of on e elem en t , or form of energy, into another.”

The emotion of sex brings into being a state of mind. Beca u s e of ign ora n ce on th e s u b ject , th is s ta te of m in d is

gen era lly a s s ocia ted with th e ph ys ica l, a n d beca u s e of im proper in flu en ces , to wh ich m os t peop le h a ve been s u b jected , in a cqu ir in g kn owledge of s ex, th in gs es s en t ia lly physical have highly biased the mind.

Th e em ot ion of s ex h a s ba ck of it th e pos s ib ility of th ree constructive potentialities, they are:—

1. The perpetuation of mankind 2. The maintenance of health, (as a therapeutic agency, it has no equal). 3. The transformation of mediocrity into genius through transmutation.

Sex t ra n s m u ta t ion is s im ple a n d ea s ily exp la in ed . It m ea n s th e s witch in g of th e m in d from th ou gh ts of ph ys ical expression, to thoughts of some other nature.

Sex des ire is th e m os t powerfu l of h u m a n des ires . Wh en d r iven by th is des ire, m en develop keen n es s of im a gin a t ion , cou ra ge, willpower , pers is ten ce, a n d crea t ive a b ility u n kn own to th em a t oth er t im es . So s t ron g a n d im pellin g is th e des ire for s exu a l con ta ct th a t m en freely ru n th e r is k of life a n d reputation to indulge it. When harnessed, and redirected along oth er lin es , th is m ot iva t in g force m a in ta in s a ll of it s a t t r ibu tes of keen n es s of im a gin a t ion , cou ra ge, etc., wh ich m a y be u s ed a s powerfu l crea t ive forces in litera tu re, a r t , or in a n y oth er p rofes s ion or ca llin g, in clu d in g, of cou rs e, th e a ccu m u la t ion of riches.

Th e t ra n s m u ta t ion of s ex en ergy ca lls for th e exercis e of willpower , to be s u re, bu t th e rewa rd is worth th e effor t . Th e des ire for s exu a l expres s ion is in born a n d n a tu ra l. Th e des ire ca n n ot , a n d s h ou ld n ot be s u bm erged or elim in a ted . Bu t it s h ou ld be given a n ou t let th rou gh form s of expres s ion wh ich enrich the body, mind, and spirit of man. If not given this form


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of ou t let , th rou gh t ra n s m u ta t ion , it will s eek ou t lets th rou gh purely physical channels.

A r iver m a y be da m m ed , a n d it s wa ter con trolled for a t im e, bu t even tu a lly, it will force a n ou t let . Th e s a m e is t ru e of th e em ot ion of s ex. It m a y be s u bm erged a n d con trolled for a t im e, bu t it s very n a tu re ca u s es it to be ever s eek in g m ea n s of expres s ion . If it is n ot t ra n s m u ted in to s om e crea t ive effor t it will find a less worthy outlet.

For tu n a te, in deed , is th e pers on wh o h a s d is covered h ow to give s ex em ot ion a n ou t let th rou gh s om e form of crea t ive effor t , for h e h a s , by th a t d is covery, lifted h im s elf to th e s ta tu s of a genius.

Scientific research has disclosed these significant facts: 1. The men of greatest achievement are men with highly developed sex natures; men who have learned the art of sex transmutation. 2. The men who have accumulated great fortunes and achieved outstanding recognition in literature, art, industry, architecture, and the professions, were motivated by the influence of a woman.

Th e res ea rch from wh ich th es e a s tou n d in g d is cover ies were m a de, wen t ba ck th rou gh th e pa ges of b iogra ph y a n d h is tory for m ore th a n two th ou s a n d yea rs . Wh erever th ere wa s eviden ce a va ila b le in con n ect ion with th e lives of m en a n d wom en of grea t a ch ievem en t , it in d ica ted m os t con vin cin gly that they possessed highly developed sex natures.

Th e em ot ion of s ex is a n “ir res is t ib le force,” a ga in s t wh ich th ere ca n be n o s u ch oppos it ion a s a n “im m ova b le body.” Wh en d r iven by th is em ot ion , m en becom e gifted with a s u per power for action. Understand this truth, and you will catch the s ign ifica n ce of th e s ta tem en t th a t s ex t ra n s m u ta t ion will lift one to the status of a genius.

The emotion of sex contains the secret of creative ability. Des t roy th e s ex gla n ds , wh eth er in m a n or bea s t , a n d you

h a ve rem oved th e m a jor s ou rce of a ct ion . For p roof of th is , obs erve wh a t h a ppen s to a n y a n im a l a fter it h a s been ca s t ra ted . A bu ll becom es a s docile a s a cow a fter it h a s been a ltered s exu a lly. Sex a ltera t ion ta kes ou t of th e m a le, wh eth er


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m a n or bea s t , a ll th e FIGHT th a t wa s in h im . Sex a ltera t ion of the female has the same effect.

THE TEN MIND STIMULI Th e h u m a n m in d res pon ds to s t im u li, th rou gh wh ich it

m a y be “keyed u p” to h igh ra tes of vib ra t ion , kn own a s enthusias m , crea t ive im a gin a t ion , in ten s e des ire, etc. Th e stimuli to which the mind responds most freely are:— 1. The desire for sex expression 2. Love 3. A burning desire for fame, power, or financial gain, MONEY 4. Music 5. Friendship between either those of the same sex, or those of the opposite sex. 6. A Master Mind alliance based upon the harmony of two or more people who ally themselves for spiritual or temporal advancement. 7. Mutual suffering, such as that experienced by people who are persecuted. 8. Auto-suggestion 9. Fear 10. Narcotics and alcohol.

Th e des ire for s ex expres s ion com es a t th e h ea d of th e lis t of s t im u li, wh ich m os t effect ively “s tepu p” th e vib ra t ion s of th e m in d a n d s ta r t th e “wh eels ” of ph ys ica l a ct ion . E igh t of th es e s t im u li a re n a tu ra l a n d con s t ru ct ive. Two a re des t ru ct ive. Th e lis t is h ere p res en ted for th e pu rpos e of en a b lin g you to m a ke a com pa ra t ive s tu dy of th e m a jor s ou rces of m in d s t im u la t ion . From th is s tu dy, it will be rea d ily s een th a t th e em ot ion of s ex is , by grea t odds , th e m os t in ten s e a n d powerfu l of a ll m in d stimuli.

Th is com pa r is on is n eces s a ry a s a fou n da t ion for p roof of th e s ta tem en t th a t t ra n s m u ta t ion of s ex en ergy m a y lift on e to th e s ta tu s of a gen iu s . Let u s fin d ou t wh a t con s t itu tes a genius.


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Som e wis ea cre h a s s a id th a t a gen iu s is a m a n wh o

“wea rs lon g h a ir , ea ts qu eer food , lives a lon e, a n d s erves a s a target for the joke makers.” A better definition of a genius is, “a m a n wh o h a s d is covered h ow to in crea s e th e vib ra t ion s of th ou gh t to th e poin t wh ere h e ca n freely com m u n ica te with s ou rces of kn owledge n ot a va ila b le th rou gh th e ord in a ry ra te of vibration of thought.”

Th e pers on wh o th in ks will wa n t to a s k s om e qu es t ion s con cern in g th is defin it ion of gen iu s . Th e fir s t qu es t ion will be, “How m a y on e com m u n ica te with s ou rces of kn owledge wh ich a re n ot a va ila b le th rou gh th e ORDINARY ra te of vib ra t ion of thought?”

Th e n ext qu es t ion will be, “Are th ere kn own s ou rces of kn owledge wh ich a re a va ila b le on ly to gen ii, a n d if s o, WHAT ARE THESE SOURCES, a n d exa ct ly h ow m a y th ey be reached?”

We s h a ll offer p roof of th e s ou n dn es s of s om e of th e m ore im por ta n t s ta tem en ts m a de in th is book—or a t lea s t we s h a ll offer eviden ce th rou gh wh ich you m a y s ecu re you r own p roof th rou gh exper im en ta t ion , a n d in doin g s o, we s h a ll a n s wer both of these questions.

“GENIUS” IS DEVELOPED THROUGH THE SIXTH SENSE Th e rea lity of a “s ixth s en s e” h a s been fa ir ly well

es ta b lis h ed . Th is s ixth s en s e is “Crea t ive Im a gin a t ion .” Th e fa cu lty of crea t ive im a gin a t ion is on e wh ich th e m a jor ity of peop le n ever u s e du r in g a n en t ire lifet im e, a n d if u s ed a t a ll, it u s u a lly h a ppen s by m ere a cciden t . A rela t ively s m a ll n u m ber of peop le u s e, WITH DELIBERATION AND PURPOSE AFORETHOUGHT, th e fa cu lty of crea t ive im a gin a t ion . Th os e wh o u s e th is fa cu lty volu n ta r ily, a n d with u n ders ta n d in g of it s functions, are GENII.

Th e fa cu lty of crea t ive im a gin a t ion is th e d irect lin k between the finite mind of man and Infinite Intelligence. All so-ca lled revela t ion s , refer red to in th e rea lm of religion , a n d a ll d is cover ies of ba s ic or n ew pr in cip les in th e field of in ven t ion , take place through the faculty of creative imagination.


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Wh en idea s or con cep ts fla s h in to on e’s m in d , th rou gh

wh a t is popu la r ly ca lled a “h u n ch ,” th ey com e from on e or more of the following sources:— 1. Infinite Intelligence 2. One’s subconscious mind, wherein is stored every sense impression and thought impulse which ever reached the brain through any of the five senses 3. From the mind of some other person who has just released the thought, or picture of the idea or concept, through conscious thought, or 4. From the other person’s subconscious storehouse.

Th ere a re n o oth er KNOWN s ou rces from wh ich “in s p ired” ideas or “hunches” may be received.

Th e crea t ive im a gin a t ion fu n ct ion s bes t wh en th e m in d is vib ra t in g (du e to s om e form of m in d s t im u la t ion ) a t a n exceed in gly h igh ra te. Th a t is , wh en th e m in d is fu n ct ion in g a t a ra te of vib ra t ion h igh er th a n th a t of ord in a ry, n orm a l thought.

Wh en b ra in a ct ion h a s been s t im u la ted , th rou gh on e or m ore of th e ten m in d s t im u la n ts , it h a s th e effect of lift in g th e in d ividu a l fa r a bove th e h or izon of ord in a ry th ou gh t , a n d perm its h im to en vis ion d is ta n ce, s cope, a n d qu a lity of THOUGHTS n ot a va ila b le on th e lower p la n e, s u ch a s th a t occu p ied wh ile on e is en ga ged in th e s olu t ion of th e p rob lem s of business and professional routine.

Wh en lifted to th is h igh er level of th ou gh t , th rou gh a n y form of m in d s t im u la t ion , a n in d ividu a l occu p ies , rela t ively, the same position as one who has ascended in an airplane to a h eigh t from wh ich h e m a y s ee over a n d beyon d th e h or izon lin e wh ich lim its h is vis ion , wh ile on th e grou n d . Moreover , wh ile on th is h igh er level of th ou gh t , th e in d ividu a l is n ot h a m pered or bou n d by a n y of th e s t im u li wh ich circu m s cr ibe a n d lim it h is vis ion wh ile wres t lin g with th e p rob lem s of ga in in g th e th ree ba s ic n eces s it ies of food , cloth in g, a n d s h elter . He is in a wor ld of th ou gh t in wh ich th e ORDINARY, work-a -da y th ou gh ts h a ve been a s effect ively rem oved a s a re th e h ills a n d va lleys a n d oth er lim ita t ion s of ph ys ica l vis ion , when he rises in an airplane.


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Wh ile on th is exa lted p la n e of THOUGHT, th e crea t ive

fa cu lty of th e m in d is given freedom for a ct ion . Th e wa y h a s been clea red for th e s ixth s en s e to fu n ct ion , it becom es recep t ive to idea s wh ich cou ld n ot rea ch th e in d ividu a l u n der any oth er circu m s ta n ces . Th e “s ixth s en s e” is th e fa cu lty wh ich m a rks th e d ifferen ce between a gen iu s a n d a n ord in a ry individual.

Th e crea t ive fa cu lty becom es m ore a ler t a n d recep t ive to vib ra t ion s , or igin a t in g ou ts ide th e in d ividu a l’s s u bcon s ciou s m in d , th e m ore th is fa cu lty is u s ed , a n d th e m ore th e in d ividu a l relies u pon it , a n d m a kes dem a n ds u pon it for th ou gh t im pu ls es . Th is fa cu lty ca n be cu lt iva ted a n d developed only through use.

Th a t wh ich is kn own a s on es ‘con s cien ce opera tes en t irely through the faculty of the sixth sense.

Th e grea t a r t is ts , wr iters , m u s icia n s , a n d poets becom e grea t , beca u s e th ey a cqu ire th e h a b it of relyin g u pon th e “s t ill s m a ll voice” wh ich s pea ks from with in , th rou gh th e fa cu lty of crea t ive im a gin a t ion . It is a fa ct well kn own to peop le wh o h a ve “keen ” im a gin a t ion s th a t th eir bes t idea s com e th rou gh so-called “hunches.”

Th ere is a grea t ora tor wh o does n ot a t ta in to grea tn es s , u n t il h e clos es h is eyes a n d begin s to rely en t irely u pon th e fa cu lty of Crea t ive Im a gin a t ion . Wh en a s ked wh y h e clos ed h is eyes ju s t before th e clim a xes of h is ora tory, h e rep lied , “I do it , beca u s e, th en I s pea k th rou gh idea s wh ich com e to m e from within.”

On e of Am er ica ’s m os t s u cces s fu l a n d bes t kn own financiers followed the habit of closing his eyes for two or three minutes before making a decision.

Wh en a s ked wh y h e d id th is , h e rep lied , “With m y eyes clos ed , I a m a b le to d ra w u pon a s ou rce of s u per ior intelligence.”

Th e la te Dr . E lm er R. Ga tes , of Ch evy Ch a s e, Ma ryla n d , crea ted m ore th a n 200 u s efu l pa ten ts , m a n y of th em ba s ic, th rou gh th e p roces s of cu lt iva t in g a n d u s in g th e crea t ive fa cu lty. His m eth od is both s ign ifica n t a n d in teres t in g to on e in teres ted in a t ta in in g to th e s ta tu s of gen iu s , in wh ich ca tegory Dr . Ga tes , u n qu es t ion a b ly belon ged . Dr . Ga tes wa s


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on e of th e rea lly grea t , th ou gh les s pu b licized s cien t is ts of th e world.

In h is la bora tory, h e h a d wh a t h e ca lled h is “pers on a l com m u n ica t ion room .” It wa s p ra ct ica lly s ou n d p roof, a n d s o a r ra n ged th a t a ll ligh t cou ld be s h u t ou t . It wa s equ ipped with a small table, on which he kept a pad of writing paper. In front of th e ta b le, on th e wa ll, wa s a n elect r ic pu s h bu t ton , wh ich controlled the lights. When Dr. Gates desired to draw upon the forces a va ila b le to h im th rou gh h is Crea t ive Im a gin a t ion , h e wou ld go in to th is room , s ea t h im s elf a t th e ta b le, s h u t off th e ligh ts , a n d CONCENTRATE u pon th e KNOWN fa ctors of th e in ven t ion on wh ich h e wa s work in g, rem a in in g in th a t pos it ion u n t il idea s bega n to “fla s h ” in to h is m in d in con n ect ion with the UNKNOWN factors of the invention.

On on e occa s ion , idea s ca m e th rou gh s o fa s t th a t h e wa s forced to wr ite for a lm os t th ree h ou rs . Wh en th e th ou gh ts s topped flowin g, a n d h e exa m in ed h is n otes , h e fou n d th ey con ta in ed a m in u te des cr ip t ion of p r in cip les wh ich ba d n ot a parallel among the known data of the scientific world.

Moreover , th e a n s wer to h is p rob lem wa s in telligen t ly p res en ted in th os e n otes . In th is m a n n er Dr . Ga tes com pleted over 200 pa ten ts , wh ich h a d been begu n , bu t n ot com pleted , by “h a lf-ba ked” b ra in s . Eviden ce of th e t ru th of th is s ta tem en t is in the United States Patent Office.

Dr . Ga tes ea rn ed h is livin g by “s it t in g for idea s ” for in d ividu a ls a n d corpora t ion s . Som e of th e la rges t corpora t ion s in Am er ica pa id h im s u bs ta n t ia l fees , by th e h ou r , for “s it t in g for ideas.”

Th e rea s on in g fa cu lty is often fa u lty, beca u s e it is la rgely gu ided by on e’s a ccu m u la ted exper ien ce. Not a ll kn owledge, wh ich on e a ccu m u la tes th rou gh “exper ien ce,” is a ccu ra te. Idea s received th rou gh th e crea t ive fa cu lty a re m u ch more relia b le, for th e rea s on th a t th ey com e from s ou rces m ore relia b le th a n a n y wh ich a re a va ila b le to th e rea s on in g fa cu lty of the mind.

Th e m a jor d ifferen ce between th e gen iu s a n d th e ord in a ry “cra n k” in ven tor , m a y be fou n d in th e fa ct th a t th e gen iu s works th rou gh h is fa cu lty of crea t ive im a gin a t ion , wh ile th e “cra n k” kn ows n oth in g of th is fa cu lty. Th e s cien t ific in ven tor


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(s u ch a s Mr . Ed is on , a n d Dr . Ga tes ), m a kes u s e of both th e synthetic and the creative faculties of imagination.

For exa m ple, th e s cien t ific in ven tor , or “gen iu s , begin s a n in ven t ion by orga n izin g a n d com bin in g th e kn own idea s , or p r in cip les a ccu m u la ted th rou gh exper ien ce, th rou gh th e s yn th et ic fa cu lty (th e rea s on in g fa cu lty). If h e fin ds th is a ccu m u la ted kn owledge to be in s u fficien t for th e com plet ion of h is in ven t ion , h e th en d ra ws u pon th e s ou rces of kn owledge a va ila b le to h im th rou gh h is creative fa cu lty. Th e m eth od by wh ich h e does th is va r ies with th e in d ividu a l, bu t th is is th e sum and substance of his procedure: 1. HE STIMULATES HIS MIND SO THAT IT VIBRATES ON A HIGHER-THAN-AVERAGE PLANE, using one or more of the ten mind stimulants or some other stimulant of his choice. 2. HE CONCENTRATES upon the known factors (the finished part) of his invention, and creates in his mind a perfect picture of unknown factors (the unfinished part), of his invention. He holds this picture in mind until it has been taken over by the subconscious mind, then relaxes by clearing his mind of ALL thought, and waits for his answer to “flash” into his mind.

Som et im es th e res u lts a re both defin ite a n d im m edia te. At other times, the results are negative, depending upon the state of development of the “sixth sense,” or creative faculty.

Mr . Ed is on t r ied ou t m ore th a n 10 ,000 d ifferen t com bin a t ion s of idea s th rou gh th e s yn th et ic fa cu lty of h is im a gin a t ion before h e “tu n ed in ” th rou gh th e crea t ive fa cu lty, and got the answer which perfected the incandescent light. His experience was similar when he produced the talking machine.

Th ere is p len ty of relia b le eviden ce th a t th e fa cu lty of crea t ive im a gin a t ion exis ts . Th is eviden ce is a va ila b le th rou gh a ccu ra te a n a lys is of m en wh o h a ve becom e lea ders in th eir res pect ive ca llin gs , with ou t h a vin g h a d exten s ive edu ca t ion s . Lin coln wa s a n ota b le exa m ple of a grea t lea der wh o a ch ieved grea tn es s , th rou gh th e d is covery, a n d u s e of h is fa cu lty of crea t ive im a gin a t ion . He d is covered , a n d bega n to u s e th is fa cu lty a s th e res u lt of th e s t im u la t ion of love wh ich h e exper ien ced a fter h e m et An n e Ru t ledge, a s ta tem en t of th e


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highest s ign ifica n ce, in con n ect ion with th e s tu dy of th e source of genius.

Th e pa ges of h is tory a re filled with th e records of grea t lea ders wh os e a ch ievem en ts m a y be t ra ced d irect ly to th e in flu en ce of wom en wh o a rou s ed th e crea t ive fa cu lt ies of th eir m in ds , th rou gh th e s t im u la t ion of s ex des ire. Na poleon Bon a pa r te wa s on e of th es e. Wh en in s p ired by h is fir s t wife, J os eph in e, h e wa s ir res is t ib le a n d in vin cib le. Wh en h is “bet ter ju dgm en t” or rea s on in g fa cu lty p rom pted h im to pu t J os eph in e a s ide, h e bega n to declin e. His defea t a n d St . Helena were not far distant.

If good taste would permit, we might easily mention scores of m en , well kn own to th e Am er ica n peop le, wh o clim bed to grea t h eigh ts of a ch ievem en t u n der th e s t im u la t in g in flu en ce of th eir wives , on ly to d rop ba ck to des t ru ct ion AFTER m on ey a n d power wen t to th eir h ea ds , a n d th ey pu t a s ide th e old wife for a n ew on e. Na poleon wa s n ot th e on ly m a n to d is cover th a t s ex in flu en ce, from the righ t s ource, is m ore powerfu l th a n a n y s u bs t itu te of exped ien cy, wh ich m a y be crea ted by m ere reason.

The human mind responds to stimulation! Am on g th e grea tes t , a n d m os t powerfu l of th es e s t im u li is

th e u rge of s ex. Wh en h a rn es s ed a n d t ra n s m u ted , th is d r ivin g force is ca pa b le of lift in g m en in to th a t h igh er s ph ere of thou gh t wh ich en a b les th em to m a s ter th e s ou rces of worry a n d pet ty a n n oya n ce wh ich bes et th eir pa th wa y on th e lower plane.

Un for tu n a tely, on ly th e gen ii h a ve m a de th e d is covery. Oth ers h a ve a ccep ted th e exper ien ce of s ex u rge, with ou t d is cover in g on e of it s m a jor poten t ia lit ies —a fa ct wh ich a ccou n ts for th e grea t n u m ber of “oth ers ” a s com pa red to th e limited number of genii.

For th e pu rpos e of refres h in g th e m em ory, in con n ect ion with th e fa cts a va ila b le from th e b iogra ph ies of cer ta in m en , we h ere p res en t th e n a m es of a few m en of ou ts ta n d in g a ch ievem en t , ea ch of wh om wa s kn own to h a ve been of a h igh ly s exed n a tu re. Th e gen iu s wh ich wa s th eir ’s , u n dou b ted ly fou n d it s s ou rce of power in t ra n s m u ted s ex energy:


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GEORGE WASHINGTON NAPOLEON BONAPARTE WILLIAM

SHAKESPEARE ABRAHAM LINCOLN RALPH WALDO EMERSON ROBERT BURNS THOMAS JEFFERSON ELBERT

HUBBARD ELBERT H. GARY OSCAR WILDE WOODROW WILSON JOHN H. PATTERSON ANDREW JACKSON ENRICO

CARUSO You r own kn owledge of b iogra ph y will en a b le you to a dd

to th is lis t . Fin d , if you ca n , a s in gle m a n , in a ll h is tory of civiliza t ion , wh o a ch ieved ou ts ta n d in g s u cces s in a n y ca llin g, who was not driven by a well developed sex nature.

If you do n ot wis h to rely u pon b iogra ph ies of m en n ot n ow livin g, ta ke in ven tory of th os e wh om you kn ow to be m en of grea t a ch ievem en t , a n d s ee if you ca n fin d on e a m on g th em who is not highly sexed.

Sex en ergy is th e crea t ive en ergy of a ll gen ii. There never has been , and never w ill be a great lead er, bu ild er, or artis t lacking in this driving force of sex.

Su rely n o on e will m is u n ders ta n d th es e s ta tem en ts to m ea n th a t ALL wh o a re h igh ly s exed a re gen ii! Ma n a t ta in s to th e s ta tu s of a gen iu s ONLY wh en , a n d IF, h e s t im u la tes h is m in d s o th a t it d ra ws u pon th e forces a va ila b le, th rou gh th e crea t ive fa cu lty of th e im a gin a t ion . Ch ief a m on g th e s t im u li with wh ich th is “s tepp in g u p” of th e vib ra t ion s m a y be p rodu ced is s ex en ergy. Th e m ere possession of th is en ergy is n ot s u fficien t to p rodu ce a gen iu s . Th e en ergy m u s t be transmuted from des ire for ph ys ica l con ta ct , in to s om e other form of des ire a n d a ct ion , before it will lift on e to th e s ta tu s of a genius.

Fa r from becom in g gen ii, beca u s e of grea t s ex des ires , th e m a jor ity of m en lower th em s elves , th rou gh m is u n ders ta n d in g a n d m is u s e of th is grea t force, to th e s ta tu s of th e lower animals.

WHY MEN SELDOM SUCCEED BEFORE FORTY I d is covered , from th e a n a lys is of over 25 ,000 peop le, th a t

m en wh o s u cceed in a n ou ts ta n d in g wa y, s eldom do s o before th e a ge of for ty, a n d m ore often th ey do n ot s t r ike th eir rea l pa ce u n t il th ey a re well beyon d th e a ge of fifty. Th is fa ct wa s


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s o a s tou n d in g th a t it p rom pted m e to go in to th e s tu dy of it s ca u s e m os t ca refu lly, ca r ryin g th e in ves t iga t ion over a per iod of more than twelve years.

Th is s tu dy d is clos ed th e fa ct th a t th e m a jor rea s on wh y th e m a jor ity of m en wh o s u cceed do n ot begin to do s o before th e a ge of for ty to fifty, is th eir ten den cy to DISSIPATE th eir en ergies th rou gh over in du lgen ce in ph ys ica l expres s ion of th e em ot ion of s ex. Th e m a jor ity of m en never lea rn th a t th e u rge of s ex h a s oth er pos s ib ilit ies , wh ich fa r t ra n s cen d in im por ta n ce, th a t of m ere ph ys ica l expres s ion . Th e m a jor ity of th os e wh o m a ke th is d is covery, do s o after having w as ted m any y ears a t a per iod wh en th e s ex en ergy is a t it s h eigh t , p r ior to th e a ge of for ty-five to fifty. Th is u s u a lly is followed by noteworthy achievement.

