The Masters Series

The Masters Series Think and Grow Rich Napoleon Hill • Paul Martinelli & Roddy Galbraith EFTA01220520 EFTA01220521 一 畏 相 三 吣 ○ 号 吧 。 ￥ 郏 刍 。 口 毛 瞄 ∑ － 丛 雷 曲 出 。 。 m a 農 日 。 Q 当 喂 由 口 。 ＝ 乇 国 ◎ 晌 。 一 ⑩ 毛 口 。 吧 ⑩ 吻 霹 曲 三 工 g 当 。 q 郦 z 工 g H 盅 參 。 出 ° 。 z ＜ ￥ z H 工 H 的 凹 崭 凹 叻 叩 粕 ~ 易 s 肅 ~ 占 啦 EFTA01220522 EFTA01220523 Napoleon Hill Think and Grow Rich Companion Text Stickman productions 2300 North Dixie Highway West Palm Beach FL 33407 Phone Email 2014 EFTA01220524 EFTA01220525 Contents Author's Preface 9 1 Introduction 17 2 Desire: The Starting Point of All Achievement 33 The First Step toward Riches 3 Faith Visualization of, and Belief in Attainment of Desire 55 The Second Step toward Riches 4 Auto-Suggestion: The Medium for Influencing the Subconscious Mind 77 The Third Step toward Riches 5 Specialized Knowledge, Personal Experience or Observations 85 The Fourth Step toward Riches 6 Imagination: The Workshop of the Mind 101 The Fifth Step toward Riches 7 Organized Planning: The Crystallization of Desire into Action 117 The Sixth Step toward Riches 8 Decision: The Mastery of Procrastination 163 The Seventh Step toward Riches 9 Persistence: The Sustained Effort Necessary to Induce Faith 177 The Eighth Step toward Riches 10 Power of the Master Mind: The Driving Force 195 The Ninth Step toward Riches 11 The Mystery of Sex: Transmutation 203 The Tenth Step toward Riches 12 The Subconscious Mind: The Connecting Link 227 The Eleventh Step toward Riches 13 The Brain: A Broadcasting and Receiving Station for Thought 237 The Twelfth Step toward Riches 14 The Sixth Sense: The Door to the Temple of Wisdom 245 The Thirteenth Step toward Riches Epilogue 257 How to Outwit the Six Ghosts of Fear EFTA01220526 EFTA01220527 AUTHOR'S PREFACE 9 Author's Preface 1 IN EVERY chapter of this book, mention has been made of the money-making 2 secret which has made fortunes for more than five hundred exceedingly wealthy 3 men whom I have carefully analyzed over a long period of years. 4 The secret was brought to my attention by Andrew Carnegie, more than a 5 quarter of a century ago. The canny, lovable old Scotsman carelessly tossed it 6 into my mind, when I was but a boy. Then he sat back in his chair, with a merry 7 twinkle in his eyes, and watched carefully to see if I had brains enough to 8 understand the full significance of what he had said to me. 9 When he saw that I had grasped the idea, he asked if I would be willing to spend twenty years or more, preparing myself to take it to the world, to men and 11 women who, without the secret, might go through life as failures. I said I would, 12 and with Mr. Carnegie's cooperation, I have kept my promise. 13 This book contains the secret, after having been put to a practical test by 14 thousands of people, in almost every walk of life. It was Mr. Carnegie's idea that 15 the magic formula, which gave him a stupendous fortune, ought to be placed 16 within reach of people who do not have time to investigate how men make 17 money, and it was his hope that I might test and demonstrate the soundness of 18 the formula through the experience of men and women in every calling. 19 He believed the formula should be taught in all public schools and colleges, and 20 expressed the opinion that if it were properly taught it would so revolutionize the 21 entire educational system that the time spent in school could be reduced to less 22 than half. 23 His experience with Charles M. Schwab, and other young men of Mr. Schwab's 24 type, convinced Mr. Carnegie that much of that which is taught in the schools is 25 of no value whatsoever in connection with the business of earning a living or 26 accumulating riches. He had arrived at this decision, because he had taken into 27 his business one young man after another, many of them with but little 28 schooling, and by coaching them in the use of this formula, developed in them Empowerment Mentoring Community EFTA01220528 10 THINK AND GROW RIO-I 29 rare leadership. Moreover, his coaching made fortunes for every one of them 3o who followed his instructions. In the chapter on Faith, you will read the 31 astounding story of the organization of the giant United States Steel Corporation, 32 as it was conceived and carried out by one of the young men through whom Mr. 33 Carnegie proved that his formula will work for all who are ready for it. 34 This single application of the secret, by that young man — Charles M. Schwab — 35 made him a huge fortune in both money and OPPORTUNITY. Roughly 36 speaking, this particular application of the formula was worth six hundred 37 million dollars. These facts-and they are facts well known to almost everyone 38 who knew Mr. Carnegie-give you a fa idea of what the reading of this book may 39 bring to you, provided you KNOW WHAT IT IS THAT YOU WANT. 40 Even before it had undergone twenty years of practical testing, the secret was 41 passed on to more than one hundred thousand men and women who have used 42 it for their personal benefit, as Mr. Carnegie planned that they should. Some 43 have made fortunes with it. Others have used it successfully in creating harmony 44 in their homes. A clergyman used it so effectively that it brought him an income 45 of upwards of $75,000.00 a year. 46 Arthur Nash, a Cincinnati tailor, used his near-bankrupt business as a "guinea 47 pig" on which to test the formula. The business came to life and made a fortune 48 for its owners. It is still thriving, although Mr. Nash has gone. The experiment 49 was so unique that newspapers and magazines, gave it more than a million 5o dollars' worth of laudatory publicity. 51 The secret was passed on to Stuart Austin Wier, of Dallas, Texas. He was ready 52 for it — so ready that he gave up his profession and studied law. Did he succeed? 53 That story is told too. 54 I gave the secret to Jennings Randolph, the day he graduated from College, and 55 he has used it so successfully that he is now serving his third term as a Member 56 of Congress, with an excellent opportunity to keep on using it until it carries him 57 to the White House. EFTA01220529 AUTHOR'S PREFACE 11 58 While serving as Advertising Manager of the La-Salle Extension University, when 59 it was little more than a name, I had the privilege of seeing J. G. Chapline, 6o President of the University, use the formula so effectively that he has since made 6i the LaSalle one of the great extension schools of the country. 62 The secret to which I refer has been mentioned no fewer than a hundred times, 63 throughout this book. It has not been directly named, for it seems to work more 64 successfully when it is merely uncovered and left in sight, where THOSE WHO 65 ARE READY, and SEARCHING FOR IT, may pick it up. That is why Mr. 66 Carnegie tossed it to me so quietly, without giving me its specific name. 67 If you are READY to put it to use, you will recognize this secret at least once in 68 every chapter. I wish I might feel privileged to tell you how you will know if you 69 are ready, but that would deprive you of much of the benefit you will receive 70 when you make the discovery in your own way. While this book was being written, my own son, who was then finishing the last 72 year of his college work, picked up the manuscript of chapter two, read it, and 73 discovered the secret for himself. He used the information so effectively that he 74 went directly into a responsible position at a beginning salary greater than the 75 average man ever earns. His story has been briefly described in chapter two. 76 When you read it, perhaps you will dismiss any feeling you may have had at the 77 beginning of the book that it promised too much. And, too, if you have ever 78 been discouraged, if you have had difficulties to surmount which took the very 79 soul out of you, if you have tried and failed, if you were ever handicapped by 8o illness or physical affliction, this story of my son's discovery and use of the 8i Carnegie formula may prove to be the oasis in the Desert of Lost Hope, for 82 which you have been searching. 83 This secret was extensively used by President Woodrow Wilson, during the 84 World War. It was passed on to every soldier who fought in the war, carefully 85 wrapped in the training received before going to the front. President Wilson told 86 me it was a strong factor in raising the funds needed for the war. Empowerment Mentoring Community EFTA01220530 12 THINK AND GROW RIO-I 87 More than twenty years ago, Hon. Manuel L Quezon (then Resident 88 Commissioner of the Philippine Islands), was inspired by the secret to gain 89 freedom for his people. He has gained freedom for the Philippines, and is the 90 first President of the free state. A peculiar thing about this secret is that those 91 who once acquire it and use it, find themselves literally swept on to success, with 92 but little effort, and they never again submit to failure! If you doubt this, study 93 the names of those who have used it, wherever they have been mentioned, check 94 their records for yourself, and be convinced. 95 There is no such thing as SOMETHING FOR NOTHING! 96 The secret to which I refer cannot be had without a price, although the price is 97 far less than its value. It cannot be had at any price by those who are not 98 intentionally searching for it. It cannot be given away, it cannot be purchased for 99 money, for the reason that it comes in two parts. One part is already in loo possession of those who are ready for it. The secret serves equally well, all who 101 are ready for it. 102 Education has nothing to do with it. Long before I was born, the secret had 103 found its way into the possession of Thomas A. Edison, and he used it so 104 intelligently that he became the world's leading inventor, although he had but 105 three months of schooling. The secret was passed on to a business associate of 106 Mr. Edison. He used it so effectively that, although he was then making only 107 $12,000 a year, he accumulated a great fortune, and retired from active business io8 while still a young man. You will find his story at the beginning of the first 109 chapter. It should convince you that riches are not beyond your reach, that you no can still be what you wish to be, that money, fame, recognition and happiness 111 can be had by all who are ready and determined to have these blessings. 112 How do I know these things? You should have the answer before you finish this 113 book. You may find it in the very first chapter, or on the last page. 114 While I was performing the twenty year task of research, which I had undertaken us at Mr. Carnegie's request, I analyzed hundreds of well-known men, many of EFTA01220531 AUTHOR'S PREFACE 13 116 whom admitted that they had accumulated their vast fortunes through the aid of 117 the Carnegie secret; among these men were: 118 HENRY FORD WILLIAM WRIGLEY JR. JOHN WANAMAKER 119 JAMES J. HILL GEORGE S. PARKER E. M. STATLER HENRY 120 L.DOHERTY CYRUS H. K. CURTIS GEORGE EASTMAN 121 THEODORE ROOSEVELT JOHN W. DAVIS ELBERT HUBBARD 122 WILBUR WRIGHT WILLIAM JENNINGS BRYAN DR. DMTID 123 STARR JORDAN J. ODGEN ARMOUR CHARLES M. SCHWAB 124 HARRIS F. WILLIAMS DR. FRANK GUNSAULUS DANIEL 125 WILLARD KING GILLETTE RALPH A. WEEKS JUDGE DANIEL 126 T. WRIGHT JOHN D. ROCKEFELLER THOMAS A. EDISON 127 FRANK A. VANDERLIP F. W. WOOLWORTH COL. ROBERTA. 128 DOLLAR EDWARD A. FILENE EDWIN C. BARNES ARTHUR 129 BRISBANE WOODROW WILSON WIVI. HOWARD TAFT LUTHER 130 BURBANK EDWARD W. BOK FRANK A. MUNSEY ELBERT H. 131 GARY DR. ALEXANDER GRAHAM BELL JOHN H. PATTERSON 132 JULIUS ROSENWALD STUART AUSTIN WIER DR. FRANK 133 CRANE GEORGE M. ALEXANDER J. G. CHAPPLINE HON. 134 JENNINGS RANDOLPH ARTHUR NASH CLARENCE DARROW 135 These names represent but a small fraction of the hundreds of well-known 136 Americans whose achievements, financially and otherwise, prove that those who 137 understand and apply the Carnegie secret, reach high stations in life. I have never 138 known anyone who was inspired to use the secret, who did not achieve 139 noteworthy success in his chosen calling. I have never known any person to 140 distinguish himself, or to accumulate riches of any consequence, without 141 possession of the secret. 142 From these two facts I draw the conclusion that the secret is more important, as 143 a part of the knowledge essential for self-determination, than any which one 144 receives through what is popularly known as "education." Empowerment vlentoring Community EFTA01220532 14 THINK AND GROW RIO-I 145 What is EDUCATION, anyway? This has been answered in full detail. As far as 146 schooling is concerned, many of these men had very little. John Wanamaker 147 once told me that what little schooling he had, he acquired in very much the 148 same manner as a modem locomotive takes on water, by "scooping it up as it 149 runs." 150 Henry Ford never reached high school, let alone college. I am not attempting to 151 minimize the value of schooling, but I am trying to express my earnest belief that 152 those who master and apply the secret will reach high stations, accumulate riches, 153 and bargain with life on their own terms, even if their schooling has been 154 meager. 155 Somewhere, as you read, the secret to which I refer will jump from the page and 156 stand boldly before you, IF YOU ARE READY FOR IT! When it appears, you 157 will recognize it. Whether you receive the sign in the first or the last chapter, stop 158 for a moment when it presents itself, and turn down a glass, for that occasion 159 will mark the most important turning-point of your life. 160 We pass now, to Chapter One, and to the story of my very dear friend, who has 161 generously acknowledged having seen the mystic sign, and whose business 162 achievements are evidence enough that he turned down a glass. As you read his 163 story, and the others, remember that they deal with the important problems of 164 life, such as all men experience. The problems arising from one's endeavor to 165 earn a living, to find hope, courage, contentment and peace of mind; to 166 accumulate riches and to enjoy freedom of body and spirit. 167 Remember, too, as you go through the book, that it deals with facts and not with 168 fiction, its purpose being to convey a great universal truth through which all who 169 are READY may learn, not only WHAT TO DO, BUT ALSO HOW TO DO 170 IT! and receive, as well, THE NEEDED STIMULUS TO MAKE A START. 171 As a final word of preparation, before you begin the first chapter, may I offer 172 one brief suggestion which may provide a clue by which the Carnegie secret may 173 be recognized? It is this — ALL ACHIEVEMENT, ALL EARNED RICHES, 174 HAVE THEIR BEGINNING IN AN IDEA! EFTA01220533 AUTHOR'S PREFACE 15 175 If you are ready for the secret, you already possess one half of it, therefore, you 176 will readily recognize the other half the moment it reaches your mind. THE AUTHOR Empowerment Mentoring Community EFTA01220534 16 THINK AND GROW RICH EFTA01220535 INTRODUCTION Introduction THE MAN WHO "THOUGHT" HIS WAY INTO PARTNERSHIP WITH THOMAS A. EDISON 1 TRULY, "thoughts are things," and powerful things at that, when they are mixed 2 with definiteness of purpose, persistence, and a BURNING DESIRE for their 3 translation into riches, or other material objects. 4 A little more than thirty years ago, Edwin C. Barnes discovered how true it is 5 that men really do THINK AND GROW RICH. His discovery did not come 6 about at one sitting. It came little by little, beginning with a BURNING DESIRE 7 to become a business associate of the great Edison. 8 One of the chief characteristics of Barnes' Desire was that it was definite. He 9 wanted to work with Edison, not for him. Observe, carefully, the description of to how he went about translating his DESIRE into reality, and you will have a ii better understanding of the thirteen principles which lead to riches. When this 12 DESIRE, or impulse of thought, first flashed into his mind he was in no position 13 to act upon it. Two difficulties stood in his way. He did not know Mr. Edison, 14 and he did not have enough money to pay his railroad fare to Orange, New 15 Jersey. These difficulties were sufficient to have discouraged the majority of men 16 from making any attempt to carry out the desire. 17 But his was no ordinary desire! He was so determined to find a way to carry out i8 his desire that he finally decided to travel by "blind baggage," rather than be 19 defeated. (To the uninitiated, this means that he went to East Orange on a 20 freight train). He presented himself at Mr. Edison's laboratory, and announced 21 he had come to go into business with the inventor. In speaking of the first 22 meeting between Barnes and Edison, years later, Mr. Edison said, "He stood 23 there before me, looking like an ordinary tramp, but there was something in the 24 expression of his face which conveyed the impression that he was determined to 25 get what he had come after. I had learned, from years of experience with men, 26 that when a man really DESIRES a thing so deeply that he is willing to stake his Empowerment Mentoring Community EFTA01220536 18 THINK AND GROW RIO-I 27 entire future on a single turn of the wheel in order to get it, he is sure to win. I 28 gave him the opportunity he asked for, because I saw he had made up his mind 29 to stand by until he succeeded. Subsequent events proved that no mistake was 3o made." 31 Just what young Barnes said to Mr. Edison on that occasion was far less 32 important than that which he thought. Edison, himself, said so! It could not have 33 been the young man's appearance which got him his start in the Edison office, 34 for that was definitely against him. It was what he THOUGHT that counted. If 35 the significance of this statement could be conveyed to every person who reads 36 it, there would be no need for the remainder of this book. 37 Barnes did not get his partnership with Edison on his first interview. He did get 38 a chance to work in the Edison offices, at a very nominal wage, doing work that 39 was unimportant to Edison, but most important to Barnes, because it gave him 40 an opportunity to display his "merchandise" where his intended "partner" could 41 see it. Months went by. Apparently nothing happened to bring the coveted goal 42 which Barnes had set up in his mind as his DEFINITE MAJOR PURPOSE. But 43 something important was happening in Barnes' mind. He was constantly 44 intensifying his DESIRE to become the business associate of Edison. 45 Psychologists have correctly said that "when one is truly ready for a thing, it puts 46 in its appearance." Barnes was ready for a business association with Edison, 47 moreover, he was DETERMINED TO REMAIN READY UNTIL HE GOT 48 THAT WHICH HE WAS SEEKING. 49 He did not say to himself, "Ah well, what's the use? I guess I'll change my mind 5o and try for a salesman's job." But, he did say, "I came here to go into business 51 with Edison, and I'll accomplish this end if it takes the remainder of my life." He 52 meant it! What a different story men would have to tell if only they would adopt 53 a DEFINITE PURPOSE, and stand by that purpose until it had time to become 54 an all-consuming obsession! EFTA01220537 INTRODUCTION 19 55 Maybe young Barnes did not know it at the time, but his bulldog determination, 56 his persistence in standing back of a single DESIRE, was destined to mow down 57 all opposition, and bring him the opportunity he was seeking. 58 When the opportunity came, it appeared in a different form, and from a different 59 direction than Barnes had expected. That is one of the tricks of opportunity. It 6o has a sly habit of slipping in by the back door, and often it comes disguised in 6i the form of misfortune, or temporary defeat. Perhaps this is why so many fail to 62 recognize opportunity. Mr. Edison had just perfected a new office device, known 63 at that time, as the Edison Dictating Machine (now the Ediphone). His salesmen 64 were not enthusiastic over the machine. They did not believe it could be sold 65 without great effort. Barnes saw his opportunity. It had crawled in quietly, 66 hidden in a queer looking machine which interested no one but Barnes and the 67 inventor. 68 Barnes knew he could sell the Edison Dictating Machine. He suggested this to 69 Edison, and promptly got his chance. He did sell the machine. In fact, he sold it 70 so successfully that Edison gave him a contract to distribute and market it all 71 over the nation. Out of that business association grew the slogan, "Made by 72 Edison and installed by Barnes." 73 The business alliance has been in operation for more than thirty years. Out of it 74 Barnes has made himself rich in money, but he has done something infinitely 75 greater, he has proved that one really may "Think and Grow Rich." 76 How much actual cash that original DESIRE of Barnes' has been worth to him, 77 I have no way of knowing. Perhaps it has brought him two or three million 78 dollars, but the amount, whatever it is, becomes insignificant when compared 79 with the greater asset he acquired in the form of definite knowledge that an 8o intangible impulse of thought can be transmuted into its physical counterpart by 81 the application of known principles. 82 Barnes literally thought himself into a partnership with the great Edison! He 83 thought himself into a fortune. He had nothing to start with, except the capacity 84 to KNOW WHAT HE WANTED, AND THE DETERMINATION TO Empowerment Mentoring Community EFTA01220538 20 THINK AND GROW RIO-I 85 STAND BY THAT DESIRE UNTIL HE REALIZED IT. He had no money to 86 begin with. He had but little education. He had no influence. But he did have 87 initiative, faith, and the will to win. With these intangible forces he made himself 88 number one man with the greatest inventor who ever lived. 89 Now, let us look at a different situation, and study a man who had plenty of 90 tangible evidence of riches, but lost it, because he stopped three feet short of the 91 goal he was seeking. THREE FEET FROM GOLD 92 One of the most common causes of failure is the habit of quitting when one is 93 overtaken by temporary defeat. Every person is guilty of this mistake at one time 94 or another. An uncle of R. U. Darby was caught by the "gold fever" in the gold- 95 rush days, and went west to DIG AND GROW RICH. He had never heard that 96 more gold has been mined from the brains of men than has ever been taken 97 from the earth. He staked a claim and went to work with pick and shovel. The 98 going was hard, but his lust for gold was definite. 99 After weeks of labor, he was rewarded by the discovery of the shining ore. He wo needed machinery to bring the ore to the surface. Quietly, he covered up the 101 mine, retraced his footsteps to his home in Williamsburg, Maryland, told his 102 relatives and a few neighbors of the "strike." They got together money for the 103 needed machinery, had it shipped. The uncle and Darby went back to work the 104 mine. 105 The first car of ore was mined, and shipped to a smelter. The returns proved 106 they had one of the richest mines in Colorado! A few more cars of that ore 107 would clear the debts. Then would come the big killing in profits. io8 Down went the drills! Up went the hopes of Darby and Uncle! Then something 109 happened! The vein of gold ore disappeared! They had come to the end of the EFTA01220539 INTRODUCTION 21 110 rainbow, and the pot of gold was no longer there! They drilled on, desperately 111 trying to pick up the vein again-all to no avail. 112 Finally, they decided to QUIT. They sold the machinery to a junk man for a few 113 hundred dollars, and took the train back home. Some "junk" men are dumb, but 114 not this one! He called in a mining engineer to look at the mine and do a little 115 calculating. The engineer advised that the project had failed, because the owners 116 were not familiar with "fault lines." His calculations showed that the vein would 117 be found JUST THREE FEET FROM WHERE THE DARBYS HAD 118 STOPPED DRILLING! That is exactly where it was found! 119 The "Junk" man took millions of dollars in ore from the mine, because he knew 120 enough to seek expert counsel before giving up. Most of the money which went 121 into the machinery was procured through the efforts of R. U. Darby, who was 122 then a very young man. The money came from his relatives and neighbors, be- 123 cause of their faith in him. He paid back every dollar of it, although he was years 124 in doing so. 125 Long afterward, Mr. Darby recouped his loss many times over, when he made 126 the discovery that DESIRE can be transmuted into gold. The discovery came 127 after he went into the business of selling life insurance. 128 Remembering that he lost a huge fortune, because he STOPPED three feet from 129 gold, Darby profited by the experience in his chosen work, by the simple method 130 of saying to himself, "I stopped three feet from gold, but I will never stop 131 because men say no when I ask them to buy insurance." 132 Darby is one of a small group of fewer than fifty men who sell more than a 133 million dollars in life insurance annually. He owes his "stick-ability" to the lesson 134 he learned from his "quit-ability" in the gold mining business. 135 Before success comes in any man's life, he is sure to meet with much temporary 136 defeat, and, perhaps, some failure. When defeat overtakes a man, the easiest and 137 most logical thing to do is to QUIT. That is exactly what the majority of men do. Empowerment Mentoring Community EFTA01220540 22 THINK AND GROW RIO-I 138 More than five hundred of the most successful men this country has ever 139 known, told the author their greatest success came just one step beyond the 140 point at which defeat had overtaken them. Failure is a trickster with a keen sense 141 of irony and cunning. 142 It takes great delight in tripping one when success is almost within reach. A FIFTY-CENT LESSON IN PERSISTENCE 143 Shortly after Mr. Darby received his degree from the "University of Hard 144 Knocks, " and had decided to profit by his experience in the gold mining 145 business, he had the good fortune to be present on an occasion that proved to 146 him that "No" does not necessarily mean no. 147 One afternoon he was helping his uncle grind wheat in an old fashioned mill. 148 The uncle operated a large farm on which a number of colored sharecrop 149 farmers lived. Quietly, the door was opened, and a small colored child, the 150 daughter of a tenant, walked in and took her place near the door. 151 The uncle looked up, saw the child, and barked at her roughly, "what do you 152 want?" Meekly, the child replied, "My mammy say send her fifty cents." "I'll not 153 do it," the uncle retorted, "Now you run on home." "Yas-sah," the child replied. 154 But she did not move. The uncle went ahead with his work, so busily engaged 155 that he did not pay enough attention to the child to observe that she did not 156 leave. When he looked up and saw her still standing there, he yelled at her, "I 157 told you to go on home! Now go, or I'll take a switch to you." The little girl said 158 "yas-sah," but she did not budge an inch. The uncle dropped a sack of grain he 159 was about to pour into the mill hopper, picked up a barrel stave, and started 16o toward the child with an expression on his face that indicated trouble. 161 Darby held his breath. He was certain he was about to witness a murder. He 162 knew his uncle had a fierce temper. He knew that colored children were not 163 supposed to defy white people in that part of the country. EFTA01220541 INTRODUCTION 23 164 When the uncle reached the spot where the child was standing, she quickly 165 stepped forward one step, looked up into his eyes, and screamed at the top of 166 her shrill voice, "MY MAMMY'S GOTTA HAVE THAT FIFTY CENTS!" 167 The uncle stopped, looked at her for a minute, then slowly laid the barrel stave 168 on the floor, put his hand in his pocket, took out half a dollar, and gave it to her. 169 The child took the money and slowly backed toward the door, never taking her 170 eyes off the man whom she had just conquered. 171 After she had gone, the uncle sat down on a box and looked out the window into 172 space for more than ten minutes. He was pondering, with awe, over the 173 whipping he had just taken. Mr. Darby, too, was doing some thinking. That was 174 the first time in all his experience that he had seen a colored child deliberately 175 master an adult white person. How did she do it? What happened to his uncle 176 that caused him to lose his fierceness and become as docile as a lamb? What 177 strange power did this child use that made her master over her superior? These 178 and other similar questions flashed into Darby's mind, but he did not find the 179 answer until years later, when he told me the story. 18o Strangely, the story of this unusual experience was told to the author in the old 181 mill, on the very spot where the uncle took his whipping. Strangely, too, I had 182 devoted nearly a quarter of a century to the study of the power which enabled an 183 ignorant, illiterate colored child to conquer an intelligent man. 184 As we stood there in that musty old mill, Mr. Darby repeated the story of the 185 unusual conquest, and finished by asking, "What can you make of it? What 186 strange power did that child use, that so completely whipped my uncle?" 187 The answer to his question will be found in the principles described in this book. 188 The answer is full and complete. It contains details and instructions sufficient to 189 enable anyone to understand, and apply the same force which the little child 190 accidentally stumbled upon. 191 Keep your mind alert, and you will observe exactly what strange power came to 192 the rescue of the child, you will catch a glimpse of this power in the next chapter. Empowerment Mentoring Community EFTA01220542 24 THINK AND GROW RICI-I 193 Somewhere in the book you will find an idea that will quicken your receptive 194 powers, and place at your command, for your own benefit, this same irresistible 195 power. The awareness of this power may come to you in the first chapter, or it 196 may flash into your mind in some subsequent chapter. It may come in the form 197 of a single idea. Or, it may come in the nature of a plan, or a purpose. Again, it 198 may cause you to go back into your past experiences of failure or defeat, and 199 bring to the surface some lesson by which you can regain all that you lost 200 through defeat. 201 After I had described to Mr. Darby the power unwittingly used by the little 202 colored child, he quickly retraced his thirty years of experience as a life insurance 203 salesman, and frankly acknowledged that his success in that field was due, in no 204 small degree, to the lesson he had learned from the child. 205 Mr. Darby pointed out: "every time a prospect tried to bow me out, without 206 buying, I saw that child standing there in the old mill, her big eyes glaring in 207 defiance, and I said to myself, "I've gotta make this sale.' The better portion of all 208 sales I have made, were made after people had said "NO'." 209 He recalled, too, his mistake in having stopped only three feet from gold, "but," 210 he said, "that experience was a blessing in disguise. It taught me to keep on 211 keeping on, no matter how hard the going may be, a lesson I needed to learn 212 before I could succeed in anything." 213 This story of Mr. Darby and his uncle, the colored child and the gold mine, 214 doubt- less will be read by hundreds of men who make their living by selling life 215 insurance, and to all of these, the author wishes to offer the suggestion that 216 Darby owes to these two experiences his ability to sell more than a million 217 dollars of life insurance every year. 218 Life is strange, and often imponderable! Both the successes and the failures have 219 their roots in simple experiences. Mr. Darby's experiences were commonplace 220 and simple enough, yet they held the answer to his destiny in life, therefore they 221 were as important (to him) as life itself. He profited by these two dramatic 222 experiences, because he analyzed them, and found the lesson they taught. But EFTA01220543 INTRODUCTION ?:5 223 what of the man who has neither the time, nor the inclination to study failure in 224 search of knowledge that may lead to success? 225 Where, and how is he to learn the art of converting defeat into stepping stones 226 to opportunity? 227 In answer to these questions, this book was written. The answer called for a 228 description of thirteen principles, but remember, as you read, the answer you 229 may be seeking, to the questions which have caused you to ponder over the 230 strangeness of life, maybe found in your own mind, through some idea, plan, or 231 purpose which may spring into your mind as you read. 232 One sound idea is all that one needs to achieve success. The principles described 233 in this book, contain the best, and the most practical of all that is known, 234 concerning ways and means of creating useful ideas. 235 Before we go any further in our approach to the description of these principles, 236 we believe you are entitled to receive this important suggestion.... WHEN 237 RICHES BEGIN TO COME THEY COME SO QUICKLY, IN SUCH 238 GREAT ABUNDANCE, THAT ONE WONDERS WHERE THEY HAVE 239 BEEN HIDING DURING ALL THOSE LEAN YEARS. 240 This is an astounding statement, and all the more so, when we take into 241 consideration the popular belief, that riches come only to those who work hard 242 and long. 243 When you begin to THINK AND GROW RICH, you will observe that riches 244 begin with a state of mind, with definiteness of purpose, with little or no hard 245 work. You, and every other person, ought to be interested in knowing how to 246 acquire that state of mind which will attract riches. I spent twenty-five years in 247 research, analyzing more than 25,000 people, because I, too, wanted to know 248 "how wealthy men become that way. 249 Without that research, this book could not have been written. Here take notice 250 of a very significant truth: Empowerment vlentoring Community EFTA01220544 26 THINK AND GROW RIO-I 251 The Business Depression started in 1929, and continued on to an all-time record 252 of economic destruction, until sometime after President Roosevelt entered 253 office. Then the Depression began to fade into nothingness. Just as an Usher in a 254 theatre raises the lights so gradually that darkness is transmuted into light before 255 you realize it, so did the spell of fear in the minds of the people gradually fade 256 away and become faith. 257 Observe very closely, as soon as you master the principles of this philosophy, 258 and begin to follow the instructions for applying those principles, your financial 259 status will begin to improve, and everything you touch will begin to transmute 26o itself into an asset for your benefit. Impossible? Not at all! 261 One of the main weaknesses of mankind is the average man's familiarity with the 262 word "impossible." He knows all the rules which will NOT work. He knows all 263 the things which CANNOT be done. This book was written for those who seek 264 the rules which have made others successful, and are willing to stake everything 265 on those rules. 266 A great many years ago I purchased a fine dictionary. The first thing I did with it 267 was to turn to the word "impossible," and neatly clip it out of the book. That 268 would not be an unwise thing for you to do. Success comes to those who 269 become SUCCESS CONSCIOUS. 27O Failure comes to those who indifferently allow themselves to become FAILURE 271 CONSCIOUS. 272 The object of this book is to help all who seek it, to learn the art of changing 273 their minds from FAILURE CONSCIOUSNESS to SUCCESS 274 CONSCIOUSNESS. 275 Another weakness found in altogether too many people, is the habit of 276 measuring everything, and everyone, by their own impressions and beliefs. Some 277 who will read this, will believe that no one can THINK AND GROW RICH. 278 They cannot think in terms of riches, because their thought habits have been 279 steeped in poverty, want, misery, failure, and defeat. EFTA01220545 INTRODUCTION 27 28o These unfortunate people remind me of a prominent Asian, who came to 281 America to be educated in American ways. He attended the University of 282 Chicago. One day President Harper met this young man on the campus, stopped 283 to chat with him for a few minutes, and asked what had impressed him as being 284 the most noticeable characteristic of the American people. 285 "Why," the student exclaimed, "your eyes!" What do we say about the Asians? 286 We refuse to believe that which we do not understand. We foolishly believe that 287 our own limitations are the proper measure of limitations. Sure, the other 288 fellow's eyes are "different," BECAUSE THEY ARE NOT THE SAME AS 289 OUR OWN. 290 Millions of people look at the achievements of Henry Ford, after he has arrived, 291 and envy him, because of his good fortune, or luck, or genius, or whatever it is 292 that they credit for Ford's fortune. Perhaps one person in every hundred 293 thousand knows the secret of Ford's success, and those who do know are too 294 modest, or too reluctant, to speak of it, because of its simplicity. A single 295 transaction will illustrate the "secret" perfectly. 296 A few years back, Ford decided to produce his now famous V-8 motor. He 297 chose to build an engine with the entire eight cylinders cast in one block, and 298 instructed his engineers to produce a design for the engine. The design was 299 placed on paper, but the engineers agreed, to a man, that it was simply 3oo impossible to cast an eight- cylinder gas engine block in one piece. 301 Ford said, "Produce it anyway." "But," they replied, "it's impossible!" "Go 302 ahead," Ford commanded, "and stay on the job until you succeed no matter how 303 much time is required." 304 The engineers went ahead. There was nothing else for them to do, if they were to 305 remain on the Ford staff. Six months went by, nothing happened. Another six 306 months passed, and still nothing happened. The engineers tried every 307 conceivable plan to carry out the orders, but the thing seemed out of the 308 question; "impossible!" Empowerment Mentoring Community EFTA01220546 28 THINK AND GROW RIO-I 309 At the end of the year Ford checked with his engineers, and again they informed 310 him they had found no way to carry out his orders. 311 "Go right ahead," said Ford, "I want it, and I'll have it." They went ahead, and 312 then, as if by a stroke of magic, the secret was discovered. 313 The Ford DETERMINATION had won once more! 314 This story may not be described with minute accuracy, but the sum and 315 substance of it is correct. Deduce from it, you who wish to THINK AND 316 GROW RICH, the secret of the Ford millions, if you can. You'll not have to 317 look very far. Henry Ford is a success, because he understands, and applies the 318 principles of success. One of these is DESIRE: knowing what one wants. 319 Remember this Ford story as you read, and pick out the lines in which the secret 32o of his stupendous achievement have been described. If you can do this, if you 321 can lay your finger on the particular group of principles which made Henry Ford 322 rich, you can equal his achievements in almost any calling for which you are 323 suited. 324 YOU ARE "THE MASTER OF YOUR FATE, THE CAPTAIN OF YOUR 325 SOUL" 326 When Henley wrote the prophetic lines, "I am the Master of my Fate, I am the 327 Captain of my Soul," he should have informed us that we are the Masters of our 328 Fate, the Captains of our Souls, because we have the power to control our 329 thoughts. 33o He should have told us that the ether in which this little earth floats, in which we 331 move and have our being, is a form of energy moving at an inconceivably high 332 rate of vibration, and that the ether is filled with a form of universal power which 333 ADAPTS itself to the nature of the thoughts we hold in our minds; and 334 INFLUENCES us, in natural ways, to transmute our thoughts into their physical 335 equivalent. EFTA01220547 INTRODUCTION 29 336 If the poet had told us of this great truth, we would know WHY IT IS that we 337 are the Masters of our Fate, the Captains of our Souls. He should have told us, 338 with great emphasis that this power makes no attempt to discriminate between 339 destructive thoughts and constructive thoughts, that it will urge us to translate 340 into physical reality thoughts of poverty, just as quickly as it will influence us to 341 act upon thoughts of riches. 342 He should have told us, too, that our brains become magnetized with the 343 dominating thoughts which we hold in our minds, and, by means with which no 344 man is familiar, these "magnets" attract to us the forces, the people, the 345 circumstances of life which harmonize with the nature of our dominating 346 thoughts. 347 He should have told us, that before we can accumulate riches in great 348 abundance, we must magnetize our minds with intense DESIRE for riches, that 349 we must become "money conscious until the DESIRE for money drives us to 35o create definite plans for acquiring it. 351 But, being a poet, and not a philosopher, Henley contented himself by stating a 352 great truth in poetic form, leaving those who followed him to interpret the 353 philosophical meaning of his lines. 354 Little by little, the truth has unfolded itself, until it now appears certain that the 355 principles described in this book, hold the secret of mastery over our economic 356 fate. 357 We are now ready to examine the first of these principles. Maintain a spirit of 358 open-mindedness, and remember as you read, they are the invention of no one 359 man. The principles were gathered from the life experiences of more than 500 36o men who actually accumulated riches in huge amounts; men who began in 361 poverty, with but little education, without influence. The principles worked for 362 these men. You can put them to work for your own enduring benefit. 363 You will find it easy, not hard, to do. Empowerment Mentoring Community EFTA01220548 30 THINK AND GROW RIO-I 364 Before you read the next chapter, I want you to know that it conveys factual 365 information which might easily change your entire financial destiny, as it has so 366 definitely brought changes of stupendous proportions to two people described. 367 I want you to know, also, that the relationship between these two men and 368 myself, is such that I could have taken no liberties with the facts, even if I had 369 wished to do so. One of them has been my closest personal friend for almost 370 twenty-five years, the other is my own son. The unusual success of these two 371 men, success which they generously accredit to the principle described in the 372 next chapter, more than justifies this personal reference as a means of 373 emphasizing the far- flung power of this principle. 374 Almost fifteen years ago, I delivered the Commencement Address at Salem 375 College, Salem, West Virginia. I emphasized the principle described in the next 376 chapter, with so much intensity that one of the members of the graduating class 377 definitely appropriated it, and made it a part of his own philosophy. The young 378 man is now a Member of Congress, and an important factor in the present 379 administration. Just before this book went to the publisher, he wrote me a letter 38o in which he so clearly stated his opinion of the principle outlined in the next 381 chapter, that I have chosen to publish his letter as an introduction to that 382 chapter. It gives you an idea of the rewards to come. 383 "My dear Napoleon: 384 "My service as a Member of Congress having given me an insight into the 385 problems of men and women, I am writing to offer a suggestion which may 386 become helpful to thousands of worthy people. 387 "With apologies, I must state that the suggestion, if acted upon, will mean several 388 years of labor and responsibility for you, but I am en-heartened to make the 389 suggestion, because I know your great love for rendering useful service. 390 "In 1922, you delivered the Commencement address at Salem College, when I 391 was a member' of the graduating class. In that address, you planted in my mind 392 an idea which has been responsible for the opportunity I now have to serve the EFTA01220549 INTRODUCTION 31 393 people of my State, and will be responsible, in a very large measure, for whatever 394 success I may have in the future. 395 "The suggestion I have in mind is, that you put into a book the sum and 396 substance of the address you delivered at Salem College, and in that way give the 397 people of America an opportunity to profit by your many years of experience 398 and association with the men who, by their greatness, have made America the 399 richest nation on earth. 400 "I recall, as though it were yesterday, the marvelous description you gave of the 401 method by which Henry Ford, with but little schooling, without a dollar, with no 402 influential friends, rose to great heights. I made up my mind then, even before 403 you had finished your speech, that I would make a place for myself, no matter 404 how many difficulties I had to surmount. 405 "Thousands of young people will finish their schooling this year, and within the 406 next few years. Every one of them will be seeking just such a message of 407 practical encouragement as the one I received from you. They will want to know 408 where to turn, what to do, to get started in life. You can tell them, because you 409 have helped to solve the problems of so many, many people. 410 "If there is any possible way that you can afford to render so great a service, may 411 I offer the suggestion that you include with every book, one of your Personal 412 Analysis Charts, in order that the purchaser of the book may have the benefit of 413 a complete self-inventory, indicating, as you indicated to me years ago, exactly 414 what is standing in the way of success. 415 "Such a service as this, providing the readers of your book with a complete, 416 unbiased picture of their faults and their virtues, would mean to them the 417 difference between success and failure. The service would be priceless. 418 "Millions of people are now facing the problem of staging a come-back, because 419 of the depression, and I speak from personal experience when I say, I know 42o these earnest people would welcome the opportunity to tell you their problems, 421 and to receive your suggestions for the solution. Empowerment Mentoring Community EFTA01220550 32 THINK AND GROW RIO-I 422 "You know the problems of those who face the necessity of beginning all over 423 again. There are thousands of people in America today who would like to know 424 how they can convert ideas into money, people who must start at scratch, 425 without finances, and recoup their losses. If anyone can help them, you can. 426 "If you publish the book, I would like to own the first copy that comes from the 427 press, personally autographed by you. " 428 With best wishes, believe me, 429 "Cordially yours, 430 "JENNINGS RANDOLPH" EFTA01220551 DESIRE 33 Chapter 2 Desire: The Starting Point of All Achievement The First Step toward Riches 1 WHEN Edwin C. Barnes climbed down from the freight train in Orange, N.J., 2 more than thirty years ago, he may have resembled a tramp, but his thoughts 3 were those of a king! 4 As he made his way from the railroad tracks to Thomas A Edison's office, his 5 mind was at work. He saw himself standing in Edison's presence. He heard him- 6 self asking Mr. Edison for an opportunity to carry out the one CONSUMING 7 OBSESSION OF HIS LIFE, a BURNING DESIRE to become the business 8 associate of the great inventor. 9 Barnes' desire was not a hope! It was not a wish! It was a keen, pulsating io DESIRE, which transcended everything else. It was DEFINITE. ii The desire was not new when he approached Edison. It had been Barnes' 12 dominating desire for a long time. In the beginning, when the desire first 13 appeared in his mind, it may have been, probably was, only a wish, but it was no 14 mere wish when he appeared before Edison with it. 15 A few years later, Edwin C. Barnes again stood before Edison, in the same office 16 where he first met the inventor. This time his DESIRE had been translated into 17 reality. He was in business with Edison. The dominating DREAM OF HIS LIFE i8 had become a reality. 19 Today, people who know Barnes envy him, because of the "break" life yielded 20 him. They see him in the days of his triumph, without taking the trouble to 21 investigate the cause of his success. 22 Barnes succeeded because he chose a definite goal, placed all his energy, all his 23 will power, all his effort, everything back of that goal. He did not become the 24 partner of Edison the day he arrived. He was content to start in the most menial Empowerment Mentoring Community EFTA01220552 34 THINK AND GROW RIO-I 25 work, as long as it provided an opportunity to take even one step toward his 26 cherished goal. Five years passed before the chance he had been seeking made its 27 appearance. During all those years not one ray of hope, not one promise of 28 attainment of his DESIRE had been held out to him. To everyone, except 29 himself, he appeared only another cog in the Edison business wheel, but in his 3o own mind, HE WAS THE PARTNER OF EDISON EVERY MINUTE OF 31 THE TIME, from the very day that he first went to work there. 32 It is a remarkable illustration of the power of a DEFINITE DESIRE. Barnes 33 won his goal, because he wanted to be a business associate of Mr. Edison, more 34 than he wanted anything else. He created a plan by which to attain that purpose. 35 But he BURNED ALL BRIDGES BEHIND HIM. He stood by his DESIRE 36 until it became the dominating obsession of his life-and-finally, a fact. 37 When he went to Orange, he did not say to himself, "I will try to induce Edison 38 to give me a job of some sort." He said, "I will see Edison, and put him on 39 notice that I have come to go into business with him. 40 He did not say, "I will work there for a few months, and if I get no 41 encouragement, I will quit and get a job somewhere else." He did say, "I will start 42 anywhere. I will do anything Edison tells me to do, but before I am through, I 43 will be his associate." 44 He did not say, "I will keep my eyes open for another opportunity, in case I fail 45 to get what I want in the Edison organization." He said, "There is but ONE 46 thing in this world that I am determined to have, and that is a business 47 association with Thomas A. Edison. I will burn all bridges behind me, and stake 48 my ENTIRE FUTURE on my ability to get what I want." 49 He left himself no possible way of retreat. He had to win or perish! 5o That is all there is to the Barnes story of success! 51 A long while ago, a great warrior faced a situation which made it necessary for 52 him to make a decision which insured his success on the battlefield. He was EFTA01220553 DESIRE 35 53 about to send his armies against a powerful foe, whose men outnumbered his 54 own. He loaded his soldiers into boats, sailed to the enemy's country, unloaded 55 soldiers and equipment, then gave the order to burn the ships that had carried 56 them. Addressing his men before the first battle, he said, "You see the boats 57 going up in smoke. That means that we cannot leave these shores alive unless we 58 win! We now have no choice, we win or we perish! 59 They won. 6o Every person who wins in any undertaking must be willing to burn his ships and 6i cut all sources of retreat. Only by so doing can one be sure of maintaining that 62 state of mind known as a BURNING DESIRE TO WIN, essential to success. 63 The morning after the great Chicago fire, a group of merchants stood on State 64 Street, looking at the smoking remains of what had been their stores. They went 65 into a conference to decide if they would try to rebuild, or leave Chicago and 66 start over in a more promising section of the country. They reached a decision, 67 all except one, to leave Chicago. 68 The merchant who decided to stay and rebuild pointed a finger at the remains of 69 his store, and said, "Gentlemen, on that very spot I will build the world's greatest 70 store, no matter how many times it may burn down." That was more than fifty years ago. The store was built. It stands there today, a 72 towering monument to the power of that state of mind known as a BURNING 73 DESIRE. The easy thing for Marshal Field to have done, would have been 74 exactly what his fellow merchants did. When the going was hard, and the future 75 looked dismal, they pulled up and went where the going seemed easier. 76 Mark well this difference between Marshal Field and the other merchants, 7 because it is the same difference which distinguishes Edwin C. Barnes from 78 thousands of other young men who have worked in the Edison organization. It 79 is the same difference which distinguishes practically all who succeed from those 8o who fail. Empowerment Mentoring Community EFTA01220554 36 THINK AND GROW RIO-I 81 Every human being who reaches the age of understanding of the purpose of 82 money, wishes for it. Wishing will not bring riches. But desiring riches with a 83 state of mind that becomes an obsession, then planning definite ways and means 84 to acquire riches, and backing those plans with persistence which does not 85 recognize failure, will bring riches. 86 The method by which DESIRE for riches can be transmuted into its financial 87 equivalent, consists of six definite, practical steps: 88 Fix in your mind the exact amount of money you desire. It is not sufficient 89 merely to say "I want plenty of money." 90 First. Be definite as to the amount. (There is a psychological reason for 91 definiteness which will be described in a subsequent chapter). 92 Second. Determine exactly what you intend to give in return for the money you 93 desire. (There is no such reality as "something for nothing.) 94 Third. Establish a definite date when you intend to possess the money you 95 desire. 96 Fourth. Create a definite plan for carrying out your desire, and begin at once, 97 whether you are ready or not, to put this plan into action. 98 Fifth. Write out a clear, concise statement of the amount of money you intend to 99 acquire, name the time limit for its acquisition, state what you intend to give in 1OO return for the money, and describe clearly the plan through which you intend to 1O1 accumulate it. 102 Sixth. Read your written statement aloud, twice daily, once just before retiring at 103 night, and once after arising in the morning. AS YOU READ, SEE AND FEEL 104 AND BELIEVE YOURSELF ALREADY IN POSSESSION OF THE 105 MONEY. 106 It is important that you follow the instructions described in these six steps. It is 107 especially important that you observe, and follow the instructions in the sixth EFTA01220555 DESIRE 37 108 paragraph. You may complain that it is impossible for you to "see yourself in 109 possession of money" before you actually have it. Here is where a BURNING 110 DESIRE will come to your aid. If you truly DESIRE money so keenly that your iii desire is an obsession, you will have no difficulty in convincing yourself that you 112 will acquire it. The object is to want money, and to become so determined to 113 have it that you CONVINCE yourself you will have it. 114 Only those who become "money conscious" ever accumulate great riches. 115 "Money consciousness" means that the mind has become so thoroughly 116 saturated with the DESIRE for money, that one can see one's self already in 117 possession of it. 118 To the uninitiated, who has not been schooled in the working principles of the 119 human mind, these instructions may appear impractical. It may be helpful, to all 120 who fail to recognize the soundness of the six steps, to know that the 121 information they convey, was received from Andrew Carnegie, who began as an 122 ordinary laborer in the steel mills, but managed, despite his humble beginning, to 123 make these principles yield him a fortune of considerably more than one 124 hundred million dollars. 125 It may be of further help to know that the six steps here recommended were 126 carefully scrutinized by the late Thomas A. Edison, who placed his stamp of 127 approval upon them as being, not only the steps essential for the accumulation 128 of money, but necessary for the attainment of any definite goal. 129 The steps call for no "hard labor." They call for no "sacrifice." They do not 130 require one to become ridiculous, or unthinking. To apply them calls for no great 131 amount of education. But the successful application of these six steps does call 132 for sufficient imagination to enable one to see, and to understand, that 133 accumulation of money cannot be left to chance, good fortune, and luck. One 134 must realize that all who have accumulated great fortunes, first did a certain 135 amount of dreaming, hoping, wishing, DESIRING, and PLANNING before 136 they acquired money. Empowerment Mentoring Community EFTA01220556 38 THINK AND GROW RIO-I 137 You may as well know, right here, that you can never have riches in great 138 quantities, UNLESS you can work yourself into a white heat of DESIRE for 139 money, and actually BELIEVE you will possess it. 140 You may as well know, also that every great leader, from the dawn of civilization 141 down to the present, was a dreamer. Christianity is the greatest potential power 142 in the world today, because its founder was an intense dreamer who had the 143 vision and the imagination to see realities in their mental and spiritual form 144 before they had been transmuted into physical form. 145 If you do not see great riches in your imagination, you will never see them in 146 your bank balance. 147 Never, in the history of America has there been so great an opportunity for 148 practical dreamers as now exists. The six year economic collapse has reduced all 149 men, substantially, to the same level. A new race is about to be run. The stakes 15O represent huge fortunes which will be accumulated within the next ten years. The 151 rules of the race have changed, because we now live in a CHANGED WORLD 152 that definitely favors the masses, those who had but little or no opportunity to 153 win under the conditions existing during the depression, when fear paralyzed 154 growth and development. 155 We who are in this race for riches, should be encouraged to know that this 156 changed world in which we live is demanding new ideas, new ways of doing 157 things, new leaders, new inventions, new methods of teaching, new methods of 158 marketing, new books, new literature, new features for the radio, new ideas for 159 moving pictures. Back of all this demand for new and better things, there is one 1.6o quality which one must possess to win, and that is DEFINITENESS OF 161 PURPOSE, the knowledge of what one wants, and a burning DESIRE to 162 possess it. 163 The business depression marked the death of one age, and the birth of another. 164 This changed world requires practical dreamers who can, and will put their 165 dreams into action. The practical dreamers have always been, and always will be 166 the pattern-makers of civilization. EFTA01220557 DESIRE 39 167 We who desire to accumulate riches, should remember the real leaders of the 168 world always have been men who harnessed, and put into practical use, the 169 intangible, unseen forces of unborn opportunity, and have converted those 170 forces, [or impulses of thought], into sky-scrapers, cities, factories, airplanes, 171 automobiles, and every form of convenience that makes life more pleasant. 172 Tolerance, and an open mind are practical necessities of the dreamer of today. 173 Those who are afraid of new ideas are doomed before they start. Never has there 174 been a time more favorable to pioneers than the present. True, there is no Wild 175 and Woolly West to be conquered, as in the days of the Covered Wagon; but 176 there is a vast business, financial, and industrial world to be remoulded and 177 redirected along new and better lines. 178 In planning to acquire your share of the riches, let no one influence you to scorn 179 the dreamer. To win the big stakes in this changed world, you must catch the 18o spirit of the great pioneers of the past, whose dreams have given to civilization 181 all that it has of value, the spirit which serves as the life-blood of our own 182 country- your opportunity and mine, to develop and market our talents. 