Think and Grow Rich (Napoleon Hill) | Full Audiobook [Deluxe Edition] | Part 1 of 2 - Think and Grow Rich [Deluxe Edition]

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Speaker 1 (00:01):
Pigeon Publishing House presents Think and Grow Rich author Napoleon Hill,
Author's preface. In every chapter of this book, mention has
been made of the money making secret, which has made
fortunes for more than five hundred exceedingly wealthy people, whom

(00:23):
I have carefully analyzed over a long.

Speaker 2 (00:26):
Period of years.

Speaker 1 (00:28):
The secret was brought to my attention by Andrew Carnegie
more than a quarter of a century ago. The canny,
lovable old Scotsman carelessly tossed it into my mind when
I was but a boy. Then he sat back in
his chair with a merry twinkle in his eyes, and
watched carefully to see if I had brains enough to

(00:49):
understand the full significance of what he had said to me.
When he saw that I had grasped the idea, he
asked if I would be willing to spend twenty years
or more prepare myself to take it to the world
to men and women who without the secret might go
through life as failures. I said I would, and with
mister Carnegie's cooperation, I have kept my promise. This book

(01:15):
contains the secret, after having been put to a practical
test by thousands of people in almost every walk of life.
It was mister Carnegie's idea that the magic formula which
gave him a stupendous fortune, ought to be placed within
reach of everyone who does not have time to investigate
how successful people make money. It was his hope that

(01:37):
I might test and demonstrate the soundness of the formula
through the experience of men and women in every calling.
He believed the formula should be taught in all public
schools and colleges, and he expressed the opinion that if
it were properly taught, it would so revolutionize the entire
educational system that the time spent in school could be

(01:58):
reduced to less than half. His experience with Charles M.
Schwab and other young associates of mister Schwab's type convinced
mister Carnegie that much of what is taught in schools
and colleges is of no value whatsoever in connection with
the business of earning a living or accumulating riches. He

(02:18):
had arrived at this decision because he had taken into
his business one young person after another, many of them
with but little schooling, and by coaching them in the
use of this formula, developed in them rare leadership. Moreover,
his coaching made fortunes for every one of them who
followed his instructions. In Chapter two on Faith, you will

(02:41):
read the astounding story of the organization of the giant
United States Steel Corporation as it was conceived and carried
out by one of the young associates, through whom mister
Carnegie proved that his formula will work for all who
are ready for it. This single application of the secret
by that young man, Charles M. Schwab, made him a

(03:02):
huge fortune in both money and opportunity. Roughly speaking, this
particular application of the formula was worth six hundred million
dollars to the people involved in today's dollars approximately twelve
point five billion dollars. These facts, and they are facts

(03:22):
well known to almost everyone who knew mister Carnegie, give
you a fair idea of what the reading of this
book may bring to you, provided you know what it
is that you want. Even before it had undergone twenty
years of practical testing, the secret was passed on to
many thousands of men and women who have used it
for their personal benefit as mister Carnegie planned that they should.

(03:47):
Many have made fortunes with it. Others have used it
successfully in creating harmony in their homes. Arthur Nash, a
Cincinnati Taylor, used his new bankrupt business as a guinea
pig on which to test the formula. The business came
to life and made a fortune for its owners. The

(04:10):
experiment was so extraordinary that newspapers and magazines gave it
more than a million dollars worth of laudatory publicity. The
secret was passed on to Stuart Austin where of Dallas, Texas.
He was ready for it, so ready that he gave
up his profession and studied law.

Speaker 2 (04:30):
Did he succeed? That story is told too.

Speaker 1 (04:36):
I gave the secret to Jennings Randolph the day he
was graduated from college, and he would go on to
use it so successfully that it carried into a seat
in the United States Senate and a long and distinguished
career in public service at the national level. While serving
as advertising manager of Lesal Extension University when it was

(04:57):
little more than a name, I had the pri of
seeing J. G. Chaplin, president of the university, used the
formula so effectively that he went on to make Lassel
one of the great extension schools of the country. The
secret to which I refer is mentioned no fewer than
a hundred times throughout this book. It has not been

(05:19):
directly named, for it seems to work more successfully when
it is merely uncovered and left in sight, where those
who are ready in searching for it may pick it up.
That is why mister Carnegie tossed it to me so quietly,
without giving me its specific name. If you are ready
to put it to use, you will recognize this secret

(05:41):
at least once in every chapter. I wish I might
feel privileged to tell you how you will know if
you are ready, but that would deprive you of much
of the benefit you will receive when you make the
discovery in your own way. While this book was being written,
my own son, who was then finishing the life last
year of his college work, picked up the manuscript of

(06:03):
chapter one, read it, and discovered the secret for himself.
He used the information so effectively that he went directly
into a responsible position at a beginning salary greater than
the average person ever earns.

Speaker 2 (06:19):
His story is.

Speaker 1 (06:20):
Briefly described in chapter one. When you read it, perhaps
you will dismiss any feeling you may have had at
the beginning of the book that had promised too much.
And two, if you have ever been discouraged, if you
have had difficulties to surmount which took the very soul
out of.

Speaker 2 (06:38):
You, if you have tried and failed, if you were ever.

Speaker 1 (06:41):
Handicapped by illness or physical affliction. This story of my
son's discovery and use of the Andrew Carnegie formula may
prove to be the oasis in the desert of lost
hope for which you have been searching. This secret was
used extensively by President Woodrow Wilson during the First World War.

(07:01):
It was passed on to every soldier who fought in
the war, carefully incorporated or embedded in the training he
received before going to the front. President Wilson told me
it was also a strong factor in raising the funds
needed for the war. In the early days of this century,
Manuel held Casson, then Resident Commissioner of the Philippine Islands,

(07:25):
was inspired by the secret to gain freedom for his people,
and he went on to become the first president of
that free island nation. A peculiar thing about this secret
is that those who once acquire it and use it
find themselves literally swept on to success with what seems
to be little effort and they never again submit to failure.

(07:47):
If you doubt this study the names of those who
have used it wherever they have been mentioned, check their
records for yourself, and be convinced. There is no such
thing as something for another. The secret to which I
refer cannot be had without a price, although the price
is far less than its value. It cannot be had

(08:10):
at any price by those who are not intentionally searching
for it. It cannot be given away, and it cannot
be purchased for money, for the reason that it comes
in two parts. One part is already in possession of
those who are ready for it. The secret serves equally
while all who are ready for it. Education has nothing

(08:34):
to do with it. Long before I was born, the
secret had found its way into the possession of Thomas A. Edison,
and he used it so intelligently that he became the
world's greatest inventor, although he had but three months of schooling.
The secret was passed on to a business associate of
mister Edison. He used it so effectively that, although he

(08:58):
was then making only twelve one thousand dollars a year,
he accumulated a great fortune and retired from active business
while still a young man. You will find his story
at the beginning of the next chapter. It should convince
you that riches are not beyond your reach, that you
can still be what you wish to be, That money, fame, recognition,

(09:20):
and happiness can be had by all who are ready
and determined to have these blessings. How do I know
these things? You should have the answer before you finish
this book. You may find it in the very first
chapter or on the last page. While I was performing
the more than twenty year task of research which I

(09:43):
had undertaken at mister Carnegie's request, I analyzed hundreds of
well known individuals, many of whom admitted that they had
accumulated their vast fortunes through the aid of the Carnegie secret.
Among these individuals were Henry Ford, William Wrigley Junior, John Wanamaker,

(10:03):
James J. Hill, Fanny Hurst, George S. Parker, E. M. Statler,
Henry L. Doherty, Cyrus H. K. Curtis, John D. Rockefeller,
Thomas A. Edison, Frank A. Evanderlipp, F. W. A. Woolworth,
Colonel Robert AA. Dollar, Edward Aatheline, Edwin C. Barnes, Arthur
Brisbane Woodrow, Wilson, George Eastman, Theodore Roosevelt, John W. Davis,

(10:30):
Marie Dressler, Albert Hubbard, Wilbur Wright, William Jennings, Bryan, doctor
David Starr, Jordan j Ogden, Armer, Charles M. Schwab, Ernestine Schumannheink,
doctor Frank Gonsalez, Daniel Willard King, Gillette, Ralph A. Aweks, Judge,
Daniel te Wright, William Howard Taft, Luther Burbank, Edward w Obach,

(10:53):
Frank A. Munsey, Kate Smith, Albert H. Shugery, Alexander Graham Bell,
John H. Patterson, Julius Rosenwald, Stuart austen Ware, doctor Frank Crane, J. G. Chaplin,
Arthur Nash, Ellowheeler, Wilcox, Clarence Darrow, Jennings, Randolph. These names
represent but a small fraction of the hundreds of well

(11:16):
known Americans whose achievements, financial and otherwise prove that those
who understand and apply the Carnegie Secret reach high stations
in life. I have never known any one who was
inspired to use the secret who did not achieve noteworthy
success in his or her chosen calling. I have never
known any person to achieve true professional distinction or to

(11:39):
accumulate riches of any consequence without possession of the secret
in one form or another. From these two facts, I
draw the conclusion that the secret is more important as
a part of the knowledge essential for self determination than
any which one receives through what is popularly known as education.

(12:01):
What is education anyway? This will be answered in full detail.
As far as schooling is concerned, many of these individuals
had very little. John Wannamaker once told me that what
little schooling he had he acquired in very much the
same manner as a steam locomotive takes on water by

(12:23):
scooping it up as it runs. Henry Ford never reached
high school, let alone college. I am not attempting to
minimize the value of formal education, but I am trying
to express my earnest belief that those who master and
apply the secret will reach high stations, accumulate riches, and
bargain with life on their own terms, even if their

(12:45):
schooling has been meager. Somewhere, as you read, the secret
to which I refer, will jump from the page and
stand boldly before you.

Speaker 2 (12:54):
If you are.

Speaker 1 (12:55):
Ready for it, when it appears, you will recognize it.
Whether you receive the sign in the first or the
last chapter, stop for a moment when it presents itself
and celebrate, for that occasion will mark the most important
turning point.

Speaker 2 (13:11):
Of your life.

Speaker 1 (13:13):
We pass now to our introduction chapter and to the
story of my very dear friend, who has generously acknowledged
having seen the mystic sign, and whose business achievements are
evidence enough that he discovered the secret. As you read
his story in those that follow, remember that they deal
with the important problems of life, such as all people experience,

(13:34):
the problems arising from one's endeavor to earn a living,
to find hope, courage, contentment, peace of mind, to accumulate riches,
and to enjoy freedom of body and spirit. Remember too,
as you go through this book that it deals with
facts and not with fiction, its purpose being to convey
a great universal truth through which all who already may

(13:57):
learn not only what too do, but also how to
and receive as well the needed stimulus too.

Speaker 2 (14:04):
Make a start.

Speaker 1 (14:06):
As a final word of preparation before you begin the
next chapter, may I offer one brief suggestion which may
provide a clue by which the Carnegie Secret may be recognized.
It is this all achievement, all earned riches have their
beginning in an idea. If you are ready for the secret,

(14:27):
you already possess one half of it. Therefore you will
readily recognize the other half the moment it reaches your mind.
Napoleon Hill. Success comes to those who become success. Conscious
failure comes to those who indifferently allow themselves to become failure.

(14:47):
Conscious introduction, mind power. The man who thought his way truly.
Thoughts are things, powerful things that when they are mixed
with definiteness of purpose, persistence, and a burning desire for
their translation into riches or other material objects.

Speaker 2 (15:11):
Edwin C.

Speaker 1 (15:12):
Barnes discovered how true it is that individuals really do
think and grow rich. His discovery did not come about
at one sitting. It came little by little, beginning with
a burning desire to become a business associate of the
great Thomas Alva Edison. One of the chief characteristics of

(15:34):
Barnes's desire was that it was definite. He wanted to
work with Edison, not for him. Observe carefully the description
of how he went about translating his desire into reality,
and you will have a better understanding of the thirteen
steps which lead to riches. When this desire or impulsive

(15:56):
thought first flashed into Barnes's mind, he was in no
position and to act upon it. Two difficulties stood in
his way. He did not know mister Edison, and he
did not have enough money to pay his railroad fare
to Orange in New Jersey, where mister Edison's laboratories were located.

(16:16):
These difficulties were sufficient to have discouraged the majority of
people from making any attempt to carry out the desire.
But his was no ordinary desire. He was so determined
to find a way to carry out his desire that
he finally decided to travel by blind baggage rather than
be defeated. In other words, he went to East Orange

(16:41):
on a freight train. He presented himself at mister Edison's
laboratory and announced he had come to go into business
with the inventor. Years later, in speaking of the first
meeting between Barnes and Edison, mister Edison said, he stood
there before me looking like an ordinary Traine, But there
was something in the expression of his face which conveyed

(17:04):
the impression that he was determined to get what he
had come after. I had learned from years of experience
with men that when a man really desires a thing
so deeply that he is willing to stake his entire
future on a single turn of the wheel in order
to get it, he is sure to win. I gave
him the opportunity he asked for because I saw he

(17:25):
had made up his mind to stand by until he succeeded.
Subsequent events proved that no mistake was made. Just what
young Barnes said to mister Edison on that occasion was
far less important than that which he thought Edison himself said.

Speaker 2 (17:43):
So.

Speaker 1 (17:44):
It could not have been the young man's appearance which
got him his start in the Edison office, for that
was definitely against him. It was what he thought that counted.
If the significance of this statement could be conveyed to
the person who reads it, there would be no need
for the remainder of this book. Barnes did not get

(18:07):
his partnership with Edison on his first interview. He did
get a chance to work in the Edison offices at
a very nominal wage, doing work that was unimportant to Edison,
but most important to Barnes because it gave him an
opportunity to display his merchandise where his intended partner could
see it. Months went by, Apparently nothing happened to bring

(18:32):
the coveted goal which Barnes had set up in his
mind as his definite major purpose. But something important was
happening in Barnes' mind. He was constantly intensifying his desire
to become the business associate of Edison. Psychologists have correctly
suggested that when one is truly ready for a thing,

(18:55):
it puts in its appearance. Barnes was ready for a
businessness association with Edison. Moreover, he was determined to remain
ready until he got that which he was seeking. He
did not say to himself, oh, well, what's the use.
I guess I'll change my mind and try for a

(19:17):
sales job. But he did say, I came here to
go into business with Edison, and I'll accomplish the sin
if it takes the remainder of my life.

Speaker 2 (19:27):
He meant it.

Speaker 1 (19:29):
What a different story people would have to tell if
only they would adopt a definite purpose and stand by
that purpose until it had time to become an all
consuming obsession. Maybe young Barnes did not know it at
the time, but his bulldog determination, his persistence in standing
back of a single desire was destined to mow down

(19:50):
all opposition and bring him the opportunity he was seeking.
When the opportunity came, it appeared in a different form
and from a different direction than Barnes had expected. That
is one of the tricks of opportunity. It has a
sly habit of slipping in by the back door, and
it often comes disguised in the form of misfortune or

(20:13):
temporary defeat.

Speaker 2 (20:16):
Perhaps this is why.

Speaker 1 (20:17):
So many fail to recognize opportunity. Mister Edison had just
perfected a new office device, known at that time as
the Edison Dictating Machine later the Edyphone. His sales staff
were not enthusiastic about it. They did not believe it
could be sold without great effort. Barnes saw his opportunity.

(20:43):
It had crawled in quietly, hidden in an odd looking
machine which interested no one but Barnes. In the inventor,
Barnes knew he could sell the Edison Dictating Machine. He
suggested this to Edison and promptly got his chance. He
did sell the machine. In fact, he sold it so

(21:05):
successfully that Edison gave him a contract to distribute and
market it all over the nation. Out of that business,
association grew the famous slogan made by Edison and installed
by Barnes. The business Alliance was a great success for
more than three decades. Out of it, Barnes made himself

(21:26):
rich in money, but he did something infinitely greater. He
proved that one really can think and grow rich. How
much actual cash that original desire of Barnes was worth
to him, I have no way of knowing. Perhaps it
brought him two or three million dollars, but the amount,

(21:48):
whatever it may have been, was insignificant when compared to
the far greater asset he acquired in the form of
the definite knowledge that an intangible impulse of thought can
be transmuted into its physical life counterpart by the application
of known principles. Barnes literally thought himself into a partnership
with the great Edison. He thought himself into a fortune.

(22:13):
He had nothing to start with, accept the capacity to
know what he wanted, and the determination too stand by
that desire until he realized it. He had no money
to begin with. He had but little education. He had
no influence, but he did have initiative, faith and the

(22:35):
will to win. With these intangible forces, he made himself
number one man with the greatest inventor who ever lived
three feet from gold. Now, let us look at a
different situation and study someone who had plenty of tangible
evidence of riches but lost them because he stopped three

(22:57):
feet short.

Speaker 2 (22:58):
Of the goal he was seeking.

Speaker 1 (23:00):
One of the most common causes of failure is the
habit of quitting when one is overtaken by temporary defeat.
Every person is guilty of this mistake at one time
or another. An uncle of ar Hu of Darby five
was caught by gold fever in the gold rush days
and went west to dig and grow rich. He had

(23:22):
never heard that more gold has been mined from the
human brain than has ever been taken from the earth.
He staked a claim and went to work with pick
and shovel. The going was hard, but his lust for
gold was definite. After weeks of labor, he was rewarded
by the discovery of the shining ore. He needed machinery

(23:46):
to bring the.

Speaker 2 (23:46):
Oar to the surface.

Speaker 1 (23:49):
Quietly, he covered up the mine, retraced his footsteps to
his home in Williamsburg, Maryland, and told his relatives and
a few neighbors of the strike. They they got together
money for the needed machinery and had it shipped the
Uncle and Darby went back to work the mine. The

(24:09):
first car of or was mined and ship to a smelter.
The returns proved they had one of the richest mines
in Colorado. A few more cars of that or would
clear the debts. Then would come the big killing in profits.
Down went the drills, Up went the hopes of Darby

(24:32):
and Uncle. Then something happened. The vein of.

Speaker 2 (24:37):
Gold or disappeared.

Speaker 1 (24:40):
They had come to the end of the rainbow and
the pot of gold was no longer there.

Speaker 2 (24:46):
They drilled on desperately.

Speaker 1 (24:48):
Trying to pick up the vein again, all to no avail.
Finally they decided to quit. They sold the machinery to
a junkman for a few hundred dollars in he took
the train back home. Some junkmen are dumb, but not
this one. He called in a mining engineer to look

(25:09):
at the mine and do a little calculating. The engineer
advised that the project had failed because the owners were
not familiar with fault lines. His calculations showed that the
vein would be found just three feet from where the
Darbys had stopped drilling. That is exactly where it was found.

(25:33):
The junkman took millions of dollars in or from the
mine because he knew enough to seek expert counsel before
giving up. Most of the money which went into the
machinery was procured through the efforts of our Euodarby, who
was then a very young man. The money came from
his relatives and neighbors because of their.

Speaker 2 (25:53):
Faith in him.