Th e lives of m a n y m en u p to, a n d s om et im es well pa s t th e a ge of for ty, reflect a con t in u ed d is s ipa t ion of en ergies , wh ich cou ld h a ve been m ore p rofita b ly tu rn ed in to bet ter ch a n n els . Th eir fin er a n d m ore powerfu l em ot ion s a re s own wild ly to th e fou r win ds . Ou t of th is h a b it of th e m a le, grew th e term , “sowing his wild oats.”

Th e des ire for s exu a l expres s ion is by fa r th e s t ron ges t a n d m os t im pellin g of a ll th e h u m a n em ot ion s , a n d for th is very rea s on th is des ire, wh en harnes s ed and trans m uted into a ct ion , oth er th a n th a t of ph ys ica l expres s ion , m a y ra is e on e to the status of a genius.

On e of Am er ica ’s m os t a b le bu s in es s m en fra n k ly a dm it ted th a t h is a t t ra ct ive s ecreta ry wa s res pon s ib le for m os t of th e p la n s h e crea ted . He a dm it ted th a t h er p res en ce lifted h im to h eigh ts of crea t ive im a gin a t ion , s u ch a s h e cou ld experience under no other stimulus.

On e of th e m os t s u cces s fu l m en in Am er ica owes m os t of h is s u cces s to th e in flu en ce of a very ch a rm in g you n g wom a n , wh o h a s s erved a s h is s ou rce of in s p ira t ion for m ore th a n twelve yea rs . Everyon e kn ows th e m a n to wh om th is referen ce is m a de, bu t n ot everyon e kn ows th e REAL SOURCE of h is achievements.

His tory is n ot la ck in g in exa m ples of m en wh o a t ta in ed to th e s ta tu s of gen ii, a s th e res u lt of th e u s e of a r t ificia l m in d s t im u la n ts in th e form of a lcoh ol a n d n a rcot ics . Edga r Allen


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Poe wrote th e “Ra ven ” wh ile u n der th e in flu en ce of liqu or , “d rea m in g d rea m s th a t m or ta l n ever da red to d rea m before.” J a m es Wh itcom b Riley d id h is bes t wr it in g wh ile u n der th e in flu en ce of a lcoh ol. Perh a ps it wa s th u s h e s a w “th e ordered in term in glin g of th e rea l a n d th e d rea m , th e m ill a bove th e river, and the mist above the stream.” Robert Burns wrote best wh en in toxica ted , “For Au ld La n g Syn e, m y dea r , we’ll ta ke a cup of kindness yet, for Auld Lang Syne.”

Bu t let it be rem em bered th a t m a n y s u ch m en h a ve destroyed themselves in the end. Nature has prepared her own pot ion s with wh ich m en m a y s a fely s t im u la te th eir m in ds s o th ey vib ra te on a p la n e th a t en a b les th em to tu n e in to fin e a n d ra re th ou gh ts wh ich com e from —n o m a n kn ows wh ere! No s a t is fa ctory s u bs t itu te for Na tu re’s s t im u la n ts h a s ever been found.

It is a fa ct well kn own to ps ych ologis ts th a t th ere is a very clos e rela t ion s h ip between s ex des ires a n d s p ir itu a l u rges —a fa ct wh ich a ccou n ts for th e pecu lia r beh a vior of peop le wh o participate in the orgies known as religious “revivals,” common among the primitive types.

Th e wor ld is ru led , a n d th e des t in y of civiliza t ion is es ta b lis h ed , by th e h u m a n em ot ion s . Peop le a re in flu en ced in th eir a ct ion s , n ot by rea s on s o m u ch a s by “feelin gs .” Th e crea t ive fa cu lty of th e m in d is s et in to a ct ion en t irely by em ot ion s , a n d not by cold reas on . Th e m os t powerfu l of a ll h u m a n em ot ion s is th a t of s ex. Th ere a re oth er m in d s t im u la n ts , s om e of wh ich h a ve been lis ted , bu t n o on e of them, nor all of them combined, can equal the driving power of sex.

A m in d s t im u la n t is a n y in flu en ce wh ich will eith er tem pora r ily, or perm a n en t ly, in crea s e th e vib ra t ion s of th ou gh t . Th e ten m a jor s t im u la n ts , des cr ibed , a re th os e m os t com m on ly res or ted to. Th rou gh th es e s ou rces on e m a y com m u n e with In .-fin ite In telligen ce, or en ter , a t will, th e storehouse of the subconscious mind, either one’s own, or that of another person, a procedure which is all there is of genius.

A tea ch er , wh o h a s t ra in ed a n d d irected th e effor ts of m ore th a n 30 ,000 s a les peop le, m a de th e a s tou n d in g


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d is covery th a t h igh ly s exed m en a re th e m os t efficien t salesmen . Th e exp la n a t ion is , th a t th e fa ctor of pers on a lity kn own a s “pers on a l m a gn et is m ” is n oth in g m ore n or les s th a n s ex en ergy. High ly s exed peop le a lwa ys h a ve a p len t ifu l s u pp ly of m a gn et is m . Th rou gh cu lt iva t ion a n d u n ders ta n d in g, th is vita l force m a y be d ra wn u pon a n d u s ed to grea t a dva n ta ge in th e rela t ion s h ips between peop le. Th is en ergy m a y be communicated to others through the following media: 1. The hand-shake. The touch of the hand indicates, instantly, the presence of magnetism, or the lack of it. 2. The tone of voice. Magnetism, or sex energy, is the factor with which the voice may be colored, or made musical and charming. 3. Posture and carriage of the body. Highly sexed people move briskly, and with grace and ease. 4. The vibrations of thought. Highly sexed people mix the emotion of sex with their thoughts, or may do so at will, and in that way, may influence those around them. 5. Body adornment. People who are highly sexed are usually very careful about their personal appearance. They usually select clothing of a style becoming to their personality, physique, complexion, etc.

Wh en em ployin g s a les m en , th e m ore ca pa b le s a les m a n a ger looks for th e qu a lity of pers on a l m a gn et is m a s th e first requirement of a salesman. People who lack sex energy will n ever becom e en th u s ia s t ic n or in s p ire oth ers with en th u s ia s m , a n d en th u s ia s m is on e of th e m os t im por ta n t requisites in salesmanship, no matter what one is selling.

Th e pu b lic s pea ker , ora tor , p rea ch er , la wyer , or s a les m a n wh o is la ck in g in s ex en ergy is a “flop ,” a s fa r a s bein g a b le to in flu en ce oth ers is con cern ed . Cou p le with th is th e fa ct , th a t m os t peop le ca n be in flu en ced on ly th rou gh a n a ppea l to th eir em ot ion s , a n d you will u n ders ta n d th e im por ta n ce of s ex en ergy a s a pa r t of th e s a les m a n ’s n a t ive a b ility. Master s a les m en a t ta in th e s ta tu s of m a s tery in s ellin g, beca u s e th ey, eith er con s ciou s ly, or u n con sciously, transmute th e en ergy of sex into SALES ENTHUSIASM! In this statement may be found


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a very p ra ct ica l s u gges t ion a s to th e a ctu a l m ea n in g of s ex transmutation.

Th e s a les m a n wh o kn ows h ow to ta ke h is m in d off th e s u b ject of s ex, a n d d irect it in s a les effor t with a s m u ch en th u s ia s m a n d determ in a t ion a s h e wou ld a pp ly to it s or igin a l pu rpos e, h a s a cqu ired th e a r t of s ex t ra n s m u ta t ion , wh eth er h e kn ows it or n ot . Th e m a jor ity of s a les m en wh o t ra n s m u te th eir s ex en ergy do s o with ou t bein g in th e lea s t aware of what they are doing, or how they are doing it.

Tra n s m u ta t ion of s ex en ergy ca lls for m ore will power th a n th e a vera ge pers on ca res to u s e for th is pu rpos e. Th os e wh o fin d it d ifficu lt to s u m m on will-power s u fficien t for t ra n s m u ta t ion , m a y gra du a lly a cqu ire th is a b ility. Th ou gh th is requ ires will-power , th e rewa rd for th e p ra ct ice is m ore th a n worth the effort.

Th e en t ire s u b ject of s ex is on e with wh ich th e m a jor ity of peop le a ppea r to be u n pa rdon a b ly ign ora n t . Th e u rge of s ex h a s been gros s ly m is u n ders tood , s la n dered , a n d bu r les qu ed by th e ign ora n t a n d th e evil m in ded , for s o lon g th a t th e very word s ex is s eldom u s ed in polite s ociety. Men a n d wom en wh o a re kn own to be b les s ed—yes , BLESSED—with h igh ly s exed n a tu res , a re u s u a lly looked u pon a s bein g peop le wh o will bea r wa tch in g. In s tea d of bein g ca lled b les s ed , th ey a re usually called cursed.

Million s of peop le, even in th is a ge of en ligh ten m en t , h ave in fer ior ity com plexes wh ich th ey developed beca u s e of th is fa ls e belief th a t a h igh ly s exed n a tu re is a cu rs e. Th es e s ta tem en ts , of th e vir tu e of s ex en ergy, s h ou ld n ot be con s t ru ed a s ju s t ifica t ion for th e liber t in e. Th e em ot ion of s ex is a vir tu e ONLY wh en u s ed in telligen t ly, a n d with d is cr im in a t ion . It m a y be m is u s ed , a n d often is , to s u ch a n exten t th a t it deba s es , in s tea d of en r ich es , both body a n d m in d . Th e bet ter u s e of th is power is th e bu rden of th is chapter.

It s eem ed qu ite s ign ifica n t to th e a u th or , wh en h e m a de th e d is covery th a t p ra ct ica lly every grea t lea der , wh om h e h a d th e p r ivilege of a n a lyzin g, wa s a m a n wh os e a ch ievem en ts were la rgely in s p ired by a wom a n . In m a n y in s ta n ces , th e “wom a n in th e ca s e” wa s a m odes t , s elf-den yin g wife, of whom


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th e pu b lic h a d h ea rd bu t lit t le or n oth in g. In a few in s ta n ces , th e s ou rce of in s p ira t ion h a s been t ra ced to th e “oth er wom a n .” Perh a ps s u ch ca s es m a y n ot be en t irely u n kn own to you.

In tem pera n ce in s ex h a b its is ju s t a s det r im en ta l a s in tem pera n ce in h a b its of d r in k in g a n d ea t in g. In th is a ge in wh ich we live, a n a ge wh ich bega n with th e wor ld wa r , in tem pera n ce in h a b its of s ex is com m on . Th is orgy of in du lgen ce m a y a ccou n t for th e s h or ta ge of grea t lea ders . No m a n ca n a va il h im s elf of th e forces of h is crea t ive im a gin a t ion , wh ile d is s ipa t in g th em . Ma n is th e on ly crea tu re on ea r th wh ich viola tes Na tu re’s pu rpos e in th is con n ect ion . Every oth er a n im a l in du lges it s s ex n a tu re in m odera t ion , a n d with pu rpos e wh ich h a rm on izes with th e la ws of n a tu re. Every oth er a n im a l res pon ds to th e ca ll of s ex on ly in “s ea s on .” Man’s inclination is to declare “open season.”

Every in telligen t pers on kn ows th a t s t im u la t ion in exces s , th rou gh a lcoh olic d r in k a n d n a rcot ics , is a form of in tem pera n ce wh ich des t roys th e vita l orga n s of th e body, in clu d in g th e b ra in . Not every pers on kn ows , h owever , th a t over in du lgen ce in s ex expres s ion m a y becom e a h a b it a s destructive and as detrimental to creative effort as narcotics or liquor.

A s ex-m a d m a n is n ot es s en t ia lly d ifferen t th a n a dope-m a d m a n ! Both h a ve los t con trol over th eir fa cu lt ies of rea s on a n d willpower . Sexu a l over in du lgen ce m a y n ot on ly des t roy reason and willpower, but it may also lead to either temporary, or perm a n en t in s a n ity. Ma n y ca s es of h ypoch on dr ia (imaginary illness) grow out of habits developed in ignorance of the true function of sex.

From th es e b r ief referen ces to th e s u b ject , it m a y be rea d ily s een th a t ign ora n ce on th e s u b ject of s ex t ra n s m u ta t ion , forces s tu pen dou s pen a lt ies u pon th e ign ora n t on th e on e h a n d , a n d with h olds from th em equ a lly stupendous benefits, on the other.

Wides prea d ign ora n ce on th e s u b ject of s ex is du e to th e fa ct th a t th e s u b ject h a s been s u r rou n ded with m ys tery a n d beclou ded by da rk s ilen ce. Th e con s p ira cy of m ys tery a n d silence h a s h a d th e s a m e effect u pon th e m in ds of you n g


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peop le th a t th e ps ych ology of p roh ib it ion h a d . Th e res u lt h a s been in crea s ed cu r ios ity, a n d des ire to a cqu ire m ore kn owledge on th is “verboten ” s u b ject ; a n d to th e s h a m e of a ll la wm a kers , a n d m os t ph ys icians—by t ra in in g bes t qu a lified to edu ca te you th on th a t s u b ject -in form a t ion h a s n ot been ea s ily available.

Seldom does a n in d ividu a l en ter u pon h igh ly crea t ive effor t in a n y field of en dea vor before th e a ge of for ty. Th e a vera ge m a n rea ch es th e per iod of h is grea tes t ca pa city to crea te between for ty a n d s ixty. Th es e s ta tem en ts a re ba s ed upon analysis of thousands of men and women who have been ca refu lly obs erved . Th ey s h ou ld be en cou ra gin g to th os e wh o fa il to a r r ive before th e a ge of for ty, a n d to th os e wh o becom e fr igh ten ed a t th e a pproa ch of “old a ge,” a rou n d th e for ty-year m a rk . Th e yea rs between for ty a n d fifty a re, a s a ru le, th e most fruitful. Man should approach this age, not with fear and trembling, but with hope and eager anticipation.

If you wa n t eviden ce th a t m os t m en do n ot begin to do th eir bes t work before th e a ge of for ty, s tu dy th e records of th e m os t s u cces s fu l m en kn own to th e Am er ica n peop le, a n d you will fin d it . Hen ry Ford h a d n ot “h it h is pa ce” of a ch ievem en t until he had passed the age of forty. Andrew Carnegie was well pa s t for ty before h e bega n to rea p th e rewa rd of h is effor ts . J a m es J . Hill wa s s t ill ru n n in g a telegra ph key a t th e a ge of for ty. His s tu pen dou s a ch ievem en ts took p la ce a fter th a t a ge. Biogra ph ies of Am er ica n in du s t r ia lis ts a n d fin a n ciers a re filled with eviden ce th a t th e per iod from for ty to s ixty is th e m os t productive age of man.

Between th e a ges of th ir ty a n d for ty, m a n begin s to lea rn (if h e ever lea rn s ), th e a r t of s ex t ra n s m u ta t ion . Th is d is covery is gen era lly a cciden ta l, a n d m ore often th a n oth erwis e, th e m a n wh o m a kes it is tota lly u n con s ciou s of h is d is covery. He m a y obs erve th a t h is powers of a ch ievem en t h a ve in crea s ed a rou n d th e a ge of th ir ty-five to for ty, bu t in m os t ca s es , h e is n ot fa m ilia r with th e ca u s e of th is ch a n ge; th a t Na tu re begin s to h a rm on ize th e em ot ion s of love a n d s ex in th e in d ividu a l, between the ages of thirty and forty, so that he may draw upon these great forces, and apply them jointly as stimuli to action.


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Sex, a lon e, is a m igh ty u rge to a ct ion , bu t it s forces a re

like a cyclon e-th ey a re often u n con trolla b le. Wh en th e em ot ion of love begins to mix itself with the emotion of sex, the result is ca lm n es s of pu rpos e, pois e, a ccu ra cy of ju dgm en t , a n d ba la n ce. Wh a t pers on , wh o h a s a t ta in ed to th e a ge of for ty, is s o u n for tu n a te a s to be u n a b le to a n a lyze th es e s ta tem en ts , and to corroborate them by his own experience?

When driven by his desire to please a woman, based solely u pon th e em ot ion of s ex, a m a n m a y be, a n d u s u a lly is , ca pa b le of grea t a ch ievem en t , bu t h is a ct ion s m a y be d is orga n ized , d is tor ted , a n d tota lly des t ru ct ive. Wh en d r iven by h is des ire to p lea s e a wom a n , ba s ed u pon th e m ot ive of s ex a lon e, a m a n m a y s tea l, ch ea t , a n d even com m it m u rder . Bu t wh en th e em ot ion of LOVE is m ixed with th e em ot ion of s ex, th a t s a m e m a n will gu ide h is a ct ion s with m ore s a n ity, balance, and reason.

Cr im in ologis ts h a ve d is covered th a t th e m os t h a rden ed cr im in a ls ca n be reform ed th rou gh th e in flu en ce of a wom a n ’s love. Th ere is n o record of a cr im in a l h a vin g been reform ed s olely th rou gh th e s ex in flu en ce. Th es e fa cts a re well kn own , bu t th eir ca u s e is n ot . Reform a t ion com es , if a t a ll, th rou gh the heart, or th e em ot ion a l s ide of m a n , not th rou gh h is h ea d , or rea s on in g s ide. Reform a t ion m ea n s , “a ch a n ge of h ea r t .” It does n ot m ea n a “ch a n ge of h ea d .” A m a n m a y, beca u s e of rea s on , m a ke cer ta in ch a n ges in h is pers on a l con du ct to a void th e con s equ en ces of u n des ira b le effects , bu t GENUINE REFORMATION comes only through a change of heart-through a DESIRE to change.

Love, Rom a n ce, a n d Sex a re a ll em ot ion s ca pa b le of d r ivin g m en to h eigh ts of s u per a ch ievem en t . Love is th e em ot ion wh ich s erves a s a s a fety va lve, a n d in s u res ba la n ce, pois e, a n d con s t ru ct ive effor t . Wh en com bin ed , th es e th ree em ot ion s m a y lift on e to a n a lt itu de of a gen iu s . Th ere a re genii, however, who know but little of the emotion of love. Most of th em m a y be fou n d en ga ged in s om e form of a ct ion wh ich is des t ru ct ive, or a t lea s t , n ot ba s ed u pon ju s t ice a n d fa irn es s towa rd oth ers . If good ta s te wou ld perm it , a dozen gen ii cou ld be n a m ed in th e field of in du s t ry a n d fin a n ce, wh o r ide ruthlessly over the rights of their fellow men. They seem totally


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la ck in g in con s cien ce. Th e rea der ca n ea s ily s u pp ly h is own list of such men.

Th e em ot ion s a re s ta tes of m in d . Na tu re h a s p rovided m a n with a “ch em is t ry of th e m in d” wh ich opera tes in a m a n n er s im ila r to th e p r in cip les of ch em is t ry of m a t ter . It is a well kn own fa ct th a t , th rou gh th e a id of ch em is t ry of m a t ter , a ch em is t m a y crea te a dea d ly pois on by m ixin g cer ta in elem en ts , n on e of wh ich a re—in th em s elves —h a rm fu l in th e r igh t p ropor t ion s . Th e em ot ion s m a y, likewis e, be com bin ed s o as to create a deadly poison. The emotions of sex and jealousy, when mixed, may turn a person into an insane beast.

Th e p res en ce of a n y on e or m ore of th e des t ru ct ive em ot ion s in th e h u m a n m in d , th rou gh th e ch em is t ry of th e m in d , s ets u p a pois on wh ich m a y des t roy on e’s s en s e of ju s t ice a n d fa irn es s . In extrem e ca s es , th e p res en ce of a n y com bin a t ion of th es e em ot ion s in th e m in d m a y des t roy on e’s reason.

Th e roa d to gen iu s con s is ts of th e developm en t , con trol, a n d u s e of s ex, love, a n d rom a n ce. Br iefly, th e p roces s m a y be stated as follows:

En cou ra ge th e p res en ce of th es e em ot ion s a s th e dom in a t in g th ou gh ts in on e’s m in d , a n d d is cou ra ge th e p res en ce of a ll th e des t ru ct ive em ot ion s . Th e m in d is a crea tu re of h a b it . It th r ives u pon th e dominating th ou gh ts fed it . Th rou gh th e fa cu lty of willpower , on e m a y d is cou ra ge th e p res en ce of a n y em ot ion , a n d en cou ra ge th e p res en ce of a n y oth er . Con trol of th e m in d , th rou gh th e power of will, is n ot difficult. Control comes from persistence, and habit. The secret of con trol lies in u n ders ta n d in g th e p roces s of t ra n s m u ta t ion . Wh en a n y n ega t ive em ot ion p res en ts it s elf in on e’s m in d , it can be t ra n s m u ted in to a pos it ive, or con s t ru ct ive em ot ion , by the simple procedure of changing one’s thoughts.

THERE IS NO OTHER ROAD TO GENIUS THAN THROUGH VOLUNTARY SELF EFFORT! A m a n m a y a t ta in to grea t h eigh ts of fin a n cia l or bu s in es s a ch ievem en t , s olely by th e d r ivin g force of s ex en ergy, bu t h is tory is filled with eviden ce th a t h e m a y, a n d u s u a lly does , ca r ry with h im certain traits of character which rob him of the ability to either h old , or en joy h is for tu n e. Th is is wor th y of a n a lys is , th ou gh t ,


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a n d m ed ita t ion , for it s ta tes a t ru th , th e kn owledge of wh ich may be helpful to women as well as men. Ignorance of this has cos t th ou s a n ds of peop le th eir p r ivilege of HAPPINESS, even though they possessed riches.

Th e em ot ion s of love a n d s ex lea ve th eir u n m is takable m a rks u pon th e fea tu res . Moreover , th es e s ign s a re s o vis ib le, th a t a ll wh o wis h m a y rea d th em . Th e m a n wh o is d r iven by th e s torm of pa s s ion , ba s ed u pon s ex des ires a lon e, p la in ly a dver t is es th a t fa ct to th e en t ire wor ld , by th e expres s ion of his eyes , a n d th e lin es of h is fa ce. Th e em ot ion of love, wh en m ixed with th e em ot ion of s ex, s often s , m od ifies , a n d beautifies the facial expression. No character analyst is needed to tell you this— you may observe it for yourself.

Th e em ot ion of love b r in gs ou t , a n d develops , th e a r t is t ic a n d th e a es th et ic n a tu re of m a n . It lea ves it s im pres s u pon on e’s very s ou l, even a fter th e fire h a s been s u bdu ed by t im e and circumstance.

Mem ories of love n ever pa s s . Th ey lin ger , gu ide, a n d in flu en ce lon g a fter th e s ou rce of s t im u la t ion h a s fa ded . Th ere is n oth in g n ew in th is . Every pers on , wh o h a s been m oved by GENUINE LOVE, kn ows th a t it lea ves en du r in g t ra ces u pon th e h u m a n h ea r t . Th e effect of love en du res , beca u s e love is s p ir itu a l in n a tu re. Th e m a n wh o ca n n ot be s t im u la ted to grea t h eigh ts of a ch ievem en t by love, is h opeles s -h e is dea d , though he may seem to live.

Even th e m em ories of love a re s u fficien t to lift on e to a h igh er p la n e of crea t ive effor t . Th e m a jor force of love m a y s pen d it s elf a n d pa s s a wa y, like a fire wh ich h a s bu rn ed it s elf ou t , bu t it lea ves beh in d in delib le m a rks a s eviden ce th a t it pa s s ed th a t wa y. It s depa r tu re often p repa res th e h u m a n heart for a still greater love.

Go ba ck in to you r yes terda ys , a t t im es , a n d ba th e you r m in d in th e bea u t ifu l m em ories of pa s t love. It will s often th e in flu en ce of th e p res en t worr ies a n d a n n oya n ces . It will give you a s ou rce of es ca pe from th e u n p lea s a n t rea lit ies of life, a n d m a ybe—wh o kn ows ?—you r m in d will yield to you , du r in g this temporary retreat into the world of fantasy, ideas, or plans wh ich m a y ch a n ge th e en t ire fin a n cia l or s p ir itu a l s ta tu s of your life.


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If you believe you rs elf u n for tu n a te, beca u s e you h a ve

“loved a n d los t ,” per is h th e th ou gh t . On e wh o h a s loved t ru ly, ca n n ever los e en t irely. Love is wh im s ica l a n d tem pera m en ta l. It s n a tu re is eph em era l, a n d t ra n s itory. It com es wh en it p lea s es , a n d goes a wa y with ou t wa rn in g. Accep t a n d en joy it wh ile it rem a in s , bu t s pen d n o t im e worryin g a bou t it s departure. Worry will never bring it back.

Dismiss, also, the thought that love never comes but once. Love m a y com e a n d go, t im es with ou t n u m ber , bu t th ere a re n o two love exper ien ces wh ich a ffect on e in ju s t th e s a m e wa y. Th ere m a y be, a n d th ere u s u a lly is , on e love exper ien ce wh ich lea ves a deeper im pr in t on th e h ea r t th a n a ll th e oth ers , bu t a ll love exper ien ces a re ben eficia l, excep t to th e pers on wh o becomes resentful and cynical when love makes its departure.

Th ere s h ou ld be n o d is a ppoin tm en t over love, a n d th ere wou ld be n on e if peop le u n ders tood th e d ifferen ce between th e em ot ion s of love a n d s ex. Th e m a jor d ifferen ce is th a t love is s p ir itu a l, wh ile s ex is b iologica l. No exper ien ce, wh ich tou ch es th e h u m a n h ea r t with a s p ir itu a l force, ca n pos s ib ly be harmful, except through ignorance, or jealousy.

Love is , with ou t qu es t ion , life’s grea tes t exper ien ce. It b r in gs on e in to com m u n ion with In fin ite In telligen ce. Wh en m ixed with th e em ot ion s of rom a n ce a n d s ex, it m a y lea d on e fa r u p th e la dder of crea t ive effor t . Th e em ot ion s of love, s ex, a n d rom a n ce, a re s ides of th e etern a l t r ia n gle of a ch ievem en t-building genius. Nature creates genii through no other force.