183 Let us not forget, Columbus dreamed of an Unknown world, staked his life on 184 the existence of such a world, and discovered it! 185 Copernicus, the great astronomer, dreamed of a multiplicity of worlds, and 186 revealed them! No one denounced him as "impractical" after he had triumphed. 187 Instead, the world worshipped at his shrine, thus proving once more that 188 "SUCCESS REQUIRES NO APOLOGIES, FAILURE PERMITS NO 189 ALIBIS." 190 If the thing you wish to do is right, and you believe in it, go ahead and do it! Put 191 your dream across, and never mind what "they" say if you meet with temporary 192 defeat, for "they," perhaps, do not know that EVERY FAILURE BRINGS 193 WITH IT THE SEED OF AN EQUIVALENT SUCCESS. 194 Henry Ford, poor and uneducated, dreamed of a horseless carriage, went to work 195 with what tools he possessed, without waiting for opportunity to favor him, and Empowerment Mentoring Community EFTA01220558 40 THINK AND GROW RICH 196 now evidence of his dream belts the entire earth. He has put more wheels into 197 operation than any man who ever lived, because he was not afraid to back his 198 dreams. 199 Thomas Edison dreamed of a lamp that could be operated by electricity, began 200 where he stood to put his dream into action, and despite more than ten thousand 201 failures, he stood by that dream until he made it a physical reality. Practical 202 dreamers DO NOT QUIT! 203 Whelan dreamed of a chain of cigar stores, transformed his dream into action, 204 and now the United Cigar Stores occupy the best corners in America. 203 Lincoln dreamed of freedom for the black slaves, put his dream into action, and 206 barely missed living to see a united North and South translate his dream into 207 reality. 208 The Wright brothers dreamed of a machine that would fly through the air. Now 209 one may see evidence all over the world, that they dreamed soundly. 210 Marconi dreamed of a system for harnessing the intangible forces of the ether. 211 Evidence that he did not dream in vain, may be found in every wireless and radio 212 in the world. Moreover, Marconi's dream brought the humblest cabin, and the 213 most stately manor house side by side. It made the people of every nation on 214 earth back-door neighbors. It gave the President of the United States a medium 213 by which he may talk to all the people of America at one time, and on short 216 notice. It may interest you to know that Marconi's "friends" had him taken into 217 custody, and examined in a psychopathic hospital, when he announced he had 218 discovered a principle through which he could send messages through the air, 219 without the aid of wires, or other direct physical means of communication. The 220 dreamers of today fare better. 221 The world has become accustomed to new discoveries. Nay, it has shown a 222 willingness to reward the dreamer who gives the world a new idea. EFTA01220559 DESIRE 41 223 "The greatest achievement was, at first, and for a time, but a dream. The oak 224 sleeps in the acorn. The bird waits in the egg, and in the highest vision of the 225 soul, a waking angel stirs. DREAMS ARE THE SEEDLINGS OF REALITY." 226 Awake, arise, and assert yourself, you dreamers of the world. Your star is now in 227 the ascendency. The world depression brought the opportunity you have been 228 waiting for. It taught people humility, tolerance, and open-mindedness. 229 The world is filled with an abundance of OPPORTUNITY which the dreamers 230 of the past never knew. 231 A BURNING DESIRE TO BE, AND TO DO is the starting point from which 232 the dreamer must take off. Dreams are not born of indifference, laziness, or lack 233 of ambition. 234 The world no longer scoffs at the dreamer, nor calls him impractical. If you think 235 it does, take a trip to Tennessee, and witness what a dreamer President has done 236 in the way of harnessing, and using the great water power of America. A score of 237 years ago, such a dream would have seemed like madness. 238 You have been disappointed, you have undergone defeat during the depression, 239 you have felt the great heart within you crushed until it bled. Take courage, for 240 these experiences have tempered the spiritual metal of which you are made — 241 they are assets of incomparable value. 242 Remember, too, that all who succeed in life get off to a bad start, and pass 243 through many heartbreaking struggles before they "arrive." The turning point in 244 the lives of those who succeed, usually comes at the moment of some crisis, 245 through which they are introduced to their "other selves." 246 John Bunyan wrote the Pilgrim's Progress, which is among the finest of all 247 English literature, after he had been confined in prison and sorely punished, 248 because of his views on the subject of religion. 249 Henry discovered the genius which slept within his brain, after he had met with 250 great misfortune, and was confined in a prison cell, in Columbus, Ohio. Being Empowerment Mentoring Community EFTA01220560 42 THINK AND GROW RIO-I 251 FORCED, through misfortune, to become acquainted with his "other self," and 252 to use his IMAGINATION, he discovered himself to be a great author instead 253 of a miserable criminal and outcast. 254 Strange and varied are the ways of life, and stranger still are the ways of Infinite 255 Intelligence, through which men are sometimes forced to undergo all sorts of 256 punishment before discovering their own brains, and their own capacity to create 257 useful ideas through imagination. 258 Edison, the world's greatest inventor and scientist, was a "tramp" telegraph 259 operator, he failed innumerable times before he was driven, finally, to the 260 discovery of the genius which slept within his brain. 261 Charles Dickens began by pasting labels on blacking pots. The tragedy of his first 262 love penetrated the depths of his soul, and converted him into one of the world's 263 truly great authors. That tragedy produced, first, David Copperfield, then a 264 succession of other works that made this a richer and better world for all who 265 read his books. Disappointment over love affairs, generally has the effect of 266 driving men to drink, and women to ruin; and this, because most people never 267 learn the art of transmuting their strongest emotions into dreams of a 268 constructive nature. 269 Helen Keller became deaf, dumb, and blind shortly after birth. Despite her 270 greatest misfortune, she has written her name indelibly in the pages of the history 271 of the great. Her entire life has served as evidence that no one ever is defeated 272 until defeat has been accepted as a reality. 273 Robert Burns was an illiterate country lad, he was cursed by poverty, and grew 274 up to be a drunkard in the bargain. The world was made better for his having 275 lived, because he clothed beautiful thoughts in poetry, and thereby plucked a 276 thorn and planted a rose in its place. 277 Booker T. Washington was born in slavery, handicapped by race and color. Be- 278 cause he was tolerant, had an open mind at all times, on all subjects, and was a 279 DREAMER, he left his impress for good on an entire race. EFTA01220561 DESIRE 43 28o Beethoven was deaf, Milton was blind, but their names will last as long as time 281 endures, because they dreamed and translated their dreams into organized 282 thought. 283 Before passing to the next chapter, kindle anew in your mind the fire of hope, 284 faith, courage, and tolerance. If you have these states of mind, and a working 285 knowledge of the principles described, all else that you need will come to you, 286 when you are READY for it. Let Emerson state the thought in these words, 287 "Eveg proverb, evety book, eveg byword that belongs to thee for aid and 288 comfort shall sure/jr come home through open or winding passages. Eveg friend 289 whom not %fantastic will, but the gnat and tender soul in thee craved), shall 290 lock thee in his embrace." 291 There is a difference between WISHING for a thing and being READY to 292 receive it. No one is ready for a thing, until he believes he can acquire it. The 293 state of mind must be BELIEF, not mere hope or wish. Open-mindedness is 294 essential for belief. Closed minds do not inspire faith, courage, and belief. 295 Remember, no more effort is required to aim high in life, to demand abundance 296 and prosperity, than is required to accept misery and poverty. A great poet has 297 correctly stated this universal truth through these lines: 298 "I bargained with Life for a pen*, And Life would pay no more, However I 299 begged at evening When I counted % scan* store. 300 "For Life it a just employer, He gives you what you ask, But once you have 301 set the wages, WIThyou must bear the task. 302 "I worked for a menials hire, Only to leant, dismayed, That any wage I had 303 asked of Life, Life would have willingly paid." Empowerment Mentoring Community EFTA01220562 44 THINK AND GROW RIO-I DESIRE OUTWITS MOTHER NATURE 304 As a fitting climax to this chapter, I wish to introduce one of the most unusual 305 persons I have ever known. I first saw him twenty-four years ago, a few minutes 306 after he was born. He came into the world without any physical sign of ears, and 307 the doctor admitted, when pressed for an opinion, that the child might be deaf, 308 and mute for life. 309 I challenged the doctor's opinion. I had the right to do so, I was the child's 310 father. I, too, reached a decision, and rendered an opinion, but I expressed the 311 opinion silently, in the secrecy of my own heart. I decided that my son would 312 hear and speak. Nature could send me a child without ears, but Nature could not 313 induce me to accept the reality of the affliction. 314 In my own mind I knew that my son would hear and speak. How? I was sure 315 there must be a way, and I knew I would find it. I thought of the words of the 316 immortal Emerson, "The whole course of things goes to teach us faith. We need 317 only obey. There is guidance for each of us, and by lowly listening, we shall hear 318 the right word." 319 The right word? DESIRE! More than anything else, I DESIRED that my son 32o should not be a deaf mute. From that desire I never receded, not for a second. 321 Many years previously, I had written, "Our only limitations are those we set up in 322 our own minds." For the first time, I wondered if that statement were true. Lying 323 on the bed in front of me was a newly born child, without the natural equipment 324 of hearing. Even though he might hear and speak, he was obviously disfigured 325 for life. Surely, this was a limitation which that child had not set up in his own 326 mind. 327 What could I do about it? Somehow I would find a way to transplant into that 328 child's mind my own BURNING DESIRE for ways and means of conveying 329 sound to his brain without the aid of ears. As soon as the child was old enough EFTA01220563 DESIRE 45 33o to cooperate, I would fill his mind so completely with a BURNING DESIRE to 331 hear, that Nature would, by methods of her own, translate it into physical reality. 332 All this thinking took place in my own mind, but I spoke of it to no one. Every 333 day I renewed the pledge I had made to myself, not to accept a deaf mute for a 334 son. 335 As he grew older, and began to take notice of things around him, we observed 336 that he had a slight degree of hearing. When he reached the age when children 337 usually begin talking, he made no attempt to speak, but we could tell by his 338 actions that he could hear certain sounds slightly. That was all I wanted to know! 339 I was convinced that if he could hear, even slightly, he might develop still greater 340 hearing capacity. Then something happened which gave me hope. It came from 341 an entirely unexpected source. 342 We bought a Victrola. When the child heard the music for the first time, he went 343 into ecstasies, and promptly appropriated the machine. He soon showed a 344 preference for certain records, among them, "It's a Long Way to Tipperary." On 345 one occasion, he played that piece over and over, for almost two hours, standing 346 in front of the Victrola, with his teeth clamped on the edge of the case. The 347 significance of this self -formed habit of his did not become clear to us until 348 years afterward, for we had never heard of the principle of "bone conduction" of 349 sound at that time. 350 Shortly after he appropriated the Victrola, I discovered that he could hear me 351 quite clearly when I spoke with my lips touching his mastoid bone, or at the base 352 of the brain. These discoveries placed in my possession the necessary media by 353 which I began to translate into reality my Burning Desire to help my son develop 354 hearing and speech. By that time he was making stabs at speaking certain words. 355 The outlook was far from encouraging, but DESIRE BACKED BY FAITH 356 knows no such word as impossible. 357 Having determined that he could hear the sound of my voice plainly, I began, 358 immediately, to transfer to his mind the desire to hear and speak. I soon 359 discovered that the child enjoyed bedtime stories, so I went to work, creating Empowerment Mentoring Community EFTA01220564 46 THINK AND GROW RIO-I 36o stories designed to develop in him self-reliance, imagination, and a keen desire to 361 hear. 362 There was one story in particular, which I emphasized by giving it some new and 363 dramatic coloring each time it was told. It was designed to plant in his mind the 364 thought that his affliction was not a liability, but an asset of great value. Despite 365 the fact that all the philosophy I had examined clearly indicated that EVERY 366 ADVERSITY BRINGS WITH IT THE SEED OF AN EQUIVALENT 367 ADVANTAGE, I must confess that I had not the slightest idea how this 368 affliction could ever be- come an asset. However, I continued my practice of 369 wrapping that philosophy in bedtime stories, hoping the time would come when 370 he would find some plan by which his handicap could be made to serve some 371 useful purpose. 372 Reason told me plainly, that there was no adequate compensation for the lack of 373 ears and natural hearing equipment. 374 DESIRE backed by FAITH, pushed reason aside, and inspired me to carry on. 375 As I analyze the experience in retrospect, I can see now, that my son's faith in 376 me had much to do with the astounding results. He did not question anything I 377 told him. I sold him the idea that he had a distinct advantage over his older 378 brother, and that this advantage would reflect itself in many ways. 379 For example, the teachers in school would observe that he had no ears, and, 38o because of this, they would show him special attention and treat him with 381 extraordinary kindness. They always did. His mother saw to that, by visiting the 382 teachers and arranging with them to give the child the extra attention necessary. I 383 sold him the idea, too, that when he became old enough to sell newspapers, (his 384 older brother had already become a newspaper merchant), he would have a big 385 advantage over his brother, for the reason that people would pay him extra 386 money for his wares, because they could see that he was a bright, industrious 387 boy, despite the fact he had no ears. EFTA01220565 DESIRE 47 388 We could notice that, gradually, the child's hearing was improving. Moreover, he 389 had not the slightest tendency to be self-conscious, because of his affliction. 390 When he was about seven, he showed the first evidence that our method of 391 servicing his mind was bearing fruit. For several months he begged for the 392 privilege of selling newspapers, but his mother would not give her consent. She 393 was afraid that his deafness made it unsafe for him to go on the street alone. 394 Finally, he took matters in his own hands. One afternoon, when he was left at 395 home with the servants, he climbed through the kitchen window, shinnied to the 396 ground, and set out on his own. He borrowed six cents in capital from the 397 neighborhood shoemaker, invested it in papers, sold out, reinvested, and kept 398 repeating until late in the evening. After balancing his accounts, and paying back 399 the six cents he had borrowed from his banker, he had a net profit of forty-two 400 cents. When we got home that night, we found him in bed asleep, with the 401 money tightly clenched in his hand. 402 His mother opened his hand, removed the coins, and cried. Of all things! Crying 403 over her son's first victory seemed so inappropriate. My reaction was the reverse. 404 I laughed heartily, for I knew that my endeavor to plant in the child's mind an 405 attitude of faith in himself had been successful. 406 His mother saw, in his first business venture, a little deaf boy who had gone out 407 in the streets and risked his life to earn money. I saw a brave, ambitious, self- 408 reliant little business man whose stock in himself had been increased a hundred 409 percent, because he had gone into business on his own initiative, and had won. 410 The transaction pleased me, because I knew that he had given evidence of a trait 411 of resourcefulness that would go with him all through life. 412 Later events proved this to be true. When his older brother wanted something, 413 he would lie down on the floor, kick his feet in the air, cry for it — and get it. 414 When the "little deaf boy" wanted something, he would plan a way to earn the 415 money, then buy it for himself. He still follows that plan! Empowerment Mentoring Community EFTA01220566 48 THINK AND GROW RIO-I 416 Truly, my own son has taught me that handicaps can be converted into stepping 417 stones on which one may climb toward some worthy goal, unless they are 418 accepted as obstacles, and used as alibis. 419 The little deaf boy went through the grades, high school, and college without 420 being able to hear his teachers, excepting when they shouted loudly, at close 421 range. He did not go to a school for the deaf. WE WOULD NOT PERMIT 422 HIM TO LEARN THE SIGN LANGUAGE. We were determined that he 423 should live a normal life, and associate with normal children, and we stood by 424 that decision, although it cost us many heated debates with school officials. 425 While he was in high school, he tried an electrical hearing aid, but it was of no 426 value to him; due, we believed, to a condition that was disclosed when the child 427 was six, by Dr. J. Gordon Wilson, of Chicago, when he operated on one side of 428 the boy's head, and discovered that there was no sign of natural hearing 429 equipment. During his last week in college, (eighteen years after the operation), 430 something happened which marked the most important turning-point of his life. 431 Through what seemed to be mere chance, he came into possession of another 432 electrical hearing device, which was sent to him on trial. He was slow about 433 testing it, due to his disappointment with a similar device. Finally he picked the 434 instrument up, and more or less carelessly, placed it on his head, hooked up the 435 battery, and lo! as if by a stroke of magic, his lifelong DESIRE FOR NORMAL 436 HEARING BECAME A REALITY! For the first time in his life he heard 437 practically as well as any person with normal hearing. "God moves in mysterious 438 ways, His wonders to perform." 439 Overjoyed because of the Changed World which had been brought to him 440 through his hearing device, he rushed to the telephone, called his mother, and 441 heard her voice perfectly. The next day he plainly heard the voices of his 442 professors in class, for the first time in his life! Previously he could hear them 443 only when they shouted, at short range. He heard the radio. He heard the talking 444 pictures. For the first time in his life, he could converse freely with other people, 445 without the necessity of their having to speak loudly. Truly, he had come into EFTA01220567 DESIRE 49 446 possession of a Changed World. We had refused to accept Nature's error, and, 447 by PERSISTENT DESIRE, we had induced Nature to correct that error, 448 through the only practical means available. 449 DESIRE had commenced to pay dividends, but the victory was not yet 450 complete. The boy still had to find a definite and practical way to convert his 451 handicap into an equivalent asset. 452 Hardly realizing the significance of what had already been accomplished, but 453 intoxicated with the joy of his newly discovered world of sound, he wrote a letter 454 to the manufacturer of the hearing-aid, enthusiastically describing his experience. 455 Something in his letter, something, perhaps which was not written on the lines, 456 but back of them; caused the company to invite him to New York. When he 457 arrived, he was escorted through the factory, and while talking with the Chief 458 Engineer, telling him about his changed world, a hunch, an idea, or an 459 inspiration-call it what you wish-flashed into his mind. It was this impulse of 460 thought which converted his affliction into an asset, destined to pay dividends in 461 both money and happiness to thousands for all time to come. 462 The sum and substance of that impulse of thought was this: It occurred to him 463 that he might be of help to the millions of deafened people who go through life 464 without the benefit of hearing devices, if he could find a way to tell them the 465 story of his Changed World. 466 Then and there, he reached a decision to devote the remainder of his life to 467 rendering useful service to the hard of hearing. 468 For an entire month, he carried on an intensive research, during which he 469 analyzed the entire marketing system of the manufacturer of the hearing device, 470 and created ways and means of communicating with the hard of hearing all over 471 the world for the purpose of sharing with them his newly discovered "Changed 472 World." When this was done, he put in writing a two-year plan, based upon his 473 findings. When he presented the plan to the company, he was instantly given a 474 position, for the purpose of carrying out his ambition. Empowerment Mentoring Community EFTA01220568 50 THINK AND GROW RIO-I 475 Little did he dream, when he went to work, that he was destined to bring hope 476 and practical relief to thousands of deafened people who, without his help, 477 would have been doomed forever to deaf mutism. 478 Shortly after he became associated with the manufacturer of his hearing aid, he 479 invited me to attend a class conducted by his company, for the purpose of 480 teaching deaf mutes to hear, and to speak. I had never heard of such a form of 481 education, therefore I visited the class, skeptical but hopeful that my time would 482 not be entirely wasted. Here I saw a demonstration which gave me a greatly 483 enlarged vision of what I had done to arouse and keep alive in my son's mind the 484 DESIRE for normal hearing. I saw deaf mutes actually being taught to hear and 485 to speak, through application of the self-same principle I had used, more than 486 twenty years previously, in saving my son from deaf mutism. 487 Thus, through some strange turn of the Wheel of Fate, my son, Blair, and I have 488 been destined to aid in correcting deaf mutism for those as yet unborn, because 489 we are the only living human beings, as far as I know, who have established 490 definitely the fact that deaf mutism can be corrected to the extent of restoring to 491 normal life those who suffer with this affliction. It has been done for one; it will 492 be done for others. 493 There is no doubt in my mind that Blair would have been a deaf mute all his life, 494 if his mother and I had not managed to shape his mind as we did. The doctor 495 who attended at his birth told us, confidentially, the child might never hear or 496 speak. A few weeks ago, Dr. Irving Voorhees, a noted specialist on such cases, 497 examined Blair very thoroughly. He was astounded when he learned how well 498 my son now hears, and speaks, and said his examination indicated that 499 "theoretically, the boy should not be able to hear at all." But the lad does hear, 500 despite the fact that X-ray pictures show there is no opening in the skull, 501 whatsoever, from where his ears should be to the brain. 502 When I planted in his mind the DESIRE to hear and talk, and live as a normal 503 person, there went with that impulse some strange influence which caused 504 Nature to become bridge-builder, and span the gulf of silence between his brain EFTA01220569 DESIRE 51 505 and the outer world, by some means which the keenest medical specialists have 506 not been able to interpret. It would be sacrilege for me to even conjecture as to 507 how Nature performed this miracle. It would be unforgivable if I neglected to 508 tell the world as much as I know of the humble part I assumed in the strange 509 experience. It is my duty, and a privilege to say I believe, and not without reason, 510 that nothing is impossible to the person who backs DESIRE with enduring 511 FAITH. 512 Verily, a BURNING DESIRE has devious ways of transmuting itself into its 513 physical equivalent. Blair DESIRED normal hearing; now he has it! He was born 514 with a handicap which might easily have sent one with a less defined DESIRE to 515 the street with a bundle of pencils and a tin cup. That handicap now promises to 516 serve as the medium by which he will render useful service to many millions of 517 hard of hearing, also, to give him useful employment at adequate financial 518 compensation the remainder of his life. 519 The little "white lies" I planted in his mind when he was a child, by leading him 52o to BELIEVE his affliction would become a great asset, which he could 521 capitalize, has justified itself. Verily, there is nothing, right or wrong, which 522 BELIEF, plus BURNING DESIRE, cannot make real. These qualities are free 523 to everyone. In all my experience in dealing with men and women who had 524 personal problems, I never handled a single case which more definitely 525 demonstrates the power of DESIRE. Authors sometimes make the mistake of 526 writing of subjects of which they have but superficial, or very elementary 527 knowledge. It has been my good fortune to have had the privilege of testing the 528 soundness of the POWER OF DESIRE, through the affliction of my own son. 529 Perhaps it was providential that the experience came as it did, for surely no one 530 is better prepared than he, to serve as an example of what happens when 531 DESIRE is put to the test. If Mother Nature bends to the will of desire, is it 532 logical that mere men can defeat a burning desire? 533 Strange and imponderable is the power of the human mind! We do not under- 534 stand the method by which it uses every circumstance, every individual, every 535 physical thing within its reach, as a means of transmuting DESIRE into its Empowerment Mentoring Community EFTA01220570 52 THINK AND GROW RIO-I 536 physical counterpart. Perhaps science will uncover this secret. I planted in my 537 son's mind the DESIRE to hear and to speak as any normal person hears and 538 speaks. That DESIRE has now become a reality. I planted in his mind the 539 DESIRE to convert his greatest handicap into his greatest asset. That DESIRE 540 has been realized. The modus operandi by which this astounding result was 541 achieved is not hard to describe. It consisted of three very definite facts; first, I 542 MIXED FAITH with the DESIRE for normal hearing, which I passed on to my 543 son. Second, I communicated my desire to him in every conceivable way 544 available, through persistent, continuous effort, over a period of years. Third, 545 HE BELIEVED ME! 546 As this chapter was being completed, news came of the death of Mme. 547 Schuman-Heink. One short paragraph in the news dispatch gives the clue to this 548 unusual woman's stupendous success as a singer. I quote the paragraph, because 549 the clue it contains is none other than DESIRE. 550 Early in her career, Mme. Schuman-Heink visited the director of the Vienna 551 Court Opera, to have him test her voice. But, he did not test it. After taking one 552 look at the awkward and poorly dressed girl, he exclaimed, none too gently, 553 "With such a face, and with no personality at all, how can you ever expect to 554 succeed in opera? My good child, give up the idea. Buy a sewing machine, and go 555 to work. YOU CAN NEVER BE A SINGER." 556 Never is a long time! The director of the Vienna Court Opera knew much about 557 the technique of singing. He knew little about the power of desire, when it 558 assumes the proportion of an obsession. If he had known more of that power, 559 he would not have made the mistake of condemning genius without giving it an 56o opportunity. Several years ago, one of my business associates became ill. He 561 became worse as time went on, and finally was taken to the hospital for an 562 operation. Just before he was wheeled into the operating room, I took a look at 563 him, and wondered how anyone as thin and emaciated as he, could possibly go 564 through a major operation successfully. The doctor warned me that there was 565 little if any chance of my ever seeing him alive again. But that was the 566 DOCTOR'S OPINION. It was not the opinion of the patient. Just before he EFTA01220571 DESIRE 33 567 was wheeled away, he whispered feebly, "Do not be disturbed, Chief, I will be 568 out of here in a few days." The attending nurse looked at me with pity. But the 569 patient did come through safely. After it was all over, his physician said, 570 "Nothing but his own desire to live saved him. He never would have pulled 571 through if he had not refused to accept the possibility of death." 572 I believe in the power of DESIRE backed by FAITH, because I have seen this 573 power lift men from lowly beginnings to places of power and wealth; I have seen 574 it rob the grave of its victims; I have seen it serve as the medium by which men 575 staged a comeback after having been defeated in a hundred different ways; I have 576 seen it provide my own son with a normal, happy, successful life, despite 577 Nature's having sent him into the world without ears. 578 How can one harness and use the power of DESIRE? This has been answered 579 through this, and the subsequent chapters of this book. This message is going 58o out to the world at the end of the longest, and perhaps, the most devastating 581 depression America has ever known. It is reasonable to presume that the 582 message may come to the attention of many who have been wounded by the 583 depression, those who have lost their fortunes, others who have lost their 584 positions, and great numbers who must reorganize their plans and stage a 585 comeback. To all these I wish to convey the thought that all achievement, no 586 matter what may be its nature, or its purpose, must begin with an intense, 587 BURNING DESIRE for something definite. 588 Through some strange and powerful principle of "mental chemistry" which she 589 has never divulged, Nature wraps up in the impulse of STRONG DESIRE "that 590 something" which recognizes no such word as impossible, and accepts no such 591 reality as failure. Empowerment Mentoring Community EFTA01220572 54 THINK AND GROW RICH EFTA01220573 rArri i 55 Chapter 3 Faith: Visualization of, and Belief in Attainment of Desire The Second Step toward Riches i FAITH is the head chemist of the mind. When FAITH is blended with the 2 vibration of thought, the subconscious mind instantly picks up the vibration, 3 translates it into its spiritual equivalent, and transmits it to Infinite Intelligence, as 4 in the case of prayer. 5 The emotions of FAITH, LOVE, and SEX are the most powerful of all the 6 major positive emotions. When the three are blended, they have the effect of 7 "coloring" the vibration of thought in such a way that it instantly reaches the 8 subconscious mind, where it is changed into its spiritual equivalent, the only 9 form that induces a response from Infinite Intelligence. to Love and faith are psychic; related to the spiritual side of man. Sex is purely bio- ii logical, and related only to the physical. The mixing, or blending, of these three 12 emotions has the effect of opening a direct line of communication between the 13 finite, thinking mind of man, and Infinite Intelligence. How to Develop Faith 14 There comes, now, a statement which will give a better understanding of the 15 importance the principle of auto-suggestion assumes in the transmutation of 16 desire into its physical, or monetary equivalent; namely: FAITH is a state of mind 17 which may be induced, or created, by affirmations or repeated instructions to the i8 subconscious mind, through the principle of auto-suggestion. 19 As an illustration, consider the purpose for which you are, presumably, reading 20 this book. The object is, naturally, to acquire the ability to transmute the 21 intangible thought impulse of DESIRE into its physical counterpart, money. By 22 following the instructions laid down in the chapters on auto-suggestion, and the 23 subconscious mind, as summarized in the chapter on auto-suggestion, you may Empowerment Mentoring Community EFTA01220574 56 THINK AND GROW RIO-I 24 CONVINCE the subconscious mind that you believe you will receive that for 25 which you ask, and it will act upon that belief, which your subconscious mind 26 passes back to you in the form of "FAITH," followed by definite plans for 27 procuring that which you desire. 28 The method by which one develops FAITH, where it does not already exist, is 29 extremely difficult to describe, almost as difficult, in fact, as it would be to 3o describe the color of red to a blind man who has never seen color, and has 31 nothing with which to compare what you describe to him. Faith is a state of 32 mind which you may develop at will, after you have mastered the thirteen 33 principles, because it is a state of mind which develops voluntarily, through 34 application and use of these principles. 35 Repetition of affirmation of orders to your subconscious mind is the only known 36 method of voluntary development of the emotion of faith. Perhaps the meaning 37 may be made dearer through the following explanation as to the way men some- 38 times become criminals. Stated in the words of a famous criminologist, "When 39 men first come into contact with crime, they abhor it. If they remain in contact 40 with crime for a time, they become accustomed to it, and endure it. If they 41 remain in contact with it long enough, they finally embrace it, and become 42 influenced by it." 43 This is the equivalent of saying that any impulse of thought which is repeatedly 44 passed on to the subconscious mind is, finally, accepted and acted upon by the 45 subconscious mind, which proceeds to translate that impulse into its physical 46 equivalent, by the most practical procedure available. 47 In connection with this, consider again the statement, ALL THOUGHTS 48 WHICH HAVE BEEN EMOTIONALIZED, (given feeling) AND MIXED 49 WITH FAITH, begin immediately to translate themselves into their physical 5o equivalent or counterpart. 51 The emotions, or the "feeling" portion of thoughts, are the factors which give 52 thoughts vitality, life, and action. The emotions of Faith, Love, and Sex, when EFTA01220575 FAITI I 57 53 mixed with any thought impulse, give it greater action than any of these 54 emotions can do singly. 55 Not only thought impulses which have been mixed with FAITH, but those 56 which have been mixed with any of the positive emotions, or any of the negative 57 emotions, may reach, and influence the subconscious mind. 58 From this statement, you will understand that the subconscious mind will trans- 59 late into its physical equivalent, a thought impulse of a negative or destructive 6o nature, just as readily as it will act upon thought impulses of a positive or 6i constructive nature. This accounts for the strange phenomenon which so many 62 millions of people experience, referred to as "misfortune," or "bad luck." There 63 are millions of people who BELIEVE themselves "doomed" to poverty and 64 failure, because of some strange force over which they BELIEVE they have no 65 control. They are the creators of their own "misfortunes," because of this 66 negative BELIEF, which is picked up by the subconscious mind, and translated 67 into its physical equivalent. 68 This is an appropriate place at which to suggest again that you may benefit, by 69 passing on to your subconscious mind, any DESIRE which you wish translated 70 into its physical, or monetary equivalent, in a state of expectancy or BELIEF that 71 the transmutation will actually take place. Your BELIEF, or FAITH, is the 72 element which determines the action of your subconscious mind. There is 73 nothing to hinder you from "deceiving" your subconscious mind when giving it 74 instructions through autosuggestion, as I deceived my son's subconscious mind. 75 To make this "deceit" more realistic, conduct yourself just as you would, if you 76 were ALREADY IN POSSESSION OF THE MATERIAL THING WHICH 77 YOU ARE DEMANDING, when you call upon your subconscious mind. 78 The subconscious mind will transmute into its physical equivalent, by the most 79 direct and practical media available, any order which is given to it in a state of 8o BELIEF, or FAITH that the order will be carried out. Empowerment Mentoring Community EFTA01220576 58 THINK AND GROW RIO-I 8i Surely, enough has been stated to give a starting point from which one may, 82 through experiment and practice, acquire the ability to mix FAITH with any 83 order given to the subconscious mind. 84 Perfection will come through practice. It cannot come by merely reading 85 instructions. 86 If it be true that one may become a criminal by association with crime, (and this 87 is a known fact), it is equally true that one may develop faith by voluntarily 88 suggesting to the subconscious mind that one has faith. The mind comes, finally, 89 to take on the nature of the influences which dominate it. Understand this truth, 90 and you will know why it is essential for you to encourage the positive emotions 91 as dominating forces of your mind, and discourage and eliminate negative 92 emotions. 93 A mind dominated by positive emotions, becomes a favorable abode for the 94 state of mind known as faith. A mind so dominated may, at will, give the 95 subconscious mind instructions, which it will accept and act upon immediately. FAITH IS A STATE OF MIND WHICH MAY BE INDUCED BY AUTO-SUGGESTION 96 All down the ages, the religionists have admonished struggling humanity to "have 97 faith" in this, that, and the other dogma or creed, but they have failed to tell 98 people HOW to have faith. They have not stated that "faith is a state of mind, 99 and that it may be induced by self-suggestion." ioo In language which any normal human being can understand, we will describe all 1O1 that is known about the principle through which FAITH maybe developed, 102 where it does not already exist. Have Faith in yourself; Faith in the Infinite. 1o3 Before we begin, you should be reminded again that: FAITH is the "eternal 104 elixir" which gives life, power, and action to the impulse of thought! 105 The foregoing sentence is worth reading a second time, and a third, and a fourth. 1o6 It is worth reading aloud! EFTA01220577 FAITI I 59 toy FAITH is the starting point of all accumulation of riches! io8 FAITH is the basis of all "miracles," and all mysteries which cannot be analyzed 109 by the rules of science! no FAITH is the only known antidote for FAILURE! iii FAITH is the element, the "chemical" which, when mixed with prayer, gives one 112 direct communication with Infinite Intelligence. 113 FAITH is the element which transforms the ordinary "vibration of thought" 114 created by the finite mind of man, into the spiritual equivalent. 115 FAITH is the only agency through which the cosmic force of Infinite 116 Intelligence can be harnessed and used by man. EVERY ONE OF THE FOREGOING STATEMENTS IS CAPABLE OF PROOF! 117 The proof is simple and easily demonstrated. It is wrapped up in the principle of n8 auto-suggestion. Let us center our attention, therefore, upon the subject of self- 119 suggestion, and find out what it is, and what it is capable of achieving. 120 It is a well-known fact that one comes, finally, to BELIEVE whatever one 121 repeats to one's self, whether the statement be true or false. If a man repeats a lie 122 over and over, he will eventually accept the lie as truth. Moreover, he will 123 BELIEVE it to be the truth. Every man is what he is, because of the 124 DOMINATING THOUGHTS which he permits to occupy his mind. Thoughts 123 which a man deliberately places in his own mind, and encourages with sympathy, 126 and with which he mixes any one or more of the emotions, constitute the 127 motivating forces, which direct and control his every movement, act, and deed! 128 Comes, now, a very significant statement of truth: 129 THOUGHTS WHICH ARE MIXED WITH ANY OF THE FEELINGS OF 130 EMOTIONS, CONSTITUTE A "MAGNETIC" FORCE WHICH Empowerment Mentoring Community EFTA01220578 60 THINK AND GROW RIO-I 131 ATTRAL ib, FROM THE VIBRATIONS OF THE ETHER, OTHER 132 SIMILAR, OR RELATED THOUGHTS. 133 A thought thus "magnetized" with emotion may be compared to a seed which, 134 when planted in fertile soil, germinates, grows, and multiplies itself over and over 135 again, until that which was originally one small seed, becomes countless millions 136 of seeds of the SAME KIND! 137 The ether is a great cosmic mass of eternal forces of vibration. It is made up of 138 both destructive vibrations and constructive vibrations. It carries, at all times, 139 vibrations of fear, poverty, disease, failure, misery; and vibrations of prosperity, 140 health, success, and happiness, just as surely as it carries the sound of hundreds 141 of orchestrations of music, and hundreds of human voices, all of which maintain 142 their own individuality, and means of identification, through the medium of 143 radio. 144 From the great storehouse of the ether, the human mind is constantly attracting 145 vibrations which harmonize with that which DOMINATES the human mind. 146 Any thought, idea, plan, or purpose which one holds in one's mind attracts, from 147 the vibrations of the ether, a host of its relatives, adds these "relatives" to its own 148 force, and grows until it becomes the dominating, MOTIVATING MASTER of 149 the individual in whose mind it has been housed. 150 Now, let us go back to the starting point, and become informed as to how the 151 original seed of an idea, plan, or purpose may be planted in the mind. The 152 information is easily conveyed: any idea, plan, or purpose may be placed in the 153 mind through repetition of thought. This is why you are asked to write out a 154 statement of your major purpose, or Definite Chief Aim, commit it to memory, 155 and repeat it, in audible words, day after day, until these vibrations of sound have 156 reached your subconscious mind. 157 We are what we are, because of the vibrations of thought which we pick up and 158 register, through the stimuli of our daily environment. EFTA01220579 FAITH 61 159 Resolve to throw off the influences of any unfortunate environment, and to 160 build your own life to ORDER. Taking inventory of mental assets and liabilities, 161 you will discover that your greatest weakness is lack of self-confidence. This 162 handicap can be surmounted, and timidity translated into courage, through the 163 aid of the principle of autosuggestion. The application of this principle may be 164 made through a simple arrangement of positive thought impulses stated in 165 writing, memorized, and repeated, until they become a part of the working 166 equipment of the subconscious faculty of your mind. SELF-CONFIDENCE FORMULA 167 First. I know that I have the ability to achieve the object of my Definite Purpose 168 in life, therefore, I DEMAND of myself persistent, continuous action toward its 169 attainment, and I here and now promise to render such action. 170 Second. I realize the dominating thoughts of my mind will eventually reproduce 171 themselves in outward, physical action, and gradually transform themselves into 172 physical reality, therefore, I will concentrate my thoughts for thirty minutes daily, 173 upon the task of thinking of the person I intend to become, thereby creating in 174 my mind a clear mental picture of that person. 175 Third. I know through the principle of auto-suggestion, any desire that I 176 persistently hold in my mind will eventually seek expression through some 177 practical means of attaining the object back of it, therefore, I will devote ten 178 minutes daily to demanding of myself the development of SELF- 179 CONFIDENCE. 1.8o Fourth. I have clearly written down a description of my DEFINITE CHIEF 181 AIM in life, and I will never stop trying, until I shall have developed sufficient 182 self-confidence for its attainment. 183 Fifth. I fully realize that no wealth or position can long endure, unless built upon 184 truth and justice, therefore, I will engage in no transaction which does not 185 benefit all whom it affects. I will succeed by attracting to myself the forces I wish 186 to use, and the cooperation of other people. I will induce others to serve me, Empowerment Mentoring Community EFTA01220580 62 THINK AND GROW RIO-I 187 because of my willingness to serve others. I will eliminate hatred, envy, jealousy, 188 selfishness, and cynicism, by developing love for all humanity, because I know 189 that a negative attitude toward others can never bring me success. I will cause 190 others to believe in me, because I will believe in them, and in myself. 191 I will sign my name to this formula, commit it to memory, and repeat it aloud 192 once a day, with full FAITH that it will gradually influence my THOUGHTS and 193 ACTIONS so that I will become a self-reliant, and successful person. 194 Back of this formula is a law of Nature which no man has yet been able to 193 explain. It has baffled the scientists of all ages. The psychologists have named 196 this law "auto-suggestion," and let it go at that 197 The name by which one calls this law is of little importance. The important fact 198 about it is — it WORKS for the glory and success of mankind, IF it is used 199 constructively. On the other hand, if used destructively, it will destroy just as 200 readily. In this statement may be found a very significant truth, namely; that 201 those who go down in defeat, and end their lives in poverty, misery, and distress, 202 do so because of negative application of the principle of auto-suggestion. 203 The cause may be found in the fact that ALL IMPULSES OF THOUGHT 204 HAVE A TENDENCY TO CLOTHE THEMSELVES IN THEIR 205 PHYSICAL EQUIVALENT. 206 The subconscious mind, (the chemical laboratory in which all thought impulses 207 are combined, and made ready for translation into physical reality), makes no 208 distinction between constructive and destructive thought impulses. It works with 209 the material we feed it, through our thought impulses. The subconscious mind 210 will translate into reality a thought driven by FEAR just as readily as it will trans- 211 late into reality a thought driven by COURAGE, or FAITH. 212 The pages of medical history are rich with illustrations of cases of "suggestive 213 suicide." A man may commit suicide through negative suggestion, just as 214 effectively as by any other means. In a Midwestern city, a man by the name of 213 Joseph Grant, a bank official, "borrowed" a large sum of the bank's money, EFTA01220581 FAITH 63 216 without the consent of the directors. He lost the money through gambling. One 217 afternoon, the Bank Examiner came and began to check the accounts. Grant left 218 the bank, took a mom in a local hotel, and when they found him, three days 219 later, he was lying in bed, wailing and moaning, repeating over and over these 220 words, "My God, this will kill me! I cannot stand the disgrace." In a short time 221 he was dead. The doctors pronounced the case one of "mental suicide." 222 Just as electricity will turn the wheels of industry, and render useful service if 223 used constructively; or snuff out life if wrongly used, so will the law of auto- 224 suggestion lead you to peace and prosperity, or down into the valley of misery, 225 failure, and death, according to your degree of understanding and application of 226 it. 227 If you fill your mind with FEAR, doubt and unbelief in your ability to connect 228 with, and use the forces of Infinite Intelligence, the law of auto-suggestion will 229 take this spirit of unbelief and use it as a pattern by which your subconscious 230 mind will translate it into its physical equivalent. 231 THIS STATEMENT IS AS TRUE AS THE STATEMENT THAT TWO 232 AND TWO ARE FOUR! 233 Like the wind which carries one ship East, and another West, the law of auto- 234 suggestion will lift you up or pull you down, according to the way you set your 235 sails of THOUGHT. 236 The law of auto-suggestion, through which any person may rise to altitudes of 237 achievement which stagger the imagination, is well described in the following 238 verse: 239 "Ifyou thinkyou are beaten, you are, 240 Ilyou tbinkyou dare not, you don't 241 Ilyou like to win, butyou think you can't, 242 It is almost entail/ you won't. 243 "Ifyou thinkyou'll lose, you're lost Empowerment vlentoring Community EFTA01220582 64 THINK AND GROW RIO-I 244 For out of the world we find, 245 Success begins with a fellow's will 246 It's all in the state of mind. 247 "Ifyou thinkyou are outclassed, you are, 248 You've got to think high to rise, 249 You've got to be sure ofyourself before 250 You can ever win a prize. 251 "Life's battles don't always go 252 To the stronger or faster man, 253 But soon or late the man who wins 2S4 Is the man WHO THINKS HE CAN!" 255 Observe the words which have been emphasized, and you will catch the deep 256 meaning which the poet had in mind. 257 Somewhere in your make-up (perhaps in the cells of your brain) there lies 258 sleeping, the seed of achievement which, if aroused and put into action, would 259 carry you to heights, such as you may never have hoped to attain. 260 Just as a master musician may cause the most beautiful strains of music to pour 261 forth from the strings of a violin, so may you arouse the genius which lies asleep 262 in your brain, and cause it to drive you upward to whatever goal you may wish to 263 achieve. 264 Abraham Lincoln was a failure at everything he tried, until he was well past the 265 age of forty. He was a Mr. Nobody from Nowhere, until a great experience came 266 into his life, aroused the sleeping genius within his heart and brain, and gave the 267 world one of its really great men. That "experience" was mixed with the 268 emotions of sorrow and LOVE. It came to him through Anne Rutledge, the only 269 woman whom he ever truly loved. EFTA01220583 FAITH 65 270 It is a known fact that the emotion of LOVE is closely akin to the state of mind 271 known as FAITH, and this for the reason that Love comes very near to 272 translating one's thought impulses into their spiritual equivalent. During his work 273 of research, the author discovered, from the analysis of the life-work and 274 achievements of hundreds of men of outstanding accomplishment, that there 275 was the influence of a woman's love back of nearly EVERY ONE OF THEM. 276 The emotion of love, in the human heart and brain, creates a favorable field of 277 magnetic attraction, which causes an influx of the higher and finer vibrations 278 which are afloat in the ether. 279 If you wish evidence of the power of FAITH, study the achievements of men 280 and women who have employed it. At the head of the list comes the Nazarene. 281 Christianity is the greatest single force which influences the minds of men. The 282 basis of Christianity is FAITH, no matter how many people may have perverted, 283 or misinterpreted the meaning of this great force, and no matter how many 284 dogmas and creeds have been created in its name, which do not reflect its tenets. 285 The sum and substance of the teachings and the achievements of Christ, which 286 may have been interpreted as "miracles," were nothing more nor less than 287 FAITH. If there are any such phenomena as "miracles" they are produced only 288 through the state of mind known as FAITH! Some teachers of religion, and 289 many who call themselves Christians, neither understand nor practice FAITH. 290 Let us consider the power of FAITH, as it is now being demonstrated, by a man 291 who is well known to all of civilization, Mahatma Gandhi, of India. In this man 292 the world has one of the most astounding examples known to civilization, of the 293 possibilities of FAITH. Gandhi wields more potential power than any man living 294 at this time, and this, despite the fact that he has none of the orthodox tools of 295 power, such as money, battle ships, soldiers, and materials of warfare. Gandhi 296 has no money, he has no home, he does not own a suit of clothes, but HE 297 DOES HAVE POWER. How does he come by that power? 298 HE CREATED IT OUT OF HIS UNDERSTANDING OF THE 299 PRINCIPLE OF FAITH, AND THROUGH HIS ABILITY TO Empowerment Mentoring Community EFTA01220584 66 THINK AND GROW RIO-I 3oo TRANSPLANT THAT FAITH INTO THE MINDS OF TWO HUNDRED 301 MILLION PEOPLE. 302 Gandhi has accomplished, through the influence of FAITH, that which the 303 strongest military power on earth could not, and never will accomplish through 304 soldiers and military equipment. He has accomplished the astounding feat of 305 INFLUENCING two hundred million minds to COALESCE AND MOVE IN 306 UNISON, AS A SINGLE MIND. 307 What other force on earth, except FAITH could do as much? There will come a 308 day when employees as well as employers will discover the possibilities of 309 FAITH. That day is dawning. The whole world has had ample opportunity, 310 during the recent business depression, to witness what the LACK OF FAITH 311 will do to business. 312 Surely, civilization has produced a sufficient number of intelligent human beings 313 to make use of this great lesson which the depression has taught the world. 314 During this depression, the world had evidence in abundance that widespread 315 FEAR will paralyze the wheels of industry and business. Out of this experience 316 will arise leaders in business and industry who will profit by the example which 317 Gandhi has set for the world, and they will apply to business the same tactics 318 which he has used in building the greatest following known in the history of the 319 world. These leaders will come from the rank and file of the unknown men, who 32o now labor in the steel plants, the coal mines, the automobile factories, and in the 321 small towns and cities of America. 322 Business is due for a reform, make no mistake about this! The methods of the 323 past, based upon economic combinations of FORCE and FEAR, will be 324 supplanted by the better principles of FAITH and cooperation. Men who labor 325 will receive more than daily wages; they will receive dividends from the business, 326 the same as those who supply the capital for business; but, first they must GIVE 327 MORE TO THEIR EMPLOYERS, and stop this bickering and bargaining by 328 force, at the expense of the public. They must earn the right to dividends! EFTA01220585 FAITH 67 329 Moreover, and this is the most important thing of all — THEY WILL BE LED 33o BY LEADERS WHO WILL UNDERSTAND AND APPLY THE 331 PRINCIPLES EMPLOYED BY MAHATMA GANDHI. Only in this way may 332 leaders get from their followers the spirit of FULL cooperation which constitutes 333 power in its highest and most enduring form. 334 This stupendous machine age in which we live, and from which we are just 335 emerging, has taken the soul out of men. Its leaders have driven men as though 336 they were pieces of cold machinery; they were forced to do so by the employees 337 who have bargained, at the expense of all concerned, to get and not to give. 338 The watchword of the future will be HUMAN HAPPINESS AND 339 CONTENTMENT, and when this state of mind shall have been attained, the 340 production will take care of itself, more effectively than anything that has ever 341 been accomplished where men did not, and could not mix FAITH and individual 342 interest with their labor. 343 Because of the need for faith and cooperation in operating business and industry, 344 it will be both interesting and profitable to analyze an event which provides an 345 excellent understanding of the method by which industrialists and business men 346 accumulate great fortunes, by giving before they try to get. 347 The event chosen for this illustration dates back to 1900, when the United States 348 Steel Corporation was being formed. As you read the story, keep in mind these 349 fundamental facts and you will understand how IDEAS have been converted 350 into huge fortunes. 351 First, the huge United States Steel Corporation was born in the mind of Charles 352 M. Schwab, in the form of an IDEA he created through his IMAGINATION! 353 Second, he mixed FAITH with his IDEA. 354 Third, he formulated a PLAN for the transformation of his IDEA into physical 355 and financial reality. Empowerment Mentoring Community EFTA01220586 68 THINK AND GROW RIO-I 356 Fourth, he put his plan into action with his famous speech at the University 357 Club. 358 Fifth, he applied, and followed-through on his PLAN with PERSISTENCE, and 359 backed it with firm DECISION until it had been fully carried out 36o Sixth, he prepared the way for success by a BURNING DESIRE for success. 361 If you are one of those who have often wondered how great fortunes are 362 accumulated, this story of the creation of the United States Steel Corporation will 363 be enlightening. If you have any doubt that men can THINK AND GROW 364 RICH, this story should dispel that doubt, because you can plainly see in the 365 story of the United States Steel, the application of a major portion of the thirteen 366 principles described in this book. 367 This astounding description of the power of an IDEA was dramatically told by 368 John Lowell, in the New York World-Telegram, with whose courtesy it is here 369 reprinted. A PRETTY AFTER-DINNER SPEECH FOR A BILLION DOLLARS 370 "When, on the evening of December 12, 1900, some eighty of the nation's 371 financial nobility gathered in the banquet hail of the University Club on Fifth 372 Avenue to do honor to a young man from out of the West, not half a dozen of 373 the guests realized they were to witness the most significant episode in American 374 industrial history. 375 "J. Edward Simmons and Charles Stewart Smith, their hearts full of gratitude for 376 the lavish hospitality bestowed on them by Charles M. Schwab during a recent 377 visit to Pittsburgh, had arranged the dinner to introduce the thirty-eight -year-old 378 steel man to eastern banking society. But they didn't expect him to stampede the 379 convention. They warned him, in fact, that the bosoms within New York's 38o stuffed shirts would not be responsive to oratory, and that, if he didn't want to EFTA01220587 FAITH 69 381 bore the Stilhnans and Harrimans and Vanderbilts, he had better limit himself to 382 fifteen or twenty minutes of polite vaporings and let it go at that. 383 "Even John Pierpont Morgan, sitting on the right hand of Schwab as became his 384 imperial dignity, intended to grace the banquet table with his presence only 385 briefly. And so far as the press and public were concerned, the whole affair was 386 of so little moment that no mention of it found its way into print the next day. 387 "So the two hosts and their distinguished guests ate their way through the usual 388 seven or eight courses. There was little conversation and what there was of it was 389 restrained. Few of the bankers and brokers had met Schwab, whose career had 390 flowered along the banks of the Monongahela, and none knew him well. But be- 391 fore the evening was over, they-and with them Money Master Morgan - were to 392 be swept off their feet, and a billion dollar baby, the United States Steel 393 Corporation, was to be conceived. 