Speaker 1 (25:55):
He paid back every dollar of it, although he was
years in doing so. Long afterward, mister Darby recouped his
loss many times over when he made the discovery that
desire can be transmuted into gold. The discovery came after
he went into the business of selling life insurance, remembering

(26:17):
that he had lost a huge fortune because he stopped
three feet from gold. Darby profited from the experience in
his chosen work by the simple method of saying to himself,
I stopped three feet from gold, but I will never
stop because people say no when I ask them to
buy insurance. Darby, in his day was one of a
small group of fewer than fifty individuals who sold more

(26:40):
than a million dollars of life insurance annually. He owed
his stick ability to the lesson he learned from his
quitibility in the gold mining business. Before success comes in
any one's life, that individual is sure to meet with
much temporary defeat and perhaps some failure. When defeat overtakes

(27:02):
a person, the easiest and most logical thing to do
is to quit. That is exactly what the majority of
people do. More than five hundred of the most successful
individuals this country has ever known have told me that
their greatest success came just one step beyond the point
at which defeat had overtaken them. Failure is a trickster

(27:26):
with a keen sense of irony and cunning.

Speaker 2 (27:29):
It takes great.

Speaker 1 (27:30):
Delight in tripping one when success is almost within reach,
a fifty cent lesson in persistence. Shortly after mister Darby
received his degree from the University of hard Knocks and
had decided to profit by his experience in the gold
mining business, he had the good fortune to be present

(27:51):
on an occasion that proved to him that no does
not necessarily mean no. One afternoon, he was helping an
uncle grind wheat in in an old fashioned mill. The
uncle operated a large farm on which a number of
black sharecropper farmers lived quietly. The door was opened, and

(28:11):
a small child the daughter of one of the tenant
families walked in and took her place near the door.
The uncle looked up, saw the child and barked at
her roughly, what do you want? Meekly, the child replied,
my mama say to send her fifty cents. I'll not

(28:31):
do it. The uncle retorted, now you run on home, yes, sir,
the child replied, but she did not move. The uncle
went ahead with his work, so busily engaged that he
did not pay enough attention to the child to observe
that she did not leave. When he looked up and

(28:54):
saw her still standing there, he yelled at her. I
told you to go on home, now, go or I'll
take a switch to you. The little girl said, yes, sir,
but she did not budge an inch. The uncle dropped
a sack of grain he was about to pour into
the mill. Hopper, picked up a barrel stave and started

(29:16):
toward the child with an expression on his face that
indicated trouble. Darby held his breath. He was certain he
was about to witness so horrible beating. He knew his
uncle had a fierce temper. In those days, poor children,
especially sharecropper children, simply were not allowed to exhibit such

(29:39):
overt defiance. When the uncle reached the spot where the
child was standing, she quickly moved forward one step, looked
up into his eyes, and screamed at the top of
her shrill voice, and why Mamma's gotta have that fifty cents.
The uncle stopped, looked at her for a minute, then
slowly laid the barrel stave off on the floor, put

(30:01):
his hand in his pocket, took out a half dollar,
and gave it to her. The child took the money
and slowly back toward the door, never taking her eyes
off the man she had just conquered. After she had gone,
the uncle sat down on a box and looked out
the window into space.

Speaker 2 (30:19):
For more than.

Speaker 1 (30:20):
Ten minutes, he was pondering with awe the whipping he
had just taken. Mister Darby, too, was doing some thinking.
That was the first time in all his experience he
had seen a black child deliberately master a white adult.
How did she do it? What happened to his uncle

(30:43):
that robbed him of his fierceness and made him as
docile as a lamb? What strange power did this child
use that made her master over this man? These and
other similar questions flashed into Darby's mind, but he did
not find the answer until years later, when he told
me the story. Strangely, the story of this unusual experience

(31:06):
was told to me in the old mill, on the
very spot where the uncle took his whipping. Strangely, too,
I had devoted nearly a quarter of a century to
the study of that same power which enabled a small,
illiterate sharecropper's child to conquer a powerful figure of authority.
As we stood there in that musty old mill, mister

(31:28):
Darby repeated the story of the unusual conquest, and finished
by asking, what can you make of it? What strange
power did that child use that so completely whipped my uncle?
The answer to his question will be found in the
principles described in this book. The answer is full and complete.

(31:51):
It contains details and instructions sufficient to enable anyone to
understand and apply the same force which the little child
stumbled upon accident. Keep your mind alert, and you will
observe exactly what strange power came to the rescue of
the child. You will catch a glimpse of this power
in the next chapter. Somewhere in this book you will

(32:14):
find an idea that will quicken your receptive powers, and
place at your command for your own benefit, the same
irresistible power. The awareness of this power may come to
you in the first chapter, or it may flash into
your mind in some subsequent chapter. It may come in
the form of a single idea, or it may come

(32:37):
in the nature of a plan or a purpose. Again,
it may cause you to go back into your past
experiences of failure or defeat, and bring to the surface
some lesson by which you can regain all that you
lost through defeat. After I had described to mister Darby
the power unwittingly used by the little child, he quickly

(32:58):
retraced his thirty years years of experience as a life
insurance salesman and frankly acknowledged that his success in that
field was due in no small degree to the lesson
he had learned from the child. Mister Darby pointed out,
every time of prospect tried to bomb me out without buying.
I saw that child standing there in the old mill,
her big eyes glaring in defiance, and I said to myself,

(33:22):
I've got to make this sale. The better portion of
all sales I have made were made after people had
said no. He recalled too, his mistake in having stopped
only three feet from gold. But that experience, he said,
was a blessing in disguise. It taught me to keep

(33:43):
on keeping on, no matter how hard the going may be,
a lesson I needed to learn before I could succeed
in anything. This story of mister Darby, his uncle, the child,
and the gold mine, doubtless will be read by hundreds
of men and women who make their living in sales.
To all of these, I wish to offer the suggestion

(34:04):
that Darby owed to these two experiences his ability to
sell more than a million dollars of life insurance every year,
an incredible feat in his day. Life is strange and
often imponderable. Both its successes and its failures have their
roots in simple experiences. Mister Darby's experiences were commonplace and

(34:27):
simple enough, yet they held the answer to his destiny
in life. Therefore, they were as important to him as
life itself. He profited by these two dramatic experiences because
he analyzed them and found the lesson they taught.

Speaker 2 (34:44):
But what of the.

Speaker 1 (34:45):
Person who was neither the time nor the inclination to
study failure in search of knowledge that may lead to
success wherein how is that individual to learn the art
of converting defeat into stepping stones to opportunity. To answer
these questions, this book was written. The answer calls for

(35:06):
a description of thirteen steps or principles. But remember, as
you read the answer, you may be seeking to the
questions which have caused you to ponder over the strangeness
of life may be found in your own mind, which,
through some idea, plan, or purpose which may spring into
your mind as you read. One sound idea is all

(35:26):
that one needs to achieve success. The principles described in
this book contain the best and the most practical of
all that is known concerning ways and means of creating
useful ideas. Before we go any further in our approach
to the description of these principles, I believe you are
entitled to receive this important suggestion. When riches begin to come,

(35:50):
they come so quickly, in such great abundance that one
wonders where they have been hiding during all those lean years.
This is an astounding state, and all the more so
when we take into consideration the popular belief that riches
come only to those who work hard and long. When
you begin to think and grow rich. You will observe

(36:12):
that riches begin with a state of mind, with definiteness
of purpose, and with little or no hard work. You
and every other person ought to be interested in knowing
how to acquire that state of mind which will attract riches.
I spend twenty five years in research, analyzing thousands of people,
because I too wanted to know how wealthy people become

(36:35):
that way. Without that research, this book could not have
been written. Here take notice of a very significant truth.
The Great Depression started in nineteen twenty nine and continued
on to an all time record of economic destruction until
some time after President Franklin D. Roosevelt entered office. Then

(36:57):
the depression began to fade into nothing. Just as an
usher in a theater raises the light so gradually that
darkness is transmuted into light before.

Speaker 2 (37:08):
You realize it, so did the spell of.

Speaker 1 (37:10):
Fear in the minds of the people gradually fade away
and become faith. Observe closely that as soon as you
master the principles of this philosophy and begin to follow
the instructions for applying those principles, your financial status will
begin to improve, and everything you touch will begin to
transmute itself into an asset for your benefit. Impossible not

(37:35):
at all. One of the main weaknesses of the human
race is the average person's familiarity with the word impossible.
People know all the rules which will not work. They
know all the things which cannot be done. This book
was written for those who seek the rules which have

(37:56):
made others successful, and who are willing to stake everything
on those rules. A great many years ago I purchased
a fine dictionary. The first thing I did with it
was to turn to the word impossible and neatly clip
it out of the book. That would not be an
unwise thing for you to do. Success comes to those

(38:19):
who become success conscious. Failure comes to those who indifferently
allow themselves to become failure conscious. The object of this
book is to help all who seek it to learn
the art of changing their minds from failure consciousness to
success consciousness. Another weakness found in altogether too many people

(38:41):
is the habit of measuring everything and everyone by their
own impressions and beliefs. Some who read this will believe
that no one can think and grow rich. They cannot
think in terms of riches because their thought habits have
been steeped in poverty, want, misery, failure, and these unfortunate

(39:03):
people remind me of a prominent Asian who came to
America when he was a student to be educated in
American ways. He attended the University of Chicago. One day,
President William Rainey Harper six met this young man on
the campus, stopped to chat with him for a few minutes,
and asked what had impressed him as being the most

(39:25):
noticeable characteristic of the American people. Why, the student exclaimed,
your eyes? What does the typical Caucasians say about people
of Asian descent? We refuse to believe, or we think
God that which is not familiar or which we do
not understand. We foolishly believe that our own limitations are

(39:50):
the proper measure of limitations. Sure, another person's eyes may
appear different because they are not the same as r own.
Millions of people look at the achievements of highly successful
entrepreneurs such as Henry Ford after they have arrived and
envy them because of their good fortune or luck or

(40:11):
genius or whatever it is that they credit for the
entrepreneur's fortunes. Perhaps one person in every hundred thousand knows
the secret of entrepreneurial success, and those who do know
are too modest or too reluctant to speak of it
because of its simplicity. A single event will illustrate the

(40:31):
secret perfectly. One day, Ford decided to produce his now
famous V eight automobile engine, one of the most successful
developments in the history of the automobile industry. He chose
to build an engine with the entire eight cylinders cast
in one block, and he instructed his engineers to produce

(40:52):
a design for the engine. The design was placed on paper,
but the engineers agreed to a man that it was
simply impossible to cast an eight cylinder gas engine block
in one piece. Ford said, produce it anyway, but they
replied it's impossible. Go ahead, Ford commanded, and stay on

(41:17):
the job until you succeed, no matter how much time
is required. The engineers went ahead. There was nothing else
for them to do if they were to remain on
the Ford's staff. Six months went by, nothing happened. Another
six months passed, and still nothing happened. The engineers tried

(41:41):
every conceivable plan to carry out the orders, but the
thing seemed out of the question impossible. At the end
of the year, Ford checked with his engineers, and again
they informed him they had found no way to carry
out his orders. Go right ahead, said Ford, I want it,

(42:01):
and I'll have it. They went ahead, and then, as
if by a stroke of magic, the secret was discovered.
The Ford determination had won once more.

Speaker 2 (42:13):
Seven.

Speaker 1 (42:14):
This story may not be described with minute accuracy, but
the summon substance of it is correct. Deduce from it
if you wish to think and grow rich the secret
of the Ford millions. You'll not have to look very far.
Henry Ford was a success because he understood and applied

(42:35):
the principles of success. One of these is desire, knowing
what you want. Remember this Ford's story as you read,
and pick out the lines in which the secret of
his stupendous achievement has been described. If you can do this,
if you can lay your finger on the particular group

(42:55):
of principles which made Henry Ford rich, you can equal
his achievements in almost any calling for which you are suited.

Speaker 2 (43:04):
You are the.

Speaker 1 (43:04):
Master of your fate, the captain of your soul. When
poet William Ernest Henley wrote the prophetic lines, I am
the master of my fate. I am the captain of
my soul. He should have informed us that we are
the masters of our fate, the captains of our souls,
because we have the power to control our thoughts. He

(43:26):
should have told us that the universe in which this
little earth floats, in which we move and have our being,
is itself a form of energy, and it is filled
with a form of universal power, which adapts itself to
the nature of the thoughts we hold in our minds,
and influences us in natural ways to transmute our thoughts
into their physical equivalent. If the poet had told us

(43:49):
of this great truth, we should know wyat eye ask
that we are the masters of our fate, the captains
of our souls. He should have told us, with great
emphasis that this power makes no attempt to discriminate between
destructive thoughts and constructive thoughts, that it will urge us
to translate into physical reality thoughts of poverty just as

(44:10):
quickly as it will influence us to act upon thoughts
of riches. He should have told us too, that our
brains become magnetized with the dominating thoughts we hold in
our minds, and that by means which no one fully understands,
these dominating thoughts, like magnets, attract to us the forces,

(44:31):
the people, the circumstances of life which harmonize with the
nature of our dominating thoughts. He should have told us
that before we can accumulate riches in great abundance, we
must magnetize our minds with intense desire for riches, that
we must become money conscious, until the desire for money
drives us to create definite plans for acquiring it. But

(44:55):
being a poet and not a philosopher, Henley contented himself
by state a great truth in poetic form, leaving those
who followed him to interpret the philosophical meaning of his lines.
Little by little, the truth has unfolded itself, until it
now appears certain that the principles described in this book

(45:16):
hold the secret of mastery over our economic fate. We
are now almost ready to examine the first of the
thirteen steps to riches that underlie the think and grow
rich philosophy. Maintain a spirit of open mindedness, and remember
as you read that these principles are the invention of
no one individual. The principles were gathered from the life

(45:40):
experiences of more than five hundred people who actually accumulated
riches in huge amounts people who began in poverty with
but little education, without influence. The principles worked for these individuals.
You can put them to work for your own enduring benefit.

(46:01):
You will find it easy, not hard to do. Before
you read about the first step to riches in the
next chapter, I want you to know that it conveys
factual information that might easily change your entire financial destiny,
just as it so definitely brought changes of stupendous proportions
to two persons to be described. I want you to

(46:24):
know also that the relationship between these two individuals and
myself as such that I could have taken no liberties
with the facts, even if I had wished to do so.
One of them was my closest personal friend for more
than a quarter of a century. The other is my
own son. The unusual success of these two men, success

(46:46):
which they generously accredit to the principle described in the
next chapter, more than justifies this personal reference as a
means of emphasizing the far flung power of this principle.
Many years ago I delivered the commencement address at Salem
College in Salem, West Virginia. I emphasized the principle described

(47:08):
in the next chapter with so much intensity that one
of the members of the graduating class definitely appropriated it
and made it a part of his own philosophy. That
young man went on to become a distinguished member of
Congress and an important figure in the national government. Just
before this book went to the publisher, the US Senator

(47:31):
wrote me a letter in which he so clearly stated
his opinion of the principal outlined in the next chapter
that I have chosen to publish his letter here as
a forward to that chapter. It gives you an idea
of the rewards to come. My dear Napoleon, my service
as a member of Congress having given me an insight

(47:53):
into the problems of men and women. I am writing
to offer a suggestion which may become helpful to thousands
of worthy people. With apologies, I must state that the suggestion,
if acted upon, will mean several years of labor and
responsibility for you. But I am enheartened to make the
suggestion because I know your great love for rendering useful service.

(48:31):
You delivered the commencement address at Salem College when I
was a member of the graduating class. In that address,
you planted in my mind an idea which has been
responsible for the opportunity one now have to serve the
people of my state, and will be responsible in a
very large measure for whatever success I may have in

(48:52):
the future. The suggestion I have in mind is that
you put into a book that summoned substance of the
address you deliver ever at Salem College, and in that
way give the people of America an opportunity to profit
by your many years of experience and association with those who,
by their greatness, have made America the richest nation on earth.

(49:15):
I recall, as though it were yesterday, the marvelous description
you gave of the method by which Henry Ford, with
but little schooling, without a dollar, with no influential friends,
rose to great heights. I made up my mind then,
even before you had finished your speech, that I would
make a place for myself, no matter how many difficulties

(49:36):
I had to surmount. Thousands of young people will finish
their schooling this year, and within the next few years,
every one of them will be seeking just such a
message of practical encouragement as the one I received from you.
They will want to know where to turn, what to
do to get started in life. You can tell them

(50:00):
because you have helped to solve the problems of so
many many people. If there is any possible way that
you can afford to render so great a service, may
I offer the suggestion that you include with every book
one of your personal analysis charts, in order that the
purchaser of the book may have the benefit of a
complete self inventory, indicating, as you indicated to me years ago,

(50:25):
exactly what is standing in the way of success. Such
a service as this, providing the readers of your book
with a complete, unbiased picture of their faults and their virtues,
would mean to them the difference between success and failure.
The service would be priceless. Millions of people are now

(50:46):
facing the problem of staging a comeback, and I speak
from personal experience when I say I know these earnest
people would welcome the opportunity to receive your suggestions for
the solution. You know the problems of those who face
the necessity of beginning all over again. There are thousands
of people in America today who would like to know

(51:08):
how they can convert ideas into money. People who must
start at scratch without finances and recoup their losses. If
anyone can help them.

Speaker 2 (51:19):
You can.

Speaker 1 (51:21):
If you publish the book. I would like to own
the first copy that comes from the press, personally autographed
by you. With best wishes. Believe me cordially yours, Jennings
Randolph nine. What that commencement address had kindled in Senator
Jennings Randolph as he was about to set out on

(51:43):
adult life was his first real understanding of the enormous
power of desire, the first step to riches. A burning
desire tob and to do is the starting point from
which the dreamer must take off. Dreams are not born
of indifference, laziness, or lack of ambition. Chapter one Desire

(52:09):
the starting point of all achievement, the first step to riches.

Speaker 2 (52:17):
When Edwin C.

Speaker 1 (52:18):
Barnes climbed down from that freight train in Orange and
New Jersey, he may have resembled a tramp, but his
thoughts were those of a king. As he made his
way from the railroad tracks to Thomas Edison's office, his
mind was at work. He saw himself standing in Edison's presence.

(52:38):
He heard himself asking mister Edison for an opportunity to
carry out the one consuming obsession of his life, a
burning desire to become the business associate of the great inventor.
Barnes desire was not a hope. It was not a wish.
It was a keen, pulsating desire that transcends everything else.

(53:02):
It was definite. The desire was not new when he
approached Edison. It had been Barnes's dominating desire for a
long time. In the beginning. When the desire first appeared
in his mind, it may have been probably was only
a wish, but it was no mere wish when he

(53:22):
appeared before Edison with it. A few years later, Edwin C.
Barnes again stood before Edison in the same office where
he first met the inventor. This time, his desire had
been translated into reality. He was in business with Edison.
The dominating dream of his life had become a reality.

(53:47):
People who later knew Barnes envied him because of the
break that life had yielded him. They saw him in
the days of his triumph without taking the trouble to
investigate the cause of his success. Barnes succeeded because he
chose a definite goal, placed all his energy, all his
will power, all his effort, everything back of that goal.

(54:11):
He did not become the partner of Edison the day
he arrived. He was content to start at the most
menial work as long as it provided an opportunity to
take even one step toward his cherished goal. Five years
passed before the chance he had been seeking made its appearance.
During all those years, not one ray of hope, not

(54:34):
one promise of attainment of his desire, had been held
out to him. To everyone except himself, he appeared to
be only another cog in the Edison business wheel. But
in his own mind he was the partner of Edison
every minute of the time, from the very day that
he first went to work there. It is a remarkable

(54:54):
illustration of the power of a definite desire.

Speaker 2 (54:59):
Barnes his.

Speaker 1 (55:00):
Because he wanted to be a business associate of mister
Edison more than he wanted anything else. He created a
plan by which to attain that purpose. But he burned
all bridges behind him. He stood by his desire until
it became the dominating obsession of his life, and finally

(55:21):
a fact. When he went to Orange, he did not
say to himself, I will try to induce Edison to
give me a job.