Love is a n em ot ion with m a n y s ides , s h a des , a n d colors . Th e love wh ich on e feels for pa ren ts , or ch ild ren is qu ite d ifferen t from th a t wh ich on e feels for on e’s s weeth ea r t . Th e one is mixed with the emotion of sex, while the other is not.

The love which one feels in true friendship is not the same a s th a t felt for on e’s s weeth ea r t , pa ren ts , or ch ild ren , bu t it , too, is a form of love.

Then, th ere is th e em ot ion of love for th in gs in a n im a te, s u ch a s th e love of Na tu re’s h a n d iwork . Bu t th e m os t in ten s e a n d bu rn in g of a ll th es e va r iou s k in ds of love, is th a t exper ien ced in th e b len d in g of th e em ot ion s of love a n d s ex. Ma rr ia ges , n ot b les s ed with th e etern a l a ffin ity of love, p roper ly ba la n ced a n d p ropor t ion ed , with s ex, ca n n ot be


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h a ppy on es —a n d s eldom en du re. Love, a lon e, will n ot b r in g h a pp in es s in m a rr ia ge, n or will s ex a lon e. Wh en th es e two bea u t ifu l em ot ion s a re b len ded , m a rr ia ge m a y b r in g a bou t a s ta te of m in d , clos es t to th e s p ir itu a l th a t on e m a y ever kn ow on this earthly plane.

Wh en th e em ot ion of rom a n ce is a dded to th os e of love a n d s ex, th e obs t ru ct ion s between th e fin ite m in d of m a n a n d Infinite Intelligence are removed.

Then a genius has been born! Wh a t a d ifferen t s tory is th is , th a n th os e u s u a lly

a s s ocia ted with th e em ot ion of s ex. Here is a n in terp reta t ion of th e em ot ion wh ich lift s it ou t of th e com m on pla ce, a n d m a kes of it pot ter ’s cla y in th e h a n ds of God , from wh ich He fa s h ions a ll th a t is bea u t ifu l a n d in s p ir in g. It is a n in terp reta t ion wh ich wou ld , wh en p roper ly u n ders tood , b r in g h a rm on y ou t of th e ch a os wh ich exis ts in too m a n y m a rr ia ges . Th e d is h a rm on ies often expres s ed in th e form of n a ggin g, m a y u s u a lly be t ra ced to lack of k now led ge on th e s u b ject of s ex. Wh ere love, rom a n ce a n d th e p roper u n ders ta n d in g of th e em ot ion a n d fu n ct ion of s ex a b ide, th ere is n o d is h a rm on y between m a rr ied people.

For tu n a te is th e h u s ba n d wh os e wife u n ders ta n ds th e t ru e rela t ion s h ip between th e em ot ion s of love, s ex, a n d rom a n ce. Wh en m ot iva ted by th is h oly t r iu m vira te, n o form of la bor is bu rden s om e, beca u s e even th e m os t lowly form of effort takes on the nature of a labor of love.

It is a very old s a yin g th a t “a m a n ’s wife m a y eith er m a ke him or b rea k h im ,” bu t th e rea s on is n ot a lwa ys u n ders tood . Th e “m a k in g” a n d “b rea k in g” is th e res u lt of th e wife’s u n ders ta n d in g, or la ck of u n ders ta n d in g of th e em ot ion s of love, sex, and romance.

Des p ite th e fa ct th a t m en a re polyga m ou s , by th e very nature of th eir b iologica l in h er ita n ce, it is t ru e th a t n o wom a n h a s a s grea t a n in flu en ce on a m a n a s h is wife, u n les s h e is m a rr ied to a wom a n tota lly u n s u ited to h is n a tu re. If a wom a n perm its h er h u s ba n d to los e in teres t in h er , a n d becom e m ore interested in oth er wom en , it is u s u a lly beca u s e of h er ign ora n ce, or in d ifferen ce towa rd th e s u b jects of s ex, love, a n d rom a n ce. Th is s ta tem en t p res u ppos es , of cou rs e, th a t gen u in e


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love on ce exis ted between a m a n a n d h is wife. Th e fa cts a re equ a lly a pp lica b le to a m a n wh o perm its h is wife’s in teres t in him to die.

Ma rr ied peop le often b icker over a m u lt itu de of t r ivia lit ies . If th es e a re a n a lyzed a ccu ra tely, th e rea l ca u s e of th e t rou b le will often be fou n d to be in d ifferen ce, or ign ora n ce on th es e subjects.

Man’s greates t m otivating force is h is d es ire to pleas e woman! Th e h u n ter wh o excelled du r in g p reh is tor ic da ys , before th e da wn of civiliza t ion , d id s o, beca u s e of h is des ire to a ppea r grea t in th e eyes of wom a n . Ma n ’s n a tu re h a s n ot ch a n ged in th is res pect . Th e “h u n ter” of toda y b r in gs h om e n o s k in s of wild a n im a ls , bu t h e in d ica tes h is des ire for h er fa vor by s u pp lyin g fin e cloth es , m otor ca rs , a n d wea lth . Ma n h a s th e s a m e des ire to p lea s e wom a n th a t h e h a d before th e da wn of civiliza t ion . Th e on ly th in g th a t h a s ch a n ged , is h is m eth od of p lea s in g. Men wh o a ccu m u la te la rge for tu n es , a n d a t ta in to grea t h eigh ts of power a n d fa m e, do s o, m a in ly, to s a t is fy th eir desire to please women.

Ta ke wom en ou t of th eir lives , a n d grea t wea lth wou ld be u s eles s to m os t m en . It is th is inheren t d es ire of m an to pleas e woman, which gives woman the power to make or break a man.

Th e wom a n wh o u n ders ta n ds m a n ’s n a tu re a n d ta ct fu lly ca ters to it , n eed h a ve n o fea r of com pet it ion from oth er wom en . Men m a y be “gia n ts ” with in dom ita b le will-power wh en dea lin g with oth er m en , bu t th ey a re ea s ily m a n a ged by the women of their choice.

Mos t m en will n ot a dm it th a t th ey a re ea s ily in flu en ced by th e wom en th ey p refer , beca u s e it is in th e n a tu re of th e m a le to wa n t to be recogn ized a s th e s t ron ger of th e s pecies . Moreover , th e in telligen t wom a n recogn izes th is “m a n ly t ra it” and very wisely makes no issue of it.

Som e m en kn ow th a t th ey a re bein g in flu en ced by th e wom en of th eir ch oice—th eir wives , s weeth ea r ts , m oth ers or sisters—bu t th ey ta ct fu lly refra in from rebellin g a ga in s t th e in flu en ce beca u s e th ey a re in telligen t en ou gh to kn ow th a t NO MAN IS HAPPY OR COMPLETE WITHOUT THE MODIFYING INFLUENCE OF THE RIGHT WOMAN. Th e m a n wh o does n ot recogn ize th is im por ta n t t ru th depr ives h im s elf of th e power


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wh ich h a s don e m ore to h elp m en a ch ieve s u cces s th a n a ll other forces combined.

CHAPTER 12 THE SUBCONSCIOUS MIND

THE CONNECTING LINK

The Eleventh Step toward Riches

THE SUBCONSCIOUS MIND con s is ts of a field of consciousness, in which every impulse of thought that reaches th e ob ject ive m in d th rou gh a n y of th e five s en s es , is cla s s ified a n d recorded , a n d from wh ich th ou gh ts m a y be reca lled or withdrawn as letters may be taken from a filing cabinet.

It receives , a n d files , s en s e im pres s ion s or th oughts, rega rd les s of th eir n a tu re. You m a y VOLUNTARILY p la n t in you r s u bcon s ciou s m in d a n y p la n , th ou gh t , or pu rpos e wh ich you des ire to t ra n s la te in to it s ph ys ica l or m on eta ry equ iva len t . Th e s u bcon s ciou s a cts fir s t on th e dom in a t in g des ires wh ich h a ve been m ixed with em ot ion a l feelin g, s u ch a s faith.

Con s ider th is in con n ect ion with th e in s t ru ct ion s given in the chapter on DESIRE, for taking the six steps there outlined, a n d th e in s t ru ct ion s given in th e ch a p ter on th e bu ild in g a n d execu t ion of p la n s , a n d you will u n ders ta n d th e im por ta n ce of the thought conveyed.

THE SUBCONSCIOUS MIND WORKS DAY AND NIGHT. Th rou gh a m eth od of p rocedu re, u n kn own to m a n , th e

s u bcon s ciou s m in d d ra ws u pon th e forces of In fin ite In telligen ce for th e power with wh ich it volu n ta r ily t ra n s m u tes on e’s des ires in to th eir ph ys ica l equ iva len t , m a k in g u s e, a lwa ys of th e m os t p ra ct ica l m ed ia by wh ich th is en d m a y be accomplished.

You ca n n ot entirely con trol you r s u bcon s ciou s m in d , bu t you ca n volu n ta r ily h a n d over to it a n y p la n , des ire, or purpose which you wish transformed into concrete form. Read, a ga in , in s t ru ct ion s for u s in g th e s u bcon s ciou s m in d , in th e chapter on autosuggestion.


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Th ere is p len ty of eviden ce to s u ppor t th e belief th a t th e

s u bcon s ciou s m in d is th e con n ect in g lin k between th e fin ite m in d of m a n a n d In fin ite In telligen ce. It is th e in term ed ia ry th rou gh wh ich on e m a y d ra w u pon th e forces of In fin ite In telligen ce a t will. It , a lon e, con ta in s th e s ecret p roces s by wh ich m en ta l im pu ls es a re m odified a n d ch a n ged in to th eir s p ir itu a l equ iva len t . It , a lon e, is th e m ed iu m th rou gh wh ich p ra yer m a y be t ra n s m it ted to th e s ou rce ca pa b le of a n s wer in g prayer.

Th e pos s ib ilit ies of crea t ive effor t con n ected with th e s u bcon s ciou s m in d a re s tu pen dou s a n d im pon dera b le. Th ey inspire one with awe.

I n ever a pproa ch th e d is cu s s ion of th e s u bcon s ciou s m in d with ou t a feelin g of lit t len es s a n d in fer ior ity du e, perh a ps , to the fact that man’s entire stock of knowledge on this subject is s o p it ifu lly lim ited . Th e very fa ct th a t th e s u bcon s ciou s m in d is the medium of communication between the thinking mind of m a n a n d In fin ite In telligen ce is , of it s elf, a th ou gh t wh ich almost paralyzes one’s reason.

After you h a ve a ccep ted , a s a rea lity, th e exis ten ce of th e s u bcon s ciou s m in d , a n d u n ders ta n d it s pos s ib ilit ies , a s a m ed iu m for t ra n s m u t in g you r DESIRES in to th eir ph ys ica l or m on eta ry equ iva len t , you will com preh en d th e fu ll s ign ifica n ce of th e in s t ru ct ion s given in th e ch a p ter on DESIRE. You will a ls o u n ders ta n d wh y you h a ve been repea ted ly a dm on is h ed to MAKE YOUR DESIRES CLEAR, AND TO REDUCE THEM TO WRITING. You will a ls o u n ders ta n d th e n eces s ity of PERSISTENCE in carrying out instructions.

Th e th ir teen p r in cip les a re th e s t im u li with wh ich you a cqu ire th e a b ility to rea ch , a n d to in flu en ce you r s u bcon s ciou s m in d . Do n ot becom e d is cou ra ged , if you ca n n ot do th is u pon th e fir s t a t tem pt . Rem em ber th a t th e s u bcon s ciou s m in d m a y be volu n ta r ily d irected on ly through habit, u n der th e d irect ion s given in th e ch a p ter on FAITH. You h a ve n ot yet h a d t im e to m a s ter fa ith . Be pa t ien t . Be persistent.

A good m a n y s ta tem en ts in th e ch a p ters on fa ith a n d autos u gges t ion will be repea ted h ere, for th e ben efit of YOUR s u bcon s ciou s m in d . Rem em ber , you r s u bcon s ciou s m in d


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fu n ct ion s volu n ta r ily, w hether y ou m ak e any effort to in fluence it or not. Th is , n a tu ra lly, s u gges ts to you th a t th ou gh ts of fea r a n d pover ty, a n d a ll n ega t ive th ou gh ts s erve a s s t im u li to you r s u bcon s ciou s m in d , unless, you m a s ter th es e im pu ls es a n d give it more desirable food upon which it may feed.

The subconscious mind will not remain idle! If you fail to plant DESIRES in your subconscious mind, it will feed upon the thoughts which reach it as the result of your neglect. We have already explained that thought impulses, both negative and positive are reaching the subconscious mind continuously, from the four source which were mentioned in the chapter on Sex Transmutation.

For the present, it is sufficient if you remember that you are living daily, in th e m ids t of a ll m a n n er of th ou gh t im pu ls es wh ich a re rea ch in g you r s u bcon s ciou s m in d , with ou t you r kn owledge. Som e of th es e im pu ls es a re n ega t ive, s om e a re pos it ive. You a re n ow en ga ged in t ryin g to h elp s h u t oil th e flow of n ega t ive im pu ls es , a n d to a id in volu n ta r ily in flu en cin g you r s u bcon s ciou s m in d , th rou gh pos it ive im pu ls es of DESIRE.

Wh en you a ch ieve th is , you will pos s es s th e key wh ich u n locks th e door to you r s u bcon s ciou s m in d . Moreover , you will con trol th a t door s o com pletely, th a t n o u n des ira b le thought may influence your subconscious mind.

Everyth in g wh ich m a n crea tes , BEGINS in th e form of a th ou gh t im pu ls e. Ma n ca n crea te n oth in g wh ich h e does n ot fir s t con ceive in THOUGHT. Th rou gh th e a id of th e im a gin a t ion , th ou gh t im pu ls es m a y be a s s em bled in to p la n s . Th e im a gin a t ion , wh en u n der con trol, m a y be u s ed for th e crea t ion of p la n s or pu rpos es th a t lea d to s u cces s in on e’s chosen occupation.

All th ou gh t im pu ls es , in ten ded for t ra n s m u ta t ion in to th eir ph ys ica l equ iva len t , volu n ta r ily p la n ted in th e s u bcon s ciou s m in d , m u s t pa s s th rou gh th e im a gin a t ion , a n d be m ixed with fa ith . Th e “m ixin g” of fa ith with a p la n , or pu rpos e, in ten ded for s u bm is s ion to th e s u bcon s ciou s m in d , may be done ONLY through the imagination.


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From th es e s ta tem en ts , you will rea d ily obs erve th a t

volu n ta ry u s e of th e s u bcon s ciou s m in d ca lls for coord in a t ion and application of all the principles.

E lla Wh eeler Wilcox ga ve eviden ce of h er u n ders ta n d in g of the power of the subconscious mind when she wrote:

“You never can tell what a thought will do In bringing you hate or love—

For thoughts are things, and their airy wings Are swifter than carrier doves.

They follow the law of the universe— Each thing creates its kind,

And they speed O’er the track to bring you back Whatever went out from your mind.”

Mrs . Wilcox u n ders tood th e t ru th , th a t th ou gh ts wh ich go ou t from on e’s m in d , a ls o im bed th em s elves deep ly in on e’s s u bcon s ciou s m in d , wh ere th ey s erve a s a m a gn et , pa t tern , or b lu epr in t by wh ich th e s u bcon s ciou s m in d is in flu en ced wh ile t ra n s la t in g th em in to th eir ph ys ica l equ iva len t . Th ou gh ts a re t ru ly th in gs , for th e rea s on th a t every m a ter ia l th in g begin s in the form of thought-energy.

Th e s u bcon s ciou s m in d is m ore s u s cep t ib le to in flu en ce by im pu ls es of th ou gh t m ixed with “feelin g” or em ot ion , th a n by th os e or igin a t in g s olely in th e rea s on in g por t ion of th e m in d . In fa ct , th ere is m u ch eviden ce to s u ppor t th e th eory, th a t ONLY em otion a lized th ou gh ts h a ve a n y ACTION in flu en ce u pon th e s u bcon s ciou s m in d . It is a well kn own fa ct th a t emotion or feeling, rules the majority of people. If it is true that th e s u bcon s ciou s m in d res pon ds m ore qu ick ly to, a n d is in flu en ced m ore rea d ily by th ou gh t im pu ls es wh ich a re well m ixed with em ot ion , it is es s en t ia l to becom e fa m ilia r with th e m ore im por ta n t of th e em ot ion s . Th ere a re s even m a jor pos it ive em ot ion s , a n d s even m a jor n ega t ive em ot ion s . Th e negatives voluntarily in ject th em s elves in to th e th ou gh t im pu ls es , wh ich in s u re pa s s a ge in to th e s u bcon s ciou s m in d . Th e pos it ives m u s t be in jected , th rou gh th e p r in cip le of a u to-s u gges t ion , in to th e th ou gh t im pu ls es wh ich a n in d ividu a l


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wis h es to pa s s on to h is s u bcon s ciou s m in d . (In s t ru ct ion s have been given in the chapter on auto-suggestion.)

Th es e em ot ion s , or feelin g im pu ls es , m a y be liken ed to yea s t in a loa f of b rea d , beca u s e th ey con s t itu te th e ACTION elem en t , wh ich t ra n s form s th ou gh t im pu ls es from th e pa s s ive to th e a ct ive s ta te. Th u s m a y on e u n ders ta n d wh y th ou gh t im pu ls es , wh ich h a ve been well m ixed with em ot ion , a re a cted u pon m ore rea d ily th a n th ou gh t im pu ls es or igin a t in g in “cold reason.”

You are preparing yourself to influence and control the “inner audience” of your subconscious mind, in order to hand over to it the DESIRE for money, which you wish transmuted into its monetary equivalent. It is essential, therefore, that you understand the method of approach to this “inner audience.” You must speak its language, or it will not heed your call. It understands best the language of emotion or feeling. Let us, therefore describe here the seven major positive emotions, and the seven major negative emotions, so that you may draw upon the positives, and avoid the negatives, when giving instructions to your subconscious mind.

THE SEVEN MAJOR POSITIVE EMOTIONS The emotion of DESIRE The emotion of FAITH The emotion of LOVE The emotion of SEX The emotion of ENTHUSIASM The emotion of ROMANCE The emotion of HOPE

There are other positive emotions, but these are the seven most powerful, and the ones most commonly used in creative effort. Master these seven emotions (they can be mastered only by USE), and the other positive emotions will be at your command when you need them. Remember, in this connection, that you are studying a book which is intended to help you develop a “money consciousness” by filling your mind with positive emotions. One does not become money conscious by filling one’s mind with negative emotions.


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THE SEVEN MAJOR NEGATIVE EMOTIONS (To be avoided)

The emotion of FEAR The emotion of JEALOUSY The emotion of HATRED The emotion of REVENGE The emotion of GREED The emotion of SUPERSTITION The emotion of ANGER

Positive and negative emotions cannot occupy the mind at the same time. One or the other must dominate. It is your responsibility to make sure that positive emotions constitute the dominating influence of your mind. Here the law of HABIT will come to your aid. Form the habit of applying and using the positive emotions! Eventually, they will dominate your mind so completely, that the negatives cannot enter it.

On ly by followin g th es e in s t ru ct ion s litera lly, a n d contin u ou s ly, ca n you ga in con trol over you r s u bcon s ciou s m in d . Th e p res en ce of a s in gle n ega t ive in you r con s ciou s m in d is s u fficien t to d es troy a ll ch a n ces of con s t ru ct ive a id from your subconscious mind.

If you a re a n obs ervin g pers on , you m u s t h a ve n ot iced th a t m os t peop le res or t to p ra yer ONLY a fter everyth in g els e h a s FAILED! Or els e th ey p ra y by a r itu a l of m ea n in gles s words . An d , beca u s e it is a fa ct th a t m os t peop le wh o p ra y, do s o ONLY AFTER EVERYTHING ELSE HAS FAILED, th ey go to p ra yer with th eir m in ds filled with FEAR a n d DOUBT, which are the em otions the s ubcons cious m ind acts upon , a n d pa s s es on to In fin ite In telligen ce. Likewis e, th a t is th e em ot ion wh ich Infinite Intelligence receives, and ACTS UPON.

If you pray for a thing, but have fear as you pray, that you m a y n ot receive it , or th a t you r p ra yer will n ot be a cted u pon by Infinite Intelligence, your prayer will have been in vain.

Pra yer does , s om et im es , res u lt in th e rea liza t ion of th a t for wh ich on e p ra ys . If you h a ve ever h a d th e exper ien ce of receivin g th a t for wh ich YOU pra yed , go ba ck in you r m em ory, a n d reca ll you r a ctu a l STATE OF MIND, wh ile you were


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pra yin g, a n d you will kn ow, for s u re, th a t th e th eory h ere described is more than a theory.

Th e t im e will com e wh en th e s ch ools a n d edu cational in s t itu t ion s of th e cou n try will tea ch th e “s cien ce of p ra yer .” Moreover , th en p ra yer m a y be, a n d will be redu ced to a s cien ce. Wh en th a t t im e com es , (it will com e a s s oon a s m a n k in d is rea dy for it , a n d dem a n ds it ), n o on e will a pproa ch th e Un ivers a l Min d in a s ta te of fea r , for th e very good rea s on th a t th ere will be n o s u ch em ot ion a s fea r . Ign ora n ce, s u pers t it ion , a n d fa ls e tea ch in g will h a ve d is a ppea red , a n d m a n will h a ve a t ta in ed h is t ru e s ta tu s a s a ch ild of In fin ite Intelligence. A few have already attained this blessing.

If you believe th is p roph es y is fa r -fetch ed , ta ke a look a t th e h u m a n ra ce in ret ros pect . Les s th a n a h u n dred yea rs a go, m en believed th e ligh tn in g to be eviden ce of th e wra th of God , a n d fea red it . Now, th a n ks to th e power of FAITH, m en h a ve h a rn es s ed th e ligh tn in g a n d m a de it tu rn th e wh eels of in du s t ry. Mu ch les s th a n a h u n dred yea rs a go, m en believed the space between the planets to be nothing but a great void, a s t retch of dea d n oth in gn es s . Now, th a n ks to th is s a m e power of FAITH, m en kn ow th a t fa r from bein g eith er dea d or a void , th e s pa ce between th e p la n ets is very m u ch a live, th a t it is th e h igh es t form of vib ra t ion kn own , excep t in g, perh a ps , th e vib ra t ion of THOUGHT. Moreover , m en kn ow th a t th is livin g, pulsating, vib ra tory en ergy wh ich perm ea tes every a tom of m a t ter , a n d fills every n ich e of s pa ce, con n ects every h u m a n brain with every other human brain.

Wh a t rea s on h a ve m en to believe th a t th is s a m e en ergy does not connect every human brain with Infinite Intelligence?

There are no toll-gates between the finite mind of man and In fin ite In telligen ce. Th e com m u n ica t ion cos ts n oth in g excep t Pa t ien ce, Fa ith , Pers is ten ce, Un ders ta n d in g, a n d a SINCERE DESIRE to com m u n ica te. Moreover , th e a pproa ch ca n be m a de on ly by th e in d ividu a l h im s elf. Pa id p ra yers a re wor th les s . In fin ite In telligen ce does n o bu s in es s by p roxy. You either go direct, or you do not communicate.

You m a y bu y p ra yer books a n d repea t th em u n t il th e da y of you r doom , with ou t a va il. Th ou gh ts wh ich you wis h to com m u n ica te to In fin ite In telligen ce, m u s t u n dergo


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t ra n s form a t ion , s u ch a s ca n be given on ly th rou gh you r own subconscious mind.

Th e m eth od by wh ich you m a y com m u n ica te with In fin ite In telligen ce is very s im ila r to th a t th rou gh wh ich th e vib ra t ion of s ou n d is com m u n ica ted by ra d io. If you u n ders ta n d th e work in g p r in cip le of ra d io, you of cou rs e, kn ow th a t s ou n d ca n n ot be com m u n ica ted th rou gh th e eth er u n t il it h a s been “s tepped u p ,” or ch a n ged in to a ra te of vib ra t ion wh ich th e h u m a n ea r ca n n ot detect . Th e ra d io s en d in g s ta t ion p icks u p th e s ou n d of th e h u m a n voice, a n d “s cra m bles ,” or m odifies it by s tepp in g u p th e vib ra t ion m illion s of t im es . On ly in th is wa y, ca n th e vib ra t ion of s ou n d be com m u n ica ted th rou gh th e eth er . After th is t ra n s form a t ion h a s ta ken p la ce, th e eth er “p icks u p” th e en ergy (wh ich or igin a lly wa s in th e form of vib ra t ion s of s ou n d), ca r r ies th a t en ergy to ra d io receivin g stations, and these receiving sets “step” that energy back down to its original rate of vibration so it is recognized as sound.

Th e s u bcon s ciou s m in d is th e in term ed ia ry, wh ich t ra n s la tes on e’s p ra yers in to term s wh ich In fin ite In telligen ce ca n recogn ize, p res en ts th e m es s a ge, a n d b r in gs ba ck th e a n s wer in th e form of a defin ite p la n or idea for p rocu r in g th e object of th e p ra yer . Un ders ta n d th is p r in cip le, a n d you will kn ow wh y m ere words rea d from a p ra yer book ca n n ot , a n d will n ever s erve a s a n a gen cy of com m u n ica t ion between th e mind of man and Infinite Intelligence.

Before you r p ra yer will rea ch In fin ite In telligen ce (a s ta tem en t of th e a u th or’s th eory on ly), it p roba b ly is t ra n s form ed from its or igin a l th ou gh t vib ra t ion in to term s of s p ir itu a l vib ra t ion . Fa ith is th e on ly kn own a gen cy wh ich will give you r th ou gh ts a s p ir itu a l n a tu re. FAITH a n d FEAR m a ke poor bedfellows. Where one is found, the other cannot exist.