394 "It is perhaps unfortunate, for the sake of history, that no record of Charlie 395 Schwab's speech at the dinner ever was made. He repeated some parts of it at a 396 later date during a similar meeting of Chicago bankers. And still later, when the 397 Government brought suit to dissolve the Steel Trust, he gave his own version, 398 from the witness stand, of the remarks that stimulated Morgan into a frenzy of 399 financial activity. 400 "It is probable, however, that it was a `homely' speech, somewhat ungrammatical 401 (for the niceties of language never bothered Schwab), full of epigram and 402 threaded with wit. But aside from that it had a galvanic force and effect upon the 403 five billions of estimated capital that was represented by the diners. After it was 404 over and the gathering was still under its spell, although Schwab had talked for 405 ninety minutes, Morgan led the orator to a recessed window where, dangling 406 their legs from the high, uncomfortable seat, they talked for an hour more. 407 "The magic of the Schwab personality had been turned on, full force, but what 408 was more important and lasting was the full-fledged, clear-cut program he laid 409 down for the aggrandizement of Steel. Many other men had tried to interest 410 Morgan in slapping together a steel trust after the pattern of the biscuit, wire and Empowerment Mentoring Community EFTA01220588 70 THINK AND GROW RIO-I 411 hoop, sugar, rubber, whisky, oil or chewing gum combinations. John W. Gates, 412 the gambler, had urged it, but Morgan distrusted him. The Moore boys, Bill and 413 Jim, Chicago stock jobbers who had glued together a match trust and a cracker 414 corporation, had urged it and failed. Elbert H. Gary, the sanctimonious country 415 lawyer, wanted to foster it, but he wasn't big enough to be impressive. Until 416 Schwab's eloquence took J. P. Morgan to the heights from which he could 417 visualize the solid results of the most daring financial undertaking ever 418 conceived, the project was regarded as a delirious dream of easy-money 419 crackpots. 420 "The financial magnetism that began, a generation ago, to attract thousands of 421 small and sometimes inefficiently managed companies into large and 422 competition-crushing combinations, had become operative in the steel world 423 through the devices of that jovial business pirate, John W. Gates. Gates already 424 had formed the American Steel and Wire Company out of a chain of small 425 concerns, and together with Morgan had created the Federal Steel Company. 426 "The National Tube and American Bridge companies were two more Morgan 427 concerns, and the Moore Brothers had forsaken the match and cookie business 428 to form the American group- Tin Plate, Steel Hoop, Sheet Steel-and the National 429 Steel Company. 430 "But by the side of Andrew Camegie's gigantic vertical trust, a trust owned and 431 operated by fifty-three partners, those other combinations were picayune. They 432 might combine to their heart's content but the whole lot of them couldn't make a 433 dent in the Carnegie organization, and Morgan knew it. 434 "The eccentric old Scot knew it, too. From the magnificent heights of Skibo 435 Castle he had viewed, first with amusement and then with resentment, the 436 attempts of Morgan's smaller companies to cut into his business. When the 437 attempts became too bold, Carnegie's temper was translated into anger and 438 retaliation. He decided to duplicate every mill owned by his rivals. Hitherto, he 439 hadn't been interested in wire, pipe, hoops, or sheet. Instead, he was content to 44o sell such companies the raw steel and let them work it into whatever shape they EFTA01220589 FAITH 71 441 wanted. Now, with Schwab as his chief and able lieutenant, he planned to drive 442 his enemies to the wall. 443 "So it was that in the speech of Charles 141. Schwab, Morgan saw the answer to 444 his problem of combination. A trust without Carnegie-giant of them all — would 445 be no trust at all, a plum pudding, as one writer said, without the plums. 446 "Schwab's speech on the night of December 12, 1900, undoubtedly carried the 447 inference, though not the pledge that the vast Carnegie enterprise could be 448 brought under the Morgan tent. 449 He talked of the world future for steel, of reorganization for efficiency, of 450 specialization, of the scrapping of unsuccessful mills and concentration of effort 451 on the flourishing properties, of economies in the ore traffic, of economies in 452 overhead and administrative departments, of capturing foreign markets. 453 "More than that, he told the buccaneers among them wherein lay the errors of 454 their customary piracy. Their purposes, he inferred, had been to create 455 monopolies, raise prices, and pay themselves fat dividends out of privilege. 456 Schwab condemned the system in his heartiest manner. The shortsightedness of 457 such a policy, he told his hearers, lay in the fact that it restricted the market in an 458 era when everything cried for expansion. By cheapening the cost of steel, he 459 argued, an ever-expanding market would be created; more uses for steel would 460 be devised, and a goodly portion of the world trade could be captured. Actually, 461 though he did not know it, Schwab was an apostle of modern mass production. 462 "So the dinner at the University Club came to an end. Morgan went home, to 463 think about Schwab's rosy predictions. Schwab went back to Pittsburgh to run 464 the steel business for "Wee Andra Carnegie: while Gary and the rest went back 465 to their stock tickers, to fiddle around in anticipation of the next move. 466 "It was not long coming. It took Morgan about one week to digest the feast of 467 reason Schwab had placed before him. When he had assured himself that no 468 financial indigestion was to result, he sent for Schwab-and found that young man 469 rather coy. Mr. Carnegie, Schwab indicated, might not like it if he found his Empowerment Mentoring Community EFTA01220590 72 THINK AND GROW RIO-I 470 trusted company president had been flirting with the Emperor of Wall Street, the 471 Street upon which Carnegie was resolved never to tread. 472 Then it was suggested by John W. Gates the go-between, that if Schwab 473 "happened" to be in the Bellevue Hotel in Philadelphia, J. P. Morgan might also 474 "happen" to be there. When Schwab arrived, however, Morgan was 475 inconveniently ill at his New York home, and so, on the elder man's pressing 476 invitation, Schwab went to New York and presented himself at the door of the 477 financier's library. 478 "Now certain economic historians have professed the belief that from the 479 beginning to the end of the drama, the stage was set by Andrew Carnegie-that 48o the dinner to Schwab, the famous speech, the Sunday night conference between 481 Schwab and the Money King, were events arranged by the canny Scot. The truth 482 is exactly the opposite. When Schwab was called in to consummate the deal, he 483 didn't even know whether v the little boss: as Andrew was called, would so 484 much as listen to an offer to sell, particularly to a group of men whom Andrew 485 regarded as being endowed with something less than holiness. But Schwab did 486 take into the conference with him, in his own handwriting, six sheets of copper- 487 plate figures, representing to his mind the physical worth and the potential 488 earning capacity of every steel company he regarded as an essential star in the 489 new metal firmament. 490 "Four men pondered over these figures all night. The chief, of course, was 491 Morgan, steadfast in his belief in the Divine Right of Money. With him was his 492 aristocratic partner, Robert Bacon, a scholar and a gentleman. The third was 493 John W. Gates whom Morgan scorned as a gambler and used as a tool. The 494 fourth was Schwab, who knew more about the processes of making and selling 495 steel than any whole group of men then living. Throughout that conference, the 496 Pittsburgher's figures were never questioned. If he said a company was worth so 497 much, then it was worth that much and no more. He was insistent, too, upon 498 including in the combination only those concerns he nominated. He had 499 conceived a corporation in which there would be no duplication, not even to 5oo satisfy the greed of friends who wanted to unload their companies upon the EFTA01220591 FAITH 73 501 broad Morgan shoulders. Thus he left out, by design, a number of the larger 502 concerns upon which the Walruses and Carpenters of Wall Street had cast 503 hungry eyes. 504 "When dawn came, Morgan rose and straightened his back. Only one question 505 remained. "Do you think you can persuade Andrew Carnegie to sell?' he asked. 506 "I can try," said Schwab. 507 "If you can get him to sell, I will undertake the matter,' said Morgan. 508 "So far so good. But would Carnegie sell? How much would he demand? 509 (Schwab thought about $320,000,000). What would he take payment in? 510 Common or preferred stocks? Bonds? Cash? No-body could raise a third of a 511 billion dollars in cash. 512 "There was a golf game in January on the frost-cracking heath of the St. Andrews 513 links in Westchester, with Andrew bundled up in sweaters against the cold, and 514 Charlie talking volubly, as usual, to keep his spirits up. But no word of business 515 was mentioned until the pair sat down in the cozy warmth of the Carnegie 516 cottage hard by. Then, with the same persuasiveness that had hypnotized eighty 517 millionaires at the University Club, Schwab poured out the glittering promises of 518 retirement in comfort, of untold millions to satisfy the old man's social caprices. 519 Carnegie capitulated, wrote a figure on a slip of paper, handed it to Schwab and 520 said, all right, that's what we'll sell for.' 521 "The figure was approximately $400,000,000, and was reached by taking the 522 $320,000,000 mentioned by Schwab as a basic figure, and adding to it 523 $80,000,000 to represent the increased capital value over the previous two years. 524 "Later, on the deck of a trans-Atlantic liner, the Scotsman said ruefully to 525 Morgan, I wish I had asked you for $100,000,000 more.' 526 "If you had asked for it, you'd have gotten it,' Morgan told him cheerfully. Empowerment Mentoring Community EFTA01220592 74 THINK AND GROW RIO-I 527 There was an uproar, of course. A British correspondent cabled that the foreign 528 steel world was 'appalled' by the gigantic combination. President Hadley, of Yale, 529 declared that unless trusts were regulated the country might expect an emperor 530 in Washington within the next twenty-five years. But that able stock 531 manipulator, Keene, went at his work of shoving the new stock at the public so 532 vigorously that all the excess water — estimated by some at nearly $600,000,000 533 — was absorbed in a twinkling. So Carnegie had his millions, and the Morgan 534 syndicate had $62,000,000 for all its trouble, 'and all the boys,' from Gates to 535 Gary, had their millions. 536 "The thirty-eight-year-old Schwab had his reward. He was made president of the 537 new corporation and remained in control until 1930." 538 The dramatic story of "Big Business" which you have just finished, was included 539 in this book, because it is a perfect illustration of the method by which DESIRE 540 CAN BE TRANSMUTED INTO ITS PHYSICAL EQLJIVALENT! 541 I imagine some readers will question the statement that a mere, intangible 542 DESIRE can be converted into its physical equivalent. Doubtless some will say, 543 "You cannot convert NOTHING into SOMETHING!" The answer is in the 544 story of United States Steel. That giant organization was created in the mind of 545 one man. The plan by which the organization was provided with the steel mills 546 that gave it financial stability was created in the mind of the same man. His 547 FAITH, his DESIRE, his IMAGINATION, his PERSISTENCE were the real 548 ingredients that went into United States Steel. The steel mills and mechanical 549 equipment acquired by the corporation, AFTER IT HAD BEEN BROUGHT 550 INTO LEGAL EXISTENCE, were incidental, but careful analysis will disclose 551 the fact that the appraised value of the properties acquired by the corporation 552 increased in value by an estimated SIX HUNDRED MILLION DOLLARS, by 553 the mere transaction which consolidated them under one management. 554 In other words, Charles M. Schwab's IDEA, plus the FAITH with which he 555 conveyed it to the minds of J. P. Morgan and the others, was marketed for a EFTA01220593 FAITH 75 556 profit of approximately $600,000,000. Not an insignificant sum for a single 557 IDEA! 558 What happened to some of the men who took their share of the millions of 559 dollars of profit made by this transaction, is a matter with which we are not now 56o concerned. The important feature of the astounding achievement is that it serves 561 as unquestionable evidence of the soundness of the philosophy described in this 562 book, because this philosophy was the warp and the woof of the entire 563 transaction. Moreover, the practicability of the philosophy has been established 564 by the fact that the United States Steel Corporation prospered, and became one 565 of the richest and most powerful corporations in America, employing thousands 566 of people, developing new uses for steel, and opening new markets; thus proving 567 that the $600,000,000 in profit which the Schwab IDEA produced was earned. 568 RICHES begin in the form of THOUGHT! The amount is limited only by the 569 person in whose mind the THOUGHT is put into motion. FAITH removes 570 limitations! 571 Remember this when you are ready to bargain with Life for whatever it is that 572 you ask as your price for having passed this way. Remember, also, that the man 573 who created the United States Steel Corporation was practically unknown at the 574 time. He was merely Andrew Camegie's "Man Friday" until he gave birth to his 575 famous IDEA. After that he quickly rose to a position of power, fame, and 576 riches. 577 THERE ARE NO LIMITATIONS TO THE MIND EXCEPT THOSE WE 578 ACKNOWLEDGE 579 BOTH POVERTY AND RICHES ARE THE OFFSPRING OF THOUGHT Empowerment vlentoring Community EFTA01220594 76 THINK AND GROW RICH EFTA01220595 AUTO-SUGGESTION Chapter 4 Auto-Suggestion: The Medium for Influencing the Subconscious Mind The Third Step toward Riches i AUTO-SUGGESTION is a term which applies to all suggestions and all self- 2 administered stimuli which reach one's mind through the five senses. Stated in 3 another way, auto-suggestion is self-suggestion. It is the agency of 4 communication between that part of the mind where conscious thought takes 5 place, and that which serves as the seat of action for the subconscious mind. 6 Through the dominating thoughts which one permits to remain in the conscious 7 mind, (whether these thoughts be negative or positive, is immaterial), the 8 principle of auto-suggestion voluntarily reaches the subconscious mind and 9 influences it with these thoughts. io NO THOUGHT, whether it be negative or positive, CAN ENTER THE 11 SUBCONSCIOUS MIND WITHOUT THE AID OF THE PRINCIPLE OF 12 AUTO-SUGGESTION, with the exception of thoughts picked up from the 13 ether. Stated differently, all sense impressions which are perceived through the 14 five senses, are stopped by the CONSCIOUS thinking mind, and maybe either is passed on to the subconscious mind, or rejected, at will. The conscious faculty 16 serves, therefore, as an outer- guard to the approach of the subconscious. 17 Nature has so built man that he has ABSOLUTE CONTROL over the material i8 which reaches his subconscious mind, through his five senses, although this is 19 not meant to be construed as a statement that man always EXERCISES this 2O control. In the great majority of instances, he does NOT exercise it, which 21 explains why so many people go through life in poverty. 22 Recall what has been said about the subconscious mind resembling a fertile gar- 23 den spot, in which weeds will grow in abundance, if the seeds of more desirable 24 crops are not sown therein. AUTO-SUGGESTION is the agency of control 25 through which an individual may voluntarily feed his subconscious mind on 26 thoughts of a creative nature, or, by neglect, permit thoughts of a destructive Empowerment Mentoring Community EFTA01220596 78 THINK AND GROW RIO-I 27 nature to find their way into this rich garden of the mind. You were instructed, in 28 the last of the six steps described in the chapter on Desire, to read ALOUD 29 twice daily the WRITTEN statement of your DESIRE FOR MONEY, and to 3o SEE AND FEEL yourself ALREADY in possession of the money! By following 31 these instructions, you communicate the object of your DESIRE directly to your 32 SUBCONSCIOUS mind in a spirit of absolute FAITH. 33 Through repetition of this procedure, you voluntarily create thought habits 34 which are favorable to your efforts to transmute desire into its monetary 35 equivalent. 36 Go back to these six steps described in chapter two, and read them again, very 37 carefully, before you proceed further. Then (when you come to it), read very 38 care- fully the four instructions for the organization of your "Master Mind" 39 group, de- scribed in the chapter on Organized Planning. By comparing these 4O two sets of instructions with that which has been stated on auto-suggestion, you, 41 of course, will see that the instructions involve the application of the principle of 42 auto-suggestion. 43 Remember, therefore, when reading aloud the statement of your desire (through 44 which you are endeavoring to develop a "money consciousness"), that the mere 45 reading of the words is of NO CONSEQUENCE-UNLESS you mix emotion, 46 or feeling with your words. If you repeat a million times the famous Emil Coue 47 formula, "Day by day, in every way, I am getting better and better," without 48 mixing emotion and FAITH with your words, you will experience no desirable 49 results. Your subconscious mind recognizes and acts upon ONLY thoughts 5o which have been well-mixed with emotion or feeling. 51 This is a fact of such importance as to warrant repetition in practically every 52 chapter, because the lack of understanding of this is the main reason the majority 53 of people who try to apply the principle of auto-suggestion get no desirable 54 results. EFTA01220597 AUTO-SUGGESTION 79 55 Plain, unemotional words do not influence the subconscious mind. You will get 56 no appreciable results until you learn to reach your subconscious mind with 57 thoughts, or spoken words which have been well emotionalized with BELIEF. 58 Do not become discouraged, if you cannot control and direct your emotions the 59 first time you try to do so. Remember, there is no such possibility as 6o SOMETHING FOR NOTHING. Ability to reach, and influence your 6i subconscious mind has its price, and you MUST PAY THAT PRICE. You 62 cannot cheat, even if you desire to do so. The price of ability to influence your 63 subconscious mind is everlasting PERSISTENCE in applying the principles 64 described here. You cannot develop the desired ability for a lower price. You, 65 and YOU ALONE, must decide whether or not the reward for which you are 66 striving (the "money consciousness"), is worth the price you must pay for it in 67 effort. 68 Wisdom and "cleverness" alone, will not attract and retain money except in a few 69 very rare instances, where the law of averages favors the attraction of money 70 through these sources. The method of attracting money described here, does not 71 depend upon the law of averages. Moreover, the method plays no favorites. It 72 will work for one person as effectively as it will for another. Where failure is 73 experienced, it is the individual, not the method, which has failed. If you try and 94 fail, make another effort, and still another, until you succeed. 75 Your ability to use the principle of auto-suggestion will depend, very largely, 76 upon your capacity to CONCENTRATE upon a given DESIRE until that desire 77 becomes a BURNING OBSESSION. 78 When you begin to carry out the instructions in connection with the six steps 79 described in the second chapter, it will be necessary for you to make use of the 8o principle of CONCENTRATION. 8i Let us here offer suggestions for the effective use of concentration. When you 82 begin to carry out the first of the six steps, which instructs you to "fix in your 83 own mind the EXACT amount of money you desire," hold your thoughts on 84 that amount of money by CONCENTRATION, or fixation of attention, with Empowerment Mentoring Community EFTA01220598 80 THINK AND GROW RIO-I 85 your eyes dosed, until you can ACTUALLY SEE the physical appearance of the 86 money. Do this at least once each day. As you go through these exercises, follow 87 the instructions given in the chapter on FAITH, and see yourself actually IN 88 POSSESSION OF THE MONEY! 89 Here is a most significant fact-the subconscious mind takes any orders given it in go a spirit of absolute FAITH, and acts upon those orders, although the orders 91 often have to be presented over and over again, through repetition, before they 92 are interpreted by the subconscious mind. Following the preceding statement, 93 consider the possibility of playing a perfectly legitimate "pick" on your 94 subconscious mind, by making it believe, because you believe it, that you must 95 have the amount of money you are visualizing, that this money is already 96 awaiting your claim, that the subconscious mind MUST hand over to you 97 practical plans for acquiring the money which is yours. 98 Hand over the thought suggested in the preceding paragraph to your 99 IMAGINATION, and see what your imagination can, or will do, to create ioo practical plans for the accumulation of money through transmutation of your 101 desire. 102 DO NOT WAIT for a definite plan, through which you intend to exchange 103 services or merchandise in return for the money you are visualizing, but begin at 104 once to see yourself in possession of the money, DEMANDING and 105 EXPECTING meanwhile, that your subconscious mind will hand over the plan, 106 or plans you need. Be on the alert for these plans, and when they appear, put 107 them into ACTION IMMEDIATELY. When the plans appear, they will io8 probably "flash" into your mind through the sixth sense, in the form of an log "inspiration." This inspiration may be considered a direct "telegram," or message no from Infinite Intelligence. Treat it with respect, and act upon it as soon as you 111 receive it. Failure to do this will be FATAL to your success. 112 In the fourth of the six steps, you were instructed to "Create a definite plan for 113 carrying out your desire, and begin at once to put this plan into action." You 114 should follow this instruction in the manner described in the preceding EFTA01220599 AUTO-SUGGESTION 81 115 paragraph. Do not trust to your "reason when creating your plan for 116 accumulating money through the transmutation of desire. Your reason is faulty. 117 Moreover, your reasoning faculty maybe lazy, and, if you depend entirely upon it n8 to serve you, it may disappoint you. 119 When visualizing the money you intend to accumulate, (with closed eyes), see 120 yourself rendering the service, or delivering the merchandise you intend to give 121 in return for this money. This is important! SUMMARY OF INSTRUCTIONS 122 The fact that you are reading this book is an indication that you earnestly seek 123 knowledge. It is also an indication that you are a student of this subject. If you 124 are only a student, there is a chance that you may learn much that you did not 125 know, but you will learn only by assuming an attitude of humility. If you choose 126 to follow some of the instructions but neglect, or refuse to follow others-you will 127 fail! To get satisfactory results, you must follow ALL instructions in a spirit of 128 FAITH. 129 The instructions given in connection with the six steps in the second chapter will 130 now be summarized, and blended with the principles covered by this chapter, as 131 follows: 132 First. Go into some quiet spot (preferably in bed at night) where you will not be 133 disturbed or interrupted, close your eyes, and repeat aloud, (so you may hear 134 your own words) the written statement of the amount of money you intend to 135 ac- cumulate, the time limit for its accumulation, and a description of the service 136 or merchandise you intend to give in return for the money. As you carry out 137 these instructions, SEE YOURSELF ALREADY IN POSSESSION OF THE 138 MONEY. 139 For example: Suppose that you intend to accumulate $50,000 by the first of 140 January, five years hence, that you intend to give personal services in return for 141 the money, in the Capacity of a salesman. Your written statement of your 142 purpose should be similar to the following: Empowerment Mentoring Community EFTA01220600 82 THINK AND GROW RIO-I 143 "By the first day of January, 19.., I will have in my possession $50,000, which will 144 come to me in various amounts from time to time during the interim. 145 "In return for this money I will give the most efficient service of which I am 146 capable, rendering the fullest possible quantity, and the best possible quality of 147 service in the capacity of salesman of (describe the service or merchandise you 148 intend to sell). 149 "I believe that I will have this money in my possession. My faith is so strong that 150 I can now see this money before my eyes. I can touch it with my hands. It is now 151 awaiting transfer to me at the time, and in the proportion that I deliver the 152 service I intend to render in return for it. I am awaiting a plan by which to 153 accumulate this money, and I will follow that plan, when it is received." 154 Second. Repeat this program night and morning until you can see, (in your 155 imagination) the money you intend to accumulate. 156 Third. Place a written copy of your statement where you can see it night and 157 morning, and read it just before retiring, and upon arising until it has been 158 memorized. 159 Remember, as you carry out these instructions, that you are applying the 160 principle of auto-suggestion, for the purpose of giving orders to your 161 subconscious mind. Remember, also, that your subconscious mind will act 162 ONLY upon instructions which are emotionalized, and handed over to it with 163 "feeling." FAITH is the strongest, and most productive of the emotions. Follow 164 the instructions given in the chapter on FAITH. 165 These instructions may, at first, seem abstract. Do not let this disturb you. 166 Follow the instructions, no matter how abstract or impractical they may, at first, 167 appear to be. The time will soon come, if you do as you have been instructed, in 168 spirit as well as in act, when a whole new universe of power will unfold to you. 169 Skepticism, in connection with ALL new ideas, is characteristic of all human 170 beings. But if you follow the instructions outlined, your skepticism will soon be EFTA01220601 AUTO-SUGGESTION 83 171 replaced by belief, and this, in turn, will soon become crystallized into 172 ABSOLUTE FAITH. Then you will have arrived at the point where you may 173 truly say, "I am the master of my fate, I am the captain of my soul!" 174 Many philosophers have made the statement that man is the master of his own 175 earthly destiny, but most of them have failed to say why he is the master. The 176 reason that man may be the master of his own earthly status, and especially his 177 financial status, is thoroughly explained in this chapter. Man may become the 178 master of himself, and of his environment, because he has the POWER TO 179 INFLUENCE HIS OWN SUBCONSCIOUS MIND, and through it, gain the i8o cooperation of Infinite Intelligence. 181 You are now reading the chapter which represents the keystone to the arch of 182 this philosophy. The instructions contained in this chapter must be understood 183 and APPLIED WITH PERSISTENCE, if you succeed in transmuting desire 184 into money. 185 The actual performance of transmuting DESIRE into money, involves the use of 186 auto-suggestion as an agency by which one may reach, and influence, the sub- 187 conscious mind. The other principles are simply tools with which to apply auto- 188 suggestion. Keep this thought in mind, and you will, at all times, be conscious of 189 the important part the principle of auto-suggestion is to play in your efforts to 190 accumulate money through the methods described in this book. Carry out these 191 instructions as though you were a small child. 192 Inject into your efforts something of the FAITH of a child. The author has been 193 most careful, to see that no impractical instructions were included, because of his 194 sincere desire to be helpful. 195 After you have read the entire book, come back to this chapter, and follow in 196 spirit, and in action, this instruction: 197 READ THE ENTIRE CHAPTER ALOUD ONCE EVERY NIGHT, UNTIL 198 YOU BE- COME THOROUGHLY CONVINCED THAT THE PRINCIPLE Empowerment vlentoring Community EFTA01220602 84 THINK AND GROW RIO-I 199 OF AUTO-SUGGESTION IS SOUND, THAT IT WILL ACCOMPLISH 200 FOR YOU ALL THAT HAS BEEN CLAIMED FOR IT. 201 AS YOU READ, UNDERSCORE WITH A PENCIL EVERY SENTENCE 202 WHICH IMPRESSES YOU FAVORABLY. 203 Follow the foregoing instruction to the letter, and it will open the way for a 204 complete understanding, and mastery of the principles of success. EFTA01220603 SPECIALIZED KNOwI.I?D(il 85 Chapter 5 Specialized Knowledge, Personal Experience or Observations The Fourth Step toward Riches 1 THERE are two kinds of knowledge. One is general, the other is specialized. 2 General knowledge, no matter how great in quantity or variety it may be, is of 3 but little use in the accumulation of money. The faculties of the great universities 4 possess, in the aggregate, practically every form of general knowledge known to 5 civilization. Most of the professors have but little or no money. They specialize 6 on teaching knowledge, but they do not specialize on the organization, or the use 7 of knowledge. 8 KNOWLEDGE will not attract money, unless it is organized, and intelligently 9 directed, through practical PLANS OF ACTION, to the DEFINITE END of 10 accumulation of money. Lack of understanding of this fact has been the source 11 of confusion to millions of people who falsely believe that "knowledge is power." 12 It is nothing of the sort! Knowledge is only potential power. It becomes power 13 only when, and if, it is organized into definite plans of action, and directed to a 14 definite end. 15 This "missing link" in all systems of education known to civilization today, 16 maybe found in the failure of educational institutions to teach their students HOW TO organize and use knowledge after they acquire it. 18 Many people make the mistake of assuming that, because Henry Ford had but 19 little "schooling," he is not a man of "education." Those who make this mistake 20 do not know Henry Ford, nor do they understand the real meaning of the word 21 "educate." 22 That word is derived from the Latin word "educo," meaning to educe, to draw 23 out, to DEVELOP FROM WITHIN. An educated man is not, necessarily, one 24 who has an abundance of general or specialized knowledge. An educated man is 25 one who has so developed the faculties of his mind that he may acquire anything Empowerment Mentoring Community EFTA01220604 86 THINK AND GROW RIO-I 26 he wants, or its equivalent, without violating the rights of others. Henry Ford 27 comes well within the meaning of this definition. 28 During the world war, a Chicago newspaper published certain editorials in which, 29 among other statements, Henry Ford was called "an ignorant pacifist." Mr. Ford 3o objected to the statements, and brought suit against the paper for libeling him. 31 When the suit was tried in the Courts, the attorneys for the paper pleaded 32 justification, and placed Mr. Ford, himself, on the witness stand, for the purpose 33 of proving to the jury that he was ignorant. The attorneys asked Mr. Ford a great 34 variety of questions, all of them intended to prove, by his own evidence, that, 35 while he might possess considerable specialized knowledge pertaining to the 36 manufacture of automobiles, he was, in the main, ignorant. 37 Mr. Ford was plied with such questions as the following: 38 "Who was Benedict Arnold?" and "How many soldiers did the British send over 39 to America to put down the Rebellion of 1776?" In answer to the last question, 40 Mr. Ford replied, "I do not know the exact number of soldiers the British sent 41 over, but I have heard that it was a considerably larger number than ever went 42 back." 43 Finally, Mr. Ford became tired of this line of questioning, and in reply to a 44 particularly offensive question, he leaned over, pointed his finger at the lawyer 45 who had asked the question, and said, "If I should really WANT to answer the 46 foolish question you have just asked, or any of the other questions you have been 47 asking me, let me remind you that I have a row of electric push-buttons on my 48 desk, and by pushing the right button, I can summon to my aid men who can 49 answer ANY question I desire to ask concerning the business to which I am 5o devoting most of my efforts. Now, will you kindly tell me, WHY I should clutter 51 up my mind with general knowledge, for the purpose of being able to answer 52 questions, when I have men around me who can supply any knowledge I 53 require?" 54 There certainly was good logic to that reply. That answer floored the lawyer. 55 Every person in the courtroom realized it was the answer, not of an ignorant EFTA01220605 SPECIALIZED KNOWLEDGE 87 56 man, but of a man of EDUCATION. Any man is educated who knows where to 57 get knowledge when he needs it, and how to organize that knowledge into 58 definite plans of action. Through the assistance of his "Master Mind" group, 59 Henry Ford had at his command all the specialized knowledge he needed to 6o enable him to become one of the wealthiest men in America. It was not essential 6i that he have this knowledge in his own mind. Surely no person who has 62 sufficient inclination and intelligence to read a book of this nature can possibly 63 miss the significance of this illustration. 64 Before you can be sure of your ability to transmute DESIRE into its monetary 65 equivalent, you will require SPECIALIZED KNOWLEDGE of the service, 66 merchandise, or profession which you intend to offer in return for fortune. 67 Perhaps you may need much more specialized knowledge than you have the 68 ability or the inclination to acquire, and if this should be true, you may bridge 69 your weakness through the aid of your "Master Mind" group. 70 Andrew Carnegie stated that he, personally, knew nothing about the technical 71 end of the steel business; moreover, he did not particularly care to know 72 anything about it. The specialized knowledge which he required for the 93 manufacture and marketing of steel, he found available through the individual 94 units of his MASTER MIND GROUP. 75 The accumulation of great fortunes calls for POWER, and power is acquired 76 through highly organized and intelligently directed specialized knowledge, but 77 that knowledge does not, necessarily, have to be in the possession of the man 78 who accumulates the fortune. 79 The preceding paragraph should give hope and encouragement to the man with 8o ambition to accumulate a fortune, who has not possessed himself of the 81 necessary "education" to supply such specialized knowledge as he may require. 82 Men sometimes go through life suffering from "inferiority complexes," because 83 they are not men of "education." The man who can organize and direct a 84 "Master Mind" group of men who possess knowledge useful in the accumulation 85 of money, is just as much a man of education as any man in the group. Empowerment Mentoring Community EFTA01220606 88 THINK AND GROW RIO-I 86 REMEMBER THIS, if you suffer from a feeling of inferiority, because your 87 schooling has been limited. 88 Thomas A. Edison had only three months of "schooling" during his entire life. 89 He did not lack education, neither did he die poor. Henry Ford had less than a 90 sixth grade "schooling" but he has managed to do pretty well by himself, 91 financially. 92 SPECIALIZED KNOWLEDGE is among the most plentiful, and the cheapest 93 forms of service which may be had! If you doubt this, consult the payroll of any 94 university. IT PAYS TO KNOW HOW TO PURCHASE KNOWLEDGE 95 First of all, decide the sort of specialized knowledge you require, and the purpose 96 for which it is needed. To a large extent your major purpose in life, the goal to- 97 ward which you are working, will help determine what knowledge you need. 98 With this question settled, your next move requires that you have accurate 99 information concerning dependable sources of knowledge. The more important wo of these are: 101 (a) One's own experience and education 102 (b) Experience and education available through cooperation of others 1o3 (Master Mind Alliance) 104 (c) Colleges and Universities 105 (d) Public Libraries (Through books and periodicals in which may be 106 found all the knowledge organized by civilization) 107 (e) Special Training Courses (Through night schools and home study 108 schools in particular.) 109 As knowledge is acquired it must be organized and put into use, for a definite 110 purpose, through practical plans. Knowledge has no value except that which can EFTA01220607 SPECIALIZED KNOWLEDGE 89 iii be gained from its application toward some worthy end. This is one reason why 112 college degrees are not valued more highly. They represent nothing but 113 miscellaneous knowledge. 114 If you contemplate taking additional schooling, first determine the purpose for us which you want the knowledge you are seeking, then learn where this particular 116 sort of knowledge can be obtained, from reliable sources. 117 Successful men, in all callings, never stop acquiring specialized knowledge related 118 to their major purpose, business, or profession. Those who are not successful 119 usually make the mistake of believing that the knowledge acquiring period ends 120 when one finishes school. The truth is that schooling does but little more than to 121 put one in the way of learning how to acquire practical knowledge. 122 With this Changed World which began at the end of the economic collapse, 123 came also astounding changes in educational requirements. The order of the day 124 is SPECIALIZATION! This truth was emphasized by Robert P. Moore, 125 secretary of appointments of Columbia University. "SPECIALISTS MOST SOUGHT AFTER" 126 "Particularly sought after by employing companies are candidates who have 127 specialized in some field-business-school graduates with training in accounting 128 and statistics, engineers of all varieties, journalists, architects, chemists, and also 129 outstanding leaders and activity men of the senior class. 130 "The man who has been active on the campus, whose personality is such that he 131 gets along with all kinds of people and who has done an adequate job with his 132 studies has a most decided edge over the strictly academic student. Some of 133 these, because of their all-around qualifications, have received several offers of 134 positions, a few of them as many as six. 135 "In departing from the conception that the "straight A" student was invariably 136 the one to get the choice of the better jobs, Mr. Moore said that most companies Empowerment Mentoring Community EFTA01220608 90 THINK AND GROW RIO-I 137 look not only to academic records but to activity records and personalities of the 138 students. 139 "One of the largest industrial companies, the leader in its field, in writing to Mr. 140 Moore concerning prospective seniors at the college, said: 141 "We are interested primarily in finding men who can make exceptional progress 142 in management work. For this reason we emphasize qualities of character, 143 intelligence and personality far more than specific educational background." "APPRENTICESHIP" PROPOSED 144 Proposing a system of apprenticing students in offices, stores and industrial 145 occupations during the summer vacation, Mr. Moore asserts that after the first 146 two or three years of college, every student should be asked "to choose a definite 147 future course and to call a halt if he has been merely pleasantly drifting without 148 purpose through an unspecialized academic curriculum." 149 "Colleges and universities must face the practical consideration that all 15o professions and occupations now demand specialists," he said, urging that 151 educational institutions accept more direct responsibility for vocational guidance. 152 One of the most reliable and practical sources of knowledge available to those 153 who need specialized schooling, is the night schools operated in most large cities. 154 The correspondence schools give specialized training anywhere the U. S. mails 155 go, on all subjects that can be taught by the extension method. One advantage of 156 home study training is the flexibility of the study programme which permits one 157 to study during spare time. Another stupendous advantage of home study 158 training (if the school is carefully chosen), is the fact that most courses offered 159 by home study schools carry with them generous privileges of consultation 160 which can be of priceless value to those needing specialized knowledge. No 161 matter where you live, you can share the benefits. 162 Anything acquired without effort, and without cost is generally unappreciated, 163 often discredited; perhaps this is why we get so little from our marvelous 164 opportunity in public schools. The SELF-DISCIPLINE one receives from a EFTA01220609 SPECIALIZED KNOWLEDGE 91 165 definite programme of specialized study makes up to some extent, for the wasted 166 opportunity when knowledge was available without cost. Correspondence 167 schools are highly organized business institutions. Their tuition fees are so low 168 that they are forced to insist upon prompt payments. Being asked to pay, 169 whether the student makes good grades or poor, has the effect of causing one to 170 follow through with the course when he would otherwise drop it. The 171 correspondence schools have not stressed this point sufficiently, for the truth is 172 that their collection departments constitute the very finest sort of training on 173 DECISION, PROMPTNESS, ACTION and THE HABIT OF FINISHING 174 THAT WHICH ONE BEGINS. 175 I learned this from experience, more than twenty-five years ago. I enrolled for a 176 home study course in Advertising. After completing eight or ten lessons I 177 stopped studying, but the school did not stop sending me bills. Moreover, it 178 insisted upon payment, whether I kept up my studies or not. I decided that if I 179 had to pay for the course (which I had legally obligated myself to do), I should 18o complete the lessons and get my money's worth. I felt, at the time, that the 181 collection system of the school was somewhat too well organized, but I learned 182 later in life that it was a valuable part of my training for which no charge had 183 been made. Being forced to pay, I went ahead and completed the course. Later in 184 life I discovered that the efficient collection system of that school had been 185 worth much in the form of money earned, because of the training in advertising I 186 had so reluctantly taken. 187 We have in this country what is said to be the greatest public school system in 188 the world. We have invested fabulous sums for fine buildings, we have provided 189 convenient transportation for children living in the rural districts, so they may 190 attend the best schools, but there is one astounding weakness to this marvelous 191 system — IT IS FREE! One of the strange things about human beings is that they 192 value only that which has a price. The free schools of America, and the free 193 public libraries, do not impress people because they are free. This is the major 194 reason why so many people find it necessary to acquire additional training after 195 they quit school and go to work. It is also one of the major reasons why Empowerment Mentoring Community EFTA01220610 92 THINK AND GROW RICH 196 EMPLOYERS GIVE GREATER CONSIDERATION TO EMPLOYEES 197 WHO TAKE HOME STUDY COURSES. They have learned from experience 198 that any person who has the ambition to give up a part of his spare time to 199 studying at home has in him those qualities which make for leadership. This 200 recognition is not a charitable gesture, it is sound business judgment upon the 201 part of the employers. 202 There is one weakness in people for which there is no remedy. It is the universal 203 weakness of LACK OF AMBITION! Persons, especially salaried people, who 204 schedule their spare time, to provide for home study, seldom remain at the 203 bottom very long. Their action opens the way for the upward climb, removes 206 many obstacles from their path, and gains the friendly interest of those who have 207 the power to put them in the way of OPPORTUNITY. 208 The home study method of training is especially suited to the needs of employed 209 people who find, after leaving school, that they must acquire additional 210 specialized knowledge, but cannot spare the time to go back to school. 211 The changed economic conditions prevailing since the depression have made it 212 necessary for thousands of people to find additional, or new sources of income. 213 For the majority of these, the solution to their problem may be found only by 214 acquiring specialized knowledge. Many will be forced to change their occupations 213 entirely. 216 When a merchant finds that a certain line of merchandise is not selling, he 217 usually supplants it with another that is in demand. The person whose business is 218 that of marketing personal services must also be an efficient merchant. If his 219 services do not bring adequate returns in one occupation, he must change to 220 another, where broader opportunities are available. 221 Stuart Austin Wier prepared himself as a Construction Engineer and followed 222 this line of work until the depression limited his market to where it did not give 223 him the income he required. He took inventory of himself, decided to change his 224 profession to law, went back to school and took special courses by which he 223 prepared himself as a corporation lawyer. Despite the fact the depression had not EFTA01220611 SPECIALIZED KNOWLEDGE 93 226 ended, he completed his training, passed the Bar Examination, and quickly built a 227 lucrative law practice, in Dallas, Texas; in fact he is turning away clients. 228 Just to keep the record straight, and to anticipate the alibis of those who will say, 229 "I couldn't go to school because I have a family to support," or "I'm too old," I 23o will add the information that Mr. Wier was past forty, and married when he went 231 back to school. Moreover, by carefully selecting highly specialized courses, in 232 colleges best prepared to teach the subjects chosen, Mr. Wier completed in two 233 years the work for which the majority of law students require four years. IT 234 PAYS TO KNOW HOW TO PURCHASE KNOWLEDGE! 235 The person who stops studying merely because he has finished school is forever 236 hopelessly doomed to mediocrity, no matter what may be his calling. The way of 237 success is the way of continuous pursuit of knowledge. 238 Let us consider a specific instance. During the depression a salesman in a grocery 239 store found himself without a position. Having had some bookkeeping 24o experience, he took a special course in accounting, familiarized himself with all 241 the latest bookkeeping and office equipment, and went into business for himself. 242 Starting with the grocer for whom he had formerly worked, he made contracts 243 with more than 100 small merchants to keep their books, at a very nominal 244 monthly fee. His idea was so practical that he soon found it necessary to set up a 245 portable office in a light delivery truck, which he equipped with modern 246 bookkeeping machinery. He now has a fleet of these bookkeeping offices "on 247 wheels" and employs a large staff of assistants, thus providing small merchants 248 with accounting service equal to the best that money can buy, at very nominal 249 cost. 250 Specialized knowledge, plus imagination, were the ingredients that went into this 251 unique and successful business. Last year the owner of that business paid an in- 252 come tax of almost ten times as much as was paid by the merchant for whom he 253 worked when the depression forced upon him a temporary adversity which 254 proved to be a blessing in disguise. Empowerment Mentoring Community EFTA01220612 94 THINK AND GROW RIO-I 255 The beginning of this successful business was an IDEA! Inasmuch as I had the 256 privilege of supplying the unemployed salesman with that idea, I now assume the 257 further privilege of suggesting another idea which has within it the possibility of 258 even greater income. Also the possibility of rendering useful service to thousands 259 of people who badly need that service. 260 The idea was suggested by the salesman who gave up selling and went into the 261 business of keeping books on a wholesale basis. When the plan was suggested as 262 a solution of his unemployment problem, he quickly exclaimed, "I like the idea, 263 but I would not know how to turn it into cash." In other words, he complained 264 he would not know how to market his bookkeeping knowledge after he acquired 265 it. 266 So, that brought up another problem which had to be solved. With the aid of a 267 young woman typist, clever at hand lettering, and who could put the story 268 together, a very attractive book was prepared, describing the advantages of the 269 new system of bookkeeping. 270 The pages were neatly typed and pasted in an ordinary scrapbook, which was 271 used as a silent salesman with which the story of this new business was so 272 effectively told that its owner soon had more accounts than he could handle. 273 There are thousands of people, all over the country, who need the services of a 274 merchandising specialist capable of preparing an attractive brief for use in 275 marketing personal services. The aggregate annual income from such a service 276 might easily exceed that received by the largest employment agency, and the 277 benefits of the service might be made far greater to the purchaser than any to be 278 obtained from an employment agency. 279 The IDEA here described was born of necessity, to bridge an emergency which 28o had to be covered, but it did not stop by merely serving one person. The woman 281 who created the idea has a keen IMAGINATION. She saw in her newly born 282 brain-child the making of a new profession, one that is destined to render 283 valuable service to thousands of people who need practical guidance in 284 marketing personal services. EFTA01220613 SPECIALIZED KNOWLEDGE 95 285 Spurred to action by the instantaneous success of her first "PREPARED PLAN 286 TO MARKET PERSONAL SERVICES," this energetic woman turned next to 287 the solution of a similar problem for her son who had just finished college, but 288 had been totally unable to find a market for his services. The plan she originated 289 for his use was the finest specimen of merchandising of personal services I have 290 ever seen. 291 When the plan book had been completed, it contained nearly fifty pages of 292 beautifully typed, properly organized information, telling the story of her son's 293 native ability, schooling, personal experiences, and a great variety of other 294 information too extensive for description. The plan book also contained a 295 complete description of the position her son desired, together with a marvelous 296 word picture of the exact plan he would use in filling the position. 297 The preparation of the plan book required several week's labor, during which 298 time its creator sent her son to the public library almost daily, to procure data 299 needed in selling his services to best advantage. She sent him, also to all the 3oo competitors of his prospective employer, and gathered from them vital 301 information concerning their business methods which was of great value in the 302 formation of the plan he intended to use in filling the position he sought. When 303 the plan had been finished, it contained more than half a dozen very fine 304 suggestions for the use and benefit of the prospective employer. (The 305 suggestions were put into use by the company). 306 One may be inclined to ask, "Why go to all this trouble to secure a job?" The 307 answer is straight to the point, also it is dramatic because it deals with a subject 308 which assumes the proportion of a tragedy with millions of men and women 309 whose sole source of income is personal services. 310 The answer is, "DOING A THING WELL NEVER IS TROUBLE! THE 311 PLAN PREPARED BY THIS WOMAN FOR THE BENEFIT OF HER 312 SON, HELPED HIM GET THE JOB FOR WHICH HE APPLIED, AT THE 313 FIRST INTERVIEW, AT A SALARY FIXED BY HIMSELF." Empowerment Mentoring Community EFTA01220614 96 THINK AND GROW RIO-I 314 Moreover — and this, too, is important-THE POSITION DID NOT REQUIRE 315 THE YOUNG MAN TO START AT THE BOTTOM. HE BEGAN AS A 316 JUNIOR EXECUTIVE, AT AN EXECUTIVE'S SALARY. 317 "Why go to all this trouble?" do you ask? 318 Well, for one thing, the PLANNED PRESENTATION of this young man's 319 application for a position clipped off no less than ten years of time he would 32o have required to get to where he began, had he "started at the bottom and 321 worked his way up." 322 This idea of starting at the bottom and working one's way up may appear to be 323 sound, but the major objection to it is this-too many of those who begin at the 324 bottom never manage to lift their heads high enough to be seen by 325 OPPORTUNITY, so they remain at the bottom. It should be remembered, also, 326 that the outlook from the bottom is not so very bright or encouraging. It has a 327 tendency to kill off ambition. We call it "getting into a rut," which means that we 328 accept our fate because we form the HABIT of daily routine, a habit that finally 329 becomes so strong we cease to try to throw it off. And that is another reason 33o why it pays to start one or two steps above the bottom. By so doing one forms 331 the HABIT of looking around, of observing how others get ahead, of seeing 332 OPPORTUNITY, and of embracing it without hesitation. 333 Dan Halpin is a splendid example of what I mean. During his college days, he 334 was manager of the famous 1930 National Championship Notre Dame football 335 team, when it was under the direction of the late Knute Rockne. 336 Perhaps he was inspired by the great football coach to aim high, and NOT 337 MISTAKE TEMPORARY DEFEAT FOR FAILURE, just as Andrew 338 Carnegie, the great industrial leader, inspired his young business lieutenants to set 339 high goals for themselves. At any rate, young Halpin finished college at a mighty 340 unfavorable time, when the depression had made jobs scarce, so, after a fling at 341 investment banking and motion pictures, he took the first opening with a 342 potential future he could find-selling electrical hearing aids on a commission EFTA01220615 SPECIALIZED KNOWLEDGE 97 343 basis. ANYONE COULD START IN THAT SORT OF JOB, AND HALPIN 344 KNEW IT, but it was enough to open the door of opportunity to him. 345 For almost two years, he continued in a job not to his liking, and he would never 346 have risen above that job if he had not done something about his dissatisfaction. 347 He aimed, first, at the job of Assistant Sales Manager of his company, and got 348 the job. That one step upward placed him high enough above the crowd to 349 enable him to see still greater opportunity, also, it placed him where 350 OPPORTUNITY COULD SEE HIM. 351 He made such a fine record selling hearing aids, that A. M. Andrews, Chairman 352 of the Board of the Dictograph Products Company, a business competitor of the 353 company for which Halpin worked, wanted to know something about that man 354 Dan Halpin who was taking big sales away from the long established Dictograph 355 Company. He sent for Halpin. When the interview was over, Halpin was the new 356 Sales Manager, in charge of the Acousticon Division. 357 Then, to test young Halpin's metal, Mr. Andrews went away to Florida for three 358 months, leaving him to sink or swim in his new job. He did not sink! Knute 359 Rockne's spirit of "All the world loves a winner, and has no time for a loser 36o inspired him to put so much into his job that he was recently elected Vice- 361 President of the company, and General Manager of the Acousticon and Silent 362 Radio Division, a job which most men would be proud to earn through ten years 363 of loyal effort. Halpin turned the trick in little more than six months. 364 It is difficult to say whether Mr. Andrews or Mr. Halpin is more deserving of 365 eulogy, for the reason that both showed evidence of having an abundance of that 366 very rare quality known as IMAGINATION. Mr. Andrews deserves credit for 367 seeing, in young Halpin, a "go-getter" of the highest order. Halpin deserves 368 credit for REFUSING TO COMPROMISE WITH LIFE BY ACCEPTING 369 AND KEEPING A JOB HE DID NOT WANT, and that is one of the major 370 points I am trying to emphasize through this entire philosophy — that we rise to 371 high positions or remain at the bottom BECAUSE OF CONDITIONS WE 372 CAN CONTROL IF WE DESIRE TO CONTROL THEM. Empowerment Mentoring Community EFTA01220616 98 THINK AND GROW RIO-I 373 I am also trying to emphasize another point, namely, that both success and 374 failure are largely the results of HABIT! I have not the slightest doubt that Dan 375 Halpin's dose association with the greatest football coach America ever knew, 376 planted in his mind the same brand of DESIRE to excel which made the Notre 377 Dame football team world famous. Truly, there is something to the idea that 378 hero-worship is helpful, provided one worships a WINNER. Halpin tells me that 379 Rockne was one of the world's greatest leaders of men in all history. 38o My belief in the theory that business associations are vital factors, both in failure 381 and in success, was recently demonstrated, when my son Blair was negotiating 382 with Dan Halpin for a position. 383 Mr. Halpin offered him a beginning salary of about one half what he could have 384 gotten from a rival company. I brought parental pressure to bear, and induced 385 him to accept the place with Mr. Halpin, because I BELIEVE THAT CLOSE 386 ASSOCIATION WITH ONE WHO REFUSES TO COMPROMISE WITH 387 CIRCUMSTANCES HE DOES NOT LIKE, IS AN ASSET THAT CAN 388 NEVER BE MEASURED IN TERMS OF MONEY. 389 The bottom is a monotonous, dreary, unprofitable place for any person. That is 390 why I have taken the time to describe how lowly beginnings maybe circumvented 391 by proper planning. Also, that is why so much space has been devoted to a 392 description of this new profession, created by a woman who was inspired to do a 393 fine job of PLANNING because she wanted her son to have a favorable 394 "break." 395 With the changed conditions ushered in by the world economic collapse, came 396 also the need for newer and better ways of marketing PERSONAL SERVICES. 397 It is hard to determine why someone had not previously discovered this 398 stupendous need, in view of the fact that more money changes hands in return 399 for personal services than for any other purpose. The sum paid out monthly, to 400 people who work for wages and salaries, is so huge that it runs into hundreds of 401 millions, and the annual distribution amounts to billions. EFTA01220617 SPECIALIZED KNOWLEDGE 99 402 Perhaps some will find, in the IDEA here briefly described, the nucleus of the 403 riches they DESIRE! Ideas with much less merit have been the seedlings from 404 which great fortunes have grown. 405 Woolworth's Five and Ten Cent Store idea, for example, had far less merit, but it 406 piled up a fortune for its creator. Those seeing OPPORTUNITY lurking in this 407 suggestion will find valuable aid in the chapter on Organized Planning. 