Notesale: Turn your study into money

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FOREWORD
"Whatever your mind can conceive and believe it can achieve
...
He has been perhaps the most
influential man in the area of personal success technique development, primarily
through his classic book Think and Grow Rich which has helped million of the
people and has been important in the life of many successful people such as W
...

Napoleon Hill was born into poverty in 1883 in a one-room cabin on the Pound
River in Wise County, Virginia
...
He became a very rebellious boy, but grew up to be an
incredible man
...
Fighting against all class of great disadvantages and
pressures, he dedicated more than 25 years of his life to define the reasons by
which so many people fail to achieve true financial success and happiness in their
life
...
His
early career as a reporter helped finance his way through law school
...

Mr
...
These included Thomas
Edison, Alexander Graham Bell, Henry Ford, Elmer Gates, Charles M
...
Taft, John D
...
W
...

He became an advisor to Andrew Carnegie, and with Carnegie's help he
formulated a philosophy of success, drawing on the thoughts and experience of a
multitude of rags-to-riches tycoons
...

This book has sold over 7 million copies and has helped thousands achieve
success
...
His work
stands as a monument to individual achievement and is the cornerstone of modern
motivation
...

Perhaps no other success book has influenced more people than Napoleon
Hill’s Classic Think and Grow Rich
...
It still remains one of the top selling
books of its kind
...

Napoleon struggled against a myriad of obstacles throughout his life many of
which were brought on by some of the earlier choices he had made
...
His personal life was as spotted as his financial life and a
recounting of that could easily consume a full book
...
But it is quite the opposite
...

I now understand that he didn’t write about some theory of how to think and
grow rich
...

While the casual observer would believe that this book is only about making
money, those of us who have studied it for years know otherwise
...
And for that I am grateful that Napoleon gave so
much of himself in order that he might leave us with this incredible work
...
com

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
...

BY

NAPOLEON HILL
Author of

THE LAW OF SUCCESS
Philosophy

1938
Published by THE RALSTON SOCIETY, Meriden, Conn
...
com
While this eBook is optimized for viewing on screen, it may be
printed out and assembled in booklet form
...


COPYRIGHT, 1937, BY
NAPOLEON HILL

All Rights Reserved
Printings
March, 1937
May, 1937
August, 1937
February, 1938


...
5000 Copies
10,000 Copies


...



...



...


20,000 Copies
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
...


WHAT DO YOU WANT MOST?
Is It Money, Fame, Power,
Contentment, Personality,
Peace of Mind, Happiness?
The Thirteen Steps to Riches described in this book offer the
shortest dependable philosophy of individual achievement ever
presented for the benefit of the man or woman who is searching for
a definite goal in life
...
You
cannot digest the contents properly in a week or a month
...
Miller Reese Hutchison,
nationally known Consulting Engineer and long-time associate of
Thomas A
...
It is a textbook on
individual achievement that came directly from the experiences of
hundreds of America’s most successful men
...
No more than one chapter should be
read in a single night
...
Later, he should go back to these marked
lines and read them again
...
This book
should be adopted by all high schools and no boy or girl should be
permitted to graduate without having satisfactorily passed an
examination on it
...

Dr
...
Turner, Dean of the College of The City of New
York, after having read the book, said— “The very best example of
the soundness of this philosophy is your own son, Blair, whose
dramatic story you have outlined in the chapter on Desire
...
Turner had reference to the author’s son, who, born
without normal hearing capacity, not only avoided becoming a deaf
mute, but actually converted his handicap into a priceless asset by
applying the philosophy here described
...
help you master physical affliction
...
When they had
problems to be solved they sat down together and talked freely until
they discovered, from their joint contribution of ideas, a plan that
would serve their purpose
...
This you
can do (as others are doing so successfully) by forming a study
club, consisting of any desired number of people who are friendly
and harmonious
...
The procedure should consist
of reading one chapter of the book at each meeting, after which the
contents of the chapter should be freely discussed by all members
...
Each member should carefully
read and analyze each chapter several days prior to its open reading
and joint discussion in the club
...

By following this plan every reader will get from its pages, not
only the sum total of the best knowledge organized from the
experiences of hundreds of successful men, but more important by
far, he will tap new sources of knowledge in his own mind as well as
acquire knowledge of priceless value FROM EVERY OTHER PERSON
PRESENT
...


6

TRIBUTES TO THE AUTHOR
From Great American Leaders
“THINK AND GROW RICH” was 25 years in the making
...
His work and writings have been praised by
great leaders in Finance, Education, Politics, Government
...
C
...
Hill:—
I have now had an opportunity to finish reading your Law of
Success textbooks and I wish to express my appreciation of the
splendid work you have done in the organization of this philosophy
...
It contains some very fine material which every leader in
every walk of life should understand
...

Sincerely yours

(Former President and former Chief Justice of the United States)

KING OF THE 5 AND 10 CENT STORES
“By applying many of the 17 fundamentals of the Law of
Success philosophy we have built a great chain of successful stores
...
”
F
...
WOOLWORTH
7

A GREAT STEAMSHIP MAGNATE
“I feel greatly indebted for the privilege of reading your Law of
Success
...
I sincerely hope the world will discover and reward you
...
”
SAMUEL GOMPERS
A FORMER PRESIDENT OF THE UNITED STATES
“May I not congratulate you on your persistence
...
must of necessity make discoveries of
great value to others
...
”
WOODROW WILSON
A MERCHANT PRINCE
“I know that your 17 fundamentals of success are sound
because I have been applying them in my business for more than
30 years
...
I would not care to set a monetary value on this training
because it brings to the student qualities which cannot be
measured by money, alone
...
I believe I have the honor of being your first student
...
WRIGLEY, JR
...

Here you have the entire philosophy of moneymaking, just as
it was organized from the actual achievements of the most
successful men known to the American people during the past fifty
years
...

It provides you with a perfect system of self-analysis that will
readily disclose what has been standing between you and “the big
money” in the past
...

Perhaps you do not need all that is to be found in the book—
no one of the 500 men from whose experiences it was written did—
but you may need ONE IDEA, PLAN OR SUGGESTION to start you
toward your goal
...

The book was inspired by Andrew Carnegie, after he had made
his millions and retired
...

In this volume will be found the thirteen principles of moneymaking essential to every person who accumulates sufficient money
to guarantee financial independence
...
00
...

Riches cannot always be measured in money!
10

Money and material things are essential for freedom of body
and mind, but there are some who will feel that the greatest of all
riches can be evaluated only in terms of lasting friendships,
harmonious family relationships, sympathy and understanding
between business associates, and introspective harmony which
brings one peace of mind measurable only in spiritual values!
All who read, understand and apply this philosophy will be
better prepared to attract and enjoy these higher estates which
always have been and always will be denied to all except those who
are ready for them
...

THE PUBLISHER
...

The secret was brought to my attention by Andrew Carnegie,
more than a quarter of a century ago
...

Then he sat back in his chair, with a merry 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
...
I said I would, and with Mr
...

This book contains the secret, after having been put to a
practical test by thousands of people, in almost every walk of life
...
Carnegie’s idea that the magic formula, which gave him a
stupendous fortune, ought to be placed within reach of people who
do not have time to investigate how men make money, and it was
his hope that I might test and demonstrate the soundness of the
formula through the experience of men and women in every calling
...

His experience with Charles M
...
Schwab’s type, convinced Mr
...
He had arrived at this decision, because he had taken into
his business one young man after another, many of them with but
little schooling, and by coaching them in the use of this formula,
developed in them rare leadership
...

In the chapter on Faith, you will read the astounding story of
the organization of the giant United States Steel Corporation, as it
12

was conceived and carried out by one of the young men through
whom Mr
...
This single application of the secret, by that young
man—Charles M
...
Roughly speaking, this particular application of
the formula was worth six hundred million dollars
...
Carnegie—give you a fair idea of what the reading of
this book may bring to you, provided you KNOW WHAT IT IS THAT
YOU WANT
...
Carnegie planned that they should
...

Others have used it successfully in creating harmony in their
homes
...
00 a year
...
The
business came to life and made a fortune for its owners
...
Nash has gone
...

The secret was passed on to Stuart Austin Wier, of Dallas,
Texas
...
Did he succeed? That story is told too
...

While serving as Advertising Manager of the La-Salle
Extension University, when it was little more than a name, I had
the privilege of seeing J
...
Chapline, President of the University,
use the formula so effectively that he has since made the LaSalle
one of the great extension schools of the country
...
It has not been directly
named, for it seems to work more successfully when it is merely uncovered and left in sight, where THOSE WHO ARE READY, and
13

SEARCHING FOR IT, may pick it up
...
Carnegie
tossed it to me so quietly, without giving me its specific name
...
I wish I might feel privileged to tell
you how you will know if you are ready, but that would deprive you
of much of the benefit you will receive when you make the discovery
in your own way
...
He
used the information so effectively that he went directly into a
responsible position at a beginning salary greater than the average
man ever earns
...

When you read it, perhaps you will dismiss any feeling you may
have had, at the beginning of the book, that it promised too much
...

This secret was extensively used by President Woodrow
Wilson, during the World War
...
President Wilson told me it was a strong factor in
raising the funds needed for the war
...
Manuel L
...
He has gained freedom for
the Philippines, and is the first President of the free state
...

There is no such thing as SOMETHING FOR NOTHING!
The secret to which I refer cannot be had without a price,
although the price is far less than its value
...
It cannot
14

be given away, it cannot be purchased for money, for the reason
that it comes in two parts
...

The secret serves equally well, all who are ready for it
...
Long before I was born, the
secret had found its way into the possession of Thomas A
...

The secret was passed on to a business associate of Mr
...
He used it so effectively that, although he was then making
only $12,000 a year, he accumulated a great fortune, and retired
from active business while still a young man
...
It should convince you that
riches are not beyond your reach, that you can still be what you
wish to be, that money, fame, recognition and happiness can be
had by all who are ready and determined to have these blessings
...
You may find it in the very first chapter,
or on the last page
...
Carnegie’s request, I analyzed hundreds of
well known men, many of whom admitted that they had
accumulated their vast fortunes through the aid of the Carnegie
secret; among these men were: —
HENRY FORD
WILLIAM WRIGLEY JR
...
HILL
GEORGE S
...
M
...
DOHERTY
CYRUS H
...
CURTIS
GEORGE EASTMAN
THEODORE ROOSEVELT
JOHN W
...
DMTID STARR JORDAN
15

J
...
SCHWAB
HARRIS F
...
FRANK GUNSAULUS
DANIEL WILLARD
KING GILLETTE
RALPH A
...
WRIGHT
JOHN D
...
EDISON
FRANK A
...
W
...
ROBERT A
...
FILENE
EDWIN C
...
HOWARD TAFT
LUTHER BURBANK
EDWARD W
...
MUNSEY
ELBERT H
...
ALEXANDER GRAHAM BELL
JOHN H
...
FRANK CRANE
GEORGE M
...
G
...
JENNINGS RANDOLPH
ARTHUR NASH
CLARENCE DARROW
These names represent but a small fraction of the hundreds of
well known Americans whose achievements, financially and
otherwise, prove that those who understand and apply the Carnegie
secret, reach high stations in life
...
I have never known any person to
distinguish himself, or to accumulate riches of any consequence,
16

without possession of the secret
...
”
What is EDUCATION, anyway? This has been answered in full
detail
...
John Wanamaker once told me that what little schooling he
had, he acquired in very much the same manner as a modern locomotive takes on water, by “scooping it up as it runs
...
I am not attempting to
minimize the value of schooling, but I am trying to express my
earnest belief that those who master and apply the secret will reach
high stations, accumulate riches, and bargain with life on their own
terms, even if their schooling has been meager
...
Whether you receive
the sign in the first or the last chapter, stop for a moment when it
presents itself, and turn down a glass, for that occasion will mark
the most important turning-point of your life
...
As you read his story, and the others,
remember that they deal with the important problems of life, such
as all men experience
...

Remember, too, as you go through the book, that it deals with
facts and not with fiction, its purpose being to convey a great
universal truth through which all who are READY may learn, not
only WHAT TO DO, BUT ALSO HOW TO DO IT! and receive, as well,
THE NEEDED STIMULUS TO MAKE A START
...

THE AUTHOR

18

CHAPTER 1

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

A little more than thirty years ago, Edwin C
...
His
discovery did not come about at one sitting
...

One of the chief characteristics of Barnes’ Desire was that it
was definite
...
Observe,
carefully, the description of how he went about translating his
DESIRE into reality, and you will have a better understanding of the
thirteen principles which lead to riches
...
Two difficulties stood
in his way
...
Edison, and he did not have
enough money to pay his railroad fare to Orange, New Jersey
...

But his was no ordinary desire! He was so determined to find a way
to carry out his desire that he finally decided to travel by “blind
baggage,” rather than be defeated
...

He presented himself at Mr
...
In
speaking of the first meeting between Barnes and Edison, years
later, Mr
...
I had learned, from years of experience with
19

men, that when a man really DESIRES a thing so deeply that he is
willing to stake his entire future on a single turn of the wheel in
order to get it, he is sure to win
...
Subsequent events proved that no mistake was
made
...
Edison on that occasion
was far less important than that which he thought
...
It was what he THOUGHT that counted
...

Barnes did not get his partnership with Edison on his first
interview
...

Months went by
...
But something important was happening in
Barnes’ mind
...

Psychologists have correctly said that “when one is truly ready
for a thing, it puts in its appearance
...

He did not say to himself, “Ah well, what’s the use? I guess I’ll
change my mind and try for a salesman’s job
...
” He meant it! What a
different story men would have to tell if only they would adopt a
DEFINITE PURPOSE, and stand by that purpose until it had time to
become an all-consuming obsession!
Maybe young Barnes did not know it at the time, but his
bulldog determination, his persistence in standing back of a single
DESIRE, was destined to mow down all opposition, and bring him
20

the opportunity he was seeking
...
That is
one of the tricks of opportunity
...
Perhaps this is why so many fail to
recognize opportunity
...
Edison had just perfected a new office device, known at
that time, as the Edison Dictating Machine (now the Ediphone)
...
They did not
believe it could be sold without great effort
...
It had crawled in quietly, hidden in a queer looking
machine which interested no one but Barnes and the inventor
...
He
suggested this to Edison, and promptly got his chance
...
In fact, he sold it so successfully that Edison gave him
a contract to distribute and market it all over the nation
...
”
The business alliance has been in operation for more than
thirty years
...
”
How much actual cash that original DESIRE of Barnes’ has
been worth to him, I have no way of knowing
...

Barnes literally thought himself into a partnership with the
great Edison! He thought himself into a fortune
...

He had no money to begin with
...

He had no influence
...
With these intangible forces he made himself number one man
with the greatest inventor who ever lived
...

THREE FEET FROM GOLD
One of the most common causes of failure is the habit of
quitting when one is overtaken by temporary defeat
...

An uncle of R
...
Darby was caught by the “gold fever” in the
gold-rush days, and went west to DIG AND GROW RICH
...
He staked a claim and
went to work with pick and shovel
...

After weeks of labor, he was rewarded by the discovery of the
shining ore
...

Quietly, he covered up the mine, retraced his footsteps to his home
in Williamsburg, Maryland, told his relatives and a few neighbors of
the “strike
...
The uncle and Darby went back to work the mine
...
The
returns proved they had one of the richest mines in Colorado! A few
more cars of that ore would clear the debts
...

Down went the drills! Up went the hopes of Darby and Uncle!
Then something happened! The vein of gold ore disappeared! They
had come to the end of the rainbow, and the pot of gold was no
longer there! They drilled on, desperately trying to pick up the vein
again—all to no avail
...

They sold the machinery to a junk man for a few hundred
dollars, and took the train back home
...
The engineer advised that the project had
failed, because the owners were not familiar with “fault lines
...

22

Most of the money which went into the machinery was
procured through the efforts of R
...
Darby, who was then a very
young man
...
He paid back every dollar of it,
although he was years in doing so
...
Darby recouped his loss many times over,
when he made the discovery that DESIRE can be transmuted into
gold
...

Remembering that he lost a huge fortune, because he
STOPPED three feet from gold, Darby profited by the experience in
his chosen work, by the simple method of saying to himself, “I
stopped three feet from gold, but I will never stop because men say
‘no’ when I ask them to buy insurance
...
He owes his
“stickability” to the lesson he learned from his “quitability” in the
gold mining business
...
When defeat
overtakes a man, the easiest and most logical thing to do is to
QUIT
...

More than five hundred of the most successful men this
country has ever known, told the author their greatest success
came just one step beyond the point at which defeat had overtaken
them
...

It takes great delight in tripping one when success is almost within
reach
...
Darby received his degree from the
“University of Hard Knocks,” and had decided to profit by his
experience in the gold mining business, he had the good fortune to
be present on an occasion that proved to him that “No” does not
necessarily mean no
...
The uncle operated a large farm on which a number
of colored sharecrop farmers lived
...

The uncle looked up, saw the child, and barked at her roughly,
“what do you want?”
Meekly, the child replied, “My mammy say send her fifty
cents
...
”
“Yas sah,” the child replied
...

The uncle went ahead with his work, so busily engaged that he
did not pay enough attention to the child to observe that she did
not leave
...
”
The little girl said “yas sah,” but she did not budge an inch
...

Darby held his breath
...
He knew his uncle had a fierce temper
...

When the uncle reached the spot where the child was
standing, she quickly stepped forward one step, looked up into his
eyes, and screamed at the top of her shrill voice, “MY MAMMY’S
GOTTA HAVE THAT FIFTY CENTS!”
The uncle stopped, looked at her for a minute, then slowly laid
the barrel stave on the floor, put his hand in his pocket, took out
half a dollar, and gave it to her
...

After she had gone, the uncle sat down on a box and looked out the
window into space for more than ten minutes
...

Mr
...
That was the first
time in all his experience that he had seen a colored child
deliberately master an adult white person
...

24

Strangely, the story of this unusual experience was told to the
author in the old mill, on the very spot where the uncle took his
whipping
...

As we stood there in that musty old mill, Mr
...
The answer is full and complete
...

Keep your mind alert, and you will observe exactly what
strange power came to the rescue of the child, you will catch a
glimpse of this power in the next chapter
...
The awareness of this power may come to you in the first
chapter, or it may flash into your mind in some subsequent chapter
...
Or, it may come in the
nature of a plan, or a purpose
...

After I had described to Mr
...

Mr
...
’ The better portion of all sales I have made, were
made after people had said ‘NO’
...
It taught me to keep on keeping on, no matter how hard
the going may be, a lesson I needed to learn before I could succeed
25

in anything
...
Darby and his uncle, the colored child and
the gold mine, doubtless will be read by hundreds of men who make
their living by selling life insurance, and to all of these, the author
wishes to offer the suggestion that Darby owes to these two
experiences his ability to sell more than a million dollars of life
insurance every year
...
Mr
...
He profited by these two dramatic experiences,
because he analyzed them, and found the lesson they taught
...

The answer called for a description of thirteen principles, but
remember, as you read, the answer you may be seeking, to the
questions which have caused you to ponder over the strangeness of
life, may be found in your own mind, through some idea, plan, or
purpose which may spring into your mind as you read
...
The
principles described in this book, contain the best, and the most
practical of all that is known, concerning ways and means of
creating useful ideas
...
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
...

When you begin to THINK AND GROW RICH, you will observe
that riches begin with a state of mind, with definiteness of purpose,
with little or no hard work
...
I spent twenty-five years in research, analyzing more
26

than 25,000 people, because I, too, wanted to know “how wealthy
men become that way
...

Here take notice of a very significant truth, viz:
The business depression started in 1929, and continued on to
an all time record of destruction, until sometime after President
Roosevelt entered office
...
Just as an electrician in a theatre raises the lights so
gradually that darkness is transmuted into light before you realize
it, so did the spell of fear in the minds of the people gradually fade
away and become faith
...
Impossible? Not at all!
One of the main weaknesses of mankind is the average man’s
familiarity with the word “impossible
...
He knows all the things which CANNOT be done
...

A great many years ago I purchased a fine dictionary
...
That would not be an unwise thing for you to
do
...

Failure comes to those who indifferently allow themselves to
become FAILURE CONSCIOUS
...

Another weakness found in altogether too many people, is the
habit of measuring everything, and everyone, by their own
impressions and beliefs
...
They cannot think in terms of
riches, because their thought habits have been steeped in poverty,
want, misery, failure, and defeat
...
He
27

attended the University of Chicago
...

“Why,” the Chinaman exclaimed, “the queer slant of your eyes
...
We
foolishly believe that our own limitations are the proper measure of
limitations
...

Millions of people look at the achievements of Henry Ford,
after he has arrived, and envy him, because of his good fortune, or
luck, or genius, or whatever it is that they credit for Ford’s fortune
...
A single
transaction will illustrate the “secret” perfectly
...
He chose to build an engine with the entire eight cylinders
cast in one block, and instructed his engineers to produce a design
for the engine
...

Ford said, “Produce it anyway
...
”
The engineers went ahead
...
Six months went by,
nothing happened
...
The engineers tried every conceivable plan to carry out
the orders, but the thing seemed out of the question; “impossible!”
At the end of the year Ford checked with his engineers, and
again they informed him they had found no way to carry out his
orders
...
”
They went ahead, and then, as if by a stroke of magic, the
secret was discovered
...
Deduce from it, you who wish to
THINK AND GROW RICH, the secret of the Ford millions, if you can
...

Henry Ford is a success, because he understands, and applies
the principles of success
...
Remember this Ford story as you read, and pick out the
lines in which the secret of his stupendous achievement have been
described
...

YOU ARE “THE MASTER OF YOUR FATE, THE CAPTAIN OF YOUR
SOUL,” BECAUSE…
When Henley wrote the prophetic lines, “I am the Master of my
Fate, I am the Captain of my Soul,” he should have informed us
that we are the Masters of our Fate, the Captains of our Souls,
because we have the power to control our thoughts
...

If the poet had told us of this great truth, we would know WHY
IT IS that we are the Masters of our Fate, the Captains of our Souls
...

He should have told us, too, that our brains become
magnetized with the dominating thoughts which we hold in our
minds, and, by means with which no man is familiar, these
“magnets” attract to us the forces, the people, the circumstances of
life which harmonize with the nature of our dominating thoughts
...

But, being a poet, and not a philosopher, Henley contented
himself by stating a great truth in poetic form, leaving those who
followed him to interpret the philosophical meaning of his lines
...

We are now ready to examine the first of these principles
...
The principles were gathered
from the life experiences of more than 500 men who actually
accumulated riches in huge amounts; men who began in poverty,
with but little education, without influence
...
You can put them to work for your own enduring
benefit
...

Before you read the next chapter, I want you to know that it
conveys factual information which might easily change your entire
financial destiny, as it has so definitely brought changes of
stupendous proportions to two people described
...
One of them has been
my closest personal friend for almost twenty-five years, the other is
my own son
...

Almost fifteen years ago, I delivered the Commencement
Address at Salem College, Salem, West Virginia
...
The young man is now
a Member of Congress, and an important factor in the present
administration
...

It gives you an idea of the rewards to come
...

“With apologies, I must state that the suggestion, if acted upon,
will mean several years of labor and responsibility for you, but I am
en-heartened to make the suggestion, because I know your great
love for rendering useful service
...
In that
address, you planted in my mind an idea which has been
responsible for the opportunity I now have to serve the people of my
State, and will be responsible, in a very large measure, for whatever
success I may have in the future
...

“I recall, as though it were yesterday, the marvelous
description you gave of the method by which Henry Ford, with but
little schooling, without a dollar, with no influential friends, rose to
great heights
...

“Thousands of young people will finish their schooling this
year, and within the next few years
...
They will want to know where to turn, what to
do, to get started in life
...

“If there is any possible way that you can afford to render so
great a service, may I offer the suggestion that you include with
every book, one of your Personal Analysis Charts, in order that the
purchaser of the book may have the benefit of a complete self31

inventory, indicating, as you indicated to me years ago, exactly
what is standing in the way of success
...

The service would be priceless
...

“You know the problems of those who face the necessity of
beginning all over again
...
If anyone can help them, you can
...

“With best wishes, believe me,
“Cordially yours,
“JENNINGS RANDOLPH”

32

CHAPTER 2

DESIRE
THE STARTING POINT OF
ALL ACHIEVEMENT
The First Step toward Riches
WHEN Edwin C
...
J
...

Edison’s office, his mind was at work
...
He heard himself asking Mr
...

Barnes’ desire was not a hope! It was not a wish! It was a
keen, pulsating DESIRE, which transcended everything else
...

The desire was not new when he approached Edison
...
In the beginning,
when the desire first appeared in his mind, it may have been, probably was, only a wish, but it was no mere wish when he appeared
before Edison with it
...
Barnes again stood before Edison,
in the same office where he first met the inventor
...
He was in business with
Edison
...

Today, people who know Barnes envy him, because of the “break”
life yielded him
...

Barnes succeeded because he chose a definite goal, placed all
his energy, all his will power, all his effort, everything back of that
goal
...

He was content to start in the most menial work, as long as it
provided an opportunity to take even one step toward his cherished
goal
...
During all those years not one ray of hope,
not one promise of attainment of his DESIRE had been held out to
him
...

It is a remarkable illustration of the power of a DEFINITE
DESIRE
...
Edison, more than he wanted anything else
...
But
he BURNED ALL BRIDGES BEHIND HIM
...

When he went to Orange, he did not say to himself, “I will try
to induce Edison to give me a job of some soft
...

He did not say, “I will work there for a few months, and if I get
no encouragement, I will quit and get a job somewhere else
...
I will do anything Edison tells me to do,
but before I am through, I will be his associate
...
” He said, “There is but ONE thing in this world that I
am determined to have, and that is a business association with
Thomas A
...
I will burn all bridges behind me, and stake my
ENTIRE FUTURE on my ability to get what I want
...
He had to win or
perish!
That is all there is to the Barnes story of success! A long while
ago, a great warrior faced a situation which made it necessary for
him to make a decision which insured his success on the
battlefield
...
He loaded his soldiers into
boats, sailed to the enemy’s country, unloaded soldiers and
equipment, then gave the order to burn the ships that had carried
them
...
That means that we cannot leave
these shores alive unless we win! We now have no choice-we win—
or we perish! They won
...
Only by so doing can
one be sure of maintaining that state of mind known as a BURNING
DESIRE TO WIN, essential to success
...
They went into a conference to decide if they
would try to rebuild, or leave Chicago and start over in a more
promising section of the country
...

The merchant who decided to stay and rebuild pointed a finger
at the remains of his store, and said, “Gentlemen, on that very spot
I will build the world’s greatest store, no matter how many times it
may burn down
...
The store was built
...
The easy thing for Marshal
Field to have done, would have been exactly what his fellow
merchants did
...

Mark well this difference between Marshal Field and the other
merchants, because it is the same difference which distinguishes
Edwin C
...
It is the same difference which
distinguishes practically all who succeed from those who fail
...
Wishing will not bring riches
...

The method by which DESIRE for riches can be transmuted
into its financial equivalent, consists of six definite, practical steps,
viz:
First
...
It is not sufficient merely to say “I want plenty of money
...
(There is a psychological reason for
definiteness which will be described in a subsequent chapter)
...
Determine exactly what you intend to give in
return for the money you desire
...
)
Third
...

Fourth
...

Fifth
...

Sixth
...
AS YOU READ—SEE AND FEEL AND BELIEVE
YOURSELF ALREADY IN POSSESSION OF THE MONEY
...
It is especially important that you observe, and
follow the instructions in the sixth paragraph
...
Here is where a BURNING DESIRE will
come to your aid
...
The object is to want money, and to
become so determined to have it that you CONVINCE yourself you
will have it
...
“Money consciousness” means that the mind has
become so thoroughly saturated with the DESIRE for money, that
one can see one’s self already in possession of it
...
It may be helpful, to all who fail to recognize the
soundness of the six steps, to know that the information they
36

convey, was received from Andrew Carnegie, who began as an
ordinary laborer in the steel mills, but managed, despite his humble
beginning, to make these principles yield him a fortune of
considerably more than one hundred million dollars
...