CHAPTER 13 THE BRAIN

A BROADCASTING AND RECEIVING STATION FOR THOUGHT

The Twelfth Step toward Riches


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MORE th a n twen ty yea rs a go, th e a u th or , work in g in

con ju n ct ion with th e la te Dr . Alexa n der Gra h a m Bell, a n d Dr . E lm er R. Ga tes , obs erved th a t every h u m a n b ra in is both a broadcasting and receiving station for the vibration of thought.

Th rou gh th e m ed iu m of th e eth er , in a fa s h ion s im ila r to th a t em ployed by th e ra d io b roa dca s t in g p r in cip le, every hum a n b ra in is ca pa b le of p ick in g u p vib ra t ion s of th ou gh t which are being released by other brains.

In con n ect ion with th e s ta tem en t in th e p reced in g pa ra gra ph , com pa re, a n d con s ider th e des cr ip t ion of th e Crea t ive Im a gin a t ion , a s ou t lin ed in th e ch a p ter on Im a gin a t ion . Th e Crea t ive Im a gin a t ion is th e “receivin g s et” of th e b ra in , wh ich receives th ou gh ts , relea s ed by th e b ra in s of oth ers . It is th e a gen cy of com m u n ica t ion between on e’s con s ciou s , or rea s on in g m in d , a n d th e fou r s ou rces from which one may receive thought stimuli.

Wh en s t im u la ted , or “s tepped u p” to a h igh ra te of vib ra t ion , th e m in d becom es m ore recep t ive to th e vib ra t ion of th ou gh t wh ich rea ch es it th rou gh th e eth er from ou ts ide s ou rces . Th is “s tepp in g u p” p roces s ta kes p la ce th rou gh th e pos it ive em ot ion s , or th e n ega t ive em ot ion s . Th rou gh th e emotions, the vibrations of thought may be increased.

Vib ra t ion s of a n exceed in gly h igh ra te a re th e on ly vib ra t ion s p icked u p a n d ca r r ied , by th e eth er , from on e b ra in to a n oth er . Th ou gh t is en ergy t ra vellin g a t a n exceed in gly h igh ra te of vib ra t ion . Th ou gh t , wh ich h a s been m odified or “s tepped u p” by a n y of th e m a jor em ot ion s , vib ra tes a t a m u ch h igh er ra te th a n ord in a ry th ou gh t , a n d it is th is type of th ou gh t wh ich pa s s es from on e b ra in to a n oth er , th rou gh th e broadcasting machinery of the human brain.

The emotion of sex stands at the head of the list of human em otion s , a s fa r a s in ten s ity a n d d r ivin g force a re con cern ed . Th e b ra in wh ich h a s been s t im u la ted by th e em ot ion of s ex, vib ra tes a t a m u ch m ore ra p id ra te th a n it does wh en th a t emotion is quiescent or absent.

Th e res u lt of s ex t ra n s m u ta t ion , is th e in crea s e of th e ra te of vib ra t ion of th ou gh ts to s u ch a p itch th a t th e Crea t ive Im a gin a t ion becom es h igh ly recep t ive to idea s , wh ich it p icks up from th e eth er . On th e oth er h a n d , wh en th e b ra in is


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vib ra t in g a t a ra p id ra te, it n ot on ly a t t ra cts th ou gh ts a n d idea s relea s ed by oth er b ra in s th rou gh th e m ed iu m of th e eth er , bu t it gives to on e’s own th ou gh ts th a t “feelin g” wh ich is es s en t ia l before th os e th ou gh ts will be p icked u p a n d a cted upon by one’s subconscious mind.

Th u s , you will s ee th a t th e b roa dca s t in g p r in cip le is th e fa ctor th rou gh wh ich you m ix feelin g, or em ot ion with you r thoughts and pass them on to your subconscious mind.

Th e s u bcon s ciou s m in d is th e “s en d in g s ta t ion ” of th e b ra in , th rou gh wh ich vib ra t ion s of th ou gh t a re b roa dca s t . Th e Crea t ive Im a gin a t ion is th e “receivin g s et ,” th rou gh wh ich th e vibrations of thought are picked up from the ether.

Alon g with th e im por ta n t fa ctors of th e s u bcon s ciou s m in d , a n d th e fa cu lty of th e Crea t ive Im a gin a t ion , wh ich con s t itu te th e s en d in g a n d receivin g s ets of you r m en ta l b roa dca s t in g m a ch in ery, con s ider n ow th e p r in cip le of a u to-s u gges t ion , wh ich is th e m ed iu m by wh ich you m a y pu t in to operation your “broadcasting” station.

Th rou gh th e in s t ru ct ion s des cr ibed in th e ch a p ter on autos u gges t ion , you were defin itely in form ed of th e m eth od by wh ich DESIRE m a y be t ra n s m u ted in to it s m on eta ry equivalent.

Opera t ion of you r m en ta l “b roa dca s t in g” s ta t ion is a com pa ra t ively s im ple p rocedu re. You h a ve bu t th ree p r in cip les to bea r in m in d , a n d to a pp ly, wh en you wis h to u s e you r b roa dca s t in g s ta t ion —th e SUBCONSCIOUS MIND, CREATIVE IMAGINATION, a n d AUTO-SUGGESTION. Th e s t im u li th rou gh wh ich you pu t th es e th ree p r in cip les in to a ct ion h a ve been described—the procedure begins with DESIRE.

THE GREATEST FORCES ARE “INTANGIBLE” Th e depres s ion b rou gh t th e wor ld to th e very border -line

of u n ders ta n d in g of th e forces wh ich a re in ta n gib le a n d u n s een . Th rou gh th e a ges wh ich h a ve pa s s ed , m a n h a s depen ded too m u ch u pon h is ph ys ica l s en s es , a n d h a s lim ited h is kn owledge to ph ys ica l th in gs , wh ich h e cou ld s ee, tou ch , weigh, and measure.

We a re n ow en ter in g th e m os t m a rvelou s of a ll a ges —an a ge wh ich will tea ch u s s om eth in g of th e in ta n gib le forces of th e wor ld a bou t u s . Perh a ps we s h a ll lea rn , a s we pa s s


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th rou gh th is a ge, th a t th e “oth er s elf” is m ore powerfu l th a n the physical self we see when we look into a mirror.

Som et im es m en s pea k ligh t ly of th e in ta n gib les — th e th in gs wh ich th ey ca n n ot perceive th rou gh a n y of th eir five s en s es , a n d wh en we h ea r th em , it s h ou ld rem in d u s th a t all of us are controlled by forces which are unseen and intangible.

Th e wh ole of m a n k in d h a s n ot th e power to cope with , n or to con trol th e in ta n gib le force wra pped u p in th e rollin g wa ves of th e ocea n s . Ma n h a s n ot th e ca pa city to u n ders ta n d th e in ta n gib le force of gra vity, wh ich keeps th is lit t le ea r th s u s pen ded in m id-a ir , a n d keeps m a n from fa llin g from it , m u ch les s th e power to con trol th a t force. Ma n is en t irely s u bs ervien t to th e in ta n gib le force wh ich com es with a th u n der s torm , a n d h e is ju s t a s h elp les s in th e p res en ce of th e in ta n gib le force of elect r icity— n a y, h e does n ot even kn ow what electricity is, where it comes from, or what is its purpose!

Nor is th is by a n y m ea n s th e en d of m a n ’s ign ora n ce in con n ect ion with th in gs u n s een a n d in ta n gib le. He does n ot u n ders ta n d th e in ta n gib le force (a n d in telligen ce) wra pped u p in th e s oil of th e ea r th —the force w h ich provid es h im w ith every m ors el of food he eats , every article of cloth ing he w ears , every dollar he carries in his pockets.

THE DRAMATIC STORY OF THE BRAIN La s t , bu t n ot lea s t , m a n , with a ll of h is boa s ted cu ltu re

a n d edu ca t ion , u n ders ta n ds lit t le or n oth in g of th e in ta n gib le force (th e grea tes t of a ll th e in ta n gib les ) of thought. He kn ows bu t lit t le con cern in g th e ph ys ica l b ra in , a n d it s va s t n etwork of in t r ica te m a ch in ery th rou gh wh ich th e power of th ou gh t is t ra n s la ted in to it s m a ter ia l equ iva len t , bu t h e is n ow en ter in g a n a ge wh ich s h a ll yield en ligh ten m en t on th e s u b ject . Alrea dy m en of s cien ce h a ve begu n to tu rn th eir a t ten t ion to th e s tu dy of th is s tu pen dou s th in g ca lled a b ra in , a n d , wh ile th ey a re s t ill in th e k in derga r ten s ta ge of th eir s tu d ies , th ey h a ve uncovered en ou gh kn owledge to kn ow th a t th e cen tra l s witch boa rd of th e h u m a n b ra in , th e n u m ber of lin es wh ich con n ect th e b ra in cells on e with a n oth er , equ a l th e figu re on e, followed by fifteen million ciphers.


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“Th e figu re is s o s tu pen dou s ,” s a id Dr . C. J u ds on Herr ick,

of th e Un ivers ity of Ch ica go, “th a t a s t ron om ica l figu res dea lin g with h u n dreds of m illion s of ligh t yea rs , becom e in s ign ifica n t by comparison.

It h a s been determ in ed th a t th ere a re from 10 ,000 ,000 ,000 to 14 ,000 ,000 ,000 n erve cells in th e h u m a n cerebra l cor tex, a n d we kn ow th a t th es e a re a r ra n ged in defin ite pa t tern s . Th es e a r ra n gem en ts a re n ot h a ph a za rd . Th ey a re order ly. Recen t ly developed m eth ods of elect ro-ph ys iology d ra w off a ct ion cu r ren ts from very p recis ely loca ted cells , or fibers with m icro-elect rodes , a m plify th em with ra d io tubes, and record potential differences to a millionth of a volt.”

It is in con ceiva b le th a t s u ch a n etwork of in t r ica te m a ch in ery s h ou ld be in exis ten ce for th e s ole pu rpos e of ca r ryin g on th e ph ys ica l fu n ct ion s in ciden ta l to growth a n d maintenance of the physical body. Is it not likely that the same s ys tem , wh ich gives b illion s of b ra in cells th e m ed ia for com m u n ica t ion on e with a n oth er , p rovides , a ls o th e m ea n s of communication with other intangible forces?

After th is book h a d been wr it ten , ju s t before th e m a n u s cr ip t wen t to th e pu b lis h er , th ere a ppea red in th e New York Tim es , a n ed itor ia l s h owin g th a t a t lea s t on e grea t Un ivers ity, a n d on e in telligen t in ves t iga tor in th e field of m en ta l ph en om en a , a re ca r ryin g on a n orga n ized res ea rch th rou gh wh ich con clu s ion s h a ve been rea ch ed th a t pa ra llel m a n y of th os e des cr ibed in th is a n d th e followin g ch a p ter . Th e ed itor ia l b r iefly a n a lyzed th e work ca r r ied on by Dr . Rh in e, a n d h is a s s ocia tes a t Du ke Un ivers ity, viz:— “Wh a t is ‘Telepathy’?

“A m on th a go we cited on th is pa ge s om e of th e rem a rka b le res u lts a ch ieved by Profes s or Rh in e a n d h is a s s ocia tes in Du ke Un ivers ity from m ore th a n a h u n dred th ou s a n d tes ts to determ in e th e exis ten ce of ‘telepa th y’ a n d ‘cla irvoya n ce.’ Th es e res u lts were s u m m a rized in th e fir s t two a r t icles in Ha rpers Ma ga zin e. In th e s econ d wh ich h a s n ow a ppea red , th e a u th or , E . H. Wrigh t , a t tem pts to s u m m a rize wh a t h a s been lea rn ed , or wh a t it s eem s rea s on a b le to in fer , rega rd in g th e exa ct n a tu re of th es e ‘extra s en s ory’ m odes of perception.


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“Th e a ctu a l exis ten ce of telepa th y a n d cla irvoya n ce n ow

s eem s to s om e s cien t is ts en orm ou s ly p roba b le a s th e res u lt of Rh in e’s exper im en ts . Va r iou s percip ien ts were a s ked to n a m e a s m a n y ca rds in a s pecia l pa ck a s th ey cou ld with ou t look in g a t th em a n d with ou t oth er s en s ory a cces s to th em . Abou t a s core of m en a n d wom en were d is covered wh o cou ld regu la r ly n a m e s o m a n y of th e ca rds cor rect ly th a t ‘th ere wa s n ot on e ch a n ce in m a n y a m illion m illion of th eir h a vin g don e th eir feats by luck or accident.’

“Bu t h ow d id th ey do th em ? Th es e powers , a s s u m in g th a t they exist, do not seem to be sensory. There is no known organ for th em . Th e exper im en ts worked ju s t a s well a t d is ta n ces of s evera l h u n dred m iles a s th ey d id in th e s a m e room . These fa cts a ls o d is pos e, in Mr . Wrigh t’s op in ion , of th e a t tem pt to exp la in telepa th y or cla irvoya n ce th rou gh a n y ph ys ica l th eory of ra d ia t ion . All kn own form s of ra d ia n t en ergy declin e in vers ely a s th e s qu a re of th e d is ta n ce t ra vers ed . Telepa th y a n d cla irvoya n ce do n ot . Bu t th ey do va ry th rou gh ph ys ica l ca u s es a s ou r oth er m en ta l powers do. Con tra ry to wides prea d op in ion , th ey do n ot im prove wh en th e percip ien t is a s leep or half-a s leep , bu t , on th e con tra ry, wh en h e is m os t wide-awake a n d a ler t . Rh in e d is covered th a t a n a rcot ic will in va r ia b ly lower a percipient’s score, while a stimulant will always send it h igh er . Th e m os t relia b le per form er a ppa ren t ly ca n n ot m a ke a good score unless he tries to do his best.

“On e con clu s ion th a t Wrigh t d ra ws with s om e confidence is th a t telepa th y a n d cla irvoya n ce a re rea lly on e a n d th e s a m e gift . Th a t is , th e fa cu lty th a t ‘s ees ’ a ca rd fa ce down on a ta b le s eem s to be exa ct ly th e s a m e on e th a t ‘rea ds ’ a th ou gh t res id in g on ly in a n oth er m in d . Th ere a re s evera l grou n ds for believin g th is . So fa r , for exa m ple, th e two gifts h a ve been fou n d in every pers on wh o en joys eith er of th em . In every on e s o fa r th e two h a ve been of equ a l vigor , a lm os t exa ct ly. Screen s , wa lls , d is ta n ces , h a ve n o effect a t a ll on eith er . Wrigh t a dva n ces from th is con clu s ion to expres s wh a t h e pu ts forwa rd a s n o m ore th a n th e m ere ‘h u n ch ’ th a t oth er ext ra -s en s ory exper ien ces , p roph et ic d rea m s , p rem on it ion s of d is a s ter , a n d th e like, m a y a ls o p rove to be pa r t of th e s a m e fa cu lty. Th e rea der is n ot a s ked to a ccep t a n y of th es e


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conclusions unless he finds it necessary, but the evidence that Rhine has piled up must remain impressive.”

In view of Dr . Rh in e’s a n n ou n cem en t in con n ect ion with th e con d it ion s u n der wh ich th e m in d res pon ds to wh a t h e term s “extra —sen s ory m odes of percep t ion , I n ow feel p r ivileged to a dd to h is tes t im on y by s ta t in g th a t m y a s s ocia tes a n d I h a ve d is covered wh a t we believe to be th e idea l con d it ion s u n der wh ich th e m in d ca n be s t im u la ted s o th a t th e s ixth s en s e des cr ibed in th e n ext ch a p ter , ca n be made to function in a practical way.

Th e con d it ion s to wh ich I refer con s is t of a clos e work in g alliance between myself and two members of my staff. Through exper im en ta t ion a n d p ra ct ice, we h a ve d is covered h ow to s t im u la te ou r m in ds (by a pp lyin g th e p r in cip le u s ed in con n ect ion with th e “In vis ib le Cou n s elors ” des cr ibed in th e n ext ch a p ter ) s o th a t we ca n , by a p roces s of b len d in g ou r th ree m in ds in to on e, fin d th e s olu t ion to a grea t va r iety of personal problems which are submitted by my clients.

Th e p rocedu re is very s im ple. We s it down a t a conference ta b le, clea r ly s ta te th e n a tu re of th e p rob lem we h a ve u n der con s idera t ion , th en begin d is cu s s in g it . Ea ch con tr ibu tes wh a tever th ou gh ts th a t m a y occu r . Th e s t ra n ge th in g a bou t th is m eth od of m in d s t im u la t ion is th a t it p la ces ea ch pa r t icipa n t in com m u n ica t ion with u n kn own s ou rces of knowledge definitely outside his own experience.

If you u n ders ta n d th e p r in cip le des cr ibed in th e ch a p ter on th e Ma s ter Min d , you of cou rs e recogn ize th e rou n d-table p rocedu re h ere des cr ibed a s bein g a p ra ct ica l a pp lica t ion of the Master Mind.

Th is m eth od of m in d s t im u la t ion , th rou gh h a rm on iou s d is cu s s ion of defin ite s u b jects , between th ree peop le, illu s t ra tes th e s im ples t a n d m os t p ra ct ica l u s e of th e Ma s ter Mind.

By ad opting and follow ing a s im ilar plan any s tud en t of th is ph ilos ophy m ay com e in to pos s es s ion of the fam ous Carnegie form ula briefly d es cribed in the in trod uction . If it m ea n s n oth in g to you a t th is t im e, m a rk th is pa ge a n d rea d it again after you have finished the last chapter.


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THE “depression” was a blessing in disguise. It reduced

th e wh ole wor ld to a n ew s ta r t in g poin t th a t gives every on e a new opportunity.

CHAPTER 14 THE SIXTH SENSE

THE DOOR TO THE TEMPLE OF WISDOM

The Thirteenth Step toward Riches

THE “th ir teen th ” p r in cip le is kn own a s th e SIXTH SENSE, th rou gh wh ich In fin ite In telligen ce m a y, a n d will com m u n ica te volu n ta r ily, with ou t a n y effor t from , or dem a n ds by, th e individual.

Th is p r in cip le is th e a pex of th e ph ilos oph y. It ca n be a s s im ila ted , u n ders tood , a n d a pp lied ONLY by fir s t m a s ter in g the other twelve principles.

Th e SIXTH SENSE is th a t por t ion of th e s u bcon s ciou s m in d wh ich h a s been refer red to a s th e Crea t ive Im a gin a t ion . It h a s a ls o been refer red to a s th e “receivin g s et” through wh ich idea s , p la n s , a n d th ou gh ts fla s h in to th e m in d . Th e “flashes” are sometimes called “hunches” or “inspirations.”

Th e s ixth s en s e defies des cr ip t ion ! It ca n n ot be des cr ibed to a pers on wh o h a s n ot m a s tered th e oth er p r in cip les of th is philosophy, beca u s e s u ch a pers on h a s n o kn owledge, a n d n o exper ien ce with wh ich th e s ixth s en s e m a y be com pa red . Unders ta n d in g of th e s ixth s en s e com es on ly by m ed ita t ion th rou gh m in d developm en t from w ith in . Th e s ixth s en s e p roba b ly is th e m ed iu m of con ta ct between th e fin ite m in d of m a n a n d In fin ite In telligen ce, a n d for th is rea s on , it is a m ixture of both the m en tal and the s piritual. It is believed to be th e poin t a t wh ich th e m in d of m a n con ta cts th e Un ivers a l Mind.

After you h a ve m a s tered th e p r in cip les des cr ibed in th is book , you will be p repa red to a ccep t a s t ru th a s ta tem en t which may, otherwise, be incredible to you, namely:


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Th rou gh th e a id of th e s ixth s en s e, you will be wa rn ed of

im pen d in g da n gers in t im e to a void th em , a n d n ot ified of opportunities in time to embrace them.

Th ere com es to you r a id , a n d to do you r b idd in g, with th e developm en t of th e s ixth s en s e, a “gu a rd ia n a n gel” wh o will open to you at all times the door to the Temple of Wisdom.

Wh eth er or n ot th is is a s ta tem en t of t ru th , you will n ever kn ow, excep t by followin g th e in s t ru ct ion s des cr ibed in th e pages of this book, or some similar method of procedure.

Th e a u th or is n ot a believer in , n or a n a dvoca te of “m ira cles ,” for th e rea s on th a t h e h a s en ou gh kn owledge of Na tu re to u n ders ta n d th a t Na tu re never d eviates from her es tablis hed law s . Som e of h er la ws a re s o in com preh en s ib le th a t th ey p rodu ce wh a t a ppea r to be “m ira cles .” Th e s ixth sense comes as near to being a miracle as anything I have ever exper ien ced , a n d it a ppea rs s o, on ly beca u s e I do n ot understand the method by which this principle is operated.

Th is m u ch th e a u th or does kn ow—th a t th ere is a power , or a Firs t Ca u s e, or a n In telligen ce, wh ich perm ea tes every a tom of m a t ter , a n d em bra ces every u n it of en ergy percep t ib le to m an—th a t th is In fin ite In telligen ce con ver ts a corn s in to oa k t rees , ca u s es wa ter to flow down h ill in res pon s e to th e la w of gra vity, follows n igh t with da y, a n d win ter with s u m m er , ea ch m a in ta in in g it s p roper p la ce a n d rela t ion s h ip to th e oth er . Th is In telligen ce m a y, th rou gh th e p r in cip les of th is ph ilos oph y, be in du ced to a id in t ra n s m u t in g DESIRES in to con crete, or m a ter ia l form . Th e a u th or h a s th is kn owledge, beca u s e h e h a s exper im en ted with it— a n d h a s EXPERIENCED IT.

Step by s tep , th rou gh th e p reced in g ch a p ters , you h a ve been led to th is , th e la s t p r in cip le. If you h a ve m a s tered ea ch of th e p reced in g p r in cip les , you a re n ow prepa red to a ccep t , w ithou t being s k eptical, th e s tu pen dou s cla im s m a de h ere. If you h a ve n ot m a s tered th e oth er p r in cip les , you m u s t do s o before you m a y determ in e, defin itely, wh eth er or n ot th e claims made in this chapter are fact or fiction.

Wh ile I wa s pa s s in g th rou gh th e a ge of “h ero-wors h ip” I fou n d m ys elf t ryin g to im ita te th os e wh om I m os t a dm ired . Moreover , I d is covered th a t th e elem en t of FAITH, with wh ich I


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endeavored to imitate my idols, gave me great capacity to do so quite successfully.

I h a ve n ever en t irely d ives ted m ys elf of th is h a b it of h ero-wors h ip , a lth ou gh I h a ve pa s s ed th e a ge com m on ly given over to s u ch . My exper ien ce h a s ta u gh t m e th a t th e n ext bes t th in g to bein g t ru ly grea t , is to em u la te th e grea t , by feelin g a n d action, as nearly as possible.

Lon g before I h a d ever wr it ten a lin e for pu b lica t ion , or endeavored to deliver a speech in public, I followed the habit of reshaping my own character, by trying to imitate the nine men wh os e lives a n d life-works h a d been m os t im pres s ive to m e. Th es e n in e m en were, Em ers on , Pa in e, Ed is on , Da rwin , Lincoln, Burbank, Napoleon, Ford, and Carnegie.

Every n igh t , over a lon g per iod of yea rs , I h eld a n im a gin a ry Cou n cil m eet in g with th is grou p wh om I ca lled m y “Invisible Counselors.”

Th e p rocedu re wa s th is . J u s t before goin g to s leep a t n igh t , I wou ld s h u t m y eyes , a n d s ee, in m y im a gin a t ion , th is grou p of m en s ea ted with m e a rou n d m y Cou n cil Ta b le. Here I h a d n ot on ly a n oppor tu n ity to s it a m on g th os e wh om I con s idered to be grea t , bu t I a ctu a lly dom in a ted th e grou p , by serving as the Chairman.

I h a d a very DEFINITE PURPOSE in in du lgin g m y im a gin a t ion th rou gh th es e n igh t ly m eet in gs . My pu rpos e wa s to rebu ild m y own ch a ra cter s o it wou ld rep res en t a com pos ite of th e ch a ra cters of m y im a gin a ry cou n s elors . Rea lizin g, a s I d id , ea r ly in life, th a t I h a d to overcom e th e h a n d ica p of b ir th in a n en viron m en t of ign ora n ce a n d s u pers t it ion , I delibera tely a s s ign ed m ys elf th e ta s k of volu n ta ry reb ir th th rou gh th e method here described.

BUILDING CHARACTER THROUGH AUTO-SUGGESTION Bein g a n ea rn es t s tu den t of ps ych ology, I kn ew, of cou rs e,

th a t a ll m en h a ve becom e wh a t th ey a re, beca u s e of th eir DOMINATING THOUGHTS AND DESIRES. I kn ew th a t every deep ly s ea ted des ire h a s th e effect of ca u s in g on e to s eek ou twa rd expres s ion th rou gh wh ich th a t des ire m a y be t ra n s m u ted in to rea lity. I kn ew th a t s elf-s u gges t ion is a


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powerful factor in building character, that it is, in fact, the sole principle through which character is built.

With th is kn owledge of th e p r in cip les of m in d opera t ion , I wa s fa ir ly well a rm ed with th e equ ipm en t n eeded in rebu ild in g m y ch a ra cter . In th es e im a gin a ry Cou n cil m eet in gs I ca lled on m y Ca b in et m em bers for th e kn owledge I wis h ed ea ch to con tr ibu te, a ddres s in g m ys elf to ea ch m em ber in a u d ib le words, as follows:

“Mr. Em ers on , I des ire to a cqu ire from you th e m a rvelou s u n ders ta n d in g of Na tu re wh ich d is t in gu is h ed you r life. I a s k th a t you m a ke a n im pres s u pon m y s u bcon s ciou s m in d , of wh a tever qu a lit ies you pos s es s ed , wh ich en a b led you to u n ders ta n d a n d a da p t you rs elf to th e la ws of Na tu re. I a s k th a t you a s s is t m e in rea ch in g a n d d ra win g u pon wh a tever sources of knowledge are available to this end.