408 Incidentally, an efficient merchandiser of personal services would find a growing 409 demand for his services wherever there are men and women who seek better 410 markets for their services. By applying the Master Mind principle, a few people 411 with suitable talent, could form an alliance, and have a paying business very 412 quickly. One would need to be a fair writer, with a flair for advertising and 413 selling, one handy at typing and hand lettering, and one should be a first class 414 business getter who would let the world know about the service. If one person 415 possessed all these abilities, he might carry on the business alone, until it outgrew 416 him. 417 The woman who prepared the "Personal Service Sales Plan" for her son now 418 receives requests from all parts of the country for her cooperation in preparing 419 similar plans for others who desire to market their personal services for more 42o money. She has a staff of expert typists, artists, and writers who have the ability 421 to dramatize the case history so effectively that one's personal services can be 422 marketed for much more money than the prevailing wages for similar services. 423 She is so confident of her ability that she accepts, as the major portion of her fee, 424 a percentage of the increased pay she helps her clients to earn. 425 It must not be supposed that her plan merely consists of clever salesmanship by 426 which she helps men and women to demand and receive more money for the 427 same services they formerly sold for less pay. She looks after the interests of the 428 purchaser as well as the seller of personal services, and so prepares her plans that 429 the employer receives full value for the additional money he pays. The method 430 by which she accomplishes this astonishing result is a professional secret which 431 she discloses to no one excepting her own clients. Empowerment Mentoring Community EFTA01220618 100 THINK AND GROW RIO-I 432 If you have the IMAGINATION, and seek a more profitable outlet for your 433 personal services, this suggestion may be the stimulus for which you have been 434 searching. The IDEA is capable of yielding an income far greater than that of the 435 "average" doctor, lawyer, or engineer whose education required several years in 436 college. The idea is saleable to those seeking new positions, in practically all 437 positions calling for managerial or executive ability, and those desiring re- 438 arrangement of incomes in their present positions. 439 There is no fixed price for sound IDEAS! Back of all IDEAS is specialized 440 knowledge. Unfortunately, for those who do not find riches in abundance, 441 specialized knowledge is more abundant and more easily acquired than IDEAS. 442 Because of this very truth, there is a universal demand and an ever-increasing 443 opportunity for the person capable of helping men and women to sell their 444 personal services advantageously. Capability means IMAGINATION, the one 445 quality needed to combine specialized knowledge with IDEAS, in the form of 446 ORGANIZED PLANS designed to yield riches. 447 If you have IMAGINATION this chapter may present you with an idea 448 sufficient to serve as the beginning of the riches you desire. Remember, the 449 IDEA is the main thing. Specialized knowledge maybe found just around the 450 corner — any corner! EFTA01220619 IMAGINATION 101 Chapter 6 Imagination: The Workshop of the Mind The Fifth Step toward Riches 1 The imagination is literally the workshop wherein are fashioned all plans created 2 by man. The impulse, the DESIRE, is given shape, form, and ACTION through 3 the aid of the imaginative faculty of the mind. 4 It has been said that man can create anything which he can imagine. 5 Of all the ages of civilization, this is the most favorable for the development of 6 the imagination, because it is an age of rapid change. On every hand one may 7 contact stimuli which develop the imagination. 8 Through the aid of his imaginative faculty, man has discovered, and harnessed, 9 more of Nature's forces during the past fifty years than during the entire history 1O of the human race, previous to that time. He has conquered the air so 11 completely, that the birds are a poor match for him in flying. He has harnessed 12 the ether, and made it serve as a means of instantaneous communication with 13 any part of the world. He has analyzed, and weighed the sun at a distance of 14 millions of miles, and has determined, through the aid of IMAGINATION, the 1,5 elements of which it consists. He has discovered that his own brain is both a 16 broadcasting, and a receiving station for the vibration of thought, and he is 17 beginning now to learn how to make practical use of this discovery. He has i8 increased the speed of locomotion, until he may now travel at a speed of more 19 than three hundred miles an hour. 20 The time will soon come when a man may breakfast in New York, and lunch in 21 San Francisco. 22 MAN'S ONLY LIMITATION, within reason, LIES IN HIS DEVELOPMENT 23 AND USE OF HIS IMAGINATION. He has not yet reached the apex of Empowerment vlentoring Community EFTA01220620 102 THINK AND GROW RIO-I 24 development in the use of his imaginative faculty. He has merely discovered that 25 he has an imagination, and has commenced to use it in a very elementary way. TWO FORMS OF IMAGINATION 26 The imaginative faculty functions in two forms. One is known as "synthetic 27 imagination," and the other as "creative imagination." 28 SYNTHETIC IMAGINATION: 29 Through this faculty, one may arrange old concepts, ideas, or plans into new 3o combinations. This faculty creates nothing. It merely works with the material of 31 experience, education, and observation with which it is fed. It is the faculty used 32 most by the inventor, with the exception of the one who draws upon the creative 33 imagination, when he cannot solve his problem through synthetic imagination. 34 CREATIVE IMAGINATION: 35 Through the faculty of creative imagination, the finite mind of man has direct 36 communication with Infinite Intelligence. It is the faculty through which 37 "hunches" and "inspirations" are received. It is by this faculty that all basic, or 38 new ideas are handed over to man. 39 It is through this faculty that thought vibrations from the minds of others are 40 received. It is through this faculty that one individual may "tune in," or 41 communicate with the subconscious minds of other men. 42 The creative imagination works automatically, in the manner described in 43 subsequent pages. This faculty functions ONLY when the conscious mind is 44 vibrating at an exceedingly rapid rate, as for example, when the conscious mind 45 is stimulated through the emotion of a strong desire. 46 The creative faculty becomes more alert, more receptive to vibrations from the 47 sources mentioned, in proportion to its development through USE. This 48 statement is significant! Ponder over it before passing on. EFTA01220621 IMAGINATION 103 49 Keep in mind as you follow these principles that the entire story of how one may 50 convert DESIRE into money cannot be told in one statement. The story will be 51 complete, only when one has MASTERED, ASSIMILATED, and BEGUN TO 52 MAKE USE of all the principles. 53 The great leaders of business, industry, finance, and the great artists, musicians, 54 poets, and writers became great, because they developed the faculty of creative 55 imagination. 56 Both the synthetic and creative faculties of imagination become more alert with 57 use, just as any muscle or organ of the body develops through use. 58 Desire is only a thought, an impulse. It is nebulous and ephemeral. It is abstract, 59 and of no value, until it has been transformed into its physical counterpart. While 6o the synthetic imagination is the one which will be used most frequently, in the 6i process of transforming the impulse of DESIRE into money, you must keep in 62 mind the fact, that you may face circumstances and situations which demand use 63 of the creative imagination as well. 64 Your imaginative faculty may have become weak through inaction. It can be 65 revived and made alert through USE. This faculty does not die, though it may 66 become quiescent through lack of use. Center your attention, for the time being, 67 on the development of the synthetic imagination, because this is the faculty 68 which you will use more often in the process of converting desire into money. 69 Transformation of the intangible impulse, of DESIRE, into the tangible reality, 70 of MONEY, calls for the use of a plan, or plans. These plans must be formed 71 with the aid of the imagination, and mainly, with the synthetic faculty. 72 Read the entire book through, then come back to this chapter, and begin at once 73 to put your imagination to work on the building of a plan, or plans, for the trans- 74 formation of your DESIRE into money. Detailed instructions for the building of 75 plans have been given in almost every chapter. Carry out the instructions best 76 suited to your needs, reduce your plan to writing, if you have not already done 77 so. The moment you complete this, you will have DEFINITELY given concrete Empowerment Mentoring Community EFTA01220622 104 THINK AND GROW RIO-I 78 form to the intangible DESIRE. Read the preceding sentence once more. Read it 99 aloud, very slowly, and as you do so, remember that the moment you reduce the 8o statement of your desire, and a plan for its realization, to writing, you have 81 actually TAKEN THE FIRST of a series of steps, which will enable you to 82 convert the thought into its physical counterpart. 83 The earth on which you live, you, yourself, and every other material thing are the 84 result of evolutionary change, through which microscopic bits of matter have 85 been organized and arranged in an orderly fashion. 86 Moreover-and this statement is of stupendous importance-this earth, every one 87 of the billions of individual cells of your body, and every atom of matter, began 88 as an intangible form of energy. DESIRE is thought impulse! Thought impulses 89 are forms of energy. When you begin with the thought impulse, DESIRE, to go accumulate money, you are drafting into your service the same "stuff" that 91 Nature used in creating this earth, and every material form in the universe, 92 including the body and brain in which the thought impulses function. 93 As far as science has been able to determine, the entire universe consists of but 94 two elements-matter and energy. Through the combination of energy and matter, 95 has been created everything perceptible to man, from the largest star which floats 96 in the heavens, down to, and including man, himself. 97 You are now engaged in the task of trying to profit by Nature's method. You are 98 (sincerely and earnestly, we hope), trying to adapt yourself to Nature's laws, by 99 endeavoring to convert DESIRE into its physical or monetary equivalent. YOU 100 CAN DO IT! IT HAS BEEN DONE BEFORE! 101 You can build a fortune through the aid of laws which are immutable. But, first, 102 you must become familiar with these laws, and learn to USE them. Through 103 repetition, and by approaching the description of these principles from every 104 conceivable angle, the author hopes to reveal to you the secret through which 105 every great fortune has been accumulated. Strange and paradoxical as it may 106 seem, the "secret" is NOT A SECRET. Nature, herself, advertises it in the earth 107 on which we live, the stars, the planets suspended within our view, in the EFTA01220623 IMAGINATION 105 108 elements above and around us, in every blade of grass, and every form of life 109 within our vision. no Nature advertises this "secret" in the terms of biology, in the conversion of a tiny in cell, so small that it may be lost on the point of a pin, into the HUMAN BEING 112 now reading this line. The conversion of desire into its physical equivalent is, 113 certainly, no more miraculous! 114 Do not become discouraged if you do not fully comprehend all that has been 115 stated. Unless you have long been a student of the mind, it is not to be expected 116 that you will assimilate all that is in this chapter upon a first reading. 117 But you will, in time, make good progress. The principles which follow will open 118 the way for understanding of imagination. Assimilate that which you understand, 119 as you read this philosophy for the first time, then, when you reread and study it, 120 you will discover that something has happened to clarify it, and give you a 121 broader understanding of the whole. Above all, DO NOT STOP, nor hesitate in 122 your study of these principles until you have read the book at least THREE 123 times, for then, you will not want to stop. HOW TO MAKE PRACTICAL USE OF IMAGINATION 124 Ideas are the beginning points of all fortunes. Ideas are products of the 125 imagination. Let us examine a few well known ideas which have yielded huge 126 fortunes, with the hope that these illustrations will convey definite information 127 concerning the method by which imagination may be used in accumulating 128 riches. THE ENCHANTED KETTLE 129 Fifty years ago, an old country doctor drove to town, hitched his horse, quietly 130 slipped into a drug store by the back door, and began "dickering" with the young 131 drug clerk. His mission was destined to yield great wealth to many people. It was 132 destined to bring to the South the most far-flung benefit since the Civil War. Empowerment Mentoring Community EFTA01220624 106 THINK AND GROW RIO-I 133 For more than an hour, behind the prescription counter, the old doctor and the 134 clerk talked in low tones. Then the doctor left. He went out to the buggy and 135 brought back a large, old fashioned kettle, a big wooden paddle (used for stirring 136 the contents of the kettle), and deposited them in the back of the store. 137 The clerk inspected the kettle, reached into his inside pocket, took out a roll of 138 bills, and handed it over to the doctor. The roll contained exactly $500.00-the 139 clerk's entire savings! The doctor handed over a small slip of paper on which was 140 written a secret formula. The words on that small slip of paper were worth a 141 King's ransom! But not to the doctor! Those magic words were needed to start 142 the kettle to boiling, but neither the doctor nor the young clerk knew what 143 fabulous fortunes were destined to flow from that kettle. 144 The old doctor was glad to sell the outfit for five hundred dollars. The money 145 would pay off his debts, and give him freedom of mind. The clerk was taking a 146 big chance by staking his entire life's savings on a mere scrap of paper and an old 147 kettle! He never dreamed his investment would start a kettle to overflowing with 148 gold that would surpass the miraculous performance of Aladdin's lamp. What the 149 clerk really purchased was an IDEA! The old kettle and the wooden paddle, and 150 the secret message on a slip of paper were incidental. The strange performance 151 of that kettle began to take place after the new owner mixed with the secret 152 instructions an ingredient of which the doctor knew nothing. 153 Read this story carefully, give your imagination a test! See if you can discover 154 what it was that the young man added to the secret message, which caused the 155 kettle to overflow with gold. Remember, as you read, that this is not a story from 156 Arabian Nights. Here you have a story of facts, stranger than fiction, facts which 157 began in the form of an IDEA. 158 Let us take a look at the vast fortunes of gold this idea has produced. It has paid, 159 and still pays huge fortunes to men and women all over the world, who distribute 160 the contents of the kettle to millions of people. EFTA01220625 IMAGINATION 107 161 The Old Kettle is now one of the world's largest consumers of sugar, thus 162 providing jobs of a permanent nature to thousands of men and women engaged 163 in growing sugar cane, and in refining and marketing sugar. 164 The Old Kettle consumes, annually, millions of glass bottles, providing jobs to 165 huge numbers of glass workers. The Old Kettle gives employment to an army of 166 clerks, stenographers, copy writers, and advertising experts throughout the 167 nation. It has brought fame and fortune to scores of artists who have created 168 magnificent pictures describing the product. 169 The Old Kettle has converted a small Southern city into the business capital of 170 the South, where it now benefits, directly, or indirectly, every business and 171 practically every resident of the city. 172 The influence of this idea now benefits every civilized country in the world, 173 pouring out a continuous stream of gold to all who touch it. Gold from the 174 kettle built and maintains one of the most prominent colleges of the South, 175 where thousands of young people receive the training essential for success. 176 The Old Kettle has done other marvelous things. All through the world 177 depression, when factories, banks and business houses were folding up and 178 quitting by the thousands, the owner of this Enchanted Kettle went marching 179 on, giving continuous employment to an army of men and women all over the 18o world, and paying out extra portions of gold to those who, long ago, had faith in 181 the idea. If the product of that old brass kettle could talk, it would tell thrilling 182 tales of romance in every language. Romances of love, romances of business, 183 romances of professional men and women who are daily being stimulated by it. 184 The author is sure of at least one such romance, for he was a part of it, and it all 185 began not far from the very spot on which the drug clerk purchased the old 186 kettle. It was here that the author met his wife, and it was she who first told him 187 of the Enchanted Kettle. 188 It was the product of that Kettle they were drinking when he asked her to accept 189 him "for better or worse." Empowerment Mentoring Community EFTA01220626 108 THINK AND GROW RIO-I 190 Now that you know the content of the Enchanted Kettle is a world famous 191 drink, it is fitting that the author confess that the home city of the drink supplied 192 him with a wife, also that the drink itself provides him with stimulation of 193 thought without intoxication, and thereby it serves to give the refreshment of 194 mind which an author must have to do his best work. 195 Whoever you are, wherever you may live, whatever occupation you may be en- 196 gaged in, just remember in the future, every time you see the words "Coca-Cola," 197 that its vast empire of wealth and influence grew out of a single IDEA, and that 198 the mysterious ingredient the drug clerk- Asa Candler-mixed with the secret 199 formula was. . . IMAGINATION! 200 Stop and think of that, for a moment. Remember, also, that the thirteen steps to 201 riches, described in this book, were the media through which the influence of 202 Coca-Cola has been extended to every city, town, village, and cross-roads of the 203 world, and that ANY IDEA you may create, as bold and meritorious as Coca- 204 Cola, has the possibility of duplicating the stupendous record of this world-wide 205 thirst-killer. 206 Truly, thoughts are things, and their scope of operation is the world, itself. WHAT I WOULD DO IF I HAD A MILLION DOLLARS 207 This story proves the truth of that old saying, "where there's a will, there's a 208 way." It was told to me by that beloved educator and clergyman, the late Frank 209 W. Gunsaulus, who began his preaching career in the stockyards region of South 210 Chicago. 211 While Dr. Gunsaulus was going through college, he observed many defects in 212 our educational system, defects which he believed he could correct, if he were 213 the head of a college. His deepest desire was to become the directing head of an 24 educational institution in which young men and women would be taught to 215 "learn by doing." EFTA01220627 IMAGINATION 109 216 He made up his mind to organize a new college in which he could carry out his 217 ideas, without being handicapped by orthodox methods of education. 218 He needed a million dollars to put the project across! Where was he to lay his 219 hands on so large a sum of money? That was the question that absorbed most of 22O this ambitious young preacher's thought. 221 But he couldn't seem to make any progress. Every night he took that thought to 222 bed with him. He got up with it in the morning. He took it with him everywhere 223 he went. He turned it over and over in his mind until it became a consuming 224 obsession with him. A million dollars is a lot of money. He recognized that fact, 225 but he also recognized the truth that the only limitation is that which one sets up 226 in one's own mind. 227 Being a philosopher as well as a preacher, Dr. Gunsaulus recognized, as do all 228 who succeed in life, that DEFINITENESS OF PURPOSE is the starting point 229 from which one must begin. He recognized, too, that definiteness of purpose 23o takes on animation, life, and power when backed by a BURNING DESIRE to 231 translate that purpose into its material equivalent. 232 He knew all these great truths, yet he did not know where, or how to lay his 233 hands on a million dollars. The natural procedure would have been to give up 234 and quit, by saying, "Ah well, my idea is a good one, but I cannot do anything 235 with it, because I never can procure the necessary million dollars." That is exactly 236 what the majority of people would have said, but it is not what Dr. Gunsaulus 237 said. What he said, and what he did are so important that I now introduce him, 238 and let him speak for himself. 239 "One Saturday afternoon I sat in troy mom thinking of ways and means of 240 raising the money to cany out no plans. For nearly two years, I betel been 241 thinking, but I had done nothing but think! 242 'The time had come for ACTION!" Empowerment Mentoring Community EFTA01220628 110 THINK AND GROW RICH 243 "I made 10 ng mind, then and then, that I would get the necessaty million 244 dollars within a week. How? I was not concerned about that. The main thing 245 of importance was the decision to get the many within a specified time, and I 246 want to tellyou that the moment I reached a definite decision to get the money 247 within a specified time, a strange feeling of assurance came over me, such as I 248 had never fore Something inside me seemed to say, "Wby didn't 249 you reach that decision a longtime ago? The money was waitingforyou all the 250 time? 251 "Things began to happen in a hwy. I called the newspapers and announced 252 I would preach a sermon the following morning, entitled, "What I would do j 253 I had a Million Dollars." 2S4 "I went to work on the sermon immediatefr, but I must tellyou,frankfr, the 255 task was not dOadt, because I had been preparing that sermon for almost 256 two years. The spirit back of it was a part of me! 257 "Long before midnight I had finished writing the sermon. I went to bed and 258 slept with a feeling of confidence, for I could see myself alma* in possession of 259 the million dollars. 260 "Next momingI arose earg, went into the bathroom, read the sermon, then 261 knelt on my knees and asked that ny sermon might come to the attention of 262 someone who would slog the needed money. 263 "While I was praying I again bad that feeling of assurance that the mot", 264 would be forthcoming. In my excitement, I walked out without my sermon, 265 and did not discover the oversight until I was in tiorpuOit and about ready to 266 begin delivering it. 267 "It was too late to go back for lig notes, and what a blessing that I couldn't 268 go back! Instead, my own subconscious mini/yielded the material I needed. 269 When I arose to begin my sermon, I dosed my yes, and spoke with all my EFTA01220629 IMAGINATION 111 270 heart and soul of my dreams. I not only talked to tqy audience, but I fang I 271 talked also to God I told what I would do with a million dollars if that 272 amount were placed in my hands. I described the plan I had in mind for 273 organizing a great educational institution, where young people would learn to 274 do practical things, and at the same time develop their minds. 275 "When I had finished and sat down, a man slowly arose from his seat, about 276 three rows from the mar, and made his way toward the pulpit. I wondered 277 what he was going to do. He came into the puOit, extended his hand, and 278 said, "Reverend, I likedyour sermon. I believeyou can do evegthingyou said 279 you would, if you had a million dollars. To prove that I believe in you and 280 your sermon, beyou will come to my office tomorrow morning, I will give you 281 the million dollars. My name is Phillip D. Armour." 282 Young Gunsaulus went to Mr. Armour's office and the million dollars was 283 presented to him. With the money, he founded the Armour Institute of 284 Technology. 285 That is more money than the majority of preachers ever see in an entire lifetime, 286 yet the thought impulse back of the money was created m the young preacher's 287 mind in a fraction of a minute. The necessary million dollars came as a result of 288 an idea. Back of the idea was a DESIRE which young Gunsaulus had been 289 nursing in his mind for almost two years. 290 Observe this important fact... HE GOT THE MONEY WITHIN THIRTY-SIX 291 HOURS Al- i ER HE REACHED A DEFINITE DECISION IN HIS OWN 292 MIND TO GET IT, AND DECIDED UPON A DEFINITE PLAN FOR 293 GETTING IT! 294 There was nothing new or unique about young Gunsaulus' vague thinking about 295 a million dollars, and weakly hoping for it. Others before him, and many since 296 his time, have had similar thoughts. But there was something very unique and 297 different about the decision he reached on that memorable Saturday, when he Empowerment Mentoring Community EFTA01220630 112 THINK AND GROW RICH 298 put vagueness into the background, and definitely said, "I WILL get that money 299 within a week!" 3oo God seems to throw Himself on the side of the man who knows exactly what he 301 wants, if he is determined to get JUST THAT! Moreover, the principle through 302 which Dr. Gunsaulus got his million dollars is still alive! It is available to you! 303 This universal law is as workable today as it was when the young preacher made 304 use of it so successfully. This book describes, step by step, the thirteen elements 308 of this great law, and suggests how they may be put to use. Observe that Ma 306 Candler and Dr. Frank Gunsaulus had one characteristic in common. Both knew 307 the astounding truth that IDEAS CAN BE TRANSMUTED INTO CASH 308 THROUGH THE POWER OF DEFINITE PURPOSE, PLUS DEFINITE 309 PLANS. 310 If you are one of those who believe that hard work and honesty, alone, will bring 311 riches, perish the thought! It is not true! 312 Riches, when they come in huge quantities, are never the result of HARD work! 313 Riches come, if they come at all, in response to definite demands, based upon 314 the application of definite principles, and not by chance or luck. Generally 318 speaking, an idea is an impulse of thought that impels action, by an appeal to the 316 imagination. All master salesmen know that ideas can be sold where merchandise 317 cannot. Ordinary salesmen do not know this — that is why they are "ordinary". 318 A publisher of books, which sell for a nickel, made a discovery that should be 319 worth much to publishers generally. He learned that many people buy tides, and 320 not contents of books. By merely changing the name of one book that was not 321 moving, his sales on that book jumped upward more than a million copies. The 322 inside of the book was not changed in any way. He merely ripped off the cover 323 bearing the title that did not sell, and put on a new cover with a tide that had 324 "box-office" value. 328 That, as simple as it may seem, was an IDEA! It was IMAGINATION. EFTA01220631 IMAGINATION 113 326 There is no standard price on ideas. The creator of ideas makes his own price, 327 and, if he is smart, gets it. The moving picture industry created a whole flock of 328 millionaires. Most of them were men who couldn't create ideas-BUT-they had 329 the imagination to recognize ideas when they saw them. The next flock of 33o millionaires will grow out of the radio business, which is new and not 331 overburdened with men of keen imagination. The money will be made by those 332 who discover or create new and more meritorious radio programmes and have 333 the imagination to recognize merit, and to give the radio listeners a chance to 334 profit by it. 335 The sponsor! That unfortunate victim who now pays the cost of all radio 336 "entertainment," soon will become idea conscious, and demand something for 337 his money. The man who beats the sponsor to the draw, and supplies 338 programmes that render useful service, is the man who will become rich in this 339 new industry. 340 Crooners and light chatter artists who now pollute the air with wisecracks and 341 silly giggles, will go the way of all light timbers, and their places will be taken by 342 real artists who interpret carefully planned programmes which have been 343 designed to service the minds of men, as well as provide entertainment. 344 Here is a wide open field of opportunity screaming its protest at the way it is be- 345 ing butchered, because of lack of imagination, and begging for rescue at any 346 price. Above all, the thing that radio needs is new IDEAS! 347 If this new field of opportunity intrigues you, perhaps you might profit by the 348 suggestion that the successful radio programmes of the future will give more 349 attention to creating "buyer" audiences, and less attention to "listener" audiences. 350 Stated more plainly, the builder of radio programmes who succeeds in the future, 351 must find practical ways to convert "listeners" into "buyers." 352 Moreover, the successful producer of radio programmes in the future must key 353 his features so that he can definitely show its effect upon the audience. Empowerment Mentoring Community EFTA01220632 114 THINK AND GROW RICH 354 Sponsors are becoming a bit weary of buying glib selling talks, based upon 355 statements grabbed out of thin air. They want, and in the future will demand, 356 indisputable proof that the Whoosh programme not only gives millions of 357 people the silliest giggle ever, but that the silly giggler can sell merchandise! 358 Another thing that might as well be understood by those who contemplate 359 entering this new field of opportunity, radio advertising is going to be handled by 36o an entirely new group of advertising experts, separate and distinct from the old 361 time newspaper and magazine advertising agency men. The old timers in the 362 advertising game cannot read the modem radio scripts, because they have been 363 schooled to SEE ideas. The new radio technique demands men who can 364 interpret ideas from a written manuscript in terms of SOUND! It cost the author 365 a year of hard labor, and many thousands of dollars to learn this. 366 Radio, right now, is about where the moving pictures were, when Mary Pickford 367 and her curls first appeared on the screen. 368 There is plenty of room in radio for those who can produce or recognize 369 IDEAS. If the foregoing comment on the opportunities of radio has not started 370 your idea factory to work, you had better forget it. Your opportunity is in some 371 other field. If the comment intrigued you in the slightest degree, then go further 372 into it, and you may find the one IDEA you need to round out your career. 373 Never let it discourage you if you have no experience in radio. Andrew Carnegie 374 knew very little about making steel-I have Carnegie's own word for this-but he 375 made practical use of two of the principles described in this book, and made the 376 steel business yield him a fortune. 377 The story of practically every great fortune starts with the day when a creator of 378 ideas and a seller of ideas got together and worked in harmony. Carnegie 379 surrounded himself with men who could do all that he could not do. Men who 38o created ideas, and men who put ideas into operation, and made himself and the 381 others fabulously rich. EFTA01220633 IMAGINATION 115 382 Millions of people go through life hoping for favorable "breaks." Perhaps a 383 favorable break can get one an opportunity, but the safest plan is not to depend 384 upon luck. It was a favorable "break" that gave me the biggest opportunity of my 385 life — but twenty-five years of determined effort had to be devoted to that 386 opportunity before it became an asset. 387 The "break" consisted of my good fortune in meeting and gaining the 388 cooperation of Andrew Carnegie. On that occasion Carnegie planted in my mind 389 the idea of organizing the principles of achievement into a philosophy of success. 390 Thousands of people have profited by the discoveries made in the twenty-five 391 years of research, and several fortunes have been accumulated through the 392 application of the philosophy. The beginning was simple. It was an IDEA which 393 anyone might have developed. 394 395 396 397 398 399 The favorable break came through Carnegie, but what about the DETERMINATION, DEFINITENESS OF PURPOSE, and the DESIRE TO ATTAIN THE GOAL, and the PERSISTENT EFFORT OF TWENTY-FIVE YEARS? It was no ordinary DESIRE that survived disappointment, discouragement, temporary defeat, criticism, and the constant reminding of "waste of time." It was a BURNING DESIRE! AN OBSESSION! 400 When the idea was first planted in my mind by Mr. Carnegie, it was coaxed, 401 nursed, and enticed to remain alive. Gradually, the idea became a giant under its 402 own power, and it coaxed, nursed, and drove me. Ideas are like that. First you 403 give life and action and guidance to ideas, then they take on power of their own 404 and sweep aside all opposition. 405 Ideas are intangible forces, but they have more power than the physical brains 406 that give birth to them. They have the power to live on, after the brain that 407 creates them has returned to dust. For example, take the power of Christianity. 408 That began with a simple idea, born in the brain of Christ. Its chief tenet was, 409 "do unto others as you would have others do unto you." Christ has gone back to 4to the source from whence He came, but His IDEA goes marching on. Empowerment Mentoring Community EFTA01220634 116 THINK AND GROW RICH 411 Someday, it may grow up, and come into its own, then it will have fulfilled 412 Christ's deepest DESIRE. The IDEA has been developing only two thousand 413 years. Give it time! 414 SUCCESS REQUIRES NO EXPLANATIONS FAILURE PERMITS NO 415 ALIBIS EFTA01220635 ORGANIZED PLANNING 117 Chapter 7 Organized Planning: The Crystallization of Desire into Action The Sixth Step toward Riches 1 You have learned that everything man creates or acquires begins in the form of 2 DESIRE — that desire is taken on the first lap of its journey, from the abstract to 3 the concrete, into the workshop of the IMAGINATION, where PLANS for its 4 transition are created and organized. 5 In Chapter two, you were instructed to take six definite, practical steps, as your 6 first move in translating the desire for money into its monetary equivalent. One 7 of these steps is the formation of a DEFINITE, practical plan, or plans, through 8 which this transformation may be made. You will now be instructed how to 9 build plans which will be practical: io (a) Ally yourself with a group of as many people as you may need for the 11 creation, and carrying out of your plan, or plans for the accumulation of money- 12 making use of the "Master Mind" principle described in a later chapter. (Compliance with this instruction is absolutely essential. Do not neglect it.) (b) Before forming your "Master Mind" alliance, decide what advantages, and 15 benefits, you may offer the individual members of your group, in return for their 16 cooperation. No one will work indefinitely without some form of compensation. 17 No intelligent person will either request or expect another to work without ad- i8 equate compensation, although this may not always be in the form of money. 19 (c) Arrange to meet with the members of your "Master Mind" group at least 20 twice a week, and more often if possible, until you have jointly perfected the 21 necessary plan, or plans for the accumulation of money. 22 (d) Maintain PERFECT HARMONY between yourself and every member of 23 your "Master Mind" group. If you fail to carry out this instruction to the letter, Empowerment Mentoring Community EFTA01220636 118 THINK AND GROW RICH 24 you may expect to meet with failure. The "Master Mind" principle cannot obtain 25 where PERFECT HARMONY does not prevail. 26 Keep in mind these facts: 27 First. You are engaged in an undertaking of major importance to you. To be sure 28 of success, you must have plans which are faultless. 29 Second. You must have the advantage of the experience, education, native ability 30 and imagination of other minds. This is in harmony with the methods followed 31 by every person who has accumulated a great fortune. 32 No individual has sufficient experience, education, native ability, and knowledge 33 to insure the accumulation of a great fortune, without the cooperation of other 34 people. Every plan you adopt, in your endeavor to accumulate wealth, should be 35 the joint creation of yourself and every other member of your "Master Mind" 36 group. You may originate your own plans, either in whole or in part, but SEE 37 THAT THOSE PLANS ARE CHECKED, AND APPROVED BY THE 38 MEMBERS OF YOUR "MASTER MIND" ALLIANCE. 39 If the first plan which you adopt does not work successfully, replace it with a 40 new plan, if this new plan fails to work, replace it, in turn with still another, and 41 so on, until you find a plan which DOES WORK. Right here is the point at 42 which the majority of men meet with failure, because of their lack of 43 PERSISTENCE in creating new plans to take the place of those which fail. 44 The most intelligent man living cannot succeed in accumulating money-nor in 45 any other undertaking -without plans which are practical and workable. Just keep 46 this fact in mind, and remember when your plans fail, that temporary defeat is 47 not permanent failure. It may only mean that your plans have not been sound. 48 Build other plans. Start all over again. 49 Thomas A. Edison "failed" ten thousand times before he perfected the 5o incandescent electric light bulb. That is, he met with temporary defeat ten 51 thousand times, before his efforts were crowned with success. EFTA01220637 ORGANIZED PLANNING 119 52 Temporary defeat should mean only one thing, the certain knowledge that there 53 is something wrong with your plan. Millions of men go through life in misery 54 and poverty, because they lack a sound plan through which to accumulate a 55 fortune. 56 Henry Ford accumulated a fortune, not because of his superior mind, but 57 because he adopted and followed a PLAN which proved to be sound. A 58 thousand men could be pointed out, each with a better education than Ford's, yet 59 each of whom lives in poverty, because he does not possess the RIGHT plan for 6o the accumulation of money. 6i Your achievement can be no greater than your PLANS are sound. That may 62 seem to be an axiomatic statement, but it is true. Samuel Insull lost his fortune of 63 over one hundred million dollars. 64 The Instill fortune was built on plans which were sound. The business 65 depression forced Mr. Insull to CHANGE HIS PLANS; and the CHANGE 66 brought "temporary defeat," because his new plans were NOT SOUND. Mr. 67 Insull is now an old man, he may, consequently, accept "failure" instead of 68 "temporary defeat," but if his experience turns out to be FAILURE, it will be for 69 the reason that he lacks the fire of PERSISTENCE to rebuild his plans. 70 No man is ever whipped, until he QUITS in his own mind. This fact will be 71. repeated many times, because it is so easy to "take the count" at the first sign of 72 defeat 73 James J. Hill met with temporary defeat when he first endeavored to raise the 74 necessary capital to build a railroad from the East to the West, but he, too turned 75 defeat into victory through new plans. 76 Henry Ford met with temporary defeat, not only at the beginning of his 77 automobile career, but after he had gone far toward the top. He created new 78 plans, and went marching on to financial victory. Empowerment Mentoring Community EFTA01220638 120 THINK AND GROW RIO-I 79 We see men who have accumulated great fortunes, but we often recognize only 8o their triumph, overlooking the temporary defeats which they had to surmount 81 before "arriving". 82 NO FOLLOWER OF THIS PHILOSOPHY CAN REASONABLY EXPECT 83 TO ACCUMULATE A FORTUNE WITHOUT EXPERIENCING 84 "TEMPORARY DEFEAT." When defeat comes, accept it as a signal that your 85 plans are not sound, rebuild those plans, and set sail once more toward your 86 coveted goal. If you give up before your goal has been reached, you are a 87 "quitter." 88 A QUITTER NEVER WINS AND A WINNER NEVER QUITS. 89 Lift this sentence out, write it on a piece of paper in letters an inch high, and 90 place it where you will see it every night before you go to sleep, and every 91 morning before you go to work. 92 When you begin to select members for your "Master Mind" group, endeavor to 93 select those who do not take defeat seriously. Some people foolishly believe that 94 only MONEY can make money. This is not true! DESIRE, transmuted into its 95 monetary equivalent, through the principles laid down here, is the agency 96 through which money is "made." Money, of itself, is nothing but inert matter. It 97 cannot move, think, or talk, but it can "hear" when a man who DESIRES it, calls 98 it to come! 99 The remainder of this chapter has been given over to a description of ways and 100 means of marketing personal services. The information here conveyed will be of 101 practical help to any person having any form of personal services to market, but 102 it will be of priceless benefit to those who aspire to leadership in their chosen 103 occupations. 104 Intelligent planning is essential for success in any undertaking designed to 105 accumulate riches. Here will be found detailed instructions to those who must 106 begin the accumulation of riches by selling personal services. EFTA01220639 ORGANIZED PLANNING 121 107 It should be encouraging to know that practically all the great fortunes began in 108 the form of compensation for personal services, or from the sale of IDEAS. 109 What else, except ideas and personal services, would one not possessed of 110 property have to give in return for riches? iii Broadly speaking, there are two types of people in the world. One type is known 112 as LEADERS, and the other as FOLLOWERS. Decide at the outset whether 113 you intend to become a leader in your chosen calling, or remain a follower. The 114 difference in compensation is vast. The follower cannot reasonably expect the 113 compensation to which a leader is entitled, although many followers make the 116 mistake of expecting such pay. 117 It is no disgrace to be a follower. On the other hand, it is no credit to remain a 118 follower. Most great leaders began in the capacity of followers. They became 119 great leaders because they were INTELLIGENT FOLLOWERS. With few 120 exceptions, the man who cannot follow a leader intelligently, cannot become an 121 efficient leader. The man who can follow a leader most efficiently, is usually the 122 man who develops into leadership most rapidly. An intelligent follower has many 123 advantages, among them the OPPORTUNITY TO ACQUIRE 124 KNOWLEDGE FROM HIS LEADER. THE MAJOR ATTRIBUTES OF LEADERSHIP 123 The following are important factors of leadership: 126 1. UNWAVERING COURAGE based upon knowledge of self, and of one's 127 occupation. No follower wishes to be dominated by a leader who lacks self- 128 confidence and courage. No intelligent follower will be dominated by such a 129 leader very long. 130 2. SELF-CONTROL The man who cannot control himself, can never control 131 others. Self-control sets a mighty example for one's followers, which the more 132 intelligent will emulate. Empowerment Mentoring Community EFTA01220640 122 THINK AND GROW RIO-I 133 3. A KEEN SENSE OF JUSTICE. Without a sense of fairness and justice, no 134 leader can command and retain the respect of his followers. 135 4. DEFINITENESS OF DECISION. The man who wavers in his decisions, 136 shows that he is not sure of himself. He cannot lead others successfully. 137 5. DEFINITENESS OF PLANS. The successful leader must plan his work, and 138 work his plan. A leader who moves by guesswork, without practical, definite 139 plans, is comparable to a ship without a rudder. Sooner or later he will land on 140 the rocks. 141 6. THE HABIT OF DOING MORE THAN PAID FOR. One of the penalties 142 of leadership is the necessity of willingness, upon the part of the leader, to do 143 more than he requires of his followers. 144 7. A PLEASING PERSONALITY. No slovenly, careless person can become a 145 successful leader. Leadership calls for respect. Followers will not respect a leader 146 who does not grade high on all of the factors of a Pleasing Personality. 147 8. SYMPATHY AND UNDERSTANDING. The successful leader must be in 148 sympathy with his followers. Moreover, he must understand them and their 149 problems. 150 9. MASTERY OF DETAIL. Successful leadership calls for mastery of details of 151 the leader's position. 152 10. WILLINGNESS TO ASSUME FULL RESPONSIBILITY. The successful 153 leader must be willing to assume responsibility for the mistakes and the 154 shortcomings of his followers. If he tries to shift this responsibility, he will not 155 remain the leader. If one of his followers makes a mistake, and shows himself 156 incompetent, the leader must consider that it is he who failed. 157 11. COOPERATION. The successful leader must understand, and apply the 158 principle of cooperative effort and be able to induce his followers to do the 159 same. Leadership calls for POWER, and power calls for COOPERATION. 160 There are two forms of Leadership. The first, and by far the most effective, is EFTA01220641 ORGANIZED PLANNING 123 161 LEADERSHIP BY CONSENT of, and with the sympathy of the followers. The 162 second is LEADERSHIP BY FORCE, without the consent and sympathy of the 163 followers. 164 History is filled with evidences that Leadership by Force cannot endure. The 165 downfall and disappearance of "Dictators" and kings is significant. It means that 166 people will not follow forced leadership indefinitely. 167 The world has just entered a new era of relationship between leaders and 168 followers, which very clearly calls for new leaders, and a new brand of leadership 169 in business and industry. Those who belong to the old school of leadership-by- 170 force, must acquire an understanding of the new brand of leadership 171 (cooperation) or be relegated to the rank and file of the followers. There is no 172 other way out for them. 173 The relationship of employer and employee, or of leader and follower, in the 174 future, will be one of mutual cooperation, based upon an equitable division of 175 the profits of business. In the future, the relationship of employer and employee 176 will be more like a partnership than it has been in the past 177 Napoleon, Kaiser Wilhelm of Germany, the Czar of Russia, and the King of 178 Spain were examples of leader ship by force. Their leadership passed. Without 179 much difficulty, one might point to the prototypes of these ex-leaders, among 18o the business, financial, and labor leaders of America who have been dethroned 181 or slated to go. Leadership-by-consent of the followers is the only brand which 182 can endure! 183 Men may follow the forced leadership temporarily, but they will not do so 184 willingly. 185 The new brand of LEADERSHIP will embrace the eleven factors of leadership, 186 described in this chapter, as well as some other factors. The man who makes 187 these the basis of his leadership, will find abundant opportunity to lead in any 188 walk of life. The depression was prolonged, largely, because the world lacked 189 LEADERSHIP of the new brand. At the end of the depression, the demand for Empowerment Mentoring Community EFTA01220642 124 THINK AND GROW RIO-I 190 leaders who are competent to apply the new methods of leadership has greatly 191 exceeded the supply. Some of the old type of leaders will reform and adapt 192 themselves to the new brand of leadership, but generally speaking, the world will 193 have to look for new timber for its leadership. This necessity maybe your 194 OPPORTUNITY! THE 10 MAJOR CAUSES OF FAILURE IN LEADERSHIP 195 We come now to the major faults of leaders who fail, because it is just as 196 essential to know WHAT NOT TO DO as it is to know what to do. 197 1. INABILITY TO ORGANIZE DETAILS. Efficient leadership calls for ability 198 to organize and to master details. No genuine leader is ever "too busy" to do 199 anything which may be required of him in his capacity as leader. When a man, 200 whether he is a leader or follower, admits that he is "too busy" to change his 201 plans, or to give attention to any emergency, he admits his inefficiency. The 202 successful leader must be the master of all details connected with his position. 203 That means, of course, that he must acquire the habit of relegating details to 204 capable lieutenants. 205 2. UNWILLINGNESS TO RENDER HUMBLE SERVICE. Truly great leaders 206 are willing, when occasion demands, to perform any sort of labor which they 207 would ask another to perform. "The greatest among ye shall be the servant of 208 all" is a truth which all able leaders observe and respect. 209 3. EXPECTATION OF PAY FOR WHAT THEY "KNOW" INSTEAD OF 210 WHAT THEY DO WITH THAT WHICH THEY KNOW. The world does 211 not pay men for that which they "know." It pays them for what they DO, or 212 induce others to do. 213 4. FEAR OF COMPETITION FROM FOLLOWERS. The leader who fears 214 that one of his followers may take his position is practically sure to realize that 215 fear sooner or later. The able leader trains understudies to whom he may 216 delegate, at will, any of the details of his position. Only in this way may a leader 217 multiply himself and prepare himself to be at many places, and give attention to EFTA01220643 ORGANIZED PLANNING 125 218 many things at one time. It is an eternal truth that men receive more pay for their 219 ABILITY TO GET OTHERS TO PERFORM, than they could possibly earn by 220 their own efforts. An efficient leader may, through his knowledge of his job and 221 the magnetism of his personality, greatly increase the efficiency of others, and 222 induce them to render more service and better service than they could render 223 without his aid. 224 5. LACK OF IMAGINATION. Without imagination, the leader is incapable of 225 meeting emergencies, and of creating plans by which to guide his followers 226 efficiently. 227 6. SELFISHNESS. The leader who claims all the honor for the work of his 228 followers, is sure to be met by resentment. The really great leader CLAIMS 229 NONE OF THE HONORS. He is contented to see the honors, when there are 230 any, go to his followers, because he knows that most men will work harder for 231 commendation and recognition than they will for money alone. 232 7. INTEMPERANCE. Followers do not respect an intemperate leader. 233 Moreover, intemperance in any of its various forms, destroys the endurance and 234 the vitality of all who indulge in it. 235 8. DISLOYALTY. Perhaps this should have come at the head of the list. The 236 leader who is not loyal to his trust, and to his associates, those above him, and 237 those below him, cannot long maintain his leadership. Disloyalty marks one as 238 being less than the dust of the earth, and brings down on one's head the 239 contempt he deserves. Lack of loyalty is one of the major causes of failure in 240 every walk of life. 241 9. EMPHASIS OF THE "AUTHORITY" OF LEADERSHIP. The efficient 242 leader leads by encouraging, and not by trying to instill fear in the hearts of his 243 followers. The leader who tries to impress his followers with his "authority" 244 comes within the category of leadership through FORCE. If a leader is a REAL 245 LEADER, he will have no need to advertise that fact except by his conduct-his 246 sympathy, understanding, fairness, and a demonstration that he knows his job. Empowerment Mentoring Community EFTA01220644 126 THINK AND GROW RIO-I 247 10. EMPHASIS OF TITLE. The competent leader requires no "title" to give 248 him the respect of his followers. The man who makes too much over his title 249 generally has little else to emphasize. The doors to the office of the real leader 250 are open to all who wish to enter, and his working quarters are free from 251 formality or ostentation. 252 These are among the more common of the causes of failure in leadership. Any 253 one of these faults is sufficient to induce failure. Study the list carefully if you 254 aspire to leadership, and make sure that you are free of these faults. SOME FERTILE FIELDS IN WHICH "NEW LEADERSHIP" WILL BE REQUIRED 255 Before leaving this chapter, your attention is called to a few of the fertile fields in 256 which there has been a decline of leadership, and in which the new type of leader 257 may find an abundance of OPPORTUNITY. 258 First. In the field of politics there is a most insistent demand for new leaders; a 259 demand which indicates nothing less than an emergency. The majority of 26o politicians have, seemingly, become high-grade, legalized racketeers. They have 261 increased taxes and debauched the machinery of industry and business until the 262 people can no longer stand the burden. 263 Second. The banking business is undergoing a reform. The leaders in this field 264 have almost entirely lost the confidence of the public. Already the bankers have 265 sensed the need of reform, and they have begun it. 266 Third. Industry calls for new leaders. The old type of leaders thought and moved 267 in terms of dividends instead of thinking and moving in terms of human 268 equations! The future leader in industry, to endure, must regard himself as a 269 quasi- public official whose duty it is to manage his trust in such a way that it will 270 work hardship on no individual, or group of individuals. Exploitation of working EFTA01220645 ORGANIZED PLANNING 127 271 men is a thing of the past. Let the man who aspires to leadership in the field of 272 business, industry, and labor remember this. 273 Fourth. The religious leader of the future will be forced to give more attention to 274 the temporal needs of his followers, in the solution of their economic and 275 personal problems of the present, and less attention to the dead past, and the yet 276 unborn future. 277 Fifth. In the professions of law, medicine, and education, a new brand of leader- 278 ship, and to some extent, new leaders will become a necessity. This is especially 279 true in the field of education. The leader in that field must, in the future, find 280 ways and means of teaching people HOW TO APPLY the knowledge they 281 receive in school. He must deal more with PRACTICE and less with THEORY. 282 Sixth. New leaders will be required in the field of Journalism. Newspapers of the 283 future, to be conducted successfully, must be divorced from "special privilege" 284 and relieved from the subsidy of advertising. They must cease to be organs of 285 propaganda for the interests which patronize their advertising columns. The type 286 of newspaper which publishes scandal and lewd pictures will eventually go the 287 way of all forces which debauch the human mind. 288 These are but a few of the fields in which opportunities for new leaders and a 289 new brand of leadership are now available. The world is undergoing a rapid 290 change. This means that the media through which the changes in human habits 291 are promoted, must be adapted to the changes. The media here described, are the 292 ones which, more than any others, determine the trend of civilization. WHEN AND HOW TO APPLY FOR A POSITION 293 The information described here is the net result of many years of experience 294 during which thousands of men and women were helped to market their services 295 effectively. It can, therefore, be relied upon as sound and practical. 296 MEDIA THROUGH WHICH SERVICES MAY BE MARKETED Empowerment Mentoring Community EFTA01220646 128 THINK AND GROW RIO-I 297 Experience has proved that the following media offer the most direct and 298 effective methods of bringing the buyer and seller of personal services together. 299 1. EMPLOYMENT BUREAUS. Care must be taken to select only reputable 3oo bureaus, the management of which can show adequate records of achievement 301 of satisfactory results. There are comparatively few such bureaus. 302 2. ADVERTISING in newspapers, trade journals, magazines, and radio. 303 Classified advertising may usually be relied upon to produce satisfactory results 304 in the case of those who apply for clerical or ordinary salaried positions. Display 305 advertising is more desirable in the case of those who seek executive 306 connections, the copy to appear in the section of the paper which is most apt to 307 come to the attention of the class of employer being sought. The copy should be 308 prepared by an expert, who understands how to inject sufficient selling qualities 309 to produce replies. 310 3. PERSONAL LETTERS OF APPLICATION, directed to particular firms or 311 individuals most apt to need such services as are being offered. Letters should be 312 neatly typed, ALWAYS, and signed by hand. With the letter, should be sent a 313 complete "brief or outline of the applicant's qualifications. Both the letter of 314 application and the brief of experience or qualifications should be prepared by an 315 expert. (See instructions as to information to be supplied). 316 4. APPLICATION THROUGH PERSONAL ACQUAINTANCES. When 317 possible, the applicant should endeavor to approach prospective employers 318 through some mutual acquaintance. This method of approach is particularly 319 advantageous in the case of those who seek executive connections and do not 320 wish to appear to be "peddling" themselves. 321 5. APPLICATION IN PERSON. In some instances, it may be more effective if 322 the applicant offers personally, his services to prospective employers, in which 323 event a complete written statement of qualifications for the position should be 324 presented, for the reason that prospective employers often wish to discuss with 325 associates, one's record. EFTA01220647 ORGANIZED PLANNING 129 INFORMATION TO BE SUPPLIED IN A WRITTEN "BRIEF" 326 This brief should be prepared as carefully as a lawyer would prepare the brief of 327 a case to be tried in court. Unless the applicant is experienced in the preparation 328 of such briefs, an expert should be consulted, and his services enlisted for this 329 purpose. Successful merchants employ men and women who understand the art 330 and the psychology of advertising to present the merits of their merchandise. 331 One who has personal services for sale should do the same. The following 332 information should appear in the brief: 333 1. Education. State briefly, but definitely, what schooling you have had, and in 334 what subjects you specialized in school, giving the reasons for that specialization. 335 2. Experience. If you have had experience in connection with positions similar to 336 the one you seek, describe it fully, state names and addresses of former 337 employers. Be sure to bring out clearly any special experience you may have had 338 which would equip you to fill the position you seek. 339 3. References. Practically every business firm desires to know all about the 340 previous records, antecedents, etc., of prospective employees who seek positions 341 of responsibility. Attach to your brief photostatic copies of letters from: 342 a. Former employers 343 b. Teachers under whom you studied 344 c. Prominent people whose judgment may be relied upon. 345 4. Photograph of self. Attach to your brief a recent, unmounted photograph of 346 yourself. 347 5. Apply for a specific position. Avoid application for a position without 348 describing EXACTLY what particular position you seek. Never apply for "just a 349 position." That indicates you lack specialized qualifications. 350 6. State your qualifications for the particular position for which you apply. Give 351 full details as to the reason you believe you are qualified for the particular Empowerment Mentoring Community EFTA01220648 130 THINK AND GROW RIO-I 352 position you seek. This is THE APPLICATION. It will determine, more than 353 anything else, what consideration you receive. 