Speaker 2 (55:29):
Of some sort.

Speaker 1 (55:31):
He said, I will see Edison and put him on
notice that I have come to go into business with him.
He did not say I will work there for a
few months, and if I get no encouragement, I will
quit and get a job somewhere else. He did say,
I will start anywhere. I will do anything Edison tells

(55:51):
me to do. But before I am through, I will
be his associate. He did not say, I will keep
my eyes open for another opportunity in case I fail
to get what I want in the Edison organization. He said,
there is but one thing in this world that I
am determined to have, and that is a business association

(56:13):
with Thomas A.

Speaker 2 (56:14):
Edison.

Speaker 1 (56:15):
I will burn all bridges behind me and stake my
entire future on my ability to get what I want.
He left himself no possible way of retreat. He had
to win or perish. That is all there is to
the Barn's story of success. A long while ago, a

(56:36):
great warrior faced his situation which made it necessary for
him to make a decision which ensured his success on
the battlefield. He was about to send his armies against
a powerful foe whose men outnumbered his own. He loaded
his soldiers into boats sailed to the enemy's country, unloaded
soldiers and equipment, then gave the order to burn them

(57:00):
ships that had carried them. Addressing his troops before the
first battle, he said, you see the boats going up
in smoke. That means that we cannot leave these shores
alive unless we win. We now have no choice. We
win or we perish.

Speaker 2 (57:20):
They won.

Speaker 1 (57:23):
Those who would win in any undertaking must be willing
to burn their ships and cut all sources of retreat.
Only by so doing can one be sure of maintaining
that state of mind known as a burning desire to
win essential to success. The morning after the Great Chicago Fire,
a group of merchants stood on State Street, looking at

(57:45):
the smoking remains of what had been their stores. They
went into a conference to decide if they would try
to rebuild or leave Chicago and start over in a
more promising section of the country. They reached a decision,
all all except one to leave Chicago. The merchant who
decided to stay and rebuild, pointed a finger at the

(58:07):
remains of his store and said, gentlemen, on that very spot,
I will build the world's greatest store, no matter how
many times it may burn down. That was in eighteen
seventy one. The store was built, it became a towering
monument to the power of that state of mind known

(58:27):
as burning desire. The easy thing for marshall Field to
have done would have been exactly what his fellow merchants did.
When the going was hard and the future looked dismal.
They pulled up and went where the going seemed easier.
Mark well this difference between Marshall Field and the other merchants,

(58:48):
because it is the same difference that distinguished Edwin C.
Barnes from thousands of other young people who worked in
the Edison organization. It is the same difference which distinguished
practically all who succeed from those who fail. Every individual
who reaches the age of understanding the purpose of money

(59:09):
wishes for it. Wishing will not bring riches, but desiring
riches with a state of mind that becomes an obsession.
Then planning definite ways and means to acquire riches, and
backing those plans with persistence which does not recognize failure,
will bring riches. The method by which desire for riches

(59:31):
can be transmuted into its financial equivalent consists of six
definite practical actions. First, fixing your mind the exact amount
of money you desire. It is not sufficient merely to
say I want plenty of money. Be definite as to

(59:52):
the amount. There is a psychological reason for definiteness, which
will be described in a subsequent chapter. Second, determine exactly
what you intend to give in return for the money
you desire. There is no such reality as something for nothing. Third,

(01:00:16):
establish a definite date when you intend to possess the
money you desire. Fourth, create a definite plan for carrying
out your desire, and begin at once whether you are
ready or not to put this plan into action. Fifth,
write out a clear, concise statement of the amount of

(01:00:38):
money you intend to acquire, name the time limit for
its acquisition, State what you intend to give in return
for the money, and describe clearly the plan through which
you intend to accumulate it. Sixth, read your written statement
aloud twice daily, once just before retiring at night and

(01:00:58):
once after arising in the morning. As you read, see
and feel and believe yourself already in possession of the money.
It is important that you follow the instructions described in
these six actions. It is especially important that you observe
and follow the instructions in the sixth, you may complain

(01:01:21):
that it is impossible for you to see yourself in
possession of money before you actually have it. Here is
where a burning desire will come to your aid. If
you truly desire money so keenly that your desire is
an obsession, you will have no difficulty in convincing yourself
that you will acquire it. The object is to want money,

(01:01:44):
and to become so determined to have it that you convince.

Speaker 2 (01:01:47):
Yourself you will have it.

Speaker 1 (01:01:50):
Only those who become money conscious ever accumulate great riches.
Money consciousness means that the mind has become so thoroughly saturate,
rated with the desire for money, that one can see
one's self already in possession of it. To the uninitiated,
who have not been schooled in the working principles of

(01:02:11):
the human mind, these instructions may appear impractical. It may
be helpful to all who fail to recognize the soundness
of the six actions to know that the information they
convey was received from Andrew Carnegie, who began as an
ordinary laborer in the steel mills, but managed, despite his
humble beginnings, to make these principles yield him a fortune

(01:02:34):
of considerably more than one hundred million dollars. It may
be of further help to know that the six actions
here recommended were carefully scrutinized by Thomas A. Edison, who
placed his stamp of approval upon them as being not
only the steps essential for the accumulation of money, but
necessary for the attainment of any definite goal. The steps

(01:02:57):
call for no hard labor, They call for no sacrifice.
They do not require one to become ridiculous or unthinking.

Speaker 2 (01:03:08):
To apply them.

Speaker 1 (01:03:09):
Calls for no great amount of education. But the successful
completion of these six actions does call for sufficient imagination
to enable one to see and to understand that accumulation
of money cannot be left to chance, good fortune, and luck.
One must realize that all who have accumulated great fortunes

(01:03:31):
first did a certain amount of dreaming, hoping, wishing, desiring,
and planning before they acquired money. You may as well
know right here that you can never have riches in
great quantities unless you can work yourself into a white
heat of desire for money and actually believe you will
possess it.

Speaker 2 (01:03:51):
You may as.

Speaker 1 (01:03:52):
Well know also that every great leader from the dawn
of civilization down to the present was a dreamer. Christianity
became one of the greatest powers in the world because
its founder was an intense dreamer who had the vision
and the imagination to see realities in their mental and
spiritual form before they had been transmuted into physical form.

(01:04:16):
If you do not see great riches in your imagination,
you will never see them in your bank balance. Never
in the history of America has there been so great
an opportunity for practical dreamers as now exists. The hardships
of these recent tough and unsettled economic times have put
many people back at square one. A new race is

(01:04:39):
about to be run. The stakes represent huge fortunes which
will be accumulated within the next few years. The rules
of the race have changed because we now live in
a changed world that definitely favors those who have had
little or no opportunity to win under the conditions existing recently,
wh often paralyzed personal and economic growth and development. We

(01:05:05):
who are in this race for riches should be encouraged
to know that this changed world in which we live
is demanding new ideas, new ways of doing things, new leaders,
new inventions, new methods of teaching, new methods of marketing,
new books, new literature, new features for the mass media,
new ideas for entertainment. Back of all this demand for

(01:05:27):
new and better things, there is one quality which one
must possess to win, and that is definiteness of purpose,
the knowledge of what one wants, and a burning desire
to possess it. We have witnessed the death of one
age and the birth of another. This changed world requires
practical dreamers who can and will put their dreams into action.

(01:05:50):
But practical dreamers have always been, and always will be,
the pattern makers of civilization. We who desire to accumulate
riches should remember that the real leaders of the world
always have been individuals who harnessed and put into practical
use the intangible, unseen forces of unborn opportunity, and converted

(01:06:11):
those forces or impulses of thought into skyscrapers, cities, factories, airplanes, automobiles,
and every form of convenience that makes life more pleasant.
Tolerance and an open mind are practical necessities of the
dreamer of today. Those who are afraid of new ideas

(01:06:32):
are doomed before they start. Never has there been a
time more favorable to pioneers than the present.

Speaker 2 (01:06:40):
True, there is.

Speaker 1 (01:06:41):
No wild and wooly West to be conquered as in
the days of the covered wagon. But there is a
vast business, financial, and industrial world to be remolded and
redirected along new and better lines. In planning to acquire
your share of the riches, let no one influence you
to scorn the dreamer. To win the big stakes in

(01:07:04):
this changed world, you must catch the spirit of the
great pioneers of the past, whose dreams have given to
civilization all that it.

Speaker 2 (01:07:12):
Has of value.

Speaker 1 (01:07:14):
It is that spirit which serves as the lifeblood of America,
the burning desire to take full advantage of the wonderful
opportunity yours and mine, to develop and market our talents
in a free land. Let us not forget. Columbus dreamed
of an unknown world, staked his life on the existence
of such a world, and discovered it. Copernicus, the great astronomer,

(01:07:39):
dreamed of a multiplicity of worlds and revealed them. No
one denounced him as impractical after he had triumphed. Instead,
the world worshiped at his shrine, thus proving once more
that success requires ano, apologies, failure, permits, and a alibis.
If the thing you wished to do his right, and

(01:08:01):
you believe in it, Go ahead and do it. Put
your dream across, and never mind what they say if
you meet with temporary defeat, for they perhaps do not
know that every failure brings with it the seed of
an equivalent success. Henry Ford, poor and uneducated, dreamed of

(01:08:22):
a horseless carriage, went to work with what tools he possessed,
without waiting for opportunity to favor him, and now evidence
of his dream belts.

Speaker 2 (01:08:30):
The entire earth.

Speaker 1 (01:08:32):
He put more wheels into operation than anyone who ever lived,
because he was not afraid to back his dreams. Thomas
Edison dreamed of a lamp that could be operated by electricity.
Began where he stood to put his dream into action,
and despite more than ten thousand failures, he stood by
that dream until he made it a physical reality. Practical

(01:08:56):
dreamers do not quit. For Lincoln dreamed of freedom for
the slaves, put his dream into action, and barely missed
living to see a united North and South translate his
dream into reality. The Wright brothers dreamed of a machine
that would fly through the air. Now one may see

(01:09:17):
evidence all over the world that they dreamed soundly. Marconi
dreamed of a system for harnessing the intangible forces of
the electromagnetic spectrum. Evidence that he did not dream in
vain may be found in every radio and television set
in the world. Moreover, Marconi's dream brought the humblest cabin

(01:09:39):
and the stateliest manor house side by side. It has
made the people of every nation on Earth back door neighbors.
It gave the President of the United States the means
by which to talk to all the people of America
at one time, and on short notice. It may interest
you to know that marconi friends had him taken into

(01:10:01):
custody and examined in a mental hospital when he announced
he had discovered a principle through which he could send
messages through the air without the aid of wires or
other direct physical means of communication. The dreamers of today
fare better. The world has become accustomed to new discoveries.

(01:10:23):
It has shown a willingness to reward the dreamer who
gives the world a new idea. The greatest achievement was,
at first, and for a time, a dream. The oak
sleeps in the acorn, the bird weights in the egg,
and in the highest vision of the soul, awaking angel stirs.
Dreams are the seedlings of realities six. Awake, arise and

(01:10:48):
assert yourself. You dreamers of the world, Your star is
in the ascendancy. Worldwide economic uncertainty has brought the opportunity
you have been waiting for. It has taught many people humility, tolerance,
and open mindedness. The world is filled with an abundance

(01:11:10):
of opportunity. The dreamers of the past never knew a
burning desire. Tob and TOD is the starting point from
which the dreamer must take off. Dreams are not born
of indifference, laziness, or lack of ambition. The world no
longer scoffs at dreamers, nor calls them impractical. If you

(01:11:35):
think it does, take a trip to Tennessee and visit
the mighty dams in power plants of the Tennessee Valley
Authority to witness what a dreamer president did in the
way of harnessing and using the great water power of America.
At one time, such a dream would have seemed like madness.
You may have been disappointed. You may have suffered setbacks

(01:11:57):
and defeat during hard economic time. You may have felt
the great heart within you crushed until it bled.

Speaker 2 (01:12:05):
Take courage, for these.

Speaker 1 (01:12:06):
Experiences have tempered the spiritual metal of which you are made,
they are assets of incomparable value. Remember too, that all
who succeed in life get off to a bad start
and pass through many heartbreaking struggles before they arrive. The
turning point in the lives of those who succeed usually

(01:12:27):
comes at the moment of some crisis through which they
are introduced to their other selves. John Bunyan wrote Pilgrim's Progress,
which is among the finest works in all of English literature,
after he had been confined in prison and sorely punished
because of his views on religion, h Henry discovered the

(01:12:49):
genius which slept within his brain after he had met
with great misfortune and was confined in a prison cell
in Columbus, Ohio. Being forced through roumasfortune to become acquainted
with his other self and to use his imagination, he
discovered himself to be a great author instead of a
miserable criminal and outcast. Strange and varied are the ways

(01:13:13):
of life, and stranger are the ways of infinite intelligence
through which human beings are sometimes forced to undergo all
sorts of trouble and tribulation before discovering their own brains
and their own capacity to create useful ideas through imagination. Edison,
the world's greatest inventor and scientist, started out as a

(01:13:35):
tramp telegraph operator. He failed innumerable times before he was
driven finally to the discovery of the genius that slept
within his brain. Charles Dickens began by pasting labels on
blacking pots. The tragedy of his first love penetrated the
depths of his soul and converted him into one of

(01:13:57):
the world's truly great authors. That tragedy produced first David Copperfield,
then a succession of works that made this a richer
and better world for all who read his books. Disappointment
over love affairs can have the effect of driving many
to drink and others to ruin. And this because most
people never learn the art of transmuting their strongest emotions

(01:14:21):
into dreams of a constructive nature. This power of transmutation
will be dealt with in detail later. Helen Keller became
deaf and blind shortly after birth, and for years could
not speak. Despite her misfortune, she wrote her name indelibly
in the pages of the history of the great. Her

(01:14:44):
entire life served as evidence that no one ever is
defeated until defeat has been accepted as a reality. Robert
Burns was an illiterate country lad who was cursed by
poverty and who grew up to be a drunkard. In
the bargain, the world was made better for his having lived,
because he clothed beautiful thoughts in poetry, and thereby plucked

(01:15:06):
a thorn implanted a rose in its place.

Speaker 2 (01:15:10):
Booker T.

Speaker 1 (01:15:11):
Washington was born in slavery, handicapped by race and color
in the society in which he lived. Because he was tolerant,
had an open mind at all times and on all subjects,
and was a dreamer, he left his imprint for good
on an entire nation. Beethoven was deaf, Milton was blind,

(01:15:32):
but their names will last as long as civilization endures
because they dreamed and translated their dreams into organized thought.
Before passing to the next chapter, resolve yourself to kindle
in your mind the fire of hope, faith, courage, and tolerance.
Once you have these states of mind and a working

(01:15:52):
knowledge of the principles described in this book, all else
that you need will come to you when you are
ready for it. There is a difference between wishing for
a thing in being ready to receive it. You are
never ready for a thing until you believe you can
acquire it. The state of mind must be belief, not

(01:16:13):
mere hope or wish. Open mindedness is essential for belief.
Closed minds do not inspire faith, courage, and belief. Remember,
no more effort is required to aim high in life,
to demand abundance and prosperity, than is required to accept
misery and poverty. Jesseb Rittenhouse has correctly stated this universal

(01:16:39):
truth through these lines in his poem My Wage. I
bargained with life for a penny, and life would pay
no more. However, I begged at evening when I counted
my scanty store, for life is a just employer. He
gives you what you ask, but one once you have

(01:17:00):
set the wages, why you must bear the task. I
worked for a menial's hire, only to learn dismayed that
any wage I had asked of life, life would have
willingly paid. Desire Outwheat's mother nature. As a fitting conclusion

(01:17:21):
to this chapter, I wished to introduce one of the
most unusual persons I have ever known.

Speaker 2 (01:17:27):
I first saw.

Speaker 1 (01:17:28):
Him many years ago, a few minutes after he was born.
He came into the world without any external physical sign
of ears, and the doctor admitted, when pressed for an opinion,
that the child would likely be death and mute for life.

Speaker 2 (01:17:45):
Asterisk.

Speaker 1 (01:17:46):
This was long before the advent of the kind of
reconstructive surgery that is commonplace today. I challenged the doctor's opinion.
I had the right to do so. I was the
child's father. I too reached a decision and rendered an opinion.

(01:18:06):
But I expressed the opinion silently. In the secrecy of
my own heart. I decided that my son would hear
and speak. Nature could send me a child without normal
organs of hearing, but nature could not induce me to
accept the reality of the affliction. In my own mind,

(01:18:26):
I knew that my son would hear and speak. How
I was sure there must be a way, and I
knew I would find it. I thought of the words
of the immortal Emerson. The whole course of things goes to.

Speaker 2 (01:18:41):
Teach us faith.

Speaker 1 (01:18:43):
We need only obey. There is guidance for each of us,
and by lowly listening we shall hear the right word.
The right word. Desire, more than anything else, I desired
that my son should not be deaf and mute. From
that desire, I never receded, not for a second. Many

(01:19:08):
years previously, I had written, our only limitations are those
we set up in our own minds. For the first time,
I wondered if that statement were true. Lying on the
bed in front of me was a newborn child without
the natural equipment of hearing. Even though he might eventually

(01:19:28):
hear and speak, he was obviously disfigured for life. Surely
this was a limitation which that child had not set.

Speaker 2 (01:19:37):
Up in his own mind. What could I do about it?

Speaker 1 (01:19:42):
Somehow I would find a way to transplant into that
child's mind my own burning desire for ways and means
of conveying sound to his brain without the aid of ears.
As soon as the child was old enough to cooperate,
I would fill his mind so completely with a burning
desire to hear hear that nature would, by methods of
her own, translate that desire into physical reality. All this

(01:20:07):
thinking took place in my own mind, but I spoke
of it to no one. Every day I renewed the
pledge I had made to myself not to accept this
disability for my son. As he grew older and began
to take notice of things around him, we observed that
he had a slight degree of hearing. When he reached

(01:20:28):
the age when children usually begin talking. He made no
attempt to speak, but we could tell by his actions
that he could hear certain sound slightly. That was all
I needed to know. I was convinced that if he
could hear even slightly, he might develop still greater hearing capacity.

(01:20:48):
Then something happened which gave me hope. It came from
an entirely unexpected source. We bought a victrola, an old
fashioned phonograph. When the child heard the music for the
first time, he went into ecstasies and promptly appropriated the machine.

(01:21:09):
He soon showed a preference for certain records, among them
It's a Long Way to Tipperary. On one occasion, he
played the piece over and over for almost two hours,
standing in front of the victrola with his teeth clamped
on the edge of the case. The significance of this
self formed habit of his did not become clear to

(01:21:30):
us until years afterward, for we had never heard of
the principle of bone conduction of sound at that time.
Shortly after he appropriated the victrola, I discovered that he
could hear me quite clearly. When I spoke with my
lips touching his mastoid bone at his jawbone, near where
his ear canal would have been. These discoveries placed into

(01:21:53):
my possession the necessary means by which I began to
translate into reality my burning desire to help my son
to be develop hearing and speech. By that time, he
was making stabs at speaking certain words. The outlook was
far from encouraging, but desire back by faith knows no
such word as impossible. Having determined that he could hear

(01:22:17):
the sound of my voice plainly, I began immediately to
transfer to his mind the desire to hear and speak.
I soon discovered that the child enjoyed bedtime stories, so
I went to work creating stories designed to develop in
him self reliance, imagination, and a keen desire to hear.