“Mr. Bu rba n k , I requ es t th a t you pa s s on to m e th e kn owledge wh ich en a b led you to s o h a rm on ize th e la ws of Na tu re th a t you ca u s ed th e ca ctu s to s h ed it s th orn s , a n d become an edible food. Give me access to the knowledge which enabled you to m a ke two b la des of gra s s grow wh ere bu t on e grew before, a n d h elped you to b len d th e color in g of th e flowers with m ore s p len dor a n d h a rm on y, for you , a lon e, h a ve successfully gilded the lily.

“Na poleon , I des ire to a cqu ire from you , by em u la t ion , th e m a rvelou s a b ility you pos s es s ed to in s p ire m en , a n d to a rou s e th em to grea ter a n d m ore determ in ed s p ir it of a ct ion . Als o to a cqu ire th e s p ir it of en du r in g FAITH, wh ich en a b led you to tu rn defea t in to victory, a n d to s u rm ou n t s ta gger in g obs ta cles . Emperor of Fate, King of Chance, Man of Destiny, I salute you!

“Mr. Pa in e, I des ire to a cqu ire from you th e freedom of th ou gh t a n d th e cou ra ge a n d cla r ity with wh ich to expres s convictions, which so distinguished you!

“Mr. Da rwin , I wis h to a cqu ire from you th e m a rvelou s pa t ien ce, a n d a b ility to s tu dy ca u s e a n d effect , with ou t b ia s or prejudice, so exemplified by you in the field of natural science.

“Mr. Lin coln , I des ire to bu ild in to m y own ch a ra cter th e keen s en s e of ju s t ice, th e u n t ir in g s p ir it of pa t ien ce, th e s en s e of humor, the human understanding, and the tolerance, which were your distinguishing characteristics.


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“Mr. Ca rn egie, I a m a lrea dy in deb ted to you for m y ch oice

of a life-work , wh ich h a s b rou gh t m e grea t h a pp in es s a n d pea ce of m in d . I wis h to a cqu ire a th orou gh u n ders ta n d in g of th e p r in cip les of organ iz ed effort, wh ich you u s ed s o effect ively in the building of a great industrial enterprise.

“Mr. Ford , you h a ve been a m on g th e m os t h elp fu l of th e m en wh o h a ve s u pp lied m u ch of th e m a ter ia l es s en t ia l to m y work . I wis h to a cqu ire you r s p ir it of pers is ten ce, th e determ in a t ion , pois e, a n d s elf-con fiden ce wh ich h a ve en a b led you to m a s ter pover ty, orga n ize, u n ify, a n d s im plify h u m a n effort, so I may help others to follow in your footsteps.

“Mr. Ed is on , I h a ve s ea ted you n ea res t to m e, a t m y r igh t , because of the personal cooperation you have given me, during m y res ea rch in to th e ca u s es of s u cces s a n d fa ilu re. I wis h to a cqu ire from you th e m a rvelou s s p ir it of FAITH, with wh ich you h a ve u n covered s o m a n y of Na tu re’s s ecrets , th e s p ir it of u n rem it t in g toil with wh ich you h a ve s o often wres ted victory from defeat.”

My m eth od of a ddres s in g th e m em bers of th e im a gin a ry Ca b in et wou ld va ry, a ccord in g to th e t ra it s of ch a ra cter in wh ich I wa s , for th e m om en t , m os t in teres ted in a cqu ir in g. I s tu d ied th e records of th eir lives with pa in s ta k in g ca re. After s om e m on th s of th is n igh t ly p rocedu re, I wa s a s tou n ded by th e d is covery th a t th es e im a gin a ry figu res beca m e, a ppa ren t ly real.

Ea ch of th es e n in e m en developed in d ividu a l ch a ra cter is t ics , wh ich s u rp r is ed m e. For exa m ple, Lin coln developed th e h a b it of a lwa ys bein g la te, th en wa lk in g a rou n d in s olem n pa ra de. Wh en h e ca m e, h e wa lked very s lowly, with h is h a n ds cla s ped beh in d h im , a n d on ce in a wh ile, h e wou ld s top a s h e pa s s ed , a n d res t h is h a n d , m om en ta r ily, u pon m y s h ou lder . He a lwa ys wore a n expres s ion of s er iou s n es s u pon h is fa ce. Ra rely d id I s ee h im s m ile. Th e ca res of a s u n dered nation made him grave.

Th a t wa s n ot t ru e of th e oth ers . Bu rba n k a n d Pa in e often in du lged in wit ty repa r tee wh ich s eem ed , a t t im es , to s h ock th e oth er m em bers of th e ca b in et . On e n igh t Pa in e s u gges ted th a t I p repa re a lectu re on “Th e Age of Rea s on ,” a n d deliver it from th e pu lp it of a ch u rch wh ich I form er ly a t ten ded . Ma n y


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around th e ta b le la u gh ed h ea r t ily a t th e s u gges t ion . Not Na poleon ! He d rew h is m ou th down a t th e corn ers a n d groa n ed s o lou d ly th a t a ll tu rn ed a n d looked a t h im with a m a zem en t . To h im th e ch u rch wa s bu t a pa wn of th e Sta te, n ot to be reform ed , bu t to be u s ed , a s a con ven ien t in citer to mass activity by the people.

On on e occa s ion Bu rba n k wa s la te. Wh en h e ca m e, h e wa s excited with en th u s ia s m , a n d exp la in ed th a t h e h a d been la te, beca u s e of a n exper im en t h e wa s m a k in g, th rou gh wh ich h e h oped to be a b le to grow a pp les on a n y s or t of t ree. Pa in e ch ided h im by rem in d in g h im th a t it wa s a n a pp le wh ich s ta r ted a ll th e t rou b le between m a n a n d wom a n . Da rwin chuckled heartily as he suggested that Paine should watch out for lit t le s erpen ts , wh en h e wen t in to th e fores t to gather a pp les , a s th ey h a d th e h a b it of growin g in to b ig s n a kes . Em ers on obs erved—”No s erpen ts , n o a pp les ,” a n d Na poleon remarked, “No apples, no state!”

Lincoln developed the habit of always being the last one to lea ve th e ta b le a fter ea ch m eet in g. On on e occa s ion , h e lea n ed a cros s th e en d of th e ta b le, h is a rm s folded , a n d rem a in ed in th a t pos it ion for m a n y m in u tes . I m a de n o a t tem pt to d is tu rb h im . Fin a lly, h e lifted h is h ea d s lowly, got u p a n d wa lked to th e door , th en tu rn ed a rou n d , ca m e ba ck , a n d la id h is h a n d on m y s h ou lder a n d s a id , “My boy, you will n eed m u ch cou ra ge if you rem a in s tea dfa s t in ca r ryin g ou t you r pu rpos e in life. Bu t rem em ber , wh en d ifficu lt ies over ta ke you , th e common people have common sense. Adversity will develop it.”

On e even in g Ed is on a r r ived a h ea d of a ll th e oth ers . He wa lked over a n d s ea ted h im s elf a t m y left , wh ere Em ers on wa s a ccu s tom ed to s it , a n d s a id , “You a re des t in ed to witn es s th e d is covery of th e s ecret of life. Wh en th e t im e com es , you will observe that life consists of great swarms of energy, or entities, ea ch a s in telligen t a s h u m a n bein gs think th em s elves to be. Th es e u n its of life grou p togeth er like h ives of bees , a n d rem a in togeth er u n t il th ey d is in tegra te, th rough lack of harmony.

Th es e u n its h a ve d ifferen ces of op in ion , th e s a m e a s h u m a n bein gs , a n d often figh t a m on g th em s elves . Th es e m eet in gs wh ich you a re con du ct in g will be very h elp fu l to you .


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Th ey will b r in g to you r res cu e s om e of th e s a m e u n its of life wh ich s erved th e m em bers of you r Ca b in et , du r in g th eir lives . These units are eternal. THEY NEVER DIE! Your own thoughts a n d DESIRES s erve a s th e m a gn et wh ich a t t ra cts u n its of life, from th e grea t ocea n of life ou t th ere. On ly th e fr ien d ly u n its a re a t t ra cted—th e on es wh ich h a rm on ize with th e n a tu re of your DESIRES.”

Th e oth er m em bers of th e Ca b in et bega n to en ter th e room . Ed is on got u p , a n d s lowly wa lked a rou n d to h is own s ea t . Ed is on wa s s t ill livin g wh en th is h a ppen ed . It im pres s ed m e s o grea t ly th a t I wen t to s ee h im , a n d told h im a bou t th e experience. He s m iled b roa d ly, a n d s a id , “You r d rea m wa s m ore a rea lity th a n you m a y im a gin e it to h a ve been .” He added no further explanation to his statement.

Th es e m eet in gs beca m e s o rea lis t ic th a t I beca m e fea r fu l of th eir con s equ en ces , a n d d is con t in u ed th em for several m on th s . Th e exper ien ces were s o u n ca n n y, I wa s a fra id if I continued them I would lose sight of the fact that the meetings were purely experiences of my imagination.

Som e s ix m on th s a fter I h a d d is con t in u ed th e p ra ct ice I was awakened one night, or thought I was, when I saw Lincoln s ta n d in g a t m y beds ide. He s a id , “Th e wor ld will s oon n eed you r s ervices . It is a bou t to u n dergo a per iod of ch a os wh ich will ca u s e m en a n d wom en to los e fa ith , a n d becom e pa n ic s t r icken . Go a h ea d with you r work a n d com plete you r ph ilos oph y. Th a t is you r m is s ion in life. If you n eglect it , for a n y ca u s e wh a ts oever , you will be redu ced to a p r im a l s ta te, and be compelled to retrace the cycles through which you have passed during thousands of years.”

I wa s u n a b le to tell, th e followin g m orn in g, wh eth er I h a d d rea m ed th is , or h a d a ctu a lly been a wa ke, a n d I h a ve n ever s in ce fou n d ou t wh ich it wa s , bu t I do kn ow th a t th e d rea m , if it were a d rea m , wa s s o vivid in m y m in d th e n ext da y th a t I resumed my meetings the following night.

At ou r n ext m eet in g, th e m em bers of m y Ca b in et a ll filed in to th e room togeth er , a n d s tood a t th eir a ccu s tom ed p la ces a t th e Cou n cil Ta b le, wh ile Lin coln ra is ed a gla s s a n d s a id , “Gen t lem en , let u s d r in k a toa s t to a fr ien d wh o h a s retu rn ed to the fold.”


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After th a t , I bega n to a dd n ew m em bers to m y Ca b in et ,

until now it consists of more than fifty, among them Christ, St. Pa u l, Ga lileo, Copern icu s , Ar is tot le, Pla to, Socra tes , Hom er , Volta ire, Bru n o, Sp in oza , Dru m m on d , Ka n t , Sch open h a u er , Newton , Con fu ciu s , E lber t Hu bba rd , Bra n n , In gers ol, Wils on , and William James.

Th is is th e fir s t t im e th a t I h a ve h a d th e cou ra ge to mention this. Heretofore, I have remained quiet on the subject, because I knew, from my own attitude in connection with such m a t ters , th a t I wou ld be m is u n ders tood if I des cr ibed m y u n u s u a l exper ien ce. I h a ve been em bolden ed n ow to redu ce m y exper ien ce to th e p r in ted pa ge, beca u s e I a m n ow les s concerned about what “they say” than

wa s in th e yea rs th a t h a ve pa s s ed . On e of th e b les s in gs of m a tu r ity is th a t it s om et im es b r in gs on e grea ter cou ra ge to be truthful, regardless of what those who do not understand, may think or say.

Les t I be m is u n ders tood , I wis h h ere to s ta te m os t em ph a t ica lly, th a t I s t ill rega rd m y Ca b in et m eet in gs a s bein g pu rely im a gin a ry, bu t I feel en t it led to s u gges t th a t , wh ile th e m em bers of m y Ca b in et m a y be pu rely fict ion a l, a n d th e m eet in gs exis ten t on ly in m y own im a gin a t ion , th ey h a ve led m e in to glor iou s pa th s of a dven tu re, rek in d led a n a pprecia t ion of t ru e grea tn es s , en cou ra ged crea t ive en dea vor , a n d emboldened the expression of honest thought.

Som ewh ere in th e cell-s t ru ctu re of th e b ra in , is loca ted a n orga n wh ich receives vib ra t ion s of th ou gh t ord in a r ily ca lled “hunches.” So far, science has not discovered where this organ of the sixth sense is located, but this is not important. The fact rem a in s th a t h u m a n bein gs do receive a ccu ra te kn owledge, th rou gh s ou rces oth er th a n th e ph ys ica l s en s es . Su ch kn owledge, gen era lly, is received wh en th e m in d is u n der th e influ en ce of ext ra ord in a ry s t im u la t ion . An y em ergen cy wh ich a rou s es th e em ot ion s , a n d ca u s es th e h ea r t to bea t m ore ra p id ly th a n n orm a l m a y, a n d gen era lly does , b r in g th e s ixth s en s e in to a ct ion . An yon e wh o h a s exper ien ced a n ea r a cciden t wh ile d r ivin g, kn ows th a t on s u ch occa s ion s , th e s ixth s en s e often com es to on e’s res cu e, a n d a ids , by s p lit seconds, in avoiding the accident.


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Th es e fa cts a re m en t ion ed p relim in a ry to a s ta tem en t of

fa ct wh ich I s h a ll n ow m a ke, n a m ely, th a t du r in g m y m eet in gs with th e “In vis ib le Cou n s elors ” I fin d m y m in d m os t recep t ive to idea s , th ou gh ts , a n d kn owledge wh ich rea ch m e th rou gh th e s ixth s en s e. I ca n t ru th fu lly s a y th a t I owe en t irely to m y “In vis ib le Cou n s elors ” fu ll cred it for s u ch idea s , fa cts , or knowledge as I received through “inspiration.”

On s cores of occa s ion s , wh en I h a ve fa ced em ergen cies , s om e of th em s o gra ve th a t m y life wa s in jeopa rdy, I h a ve been m ira cu lou s ly gu ided pa s t th es e d ifficu lt ies th rou gh th e influence of my “Invisible Counselors.”

My or igin a l pu rpos e in con du ct in g Cou n cil m eet in gs with im a gin a ry bein gs , wa s s olely th a t of im pres s in g m y own s u bcon s ciou s m in d , th rou gh th e p r in cip le of a u to-suggestion, with certain characteristics which I desired to acquire. In more recen t yea rs , m y exper im en ta t ion h a s ta ken on a n en t irely d ifferen t t ren d . I n ow go to m y im a gin a ry cou n s elors with every difficult problem which confronts me and my clients. The res u lts a re often a s ton is h in g, a lth ou gh I do n ot depen d entirely on this form of Counsel.

You , of cou rs e, h a ve recogn ized th a t th is ch a p ter covers a s u b ject with wh ich a m a jor ity of peop le a re n ot fa m ilia r . Th e Sixth Sen s e is a s u b ject th a t will be of grea t in teres t a n d ben efit to th e pers on wh os e a im is to a ccu m u la te va s t wea lth , bu t it n eed n ot cla im th e a t ten t ion of th os e wh os e des ires a re more modest.

Hen ry Ford , u n dou b ted ly u n ders ta n ds a n d m a kes p ra ct ica l u s e of th e s ixth s en s e. His va s t bu s in es s a n d fin a n cia l opera t ion s m a ke it n eces s a ry for h im to u n ders ta n d a n d u s e th is p r in cip le. Th e la te Th om a s A. Ed is on u n derstood a n d u s ed th e s ixth s en s e in con n ect ion with th e developm en t of in ven t ion s , es pecia lly th os e in volvin g ba s ic pa ten ts , in con n ect ion with wh ich h e h a d n o h u m a n exper ien ce a n d n o a ccu m u la ted kn owledge to gu ide h im , a s wa s th e ca s e wh ile h e wa s work in g on th e ta lk in g m a ch in e, a n d th e m ovin g picture machine.

Nea r ly a ll grea t lea ders , s u ch a s Na poleon , Bis m a rk , J oa n of Arc, Ch r is t , Bu ddh a , Con fu ciu s , a n d Moh a m m ed, u n ders tood , a n d p roba b ly m a de u s e of th e s ixth s en s e a lm os t


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continuously. The major portion of their greatness consisted of their knowledge of this principle.

The sixth sense is not something that one can take off and pu t on a t will. Ab ility to u s e th is grea t power com es s lowly, th rou gh a pp lica t ion of th e oth er p r in cip les ou t lin ed in th is book. Seldom does a n y in d ividu a l com e in to worka b le knowledge of the sixth sense before the age of forty. More often th e kn owledge is n ot a va ila b le u n t il on e is well pa s t fifty, a n d th is , for th e rea s on th a t th e s p ir itu a l forces , with wh ich th e s ixth s en s e is s o clos ely rela ted , do n ot m a tu re a n d becom e u s a b le excep t th rou gh yea rs of m ed ita t ion , s elf-examination, and serious thought.

No m a t ter wh o you a re, or wh a t m a y h a ve been you r pu rpos e in rea d in g th is book , you ca n p rofit by it with ou t u n ders ta n d in g th e p r in cip le des cr ibed in th is ch a p ter . Th is is especially true if your major purpose is that of accumulation of money or other material things.

Th e ch a p ter on th e s ixth s en s e wa s in clu ded , beca u s e th e book is des ign ed for th e pu rpos e of p res en t in g a com plete ph ilos oph y by wh ich in d ividu a ls m a y u n err in gly gu ide th em s elves in a t ta in in g wh a tever th ey a s k of life. Th e s ta r t in g poin t of a ll a ch ievem en t is DESIRE. Th e fin is h in g poin t is th a t b ra n d of KNOWLEDGE wh ich lea ds to u n ders ta n d in g—u n ders ta n d in g of s elf, u n ders ta n d in g of oth ers , u n ders ta n d in g of th e la ws of Na tu re, recogn it ion a n d u n ders ta n d in g of HAPPINESS.

Th is s or t of u n ders ta n d in g com es in it s fu lln es s on ly th rou gh fa m ilia r ity with , a n d u s e of th e p r in cip le of th e s ixth sense, hence that principle had to be included as a part of this ph ilos oph y, for th e ben efit of th os e wh o dem a n d m ore th a n money.

Ha vin g rea d th e ch a p ter , you m u s t h a ve obs erved th a t wh ile rea d in g it , you were lifted to a h igh level of m en ta l s t im u la t ion . Sp len d id ! Com e ba ck to th is a ga in a m on th from n ow, rea d it on ce m ore, a n d obs erve th a t you r m in d will s oa r to a s t ill h igh er level of s t im u la t ion . Repea t th is exper ien ce from t im e to t im e, givin g n o con cern a s to h ow m u ch or h ow lit t le you lea rn a t th e t im e, a n d even tu a lly you will fin d you rs elf in pos s es s ion of a power th a t will en a b le you to th row


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off d is cou ra gem en t , m a s ter fea r , overcom e p rocra s t in a t ion , and draw freely upon your imagination. Then you will have felt th e tou ch of th a t u n kn own “s om eth in g” wh ich h a s been th e m ovin g s p ir it of every t ru ly grea t th in ker lea der , a r t is t , m u s icia n , wr iter , s ta tes m a n . Th en you will be in pos it ion to t ra n s m u te you r DESIRES in to th eir ph ys ica l or fin a n cia l cou n terpa r t a s ea s ily a s you m a y lie down a n d qu it a t th e fir s t sign of opposition.

FAITH VS. FEAR! Previou s ch a p ters h a ve des cr ibed h ow to develop FAITH,

th rou gh Au to-s u gges t ion , Des ire a n d th e Su bcon s ciou s . Th e n ext ch a p ter p res en ts deta iled in s t ru ct ion s for th e m a s tery of FEAR.

Here will be fou n d a fu ll des cr ip t ion of th e s ix fea rs wh ich are th e ca u s e of a ll d is cou ra gem en t , t im id ity, p rocra s t in a t ion , indifference, indecision, and the lack of ambition, self-reliance, initiative, self-control, and enthusiasm.

Sea rch you rs elf ca refu lly a s you s tu dy th es e s ix en em ies , as they may exist only in your subconscious mind, where their presence will be hard to detect.

Rem em ber , too, a s you a n a lyze th e “Six Gh os ts of Fea r ,” th a t th ey a re n oth in g bu t gh os ts beca u s e th ey exis t on ly in one’s mind.

Rem em ber , a ls o, th a t gh os ts —crea t ion s of u n con trolled imagination—h a ve ca u s ed m os t of th e da m a ge peop le h a ve don e to th eir own m in ds , th erefore, gh os ts ca n be a s da n gerou s a s if th ey lived a n d wa lked on th e ea r th in ph ys ica l bodies.

Th e Gh os t of th e Fea r of Pover ty, wh ich s eized th e m in ds of m illion s of peop le in 1929 , wa s s o rea l th a t it ca u s ed th e wors t bu s in es s depres s ion th is cou n try h a s ever kn own . Moreover , th is pa r t icu la r gh os t s t ill fr igh ten s s om e of u s ou t of our wits.


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CHAPTER 15 HOW TO OUTWIT THE SIX GHOSTS OF FEAR

Take Inventory of Yourself, As You Read This Closing Chapter, and Find Out How Many of the “Ghosts” Are Standing in Your Way

BEFORE you ca n pu t a n y por t ion of th is ph ilos oph y in to s u cces s fu l u s e, you r m in d m u s t be p repa red to receive it . Th e p repa ra t ion is n ot d ifficu lt . It begin s with s tu dy, a n a lys is , a n d u n ders ta n d in g of th ree en em ies wh ich you s h a ll h a ve to clea r out. These are INDECISION, DOUBT, and FEAR!

Th e Sixth Sen s e will n ever fu n ct ion wh ile th es e th ree n ega t ives , or a n y of th em rem a in in you r m in d . Th e m em bers of th is u n h oly t r io a re clos ely rela ted ; wh ere on e is fou n d , th e other two are close at hand.

INDECISION is th e s eed lin g of FEAR! Rem em ber th is , a s you rea d . In decis ion crys ta lizes in to DOUBT, th e two b len d a n d becom e FEAR! Th e “b len d in g” p roces s often is s low. Th is is on e rea s on wh y th es e th ree en em ies a re s o da n gerou s . Th ey germinate and grow without their presence being observed.

Th e rem a in der of th is ch a p ter des cr ibes a n en d wh ich must be attained before the philosophy, as a whole, can be put in to p ra ct ica l u s e. It a ls o a n a lyzes a con d it ion wh ich h a s , bu t la tely, redu ced h u ge n u m bers of peop le to pover ty, a n d it s ta tes a t ru th wh ich m u s t be u n ders tood by a ll wh o a ccu m u la te r ich es , wh eth er m ea s u red in term s of m on ey or a s ta te of m in d of fa r grea ter va lu e th a n m on ey. Th e pu rpos e of th is ch a p ter is to tu rn th e s pot ligh t of a t ten t ion u pon th e cause and the cure of the six basic fears. Before we can master a n en em y, we m u s t kn ow its n a m e, it s h a b its , a n d it s p la ce of a bode. As you rea d , a n a lyze you rs elf ca refu lly, a n d determ in e wh ich , if a n y, of th e s ix com m on fea rs h a ve a t ta ch ed themselves to you.

Do n ot be deceived by th e h a b its of th es e s u b t le en em ies . Som et im es th ey rem a in h idden in th e s u bcon s ciou s m in d , wh ere th ey a re d ifficu lt to loca te, a n d s t ill m ore d ifficu lt to eliminate.


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THE SIX BASIC FEARS

Th ere a re s ix ba s ic fea rs , with s om e com bin a t ion of wh ich every h u m a n s u ffers a t on e tu n e or a n oth er . Mos t peop le a re for tu n a te if th ey do n ot s u ffer from th e en t ire s ix. Na m ed in the order of their

Most common appearance, they are:— The fear of POVERTY } at the bottom of The fear of CRITICISM } most of one’s The fear of ILL HEALTH } worries The fear of LOSS OF LOVE OF SOMEONE The fear of OLD AGE The fear of DEATH

All oth er fea rs a re of m in or im por ta n ce, th ey ca n be grouped under these six headings.

Th e p reva len ce of th es e fea rs , a s a cu rs e to th e wor ld , ru n s in cycles . For a lm os t s ix yea rs , wh ile th e depres s ion wa s on , we flou n dered in th e cycle of FEAR OF POVERTY. Du r in g th e wor ld -wa r , we were in th e cycle of FEAR OF DEATH. J u s t followin g th e wa r , we were in th e cycle of FEAR OF ILL HEALTH, a s eviden ced by th e ep idem ic of d is ea s e wh ich spread itself all over the world.

Fears are noth ing m ore than s tates of m ind . On e’s s ta te of m in d is s u b ject to con trol a n d d irect ion . Ph ys icia n s , a s everyon e kn ows , a re les s s u b ject to a t ta ck by d is ea s e th a n ordinary laymen, for the reason that physicians DO NOT FEAR DISEASE. Ph ys icia n s , with ou t fea r or h es ita t ion , h a ve been kn own to ph ys ica lly con ta ct h u n dreds of peop le, da ily, wh o were s u ffer in g from s u ch con ta giou s d is ea s es a s s m a ll-pox, without becoming infected. Their immunity against the disease consisted, largely, if not solely, in their absolute lack of FEAR.

Ma n ca n crea te n oth in g wh ich h e does n ot fir s t conceive in the form of an impulse of thought. Following this statement, com es a n oth er of s t ill grea ter im por ta n ce, n a m ely, MAN’S THOUGHT IMPULSES BEGIN IMMEDIATELY TO TRANSLATE


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THEMSELVES INTO THEIR PHYSICAL EQUIVALENT, WHETHER THOSE THOUGHTS ARE VOLUNTARY OR INVOLUNTARY. Th ou gh t im pu ls es wh ich a re p icked u p th rou gh th e eth er , by m ere ch a n ce (th ou gh ts wh ich h a ve been relea s ed by oth er m in ds ) m a y determ in e on e’s fin a n cia l, bu s in es s , p rofes s ion a l, or s ocia l des t in y ju s t a s s u rely a s do the thought impulses which one creates by intent and design.