354 7. Offer to go to work on probation. In the majority of instances if you are 355 determined to have the position for which you apply, it will be most effective if 356 you offer to work for a week, or a month, or for a sufficient length of time to 357 enable your prospective employer to judge your value WITHOUT PAY. This 358 may appear to be a radical suggestion, but experience has proved that it seldom 359 fails to win at least a trial. If you are SURE OF YOUR QUALIFICATIONS, a 36o trial is all you need. 361 Incidentally, such an offer indicates that you have confidence in your ability to 362 fill the position you seek. It is most convincing. If your offer is accepted, and you 363 make good, more than likely you will be paid for your "probation" period. Make 364 clear the fact that your offer is based upon: 365 a. Your confidence in your ability to fill the position. 366 b. Your confidence in your prospective employer's decision to employ you 367 after trial. 368 c. Your DETERMINATION to have the position you seek. 369 8. Knowledge of your prospective employer's business. Before applying for a 370 position, do sufficient research in connection with the business to familiarize 371 yourself thoroughly with that business, and indicate in your brief the knowledge 372 you have acquired in this field. 373 This will be impressive, as it will indicate that you have imagination, and a real 374 interest in the position you seek. Remember that it is not the lawyer who knows 375 the most law, but the one who best prepares his case, who wins. If your "case" is 376 properly prepared and presented, your victory will have been more than half won 377 at the outset. 378 Do not be afraid of making your brief too long. Employers are just as much 379 interested in purchasing the services of well-qualified applicants as you are in EFTA01220649 ORGANIZED PLANNING 131 38o securing employment. In fact, the success of most successful employers is due, in 381 the main, to their ability to select well-qualified lieutenants. They want all the 382 information available. 383 Remember another thing; neatness in the preparation of your brief will indicate 384 that you are a painstaking person. I have helped to prepare briefs for clients 385 which were so striking and out of the ordinary that they resulted in the 386 employment of the applicant without a personal interview. 387 When your brief has been completed, have it neatly bound by an experienced 388 binder, and lettered by an artist, or printer similar to the following: 389 BRIEF OF THE QUALIFICATIONS OF 390 Robert K. Smith APPLYING FOR THE POSITION OF 391 Private Secretary to 392 The President of 393 THE BLANK COMPANY, Inc. 394 Change names each time brief is shown. 395 This personal touch is sure to command attention. Have your brief neatly typed 396 or mimeographed on the finest paper you can obtain, and bound with a heavy 397 paper of the book-cover variety, the binder to be changed, and the proper firm 398 name to be inserted if it is to be shown to more than one company. Your 399 photograph should be pasted on one of the pages of your brief. Follow these 400 instructions to the letter, improving upon them wherever your imagination 401 suggests. 402 Successful salesmen groom themselves with care. They understand that first 403 impressions are lasting. Your brief is your salesman. Give it a good suit of 404 clothes, so it will stand out in bold contrast to anything your prospective 405 employer ever saw, in the way of an application for a position. If the position 406 you seek is worth having, it is worth going after with care. Moreover, if you sell Empowerment Mentoring Community EFTA01220650 132 THINK AND GROW RIO-I 407 yourself to an employer in a manner that impresses him with your individuality, 408 you probably will receive more money for your services from the very start, than 409 you would if you applied for employment in the usual conventional way. 410 If you seek employment through an advertising agency, or an employment 411 agency, have the agent use copies of your brief in marketing your services. This 412 will help to gain preference for you, both with the agent, and the prospective 413 employers. HOW TO GET THE EXACT POSITION YOU DESIRE 414 Everyone enjoys doing the kind of work for which he is best suited. An artist 415 loves to work with paints, a craftsman with his hands, a writer loves to write. 416 Those with less definite talents have their preferences for certain fields of 417 business and industry. If America does anything well, it offers a full range of 418 occupations, tilling the soil, manufacturing, marketing, and the professions. 419 First. Decide EXACTLY what kind of a job you want. If the job doesn't already 42o exist, perhaps you can create it. 421 Second. Choose the company, or individual for whom you wish to work. 422 Third. Study your prospective employer, as to policies, personnel, and chances of 423 advancement. 424 Fourth. By analysis of yourself, your talents and capabilities, figure WHAT YOU 425 CAN OFFER, and plan ways and means of giving advantages, services, 426 developments, ideas that you believe you can successfully deliver. 427 Fifth. Forget about "a job." Forget whether or not there is an opening. Forget 428 the usual routine of "have you got a job for me?" Concentrate on what you can 429 give. 430 Sixth. Once you have your plan in mind, arrange with an experienced writer to 431 put it on paper in neat form, and in full detail. EFTA01220651 ORGANIZED PLANNING 133 432 Seventh. Present it to the proper person with authority and he will do the rest. 433 Every company is looking for men who can give something of value, whether it 434 be ideas, services, or "connections." Every company has room for the man who 435 has a definite plan of action which is to the advantage of that company. 436 This line of procedure may take a few days or weeks of extra time, but the 437 difference in income, in advancement, and in gaining recognition will save years 438 of hard work at small pay. It has many advantages, the main one being that it will 439 often save from one to five years of time in reaching a chosen goal. 44o Every person who starts, or "gets in" halfway up the ladder, does so by deliberate 441 and careful planning, (excepting, of course, the Boss' son). 442 THE NEW WAY OF MARKETING SERVICES "JOBS" ARE NOW 443 "PARTNERSHIPS" 444 Men and women who market their services to best advantage in the future, must 445 recognize the stupendous change which has taken place in connection with the 446 relationship between employer and employee. 447 In the future, the "Golden Rule," and not the "Rule of Gold" will be the 448 dominating factor in the marketing of merchandise as well as personal services. 449 The future relationship between employers and their employees will be more in 450 the nature of a partnership consisting of: 451 a. The employer 452 b. The employee 453 c. The public they serve 454 This new way of marketing personal services is called new for many reasons, 455 first, both the employer and the employee of the future will be considered as 456 fellow- employees whose business it will be to SERVE THE PUBLIC 457 EFFICIENTLY. In times past, employers, and employees have bartered among 458 themselves, driving the best bargains they could with one another, not Empowerment Mentoring Community EFTA01220652 134 THINK AND GROW RIO-I 459 considering that in the final analysis they were, in reality, BARGAINING AT 460 THE EXPENSE OF THE THIRD PARTY, THE PUBLIC THEY SERVED. 461 The depression served as a mighty protest from an injured public, whose rights 462 had been trampled upon in every direction by those who were clamoring for 463 individual advantages and profits. When the debris of the depression shall have 464 been cleared away, and business shall have been once again restored to balance, 465 both employers and employees will recognize that they are NO LONGER 466 PRIVILEGED TO DRIVE BARGAINS AT THE EXPENSE OF THOSE 467 WHOM THEY SERVE. The real employer of the future will be the public. This 468 should be kept uppermost in mind by every person seeking to market personal 469 services effectively. 470 Nearly every railroad in America is in financial difficulty. Who does not 471 remember the day when, if a citizen enquired at the ticket office, the time of 472 departure of a train, he was abruptly referred to the bulletin board instead of 473 being politely given the information? 474 The street car companies have experienced a "change of times" also. There was a 475 time not so very long ago when street car conductors took pride in giving 476 argument to passengers. Many of the street car tracks have been removed and 477 passengers ride on a bus, whose driver is "the last word in politeness." 478 All over the country street car tracks are rusting from abandonment, or have 479 been taken up. Where-ever street cars are still in operation, passengers may now 480 ride without argument, and one may even hail the car in the middle of the block, 481 and the motorman will OBLIGINGLY pick him up. 482 HOW TIMES HAVE CHANGED! That is just the point I am trying to 483 emphasize. TIMES HAVE CHANGED! Moreover, the change is reflected not 484 merely in railroad offices and on street cars, but in other walks of life as well. The 485 "public-be-damned" policy is now passe. It has been supplanted by the "we-are- 486 obligingly-at-your-service, sir," policy. EFTA01220653 ORGANIZED PLANNING 135 487 The bankers have learned a thing or two during this rapid change which has 488 taken place during the past few years. Impoliteness on the part of a bank official, 489 or bank employee today is as rare as it was conspicuous a dozen years ago. In the 490 years past, some bankers (not all of them, of course), carried an atmosphere of 491 austerity which gave every would-be borrower a chill when he even thought of 492 approaching his banker for a loan. 493 The thousands of bank failures during the depression had the effect of removing 494 the mahogany doors behind which bankers formerly barricaded themselves. 495 They now sit at desks in the open, where they may be seen and approached at 496 will by any depositor, or by anyone who wishes to see them, and the whole 497 atmosphere of the bank is one of courtesy and understanding. 498 It used to be customary for customers to have to stand and wait at the corner 499 grocery until the clerks were through passing the time of day with friends, and 500 the proprietor had finished making up his bank deposit, before being waited 501 upon. Chain stores, managed by COURTEOUS MEN who do everything in the 502 way of service, short of shining the customer's shoes, have PUSHED THE 503 OLD-TIME MERCHANTS INTO THE BACKGROUND. TIME MARCHES 504 ON! "Courtesy" and "Service" are the watch-words of merchandising today, and 505 apply to the person who is marketing personal services even more directly than 506 to the employer whom he serves, because, in the final analysis, both the 507 employer and his employee are EMPLOYED BY THE PUBLIC THEY 508 SERVE. If they fail to serve well, they pay by the loss of their privilege of 509 serving. 510 We can all remember the time when the gas-meter reader pounded on the door 511 hard enough to break the panels. When the door was opened, he pushed his way 512 in, uninvited, with a scowl on his face which plainly said, "what-the-hell-did-you- 513 keep-me-waiting-for?" All that has undergone a change. The meter-man now 514 conducts himself as a gentleman who is "delighted-to-be-at-your-service-sir." 515 Before the gas companies learned that their scowling meter-men were 516 accumulating liabilities never to be cleared away, the polite salesmen of oil 517 burners came along and did a land office business. Empowerment vlentoring Community EFTA01220654 136 THINK AND GROW RIO-I 518 During the depression, I spent several months in the anthracite coal region of 519 Pennsylvania, studying conditions which all but destroyed the coal industry. 52o Among several very significant discoveries, was the fact that greed on the part of 521 operators and their employees was the chief cause of the loss of business for the 522 operators, and loss of jobs for the miners. 523 Through the pressure of a group of overzealous labor leaders, representing the 524 employees, and the greed for profits on the part of the operators, the anthracite 525 business suddenly dwindled. The coal operators and their employees drove sharp 526 bargains with one another, adding the cost of the "bargaining" to the price of the 527 coal, until, finally, they discovered they had BUILT UP A WONDERFUL 528 BUSINESS FOR THE MANUFACTURERS OF OIL BURNING OUTFITS 529 AND THE PRODUCERS OF CRUDE OIL 530 "The wages of sin is death!" Many have read this in the Bible, but few have dis- 531 covered its meaning. Now, and for several years, the entire world has been 532 listening BY FORCE, to a sermon which might well be called "WHATSOEVER 533 A MAN SOWETH, THAT SHALL HE ALSO REAP." 534 Nothing as widespread and effective as the depression could possibly be "just a 535 coincidence." Behind the depression was a CAUSE. Nothing ever happens 536 without a CAUSE. In the main, the cause of the depression is traceable directly 537 to the worldwide habit of trying to REAP without SOWING. 538 This should not be mistaken to mean that the depression represents a crop 539 which the world is being FORCED to reap without having SOWN. The trouble 540 is that the world sowed the wrong sort of seed. Any farmer knows he cannot 541 sow the seed of thistles, and reap a harvest of grain. Beginning at the outbreak of 542 the world war, the people of the world began to sow the seed of service 543 inadequate in both quality and quantity. Nearly everyone was engaged in the 544 pastime of trying to GET WITHOUT GIVING. 545 These illustrations are brought to the attention of those who have personal 546 services to market, to show that we are where we are, and what we are, because 547 of our own conduct! If there is a principle of cause and effect, which controls EFTA01220655 ORGANIZED PLANNING 137 548 business, finance, and transportation, this same principle controls individuals and 549 determines their economic status. WHAT IS YOUR "QQS" RATING? 550 The causes of success in marketing services EFFECTIVELY and permanently, 551 have been clearly described. Unless those causes are studied, analyzed, under- 552 stood and APPLIED, no man can market his services effectively and 553 permanently. Every person must be his own salesman of personal services. The 554 QUALITY and the QUANTITY of service rendered, and the SPIRIT in which 555 it is rendered, determine to a large extent, the price, and the duration of 556 employment. To market Personal services effectively, (which means a permanent 557 market, at a satisfactory price, under pleasant conditions), one must adopt and 558 follow the "QQS" formula which means that QUALITY, plus QUANTITY, 559 plus the proper SPIRIT of cooperation, equals perfect salesmanship of service. 56o Remember the "QQS" formula, but do more —APPLY IT AS A HABIT! 561 Let us analyze the formula to make sure we understand exactly what it means. 562 1. QUALITY of service shall be construed to mean the performance of every 563 detail, in connection with your position, in the most efficient manner possible, 564 with the object of greater efficiency always in mind. 565 2. QUANTITY of service shall be understood to mean the HABIT of rendering 566 all the service of which you are capable, at all times, with the purpose of 567 increasing the amount of service rendered as greater skill is developed through 568 practice and experience. Emphasis is again placed on the word HABIT. 569 3. SPIRIT of service shall be construed to mean the HABIT of agreeable, 570 harmonious conduct which will induce cooperation from associates and fellow 571 employees. 572 Adequacy of QUALITY and QUANTITY of service is not sufficient to maintain 573 a permanent market for your services. The conduct, or the SPIRIT in which you Empowerment Mentoring Community EFTA01220656 138 THINK AND GROW RIO-I 574 deliver service, is a strong determining factor in connection with both the price 575 you receive, and the duration of employment 576 Andrew Carnegie stressed this point more than others in connection with his 577 description of the factors which lead to success in the marketing of personal 578 services. He emphasized again, and again, the necessity for HARMONIOUS 579 CONDUCT. He stressed the fact that he would not retain any man, no matter 58o how great a QUANTITY, or how efficient the QUALITY of his work, unless he 581 worked in a spirit of HARMONY. Mr. Carnegie insisted upon men being 582 AGREEABLE. 583 To prove that he placed a high value upon this quality, he permitted many men 584 who conformed to his standards to become very wealthy. Those who did not 585 conform, had to make room for others. 586 The importance of a pleasing personality has been stressed, because it is a factor 587 which enables one to render service in the proper SPIRIT. If one has a 588 personality which PLEASES, and renders service in a spirit of HARMONY, 589 these assets often make up for deficiencies in both the QUALITY, and the 590 QUANTITY of service one renders. Nothing, however, can be 591 SUCCESSFULLY SUBSTITUTED FOR PLEASING CONDUCT. THE CAPITAL VALUE OF YOUR SERVICES 592 The person whose income is derived entirely from the sale of personal services is 593 no less a merchant than the man who sells commodities, and it might well be 594 added, such a person is subject to EXACTLY THE SAME RULES of conduct 595 as the merchant who sells merchandise. 596 This has been emphasized, because the majority of people who live by the sale of 597 personal services make the mistake of considering themselves free from the rules 598 of conduct, and the responsibilities attached to those who are engaged in 599 marketing commodities. EFTA01220657 ORGANIZED PLANNING 139 600 The new way of marketing services has practically forced both employer and 601 employee into partnership alliances, through which both take into consideration 602 the rights of the third party, THE PUBLIC THEY SERVE. 603 The day of the "go-getter" has passed. He has been supplanted by the "go-giver." 604 High-pressure methods in business finally blew the lid off. There will never be 603 the need to put the lid back on, because, in the future, business will be conducted 606 by methods that will require no pressure. 607 The actual capital value of your brains may be determined by the amount of 6o8 income you can produce (by marketing your services). A fair estimate of the 609 capital value of your services maybe made by multiplying your annual income by 6w sixteen and two-thirds, as it is reasonable to estimate that your annual income 611 represents six percent of your capital value. Money rents for 6% per annum. 612 Money is worth no more than brains. It is often worth much less. Competent 613 "brains," if effectively marketed, represent a much more desirable form of capital 614 than that which is required to conduct a business dealing in commodities, 613 because "brains" are a form of capital which cannot be permanently depreciated 616 through depressions, nor can this form of capital be stolen or spent. 617 Moreover, the money which is essential for the conduct of business is as worth- 618 less as a sand dune, until it has been mixed with efficient "brains." THE THIRTY MAJOR CAUSES OF FAILURE 619 HOW MANY OF THESE ARE HOLDING YOU BACK? 62o Life's greatest tragedy consists of men and women who earnestly try, and fail! 621 The tragedy lies in the overwhelmingly large majority of people who fail, as 622 compared to the few who succeed. I have had the privilege of analyzing several 623 thousand men and women, 98% of whom were classed as "failures." There is 624 something radically wrong with a civilization, and a system of education, which 623 permit 98% of the people to go through life as failures. But I did not write this Empowerment Mentoring Community EFTA01220658 140 THINK AND GROW RIO-I 626 book for the purpose of moralizing on the rights and wrongs of the world; that 627 would require a book a hundred times the size of this one. 628 My analysis work proved that there are thirty major reasons for failure, and 629 thirteen major principles through which people accumulate fortunes. In this 63o chapter, a description of the thirty major causes of failure will be given. As you 631 go over the list, check yourself by it, point by point, for the purpose of 632 discovering how many of these causes of failure stand between you and success. 633 1. UNFAVORABLE HEREDITARY BACKGROUND. There is but little, if 634 anything, which can be done for people who are born with a deficiency in brain 635 power. This philosophy offers but one method of bridging this weakness — 636 through the aid of the Master Mind. Observe with profit, however, that this is 637 the ONLY one of the thirty causes of failure which may not be easily corrected 638 by any individual. 639 2. LACK OF A WELL-DEFINED PURPOSE IN LIFE. There is no hope of 64o success for the person who does not have a central purpose, or definite goal at 641 which to aim. Ninety-eight out of every hundred of those whom I have analyzed, 642 had no such aim. Perhaps this was the major cause of their failure. 643 3. LACK OF AMBITION TO AIM ABOVE MEDIOCRITY. We offer no 644 hope for the person who is so indifferent as not to want to get ahead in life, and 645 who is not willing to pay the price. 646 4. INSUFFICIENT EDUCATION. This is a handicap which may be overcome 647 with comparative ease. Experience has proven that the best-educated people are 648 often those who are known as "self-made," or self-educated. It takes more than a 649 college degree to make one a person of education. Any person who is educated is 65o one who has learned to get whatever he wants in life without violating the rights 651 of others. Education consists, not so much of knowledge, but of knowledge 652 effectively and persistently APPLIED. Men are paid, not merely for what they 653 know, but more particularly for WHAT THEY DO WITH THAT WHICH 654 THEY KNOW. EFTA01220659 ORGANIZED PLANNING 141 655 5. LACK OF SELF-DISCIPLINE. Discipline comes through self-control. This 656 means that one must control all negative qualities. Before you can control 657 conditions, you must first control yourself. Self-mastery is the hardest job you 658 will ever tackle. If you do not conquer self, you will be conquered by self. You 659 may see at one and the same time both your best friend and your greatest enemy, 66o by stepping in front of a mirror. 661 6. ILL HEALTH. No person may enjoy outstanding success without good 662 health. Many of the causes of ill health are subject to mastery and control. These, 663 in the main are: 664 a. Overeating of foods not conducive to health 665 b. Wrong habits of thought; giving expression to negatives. 666 c. Wrong use of, and over indulgence in sex. 667 d. Lack of proper physical exercise 668 e. An inadequate supply of fresh air, due to improper breathing. 669 7. UNFAVORABLE ENVIRONMENTAL INFLUENCES DURING 670 CHILDHOOD. 671 "As the twig is bent, so shall the tree grow." Most people who have criminal 672 tendencies acquire them as the result of bad environment, and improper 673 associates during childhood. 674 8. PROCRASTINATION. This is one of the most common causes of failure. 675 "Old Man Procrastination" stands within the shadow of every human being, 676 waiting his opportunity to spoil one's chances of success. Most of us go through 677 life as failures, because we are waiting for the "time to be right" to start doing 678 some- thing worthwhile. Do not wait. The time will never be "just right." Start 679 where you stand, and work with whatever tools you may have at your command, 68o and better tools will be found as you go along. Empowerment Mentoring Community EFTA01220660 142 THINK AND GROW RIO-I 681 9. LACK OF PERSISTENCE. Most of us are good "starters" but poor 682 "finishers" of everything we begin. Moreover, people are prone to give up at the 683 first signs of de- feat. There is no substitute for PERSISTENCE. The person 684 who makes PERSIST- ENCE his watch-word, discovers that "Old Man Failure" 685 finally becomes tired, and makes his departure. Failure cannot cope with 686 PERSISTENCE. 687 10. NEGATIVE PERSONALITY. There is no hope of success for the person 688 who repels people through a negative personality. Success comes through the 689 application of POWER, and power is attained through the cooperative efforts of 690 other people. A negative personality will not induce cooperation. 691 11. LACK OF CONTROLLED SEXUAL URGE. Sex energy is the most 692 powerful of all the stimuli which move people into ACTION. Because it is the 693 most powerful of the emotions, it must be controlled, through transmutation, 694 and converted into other channels. 695 12. UNCONTROLLED DESIRE FOR "SOMETHING FOR NOTHING." 696 The gambling instinct drives millions of people to failure. Evidence of this may 697 be found in a study of the Wall Street crash of `29, during which millions of 698 people tried to make money by gambling on stock margins. 699 13. LACK OF A WELL DEFINED POWER OF DECISION. Men who 700 succeed reach decisions promptly, and change them, if at all, very slowly. Men 701 who fail, reach decisions, if at all, very slowly, and change them frequently, and 702 quickly. Indecision and procrastination are twin brothers. Where one is found, 703 the other may usually be found also. Kill off this pair before they completely 704 "hog-tie" you to the treadmill of FAILURE. 705 14. ONE OR MORE OF THE SIX BASIC FEARS. These fears have been 706 analyzed for you in a later chapter. They must be mastered before you can 707 market your services effectively. 708 15. WRONG SELECTION OF A MATE IN MARRIAGE. This a most 709 common cause of failure. The relationship of marriage brings people intimately EFTA01220661 ORGANIZED PLANNING 143 710 into contact. Unless this relationship is harmonious, failure is likely to follow. 711 Moreover, it will be a form of failure that is marked by misery and unhappiness, 712 destroying all signs of AMBITION. 713 16. OVER-CAUTION. The person who takes no chances, generally has to take 714 whatever is left when others are through choosing. Over-caution is as bad as 715 under-caution. Both are extremes to be guarded against. Life itself is filled with 716 the element of chance. 717 17. WRONG SELECTION OF ASSOCIATES IN BUSINESS. This is one of 718 the most common causes of failure in business. In marketing personal services, 719 one should use great care to select an employer who will be an inspiration, and 720 who is, himself, intelligent and successful. We emulate those with whom we 721 associate most closely. Pick an employer who is worth emulating. 722 18. SUPERSTITION AND PREJUDICE. Superstition is a form of fear. It is 723 also a sign of ignorance. Men who succeed keep open minds and are afraid of 724 nothing. 725 19. WRONG SELECTION OF A VOCATION. No man can succeed in a line 726 of endeavor which he does not like. The most essential step in the marketing of 727 personal services is that of selecting an occupation into which you can throw 728 yourself wholeheartedly. 729 20. LACK OF CONCENTRATION OF EFFORT. The "jack-of-all-trades" 730 seldom is good at any. Concentrate all of your efforts on one DEFINITE 731 CHIEF AIM. 732 21. THE HABIT OF INDISCRIMINATE SPENDING. The spend-thrift 733 cannot succeed, mainly because he stands eternally in FEAR OF POVERTY. 734 Form the habit of systematic saving by putting aside a definite percentage of 735 your income. Money in the bank gives one a very safe foundation of 736 COURAGE when bargaining for the sale of personal services. Without money, 737 one must take what one is offered, and be glad to get it. Empowerment vlentoring Community EFTA01220662 144 THINK AND GROW RIO-I 738 22. LACK OF ENTHUSIASM. Without enthusiasm one cannot be convincing. 739 Moreover, enthusiasm is contagious, and the person who has it, under control, is 740 generally welcome in any group of people. 741 23. INTOLERANCE. The person with a "closed" mind on any subject seldom 742 gets ahead. Intolerance means that one has stopped acquiring knowledge. The 743 most damaging forms of intolerance are those connected with religious, racial, 744 and political differences of opinion. 745 24. INTEMPERANCE. The most damaging forms of intemperance are 746 connected with eating, strong drink, and sexual activities. Overindulgence in any 747 of these is fatal to success. 748 25. INABILITY TO COOPERATE WITH OTHERS. More people lose their 749 positions and their big opportunities in life, because of this fault, than for all 750 other reasons combined. It is a fault which no well-informed business man, or 751 leader will tolerate. 752 26. POSSESSION OF POWER THAT WAS NOT ACQUIRED THROUGH 753 SELF EFFORT. (Sons and daughters of wealthy men, and others who inherit 754 money which they did not earn). Power in the hands of one who did not acquire 755 it gradually, is often fatal to success. QUICK RICHES are more dangerous than 756 poverty. 757 27. INTENTIONAL DISHONESTY. There is no substitute for honesty. One 758 may be temporarily dishonest by force of circumstances over which one has no 759 control, without permanent damage. But, there is NO HOPE for the person 760 who is dishonest by choice. Sooner or later, his deeds will catch up with him, and 761 he will pay by loss of reputation, and perhaps even loss of liberty. 762 28. EGOTISM AND VANITY. These qualities serve as red lights which warn 763 others to keep away. THEY ARE FATAL TO SUCCESS. EFTA01220663 ORGANIZED PLANNING 145 764 29. GUESSING INSTEAD OF THINKING. Most people are too indifferent 765 or lazy to acquire FAL lb with which to THINK ACCURATELY. They prefer 766 to act on "opinions" created by guesswork or snap-judgments. 767 30. LACK OF CAPITAL. This is a common cause of failure among those who 768 start out in business for the first time, without sufficient reserve of capital to 769 absorb the shock of their mistakes, and to carry them over until they have 770 established a REPUTATION. 771 31. Under this, name any particular cause of failure from which you have 772 suffered that has not been included in the foregoing list. 773 In these thirty major causes of failure is found a description of the tragedy of life, 774 which obtains for practically every person who tries and fails. It will be helpful if 775 you can induce someone who knows you well to go over this list with you, and 776 help to analyze you by the thirty causes of failure. It may be beneficial if you try 777 this alone. Most people cannot see themselves as others see them. You may be 778 one who cannot. 779 The oldest of admonitions is "Man, know thyself!" If you market merchandise 780 successfully, you must know the merchandise. The same is true in marketing 781 personal services. You should know all of your weaknesses in order that you may 782 either bridge them or eliminate them entirely. You should know your strength in 783 order that you may call attention to it when selling your services. You can know 784 yourself only through accurate analysis. 785 The folly of ignorance in connection with self was displayed by a young man 786 who applied to the manager of a well-known business for a position. He made a 787 very good impression until the manager asked him what salary he expected. He 788 replied that he had no fixed sum in mind (lack of a definite aim). The manager 789 then said, "We will pay you all you are worth, after we try you out for a week." 790 "I will not accept it," the applicant replied, "because I AM GETTING MORE 791 THAN THAT WHERE I AM NOW EMPLOYED." Empowerment Mentoring Community EFTA01220664 146 THINK AND GROW RIO-I 792 Before you even start to negotiate for a readjustment of your salary in your 793 present position, or to seek employment elsewhere, BE SURE THAT YOU 794 ARE WORTH MORE THAN YOU NOW RECEIVE. 795 It is one thing to WANT money-everyone wants more-but it is something 796 entirely different to be WORTH MORE! Many people mistake their WANTS 797 for their JUST DUES. Your financial requirements or wants have nothing 798 whatever to do with your WORTH. Your value is established entirely by your 799 ability to render useful service or your capacity to induce others to render such 800 service. TAKE INVENTORY OF YOURSELF 801 28 QUESTIONS YOU SHOULD ANSWER 802 Annual self-analysis is an essential in the effective marketing of personal services, 803 as is annual inventory in merchandising. Moreover, the yearly analysis should 804 disclose a DECREASE IN FAULTS, and an increase in VIRTUES. One goes 8o5 ahead, stands still, or goes backward in life. One's object should be, of course, to 8o6 go ahead. Annual self-analysis will disclose whether advancement has been, 807 made, and if so, how much. It will also disclose any backward steps one may 8o8 have made. The effective marketing of personal services requires one to move 809 forward even if the progress is slow. 810 Your annual self-analysis should be made at the end of each year, so you can 811 include in your New Year's Resolutions any improvements which the analysis 812 indicates should be made. Take this inventory by asking yourself the following 813 questions, and by checking your answers with the aid of someone who will not 814 permit you to deceive yourself as to their accuracy. 815 SELF-ANALYSIS QUESTIONNAIRE FOR PERSONAL INVENTORY 816 1. Have I attained the goal which I established as my objective for this year? 817 (You should work with a definite yearly objective to be attained as a part of your 818 major life objective). EFTA01220665 ORGANIZED PLANNING 147 819 2. Have I delivered service of the best possible QUALITY of which I was 82o capable, or could I have improved any part of this service? 821 3. Have I delivered service in the greatest possible QUANTITY of which I was 822 capable? 823 4. Has the spirit of my conduct been harmonious, and cooperative at all times? 824 5. Have I permitted the habit of PROCRASTINATION to decrease my 825 efficiency, and if so, to what extent? 826 6. Have I improved my PERSONALITY, and if so, in what ways? 827 7. Have I been PERSISTENT in following my plans through to completion? 828 8. Have I reached DECISIONS PROMPTLY AND DEFINITELY on all 829 occasions? 83o 9. Have I permitted any one or more of the six basic fears to decrease my 831 efficiency? 832 10. Have I been either "over-cautious," or "under-cautious?" 833 11. Has my relationship with my associates in work been pleasant, or unpleasant? 834 If it has been unpleasant, has the fault been partly, or wholly mine? 835 12. Have I dissipated any of my energy through lack of CONCENTRATION of 836 effort? 837 13. Have I been open minded and tolerant in connection with all subjects? 838 14. In what way have I improved my ability to render service? 839 15. Have I been intemperate in any of my habits? 840 16. Have I expressed, either openly or secretly, any form of EGOTISM? Empowerment Mentoring Community EFTA01220666 148 THINK AND GROW RIO-I 841 17. Has my conduct toward my associates been such that it has induced them to 842 RESPECT me? 843 18. Have my opinions and DECISIONS been based upon guesswork, or 844 accuracy of analysis and THOUGHT? 845 19. Have I followed the habit of budgeting my time, my expenses, and my 846 income, and have I been conservative in these budgets? 847 20. How much time have I devoted to UNPROFITABLE effort which I might 848 have used to better advantage? 849 21. How may I RE-BUDGET my time, and change my habits so I will be more 85o efficient during the coming year? 851 22. Have I been guilty of any conduct which was not approved by my con- 852 science? 853 23. In what ways have I rendered MORE SERVICE AND BETTER SERVICE 854 than I was paid to render? 855 24. Have I been unfair to anyone, and if so, in what way? 856 25. If I had been the purchaser of my own services for the year, would I be 857 satisfied with my purchase? 858 26. Am I in the right vocation, and if not, why not? 859 27. Has the purchaser of my services been satisfied with the service I have 86o rendered, and if not, why not? 861 28. What is my present rating on the fundamental principles of success? (Make 862 this rating fairly, and frankly, and have it checked by someone who is courageous 863 enough to do it accurately). 864 Having read and assimilated the information conveyed through this chapter, you 865 are now ready to create a practical plan for marketing your personal services. In EFTA01220667 ORGANIZED PLANNING 149 866 this chapter will be found an adequate description of every principle essential in 867 planning the sale of personal services, including the major attributes of 868 leadership; the most common causes of failure in leadership; a description of the 869 fields of opportunity for leadership; the main causes of failure in all walks of life, 870 and the important questions which should be used in self-analysis. This extensive 871 and detailed presentation of accurate information has been included, because it 872 will be needed by all who must begin the accumulation of riches by marketing 873 personal services. Those who have lost their fortunes, and those who are just 874 beginning to earn money, have nothing but personal services to offer in return 873 for riches, therefore it is essential that they have available the practical 876 information needed to market services to best advantage. 877 The information contained in this chapter will be of great value to all who aspire 878 to attain leadership in any calling. It will be particularly helpful to those aiming to 879 market their services as business or industrial executives. 88o Complete assimilation and understanding of the information here conveyed will 881 be helpful in marketing one's own services, and it will also help one to become 882 more analytical and capable of judging people. The information will be price- less 883 to personnel directors, employment managers, and other executives charged with 884 the selection of employees, and the maintenance of efficient organizations. If you 883 doubt this statement, test its soundness by answering in writing the twenty eight 886 self-analysis questions. That might be both interesting and profitable, even 887 though you do not doubt the soundness of the statement. WHERE AND HOW ONE MAY FIND OPPORTUNITIES TO ACCUMULATE RICHES 888 Now that we have analyzed the principles by which riches may be accumulated, 889 we naturally ask, "where may one find favorable opportunities to apply these 890 principles?" Very well, let us take inventory and see what the United States of 891 America offer the person seeking riches, great or small. 892 To begin with, let us remember, all of us, that we live in a country where every 893 law-abiding citizen enjoys freedom of thought and freedom of deed unequaled Empowerment Mentoring Community EFTA01220668 150 THINK AND GROW RIO-I 894 anywhere in the world. Most of us have never taken inventory of the advantages 895 of this freedom. We have never compared our unlimited freedom with the cur- 896 tailed freedom in other countries. 897 Here we have freedom of thought, freedom in the choice and enjoyment of 898 education, freedom in religion, freedom in politics, freedom in the choice of a 899 business, profession or occupation, freedom to accumulate and own without goo molestation, ALL THE PROPERTY WE CAN ACCUMULATE, freedom to 901 choose our place of residence, freedom in marriage, freedom through equal 902 opportunity to all races, freedom of travel from one state to another, freedom in 903 our choice of foods, and freedom to AIM FOR ANY STATION IN LIFE FOR 904 WHICH WE HAVE PREPARED OURSELVES, even for the presidency of 905 the United States. 906 We have other forms of freedom, but this list will give a bird's eye view of the 907 most important, which constitute OPPORTUNITY of the highest order. This 908 advantage of freedom is all the more conspicuous because the United States is 909 the only country guaranteeing to every citizen, whether native born or 910 naturalized, so broad and varied a list of freedom. 911 Next, let us recount some of the blessings which our widespread freedom has 912 placed within our hands. Take the average American family for example 913 (meaning, the family of average income) and sum up the benefits available to 914 every member of the family, in this land of OPPORTUNITY and plenty! 915 a. FOOD. Next to freedom of thought and deed comes FOOD, CLOTHING, 916 and SHELTER, the three basic necessities of life. Because of our universal 917 freedom the average American family has available, at its very door, the choicest 918 selection of food to be found anywhere in the world, and at prices within its 919 financial range. A family of two, living in the heart of Times Square district of 920 New York City, far removed from the source of production of foods, took 921 careful inventory of the cost of a simple breakfast, with this astonishing result: 922 Articles of food; EFTA01220669 ORGANIZED PLANNING 151 923 Cost at the breakfast table: 924 Grape Fruit Juice, (From Florida) 02 925 Rippled Wheat Breakfast food (Kansas Farm). ... 02 926 Tea (From China) 02 927 Bananas (From South America) 02 928 Toasted Bread (From Kansas Farm) 01 929 Fresh Country Eggs (From Utah) 07 93o Sugar (From Cuba, or Utah) 02 931 Butter and Cream (From New England) 03 932 Grand total ... .20 933 It is not very difficult to obtain FOOD in a country where two people can have 934 breakfast consisting of all they want or need for a dime a piece! Observe that this 935 simple breakfast was gathered, by some strange form of magic from China, 936 South America, Utah, Kansas and the New England States, and delivered on the 937 breakfast table, ready for consumption, in the very heart of the most crowded 938 city in America, at a cost well within the means of the most humble laborer. 939 The cost included all federal, state and city taxes! (Here is a fact the politicians 940 did not mention when they were crying out to the voters to throw their 941 opponents out of office because the people were being taxed to death). 942 b. SHELTER. This family lives in a comfortable apartment, heated by steam, 943 lighted with electricity, with gas for cooking, all for $65.00 a month. In a smaller 944 city, or a more sparsely settled part of New York City, the same apartment could 945 be had for as low as $20.00 a month. 946 The toast they had for breakfast in the food estimate was toasted on an electric 947 toaster, which cost but a few dollars, the apartment is cleaned with a vacuum Empowerment Mentoring Community EFTA01220670 152 THINK AND GROW RIO-I 948 sweeper that is run by electricity. Hot and cold water is available, at all times, in 949 the kitchen and the bathroom. The food is kept cool in a refrigerator that is run 95o by electricity. The wife curls her hair, washes her clothes and irons them with 951 easily operated electrical equipment, on power obtained by sticking a plug in the 952 wall. The husband shaves with an electric shaver, and they receive entertainment 953 from all over the world, twenty four hours a day, if they want it, without cost, by 954 merely turning the dial of their radio. There are other conveniences in this 955 apartment, but the foregoing list will give a fair idea of some of the concrete 956 evidences of the freedom we, of America, enjoy. (And this is neither political nor 957 economic propaganda). 958 c. CLOTHING. Anywhere in the United States, the woman of average clothing 959 requirements can dress very comfortably and neatly for less than $200.00 a year, 96o and the average man can dress for the same, or less. 961 Only the three basic necessities of food, clothing, and shelter have been 962 mentioned. The average American citizen has other privileges and advantages 963 available in return for modest effort, not exceeding eight hours per day of labor. 964 Among these is the privilege of automobile transportation, with which one can 965 go and come at will, at very small cost. 966 The average American has security of property rights not found in any other 967 country in the world. He can place his surplus money in a bank with the 968 assurance that his government will protect it, and make good to him if the bank 969 fails. If an American citizen wants to travel from one state to another he needs 970 no passport, no one's permission. He may go when he pleases, and return at will. 971 Moreover, he may travel by train, private automobile, bus, airplane, or ship, as 972 his pocketbook permits. In Germany, Russia, Italy, and most of the other 973 European and Oriental countries, the people cannot travel with so much 974 freedom, and at so little cost. THE "MIRACLE" THAT HAS PROVIDED THESE BLESSINGS 975 We often hear politicians proclaiming the freedom of America, when they solicit 976 votes, but seldom do they take the time or devote sufficient effort to the analysis EFTA01220671 ORGANIZED PLANNING 153 977 of the source or nature of this "freedom." Having no axe to grind, no grudge to 978 express, no ulterior motives to be carried out, I have the privilege of going into a 979 frank analysis of that mysterious, abstract, greatly misunderstood "SOME- 986 THING" which gives to every citizen of America more blessings, more 981 opportunities to accumulate wealth, more freedom of every nature, than may be 982 found in any other country. 983 I have the right to analyze the source and nature of this UNSEEN POWER, 984 because I know, and have known for more than a quarter of a century, many of 985 the men who organized that power, and many who are now responsible for its 986 maintenance. The name of this mysterious benefactor of mankind is CAPITAL! 987 CAPITAL consists not alone of money, but more particularly of highly 988 organized, intelligent groups of men who plan ways and means of using money 989 efficiently for the good of the public, and profitably to themselves. These groups 990 consist of scientists, educators, chemists, inventors, business analysts, publicity 991 men, transportation experts, accountants, lawyers, doctors, and both men and 992 women who have highly specialized knowledge in all fields of industry and 993 business. 994 They pioneer, experiment, and blaze trails in new fields of endeavor. They sup- 995 port colleges, hospitals, public schools, build good roads, publish newspapers, 996 pay most of the cost of government, and take care of the multitudinous detail 997 essential to human progress. 998 Stated briefly, the capitalists are the brains of civilization, because they supply the 999 entire fabric of which all education, enlightenment and human progress consists. moo Money, without brains, always is dangerous. Properly used, it is the most low important essential of civilization. The simple breakfast here described could not 1002 have been delivered to the New York family at a dime each, or at any other price, 1003 if organized capital had not provided the machinery, the ships, the railroads, and 1004 the huge armies of trained men to operate them. Empowerment vlentoring Community EFTA01220672 154 THINK AND GROW RIO-I 1005 Some slight idea of the importance of ORGANIZED CAPITAL may be had by 1006 trying to imagine yourself burdened with the responsibility of collecting, without 1007 the aid of capital, and delivering to the New York City family, the simple 1008 breakfast described. 1009 To supply the tea, you would have to make a trip to China or India, both a very 1010 long way from America. Unless you are an excellent swimmer, you would 1011 become rather tired before making the round trip. Then, too, another problem 1012 would confront you. 1013 What would you use for money, even if you had the physical endurance to swim 104 the ocean? 1015 To supply the sugar, you would have to take another long swim to Cuba, or a 1016 long walk to the sugar beet section of Utah. But even then, you might come back 1017 without the sugar, because organized effort and money are necessary to produce 1018 sugar, to say nothing of what is required to refine, transport, and deliver it to the 1019 breakfast table anywhere in the United States. 1020 The eggs, you could deliver easily enough from the barn yards near New York 1021 City, but you would have a very long walk to Florida and return, before you 1022 could serve the two glasses of grapefruit juice. You would have another long 1023 walk, to Kansas, or one of the other wheat growing states, when you went after 1024 the four slices of wheat bread. 1025 The Rippled Wheat Biscuits would have to be omitted from the menu, because 1026 they would not be available except through the labor of a trained organization of 1027 men and suitable machinery, ALL OF WHICH CALL FOR CAPITAL. 1028 While resting, you could take off for another little swim down to South America, 1029 where you would pick up a couple of bananas, and on your return, you could 1030 take a short walk to the nearest farm having a dairy and pick up some butter and 1031 cream. Then your New York City family would be ready to sit down and enjoy 1032 breakfast, and you could collect your two dimes for your labor! EFTA01220673 ORGANIZED PLANNING 155 1033 Seems absurd, doesn't it? Well, the procedure described would be the only 1034 possible way these simple items of food could be delivered to the heart of New 1035 York City, if we had no capitalistic system. 1036 The sum of money required for the building and maintenance of the railroads 1037 and steam ships used in the delivery of that simple breakfast is so huge that it 1038 staggers one's imagination. It runs into hundreds of millions of dollars, not to 1039 mention the armies of trained employees required to man the ships and trains. 1040 But, transportation is only a part of the requirements of modem civilization in 1041 capitalistic America. Before there can be anything to haul, something must be 1042 grown from the ground, or manufactured and prepared for market. This calls for 1043 more millions of dollars for equipment, machinery, boxing, marketing, and for 1044 the wages of millions of men and women. 1045 Steam ships and railroads do not spring up from the earth and function 1046 automatically. They come in response to the call of civilization, through the labor 1047 and ingenuity and organizing ability of men who have IMAGINATION, 1048 FAITH, ENTHUSIASM, DECISION, PERSISTENCE! These men are known 1049 as capitalists. They are motivated by the desire to build, construct, achieve, 1050 render useful service, earn profits and accumulate riches. And, because they 1051 RENDER SERVICE WITHOUT WHICH THERE WOULD BE NO 1052 CIVILIZATION, they put themselves in the way of great riches. 1053 Just to keep the record simple and understandable, I will add that these capitalists 1054 are the self-same men of whom most of us have heard soap-box orators speak. 1055 They are the same men to whom radicals, racketeers, dishonest politicians and 1056 grafting labor leaders refer as "the predatory interests," or "Wall Street." 1057 I am not attempting to present a brief for or against any group of men or any 1058 system of economics. I am not attempting to condemn collective bargaining 1059 when I refer to "grafting labor leaders," nor do I aim to give a clean bill of health 1060 to all individuals known as capitalists. 1061 The purpose of this book — a purpose to which I have faithfully devoted over a 1062 quarter of a century-is to present to all who want the knowledge, the most Empowerment Mentoring Community EFTA01220674 156 THINK AND GROW RIO-I 1063 dependable philosophy through which individuals may accumulate riches in 1064 whatever amounts they desire. 1063 I have here analyzed the economic advantages of the capitalistic system for the 1066 two-fold purpose of showing: 1067 1. that all who seek riches must recognize and adapt themselves to the system 1068 that controls all approaches to fortunes, large or small, and 1069 2. to present the side of the picture opposite to that being shown by politicians 1070 and demagogues who deliberately becloud the issues they bring up, by referring 1071 to organized capital as if it were something poisonous. 1072 This is a capitalistic country, it was developed through the use of capital, and we 1073 who claim the right to partake of the blessings of freedom and opportunity, we 1074 who seek to accumulate riches here, may as well know that neither riches nor 1073 opportunity would be available to us if ORGANIZED CAPITAL had not 1076 provided these benefits. 1077 For more than twenty years it has been a somewhat popular and growing pastime 1078 for radicals, self-seeking politicians, racketeers, crooked labor leaders, and on 1079 occasion religious leaders, to take pot-shots at "WALL STREET, THE MONEY 1080 CHANGERS, and BIG BUSINESS." 1081 The practice became so general that we witnessed during the business 1082 depression, the unbelievable sight of high government officials lining up with the 1083 cheap politicians, and labor leaders, with the openly avowed purpose of 1084 throttling the system which has made Industrial America the richest country on 1083 earth. The line- up was so general and so well organized that it prolonged the 1086 worst depression America has ever known. It cost millions of men their jobs, 1087 because those jobs were inseparably a part of the industrial and capitalistic 1088 system which form the very backbone of the nation. 1089 During this unusual affiance of government officials and self-seeking individuals 1090 who were endeavoring to profit by declaring "open season" on the American EFTA01220675 ORGANIZED PLANNING 157 1091 system of industry, a certain type of labor leader joined forces with the politicians 1092 and offered to deliver voters in return for legislation designed to permit men to 1093 TAKE RICHES AWAY FROM INDUSTRY BY ORGANIZED FORCE OF 1094 NUMBERS, INSTEAD OF THE BETTER METHOD OF GIVING A FAIR 1093 DAY'S WORK FOR A FAIR DAY'S PAY. 1096 Millions of men and women throughout the nation are still engaged in this ion popular pastime of trying to GET without GIVING. Some of them are lined up 1098 with labor unions, where they demand SHORTER HOURS AND MORE PAY! 1099 Others do not take the trouble to work at all. THEY DEMAND Iwo GOVERNMENT RELIEF AND ARE GETTING IT. Their idea of their rights 11O1 of freedom was demonstrated in New York City, where violent complaint was 1102 registered with the Postmaster, by a group of "relief beneficiaries," because the 1103 Postmen awakened them at 7:30 AM. to deliver Government relief checks. They 1104 DEMANDED that the time of delivery be set up to 10:00 o'clock. 1103 If you are one of those who believe that riches can be accumulated by the mere 1106 act of men who organize themselves into groups and demand MORE PAY for 1107 LESS SERVICE, if you are one of those who DEMAND Government relief 1108 without early morning disturbance when the money is delivered to you, if you are 1109 one of those who believe in trading their votes to politicians in return for the 111O passing of laws which permit the raiding of the public treasury, you may rest iiii securely on your belief, with certain knowledge that no one will disturb you, 1112 because THIS IS A FREE COUNTRY WHERE EVERY MAN MAY THINK 1113 AS HE PLEASES, where nearly everybody can live with but little effort, where nut many may live well without doing any work whatsoever. 1113 However, you should know the full truth concerning this FREEDOM of which 1116 so many people boast, and so few understand. As great as it is, as far as it 1117 reaches, as many privileges as it provides, IT DOES NOT, AND CANNOT 1118 BRING RICHES WITHOUT EFFORT. 1119 There is but one dependable method of accumulating, and legally holding riches, 1120 and that is by rendering useful service. No system has ever been created by Empowerment Mentoring Community EFTA01220676 158 THINK AND GROW RICI-I 1121 which men can legally acquire riches through mere force of numbers, or without 1122 giving in return an equivalent value of one form or another. 1123 There is a principle known as the law of ECONOMICS! This is more than a 1124 theory. It is a law no man can beat. Mark well the name of the principle, and 1125 remember it, because it is far more powerful than all the politicians and political 1126 machines. 1127 It is above and beyond the control of all the labor unions. It cannot be swayed, 1128 nor influenced nor bribed by racketeers or self-appointed leaders in any calling. 1129 Moreover, IT HAS AN ALL-SEEING EYE, AND A PERFECT SYSTEM OF n3o BOOKKEEPING, in which it keeps an accurate account of the transactions of 1131 every human being engaged in the business of trying to get without giving. 1132 Sooner or later its auditors come around, look over the records of individuals 1133 both great and small, and demand an accounting. 1134 "Wall Street, Big Business, Capital Predatory Interests," or whatever name you 1135 choose to give the system which has given us AMERICAN FREEDOM, 1136 represents a group of men who understand, respect, and adapt themselves to this 1137 powerful LAW OF ECONOMICS! Their financial continuation depends upon 1138 their respecting the law. Most people living in America like this country, its 1139 capitalistic system and all. I must confess I know of no better country, where one 1140 may find greater opportunities to accumulate riches. Judging by their acts and 1141. deeds, there are some in this country who do not like it. That, of course is their 1142 privilege; if they do not like this country, its capitalistic system, its boundless 1143 opportunities, THEY HAVE THE PRIVILEGE OF CLEARING OUT! 1144 Always there are other countries, such as Germany, Russia, and Italy, where one 1145 may try one's hand at enjoying freedom, and accumulating riches providing one 1146 is not too particular. 1147 America provides all the freedom and all the opportunity to accumulate riches 1148 that any honest person may require. When one goes hunting for game, one 1149 selects hunting grounds where game is plentiful. When seeking riches, the same 1150 rule would naturally obtain. EFTA01220677 ORGANIZED PLANNING 159 1151 If it is riches you are seeking, do not overlook the possibilities of a country 1152 whose citizens are so rich that women, alone, spend over two hundred million 1153 dollars annually for lipsticks, rouge and cosmetics. Think twice, you who are 1154 seeking riches, before trying to destroy the Capitalistic System of a country 1155 whose citizens spend over fifty million dollars a year for GREETING CARDS, 1156 with which to express their appreciation of their FREEDOM! 1157 If it is money you are seeking, consider carefully a country that spends hundreds "58 of millions of dollars annually for cigarettes, the bulk of the income from which 1159 goes to only four major companies engaged in supplying this national builder of 1160 "nonchalance" and "quiet nerves." By all means give plenty of consideration to a 1161 country whose people spend annually more than fifteen million dollars for the 1162 privilege of seeing moving pictures, and toss in a few additional millions for 1163 liquor, narcotics, and other less potent soft drinks and giggle-waters. 1164 Do not be in too big a hurry to get away from a country whose people willingly, 1165 even eagerly, hand over millions of dollars annually for football, baseball, and "66 prize fights. And, by all means, STICK by a country whose inhabitants give up 1167 more than a million dollars a year for chewing gum, and another million for 1168 safety razor blades. 1169 Remember, also, that this is but the beginning of the available sources for the 1170 accumulation of wealth. Only a few of the luxuries and non-essentials have been 1171 mentioned. But, remember that the business of producing, transporting, and 1172 marketing these few items of merchandise gives regular employment to MANY 1173 MILLIONS OF MEN AND WOMEN, who receive for their services MANY 1174 MILLIONS OF DOLLARS MONTHLY, and spend it freely for both the 1175 luxuries and the necessities. 1176 Especially remember, that back of all this exchange of merchandise and personal 1177 services may be found an abundance of OPPORTUNITY to accumulate riches. 