Edison, who placed his stamp of approval upon them as being, not
only the steps essential for the accumulation of money, but necessary for the attainment of any definite goal
...
” They call for no sacrifice
...
To
apply them calls for no great amount of education
...
One must realize that all who have accumulated great
fortunes, first did a certain amount of dreaming, hoping, wishing,
DESIRING, and PLANNING before they acquired money
...

You may as well know, also that every great leader, from the
dawn of civilization down to the present, was a dreamer
...

If you do not see great riches in your imagination, you will
never see them in your bank balance
...
The six year
economic collapse has reduced all men, substantially, to the same
level
...
The stakes represent huge
fortunes which will be accumulated within the next ten years
...

We who are in this race for riches, should be encouraged to
37

know that this changed world in which we live is demanding new
ideas, new ways of doing things, new leaders, new inventions, new
methods of teaching, new methods of marketing, new books, new
literature, new features for the radio, new ideas for moving pictures
...

The business depression marked the death of one age, and the
birth of another
...
The practical
dreamers have always been, and always will be the pattern-makers
of civilization
...

Tolerance, and an open mind are practical necessities of the
dreamer of today
...
Never has there been a time more favorable to
pioneers than the present
...

In planning to acquire your share of the riches, let no one
influence you to scorn the dreamer
...

Let us not forget, Columbus dreamed of an Unknown world,
staked his life on the existence of such a world, and discovered it!
Copernicus, the great astronomer, dreamed of a multiplicity of
worlds, and revealed them! No one denounced him as “impractical”
after he had triumphed
...
”
If the thing you wish to do is right, and you believe in it, go
38

ahead and do it! Put your dream across, and never mind what
“they” say if you meet with temporary defeat, for “they,” perhaps, do
not know that EVERY FAILURE BRINGS WITH IT THE SEED OF AN
EQUIVALENT SUCCESS
...
He has put more wheels into operation than
any man who ever lived, because he was not afraid to back his
dreams
...
Practical dreamers DO NOT
QUIT!
Whelan dreamed of a chain of cigar stores, transformed his
dream into action, and now the United Cigar Stores occupy the best
corners in America
...

The Wright brothers dreamed of a machine that would fly
through the air
...

Marconi dreamed of a system for harnessing the intangible
forces of the ether
...
Moreover, Marconi’s
dream brought the humblest cabin, and the most stately manor
house side by side
...
It gave the President of the United States a
medium by which he may talk to all the people of America at one
time, and on short notice
...
The dreamers of today fare better
...
Nay, it
has shown a willingness to reward the dreamer who gives the world
a new idea
...
”
“The oak sleeps in the acorn
...
DREAMS ARE
THE SEEDLINGS OF REALITY
...

Your star is now in the ascendency
...
It taught people
humility, tolerance, and open-mindedness
...

A BURNING DESIRE TO BE, AND TO DO is the starting point
from which the dreamer must take off
...

The world no longer scoffs at the dreamer, nor calls him
impractical
...
A score of
years ago, such a dream would have seemed like madness
...
Take courage, for these experiences have
tempered the spiritual metal of which you are made-they are assets
of incomparable value
...
” The turning point in the lives of those who succeed,
usually comes at the moment of some crisis, through which they
are introduced to their “other selves
...

0
...
Being FORCED, through
misfortune, to become acquainted with his “other self,” and to use
his IMAGINATION, he discovered himself to be a great author
instead of a miserable criminal and outcast
...

Edison, the world’s greatest inventor and scientist, was a
“tramp” telegraph operator, he failed innumerable times before he
was driven, finally, to the discovery of the genius which slept within
his brain
...
The
tragedy of his first love penetrated the depths of his soul, and
converted him into one of the world’s truly great authors
...
Disappointment over love affairs, generally has the
effect of driving men to drink, and women to ruin; and this, because
most people never learn the art of transmuting their strongest
emotions into dreams of a constructive nature
...

Despite her greatest misfortune, she has written her name indelibly
in the pages of the history of the great
...

Robert Burns was an illiterate country lad, he was cursed by
poverty, and grew up to be a drunkard in the bargain
...

Booker T
...
Because he was tolerant, had an open mind at all
times, on all subjects, and was a DREAMER, he left his impress for
good on an entire race
...

Before passing to the next chapter, kindle anew in your mind
the fire of hope, faith, courage, and tolerance
...
Let Emerson state the thought in these words, “Every
proverb, every book, every byword that belongs to thee for aid and
comfort shall surely come home through open or winding passages
...
”
There is a difference between WISHING for a thing and being
READY to receive it
...
The state of mind must be BELIEF, not mere hope or
wish
...
Closed minds do not
inspire faith, courage, and belief
...
A great poet has correctly stated 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
...

“I worked for a menial’s hire,
Only to learn, dismayed,
That any wage I had asked of Life,
Life would have willingly paid
...
I first saw him
twenty-four years ago, a few minutes after he was born
...

I challenged the doctor’s opinion
...
I, too, reached a decision, and rendered an
opinion, but I expressed the opinion silently, in the secrecy of my
own heart
...
Nature
could send me a child without ears, but Nature could not induce me
to accept the reality of the affliction
...

How? I was sure there must be a way, and I knew I would find it
...
We need only obey
...
”
The right word? DESIRE! More than anything else, I DESIRED
that my son should not be a deaf mute
...

Many years previously, I had written, “Our only limitations are
those we set up in our own minds
...
Lying on the bed in front of me was a
newly born child, without the natural equipment of hearing
...
Surely, this was a limitation which that child had not set up in
his own mind
...

As soon as the child was old enough to cooperate, I would fill
his mind so completely with a BURNING DESIRE to hear, that
Nature would, by methods of her own, translate it into physical
reality
...
Every day I renewed the pledge I bad made to myself, not
to accept a deaf mute for a son
...
When he
reached the age when children usually begin talking, he made no
attempt to speak, but we could tell by his actions that he could
hear certain sounds slightly
...
Then something happened which gave me
hope
...

We bought a victrola
...
He soon showed a preference for certain records, among
them, “It’s a Long Way to Tipperary
...
The
significance of this self-formed habit of his did not become clear to
us until years afterward, for we had never heard of the principle of
“bone conduction” of sound at that time
...
These discoveries placed
in my possession the necessary media by which I began to translate
into reality my Burning Desire to help my son develop hearing and
speech
...
The outlook was far from encouraging, but DESIRE BACKED
BY FAITH knows no such word as impossible
...
I soon discovered that the child enjoyed bedtime
stories, so I went to work, creating stories designed to develop in
him self-reliance, imagination, and a keen desire to hear and to be
normal
...
It
was designed to plant in his mind the thought that his affliction
was not a liability, but an asset of great value
...
However, I continued my
practice of wrapping that philosophy in bedtime stories, hoping the
time would come when he would find some plan by which his
handicap could be made to serve some useful purpose
...

DESIRE backed by FAITH, pushed reason aside, and inspired me to
carry on
...

He did not question anything I told him
...
For example, the
teachers in school would observe that he had no ears, and, because
of this, they would show him special attention and treat him with
44

extraordinary kindness
...
His mother saw to that,
by visiting the teachers and arranging with them to give the child
the extra attention necessary
...

We could notice that, gradually, the child’s hearing was
improving
...
When he was about seven, he
showed the first evidence that our method of servicing his mind was
bearing fruit
...
She
was afraid that his deafness made it unsafe for him to go on the
street alone
...
One afternoon,
when he was left at home with the servants, he climbed through the
kitchen window, shinnied to the ground, and set out on his own
...
After balancing his accounts, and paying back
the six cents he had borrowed from his banker, he had a net profit
of forty-two cents
...

His mother opened his hand, removed the coins, and cried
...
My reaction was the reverse
...

His mother saw, in his first business venture, a little deaf boy
who had gone out in the streets and risked his life to earn money
...
The
transaction pleased me, because I knew that he had given evidence
of a trait of resourcefulness that would go with him all through life
...
When his older brother wanted
something, he would lie down on the floor, kick his feet in the air,
cry for it—and get it
...
He
still follows that plan!
Truly, my own son has taught me that handicaps can be
converted into stepping stones on which one may climb toward
some worthy goal, unless they are accepted as obstacles, and used
as alibis
...
He did not go to a school for the
deaf
...
We were determined that he should live a normal life,
and associate with normal children, and we stood by that decision,
although it cost us many heated debates with school officials
...
J
...

During his last week in college, (eighteen years after the
operation), something happened which marked the most important
turning-point of his life
...
He was slow about testing it, due to his
disappointment with a similar device
...
“God moves in mysterious ways, His wonders to
perform
...
The
next day he plainly heard the voices of his professors in class, for
the first time in his life! Previously he could hear them only when
they shouted, at short range
...
He heard the
talking pictures
...
Truly, he had come into possession of a Changed
46

World
...

DESIRE had commenced to pay dividends, but the victory was
not yet complete
...

Hardly realizing the significance of what had already been
accomplished, but intoxicated with the joy of his newly discovered
world of sound, he wrote a letter to the manufacturer of the
hearing-aid, enthusiastically describing his experience
...
When be arrived, he was escorted through the factory, and
while talking with the Chief Engineer, telling him about his changed
world, a hunch, an idea, or an inspiration—call it what you wish—
flashed into his mind
...

The sum and substance of that impulse of thought was this: It
occurred to him that he might be of help to the millions of deafened
people who go through life without the benefit of hearing devices, if
he could find a way to tell them the story of his Changed World
...

For an entire month, he carried on an intensive research,
during which he analyzed the entire marketing system of the
manufacturer of the hearing device, and created ways and means of
communicating with the hard of hearing all over the world for the
purpose of sharing with them his newly discovered “Changed
World
...
When he presented the plan to the company, he was instantly given a position, for the purpose of carrying
out his ambition
...

Shortly after he became associated with the manufacturer of
his hearing aid, he invited me to attend a class conducted by his
company, for the purpose of teaching deaf mutes to hear, and to
47

speak
...
Here I saw a demonstration which gave me a
greatly enlarged vision of what I had done to arouse and keep alive
in my son’s mind the DESIRE for normal hearing
...

Thus, through some strange turn of the Wheel of Fate, my son,
Blair, and I have been destined to aid in correcting deaf mutism for
those as yet unborn, because we are the only living human beings,
as far as I know, who have established definitely the fact that deaf
mutism can be corrected to the extent of restoring to normal life
those who suffer with this affliction
...

There is no doubt in my mind that Blair would have been a
deaf mute all his life, if his mother and I had not managed to shape
his mind as we did
...
A few weeks
ago, Dr
...
He was astounded when he learned
how well my son now hears, and speaks, and said his examination
indicated that “theoretically, the boy should not be able to hear at
all
...

When I planted in his mind the DESIRE to hear and talk, and
live as a normal person, there went with that impulse some strange
influence which caused Nature to become bridge-builder, and span
the gulf of silence between his brain and the outer world, by some
means which the keenest medical specialists have not been able to
interpret
...
It would be unforgivable if I
neglected to tell the world as much as I know of the humble part I
assumed in the strange experience
...

Verily, a BURNING DESIRE has devious ways of transmuting
itself into its physical equivalent
...
That handicap now promises to
serve as the medium by which he will render useful service to many
millions of hard of hearing, also, to give him useful employment at
adequate financial compensation the remainder of his life
...
Verily,
there is nothing, right or wrong, which BELIEF, plus BURNING
DESIRE, cannot make real
...

In all my experience in dealing with men and women who had
personal problems, I never handled a single case which more
definitely demonstrates the power of DESIRE
...
It has been my good
fortune to have had the privilege of testing the soundness of the
POWER OF DESIRE, through the affliction of my own son
...
If Mother Nature bends to
the will of desire, is it logical that mere men can defeat a burning
desire?
Strange and imponderable is the power of the human mind!
We do not understand the method by which it uses every
circumstance, every individual, every physical thing within its
reach, as a means of transmuting DESIRE into its physical
counterpart
...

I planted in my son’s mind the DESIRE to hear and to speak
as any normal person hears and speaks
...
I planted in his mind the DESIRE to convert his
greatest handicap into his greatest asset
...
The modus operandi by which this astounding result was
achieved is not hard to describe
...
Second, I communicated my desire to
him in every conceivable way available, through persistent,
continuous effort, over a period of years
...
Schuman-Heink
...
I quote the paragraph, because the clue it
contains is none other than DESIRE
...
Schuman-Heink visited the director
of the Vienna Court Opera, to have him test her voice
...
After taking one look at the awkward and poorly dressed
girl, he exclaimed, none too gently, “With such a face, and with no
personality at all, how can you ever expect to succeed in opera? My
good child, give up the idea
...

YOU CAN NEVER BE A SINGER
...
He knew little about the
power of desire, when it assumes the proportion of an obsession
...

Several years ago, one of my business associates became ill
...
Just before he was wheeled into the
operating room, I took a look at him, and wondered how anyone as
thin and emaciated as he, could possibly go through a major
operation successfully
...
But that was the
DOCTOR’S OPINION
...
Just
before he was wheeled away, he whispered feebly, “Do not be
disturbed, Chief, I will be out of here in a few days
...
But the patient did come through
safely
...
He never would have pulled through if he
had not refused to accept the possibility of death
...

How can one harness and use the power of DESIRE? This has
been answered through this, and the subsequent chapters of this
book
...
It is reasonable to presume that the message may
50

come to the attention of many who have been wounded by the
depression, those who have lost their fortunes, others who have lost
their positions, and great numbers who must reorganize their plans
and stage a comeback
...

Through some strange and powerful principle of “mental
chemistry” which she has never divulged, Nature wraps up in the
impulse of STRONG DESIRE “that something” which recognizes no
such word as impossible, and accepts no such reality as failure
...
When FAITH is
blended with the vibration of thought, the subconscious mind
instantly picks up the vibration, translates it into its spiritual
equivalent, and transmits it to Infinite Intelligence, as in the case of
prayer
...
When the three are blended, they
have the effect of “coloring” the vibration of thought in such a way
that it instantly reaches the subconscious mind, where it is
changed into its spiritual equivalent, the only form that induces a
response from Infinite Intelligence
...

Sex is purely biological, and related only to the physical
...

How To Develop Faith
There comes, now, a statement which will give a better
understanding of the importance the principle of auto-suggestion
assumes in the transmutation of desire into its physical, or
monetary equivalent; namely: FAITH is a state of mind which may
be induced, or created, by affirmation or repeated instructions to
the subconscious mind, through the principle of auto-suggestion
...
The object is, naturally, to acquire
the ability to transmute the intangible thought impulse of DESIRE
into its physical counterpart, money
...

The method by which one develops FAITH, where it does not
already exist, is extremely difficult to describe, almost as difficult, in
fact, as it would be to describe the color of red to a blind man who
has never seen color, and has nothing with which to compare what
you describe to him
...

Repetition of affirmation of orders to your subconscious mind i5
the only known method of voluntary development of the emotion of
faith
...
Stated in the words of a famous criminologist, “When
men first come into contact with crime, they abhor it
...
If they remain in contact with it long enough, they finally
embrace it, and become influenced by it
...

In connection with this, consider again the statement, ALL
THOUGHTS WHICH HAVE BEEN EMOTIONALIZED, (given feeling)
AND MIXED WITH FAITH, begin immediately to translate
themselves into their physical equivalent or counterpart
...
The emotions of
Faith, Love, and Sex, when mixed with any thought impulse, give it
greater action than any of these emotions can do singly
...

53

From this statement, you will understand that the
subconscious mind will translate into its physical equivalent, a
thought impulse of a negative or destructive nature, just as readily
as it will act upon thought impulses of a positive or constructive nature
...
”
There are millions of people who BELIEVE themselves
“doomed” to poverty and failure, because of some strange force over
which they BELIEVE they have no control
...

This is an appropriate place at which to suggest again that you
may benefit, by passing on to your subconscious mind, any DESIRE
which you wish translated into its physical, or monetary equivalent,
in a state of expectancy or BELIEF that the transmutation will
actually take place
...
There is nothing
to hinder you from “deceiving” your subconscious mind when giving
it instructions through autosuggestion, as I deceived my son’s
subconscious mind
...

The subconscious mind will transmute into its physical
equivalent, by the most direct and practical media available, any
order which is given to it in a state of BELIEF, or FAITH that the
order will be carried out
...

Perfection will come through practice
...

If it be true that one may become a criminal by association
with crime, (and this is a known fact), it is equally true that one
may develop faith by voluntarily suggesting to the subconscious
mind that one has faith
...
Understand this truth,
54

and you will know why it is essential for you to encourage the
positive emotions as dominating forces of your mind, and discourage
— and eliminate negative emotions
...
A mind so dominated
may, at will, give the subconscious mind instructions, which it will
accept and act upon immediately
...
They
have not stated that “faith is a state of mind, and that it may be
induced by self-suggestion
...

Have Faith in yourself; Faith in the Infinite
...
It is worth reading aloud!
FAITH is the starting point of all accumulation of riches!
FAITH is the basis of all “miracles,” and all mysteries which
cannot be analyzed by the rules of science!
FAITH is the only known antidote for FAILURE!
FAITH is the element, the “chemical” which, when mixed with
prayer, gives one direct communication with Infinite Intelligence
...

FAITH is the only agency through which the cosmic force of
Infinite Intelligence can be harnessed and used by man
...
It is wrapped up
in the principle of auto-suggestion
...

It is a well known fact that one comes, finally, to BELIEVE
whatever one repeats to one’s self, whether the statement be true or
false
...
Moreover, he will BELIEVE it to be the truth
...
Thoughts which a man deliberately
places in his own mind, and encourages with sympathy, and with
which he mixes any one or more of the emotions, constitute the
motivating forces, which direct and control his 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
...

It is made up of both destructive vibrations and constructive
vibrations
...

From the great storehouse of the ether, the human mind is
constantly attracting vibrations which harmonize with that which
DOMINATES the human mind
...

Now, let us go back to the starting point, and become informed
as to how the original seed of an idea, plan, or purpose may be
planted in the mind
...
This is why you are asked to write out a statement of your
major purpose, or Definite Chief Aim, commit it to memory, and
repeat it, in audible words, day after day, until these vibrations of
sound have reached your subconscious mind
...

Resolve to throw off the influences of any unfortunate
environment, and to build your own life to ORDER
...
This handicap can be
surmounted, and timidity translated into courage, through the aid
of the principle of autosuggestion
...

SELF-CONFIDENCE FORMULA
First
...

Second
...

Third
...

Fourth
...

Fifth
...
I will succeed by attracting to myself the forces I wish to
use, and the cooperation of other people
...
I will
eliminate hatred, envy, jealousy, selfishness, and cynicism, by
developing love for all humanity, because I know that a negative
attitude toward others can never bring me success
...

I will sign my name to this formula, commit it to memory,
and repeat it aloud once a day, with full FAITH that it will
gradually influence my THOUGHTS and ACTIONS so that I will
become a self-reliant, and successful person
...
It has baffled the scientists of all ages
...

The name by which one calls this law is of little importance
...
On the other hand, if used
destructively, it will destroy just as readily
...

The cause may be found in the fact that ALL IMPULSES OF
THOUGHT HAVE A TENDENCY TO CLOTHE THEMSELVES IN
THEIR PHYSICAL EQUIVALENT
...
It works with the material we
feed it, through our thought impulses
...

58

The pages of medical history are rich with illustrations of
cases of “suggestive suicide
...
In a
midwestern city, a man by the name of Joseph Grant, a bank
official, “borrowed” a large sum of the bank’s money, without the
consent of the directors
...
One
afternoon, the Bank Examiner came and began to check the
accounts
...
” In a short time he was
dead
...
”
Just as electricity will turn the wheels of industry, and render
useful service if used constructively; or snuff out life if wrongly
used, so will the law of auto-suggestion lead you to peace and
prosperity
...

If you fill your mind with FEAR, doubt and unbelief in your
ability to connect with, and use the forces of Infinite Intelligence,
the law of auto—suggestion will take this spirit of unbelief and use
it as a pattern by which your subconscious mind will translate it
into its physical equivalent
...

The law of auto-suggestion, through which any person may
rise to altitudes of achievement which stagger the 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
...

59

“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
...

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
...

Abraham Lincoln was a failure at everything he tried, until he
was well past the age of forty
...
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
...
It came to him through Anne Rutledge, the only
woman whom he ever truly loved
...
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
...

If you wish evidence of the power of FAITH, study the
achievements of men and women who have employed it
...
Christianity is the greatest single
force which influences the minds of men
...

The sum and substance of the teachings and the
achievements of Christ, which may have been interpreted as
“miracles,” were nothing more nor less than FAITH
...

Let us consider the power of FAITH, as it is now being
demonstrated, by a man who is well known to all of civilization,
Mahatma Gandhi, of India
...
Gandhi wields more potential power than any man living
at this time, and this, despite the fact that he has none of the orthodox tools of power, such as money, battle ships, soldiers, and
materials of warfare
...
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
...
He
has accomplished the astounding feat of INFLUENCING two
hundred million minds to COALESCE AND MOVE IN UNISON, AS A
SINGLE MIND
...
That day is dawning
...

Surely, civilization has produced a sufficient number of
intelligent human beings to make use of this great lesson which the
61

depression has taught the world
...
Out of this experience will arise
leaders in business and industry who will profit by the example
which Gandhi has set for the world, and they will apply to business
the same tactics which he has used in building the greatest
following known in the history of the world
...

Business is due for a reform, make no mistake about this! The
methods of the past, based upon economic combinations of FORCE
and FEAR, will be supplanted by the better principles of FAITH and
cooperation
...
They must earn the right to
dividends!
Moreover, and this is the most important thing of all—THEY
WILL BE LED BY LEADERS WHO WILL UNDERSTAND AND APPLY
THE PRINCIPLES EMPLOYED BY MAHATMA GANDHI
...

This stupendous machine age in which we live, and from
which we are just emerging, has taken the soul out of men
...

The watchword of the future will be HUMAN HAPPINESS AND
CONTENTMENT, and when this state of mind shall have been
attained, the production will take care of itself, more effectively than
anything that has ever been accomplished where men did not, and
could not mix FAITH and individual interest with their labor
...

62

The event chosen for this illustration dates back to 1900,
when the United States Steel Corporation was being formed
...

First, the huge United States Steel Corporation was born in
the mind of Charles M
...

Third, he formulated a PLAN for the transformation of his IDEA into
physical and financial reality
...
Fifth, he applied,
and followed-through on his PLAN with PERSISTENCE, and backed
it with firm DECISION until it had been fully carried out
...

If you are one of those who have often wondered how great
fortunes are accumulated, this story of the creation of the United
States Steel Corporation will be enlightening
...

This astounding description of the power of an IDEA was
dramatically told by John Lowell, in the New York World-Telegram,
with whose courtesy it is here reprinted
...

“J
...
Schwab during a recent visit to Pittsburgh, had
arranged the dinner to introduce the thirty-eight-year-old steel man
to eastern banking society
...
They warned him, in fact, that the bosoms within
New York’s stuffed shirts would not be responsive to oratory, and
that, if he didn’t want to bore the Stilhnans and Harrimans and
63

Vanderbilts, he had better limit himself to fifteen or twenty minutes
of polite vaporings and let it go at that
...
And so far as the press
and public were concerned, the whole affair was of so little moment
that no mention of it found its way into print the next day
...
There was little
conversation and what there was of it was restrained
...
But
before the evening was over, they—and with them Money Master
Morgan — were to be swept off their feet, and a billion dollar baby,
the United States Steel Corporation, was to be conceived
...
He
repeated some parts of it at a later date during a similar meeting of
Chicago bankers
...

“It is probable, however, that it was a ‘homely’ speech,
somewhat ungrammatical (for the niceties of language never
bothered Schwab), full of epigram and threaded with wit
...
After it was
over and the gathering was still under its spell, although Schwab
had talked for ninety minutes, Morgan led the orator to a recessed
window where, dangling their legs from the high, uncomfortable
seat, they talked for an hour more
...
Many other men had tried to interest Morgan in slapping
together a steel trust after the pattern of the biscuit, wire and hoop,
sugar, rubber, whisky, oil or chewing gum combinations
...

Gates, the gambler, had urged it, but Morgan distrusted him
...
Elbert H
...
Until Schwab’s
eloquence took J
...
Morgan to the heights from which he could
visualize the solid results of the most daring financial undertaking
ever conceived, the project was regarded as a delirious dream of
easy-money crackpots
...
Gates
...

The National Tube and American Bridge companies were two more
Morgan concerns, and the Moore Brothers had forsaken the match
and cookie business to form the ‘American’ group— Tin Plate, Steel
Hoop, Sheet Steel—and the National Steel Company
...
They might combine to their heart’s
content but the whole lot of them couldn’t make a dent in the
Carnegie organization, and Morgan knew it
...
From the magnificent
heights of Skibo Castle he had viewed, first with amusement and
then with resentment, the attempts of Morgan’s smaller companies
to cut into his business
...
He
decided to duplicate every mill owned by his rivals
...
Instead, he
was content to sell such companies the raw steel and let them work
it into whatever shape they wanted
...

“So it was that in the speech of Charles M
...
A trust without
Carnegie-giant of them all—would be no trust at all, a plum
pudding, as one writer said, without the plums
...

He talked of the world future for steel, of reorganization for
65

efficiency, of specialization, of the scrapping of unsuccessful mills
and concentration of effort on the flourishing properties, of
economies in the ore traffic, of economies in overhead and
administrative departments, of capturing foreign markets
...
Their purposes, he inferred,
bad been to create monopolies, raise prices, and pay themselves fat
dividends out of privilege
...
The shortsightedness of such a policy, he told his
hearers, lay in the fact that it restricted the market in an era when
everything cried for expansion
...
Actually, though he did not know it, Schwab
was an apostle of modern mass production
...
Morgan
went home, to think about Schwab’s rosy predictions
...

“It was not long coming
...
When he
had assured himself that no financial indigestion was to result, he
sent for Schwab-and found that young man rather coy
...

Carnegie, Schwab indicated, might not like it if he found his trusted
company president had been flirting with the Emperor of Wall
Street, the Street upon which Carnegie was resolved never to tread
...
Gates the go-between, that if
Schwab ‘happened’ to be in the Bellevue Hotel in Philadelphia, J
...

Morgan might also ‘happen’ to be there
...

“Now certain economic historians have professed the belief
that from the beginning to the end of the drama, the stage was set
by Andrew Carnegie—that the dinner to Schwab, the famous
speech, the Sunday night conference between Schwab and the
Money King, were events arranged by the canny Scot
...
When Schwab was called in to consummate
the deal, he didn’t even know whether ‘the little boss,’ as Andrew
66

was called, would so much as listen to an offer to sell, particularly
to a group of men whom Andrew regarded as being endowed with
something less than holiness
...

“Four men pondered over these figures all night
...
With him was his aristocratic partner, Robert Bacon, a
scholar and a gentleman
...
Gates whom
Morgan scorned as a gambler and used as a tool
...
Throughout that
conference, the Pittsburgher’s figures were never questioned
...
He was insistent, too, upon including in the combination only those concerns he nominated
...
Thus he left out, by design, a
number of the larger concerns upon which the Walruses and
Carpenters of Wall Street had cast hungry eyes
...

Only one question remained
...

“‘I can try,’ said Schwab
...