We are here laying the foundation for the presentation of a fa ct of grea t im por ta n ce to th e pers on wh o does n ot understand why some people appear to be “lucky” while others of equ a l or grea ter a b ility, t ra in in g, exper ien ce, a n d b ra in ca pa city, s eem des t in ed to r ide with m is for tu n e. Th is fa ct m a y be exp la in ed by th e s ta tem en t th a t every hum an being has the ability to com pletely con trol h is ow n m ind , a n d with th is con trol, obviou s ly, every pers on m a y open h is m in d to th e t ra m p th ou gh t im pu ls es wh ich a re bein g relea s ed by oth er b ra in s , or clos e th e doors t igh t ly a n d a dm it on ly th ou gh t impulses of his own choice.

Na tu re h a s en dowed m a n with a bs olu te con trol over bu t on e th in g, a n d th a t is THOUGHT. Th is fa ct , cou p led with the a dd it ion a l fa ct th a t everyth in g wh ich m a n crea tes , begin s in th e form of a th ou gh t , lea ds on e very n ea r to th e p r in cip le by which FEAR may be mastered.

If it is t ru e th a t ALL THOUGHT HAS A TENDENCY TO CLOTHE ITSELF IN ITS PHYSICAL EQUIVALENT (a n d th is is t ru e, beyon d a n y rea s on a b le room for dou b t), it is equ a lly t ru e that thought impulses of fear and poverty cannot be translated into terms of courage and financial gain.

Th e peop le of Am er ica bega n to th in k of pover ty, followin g th e Wa ll St reet cra s h of 1929 . Slowly, bu t s u rely th a t m a s s thought was crystalized into its physical equivalent, which was kn own a s a “depres s ion .” Th is h a d to h a ppen , it is in conformity with the laws of Nature.

THE FEAR OF POVERTY Th ere ca n be n o com prom is e between POVERTY and

RICHES! Th e two roa ds th a t lea d to pover ty a n d r ich es t ra vel in oppos ite d irect ion s . If you wa n t r ich es , you m u s t refu s e to a ccep t a n y circu m s ta n ce th a t lea ds towa rd pover ty. (Th e word


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“r ich es ” is h ere u s ed in it s b roa des t s en s e, m ea n in g fin a n cia l, spir itu a l, m en ta l a n d m a ter ia l es ta tes ). Th e s ta r t in g poin t of th e pa th th a t lea ds to r ich es is DESIRE. In ch a p ter on e, you received fu ll in s t ru ct ion s for th e p roper u s e of DESIRE. In th is ch a p ter , on FEAR, you h a ve com plete in s t ru ct ion s for preparing your mind to make practical use of DESIRE.

Here, th en , is th e p la ce to give you rs elf a ch a llen ge wh ich will defin itely determ in e h ow m u ch of th is ph ilos oph y you h a ve a bs orbed . Here is th e poin t a t wh ich you ca n tu rn p roph et a n d foretell, a ccu ra tely, wh a t th e fu tu re h olds in s tore for you . If, a fter rea d in g th is ch a p ter , you a re willin g to a ccep t pover ty, you m a y a s well m a ke u p you r m in d to receive poverty. This is one decision you cannot avoid.

If you dem a n d r ich es , determ in e wh a t form , a n d h ow m u ch will be requ ired to s a t is fy you . You kn ow th e roa d th a t lea ds to r ich es . You h a ve been given a roa d m a p wh ich , if followed, will keep you on that road. If you neglect to make the s ta r t , or s top before you a r r ive, n o on e will be to b la m e, bu t YOU. Th is res pon s ib ility is you rs . No a lib i will s a ve you from accepting the responsibility if you now fail or refuse to demand r ich es of Life, beca u s e th e a ccep ta n ce ca lls for bu t on e th in g—in ciden ta lly, th e on ly th in g you ca n con trol—a n d th a t is a STATE OF MIND. A s ta te of m in d is s om eth in g th a t on e assumes. It cannot be purchased, it must be created.

Fea r of pover ty is a s ta te of m in d , n oth in g els e! Bu t it is s u fficien t to des t roy on e’s ch a n ces of a ch ievem en t in a n y u n der ta k in g, a t ru th wh ich beca m e pa in fu lly eviden t du r in g the depression.

Th is fea r pa ra lyzes th e fa cu lty of rea s on , des t roys th e fa cu lty of im a gin a t ion , k ills off s elf-relia n ce, u n derm in es en th u s ia s m , d is cou ra ges in it ia t ive, lea ds to u n cer ta in ty of pu rpos e, en cou ra ges p rocra s t in a t ion , wipes ou t en th u s ia s m a n d m a kes s elf-con trol a n im pos s ib ility. It ta kes th e ch a rm from on e’s pers on a lity, des t roys th e pos s ib ility of a ccu ra te th in k in g, d iver ts con cen tra t ion of effor t , it m a s ters pers is ten ce, tu rn s th e will-power in to n oth in gn es s , des t roys a m bit ion , beclou ds th e m em ory a n d in vites fa ilu re in every con ceiva b le form ; it k ills love a n d a s s a s s in a tes th e fin er em ot ion s of th e h ea r t , d is cou ra ges fr ien ds h ip a n d in vites


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d is a s ter in a h u n dred form s , lea ds to s leep les s n es s , m is ery a n d u n h a pp in es s —a n d a ll th is des p ite th e obviou s t ru th th a t we live in a wor ld of over -a bu n da n ce of everyth in g th e h ea r t cou ld des ire, with n oth in g s ta n d in g between u s a n d ou r desires, excepting lack of a definite purpose.

Th e Fea r of Pover ty is , with ou t dou b t , th e m os t des t ru ct ive of th e s ix ba s ic fea rs . It h a s been p la ced a t th e h ea d of th e lis t , beca u s e it is th e m os t d ifficu lt to m a s ter . Con s idera b le cou ra ge is requ ired to s ta te th e t ru th a bou t th e or igin of th is fea r , a n d s t ill grea ter cou ra ge to a ccep t th e t ru th a fter it h a s been s ta ted . Th e fea r of pover ty grew ou t of m a n ’s in h er ited ten den cy to PREY UPON HIS FELLOW MAN ECONOMICALLY. Nea r ly a ll a n im a ls lower th a n m a n a re m ot iva ted by in s t in ct , bu t th eir ca pa city to “th in k” is lim ited , th erefore, th ey p rey u pon on e a n oth er ph ys ica lly. Ma n , with his s u per ior s en s e of in tu it ion , with th e ca pa city to th in k a n d to rea s on , does n ot ea t h is fellowm a n bod ily, h e gets m ore s a t is fa ct ion ou t of “ea t in g” h im FINANCIALLY. Ma n is s o a va r iciou s th a t every con ceiva b le la w h a s been pa s s ed to safeguard him from his fellowman.

Of a ll th e a ges of th e wor ld , of wh ich we kn ow a n yth in g, th e a ge in wh ich we live s eem s to be on e th a t is ou ts ta n d in g beca u s e of m a n ’s m on ey-m a dn es s . A m a n is con s idered les s th a n th e du s t of th e ea r th , u n les s h e ca n d is p la y a fa t ba n k account; bu t if h e h a s m on ey—NEVER MIND HOW HE ACQUIRED IT—h e is a “k in g” or a “b ig s h ot”; h e is a bove th e la w, h e ru les in polit ics , h e dom in a tes in bu s in es s , a n d th e whole world about him bows in respect when he passes.

Noth in g b r in gs m a n s o m u ch s u ffer in g a n d h u m ility a s POVERTY! On ly th os e wh o h a ve exper ien ced pover ty understand the full meaning of this.

It is n o won der th a t m a n fears pover ty. Th rou gh a lon g lin e of in h er ited exper ien ces m a n h a s lea rn ed , for s u re, th a t s om e m en ca n n ot be t ru s ted , wh ere m a t ters of m on ey a n d ea r th ly pos s es s ion s a re con cern ed . Th is is a ra th er s t in gin g indictment, the worst part of it being that it is TRUE.

Th e m a jor ity of m a rr ia ges a re m ot iva ted by th e wea lth pos s es s ed by on e, or both of th e con tra ct in g pa r t ies . It is n o wonder, therefore, that the divorce courts are busy.


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So ea ger is m a n to pos s es s wea lth th a t h e will a cqu ire it

in wh a tever m a n n er h e ca n —th rou gh lega l m eth ods if possible-through other methods if necessary or expedient.

Self-a n a lys is m a y d is clos e wea kn es s es wh ich one does not like to a ckn owledge. Th is form of exa m in a t ion is es s en t ia l to a ll wh o dem a n d of Life m ore th a n m ed iocr ity a n d pover ty. Rem em ber , a s you ch eck you rs elf poin t by poin t , th a t you a re both th e cou r t a n d th e ju ry, th e p ros ecu t in g a t torn ey a n d the a t torn ey for th e defen s e, a n d th a t you a re th e p la in t iff a n d th e defen da n t , a ls o, th a t you a re on t r ia l. Fa ce th e fa cts s qu a rely. As k you rs elf defin ite qu es t ion s a n d dem a n d d irect rep lies . Wh en th e exa m in a t ion is over , you will kn ow m ore a bou t yourself. If you do n ot feel th a t you ca n be a n im pa r t ia l ju dge in th is s elf-exa m in a t ion , ca ll u pon s om eon e wh o kn ows you well to s erve a s ju dge wh ile you cros s -exa m in e you rs elf. You a re a fter th e t ru th . Get it, no m atter at w hat cos t even though it may temporarily embarrass you!

Th e m a jor ity of peop le, if a s ked wh a t th ey fea r m os t , wou ld rep ly, “I fea r n oth in g.” Th e rep ly wou ld be in a ccu ra te, beca u s e few peop le rea lize th a t th ey a re bou n d , h a n d ica pped , wh ipped s p ir itu a lly a n d ph ys ica lly th rou gh s om e form of fea r . So s u b t le a n d deep ly s ea ted is th e em ot ion of fea r th a t on e m a y go th rou gh life bu rden ed with it , n ever recogn izin g it s p res en ce. On ly a cou ra geou s a n a lys is will d is clos e th e p res en ce of th is u n ivers a l en em y. Wh en you begin s u ch a n a n a lys is , s ea rch deep ly in to you r ch a ra cter . Here is a lis t of the symptoms for which you should look:

SYMPTOMS OF THE FEAR OF POVERTY INDIFFERENCE. Com m on ly expres s ed th rou gh la ck of a m bit ion ; willin gn es s to tolera te pover ty; a ccep ta n ce of wh a tever com pen s a t ion life may offer without protest; mental and physical laziness; lack of initiative, imagination, enthusiasm and self-control INDECISION. The habit of permitting others to do one’s thinking. Staying “on the fence.” DOUBT. Gen era lly expres s ed th rou gh a lib is a n d excu s es des ign ed to cover u p , exp la in a wa y, or a pologize for on e’s fa ilu res , s om et im es expres s ed in th e form of en vy of th os e wh o a re s u cces s fu l, or by criticising them.


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WORRY. Us u a lly expres s ed by fin d in g fa u lt with oth ers , a ten den cy to s pen d beyon d on e’s in com e, n eglect of pers on a l a ppea ra n ce, s cowlin g a n d frown in g; in tem pera n ce in th e u s e of a lcoh olic d r in k , s om et im es th rou gh th e u s e of n a rcot ics ; n ervou s n es s , la ck of pois e, s elf-consciousness and lack of self-reliance. OVER-CAUTION. Th e h a b it of look in g for th e n ega t ive s ide of every circu m s ta n ce, th in k in g a n d ta lk in g of pos s ib le fa ilu re in s tea d of con cen tra t in g u pon th e m ea n s of s u cceed in g. Kn owin g a ll th e roa ds to d is a s ter , bu t n ever s ea rch in g for th e p la n s to a void fa ilu re. Wa it in g for “th e r igh t t im e” to begin pu t t in g idea s a n d p la n s in to a ct ion , u n t il th e waiting becomes a permanent habit. Remembering those who have failed, a n d forget t in g th os e wh o h a ve s u cceeded . Seein g th e h ole in th e dou gh n u t , bu t over look in g th e dou gh n u t . Pes s im is m , lea d in g to indigestion , poor elim in a t ion , a u toin toxica t ion , ba d b rea th a n d ba d disposition. PROCRASTINATION. Th e h a b it of pu t t in g off u n t il tom orrow th a t wh ich should have been done last year. Spending enough time in creating alibis a n d excu s es to h a ve don e th e job . Th is s ym ptom is clos ely rela ted to over-ca u t ion , dou b t a n d worry. Refu s a l to a ccep t res pon s ib ility wh en it ca n be a voided . Willin gn es s to com prom is e ra th er th a n pu t u p a s t iff figh t . Com prom is in g with d ifficu lt ies in s tea d of h a rn es s in g a n d u s in g th em a s s tepp in g s ton es to a dva n cem en t . Ba rga in in g with Life for a pen n y, in s tea d of dem a n d in g p ros per ity, opu len ce, r ich es , con ten tm en t a n d h a pp in es s . Pla n n in g wh a t to do IF AND WHEN OVERTAKEN BY FAILURE, INSTEAD OF BURNING ALL BRIDGES AND MAKING RETREAT IMPOSSIBLE. Wea kn es s of, a n d often tota l la ck of s elf-con fiden ce, defin iten es s of pu rpos e, s elf-con trol, in it ia t ive, en th u s ia s m , a m bit ion , th r ift a n d s ou n d rea s on in g a b ility. EXPECTING POVERTY INSTEAD OF DEMANDING RICHES. As s ocia t ion with th os e wh o a ccep t poverty instead of seeking the company of those who demand and receive riches.

MONEY TALKS! Som e will a s k , “wh y d id you write a book a bou t m on ey? Wh y

m ea s u re r ich es in dolla rs , a lon e?” Som e will believe, a n d r igh t ly s o, th a t there are other forms of riches more desirable than money. Yes, there are r ich es wh ich ca n n ot be m ea s u red in term s of dolla rs , bu t th ere a re m illion s of peop le wh o will s a y, “Give m e a ll th e m on ey I n eed , a n d I will find everything else I want.”


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Th e m a jor rea s on wh y I wrote th is book on h ow to get m on ey is th e

fa ct th a t th e wor ld h a s bu t la tely pa s s ed th rou gh a n exper ien ce th a t left millions of men and women paralyzed with the FEAR OF POVERTY. What th is s or t of fea r does to on e wa s well des cr ibed by Wes tb rook Pegler , in the New York World-Telegram, viz:

“Mon ey is on ly cla m s h ells or m eta l d is cs or s cra ps of pa per , a n d th ere a re t rea s u res of th e h ea r t a n d s ou l wh ich m on ey ca n n ot bu y, bu t m os t peop le, bein g b roke, a re u n a b le to keep th is in m in d a n d s u s ta in th eir s p ir its . Wh en a m a n is down a n d ou t a n d on th e s t reet , u n a b le to get a n y job a t a ll, s om eth in g h a ppen s to h is s p ir it wh ich ca n be obs erved in th e d roop of h is s h ou lders , th e s et of h is h a t , h is wa lk a n d h is ga ze. He ca n n ot es ca pe a feelin g of in fer ior ity a m on g peop le with regu la r em ploym en t , even th ou gh h e kn ows th ey a re defin itely n ot h is equ a ls in character, intelligence or ability.

“Th es e peop le—even h is fr ien ds —feel, on th e oth er h a n d , a s en s e of s u per ior ity a n d rega rd h im , perh a ps u n con s ciou s ly, a s a ca s u a lty. He m a y borrow for a t im e, bu t n ot en ou gh to ca r ry on in h is a ccu s tom ed way, and he cannot continue to borrow very long. But borrowing in itself, wh en a m a n is borrowin g m erely to live, is a dep res s in g exper ien ce, a n d th e m on ey la cks th e power of ea rn ed m on ey to revive h is s p ir its . Of cou rs e, n on e of th is a pp lies to bu m s or h a b itu a l n e’er -do-wells , bu t on ly to men of normal ambitions and self-respect.

“WOMEN CONCEAL DESPAIR. “Wom en in th e s a m e p red ica m en t m u s t be d ifferen t . We s om eh ow

do n ot th in k of wom en a t a ll in con s ider in g th e down-and-ou ters . Th ey a re s ca rce in th e b rea d lin es , th ey ra rely a re s een beggin g on th e s t reets , a n d th ey a re n ot recogn iza b le in crowds by th e s a m e p la in s ign s wh ich iden t ify bu s ted m en . Of cou rs e, I do n ot m ea n th e s h u fflin g h a gs of th e city s t reets wh o a re th e oppos ite n u m ber of th e con firm ed m a le bu m s . I m ea n rea s on a b ly you n g, decen t a n d in telligen t wom en . Th ere m u s t be m a n y of th em , bu t th eir des pa ir is n ot a ppa ren t . Ma ybe th ey k ill themselves.

“Wh en a m a n is down a n d ou t h e h a s t im e on h is h a n ds for brooding. He may travel miles to see a man about a job and discover that th e job is filled or th a t it is on e of th os e jobs with n o ba s e pa y bu t on ly a commission on the sale of some useless knickknack which nobody would bu y, excep t ou t of p ity. Tu rn in g th a t down , h e fin ds h im s elf ba ck on th e s t reet with n owh ere to go bu t ju s t a n ywh ere. So h e wa lks a n d wa lks . He ga zes in to s tore win dows a t lu xu r ies wh ich a re n ot for h im , a n d feels in fer ior a n d gives wa y to peop le wh o s top to look with a n a ct ive in teres t . He wa n ders in to th e ra ilroa d s ta t ion or pu ts h im s elf down in th e lib ra ry


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to ea s e h is legs a n d s oa k u p a lit t le h ea t , bu t th a t is n ’t look in g for a job , s o h e gets goin g a ga in . He m a y n ot kn ow it , bu t h is a im les s n es s wou ld give h im a wa y even if th e very lin es of h is figu re d id n ot . He m a y be well d res s ed in th e cloth es left over from th e da ys wh en h e h a d a s tea dy job , but the clothes cannot disguise the droop.

“MONEY MAKES DIFFERENCE. “He s ees th ou s a n ds of oth er peop le, bookkeepers or clerks or

ch em is ts or wa gon h a n ds , bu s y a t th eir work a n d en vies th em from th e bot tom of h is s ou l. Th ey h a ve th eir in depen den ce, th eir s elf-res pect a n d m a n h ood , a n d h e s im ply ca n n ot con vin ce h im s elf th a t h e is a good m a n , too, th ou gh h e a rgu e it ou t a n d a r r ive a t a fa vora b le verd ict h ou r a fter hour.

“It is ju s t m on ey wh ich m a kes th is d ifferen ce in h im . With a lit t le money he would be himself again.

“Som e em ployers ta ke th e m os t s h ock in g a dva n ta ge of peop le wh o a re down a n d ou t . Th e a gen cies h a n g ou t lit t le colored ca rds offer in g m iserable wages to busted men—$12 a week, $15 a week. An $18 a week job is a p lu m , a n d a n yon e with $25 a week to offer does n ot h a n g th e job in fron t of a n a gen cy on a colored ca rd . I h a ve a wa n t a d clipped from a loca l pa per dem a n d in g a clerk , a good , clea n pen m a n , to ta ke teleph on e orders for a s a n dwich s h op from 11 A.M. to 2 P.M. for $8 a m on th —not $8 a week bu t $8 a m on th . Th e a d s a ys a ls o, ‘Sta te religion .’ Ca n you im a gin e th e b ru ta l effron tery of a n yon e wh o dem a n ds a good , clea n pen m a n for 11 cen ts a n h ou r in qu ir in g in to th e vict im ’s religion ? Bu t that is what busted people are offered.”

THE FEAR OF CRITICISM J u s t h ow m a n or igin a lly ca m e by th is fea r , n o on e ca n s ta te

defin itely, bu t on e th in g is cer ta in — h e h a s it in a h igh ly developed form . Som e believe th a t th is fea r m a de its a ppea ra n ce a bou t th e t im e th a t polit ics beca m e a “p rofes s ion .” Oth ers believe it ca n be t ra ced to th e a ge wh en wom en firs t bega n to con cern th em s elves with “s tyles ” in wea r in g apparel.

Th is a u th or , bein g n eith er a h u m oris t n or a p roph et , is in clin ed to a t t r ibu te th e ba s ic fea r of cr it icis m to th a t pa r t of m a n ’s in h er ited n a tu re wh ich p rom pts h im n ot on ly to ta ke a wa y h is fellowm a n ’s goods a n d wa res , bu t to ju s t ify h is a ct ion by CRITICISM of h is fellowm a n ’s ch a ra cter . It is a well kn own fa ct th a t a th ief will cr it icis e th e m a n from wh om h e s tea ls -th a t polit icia n s s eek office, n ot by d is p la yin g th eir own vir tu es a n d qu a lifica t ion s , bu t by a t tem ptin g to bes m irch th eir opponents.


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Th e fea r of cr it icis m ta kes on m a n y form s , th e m a jor ity of wh ich a re

pet ty a n d t r ivia l. Ba ld -h ea ded m en , for exa m ple, a re ba ld for n o oth er rea s on th a n th eir fea r of cr it icis m . Hea ds becom e ba ld beca u s e of th e t igh t fit t in g ba n ds of h a ts wh ich cu t off th e circu la t ion from th e roots of th e h a ir . Men wea r h a ts , n ot beca u s e th ey a ctu a lly n eed th em , bu t m a in ly beca u s e “everyon e is doin g it .” Th e in d ividu a l fa lls in to lin e a n d does likewis e, les t s om e oth er in d ividu a l CRITICISE h im . Wom en s eldom h a ve ba ld h ea ds , or even th in h a ir , beca u s e th ey wea r h a ts wh ich fit their heads loosely, the only purpose of the hats being adornment.

Bu t , it m u s t n ot be s u ppos ed th a t wom en a re free from th e fea r of cr it icis m . If a n y wom a n cla im s to be s u per ior to m a n with referen ce to th is fea r , a s k h er to wa lk down th e s t reet wea r in g a h a t of th e vin ta ge of 1890.

Th e a s tu te m a n u fa ctu rers of cloth in g h a ve n ot been s low to ca p ita lize th is ba s ic fea r of cr it icis m , with wh ich a ll m a n k in d h a s been cu rs ed . Every s ea s on th e s tyles in m a n y a r t icles of wea r in g a ppa rel ch a n ge. Wh o es ta b lis h es th e s tyles ? Cer ta in ly n ot th e pu rch a s er of cloth in g, bu t th e m a n u fa ctu rer . Wh y does h e ch a n ge th e s tyles s o often ? The answer is obvious. He changes the styles so he can sell more clothes.

For th e s a m e rea s on th e m a n u fa ctu rers of a u tom obiles (with a few ra re a n d very s en s ib le excep t ion s ) ch a n ge s tyles of m odels every s ea s on . No m a n wa n ts to d r ive a n a u tom obile wh ich is n ot of th e la tes t s tyle, although the older model may actually be the better car.

We h a ve been des cr ib in g th e m a n n er in wh ich peop le beh a ve u n der th e in flu en ce of fea r of cr it icis m a s a pp lied to th e s m a ll a n d pet ty th in gs of life. Let u s n ow exa m in e h u m a n beh a vior wh en th is fea r a ffects peop le in con n ect ion with th e m ore im por ta n t even ts of h u m a n rela t ion s h ip . Ta ke for exa m ple p ra ct ica lly a n y pers on wh o h a s rea ch ed th e a ge of “m en ta l m a tu r ity” (from 35 to 40 yea rs of a ge, a s a gen era l a vera ge), a n d if you cou ld rea d th e s ecret th ou gh ts of h is m in d , you wou ld fin d a very decided d is belief in m os t of th e fa b les ta u gh t by th e m a jor ity of th e dogmatists and theologians a few decades back.

Not often , h owever , will you fin d a pers on wh o h a s th e cou ra ge to open ly s ta te h is belief on th is s u b ject . Mos t peop le will, if p res s ed fa r en ou gh , tell a lie ra th er th a n a dm it th a t th ey do n ot believe th e s tor ies a s s ocia ted with th a t form of religion wh ich h eld peop le in bon da ge p r ior to the age of scientific discovery and education.

Wh y does th e a vera ge pers on , even in th is da y of en ligh ten m en t , s h y a wa y from den yin g h is belief in th e fa b les wh ich were th e ba s is of m os t of th e religion s a few deca des a go? Th e a n s wer is , “beca u s e of th e fea r of cr it icis m .” Men a n d wom en h a ve been bu rn ed a t th e s ta ke for da r in g to expres s d is belief in gh os ts . It is n o won der we h a ve in h er ited a con s ciou s n es s wh ich m a kes u s fea r cr it icis m . Th e t im e wa s , a n d n ot s o fa r in th e pa s t , wh en cr it icis m ca rr ied s evere pu n is h m en ts -it s t ill does in some countries.


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Th e fea r of cr it icis m robs m a n of h is in it ia t ive, des t roys h is power of

im a gin a t ion , lim its h is in d ividu a lity, ta kes a wa y h is s elf-relia n ce, a n d does h im da m a ge in a h u n dred oth er wa ys . Pa ren ts often do th eir ch ild ren ir repa ra b le in ju ry by cr it icizin g th em . Th e m oth er of on e of m y boyh ood ch u m s u s ed to pu n is h h im with a s witch a lm os t da ily, a lwa ys com plet in g th e job with th e s ta tem en t , “You ’ll la n d in th e pen iten t ia ry before you a re twen ty.” He wa s s en t to a Reform a tory a t th e a ge of seventeen.

Cr it icis m is th e on e form of s ervice, of wh ich everyon e h a s too m u ch . Everyon e h a s a s tock of it wh ich is h a n ded ou t , gra t is , wh eth er called for or n ot . On e’s n ea res t rela t ives often a re th e wors t offen ders . It s h ou ld be recogn ized a s a cr im e (in rea lity it is a cr im e of th e wors t n a tu re), for a n y pa ren t to bu ild in fer ior ity com plexes in th e m in d of a child, through unnecessary criticism. Employers who understand human n a tu re, get th e bes t th ere is in m en , n ot by cr it icis m , bu t by con s tru ct ive suggestion. Parents may accomplish the same results with their children. Cr it icis m will p la n t FEAR in th e h u m a n h ea r t , or res en tm en t , bu t it will not build love or affection.