Speaker 2 (01:22:37):
There was one story in.

Speaker 1 (01:22:38):
Particular, which I emphasized by giving it some new and
dramatic coloring each time it was told. It was designed
to plant in his mind the thought that his disability
was not a liability but an asset of great value.
Despite the fact that all the philosophy I had examined
clearly indicated that every adversity brings with it the seat

(01:23:00):
of an equivalent advantage. I must confess that I had
not the slightest idea how this affliction could ever become
an asset. However, I continued my practice of wrapping that
philosophy in bedtime stories, hoping the time would come when
he would find some plan by which his disability could
be made to serve some useful purpose. Reason told me

(01:23:23):
plainly that there was no adequate compensation for the lack
of ears and natural hearing equipment. Desire, backed by faith,
pushed reason aside and inspired me to carry on. As
I analyzed the experience in retrospect, I can see now
that my son's faith in me had much to do
with the astounding results.

Speaker 2 (01:23:45):
He did not.

Speaker 1 (01:23:46):
Question anything I told him. I sold him the idea
that he had a distinct advantage over his older brother,
and that this advantage would reflect itself in many ways.
We could notice that the child's hearing was gradually improving. Moreover,
he had not the slightest tendency to be self conscious

(01:24:08):
because of his affliction. When he was about seven, he
showed the first evidence that our method of servicing his
mind was bearing fruit. For several months, he begged for
the privilege of selling newspapers, but his mother would not
give her consent. She was afraid that his deafness made
it unsafe for him to go out on the street alone. Finally,

(01:24:33):
he took matters into his own hands.

Speaker 2 (01:24:36):
One afternoon, when he was left at home with.

Speaker 1 (01:24:39):
The servants, he climbed through the kitchen window shinney to
the ground and set out on his own. He borrowed
six cents in capital from the neighborhood shoemaker, invested it
in papers, sold out, reinvested, and kept repeating this process
until late in the evening. After balancing his accounts and

(01:24:59):
pain back the sixth sense he had borrowed from his banker,
he had a net profit of forty two cents. When
we got home that night, we found him in bed, asleep,
with the money tightly clenched in his little hand. His
mother opened his hand, removed the coins, and cried. Of
all things, crying over her son's first victory seemed so inappropriate.

(01:25:26):
My reaction was the reverse. I laughed heartily, for I
knew that my endeavor to plant in the child's mind
and attitude of faith in himself had been successful. His
mother saw on his first business venture, a little deaf
boy who had gone out in the streets and risked
his life to earn money. I saw a brave, ambitious,

(01:25:49):
self reliant little businessman whose stock in himself had been
increased one hundred percent because he had gone into business
on his own initiative and had one The transaction pleased
me because I knew that he had given evidence of
a trade of resourcefulness that would go with him all
through life. Later events proved this to be true. When

(01:26:11):
his older brother wanted something, he would lie down on
the floor, kake his feet in the air, cry for it,
and get it. When the little deaf boy wanted something,
he would plan a way to ruin the money, then
buy it for himself. He would follow that pattern throughout
adult life. Truly, my own son taught me that disabilities

(01:26:34):
can be converted into stepping stones on which one may
climb towards some worthy goal, unless they are accepted as
obstacles and used as alibis. The little deaf boy went
through grade school, high school, and college without being able
to hear his teachers except when they shouted loudly at
close range. He did not go to a special school.

(01:26:58):
We were determined that he should live as normal a
life as possible an associate with children with hearing, and
we stood by that decision, although it cost us many
heated debates with school officials. While he was in high school,
he tried a hearing aid, but it was of no
value to him. During his last week in college, something

(01:27:19):
happened which marked the most important turning point.

Speaker 2 (01:27:22):
Of his life.

Speaker 1 (01:27:24):
Through what seemed to be mere chance, he came into
possession of another hearing aid device, which was sent to
him on trial. He was slow about testing it because
of his disappointment with the earlier device. Finally, he picked
the instrument up and more or less carelessly placed it
on his head, hooked up the battery, and lo as

(01:27:46):
if by a stroke of magic, his lifelong desire for
normal hearing became a reality. For the first time in
his life, he could hear practically as well as any
person with normal hearing. Overjoyed because of the changed world
which had been brought to and through his hearing device,
he rushed to the telephone, called his mother and heard

(01:28:08):
her voice perfectly. The next day, he plainly heard the
voices of his professors in class for the first time
in his life. Previously, he could hear them only when
they shouted at short range. He heard the radio, He
heard the movies. For the first time in his life,

(01:28:29):
he could converse freely with other people, without the necessity
of their having to speak loudly. Truly, he had come
into possession of a changed world. We had refused to
accept nature's error, and by persistent desire, we had induced
nature to correct that error through the only practical means available.

(01:28:52):
Desire had commenced to pay dividends. But the victory was
not yet complete. The boy still had to find a
definite and practical way to convert his disability into an
equivalent asset. Hardly realizing the significance of what had already
been accomplished, but intoxicated with the joy of his newly

(01:29:13):
discovered world of sound, he wrote a letter to the
manufacturer of the hearing aid, enthusiastically describing his experience. Something
in his letter, something perhaps which was not written on
the lines but back of them, caused the company to
invite him to New York. When he arrived, he was

(01:29:34):
escorted through the factory, and, while talking with the chief engineer,
telling him about his changed world, a hunch, an idea,
or an inspiration, call it what you wish, flashed into
his mind. It was this impulse of thought which converted
his affliction into an asset destined to pay dividends in
both money and happiness to thousands of other people. The

(01:29:58):
sum and substance of that impulse have thought was this.
It occurred to him that he might be of help
to the millions of deaf people who go through life
without the benefit of hearing aids if he could find
a way to tell them the story of his changed world.
Then and there he reached a decision to devote the
remainder of his life to rendering useful service to the

(01:30:19):
heart of hearing. For an entire month, he did intensive research,
during which he analyzed the entire marketing system of the
manufacturer of the hearing device. He figured out possible ways
and means to communicate with hearing impaired people all over
the world for the purpose of sharing with them his

(01:30:39):
newly discovered changed world. When this was done, he put
in writing a two year plan based upon his findings.
When he presented the plan to the company, he was
instantly given a position for the purpose of carrying out
his ambition. Little did he dream when he went to
work that he was destined and to bring hope and

(01:31:01):
practical relief to thousands of people who, without his help,
would never have overcome their hearing disability. Shortly after he
became associated with the manufacturer of his hearing aid, he
invited me to attend a class conducted by his company
to teach deaf people to hear and to speak. I
had never heard of such a form of education. Therefore

(01:31:24):
I visited the class skeptical but hopeful that my time
would not be entirely wasted. Here I saw a demonstration
which gave me a greatly enlarged vision of what I
had done to arouse and keep alive in my son's mind,
the desire for normal hearing. I saw deaf people actually
being taught to hear and to speak through application of

(01:31:45):
the self same principle I had used more than twenty
years previously with my son Blair.

Speaker 2 (01:31:52):
There is no doubt in my mind.

Speaker 1 (01:31:53):
That Blair would have been unable to hear or speak
for all his life. Of his mother and I had
not managed to shape his mind as we did. The
doctor who attended at his birth told us the child
might never hear a sound or say a word. Later,
doctor Irving Vorhees, a noted specialist on such cases, examined

(01:32:14):
Blair thoroughly. He was astounded when he learned how well
my son could hear and speak, And he said his
examination indicated that theoretically the boy should not be able
to hear at all. When I planted in Blair's mind
the desire to hear and talk and live normally, there
went with that impulse some strange influence which caused nature

(01:32:36):
to become bridge builder and to span the gulf of
silence between his brain and the outer world by some
means which the keenest medical specialists were not able to interpret.
It would be sacrilege for me even to pretend I
fully understand how Nature performed this miracle. It would be
unforgivable if I neglected to tell the world as much

(01:32:58):
as I know of the humble part one assumed in
the strange experience. It is my duty and a privilege
to say I believe, and not without reason, that nothing
is impossible to the person who backs desire with enduring faith.
A burning desire has deedious ways of transmuting itself into

(01:33:18):
its physical equivalent. Blair desired normal hearing, and he received it.
He was born with a disability which might easily have
sent one with a less defined desire to the street
with a bundle of pencils and a tin cup. That
disability served as the medium by which he would go

(01:33:39):
on to render useful service to many thousands of hearing
impaired people, and it gave him useful employment at adequate
financial compensation for years. The Little White LII planted in
his mind when he was a child by leading him
to believe his affliction would become a great asset which
he could capitalize on justify itself. Verily, there is nothing

(01:34:03):
right or wrong that belief plus burning desire cannot make real.
These qualities are free to everyone.

Speaker 2 (01:34:12):
In all my.

Speaker 1 (01:34:13):
Experience in dealing with men and women with personal problems,
I never handled a single case which more definitely demonstrated
the power of desire. Authors sometimes make the mistake of
writing of subjects of which they have but superficial or
very elementary knowledge. It has been my good fortune to

(01:34:34):
have had the privilege of testing the soundness of the
power of desire through the affliction of my own son.
Perhaps it was providential that the experience came as it did,
for surely no one was better prepared than he to
serve as an example of what happens when desire is
put to the test. If Mother Nature bends to the

(01:34:54):
will of a burning desire, is it logical to think
that mere human beings can defeat one? Strange and imponderable
is the power of the human mind. We do not
understand the method by which it uses every circumstance, every individual,
every physical thing within its reach as a means of

(01:35:15):
transmuting desire into its physical counterpart. Perhaps science will one
day uncover the secret. I planted in my son's mind
the desire to hear and to speak as any other
person hears and speaks. That desire became a reality. I
planted in his mind, the desire to convert his greatest

(01:35:38):
disability into his greatest asset. That desire was realized. The
method by which this astounding result was achieved is not
hard to describe. It consisted of three very definite acts. First,
I mixed faith with the desire for normal hearing, which
I passed on to my son. Second, I communicated my

(01:36:02):
desire to him in every conceivable way available, Through persistent,
continuous effort over a period of years.

Speaker 2 (01:36:11):
Third he believed me.

Speaker 1 (01:36:14):
As this chapter was being completed, news came of the
death of Madame Schumannheink. One short paragraph in the news
dispatch about her death gives the clue to this unusual
woman's stupendous success as a singer. I quote portions of
the paragraph because the clue it contains is none other
than desire. Early in her career, Madame Schumannheink visited the

(01:36:40):
director of the Vienna Court Opera to audition for him,
but he did not grant the audition. After taking one
look at the awkward and poorly dressed girl, he exclaimed,
none too gently, with such a face and with no
personality at all, how can you ever expect to succeed
in opera, my good child, Give up the idea by

(01:37:05):
a sewing machine and go to work. You can never
be a singer. Never is a long time the director
of the Vienna Court Opera knew much about the technique
of singing. He knew little about the power of desire
when it assumes the proportion of an obsession. If he

(01:37:27):
had known more about that power, he would not have
made the mistake of condemning genius without giving it an opportunity.
Several years ago, one of my business associates became seriously ill.
He became worse's time went on, and finally was taken
to the hospital for surgery. Just before he was wheeled

(01:37:49):
into the operating room, I took a look at him
and wondered how anyone as thin and emaciated as he
could possibly go through such a major operation successfully. The
surgeon warned me that there was little, if any chance
of my ever seeing him alive again. But that was
the doctor's opinion, it was not the opinion of the patient.

(01:38:14):
Just before he was wheeled away, he whispered, feebly, do
not be disturbed, Chief, I will be out of here
in a few days. The attending nurse looked at me
with pity, But the patient did come through safely. After
it was all over, his physician said nothing, but his
own desire to live saved him. He never would have

(01:38:37):
pulled through if he had not refused to accept the
possibility of death. I believe in the power of desire
back by faith, because I have seen this power lift
people from lowly beginnings to places of power and wealth.
I have seen it rob the grave of its victims.
I have seen it serve as the medium by which

(01:38:59):
India staged a comeback after having been defeated in a
hundred different ways. I have seen it provide my own
son with a normal, happy, successful life, despite Nature's having
sent him into the world severely disabled. How can one
harness and use the power of desire? This question is

(01:39:21):
answered through this and the subsequent chapters of this book.
This message is going out to the world at the
end of one of the most devastating economic upheavals America
has ever known. It is reasonable to presume that the
message may come to the attention of many who have
been wounded by personal economic calamity, those who have lost

(01:39:43):
their fortunes, others who have lost their positions, and great
numbers who must reorganize their plans in stage a comeback.
To all these, I wish to convey this thought. All achievement,
no matter what may be its nature or its purpose,
must begin with an intense, burning desire for something definite.

(01:40:03):
Through some strange and powerful principle of mental chemistry which
she has never divulged, Nature wraps up in the impulse
of strong desire that something which recognizes no such word
as impossible and accepts no such reality as failure. Fortunately,
nature has also given us the way to channel desire
unwaveringly toward the goals we name and seek. It is

(01:40:28):
the way of faith. The second step to riches faith
is a state of mind which may be induced by
auto suggestion Chapter two Faith, visualization, and belief in the
attainment of desire.

Speaker 2 (01:40:46):
The second step to riches.

Speaker 1 (01:40:49):
Faith i s the head chemist of the mind.

Speaker 2 (01:40:53):
When faith is.

Speaker 1 (01:40:54):
Blended with the vibration of thought, the subconscious mind instantly
picks up the vibration, translates it into its spiritual equivalent,
and transmits it to infinite intelligence, as in the case
of prayer. The emotions of faith, love, and sex are
the most powerful of all the major positive emotions. When

(01:41:16):
the three are blended, they have the effect of coloring
the vibration of thought in such a way that it
instantly reaches the subconscious mind, where it is changed into
its spiritual equivalent, the only form that induces a response
from infinite intelligence. Love and faith are psychic, related to
the spiritual side of humanity. Sex is purely biological and

(01:41:41):
related only to the physical. The mixing or blending of
these three emotions has the effect of opening a direct
line of communication between the finite thinking human mind and
infinite intelligence. How to develop faith? There comes now a
statement which will give a better understanding of the importance

(01:42:04):
the principle of autosuggestion assumes in the transmutation of desire
into its physical or monetary equivalent.

Speaker 2 (01:42:12):
Faith is a state.

Speaker 1 (01:42:13):
Of mind which may be induced or created by affirmations
or repeated instructions to the subconscious mind through the principle
of auto suggestion. As an illustration, consider one main purpose
for which presumably you are reading this book. The object
is naturally to acquire the ability to transmute the intangible

(01:42:37):
thought impulse of desire into its physical counterpart money, by
following the instructions laid down in the chapters on auto
suggestion chapter three and the subconscious Mind chapter eleven. As
summarized in the chapter on autosuggestion, you can convince your
subconscious mind that you believe you will receive that for

(01:42:58):
which you ask. Your subconscious mind will act upon that belief,
then pass it back to you in the form of faith,
followed by definite plans for procuring that.

Speaker 2 (01:43:08):
Which you desire.

Speaker 1 (01:43:11):
The method by which one develops faith where it does
not already exist. Is extremely difficult to describe, almost as
difficult in fact, as it would be to describe the
color of red to a blind person who has never
seen color and has nothing with which to compare what
you describe. Faith is a state of mind which you
can develop. It will after you have mastered the thirteen

(01:43:34):
principles in this book. Because it is a state of
mind which develops through voluntary application and use of these principles.
Repetition or affirmation of orders to your subconscious mind is
the only method of voluntary development of the emotion of faith.
Perhaps the meaning will be made clearer through the following

(01:43:56):
explanation of how individuals sometimes become criminals, Stated in the
words of a famous criminologist, when people first come into contact.

Speaker 2 (01:44:06):
With crime, they abhor it.

Speaker 1 (01:44:09):
If they remain in contact with crime for a time,
they become accustomed to it and endure it. If they
remain in contact with it long enough, they finally embrace
it and become influenced by it. This is the equivalent
of saying that any impulsive thought which has repeatedly passed
on to the subconscious mind is finally accepted and acted

(01:44:32):
upon by the subconscious mind, which proceeds to translate that
impulse into its physical equivalent by the most practical procedure available.
In connection with this, consider again the statement, all thoughts
which have been emotionalized, given feeling, and mixed with faith

(01:44:52):
begin immediately to translate themselves into their physical equivalent or counterpart.
The emotion or the feeling portion of thoughts are the
factors which give thoughts vitality, life and action. The emotions
of faith, love, and sex, when mixed together with any
thought impulse, give it greater action than any of these

(01:45:15):
emotions can do. Singly, it is not only those thought
impulses which have been mixed with faith, but those which
have been mixed with any of the positive emotions or
any of the negative emotions, that can reach and influence
the subconscious mind. From this statement, you will understand that
the subconscious mind will translate into its physical equivalent to

(01:45:38):
thought impulse of a negative or destructive nature just as
readily as it will act upon thought impulses of a
positive or constructive nature. This accounts for the strange phenomenon
which so many millions of people experience, referred to as
misfortune or bad luck. There are millions of people who

(01:45:59):
believe leave themselves doomed to poverty and failure because of
some strange force over which they believe they.

Speaker 2 (01:46:05):
Have no control.

Speaker 1 (01:46:08):
They are the creators of their own misfortunes because of
this negative belief, which is picked up by their subconscious
mind and translated into its physical equivalent. This is an
appropriate place at which to suggest again that you may
benefit by passing on to your subconscious mind any desire
which you wish translated into its physical or monetary equivalent,

(01:46:32):
in a state of expectancy or belief that the transmutation
will actually take place. Your belief or faith is the
element which determines the action of your subconscious mind. There
is nothing to hinder you from deceiving your subconscious mind
when giving it instructions through autosuggestion, as I deceive my

(01:46:53):
son's subconscious mind. To make this deceit more realistic, conduct
yourself when when you call upon your subconscious mind, just
as you would if you were already in possession of
the material thing which you are demanding, The subconscious mind
will transmute into its physical equivalent by the most direct

(01:47:14):
and practical media available any order which is given to
it in a state of belief or faith that the
order will be carried out. Surely enough has been stated
by now to give you a starting point from which
you may, through experiment and practice, acquire the ability to
mix faith with any order given to your subconscious mind.

(01:47:37):
Perfection will come through practice. It cannot come by merely
reading instructions. If it be true that one may become
a criminal by association with crime, and this is a
known fact, it is equally true that one may develop
faith by voluntarily suggesting to the subconscious mind that one has.

(01:47:58):
Faith comes finally to take on the nature of the
influences which dominate it. Understand this truth, and you will
know why. It is essential for you to encourage the
positive emotions as dominating forces of your mind, and to
discourage and eliminate negative emotions. A mind dominated by positive

(01:48:21):
emotions or positive mental attitude becomes a favorable abode for
the state of mind known as faith. A mind so
dominated may at will give the subconscious mind instructions which
it will accept and act upon immediately. Faith is a
state of mind which may be induced by auto suggestion.

(01:48:44):
All down the ages. The religionists three have admonished struggling
humanity to have faith in this, that, and the other
dogma or creed. But they have failed to tell people
how to have faith. They have not stated that faith
is a state of mind, and that it may be
induced by self suggestion in language which any normal human

(01:49:06):
being can understand. This book will describe all that is
known about the principle through which faith can be developed
where it does not already exist. Have faith in yourself,
faith in the infinite. Before we begin, you should be
reminded again that faith is the eternal elixir which gives life, power,

(01:49:28):
and action to the impulse of thought. The foregoing sentence
is worth reading a second time, and a third and
a fourth. It is worth reading aloud. Faith is the
starting point of all accumulation of riches. Faith is the
basis of all miracles and all mysteries which cannot be

(01:49:51):
analyzed by the rules of science. Faith is the only
known antidote for failure. Faith is the element the chemical, which,
when mixed with prayer, gives one direct communication with infinite intelligence.
Faith is the element which transforms the ordinary vibration of

(01:50:12):
thought created by the finite human mind into its spiritual equivalent.
Faith is the only agency through which the cosmic force
of infinite intelligence can be harnessed and used by humanity.
Every one of the foregoing statements is capable of proof.