“So far so good
...
What would he
take payment in? Common or preferred stocks? Bonds? Cash? Nobody could raise a third of a billion dollars in cash
...
Andrews links in Westchester, with Andrew bundled up in
sweaters against the cold, and Charlie talking volubly, as usual, to
keep his spirits up
...
Then, with the same persuasiveness that had hypnotized eighty
67

millionaires at the University Club, Schwab poured out the
glittering promises of retirement in comfort, of untold millions to
satisfy the old man’s social caprices
...
’
“The figure was approximately $400,000,000, and was reached
by taking the $320,000,000 mentioned by Schwab as a basic figure,
and adding to it $80,000,000 to represent the increased capital
value over the previous two years
...
’
“‘If you had asked for it, you’d have gotten it,’ Morgan told him
cheerfully
...
A British correspondent
cabled that the foreign steel world was ‘appalled’ by the gigantic
combination
...
’ But that able stock manipulator,
Keene, went at his work of shoving the new stock at the public so
vigorously that all the excess water—estimated by some at nearly
$600,000,000—was absorbed in a twinkling
...

*

*

*

*

*

*

*

“The thirty-eight-year-old Schwab had his reward
...
”
The dramatic story of “Big Business” which you have just
finished, was included in this book, because it is a perfect
illustration of the method by which DESIRE CAN BE TRANSMUTED
INTO ITS PHYSICAL EQUIVALENT!
I imagine some readers will question the statement that a
mere, intangible DESIRE can be converted into its physical
equivalent
...

That giant organization was created in the mind of one man
...
His FAITH, his DESIRE, his IMAGINATION, his
PERSISTENCE were the real ingredients that went into United
States Steel
...

In other words, Charles M
...
P
...

Not an insignificant sum for a single IDEA!
What happened to some of the men who took their share of the
millions of dollars of profit made by this transaction, is a matter
with which we are not now concerned
...
Moreover, the practicability of the philosophy has been
established by the fact that the United States Steel Corporation
prospered, and became one of the richest and most powerful
corporations in America, employing thousands of people, developing
new uses for steel, and opening new markets; thus proving that the
$600,000,000 in profit which the Schwab IDEA produced was
earned
...
FAITH removes limitations!
Remember this when you are ready to bargain with Life for
whatever it is that you ask as your price for having passed this way
...
He was
merely Andrew Carnegie’s “Man Friday” until he gave birth to his
famous IDEA
...

69

THERE ARE NO LIMITATIONS
TO THE MIND EXCEPT THOSE
WE ACKNOWLEDGE

BOTH POVERTY AND RICHES ARE THE
OFFSPRING OF THOUGHT

70

CHAPTER 4

AUTO-SUGGESTION
THE MEDIUM FOR INFLUENCING
THE SUBCONSCIOUS MIND
The Third Step toward Riches
AUTO-SUGGESTION is a term which applies to al1
suggestions and all self-administered stimuli which reach one’s
mind through the five senses
...
It is the agency of communication
between that part of the mind where conscious thought takes place,
and that which serves as the seat of action for the subconscious
mind
...

NO THOUGHT, whether it be negative or positive, CAN ENTER
THE SUBCONSCIOUS MIND WITHOUT THE AID OF THE
PRINCIPLE OF AUTO-SUGGESTION, with the exception of thoughts
picked up from the ether
...
The conscious faculty
serves, therefore, as an outer-guard to the approach of the
subconscious
...
In the great
majority of instances, he does NOT exercise it, which explains why
so many people go through life in poverty
...
AUTOSUGGESTION is the agency of control through which
an individual may voluntarily feed his subconscious mind on
thoughts of a creative nature, or, by neglect, permit thoughts of a
destructive nature to find their way into this rich garden of the
mind
...

Through repetition of this procedure, you voluntarily create thought
habits which are favorable to your efforts to transmute desire into
its monetary equivalent
...
Then (when
you come to it), read very carefully the four instructions for the
organization of your “Master Mind” group, described in the chapter
on Organized Planning
...

Remember, therefore, when reading aloud the statement of
your desire (through which you are endeavoring to develop a
“money consciousness”), that the mere reading of the words is of
NO CONSEQUENCE—UNLESS you mix emotion, or feeling with
your words
...
Your subconscious mind recognizes
and acts upon ONLY thoughts which have been well-mixed with
emotion or feeling
...

Plain, unemotional words do not influence the subconscious
mind
...

72

Do not become discouraged, if you cannot control and direct
your emotions the first time you try to do so
...
Ability to reach,
and influence your subconscious mind has its price, and you MUST
PAY THAT PRICE
...
The
price of ability to influence your subconscious mind is everlasting
PERSISTENCE in applying the principles described here
...
You, and YOU
ALONE, must decide whether or not the reward for which you are
striving (the “money consciousness”), is worth the price you must
pay for it in effort
...
The
method of attracting money described here, does not depend upon
the law of averages
...
It will
work for one person as effectively as it will for another
...
If you try and fail, make another effort, and still another,
until you succeed
...

When you begin to carry out the instructions in connection
with the six steps described in the second chapter, it will be
necessary for you to make use of the principle of CONCENTRATION
...
When you begin to carry out the first of the six steps,
which instructs you to “fix in your own mind the EXACT amount of
money you desire,” hold your thoughts on that amount of money by
CONCENTRATION, or fixation of attention, with your eyes closed,
until you can ACTUALLY SEE the physical appearance of the
money
...
As you go through these
exercises, follow the instructions given in the chapter on FAITH,
and see yourself actually IN POSSESSION OF THE MONEY!
Here is a most significant fact—the subconscious mind takes
any orders given it in a spirit of absolute FAITH, and acts upon
those orders, although the orders often have to be presented over
and over again, through repetition, before they are interpreted by
the subconscious mind
...

Hand over the thought suggested in the preceding paragraph
to your IMAGINATION, and see what your imagination can, or will
do, to create practical plans for the accumulation of money through
transmutation of your desire
...
Be
on the alert for these plans, and when they appear, put them into
ACTION IMMEDIATELY
...
” This inspiration may be considered a direct
“telegram,” or message from Infinite Intelligence
...
Failure to do this
will be FATAL to your success
...
” You should follow this instruction in the
manner described in the preceding paragraph
...
Your reason is faulty
...

When visualizing the money you intend to accumulate, (with
closed eyes), see yourself rendering the service, or delivering the
merchandise you intend to give in return for this money
...
It is also an indication that you are a
student of this subject
...
If you choose to follow
some of the instructions but neglect, or refuse to follow others-you
will fail! To get satisfactory results, you must follow ALL
instructions in a spirit of FAITH
...
Go into some quiet spot (preferably in bed at night)
where you will not be disturbed or interrupted, close your eyes,
and repeat aloud, (so you may hear your own words) the written
statement of the amount of money you intend to accumulate,
the time limit for its accumulation, and a description of the
service or merchandise you intend to give in return for the
money
...

For example :—Suppose that you intend to accumulate
$50,000 by the first of January, five years hence, that you
intend to give personal services in return for the money, in the
Capacity of a salesman
...
, I will have in my
possession $50,000, which will come to me in various amounts
from time to time during the interim
...

“I believe that I will have this money in my possession
...
I
can touch it with my hands
...
I am awaiting a plan by which to
accumulate this money, and I will follow that plan, when it is
received
...
Repeat this program night and morning until you
can see, (in your imagination) the money you intend to
75

accumulate
...
Place a written copy of your statement where you
can see it night and morning, and read it just before retiring,
and upon arising until it has been memorized
...
Remember, also, that your
subconscious mind will act ONLY upon instructions which are
emotionalized, and handed over to it with “feeling
...
Follow the
instructions given in the chapter on FAITH
...
Do not let this
disturb you
...
The time will soon
come, if you do as you have been instructed, in spirit as well as in
act, when a whole new universe of power will unfold to you
...
But if you follow the instructions outlined,
your scepticism will soon be replaced by belief, and this, in turn,
will soon become crystallized into ABSOLUTE FAITH
...
The reason that man may be the master
of his own earthly status, and especially his financial status, is
thoroughly explained in this chapter
...

You are now reading the chapter which represents the
keystone to the arch of this philosophy
...

The actual performance of transmuting DESIRE into money,
involves the use of auto-suggestion as an agency by which one may
reach, and influence, the subconscious mind
...
Keep this
76

thought in mind, and you will, at all times, be conscious of the
important part the principle of auto-suggestion is to play in your
efforts to accumulate money through the methods described in this
book
...

Inject into your efforts something of the FAITH of a child
...

After you have read the entire book, come back to this
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
...

Follow the foregoing instruction to the letter, and it will open
the way for a complete understanding, and mastery of the
principles of success
...
One is general, the other
is specialized
...
The faculties of the great universities possess, in the
aggregate, practically every form of general knowledge known to
civilization
...
They
specialize on teaching knowledge, but they do not specialize on the
organization, or the use of knowledge
...
Lack of understanding of this fact has been the source of confusion to millions of
people who falsely believe that “knowledge is power
...
It becomes power only
when, and if, it is organized into definite plans of action, and
directed to a definite end
...

Many people make the mistake of assuming that, because
Henry Ford had but little “schooling,” he is not a man of
“education
...
”
That word is derived from the Latin word “educo,” meaning to
educe, to draw out, to DEVELOP FROM WITHIN
...
An educated man is
one who has so developed the faculties of his mind that he may
acquire anything he wants, or its equivalent, without violating the
rights of others
...

During the world war, a Chicago newspaper published certain
editorials in which, among other statements, Henry Ford was called
“an ignorant pacifist
...
Ford objected to the statements, and
brought suit against the paper for libeling him
...
Ford, himself, on the witness stand, for the purpose
of proving to the jury that he was ignorant
...

Ford a great variety of questions, all of them intended to prove, by
his own evidence, that, while he might possess considerable
specialized knowledge pertaining to the manufacture of automobiles, he was, in the main, ignorant
...
Ford was plied with such questions as the following:
“Who was Benedict Arnold?” and “How many soldiers did the
British send over to America to put down the Rebellion of 1776?” In
answer to the last question, Mr
...
”
Finally, Mr
...
Now, will you
kindly tell me, WHY I should clutter up my mind with general
knowledge, for the purpose of being able to answer questions, when
I have men around me who can supply any knowledge I require?”
There certainly was good logic to that reply
...
Every person in the courtroom
realized it was the answer, not of an ignorant man, but of a man of
EDUCATION
...
Through the assistance of his “Master
Mind” group, Henry Ford had at his command all the specialized
knowledge he needed to enable him to become one of the wealthiest
men in America
...
Surely no person who has sufficient inclination and
79

intelligence to read a book of this nature can possibly miss the
significance of this illustration
...
Perhaps you may need much
more specialized knowledge than you have the ability or the
inclination to acquire, and if this should be true, you may bridge
your weakness through the aid of your “Master Mind” group
...
The specialized
knowledge which he required for the manufacture and marketing of
steel, he found available through the individual units of his
MASTER MIND GROUP
...

The preceding paragraph should give hope and encouragement
to the man with ambition to accumulate a fortune, who has not
possessed himself of the necessary “education” to supply such
specialized knowledge as he may require
...
” The man who can organize and direct a
“Master Mind” group of men who possess knowledge useful in the
accumulation of money, is just as much a man of education as any
man in the group
...

Thomas A
...
He did not lack education, neither did he die poor
...

SPECIALIZED KNOWLEDGE is among the most plentiful, and
the cheapest forms of service which may be had! If you doubt this,
consult the payroll of any university
...
To a large extent
your major purpose in life, the goal toward which you are working,
will help determine what knowledge you need
...
The more important
of these are:
(a)
(b)
(c)
(d)
(e)

One’s own experience and education
Experience and education available through
cooperation of others (Master Mind Alliance)
Colleges and Universities
Public Libraries (Through books and periodicals in
which may be found all the knowledge organized by
civilization)
Special Training Courses (Through night schools
and home study schools in particular
...
Knowledge has
no value except that which can be gained from its application toward some worthy end
...
They represent nothing but miscellaneous
knowledge
...

Successful men, in all callings, never stop acquiring
specialized knowledge related to their major purpose, business, or
profession
...
The truth is that schooling does but little more
than to put one in the way of learning how to acquire practical
knowledge
...
The order of the day is SPECIALIZATION! This truth
81

was emphasized by Robert P
...

“SPECIALISTS MOST SOUGHT
“Particularly sought after by employing companies are
candidates who have specialized in some field—business-school
graduates with training in accounting and statistics, engineers of all
varieties, journalists, architects, chemists, and also outstanding
leaders and activity men of the senior class
...
Some of these, because of
their all-around qualifications, have received several offers of
positions, a few of them as many as six
...

Moore said that most companies look not only to academic records
but to activity records and personalities of the students
...
Moore concerning prospective seniors at the
college, said:
“‘We are interested primarily in finding men who can make
exceptional progress in management work
...
’
“APPRENTICESHIP’ PROPOSED
“Proposing a system of ‘apprenticing’ students in offices, stores
and industrial occupations during the summer vacation, Mr
...
’
“Colleges and universities must face the practical
consideration that all professions and occupations now demand
specialists,” he said, urging that educational institutions accept
more direct responsibility for vocational guidance
...
The correspondence schools give
specialized training anywhere the U
...
mails go, on all subjects
that can be taught by the extension method
...
Another
stupendous advantage of home study training (if the school is
carefully chosen), is the fact that most courses offered by home
study schools carry with them generous privileges of consultation
which can be of priceless value to those needing specialized
knowledge
...

Anything acquired without effort, and without cost is generally
unappreciated, often discredited; perhaps this is why we get so little
from our marvelous opportunity in public schools
...
Correspondence schools are
highly organized business institutions
...
Being asked
to pay, whether the student makes good grades or poor, has the
effect of causing one to follow through with the course when he
would otherwise drop it
...

I learned this from experience, more than twenty-five years
ago
...
After
completing eight or ten lessons I stopped studying, but the school
did not stop sending me bills
...
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
...
Being forced to pay, I
went ahead and completed the course
...

We have in this country what is said to be the greatest public
school system in the world
...
The free schools of
America, and the free public libraries, do not impress people
because they are free
...
It is also one of the major reasons why EMPLOYERS
GIVE GREATER CONSIDERATION TO EMPLOYEES WHO TAKE
HOME STUDY COURSES
...
This recognition is not a charitable gesture, it is sound
business judgment upon the part of the employers
...

It is the universal weakness 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
...

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
...
For the majority of these, the solution to
their problem may be found only by acquiring specialized
knowledge
...

When a merchant finds that a certain line of merchandise is not
selling, he usually supplants it with another that is in demand
...
If his services do not bring adequate
returns in one occupation, he must change to another, where
broader opportunities are available
...
He
took inventory of himself, decided to change his profession to law,
went back to school and took special courses by which he prepared
himself as a corporation lawyer
...

Just to keep the record straight, and to anticipate the alibis of
those who will say, “I couldn’t go to school because I have a family
to support,” or “I’m too old,” I will add the information that Mr
...
Moreover,
by carefully selecting highly specialized courses, in colleges best
prepared to teach the subjects chosen, Mr
...
IT PAYS TO KNOW HOW TO PURCHASE KNOWLEDGE!
The person who stops studying merely because he has finished
school is forever hopelessly doomed to mediocrity, no matter what
may be his calling
...

Let us consider a specific instance
...
Having had some bookkeeping
experience, he took a special course in accounting, familiarized
himself with all the latest bookkeeping and office equipment, and
went into business for himself
...
His
idea was so practical that he soon found it necessary to set up a
portable office in a light delivery truck, which he equipped with
modern bookkeeping machinery
...

Specialized knowledge, plus imagination, were the ingredients
that went into this unique and successful business
...

The beginning of this successful business was an IDEA!
Inasmuch as I had the privilege of supplying the unemployed
salesman with that idea, I now assume the further privilege of
suggesting another idea which has within it the possibility of even
greater income
...

The idea was suggested by the salesman who gave up selling
and went into the business of keeping books on a wholesale basis
...
” In other words, he complained he
would not know how to market his bookkeeping knowledge after he
acquired it
...

With the aid of a young woman typist, clever at hand lettering, and
who could put the story together, a very attractive book was
prepared, describing the advantages of the new system of bookkeeping
...

There are thousands of people, all over the country, who need
the services of a merchandising specialist capable of preparing an
attractive brief for use in marketing personal services
...

The IDEA here described was born of necessity, to bridge an
emergency which had to be covered, but it did not stop by merely
serving one person
...
She saw in her newly born brain-child the making of
a new profession, one that is destined to render valuable service to
thousands of people who need practical guidance in marketing
personal services
...
The plan she originated for
his use was the finest specimen of merchandising of personal
services I have ever seen
...
The plan book also contained a complete description
of the position her son desired, together with a marvelous word
picture of the exact plan he would use in filling the position
...
She sent him, also to all the competitors of his prospective employer, and gathered from them vital information
concerning their business methods which was of great value in the
formation of the plan he intended to use in filling the position he
sought
...
(The suggestions were put into use by the
company)
...

The answer is, “DOING A THING WELL NEVER IS TROUBLE!
THE PLAN PREPARED BY THIS WOMAN FOR THE BENEFIT OF
HER SON, HELPED HIM GET THE JOB FOR WHICH HE APPLIED,
AT THE FIRST INTERVIEW, AT A SALARY FIXED BY HIMSELF
...
HE
BEGAN AS A JUNIOR EXECUTIVE, AT AN EXECUTIVE’S SALARY
...
”
This idea of starting at the bottom and working one’s way up
may appear to be sound, but the major objection to it is this-too
87

many of those who begin at the bottom never manage to lift their
heads high enough to be seen by OPPORTUNITY, so they remain at
the bottom
...
It has a tendency to
kill off ambition
...
And
that is another reason why it pays to start one or two steps above
the bottom
...

Dan Halpin is a splendid example of what I mean
...

Perhaps he was inspired by the great football coach to aim
high, and NOT MISTAKE TEMPORARY DEFEAT FOR FAILURE, just
as Andrew Carnegie, the great industrial leader, inspired his young
business lieutenants to set high goals for themselves
...
ANYONE COULD START IN THAT SORT OF JOB,
AND HALPIN KNEW IT, but it was enough to open the door of
opportunity to him
...
He aimed, first, at the job of
Assistant Sales Manager of his company, and got the job
...

He made such a fine record selling hearing aids, that A
...

Andrews, Chairman of the Board of the Dictograph Products
Company, a business competitor of the company for which Halpin
worked, wanted to know something about that man Dan Halpin
who was taking big sales away from the long established Dictograph
Company
...
When the interview was over, Halpin
was the new Sales Manager, in charge of the Acousticon Division
...
Andrews went away to
Florida for three months, leaving him to sink or swim in his new
job
...
Halpin turned the trick in little more than six
months
...
Andrews or Mr
...
Mr
...
Halpin deserves credit for
REFUSING TO COMPROMISE WITH LIFE BY ACCEPTING AND
KEEPING A JOB HE DID NOT WANT, and that is one of the major
points I am trying to emphasize through this entire philosophy—
that we rise to high positions or remain at the bottom BECAUSE OF
CONDITIONS WE CAN CONTROL IF WE DESIRE TO CONTROL
THEM
...
Truly, there is something to the idea that heroworship is helpful, provided one worships a WINNER
...

My belief in the theory that business associations are vital
factors, both in failure and in success, was recently demonstrated,
when my son Blair was negotiating with Dan Halpin for a position
...
Halpin offered him a beginning salary of about one half what he
could have gotten from a rival company
...

Halpin, because 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
...
That is why I have taken the time to describe how lowly
beginnings may be circumvented by proper planning
...
”
With the changed conditions ushered in by the world economic
collapse, came also the need for newer and better ways of marketing
PERSONAL SERVICES
...
The sum paid out monthly, to people
who work for wages and salaries, is so huge that it runs into
hundreds of millions, and the annual distribution amounts to
billions
...

Woolworth’s Five and Ten Cent Store idea, for example, had far less
merit, but it piled up a fortune for its creator
...

Incidentally, an efficient merchandiser of personal services would
find a growing demand for his services wherever there are men and
women who seek better markets for their services
...
One would
need to be a fair writer, with a flair for advertising and selling, one
handy at typing and hand lettering, and one should be a first class
business getter who would let the world know about the service
...

The woman who prepared the “Personal Service Sales Plan” for
her son now receives requests from all parts of the country for her
cooperation in preparing similar plans for others who desire to
market their personal services for more money
...
She is so confident of her ability that she accepts,
as the major portion of her fee, a percentage of the increased pay
90

she helps her clients to earn
...
She looks after the interests of the purchaser as
well as the seller of personal services, and so prepares her plans
that the employer receives full value for the additional money he
pays
...

If you have the IMAGINATION, and seek a more profitable
outlet for your personal services, this suggestion may be the
stimulus for which you have been searching
...
The idea is saleable to those seeking new positions, in
practically all positions calling for managerial or executive ability,
and those desiring re-arrangement of incomes in their present
positions
...
Unfortunately, for
those who do not find riches in abundance, specialized knowledge is
more abundant and more easily acquired than IDEAS
...
Capability means
IMAGINATION, the one quality needed to combine specialized
knowledge with IDEAS, in the form of ORGANIZED PLANS designed
to yield riches
...

Remember, the IDEA is the main thing
...
The impulse, the DESIRE, is
given shape, form, and ACTION through the aid of the imaginative
faculty of the mind
...

Of all the ages of civilization, this is the most favorable for the
development of the imagination, because it is an age of rapid
change
...

Through the aid of his imaginative faculty, man has
discovered, and harnessed, more of Nature’s forces during the past
fifty years than during the entire history of the human race,
previous to that time
...
He has harnessed the
ether, and made it serve as a means of instantaneous
communication with any part of the world
...
He has discovered that his own brain is both a
broadcasting, and a receiving station for the vibration of thought,
and he is beginning now to learn how to make practical use of this
discovery
...

The time will soon come when a man may breakfast in New York,
and lunch in San Francisco
...
He has not yet
reached the apex of development in the use of his imaginative
faculty
...

92

TWO FORMS OF IMAGINATION
The imaginative faculty functions in two forms
...
”
SYNTHETIC IMAGINATION:—Through this faculty, one may
arrange old concepts, ideas, or plans into new combinations
...
It merely works with the material of experience, education, and observation with which it is fed
...

CREATIVE IMAGINATION:—Through the faculty of creative
imagination, the finite mind of man has direct communication with
Infinite Intelligence
...
It is by this faculty that all basic, or new
ideas are handed over to man
...
It is through this faculty that one
individual may “tune in,” or communicate with the subconscious
minds of other men
...
This faculty functions ONLY when
the conscious mind is vibrating at an exceedingly rapid rate, as for
example, when the conscious mind is stimulated through the
emotion of a strong desire
...
This statement is significant! Ponder
over it before passing on
...
The story will be complete, only when one has MASTERED, ASSIMILATED, and BEGUN TO MAKE USE of all the
principles
...

Both the synthetic and creative faculties of imagination
become more alert with use, just as any muscle or organ of the
body develops through use
...
It is nebulous and
ephemeral
...
While the synthetic
imagination is the one which will be used most frequently, in the
process of transforming the impulse of DESIRE into money, you
must keep in mind the fact, that you may face circumstances and
situations which demand use of the creative imagination as well
...
It can be revived and made alert through USE
...

Center your attention, for the time being, on the development
of the synthetic imagination, because this is the faculty which you
will use more often in the process of converting desire into money
...

These plans must be formed with the aid of the imagination, and
mainly, with the synthetic faculty
...
Detailed instructions for the building of plans have been
given in almost every chapter
...
The moment you complete this, you will have DEFINITELY given concrete form to the intangible DESIRE
...
Read it aloud, very slowly, and as
you do so, remember that the moment you reduce the statement of
your desire, and a plan for its realization, to writing, you have
actually TAKEN THE FIRST of a series of steps, which will enable
you to convert the thought into its physical counterpart
...

Moreover—and this statement is of stupendous importance—
this earth, every one of the billions of individual cells of your body,
and every atom of matter, began as an intangible form of energy
...
When you begin with the thought impulse, DESIRE, to
accumulate money, you are drafting into your service the same
94

“stuff” that Nature used in creating this earth, and every material
form in the universe, including the body and brain in which the
thought impulses function
...

Through the combination of energy and matter, has been
created everything perceptible to man, from the largest star which
floats in the heavens, down to, and including man, himself
...
You are (sincerely and earnestly, we hope), trying to adapt
yourself to Nature’s laws, by endeavoring to convert DESIRE into its
physical or monetary equivalent
...
But, first, you must become familiar with these laws,
and learn to USE them
...
Strange and paradoxical as it may
seem, the “secret” is NOT A SECRET
...

Nature advertises this “secret” in the terms of biology, in the
conversion of a tiny cell, so small that it may be lost on the point of
a pin, into the HUMAN BEING now reading this line
...
Unless you have long been a student of the
mind, it is not to be expected that you will assimilate all that is in
this chapter upon a first reading
...

The principles which follow will open the way for
understanding of imagination
...
Above all, DO NOT STOP, nor hesitate in your study of these
principles until you have read the book at least THREE times, for
95

then, you will not want to stop
...
Ideas are
products of the imagination
...

THE ENCHANTED KETTLE
Fifty years ago, an old country doctor drove to town, hitched
his horse, quietly slipped into a drug store by the back door, and
began “dickering” with the young drug clerk
...

It was destined to bring to the South the most far-flung benefit
since the Civil War
...
Then the doctor left
...

The clerk inspected the kettle, reached into his inside pocket,
took out a roll of bills, and handed it over to the doctor
...
00-the clerk’s entire savings!
The doctor handed over a small slip of paper on which was
written a secret formula
...

The old doctor was glad to sell the outfit for five hundred
dollars
...
The clerk was taking a big chance by staking his entire life’s
savings on a mere scrap of paper and an old kettle! He never
dreamed his investment would start a kettle to overflowing with
gold that would surpass the miraculous performance of Aladdin’s
lamp
...
The strange performance of that kettle began to
take place after the new owner mixed with the secret instructions
an ingredient of which the doctor knew nothing
...

Remember, as you read, that this is not a story from Arabian
Nights
...

Let us take a look at the vast fortunes of gold this idea has
produced
...

The Old Kettle is now one of the world’s largest consumers of
sugar, thus providing jobs of a permanent nature to thousands of
men and women engaged in growing sugar cane, and in refining
and marketing sugar
...

The Old Kettle gives employment to an army of clerks,
stenographers, copy writers, and advertising experts throughout the
nation
...

The Old Kettle has converted a small Southern city into the
business capital of the South, where it now benefits, directly, or
indirectly, every business and practically every resident of the city
...

Gold from the kettle built and maintains one of the most
prominent colleges of the South, where thousands of young people
receive the training essential for success
...
All through
the world depression, when factories, banks and business houses
were folding up and quitting by the thousands, the owner of this
Enchanted Kettle went marching on, giving continuous employment
to an army of men and women all over the world, and paying out
extra portions of gold to those who, long ago, had faith in the idea
...
Romances of love,
romances of business, romances of professional men and women
who are daily being stimulated by it
...
It was here that the author met
his wife, and it was she who first told him of the Enchanted Kettle
...
”
Now that you know the content of the Enchanted Kettle is a
world famous drink, it is fitting that the author confess that the
home city of the drink supplied him with a wife, also that the drink
itself provides him with stimulation of thought without intoxication,
and thereby it serves to give the refreshment of mind which an
author must have to do his best work
...
IMAGINATION!
Stop and think of that, for a moment
...

Truly, thoughts are things, and their scope of operation is the
world, itself
...
” It was told to me by that beloved educator and
clergyman, the late Frank W
...

While Dr
...
His deepest desire
98

was to become the directing head of an educational institution in
which young men and women would be taught to “learn by doing
...

He needed a million dollars to put the project across! Where
was he to lay his hands on so large a sum of money? That was the
question that absorbed most of this ambitious young preacher’s
thought
...