1178 Here our AMERICAN FREEDOM comes to one's aid. There is nothing to stop 1179 you, or anyone from engaging in any portion of the effort necessary to carry on 1180 these businesses. If one has superior talent, training, experience, one may Empowerment Mentoring Community EFTA01220678 160 THINK AND GROW RICH 1181 accumulate riches in large amounts. Those not so fortunate may accumulate 1182 smaller amounts. Anyone may earn a living in return for a very nominal amount 1183 of labor. 1184 So, there you are! 1185 OPPORTUNITY has spread its wares before you. Step up to the front, select 11.86 what you want, create your plan, put the plan into action, and follow through 1187 with PERSISTENCE. "Capitalistic" America will do the rest. You can depend 1188 upon this much — CAPITALISTIC AMERICA INSURES EVERY PERSON 1189 THE OPPORTUNITY TO RENDER USEFUL SERVICE, AND TO 1190 COLLECT RICHES IN PROPORTION TO THE VALUE OF THE 1191 SERVICE. 1192 The "System" denies no one this right, but it does not, and cannot promise 1193 SOMETHING FOR NOTHING, because the system, itself, is irrevocably 1194 controlled by the LAW OF ECONOMICS which neither recognizes nor 1195 tolerates for long, GETTING WITHOUT GIVING. 1196 The LAW OF ECONOMICS was passed by Nature! There is no Supreme Court 1197 to which violators of this law may appeal. The law hands out both penalties for 1198 its violation, and appropriate rewards for its observance, without interference or 1199 the possibility of interference by any human being. The law cannot be repealed. 1200 It is as fixed as the stars in the heavens, and subject to, and a part of the same 1201 system that controls the stars. 1202 May one refuse to adapt one's self to the LAW OF ECONOMICS? 1203 Certainly! This is a free country, where all men are born with equal rights, 1204 including the privilege of ignoring the LAW OF ECONOMICS. 1205 What happens then? 1206 Well, nothing happens until large numbers of men join forces for the avowed 1207 purpose of ignoring the law, and taking what they want by force. EFTA01220679 ORGANIZED PLANNING 161 1208 THEN COMES THE DICTATOR, WITH WELL ORGANIZED FIRING 1209 SQUADS AND MACHINE GUNS! 1210 We have not yet reached that stage in America! But we have heard all we want to 1211 know about how the system works. Perhaps we have be fortunate enough not to 1212 demand personal knowledge of so gruesome a reality. Doubtless we shall prefer 1213 to continue with our FREEDOM OF SPEECH, FREEDOM OF DEED, and 1214 FREEDOM TO RENDER USEFUL SERVICE IN RETURN FOR RICHES. 1215 The practice, by Government officials of extending to men and women the 1216 privilege of raiding the public treasury in return for votes, sometimes results in 1217 election, but as night follows day, the final payoff comes; when every penny 1218 wrongfully used, must be repaid with compound interest on compound interest. 1219 If those who make the grab are not forced to repay, the burden falls on their 1220 children, and their children's children, "even unto the third and fourth 1221 generations." There is no way to avoid the debt. Men can, and sometimes do, 1222 form themselves into groups for the purpose of crowding wages up, and working 1223 hours down. There is a point beyond which they cannot go. It is the point at 1224 which the LAW OF ECONOMICS steps in, and the sheriff gets both the 1225 employer and the employees. 1226 For six years, from 1929, to 1935, the people of America, both rich and poor, 1227 barely missed seeing the Old Man Economics hand over to the sheriff all the 1228 businesses, and industries and banks. It was not a pretty sight! It did not increase 1229 our respect for mob psychology through which men cast reason to the winds and 1230 start trying to GET without GIVING. 1231 We who went through those six discouraging years, when FEAR WAS IN THE 1232 SADDLE, AND FAITH WAS ON THE GROUND, cannot forget how 1233 ruthlessly the LAW OF ECONOMICS exacted its toll from both rich and poor, 1234 weak and strong, old and young. We shall not wish to go through another such 1235 experience. Empowerment Mentoring Community EFTA01220680 162 THINK AND GROW RICH 1236 These observations are not founded upon short-time experience. They are the 1237 result of twenty-five years of careful analysis of the methods of both the most 1238 successful and the most unsuccessful men America has known. EFTA01220681 DECISION 163 Chapter 8 Decision: The Mastery of Procrastination The Seventh Step toward Riches 1 ACCURATE analysis of over 25,000 men and women who had experienced 2 failure, disclosed the fact that LACK OF DECISION was near the head of the 3 list of the 30 major causes of FAILURE. This is no mere statement of a theory-it 4 is a fact. PROCRASTINATION, the opposite of DECISION, is a common 5 enemy which practically every man must conquer. 6 You will have an opportunity to test your capacity to reach quick and definite 7 DECISIONS when you finish reading this book, and are ready to begin putting 8 into ACTION the principles which it describes. 9 Analysis of several hundred people who had accumulated fortunes well beyond io the million dollar mark, disclosed the fact that every one of them had the habit ii of REACHING DECISIONS PROMPTLY, and of changing these decisions 12 SLOWLY, if, and when they were changed. People who fail to accumulate 13 money, without exception, have the habit of reaching decisions, IF AT ALL, very slowly, and of changing these decisions quickly and often. 13 One of Henry Ford's most outstanding qualities is his habit of reaching decisions 16 quickly and definitely, and changing them slowly. This quality is so pronounced 17 in Mr. Ford, that it has given him the reputation of being obstinate. It was this i8 quality which prompted Mr. Ford to continue to manufacture his famous Model 19 "T" (the world's ugliest car), when all of his advisors, and many of the purchasers 20 of the car, were urging him to change it. 21 Perhaps, Mr. Ford delayed too long in making the change, but the other side of 22 the story is, that Mr. Ford's firmness of decision yielded a huge fortune, before 23 the change in model became necessary. There is but little doubt that Mr. Ford's 24 habit of definiteness of decision assumes the proportion of obstinacy, but this Empowerment Mentoring Community EFTA01220682 164 THINK AND GROW RIO-I 25 quality is preferable to slowness in reaching decisions and quickness in changing 26 them. 27 The majority of people who fail to accumulate money sufficient for their needs, 28 are, generally, easily influenced by the "opinions" of others. They permit the 29 newspapers and the "gossiping" neighbors to do their "thinking" for them. 30 Opinions are the cheapest commodities on earth. Everyone has a flock of 31 opinions ready to be wished upon anyone who will accept them. If you are 32 influenced by "opinions" when you reach DECISIONS, you will not succeed in 33 any undertaking, much less in that of transmuting YOUR OWN DESIRE into 34 money. 35 If you are influenced by the opinions of others, you will have no DESIRE of 36 your own. Keep your own counsel, when you begin to put into practice the 37 principles described here, by reaching your own decisions and following them. 38 Take no one into your confidence, EXCEPT the members of your "Master 39 Mind" group, and be very sure in your selection of this group, that you choose 40 ONLY those who will be in COMPLETE SYMPATHY AND HARMONY 41 WITH YOUR PURPOSE. 42 Close friends and relatives, while not meaning to do so, often handicap one 43 through "opinions" and sometimes through ridicule, which is meant to be 44 humorous. Thousands of men and women carry inferiority complexes with them 45 all through life, because some well-meaning, but ignorant person destroyed their 46 confidence through "opinions" or ridicule. 47 You have a brain and mind of your own. USE IT, and reach your own decisions. 48 If you need facts or information from other people, to enable you to reach 49 decisions, as you probably will in many instances; acquire these facts or secure 5o the information you need quietly, without disclosing your purpose. 51 It is characteristic of people who have but a smattering or a veneer of knowledge 52 to try to give the impression that they have much knowledge. Such people 53 generally do TOO MUCH talking, and TOO LITTLE listening. Keep your eyes 54 and ears wide open-and your mouth CLOSED, if you wish to acquire the habit EFTA01220683 DECISION 165 55 of prompt DECISION. Those who talk too much do little else. If you talk more 56 than you listen, you not only deprive yourself of many opportunities to 57 accumulate useful knowledge, but you also disclose your PLANS and 58 PURPOSES to people who will take great delight in defeating you, because they 59 envy you. 6o Remember, also, that every time you open your mouth in the presence of a 6i person who has an abundance of knowledge, you display to that person, your 62 exact stock of knowledge, or your LACK of it! Genuine wisdom is usually 63 conspicuous through modesty and silence. 64 Keep in mind the fact that every person with whom you associate is, like 65 yourself, seeking the opportunity to accumulate money. If you talk about your 66 plans too freely, you may be surprised when you learn that some other person 67 has beaten you to your goal by PUTTING INTO ACTION AHEAD OF YOU, 68 the plans of which you talked unwisely. 69 Let one of your first decisions be to KEEP A CLOSED MOUTH AND OPEN 70 EARS AND EYES. As a reminder to yourself to follow this advice, it will be 71 helpful if you copy the following epigram in large letters and place it where you 72 will see it daily. 73 "TELL THE WORLD WHAT YOU INTEND TO DO, BUT FIRST SHOW 74 IT." 75 This is the equivalent of saying that "deeds, and not words, are what count 76 most." FREEDOM OR DEATH ON A DECISION 77 The value of decisions depends upon the courage required to render them. The 78 great decisions, which served as the foundation of civilization, were reached by 79 assuming great risks, which often meant the possibility of death. 8o Lincoln's decision to issue his famous Proclamation of Emancipation, which 8i gave freedom to the colored people of America, was rendered with full Empowerment Mentoring Community EFTA01220684 166 THINK AND GROW RIO-I 82 understanding that his act would turn thousands of friends and political 83 supporters against him. He knew, too, that the carrying out of that proclamation 84 would mean death to thousands of men on the battlefield. In the end, it cost 85 Lincoln his life. That required courage. 86 Socrates' decision to drink the cup of poison, rather than compromise in his 87 personal belief, was a decision of courage. It turned Time ahead a thousand 88 years, and gave to people then unborn, the right to freedom of thought and of 89 speech. 90 The decision of Gen. Robert E. Lee, when he came to the parting of the way 91 with the Union, and took up the cause of the South, was a decision of courage, 92 for he well knew that it might cost him his own life, that it would surely cost the 93 lives of others. 94 But, the greatest decision of all time, as far as any American citizen is concerned, 95 was reached in Philadelphia, July 4, 1776, when fifty-six men signed their names 96 to a document, which they well knew would bring freedom to all Americans, or 97 leave every one of the fifty-six hanging from a gallows! 98 You have heard of this famous document, but you may not have drawn from it 99 the great lesson in personal achievement it so plainly taught. 100 We all remember the date of this momentous decision, but few of us realize what 101 courage that decision required. We remember our history, as it was taught; we 102 remember dates, and the names of the men who fought; we remember Valley 103 Forge, and Yorktown; we remember George Washington, and Lord Cornwallis. 104 But we know little of the real forces back of these names, dates, and places. We 105 know still less of that intangible POWER, which insured us freedom long before 106 Washington's armies reached Yorktown. 107 We read the history of the Revolution, and falsely imagine that George Washing- 1o8 ton was the Father of our Country, that it was he who won our freedom, while 109 the truth is Washington was only an accessory after the fact, because victory for EFTA01220685 DECISION 167 no his armies had been insured long before Lord Cornwallis surrendered. This is not iii intended to rob Washington of any of the glory he so richly merited. 112 Its purpose, rather, is to give greater attention to the astounding POWER that 113 was the real cause of his victory. It is nothing short of tragedy that the writers of 114 history have missed, entirely, even the slightest reference to the irresistible 115 POWER, which gave birth and freedom to the nation destined to set up new 116 standards of independence for all the peoples of the earth. I say it is a tragedy, 117 because it is the self-same POWER which must be used by every individual who 118 surmounts the difficulties of Life, and forces Life to pay the price asked. 119 Let us briefly review the events which gave birth to this POWER. The story 120 begins with an incident in Boston, March 5, 1770. British soldiers were patrolling 121 the streets, by their presence, openly threatening the citizens. The colonists 122 resented armed men marching in their midst. They began to express their 123 resentment openly, hurling stones as well as epithets, at the marching soldiers, 124 until the commanding officer gave orders, "Fix bayonets Charge!" 125 The battle was on. It resulted in the death and injury of many. The incident 126 aroused such resentment that the Provincial Assembly, (made up of prominent 127 colonists), called a meeting for the purpose of taking definite action. Two of the 128 members of that Assembly were, John Hancock, and Samuel Adams-LONG 129 LIVE THEIR NAMES! They spoke up courageously, and declared that a move 13o must be made to eject all British soldiers from Boston. 131 Remember this-a DECISION, in the minds of two men, might properly be 132 called the beginning of the freedom which we, of the United States now enjoy. 133 Remember, too, that the DECISION of these two men called for FAITH, and 134 COURAGE, because it was dangerous. 135 Before the Assembly adjourned, Samuel Adams was appointed to call on the 136 Governor of the Province, Hutchinson, and demand the withdrawal of the 137 British troops. The request was granted, the troops were removed from Boston, 138 but the incident was not closed. It had caused a situation destined to change the 139 entire trend of civilization. Strange, is it not, how the great changes, such as the Empowerment Mentoring Community EFTA01220686 168 THINK AND GROW RICH 140 American Revolution, and the World War, often have their beginnings in 141 circumstances which seem unimportant? It is interesting, also, to observe that 142 these important changes usually begin in the form of a DEFINITE DECISION 143 in the minds of a relatively small number of people. Few of us know the history 144 of our country well enough to realize that John Hancock, Samuel Adams, and 145 Richard Henry Lee (of the Province of Virginia) were the real Fathers of our 146 Country. 147 Richard Henry Lee became an important factor in this story by reason of the fact 148 that he and Samuel Adams communicated frequently (by correspondence), 149 sharing freely their fears and their hopes concerning the welfare of the people of 150 their Provinces. From this practice, Adams conceived the idea that a mutual 151 exchange of letters between the thirteen Colonies might help to bring about the 152 coordination of effort so badly needed in connection with the solution of their 153 problems. Two years after the clash with the soldiers in Boston (March "72), 154 Adams presented this idea to the Assembly, in the form of a motion that a 155 Correspondence Committee be established among the Colonies, with definitely 156 appointed correspondents in each Colony, "for the purpose of friendly 157 cooperation for the betterment of the Colonies of British America." 158 Mark well this incident! It was the beginning of the organization of the far-flung 159 POWER destined to give freedom to you, and to me. The Master Mind had tho already been organized. It consisted of Adams, Lee, and Hancock. "I tell you 161 further, that if two of you agree upon the earth concerning anything for which 162 you ask, it will come to you from My Father, who is in Heaven." 163 The Committee of Correspondence was organized. Observe that this move 164 provided the way for increasing the power of the Master Mind by adding to it 165 men from all the Colonies. Take notice that this procedure constituted the first 166 ORGANIZED PLANNING of the disgruntled Colonists. 167 In union there is strength! The citizens of the Colonies had been waging 168 disorganized warfare against the British soldiers, through incidents similar to the 169 Boston riot, but nothing of benefit had been accomplished. Their individual EFTA01220687 DECISION 169 170 grievances had not been consolidated under one Master Mind. No group of 171 individuals had put their hearts, minds, souls, and bodies together in one definite 172 DECISION to settle their difficulty with the British once and for all, until 173 Adams, Hancock, and Lee got together. 174 Meanwhile, the British were not idle. They, too, were doing some PLANNING 173 and "Master-Minding" on their own account, with the advantage of having back 176 of them money, and organized soldiery. The Crown appointed Gage to supplant 177 Hutchinson as the Governor of Massachusetts. One of the new Governor's first 178 acts was to send a messenger to call on Samuel Adams, for the purpose of 179 endeavoring to stop his opposition by FEAR 18o We can best understand the spirit of what happened by quoting the conversation 181 between Col. Fenton, (the messenger sent by Gage), and Adams. 182 Col. Fenton: "I have been authorized by Governor Gage, to assure you, Mr. 183 Adams, that the Governor has been empowered to confer upon you such 184 benefits as would be satisfactory, [endeavor to win Adams by promise of bribes], 183 upon the condition that you engage to cease in your opposition to the measures 186 of the government. It is the Governor's advice to you, Sir, not to incur the 187 further displeasure of his majesty. Your conduct has been such as makes you 188 liable to penalties of an act of Henry VIII, by which persons can be sent to 189 England for trial for treason, or misprision of treason, at the discretion of a 190 governor of a province. But, BY CHANGING YOUR POLITICAL COURSE, 191 you will not only receive great personal advantages, but you will make your peace 192 with the King." 193 Samuel Adams had the choice of two DECISIONS. He could cease his 194 opposition, and receive personal bribes, or he could CONTINUE, AND RUN 195 THE RISK OF BEING HANGED! 196 Clearly, the time had come when Adams was forced to reach instantly, a 197 DECISION which could have cost his life. The majority of men would have 198 found it difficult to reach such a decision. The majority would have sent back an 199 evasive reply, but not Adams! He insisted upon Col. Fenton's word of honor, Empowerment Mentoring Community EFTA01220688 170 THINK AND GROW RIO-I 200 that the Colonel would deliver to the Governor the answer exactly as Adams 201 would give it to him. Adams' answer, "Then you may tell Governor Gage that I 202 trust I have long since made my peace with the King of Kings. No personal 203 consideration shall induce me to abandon the righteous cause of my Country. 204 And, TELL GOVERNOR GAGE IT IS THE ADVICE OF SAMUEL 205 ADAMS TO HIM, no longer to insult the feelings of an exasperated people." 206 Comment as to the character of this man seems unnecessary. It must be obvious 207 to all who read this astounding message that its sender possessed loyalty of the 208 highest order. This is important. (Racketeers and dishonest politicians have 209 prostituted the honor for which such men as Adams died). 210 When Governor Gage received Adams' caustic reply, he flew into a rage, and is- 211 sued a proclamation which read, "I do, hereby, in his majesty's name, offer and 212 promise his most gracious pardon to all persons who shall forthwith lay down 213 their arms, and return to the duties of peaceable subjects, excepting only from 214 the benefit of such pardon, SAMUEL ADAMS AND JOHN HANCOCK, 213 whose offences are of too flagitious a nature to admit of any other consideration 216 but that of condign punishment." 217 As one might say, in modern slang, Adams and Hancock were "on the spot!" 218 The threat of the irate Governor forced the two men to reach another 219 DECISION, equally as dangerous. They hurriedly called a secret meeting of their 220 staunchest followers. (Here the Master Mind began to take on momentum). 221 After the meeting had been called to order, Adams locked the door, placed the 222 key in his pocket, and informed all present that it was imperative that a Congress 223 of the Colonists be organized, and that NO MAN SHOULD LEAVE THE 224 ROOM UNTIL THE DECISION FOR SUCH A CONGRESS HAD BEEN 223 REACHED. 226 Great excitement followed. Some weighed the possible consequences of such 227 radicalism. (Old Man Fear). Some expressed grave doubt as to the wisdom of so 228 definite a decision in defiance of the Crown. Locked in that room were TWO 229 MEN immune to Fear, blind to the possibility of Failure. Hancock and Adams. EFTA01220689 DECISION 171 23o Through the influence of their minds, the others were induced to agree that, 231 through the Correspondence Committee, arrangements should be made for a 232 meeting of the First Continental Congress, to be held in Philadelphia, September 233 5, 1774. Remember this date. It is more important than July 4, 1776. If there had 234 been no DECISION to hold a Continental Congress, there could have been no 235 signing of the Declaration of Independence. 236 Before the first meeting of the new Congress, another leader, in a different 237 section of the country was deep in the throes of publishing a "Summary View of 238 the Rights of British America." He was Thomas Jefferson, of the Province of 239 Virginia, whose relationship to Lord Dunmore, (representative of the Crown in 24o Virginia), was as strained as that of Hancock and Adams with their Governor. 241 Shortly after his famous Summary of Rights was published, Jefferson was in- 242 formed that he was subject to prosecution for high treason against his majesty's 243 government. Inspired by the threat, one of Jefferson's colleagues, Patrick Henry, 244 boldly spoke his mind, concluding his remarks with a sentence which shall re- 245 main forever a classic, "If this be treason, then make the most of it." 246 It was such men as these who, without power, without authority, without military 247 strength, without money, sat in solemn consideration of the destiny of the 248 colonies, beginning at the opening of the First Continental Congress, and 249 continuing at intervals for two years-until on June 7, 1776, Richard Henry Lee 25O arose, addressed the Chair, and to the startled Assembly made this motion: 251 "Gentlemen, I make the motion that these United Colonies are, and of right 252 ought to be free and independent states, that they be absolved from all allegiance 253 to the British Crown, and that all political connection between them and the 254 state of Great Britain is, and ought to be totally dissolved." 255 Lee's astounding motion was discussed fervently, and at such length that he 256 began to lose patience. Finally, after days of argument, he again took the floor, 257 and declared, in a clear, firm voice, "Mr. President, we have discussed this issue 258 for days. It is the only course for us to follow. Why, then Sir, do we longer delay? 259 Why still deliberate? Let this happy day give birth to an American Republic. Let Empowerment Mentoring Community EFTA01220690 172 THINK AND GROW RIO-I 26o her arise, not to devastate and to conquer, but to reestablish the reign of peace, 261 and of law. The eyes of Europe are fixed upon us. She demands of us a living 262 example of freedom, that may exhibit a contrast in the felicity of the citizen, to 263 the ever increasing tyranny." 264 Before his motion was finally voted upon, Lee was called back to Virginia, 265 because of serious family illness, but before leaving, he placed his cause in the 266 hands of his friend, Thomas Jefferson, who promised to fight until favorable 267 action was taken. Shortly thereafter the President of the Congress (Hancock), 268 appointed Jefferson as Chairman of a Committee to draw up a Declaration of 269 Independence. 270 Long and hard the Committee labored, on a document which would mean, when 271 accepted by the Congress, that EVERY MAN WHO SIGNED IT, WOULD 272 BE SIGNING HIS OWN DEATH WARRANT, should the Colonies lose in 273 the fight with Great Britain, which was sure to follow. 274 The document was drawn, and on June 28, the original draft was read before the 275 Congress. For several days it was discussed, altered, and made ready. On July 4, 276 1776, Thomas Jefferson stood before the Assembly, and fearlessly read the most 277 momentous DECISION ever placed upon paper. 278 "When in the course of human events it is necessary for one people to dissolve 279 the political bands which have connected them with another, and to assume, 28o among the powers of the earth, the separate and equal station to which the laws 281 of Nature, and of Nature's God entitle them, a decent respect to the opinions of 282 mankind requires that they should declare the causes which impel them to the 283 separation.. . 284 When Jefferson finished, the document was voted upon, accepted, and signed by 285 the fifty-six men, every one staking his own life upon his DECISION to write 286 his name. By that DECISION came into existence a nation destined to bring to 287 mankind forever, the privilege of making DECISIONS. EFTA01220691 DECISION 173 288 By decisions made in a similar spirit of Faith, and only by such decisions, can 289 men solve their personal problems, and win for themselves high estates of 290 material and spiritual wealth. Let us not forget this! 291 Analyze the events which led to the Declaration of Independence, and be 292 convinced that this nation, which now holds a position of commanding respect 293 and power among all nations of the world, was born of a DECISION created by 294 a Master Mind, consisting of fifty-six men. Note well, the fact that it was their 295 DECISION which insured the success of Washington's armies, because the 296 spirit of that decision was in the heart of every soldier who fought with him, and 297 served as a spiritual power which recognizes no such thing as FAILURE. 298 Note, also, (with great personal benefit), that the POWER which gave this nation 299 its freedom, is the self-same power that must be used by every individual who 300 becomes self-determining. 301 This POWER is made up of the principles described in this book. It will not be 302 difficult to detect, in the story of the Declaration of Independence, at least six of 303 these principles; DESIRE, DECISION, FAITH, PERSISTENCE, THE 304 MASTER MIND, and ORGANIZED PLANNING. 305 Throughout this philosophy will be found the suggestion that thought, backed by 306 strong DESIRE, has a tendency to transmute itself into its physical equivalent. 307 Before passing on, I wish to leave with you the suggestion that one may find in 308 this story, and in the story of the organization of the United States Steel 309 Corporation, a perfect description of the method by which thought makes this 310 astounding transformation. 311 In your search for the secret of the method, do not look for a miracle, because 312 you will not find it. You will find only the eternal laws of Nature. These laws are 313 available to every person who has the FAITH and the COURAGE to use them. 314 They may be used to bring freedom to a nation, or to accumulate riches. There is 315 no charge save the time necessary to understand and appropriate them. Those 316 who reach DECISIONS promptly and definitely, know what they want, and 317 generally get it. The leaders in every walk of life DECIDE quickly, and firmly. Empowerment Mentoring Community EFTA01220692 174 THINK AND GROW RIO-I 318 That is the major reason why they are leaders. The world has the habit of making 319 room for the man whose words and actions show that he knows where he is 32o going. 321 INDECISION is a habit which usually begins in youth. The habit takes on 322 permanency as the youth goes through graded school, high school, and even 323 through college, without DEFINITENESS OF PURPOSE. The major weakness 324 of all educational systems is that they neither teach nor encourage the habit of 325 DEFINITE DECISION. 326 It would be beneficial if no college would permit the enrollment of any student, 327 unless and until the student declared his major purpose in matriculating. It would 328 be of still greater benefit, if every student who enters the graded schools were 329 compelled to accept training in the HABIT OF DECISION, and forced to pass 33o a satisfactory examination on this subject before being permitted to advance in 331 the grades. 332 The habit of INDECISION acquired because of the deficiencies of our school 333 systems, goes with the student into the occupation he chooses ... IF .. in fact, he 334 chooses his occupation. Generally, the youth just out of school seeks any job 335 that can be found. He takes the first place he finds, because he has fallen into the 336 habit of INDECISION. Ninety-eight out of every hundred people working for 337 wages today, are in the positions they hold, because they lacked the 338 DEFINITENESS OF DECISION to PLAN A DEFINITE POSITION, and 339 the knowledge of how to choose an employer. 340 DEFINITENESS OF DECISION always requires courage, sometimes very 341 great courage. The fifty-six men who signed the Declaration of Independence 342 staked their lives on the DECISION to affix their signatures to that document 343 The person who reaches a DEFINITE DECISION to procure the particular 344 job, and make life pay the price he asks, does not stake his life on that decision; 345 he stakes his ECONOMIC FREEDOM. Financial independence, riches, 346 desirable business and professional positions are not within reach of the person 347 who neglects or refuses to EXPECT, PLAN, and DEMAND these things. The EFTA01220693 DECISION 175 348 person who desires riches in the same spirit that Samuel Adams desired freedom 349 for the Colonies, is sure to accumulate wealth. 350 In the chapter on Organized Planning, you will find complete instructions for 351 marketing every type of personal services. You will find also detailed information 352 on how to choose the employer you prefer, and the particular job you desire. 353 These instructions will be of no value to you UNLESS YOU DEFINITELY 354 DECIDE to organize them into a plan of action. Empowerment Mentoring Community EFTA01220694 176 THINK AND GROW RICH EFTA01220695 PERSIST' 177 Chapter 9 Persistence: The Sustained Effort Necessary to Induce Faith The Eighth Step toward Riches i PERSISTENCE is an essential factor in the procedure of transmuting DESIRE 2 into its monetary equivalent. The basis of persistence is the POWER OF WILL 3 Will-power and desire, when properly combined, make an irresistible pair. Men 4 who accumulate great fortunes are generally known as cold-blooded, and 5 sometimes ruthless. Often they are misunderstood. What they have is will-power, 6 which they mix with persistence, and place back of their desires to insure the 7 attainment of their objectives. 8 Henry Ford has been generally misunderstood to be ruthless and cold-blooded. 9 This misconception grew out of Ford's habit of following through in all of his 10 plans with PERSISTENCE. ii The majority of people are ready to throw their aims and purposes overboard, 12 and give up at the first sign of opposition or misfortune. A few carry on DESPITE all opposition, until they attain their goal. These few are the Fords, 14 Carnegies, Rockefellers, and Edisons. is There may be no heroic connotation to the word "persistence," but the quality is 16 to the character of man what carbon is to steel. The building of a fortune, 17 generally, involves the application of the entire thirteen factors of this i8 philosophy. These principles must be understood, they must be applied with 19 PERSISTENCE by all who accumulate money. 20 If you are following this book with the intention of applying the knowledge it 21 conveys, your first test as to your PERSISTENCE will come when you begin to 22 follow the six steps described in the second chapter. Unless you are one of the 23 two out of every hundred who already have a DEFINITE GOAL at which you 24 are aiming, and a DEFINITE PLAN for its attainment, you may read the Empowerment Mentoring Community EFTA01220696 178 THINK AND GROW RIO-I 25 instructions, and then pass on with your daily routine, and never comply with 26 those instructions. 27 The author is checking you up at this point, because lack of persistence is one of 28 the major causes of failure. Moreover, experience with thousands of people has 29 proved that lack of persistence is a weakness common to the majority of men. It 3o is a weakness which may be overcome by effort. The ease with which lack of 31 persistence may be conquered will depend entirely upon the INTENSITY OF 32 ONE'S DESIRE. 33 The starting point of all achievement is DESIRE. Keep this constantly in mind. 34 Weak desires bring weak results, just as a small amount of fire makes a small 35 amount of heat. If you find yourself lacking in persistence, this weakness may be 36 remedied by building a stronger fire under your desires. 37 Continue to read through to the end, then go back to Chapter two, and start 38 immediately to carry out the instructions given in connection with the six steps. 39 The eagerness with which you follow these instructions will indicate dearly, how 4o much, or how little you really DESIRE to accumulate money. If you find that 41 you are indifferent, you may be sure that you have not yet acquired the "money 42 consciousness" which you must possess, before you can be sure of accumulating 43 a fortune. 44 Fortunes gravitate to men whose minds have been prepared to "attract" them, 45 just as surely as water gravitates to the ocean. In this book may be found all the 46 stimuli necessary to "attune" any normal mind to the vibrations which will attract 47 the object of one's desires. 48 If you find you are weak in PERSISTENCE, center your attention upon the 49 instructions contained in the chapter on "Power"; surround yourself with a 5o "MAS- TER MIND" group, and through the cooperative efforts of the members 51 of this group, you can develop persistence. You will find additional instructions 52 for the development of persistence in the chapters on auto-suggestion, and the 53 subconscious mind. Follow the instructions outlined in these chapters until your 54 habit nature hands over to your subconscious mind, a clear picture of the object EFTA01220697 PERSISTENCE 179 55 of your DESIRE. From that point on, you will not be handicapped by lack of 56 persistence. 57 Your subconscious mind works continuously, while you are awake, and while 58 you are asleep. Spasmodic, or occasional effort to apply the rules will be of no 59 value to you. To get RESULTS, you must apply all of the rules until their 6o application becomes a fixed habit with you. In no other way can you develop the 6i necessary "money consciousness." 62 POVERTY is attracted to the one whose mind is favorable to it, as money is 63 attracted to him whose mind has been deliberately prepared to attract it, and 64 through the same laws. POVERTY CONSCIOUSNESS WILL 65 VOLUNTARILY SEIZE THE MIND WHICH IS NOT OCCUPIED WITH 66 THE MONEY CONSCIOUSNESS. A poverty consciousness develops without 67 conscious application of habits favorable to it. The money consciousness must 68 be created to order, unless one is born with such a consciousness. 69 Catch the full significance of the statements in the preceding paragraph, and you 70 will understand the importance of PERSISTENCE in the accumulation of a 71 fortune. Without PERSISTENCE, you will be defeated, even before you start. 72 With PERSISTENCE you will win. 73 If you have ever experienced a nightmare, you will realize the value of 74 persistence. You are lying in bed, half awake, with a feeling that you are about to 75 smother. You are unable to turn over, or to move a muscle. You realize that you 76 MUST BEGIN to regain control over your muscles. Through persistent effort of T7 will-power, you finally manage to move the fingers of one hand. By continuing 78 to move your fingers, you extend your control to the muscles of one arm, until 79 you can lift it. Then you gain control of the other arm in the same manner. You 8o finally gain control over the muscles of one leg, and then extend it to the other 81 leg. THEN — WITH ONE SUPREME EFFORT OF WILL — you regain 82 complete control over your muscular system, and "snap" out of your nightmare. 83 The trick has been turned step by step. Empowerment Mentoring Community EFTA01220698 180 THINK AND GROW RIO-I 84 You may find it necessary to "snap" out of your mental inertia, through a similar 85 procedure, moving slowly at first, then increasing your speed, until you gain 86 complete control over your will. Be PERSISTENT no matter how slowly you 87 may, at first, have to move. 88 WITH PERSISTENCE WILL COME SUCCESS. 89 If you select your "Master Mind" group with care, you will have in it, at least one 90 person who will aid you in the development of PERSISTENCE. Some men who 91 have accumulated great fortunes, did so because of NECESSITY. They 92 developed the habit of PERSISTENCE, because they were so closely driven by 93 circumstances, that they had to become persistent. 94 THERE IS NO SUBSTITUTE FOR PERSISTENCE! It cannot be supplanted 95 by any other quality! Remember this, and it will hearten you, in the beginning, 96 when the going may seem difficult and slow. Those who have cultivated the 97 HABIT of persistence seem to enjoy insurance against failure. No matter how 98 many times they are defeated, they finally arrive up toward the top of the ladder. 99 Sometimes it appears that there is a hidden Guide whose duty is to test men 100 through all sorts of discouraging experiences. Those who pick themselves up 101 after defeat and keep on trying, arrive; and the world cries, "Bravo! I knew you 102 could do it!" The hidden Guide lets no one enjoy great achievement without 1o3 passing the PERSISTENCE TEST. Those who can't take it, simply do not make 104 the grade. 105 Those who can "take it" are bountifully rewarded for their PERSISTENCE. 106 They receive, as their compensation, whatever goal they are pursuing. That is not 107 all! They receive something infinitely more important than material 108 compensation- the knowledge that 109 "EVERY FAILURE BRINGS WITH IT THE SEED OF AN EQUIVALENT no ADVANTAGE." EFTA01220699 PERSISTENCE 181 iii There are exceptions to this rule; a few people know from experience the 112 soundness of persistence. They are the ones who have not accepted defeat as 113 being anything more than temporary. 114 They are the ones whose DESIRES are so PERSISTENTLY APPLIED that ns defeat is finally changed into victory. We who stand on the side-lines of Life see 116 the overwhelmingly large number who go down in defeat, never to rise again. We 117 see the few who take the punishment of defeat as an urge to greater effort. 118 These, fortunately, never learn to accept Life's reverse gear. But what we DO 119 NOT SEE, what most of us never suspect of existing, is the silent but irresistible 120 POWER which comes to the rescue of those who fight on in the face of 121 discouragement. If we speak of this power at all we call it PERSISTENCE, and 122 let it go at that. One thing we all know, if one does not possess PERSISTENCE, 123 one does not achieve noteworthy success in any calling. 124 As these lines are being written, I look up from my work, and see before me, less 125 than a block away, the great mysterious "Broadway," the "Graveyard of Dead 126 Hopes," and the "Front Porch of Opportunity." From all over the world people 127 have come to Broadway, seeking fame, fortune, power, love, or whatever it is 128 that human beings call success. Once in a great while someone steps out from 129 the long procession of seekers, and the world hears that another person has 136 mastered Broadway. But Broadway is not easily nor quickly conquered. She 131 acknowledges talent, recognizes genius, pays off in money, only after one has 132 refused to QUIT. 133 Then we know he has discovered the secret of how to conquer Broadway. The 134 secret is always inseparably attached to one word, PERSISTENCE! 135 The secret is told in the struggle of Fannie Hurst, whose PERSISTENCE 136 conquered the Great White Way. She came to New York in 1915, to convert 137 writing into riches. The conversion did not come quickly, BUT IT CAME. For 138 four years Miss Hurst learned about "The Sidewalks of New York" from first 139 hand experience. She spent her days laboring, and her nights HOPING. When 140 hope grew dim, she did not say, "Alright Broadway, you win!" She said, "Very Empowerment Mentoring Community EFTA01220700 182 THINK AND GROW RIO-I 141 well, Broadway, you may whip some, but not me. I'm going to force you to give 142 up." 143 One publisher (The Saturday Evening Post) sent her thirty six rejection slips, be- 144 fore she "broke the ice and got a story across. The average writer, like the "aver- 145 age" in other walks of life, would have given up the job when the first rejection 146 slip came. She pounded the pavements for four years to the tune of the 147 publisher's "NO," because she was determined to win. 148 Then came the "payoff." The spell had been broken, the unseen Guide had 149 tested Fannie Hurst, and she could take it. From that time on publishers made a 150 beaten path to her door. Money came so fast she hardly had time to count it. 151 Then the moving picture men discovered her, and money came not in small 152 change, but in floods. The moving picture rights to her latest novel, "Great 153 Laughter," brought $100,000.00, said to be the highest price ever paid for a story 154 before publication. Her royalties from the sale of the book probably will run 155 much more. 156 Briefly, you have a description of what PERSISTENCE is capable of achieving. 157 Fannie Hurst is no exception. Wherever men and women accumulate great 158 riches, you may be sure they first acquired PERSISTENCE. Broadway will give 159 any beggar a cup of coffee and a sandwich, but it demands PERSISTENCE of 160 those who go after the big stakes. 161 Kate Smith will say "amen" when she reads this. For years she sang, without 162 money, and without price, before any microphone she could reach. Broadway 163 said to her, "Come and get it, if you can take it." She did take it until one happy 164 day Broadway got tired and said, "Aw, what's the use? You don't know when 165 you're whipped, so name your price, and go to work in earnest" Miss Smith 166 named her price! 167 It was plenty. Away up in figures so high that one week's salary is far more than 168 most people make in a whole year. 169 Verily it pays to be PERSISTENT! EFTA01220701 PERSISTENCE 183 170 And here is an encouraging statement which carries with it a suggestion of great 171 significance — THOUSANDS OF SINGERS WHO EXCEL KATE SMITH 172 ARE WALKING UP AND DOWN BROADWAY LOOKING FOR A 173 "BREAK", WITHOUT SUCCESS. Countless others have come and gone, many 174 of them sang well enough, but they failed to make the grade because they lacked 173 the courage to keep on keeping on, until Broadway became tired of turning them 176 away. Persistence is a state of mind, therefore it can be cultivated. 177 Like all states of mind, persistence is based upon definite causes, among them 178 these: 179 a. DEFINITENESS OF PURPOSE. Knowing what one wants is the first and, 18o perhaps, the most important step toward the development of persistence. A 181 strong motive forces one to surmount many difficulties. 182 b. DESIRE. It is comparatively easy to acquire and to maintain persistence in 183 pursuing the object of intense desire. 184 c. SELF-RELIANCE. Belief in one's ability to carry out a plan encourages one 183 to follow the plan through with persistence. (Self-reliance can be developed 186 through the principle described in the chapter on auto-suggestion). 187 d. DEFINITENESS OF PLANS. Organized plans, even though they may be 188 weak and entirely impractical, encourage persistence. 189 e. ACCURATE KNOWLEDGE. Knowing that one's plans are sound, based 190 upon experience or observation, encourages persistence; "guessing" instead of 191 "knowing" destroys persistence. 192 f. CO-OPERATION. Sympathy, understanding, and harmonious cooperation 193 with others tend to develop persistence. 194 g. WILL-POWER. The habit of concentrating one's thoughts upon the building 195 of plans for the attainment of a definite purpose, leads to persistence. Empowerment Mentoring Community EFTA01220702 184 THINK AND GROW RIO-I 196 h. HABIT. Persistence is the direct result of habit. The mind absorbs and be- 197 comes a part of the daily experiences upon which it feeds. Fear, the worst of all 198 enemies, can be effectively cured by forced repetition of acts of courage. Every- 199 one who has seen active service in war knows this. 200 Before leaving the subject of PERSISTENCE, take inventory of yourself, and 201 determine in what particular, if any, you are lacking in this essential quality. 202 Measure yourself courageously, point by point, and see how many of the eight 203 factors of persistence you lack. The analysis may lead to discoveries that will give 204 you a new grip on yourself. SYMPTOMS OF LACK OF PERSISTENCE 205 Here you will find the real enemies which stand between you and noteworthy 206 achievement. Here you will find not only the "symptoms" indicating weakness of 207 PERSISTENCE, but also the deeply seated subconscious causes of this 208 weakness. Study the list carefully, and face yourself squarely IF YOU REALLY 209 WISH TO KNOW WHO YOU ARE, AND WHAT YOU ARE CAPABLE 210 OF DOING. 211 These are the weaknesses which must be mastered by all who accumulate riches. 212 1. Failure to recognize and to dearly define exactly what one wants. 213 2. Procrastination, with or without cause. (Usually backed up with a formidable 214 array of alibis and excuses). 215 3. Lack of interest in acquiring specialized knowledge. 216 4. Indecision, the habit of "passing the buck" on all occasions, instead of facing 217 issues squarely. (Also backed by alibis). 218 5. The habit of relying upon alibis instead of creating definite plans for the 219 solution of problems. 220 6. Self-satisfaction. There is but little remedy for this affliction, and no hope for 221 those who suffer from it. EFTA01220703 PERSISTENCE 185 222 7. Indifference, usually reflected in one's readiness to compromise on all 223 occasions, rather than meet opposition and fight it. 224 8. The habit of blaming others for one's mistakes, and accepting unfavorable 225 circumstances as being unavoidable. 226 9. WEAKNESS OF DESIRE, due to neglect in the choice of MOTIVES that 227 impel action. 228 10. Willingness, even eagerness, to quit at the first sign of defeat. (Based upon 229 one or more of the 6 basic fears). 230 11. Lack of ORGANIZED PLANS, placed in writing where they may be 231 analyzed. 232 12. The habit of neglecting to move on ideas, or to grasp opportunity when it 233 presents itself. 234 13. WISHING instead of WILLING. 235 14. The habit of compromising with POVERTY instead of aiming at riches. 236 General absence of ambition to be, to do, and to own. 237 15. Searching for all the short-cuts to riches, trying to GET without GIVING a 238 fair equivalent, usually reflected in the habit of gambling, endeavoring to drive 239 "sharp" bargains. 240 16. FEAR OF CRITICISM, failure to create plans and to put them into action, 241 because of what other people will think, do, or say. This enemy belongs at the 242 head of the list, because it generally exists in one's subconscious mind, where its 243 presence is not recognized. (See the Six Basic Fears in a later chapter). 244 Let us examine some of the symptoms of the Fear of Criticism. The majority of 245 people permit relatives, friends, and the public at large to so influence them that 246 they cannot live their own lives, because they fear criticism. Empowerment Mentoring Community EFTA01220704 186 THINK AND GROW RIO-I 247 Huge numbers of people make mistakes in marriage, stand by the bargain, and 248 go through life miserable and unhappy, because they fear criticism which may 249 follow if they correct the mistake. (Anyone who has submitted to this form of 25O fear knows the irreparable damage it does, by destroying ambition, self-reliance, 251 and the desire to achieve). 252 Millions of people neglect to acquire belated educations, after having left school, 253 because they fear criticism. Countless numbers of men and women, both young 254 and old, permit relatives to wreck their lives in the name of DUTY, because they 255 fear criticism. (Duty does not require any person to submit to the destruction of 256 his personal ambitions and the right to live his own life in his own way). 257 People refuse to take chances in business, because they fear the criticism which 258 may follow if they fail. The fear of criticism, in such cases is stronger than the 259 DESIRE for success. 26o Too many people refuse to set high goals for themselves, or even neglect 261 selecting a career, because they fear the criticism of relatives and "friends" who 262 may say "Don't aim so high, people will think you are crazy." 263 When Andrew Carnegie suggested that I devote twenty years to the organization 264 of a philosophy of individual achievement my first impulse of thought was fear 265 of what people might say. The suggestion set up a goal for me, far out of 266 proportion to any I had ever conceived. As quick as a flash, my mind began to 267 create alibis and excuses, all of them traceable to the inherent FEAR OF 268 CRITICISM. Something inside of me said, "You can't do it-the job is too big, 269 and requires too much time-what will your relatives think of you? - how will you 27O earn a living? — no one has ever organized a philosophy of success, what right 271 have you to believe you can do it? — who are you, anyway, to aim so high? — 272 remember your humble birth — what do you know about philosophy — people 273 will think you are crazy -- (and they did) — why hasn't some other person done 274 this before now?" 275 These, and many other questions flashed into my mind, and demanded attention. 276 It seemed as if the whole world had suddenly turned its attention to me with the EFTA01220705 PI RSISTIiI~CE 187 2T7 purpose of ridiculing me into giving up all desire to carry out Mr. Carnegie's 278 suggestion. 279 I had a fine opportunity, then and there, to kill off ambition before it gained 28o control of me. Later in life, after having analyzed thousands of people, I 281 discovered that MOST IDEAS ARE STILL-BORN, AND NEED THE 282 BREATH OF LIFE INJECTED INTO THEM THROUGH DEFINITE 283 PLANS OF IMMEDIATE ACTION. The time to nurse an idea is at the time of 284 its birth. Every minute it lives, gives it a better chance of surviving. The FEAR 285 OF CRITICISM is at the bottom of the destruction of most ideas which never 286 reach the PLANNING and ACTION stage. 287 Many people believe that material success is the result of favorable "breaks." 288 There is an element of ground for the belief, but those depending entirely upon 289 luck, are nearly always disappointed, because they overlook another important 290 factor which must be present before one can be sure of success. It is the 291 knowledge with which favorable "breaks" can be made to order. 292 During the depression, W. C. Fields, the comedian, lost all his money, and found 293 himself without income, without a job, and his means of earning a living 294 (vaudeville) no longer existed. Moreover, he was past sixty, when many men 295 consider themselves "old." He was so eager to stage a comeback that he offered 296 to work without pay, in a new field (movies). In addition to his other troubles, he 297 fell and injured his neck. Too many that would have been the place to give up 298 and QUIT. But Fields was PERSISTENT. He knew that if he carried on he 299 would get the "breaks" sooner or later, and he did get them, but not by chance. 3oo Marie Dressier found herself down and out, with her money gone, with no job, 301 when she was about sixty. She, too, went after the "breaks," and got them. Her 302 PERSISTENCE brought an astounding triumph late in life, long beyond the age 303 when most men and women are done with ambition to achieve. 304 Eddie Cantor lost his money in the 1929 stock crash, but he still had his 305 PERSISTENCE and his courage. With these, plus two prominent eyes, he 306 exploited himself back into an income of $10,000 a week! Verily, if one has Empowerment Mentoring Community EFTA01220706 188 THINK AND GROW RICH 307 PERSISTENCE, one can get along very well without many other qualities. The 308 only "break" anyone can afford to rely upon is a self-made "break." These come 309 through the application of PERSISTENCE. The starting point is 310 DEFINITENESS OF PURPOSE. 311 Examine the first hundred people you meet, ask them what they want most in 312 life, and ninety eight of them will not be able to tell you. If you press them for an 313 answer, some will say SECURITY, many will say MONEY, a few will say 314 HAPPINESS, others will say FAME AND POWER, and still others will say 315 SOCIAL RECOGNITION, EASE IN LIVING, ABILITY TO SING, 316 DANCE, or WRITE, but none of them will be able to define these terms, or 317 give the slightest indication of a PLAN by which they hope to attain these 318 vaguely expressed wishes. Riches do not respond to wishes. They respond only 319 to definite plans, backed by definite desires, through constant PERSISTENCE. HOW TO DEVELOP PERSISTENCE 32o There are four simple steps which lead to the habit of PERSISTENCE. They call 321 for no great amount of intelligence, no particular amount of education, and but 322 little time or effort. The necessary steps are: 323 1. A DEFINITE PURPOSE BACKED BY BURNING DESIRE FOR ITS 324 FULFILLMENT. 325 2. A DEFINITE PLAN, EXPRESSED IN CONTINUOUS ACTION. 326 3. A MIND CLOSED TIGHTLY AGAINST ALL NEGATIVE AND 327 DISCOURAGING INFLUENCES, including negative suggestions of relatives, 328 friends and acquaintances. 329 4. A FRIENDLY ALLIANCE WITH ONE OR MORE PERSONS WHO 33o WILL ENCOURAGE ONE TO FOLLOW THROUGH WITH BOTH PLAN 331 AND PURPOSE. 332 These four steps are essential for success in all walks of life. The entire purpose 333 of the thirteen principles of this philosophy is to enable one to take these four EFTA01220707 PERSISTENCE. 189 334 steps as a matter of habit. These are the steps by which one may control one's 335 economic destiny. They are the steps that lead to freedom and independence of 336 thought. They are the steps that lead to riches, in small or great quantities. They 337 lead the way to power, fame, and worldly recognition. They are the four steps 338 which guarantee favorable "breaks." They are the steps that convert dreams into 339 physical realities. 340 They lead, also, to the mastery of FEAR, DISCOURAGEMENT, 341 INDIFFERENCE. 342 There is a magnificent reward for all who learn to take these four steps. It is the 343 privilege of writing one's own ticket, and of making Life yield whatever price is 344 asked. 345 I have no way of knowing the facts, but I venture to conjecture that Mrs. Wallis 346 Simpson's great love for a man was not accidental, nor the result of favorable 347 "breaks" alone. There was a burning desire, and careful searching at every step of 348 the way. Her first duty was to love. What is the greatest thing on earth? The 349 Master called it love-not man made rules, criticism, bitterness, slander, or 350 political "marriages," but love. 351 She knew what she wanted, not after she met the Prince of Wales, but long 352 before that. Twice when she had failed to find it, she had the courage to continue 353 her search. "To thine own self be true, and it must follow, as the night the day, 354 thou canst not then be false to any man." 355 Her rise from obscurity was of the slow, progressive, PERSISTENT order, but it 356 was SURE! She triumphed over unbelievably long odds; and, no matter who you 357 are, or what you may think of Wallis Simpson, or the king who gave up his 358 Crown for her love, she is an astounding example of applied PERSISTENCE, an 359 instructor on the rules of self-determination, from whom the entire world might 36o profitably take lessons. 361 When you think of Wallis Simpson, think of one who knew what she wanted, 362 and shook the greatest empire on earth to get it. Women who complain that this Empowerment Mentoring Community EFTA01220708 190 THINK AND GROW RIO-I 363 is a man's world, that women do not have an equal chance to win, owe it to 364 them- selves to study carefully the life of this unusual woman, who, at an age 365 which most women consider "old," captured the affections of the most desirable 366 bachelor in the entire world. 367 And what of King Edward? What lesson may we learn from his part in the 368 world's greatest drama of recent times? Did he pay too high a price for the 369 affections of the woman of his choice? 370 Surely no one but he can give the correct answer. The rest of us can only 371 conjecture. This much we know, the king came into the world without his own 372 consent. 373 He was born to great riches, without requesting them. He was persistently sought 374 in marriage; politicians and statesmen throughout Europe tossed dowagers and 375 princesses at his feet. Because he was the first born of his parents, he inherited a 376 crown, which he did not seek, and perhaps did not desire. For more than forty 377 years he was not a free agent, could not live his life in his own way, had but little 378 privacy, and finally assumed duties inflicted upon him when he ascended the 379 throne. 38o Some will say, "With all these blessings, King Edward should have found peace 381 of mind, contentment, and joy of living." The truth is that back of all the 382 privileges of a crown, all the money, the fame, and the power inherited by King 383 Edward, there was an emptiness which could be filled only by love. 384 His greatest DESIRE was for love. Long before he met Wallis Simpson, he 385 doubt- less felt this great universal emotion tugging at the strings of his heart, 386 beating upon the door of his soul, and crying out for expression. And when he 387 met a kindred spirit, crying out for this same Holy privilege of expression, he 388 recognized it, and without fear or apology, opened his heart and bade it enter. All 389 the scandalmongers in the world cannot destroy the beauty of this international 390 drama, through which two people found love, and had the courage to face open 391 criticism, renounce ALL ELSE to give it holy expression. EFTA01220709 PERSISTENCE 191 392 King Edward's DECISION to give up the crown of the world's most powerful 393 empire, for the privilege of going the remainder of the way through life with the 394 woman of his choice, was a decision that required courage. The decision also had 395 a price, but who has the right to say the price was too great? Surely not He who 396 said, "He among you who is without sin, let him cast the first stone." 397 As a suggestion to any evil-minded person who chooses to find fault with the 398 Duke of Windsor, because his DESIRE was for LOVE, and for openly declaring 399 his love for Wallis Simpson, and giving up his throne for her, let it be 400 remembered that the OPEN DECLARATION was not essential. He could have 401 followed the custom of clandestine liaison which has prevailed in Europe for 402 centuries, without giving up either his throne, or the woman of his choice, and 403 there would have been NO COMPLAINT FROM EITHER CHURCH OR 404 LAITY. But this unusual man was built of sterner stuff. His love was clean. It 405 was deep and sincere. It represented the one thing which, above ALL ELSE he 406 truly DESIRED, therefore, he took what he wanted, and paid the price 407 demanded. 