Speaker 2 (01:50:33):
The proof is.

Speaker 1 (01:50:33):
Simple and easily demonstrated. It is wrapped up in the
principle of auto suggestion. Let us center our attention therefore,
on the subject of self suggestion and find out what
it is and what it is capable of achieving. It
is a well known fact that one comes finally to

(01:50:54):
believe whatever one repeats to one's self, whether the statement
be true or false. If we repeat a lie over
and over, we will eventually accept the lie as truth. Moreover,
we will believe it to be the truth. Each of
us is what we are because of the dominating thoughts
which we permit to occupy our mind. Thoughts which we

(01:51:18):
deliberately place in our own mind and encourage with sympathy,
and with which we mix any one or more of
the emotions constitute the motivating forces which direct and control
our every movement, act, and deed. Comes now a very
significant statement of truth. Thoughts which are mixed with any

(01:51:39):
of the feelings of emotions constitute a magnetic force which
attracts others similar or related thoughts A thought, thus magnetized
with emotion, may be compared to a seed, which, when
planted in fertile soil, germinates, grows and multiplies itself over
and over again, until that which was originally one a

(01:52:00):
small seed becomes countless millions of seeds of the same kind.
All human experience and all human thinking occurs in an environment.
In a universe saturated with radiated energy and signals, from
gravity to magnetism, from cosmic rays to X rays, infrared rays,

(01:52:21):
visible light, sound waves, radar, short waves, radio and television signals.
We live in a world constantly bombarded by vibrations of energy,
though we can perceive directly only the tiniest portion of them. Likewise,
thought impulses are vibrations of energy transmitted in some deeply
mysterious and as yet uncomprehended way, as electrical and chemical

(01:52:45):
currents among brain cells. While we do not yet understand
and cannot describe scientifically the how of the process, it
is clear that thought impulses, like electromagnetic radiation also are
out there somehow, as some experiments with extrasensory perception or
ESB seem clearly to indicate human experience, like the cosmos

(01:53:09):
itself teams with thought, vibrations or influences, both destructive and constructive.
It is characterized at all times by vibrations of fear, poverty, disease, failure, misery,
and vibrations of prosperity, health, success, and happiness, just as
surely as the atmosphere carries the sound of hundreds of

(01:53:31):
orchestrations of music and hundreds of human voices, all of
which maintain their own individuality and means of identification through
the medium of television or radio. From this great storehouse
of experience, the human mind is constantly attracting vibrations which
harmonize with that which dominates the mind. Any thought, idea, plan,

(01:53:56):
or purpose which one holds in one's mind attracts from
the thought by vibrations of existence. A host of its relatives,
adds these relatives to its own force and grows until
it becomes the dominating, motivating master of the individual in
whose mind it has been housed. Now, let us go
back to the starting point and become informed as to

(01:54:17):
how the original seat of an idea, plan or purpose
may be planted in the mind. The information is easily conveyed.
Any idea, plan, or purpose may be placed in the
mind through repetition of thought. This is why you are
asked in the next few pages to write out a
statement of your major purpose or definite chief aim, committed

(01:54:40):
to memory, and repeat it out loud, day after day
until these vibrations of sound have reached your subconscious mind.
We are what we are because of the vibrations of thought,
which we pick up and register through the stimuli of
our daily environment. Resolve to throw off the influences of
any unforce fortunate environment you may have grown up in

(01:55:02):
or now find yourself living in, and to build your
own life to order. Taking inventory of mental assets and abilities,
you will discover that your greatest weakness is lack of
self confidence. This handicap can be surmounted and timidity translated
into courage through the aid of the principle of auto suggestion.

(01:55:25):
The application of this principle may be made through a
simple arrangement of positive thought impulses stated in writing, memorized
and repeated until they become a part of the working
equipment of your subconscious mind. Self confidence formula. First, I

(01:55:45):
know that I have the ability to achieve the object
of my definite purpose in life. Therefore, I demand of
myself persistent, continuous action toward its attainment, and I herein
now promise to render such action. Second, I realize that
the dominating thoughts of my mind will eventually reproduce themselves

(01:56:07):
in outward physical action and gradually transform themselves into physical reality. Therefore,
I will concentrate my thoughts for thirty minutes daily upon
the task of thinking of the person I intend to become,
thereby creating in my mind a clear mental picture of
that person.

Speaker 2 (01:56:26):
Third, I know that, through.

Speaker 1 (01:56:28):
The principle of auto suggestion, any desire that I persistently
hold in my mind will eventually seek expression through some
practical means of attaining the object.

Speaker 2 (01:56:38):
Back of it.

Speaker 1 (01:56:39):
Therefore, I will devote ten minutes daily to demanding of
myself the development of self confidence. Fourth, I have clearly
written down a description of my definite chief aim in life,
and I will never stop trying until I shall have
developed sufficient self confidence for its attainment. I fully realize

(01:57:02):
that no wealth or position can long endure unless built
upon truth and justice.

Speaker 2 (01:57:07):
Therefore, I will.

Speaker 1 (01:57:08):
Engage in no transaction that does not benefit all whom
it affects. I will succeed by attracting to myself, the
forces I wish to use, and the cooperation of other people.
I will induce others to serve me because of my
willingness to serve others. I will eliminate hatred, envy, jealousy, selfishness,

(01:57:31):
and cynicism by developing love for all humanity. Because I
know that a negative attitude toward others can never bring
me success. I will cause others to believe in me
because I will believe in them and in myself. Six,
I will sign my name to this formula, committed to memory,

(01:57:52):
and repeat it aloud once a day, with full faith
that it will gradually influence my thoughts and actions so
that I will become a self reliant and successful person.
Back of this formula is a law of nature which
no one has yet been able to explain. It has
baffled the scientists of all ages. The psychologists have named

(01:58:15):
this the law of autosuggestion. And let it go at that.
The name by which one calls this law is of
little importance. The important fact about it is it works
for the glory and success of mankind if it is
used constructively. On the other hand, if used destructively, it

(01:58:35):
will destroy just as readily. In this statement may be
found a very significant truth, namely that those who go
down in defeat and end their lives in poverty, misery,
and distress do so because of negative application of the
principle of autosuggestion. The cause may be found in the
fact that all impulses of thought have a tendency to

(01:58:58):
clothe themselves in their film physical equivalent. The subconscious mind,
the chemical laboratory in which all thought impulses are combined
and made ready for translation into physical reality, makes no
distinction between constructive and destructive thought impulses. It works with
the material we feed it through our thought impulses. The

(01:59:22):
subconscious mind will translate into reality a thought driven by
fear just as readily as it will translate into reality
a thought driven by courage or faith. The pages of
medical history are rich with illustrations of cases of suggestive suicide.
A person may commit suicide through negative suggestion just as

(01:59:44):
effectively is by any other means. In a Midwestern city,
a man by the name of Joseph Grant, a bank official,
borrowed a large sum of the bank's money without the
consent of the directors. He lost the money through gambling
one afternoon, the bank examiner came and began to check

(02:00:06):
the accounts. Grad left the bank, took a room in
a local hotel, and when they found him three days later,
he was lying in bed, wailing and moaning, repeating over
and over these words, My God, this will kill me.
I cannot stand the disgrace. In a short time he
was dead. The doctors pronounced the case one of mental suicide.

(02:00:32):
Just as electricity turns the wheels of industry and renders
useful service if used constructively, or can snuff out life
if used improperly, so will the law of auto suggestion
lead you to peace and prosperity or down into the
valley of misery, failure, and death, according to your degree
of understanding and application of it. If you fill your

(02:00:55):
mind with fear, doubt, and unbelief in your ability to
connect with and use the forces of infinite intelligence, then
the law of auto suggestion will take this spirit of
unbelief and use it as a pattern by which your
subconscious mind will translate it into its physical equivalent. This
statement is as true as the statement that two and

(02:01:16):
two equals four. Like the wind which carries one ship
east and another west, the law of auto suggestion will
lift you up or pull you down, according to the
way you set your sales of thought. The law of
auto suggestion, through which any person may rise to altitudes
of achievement which stagger the imagination, is well described in

(02:01:39):
the following verse. If you think you are beaten, you are.
If you think you dare not, you don't. If you
like to win but you think you can't, it is
almost certain you won't. If you think you'll lose, you're lost.

Speaker 2 (02:01:56):
For out of the world we.

Speaker 1 (02:01:58):
Find success begins with a fellows, while it's all in
the state of mind.

Speaker 2 (02:02:05):
If you think you.

Speaker 1 (02:02:06):
Are outclassed, you are. You've got to think height arise.
You've got to be sure of yourself before you can
ever win a prize. Life's battles don't always go to
the stronger or faster man, but soon or late, the
man who wins is the man who thinks he can

(02:02:27):
observe the words which have been emphasized, and you will
catch the deep meaning the poet five had in mind.
Somewhere in your make up, perhaps in the cells of
your brain, there lies sleeping the seat of achievement, which,
if aroused and put into action, would carry you to
heights such as you may never have hoped to attain.

(02:02:48):
Just as a master musician may cause the most beautiful
strains of music to pour forth from the strings of
a violin, so may you arouse the genius which lies
asleep in your brain and cause it to drive you
upward to whatever goal you may wish to achieve. Abraham
Lincoln was a failure at everything he tried until he
was well past the age of forty.

Speaker 2 (02:03:10):
He was a mister.

Speaker 1 (02:03:11):
Nobody from nowhere, until a great experience came into his life,
aroused the sleeping genius within his heart and brain, and
gave the world one of its truly great men. That
experience was mixed with the emotions of sorrow and love.
It came to and thrue in Rutledge, the only woman
he ever truly loved. It is a known fact that

(02:03:35):
the emotion of love is closely akin to the state
of mind known as faith, because love comes very near
to translating one's thought impulses into their spiritual equivalent. During
my long years of research, I discovered, from the analysis
of the life, work, and achievements of hundreds of people
of outstanding accomplishment, that there was the influence of a

(02:03:56):
spouse's love back of nearly every one of them. If
you wish evidence of the power of faith, study the
achievements of men and women who have employed it. At
the head of the list comes the Nazarene. Christianity is
one of the greatest single forces ever to influence the
minds of people. The basis of Christianity is faith. No

(02:04:21):
matter how many people may have perverted or misinterpreted the
meaning of this great force, and no matter how many
dogmas and creeds have been created in its name which
do not reflect its tenets, the sum and substance of
the teachings and the achievements of Christ which have been
interpreted as miracles, were nothing more nor less than faith.

(02:04:43):
If there are any such phenomena as miracles, they are
produced only through the state of mind known as faith.
Some teachers of religion, and many who call themselves Christians,
neither understand nor practice faith. Faith is the cornerstone of
every great religion. The Old Testament Psalmist has written, Oh

(02:05:06):
love the Lord, all ye his saints. For the Lord
preserveth the faithful, and plentifully rewardeth the proud doer. The
apostle Luke tells Us and Stephen, full of faith and power,
did great wonders and miracles among the people. And Mark
reports Jesus as saying, Daughter, thy faith hath made thee whole.

(02:05:26):
Go in peace and be whole of thy plague. The
prophet says in the Koran, surely those who believe and
do good, their Lord will guide them by their faith.
There shall flow from beneath them rivers and gardens of bliss.
In the Analeks of Confucius, the Master says, hold faithfulness
and sincerity as first principles, and be moving continually.

Speaker 2 (02:05:49):
To what is right.

Speaker 1 (02:05:51):
This is the way to exalt one's virtue. In the
bag of Atgida, we find the faith of each is
in accordance with one one's own nature. A person is
known by the faith. One can become whatever one wants
to be if one constantly contemplates on the object of
desire with faith and again. The one who has faith

(02:06:14):
and is sincere and has mastery over the senses gains knowledge.
Having gained this, one at once attains the supreme peace.
But the ignorant, who has no faith and.

Speaker 2 (02:06:28):
Is full of doubt perishes. There is neither this.

Speaker 1 (02:06:32):
World nor the world beyond, nor happiness for the one
who doubts. Let us consider the power of faith as
it was demonstrated by Mahatma Gandhi of India, who exhorted
his followers to be the change you want to see
in the world. In this man, the world had one
of the most astounding examples known to civilization of the

(02:06:54):
possibilities of faith. Gandhi wielded more power than any other
person living in his time, and yet he had none
of the orthodox tools of power, such as money, battleships, soldiers,
and materials of warfare. Gandhi had no money, he had
no home, he did not own a suit of clothes.

(02:07:14):
But he did have power. How did he come by
that power? He created it out of his understanding of
the principle of faith and through his ability to transplant
that faith into the minds of two hundred million people.
Gandhi accomplished through the influence of faith at which the

(02:07:35):
strongest military power on earth could not then and never
will accomplish through soldiers and military equipment. He accomplished the
astounding feat of influencing two hundred million minds to coalesce
and move in unison as a single mind. What other
force on earth except faith could do as much. There

(02:07:57):
will come a day when employees as well as employers
will discover the possibilities of faith. That day is dawning.
The whole world has had ample opportunity during the recent
worldwide economic downturnto witness what the lack of faith will
do to business. Surely civilization has produced a sufficient number

(02:08:21):
of intelligent human beings to make use of this great
lesson which has been taught the world. During this time
of difficulty, the world had evidence and abundance that widespread
fear can paralyze the wheels of.

Speaker 2 (02:08:34):
Industry and business.

Speaker 1 (02:08:36):
Out of this experience will arise leaders in business and
industry who will profit by the example which Gandhi set
for the world, and they will apply to business the
same tactics which he used in building the greatest following
known in the history of the world. These leaders will
come from the rank and file of the unknown, who
now labour in the steel plants, the coal mines, the factory,

(02:09:00):
and in the small towns and cities of America. Business
is due for a reform. Make no mistake about this.
The methods of the past based upon economic combinations of
force and fear, will be supplanted by the better principles
of faith and cooperation. People who labor will receive more

(02:09:22):
than daily wages. They will share more and more in
profits from the business, the same as those who supply
the capital for business. But first they must give more
too their employers and stop bickering and bargaining by force
at the expense of the public. They must earn the
right to profit sharing. Moreover, and this is the most

(02:09:46):
important thing of all, They will be led by leaders
who will understand and apply the principles employed by Gandhi.
Only in this way can leaders get from their followers
the spirit of full cooperation, which constitutes power in its
highest and most enduring form. This stupendous age in which

(02:10:08):
we live and from which we are just emerging, has
taken the soul out of people. Its leaders have driven
workers as though they were pieces of cold machinery. They
were forced to do so by the employees, who bargained
at the expense of all concerned to get and not
to give. The watchword of the future will be human

(02:10:28):
happiness and contentment. And when this state of mind shall
have been attained the production will take care of itself
more effectively than anything that has ever been accomplished where
workers did not and could not mix faith and individual
interest with their labor. Because of the need for faith
and cooperation in operating business and industry, it is both

(02:10:51):
interesting and profitable to analyze an event which provides an
excellent understanding of the method by which industrialists and business
people act accumulate great fortunes by giving before they try
to get. The event chosen for this illustration dates back
to nineteen hundred when the United States Steel Corporation was

(02:11:11):
being formed. As you read the story, keep in mind
these fundamental facts and you will understand how ideas have
been converted into huge fortunes. First, the huge United States
Steel Corporation was born in the mind of Charles M.
Schwab in the form of an idea he created through
his imagination. Second, he mixed faith with his idea. Third,

(02:11:39):
he formulated a plan for the transformation of his idea
into physical and financial reality. Fourth, he put his plan
into action with his famous speech at the University Club. Fifth,
he applied and followed through on his plan with persistence
and backed it with firm decision until it had been

(02:11:59):
full fully carried out. Sixth he prepared the way for
success by a burning desire for success. If you are
one of those who often wonder how great fortunes are accumulated,
this story of the creation of the United States Steel
Corporation will be enlightening. If you have any doubt that

(02:12:20):
individuals can think and grow rich, this story should dispel
the doubt, because you can plainly see in the story
of US Steel the application of a major portion of
the Thirteen Steps to rich as eight described in this book.
This astounding description of the power of an idea was
dramatically told by John Lowell in the New York World Telegram,

(02:12:42):
with whose courtesy it is here reprinted a pretty after
dinner speech for a billion dollars. When, on the evening
of December twelfth, nineteen hundred, some eighty of the nation's
financial nobility gathered in the banquet hall of the Universe
Club on Fifth Avenue to do honor to a young

(02:13:03):
man from out of the West. Not half a dozen
of the guests realized they were to witness the most
significant episode in American industrial history. J Edward Simmons and
Charles Stewart Smith, their hearts full of gratitude for the
lavish hospitality bestowed on them by Charles M. Schwab during
a recent visit to Pittsburgh. Had arranged the dinner to

(02:13:26):
introduce the thirty eight year old Steelman to Eastern banking society,
but they didn't expect him to stampede the convention. They
warned him, in fact, that the bosoms within New York's
stuffed shirts would not be responsive to oratory, and that
if he didn't want to bore the Stillmans and Harriman's
and Vanderbilts, he had better limit himself to fifteen or

(02:13:49):
twenty minutes of polite vaporings than let it go at that.
Even John Pierpont Morgan, sitting on the right hand of Schwab,
as became his imperial dignity, intended to grace the banquet
table with his presence only briefly, and so far as
the press and public were concerned. The whole affair was

(02:14:09):
of so little moment that no mention of it found
its way into print the next day. So the two
hosts and their distinguished guests ate their way through the
usual seven or eight courses. There was little conversation and
what there was of it was restrained. Few of the
bankers and brokers had met Schwab, whose career had flowered

(02:14:32):
along the banks of the Monongahela, and none knew him well.
But before the evening was over, they and with them
money Master Morgan, were to be swept off their feet,
and a billion dollar baby, the United States Steel Corporation,
was to be conceived. It is perhaps unfortunate for the
sake of history that no record of Charlie Schwab's speech

(02:14:56):
at the dinner ever was made. He repeated some parts
of it at a later date during a similar meeting
of Chicago bankers, and still later, when the government brought
suit to dissolve the Steel Trust, he gave his own
version from the witness stand of the remarks that stimulated
Morgan into a frenzy of financial activity. It is probable, however,

(02:15:21):
that it was a homely speech, somewhat ungrammatical, for the
niceties of language never bothered Schwab full of epigram and
threaded with wit. But aside from that, it had a
galvanic force and effect upon the five billions of estimated
capital that was represented by the diners. After it was

(02:15:41):
over and the gathering was still under its spell. Although
Schwab had talked for ninety minutes, Morgan led the orator
to a recessed window, where, dangling their legs from the high,
uncomfortable seat, they talked for an hour more. The magic
of the Schwab personality had been turned on full force,
But what was more important and lasting was the full fledged,

(02:16:05):
clear cut program he laid down for the aggrandizement of steel.
Many other men had tried to interest Morgan in slapping
together as Steel Trust after the pattern of the biscuit
wire and hoop sugar, rubber, whisky, oil or chewing gum combinations.