Every night he took that thought to bed with him
...
He took it with him everywhere he went
...
A million dollars is a lot of money
...

Being a philosopher as well as a preacher, Dr
...
He
recognized, too, that definiteness of purpose takes on animation,
life, and power when backed by a BURNING DESIRE to translate
that purpose into its material equivalent
...
The natural procedure
would have been to give up and quit, by saying, “Ah well, my idea is
a good one, but I cannot do anything with it, because I never can
procure the necessary million dollars
...

Gunsaulus said
...

“One Saturday afternoon I sat in my room thinking of ways
and means of raising the money to carry out my plans
...
How? I was not concerned
about that
...
Something inside me seemed to say,
‘Why didn’t you reach that decision a long time ago? The money was
waiting for you all the time!’
“Things began to happen in a hurry
...
’
“I went to work on the sermon immediately, but I must tell
you, frankly, the task was not difficult, because I had been
preparing that sermon for almost two years
...
I
went to bed and slept with a feeling of confidence, for I could see
myself already in
...

“Next morning I arose early, went into the bathroom, read the
sermon, then knelt on my knees and asked that my sermon might
come to the attention of someone who would supply the needed
money
...
In my excitement, I walked out
without my sermon, and did not discover the oversight until I was
in my pulpit and about ready to begin delivering it
...
When I arose to begin my sermon, I closed
my eyes, and spoke with all my heart and soul of my dreams
...
I told
what I would do with a million dollars if that amount were placed in
my hands
...

“When I had finished and sat down, a man slowly arose from
his seat, about three rows from the rear, and made his way toward
the pulpit
...
He came into the
pulpit, extended his hand, and said, ‘Reverend, I liked your sermon
...
To prove that I believe in you and your sermon, if
you will come to my office tomorrow morning, I will give you the
million dollars
...
Armour
...
Armour’s office and the million
dollars was presented to him
...

That is more money than the majority of preachers ever see in
an entire lifetime, yet the thought impulse back of the money was
created m the young preacher’s mind in a fraction of a minute
...
Back of the
idea was a DESIRE which young Gunsaulus had been nursing in
his mind for almost two y ears
...
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!
There was nothing new or unique about young Gunsaulus’
vague thinking about a million dollars, and weakly hoping for it
...
But there was something very unique and different about
the decision he reached on that memorable Saturday, when he put
vagueness into the background, and definitely said, “I WILL get that
money within a week!”
God seems to throw Himself on the side of the man who knows
exactly what he wants, if he is determined to get JUST THAT!
Moreover, the principle through which Dr
...
This book describes, step by step, the thirteen
elements of this great law, and suggests how they may be put to
use
...
Frank Gunsaulus had one
characteristic in common
...

If you are one of those who believe that hard work and
honesty, alone, will bring riches, perish the thought! It is not true!
Riches, when they come in huge quantities, are never the result of
HARD work! Riches come, if they come at all, in response to definite
demands, based upon the application of definite principles, and not
by chance or luck
...
All
master salesmen know that ideas can be sold where merchandise
cannot
...

101

A publisher of books, which sell for a nickel, made a discovery
that should be worth much to publishers generally
...
By merely
changing the name of one book that was not moving, his sales on
that book jumped upward more than a million copies
...
He merely ripped off the
cover bearing the title that did not sell, and put on a new cover with
a title that had “box-office” value
...

There is no standard price on ideas
...

The moving picture industry created a whole flock of
millionaires
...

The next flock of millionaires will grow out of the radio
business, which is new and not overburdened with men of keen
imagination
...

The sponsor! That unfortunate victim who now pays the cost
of all radio “entertainment,” soon will become idea conscious, and
demand something for his money
...

Crooners and light chatter artists who now pollute the air with
wisecracks and silly giggles, will go the way of all light timbers, and
their places will be taken by real artists who interpret carefully
planned programmes which have been designed to service the
minds of men, as well as provide entertainment
...
Above all, the thing that radio needs
is new IDEAS!
If this new field of opportunity intrigues you, perhaps you
might profit by the suggestion that the successful radio
programmes of the future will give more attention to creating
“buyer” audiences, and less attention to “listener” audiences
...
”
Moreover, the successful producer of radio programmes in the
future must key his features so that he can definitely show its effect
upon the audience
...
They want, and in
the future will demand, indisputable proof that the Whoosit
programme not only gives millions of people the silliest giggle ever,
but that the silly giggler can sell merchandise!
Another thing that might as well be understood by those who
contemplate entering this new field of opportunity, radio advertising
is going to be handled by an entirely new group of advertising
experts, separate and distinct from the old time newspaper and
magazine advertising agency men
...
The new radio technique demands men who
can interpret ideas from a written manuscript in terms of SOUND! It
cost the author a year of hard labor, and many thousands of dollars
to learn this
...

There is plenty of room in radio for those who can produce or
recognize IDEAS
...
Your
opportunity is in some other field
...

Never let it discourage you if you have no experience in radio
...

The story of practically every great fortune starts with the day
when a creator of ideas and a seller of ideas got together and
worked in harmony
...
Men who created ideas, and men
who put ideas into operation, and made himself and the others
fabulously rich
...
”
Perhaps a favorable break can get one an opportunity, but the
safest plan is not to depend upon luck
...

The “break” consisted of my good fortune in meeting and
gaining the cooperation of Andrew Carnegie
...
Thousands of people
have profited by the discoveries made in the twenty-five years of
research, and several fortunes have been accumulated through the
application of the philosophy
...
It was an
IDEA which anyone might have developed
...
” It was a BURNING
DESIRE! AN OBSESSION!
When the idea was first planted in my mind by Mr
...
Gradually, the
idea became a giant under its own power, and it coaxed, nursed,
and drove me
...
First you give life and action and
guidance to ideas, then they take on power of their own and sweep
aside all opposition
...
They have the power to live
on, after the brain that creates them has returned to dust
...
That began with a simple
idea, born in the brain of Christ
...
” Christ has gone back to the
source from whence He came, but His IDEA goes marching on
...
The IDEA has been developing
only two thousand years
...

In Chapter two, you were instructed to take six definite,
practical steps, as your first move in translating the desire for
money into its monetary equivalent
...

You will now be instructed how to build plans which 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
...
Do not neglect it
...
No one
will work indefinitely without some form of compensation
...

(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
...
If you fail to
carry out this instruction to the letter, you may expect to meet
with failure
...

Keep in mind these facts:—
First
...
To be sure of success, you must have plans which are
faultless
...
You must have the advantage of the experience, education,
native ability and imagination of other minds
...

No individual has sufficient experience, education, native
ability, and knowledge to insure the accumulation of a great
fortune, without the cooperation of other people
...
You may originate your own plans, either in whole or in part,
but SEE THAT THOSE PLANS ARE CHECKED, AND APPROVED BY
THE MEMBERS OF YOUR “MASTER MIND” ALLIANCE
...
Right here is the point at which the majority of men
meet with failure, because of their lack of PERSISTENCE in creating
new plans to take the place of those which fail
...
Just keep this fact in mind, and
remember when your plans fail, that temporary defeat is not
permanent failure
...
Build other plans
...

Thomas A
...
That is—he met with
107

temporary defeat ten thousand times, before his efforts were
crowned with success
...
Millions of
men go through life in misery and poverty, because they lack a
sound plan through which to accumulate a fortune
...
A thousand men could be pointed out, each
with a better education than Ford’s, yet each of whom lives in
poverty, because he does not possess the RIGHT plan for the
accumulation of money
...
That may seem to be an axiomatic statement, but it is true
...

The Insull fortune was built on plans which were sound
...
Insull to CHANGE HIS PLANS; and
the CHANGE brought “temporary defeat,” because his new plans
were NOT SOUND
...
Insull is now an old man, he may,
consequently, accept “failure” instead of “temporary defeat,” but if
his experience turns out to be FAILURE, it will be for the reason
that he lacks the fire of PERSISTENCE to rebuild his plans
...

This fact will be repeated many times, because it is so easy to
“take the count” at the first sign of defeat
...
Hill met with temporary defeat when he first
endeavored to raise the necessary capital to build a railroad from
the East to the West, but he, too turned defeat into victory through
new plans
...
He created new plans, and went marching on to financial
victory
...

NO FOLLOWER OF THIS PHILOSOPHY CAN REASONABLY
EXPECT TO ACCUMULATE A FORTUNE WITHOUT EXPERIENCING
“TEMPORARY DEFEAT
...
If you give up before your goal
has been reached, you are a “quitter
...

Lift this sentence out, write it on a piece of paper in letters an inch
high, and place it where you will see it every night before you go to
sleep, and every morning before you go to work
...

Some people foolishly believe that only MONEY can make
money
...
” Money, of itself, is nothing but
inert matter
...
The
information here conveyed will be of practical help to any person
having any form of personal services to market, but it will be of
priceless benefit to those who aspire to leadership in their chosen
occupations
...
Here will be found detailed
instructions to those who must begin the accumulation of riches by
selling personal services
...
What else, except ideas and personal services, would one not possessed of property have to give in return for
riches?
Broadly speaking, there are two types of people in the world
...

Decide at the outset whether you intend to become a leader in your
chosen calling, or remain a follower
...
The follower cannot reasonably expect the compensation to
which a leader is entitled, although many followers make the mistake of expecting such pay
...
On the other hand, it is no
109

credit to remain a follower
...
They became great leaders because they were INTELLIGENT FOLLOWERS
...
The man who can follow a leader most efficiently, is usually
the man who develops into leadership most rapidly
...

THE MAJOR ATTRIBUTES OF LEADERSHIP
The following are important factors of leadership:—
1
...
No follower wishes to be dominated by a
leader who lacks self-confidence and courage
...

2
...
The man who cannot control himself,
can never control others
...

3
...
Without a sense of
fairness and justice, no leader can command and retain the
respect of his followers
...
DEFINITENESS OF DECISION
...
He cannot
lead others successfully
...
DEFINITENESS OF PLANS
...
A leader who moves by
guesswork, without practical, definite plans, is comparable to a
ship without a rudder
...

6
...
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
followers
...
A PLEASING PERSONALITY
...
Leadership calls for
respect
...

8
...
The successful
leader must be in sympathy with his followers
...

9
...
Successful leadership calls for
mastery of details of the leader’s position
...

WILLINGNESS
TO
ASSUME
FULL
RESPONSIBILITY
...
If he tries to shift this responsibility, he will not
remain the leader
...

11
...
The successful leader must
understand, and apply the principle of cooperative effort and be
able to induce his followers to do the same
...

There are two forms of Leadership
...
The second is LEADERSHIP BY FORCE,
without the consent and sympathy of the followers
...
The downfall and disappearance of “Dictators” and
kings is significant
...

The world has just entered a new era of relationship between
leaders and followers, which very clearly calls for new leaders, and a
new brand of leadership in business and industry
...
There is no other way
out for them
...
In the future,
the relationship of employer and employee will be more like a
partnership than it has been in the past
...
Their
leadership passed
...

Leadership-by-consent of the followers is the only brand which can
endure!
Men may follow the forced leadership temporarily, but they
will not do so willingly
...
The man who makes these the basis of his leadership, will
find abundant opportunity to lead in any walk of life
...
At the end of the depression, the
demand for leaders who are competent to apply the new methods of
leadership has greatly exceeded the supply
...
This necessity may be your
OPPORTUNITY!
THE 10 MAJOR CAUSES OF FAILURE IN LEADERSHIP
We come now to the major faults of leaders who fail, because it
is just as essential to know WHAT NOT TO DO as it is to know what
to do
...

INABILITY TO ORGANIZE DETAILS
...
No
genuine leader is ever “too busy” to do anything which may be
required of him in his capacity as leader
...
The successful leader must be the master of all
112

details connected with his position
...

2
...

Truly great leaders are willing, when occasion demands, to
perform any sort of labor which they would ask another to
perform
...

3
...

The world does not pay men for that which they “know
...

4
...
The
leader who fears that one of his followers may take his position
is practically sure to realize that fear sooner or later
...
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
...
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
...
LACK OF IMAGINATION
...

6
...
The leader who claims all the honor for
the work of his followers, is sure to be met by resentment
...
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
...
INTEMPERANCE
...
Moreover, intemperance in any of its various
forms, destroys the endurance and the vitality of all who indulge
in it
...
DISLOYALTY
...
The leader who is not loyal to his trust, and to his
associates, those above him, and those below him, cannot long
maintain his leadership
...
Lack of loyalty is one of the major causes
of failure in every walk of life
...
EMPHASIS OF THE “AUTHORITY” OF LEADERSHIP
...
The leader who tries to impress
his followers with his “authority” comes within the category of
leadership through FORCE
...

10
...
The competent leader
requires no “title” to give him the respect of his followers
...
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
...
Any one of these faults is sufficient to induce failure
...

SOME FERTILE FIELDS IN WHICH “NEW LEADERSHIP”
WILL BE REQUIRED
Before leaving this chapter, your attention is called to a few of
the fertile fields in which there has been a decline of leadership, and
in which the new type of leader may find an abundance of
114

OPPORTUNITY
...
In the field of politics there is a most insistent
demand for new leaders; a demand which indicates nothing less
than an emergency
...
They have increased
taxes and debauched the machinery of industry and business
until the people can no longer stand the burden
...
The banking business is undergoing a reform
...
Already the bankers have sensed the need of reform,
and they have begun it
...
Industry calls for new leaders
...

Exploitation of working men is a thing of the past
...

Fourth
...

Fifth
...
This is especially true in the field of
education
...
He must deal more with PRACTICE and
less with THEORY
...
New leaders will be required in the field of
Journalism
...
They must cease to be
organs of propaganda for the interests which patronize their
advertising columns
...

These are but a few of the fields in which opportunities for new
leaders and a new brand of leadership are now available
...
This means that the media through
which the changes in human habits are promoted, must be adapted
to the changes
...

WHEN AND HOW TO APPLY FOR A POSITION
The information described here is the net result of many years
of experience during which thousands of men and women were
helped to market their services effectively
...

MEDIA THROUGH WHICH SERVICES MAY BE
MARKETED
Experience has proved that the following media offer the most
direct and effective methods of bringing the buyer and seller of
personal services together
...
EMPLOYMENT BUREAUS
...
There are
comparatively few such bureaus
...
ADVERTISING in newspapers, trade journals, magazines,
and radio
...
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
...

3
...
Letters should be neatly typed, ALWAYS, and
signed by hand
...
Both the letter of
application and the brief of experience or qualifications should be
prepared by an expert
...

4
...

When possible, the applicant should endeavor to approach
prospective employers through some mutual acquaintance
...

5
...
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
...
Unless the applicant
is experienced in the preparation of such briefs, an expert should be
consulted, and his services enlisted for this purpose
...
One who has personal services for sale should do the
same
...
Education
...

117

2
...
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
...

3
...
Practically every business firm desires to
know all about the previous records, antecedents, etc
...

Attach to your brief photostatic copies of letters from:
a
...

c
...


4
...
Attach to your brief a recent,
unmounted photograph of yourself
...
Apply for a specific position
...
Never apply for “just a position
...

6
...
Give full details as to the reason you believe you
are qualified for the particular position you seek
...
It will determine, more than anything else, what
consideration you receive
...
Offer to go to work on probation
...
This
may appear to be a radical suggestion, but experience has proved
that it seldom fails to win at least a trial
...
Incidentally, such
an offer indicates that you have confidence in your ability to fill
the position you seek
...
If your offer is
118

accepted, and you make good, more than likely you will be paid
for your “probation” period
...
Your confidence in your ability to fill the position
...
Your confidence in your prospective employer’s
decision to employ you after trial
...
Your DETERMINATION to have the position you
seek
...
Knowledge of your prospective employer’s business
...

This will be impressive, as it will indicate that you have imagination, and a real interest in the position you seek
...
If your “case” is
properly prepared and presented, your victory will have been more
than half won at the outset
...
Employers are
just as much interested in purchasing the services of well-qualified
applicants as you are in securing employment
...
They want all the information
available
...
I have helped
to prepare briefs for clients which were so striking and out of the
ordinary that they resulted in the employment of the applicant
without a personal interview
...
Smith
APPLYING FOR THE POSITION OF
Private Secretary to
The President of
THE BLANK COMPANY, Inc
...

This personal touch is sure to command attention
...
Your photograph should
be pasted on one of the pages of your brief
...

Successful salesmen groom themselves with care
...
Your brief is your
salesman
...
If the position you seek is worth
having, it is worth going after with care
...

If you seek employment through an advertising agency, or an
employment agency, have the agent use copies of your brief in
marketing your services
...

HOW TO GET THE EXACT POSITION YOU DESIRE
Everyone enjoys doing the kind of work for which he is best
suited
...
Those with less definite talents have
their preferences for certain fields of business and industry
...

First
...
If the
job doesn’t already exist, perhaps you can create it
...
Choose the company, or individual for whom you
wish to work
...
Study your prospective employer, as to policies,
personnel, and chances of advancement
...
By analysis of yourself, your talents and
capabilities, figure WHAT YOU CAN OFFER, and plan ways and
means of giving advantages, services, developments, ideas that
you believe you can successfully deliver
...
Forget about “a job
...
Forget the usual routine of “have you got a job for
me?” Concentrate on what you can give
...
Once you have your plan in mind, arrange with an
experienced writer to put it on paper in neat form, and in full
detail
...
Present it to the proper person with authority and
he will do the rest
...
” Every company has room for the man who has a
definite plan of action which is to the advantage of that
company
...
It has many
advantages, the main one being that it will often save from one to
five years of time in reaching a chosen goal
...

THE NEW WAY OF MARKETING SERVICES
“JOBS” ARE NOW “PARTNERSHIPS”
Men and women who market their services to best advantage
in the future, must recognize the stupendous change which has
taken place in connection with the relationship between employer
and employee
...
The future relationship between
employers and their employees will be more in the nature of a
partnership consisting of:
a
...
The employee
c
...
In times past, employers,
and employees have bartered among themselves, driving the best
bargains they could with one another, not considering that in the
final analysis they were, in reality, BARGAINING AT THE EXPENSE
OF THE THIRD PARTY, THE PUBLIC THEY SERVED
...

When the debris of the depression shall have been cleared away,
and business shall have been once again restored to balance, both
employers and employees will recognize that they are NO LONGER
PRIVILEGED TO DRIVE BARGAINS AT THE EXPENSE OF THOSE
WHOM THEY SERVE
...
This should be kept uppermost in mind by every person
seeking to market personal services effectively
...
Who
does not remember the day when, if a citizen enquired at the ticket
office, the time of departure of a train, he was abruptly referred to
the bulletin board instead of being politely given the information?
The street car companies have experienced a “change of times”
also
...
Many of
the street car tracks have been removed and passengers ride on a
bus, whose driver is “the last word in politeness
...
Where-ever street cars are
still in operation, passengers may now ride without argument, and
one may even hail the car in the middle of the block, and the
motorman will OBLIGINGLY pick him up
...
TIMES HAVE CHANGED! Moreover, the change
is reflected not merely in railroad offices and on street cars, but in
other walks of life as well
...
It has been supplanted by the “we-are-obligingly-at-yourservice, sir,” policy
...

Impoliteness on the part of a bank official, or bank employee today
is as rare as it was conspicuous a dozen years ago
...

The thousands of bank failures during the depression had the
effect of removing the mahogany doors behind which bankers
formerly barricaded themselves
...

It used to be customary for customers to have to stand and
wait at the corner grocery until the clerks were through passing the
time of day with friends, and the proprietor had finished making up
his bank deposit, before being waited upon
...
TIME MARCHES
ON!
“Courtesy”
and
“Service”
are
the
watch-words
of
merchandising today, and apply to the person who is marketing
personal services even more directly than to the employer whom he
serves, because, in the final analysis, both the employer and his
employee are EMPLOYED BY THE PUBLIC THEY SERVE
...

We can all remember the time when the gas-meter reader
pounded on the door hard enough to break the panels
...
The meter-man now
conducts himself as a gentleman who is “delighted-to-be-at-yourservice-sir
...

During the depression, I spent several months in the
anthracite coal region of Pennsylvania, studying conditions which
all but destroyed the coal industry
...

Through the pressure of a group of overzealous labor leaders,
representing the employees, and the greed for profits on the part of
the operators, the anthracite business suddenly dwindled
...

“The wages of sin is death!” Many have read this in the Bible,
but few have discovered its meaning
...
”
Nothing as widespread and effective as the depression could
possibly be “just a coincidence
...
Nothing ever happens without a CAUSE
...

This should not be mistaken to mean that the depression
represents a crop which the world is being FORCED to reap without
having SOWN
...
Any farmer knows he cannot sow the seed of thistles, and
reap a harvest of grain
...
Nearly everyone was engaged in the
pastime of trying to GET WITHOUT GIVING
...

124

WHAT IS YOUR “QQS” RATING?
The causes of success in marketing services EFFECTIVELY
and permanently, have been clearly described
...
Every person must
be his own salesman of personal services
...
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
...

1
...

2
...
Emphasis is again placed on the word HABIT
...
SPIRIT of service shall be construed to mean the HABIT of
agreeable, harmonious conduct which will induce cooperation
from associates and fellow employees
...
The
conduct, or the SPIRIT in which you deliver service, is a strong
determining factor in connection with both the price you receive,
and the duration of employment
...
He emphasized again, and
125

again, the necessity for HARMONIOUS CONDUCT
...
Mr
...

To prove that he placed a high value upon this quality, he
permitted many men who conformed to his standards to become
very wealthy
...

The importance of a pleasing personality has been stressed,
because it is a factor which enables one to render service in the
proper SPIRIT
...
Nothing, however, can be SUCCESSFULLY
SUBSTITUTED FOR PLEASING CONDUCT
...

This has been emphasized, because the majority of people who
live by the sale of personal services make the mistake of considering
themselves free from the rules of conduct, and the responsibilities
attached to those who are engaged in marketing commodities
...
employee into partnership alliances, through which
both take into consideration the rights of the third party, THE
PUBLIC THEY SERVE
...
He has been supplanted
by the “go-giver
...
There will never be the need to put the lid back on, because, in the future, business will be conducted by methods that
will require no pressure
...
A fair estimate of the capital value of your services may be
126

made by multiplying your annual income by sixteen and two-thirds,
as it is reasonable to estimate that your annual income represents
six percent of your capital value
...

Money is worth no more than brains
...

Competent “brains,” if effectively marketed, represent a much
more desirable form of capital than that which is required to
conduct a business dealing in commodities, because “brains” are a
form of capital which cannot be permanently depreciated through
depressions, nor can this form of capital be stolen or spent
...
”
THE THIRTY MAJOR CAUSES OF FAILURE
HOW MANY OF THESE ARE HOLDING YOU BACK?
Life’s greatest tragedy consists of men and women who
earnestly try, and fail! The tragedy lies in the overwhelmingly large
majority of people who fail, as compared to the few who succeed
...
” There is
something radically wrong with a civilization, and a system of
education, which permit 98% of the people to go through life as
failures
...

My analysis work proved that there are thirty major reasons
for failure, and thirteen major principles through which people
accumulate fortunes
...
As you go over the list, check
yourself by it, point by point, for the purpose of discovering how
many of these causes-of-failure stand between you and success
...
UNFAVORABLE HEREDITARY BACKGROUND
...
This philosophy offers but one
method of bridging this weakness—through the aid of the Master
Mind
...

127

2
...
There is
no hope of success for the person who does not have a central
purpose, or definite goal at which to aim
...

Perhaps this was the
3
...
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
...
INSUFFICIENT EDUCATION
...
Experience has proven
that the best-educated people are often those who are known as
“self-made,” or self-educated
...
Any person who is educated
is one who has learned to get whatever he wants in life without
violating the rights of others
...
Men are paid, not merely for what they know, but more
particularly for WHAT THEY DO WITH THAT WHICH THEY
KNOW
...
LACK OF SELF-DISCIPLINE
...
This means that one must control all negative
qualities
...
Self-mastery is the hardest job you will ever tackle
...
You may
see at one and the same time both your best friend and your
greatest enemy, by stepping in front of a mirror
...
ILL HEALTH
...
Many of the causes of ill health are subject
to mastery and control
...
Overeating of foods not conducive to health
b
...

c
...

d
...
An inadequate supply of fresh air, due to improper
breathing
...
UNFAVORABLE
ENVIRONMENTAL
INFLUENCES
DURING CHILDHOOD
...
” Most people who have criminal tendencies acquire them
as the result of bad environment, and improper associates during
128

childhood
...
PROCRASTINATION
...
“Old Man Procrastination” stands within the
shadow of every human being, waiting his opportunity to spoil
one’s chances of success
...
Do not wait
...
” 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
...
LACK OF PERSISTENCE
...
Moreover, people are
prone to give up at the first signs of defeat
...
The person who makes PERSISTENCE his
watch-word, discovers that “Old Man Failure” finally becomes
tired, and makes his departure
...

10
...
There is no hope of success
for the person who repels people through a negative personality
...
A
negative personality will not induce cooperation
...
LACK OF CONTROLLED SEXUAL URGE
...
Because it is the most powerful of the emotions, it must
be controlled, through transmutation, and converted into other
channels
...
UNCONTROLLED DESIRE FOR “SOMETHING FOR
NOTHING
...
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
...
LACK OF A WELL DEFINED POWER OF DECISION
...
Men who fail, reach decisions, if at all, very
slowly, and change them frequently, and quickly
...
Where one is found, the other
may usually be found also
...

14
...
These fears
129

have been analyzed for you in a later chapter
...

15
...

This a most common cause of failure
...
Unless this relationship is harmonious, failure is likely to follow
...

16
...
The person who takes no chances,
generally has to take whatever is left when others are through
choosing
...
Both are
extremes to be guarded against
...

17
...
This is one of the most common causes of failure in
business
...
We emulate those with whom
we associate most closely
...

18
...
Superstition is a
form of fear
...
Men who succeed keep
open minds and are afraid of nothing
...
WRONG SELECTION OF A VOCATION
...
The most essential step in the marketing of personal
services is that of selecting an occupation into which you can
throw yourself wholeheartedly
...
LACK OF CONCENTRATION OF EFFORT
...

Concentrate all of your efforts on one DEFINITE CHIEF
AIM
...
THE HABIT OF INDISCRIMINATE SPENDING
...
Form the habit of systematic saving by
putting aside a definite percentage of your income
...
Without money, one
must take what one is offered, and be glad to get it
...
LACK OF ENTHUSIASM
...
Moreover, enthusiasm is contagious, and
the person who has it, under control, is generally welcome in any
group of people
...
INTOLERANCE
...
Intolerance means that one has
stopped acquiring knowledge
...

24
...
The most damaging forms of
intemperance are connected with eating, strong drink, and
sexual activities
...

25
...
More
people lose their positions and their big opportunities in life,
because of this fault, than for all other reasons combined
...

26
...

(Sons and daughters of wealthy men, and others who
inherit money which they did not earn)
...

QUICK RICHES are more dangerous than poverty
...
INTENTIONAL DISHONESTY
...
One may be temporarily dishonest by force of
circumstances over which one has no control, without permanent
damage
...
Sooner or later, his deeds will catch up with him, and
he will pay by loss of reputation, and perhaps even loss of liberty
...
EGOTISM AND VANITY
...
THEY ARE FATAL TO
SUCCESS
...
GUESSING INSTEAD OF THINKING
...
They prefer to act on
“opinions” created by guesswork or snap-judgments
...
LACK OF CAPITAL
...

31
...

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 may be beneficial if you try this
alone
...
You
may be one who cannot
...

The same is true in marketing personal services
...
You should know your strength in order
that you may call attention to it when selling your services
...