408 If Europe had been blessed with more rulers with the human heart and the traits 409 of honesty of ex-king Edward, for the past century, that unfortunate hemisphere 410 now seething with greed, hate, lust, political connivance, and threats of war, 411 would have a DIFFERENT AND A BETTER STORY TO TELL. A story in 412 which Love and not Hate would rule. 413 In the words of Stuart Austin Wier we raise our cup and drink this toast to ex- 414 king Edward and Wallis Simpson: " Blessed is the man who has come to know 415 that our muted thoughts are our sweetest thoughts." Blessed is the man who, 416 from the blackest depths, can see the luminous figure of LOVE, and seeing, sing; 417 and singing, say: " Sweeter far than uttered lays are the thoughts I have of you.'" 418 In these words would we pay tribute to the two people who, more than all others 419 of modem times, have been the victims of criticism and the recipients of abuse, 420 because they found Life's greatest treasure, and claimed it. *Mrs. Simpson read 421 and approved this analysis. Empowerment Mentoring Community EFTA01220710 192 THINK AND GROW RIO-I 422 Most of the world will applaud the Duke of Windsor and Wallis Simpson, 423 because of their PERSISTENCE in searching until they found life's greatest 424 reward. ALL OF US CAN PROFIT by following their example in our own 425 search for that which we demand of life. 426 What mystical power gives to men of PERSISTENCE the capacity to master 427 difficulties? Does the quality of PERSISTENCE set up in one's mind some form 428 of spiritual, mental or chemical activity which gives one access to supernatural 429 forces? Does Infinite Intelligence throw itself on the side of the person who still 430 fights on, after the battle has been lost, with the whole world on the opposing 431 side? 432 These and many other similar questions have arisen in my mind as I have 433 observed men like Henry Ford, who started at scratch, and built an Industrial 434 Empire of huge proportions, with little else in the way of a beginning but 435 PERSISTENCE. Or, Thomas A. Edison, who, with less than three months of 436 schooling, became the world's leading inventor and converted PERSISTENCE 437 into the talking machine, the moving picture machine, and the incandescent light, 438 to say nothing of half a hundred other useful inventions. 439 I had the happy privilege of analyzing both Mr. Edison and Mr. Ford, year by 440 year, over a long period of years, and therefore, the opportunity to study them at 441 close range, so I speak from actual knowledge when I say that I found no quality 442 save PERSISTENCE, in either of them, that even remotely suggested the major 443 source of their stupendous achievements. 444 As one makes an impartial study of the prophets, philosophers, "miracle" men, 445 and religious leaders of the past, one is drawn to the inevitable conclusion that 446 PERSISTENCE, concentration of effort, and DEFINITENESS OF 447 PURPOSE, were the major sources of their achievements. 448 Consider, for example, the strange and fascinating story of Mohammed; analyze 449 his life, compare him with men of achievement in this modern age of industry 45c) and finance, and observe how they have one outstanding trait in common, 451 PERSISTENCE! EFTA01220711 PERSISTENCE 193 452 If you are keenly interested in studying the strange power which gives potency to 453 PERSISTENCE, read a biography of Mohammed, especially the one by Essad 454 Bey. This brief review of that book, by Thomas Sugrue, in the Herald-Tribune, 455 will provide a preview of the rare treat in store for those who take the time to 456 read the entire story of one of the most astounding examples of the power of 457 PERSISTENCE known to civilization. THE LAST GREAT PROPHET 458 Reviewed by Thomas Sugrue 459 "Mohammed was a prophet, but be never ;Warned a miracle. He was not a 460 mystic; he had no formal schooling; he did not begin his mission until he was 461 fort". When he announced that be was the Messenger of God, bonging word 462 of the true religion, be was ridiculed and labeled a lunatic. Children tripped 463 him and women threw filth upon himm. He was banished from his native city, 464 Mecca, and his followers were stripped of their worldly goods and sent into the 465 desert after him. When he had been preaching tenyears be bad nothing to show 466 for it but banishment, poverty and ridicule. Yet before another ten years bad 467 passed, he was dictator of all Arabia, ruler of Mecca, and the head of a New 468 World religion which was to sweep to the Danube and the Pyrenees Won, 469 exhausting the impetus be gave it. That impetus was threelokt the power of 470 words, the tag of prayer and man's kinship with God. 471 "His career never made sense. Mohammed was born to impoverished members 472 of a leadingfamibt of Mecca. Because Mecca, the crossroads of the world, home 473 of the magic stone called the Caaba, gnat city of trade and the center of trade 474 mutes, was unsanitaty, its children wen sent to be raised in the desert by 475 Bedouins. Mohammed was thus nurtured, drawing strength and health from 476 the milk of nomad, vicarious mothers. He tended sheep and soon hired out to 477 a rich widow as leader of her caravans. He traveled to all parts of the Eastern 478 Worlet talked with many men of diverse beli0 and observed the decline of 479 Cbristiani* into waning sects. When he was twenfreigbt, Khadija, the Empowerment Mentoring Community EFTA01220712 194 THINK AND GROW RIO-I 480 widow, looked upon him with favor, and manied him. Her friar would have 481 objected to such a marriage, so she got him drunk and held him up while he 482 gave the paternal blessing. For the next twelve years Mohammed lived as a 483 rich and respected and ay shrewd trader. Then be took to wandering in the 484 desert, and one day he returned with the first verse of the Koran and told 485 Khadga that the archangel Gabriel had appeared to him and said that he was 486 to be the Messenger of God 487 'The Koran, the revealed word of God, was the closest thing to a miracle in 488 Mohammed's life. He bad not been a poet; he had no gift of words. Yet the 489 verses of the Koran, as he received them and recited them to the faithful, were 490 better than my vexes which the professional poets of the tribes could produce. 491 This, to the Arabs, was a miracle. To them the gift of words was the greatest 492 gift, the poet was allooweocul In addition the Koran said that all men were 493 equal before God, that the world should be a democratic state-Islam. It was 494 this political berey, plus Mohammed's desire to destroy all the 360 idols in 495 the courtyard of the Caaba, which brought about his banishment. The idols 496 brought the desert tribes to Mecca, and that meant trade. So the business men 497 ofMecca, the capitalists, of which he had been one, set:OenMohammed Then 498 he retreated to the desert and demanded sovereignty over the world. 499 'The rise of Islam began. Out of the desert came aflame which would not be 500 extinguished-a democratic array fighting as a unit and nand to die without 501 wincing. Mohammed had invited the Jews and Christians to join him; for he 502 was not building a new religion. He was calling all who believed in one God 503 to join in a single faith. If the Jews and Christians had accepted his invitation 504 Is- lam would have conquered the world They didn't. Thy would not even 505 accept Mohammed's innovation of humane warfare. When the armies of the 506 prophet entered Jerusalem not a single person was killed because of his faith. 507 When the crusaders entered the city, centuries later, not a Moslem man, 508 woman, or child was spared But the Christians did accept one Moslem idea- 509 the plate of learning, the university." EFTA01220713 POWER OF THE MASTER MIND 195 Chapter 10 Power of the Master Mind: The Driving Force The Ninth Step toward Riches 1 POWER is essential for success in the accumulation of money. PLANS are inert 2 and useless, without sufficient POWER to translate them into ACTION. This 3 chapter will describe the method by which an individual may attain and apply 4 POWER. 5 POWER maybe defined as "organized and intelligently directed 6 KNOWLEDGE." Power, as the term is here used, refers to ORGANIZED 7 effort, sufficient to enable an individual to transmute DESIRE into its monetary 8 equivalent. ORGANIZED effort is produced through the coordination of effort 9 of two or more people, who work toward a DEFINITE end, in a spirit of io harmony. POWER IS REQUIRED FOR THE ACCUMULATION OF MONEY! 11 POWER IS NECESSARY FOR THE RETENTION OF MONEY AI• 1ER IT 12 HAS BEEN ACCUMULATED! 13 Let us ascertain how power maybe acquired. If power is "organized knowledge," 14 let us examine the sources of knowledge: 15 a. INFINITE INTELLIGENCE. This source of knowledge may be contacted 16 through the procedure described in another chapter, with the aid of Creative 17 Imagination. 18 b. ACCUMULATED EXPERIENCE. The accumulated experience of man, (or 19 that portion of it which has been organized and recorded), may be found in any 20 well-equipped public library. An important part of this accumulated experience is 21 taught in public schools and colleges, where it has been classified and organized. Empowerment Mentoring Community EFTA01220714 196 THINK AND GROW RICH 22 c. EXPERIMENT AND RESEARCH. In the field of science, and in practically 23 every other walk of life, men are gathering, classifying, and organizing new facts 24 daily. This is the source to which one must turn when knowledge is not available 25 through "accumulated experience." Here, too, the Creative Imagination must 26 often be used. 27 Knowledge may be acquired from any of the foregoing sources. It may be 28 converted into POWER by organizing it into definite PLANS and by expressing 29 those plans in terms of ACTION. Examination of the three major sources of 3o knowledge will readily disclose the difficulty an individual would have, if he 31 depended upon his efforts alone, in assembling knowledge and expressing it 32 through definite plans in terms of ACTION. If his plans are comprehensive, and 33 if they contemplate large proportions, he must, generally, induce others to 34 cooperate with him, before he can inject into them the necessary element of 35 POWER. GAINING POWER THROUGH THE "MASTER MIND" 36 The "Master Mind" maybe defined as: "Coordination of knowledge and effort, in 37 a spirit of harmony, between two or more people, for the attainment of a definite 38 purpose." 39 No individual may have great power without availing himself of the "Master Mind." In a preceding chapter, instructions were given for the creation of 41 PLANS for the purpose of translating DESIRE into its monetary equivalent. If 42 you carry out these instructions with PERSISTENCE and intelligence, and use 43 discrimination in the selection of your "Master Mind" group, your objective will 44 have been half-way reached, even before you begin to recognize it 45 So you may better understand the "intangible" potentialities of power available to 46 you, through a properly chosen "Master Mind" group, we will here explain the 47 two characteristics of the Master Mind principle, one of which is economic in 48 nature, and the other psychic. The economic feature is obvious. Economic ad- EFTA01220715 POWER OF THE MASTER MIND 197 49 vantages may be created by any person who surrounds himself with the advice, 5o counsel, and personal cooperation of a group of men who are willing to lend him 51 wholehearted aid, in a spirit of PERFECT HARMONY. This form of 52 cooperative alliance has been the basis of nearly every great fortune. Your 53 understanding of this great truth may definitely determine your financial status. 54 The psychic phase of the Master Mind principle is much more abstract, much 55 more difficult to comprehend, because it has reference to the spiritual forces 56 with which the human race, as a whole, is not well acquainted. You may catch a 57 significant suggestion from this statement "No two minds ever come together 58 without, thereby, creating a third, invisible, intangible force which may be likened 59 to a third mind." 6o Keep in mind the fact that there are only two known elements in the whole 6i universe, energy and matter. It is a well-known fact that matter maybe broken 62 down into units of molecules, atoms, and electrons. There are units of matter 63 which may be isolated, separated, and analyzed. 64 Likewise, there are units of energy. The human mind is a form of energy, a part 65 of it being spiritual in nature. When the minds of two people are coordinated in a 66 SPIRIT OF HARMONY, the spiritual units of energy of each mind form an 67 affinity, which constitutes the "psychic" phase of the Master Mind. 68 The Master Mind principle, or rather the economic feature of it, was first called 69 to my attention by Andrew Carnegie, over twenty-five years ago. Discovery of 70 this principle was responsible for the choice of my life's work. 71 Mr. Camegie's Master Mind group consisted of a staff of approximately fifty 72 men, with whom he surrounded himself, for the DEFINITE PURPOSE of 73 manufacturing and marketing steel. He attributed his entire fortune to the 74 POWER he accumulated through this "Master Mind." 75 Analyze the record of any man who has accumulated a great fortune, and many 76 of those who have accumulated modest fortunes, and you will find that they 77 have either consciously, or unconsciously employed the "Master Mind" principle. Empowerment Mentoring Community EFTA01220716 198 THINK AND GROW RIO-I GREAT POWER CAN BE ACCUMULATED THROUGH NO OTHER PRINCIPLE! 78 ENERGY is Nature's universal set of building blocks, out of which she 79 constructs every material thing in the universe, including man, and every form of 8o animal and vegetable life. Through a process which only Nature completely 81 understands, she translates energy into matter. Nature's building blocks are 82 available to man, in the energy involved in THINKING! Man's brain may be 83 compared to an electric battery. It absorbs energy from the ether, which 84 permeates every atom of matter, and fills the entire universe. 85 It is a well-known fact that a group of electric batteries will provide more energy 86 than a single battery. It is also a well-known fact that an individual battery will 87 provide energy in proportion to the number and capacity of the cells it contains. 88 The brain functions in a similar fashion. This accounts for the fact that some 89 brains are more efficient than others, and leads to this significant statement-a 90 group of brains coordinated (or connected) in a spirit of harmony, will provide 91 more thought-energy than a single brain, just as a group of electric batteries will 92 provide more energy than a single battery. 93 Through this metaphor it becomes immediately obvious that the Master Mind 94 principle holds the secret of the POWER wielded by men who surround 95 themselves with other men of brains. There follows, now, another statement 96 which will lead still nearer to an understanding of the psychic phase of the 97 Master Mind principle: When a group of individual brains are coordinated and 98 function in Harmony, the increased energy created through that alliance, 99 becomes available to every individual brain in the group. 100 It is a well-known fact that Henry Ford began his business career under the 101 handicap of poverty, illiteracy, and ignorance. It is an equally well known fact 102 that, within the inconceivably short period of ten years, Mr. Ford mastered these 103 three handicaps, and that within twenty-five years he made himself one of the 104 richest men in America. Connect with this fact, the additional knowledge that 105 Mr. Ford's most rapid strides became noticeable, from the time he became a EFTA01220717 POWER OF THE MASTER MIND 199 106 personal friend of Thomas A. Edison, and you will begin to understand what the 107 influence of one mind upon another can accomplish. Go a step farther, and 108 consider the fact that Mr. Ford's most outstanding achievements began from the 109 time that he formed the acquaintances of Harvey Firestone, John Burroughs, and no Luther Burbank, (each a man of great brain capacity), and you will have further ni evidence that POWER may be produced through friendly affiance of minds. 112 There is little if any doubt that Henry Ford is one of the best informed men in 113 the business and industrial world. The question of his wealth needs no 114 discussion. Analyze Mr. Ford's intimate personal friends, some of whom have 115 already been mentioned, and you will be prepared to understand the following 116 statement - "Men take on the nature and the habits and the POWER OF 117 THOUGHT of those with whom they associate in a spirit of sympathy and 118 harmony." 119 Henry Ford whipped poverty, illiteracy, and ignorance by allying himself with 120 great minds, whose vibrations of thought he absorbed into his own mind. 121 Through his association with Edison, Burbank, Burroughs, and Firestone, Mr. 122 Ford added to his own brain power, the sum and substance of the intelligence, 123 experience, knowledge, and spiritual forces of these four men. Moreover, he 124 appropriated, and made use of the Master Mind principle through the methods 125 of procedure described in this book. 126 This principle is available to you! We have already mentioned Mahatma Gandhi. 127 Perhaps the majority of those who have heard of Gandhi, look upon him as 128 merely an eccentric little man, who goes around without formal wearing apparel, 129 and makes trouble for the British Government. 130 In reality, Gandhi is not eccentric, but HE IS THE MOST POWERFUL MAN 131 NOW LIVING. (Estimated by the number of his followers and their faith in 132 their leader.) Moreover, he is probably the most powerful man who has ever 133 lived. His power is passive, but it is real. 134 Let us study the method by which he attained his stupendous POWER It may 135 be explained in a few words. He came by POWER through inducing over two Empowerment Mentoring Community EFTA01220718 200 THINK AND GROW RIO-I 136 hundred million people to coordinate, with mind and body, in a spirit of 137 HARMONY, for a DEFINITE PURPOSE. 138 In brief, Gandhi has accomplished a MIRACLE, for it is a miracle when two 139 hundred million people can be induced — not forced — to cooperate in a spirit of 140 HARMONY, for a limitless time. If you doubt that this is a miracle, try to induce 141 ANY TWO PEOPLE to cooperate in a spirit of harmony for any length of time. 142 Every man who manages a business knows what a difficult matter it is to get 143 employees to work together in a spirit even remotely resembling HARMONY. 144 The list of the chief sources from which POWER may be attained is, as you have 145 seen, headed by INFINITE INTELLIGENCE. When two or more people 146 coordinate in a spirit of HARMONY, and work toward a definite objective, they 147 place themselves in position, through that alliance, to absorb power directly from 148 the great universal storehouse of Infinite Intelligence. This is the greatest of all 149 sources of POWER. It is the source to which the genius turns. It is the source to 150 which every great leader turns, (whether he may be conscious of the fact or not). 151 The other two major sources from which the knowledge, necessary for the 152 accumulation of POWER, maybe obtained are no more reliable than the five 153 senses of man. The senses are not always reliable. Infinite Intelligence DOES 154 NOT ERR. 155 In subsequent chapters, the methods by which Infinite Intelligence may be most 156 readily contacted will be adequately described. This is not a course on religion. 157 No fundamental principle described in this book should be interpreted as being 158 intended to interfere either directly, or indirectly, with any man's religious habits. 159 This book has been confined, exclusively, to instructing the reader how to 1.6o transmute the DEFINITE PURPOSE OF DESIRE FOR MONEY, into its 1.61 monetary equivalent. 162 Read, THINK, and meditate as you read. Soon, the entire subject will unfold, 163 and you will see it in perspective. You are now seeing the detail of the individual 164 chapters. EFTA01220719 POWER OF THE MASTER MIND 201 165 Money is as shy and elusive as the "old time" maiden. It must be wooed and won 166 by methods not unlike those used by a determined lover, in pursuit of the girl of 167 his choice. And, coincidental as it is, the POWER used in the "wooing" of 168 money is not greatly different from that used in wooing a maiden. That power, 169 when successfully used in the pursuit of money must be mixed with FAITH. It 170 must be mixed with DESIRE. It must be mixed with PERSISTENCE. It must 171 be applied through a plan, and that plan must be set into ACTION. 172 When money comes in quantities known as "the big money," it flows to the one 173 who accumulates it, as easily as water flows downhill. There exists a great unseen 174 stream of POWER, which may be compared to a river; except that one side 175 flows in one direction, carrying all who get into that side of the stream, onward 176 and upward to WEALTH — and the other side flows in the opposite direction, 177 carrying all who are unfortunate enough to get into it (and not able to extricate 178 themselves from it), downward to misery and POVERTY. 179 Every man who has accumulated a great fortune, has recognized the existence of 18o this stream of life. It consists of one's THINKING PROCESS. The positive 181 emotions of thought form the side of the stream which carries one to fortune. 182 The negative emotions form the side which carries one down to poverty. This 183 carries a thought of stupendous importance to the person who is following this 184 book with the object of accumulating a fortune. 185 If you are in the side of the stream of POWER which leads to poverty, this may 186 serve as an oar, by which you may propel yourself over into the other side of the 187 stream. It can serve you ONLY through application and use. Merely reading, and 188 passing judgment on it, either one way or another, will in no way benefit you. 189 Some people undergo the experience of alternating between the positive and 190 negative sides of the stream, being at times on the positive side, and at times on 191 the negative side. The Wall Street crash of '29 swept millions of people from the 192 positive to the negative side of the stream. These millions are struggling, some of 193 them in desperation and fear, to get back to the positive side of the stream. This 194 book was written especially for those millions. Empowerment Mentoring Community EFTA01220720 202 THINK AND GROW RICH 195 Poverty and riches often change places. The Crash taught the world this truth, 196 although the world will not long remember the lesson. Poverty may, and 197 generally does, voluntarily take the place of riches. When riches take the place of 198 poverty, the change is usually brought about through well-conceived and 199 carefully executed PLANS. Poverty needs no plan. It needs no one to aid it, 200 because it is bold and ruthless. Riches are shy and timid. They have to be 201 "attracted." 202 ANYBODY can WISH for riches, and most people do, but only a few know 203 that a definite plan, plus a BURNING DESIRE for wealth, are the only 204 dependable means of accumulating wealth. EFTA01220721 Tl IE MYSTERY OF SEX TRANSMUTATION Chapter 11 The Mystery of Sex Transmutation The Tenth Step toward Riches 1 The meaning of the word "transmute" is, in simple language, "the changing, or 2 transferring of one element, or form of energy, into another." 203 3 The emotion of sex brings into being a state of mind. Because of ignorance on 4 the subject, this state of mind is generally associated with the physical, and 5 because of improper influences, to which most people have been subjected, in 6 acquiring knowledge of sex, things essentially physical have highly biased the 7 mind. 8 The emotion of sex has back of it the possibility of three constructive 9 potentialities, they are: 1O 1. The perpetuation of mankind. 11 2. The maintenance of health, (as a therapeutic agency, it has no equal). 12 3. The transformation of mediocrity into genius through transmutation. 13 Sex transmutation is simple and easily explained. It means the switching of the 14 mind from thoughts of physical expression, to thoughts of some other nature. 18 Sex desire is the most powerful of human desires. When driven by this desire, 16 men develop keenness of imagination, courage, will-power, persistence, and 17 creative ability unknown to them at other times. So strong and impelling is the 18 desire for sexual contact that men freely run the risk of life and reputation to 19 indulge it. When harnessed, and redirected along other lines, this motivating 20 force maintains all of its attributes of keenness of imagination, courage, etc., 21 which may be used as powerful creative forces in literature, art, or in any other 22 profession or calling„ including, of course, the accumulation of riches. Empowerment Mentoring Community EFTA01220722 204 THINK AND GROW RIO-I 23 The transmutation of sex energy calls for the exercise of will-power, to be sure, 24 but the reward is worth the effort. The desire for sexual expression is inborn and 25 natural. The desire cannot, and should not be submerged or eliminated. But it 26 should be given an outlet through forms of expression which enrich the body, 27 mind, and spirit of man. If not given this form of outlet, through transmutation, 28 it will seek outlets through purely physical channels. 29 A river may be dammed, and its water controlled for a time, but eventually, it will 30 force an outlet. The same is true of the emotion of sex. It may be submerged and 31 controlled for a time, but its very nature causes it to be ever seeking means of 32 expression. If it is not transmuted into some creative effort it will find a less 33 worthy outlet. 34 Fortunate, indeed, is the person who has discovered how to give sex emotion an 35 outlet through some form of creative effort, for he has, by that discovery, lifted 36 himself to the status of a genius. 37 Scientific research has disclosed these significant facts: 38 1. The men of greatest achievement are men with highly developed sex natures; 39 men who have learned the art of sex transmutation. 40 2. The men who have accumulated great fortunes and achieved outstanding 41 recognition in literature, art, industry, architecture, and the professions, were 42 motivated by the influence of a woman. 43 The research from which these astounding discoveries were made, went back 44 through the pages of biography and history for more than two thousand years. 45 Wherever there was evidence available in connection with the lives of men and 46 women of great achievement, it indicated most convincingly that they possessed 47 highly developed sex natures. 48 The emotion of sex is an "irresistible force," against which there can be no such 49 opposition as an "immovable body." When driven by this emotion, men become 5o gifted with a super power for action. Understand this truth, and you will catch EFTA01220723 THE MYSTERY OF SEX TRANSMUTATION 205 51 the significance of the statement that sex transmutation will lift one to the status 52 of a genius. 53 The emotion of sex contains the secret of creative ability. Destroy the sex glands, 54 whether in man or beast, and you have removed the major source of action. For 55 proof of this, observe what happens to any animal after it has been castrated. A 56 bull becomes as docile as a cow after it has been altered sexually. Sex alteration 57 takes out of the male, whether man or beast, all the FIGHT that was in him. Sex 58 alteration of the female has the same effect. 59 The human mind responds to stimuli, through which it maybe "keyed up" to 6o high rates of vibration, known as enthusiasm, creative imagination, intense 61 desire, etc. The stimuli to which the mind responds most freely are: 62 1. The desire for sex expression 63 2. Love 64 3. A burning desire for fame, power, or financial gain, MONEY 65 4. Music 66 5. Friendship between either those of the same sex, or those of the 67 opposite sex. 68 6. A Master Mind alliance based upon the harmony of two or more people 69 who ally themselves for spiritual or temporal advancement. 70 7. Mutual suffering, such as that experienced by people who are 71 persecuted. 72 8. Auto-suggestion 73 9. Fear 74 10. Narcotics and alcohol. Empowerment Mentoring Community EFTA01220724 206 THINK AND GROW RIO-I 75 The desire for sex expression comes at the head of the list of stimuli, which most 76 effectively "step-up" the vibrations of the mind and start the "wheels" of physical T7 action. Eight of these stimuli are natural and constructive. Two are destructive. 78 The list is here presented for the purpose of enabling you to make a comparative 79 study of the major sources of mind stimulation. From this study, it will be readily 8o seen that the emotion of sex is, by great odds, the most intense and powerful of 81 all mind stimuli. 82 This comparison is necessary as a foundation for proof of the statement that 83 transmutation of sex energy may lift one to the status of a genius. Let us find out 84 what constitutes a genius. Some wiseacre has said that a genius is a man who 85 "wears long hair, eats queer food, lives alone, and serves as a target for the joke 86 makers." A better definition of a genius is, "a man who has discovered how to 87 increase the vibrations of thought to the point where he can freely communicate 88 with sources of knowledge not available through the ordinary rate of vibration of 89 thought." 90 The person who thinks will want to ask some questions concerning this 91 definition of genius. The first question will be, "How may one communicate with 92 sources of knowledge which are not available through the ORDINARY rate of 93 vibration of thought?" 94 The next question will be, "Are there known sources of knowledge which are 95 available only to genii, and if so, WHAT ARE THESE SOURCES, and exactly 96 how may they be reached?" 97 We shall offer proof of the soundness of some of the more important statements 98 made in this book-or at least we shall offer evidence through which you may 99 secure your own proof through experimentation, and in doing so, we shall ioo answer both of these questions. "GENIUS" IS DEVELOPED THROUGH THE SIXTH SENSE 1O1 The reality of a "sixth sense" has been fairly well established. This sixth sense is 102 "Creative Imagination." The faculty of creative imagination is one which the EFTA01220725 THE MYSTERY OF SEX TRANSMUTATION 207 103 majority of people never use during an entire lifetime, and if used at all, it usually 104 happens by mere accident. A relatively small number of people use, WITH 105 DELIBERATION AND PURPOSE AFORETHOUGHT, the faculty of 106 creative imagination. Those who use this faculty voluntarily, and with 107 understanding of its functions, are GENII. 1o8 The faculty of creative imagination is the direct link between the finite mind of 109 man and Infinite Intelligence. All so-called revelations, referred to in the realm of 110 religion, and all discoveries of basic or new principles in the field of invention, in take place through the faculty of creative imagination. 112 When ideas or concepts flash into one's mind, through what is popularly called a 113 "hunch," they come from one or more of the following sources :- 114 1. Infinite Intelligence 115 2. One's subconscious mind, wherein is stored every sense impression and 116 thought impulse which ever reached the brain through any of the five 117 senses 118 3. From the mind of some other person who has just released the thought, 119 or picture of the idea or concept, through conscious thought, or 12O 4. From the other person's subconscious storehouse. There are no other 121 KNOWN sources from which "inspired" ideas or "hunches" may be 122 received. 123 The creative imagination functions best when the mind is vibrating (due to some 124 form of mind stimulation) at an exceedingly high rate. That is, when the mind is 125 functioning at a rate of vibration higher than that of ordinary, normal thought. 126 When brain action has been stimulated, through one or more of the ten mind 127 stimulants, it has the effect of lifting the individual far above the horizon of 128 ordinary thought, and permits him to envision distance, scope, and quality of 129 THOUGHTS not available on the lower plane, such as that occupied while one 130 is engaged in the solution of the problems of business and professional routine. Empowerment Mentoring Community EFTA01220726 208 THINK AND GROW RIO-I 131 When lifted to this higher level of thought, through any form of mind 132 stimulation, an individual occupies, relatively, the same position as one who has 133 ascended in an airplane to a height from which he may see over and beyond the 134 horizon line which limits his vision, while on the ground. Moreover, while on 135 this higher level of thought, the individual is not hampered or bound by any of 136 the stimuli which circumscribe and limit his vision while wrestling with the 137 problems of gaining the three basic necessities of food, clothing, and shelter. He 138 is in a world of thought in which the ORDINARY, work-a-day thoughts have 139 been as effectively removed as are the hills and valleys and other limitations of 140 physical vision, when he rises in an airplane. 141 While on this exalted plane of THOUGHT, the creative faculty of the mind is 142 given freedom for action. The way has been cleared for the sixth sense to 143 function, it becomes receptive to ideas which could not reach the individual 144 under any other circumstances. The "sixth sense" is the faculty which marks the 145 difference between a genius and an ordinary individual. 146 The creative faculty becomes more alert and receptive to vibrations, originating 147 outside the individual's subconscious mind, the more this faculty is used, and the 148 more the individual relies upon it, and makes demands upon it for thought 149 impulses. This faculty can be cultivated and developed only through use. 150 That which is known as one's conscience operates entirely through the faculty of 151 the sixth sense. The great artists, writers, musicians, and poets become great, 152 because they acquire the habit of relying upon the "still small voice" which 153 speaks from within, through the faculty of creative imagination. It is a fact well 154 known to people who have "keen" imaginations that their best ideas come 155 through so- called "hunches." 156 There is a great orator who does not attain to greatness, until he closes his eyes 157 and begins to rely entirely upon the faculty of Creative Imagination. When asked 158 why he closed his eyes just before the climaxes of his oratory, he replied, "I do it, 159 because, then I speak through ideas which come to me from within." EFTA01220727 THE MYSTERY OF SEX TRANSMUTATION 209 16o One of America's most successful and best known financiers followed the habit 161 of closing his eyes for two or three minutes before making a decision. 162 When asked why he did this, he replied, "With my eyes closed, I am able to draw 163 upon a source of superior intelligence." 164 The late Dr. Elmer R. Gates, of Chevy Chase, Maryland, created more than 200 165 useful patents, many of them basic, through the process of cultivating and using 166 the creative faculty. His method is both significant and interesting to one 167 interested in attaining to the status of genius, in which category Dr. Gates, 168 unquestionably belonged. Dr. Gates was one of the really great, though less- 169 publicized scientists of the world. 170 In his laboratory, he had what he called his "personal communication room." It 171 was practically sound proof, and so arranged that all light could be shut out. It 172 was equipped with a small table, on which he kept a pad of writing paper. In 173 front of the table, on the wall, was an electric pushbutton, which controlled the 174 lights. When Dr. Gates desired to draw upon the forces available to him through 175 his Creative Imagination, he would go into this room, seat himself at the table, 176 shut off the lights, and CONCENTRATE upon the KNOWN factors of the 177 invention on which he was working, remaining in that position until ideas began 178 to "flash" into his mind in connection with the UNKNOWN factors of the 179 invention. 18o On one occasion, ideas came through so fast that he was forced to write for 181 almost three hours. When the thoughts stopped flowing, and he examined his 182 notes, he found they contained a minute description of principles which had not 183 a parallel among the known data of the scientific world. 184 Moreover, the answer to his problem was intelligently presented in those notes. 185 In this manner Dr. Gates completed over 200 patents, which had been begun, 186 but not completed, by "half-baked" brains. Evidence of the truth of this 187 statement is in the United States Patent Office. Empowerment Mentoring Community EFTA01220728 210 THINK AND GROW RICH 188 Dr. Gates earned his living by "sitting for ideas" for individuals and corporations. 189 Some of the largest corporations in America paid him substantial fees, by the 190 hour, for "sitting for ideas." 191 The reasoning faculty is often faulty, because it is largely guided by one's 192 accumulated experience. Not all knowledge, which one accumulates through 193 "experience," is accurate. Ideas received through the creative faculty are much 194 more reliable, for the reason that they come from sources more reliable than any 195 which are available to the reasoning faculty of the mind. 196 The major difference between the genius and the ordinary "crank" inventor, may 197 be found in the fact that the genius works through his faculty of creative 198 imagination, while the "crank" knows nothing of this faculty. The scientific 199 inventor (such as Mr. Edison, and Dr. Gates), makes use of both the synthetic 200 and the creative faculties of imagination. 201 For example, the scientific inventor, or "genius, begins an invention by 202 organizing and combining the known ideas, or principles accumulated through 203 experience, through the synthetic faculty (the reasoning faculty). If he finds this 204 accumulated knowledge to be insufficient for the completion of his invention, he 205 then draws upon the sources of knowledge available to him through his creative 206 faculty. The method by which he does this varies with the individual, but this is 207 the sum and substance of his procedure: 208 1. HE STIMULATES HIS MIND SO THAT IT VIBRATES ON A HIGHER- 209 THAN-AVERAGE PLANE, using one or more of the ten mind stimulants or 210 some other stimulant of his choice. 211 2. HE CONCENTRATES upon the known factors (the finished part) of his 212 invention, and creates in his mind a perfect picture of unknown factors (the 213 unfinished part), of his invention. He holds this picture in mind until it has been 214 taken over by the subconscious mind, then relaxes by clearing his mind of ALL 215 thought, and waits for his answer to "flash" into his mind. EFTA01220729 THE MYSTERY OF SEX TRANSMUTATION 211 216 Sometimes the results are both definite and immediate. At other times, the 217 results are negative, depending upon the state of development of the "sixth 218 sense," or creative faculty. Mr. Edison tried out more than 10,000 different 219 combinations of ideas through the synthetic faculty of his imagination before he 220 "tuned in" through the creative faculty, and got the answer which perfected the 221 incandescent light. His experience was similar when he produced the talking 222 machine. 223 There is plenty of reliable evidence that the faculty of creative imagination exists. 224 This evidence is available through accurate analysis of men who have become 225 leaders in their respective callings, without having had extensive educations. 226 Lincoln was a notable example of a great leader who achieved greatness, through 227 the discovery, and use of his faculty of creative imagination. He discovered, and 228 began to use this faculty as the result of the stimulation of love which he 229 experienced after he met Anne Rutledge, a statement of the highest significance, 23o in connection with the study of the source of genius. 231 The pages of history are filled with the records of great leaders whose 232 achievements may be traced directly to the influence of women who aroused the 233 creative faculties of their minds, through the stimulation of sex desire. Napoleon 234 Bonaparte was one of these. 235 When inspired by his first wife, Josephine, he was irresistible and invincible. 236 When his "better judgment" or reasoning faculty prompted him to put Josephine 237 aside, he began to decline. His defeat and St. Helena were not far distant. 238 If good taste would permit, we might easily mention scores of men, well known 239 to the American people, who climbed to great heights of achievement under the 240 stimulating influence of their wives, only to drop back to destruction AFTER 241 money and power went to their heads, and they put aside the old wife for a new 242 one. 243 Napoleon was not the only man to discover that sex influence, from the right 244 source, is more powerful than any substitute of expediency, which may be 245 created by mere reason. Empowerment Mentoring Community EFTA01220730 212 THINK AND GROW RICH 246 The human mind responds to stimulation! Among the greatest, and most 247 powerful of these stimuli is the urge of sex. When harnessed and transmuted, 248 this driving force is capable of lifting men into that higher sphere of thought 249 which enables them to master the sources of worry and petty annoyance which 25O beset their pathway on the lower plane. 251 Unfortunately, only the genii have made the discovery. Others have accepted the 252 experience of sex urge, without discovering one of its major potentialities — a fact 253 which accounts for the great number of "others" as compared to the limited 254 number of genii. 255 For the purpose of refreshing the memory, in connection with the facts available 256 from the biographies of certain men, we here present the names of a few men of 257 outstanding achievement, each of whom was known to have been of a highly 258 sexed nature. The genius which was theirs, undoubtedly found its source of 259 power in transmuted sex energy: 26o GEORGE WASHINGTON, NAPOLEON BONAPARTE, WILLIAM 261 SHAKESPEARE, ABRAHAM LINCOLN, RALPH WALDO EMERSON, 262 ROBERT BURNS, THOMAS JEFFERSON, ELBERT HUBBARD, ELBERT 263 H. GARY, OSCAR WILDE, WOODROW WILSON, JOHN H. 264 PATTERSON, ANDREW JACKSON, ENRICO CARUSO 265 Your own knowledge of biography will enable you to add to this list. Find, if you 266 can, a single man, in all history of civilization, who achieved outstanding success 267 in any calling, who was not driven by a well-developed sex nature. 268 If you do not wish to rely upon biographies of men not now living, take 269 inventory of those whom you know to be men of great achievement, and see if 27O you can fmd one among them who is not highly sexed. Sex energy is the creative 271 energy of all genii. There never has been, and never will be a great leader, builder, 272 or artist lacking in this driving force of sex. 273 Surely no one will misunderstand these statements to mean that ALL who are 274 highly sexed are genii! Man attains to the status of a genius ONLY when, and IF, EFTA01220731 THE MYSTERY OF SEX TRANSMUTATION 213 275 he stimulates his mind so that it draws upon the forces available, through the 276 creative faculty of the imagination. Chief among the stimuli with which this 277 "stepping up" of the vibrations maybe produced is sex energy. The mere 278 possession of this energy is not sufficient to produce a genius. The energy must 279 be transmuted from desire for physical contact, into some other form of desire 28o and action, before it will lift one to the status of a genius. 281 Far from becoming genii, because of great sex desires, the majority of men lower 282 themselves, through misunderstanding and misuse of this great force, to the 283 status of the lower animals. WHY MEN SELDOM SUCCEED BEFORE FORTY 284 I discovered, from the analysis of over 25,000 people, that men who succeed in 285 an outstanding way, seldom do so before the age of forty, and more often they 286 do not strike their real pace until they are well beyond the age of fifty. This fact 287 was so astounding that it prompted me to go into the study of its cause most 288 carefully, carrying the investigation over a period of more than twelve years. 289 This study disclosed the fact that the major reason why the majority of men who 290 succeed do not begin to do so before the age of forty to fifty, is their tendency to 291 DISSIPATE their energies through over indulgence in physical expression of the 292 emotion of sex. The majority of men never learn that the urge of sex has other 293 possibilities, which far transcend in importance, that of mere physical expression. 294 The majority of those who make this discovery, do so after having wasted many 295 years at a period when the sex energy is at its height, prior to the age of forty-five 296 to fifty. This usually is followed by noteworthy achievement. 297 The lives of many men up to, and sometimes well past the age of forty, reflect a 298 continued dissipation of energies, which could have been more profitably turned 299 into better channels. Their finer and more powerful emotions are sown wildly to 3oo the four winds. Out of this habit of the male, grew the term, "sowing his wild 301 oats." Empowerment Mentoring Community EFTA01220732 214 THINK AND GROW RICH 302 The desire for sexual expression is by far the strongest and most impelling of all 303 the human emotions, and for this very reason this desire, when harnessed and 304 transmuted into action, other than that of physical expression, may raise one to 305 the status of a genius. 306 One of America's most able business men frankly admitted that his attractive 307 secretary was responsible for most of the plans he created. He admitted that her 308 presence lifted him to heights of creative imagination, such as he could 309 experience under no other stimulus. 310 One of the most successful men in America owes most of his success to the 311 influence of a very charming young woman, who has served as his source of 312 inspiration for more than twelve years. 313 Everyone knows the man to whom this reference is made, but not everyone 314 knows the REAL SOURCE of his achievements. 315 History is not lacking in examples of men who attained to the status of genii, as 316 the result of the use of artificial mind stimulants in the form of alcohol and 317 narcotics. Edgar Allen Poe wrote the "Raven" while under the influence of 318 liquor, "dreaming dreams that mortal never dared to dream before." James 319 Whitcomb Riley did his best writing while under the influence of alcohol. 32o Perhaps it was thus he saw "the ordered intermingling of the real and the dream, 321 the mill above the river, and the mist above the stream." Robert Burns wrote 322 best when intoxicated, "For Auld Lang Syne, my dear, we'll take a cup of 323 kindness yet, for Auld Lang Syne." But let it be remembered that many such men 324 have destroyed themselves in the end. Nature has prepared her own potions with 325 which men may safely stimulate their minds so they vibrate on a plane that 326 enables them to tune in to fine and rare thoughts which come from — no man 327 knows where! No satisfactory substitute for Nature's stimulants has ever been 328 found. 329 It is a fact well known to psychologists that there is a very dose relationship 33o between sex desires and spiritual urges — a fact which accounts for the peculiar EFTA01220733 THE MYSTERY OF SEX TRANSMUTATION 215 331 behavior of people who participate in the orgies known as religious "revivals," 332 common among the primitive types. 333 The world is ruled, and the destiny of civilization is established, by the human 334 emotions. People are influenced in their actions, not by reason so much as by 335 "feelings." The creative faculty of the mind is set into action entirely by 336 emotions, and not by cold reason. The most powerful of all human emotions is 337 that of sex. There are other mind stimulants, some of which have been listed, but 338 no one of them, nor all of them combined, can equal the driving power of sex. 339 A mind stimulant is any influence which will either temporarily, or permanently, 340 increase the vibrations of thought. The ten major stimulants, described, are those 341 most commonly resorted to. 342 Through these sources one may commune with Infinite Intelligence, or enter, at 343 will, the storehouse of the subconscious mind, either one's own, or that of 344 another person, a procedure which is all there is of genius. 345 A teacher, who has trained and directed the efforts of more than 30,000 sales 346 people, made the astounding discovery that highly sexed men are the most 347 efficient salesmen. The explanation is, that the factor of personality known as 348 "personal magnetism" is nothing more nor less than sex energy. Highly sexed 349 people always have a plentiful supply of magnetism. Through cultivation and 350 understanding, this vital force may be drawn upon and used to great advantage in 351 the relationships between people. This energy may be communicated to others 352 through the following media: 353 1. The hand-shake. The touch of the hand indicates, instantly, the presence of 354 magnetism, or the lack of it. 355 2. The tone of voice. Magnetism, or sex energy, is the factor with which the 356 voice may be colored, or made musical and charming. 357 3. Posture and carriage of the body. Highly sexed people move briskly, and with 358 grace and ease. Empowerment Mentoring Community EFTA01220734 216 THINK AND GROW RICH 359 4. The vibrations of thought. Highly sexed people mix the emotion of sex with 36o their thoughts, or may do so at will, and in that way, may influence those around 361 them. 362 5. Body adornment. People who are highly sexed are usually very careful about 363 their personal appearance. They usually select clothing of a style becoming to 364 their personality, physique, complexion, etc. 365 When employing salesmen, the more capable sales manager looks for the quality 366 of personal magnetism as the first requirement of a salesman. People who lack 367 sex energy will never become enthusiastic nor inspire others with enthusiasm, 368 and enthusiasm is one of the most important requisites in salesmanship, no 369 matter what one is selling. 370 The public speaker, orator, preacher, lawyer, or salesman who is lacking in sex 371 energy is a "flop," as far as being able to influence others is concerned. Couple 372 with this the fact, that most people can be influenced only through an appeal to 373 their emotions, and you will understand the importance of sex energy as a part of 374 the salesman's native ability. Master salesmen attain the status of mastery in 375 selling, because they, either consciously, or unconsciously, transmute the energy 376 of sex into SALES ENTHUSIASM! In this statement may be found a very 377 practical suggestion as to the actual meaning of sex transmutation. 378 The salesman who knows how to take his mind off the subject of sex, and direct 379 it in sales effort with as much enthusiasm and determination as he would apply 38o to its original purpose, has acquired the art of sex transmutation, whether he 381 knows it or not. 382 The majority of salesmen who transmute their sex energy do so without being in 383 the least aware of what they are doing, or how they are doing it. 384 Transmutation of sex energy calls for more will power than the average person 385 cares to use for this purpose. Those who find it difficult to summon will-power 386 sufficient for transmutation, may gradually acquire this ability. Though this 387 requires will-power, the reward for the practice is more than worth the effort. EFTA01220735 THE MYSTERY OF SEX TRANSMUTATION 217 388 The entire subject of sex is one with which the majority of people appear to be 389 unpardonably ignorant. The urge of sex has been grossly misunderstood, 390 slandered, and burlesqued by the ignorant and the evil minded, for so long that 391 the very word sex is seldom used in polite society. Men and women who are 392 known to be blessed-yes, BLESSED-with highly sexed natures, are usually 393 looked upon as being people who will bear watching. Instead of being called 394 blessed, they are usually called cursed. 395 Millions of people, even in this age of enlightenment, have inferiority complexes 396 which they developed because of this false belief that a highly sexed nature is a 397 curse. These statements, of the virtue of sex energy, should not be construed as 398 justification for the libertine. The emotion of sex is a virtue ONLY when used 399 intelligently, and with discrimination. It may be misused, and often is, to such an 400 extent that it debases, instead of enriches, both body and mind. The better use of 401 this power is the burden of this chapter. 402 It seemed quite significant to the author, when he made the discovery that 403 practically every great leader, whom he had the privilege of analyzing, was a man 404 whose achievements were largely inspired by a woman. In many instances, the 405 "woman in the case" was a modest, self-denying wife, of whom the public had 406 heard but little or nothing. In a few instances, the source of inspiration has been 407 traced to the "other woman." Perhaps such cases may not be entirely unknown 408 to you. 409 Intemperance in sex habits is just as detrimental as intemperance in habits of 410 drinking and eating. In this age in which we live, an age which began with the 411 world war, intemperance in habits of sex is common. This orgy of indulgence 412 may account for the shortage of great leaders. No man can avail himself of the 413 forces of his creative imagination, while dissipating them. Man is the only 414 creature on earth which violates Nature's purpose in this connection. Every 415 other animal indulges its sex nature in moderation, and with purpose which 416 harmonizes with the laws of nature. Every other animal responds to the call of 417 sex only in "season." Man's inclination is to declare "open season." Empowerment Mentoring Community EFTA01220736 218 THINK AND GROW RICH 418 Every intelligent person knows that stimulation in excess, through alcoholic 419 drink and narcotics, is a form of intemperance which destroys the vital organs of 420 the body, including the brain. Not every person knows, however, that over 421 indulgence in sex expression may become a habit as destructive and as 422 detrimental to creative effort as narcotics or liquor. 423 A sex-mad man is not essentially different than a dope-mad man! Both have lost 424 control over their faculties of reason and will-power. Sexual overindulgence may 425 not only destroy reason and will-power, but it may also lead to either temporary, 426 or permanent insanity. Many cases of hypochondria (imaginary illness) grow out 427 of habits developed in ignorance of the true function of sex. 428 From these brief references to the subject, it may be readily seen that ignorance 429 on the subject of sex transmutation, forces stupendous penalties upon the 430 ignorant on the one hand, and withholds from them equally stupendous benefits, 431 on the other. 432 Widespread ignorance on the subject of sex is due to the fact that the subject has 433 been surrounded with mystery and beclouded by dark silence. The conspiracy of 434 mystery and silence has had the same effect upon the minds of young people 435 that the psychology of prohibition had. The result has been increased curiosity, 436 and desire to acquire more knowledge on this "verboten" subject; and to the 437 shame of all lawmakers, and most physicians — by training best qualified to 438 educate youth on that subject — Information has not been easily available. 439 Seldom does an individual enter upon highly creative effort in any field of 44o endeavor before the age of forty. The average man reaches the period of his 441 greatest capacity to create between forty and sixty. These statements are based 442 upon analysis of thousands of men and women who have been carefully 443 observed. They should be encouraging to those who fail to arrive before the age 444 of forty, and to those who become frightened at the approach of "old age," 445 around the forty-year mark. The years between forty and fifty are, as a rule, the 446 most fruitful. Man should approach this age, not with fear and trembling, but 447 with hope and eager anticipation. EFTA01220737 THE MYSTERY OF SEX TRANSMUTATION 219 448 If you want evidence that most men do not begin to do their best work before 449 the age of forty, study the records of the most successful men known to the 450 American people, and you will find it. 451 Henry Ford had not "hit his pace" of achievement until he had passed the age of 452 forty. Andrew Carnegie was well past forty before he began to reap the reward of 453 his efforts. 454 James J. Hill was still running a telegraph key at the age of forty. His stupendous 455 achievements took place after that age. Biographies of American industrialists 456 and financiers are filled with evidence that the period from forty to sixty is the 457 most productive age of man. Between the ages of thirty and forty, man begins to 458 learn (if he ever learns), the art of sex transmutation. This discovery is generally 459 accidental, and more often than otherwise, the man who makes it is totally 460 unconscious of his discovery. He may observe that his powers of achievement 461 have increased around the age of thirty-five to forty, but in most cases, he is not 462 familiar with the cause of this change; that Nature begins to harmonize the 463 emotions of love and sex in the individual, between the ages of thirty and forty, 464 so that he may draw upon these great forces, and apply them jointly as stimuli to 465 action. 466 Sex, alone, is a mighty urge to action, but its forces are like a cyclone-they are 467 often uncontrollable. When the emotion of love begins to mix itself with the 468 emotion of sex, the result is calmness of purpose, poise, accuracy of judgment, 469 and balance. What person, who has attained to the age of forty, is so unfortunate 470 as to be unable to analyze these statements, and to corroborate them by his own 471 experience? 472 When driven by his desire to please a woman, based solely upon the emotion of 473 sex, a man may be, and usually is, capable of great achievement, but his actions 474 may be disorganized, distorted, and totally destructive. When driven by his desire 475 to please a woman, based upon the motive of sex alone, a man may steal, cheat, 476 and even commit murder. But when the emotion of LOVE is mixed with the Empowerment Mentoring Community EFTA01220738 220 THINK AND GROW RIO-I 477 emotion of sex, that same man will guide his actions with more sanity, balance, 478 and reason. 