Speaker 2 (02:16:22):
John W. E.

Speaker 1 (02:16:23):
Gates, the Gambler, had urged it, but Morgan distrusted him.
The more Boys, Bill and Jim Chicago stock jubbers, who
had glued together a match trust and a cracker corporation,
had urged it and failed.

Speaker 2 (02:16:39):
Albert H.

Speaker 1 (02:16:39):
Gerry, the sanctimonious country lawyer, wanted to foster it, but
he wasn't big enough to be impressive until Schwab's eloquence
took JP. Morgan to the heights from which he could
visualize the solid results of the most daring financial undertaking.
Ever conceived. The project was regarded as a if the

(02:17:00):
delirious dream of easy money crack pots, the financial magnetism
that began a generation ago to attract thousands of small
and sometimes inefficially managed companies into large and competition crushing combinations,
had become operative in the steel world through the devices
of that jovial business pirate, John W.

Speaker 2 (02:17:21):
Gates.

Speaker 1 (02:17:22):
Gates already had formed the American Steel and Wire Company
out of a chain of small concerns, and together with Morgan,
had created the Federal Steel Company. The National Tube and
American Bridge Companies were two more Morgan concerns, and the
More brothers had forsaken the match in cookie business to
form the American Group, Tinplate Steel, Hoop Sheet Steel, and

(02:17:46):
the National Steel Company. But by the side of Andrew
Carnegie's gigantic Vertical Trust, a trust owned and operated by
fifty three partners, those other combinations were picayune. They might
combine to their heart's content, but the whole lot of
them couldn't make a dent in the Carnegie organization. And

(02:18:07):
Morgan knew it. The eccentric old Scott knew it too.
From the magnificent heights of Skiboasterisk castle. He had viewed
first with amusement and then with resentment, the attempts of
Morgan's smaller companies to cut into his business. When the
attempts became too bold, Carnegie's temper was translated into anger

(02:18:30):
and retaliation. He decided to duplicate every mill owned by
his rivals. Hitherto, he hadn't been interested in wire, pipe,
hoops or sheet Instead, he was content to sell such
companies the rawsteel and let them work it into whatever
shape they wanted. Now, with Schwabus's chief enable lieutenant, he

(02:18:55):
planned to drive his enemies to the wall. So it
was that in the speech of Charles M. Schwab, Morgan
saw the answer to his problem of combination. A trust
without Carnegie, giant of them all, would be no trust
at all, a plum putting, as one writer said, without
the plums Asteriskskibo was a splendid castle Carnegie built for

(02:19:20):
his family on Dorknot Firth in Scotland. Schwab's speech on
the night of December twelfth, nineteen hundred undoubtedly carried the inference,
though not the pledge, that the vast Carnegie enterprise could
be brought under the Morgan tent. He talked of the
world future for steel, of reorganization, for efficiency, of specialization,

(02:19:43):
of the scrapping of unsuccessful mills, and concentration of effort
on the flourishing properties of economies in the oor, traffic
of economies in overhead and administrative departments, of capturing foreign markets.
More than that, he told the buckers among them, wherein
lay the errors of their customary piracy. Their purposes, he inferred,

(02:20:07):
had been to create monopolies, raise prices, and pay themselves
fat dividends out of privilege. Schwab condemned the system in
his heartiest manner. The shortsightedness of such a policy, he
told his hearers, lay in the fact that it restricted
the market in an era when everything cried for expansion.

(02:20:29):
By cheapening the cost of steel, he argued, an ever
expanding market would be created, more uses for steel would
be devised, and a goodly portion of the world trade
could be captured. Actually, though he did not know it,
Schwab was an apostle of modern mass production. So the
dinner at the University Club came to an end. Morgan

(02:20:54):
went home to think about Schwab's rosy predictions. Schwab went
back to Pittsburgh to run the steel business for we
Ander Carnegie, while Gary and the rest went back to
their stock tickers to fiddle around in anticipation of the
next move.

Speaker 2 (02:21:11):
It was not long coming.

Speaker 1 (02:21:14):
It took Morgan about one week to digest the feast
of reason Schwab had placed before him. When he had
assured himself that no financial indigestion was to result, he
sent for Schwab and found that young man, rather coy,
Mister Carnegie, Schwab indicated, might not like it if he
found his trusted company president had been flirting with the

(02:21:36):
Emperor of Wall Street, the street upon which Carnegie was
resolved never to tread. Then it was suggested by John W. Gates,
the go between, that if Schwab happened to be in
the Bellevue Hotel in Philadelphia, J. P. Morgan might also
happen to be there when Schwab arrived. However, Morgan was

(02:21:57):
inconveniently ill at his New York home, and so on
the elder Man's pressing invitation, Schwab went to New York
and presented himself at the door of the Financier's Library. Now,
certain economic historians have professed the belief that, from the
beginning to the end of the drama, the stage was
set by Andrew Carnegie, that the dinner to Schwab, the

(02:22:19):
famous speech, the Sunday night conference between Schwab and the
money King were events arranged by the canny Scott. The
truth is exactly the opposite. When Schwab was called in
to consummate the deal, he didn't even know whether the
little Boss, as Andrew was called, would so much as
listen to an offer to sell, particularly to a group

(02:22:42):
of men whom Andrew regarded as being endowed with something
less than holiness. But Schwab did take into the conference
with him, in his own handwriting six sheets of copper
plate figures, representing to his mind the physical worth and
the potential earning capacity of every steel company he regarded
as an essential star in the new metal firmament. For

(02:23:05):
men pondered over these figures all night. The chief, of course,
was Morgan, steadfast in his belief in the divine right
of money. With him was his aristocratic partner, Robert Bacon,
a scholar and a gentleman. The third was John W. Gates,
whom Morgan scorned as a gambler and used as a tool.

(02:23:29):
The fourth was Schwab, who knew more about the processes
of making and selling steel than any whole group of
men than living throughout that conference, the Pittsburghers. Figures were
never questioned. If he said a company was worth so much,
then it was worth that much, and no more. He

(02:23:50):
was insistent too, upon including in the combination only those
concerns he nominated. He had conceived a corporation in which
there would be no duplication, not even to satisfy the
greed of friends who wanted to unload their companies upon
the broad Morgan's shoulders. Thus he left out, by design

(02:24:11):
a number of the larger concerns upon which the Walrusses
and carpenters of Wall Street had cast hungry eyes. When
dawn came, Morgan rose and straightened his back. Only one
question remained. Do you think you can persuade Andrew Carnegie
to sell?

Speaker 2 (02:24:31):
He asked.

Speaker 1 (02:24:33):
I can try, said Schwab. If you can get him
to sell, I will undertake the matter, said Morgan. So far,
so good. But would Carnegie sell? How much would he demand?
Schwab thought about three hundred twenty million dollars what would

(02:24:55):
he take payment in common or preferred stocks, bonds, cash.
Nobody could raise a third of a billion dollars in cash.
There was a golf game in January on the frost
cracking heath of the Saint Andrews Lynx in Westchester, with

(02:25:16):
Andrew bundled up in sweaters against the cold, and Charlie
talking volubly as usual to.

Speaker 2 (02:25:22):
Keep his spirits up.

Speaker 1 (02:25:25):
But no word of business was mentioned until the pair
sat down in the cozy warmth of the Carnegie Cottage
hard By. Then, with the same persuasiveness that had hypnotized
eighty millionaires at the University Club, Schwab poured out the
glittering promises of retirement and comfort of untold millions. To
satisfy the old man's social caprices. Carnegie capitulated, wrote a

(02:25:50):
figure on a slip of paper, handed it to Schwab
and said.

Speaker 2 (02:25:54):
All right, that's what we'll sell for.

Speaker 1 (02:25:58):
The figure was approximately four one hundred million dollars and
was reached by taking the three hundred twenty million dollars
mentioned by Schwab as a basic figure and adding to
it eighty million dollars to represent the increased capital value
over the previous Two years later, on the deck of
a transatlantic liner, the Scotsman said ruefully to Morgan, I

(02:26:21):
wish I had asked you for one hundred million dollars more.
If you had asked for it, you'd have gotten it,
Morgan told him cheerfully. There was an uproar, of course.
A British correspondent cabled that the foreign steel world was
appalled by the gigantic combination. President Hadley of Yale declared

(02:26:45):
that unless trusts were regulated, the country might expect an
emperor in Washington within the next twenty five years. But
that able stock manipulator Keene went at his work of
shoving the new stock at the public so vigorously that
all the excess water, estimated by some at nearly six
hundred million dollars, was absorbed in a twinkling. So Carnegie

(02:27:08):
had his millions, and the Morgan syndicate had sixty two
million dollars for all its trouble, and all the boys
from Gates to Gary had their millions.

Speaker 2 (02:27:19):
The thirty eight year.

Speaker 1 (02:27:20):
Old Schwab had his reward. He was made president of
the new corporation and remained in control until nineteen thirty.
The dramatic story of big business, which you have just finished,
was included in this book because it is a perfect
illustration of the method by which desire can be transmuted

(02:27:41):
into its physical equivalent. I imagine some readers will question
the statement that a mere intangible desire can be converted
into its physical equivalent. Doubtless some will say, you cannot
convert nothing into something. The answer is in the story
of United States Steel. That giant organization was created in

(02:28:06):
the mind of one man. The plan by which the
organization was provided with the steel mills that gave it
financial stability was created in the mind of the same man.

Speaker 2 (02:28:18):
His faith, his.

Speaker 1 (02:28:21):
Desire, his imagination, his persistence were the real ingredients that
went into United States Steel. The steel mills and mechanical
equipment acquired by the corporation after it had been brought
into legal existence were incidental, But careful analysis will disclose
the fact that the appraised value of the properties acquired

(02:28:42):
by the corporation increased in value by an estimated six
hundred million dollars twelve by the mere transaction which consolidated
them under one management. In other words, Charles M. Schwab's
idea plus the faith with which he conveyed it to
the minds of J. P. Morgan and the others, was
marketed for a profit of approximately six hundred million dollars,

(02:29:07):
not an insignificant sum for a single idea. What happened
to some of those who took their share of the
millions of dollars of profit made by this transaction is
a matter with which we are not now concerned. The
important feature of the astounding achievement is that it serves
as unquestionable evidence of the soundness of the philosophy described

(02:29:30):
in this book, because this philosophy was the warp and
the wolf of the entire transaction. Moreover, the practicability of
the philosophy has been established by the fact that the
United States Steel Corporation prospered and became one of the
richest and most powerful corporations in America, employing thousands of people,

(02:29:50):
developing new uses for steel, and opening new markets, thus
proving that the six hundred million dollars in profit which
the Schwab idea produced was earned. Riches begin in the
form of thought. The amount is limited only by the
person in whose mind the thought is put into motion.

(02:30:12):
Faith removes limitations. Remember this when you are ready to
bargain with life for whatever it is that you ask
as your price for having passed this way. Remember also
that the man who created the United States Steel Corporation
was practically unknown at the time.

Speaker 2 (02:30:32):
He was merely.

Speaker 1 (02:30:33):
Andrew Carnegie's man Friday, until he gave birth to his
famous idea. After that he quickly rose to a position
of power, fame, and riches. And he rose, like all
great achievers, on the wings of faith, which can be
created by a powerful force known as auto suggestion.

Speaker 2 (02:30:54):
Chapter three.

Speaker 1 (02:30:55):
Auto suggestion the medium for influenluancing the subconscious mind, the
third step to riches. Autosuggestion is a term which applies
to all suggestions in all self administered stimuli which reach
one's mind through the five senses. Stated in another way,

(02:31:18):
autosuggestion is self suggestion. It is the agency of communication
between that part of the mind where conscious thought takes
place and that which serves as the seat of action
for the subconscious mind. The dominating thoughts which one permits
to remain in the conscious mind. Whether these thoughts be
negative or positive is immaterial, will reach and influence the

(02:31:42):
subconscious mind through the law of autosuggestion. And no thought,
whether it be negative or positive, can enter the subconscious
mind without the aid of the principle of autosuggestion, with
the exception of those thoughts picked up as flash of
insight or inspiration. Stated differently, all sense impressions which are

(02:32:06):
perceived through the five senses are captured and processed by
the conscious thinking mind, and may be either passed on
to the subconscious mind or rejected at will. The conscious
faculty serves therefore as an outer guard at the approach
to the subconscious. Nature has so wired human beings that

(02:32:26):
they have absolute control over the material which reaches their
subconscious mind through the five senses. Although this is not
meant to be construed as a statement that individuals always
exercise this control, in the great majority of instances they
do not exercise it, which explains why so many people
go through life and poverty. Recall what has been said

(02:32:50):
about the subconscious mind resembling a fertile garden in which
weeds will grow in abundance if the seeds of more
desirable crops are not sown Therein, autosuggestion is the agency
of control through which an individual may voluntarily feed his
or her subconscious mind on thoughts of a creative nature,
or by neglect, permit thoughts of a destructive nature to

(02:33:14):
find their way into this rich garden of the mind.
You were instructed in the last of the six action
steps described in chapter one to read aloud twice daily
the written statement of your desire for money, and to
see and feel yourself already in possession of the money.
By following these instructions, you communicate the object of your

(02:33:36):
desire directly to your subconscious mind and a spirit of
absolute faith. Through repetition of this procedure, you voluntarily create
thought habits which are favorable to your efforts to transmute
desire into its monetary equivalent. This procedure is not restricted
to monetary gain alone. It can be used to help

(02:33:59):
you atchain hiev whatever at is that you desire strongly,
so long as it does not violate the laws of
God or the rights of others. Go back to these
six actions described in chapter one and read them again
very carefully before you proceed further. Then skip ahead for
a moment and read very carefully the four instructions for

(02:34:21):
the organization of your mastermind group, which are described in
chapter six on organized planning. By comparing these two sets
of instructions with those that will be stated in this
chapter on auto suggestion, you will see that all of
these instructions involve the application of the law of auto suggestion. Remember, therefore,

(02:34:43):
when reading aloud the statement of your desire through which
you are endeavoring to develop a money consciousness or any
other success consciousness, that the mere reading of the words
is of ano consequence unless you mix emotion or feeling
with your words. If you repeat a million times the
famous Emilka slash one formula, day by day, in every way,

(02:35:06):
I am getting better and better. Without mixing emotion and
faith with your words, you will experience no desirable results.
Your subconscious mind recognizes and acts only upon thoughts which
have been well mixed with emotion or feeling. This is
a fact of such importance as to warrant repetition in

(02:35:26):
practically every chapter of this book, because the lack of
understanding of this truth is the main reason why the
majority of people who try to apply the law of
autosuggestion get no desirable results. Plain, unemotional words do not
influence the subconscious mind. You will get no appreciable results

(02:35:47):
until you learn to reach your subconscious mind with thoughts
or spoken words which have been well emotionalized with belief.
Do not become discouraged. If you cannot control and direct
your mind emotions the first time you try to do so. Remember,
there is no such possibility as something for nothing. The

(02:36:09):
ability to reach and influence your subconscious mind has its price,
and you must pay that price. You cannot cheat, even
if you desire to do so. The price of ability
to influence your subconscious mind is everlasting persistence. In applying
the principles described here, you cannot develop the desired ability

(02:36:32):
for a lower price. You and you alone, must decide
whether or not the reward for which you are striving
money consciousness is worth the price you must pay for it.
In effort, wisdom and cleverness alone will not attract and
retain money except in a few very rare instances where
the law of averages favors the attraction of money through

(02:36:54):
such means. However, the method of attracting money described here
it does not depend upon the law of averages. Moreover,
the method plays no favorites. It will work for one
person as effectively as it will for another. Where failure
is experienced, it is the individual, not the method which

(02:37:17):
has failed. If you try and fail, make another effort,
and still another until you succeed. Your ability to use
the law of auto suggestion will depend very largely upon
your capacity to concentrate upon a given desire until the
desire becomes a burning obsession. When you begin to carry

(02:37:40):
out the instructions in connection with the six action steps
described in chapter one, it will be necessary for you
to make use of the principle of concentration. Let us
here offer suggestions for the effective use of concentration. When
you begin to carry out the first of the six actions,

(02:38:00):
which instructs you to fix in your own mind the
exact amount of money you desire. Hold your thoughts on
that amount of money by concentration or fixation of attention
with your eyes closed, until you can actually see the
physical appearance of the money. Do this at least once
each day. As you go through these exercises, follow the

(02:38:22):
instructions given in chapter two on faith, and see yourself
actually I end possession of the money.

Speaker 2 (02:38:29):
Here is a.

Speaker 1 (02:38:30):
Most significant fact. The subconscious mind takes any orders given
it in a spirit of absolute faith and acts upon
those orders. Although the orders often have to be presented
over and over again through repetition before they are interpreted
by the subconscious mind. Consider the possibility of playing a

(02:38:50):
perfectly legitimate trick on your subconscious mind by making it believe,
because you believe it, that you must have the amount
of money you are visualizing. That the money is already
awaiting your claim that the subconscious mind must hand over
to you practical plans for acquiring the money which is yours.
Hand over the thought suggested in the preceding paragraph to

(02:39:13):
your imagination and see what your imagination can or will
do to create practical plans for the accumulation of money
through transmutation.

Speaker 2 (02:39:23):
Of your desire.

Speaker 1 (02:39:25):
Do not wait for a definite plan through which you
intend to exchange services or merchandise and return for the
money you are visualizing, but begin at once to see
yourself in possession of the money, demanding and expecting meanwhile
that your subconscious mind will hand over the plan or
plans you need. Be on the alert for these plans,

(02:39:46):
and when they appear, put them into action immediately. When
the plans appear, they will probably flash into your mind
through the sixth sense in the form of an inspiration.
This inspiration may be considered a direct telegram or message
from infinite intelligence. Treat it with respect, and act upon

(02:40:08):
it as soon as you receive it. Failure to do
this will be fatal to your success. In the fourth
of the sixth action steps, you are instructed to create
a definite plan for carrying out your desire, and begin
at once to put this plan into action. You should
follow this instruction in the manner described in the preceding paragraph.

(02:40:33):
Do not trust to your reason when creating your plan
for accumulating money through the transmutation of desire. Your reason
is faulty. Moreover, your reasoning faculty may be lazy, and
if you depend entirely upon it to serve you, it
may disappoint you. When visualizing with closed eyes the money

(02:40:56):
you intend to accumulate, see yourself rendering the service or
delivering the merchandise you intend to give in return for
this money. This is important too. Summary of instructions. The
fact that you are reading this book is an indication
that you earnestly seek knowledge. It is also an indication

(02:41:20):
that you are a student of this subject. If you
are only a student, there is a chance you may
learn much that you did not know, but you will
learn only by assuming an attitude of humility. If you
choose to follow some of the instructions but neglect or
refuse to follow others, you will fail to get satisfactory results.

(02:41:43):
You must follow all instructions in a spirit of faith.
The instructions given in connection with the six action steps
in Chapter one will now be summarized and blended with
the principles covered.

Speaker 2 (02:41:56):
By this chapter.