The folly of ignorance in connection with self was displayed by
a young man who applied to the manager of a well known business
for a position
...
He replied that he had no fixed
sum in mind (lack of a definite aim)
...
”
“I will not accept it,” the applicant replied, “because I AM
GETTING MORE THAN THAT WHERE I AM NOW EMPLOYED
...

It is one thing to WANT money—everyone wants more-but it is
something entirely different to be WORTH MORE! Many people
mistake their WANTS for their JUST DUES
...
Your value is established entirely by your ability to render
useful service or your capacity to induce others to render such
service
...

Moreover, the yearly analysis should disclose a DECREASE IN
FAULTS, and an increase in VIRTUES
...
One’s object should be, of course, to go
ahead
...
It will also disclose any backward
steps one may have made
...

Your annual self-analysis should be made at the end of each
year, so you can include in your New Year’s Resolutions any
improvements which the analysis indicates should be made
...

SELF-ANALYSIS QUESTIONNAIRE FOR
PERSONAL INVENTORY
1
...

3
...

5
...

7
...

Have I delivered service of the best possible
QUALITY of which I was capable, or could I have
improved any part of this service?
Have I delivered service in the greatest possible
QUANTITY of which I was capable?
Has the spirit of my conduct been harmonious,
and cooperative at all times?
Have I permitted the habit of PROCRASTINATION
to decrease my efficiency, and if so, to what
extent?
Have I improved my PERSONALITY, and if so, in
what ways?
Have I been PERSISTENT in following my plans
133

8
...

10
...


12
...

14
...

16
...

18
...

20
...

22
...

24
...

26
...

28
...


Having read and assimilated the information conveyed
through this chapter, you are now ready to create a practical plan
for marketing your personal services
...
This extensive and detailed
presentation of accurate information has been included, because it
will be needed by all who must begin the accumulation of riches by
marketing personal services
...

The information contained in this chapter will be of great value
to all who aspire to attain leadership in any calling
...

Complete assimilation and understanding of the information
here conveyed will be helpful in marketing one’s own services, and
it will also help one to become more analytical and capable of
judging people
...
If you doubt this statement, test its soundness by
answering in writing the twenty-eight self-analysis questions
...

WHERE AND HOW ONE MAY FIND OPPORTUNITIES
TO ACCUMULATE RICHES
Now that we have analyzed the principles by which riches may
be accumulated, we naturally ask, “where may one find favorable
opportunities to apply these principles?” Very well, let us take
inventory and see what the United States of America offer the
person seeking riches, great or small
...
Most of us
have never taken inventory of the advantages of this freedom
...

Here we have freedom of thought, freedom in the choice and
enjoyment of education, freedom in religion, freedom in politics,
freedom in the choice of a business, profession or occupation,
freedom to accumulate and own without molestation, ALL
THE PROPERTY WE CAN ACCUMULATE, freedom to choose our
place of residence, freedom in marriage, freedom through equal
opportunity to all races, freedom of travel from one state to another,
freedom in our choice of foods, and freedom
to AIM FOR ANY STATION IN LIFE FOR WHICH WE HAVE
PREPARED OURSELVES, even for the presidency of the United
States
...
This advantage of freedom is all the more
conspicuous because the United States is the only country
guaranteeing to every citizen, whether native born or naturalized, so
broad and varied a list of freedom
...
Take the average
American family for example (meaning, the family of average
income) and sum up the benefits available to every member of the
family, in this land of OPPORTUNITY and plenty!
a
...
Next to freedom of thought and deed comes
136

FOOD, CLOTHING, and SHELTER, the three basic necessities of
life
...

A family of two, living in the heart of Times Square district
of New York City, far removed from the source of production of
foods, took careful inventory of the cost of a simple breakfast,
with this astonishing result:
Articles of food;
Cost at the breakfast table:
Grape Fruit Juice, (From Florida)

...
02
Tea (From China)
...
02½
Toasted Bread (From Kansas Farm)
...
07
Sugar (From Cuba, or Utah)
...
03
Grand total
...

The cost included all federal, state and city taxes! (Here is a
fact the politicians did not mention when they were crying out to
the voters to throw their opponents out of office because the people
were being taxed to death)
...

SHELTER
...
00 a month
...
00 a month
...
Hot &nd cold water is available, at all times, in the
kitchen and the bathroom
...
The wife curls her hair, washes her
clothes and irons them with easily operated electrical
equipment, on power obtained by sticking a plug in the wall
...

There are other conveniences in this apartment, but the
foregoing list will give a fair idea of some of the concrete
evidences of the freedom we, of America, enjoy
...

c
...
Anywhere in the United States, the
woman of average clothing requirements can dress very
comfortably and neatly for less than $200
...

Only the three basic necessities of food, clothing, and shelter
have been mentioned
...
Among these is the privilege
of automobile transportation, with which one can go and come at
will, at very small cost
...
He can place his surplus
money in a bank with the assurance that his government will
protect it, and make good to him if the bank fails
...
He may go when he pleases, and
return at will
...
In Germany,
Russia, Italy, and most of the other European and Oriental
countries, the people cannot travel with so much freedom, and at so
little cost
...
” Having no axe to grind, no grudge to express, no ulterior
motives to be carried out, I have the privilege of going into a frank
analysis of that mysterious, abstract, greatly misunderstood
“SOMETHING” which gives to every citizen of America more
blessings, more opportunities to accumulate wealth, more freedom
of every nature, than may be found in any other country
...

The name of this mysterious benefactor of mankind is
CAPITAL!
CAPITAL consists not alone of money, but more particularly of
highly organized, intelligent groups of men who plan ways and
means of using money efficiently for the good of the public, and
profitably to themselves
...

They pioneer, experiment, and blaze trails in new fields of endeavor
...

Stated briefly, the capitalists are the brains of civilization, because
they supply the entire fabric of which all education, enlightenment
and human progress consists
...
Properly used, it
is the most important essential of civilization
...

139

Some slight idea of the importance of ORGANIZED CAPITAL
may be had by trying to imagine yourself burdened with the
responsibility of collecting, without the aid of capital, and delivering
to the New York City family, the simple breakfast described
...
Unless you are an
excellent swimmer, you would become rather tired before making
the round trip
...

What would you use for money, 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
...

The eggs, you could deliver easily enough from the barn yards
near New York City, but you would have a very long walk to Florida
and return, before you could serve the two glasses of grapefruit
juice
...

The Rippled Wheat Biscuits would have to be omitted from the
menu, because they would not be available except through the
labor of a trained organization of men and suitable machinery, ALL
OF WHICH CALL FOR CAPITAL
...
Then your New
York City family would be ready to sit down and enjoy breakfast,
and you could collect your two dimes for your labor!
Seems absurd, doesn’t it? Well, the procedure described would
be the only possible way these simple items of food could be
delivered to the heart of New York City, if we had no capitalistic
system
...
It runs into
140

hundreds of millions of dollars, not to mention the armies of trained
employees required to man the ships and trains
...
Before there can be anything to
haul, something must be grown from the ground, or manufactured
and prepared for market
...

Steam ships and railroads do not spring up from the earth and
function automatically
...
They are
motivated by the desire to build, construct, achieve, render useful
service, earn profits and accumulate riches
...

Just to keep the record simple and understandable, I will add
that these capitalists are the self-same men of whom most of us
have heard soap-box orators speak
...
”
I am not attempting to present a brief for or against any group
of men or any system of economics
...

The purpose of this book—A purpose to which I have faithfully
devoted over a quarter of a century—is to present to all who want
the knowledge, the most dependable philosophy through which
individuals may accumulate riches in whatever amounts they
desire
...

that all who seek riches must recognize and adapt themselves
to the system that controls all approaches to fortunes, large or
small, and
2
...

This is a capitalistic country, it was developed through the use
of capital, and we who claim the right to partake of the blessings of
freedom and opportunity, we who seek to accumulate riches here,
may as well know that neither riches nor opportunity would be
available to us if ORGANIZED CAPITAL had not provided these
benefits
...
”
The practice became so general that we witnessed during the
business depression, the unbelievable sight of high government
officials lining up with the cheap politicians, and labor leaders, with
the openly avowed purpose of throttling the system which has made
Industrial America the richest country on earth
...
It cost millions of men their jobs, because
those jobs were inseparably a part of the industrial and capitalistic
system which form the very backbone of the nation
...

Millions of men and women throughout the nation are still
engaged in this popular pastime of trying to GET without GIVING
...
THEY DEMAND GOVERNMENT RELIEF AND ARE
GETTING IT
...
M
...
They DEMANDED that the time of delivery be set up to
10:00 o’clock
...

However, you should know the full truth concerning this
FREEDOM of which so many people boast, and so few understand
...

There is but one dependable method of accumulating, and
legally holding riches, and that is by rendering useful service
...

There is a principle known as the law of ECONOMICS! This is
more than a theory
...

Mark well the name of the principle, and remember it, because
it is far more powerful than all the politicians and political
machines
...

It cannot be swayed, nor influenced nor bribed by racketeers or
self-appointed leaders in any calling
...
Sooner or later its auditors come around, look over the
records of individuals both great and small, and demand an
accounting
...

Most people living in America like this country, its capitalistic
system and all
...
Judging
by their acts and deeds, there are some in this country who do not
like it
...

America provides all the freedom and all the opportunity to
accumulate riches that any honest person may require
...
When seeking riches, the same rule would naturally
obtain
...
Think twice, you who are seeking riches, before trying to
destroy the Capitalistic System of a country whose citizens spend
over fifty million dollars a year for GREETING CARDS, with which
to express their appreciation of their FREEDOM!
If it is money you are seeking, consider carefully a country
that spends hundreds of millions of dollars annually for cigarettes,
the bulk of the income from which goes to only four major
companies engaged in supplying this national builder of “nonchalance” and “quiet nerves
...

Do not be in too big a hurry to get away from a country whose
people willingly, even eagerly, hand over millions of dollars annually
for football, baseball, and prize fights
...

Remember, also, that this is but the beginning of the available
sources for the accumulation of wealth
...
But, remember that the
business of producing, transporting, and marketing these few items
of merchandise gives regular employment to MANY MILLIONS OF
MEN AND WOMEN, who receive for their services MANY MILLIONS
OF DOLLARS MONTHLY, and spend it freely for both the luxuries
and the necessities
...
Here our AMERICAN FREEDOM comes to one’s aid
...
If one has superior talent, training, experience,
one may accumulate riches in large amounts
...
Anyone may earn a
living in return for a very nominal amount of labor
...
Step up to the
front, select what you want, create your plan, put the plan into
action, and follow through with PERSISTENCE
...
You can depend upon this much—
CAPITALISTIC AMERICA INSURES EVERY PERSON THE
OPPORTUNITY TO RENDER USEFUL SERVICE, AND TO COLLECT
RICHES IN PROPORTION TO THE VALUE OF THE SERVICE
...

The LAW OF ECONOMICS was passed by Nature! There is no
Supreme Court to which violators of this law may appeal
...
The law cannot be repealed
...

May one refuse to adapt one’s self to the LAW OF
ECONOMICS?
145

Certainly! This is a free country, where all men are born with
equal rights, including the privilege of ignoring the LAW OF
ECONOMICS
...

THEN COMES THE DICTATOR, WITH WELL ORGANIZED
FIRING SQUADS AND MACHINE GUNS!
We have not yet reached that stage in America! But we have
heard all we want to know about how the system works
...
Doubtless we shall prefer to continue with our
FREEDOM OF SPEECH, FREEDOM OF DEED, and FREEDOM TO
RENDER USEFUL SERVICE IN RETURN FOR RICHES
...
If those who
make the grab are not forced to repay, the burden falls on their
children, and their children’s children, “even unto the third and
fourth generations
...

Men can, and sometimes do, form themselves into groups for
the purpose of crowding wages up, and working hours down
...
It is the point at which the
LAW OF ECONOMICS steps in, and the sheriff gets both the
employer and the employees
...
It
was not a pretty sight! It did not increase our respect for mob
psychology through which men cast reason to the winds and start
trying to GET without GIVING
...
We
shall not wish to go through another such experience
...
They are the result of twenty-five years of careful
analysis of the methods of both the most successful and the most
unsuccessful men America has known
...
This is
no mere statement of a theory—it is a fact
...

You will have an opportunity to test your capacity to reach
quick and definite DECISIONS when you finish reading this book,
and are ready to begin putting into ACTION the principles which it
describes
...
People who fail to accumulate money, without
exception, have the habit of reaching decisions, IF AT ALL, very
slowly, and of changing these decisions quickly and often
...
This quality is so pronounced in Mr
...
It was this quality which
prompted Mr
...

Perhaps, Mr
...
Ford’s firmness of decision
yielded a huge fortune, before the change in model became
necessary
...
Ford’s habit of
definiteness of decision assumes the proportion of obstinacy, but
this quality is preferable to slowness in reaching decisions and
quickness in changing them
...
They permit the newspapers and the “gossiping” neighbors
to do their “thinking” for them
...
Everyone has a flock of opinions ready to be
wished upon anyone who will accept them
...

If you are influenced by the opinions of others, you will have
no DESIRE of your own
...
Take no one into your confidence, EXCEPT the
members of your “Master Mind” group, and be very sure in your
selection of this group, that you choose ONLY those who will be in
COMPLETE SYMPATHY AND HARMONY WITH YOUR PURPOSE
...
Thousands of men and women
carry inferiority complexes with them all through life, because some
well-meaning, but ignorant person destroyed their confidence
through “opinions” or ridicule
...
USE IT, and reach
your own decisions
...

It is characteristic of people who have but a smattering or a
veneer of knowledge to try to give the impression that they have
much knowledge
...
Keep your eyes and ears wide open—and
your mouth CLOSED, if you wish to acquire the habit of prompt
DECISION
...
If you talk more
than you listen, you not only deprive yourself of many opportunities
to accumulate useful knowledge, but you also disclose your PLANS
and PURPOSES to people who will take great delight in defeating
you, because they envy you
...

Keep in mind the fact that every person with whom you
associate is, like yourself, seeking the opportunity to accumulate
money
...

Let one of your first decisions be to KEEP A CLOSED MOUTH
AND OPEN EARS AND EYES
...

“TELL THE WORLD WHAT YOU INTEND TO DO, BUT FIRST
SHOW IT
...
”
FREEDOM OR DEATH ON A DECISION
The value of decisions depends upon the courage required to
render them
...

Lincoln’s decision to issue his famous Proclamation of
Emancipation, which gave freedom to the colored people of America,
was rendered with full understanding that his act would turn
thousands of friends and political supporters against him
...
In the end, it cost Lincoln his
life
...

Socrates’ decision to drink the cup of poison, rather than
compromise in his personal belief, was a decision of courage
...

The decision of Gen
...
Lee, when he came to the
parting of the way with the Union, and took up the cause of the
South, was a decision of courage, for he well knew that it might cost
him his own life, that it would surely cost the lives of others
...

We all remember the date of this momentous decision, but few
of us realize what courage that decision required
...
But we know
little of the real forces back of these names, dates, and places
...

We read the history of the Revolution, and falsely imagine that
George Washington was the Father of our Country, that it was he
who won our freedom, while the truth is—Washington was only an
accessory after the fact, because victory for his armies had been
insured long before Lord Cornwallis surrendered
...

Its purpose, rather, is to give greater attention to the astounding
POWER that was the real cause of his victory
...
I
say it is a tragedy, because it is the self-same POWER which must
be used by every individual who surmounts the difficulties of Life,
and forces Life to pay the price asked
...
The story begins with an incident in Boston, March 5,
1770
...
The colonists resented armed men
marching in their midst
...

Charge!”
The battle was on
...

The incident aroused such resentment that the Provincial
151

Assembly, (made up of prominent colonists), called a meeting for
the purpose of taking definite action
...

Remember this-a DECISION, in the minds of two men, might
properly be called the beginning of the freedom which we, of the
United States now enjoy
...

Before the Assembly adjourned, Samuel Adams was appointed
to call on the Governor of the Province, Hutchinson, and demand
the withdrawal of the British troops
...
It had caused a situation
destined to change the entire trend of civilization
...
Few of us know
the history of our country well enough to realize that John
Hancock, Samuel Adams, and Richard Henry Lee (of the Province of
Virginia) were the real Fathers of our Country
...
From
this practice, Adams conceived the idea that a mutual exchange of
letters between the thirteen Colonies might help to bring about the
coordination of effort so badly needed in connection with the
solution of their problems
...
”
Mark well this incident! It was the beginning of the
organization of the far-flung POWER destined to give freedom to
152

you, and to me
...
It
consisted of Adams, Lee, and Hancock
...
”
The Committee of Correspondence was organized
...
Take notice
that this procedure constituted the first ORGANIZED PLANNING of
the disgruntled Colonists
...
Their individual grievances had not been
consolidated under one Master Mind
...

Meanwhile, the British were not idle
...

The Crown appointed Gage to supplant Hutchinson as the
Governor of Massachusetts
...

We can best understand the spirit of what happened by
quoting the conversation between Col
...

Col
...
Adams, that the Governor has been empowered to
confer upon you such benefits as would be satisfactory, [endeavor
to win Adams by promise of bribes], upon the condition that you
engage to cease in your opposition to the measures of the
government
...
Your conduct has been such as
makes you liable to penalties of an Mt of Henry VIII, by which
persons can be sent to England for trial for treason, or misprision of
treason, at the discretion of a governor of a province
...
”
Samuel Adams had the choice of two DECISIONS
...
The majority
of men would have found it difficult to reach such a decision
...
Fenton’s word of honor, that the Colonel would
deliver to the Governor the answer exactly as Adams would give it to
him
...
No
personal consideration shall induce me to abandon the righteous
cause of my Country
...
”
Comment as to the character of this man seems unnecessary
...
This is important
...

When Governor Gage received Adams’ caustic reply, he flew
into a rage, and issued a proclamation which read, “I do, hereby, in
his majesty’s name, offer and promise his most gracious pardon to
all persons who shall forthwith lay down their arms, and return to
the duties of peaceable subjects, excepting only from the benefit of
such pardon, SAMUEL ADAMS AND JOHN HANCOCK, whose
offences are of too flagitious a nature to admit of any other
consideration but that of condign punishment
...
They hurriedly
called a secret meeting of their staunchest followers
...
After the meeting had
been called to order, Adams locked the door, placed the key in his
pocket, and informed all present that it was imperative that a
Congress of the Colonists be organized, and that NO MAN SHOULD
LEAVE THE ROOM UNTIL THE DECISION FOR SUCH A
CONGRESS HAD BEEN REACHED
...
Some weighed the possible
consequences of such radicalism
...
Some expressed
grave doubt as to the wisdom of so definite a decision in defiance of
the Crown
...
Hancock and Adams
...

Remember this date
...
If
there had been no DECISION to hold a Continental Congress, there
could have been no signing of the Declaration of Independence
...
” He
was Thomas Jefferson, of the Province of Virginia, whose
relationship to Lord Dunmore, (representative of the Crown in
Virginia), was as strained as that of Hancock and Adams with their
Governor
...
Inspired by the threat,
one of Jefferson’s colleagues, Patrick Henry, boldly spoke his mind,
concluding his remarks with a sentence which shall remain forever
a classic, “If this be treason, then make the most of it
...
”
Lee’s astounding motion was discussed fervently, and at such
length that he began to lose patience
...
President, we have discussed this issue for days
...
Why, then Sir, do we longer delay? Why
still deliberate? Let this happy day give birth to an American
Republic
...
The eyes of Europe are
fixed upon us
...
”
Before his motion was finally voted upon, Lee was called back
to Virginia, because of serious family illness, but before leaving, he
placed his cause in the hands of his friend, Thomas Jefferson, who
promised to fight until favorable action was taken
...

Long and hard the Committee labored, on a document which
would mean, when accepted by the Congress, that EVERY MAN
WHO SIGNED IT, WOULD BE SIGNING HIS OWN DEATH WARRANT, should the Colonies lose in the fight with Great Britain,
which was sure to follow
...
For several days it was discussed,
altered, and made ready
...

“When in the course of human events it is necessary for one
people to dissolve the political bands which have connected them
with another, and to assume, among the powers of the earth, the
separate and equal station to which the laws of Nature, and of
Nature’s God entitle them, a decent respect to the opinions of
mankind requires that they should declare the causes which impel
them to the separation
...
By that DECISION came
into existence a nation destined to bring to mankind forever, the
privilege of making DECISIONS
...
Let us not
156

forget this!
Analyze the events which led to the Declaration of
Independence, and be convinced that this nation, which now holds
a position of commanding respect and power among all nations of
the world, was born of a DECISION created by a Master Mind,
consisting of fifty-six men
...

Note, also, (with great personal benefit), that the POWER
which gave this nation its freedom, is the self-same power that
must be used by every individual who becomes self-determining
...
It
will not be difficult to detect, in the story of the Declaration of
Independence, at least six of these principles; DESIRE, DECISION,
FAITH, PERSISTENCE, THE MASTER MIND, and ORGANIZED
PLANNING
...
Before passing on, I wish to leave
with you the suggestion that one may find in this story, and in the
story of the organization of the United States Steel Corporation, a
perfect description of the method by which thought makes this
astounding transformation
...
You will find only the eternal
laws of Nature
...
They may be used to
bring freedom to a nation, or to accumulate riches
...

Those who reach DECISIONS promptly and definitely, know
what they want, and generally get it
...
That is the major reason why they
are leaders
...

INDECISION is a habit which usually begins in youth
...
The major weakness of all
educational systems is that they neither teach nor encourage the
habit of DEFINITE DECISION
...
It would be of still greater benefit, if every
student who enters the graded schools were compelled to accept
training in the HABIT OF DECISION, and forced to pass a
satisfactory examination on this subject before being permitted to
advance in the grades
...
IF
...
Generally, the
youth just out of school seeks any job that can be found
...
Ninety-eight out of every hundred people working for
wages today, are in the positions they hold, because they lacked the
DEFINITENESS OF DECISION to PLAN A DEFINITE POSITION, and
the knowledge of how to choose an employer
...
The fifty-six men who signed the
Declaration of Independence staked their lives on the DECISION to
affix their signatures to that document
...
Financial independence, riches,
desirable business and professional positions are not within reach
of the person who neglects or refuses to EXPECT, PLAN, and
DEMAND these things
...

In the chapter on Organized Planning, you will find complete
instructions for marketing every type of personal services
...
These instructions will be
of no value to you UNLESS YOU DEFINITELY DECIDE to organize
them into a plan of action
...
The basis of
persistence is the POWER OF WILL
...
Men who accumulate great fortunes are generally
known as cold-blooded, and sometimes ruthless
...
What they have is will-power, which they mix with
persistence, and place back of their desires to insure the attainment
of their objectives
...
This misconception grew out of Ford’s habit of
following through in all of his plans with PERSISTENCE
...
A few carry on DESPITE all opposition, until they attain
their goal
...

There may be no heroic connotation to the word “persistence,”
but the quality is to the character of man what carbon is to steel
...
These principles must
be understood, they must be applied with PERSISTENCE by all who
accumulate money
...
Unless you are one of the two out of every hundred who
already have a DEFINITE GOAL at which you are aiming, and a
DEFINITE PLAN for its attainment, you may read the instructions,
and then pass on with your daily routine, and never comply with
those instructions
...
Moreover,
experience with thousands of people has proved that lack of
persistence is a weakness common to the majority of men
...
The ease with which
lack of persistence may be conquered will depend entirely upon the
INTENSITY OF ONE’S DESIRE
...
Keep this
constantly in mind
...
If you find
yourself lacking in persistence, this weakness may be remedied by
building a stronger fire under your desires
...
The eagerness with which you follow
these instructions will indicate clearly, how much, or how little you
really DESIRE to accumulate money
...

Fortunes gravitate to men whose minds have been prepared to
“attract” them, just as surely as water gravitates to the ocean
...

If you find you are weak in PERSISTENCE, center your
attention upon the instructions contained in the chapter on
“Power”; surround yourself with a “MASTER MIND” group, and
through the cooperative efforts of the members of this group, you
can develop persistence
...
Follow the instructions outlined in these
chapters until your habit nature hands over to your subconscious
mind, a clear picture of the object of your DESIRE
...

Your subconscious mind works continuously, while you are
awake, and while you are asleep
...
To get RESULTS, you must apply all of the rules until
their application becomes a fixed habit with you
...
”
POVERTY is attracted to the one whose mind is favorable to it,
as money is attracted to him whose mind has been deliberately
prepared to attract it, and through the same laws
...
A
poverty consciousness develops without conscious application of
habits favorable to it
...

Catch the full significance of the statements in the preceding
paragraph, and you will understand the importance of
PERSISTENCE in the accumulation of a fortune
...
With
PERSISTENCE you will win
...
You are lying in bed, half awake, with a feeling
that you are about to smother
...
You realize that you MUST BEGIN to regain control
over your muscles
...
By continuing to
move your fingers, you extend your control to the muscles of one
arm, until you can lift it
...
You finally gain control over the muscles of one
leg, and then extend it to the other leg
...
The trick
has been turned step by step
...
Be
PERSISTENT no matter how slowly you may, at first, have to move
...

If you select your “Master Mind” group with care, you will have
in it, at least one person who will aid you in the development of
PERSISTENCE
...
They developed the habit of
PERSISTENCE, because they were so closely driven by
circumstances, that they had to become persistent
...

Those who have cultivated the HABIT of persistence seem to
enjoy insurance against failure
...

Sometimes it appears that there is a hidden Guide whose duty is to
test men through all sorts of discouraging experiences
...
Those who can’t take it, simply do not make the grade
...
They receive, as their compensation, whatever goal
they are pursuing
...
”
There are exceptions to this rule; a few people know from
experience the soundness of persistence
...

They are the ones whose DESIRES are so PERSISTENTLY APPLIED
that defeat is finally changed into victory
...
We see the few who take the
punishment of defeat as an urge to greater effort
...
But what we DO NOT SEE,
what most of us never suspect of existing, is the silent but
irresistible POWER which comes to the rescue of those who fight on
in the face of discouragement
...
One thing we all know, if
one does not possess PERSISTENCE, one does not achieve
noteworthy success in any calling
...
” From all over the world people have come to
Broadway, seeking fame, fortune, power, love, or whatever it is that
human beings call success
...
But Broadway is not easily
nor quickly conquered
...

Then we know he has discovered the secret of how to conquer
Broadway
...
She came to New
York in 1915, to convert writing into riches
...
For four years Miss Hurst learned
about “The Sidewalks of New York” from first hand experience
...
When hope grew
dim, she did not say, “Alright Broadway, you win!” She said, “Very
well, Broadway, you may whip some, but not me
...
”
One publisher (The Saturday Evening Post) sent her thirty six
rejection slips, before she “broke the ice and got a story across
...
She pounded the
pavements for four years to the tune of the publisher’s “NO,”
because she was determined to win
...
” The spell had been broken, the unseen
Guide had tested Fannie Hurst, and she could take it
...
Money came so
fast she hardly had time to count it
...

The moving picture rights to her latest novel, “Great Laughter,”
brought $100,000
...
Her royalties from the sale of the book
probably will run much more
...
Fannie Hurst is no exception
...
Broadway will give any beggar a cup of
coffee and a sandwich, but it demands PERSISTENCE of those who
go after the big stakes
...
For years she
sang, without money, and without price, before any microphone she
could reach
...
” She did take it until one happy day Broadway got tired and said,
“Aw, what’s the use? You don’t know when you’re whipped, so name
your price, and go to work in earnest
...
Away up in figures so high that one week’s salary is
far more than most people make in a whole year
...
Countless others
have come and gone, many of them sang well enough, but they
failed to make the grade because they lacked the courage to keep on
keeping on, until Broadway became tired of turning them away
...

Like all states of mind, persistence is based upon definite causes,
among them these:—
a
...
Knowing what one wants
is the first and, perhaps, the most important step toward the
development of persistence
...

b
...
It is comparatively easy to acquire and to
maintain persistence in pursuing the object of intense desire
...
SELF-RELIANCE
...