479 Criminologists have discovered that the most hardened criminals can be 48o reformed through the influence of a woman's love. There is no record of a 481 criminal having been reformed solely through the sex influence. These facts are 482 well known, but their cause is not. Reformation comes, if at all, through the 483 heart, or the emotional side of man, not through his head, or reasoning side. 484 Reformation means, "a change of heart." It does not mean a "change of head." A 485 man may, because of reason, make certain changes in his personal conduct to 486 avoid the consequences of undesirable effects, but GENUINE 487 REFORMATION comes only through a change of heart, through a DESIRE to 488 change. Love, Romance, and Sex are all emotions capable of driving men to 489 heights of super achievement. Love is the emotion which serves as a safety valve, 490 and insures balance, poise, and constructive effort. When combined, these three 491 emotions may lift one to an altitude of a genius. There are genii, however, who 492 know but little of the emotion of love. Most of them may be found engaged in 493 some form of action which is destructive, or at least, not based upon justice and 494 fairness toward others. If good taste would permit, a dozen genii could be named 495 in the field of industry and finance, who ride ruthlessly over the rights of their 496 fellow men. They seem totally lacking in conscience. The reader can easily supply 497 his own list of such men. 498 The emotions are states of mind. Nature has provided man with a "chemistry of 499 the mind" which operates in a manner similar to the principles of chemistry of 5oo matter. It is a well-known fact that, through the aid of chemistry of matter, a 501 chemist may create a deadly poison by mixing certain elements, none of which 502 are — in themselves — harmful in the right proportions. The emotions may, 503 likewise, be combined so as to create a deadly poison. The emotions of sex and 504 jealousy, when mixed, may turn a person into an insane beast. 505 The presence of any one or more of the destructive emotions in the human 506 mind, through the chemistry of the mind, sets up a poison which may destroy EFTA01220739 THE MYSTERY OF SEX TRANSMUTATION 9,1 507 one's sense of justice and fairness. In extreme cases, the presence of any 508 combination of these emotions in the mind may destroy one's reason. 509 The road to genius consists of the development, control, and use of sex, love, 510 and romance. Briefly, the process maybe stated as follows: 511 Encourage the presence of these emotions as the dominating thoughts in one's 512 mind, and discourage the presence of all the destructive emotions. The mind is a 513 creature of habit. It thrives upon the dominating thoughts fed it. Through the 514 faculty of will-power, one may discourage the presence of any emotion, and 515 encourage the presence of any other. Control of the mind, through the power of 516 will, is not difficult. Control comes from persistence, and habit. The secret of 517 control lies in understanding the process of transmutation. When any negative 518 emotion presents itself in one's mind, it can be transmuted into a positive, or 519 constructive emotion, by the simple procedure of changing one's thoughts. THERE IS NO OTHER ROAD TO GENIUS THAN THROUGH VOLUNTARY SELF EFFORT! 520 A man may attain to great heights of financial or business achievement, solely by 521 the driving force of sex energy, but history is filled with evidence that he may, 522 and usually does, carry with him certain traits of character which rob him of the 523 ability to either hold, or enjoy his fortune. This is worthy of analysis, thought, 524 and meditation, for it states a truth, the knowledge of which may be helpful to 525 women as well as men. Ignorance of this has cost thousands of people their 526 privilege of HAPPINESS, even though they possessed riches. 527 The emotions of love and sex leave their unmistakable marks upon the features. 528 Moreover, these signs are so visible, that all who wish may read them. The man 529 who is driven by the storm of passion, based upon sex desires alone, plainly 530 advertises that fact to the entire world, by the expression of his eyes, and the 531 lines of his face. The emotion of love, when mixed with the emotion of sex, 532 softens, modifies, and beautifies the facial expression. No character analyst is 533 needed to tell you this — you may observe it for yourself. Empowerment Mentoring Community EFTA01220740 222 THINK AND GROW RIO-I 534 The emotion of love brings out, and develops, the artistic and the aesthetic 535 nature of man. It leaves its impress upon one's very soul, even after the fire has 536 been subdued by time and circumstance. 537 Memories of love never pass. They linger, guide, and influence long after the 538 source of stimulation has faded. There is nothing new in this. Every person, who 539 has been moved by GENUINE LOVE, knows that it leaves enduring traces 540 upon the human heart. The effect of love endures, because love is spiritual in 541 nature. The man who cannot be stimulated to great heights of achievement by 542 love, is hopeless — he is dead, though he may seem to live. 543 Even the memories of love are sufficient to lift one to a higher plane of creative 544 effort. The major force of love may spend itself and pass away, like a fire which 545 has burned itself out, but it leaves behind indelible marks as evidence that it 546 passed that way. Its departure often prepares the human heart for a still greater 547 love. Go back into your yesterdays, at times, and bathe your mind in the 548 beautiful memories of past love. It will soften the influence of the present 549 worries and annoyances. It will give you a source of escape from the unpleasant 550 realities of life, and maybe — who knows? — your mind will yield to you, during 551 this temporary retreat into the world of fantasy, ideas, or plans which may 552 change the entire financial or spiritual status of your life. 553 If you believe yourself unfortunate, because you have "loved and lost," perish the 554 thought. One who has loved truly, can never lose entirely. Love is whimsical and 555 temperamental. Its nature is ephemeral, and transitory. It comes when it pleases, 556 and goes away without warning. Accept and enjoy it while it remains, but spend 557 no time worrying about its departure. Worry will never bring it back. 558 Dismiss, also, the thought that love never comes but once. Love may come and 559 go, times without number, but there are no two love experiences which affect 560 one in just the same way. There may be, and there usually is, one love experience 561 which leaves a deeper imprint on the heart than all the others, but all love 562 experiences are beneficial, except to the person who becomes resentful and 563 cynical when love makes its departure. EFTA01220741 THE MYSTERY OF SEX TRANSMUTATION 973 564 There should be no disappointment over love, and there would be none if 565 people understood the difference between the emotions of love and sex. The 566 major difference is that love is spiritual, while sex is biological. No experience, 567 which touches the human heart with a spiritual force, can possibly be harmful, 568 except through ignorance, or jealousy. 569 Love is, without question, life's greatest experience. It brings one into 570 communion with Infinite Intelligence. When mixed with the emotions of 571 romance and sex, it may lead one far up the ladder of creative effort. The 572 emotions of love, sex, and romance, are sides of the eternal triangle of 573 achievement-building genius. Nature creates genii through no other force. 574 Love is an emotion with many sides, shades, and colors. The love which one 575 feels for parents, or children is quite different from that which one feels for one's 576 sweetheart. The one is mixed with the emotion of sex, while the other is not. 577 The love which one feels in true friendship is not the same as that felt for one's 578 sweetheart, parents, or children, but it, too, is a form of love. 579 Then, there is the emotion of love for things inanimate, such as the love of 58o Nature's handiwork. But the most intense and burning of all these various kinds 01 of love, is that experienced in the blending of the emotions of love and sex. 582 Marriages, not blessed with the eternal affinity of love, properly balanced and 583 proportioned, with sex, cannot be happy ones — and seldom endure. Love, alone, 584 will not bring happiness in marriage, nor will sex alone. When these two 585 beautiful emotions are blended, marriage may bring about a state of mind, closest 586 to the spiritual that one may ever know on this earthly plane. 587 When the emotion of romance is added to those of love and sex, the 588 obstructions between the finite mind of man and Infinite Intelligence are 589 removed. 590 Then a genius has been born! What a different story is this, than those usually 591 associated with the emotion of sex. Here is an interpretation of the emotion 592 which lifts it out of the commonplace, and makes of it potter's clay in the hands Empowerment Mentoring Community EFTA01220742 224 THINK AND GROW RIO-I 593 of God, from which He fashions all that is beautiful and inspiring. It is an 594 interpretation which would, when properly understood, bring harmony out of 595 the chaos which exists in too many marriages. The disharmonies often expressed 596 in the form of nagging, may usually be traced to lack of knowledge on the 597 subject of sex. Where love, romance and the proper understanding of the 598 emotion and function of sex abide, there is no disharmony between married 599 people. 600 Fortunate is the husband whose wife understands the true relationship between 601 the emotions of love, sex, and romance. When motivated by this holy 602 triumvirate, no form of labor is burdensome, because even the most lowly form 603 of effort takes on the nature of a labor of love. 604 It is a very old saying that "a man's wife may either make him or break him," but 605 the reason is not always understood. The "making" and "breaking" is the result 606 of the wife's understanding, or lack of understanding of the emotions of love, 607 sex, and romance. Despite the fact that men are polygamous, by the very nature 6o8 of their biological inheritance, it is true that no woman has as great an influence 609 on a man as his wife, unless he is married to a woman totally unsuited to his 610 nature. If a woman permits her husband to lose interest in her, and become more 611 interested in other women, it is usually because of her ignorance, or indifference 612 toward the subjects of sex, love, and romance. This statement presupposes, of 613 course, that genuine love once existed between a man and his wife. 614 The facts are equally applicable to a man who permits his wife's interest in him to 615 die. Married people often bicker over a multitude of trivialities. If these are 616 analyzed accurately, the real cause of the trouble will often be found to be 617 indifference, or ignorance on these subjects. Man's greatest motivating force is 618 his desire to please woman! The hunter who excelled during prehistoric days, 619 before the dawn of civilization, did so, because of his desire to appear great in 62o the eyes of woman. Man's nature has not changed in this respect. The "hunter" 621 of today brings home no skins of wild animals, but he indicates his desire for her 622 favor by supplying fine clothes, motor cars, and wealth. Man has the same desire 623 to please woman that he had before the dawn of civilization. The only thing that EFTA01220743 THE MYSTERY OF SEX TRANSMUTATION 775 624 has changed, is his method of pleasing. Men who accumulate large fortunes, and 625 attain to great heights of power and fame, do so, mainly, to satisfy their desire to 626 please women. 627 Take women out of their lives, and great wealth would be useless to most men. It 628 is this inherent desire of man to please woman, which gives woman the power to 629 make or break a man. 63o The woman who understands man's nature and tactfully caters to it, need have 631 no fear of competition from other women. Men may be "giants" with 632 indomitable will-power when dealing with other men, but they are easily 633 managed by the women of their choice. 634 Most men will not admit that they are easily influenced by the women they 635 prefer, because it is in the nature of the male to want to be recognized as the 636 stronger of the species. Moreover, the intelligent woman recognizes this "manly 637 trait" and very wisely makes no issue of it. Some men know that they are being 638 influenced by the women of their choice-their wives, sweethearts, mothers or 639 sisters — but they tactfully refrain from rebelling against the influence because 64o they are intelligent enough to know that NO MAN IS HAPPY OR 641 COMPLETE WITHOUT THE MODIFYING INFLUENCE OF THE 642 RIGHT WOMAN. The man who does not recognize this important truth 643 deprives himself of the power which has done more to help men achieve success 644 than all other forces combined. Empowerment Mentoring Community EFTA01220744 226 THINK AND GROW RICH EFTA01220745 THE SUBCONSCIOUS M IN I) 227 Chapter 12 The Subconscious Mind: The Connecting Link The Eleventh Step toward Riches THE SUBCONSCIOUS MIND consists of a field of consciousness, in which 2 every impulse of thought that reaches the objective mind through any of the five 3 senses is classified and recorded, and from which thoughts maybe recalled or 4 withdrawn as letters may be taken from a filing cabinet. 5 It receives, and files, sense impressions or thoughts, regardless of their nature. 6 You may VOLUNTARILY plant in your subconscious mind any plan, thought, 7 or purpose which you desire to translate into its physical or monetary equivalent. 8 The subconscious acts first on the dominating desires which have been mixed 9 with emotional feeling, such as faith. Consider this in connection with the instructions given in the chapter on 11 DESIRE, for taking the six steps there outlined, and the instructions given in the 12 chapter on the building and execution of plans, and you will understand the 13 importance of the thought conveyed. THE SUBCONSCIOUS MIND WORKS DAY AND NIGHT. 14 Through a method of procedure, unknown to man, the subconscious mind is draws upon the forces of Infinite Intelligence for the power with which it 16 voluntarily transmutes one's desires into their physical equivalent, making use, 17 always of the most practical media by which this end may be accomplished. 18 You cannot entirely control your subconscious mind, but you can voluntarily 19 hand over to it any plan, desire, or purpose which you wish transformed into 20 concrete form. Read, again, instructions for using the subconscious mind, in the 21 chapter on autosuggestion. 22 There is plenty of evidence to support the belief that the subconscious mind is 23 the connecting link between the finite mind of man and Infinite Intelligence. It is Empowerment Mentoring Community EFTA01220746 228 THINK AND GROW RIO-I 24 the intermediary through which one may draw upon the forces of Infinite 25 Intelligence at will. It, alone, contains the secret process by which mental 26 impulses are modified and changed into their spiritual equivalent. It, alone, is the 27 medium through which prayer may be transmitted to the source capable of 28 answering prayer. 29 The possibilities of creative effort connected with the subconscious mind are 30 stupendous and imponderable. They inspire one with awe. 31 I never approach the discussion of the subconscious mind without a feeling of 32 littleness and inferiority due, perhaps, to the fact that man's entire stock of 33 knowledge on this subject is so pitifully limited. The very fact that the 34 subconscious mind is the medium of communication between the thinking mind 35 of man and Infinite Intelligence is, of itself, a thought which almost paralyzes 36 one's reason. 37 After you have accepted, as a reality, the existence of the subconscious mind, and 38 understand its possibilities, as a medium for transmuting your DESIRES into 39 their physical or monetary equivalent, you will comprehend the full significance 40 of the instructions given in the chapter on DESIRE. You will also understand 41 why you have been repeatedly admonished to MAKE YOUR DESIRES 42 CLEAR, AND TO REDUCE THEM TO WRITING. 43 You will also understand the necessity of PERSISTENCE in carrying out 44 instructions. 45 The thirteen principles are the stimuli with which you acquire the ability to reach, 46 and to influence your subconscious mind. Do not become discouraged, if you 47 cannot do this upon the first attempt. Remember that the subconscious mind 48 maybe voluntarily directed only through habit, under the directions given in the 49 chapter on FAITH. You have not yet had time to master faith. Be patient. Be 5o persistent. 51 A good many statements in the chapters on faith and auto-suggestion will be 52 repeated here, for the benefit of YOUR subconscious mind. Remember, your EFTA01220747 THE SUBCONSCIOUS MINI) 9,9 53 subconscious mind functions voluntarily, whether you make any effort to 54 influence it or not. This, naturally, suggests to you that thoughts of fear and 55 poverty, and all negative thoughts serve as stimuli to your subconscious mind, 56 unless, you master these impulses and give it more desirable food upon which it 57 may feed. 58 The subconscious mind will not remain idle! If you fail to plant DESIRES in 59 your subconscious mind, it will feed upon the thoughts which reach it as the 6o result of your neglect. We have already explained that thought impulses, both 6i negative and positive are reaching the subconscious mind continuously, from the 62 four sources which were mentioned in the chapter on Sex Transmutation. 63 For the present, it is sufficient if you remember that you are living daily, in the 64 midst of all manner of thought impulses which are reaching your subconscious 65 mind, without your knowledge. Some of these impulses are negative, some are 66 positive. You are now engaged in trying to help shut oil the flow of negative 67 impulses, and to aid in voluntarily influencing your subconscious mind, through 68 positive impulses of DESIRE. 69 When you achieve this, you will possess the key which unlocks the door to your 70 subconscious mind. Moreover, you will control that door so completely, that no 71 undesirable thought may influence your subconscious mind. 72 Everything which man creates, BEGINS in the form of a thought impulse. Man 73 can create nothing which he does not first conceive in THOUGHT. Through 74 the aid of the imagination, thought impulses may be assembled into plans. The 75 imagination, when under control, maybe used for the creation of plans or 76 purposes that lead to success in one's chosen occupation. 77 All thought impulses, intended for transmutation into their physical equivalent, 78 voluntarily planted in the subconscious mind, must pass through the imagination, 79 and be mixed with faith. The "mixing" of faith with a plan, or purpose, intended 8o for submission to the subconscious mind, maybe done ONLY through the 8i imagination. Empowerment Mentoring Community EFTA01220748 230 THINK AND GROW RIO-I 82 From these statements, you will readily observe that voluntary use of the 83 subconscious mind calls for coordination and application of all the principles. 84 Ella Wheeler Wilcox gave evidence of her understanding of the power of the 85 subconscious mind when she wrote: 86 "You never can tell what a thought will do 87 in bringinvou hate or love- 88 For thoughts are things, and their aig wings 89 An swifter than confer doves. 90 They follow the law of the universe- 91 Each thing creates its kind, 92 And they speed O'er the track to bring.you back 93 Whatever went outfromlour mind." 94 Mrs. Wilcox understood the truth, that thoughts which go out from one's mind, 95 also imbed themselves deeply in one's subconscious mind, where they serve as a 96 magnet, pattern, or blueprint by which the subconscious mind is influenced 97 while translating them into their physical equivalent. Thoughts are truly things, 98 for the reason that every material thing begins in the form of thought-energy. 99 The subconscious mind is more susceptible to influence by impulses of thought 1OO mixed with "feeling" or emotion, than by those originating solely in the 1O1 reasoning portion of the mind. In fact, there is much evidence to support the 102 theory, that ONLY emotionalized thoughts have any ACTION influence upon 103 the subconscious mind. 104 It is a well-known fact that emotion or feeling, rules the majority of people. If it 105 is true that the subconscious mind responds more quickly to, and is influenced 106 more readily by thought impulses which are well mixed with emotion, it is 107 essential to become familiar with the more important of the emotions. There are 108 seven major positive emotions, and seven major negative emotions. The 109 negatives voluntarily inject themselves into the thought impulses, which insure 11O passage into the subconscious mind. The positives must be injected, through the EFTA01220749 THE SUBCONSCIOUS MINI) 231 in principle of auto-suggestion, into the thought impulses which an individual 112 wishes to pass on to his subconscious mind. (Instructions have been given in the 113 chapter on auto-suggestion.) 114 These emotions, or feeling impulses, may be likened to yeast in a loaf of bread, n5 because they constitute the ACTION element, which transforms thought 116 impulses from the passive to the active state. Thus may one understand why 117 thought impulses, which have been well mixed with emotion, are acted upon 118 more readily than thought impulses originating in "cold reason." 119 You are preparing yourself to influence and control the "inner audience" of your 120 subconscious mind, in order to hand over to it the DESIRE for money, which 121 you wish transmuted into its monetary equivalent. It is essential, therefore, that 122 you understand the method of approach to this "inner audience." You must 123 speak its language, or it will not heed your call. It understands best the language 124 of emotion or feeling. Let us, therefore describe here the seven major positive 125 emotions, and the seven major negative emotions, so that you may draw upon 126 the positives, and avoid the negatives, when giving instructions to your 127 subconscious mind. THE SEVEN MAJOR POSITIVE EMOTIONS 128 The emotion of DESIRE 129 The emotion of FAITH 13c) The emotion of LOVE 131 The emotion of SEX 132 The emotion of ENTHUSIASM 133 The emotion of ROMANCE 134 The emotion of HOPE Empowerment Mentoring Community EFTA01220750 232 THINK AND GROW RIO-I 135 There are other positive emotions, but these are the seven most powerful, and 136 the ones most commonly used in creative effort. Master these seven emotions 137 (they can be mastered only by USE), and the other positive emotions will be at 138 your command when you need them. Remember, in this connection, that you are 139 studying a book which is intended to help you develop a "money conscious- 140 ness" by filling your mind with positive emotions. One does not become money 141 conscious by filling one's mind with negative emotions. THE SEVEN MAJOR NEGATIVE EMOTIONS (To be avoided) 142 The emotion of FEAR 143 The emotion of JEALOUSY 144 The emotion of HATRED 145 The emotion of REVENGE 146 The emotion of GREED 147 The emotion of SUPERSTITION 148 The emotion of ANGER 149 Positive and negative emotions cannot occupy the mind at the same time. One 150 or the other must dominate. It is your responsibility to make sure that positive 151 emotions constitute the dominating influence of your mind. Here the law of 152 HABIT will come to your aid. 153 Form the habit of applying and using the positive emotions! Eventually, they will 154 dominate your mind so completely, that the negatives cannot enter it. 155 Only by following these instructions literally, and continuously, can you gain 156 control over your subconscious mind. The presence of a single negative in your 157 conscious mind is sufficient to destroy all chances of constructive aid from your 158 subconscious mind. EFTA01220751 THE SUBCONSCIOUS MIND 233 159 If you are an observing person, you must have noticed that most people resort to 1.6o prayer ONLY after everything else has FAILED! Or else they pray by a ritual of 161 meaningless words. And, because it is a fact that most people who pray, do so 162 ONLY AFTER EVERYTHING ELSE HAS FAILED, they go to prayer with 163 their minds filled with FEAR and DOUBT, which are the emotions the 164 subconscious mind acts upon, and passes on to Infinite Intelligence. 165 Likewise, that is the emotion which Infinite Intelligence receives, and ACTS 166 UPON. 167 If you pray for a thing, but have fear as you pray, that you may not receive it, or 168 that your prayer will not be acted upon by Infinite Intelligence, your prayer will 169 have been in vain. 170 Prayer does, sometimes, result in the realization of that for which one prays. If 171 you have ever had the experience of receiving that for which YOU prayed, go 172 back in your memory, and recall your actual STATE OF MIND, while you were 173 praying, and you will know, for sure, that the theory here described is more than 174 a theory. 175 The time will come when the schools and educational institutions of the country 176 will teach the "science of prayer." Moreover, then prayer may be, and will be 177 reduced to a science. When that time comes, (it will come as soon as mankind is 178 ready for it, and demands it), no one will approach the Universal Mind in a state 179 of fear, for the very good reason that there will be no such emotion as fear. 18o Ignorance, superstition, and false teaching will have disappeared, and man will 181 have attained his true status as a child of Infinite Intelligence. A few have already 182 attained this blessing. 183 If you believe this prophesy is far-fetched, take a look at the human race in 184 retrospect. Less than a hundred years ago, men believed the lightning to be 185 evidence of the wrath of God, and feared it. Now, thanks to the power of 186 FAITH, men have harnessed the lightning and made it turn the wheels of 187 industry. Much less than a hundred years ago, men believed the space between 188 the planets to be nothing but a great void, a stretch of dead nothingness. Now, Empowerment Mentoring Community EFTA01220752 234 THINK AND GROW RIO-I 189 thanks to this same power of FAITH, men know that far from being either dead 190 or a void, the space between the planets is very much alive, that it is the highest 191 form of vibration known, excepting, perhaps, the vibration of THOUGHT. 192 Moreover, men know that this living, pulsating, vibratory energy which 193 permeates every atom of matter, and fills every niche of space, connects every 194 human brain with every other human brain. 193 What reason have men to believe that this same energy does not connect every 196 human brain with Infinite Intelligence? There are no toll-gates between the finite 197 mind of man and Infinite Intelligence. The communication costs nothing except 198 Patience, Faith, Persistence, Understanding, and a SINCERE DESIRE to 199 communicate. Moreover, the approach can be made only by the individual 200 himself. Paid prayers are worthless. Infinite Intelligence does no business by 201 proxy. You either go direct, or you do not communicate. 202 You may buy prayer books and repeat them until the day of your doom, without 203 avail. Thoughts which you wish to communicate to Infinite Intelligence, must 204 undergo transformation, such as can be given only through your own 205 subconscious mind. The method by which you may communicate with Infinite 206 Intelligence is very similar to that through which the vibration of sound is 207 communicated by radio. If you understand the working principle of radio, you of 208 course, know that sound cannot be communicated through the ether until it has 209 been "stepped up," or changed into a rate of vibration which the human ear 210 cannot detect. 211 The radio sending station picks up the sound of the human voice, and 212 "scrambles," or modifies it by stepping up the vibration millions of times. Only 213 in this way, can the vibration of sound be communicated through the ether. 214 After this transformation has taken place, the ether "picks up" the energy (which 213 originally was in the form of vibrations of sound), carries that energy to radio 216 receiving stations, and these receiving sets "step" that energy back down to its 217 original rate of vibration so it is recognized as sound. EFTA01220753 THE SUBCONSCIOUS MIND 235 218 The subconscious mind is the intermediary, which translates one's prayers into 219 terms which Infinite Intelligence can recognize, presents the message, and brings 220 back the answer in the form of a definite plan or idea for procuring the object of 221 the prayer. 222 Understand this principle, and you will know why mere words read from a prayer 223 book cannot, and will never serve as an agency of communication between the 224 mind of man and Infinite Intelligence. 225 Before your prayer will reach Infinite Intelligence (a statement of the author's 226 theory only), it probably is transformed from its original thought vibration into 227 terms of spiritual vibration. Faith is the only known agency which will give your 228 thoughts a spiritual nature. FAITH and FEAR make poor bedfellows. Where 229 one is found, the other cannot exist. Empowerment Mentoring Community EFTA01220754 236 THINK AND GROW RICH EFTA01220755 TI IE BRAIN 237 Chapter 13 The Brain: A Broadcasting and Receiving Station for Thought The Twelfth Step toward Riches 1 MORE than twenty years ago, the author, working in conjunction with the late 2 Dr. Alexander Graham Bell, and Dr. Elmer R. Gates, observed that every human 3 brain is both a broadcasting and receiving station for the vibration of thought. 4 Through the medium of the ether, in a fashion similar to that employed by the 5 radio broadcasting principle, every human brain is capable of picking up 6 vibrations of thought which are being released by other brains. 7 In connection with the statement in the preceding paragraph, compare, and con- 8 cider the description of the Creative Imagination, as outlined in the chapter on 9 Imagination. The Creative Imagination is the "receiving set" of the brain, which io receives thoughts, released by the brains of others. It is the agency of 11 communication between one's conscious, or reasoning mind, and the four 12 sources from which one may receive thought stimuli. 13 When stimulated, or "stepped up" to a high rate of vibration, the mind becomes 14 more receptive to the vibration of thought which reaches it through the ether 1.5 from outside sources. This "stepping up" process takes place through the i6 positive emotions, or the negative emotions. Through the emotions, the 17 vibrations of thought may be increased. 18 Vibrations of an exceedingly high rate are the only vibrations picked up and 19 carried, by the ether, from one brain to another. Thought is energy travelling at 20 an exceedingly high rate of vibration. Thought, which has been modified or 21 "stepped up" by any of the major emotions, vibrates at a much higher rate than 22 ordinary thought, and it is this type of thought which passes from one brain to 23 another, through the broadcasting machinery of the human brain. Empowerment Mentoring Community EFTA01220756 238 THINK AND GROW RIO-I 24 The emotion of sex stands at the head of the list of human emotions, as far as 25 intensity and driving force are concerned. The brain which has been stimulated 26 by the emotion of sex, vibrates at a much more rapid rate than it does when that 27 emotion is quiescent or absent. 28 The result of sex transmutation, is the increase of the rate of vibration of 29 thoughts to such a pitch that the Creative Imagination becomes highly receptive 3o to ideas, which it picks up from the ether. 31 On the other hand, when the brain is vibrating at a rapid rate, it not only attracts 32 thoughts and ideas released by other brains through the medium of the ether, but 33 it gives to one's own thoughts that "feeling" which is essential before those 34 thoughts will be picked up and acted upon by one's subconscious mind. 35 Thus, you will see that the broadcasting principle is the factor through which you 36 mix feeling, or emotion with your thoughts and pass them on to your 37 subconscious mind. 38 The subconscious mind is the "sending station" of the brain, through which 39 vibrations of thought are broadcast. The Creative Imagination is the "receiving 40 set," through which the vibrations of thought are picked up from the ether. 41 Along with the important factors of the subconscious mind, and the faculty of 42 the Creative Imagination, which constitute the sending and receiving sets of your 43 mental broadcasting machinery, consider now the principle of auto-suggestion, 44 which is the medium by which you may put into operation your "broadcasting" 45 station. 46 Through the instructions described in the chapter on auto-suggestion, you were 47 definitely informed of the method by which DESIRE may be transmuted into its 48 monetary equivalent. 49 Operation of your mental "broadcasting" station is a comparatively simple so procedure. You have but three principles to bear in mind, and to apply, when 51 you wish to use your broadcasting station-the SUBCONSCIOUS MIND, EFTA01220757 TI IE BRAIN 239 52 CREATIVE IMAGINATION, and AUTO-SUGGESTION. The stimuli 53 through which you put these three principles into action have been described-the 54 procedure begins with DESIRE. THE GREATEST FORCES ARE "INTANGIBLE" 55 The depression brought the world to the very borderline of understanding of the 56 forces which are intangible and unseen. Through the ages which have passed, 57 man has depended too much upon his physical senses, and has limited his 58 knowledge to physical things, which he could see, touch, weigh, and measure. 59 We are now entering the most marvelous of all ages-an age which will teach us 6o something of the intangible forces of the world about us. Perhaps we shall learn, 6i as we pass through this age, that the "other self' is more powerful than the 62 physical self we see when we look into a mirror. 63 Sometimes men speak lightly of the intangibles- the things which they cannot 64 perceive through any of their five senses, and when we hear them, it should re- 65 mind us that all of us are controlled by forces which are unseen and intangible. 66 The whole of mankind has not the power to cope with, nor to control the 67 intangible force wrapped up in the rolling waves of the oceans. Man has not the 68 capacity to understand the intangible force of gravity, which keeps this little earth 69 suspended in mid-air, and keeps man from falling from it, much less the power 70 to control that force. Man is entirely subservient to the intangible force which 71 comes with a thunder storm, and he is just as helpless in the presence of the 72 intangible force of electricity — nay, he does not even know what electricity is, 73 where it comes from, or what is its purpose! 74 Nor is this by any means the end of man's ignorance in connection with things 75 unseen and intangible. He does not understand the intangible force (and 76 intelligence) wrapped up in the soil of the earth — the force which provides him 77 with every morsel of food he eats, every article of clothing he wears, every dollar 78 he carries in his pockets. Empowerment Mentoring Community EFTA01220758 240 THINK AND GROW RIO-I THE DRAMATIC STORY OF THE BRAIN 79 Last, but not least, man, with all of his boasted culture and education, 8o understands little or nothing of the intangible force (the greatest of all the 81 intangibles) of thought. He knows but little concerning the physical brain, and its 82 vast network of intricate machinery through which the power of thought is 83 translated into its material equivalent, but he is now entering an age which shall 84 yield enlightenment on the subject. Already men of science have begun to turn 85 their attention to the study of this stupendous thing called a brain, and, while 86 they are still in the kindergarten stage of their studies, they have uncovered 87 enough knowledge to know that the central switchboard of the human brain, the 88 number of lines which connect the brain cells one with another, equal the figure 89 one, followed by fifteen million zeros. 90 "The figure is so stupendous," said Dr. C. Judson Herrick, of the University of 91 Chicago, "that astronomical figures dealing with hundreds of millions of light 92 years, become insignificant by comparison. 93 It has been determined that there are from 10,000,000,000 to 14,000,000,000 94 nerve cells in the human cerebral cortex, and we know that these are arranged in 95 definite patterns. These arrangements are not haphazard. They are orderly. 96 Recently developed methods of electro-physiology draw off action currents from 97 very precisely located cells, or fibers with micro-electrodes, amplify them with 98 radio tubes, and record potential differences to a millionth of a volt." 99 It is inconceivable that such a network of intricate machinery should be in wo existence for the sole purpose of carrying on the physical functions incidental to 1O1 growth and maintenance of the physical body. Is it not likely that the same 102 system, which gives billions of brain cells the media for communication one with 103 another, provides, also the means of communication with other intangible 104 forces? 105 After this book had been written, just before the manuscript went to the 106 publisher, there appeared in the New York Times, an editorial showing that at 107 least one great University, and one intelligent investigator in the field of mental EFTA01220759 TI IE BRAIN 241 108 phenomena, are carrying on an organized research through which conclusions 109 have been reached that parallel many of those described in this and the following no chapter. The editorial briefly analyzed the work carried on by Dr. Rhine, and his 111 associates at Duke University: "What is Telepathy"? 112 "A month ago we cited on this page some of the remarkable results achieved by 113 Professor Rhine and his associates in Duke University from more than a 114 hundred thousand tests to determine the existence of "telepathy' and ns "clairvoyance.' These results were summarized in the first two articles in Harpers 116 Magazine. In the second which has now appeared, the author, E. H. Wright, 117 attempts to summarize what has been learned, or what it seems reasonable to 118 infer, regarding the exact nature of these "extrasensory' modes of perception. 119 "The actual existence of telepathy and clairvoyance now seems to some scientists 120 enormously probable as the result of Rhine's experiments. Various percipients 121 were asked to name as many cards in a special pack as they could without 122 looking at them and without other sensory access to them. About a score of men 123 and women were discovered who could regularly name so many of the cards 12.4 correctly that "there was not one chance in many a million of their having done 125 their feats by luck or accident.' 126 "But how did they do them? These powers, assuming that they exist, do not 127 seem to be sensory. There is no known organ for them. The experiments worked 128 just as well at distances of several hundred miles as they did in the same room. 129 These facts also dispose, in Mr. Wright's opinion, of the attempt to explain 130 telepathy or clairvoyance through any physical theory of radiation. All known 131 forms of radiant energy decline inversely as the square of the distance traversed. 132 Telepathy and clairvoyance do not. But they do vary through physical causes as 133 our other mental powers do. 134 Contrary to widespread opinion, they do not improve when the percipient is 135 asleep or half-asleep, but, on the contrary, when he is most wide-awake and alert. 136 Rhine discovered that a narcotic will invariably lower a percipient's score, while a Empowerment Mentoring Community EFTA01220760 242 THINK AND GROW RIO-I 137 stimulant will always send it higher. The most reliable performer apparently 138 cannot make a good score unless he tries to do his best. 139 "One conclusion that Wright draws with some coufidence is that telepathy and 140 clairvoyance are really one and the same S. That is, the faculty that 'sees' a 141 card face down on a table seems to be neat*, the same one that 'read/ a 142 thought residing only in another mind There an several grounds for believing 143 this. So far, for example, the two gifts have been found in eveg person who 144 enjoys either of them. In eveg one so far the two have been of equal vigor, 145 almost exam*. Screens, walls, distances, have no did at all on either. !night 146 advances fivm this conclusion to express what be puts forward as no more than 147 the mere 'bunch' that other extra-sensory experiences, prophetic dreams, 148 premonitions of disaster, and the like, may also prove to be part of the same 149 faculty. The reader is not asked to accept any of these conclusions unless he 150 finds it necessary, but the evidence that Rhine has piled up must 'main 151 impressive." 152 In view of Dr. Rhine's announcement in connection with the conditions under 153 which the mind responds to what he terms "extra-sensory modes of perception," 154 I now feel privileged to add to his testimony by stating that my associates and I 155 have discovered what we believe to be the ideal conditions under which the mind 156 can be stimulated so that the sixth sense described in the next chapter, can be 157 made to function in a practical way. 158 The conditions to which I refer consist of a dose working affiance between 159 myself and two members of my staff. Through experimentation and practice, we 160 have discovered how to stimulate our minds (by applying the principle used in 161 connection with the "Invisible Counselors" described in the next chapter) so that 162 we can, by a process of blending our three minds into one, find the solution to a 163 great variety of personal problems which are submitted by my clients. 164 The procedure is very simple. We sit down at a conference table, clearly state the 165 nature of the problem we have under consideration, then begin discussing it. EFTA01220761 TI IE BRAIN 243 166 Each contributes whatever thoughts that may occur. The strange thing about this 167 method of mind stimulation is that it places each participant in communication 168 with unknown sources of knowledge definitely outside his own experience. 169 If you understand the principle described in the chapter on the Master Mind, you 170 of course recognize the round-table procedure here described as being a practical 171 application of the Master Mind. This method of mind stimulation, through 172 harmonious discussion of definite subjects, between three people, illustrates the 173 simplest and most practical use of the Master Mind. 174 By adopting and following a similar plan any student of this philosophy may 175 come into possession of the famous Carnegie formula briefly described in the 176 introduction. If it means nothing to you at this time, mark this page and read it 177 again after you have finished the last chapter. 178 THE "depression" was a blessing in disguise. It reduced the whole world to a 179 new starting point that gives everyone a new opportunity. Empowerment Mentoring Community EFTA01220762 244 THINK AND GROW RICH EFTA01220763 TI IE SIXTH SENSE 245 Chapter 14 The Sixth Sense: The Door to the Temple of Wisdom The Thirteenth Step toward Riches 1 THE thirteenth principle is known as the SIXTH SENSE, through which 2 Infinite Intelligence may, and will communicate voluntarily, without any effort 3 from, or demands by, the individual. 4 This principle is the apex of the philosophy. It can be assimilated, understood, 5 and applied ONLY by first mastering the other twelve principles. 6 The SIXTH SENSE is that portion of the subconscious mind which has been 7 referred to as the Creative Imagination. It has also been referred to as the 8 "receiving set" through which ideas, plans, and thoughts flash into the mind. The 9 "flashes" are sometimes called "hunches" or "inspirations." io The sixth sense defies description! It cannot be described to a person who has 11 not mastered the other principles of this philosophy, because such a person has 12 no knowledge, and no experience with which the sixth sense may be compared. 13 Understanding of the sixth sense comes only by meditation through mind 14 development from within. The sixth sense probably is the medium of contact 15 between the finite mind of man and Infinite Intelligence, and for this reason, it is 16 a mixture of both the mental and the spiritual. It is believed to be the point at 17 which the mind of man contacts the Universal Mind. i8 After you have mastered the principles described in this book, you will be 19 prepared to accept as truth a statement which may, otherwise, be incredible to 20 you, namely: 21 Through the aid of the sixth sense, you will be warned of impending dangers in 22 time to avoid them, and notified of opportunities in time to embrace them. Empowerment Mentoring Community EFTA01220764 246 THINK AND GROW RIO-I 23 There comes to your aid, and to do your bidding, with the development of the 24 sixth sense, a "guardian angel" who will open to you at all times the door to the 25 Temple of Wisdom. 26 Whether or not this is a statement of truth, you will never know, except by 27 following the instructions described in the pages of this book, or some similar 28 method of procedure. 29 The author is not a believer in, nor an advocate of "miracles," for the reason that 3o he has enough knowledge of Nature to understand that Nature never deviates 31 from her established laws. 32 Some of her laws are so incomprehensible that they produce what appear to be 33 "miracles." The sixth sense comes as near to being a miracle as anything I have 34 ever experienced, and it appears so, only because I do not understand the 35 method by which this principle is operated. 36 This much the author does know-that there is a power, or a First Cause, or an 37 Intelligence, which permeates every atom of matter, and embraces every unit of 38 energy perceptible to man-that this Infinite Intelligence converts acorns into oak 39 trees, causes water to flow downhill in response to the law of gravity, follows 4o night with day, and winter with summer, each maintaining its proper place and 41 relationship to the other. This Intelligence may, through the principles of this 42 philosophy, be induced to aid in transmuting DESIRES into concrete, or 43 material form. The author has this knowledge, because he has experimented with 44 it — and has EXPERIENCED IT. 45 Step by step, through the preceding chapters, you have been led to this, the last 46 principle. If you have mastered each of the preceding principles, you are now 47 prepared to accept, without being skeptical, the stupendous claims made here. If 48 you have not mastered the other principles, you must do so before you may 49 determine, definitely, whether or not the claims made in this chapter are fact or 5o fiction. EFTA01220765 TI-IE_ SIXTI-I SENSE 247 51 While I was passing through the age of "hero-worship" I found myself trying to 52 imitate those whom I most admired. Moreover, I discovered that the element of 53 FAITH, with which I endeavored to imitate my idols, gave me great capacity to 54 do so quite successfully. 55 I have never entirely divested myself of this habit of hero-worship, although I 56 have passed the age commonly given over to such. My experience has taught me 57 that the next best thing to being truly great, is to emulate the great, by feeling and 58 action, as nearly as possible. 59 Long before I had ever written a line for publication, or endeavored to deliver a 69 speech in public, I followed the habit of reshaping my own character, by trying 61 to imitate the nine men whose lives and life-works had been most impressive to 62 me. These nine men were, Emerson, Paine, Edison, Darwin, Lincoln, Burbank, 63 Napoleon, Ford, and Carnegie. 64 Every night, over a long period of years, I held an imaginary Council meeting 65 with this group whom I called my "Invisible Counselors." 66 The procedure was this. Just before going to sleep at night, I would shut my eyes, 67 and see, in my imagination, this group of men seated with me around my Council 68 Table. Here I had not only an opportunity to sit among those whom I 69 considered to be great, but I actually dominated the group, by serving as the 70 Chairman. 71 I had a very DEFINITE PURPOSE in indulging my imagination through these 72 nightly meetings. My purpose was to rebuild my own character so it would rep- 73 resent a composite of the characters of my imaginary counselors. Realizing, as I 74 did, early in life, that I had to overcome the handicap of birth in an environment 75 of ignorance and superstition, I deliberately assigned myself the task of voluntary 76 rebirth through the method here described. Empowerment Mentoring Community EFTA01220766 248 THINK AND GROW RIO-I BUILDING CHARACTER THROUGH AUTO-SUGGESTION 77 Being an earnest student of psychology, I knew, of course, that all men have 78 become what they are, because of their DOMINATING THOUGHTS AND 79 DESIRES. I knew that every deeply seated desire has the effect of causing one to 8o seek outward expression through which that desire may be transmuted into 8i reality. I knew that self-suggestion is a powerful factor in building character, that 82 it is, in fact, the sole principle through which character is builded. 83 With this knowledge of the principles of mind operation, I was fairly well armed 84 with the equipment needed in rebuilding my character. In these imaginary 85 Council meetings I called on my Cabinet members for the knowledge I wished 86 each to contribute, addressing myself to each member in audible words, as 87 follows: 88 "Mr. Emerson, I desire to acquire from you the marvelous understanding of 89 Nature which distinguished your life. I ask that you make an impress upon my 90 subconscious mind, of whatever qualities you possessed, which enabled you to 91 understand and adapt yourself to the laws of Nature. I ask that you assist me in 92 reaching and drawing upon whatever sources of knowledge are available to this 93 end. 94 "Mr. Burbank, I request that you pass on to me the knowledge which enabled 95 you to so harmonize the laws of Nature that you caused the cactus to shed its 96 thorns, and become an edible food. 97 Give me access to the knowledge which enabled you to make two blades of grass 98 grow where but one grew before, and helped you to blend the coloring of the 99 flowers with more splendor and harmony, for you, alone, have successfully wo gilded the lily. 101 "Napoleon, I desire to acquire from you, by emulation, the marvelous ability you 102 possessed to inspire men, and to arouse them to greater and more determined 103 spirit of action. Also to acquire the spirit of enduring FAITH, which enabled you EFTA01220767 TI-IE_ SIXTI-I SENSE 249 104 to turn defeat into victory, and to surmount staggering obstacles. Emperor of 103 Fate, King of Chance, Man of Destiny, I salute you! 106 "Mr. 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! 1o8 "Mr. Darwin, I wish to acquire from you the marvelous patience, and ability to 109 study cause and effect, without bias or prejudice, so exemplified by you in the no field of natural science. "Mr. Lincoln, I desire to build into my own character the keen sense of justice, 112 the untiring spirit of patience, the sense of humor, the human understanding, and 113 the tolerance, which were your distinguishing characteristics. 114 "Mr. Carnegie, I am already indebted to you for my choice of a life-work, which 113 has brought me great happiness and peace of mind. I wish to acquire a thorough 116 understanding of the principles of organized effort, which you used so effectively 117 in the building of a great industrial enterprise. 118 "Mr. Ford, you have been among the most helpful of the men who have 119 supplied much of the material essential to my work. I wish to acquire your spirit 120 of persistence, the determination, poise, and self-confidence which have enabled 121 you to master poverty, organize, unify, and simplify human effort, so I may help 122 others to follow in your footsteps. 123 "Mr. Edison, I have seated you nearest to me, at my right, because of the 124 personal cooperation you have given me, during my research into the causes of 123 success and failure. I wish to acquire from you the marvelous spirit of FAITH, 126 with which you have uncovered so many of Nature's secrets, the spirit of 127 unremitting toil with which you have so often wrested victory from defeat" 128 My method of addressing the members of the imaginary Cabinet would vary, 129 according to the traits of character in which I was, for the moment, most 13o interested in acquiring. I studied the records of their lives with painstaking care. Empowerment Mentoring Community EFTA01220768 250 THINK AND GROW RIO-I 131 After some months of this nightly procedure, I was astounded by the discovery 132 that these imaginary figures became, apparently real. 133 Each of these nine men developed individual characteristics, which surprised me. 134 For example, Lincoln developed the habit of always being late, then walking 135 around in solemn parade. When he came, he walked very slowly, with his hands 136 clasped behind him, and once in a while, he would stop as he passed, and rest his 137 hand, momentarily, upon my shoulder. He always wore an expression of serious- 138 ness upon his face. Rarely did I see him smile. The cares of a sundered nation 139 made him grave. 140 That was not true of the others. Burbank and Paine often indulged in witty 141 repartee which seemed, at times, to shock the other members of the cabinet 142 One night Paine suggested that I prepare a lecture on "The Age of Reason," and 143 deliver it from the pulpit of a church which I formerly attended. Many around 44 the table laughed heartily at the suggestion. Not Napoleon! He drew his mouth 145 down at the corners and groaned so loudly that all turned and looked at him with 146 amazement. To him the church was but a pawn of the State, not to be reformed, 147 but to be used, as a convenient inciter to mass activity by the people. 48 On one occasion Burbank was late. When he came, he was excited with 149 enthusiasm, and explained that he had been late, because of an experiment he 150 was making, through which he hoped to be able to grow apples on any sort of 151 tree. Paine chided him by reminding him that it was an apple which started all 152 the trouble between man and woman. Darwin chuckled heartily as he suggested 153 that Paine should watch out for little serpents, when he went into the forest to 154 gather apples, as they had the habit of growing into big snakes. Emerson 155 observed, "No serpents, no apples," and Napoleon remarked, "No apples, no 156 state!" 157 Lincoln developed the habit of always being the last one to leave the table after 158 each meeting. On one occasion, he leaned across the end of the table, his arms 159 folded, and remained in that position for many minutes. I made no attempt to 1.6o disturb him. Finally, he lifted his head slowly, got up and walked to the door, EFTA01220769 TI IE SIXTI I SENSE 251 161 then turned around, came back, and laid his hand on my shoulder and said, "My 162 boy, you will need much courage if you remain steadfast in carrying out your 163 purpose in life. But remember, when difficulties overtake you, the common 164 people have common sense. Adversity will develop it." 165 One evening Edison arrived ahead of all the others. He walked over and seated 166 himself at my left, where Emerson was accustomed to sit, and said, "You are 167 destined to witness the discovery of the secret of life. When the time comes, you 168 will observe that life consists of great swarms of energy, or entities, each as 169 intelligent as human beings think themselves to be. These units of life group 170 together like hives of bees, and remain together until they disintegrate, through 171 lack of harmony. 172 These units have differences of opinion, the same as human beings, and often 173 fight among themselves. These meetings which you are conducting will be very 174 helpful to you. They will bring to your rescue some of the same units of life 175 which served the members of your Cabinet, during their lives. These units are 176 eternal. THEY NEVER DIE! Your own thoughts and DESIRES serve as the 177 magnet which attracts units of life, from the great ocean of life out there. Only 178 the friendly units are attracted-the ones which harmonize with the nature of your 179 DESIRES." 18o The other members of the Cabinet began to enter the room. Edison got up, and 181 slowly walked around to his own seat. Edison was still living when this 182 happened. It impressed me so greatly that I went to see him, and told him about 183 the experience. He smiled broadly, and said, "Your dream was more a reality 184 than you may imagine it to have been." He added no further explanation to his 185 statement. 186 These meetings became so realistic that I became fearful of their consequences, 187 and discontinued them for several months. The experiences were so uncanny, I 1.88 was afraid if I continued them I would lose sight of the fact that the meetings 189 were purely experiences of my imagination. Empowerment Mentoring Community EFTA01220770 232 THINK AND GROW RICI-I 190 Some six months after I had discontinued the practice I was awakened one night, 191 or thought I was, when I saw Lincoln standing at my bedside. He said, "The 192 world will soon need your services. It is about to undergo a period of chaos 193 which will cause men and women to lose faith, and become panic stricken. Go 194 ahead with your work and complete your philosophy. That is your mission in life. 195 If you neglect it, for any cause whatsoever, you will be reduced to a primal state, 196 and be compelled to retrace the cycles through which you have passed during 197 thousands of years." 198 I was unable to tell, the following morning, whether I had dreamed this, or had 199 actually been awake, and I have never since found out which it was, but I do 200 know that the dream, if it were a dream, was so vivid in my mind the next day 201 that I resumed my meetings the following night. 202 At our next meeting, the members of my Cabinet all filed into the room 203 together, and stood at their accustomed places at the Council Table, while 204 Lincoln raised a glass and said, "Gentlemen, let us drink a toast to a friend who 205 has returned to the fold." 206 After that, I began to add new members to my Cabinet, until now it consists of 207 more than fifty, among them Christ, St. Paul, Galileo, Copernicus, Aristotle, 208 Plato, Socrates, Homer, Voltaire, Bruno, Spinoza, Drummond, Kant, 209 Schopenhauer, Newton, Confucius, Elbert Hubbard, Brann, Ingersol, Wilson, 210 and William James. 211 This is the first time that I have had the courage to mention this. Heretofore, I 212 have remained quiet on the subject, because I knew, from my own attitude in 213 connection with such matters, that I would be misunderstood if I described my 214 unusual experience. I have been emboldened now to reduce my experience to 215 the printed page, because I am now less concerned about what "they say" than I 216 was in the years that have passed. One of the blessings of maturity is that it 217 sometimes brings one greater courage to be truthful, regardless of what those 218 who do not understand, may think or say. EFTA01220771 TI IE SIXTI I SENSE 253 219 Lest I be misunderstood, I wish here to state most emphatically, that I still regard 220 my Cabinet meetings as being purely imaginary, but I feel entitled to suggest that, 221 while the members of my Cabinet maybe purely fictional, and the meetings 222 existent only in my own imagination, they have led me into glorious paths of 223 adventure, rekindled an appreciation of true greatness, encouraged creative 224 endeavor, and emboldened the expression of honest thought. 225 Somewhere in the cell-structure of the brain, is located an organ which receives 226 vibrations of thought ordinarily called "hunches." So far, science has not 227 discovered where this organ of the sixth sense is located, but this is not 228 important. The fact remains that human beings do receive accurate knowledge, 229 through sources other than the physical senses. Such knowledge, generally, is 230 received when the mind is under the influence of extraordinary stimulation. Any 231 emergency which arouses the emotions, and causes the heart to beat more 232 rapidly than normal may, and generally does, bring the sixth sense into action. 233 Anyone who has experienced a near accident while driving, knows that on such 234 occasions, the sixth [truncated]