Speaker 1 (02:41:58):
If your definite che fame involves money and the attainment
of wealth, first go into some quiet spot, preferably inbedded night,
where you will not be disturbed or interrupted. Close your eyes,
and repeat aloud so you may hear your own words,
the written statement of the amount of money you intend

(02:42:19):
to accumulate, the time limit for its accumulation, and a
description of the service or merchandise you intend to give
in return for the money. As you carry out these instructions,
see yourself already in possession of the money. For example,
suppose that you intend to accumulate five hundred thousand dollars

(02:42:43):
by the first of January five years, hence that you
intend to give personal services in return for the money,
and the capacity of a sales representative. Your written statement
of your purpose should be similar to the following the
first day of January. Here state the year I will
have in my possession five hundred thousand dollars, which will

(02:43:07):
come to me in various amounts from time to time
during the interim. In return for this money, I will
give the most efficient service of which I am capable,
rendering the fullest possible quantity and the best possible quality
of service in the capacity of selling. Describe the service
or merchandise you intend to sell. I believe that I

(02:43:31):
will have this money in my possession. My faith is
so strong that I can now see this money before
my eyes. I can touch it with my hands. It
is now a waiting transfer to me at the time
and in the proportion that I deliver the service I
intend to render in return for it. I am awaiting

(02:43:52):
a plan by which to accumulate this money, and I
will follow that plan when it is received. Second, repeat
this program night and morning until you can clearly visualize
in your imagination the money you intend to accumulate. Third,

(02:44:13):
place a written copy of your statement, where you can
see it night and morning and read it just before
retiring and upon a rising, until it has been memorized.
Remember as you carry out these instructions that you are
applying the law of auto suggestion for the purpose of
giving orders to your subconscious mind. Remember that these instructions

(02:44:35):
apply particularly to the desire for money, but also to
any other object you desire or goal you seek. Remember
also that your subconscious mind will act only upon instructions
which are emotionalized and handed over to it with feeling.
Faith is the strongest and most productive of the emotions.

(02:44:58):
Follow the instructions given in chapter two. These instructions may
at first seem abstract. Do not let this disturb you.
Follow the instructions, no matter how abstract or impractical they
may at first appear to be. The time will soon
come if you do as you have been instructed, in

(02:45:20):
spirit as well as in fact, when a whole new
universe of power will unfold to you. Skepticism in connection
with all new ideas is characteristic of all human beings.
But if you follow the instructions outlined, your skepticism will
soon be replaced by belief, and this, in turn will

(02:45:41):
soon become crystallized into absolute faith. Then you will have
arrived at the point where you may truly say I
am the master of my fate. I am the captain
of my soul. Many philosophers have made the statement that
each person is the master of his or her own
earth destiny, but most of them have failed to say

(02:46:02):
why this is so. The reason that we may be
the master of our own earthly status and especially our
financial status, is thoroughly explained in this chapter. We may
become the master of ourselves and of our environment because
we have the power to influence our own subconscious mind

(02:46:24):
and through it to gain the cooperation of infinite intelligence.
The chapter you are now reading represents the keystone and
the arch of the think can grow rich philosophy. The
instructions contained in this chapter must be understood and applied
with persistence if you are to succeed in transmuting desire

(02:46:45):
into money or any other results you seek. The actual
performance of transmuting desire into money involves the use of
autosuggestion as an agency by which you may reach and
influence the subconscious mind. The other principles are simply tools
with which to apply auto suggestion. Keep this thought in mind,

(02:47:08):
and you will at all times be conscious of the
important part that the law of auto suggestion is to
play in your efforts to accumulate money through the methods
described in this book. Carry out these instructions as though
you were a small child, inject into your efforts something
of the faith of a child. I have been most

(02:47:29):
careful to see that no impractical instructions are included, because
of my sincere desire to be helpful. After you have
read the entire book, come back to this chapter and
follow in spirit.

Speaker 2 (02:47:42):
And in action this instruction.

Speaker 1 (02:47:46):
Read this entire chapter aloud once every night until you
become thoroughly convinced that the principle of auto suggestion is sound,
that it will accomplish for you all that has been
claimed for it. As you read underscore with a pencil
every sentence which impresses you favorably, Follow the foregoing instructions

(02:48:07):
to the letter, and it will open the way for
a complete understanding and mastery of all the principles of success,
including the one to which we now turn in specialized knowledge,
the fourth.

Speaker 2 (02:48:18):
Step to riches.

Speaker 1 (02:48:21):
I believe that close association with one who refuses to
compromise with circumstances he or she does not like as
an asset that can never be measured in terms of money.
Chapter four specialized knowledge, personal experiences or observations.

Speaker 2 (02:48:41):
The fourth step to riches.

Speaker 1 (02:48:44):
There are two kinds of knowledge. One is general, the
other specialized. General knowledge, no matter how great in quantity
or variety it may be, is of but little use
in the accumulation of money. The faculties of the great
universities possess in the aggregate practically every form of general

(02:49:07):
knowledge known to civilization. Most of the professors have not
amassed great wealth. They specialize in teaching knowledge, but they
do not specialize in the organization or the use of
knowledge for the accumulation of money. Knowledge will not attract
money or any other kind of success unless it is

(02:49:29):
organized and intelligently directed through practical plans of action to
the definite e and d of accumulating money. Lack of
understanding of this fact has been the source of confusion
to millions of people who falsely believe that knowledge is power.
It is nothing of the sort. Knowledge is only potential power.

(02:49:53):
It becomes power only when and if it is organized
into definite plans of action and directed to wis a
definite end. This missing link in all systems of education
known to civilization today may be found in the failure
of educational institutions to teach their students how to organize
and use knowledge after they acquire it. Many people make

(02:50:17):
the mistake of assuming that because Henry Ford had but
little schooling, he was not educated. Those who make this
mistake did not know Henry Ford, nor do they understand
the real meaning of.

Speaker 2 (02:50:29):
The word educate.

Speaker 1 (02:50:32):
The word is derived from the Latin word at duco,
meaning to adduce, to draw out, to develop from within.
An educated person is not necessarily one who has an
abundance of general or specialized knowledge. To be truly educated
is to have so developed the faculties of mind that

(02:50:52):
one may acquire anything one wishes or its equivalent without
violating the rights of others. Ford comes well within the
meaning of this definition. During World War One, a Chicago
newspaper published certain editorials in which, among other statements, Henry

(02:51:12):
Ford was called an ignorant pacifist. Mister Ford objected to
the statements and brought suit against the paper for libeling him.
When the suit was tried in the courts, the attorneys
for the paper pleaded justification and placed mister Ford himself
on the witness stand for the purpose of proving to
the jury that he was ignorant. The attorneys asked mister

(02:51:36):
Ford a great variety of questions, all of them intended
to prove by his own evidence that while he might
possess considerable specialized knowledge pertaining to the manufacture of automobiles,
he was in the main ignorant. Mister Ford was plied
with such questions as the following who was Benedict Arnold?

(02:51:57):
And how many soldiers did the British send over to
an America to put down the rebellion of seventeen seventy six.
In answer to the last question, mister Ford replied, I
do not know the exact number of soldiers the British
sent over, but I have heard that it was a
considerably larger number than ever went back. Finally, mister Ford

(02:52:20):
became tired of this line of questioning, and in reply
to a particularly offensive question, he leaned over, pointed his
finger at the lawyer who had asked the question, and said,
if I should really want to answer the foolish question
you have just asked her any of the other questions
you have been asking me, Let me remind you that
I have a row of electric push buttons on my

(02:52:41):
desk and by pushing the right button, I can summon
to my aid men who can answer any question I
desire to ask concerning the business to which I am
devoting most of my efforts. Now, will you kindly tell
me why I should clutter up my mind with general
knowledge for the purpose of being able to answer questions

(02:53:02):
when I have men around me who can supply any
knowledge I require. There certainly was good logic to that reply.
The answer floored the lawyer. Every person in the courtroom
realized it was the answer not of an ignorant man,
but of a man of education. Any person is educated

(02:53:24):
who knows where to get knowledge when it is needed,
and how to organize that knowledge into definite plans of action.
Through the assistance of his mastermind group, Henry Ford had
at his command all the specialized knowledge he needed to
enable him to become one of the wealthiest individuals in America.
It was not essential that he had this knowledge in

(02:53:46):
his own mind. Surely, no person who has sufficient inclination
and intelligence to read a book of this nature can
possibly miss the significance of this illustration. Before you can
be make sure of your ability to transmute desire into
its monetary equivalent. You will require specialized knowledge of the service, merchandise,

(02:54:09):
or profession which you intend to offer in return for fortune.
Perhaps you may need much more specialized knowledge than you
have the ability or the inclination to acquire, And if
this should be true, you may bridge your weakness through
the aid of your mastermind group. Andrew Carnegie stated that
he personally knew nothing about the technical end of the

(02:54:31):
steel business.

Speaker 2 (02:54:33):
Moreover, he did.

Speaker 1 (02:54:34):
Not particularly care to know anything about it. The specialized
knowledge which you required for the manufacture and marketing of
steel he found available through the individual units of his
mastermind group. The accumulation of great fortunes calls for power,
and power is acquired through highly organized and intelligently directed

(02:54:57):
specialized knowledge. But that knowledge it does not necessarily have
to be in the possession of the person who accumulates
the fortune. The preceding paragraph should give hope and encouragement
to the person who has ambition to accumulate a fortune,
but who does not have the necessary education to supply
such specialized knowledge as may be required. People sometimes go

(02:55:21):
through life suffering from inferiority complexes because they are not
well educated. Yet, the individual who can organize and direct
A mastermind group of people who possess knowledge useful in
the accumulation of money, is just as educated as anyone
in the group. Remember that if you suffer from a

(02:55:42):
feeling of inferiority because your schooling has been limited.

Speaker 2 (02:55:47):
Thomas A.

Speaker 1 (02:55:48):
Gedison had only three months of formal education during his
entire life, yet he did not lack education, nor did
he die poor. Henry Ford had less than a sixth
grade schooling, but he managed to do pretty well by
himself financially. Specialized knowledge is among the most plentiful and

(02:56:10):
the cheapest forms of service which may be had. If
you doubt this, consult the payroll of any college or university.
It pays to know how to purchase knowledge. First of all,
decide the sort of specialized knowledge you require and the
purpose for which it is needed. To a large extent,

(02:56:33):
your major purpose in life, the goal toward which you
are working will help determine what knowledge you need. With
this question settled, your next move requires that you have
accurate information concerning dependable sources of knowledge. The more important
of these are your own experience and education. Experience and

(02:56:54):
education available through cooperation of others. Mastermind alliance colleges and
university's public libraries, through books and periodicals in which may
be found all the knowledge organized by civilization, special training courses,
through night schools, and home study materials. In particular, as

(02:57:14):
knowledge is acquired, it must be organized and put into
use for a definite purpose through practical plans. Knowledge has
no value except that which can be gained from its
application towards some worthy end. This is one reason why
a college degree in itself is not valued more highly.

(02:57:36):
It often represents nothing but miscellaneous knowledge. If you contemplate
pursuing additional formal education, first determine the purpose for which
you want the knowledge you are seeking. Then learn where
this particular sort of knowledge can be obtained from reliable sources.
Successful people in all callings never stop acquiring space specialized

(02:58:00):
knowledge related to their major purpose, business, or profession. Those
who are not successful usually make the mistake of believing
that the knowledge acquiring period ends when one finishes school.
The truth is that formal education does but little more
than to put one in the way of learning how
to acquire practical knowledge. We find ourselves in a changed

(02:58:25):
world today, and we have also seen some astounding changes
in educational requirements, the order of the day is specialization.
This truth was emphasized by Robert P. Moore, quoted in
a piece written when he was an administrator at Columbia University.

(02:58:45):
Specialists most sought, particularly sought after by employing companies are
candidates who have specialized in some field. Business school graduates
with training and accounting in statistics, engineers, evolv varrieties, journalists, architects, chemists,
and also outstanding leaders of the senior class. The graduate

(02:59:09):
who has been active on the campus, whose personality is
such that he or she gets along with all kinds
of people, and who has done an adequate job with studies,
has a most decided edge over the strictly academic student.
Some of these, because of their all around qualifications, have
received several offers of positions, a few of them as

(02:59:30):
many as six. In Departing from the conception that the
straightest student was invariably the one to get the choice
of the better jobs, mister Moore said that most companies
look not only to academic records, but to activity records
and personalities of the students. One of the largest industrial

(02:59:51):
companies the leader in its field, in writing to mister
More concerning prospective seniors at the college, said are interested
primarily in finding people who can make exceptional progress in
management work. For this reason, we emphasize qualities of character, intelligence,

(03:00:11):
and personality far more than specific educational background. Apprenticeship proposed,
proposing a system of apprenticing students and offices, stores, and
industrial occupations during the summer vacation. Mister Moore asserts that
after the first two or three years of college, every

(03:00:32):
student should be asked to choose a definite future course
and to call a halt if the student has been
merely pleasantly drifting without purpose through an unspecialized academic curriculum.
Colleges and universities must face the practical consideration that all
professions and occupations now demand specialists, he said, urging that

(03:00:53):
educational institutions accept more direct responsibility for vocational guidance. One
of the most reliable and practical sources of knowledge available
to those who need specialized training is the night schools
operated in most large cities, and correspondence schools give specialized
training anywhere the US males go on all subjects that

(03:01:17):
can be taught by the extension method. America is also
blessed with an abundance of self study books, courses, and
other materials which one may use to acquire specialized training
in knowledge. One advantage in particular of self study training
is the flexibility of the study program, which permits one

(03:01:38):
to study during spare time, during work breaks, or during travel.
Anything acquired without effort and without cost is generally unappreciated,
often discredited.

Speaker 2 (03:01:52):
Perhaps this is why we.

Speaker 1 (03:01:53):
Get so little from our marvelous opportunity in public schools.
The self discipline one receives from a definite program of
specialized study makes up, to some extent, for the wasted
opportunity when knowledge was available without cost. I learned this
from experience early in my career. I enrolled for a

(03:02:16):
home study course in advertising. After completing eight or ten lessons,
I stopped studying, but the school did not stop sending
me bills. Moreover, it insisted upon payment whether I kept
up my studies or not. I decided that if I
had to pay for the course, which I had legally

(03:02:37):
obligated myself to do, I should complete the lessons and
get my money's worth. I felt at the time that
the collection system of the school was somewhat too well organized,
but I learned later in life that it was a
valuable part of my training for which no charge had
been made. Being forced to pay, I went ahead and

(03:02:58):
completed the course. Later in life I discovered that the
efficient collection system of that school had been worth much
to me in the form of money I would later
earn because of the training in advertising I had so
reluctantly taken. We have in this country the greatest public
school system in the world. We have invested fabulous sums

(03:03:21):
for fine buildings. We have provided convenient transportation for children
living in rural and other areas. But there is one
astounding weakness to this marvelous system. It is free. One
of the strange things about human beings is that they
value only that which has a price. The free schools

(03:03:44):
of America and the free public libraries do not impress
people because they are free or appear to be so.
This is the major reason why so many people find
it necessary to acquire additional training after they quit school
and go to work. It is also one of the
major reasons why employers give greater consideration to employees who

(03:04:06):
participate regularly I self study courses and other forms of
professional development. They have learned from experience that any person
who has the ambition to give up a part of
his or her spare time or to use slack time
at work for professional development has those qualities.

Speaker 2 (03:04:27):
Which make for leadership.

Speaker 1 (03:04:29):
This recognition is not a charitable gesture.

Speaker 2 (03:04:34):
It is sound.

Speaker 1 (03:04:34):
Business judgment upon the part of the employers. There is
one weakness in people for which there is no remedy.
It is the universal weakness of lack of ambition. People,
especially those on salary, who schedule their spare time and
slack time to provide for self improvement seldom remain at

(03:04:56):
the bottom very long. Their actional p the way for
the upward climb removes many obstacles from their path and
gains the friendly interest of those who have the power
to put them in the way of opportunity. The self
improvement or home study method of training is especially suited
to the needs of employed people who find, after leaving

(03:05:19):
school that they must acquire additional specialized knowledge but cannot
spare the time to go back to school. The changed
economic conditions that now prevail have made it necessary for
thousands of people to find additional or new sources of income.
For the majority of these, the solution to their problem

(03:05:39):
may be found only by acquiring specialized knowledge. Many will
be forced to change their occupation entirely. When merchants find
that a certain line of merchandise is not selling, they
usually supplanted with another that is in demand. The person
whose business is that of more marketing personal services must

(03:06:02):
also be an efficient merchant. If the services do not
bring adequate returns in one occupation, the individual must change
to another where broader opportunities are available. Stuart Austin were
prepared himself as a construction engineer and followed this line
of work until the depression limited his market to where

(03:06:24):
it did not give him the income he required. He
took inventory of himself, decided to change his profession to law,
went back to school and took special courses by which
he prepared himself as a corporation lawyer. Despite the fact
the depression had not ended. He completed his training, passed

(03:06:45):
the bar examination, and quickly built a lucrative law practice
in Dallas, Texas. He actually had to turn away clients
just to keep the record straight and to anticipate the
alibis of those who will say, day, I couldn't go
to school because I have a family to support or
I'm too old. I will add that mister Were was

(03:07:06):
past forty and married when he went back to school. Moreover,
by carefully selecting highly specialized courses in colleges best prepared
to teach the subjects chosen, mister Were completed in two years,
the work for which the majority of law students require
four years. It pays to know how to purchase knowledge.

(03:07:28):
The person who stops studying merely because he or she
has finished school is forever hopelessly doomed to mediocrity, no
matter what that person's calling. The way of success is
the way of continuous pursuit of knowledge. Let us consider
a specific instance during the depression, as salesman in a

(03:07:51):
grocery store found himself without a position. Having had some
bookkeeping experience, he took a special course in accounting, familiarized
himself with all the latest bookkeeping and office equipment, and
went into business for himself. Starting with the grosser for
whom he had formerly worked, he made contracts with more

(03:08:13):
than one hundred small merchants to keep their books at
a very nominal monthly fee. His idea was so practical
that he soon found it necessary to set up a
portable office in a light delivery truck, which he equipped
with modern bookkeeping equipment. He went on to create a
fleet of these bookkeeping offices on wheels, and he employed

(03:08:35):
a large staff of assistants, thus providing small merchants with
accounting service equal to the best that money could buy
at very nominal cost. Specialized knowledge plus imagination were the
ingredients that went into this unique and successful business. In
only a short time, the owner of that business was

(03:08:57):
paying an income tax of almost ten times as much
as was paid by the merchant for whom he worked
when the depression forced upon him a temporary adversity which
proved to be a blessing in disguise. The beginning of
this successful business was an idea. Inasmuch as I had
the privilege of supplying the unemployed salesman with that idea,

(03:09:20):
I now assume the further privilege of suggesting another idea
which has within it the possibility of significant income, as
well as the possibility of rendering useful service to thousands
of people who badly need that service. The idea was
initially suggested by the salesman who gave up selling and
went into the business of keeping books on a wholesale basis.

(03:09:44):
When that plan was suggested as a solution to his
unemployment problem, he quickly exclaimed, I like the idea, but
I would not know how to turn it into cash.
In other words, he complained, he would not know how
to market his book bookkeeping knowledge after he acquired it.
So that brought up another problem which had to be solved.

Speaker 2 (03:10:08):
With the aid of a.

Speaker 1 (03:10:09):
Creative young woman, a typist who was clever at hand
lettering and who could put the story together.

Speaker 2 (03:10:15):
He was able to.

Speaker 1 (03:10:16):
Prepare a very attractive portfolio describing the advantages of the
new system of bookkeeping. She typed the pages neatly and
pasted them in an ordinary scrap book, which was used
as a silent salesman, with which the story of this
new business was told so effectively that its owners soon
had more accounts than he could handle. There are thousands

(03:10:38):
of people today in communities all over the country who
could use the services of a merchandising specialist such as
this woman, capable of preparing attractive materials for use in
marketing personal services. The aggregate annual income from such a
service might easily exceed that received by an employment agency,

(03:10:58):
and the benefits of the service might be made far
greater to the purchaser than any to be obtained from
an employment agency. The idea here described was born of
necessity to meet an emergency which had to be covered,
but it did not stop by merely serving one person.