(Self-reliance can be developed through the principle described in
the chapter on auto-suggestion)
...
DEFINITENESS OF PLANS
...

e
...
Knowing that one’s plans are
sound, based upon experience or observation, encourages
persistence; “guessing” instead of “knowing” destroys persistence
...
CO-OPERATION
...

g
...
The habit of concentrating one’s thoughts
upon the building of plans for the attainment of a definite
164

purpose, leads to persistence
...
HABIT
...
The mind
absorbs and becomes a part of the daily experiences upon which
it feeds
...
Everyone who has seen active
service in war knows this
...
Measure yourself courageously, point by
point, and see how many of the eight factors of persistence you
lack
...

SYMPTOMS OF LACK OF PERSISTENCE
Here you will find the real enemies which stand between you
and noteworthy achievement
...
Study the list
carefully, and face yourself squarely IF YOU REALLY WISH TO
KNOW WHO YOU ARE, AND WHAT YOU ARE CAPABLE OF DOING
...

1
...

2
...
(Usually backed
up with a formidable array of alibis and excuses)
...
Lack of interest in acquiring specialized knowledge
...
Indecision, the habit of “passing the buck” on all
occasions, instead of facing issues squarely
...

5
...

6
...
There is but little remedy for this
affliction, and no hope for those who suffer from it
...
Indifference, usually reflected in one’s readiness to
compromise on all occasions, rather than meet opposition and
165

fight it
...
The habit of blaming others for one’s mistakes, and
accepting unfavorable circumstances as being unavoidable
...
WEAKNESS OF DESIRE, due to neglect in the choice of
MOTIVES that impel action
...
Willingness, even eagerness, to quit at the first sign of
defeat
...

11
...

12
...

13
...

14
...
General absence of ambition to be, to do, and to
own
...
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
...
FEAR OF CRITICISM, failure to create plans and to put
them into action, because of what other people will think, do, or
say
...
(See the Six Basic Fears in a later chapter)
...

The majority of people permit relatives, friends, and the public at
large to so influence them that they cannot live their own lives,
because they fear criticism
...

(Anyone who has submitted to this form of fear knows the
irreparable damage it does, by destroying ambition, self-reliance,
and the desire to achieve)
...

Countless numbers of men and women, both young and old,
permit relatives to wreck their lives in the name of DUTY, because
they fear criticism
...

People refuse to take chances in business, because they fear
the criticism which may follow if they fail
...

Too many people refuse to set high goals for themselves, or
even neglect selecting a career, because they fear the criticism of
relatives and “friends” who may say “Don’t aim so high, people will
think you are crazy
...
The
suggestion set up a goal for me, far out of proportion to any I had
ever conceived
...
Something inside of me said, “You can’t do it—the job
is too big, and requires too much time-what will your relatives think
of you ?—how will you earn a living?—no one has ever organized a
philosophy of success, what right have you to believe you can do
it?—who are you, anyway, to aim so high?— remember your
humble birth—what do you know about philosophy—people will
think you are crazy—(and they did)—why hasn’t some other person
done this before now?”
These, and many other questions flashed into my mind, and
demanded attention
...
Carnegie’s suggestion
...
Later in life, after having analyzed
thousands of people, I discovered that MOST IDEAS ARE STILLBORN, AND NEED THE BREATH OF LIFE INJECTED INTO THEM
THROUGH DEFINITE PLANS OF IMMEDIATE ACTION
...
Every minute it lives, gives
it a better chance of surviving
...

Many people believe that material success is the result of
favorable “breaks
...
It is the knowledge with
167

which favorable “breaks” can be made to order
...
C
...
Moreover,
he was past sixty, when many men consider themselves “old
...
In addition to his other troubles, he fell
and injured his neck
...
But Fields was PERSISTENT
...

Marie Dressler found herself down and out, with her money
gone, with no job, when she was about sixty
...
Her PERSISTENCE brought an
astounding triumph late in life, long beyond the age when most
men and women are done with ambition to achieve
...
With these, plus two
prominent eyes, he exploited himself back into an income of
$10,000 a week! Verily, if one has PERSISTENCE, one can get along
very well without many other qualities
...
” These come through the application of PERSISTENCE
...

Examine the first hundred people you meet, ask them what
they want most in life, and ninety eight of them will not be able to
tell you
...
Riches do not respond to
wishes
...

HOW TO DEVELOP PERSISTENCE
There are four simple steps which lead to the habit of
PERSISTENCE
...
The
necessary steps are:—
1
...

2
...

3
...

4
...

These four steps are essential for success in all walks of life
...

These are the steps by which one may control one’s economic
destiny
...

They are the steps that lead to riches, in small or great
quantities
...

They are the four steps which guarantee favorable “breaks
...

They lead, also, to the mastery of FEAR, DISCOURAGEMENT,
INDIFFERENCE
...
It is the privilege of writing one’s own ticket, and of
making Life yield whatever price is asked
...
Wallis Simpson’s great love for a man was not accidental,
nor the result of favorable “breaks” alone
...
Her first duty
was to love
...

She knew what she wanted, not after she met the Prince of
169

Wales, but long before that
...
“To thine own self be
true, and it must follow, as the night the day, thou canst not then
be false to any man
...

When you think of Wallis Simpson, think of one who knew
what she wanted, and shook the greatest empire on earth to get it
...

And what of King Edward? What lesson may we learn from his
part in the world’s greatest drama of recent times? Did he pay too
high a price for the affections of the woman of his choice?
Surely no one but he can give the correct answer
...
This much we know, the king came into the
world without his own consent
...
He was persistently sought in marriage;
politicians and statesmen throughout Europe tossed dowagers and
princesses at his feet
...
For more than forty years he was not a free agent, could not
live his life in his own way, had but little privacy, and finally
assumed duties inflicted upon him when he ascended the throne
...
”
The truth is that back of all the privileges of a crown, all the
money, the fame, and the power inherited by King Edward, there
was an emptiness which could be filled only by love
...
Long before he met Wallis
Simpson, he doubtless felt this great universal emotion tugging at
the strings of his heart, beating upon the door of his soul, and
crying out for expression
...
All the scandalmongers in the world cannot destroy the beauty of this international drama, through which two people found love, and had the
courage to face open criticism, renounce ALL ELSE to give it holy
expression
...
The decision also had a price, but who has the
right to say the price was too great? Surely not He who said, “He
among you who is without sin, let him cast the first stone
...
He could have followed the
custom of clandestine liaison which has prevailed in Europe for
centuries, without giving up either his throne, or the woman of his
choice, and there would have been NO COMPLAINT FROM EITHER
CHURCH OR LAITY
...
His love was clean
...
It represented the
one thing which, above ALL ELSE he truly DESIRED, therefore, he
took what he wanted, and paid the price demanded
...
A story in which Love
and not Hate would rule
...

“Blessed is the man who, from the blackest depths, can see
the luminous figure of LOVE, and seeing, sing; and singing, say:
‘Sweeter far than uttered lays are the thoughts I have of you
...
*Mrs
...

Most of the world will applaud the Duke of Windsor and Wallis
Simpson, because of their PERSISTENCE in searching until they
found life’s greatest reward
...

What mystical power gives to men of PERSISTENCE the
capacity to master difficulties? Does the quality of PERSISTENCE
set up in one’s mind some form of spiritual, mental or chemical
activity which gives one access to supernatural forces? Does Infinite
Intelligence throw itself on the side of the person who still fights on,
after the battle has been lost, with the whole world on the opposing
side?
These and many other similar questions have arisen in my
mind as I have observed men like Henry Ford, who started at
scratch, and built an Industrial Empire of huge proportions, with
little else in the way of a beginning but PERSISTENCE
...
Edison, who, with less than three months of schooling, became
the world’s leading inventor and converted PERSISTENCE into the
talking machine, the moving picture machine, and the incandescent
light, to say nothing of half a hundred other useful inventions
...
Edison and Mr
...

As one makes an impartial study of the prophets, philosophers,
“miracle” men, and religious leaders of the past, one is drawn to the
inevitable conclusion that PERSISTENCE, concentration of effort,
and DEFINITENESS OF PURPOSE, were the major sources of their
achievements
...
This brief review of
that book, by Thomas Sugrue, in the Herald-Tribune, will provide a
preview of the rare treat in store for those who take the time to read
the entire story of one of the most astounding examples of the
power of PERSISTENCE known to civilization
...

He was not a mystic; he had no formal schooling; he did not begin
his mission until he was forty
...
Children tripped him and women
threw filth upon him
...
When he had been preaching ten years he had
nothing to show for it but banishment, poverty and ridicule
...
That impetus was three-fold: the power of
words, the efficacy of prayer and man’s kinship with God
...
Mohammed was born to
impoverished members of a leading family of Mecca
...
Mohammed was thus nurtured, drawing strength and
health from the milk of nomad, vicarious mothers
...
He
traveled to all parts of the Eastern World, talked with many men of
diverse beliefs and observed the decline of Christianity into warring
sects
...
Her father would have objected to
such a marriage, so she got him drunk and held him up while he
gave the paternal blessing
...
Then he took
173

to wandering in the desert, and one day he returned with the first
verse of the Koran and told Khadija that the archangel Gabriel had
appeared to him and said that he was to be the Messenger of God
...
He had not been a poet; he had no
gift of words
...
This, to the Arabs,
was a miracle
...
In addition the Koran said that all men were
equal before God, that the world should be a democratic state—
Islam
...
The idols brought the desert tribes
to Mecca, and that meant trade
...
Then
he retreated to the desert and demanded sovereignty over the world
...
Out of the desert came a flame which
would not be extinguished—a democratic army fighting as a unit
and prepared to die without wincing
...
He was calling all who believed in one God to join in a
single faith
...
They didn’t
...
When the
armies of the prophet entered Jerusalem not a single person was
killed because of his faith
...

But the Christians did accept one Moslem idea—the place of
learning, the university
...

PLANS are inert and useless, without sufficient POWER to
translate them into ACTION
...

POWER may be defined as “organized and intelligently directed
KNOWLEDGE
...
ORGANIZED effort is
produced through the coordination of effort of two or more people,
who work toward a DEFINITE end, in a spirit of harmony
...
If power is
“organized knowledge,” let us examine the sources of knowledge:
a
...
This source of knowledge may
be contacted through the procedure described in another
chapter, with the aid of Creative Imagination
...
ACCUMULATED
EXPERIENCE
...
An important part of this accumulated experience
is taught in public schools and colleges, where it has been
classified and organized
...
EXPERIMENT AND RESEARCH
...
This is the source to
which one must turn when knowledge is not available through
“accumulated experience
...

175

Knowledge may be acquired from any of the foregoing sources
...

Examination of the three major sources of knowledge will
readily disclose the difficulty an individual would have, if he
depended upon his efforts alone, in assembling knowledge and
expressing it through definite plans in terms of ACTION
...

GAINING POWER THROUGH THE ‘‘MASTER MIND”
The “Master Mind” may be defined as: “Coordination of
knowledge and effort, in a spirit of harmony, between two or more
people, for the attainment of a definite purpose
...
” In a preceding chapter, instructions were given
for the creation of PLANS for the purpose of translating DESIRE
into its monetary equivalent
...

So you may better understand the “intangible” potentialities of
power available to you, through a properly chosen “Master Mind”
group, we will here explain the two characteristics of the Master
Mind principle, one of which is economic in nature, and the other
psychic
...
Economic advantages
may be created by any person who surrounds himself with the
advice, counsel, and personal cooperation of a group of men who
are willing to lend him wholehearted aid, in a spirit of PERFECT
HARMONY
...
Your understanding of this great truth
may definitely determine your financial status
...
You may catch a significant suggestion from this statement: “No two minds ever come together
without, thereby, creating a third, invisible, intangible force which
176

may be likened to a third mind
...
It is a well known fact
that matter may be broken down into units of molecules, atoms,
and electrons
...

Likewise, there are units of energy
...
When the minds of two people are coordinated in a
SPIRIT OF HARMONY, the spiritual units of energy of each mind
form an affinity, which constitutes the “psychic” phase of the
Master Mind
...
Discovery of this principle was responsible for the
choice of my life’s work
...
Carnegie’s Master Mind group consisted of a staff of
approximately fifty men, with whom he surrounded himself, for the
DEFINITE PURPOSE of manufacturing and marketing steel
...
”
Analyze the record of any man who has accumulated a great
fortune, and many of those who have accumulated modest fortunes,
and you will find that they have either consciously, or
unconsciously employed the “Master Mind” principle
...
Through a
process which only Nature completely understands, she translates
energy into matter
...
It absorbs energy from the ether, which permeates every
atom of matter, and fills the entire universe
...
It is also a well known
fact that an individual battery will provide energy in proportion to
the number and capacity of the cells it contains
...
This accounts for the
fact that some brains are more efficient than others, and leads to
this significant statement—a group of brains coordinated (or connected) in a spirit of harmony, will provide more thought-energy
than a single brain, just as a group of electric batteries will provide
more energy than a single battery
...

There follows, now, another statement which will lead still
nearer to an understanding of the psychic phase of the Master Mind
principle: When a group of individual brains are coordinated and
function in Harmony, the increased energy created through that
alliance, becomes available to every individual brain in the group
...
It is
an equally well known fact that, within the inconceivably short
period of ten years, Mr
...
Connect with this fact, the additional knowledge
that Mr
...
Edison, and you will
begin to understand what the influence of one mind upon another
can accomplish
...

Ford’s most outstanding achievements began from the time that he
formed the acquaintances of Harvey Firestone, John Burroughs,
and Luther Burbank, (each a man of great brain capacity), and you
will have further evidence that POWER may be produced through
friendly alliance of minds
...
The question of
his wealth needs no discussion
...
Ford’s intimate personal friends, some of whom have already been mentioned, and you
will be prepared to understand the following statement:— “Men take
on the nature and the habits and the POWER OF THOUGHT of
those with whom they associate in a spirit of sympathy and
harmony
...
Through his association with Edison,
178

Burbank, Burroughs, and Firestone, Mr
...
Moreover, he appropriated, and made use of the Master Mind principle through the
methods of procedure described in this book
...
Perhaps the
majority of those who have heard of Gandhi, look upon him as
merely an eccentric little man, who goes around without formal
wearing apparel, and makes trouble for the British Government
...

(Estimated by the number of his followers and their faith in
their leader
...
His power is passive, but it is real
...
It may be explained in a few words
...

In brief, Gandhi has accomplished a MIRACLE, for it is a
miracle when two hundred million people can be induced—not
forced—to cooperate in a spirit of HARMONY, for a limitless time
...

Every man who manages a business knows what a difficult
matter it is to get employees to work together in a spirit even
remotely resembling HARMONY
...

When two or more people coordinate in a spirit of HARMONY, and
work toward a definite objective, they place themselves in position,
through that alliance, to absorb power directly from the great
universal storehouse of Infinite Intelligence
...
It is the source to which the genius turns
...

The other two major sources from which the knowledge,
necessary for the accumulation of POWER, may be obtained are no
more reliable than the five senses of man
...
Infinite Intelligence DOES NOT ERR
...

This is not a course on religion
...
This book has been confined, exclusively, to instructing the
reader how to transmute the DEFINITE PURPOSE OF DESIRE FOR
MONEY, into its monetary equivalent
...
Soon, the entire
subject will unfold, and you will see it in perspective
...

Money is as shy and elusive as the “old time” maiden
...
And,
coincidental as it is, the POWER used in the “wooing” of money is
not greatly different from that used in wooing a maiden
...
It must be mixed with DESIRE
...
It must be applied through a plan, and that
plan must be set into ACTION
...
There exists a great unseen stream of POWER, which may be
compared to a river; except that one side flows in one direction,
carrying all who get into that side of the stream, onward and
upward to WEALTH—and the other side flows in the opposite
direction, carrying all who are unfortunate enough to get into it
(and not able to extricate themselves from it), downward to misery
and POVERTY
...
It consists of one’s
THINKING PROCESS
...
The negative
emotions form the side which carries one down to poverty
...

If you are in the side of the stream of POWER which leads to
180

poverty, this may serve as an oar, by which you may propel yourself
over into the other side of the stream
...
Merely reading, and passing judgment
on it, either one way or another, will in no way benefit you
...
The Wall Street
crash of ‘29 swept millions of people from the positive to the
negative side of the stream
...
This book was written especially for those millions
...
The Crash taught the
world this truth, although the world will not long remember the
lesson
...
When riches take the place of poverty, the change is
usually brought about through well conceived and carefully
executed PLANS
...
It needs no one to aid it,
because it is bold and ruthless
...
They
have to be “attracted
...


181

CHAPTER 11

THE MYSTERY OF SEX
TRANSMUTATION
The Tenth Step toward Riches
The meaning of the word “transmute” is, in simple language,
“the changing, or transferring of one element, or form of energy, into
another
...

Because of ignorance on the subject, this state of mind is
generally associated with the physical, and because of improper
influences, to which most people have been subjected, in acquiring
knowledge of sex, things essentially physical have highly biased the
mind
...
The perpetuation of mankind
...
The maintenance of health, (as a therapeutic agency, it
has no equal)
...
The transformation of mediocrity into genius through
transmutation
...
It means the
switching of the mind from thoughts of physical expression, to
thoughts of some other nature
...
When driven
by this desire, men develop keenness of imagination, courage, willpower, persistence, and creative ability unknown to them at other
times
...
When
harnessed, and redirected along other lines, this motivating force
maintains all of its attributes of keenness of imagination, courage,
etc
...

The transmutation of sex energy calls for the exercise of willpower, to be sure, but the reward is worth the effort
...
The desire cannot, and
should not be submerged or eliminated
...
If not given this form of outlet, through
transmutation, it will seek outlets through purely physical
channels
...
The same is true of the emotion of
sex
...
If it is not
transmuted into some creative effort it will find a less worthy outlet
...

Scientific research has disclosed these significant facts:
1
...

2
...

The research from which these astounding discoveries were
made, went back through the pages of biography and history for
more than two thousand years
...

The emotion of sex is an “irresistible force,” against which there
can be no such opposition as an “immovable body
...

Understand this truth, and you will catch the significance of the
statement that sex transmutation will lift one to the status of a
genius
...

Destroy the sex glands, whether in man or beast, and you have
removed the major source of action
...
A bull becomes
as docile as a cow after it has been altered sexually
...
Sex alteration of the female has the same effect
...
The stimuli to which the
mind responds most freely are:—
1
...

3
...

5
...

6
...

7
...

8
...
Fear
10
...

The desire for sex expression comes at the head of the list of
stimuli, which most effectively “stepup” the vibrations of the mind
and start the “wheels” of physical action
...
Two are destructive
...
From this study, it
will be readily seen that the emotion of sex is, by great odds, the
most intense and powerful of all mind stimuli
...
Let us find out what constitutes a genius
...
” A better definition of a genius is, “a man who has discovered how to increase the vibrations of thought to the point where
184

he can freely communicate with sources of knowledge not available
through the ordinary rate of vibration of thought
...
The first question will be, “How
may one communicate with sources of knowledge which are not
available through the ORDINARY rate of vibration of thought?”
The next question will be, “Are there known sources of
knowledge which are available only to genii, and if so, WHAT ARE
THESE SOURCES, and exactly how may they be reached?”
We shall offer proof of the soundness of some of the more
important statements made in this book—or at least we shall offer
evidence through which you may secure your own proof through
experimentation, and in doing so, we shall answer both of these
questions
...

This sixth sense is “Creative Imagination
...
A relatively small number of people use, WITH
DELIBERATION AND PURPOSE AFORETHOUGHT, the faculty of
creative imagination
...

The faculty of creative imagination is the direct link between
the finite mind of man and Infinite Intelligence
...

When ideas or concepts flash into one’s mind, through what is
popularly called a “hunch,” they come from one or more of the
following sources:—
1
...
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 other person’s subconscious storehouse
...

The creative imagination functions best when the mind is
vibrating (due to some form of mind stimulation) at an exceedingly
high rate
...

When brain action has been stimulated, through one or more of
the ten mind stimulants, it has the effect of lifting the individual far
above the horizon of ordinary thought, and permits him to envision
distance, scope, and quality of THOUGHTS not available on the
lower plane, such as that occupied while one is engaged in the
solution of the problems of business and professional routine
...
Moreover, while on this higher level of
thought, the individual is not hampered or bound by any of the
stimuli which circumscribe and limit his vision while wrestling with
the problems of gaining the three basic necessities of food, clothing,
and shelter
...

While on this exalted plane of THOUGHT, the creative faculty of
the mind is given freedom for action
...
The
“sixth sense” is the faculty which marks the difference between a
genius and an ordinary individual
...
This
faculty can be cultivated and developed only through use
...

The great artists, writers, musicians, and poets become great,
because they acquire the habit of relying upon the “still small voice”
which speaks from within, through the faculty of creative imagination
...
”
There is a great orator who does not attain to greatness, until
he closes his eyes and begins to rely entirely upon the faculty of
Creative Imagination
...
”
One of America’s most successful and best known financiers
followed the habit of closing his eyes for two or three minutes before
making a decision
...
”
The late Dr
...
Gates, of Chevy Chase, Maryland, created
more than 200 useful patents, many of them basic, through the
process of cultivating and using the creative faculty
...
Gates, unquestionably
belonged
...
Gates was one of the really great, though less
publicized scientists of the world
...
” It was practically sound proof, and so
arranged that all light could be shut out
...
In front of the
table, on the wall, was an electric pushbutton, which controlled the
lights
...
Gates desired to draw upon the forces available to
him through his Creative Imagination, he would go into this room,
seat himself at the table, shut off the lights, and CONCENTRATE
upon the KNOWN factors of the invention on which he was working,
remaining in that position until ideas began to “flash” into his mind
in connection with the UNKNOWN factors of the invention
...
When the thoughts stopped flowing,
and he examined his notes, he found they contained a minute
description of principles which bad not a parallel among the known
data of the scientific world
...
In this manner Dr
...
Evidence of the truth of this statement is in the United
States Patent Office
...
Gates earned his living by “sitting for ideas” for individuals
and corporations
...
”
The reasoning faculty is often faulty, because it is largely
guided by one’s accumulated experience
...
Ideas received
through the creative faculty are much more reliable, for the reason
that they come from sources more reliable than any which are
available to the reasoning faculty of the mind
...
The scientific inventor (such as Mr
...
Gates), makes use of both the synthetic and the creative
faculties of imagination
...
If he finds this accumulated
knowledge to be insufficient for the completion of his invention, he
then draws upon the sources of knowledge available to him through
his creative faculty
...

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
...

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
...

Sometimes the results are both definite and immediate
...

Mr
...
His experience was similar when
he produced the talking machine
...
This evidence is available through accurate
analysis of men who have become leaders in their respective callings, without having had extensive educations
...
He discovered, and began to use this faculty as the result of the
stimulation of love which he experienced after he met Anne
Rutledge, a statement of the highest significance, in connection
with the study of the source of genius
...
Napoleon Bonaparte was one of these
...
When his “better judgment” or reasoning faculty
prompted him to put Josephine aside, he began to decline
...
Helena were not far distant
...

Napoleon was not the only man to discover that sex influence, from
the right source, is more powerful than any substitute of expediency,
which may be created by mere reason
...
When harnessed and transmuted, this driving force is
capable of lifting men into that higher sphere of thought which
enables them to master the sources of worry and petty annoyance
which beset their pathway on the lower plane
...
Others
189

have accepted the experience of sex urge, without discovering one of
its major potentialities—a fact which accounts for the great number
of “others” as compared to the limited number of genii
...
The
genius which was their’s, undoubtedly found its source of power in
transmuted sex energy:
GEORGE WASHINGTON
NAPOLEON BONAPARTE
WILLIAM SHAKESPEARE
ABRAHAM LINCOLN
RALPH WALDO EMERSON
ROBERT BURNS
THOMAS JEFFERSON
ELBERT HUBBARD
ELBERT H
...
PATTERSON
ANDREW JACKSON
ENRICO CARUSO
Your own knowledge of biography will enable you to add to this
list
...

If you do not wish to rely upon biographies of men not now
living, take inventory of those whom you know to be men of great
achievement, and see if you can find one among them who is not
highly sexed
...
There never has
been, and never will be a great leader, builder, or artist lacking in
this driving force of sex
...
Chief among the stimuli with which this “stepping up”
of the vibrations may be produced is sex energy
...
The
energy must be transmuted from desire for physical contact, into
some other form of desire and action, before it will lift one to the
status of a genius
...

WHY MEN SELDOM SUCCEED BEFORE FORTY
I discovered, from the analysis of over 25,000 people, that men
who succeed in an outstanding way, seldom do so before the age of
forty, and more often they do not strike their real pace until they
are well beyond the age of fifty
...

This study disclosed the fact that the major reason why the
majority of men who succeed do not begin to do so before the age of
forty to fifty, is their tendency to DISSIPATE their energies through
over indulgence in physical expression of the emotion of sex
...
The majority of those who make this discovery,
do so after having wasted many years at a period when the sex
energy is at its height, prior to the age of forty-five to fifty
...

The lives of many men up to, and sometimes well past the age
of forty, reflect a continued dissipation of energies, which could
have been more profitably turned into better channels
...
Out
of this habit of the male, grew the term, “sowing his wild oats
...

One of America’s most able business men frankly admitted that
his attractive secretary was responsible for most of the plans he
created
...

One of the most successful men in America owes most of his
success to the influence of a very charming young woman, who has
served as his source of inspiration for more than twelve years
...

History is not lacking in examples of men who attained to the
status of genii, as the result of the use of artificial mind stimulants
in the form of alcohol and narcotics
...
” James Whitcomb Riley did his
best writing while under the influence of alcohol
...
” Robert
Burns wrote best when intoxicated, “For Auld Lang Syne, my dear,
we’ll take a cup of kindness yet, for Auld Lang Syne
...
Nature has prepared her own potions with
which men may safely stimulate their minds so they vibrate on a
plane that enables them to tune in to fine and rare thoughts which
come from—no man knows where! No satisfactory substitute for
Nature’s stimulants has ever been found
...

The world is ruled, and the destiny of civilization is established,
by the human emotions
...
” The creative faculty of the mind
is set into action entirely by emotions, and not by cold reason
...
There are other
mind stimulants, some of which have been listed, but no one of
them, nor all of them combined, can equal the driving power of sex
...
The ten major
stimulants, described, are those most commonly resorted to
...
-finite
Intelligence, or enter, at will, the storehouse of the subconscious
192

mind, either one’s own, or that of another person, a procedure
which is all there is of genius
...
The explanation
is, that the factor of personality known as “personal magnetism” is
nothing more nor less than sex energy
...
Through cultivation and understanding, this vital force may be drawn upon and used to great
advantage in the relationships between people
...
The hand-shake
...

2
...
Magnetism, or sex energy, is the factor with
which the voice may be colored, or made musical and charming
...
Posture and carriage of the body
...

4
...
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
...
Body adornment
...
They usually select
clothing of a style becoming to their personality, physique, complexion, etc
...
People who lack sex energy will never become
enthusiastic nor inspire others with enthusiasm, and enthusiasm is
one of the most important requisites in salesmanship, no matter
what one is selling
...
Couple with this the fact, that most people can
be influenced only through an appeal to their emotions, and you
will understand the importance of sex energy as a part of the
salesman’s native ability
...

The salesman who knows how to take his mind off the subject
of sex, and direct it in sales effort with as much enthusiasm and
determination as he would apply to its original purpose, has
acquired the art of sex transmutation, whether he knows it or not
...