SYMPTOMS OF THE FEAR OF CRITICISM This fear is almost as universal as the fear of poverty, and its effects

a re ju s t a s fa ta l to pers on a l a ch ievem en t , m a in ly beca u s e th is fea r des t roys in it ia t ive, a n d d is cou ra ges th e u s e of im a gin a t ion . Th e m a jor symptoms of the fear are:

SELF-CONSCIOUSNESS. Gen era lly expres s ed th rou gh n ervou s n es s , t im id ity in con vers a t ion a n d in m eet in g s t ra n gers , awkward movement of the hands and limbs, shifting of the eyes.

LACK OF POISE. Expres s ed th rou gh la ck of voice con trol, n ervou s n es s in th e p res en ce of oth ers , poor pos tu re of body, poor memory.

PERSONALITY. La ck in g in firm n es s of decis ion , pers on a l ch a rm , a n d a b ility to expres s op in ion s defin itely. Th e h a b it of s ide-stepping is s u es in s tea d of m eet in g th em s qu a rely. Agreein g with oth ers with ou t careful examination of their opinions.

INFERIORITY COMPLEX. Th e h a b it of expres s in g s elf-a pprova l by word of m ou th a n d by a ct ion s , a s a m ea n s of cover in g u p a feelin g of in fer ior ity. Us in g “b ig words ” to im pres s oth ers , (often with ou t kn owin g th e rea l m ea n in g of th e words ). Im ita t in g oth ers in d res s , s peech a n d m a n n ers . Boa s t in g of im a gin a ry a ch ievem en ts . Th is s om et im es gives a surface appearance of a feeling of superiority.


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EXTRAVAGANCE. The habit of trying to “keep up with the Joneses,”

spending beyond one’s income. LACK OF INITIATIVE. Fa ilu re to em bra ce oppor tu n it ies for s elf-

a dva n cem en t , fea r to expres s op in ion s , la ck of con fiden ce in on e’s own idea s , givin g eva s ive a n s wers to qu es t ion s a s ked by s u per iors , h es itancy of manner and speech, deceit in both words and deeds.

LACK OF AMBITION. Men ta l a n d ph ys ica l la zin es s , la ck of s elf-a s s er t ion , s lown es s in rea ch in g decis ion s , ea s ily in flu en ced by oth ers , th e h a b it of cr it icis in g oth ers beh in d th eir ba cks a n d fla t ter in g th em to th eir fa ces , th e h a b it of a ccep t in g defea t with ou t p rotes t , qu it t in g a n u n der ta k in g wh en oppos ed by oth ers , s u s p iciou s of oth er peop le with ou t ca u s e, la ck in g in ta ct fu ln es s of m a n n er a n d s peech , u n willin gn es s to accept the blame for mistakes.

THE FEAR OF ILL HEALTH This fear may be traced to both physical and social heredity. It

is clos ely a s s ocia ted , a s to it s or igin , with th e ca u s es of fea r of Old Age a n d th e fea r of Dea th , beca u s e it lea ds on e clos ely to th e border of “ter r ib le wor lds ” of wh ich m a n kn ows n ot , bu t con cern in g wh ich h e h a s been ta u gh t s om e d is com for t in g s tor ies . Th e op in ion is s om ewh a t gen era l, a ls o, th a t cer ta in u n eth ica l peop le en ga ged in th e bu s in es s of “selling health” have had not a little to do with keeping alive the fear of ill health.

In th e m a in , m a n fea rs ill h ea lth beca u s e of th e ter r ib le p ictu res wh ich h a ve been p la n ted in h is m in d of wh a t m a y h a ppen if dea th s h ou ld over ta ke h im . He a ls o fea rs it beca u s e of th e econ om ic toll wh ich it may claim.

A repu ta b le ph ys icia n es t im a ted th a t 75% of a ll peop le wh o vis it ph ys icia n s for p rofes s ion a l s ervice a re s u ffer in g with h ypoch on dr ia (im a gin a ry illn es s ). It h a s been s h own m os t con vin cin gly th a t th e fea r of d is ea s e, even wh ere th ere is n ot th e s ligh tes t ca u s e for fea r , often produces the physical symptoms of the disease feared.

Powerful and mighty is the human mind! It builds or it destroys. Pla yin g u pon th is com m on wea kn es s of fea r of ill h ea lth , d is pen s ers

of pa ten t m ed icin es h a ve rea ped for tu n es . Th is form of im pos it ion upon credu lou s h u m a n ity beca m e s o p reva len t s om e twen ty yea rs a go th a t Colliers ’ Week ly Ma ga zin e con du cted a b it ter ca m pa ign a ga in s t s om e of the worst offenders in the patent medicine business.

During the “flu” epidemic which broke out during the world war, the m a yor of New York City took d ra s t ic s teps to ch eck th e da m a ge wh ich peop le were doin g th em s elves th rou gh th eir in h eren t fea r of ill h ea lth . He ca lled in th e n ews pa per m en a n d s a id to th em , “Gen t lem en , I feel it


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n eces s a ry to a s k you n ot to pu b lis h a n y s care head lines con cern in g th e ‘flu ’ ep idem ic. Un les s you coopera te with m e, we will h a ve a s itu a t ion wh ich we ca n n ot con trol.” Th e n ews pa pers qu it pu b lis h in g s tor ies a bou t th e “flu ,” a n d with in on e m on th th e ep idem ic h a d been s u cces s fu lly checked.

Throu gh a s er ies of exper im en ts con du cted s om e yea rs a go, it wa s p roved th a t peop le m a y be m a de ill by s u gges t ion . We con du cted th is exper im en t by ca u s in g th ree a cqu a in ta n ces to vis it th e “vict im s ,” ea ch of wh om a s ked th e qu es t ion , “Wh a t a ils you ? You look ter r ib ly ill.” Th e fir s t qu es t ion er u s u a lly p rovoked a gr in , a n d a n on ch a la n t “Oh , n oth in g, I’m a lr igh t ,” from th e vict im . Th e s econ d qu es t ion er u s u a lly wa s a n s wered with th e s ta tem en t , “I don ’t kn ow exa ct ly, bu t I do feel ba d ly.” Th e th ird qu es t ion er wa s u s u a lly m et with th e fra n k a dm is s ion th a t th e vict im wa s actually feeling ill.

Try th is on a n a cqu a in ta n ce if you dou b t th a t it will m a ke h im uncomfortable, but do not carry the experiment too far. There is a certain religiou s s ect wh os e m em bers ta ke ven gea n ce u pon th eir en em ies by th e “hexing” method. They call it “placing a spell” on the victim.

Th ere is overwh elm in g eviden ce th a t d is ea s e s om et im es begin s in th e form of n ega t ive th ou gh t im pu ls e. Su ch a n im pu ls e m a y be pa s s ed from on e m in d to a n oth er , by s u gges t ion , or crea ted by a n in d ividu a l in his own mind.

A m a n wh o wa s b les s ed with m ore wis dom th a n th is in ciden t m igh t in d ica te, on ce s a id “Wh en a n yon e a s ks m e h ow I feel, I a lwa ys wa n t to answer by knocking him down.”

Doctors s en d pa t ien ts in to n ew clim a tes for th eir h ea lth , beca u s e a ch a n ge of “m en ta l a t t itu de” is n eces s a ry. Th e s eed of fea r of ill h ea lth lives in every h u m a n m in d . Worry, fea r , d is cou ra gem en t , d is a ppoin tm en t in love a n d bu s in es s a ffa irs , ca u s e th is s eed to germ in a te a n d grow. Th e recent bu s in es s dep res s ion kep t th e doctors on th e ru n , beca u s e every form of negative thinking may cause ill health.

Dis a ppoin tm en ts in bu s in es s a n d in love s ta n d a t th e h ea d of th e list of causes of fear of ill health. A young man suffered a disappointment in love wh ich s en t h im to a h os p ita l. For m on th s h e h overed between life a n d dea th . A s pecia lis t in s u gges t ive th era peu t ics wa s ca lled in . Th e s pecia lis t ch a n ged n u rs es , p la cin g h im in ch a rge of a very charming

y oung w om an wh o bega n (by p rea rra n gem en t with th e doctor) to m a ke love to h im th e fir s t da y of h er a r r iva l on th e job . With in th ree weeks th e pa t ien t wa s d is ch a rged from th e h os p ita l, s t ill s u ffer in g, bu t with a n en t irely d ifferen t m a la dy. HE WAS IN LOVE AGAIN. Th e rem edy wa s a h oa x, bu t th e pa t ien t a n d th e n u rs e were la ter m a rr ied . Both a re in good health at the time of this writing.


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SYMPTOMS OF THE FEAR OF ILL HEALTH

The symptoms of this almost universal fear are: AUTO-SUGGESTION. The habit of negative use of self-suggestion by

look in g for , a n d expect in g to fin d th e s ym ptom s of a ll k in ds of d is ea s e. “Enjoying” imaginary illness and speaking of it as being real. The habit of t ryin g a ll “fa ds ” a n d “is m s ” recom m en ded by oth ers a s h a vin g th era peu t ic va lu e. Ta lk in g to oth ers of opera t ion s , a cciden ts a n d oth er form s of illn es s . Exper im en t in g with d iets , ph ys ica l exercis es , redu cin g s ys tem s , with ou t p rofes s ion a l gu ida n ce. Tryin g h om e rem ed ies , pa ten t medicines and “quack” remedies.

HYPOCHONDRIA. Th e h a b it of ta lk in g of illn es s , con cen tra t in g th e m in d u pon d is ea s e, a n d expect in g its a ppea ra n ce u n t il a n ervou s b rea k occu rs . Noth in g th a t com es in bot t les ca n cu re th is con d it ion . It is b rou gh t on by n ega t ive th in k in g a n d n oth in g bu t pos it ive th ou gh t ca n a ffect a cu re. Hypoch on dr ia , (a m ed ica l term for im a gin a ry d is ea s e) is s a id to do a s m u ch da m a ge on occa s ion , a s th e d is ea s e on e fea rs m igh t do. Most so-called cases of “nerves” come from imaginary illness.

EXERCISE. Fea r of ill h ea lth often in ter feres with p roper ph ys ica l exercise, and results in over-weight, by causing one to avoid outdoor life.

SUSCEPTIBILITY. Fea r of ill h ea lth b rea ks down Na tu re’s body res is ta n ce, a n d crea tes a fa vora b le con d it ion for a n y form of d is ea s e on e may contact.

Th e fea r of ill h ea lth often is rela ted to th e fea r of Pover ty, es pecially in th e ca s e of th e h ypoch on dr ia c, wh o con s ta n t ly worr ies a bou t th e pos s ib ility of h a vin g to pa y doctor’s b ills , h os p ita l b ills , etc. Th is type of pers on s pen ds m u ch t im e p repa r in g for s ickn es s , ta lk in g a bou t dea th , saving money for cemetery lots, and burial expenses, etc.

SELF-CODDLING. Th e h a b it of m a k in g a b id for s ym pa th y, u s in g im a gin a ry illn es s a s th e lu re. (Peop le often res or t to th is t r ick to a void work ). Th e h a b it of feign in g illn es s to cover p la in la zin es s , or to s erve a s an alibi for lack of ambition.

INTEMPERANCE. Th e h a b it of u s in g a lcoh ol or n a rcot ics to des t roy pa in s s u ch a s h ea da ch es , n eu ra lgia , etc., in s tea d of elim in a t in g th e cause.

Th e h a b it of rea d in g a bou t illn es s a n d worryin g over th e pos s ib ility of bein g s t r icken by it . Th e h a b it of rea d in g pa ten t m ed icin e advertisements.

THE FEAR OF LOSS OF LOVE

Th e or igin a l s ou rce of th is in h eren t fea r n eeds bu t lit t le des cr ip t ion , beca u s e it obviou s ly grew ou t of m a n ’s polyga m ou s h a b it of s tea lin g h is fellow-m a n ’s m a te, a n d h is h a b it of ta k in g liber t ies with h er wh en ever h e could.


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J ea lou s y, a n d oth er s im ila r form s of dem en t ia p ra ecox grow ou t of

m a n ’s in h er ited fea r of th e los s of love of s om eon e. Th is fea r is th e m os t pa in fu l of a ll th e s ix ba s ic fea rs . It p roba b ly p la ys m ore h a voc with the body a n d m in d th a n a n y of th e oth er ba s ic fea rs , a s it often lea ds to permanent insanity.

Th e fea r of th e los s of love p roba b ly da tes ba ck to th e s ton e a ge, wh en m en s tole wom en by b ru te force. Th ey con t in u e to s tea l fem a les , bu t th eir tech n iqu e h a s ch a n ged . In s tea d of force, th ey n ow u s e pers u a s ion , th e p rom is e of p ret ty cloth es , m otor ca rs , a n d oth er “ba it” m u ch m ore effect ive th a n ph ys ica l force. Ma n ’s h a b its a re th e s a m e a s they were at the dawn of civilization, but he expresses them differently.

Careful analysis has shown that women are more susceptible to this fea r th a n m en . Th is fa ct is ea s ily exp la in ed . Wom en h a ve lea rn ed , from exper ien ce, th a t m en a re polyga m ou s by n a tu re, th a t th ey a re n ot to be trusted in the hands of rivals.

SYMPTOMS OF THE FEAR OF LOSS OF LOVE The distinguishing symptoms of this fear are:—

JEALOUSY. The habit of being suspicious of friends and loved ones without any reasonable evidence of sufficient grounds. (Jealousy is a form of dementia praecox which sometimes becomes violent without the slightest cause). The habit of accusing wife or husband of infidelity without grounds. General suspicion of everyone, absolute faith in no one.

FAULT FINDING. Th e h a b it of fin d in g fa u lt with fr ien ds , rela t ives , bu s in es s a s s ocia tes a n d loved on es u pon th e s ligh tes t provocation, or without any cause whatsoever.

GAMBLING. Th e h a b it of ga m blin g, s tea lin g, ch ea t in g, a n d otherwise taking hazardous chances to provide money for loved ones, with the belief that love can be bought. The habit of spending beyond on e’s m ea n s , or in cu rr in g deb ts , to p rovide gifts for loved on es , with th e ob ject of m a k in g a fa vora b le s h owin g. In s om n ia , n ervou s n es s , la ck of pers is ten ce, wea kn es s of will, la ck of s elf-con trol, la ck of s elf-reliance, bad temper.

THE FEAR OF OLD AGE In th e m a in , th is fea r grows ou t of two s ou rces . Firs t , th e th ou gh t

th a t old a ge m a y b r in g with it POVERTY. Secon d ly, a n d by fa r th e m os t com m on s ou rce of or igin , from fa ls e a n d cru el tea ch in gs of th e pa s t wh ich h a ve been too well m ixed with “fire a n d b r im s ton e,” a n d oth er bogies cunningly designed to enslave man through fear.


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In th e ba s ic fea r of old a ge, m a n h a s two very s ou n d rea s on s for h is

apprehension—one growing out of his distrust of his fellowman, who may s eize wh a tever wor ld ly goods h e m a y pos s es s , a n d th e oth er a r is in g from th e ter r ib le p ictu res of th e wor ld beyon d , wh ich were p la n ted in h is m in d , th rou gh s ocia l h ered ity before h e ca m e in to fu ll pos s es s ion of h is mind.

Th e pos s ib ility of ill h ea lth , wh ich is m ore com m on a s peop le grow older , is a ls o a con tr ibu t in g ca u s e of th is com m on fea r of old a ge. Erot icis m a ls o en ters in to th e ca u s e of th e fea r of old a ge, a s n o m a n cherishes the thought of diminishing sex attraction.

Th e m os t com m on ca u s e of fea r of old a ge is a s s ocia ted with th e pos s ib ility of pover ty. “Poorh ou s e” is n ot a p ret ty word . It th rows a ch ill into the mind of every person who faces the possibility of having to spend his declining years on a poor farm.

Another contributing cause of the fear of old age, is the possibility of los s of freedom a n d in depen den ce, a s old a ge m a y b r in g with it th e los s of both physical and economic freedom.

SYMPTOMS OF THE FEAR OF OLD AGE The commonest symptoms of this fear are:

Th e ten den cy to s low down a n d develop a n in fer ior ity complex a t th e a ge of m en ta l m a tu r ity, a rou n d th e a ge of for ty, fa ls ely believin g on e’s s elf to be “s lipp in g” beca u s e of a ge. (Th e t ru th is th a t m a n ’s m os t u s efu l yea rs , m en ta lly a n d s p ir itu a lly, a re th os e between forty and sixty).

Th e h a b it of s pea k in g a pologet ica lly of on e’s s elf a s “bein g old” m erely beca u s e on e h a s rea ch ed th e a ge of for ty, or fifty, in s tea d of revers in g th e ru le a n d expres s in g gra t itu de for h a vin g rea ch ed th e age of wisdom and understanding.

Th e h a b it of k illin g off in it ia t ive, im a gin a t ion , a n d s elf-reliance by fa ls ely believin g on e’s s elf too old to exercis e th es e qu a lit ies . Th e h a b it of th e m a n or wom a n of for ty d res s in g with th e a im of t ryin g to a ppea r m u ch you n ger , a n d a ffect in g m a n n er is m s of you th ; th ereby inspiring ridicule by both friends and strangers.

THE FEAR OF DEATH To s om e th is is th e cru eles t of a ll th e ba s ic fea rs . Th e rea s on is

obviou s . Th e ter r ib le pa n gs of fea r a s s ocia ted with th e th ou gh t of dea th , in th e m a jor ity of ca s es , m a y be ch a rged d irect ly to religiou s fa n a t icism. So-ca lled “h ea th en ” a re les s a fra id of dea th th a n th e m ore “civilized .” For h u n dreds of m illion s of yea rs m a n h a s been a s k in g th e s t ill u n a n s wered qu es t ion s , “wh en ce” a n d “wh ith er .” Wh ere d id I com e from , a n d wh ere


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am I going?

Du r in g th e da rker a ges of th e pa s t , th e m ore cu n n in g a n d cra fty were n ot s low to offer th e a n s wer to th es e qu es t ion s , FOR A PRICE. Witness, now, the major source of origin of the FEAR OF DEATH.

“Come into my tent, embrace my faith, accept my dogmas, and I will give you a t icket th a t will a dm it you s t ra igh ta wa y in to h ea ven wh en you d ie,” cr ies a lea der of s ecta r ia n is m . “Rem a in ou t of m y ten t ,” s a ys th e s a m e lea der , “a n d m a y th e devil ta ke you a n d bu rn you th rou gh ou t eternity.”

ETERNITY is a lon g t im e. FIRE is a ter r ib le th in g. Th e th ou gh t of etern a l pu n is h m en t , with fire, n ot on ly ca u s es m a n to fea r dea th , it often ca u s es h im to los e h is rea s on . It des t roys in teres t in life a n d m a kes happiness impossible.

Du r in g m y res ea rch , I reviewed a book en t it led “A Ca ta logu e of th e Gods,” in wh ich were lis ted th e 30 ,000 god s wh ich m a n h a s wors h iped . Th in k of it ! Th ir ty th ou s a n d of th em , rep res en ted by everyth in g from a cra wfis h to a m a n . It is lit t le won der th a t m en h a ve becom e fr igh ten ed a t the approach of death.

Wh ile th e religiou s lea der m a y n ot be a b le to p rovide s a fe con du ct in to h ea ven , n or , by la ck of s u ch p rovis ion , a llow th e u n for tu n a te to des cen d in to h ell, th e pos s ib ility of th e la t ter s eem s s o ter r ib le th a t th e very thought of it lays hold of the imagination in such a realistic way that it paralyzes reason, and sets up the fear of death.

In t ru th , NO MAN KNOWS, a n d n o m a n h a s ever kn own , wh a t h ea ven or h ell is like, n or does a n y m a n kn ow if eith er p la ce a ctu a lly exis ts . Th is very la ck of pos it ive kn owledge open s th e door of th e h u m a n m in d to th e ch a r la ta n s o h e m a y en ter a n d con trol th a t m in d with h is stock of legerdemain and various brands of pious fraud and trickery.

Th e fea r of DEATH is n ot a s com m on n ow a s it wa s du r in g th e a ge wh en th ere were n o grea t colleges a n d u n ivers it ies . Men of s cien ce h a ve tu rn ed th e s pot ligh t of t ru th u pon th e wor ld , a n d th is t ru th is ra p id ly freeing men and women from this terrible fear of DEATH. The young men a n d you n g wom en wh o a t ten d th e colleges a n d u n ivers it ies a re n ot ea s ily im pres s ed by “fire” a n d “b r im s ton e.” Th rou gh th e a id of b iology, astronomy, geology, and other related sciences, the fears of the dark ages wh ich gr ipped th e m in ds of m en a n d des t royed th eir rea s on h a ve been dispelled.

Insane asylums are filled with men and women who have gone mad, because of the FEAR OF DEATH.

Th is fea r is u s eles s . Dea th will com e, n o m a t ter wh a t a n yon e m a y th in k a bou t it . Accep t it a s a n eces s ity, a n d pa s s th e th ou gh t ou t of you r m in d . It m u s t be a , n eces s ity, or it wou ld n ot com e to a ll. Perh a ps it is not as bad as it has been pictured.

Th e en t ire wor ld is m a de u p of on ly two th in gs , ENERGY a n d MATTER. In elem en ta ry ph ys ics we lea rn th a t n eith er m a t ter n or en ergy


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(th e on ly two rea lit ies kn own to m a n ) ca n be crea ted n or des t royed . Both matter and energy can be transformed, but neither can be destroyed.

Life is en ergy, if it is a n yth in g. If n eith er en ergy n or m a t ter ca n be des t royed , of cou rs e life ca n n ot be des t royed . Life, like oth er form s of en ergy, m a y be pa s s ed th rou gh va r iou s p roces s es of t ra n s it ion , or change, but it cannot be destroyed. Death is mere transition.

If dea th is n ot m ere ch a n ge, or t ra n s it ion , th en n oth in g com es a fter dea th excep t a lon g, etern a l, pea cefu l s leep , a n d s leep is n oth in g to be feared. Thus you may wipe out, forever, the fear of Death.

SYMPTOMS OF THE FEAR OF DEATH The general symptoms of this fear are:— Th e h a b it of THINKING a bou t dyin g in s tea d of m a k in g th e m os t

of LIFE, du e, gen era lly, to la ck of pu rpos e, or la ck of a s u ita b le occu pa t ion . Th is fea r is m ore p reva len t a m on g th e a ged , bu t s om et im es th e m ore you th fu l a re vict im s of it . Th e grea tes t of a ll rem ed ies for th e fea r of dea th is a BURNING DESIRE FOR ACHIEVEMENT, ba cked by u s efu l s ervice to oth ers . A bu s y pers on s eldom h a s t im e to th in k a bou t dyin g. He fin ds life too th r illin g to worry a bou t dea th . Som etim es th e fea r of dea th is clos ely a s s ocia ted with th e Fea r of Pover ty, wh ere on e’s dea th wou ld lea ve loved on es poverty-stricken. In other cases, the fear of death is caused by illness a n d th e con s equ en t b rea k in g down of ph ys ica l body res is ta n ce. Th e com m on es t ca u s es of th e fea r of dea th a re: ill-h ea lth , pover ty, la ck of appropr ia te occu pa t ion , d is a ppoin tm en t over love, in s a n ity, religiou s fanaticism.

OLD MAN WORRY Worry is a s ta te of m in d ba s ed u pon fea r . It works s lowly, bu t

pers is ten t ly. It is in s idu ou s a n d s u b t le. Step by s tep it “d igs it s elf in ” u n t il it pa ra lyzes on e’s rea s on in g fa cu lty, des t roys s elf-con fiden ce a n d in it ia t ive. Worry is a form of s u s ta in ed fea r ca u s ed by in decis ion therefore it is a state of mind which can be controlled.

An u n s et t led m in d is h elp les s . In decis ion m a kes a n u n s et t led m in d . Mos t in d ividu a ls la ck th e willpower to rea ch decis ion s p rom ptly, a n d to s ta n d by th em a fter th ey h a ve been m a de, even du r in g n orm a l bu s in es s con d it ion s . Du r in g per iods of econ om ic u n res t (s u ch a s th e wor ld recen t ly exper ien ced), th e in d ividu a l is h a n d ica pped , n ot a lon e by h is in h eren t n a tu re to be s low a t rea ch in g decis ion s , bu t h e is in flu en ced by th e in decis ion of oth ers a rou n d h im wh o h a ve crea ted a s ta te of “m a s s indecision.”

Du r in g th e dep res s ion th e wh ole a tm os ph ere, a ll over th e wor ld , wa s filled with “Fea ren za ” a n d “Worryit is ,” th e two m en ta l d is ea s e germ s wh ich bega n to s p rea d th em s elves a fter th e Wa ll Street fren zy in 1929 .


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Th ere is on ly on e kn own a n t idote for th es e germ s ; it is th e h a b it of p rom pt a n d firm DECISION. Moreover , it is a n a n t idote wh ich every individual must apply for himself.

We do n ot worry over con d it ion s , on ce we h a ve rea ch ed a decis ion to follow a definite line of action.

I on ce in terviewed a m a n wh o wa s to be electrocu ted two h ou rs la ter . Th e con dem n ed m a n wa s th e ca lm es t of s om e eigh t m en wh o were in th e dea th -cell with h im . His ca lm n es s p rom pted m e to a s k h im h ow it felt to kn ow th a t h e wa s goin g in to etern ity in a s h or t wh ile. With a s m ile of con fiden ce on h is fa ce, h e s a id , “It feels fin e. J u s t th in k , b roth er , m y t rou b les will s oon be over . I h a ve h a d n oth in g bu t t rou b le a ll m y life. It h a s been a h a rds h ip to get food a n d cloth in g. Soon I will n ot n eed th es e th in gs . I h a ve felt fin e ever s in ce I lea rn ed FOR CERTAIN th a t I m u s t d ie. I made up my mind then, to accept my fate in good spirit.”