Transmutation of sex energy calls for more will power than the
average person cares to use for this purpose
...
Though this requires will-power, the
reward for the practice is more than worth the effort
...
The urge of sex has
been grossly misunderstood, slandered, and burlesqued by the
ignorant and the evil minded, for so long that the very word sex is
seldom used in polite society
...
Instead of
being called blessed, they are usually called cursed
...
These statements, of the
virtue of sex energy, should not be construed as justification for the
libertine
...
It may be misused, and often
is, to such an extent that it debases, instead of enriches, both body
and mind
...

It seemed quite significant to the author, when he made the
discovery that practically every great leader, whom he had the
privilege of analyzing, was a man whose achievements were largely
inspired by a woman
...
In a few instances, the source of inspiration has
been traced to the “other woman
...

Intemperance in sex habits is just as detrimental as
194

intemperance in habits of drinking and eating
...
This orgy of indulgence may account for
the shortage of great leaders
...
Man is the only
creature on earth which violates Nature’s purpose in this
connection
...
Every other animal responds to the call of sex only in
“season
...
”
Every intelligent person knows that stimulation in excess,
through alcoholic drink and narcotics, is a form of intemperance
which destroys the vital organs of the body, including the brain
...

A sex-mad man is not essentially different than a dope-mad
man! Both have lost control over their faculties of reason and willpower
...
Many cases of hypochondria (imaginary illness) grow out
of habits developed in ignorance of the true function of sex
...

Widespread ignorance on the subject of sex is due to the fact
that the subject has been surrounded with mystery and beclouded
by dark silence
...
The result has been increased curiosity, and desire
to acquire more knowledge on this “verboten” subject; and to the
shame of all lawmakers, and most physicians—by training best
qualified to educate youth on that subject-information has not been
easily available
...
The average man
reaches the period of his greatest capacity to create between forty
and sixty
...
They should
195

be encouraging to those who fail to arrive before the age of forty,
and to those who become frightened at the approach of “old age,”
around the forty-year mark
...
Man should approach this age, not with
fear and trembling, but with hope and eager anticipation
...

Henry Ford had not “hit his pace” of achievement until he had
passed the age of forty
...
James J
...
His stupendous
achievements took place after that age
...

Between the ages of thirty and forty, man begins to learn (if he
ever learns), the art of sex transmutation
...
He may observe
that his powers of achievement have increased around the age of
thirty-five to forty, but in most cases, he is not familiar with the
cause of this change; that Nature begins to harmonize the emotions
of love and sex in the individual, between the ages of thirty and
forty, so that he may draw upon these great forces, and apply them
jointly as stimuli to action
...
When the emotion of love
begins to mix itself with the emotion of sex, the result is calmness
of purpose, poise, accuracy of judgment, and balance
...
When driven by his desire to please a
woman, based upon the motive of sex alone, a man may steal,
cheat, and even commit murder
...

196

Criminologists have discovered that the most hardened
criminals can be reformed through the influence of a woman’s love
...
These facts are well known, but their
cause is not
...

Reformation means, “a change of heart
...
” A man may, because of reason, make certain changes in
his personal conduct to avoid the consequences of undesirable
effects, but GENUINE REFORMATION comes only through a change
of heart-through a DESIRE to change
...
Love is the emotion which
serves as a safety valve, and insures balance, poise, and
constructive effort
...
There are genii, however, who know
but little of the emotion of love
...
If good taste would permit,
a dozen genii could be named in the field of industry and finance,
who ride ruthlessly over the rights of their fellow men
...
The reader can easily supply his own
list of such men
...
Nature has provided man with
a “chemistry of the mind” which operates in a manner similar to the
principles of chemistry of matter
...
The emotions may,
likewise, be combined so as to create a deadly poison
...

The presence of any one or more of the destructive emotions in
the human mind, through the chemistry of the mind, sets up a
poison which may destroy one’s sense of justice and fairness
...

The road to genius consists of the development, control, and
use of sex, love, and romance
...
The mind is a creature of habit
...
Through the faculty of willpower, one may discourage the presence of any emotion, and
encourage the presence of any other
...
Control comes from persistence,
and habit
...
When any negative emotion presents itself in one’s
mind, it can be transmuted into a positive, or constructive emotion,
by the simple procedure of changing one’s thoughts
...
This is worthy of
analysis, thought, and meditation, for it states a truth, the
knowledge of which may be helpful to women as well as men
...

The emotions of love and sex leave their unmistakable marks
upon the features
...
The man who is driven by the storm of
passion, based upon sex desires alone, plainly advertises that fact
to the entire world, by the expression of his eyes, and the lines of
his face
...
No character
analyst is needed to tell you this— you may observe it for yourself
...
It leaves its impress upon one’s very
soul, even after the fire has been subdued by time and circumstance
...
They linger, guide, and influence
long after the source of stimulation has faded
...
Every person, who has been moved by GENUINE LOVE,
knows that it leaves enduring traces upon the human heart
...
The man
who cannot be stimulated to great heights of achievement by love, is
hopeless-he is dead, though he may seem to live
...
The major force of love may spend itself and
pass away, like a fire which has burned itself out, but it leaves behind indelible marks as evidence that it passed that way
...

Go back into your yesterdays, at times, and bathe your mind in
the beautiful memories of past love
...
It will give you a source of
escape from the unpleasant realities of life, and maybe—who
knows?—your mind will yield to you, during this temporary retreat
into the world of fantasy, ideas, or plans which may change the
entire financial or spiritual status of your life
...
One who has loved truly, can never
lose entirely
...
Its nature is
ephemeral, and transitory
...
Accept and enjoy it while it remains, but spend no
time worrying about its departure
...

Dismiss, also, the thought that love never comes but once
...
There may be,
and there usually is, one love experience which leaves a deeper
imprint on the heart than all the others, but all love experiences are
beneficial, except to the person who becomes resentful and cynical
when love makes its departure
...
The major difference is that love is spiritual, while sex
is biological
...

Love is, without question, life’s greatest experience
...
When mixed with the
emotions of romance and sex, it may lead one far up the ladder of
creative effort
...
Nature creates
genii through no other force
...
The
love which one feels for parents, or children is quite different from
that which one feels for one’s sweetheart
...

The love which one feels in true friendship is not the same as
that felt for one’s sweetheart, parents, or children, but it, too, is a
form of love
...
But the most intense and burning
of all these various kinds of love, is that experienced in the blending
of the emotions of love and sex
...
Love, alone, will
not bring happiness in marriage, nor will sex alone
...

When the emotion of romance is added to those of love and sex,
the obstructions between the finite mind of man and Infinite
Intelligence are removed
...
Here is an interpretation of the emotion
which lifts it out of the commonplace, and makes of it potter’s clay
in the hands of God, from which He fashions all that is beautiful
and inspiring
...
The disharmonies often expressed in the form of
nagging, may usually be traced to lack of knowledge on the subject
of sex
...

Fortunate is the husband whose wife understands the true
relationship between the emotions of love, sex, and romance
...

It is a very old saying that “a man’s wife may either make him
or break him,” but the reason is not always understood
...

Despite the fact that men are polygamous, by the very nature of
their biological inheritance, it is true that no woman has as great an
200

influence on a man as his wife, unless he is married to a woman
totally unsuited to his nature
...
This statement presupposes, of
course, that genuine love once existed between a man and his wife
...

Married people often bicker over a multitude of trivialities
...

Man’s greatest motivating force is his desire to please woman!
The hunter who excelled during prehistoric days, before the dawn of
civilization, did so, because of his desire to appear great in the eyes
of woman
...
The
“hunter” of today brings home no skins of wild animals, but he
indicates his desire for her favor by supplying fine clothes, motor
cars, and wealth
...
The only thing that has
changed, is his method of pleasing
...

Take women out of their lives, and great wealth would be
useless to most men
...

The woman who understands man’s nature and tactfully caters
to it, need have no fear of competition from other women
...

Most men will not admit that they are easily influenced by the
women they prefer, because it is in the nature of the male to want
to be recognized as the stronger of the species
...

Some men know that they are being influenced by the women
of their choice—their wives, sweethearts, mothers or sisters—but
they tactfully refrain from rebelling against the influence because
they are intelligent enough to know that NO MAN IS HAPPY OR
COMPLETE WITHOUT THE MODIFYING INFLUENCE OF THE
RIGHT WOMAN
...


202

CHAPTER 12

THE SUBCONSCIOUS
MIND
THE CONNECTING LINK
The Eleventh Step toward Riches
THE SUBCONSCIOUS MIND consists of a field of
consciousness, in which every impulse of thought that reaches the
objective mind through any of the five senses, is classified and
recorded, and from which thoughts may be recalled or withdrawn
as letters may be taken from a filing cabinet
...
You may VOLUNTARILY plant in your subconscious
mind any plan, thought, or purpose which you desire to translate
into its physical or monetary equivalent
...

Consider this in connection with the instructions given in the
chapter on DESIRE, for taking the six steps there outlined, and the
instructions given in the chapter on the building and execution of
plans, and you will understand the importance of the thought
conveyed
...

Through a method of procedure, unknown to man, the
subconscious mind draws upon the forces of Infinite Intelligence for
the power with which it voluntarily transmutes one’s desires into
their physical equivalent, making use, always of the most practical
media by which this end may be accomplished
...
Read, again, instructions
for using the subconscious mind, in the chapter on autosuggestion
...
It is the intermediary through which
one may draw upon the forces of Infinite Intelligence at will
...
It, alone, is the
medium through which prayer may be transmitted to the source
capable of answering prayer
...
They inspire
one with awe
...
The very fact that the subconscious mind is the
medium of communication between the thinking mind of man and
Infinite Intelligence is, of itself, a thought which almost paralyzes
one’s reason
...
You will also
understand why you have been repeatedly admonished to MAKE
YOUR DESIRES CLEAR, AND TO REDUCE THEM TO WRITING
...

The thirteen principles are the stimuli with which you acquire
the ability to reach, and to influence your subconscious mind
...
Remember that the subconscious mind may be voluntarily
directed only through habit, under the directions given in the
chapter on FAITH
...
Be
patient
...

A good many statements in the chapters on faith and autosuggestion will be repeated here, for the benefit of YOUR
subconscious mind
...
This,
naturally, suggests to you that thoughts of fear and poverty, and all
negative thoughts serve as stimuli to your subconscious mind,
unless, you master these impulses and give it more desirable food
upon which it may feed
...
We have already
204

explained that thought impulses, both negative and positive are
reaching the subconscious mind continuously, from the four
sources which were mentioned in the chapter on Sex
Transmutation
...

Some of these impulses are negative, some are positive
...

When you achieve this, you will possess the key which unlocks
the door to your subconscious mind
...

Everything which man creates, BEGINS in the form of a
thought impulse
...
Through the aid of the imagination, thought
impulses may be assembled into plans
...

All thought impulses, intended for transmutation into their
physical equivalent, voluntarily planted in the subconscious mind,
must pass through the imagination, and be mixed with faith
...

From these statements, you will readily observe that voluntary
use of the subconscious mind calls for coordination and application
of all the principles
...

They follow the law of the universe—
Each thing creates its kind,
And they speed O’er the track to bring you back
205

Whatever went out from your mind
...
Wilcox understood the truth, that thoughts which go out
from one’s mind, also imbed themselves deeply in one’s
subconscious mind, where they serve as a magnet, pattern, or
blueprint by which the subconscious mind is influenced while
translating them into their physical equivalent
...

The subconscious mind is more susceptible to influence by
impulses of thought mixed with “feeling” or emotion, than by those
originating solely in the reasoning portion of the mind
...

It is a well known fact that emotion or feeling, rules the majority of
people
...
There are seven major
positive emotions, and seven major negative emotions
...
The positives
must be injected, through the principle of auto-suggestion, into the
thought impulses which an individual wishes to pass on to his
subconscious mind
...
)
These emotions, or feeling impulses, may be likened to yeast in
a loaf of bread, because they constitute the ACTION element, which
transforms thought impulses from the passive to the active state
...
”
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
...
” You must speak
its language, or it will not heed your call
...
Let us, therefore describe here the
seven major positive emotions, and the seven major negative
206

emotions, so that you may draw upon the positives, and avoid the
negatives, when giving instructions to your subconscious mind
...

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
...
One does not
become money conscious by filling one’s mind with negative
emotions
...
One or the other must dominate
...
Here the law of HABIT will come to your aid
...

Only by following these instructions literally, and continuously,
can you gain control over your subconscious mind
...

If you are an observing person, you must have noticed that
most people resort to prayer ONLY after everything else has
FAILED! Or else they pray by a ritual of meaningless words
...

Likewise, that is the emotion which Infinite Intelligence receives,
and ACTS UPON
...

Prayer does, sometimes, result in the realization of that for
which one prays
...

The time will come when the schools and educational
institutions of the country will teach the “science of prayer
...

When that time comes, (it will come as soon as mankind is ready for
it, and demands it), no one will approach the Universal Mind in a
state of fear, for the very good reason that there will be no such
emotion as fear
...
A few have already attained this
blessing
...
Less than a hundred years ago, men
believed the lightning to be evidence of the wrath of God, and feared
it
...
Much less than a
hundred years ago, men believed the space between the planets to
be nothing but a great void, a stretch of dead nothingness
...
Moreover, men know that this
living, pulsating, vibratory energy which permeates every atom of
matter, and fills every niche of space, connects every human brain
with every other human brain
...
The communication costs nothing except
Patience, Faith, Persistence, Understanding, and a SINCERE
DESIRE to communicate
...
Paid prayers are worthless
...
You either go direct, or you
do not communicate
...
Thoughts which you wish to
communicate to Infinite Intelligence, must undergo transformation,
such as can be given only through your own subconscious mind
...
If you understand the working
principle of radio, you of course, know that sound cannot be
communicated through the ether until it has been “stepped up,” or
changed into a rate of vibration which the human ear cannot detect
...
Only in this way, can the vibration of sound be
communicated through the ether
...

The subconscious mind is the intermediary, which translates
one’s prayers into terms which Infinite Intelligence can recognize,
presents the message, and brings back the answer in the form of a
definite plan or idea for procuring the object of the prayer
...

Before your prayer will reach Infinite Intelligence (a statement
of the author’s theory only), it probably is transformed from its
original thought vibration into terms of spiritual vibration
...
FAITH and FEAR make poor bedfellows
...


210

CHAPTER 13

THE BRAIN
A BROADCASTING AND RECEIVING
STATION FOR THOUGHT
The Twelfth Step toward Riches
MORE than twenty years ago, the author, working in
conjunction with the late Dr
...
Elmer
R
...

Through the medium of the ether, in a fashion similar to that
employed by the radio broadcasting principle, every human brain is
capable of picking up vibrations of thought which are being released
by other brains
...
The Creative Imagination
is the “receiving set” of the brain, which receives thoughts, released
by the brains of others
...

When stimulated, or “stepped up” to a high rate of vibration,
the mind becomes more receptive to the vibration of thought which
reaches it through the ether from outside sources
...
Through the emotions, the vibrations of thought
may be increased
...

Thought is energy travelling at an exceedingly high rate of vibration
...

The emotion of sex stands at the head of the list of human
emotions, as far as intensity and driving force are concerned
...

The result of sex transmutation, is the increase of the rate of
vibration of thoughts to such a pitch that the Creative Imagination
becomes highly receptive to ideas, which it picks up from the ether
...

Thus, you will see that the broadcasting principle is the factor
through which you mix feeling, or emotion with your thoughts and
pass them on to your subconscious mind
...
The Creative
Imagination is the “receiving set,” through which the vibrations of
thought are picked up from the ether
...

Through the instructions described in the chapter on autosuggestion, you were definitely informed of the method by which
DESIRE may be transmuted into its monetary equivalent
...
You have but three principles to
bear in mind, and to apply, when you wish to use your
broadcasting station—the SUBCONSCIOUS MIND, CREATIVE
IMAGINATION, and AUTO-SUGGESTION
...

THE GREATEST FORCES ARE “INTANGIBLE”
The depression brought the world to the very border-line of
understanding of the forces which are intangible and unseen
...

We are now entering the most marvelous of all ages—an age
which will teach us something of the intangible forces of the world
about us
...

Sometimes men speak lightly of the intangibles— the things
which they cannot perceive through any of their five senses, and
when we hear them, it should remind us that all of us are controlled
by forces which are unseen and intangible
...
Man has not the capacity to understand the intangible force
of gravity, which keeps this little earth suspended in mid-air, and
keeps man from falling from it, much less the power to control that
force
...
He does not
understand the intangible force (and intelligence) wrapped up in the
soil of the earth—the force which provides him with every morsel of
food he eats, every article of clothing he wears, every dollar he
carries in his pockets
...
He knows but little
concerning the physical brain, and its vast network of intricate
machinery through which the power of thought is translated into its
material equivalent, but he is now entering an age which shall yield
enlightenment on the subject
...

“The figure is so stupendous,” said Dr
...
Judson Herrick, of
the University of Chicago, “that astronomical figures dealing with
hundreds of millions of light years, become insignificant by
comparison
...
These
arrangements are not haphazard
...
Recently
developed methods of electro-physiology draw off action currents
from very precisely located cells, or fibers with micro-electrodes,
amplify them with radio tubes, and record potential differences to a
millionth of a volt
...
Is it not likely that the same system, which gives
billions of brain cells the media for communication one with
another, provides, also the means of communication with other
intangible forces?
After this book had been written, just before the manuscript
went to the publisher, there appeared in the New York Times, an
editorial showing that at least one great University, and one
intelligent investigator in the field of mental phenomena, are
carrying on an organized research through which conclusions have
been reached that parallel many of those described in this and the
following chapter
...
Rhine, and his associates at Duke University, viz:— “What is
‘Telepathy’?
“A month ago we cited on this page some of the remarkable
results achieved by Professor Rhine and his associates in Duke
University from more than a hundred thousand tests to determine
the existence of ‘telepathy’ and ‘clairvoyance
...
In the
second which has now appeared, the author, E
...
Wright, attempts
to summarize what has been learned, or what it seems reasonable
to infer, regarding the exact nature of these ‘extrasensory’ modes of
perception
...
Various percipients were asked to name as many
cards in a special pack as they could without looking at them and
without other sensory access to them
...
’
“But how did they do them? These powers, assuming that they
exist, do not seem to be sensory
...

The experiments worked just as well at distances of several
hundred miles as they did in the same room
...
Wright’s opinion, of the attempt to explain telepathy
or clairvoyance through any physical theory of radiation
...
Telepathy and clairvoyance do not
...

Contrary to widespread opinion, they do not improve when the
percipient is asleep or half-asleep, but, on the contrary, when he is
most wide-awake and alert
...
The most reliable performer apparently cannot make
a good score unless he tries to do his best
...

That is, the faculty that ‘sees’ a card face down on a table seems to
be exactly the same one that ‘reads’ a thought residing only in
another mind
...
So far,
for example, the two gifts have been found in every person who
enjoys either of them
...
Screens, walls, distances, have no effect at all
on either
...
The
reader is not asked to accept any of these conclusions unless he
finds it necessary, but the evidence that Rhine has piled up must
remain impressive
...
Rhine’s announcement in connection with the
conditions under which the mind responds to what he terms
“extra—sensory modes of perception, I now feel privileged to add to
215

his testimony by stating that my associates and I have discovered
what we believe to be the ideal conditions under which the mind
can be stimulated so that the sixth sense described in the next
chapter, can be made to function in a practical way
...
Through
experimentation and practice, we have discovered how to stimulate
our minds (by applying the principle used in connection with the
“Invisible Counselors” described in the next chapter) so that we can,
by a process of blending our three minds into one, find the solution
to a great variety of personal problems which are submitted by my
clients
...
We sit down at a conference
table, clearly state the nature of the problem we have under
consideration, then begin discussing it
...
The strange thing about this method of
mind stimulation is that it places each participant in
communication with unknown sources of knowledge definitely
outside his own experience
...

This method of mind stimulation, through harmonious
discussion of definite subjects, between three people, illustrates the
simplest and most practical use of the Master Mind
...
If it means nothing to you at
this time, mark this page and read it again after you have finished
the last chapter
...

It reduced the whole world to a new starting
point that gives every one a new opportunity
...

This principle is the apex of the philosophy
...

The SIXTH SENSE is that portion of the subconscious mind
which has been referred to as the Creative Imagination
...
The “flashes” are sometimes
called “hunches” or “inspirations
...
Understanding of the sixth sense comes only by meditation through mind
development from within
...
It is believed to be the point at which the mind of man
contacts the Universal Mind
...

There comes to your aid, and to do your bidding, with the
development of the sixth sense, a “guardian angel” who will open to
you at all times the door to the Temple of Wisdom
...

The author is not a believer in, nor an advocate of “miracles,”
for the reason that he has enough knowledge of Nature to
understand that Nature never deviates from her established laws
...
” The sixth sense comes as near to being a
miracle as anything I have ever experienced, and it appears so, only
because I do not understand the method by which this principle is
operated
...
This Intelligence may,
through the principles of this philosophy, be induced to aid in
transmuting DESIRES into concrete, or material form
...

Step by step, through the preceding chapters, you have been
led to this, the last principle
...
If you have not
mastered the other principles, you must do so before you may
determine, definitely, whether or not the claims made in this
chapter are fact or fiction
...
Moreover, I
discovered that the element of FAITH, with which I endeavored to
imitate my idols, gave me great capacity to do so quite successfully
...
My experience has taught me that the next best thing to
being truly great, is to emulate the great, by feeling and action, as
nearly as possible
...
These
nine men were, Emerson, Paine, Edison, Darwin, Lincoln, Burbank,
Napoleon, Ford, and Carnegie
...
”
The procedure was this
...
Here I had not only an
opportunity to sit among those whom I considered to be great, but I
actually dominated the group, by serving as the Chairman
...
My purpose was to rebuild my own
character so it would represent a composite of the characters of my
imaginary counselors
...

BUILDING CHARACTER THROUGH AUTO-SUGGESTION
Being an earnest student of psychology, I knew, of course, that
all men have become what they are, because of their DOMINATING
THOUGHTS AND DESIRES
...
I knew that selfsuggestion is a powerful factor in building character, that it is, in
fact, the sole principle through which character is builded
...
In these imaginary Council meetings I called on my
Cabinet members for the knowledge I wished each to contribute,
addressing myself to each member in audible words, as follows:
“Mr
...
I ask that
you make an impress upon my subconscious mind, of whatever
qualities you possessed, which enabled you to understand and
adapt yourself to the laws of Nature
...

“Mr
...

Give me access to the knowledge which enabled you to make two
blades of grass grow where but one grew before, and helped you to
blend the coloring of the flowers with more splendor and harmony,
for you, alone, have successfully gilded the lily
...
Also to acquire the
spirit of enduring FAITH, which enabled you to turn defeat into
victory, and to surmount staggering obstacles
...
Paine, I desire to acquire from you the freedom of thought
and the courage and clarity with which to express convictions,
which so distinguished you!
“Mr
...

“Mr
...

“Mr
...
I wish to acquire a thorough understanding of the principles
of organized effort, which you used so effectively in the building of a
great industrial enterprise
...
Ford, you have been among the most helpful of the men
who have supplied much of the material essential to my work
...

“Mr
...
I wish to acquire
from you the marvelous spirit of FAITH, with which you have
uncovered so many of Nature’s secrets, the spirit of unremitting toil
220

with which you have so often wrested victory from defeat
...
I studied the
records of their lives with painstaking care
...

Each of these nine men developed individual characteristics,
which surprised me
...
When he
came, he walked very slowly, with his hands clasped behind him,
and once in a while, he would stop as he passed, and rest his hand,
momentarily, upon my shoulder
...
Rarely did I see him smile
...

That was not true of the others
...
One night Paine suggested that I
prepare a lecture on “The Age of Reason,” and deliver it from the
pulpit of a church which I formerly attended
...
Not Napoleon! He drew his
mouth down at the corners and groaned so loudly that all turned
and looked at him with amazement
...

On one occasion Burbank was late
...
Paine chided him by
reminding him that it was an apple which started all the trouble
between man and woman
...
Emerson observed—”No serpents, no
apples,” and Napoleon remarked, “No apples, no state!”
Lincoln developed the habit of always being the last one to
leave the table after each meeting
...
I made no attempt to disturb him
...
But remember, when
difficulties overtake you, the common people have common sense
...
”
One evening Edison arrived ahead of all the others
...
When the time comes, you will observe that life
consists of great swarms of energy, or entities, each as intelligent as
human beings think themselves to be
...

These units have differences of opinion, the same as human
beings, and often fight among themselves
...
They will bring to
your rescue some of the same units of life which served the
members of your Cabinet, during their lives
...
THEY NEVER DIE! Your own thoughts and DESIRES serve
as the magnet which attracts units of life, from the great ocean of
life out there
...
”
The other members of the Cabinet began to enter the room
...
Edison
was still living when this happened
...
He smiled
broadly, and said, “Your dream was more a reality than you may
imagine it to have been
...

These meetings became so realistic that I became fearful of
their consequences, and discontinued them for several months
...

Some six months after I had discontinued the practice I was
awakened one night, or thought I was, when I saw Lincoln standing
at my bedside
...
It
is about to undergo a period of chaos which will cause men and
women to lose faith, and become panic stricken
...
That is your mission in
222

life
...
”
I was unable to tell, the following morning, whether I had
dreamed this, or had actually been awake, and I have never since
found out which it was, but I do know that the dream, if it were a
dream, was so vivid in my mind the next day that I resumed my
meetings the following night
...
”
After that, I began to add new members to my Cabinet, until
now it consists of more than fifty, among them Christ, St
...

This is the first time that I have had the courage to mention
this
...
I
have been emboldened now to reduce my experience to the printed
page, because I am now less concerned about what “they say” than
I was in the years that have passed
...

Lest I be misunderstood, I wish here to state most
emphatically, that I still regard my Cabinet meetings as being
purely imaginary, but I feel entitled to suggest that, while the
members of my Cabinet may be purely fictional, and the meetings
existent only in my own imagination, they have led me into glorious
paths of adventure, rekindled an appreciation of true greatness,
encouraged creative endeavor, and emboldened the expression of
honest thought
...
” So far, science has not discovered where this organ of
the sixth sense is located, but this is not important
...
Such knowledge, generally,
is received when the mind is under the influence of extraordinary
stimulation
...
Anyone who has
experienced a near accident while driving, knows that on such
occasions, the sixth sense often comes to one’s rescue, and aids, by
split seconds, in avoiding the accident
...
I
can truthfully say that I owe entirely to my “Invisible Counselors”
full credit for such ideas, facts, or knowledge as I received through
“inspiration
...
”
My original purpose in conducting Council meetings with
imaginary beings, was solely that of impressing my own
subconscious mind, through the principle of auto-suggestion, with
certain characteristics which I desired to acquire
...

I now go to my imaginary counselors with every difficult problem
which confronts me and my clients
...

You, of course, have recognized that this chapter covers a
subject with which a majority of people are not familiar
...

Henry Ford, undoubtedly understands and makes practical use
of the sixth sense
...
The late
Thomas A
...

Nearly all great leaders, such as Napoleon, Bismark, Joan of
Arc, Christ, Buddha, Confucius, and Mohammed, understood, and
probably made use of the sixth sense almost continuously
...

The sixth sense is not something that one can take off and put
on at will
...
Seldom
does any individual come into workable knowledge of the sixth
sense before the age of forty
...

No matter who you are, or what may have been your purpose in
reading this book, you can profit by it without understanding the
principle described in this chapter
...

The chapter on the sixth sense was included, because the book
is designed for the purpose of presenting a complete philosophy by
which individuals may unerringly guide themselves in attaining
whatever they ask of life
...
The finishing point is that brand of KNOWLEDGE which
leads to understanding—understanding of self, understanding of
others, understanding of the laws of Nature, recognition and
understanding of HAPPINESS
...

Having read the chapter, you must have observed that while
reading it, you were lifted to a high level of mental stimulation
...
Repeat this experience from time to time, giving no
concern as to how much or how little you learn at the time, and
eventually you will find yourself in possession of a power that will
225

enable you to throw off discouragement, master fear, overcome
procrastination, and draw freely upon your imagination
...
Then you will be in position to
transmute your DESIRES into their physical or financial
counterpart as easily as you may lie down and quit at the first sign
of opposition
...
FEAR!
Previous chapters have described how to develop FAITH,
through Auto-suggestion, Desire and the Subconscious
...

Here will be found a full description of the six fears which are
the cause of all discouragement, timidity, procrastination,
indifference, indecision, and the lack of ambition, self-reliance,
initiative, self-control, and enthusiasm
...

Remember, too, as you analyze the “Six Ghosts of Fear,” that
they are nothing but ghosts because they exist only in one’s mind
...

The Ghost of the Fear of Poverty, which seized the minds of
millions of people in 1929, was so real that it caused the worst
business depression this country has ever known
...


226

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 can put any portion of this philosophy into
successful use, your mind must be prepared to receive it
...
It begins with study, analysis, and
understanding of three enemies which you shall have to clear out
...
The members of this unholy
trio are closely related; where one is found, the other two are close
at hand
...
Indecision crystalizes into DOUBT, the two blend and become
FEAR! The “blending” process often is slow
...
They germinate and grow
without their presence being observed
...
It also analyzes a condition which has, but lately, reduced
huge numbers of people to poverty, and it states a truth which
must be understood by all who accumulate riches, whether
measured in terms of money or a state of mind of far greater value
than money
...
Before
we can master an enemy, we must know its name, its habits, and
its place of abode
...

Do not be deceived by the habits of these subtle enemies
...

227

THE SIX BASIC FEARS
There are six basic fears, with some combination of which every
human suffers at one tune or another
...
Named in the order of their
most common appearance, they are:—
The fear of POVERTY
The fear of CRITICISM
The fear of ILL HEALTH

}
}
}

at the bottom of
most of one’s
worries

The fear of LOSS OF LOVE OF SOMEONE
The fear of OLD AGE
The fear of DEATH
All other fears are of minor importance, they can be grouped
under these six headings
...
For almost six years, while the depression was on, we
floundered in the cycle of FEAR OF POVERTY
...
Just following the
war, we were in the cycle of FEAR OF ILL HEALTH, as evidenced by
the epidemic of disease which spread itself all over the world
...
One’s state of mind
is subject to control and direction
...
Physicians,
without fear or hesitation, have been known to physically contact
hundreds of people, daily, who were suffering from such contagious
diseases as small-pox, without becoming infected
...

Man can create nothing which he does not first conceive in the
form of an impulse of thought
...
Thought
impulses which are picked up through the ether, by mere chance
(thoughts which have been released by other minds) may determine
228

one’s financial, business, professional, or social destiny just as
surely as do the thought impulses which one creates by intent and
design
...
This fact may be explained by the statement
that every human being has the ability to completely control his own
mind, and with this control, obviously, every person may open his
mind to the tramp thought impulses which are being released by
other brains, or close the doors tightly and admit only thought
impulses of his own choice
...
This fact, coupled with the additional
fact that everything which man creates, begins in the form of a
thought, leads one very near to the principle by which FEAR may be
mastered
...

The people of America began to think of poverty, following the
Wall Street crash of 1929
...
” This had to happen, it is in conformity with the laws of
Nature
...
If you want riches, you must refuse to accept any
circumstance that leads toward poverty
...
The starting point of the path that leads to riches
is DESIRE
...
In this chapter, on FEAR, you have complete
instructions for preparing your mind to make practical use of
229

DESIRE
...
Here is the point at which you can turn prophet and
foretell, accurately, what the future holds in store for you
...
This is one decision you
cannot avoid
...
You know the road that leads to riches
...
If you neglect to make the start, or stop before you arrive,
no one will be to blame, but YOU
...
No
alibi will save you from accepting the responsibility if you now fail
or refuse to demand riches of Life, because the acceptance calls for
but one thing—incidentally, the only thing you can control—and
that is a STATE OF MIND
...
It cannot be purchased, it must be created
...

This fear paralyzes the faculty of reason, destroys the faculty of
imagination, kills off self-reliance, undermines enthusiasm,
discourages initiative, leads to uncertainty of purpose, encourages
procrastination, wipes out enthusiasm and makes self-control an
impossibility
...

The Fear of Poverty is, without doubt, the most destructive of
the six basic fears
...
Considerable courage is
required to state the truth about the origin of this fear, and still
230

greater courage to accept the truth after it has been stated
...
Nearly all animals lower than man
are motivated by instinct, but their capacity to “think” is limited,
therefore, they prey upon one another physically
...
Man is so avaricious that every
conceivable law has been passed to safeguard him from his
fellowman
...
A man is considered less than the dust of
the earth, unless he can display a fat bank account; but if he has
money—NEVER MIND HOW HE ACQUIRED IT—he is a “king” or a
“big shot”; he is above the law, he rules in politics, he dominates in
business, and the whole world about him bows in respect when he
passes
...

It is no wonder that man fears poverty
...
This is a rather stinging indictment, the worst part
of it being that it is TRUE
...
It is no
wonder, therefore, that the divorce courts are busy
...

Self-analysis may disclose weaknesses which one does not like
to acknowledge
...
Remember, as
you check yourself point by point, that you are both the court and
the jury, the prosecuting attorney and the attorney for the defense,
and that you are the plaintiff and the defendant, also, that you are
on trial
...
Ask yourself definite questions and
demand direct replies
...
If you do not feel that you can be an impartial
judge in this self-examination, call upon someone who knows you
well to serve as judge while you cross-examine yourself
...
Get it, no matter at what cost even though it may
temporarily embarrass you!
The majority of people, if asked what they fear most, would
reply, “I fear nothing
...
So subtle and deeply
seated is the emotion of fear that one may go through life burdened
with it, never recognizing its presence
...
When you begin
such an analysis, search deeply into your character
...
Commonly expressed through lack of ambition;
willingness to tolerate poverty; acceptance of whatever
compensation life may offer without protest; mental and physical
laziness; lack of initiative, imagination, enthusiasm and self-control
INDECISION
...

Staying “on the fence
...
Generally expressed through alibis and excuses designed
to cover up, explain away, or apologize for one’s failures, sometimes
expressed in the form of envy of those who are successful, or by
criticising them
...
Usually expressed by finding fault with others, a tendency
to spend beyond one’s income, neglect of personal appearance,
scowling and frowning; intemperance in the use of alcoholic drink,
sometimes through the use of narcotics; nervousness, lack of poise,
self-consciousness and lack of self-reliance
...
The habit of looking for the negative side of every
circumstance, thinking and talking of possible failure instead of
concentrating upon the means of succeeding
...
Wait232

ing for “the right time” to begin putting ideas and plans into action,
until the waiting becomes a permanent habit
...
Seeing
the hole in the doughnut, but overlooking the doughnut
...

PROCRASTINATION
...
Spending enough time in
creating alibis and excuses to have done the job
...
Refusal to accept
responsibility when it can be avoided
...
Compromising with difficulties
instead of harnessing and using them as stepping stones to
advancement
...
Planning what to do IF AND WHEN OVERTAKEN BY
FAILURE, INSTEAD OF BURNING ALL BRIDGES AND MAKING
RETREAT IMPOSSIBLE
...

EXPECTING POVERTY INSTEAD OF DEMANDING RICHES
...

MONEY TALKS!
Some will ask, “why did you write a book about money? Why
measure riches in dollars, alone?” Some will believe, and rightly so,
that there are other forms of riches more desirable than money
...
”
The major reason why I wrote this book on how to get money is
the fact that the world has but lately passed through an experience
that left millions of men and women paralyzed with the FEAR OF
POVERTY
...
When a man is down and out and on the
street, unable to get any job at all, something happens to his spirit
which can be observed in the droop of his shoulders, the set of his
hat, his walk and his gaze
...

“These people—even his friends—feel, on the other hand, a
sense of superiority and regard him, perhaps unconsciously, as a
casualty
...

But borrowing in itself, when a man is borrowing merely to live, is a
depressing experience, and the money lacks the power of earned
money to revive his spirits
...

“WOMEN CONCEAL DESPAIR
...
We
somehow do not think of women at all in considering the down-andouters
...
Of course, I do not
mean the shuffling hags of the city streets who are the opposite
number of the confirmed male bums
...
There must be many of them, but
their despair is not apparent
...

“When a man is down and out he has time on his hands for
brooding
...
Turning that
down, he finds himself back on the street with nowhere to go but
just anywhere
...
He gazes into store windows
at luxuries which are not for him, and feels inferior and gives way to
people who stop to look with an active interest
...
He may not know it, but his aimlessness would give
234

him away even if the very lines of his figure did not
...

“MONEY MAKES DIFFERENCE
...
They have their independence, their selfrespect and manhood, and he simply cannot convince himself that
he is a good man, too, though he argue it out and arrive at a
favorable verdict hour after hour
...
With a
little money he would be himself again
...
The agencies hang out little colored cards
offering miserable wages to busted men—$12 a week, $15 a week
...
I have
a want ad clipped from a local paper demanding a clerk, a good,
clean penman, to take telephone orders for a sandwich shop from
11 A
...
to 2 P
...
for $8 a month—not $8 a week but $8 a month
...
’ Can you imagine the brutal
effrontery of anyone who demands a good, clean penman for 11
cents an hour inquiring into the victim’s religion? But that is what
busted people are offered
...
Some believe that this fear made its appearance about the
time that politics became a “profession
...

This author, being neither a humorist nor a prophet, is inclined
to attribute the basic fear of criticism to that part of man’s inherited
nature which prompts him not only to take away his fellowman’s
goods and wares, but to justify his action by CRITICISM of his
fellowman’s character
...

The fear of criticism takes on many forms, the majority of
which are petty and trivial
...
Heads become bald
because of the tight fitting bands of hats which cut off the
circulation from the roots of the hair
...
”
The individual falls into line and does likewise, lest some other
individual CRITICISE him
...

But, it must not be supposed that women are free from the fear
of criticism
...

The astute manufacturers of clothing have not been slow to
capitalize this basic fear of criticism, with which all mankind has
been cursed
...
Who establishes the styles? Certainly not the
purchaser of clothing, but the manufacturer
...
He changes the styles so
he can sell more clothes
...
No man wants to drive an automobile which is not of the
latest style, although the older model may actually be the better
car
...
Let us now examine human behavior when this
fear affects people in connection with the more important events of
human relationship
...

Not often, however, will you find a person who has the courage
236

to openly state his belief on this subject
...

Why does the average person, even in this day of
enlightenment, shy away from denying his belief in the fables which
were the basis of most of the religions a few decades ago? The
answer is, “because of the fear of criticism
...
It
is no wonder we have inherited a consciousness which makes us
fear criticism
...

The fear of criticism robs man of his initiative, destroys his
power of imagination, limits his individuality, takes away his selfreliance, and does him damage in a hundred other ways
...
The
mother of one of my boyhood chums used to punish him with a
switch almost daily, always completing the job with the statement,
“You’ll land in the penitentiary before you are twenty
...

Criticism is the one form of service, of which everyone has too
much
...
One’s nearest relatives often are the worst
offenders
...
Employers who
understand human nature, get the best there is in men, not by
criticism, but by constructive suggestion
...
Criticism will plant FEAR in
the human heart, or resentment, but it will not build love or
affection
...

The major symptoms of the fear are:
SELF-CONSCIOUSNESS
...

LACK OF POISE
...

PERSONALITY
...
The habit of
side-stepping issues instead of meeting them squarely
...

INFERIORITY COMPLEX
...
Using “big words” to impress
others, (often without knowing the real meaning of the words)
...
Boasting of
imaginary achievements
...

EXTRAVAGANCE
...

LACK OF INITIATIVE
...

LACK OF AMBITION
...

THE FEAR OF ILL HEALTH
This fear may be traced to both physical and social heredity
...
The opinion is
somewhat general, also, that certain unethical people engaged in
the business of “selling health” have had not a little to do with
keeping alive the fear of ill health
...
He also fears it because of the
economic toll which it may claim
...
It has been shown most
convincingly that the fear of disease, even where there is not the
slightest cause for fear, often produces the physical symptoms of
the disease feared
...

Playing upon this common weakness of fear of ill health,
dispensers of patent medicines have reaped fortunes
...

During the “flu” epidemic which broke out during the world
war, the mayor of New York City took drastic steps to check the
damage which people were doing themselves through their inherent
fear of ill health
...
Unless you cooperate with
me, we will have a situation which we cannot control
...

Through a series of experiments conducted some years ago, it
was proved that people may be made ill by suggestion
...
” The first questioner usually provoked a grin,
and a nonchalant “Oh, nothing, I’m alright,” from the victim
...
” The third questioner was
usually met with the frank admission that the victim was actually
feeling ill
...
There is a
certain religious sect whose members take vengeance upon their
enemies by the “hexing” method
...

There is overwhelming evidence that disease sometimes begins
in the form of negative thought impulse
...

A man who was blessed with more wisdom than this incident
might indicate, once said “When anyone asks me how I feel, I
always want to answer by knocking him down
...
The seed of fear
of ill health lives in every human mind
...
The recent business depression
kept the doctors on the run, because every form of negative
thinking may cause ill health
...
A young man suffered a
disappointment in love which sent him to a hospital
...
A specialist in suggestive
therapeutics was called in
...
Within three weeks the patient was
discharged from the hospital, still suffering, but with an entirely
different malady
...
The remedy was a hoax,
but the patient and the nurse were later married
...

SYMPTOMS OF THE FEAR OF ILL HEALTH
The symptoms of this almost universal fear are:
240

AUTO-SUGGESTION
...
“Enjoying” imaginary illness and speaking
of it as being real
...
Talking to
others of operations, accidents and other forms of illness
...
Trying home remedies, patent
medicines and “quack” remedies
...
The habit of talking of illness,
concentrating the mind upon disease, and expecting its
appearance until a nervous break occurs
...
It is brought on by negative
thinking and nothing but positive thought can affect a cure
...
Most so-called cases of “nerves” come from imaginary illness
...
Fear of ill health often interferes with proper
physical exercise, and results in over-weight, by causing one to
avoid outdoor life
...
Fear of ill health breaks down Nature’s
body resistance, and creates a favorable condition for any form
of disease one may contact
...
This type of person spends much time
preparing for sickness, talking about death, saving money for
cemetery lots, and burial expenses, etc
...
The habit of making a bid for sympathy,
using imaginary illness as the lure
...
The habit of feigning illness to cover plain
laziness, or to serve as an alibi for lack of ambition
...
The habit of using alcohol or narcotics to
destroy pains such as headaches, neuralgia, etc
...

The habit of reading about illness and worrying over the
possibility of being stricken by it
...

241

THE FEAR OF LOSS OF LOVE
The original source of this inherent fear needs but little
description, because it obviously grew out of man’s polygamous
habit of stealing his fellow-man’s mate, and his habit of taking
liberties with her whenever he could
...
This fear is
the most painful of all the six basic fears
...

The fear of the loss of love probably dates back to the stone age,
when men stole women by brute force
...
Instead of force, they
now use persuasion, the promise of pretty clothes, motor cars, and
other “bait” much more effective than physical force
...

Careful analysis has shown that women are more susceptible
to this fear than men
...
Women have
learned, from experience, that men are polygamous by nature, that
they are not to be trusted in the hands of rivals
...
The habit of being suspicious of friends and
loved ones without any reasonable evidence of sufficient
grounds
...
The
habit of accusing wife or husband of infidelity without grounds
...

FAULT FINDING
...

GAMBLING
...
The habit of
spending beyond one’s means, or incurring debts, to provide
gifts for loved ones, with the object of making a favorable
showing
...

THE FEAR OF OLD AGE
In the main, this fear grows out of two sources
...
Secondly, and by
far the most common source of origin, from false and cruel
teachings of the past which have been too well mixed with “fire and
brimstone,” and other bogies cunningly designed to enslave man
through fear
...

The possibility of ill health, which is more common as people
grow older, is also a contributing cause of this common fear of old
age
...

The most common cause of fear of old age is associated with
the possibility of poverty
...
It throws
a chill into the mind of every person who faces the possibility of
having to spend his declining years on a poor farm
...

SYMPTOMS OF THE FEAR OF OLD AGE
The commonest symptoms of this fear are:
The tendency to slow down and develop an inferiority
complex at the age of mental maturity, around the age of forty,
falsely believing one’s self to be “slipping” because of age
...

The habit of speaking apologetically of one’s self as “being
old” merely because one has reached the age of forty, or fifty,
instead of reversing the rule and expressing gratitude for having
reached the age of wisdom and understanding
...
The habit of the man or woman of forty dressing with
the aim of trying to appear much younger, and affecting
mannerisms of youth; thereby inspiring ridicule by both friends
and strangers
...
The reason
is obvious
...
So-called “heathen” are less afraid of death than the
more “civilized
...
”
Where did I come from, and where am I going?
During the darker ages of the past, the more cunning and
crafty were not slow to offer the answer to these questions, FOR A
PRICE
...

“Come into my tent, embrace my faith, accept my dogmas, and
I will give you a ticket that will admit you straightaway into heaven
when you die,” cries a leader of sectarianism
...
”
ETERNITY is a long time
...
The thought
of eternal punishment, with fire, not only causes man to fear death,
it often causes him to lose his reason
...

During my research, I reviewed a book entitled “A Catalogue of
the Gods,” in which were listed the 30,000 gods which man has
worshiped
...
It is little wonder that men
have become frightened at the approach of death
...

In truth, NO MAN KNOWS, and no man has ever known, what
heaven or hell is like, nor does any man know if either place
actually exists
...

The fear of DEATH is not as common now as it was during the
age when there were no great colleges and universities
...
The young men and young women who attend the colleges
and universities are not easily impressed by “fire” and “brimstone
...

Insane asylums are filled with men and women who have gone
mad, because of the FEAR OF DEATH
...
Death will come, no matter what anyone
may think about it
...
It must be a, necessity, or it would not come to
all
...

The entire world is made up of only two things, ENERGY and
MATTER
...
Both matter and energy can be transformed, but neither
can be destroyed
...
If neither energy nor matter can
be destroyed, of course life cannot be destroyed
...
Death is mere
transition
...
Thus you may wipe out, forever, the fear of
Death
...
This fear is more prevalent among the
aged, but sometimes the more youthful are victims of it
...
A busy person seldom has time to think about dying
...
Sometimes the fear
of death is closely associated with the Fear of Poverty, where
one’s death would leave loved ones poverty-stricken
...
The commonest
causes of the fear of death are: ill-health, poverty, lack of appropriate occupation, disappointment over love, insanity,
religious fanaticism
...
It works slowly, but
persistently
...
Step by step it “digs itself
in” until it paralyzes one’s reasoning faculty, destroys selfconfidence and initiative
...

An unsettled mind is helpless
...
Most individuals lack the willpower to reach decisions
promptly, and to stand by them after they have been made, even
during normal business conditions
...
”
During the depression the whole atmosphere, all over the
world, was filled with “Fearenza” and “Worryitis,” the two mental
disease germs which began to spread themselves after the Wall
Street frenzy in 1929
...
Moreover, it is
246

an antidote which every individual must apply for himself
...

I once interviewed a man who was to be electrocuted two hours
later
...
His calmness prompted me to ask
him how it felt to know that he was going into eternity in a short
while
...

Just think, brother, my troubles will soon be over
...
It has been a hardship to get food
and clothing
...
I have felt fine ever
since I learned FOR CERTAIN that I must die
...
”
As he spoke he devoured a dinner of proportions sufficient for
three men, eating every mouthful of the food brought to him, and
apparently enjoying it as much as if no disaster awaited him
...

The six basic fears become translated into a state of worry,
through indecision
...
Whip
the fear of poverty by reaching a decision to get along with whatever
wealth you can accumulate WITHOUT WORRY
...
Eliminate the
fear of old age by reaching a decision to accept it, not as a
handicap, but as a great blessing which carries with it wisdom, selfcontrol, and understanding not known to youth
...
Master the fear of loss of love by reaching a decision to
get along without love, if that is necessary
...
With this decision will come poise, peace of mind,
and calmness of thought which will bring happiness
...

Even a dog or a horse knows when its master lacks courage;
247

moreover, a dog or a horse will pick up the vibrations of fear thrown
off by its master, and behave accordingly
...
A honey-bee immediately senses fear
in the mind of a person—for reasons unknown, a bee will sting the
person whose mind is releasing vibrations of fear, much more
readily than it will molest the person whose mind registers no fear
...

Mental telepathy is a reality
...

The person who gives expression, by word of mouth, to negative
or destructive thoughts is practically certain to experience the
results of those words in the form of a destructive “kick-back
...
First of
all, and perhaps most important to be remembered, the person who
releases thoughts of a destructive nature, must suffer damage
through the breaking down of the faculty of creative imagination
...
The third source of damage to the
person who entertains or releases negative thoughts, lies in this
significant fact—these thought-impulses are not only damaging to
others, but they IMBED THEMSELVES IN THE SUBCONSCIOUS
MIND OF THE PERSON RELEASING THEM, and there become a
part of his character
...

When a thought is released, it spreads in every direction, through
the medium of the ether, but it also plants itself permanently in the
subconscious mind of the person releasing it
...
To be
successful, you must find peace of mind, acquire the material needs
of life, and above all, attain HAPPINESS
...

You may control your own mind, you have the power to feed it
248

whatever thought impulses you choose
...
You are the master of
your own earthly destiny just as surely as you have the power to
control your own thoughts
...

THE DEVIL’S WORKSHOP
THE SEVENTH BASIC EVIL
In addition to the Six Basic Fears, there is another evil by
which people suffer
...
It is so subtle that its presence often is not
detected
...
IT IS
MORE DEEPLY SEATED AND MORE OFTEN FATAL THAN ALL OF
THE SIX FEARS
...

Men who accumulate great riches always protect themselves
against this evil! The poverty stricken never do! Those who succeed
in any calling must prepare their minds to resist the evil
...
If you neglect this selfanalysis, you will forfeit your right to attain the object of your
desires
...
After you read the questions
prepared for this self-analysis, hold yourself to a strict accounting
in your answers
...

You can easily protect yourself against highway robbers,
because the law provides organized cooperation for your benefit, but
the “seventh basic evil” is more difficult to master, because it
strikes when you are not aware of its presence, when you are
asleep, and while you are awake
...
This
249

evil is also dangerous because it strikes in as many different forms
as there are human experiences
...
At other times,
it bores from within, through one’s own mental attitude
...

How TO PROTECT YOURSELF AGAINST NEGATIVE
INFLUENCES
To protect yourself against negative influences, whether of your
own making, or the result of the activities of negative people around
you, recognize that you have a WILL-POWER, and put it into
constant use, until it builds a wall of immunity against negative
influences in your own mind
...

Recognize that you are, by nature, susceptible to all the six
basic fears, and set up
...

Recognize that negative influences often work on you through
your subconscious mind, therefore they are difficult to detect, and
keep your mind closed against all people who depress or discourage
you in any way
...

Deliberately seek the company of people who influence you to
THINK AND ACT FOR YOURSELF
...

Without doubt, the most common weakness of all human beings
is the habit of leaving their minds open to the negative influence of
other people
...

To aid those who wish to see themselves as they really are, the
following list of questions has been prepared
...
This
will make it easier for you to be truthful with yourself
...

b
...

d
...


your occupation
sleep
play and relaxation
acquiring useful knowledge
plain waste

Who among your acquaintances,
a
...

c
...


encourages you most
cautions you most
discourages you most
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?
What, above all else, do you most DESIRE? Do you intend to
acquire it? Are you willing to subordinate all other desires for this
one? 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
253

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 much time have you devoted to studying and
answering these questions? (At least one day is necessary for the
analysis and the answering of the entire list
...
Study the
questions carefully, come back to them once each week for several
months, and be astounded at the amount of additional knowledge
of great value to yourself, you will have gained by the simple
method of answering the questions truthfully
...
The experience
will be astonishing
...
This is the most significant and inspiring of all facts
known to man! It reflects man’s Divine nature
...
If you fail to control your own mind, you may be sure you
will control nothing else
...
Your mind is your spiritual estate!
Protect and use it with the care to which Divine Royalty is entitled
...

Unfortunately, there is no legal protection against those who,
either by design or ignorance, poison the minds of others by
negative suggestion
...

Men with negative minds tried to convince Thomas A
...
” Edison did not believe them
...

Men with negative minds told F
...
Woolworth, he would go
“broke” trying to run a store on five and ten cent sales
...
He knew that he could do anything, within reason, if
he backed his plans with faith
...

Men with negative minds told George Washington he could not
hope to win against the vastly superior forces of the British, but he
exercised his Divine right to BELIEVE, therefore this book was
published under the protection of the Stars and Stripes, while the
name of Lord Cornwallis has been all but forgotten
...
Some
said the thing never would become practical
...

FORD SAID, “I’LL BELT THE EARTH WITH DEPENDABLE
MOTOR CARS,” AND HE DID!
His decision to trust his own judgment has already piled up a
fortune far greater than the next five generations of his descendents
can squander
...

Henry Ford has been repeatedly mentioned, because he is an
astounding example of what a man with a mind of his own, and a
will to control it, can accomplish
...
” Ford never
had a chance, either, but he CREATED AN OPPORTUNITY AND
BACKED IT WITH PERSISTENCE UNTIL IT MADE HIM RICHER
THAN CROESUS
...
You
either control your mind or it controls you
...
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
...
Without this control,
success is not possible
...
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
...
But alibis cannot be used for money
...
As you read the list, examine yourself carefully, and
determine how many of these alibis, if any, are your own property
...

IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF
IF

I didn’t have a wife and family
...

I had money
...

I could get a job
...

I only had time
...

other people understood me
...

I could live my life over again
...

I had been given a chance
...

other people didn’t “have it in for me”
...

I were only younger
...

I had been born rich
...

IF I had the talent that some people have
...

IF I only had embraced past opportunities
...

IF I didn’t have to keep house and look after the children
...

IF the boss only appreciated me
...

IF my family understood me
...

IF I could just get started
...

IF I had the personality of some people
...

IF my talents were known
...

IF I could only get out of debt
...

IF I only knew how
...

IF I didn’t have so many worries
...

IF people weren’t so dumb
...

IF I were sure of myself
...

IF I had not been born under the wrong star
...

IF I did not have to work so hard
...

IF I lived in a different neighborhood
...

IF I only had a business of my own
...

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,
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
257

WOULD HAVE BEEN IF I had spent more time analyzing my
weaknesses, and less time building alibis to cover them
...
The habit is as old as the human race, and is fatal to
success! Why do people cling to their pet alibis? The answer is
obvious
...
It is human nature
to defend one’s own brain-child
...
Habits are difficult to
break, especially when they provide justification for something we
do
...
To be conquered by self is, of all things,
the most shameful and vile
...
”
“It has always been a mystery to me,” said Elbert Hubbard,
“why people spend so much time deliberately fooling themselves by
creating alibis to cover their weaknesses
...
”
In parting, I would remind you that “Life is a checkerboard, and
the player opposite you is TIME
...
You are playing against a partner who will not tolerate
INDECISION!”
Previously you may have had a logical excuse for not having
forced Life to come through with whatever you asked, but that alibi
is now obsolete, because you are in possession of the Master Key
that unlocks the door to Life’s bountiful riches
...
There is no penalty for the use of the Key,
but there is a price you must pay if you do not use it
...
There is a reward of stupendous proportions if you put
the Key to use
...

The reward is worthy of your effort
...
”
In closing, may I borrow his thought, and say, “If we are related, we
have, through these pages, met

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