As h e s poke h e devou red a d in n er of p ropor t ion s s u fficien t for th ree m en , ea t in g every m ou th fu l of th e food b rou gh t to h im , a n d a ppa ren t ly en joyin g it a s m u ch a s if n o d is a s ter a wa ited h im . DECISION ga ve th is m a n res ign a t ion to h is fa te! Decis ion ca n a ls o p reven t on e’s a ccep ta n ce of undesired circumstances.

Th e s ix ba s ic fea rs becom e t ra n s la ted in to a s ta te of worry, th rou gh in decis ion . Relieve you rs elf, forever of th e fea r of dea th , by rea ch in g a decis ion to a ccep t dea th a s a n in es ca pa b le even t . Wh ip th e fea r of pover ty by rea ch in g a decis ion to get a lon g with wh a tever wea lth you ca n accumulate WITHOUT WORRY. Put your foot upon the neck of the fear of cr it icis m by rea ch in g a decis ion NOT TO WORRY a bou t wh a t oth er peop le th in k , do, or s a y. Elim in a te th e fea r of old a ge by rea ch in g a decis ion to a ccep t it , n ot a s a h a n d ica p , bu t a s a grea t b les s in g wh ich ca r r ies with it wis dom , s elf-con trol, a n d u n ders ta n d in g n ot kn own to youth.

Acqu it you rs elf of th e fea r of ill h ea lth by th e decis ion to forget s ym ptom s . Ma s ter th e fea r of los s of love by rea ch in g a decis ion to get along without love, if that is necessary.

Kill th e h a b it of worry, in a ll it s form s , by rea ch in g a gen era l, b la n ket decis ion th a t n oth in g wh ich life h a s to offer is wor th th e p r ice of worry. With this decision will come poise, peace of mind, and calmness of thought which will bring happiness.

A m a n wh os e m in d is filled with fea r n ot on ly des t roys h is own ch a n ces of in telligen t a ct ion , bu t , h e t ra n s m its th es e des t ru ct ive vib ra t ion s to th e m in ds of a ll wh o com e in to con ta ct with h im , a n d destroys, also their chances.

Even a dog or a h ors e kn ows wh en its m a s ter la cks cou ra ge; moreover, a dog or a h ors e will p ick u p th e vib ra t ion s of fea r th rown off by its m a s ter , a n d beh a ve a ccord in gly. Lower down th e lin e of in telligen ce in th e a n im a l k in gdom , on e fin ds th is s a m e ca pa city to p ick u p th e vib ra t ion s of fea r . A h on ey-bee im m edia tely s en s es fea r in th e m in d of a pers on —for rea s on s u n kn own , a bee will s t in g th e pers on


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wh os e m in d is relea s in g vib ra t ion s of fea r , m u ch m ore rea d ily th a n it will molest the person whose mind registers no fear.

The vibrations of fear pass from one mind to another just as quickly a n d a s s u rely a s th e s ou n d of th e h u m a n voice pa s s es from th e b roa dca s t in g s ta t ion to th e receivin g s et of a ra d io—a n d BY THE SELF-SAME MEDIUM.

Mental telepathy is a reality . Th ou gh ts pa s s from on e m in d to a n oth er , volu n ta r ily, wh eth er or n ot th is fa ct is recogn ized by eith er th e pers on relea s in g th e th ou gh ts , or th e pers on s wh o p ick u p th os e thoughts.

Th e pers on wh o gives expres s ion , by word of m ou th , to n ega t ive or des t ru ct ive th ou gh ts is p ra ct ica lly cer ta in to exper ien ce th e res u lts of th os e words in th e form of a des t ru ct ive “k ick -ba ck .” Th e relea s e of des t ru ct ive th ou gh t im pu ls es , a lon e, with ou t th e a id of words , p rodu ces a ls o a “k ickba ck” in m ore wa ys th a n on e. Firs t of a ll, a n d perh a ps m os t im por ta n t to be rem em bered , th e pers on wh o relea s es th ou gh ts of a des t ru ct ive n a tu re, m u s t s u ffer da m a ge th rou gh th e b rea k in g down of th e fa cu lty of crea t ive im a gin a t ion . Secon d ly, th e p res en ce in th e m in d of a n y des t ru ct ive em otion develops a n ega t ive pers on a lity wh ich repels peop le, a n d often con ver ts th em in to a n ta gon is ts . Th e th ird s ou rce of da m a ge to th e pers on wh o en ter ta in s or relea s es n ega t ive th ou gh ts , lies in th is s ign ifica n t fa ct—th es e th ou gh t-im pu ls es a re n ot on ly da m a gin g to oth ers , bu t th ey IMBED THEMSELVES IN THE SUBCONSCIOUS MIND OF THE PERSON RELEASING THEM, a n d th ere becom e a pa r t of h is character.

One is never through with a thought, merely by releasing it. When a th ou gh t is relea s ed , it s p rea ds in every d irect ion , th rou gh th e m ed iu m of th e eth er , bu t it a ls o p la n ts it s elf permanently in th e s u bcon s ciou s m in d of the person releasing it.

You r bu s in es s in life is , p res u m a b ly to a ch ieve s u cces s . To be s u cces s fu l, you m u s t fin d pea ce of m in d , a cqu ire th e m a ter ia l n eeds of life, a n d a bove a ll, a t ta in HAPPINESS. All of th es e eviden ces of s u cces s begin in the form of thought impulses.

You m a y con trol you r own m in d , you h a ve th e power to feed it wh a tever th ou gh t im pu ls es you ch oos e. With th is p r ivilege goes a ls o th e res pon s ib ility of u s in g it con s tru ct ively. You a re th e m a s ter of you r own ea r th ly des t in y ju s t a s s u rely a s you h a ve th e power to con trol you r own th ou gh ts . You m a y in flu en ce, d irect , a n d even tu a lly con trol you r own en viron m en t , m a k in g you r life wh a t you wa n t it to be—or, you m a y neglect to exercise the privilege which is yours, to make your life to order, th u s ca s t in g you rs elf u pon th e b roa d s ea of “Circu m s ta n ce” wh ere you will be tossed hither and yon, like a chip on the waves of the ocean.


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THE DEVIL’S WORKSHOP

THE SEVENTH BASIC EVIL In a dd it ion to th e Six Ba s ic Fea rs , th ere is a n oth er evil by wh ich

peop le s u ffer . It con s t itu tes a r ich s oil in wh ich th e s eeds of fa ilu re grow a bu n da n t ly. It is s o s u b t le th a t it s p res en ce often is n ot detected . Th is a fflict ion ca n n ot p roper ly be cla s s ed a s a fea r . IT IS MORE DEEPLY SEATED AND MORE OFTEN FATAL THAN ALL OF THE SIX FEARS. For wa n t of a bet ter n a m e, let u s ca ll th is evil SUSCEPTIBILITY TO NEGATIVE INFLUENCES.

Men who accumulate great riches always protect themselves against this evil! The poverty stricken never do! Those who succeed in any calling m u s t p repa re th eir m in ds to res is t th e evil. If you a re rea d in g th is ph ilos oph y for th e pu rpos e of a ccu m u la t in g r ich es , you s h ou ld exa m in e you rs elf very ca refu lly, to determ in e wh eth er you a re s u s cep t ib le to n ega t ive in flu en ces . If you n eglect th is s elf-a n a lys is , you will for feit you r right to attain the object of your desires.

Ma ke th e a n a lys is s ea rch in g. After you rea d th e qu es t ion s p repa red for th is s elf-a n a lys is , h old you rs elf to a s t r ict a ccou n t in g in you r a n s wers . Go a t th e ta s k a s ca refu lly a s you wou ld s ea rch for a n y oth er en em y you kn ew to be a wa it in g you in a m bu s h a n d dea l with you r own faults as you would with a more tangible enemy.

You ca n ea s ily p rotect you rs elf a ga in s t h igh wa y robbers , beca u s e th e la w p rovides orga n ized coopera t ion for you r ben efit , bu t th e “s even th basic evil” is more difficult to master, because it strikes when you are not a wa re of it s p res en ce, wh en you a re a s leep , a n d wh ile you a re a wa ke. Moreover , it s wea pon is in ta n gib le, beca u s e it con s is ts of m erely—a STATE OF MIND. Th is evil is a ls o da n gerou s beca u s e it s t r ikes in a s m a n y d ifferen t form s a s th ere a re h u m a n exper ien ces . Som etim es it en ters th e m in d th rou gh th e well-m ea n t words of on e’s own rela t ives . At oth er t im es , it bores from with in , th rou gh on e’s own m en ta l a t t itu de. Always it is as deadly as poison, even though it may not kill as quickly.

How TO PROTECT YOURSELF AGAINST NEGATIVE INFLUENCES

To p rotect you rs elf a ga in s t n ega t ive in flu en ces , wh eth er of you r own m a k in g, or th e res u lt of th e a ct ivit ies of n ega t ive peop le a rou n d you , recogn ize th a t you h a ve a WILL-POWER, a n d pu t it in to con s ta n t u s e, until it builds a wall of immunity against negative influences in your own mind.

Recogn ize th e fa ct th a t you , a n d every oth er h u m a n bein g, a re, by nature, la zy, in d ifferen t , a n d s u s cep t ib le to a ll s u gges t ion s wh ich harmonize with your weaknesses.


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Recogn ize th a t you a re, by n a tu re, s u s cep t ib le to a ll th e s ix ba s ic

fears, and set up. habits for the purpose of counteracting all these fears. Recogn ize th a t n ega t ive in flu en ces often work on you th rou gh you r

s u bcon s ciou s m in d , th erefore th ey a re d ifficu lt to detect , a n d keep you r m in d clos ed a ga in s t a ll peop le wh o depres s or d is cou ra ge you in a n y way.

Clea n ou t you r m ed icin e ch es t , th row a wa y a ll p ill bot t les , a n d s top pandering to colds, aches, pains and imaginary illness.

Delibera tely s eek th e com pa n y of peop le wh o in flu en ce you to THINK AND ACT FOR YOURSELF.

Do not EXPECT troubles as they have a tendency not to disappoint. W ithou t d oubt, the m os t com m on w eak nes s of all hum an beings is

the habit of leaving their m ind s open to the negative in fluence of other people. Th is wea kn es s is a ll th e m ore da m a gin g, beca u s e m os t peop le do n ot recogn ize th a t th ey a re cu rs ed by it , a n d m a n y wh o a ckn owledge it , n eglect or refu s e to correct th e evil u n t il it becom es a n u n con trolla b le part of their daily habits.

To a id th os e wh o wis h to s ee th em s elves a s th ey rea lly a re, th e followin g lis t of qu es t ion s h a s been p repa red . Rea d th e qu es t ion s a n d s ta te you r a n s wers a lou d , s o you ca n h ea r you r own voice. Th is will make it easier for you to be truthful with yourself.

SELF-ANALYSIS TEST QUESTIONS Do you complain often of “feeling ad,” and if so, what is the cause? Do you find fault with other people at the slightest provocation? Do you frequently make mistakes in your work, and if so, why? Are you sarcastic and offensive in your conversation? Do you deliberately avoid the association of anyone, and if

so, why? Do you suffer frequently with indigestion? If so, what is the cause? Does life seem futile and the future hopeless to you? If so,

why? Do you like your occupation? If not, why? Do you often feel self-pity, and if so why? Are you envious of those who excel you? To which do you devote most time, thinking of SUCCESS, or

of FAILURE? Are you gaining or losing self-confidence as you grow older? Do you learn something of value from all mistakes? Are you

permitting some relative or acquaintance to worry you? If so, why? Are you sometimes “in the clouds” and at other times in the depths of despondency? Who has the most inspiring influence upon you? What is the cause? Do you tolerate negative or discouraging influences which you can avoid? Are you careless of your personal appearance? If so, when and why? Have you learned how to “drown your troubles” by being too busy to be annoyed by them? Would you call yourself a “spineless weakling” if you permitted others to do your thinking for


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you? Do you neglect internal bathing until auto-intoxication makes you ill-tempered and irritable? How many preventable disturbances annoy you, and why do you tolerate them?

Do you resort to liquor, narcotics, or cigarettes to “quiet your nerves”? If so, why do you not try will-power instead?

Does a n yon e “n a g” you , a n d if s o, for wh a t rea s on ? Do you h a ve a DEFINITE MAJ OR PURPOSE, a n d if s o, wh a t is it , a n d wh a t p la n h a ve you for achieving it?

Do you suffer from any of the Six Basic Fears? If so, which ones?

Have you a method by which you can shield yourself against the negative influence of others?

Do you make deliberate use of auto-suggestion to make your mind positive?

Which do you value most, your material possessions, or your privilege of controlling your own thoughts?

Are you easily influenced by others, against your own judgment?

Has today added anything of value to your stock of knowledge or state of mind?

Do you face squarely the circumstances which make you unhappy, or sidestep the responsibility?

Do you analyze all mistakes and failures and try to profit by them or, do you take the attitude that this is not your duty?

Can you name three of your most damaging weaknesses? What are you doing to correct them?

Do you encourage other people to bring their worries to you for sympathy?

Do you choose, from your daily experiences, lessons or influences which aid in your personal advancement?

Does your presence have a negative influence on other people as a rule?

What habits of other people annoy you most? Do you form you r own op in ion s or perm it you rs elf to be

influenced by other people? Ha ve you lea rn ed h ow to crea te a m en ta l s ta te of m in d with

which you can shield yourself against all discouraging influences? Does your occupation inspire you with faith and hope? Are you con s ciou s of pos s es s in g s p ir itu a l forces of s u fficien t

power to enable you to keep your mind free from all forms of FEAR? Does your religion help you to keep your own mind

positive? Do you feel it your duty to share other people’s worries? If so, why?


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If you believe that “birds of a feather flock together” what

have you learned about yourself by studying the friends whom you attract? Wh a t con n ect ion , if a n y, do you s ee between th e peop le with

wh om you a s s ocia te m os t clos ely, a n d a n y u n h a pp in es s you m a y experience?

Cou ld it be pos s ib le th a t s om e pers on wh om you con s ider to be a fr ien d is , in rea lity, you r wors t en em y, beca u s e of h is n ega t ive influence on your mind?

By what rules do you judge who is helpful and who is damaging to you? Are your intimate associates mentally superior or inferior to you? How much time out of every 24 hours do you devote to:

a. your occupation b. sleep c. play and relaxation d. acquiring useful knowledge e. plain waste

Who among your acquaintances, a. encourages you most b. cautions you most c. discourages you most d. helps you most in other ways

What is your greatest worry? Why do you tolerate it? When others offer you free, unsolicited advice, do you

accept it without question, or analyze their motive? Wh a t , a bove a ll els e, do you m os t DESIRE? Do you in ten d to

a cqu ire it? Are you willin g to s u bord in a te a ll oth er des ires for th is on e? How much time daily do you devote to acquiring it?

Do you change your mind often? If so, why? Do you usually finish everything you begin? Are you easily impressed by other people’s business or

professional titles, college degrees, or wealth? Are you easily influenced by what other people think or say of you? Do you cater to people because of their social or financial status? Whom do you believe to be the greatest person living? In what respect is this person superior to yourself?

How m u ch t im e h a ve you devoted to s tu dyin g a n d a n s wer in g th es e qu es t ion s ? (At lea s t on e da y is n eces s a ry for th e a n a lys is a n d the answering of the entire list.)

If you h a ve a n s wered a ll th es e qu es t ion s t ru th fu lly, you kn ow m ore about yourself than the majority of people. Study the questions carefully, com e ba ck to th em on ce ea ch week for s evera l m on th s , a n d be a s tou n ded a t th e a m ou n t of a dd it ion a l kn owledge of grea t va lu e to


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you rs elf, you will h a ve ga in ed by th e s im ple m eth od of a n s wer in g th e qu es t ion s t ru th fu lly. If you a re n ot cer ta in con cern in g th e a n s wers to s om e of th e qu es t ion s , s eek th e cou n s el of th os e wh o kn ow you well, es pecia lly th os e wh o h a ve n o m otive in fla t ter in g you , a n d s ee you rs elf through their eyes. The experience will be astonishing.

You h a ve ABSOLUTE CONTROL over bu t on e th in g, a n d th a t is you r th ou gh ts . Th is is th e m os t s ign ifica n t a n d in s p ir in g of a ll fa cts kn own to m a n ! It reflects m a n ’s Divin e n a tu re. Th is Divin e p reroga t ive is the s ole m ea n s by wh ich you m a y con trol you r own des t in y. If you fa il to control your own mind, you may be sure you will control nothing else.

If you m u s t be ca reles s with you r pos s es s ion s , let it be in con n ect ion with m a ter ia l th in gs . Your m ind is y our s piritual es tate! Protect a n d u s e it with th e ca re to wh ich Divin e Roya lty is en t it led . You were given a WILL-POWER for this purpose.

Un for tu n a tely, th ere is n o lega l p rotect ion a ga in s t th os e wh o, eith er by des ign or ign ora n ce, pois on th e m in ds of oth ers by negative s u gges t ion . Th is form of des t ru ct ion s h ou ld be pu n is h a b le by h ea vy lega l pen a lt ies , beca u s e it m a y a n d often does des t roy on e’s ch a n ces of acquiring material things which are protected by law.

Men with n ega t ive m in ds t r ied to con vin ce Th om a s A. Ed is on th a t h e cou ld n ot bu ild a m a ch in e th a t wou ld record a n d rep rodu ce th e human voice, “because” they said, “no one else had ever produced such a m a ch in e.” Ed is on d id n ot believe th em . He kn ew th a t th e m in d cou ld p rodu ce ANYTHING THE MIND COULD CONCEIVE AND BELIEVE, a n d th a t kn owledge wa s th e th in g th a t lifted th e grea t Ed is on a bove th e common herd.

Men with n ega t ive m in ds told F. W. Woolwor th , h e wou ld go “b roke” t ryin g to ru n a s tore on five a n d ten cen t s a les . He d id n ot believe th em . He knew that he could do anything, within reason, if he backed his plans with fa ith . Exercis in g h is r igh t to keep oth er m en ’s n ega t ive s u gges t ion s ou t of h is m in d , h e p iled u p a for tu n e of m ore th a n a h u n dred m illion dollars.

Men with negative minds told George Washington he could not hope to win a ga in s t th e va s t ly s u per ior forces of th e Br it is h , bu t h e exercis ed his Divine right to BELIEVE, therefore this book was published under the p rotect ion of th e Sta rs a n d Str ipes , wh ile th e n a m e of Lord Corn wa llis has been all but forgotten.

Dou b t in g Th om a s es s coffed s corn fu lly wh en Hen ry Ford t r ied ou t h is fir s t cru dely bu ilt a u tom obile on th e s t reets of Detroit . Som e s a id th e th in g n ever wou ld becom e p ra ct ica l. Oth ers s a id n o on e wou ld pa y money for such a contraption.

FORD SAID, “I’LL BELT THE EARTH WITH DEPENDABLE MOTOR CARS,” AND HE DID!

His decis ion to t ru s t h is own ju dgm en t h a s a lrea dy p iled u p a for tu n e fa r grea ter th a n th e n ext five gen era t ion s of h is des cen den ts ca n s qu a n der . For th e ben efit of th os e s eek in g va s t r ich es , let it be


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rem em bered th a t p ra ct ica lly th e s ole d ifferen ce between Hen ry Ford a n d a m a jor ity of th e m ore th a n on e h u n dred th ou s a n d m en wh o work for him, is this-FORD HAS A MIND AND CONTROLS IT, THE OTHERS HAVE MINDS WHICH THEY DO NOT TRY TO CONTROL.

Henry Ford h a s been repea ted ly m en t ion ed , beca u s e h e is a n a s tou n d in g exa m ple of wh a t a m a n with a m in d of h is own , a n d a will to con trol it , ca n a ccom plis h . His record kn ocks th e fou n da t ion from u n der th a t t im e-worn a lib i, “I n ever h a d a ch a n ce.” Ford n ever h a d a ch a n ce, eith er , bu t h e CREATED AN OPPORTUNITY AND BACKED IT WITH PERSISTENCE UNTIL IT MADE HIM RICHER THAN CROESUS.

Mind control is the result of self-discipline and habit. You either control your mind or it controls you. There is no half-way compromise. The most practical of all methods for controlling the mind is the habit of keeping it busy with a definite purpose, backed by a definite plan. Study the record of any man who achieves noteworthy success, and you will observe that he has control over his own mind, moreover, that he exercises that control and directs it toward the attainment of definite objectives. Without this control, success is not possible.

“FIFTY-SEVEN” FAMOUS ALIBIS By Old Man

IF People who do not succeed have one distinguishing trait in common. They know all the reasons for failure, and have what they believe to be

air-tight alibis to explain away their own lack of achievement. Some of these alibis are clever, and a few of them are justifiable by

the facts. But alibis cannot be used for money. The world wants to know only one thing—HAVE YOU ACHIEVED SUCCESS?

A character analyst compiled a list of the most commonly used alibis. As you read the list, examine yourself carefully, and determine how many of these alibis, if any, are your own property. Remember, too, the philosophy presented in this book makes every one of these alibis obsolete. IF I didn’t have a wife and family . . . IF I had enough “pull” . . . IF I had money . . . IF I had a good education . . . IF I could get a job . . . IF I had good health . . . IF I only had time . . . IF times were better . . . IF other people understood me . . . IF conditions around me were only different . . .


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IF I could live my life over again . . . IF I did not fear what “THEY” would say . . . IF I had been given a chance . . . IF I now had a chance . . . IF other people didn’t “have it in for me” . . . IF nothing happens to stop me . . . IF I were only younger . . . IF I could only do what I want . . . IF I had been born rich . . . IF I could meet “the right people” . . . IF I had the talent that some people have . . . IF I dared assert myself . . . IF I only had embraced past opportunities . . . IF people didn’t get on my nerves . . . IF I didn’t have to keep house and look after the children . . . IF I could save some money . . . IF the boss only appreciated me . . . IF I only had somebody to help me . . . IF my family understood me . . . IF I lived in a big city . . . IF I could just get started . . . IF I were only free . . . IF I had the personality of some people . . . IF I were not so fat . . . IF my talents were known . . . IF I could just get a “break” . . . IF I could only get out of debt . . . IF I hadn’t failed . . . IF I only knew how . . . IF everybody didn’t oppose me . . . IF I didn’t have so many worries . . . IF I could marry the right person . . . IF people weren’t so dumb . . . IF my family were not so extravagant . . . IF I were sure of myself . . . IF luck were not against me . . . IF I had not been born under the wrong star . . . IF it were not true that “what is to be will be” . . . IF I did not have to work so hard . . . IF I hadn’t lost my money . . . IF I lived in a different neighborhood . . . IF I didn’t have a “past” . . . IF I only had a business of my own . . . IF other people would only listen to me . . . IF * * * and this is the greatest of them all * * * I had the courage to see myself as I really am, I would find out what is wrong with me,


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and correct it, then I might have a chance to profit by my mistakes and learn something from the experience of others, for I know that there is something WRONG with me, or I would now be where I WOULD HAVE BEEN IF I had spent more time analyzing my weaknesses, and less time building alibis to cover them.

Bu ild in g a lib is with wh ich to exp la in a wa y fa ilu re is a n a t ion a l pa s t im e. Th e h a b it is a s old a s th e h u m a n ra ce, a n d is fatal to s ucces s ! Wh y do peop le clin g to th eir pet a lib is ? Th e a n s wer is obviou s . Th ey defen d th eir a lib is beca u s e THEY CREATE th em ! A m a n ’s a lib i is th e ch ild of h is own im a gin a t ion . It is h u m a n n a tu re to defen d on e’s own brain-child.

Bu ild in g a lib is is a deep ly rooted h a b it . Ha b its a re d ifficu lt to b rea k , es pecia lly wh en th ey p rovide ju s t ifica t ion for s om eth in g we do. Pla to h a d th is t ru th in m in d wh en h e s a id , “Th e fir s t a n d bes t victory is to con qu er self. To be conquered by self is, of all things, the most shameful and vile.”

An oth er ph ilos oph er h a d th e s a m e th ou gh t in m in d wh en h e s a id , “It was a great surprise to me when I discovered that most of the ugliness I saw in others, was but a reflection of my own nature.”

“It h a s a lwa ys been a m ys tery to m e,” s a id Elber t Hu bba rd , “wh y peop le s pen d s o m u ch t im e delibera tely foolin g th em s elves by crea t in g alibis to cover th eir wea kn es s es . If u s ed d ifferen t ly, th is s a m e t im e wou ld be sufficient to cure the weakness, then no alibis would be needed.”

In pa r t in g, I wou ld rem in d you th a t “Life is a ch eckerboa rd , a n d th e p la yer oppos ite you is TIME. If you h es ita te before m ovin g, or n eglect to m ove p rom ptly, you r m en will be wiped off th e boa rd by TIME. You a re playing against a partner who will not tolerate INDECISION!”

Previou s ly you m a y h a ve h a d a logica l excu s e for n ot h a vin g forced Life to com e th rou gh with wh a tever you a s ked , bu t th a t a lib i is n ow obs olete, beca u s e you a re in pos s es s ion of th e Ma s ter Key th a t u n locks the door to Life’s bountiful riches.

Th e Ma s ter Key is in ta n gib le, bu t it is powerfu l! It is th e p r ivilege of creating, in y our ow n m ind , a BURNING DESIRE for a defin ite form of riches. There is no penalty for the use of the Key, but there is a price you m u s t pa y if you do n ot u s e it . Th e p r ice is FAILURE. Th ere is a rewa rd of s tu pen dou s p ropor t ion s if you pu t th e Key to u s e. It is th e s a t is fa ct ion th a t com es to a ll wh o conquer s elf and force Life to pay w hatever is asked.

Th e rewa rd is wor th y of you r effor t . Will you m a ke th e s ta r t a n d be convinced?

“If we a re rela ted ,” s a id th e im m orta l Em ers on , “we s h a ll m eet .” In clos in g, m a y I borrow h is th ou gh t , a n d s a y, “If we a re rela ted , we h a ve, through these pages, met.”


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