Speaker 2 (03:11:17):
The woman who.

Speaker 1 (03:11:18):
Created the idea had a keen imagination. She saw in
her newly born brainchild the making of a new profession,
one that would render valuable service to thousands of people
who needed practical guidance in marketing personal services. Spurred to
action by the instantaneous success of the first marketing plan

(03:11:39):
for personal services she prepared, this energetic woman turned next
to the solution of a similar problem for her son,
who had just finished college but had been totally unable
to find a market for his services. The plan she
originated for his use was the finest specimen of merchandising
of personal services as I have ever seen. When the

(03:12:03):
planned portfolio had been completed, it contained nearly fifty pages
of beautifully typed, properly organized information telling the story of
her son's native ability, schooling, personal experiences, and a great
variety of other information too extensive for description here. The
portfolio also contained a complete description of the position her

(03:12:27):
son desired, together with a marvelous word picture of the
exact plan he would use in filling the position. The
preparation of the portfolio required several weeks labour, during which
time its creator sent her son to the public library
almost daily to procure information needed to sell his services
to best advantage. She sent him also to all the

(03:12:51):
competitors of his prospective employer to gather from them vital
information concerning their business methods, which was of great value
in the formation of the plan he intended to use
in filling the position he sought. When the plan was finished,
it contained more than half a dozen excellent suggestions for
the use and benefit of the prospective employer. The suggestions

(03:13:15):
were put into use by the company. One may be
inclined to ask, why go to all this trouble to
secure a job. The answer is straight to the point,
also dramatic because it deals with a subject which assumes
the proportion of a tragedy, with millions of men and
women whose sole source of income is personal services. The

(03:13:38):
answer is doing a thing while never is trouble. The
plan prepared by this woman for the benefit of her
son helped him get the job for which he applied
at the first interview at his salary, fixed by himself. Moreover,
and this too is important, the position did not require

(03:13:58):
the young man t o start at the bottom. He
began as a junior executive at an executive's salary. Why
go to all this trouble, you ask, well, for one thing,
the planned presentation of this young man's application for a
position clipped off no less than ten years of time

(03:14:20):
he would have required to get to where he began,
had he started at the bottom and worked his way up.
This idea of starting at the bottom and working one's
way up may appear to be sound, but the major
objection to it is this too, many of those who
begin at the bottom never managed to lift their heads
high enough to be seen by opportunity, so they remain

(03:14:41):
at the bottom. It should be remembered also that the
outlook from the bottom is not so very bright or encouraging.
It has a tendency to kill off ambition.

Speaker 2 (03:14:54):
We call it.

Speaker 1 (03:14:54):
Getting into a rut, which means that we accept our
fate because we form the habit of daily res a
habit that finally becomes so strong we cease to try
to throw it off, and that is another reason why
it pays to start one or two steps above the bottom.
By so doing, one forms the habit of looking around,

(03:15:15):
of observing how others get ahead, of seeing opportunity, and
of embracing it without hesitation. Dan Helpin five is a
splendid example of what I mean. During his college days,
he was manager of the famous national championship Notre Dame
football team when it was under the direction of Newt Rockney.

(03:15:38):
Perhaps he was inspired by the great football coach to
aim high and not mistake temporary defeat for failure, just
as Andrew Carnegie, the great industrial leader, inspired his young
business lieutenants to set high goals for themselves at any rate.
Young Helpin finished college at a mighty unfavorable time, when

(03:16:00):
the depression had made jobs scarce. So after a fling
at investment banking and motion pictures, he took the first
opening with a potential future he could find selling hearing
aids on a commission basis. Anyone could start in that
sort of job and help. H knew it, but it
was enough to open the door of opportunity to him.

(03:16:22):
For almost two years, he continued in a job not
to his liking, and he would never have risen above
that job if he had not done something about his dissatisfaction.
He aimed first at the job of assistant sales manager
of his company and got the job. That one step
upward placed him high enough above the crowd to enable

(03:16:43):
him to see still greater opportunity. Also, it placed him
where opportunity could see him. He made such a fine
record selling. Hearing aids that A. M. Andrews, chairman of
the board of the Dictograph Products Company, a bit business
competitor of the company for which Halpin worked, wanted to

(03:17:03):
know something about the man Dan Halpin, who was taking
big sales away from the long established Dictograph company.

Speaker 2 (03:17:12):
He sent for Halpin.

Speaker 1 (03:17:14):
When the interview was over, Halpin was the new sales
manager in charge of dictograph as Acousticon division. Then to
test young Halpin's medal, mister Andrews went away to Florida
for three months, leaving him to sink or swim in
his new job. He did not sink. Newt Rockney's spirit

(03:17:35):
of all the world loves a winner and has no
time for a loser inspired him to put so much
into his job that he was eventually elected vice president
of the company and general manager of the Acousticon in
Silent Radio Division, a job most executives would be proud
to earn through ten years of loyal effort, Halpin turned

(03:17:56):
the trick in little more than six months. It is
difficult to say whether mister Andrews or mister Halpin is
more deserving of eulogy, for the reason that both showed
evidence of having an abundance of that very rare quality
known as imagination. Mister Andrews deserves credit for seeing in
young Halpin a go getter of the highest order. Halpin

(03:18:20):
deserves credit for refusing to compromise with life by accepting
and keeping a job he did not.

Speaker 2 (03:18:28):
Want.

Speaker 1 (03:18:28):
And that is one of the major points I am
trying to emphasize through this entire philosophy, that we rise
to high positions or remain at the bottom because of
conditions w lee can control if we desire too control them.
I am also trying to emphasize another point, namely that
both success and failure are largely the results of habit.

(03:18:52):
I have not the slightest doubt that Dan Halpin's close
association with the greatest football coach America ever knew planted
in his mind, the safe same brand of desire to
excel which made the Notre Dame football team world famous.

Speaker 2 (03:19:06):
Truly, there is something.

Speaker 1 (03:19:07):
To the idea that hero worship is helpful provided one
worships a winner. Halpin told me that Rockney six was
one of the world's greatest leaders in all of history.

Speaker 2 (03:19:20):
My belief in.

Speaker 1 (03:19:21):
The theory that business associations are vital factors, both in
failure and in success was demonstrated when my son Blair
was negotiating with Dan Helpin for a position. Mister Halpin
offered him a beginning salary of about one half what
he could have gotten from a rival company. I brought

(03:19:41):
parental pressure to bear and induced him to accept the
position with mister Helpin, because I believe that close association
with one who refuses to compromise with circumstances he does
not like as an asset that can never be measured
in terms of money. The bottom is a monotonous and
profitable place for any person. That is why I have

(03:20:05):
taken the time to describe how lowly beginnings may be
circumvented by proper planning. That is why so much space
has been devoted to the story about the woman who
ended up creating a whole new business as a result
of being inspired to do a fine job of planning
so that her son could get a favorable break.

Speaker 2 (03:20:25):
Perhaps some will.

Speaker 1 (03:20:26):
Find in the kind of ideas here briefly described the
nucleus of the riches they desire. Simple ideas have been
the seedlings from which great fortunes have grown in America.
Woolworth's five and ten cent store idea, for example, was
so simple at the time as to be almost unworthy
of consideration, but it piled up a fortune for its creator.

(03:20:51):
There is no fixed price for sound ideas. Back of
all ideas is specialized knowledge. Unfortunately, for those who do
not find riches in abundance, specialized knowledge is more abundant
and more easily acquired than ideas. Capability means imagination, the

(03:21:12):
one quality needed to combine specialized knowledge with ideas in
the form of organized plans designed to yield riches. If
you have imagination, the stories that have been told in
this chapter may stimulate you to come up with an
idea sufficient to serve as the beginning of the riches
you desire. Remember, the idea is the main thing. Specialized

(03:21:37):
knowledge may be found just around the corner, any corner.
But imagination is the catalyst that unites a good idea
with the specialized knowledge required to translate it into success.
Anybody can wish for riches, and most people do, but
only if you know that a definite plan plus a

(03:21:57):
burning desire for wealth are the old only dependable means
of accumulating wealth. The only limitation is that which one
sets up in one's own mind. Chapter five. Imagination, the
workshop of the mind, the.

Speaker 2 (03:22:17):
Fifth step to riches.

Speaker 1 (03:22:20):
The imagination is literally the workshop wherein are fashioned all
plans created by humankind. The impulse, the desire is given shape, form,
and action through the aid of the imaginative faculty of
the mind. It has been said that anything can be
created which a human being can imagine. Of all the

(03:22:43):
ages of civilization, the one in which we live is
the most favorable for the development of the imagination, because
it is an age of rapid change. On every hand,
we may contact stimuli which develop the imagination of the
imaginative faculty. We have discovered and harnessed more of nature's

(03:23:04):
forces during the past fifty years than during the entire
history of the human race previous to that time. We
have conquered the air so completely that the birds are
a poor match for us in flying. We have harnessed
the electromagnetic spectrum and made it serve as a means
of instantaneous communication with any part of the world. We

(03:23:28):
have analyzed and weighed the Sun at a distance of
millions of miles, and determined, through the aid of imagination,
the elements of which it consists. We have discovered that
our own brains are both a broadcasting and a receiving
station for the vibration of thought, although we have only
barely begun to understand this phenomenon. With the aim of

(03:23:48):
making practical use of this discovery, we have increased the
speed of travel until we may now breakfast in New
York and lunch in San Francisco. Our only limitation, within
reason lies in our development and use of our imagination.
We have not yet reached the apex of development in

(03:24:10):
the use of the imaginative faculty. We have merely discovered
that we have an imagination, and have commenced to use
it only in a very elementary way. Two forms of imagination.
The imaginative faculty functions in two forms. One is known

(03:24:31):
as synthetic imagination and the other as creative imagination synthetic imagination.
Through this faculty, one can arrange old concepts, ideas, or
plans into new combinations. This faculty creates nothing. It merely
works with the material of experience, education, and observation.

Speaker 2 (03:24:54):
With which it is fed. It is the faculty.

Speaker 1 (03:24:58):
Used most by the inventor, with the other the exception
of the genius who draws upon the creative imagination when
unable to solve a problem through synthetic imagination. Creative imagination.
Through the faculty of creative imagination, the finite human mind
has direct communication with infinite intelligence. It is the faculty

(03:25:21):
through which hunches and inspirations are received. It is by
this faculty that all basic or new ideas are handed
over to us. It is through this faculty that thought, vibrations,
or influences from the minds of others are received. It
is through this faculty that one individual may tune in

(03:25:43):
or communicate with the subconscious minds of others. The creative
imagination works automatically in the manner described in subsequent pages.
This faculty functions only when the conscious mind is functioning
at an exceedingly high life level of intensity or energy,
as For example, when the conscious mind is stimulated through

(03:26:06):
the emotion of a strong desire, the creative imagination becomes
more alert, more receptive to influences from the sources mentioned
in proportion to its development through use. This statement is significant.
Ponder over it before passing on. Keep in mind as

(03:26:27):
you follow these principles that the entire story of how
one may convert desire into money cannot be told in
one statement. The story will be complete only when one
has mastered, assimilated, and begun too. Make use of all
the success principles that are explained and tied together in
this book. The great leaders of business, industry, finance, and

(03:26:52):
the great artists, musicians, poets, and writers became great because
they developed the faculty of creative imagination. Both the synthetic
and creative faculties of imagination become more alert with use,
just as any muscle or organ of the body develops
through use. Desire is only a thought an impulse. It

(03:27:17):
is nebulous and ephemeral. It is abstract and of no
value until it has been transformed into its physical counterpart.
While the synthetic imagination is the one which will be
used most frequently in the process of transforming the impulse
of desire into money. You must keep in mind the

(03:27:37):
fact that you may face circumstances in situations which demand
the use of the creative imagination as well. Your imaginative
faculty may have become weak through inaction. It can be
revived and made alert through use. This faculty does not die,
though it may become dormant through lack of use. Center

(03:28:01):
your attention for the time being on developing the synthetic imagination,
because this is the faculty which you will use more
often in the process of converting desire into money. Transforming
the intangible impulse of desire into the tangible reality of
money calls for the use of a plan or plans.

(03:28:22):
These plans must be formed with the aid of the imagination,
mainly synthetic imagination. Read this entire book through, then come
back to this chapter and begin at once to put
your imagination to work on building a plan or plans
to transform your desire into money. Detailed instructions for building

(03:28:43):
plans have been given in almost every chapter. Carry out
the instructions best suited to your needs and reduce.

Speaker 2 (03:28:51):
Your plan to writing.

Speaker 1 (03:28:52):
If you have not already done so. The moment you
complete this, you will have definitely given concrete form to
the intangible desire. Read the preceding sentence once more. Read
it aloud, very slowly, and as you do so, remember
that the moment you reduce the statement of your desire

(03:29:13):
and a plan for its realization to writing, you have
actually taken the first of a series of steps which
will enable you to convert the thought into its physical counterpart.
The earth on which you live, You, yourself, and every other
material thing are the result of evolutionary change through which
microscopic bits of matter have been organized and arranged in

(03:29:36):
an orderly fashion. Moreover, and this statement is of stupendous importance,
this earth, every one of the billions of individual cells
of your body, and every atom of matter, began as
an intangible form of energy. Desire is thought impulse. Thought impulses,

(03:29:57):
or forms of energy.

Speaker 2 (03:30:00):
Begin with the.

Speaker 1 (03:30:00):
Thought impulse of desire to accumulate money or any other
object of desire. You are drafting into your service the
same stuff that nature used in creating this earth, in
every material form in the universe, including the body and brain,
in which the thought impulses function. As far as science
has been able to determine the entire universe consists of

(03:30:23):
but two elements, matter and energy. Through the combination of
energy and matter has been created everything which we can perceive,
from the largest star which floats in the heavens down
to when including ourselves. You are now engaged in the
task of trying to profit by nature's method. You are

(03:30:45):
sincerely and earnestly, we hope, trying to adapt yourself to
Nature's laws. By endeavoring to convert desire into its physical
or monetary equivalent. You can do it. It has been
done before. You can build a fortune through the aid
of laws which are immutable. But first you must become

(03:31:08):
familiar with these laws and learn.

Speaker 2 (03:31:10):
To use them.

Speaker 1 (03:31:12):
Through repetition, and by approaching the description of these principles
from every conceivable angle, I hope to reveal to you
the secret through which every great fortune has been accumulated.
Strange and paradoxical as it may seem, the secret is
not a secret. Nature herself advertises it in the earth

(03:31:33):
on which we live, the stars, the planets suspended within
our view, in the elements above and around us, in
every blade of grass, and in every form of life
within our vision. Nature advertises this secret in the terms
of biology, in the conversion of a tiny cell so
small that it may be lost on the point of

(03:31:54):
a pin, into the human being. Now reading this line,
the conversion of desire into its physical equivalent is certainly
no more miraculous. Do not become discouraged if you do
not fully comprehend all that has been stated.

Speaker 2 (03:32:11):
Unless you have long been a student of the mind.

Speaker 1 (03:32:14):
It is not to be expected that you will assimilate
all that is in this chapter upon a first reading,
but you will in time make good progress. The principles
that follow will open the way for understanding of imagination.
Assimilate that which you understand as you read this philosophy

(03:32:36):
for the first time, than when you reread and study it,
you will discover that something has happened to clarify it
and give you a broader understanding of the whole. Above all,
do not stop nor hesitate in your study of these
principles until you have read the book at least three times,
for then you will not want to stop. How to

(03:32:59):
make practical use of imagination. Ideas are the beginning points
of all fortunes. Ideas are products of the imagination. Let
us examine a few well known ideas which have yielded
huge fortunes, with the hope that these illustrations will convey
definite information concerning the method by which imagination may be

(03:33:22):
used in accumulating riches. The enchanted Kettle. Fifty years ago,
an old country doctor drove to town, hitched his horse, quietly,
slipped into a drug store by the back door, and
began dickering with the young drug clerk. His mission was
destined to yield great wealth to many people. It was

(03:33:46):
destined to bring to the South the most far flung
benefit since the Civil War. For more than an hour,
behind the prescription counter, the old doctor and the clerk
talked in low tones. Then the doctor laughed. He went
out to the buggy and brought back a large, old
fashioned kettle, a big wooden paddle used for stirring the

(03:34:09):
contents of the kettle, and deposited them in the back
of the store. The clerk inspected the kettle, reached into
his inside pocket, took out a roll of bills, and
handed it over to the doctor. The roll contained exactly
five hundred dollars, the clerk's entire savings. The doctor handed

(03:34:33):
over a small slip of paper on which was written
as secret formula. The words on that small slip of
paper were worth the king's ransom, but not to the doctor.
Those magic words were needed to start the kettle to boiling,
but neither the doctor nor the young clerk knew what
fabulous fortunes were destined to flow from that kettle. The

(03:34:58):
old doctor was glad to sell the the outfit for
five hundred dollars. The money would pay off his debts
and give him freedom of mind. The clerk was taking
a big chance by staking his entire life savings on
a mere scrap of paper and an old kettle. He
never dreamed his investment would start a kettle to overflowing

(03:35:20):
with gold that would surpass the miraculous performance of Aladdin's lamp.
What the clerk really purchased was an idea. The old
kettle and the wooden paddle, and the secret message on
a slip of paper were incidental. The strange performance of
that kettle began to take place after the new owner

(03:35:42):
mixed with the secret instructions, an ingredient of which the
doctor knew nothing. Read this story carefully and give your
imagination a test. See if you can discover what it
was that the young man added to the secret message
that caused the kettle to overflow with gold. Remember as

(03:36:02):
you read that this is not a story from Arabian nights.
Here you have a story of facts stranger than fiction,
facts which began in the form of an idea. Let
us take a look at the vast fortunes of gold
this idea has produced. It has paid and still pays

(03:36:22):
huge fortunes to men and women all over the world
who distribute the contents of the kettle to millions of people.
The Old Kettle is now one of the world's largest
consumers of sugar, thus providing jobs of a permanent nature
to thousands of men and women engaged in growing sugar
cane beats, other sugar producing crops, and in refining in

(03:36:44):
marketing sugar. The Old Kettle consumes millions and millions of
bottles in cans each year, providing jobs to huge numbers
of workers who manufacture those containers. The Old Kettle gives
employment to an army of clerks, stenographers, copywriters, and advertising

(03:37:04):
experts throughout the nation. It has brought fame and fortune
to scores of artists who have created magnificent pictures and
ads describing the product. The old kettle converted a small
southern city into the business capital of the South, where
it now benefits directly or indirectly, every business and practically

(03:37:27):
every resident of the city. The influence of this idea
now benefits every civilized country in the world, pouring out
a continuous stream of gold to all who touch it.
Gold from the kettle has built and maintains one of
the most prominent universities of the South, where thousands of
young people received the training essential for success. The old

(03:37:52):
kettle has done other marvelous things. All during the depression,
when factories, banks, and businesses were folding up and quitting
by the thousands, the owner of this enchanted kettle went
marching on, giving continuous employment to an army of men
and women all over the world, and paying out extra
portions of gold to those who long ago had faith

(03:38:14):
in the idea. If the product of that old brass
kettle could talk, it would tell thrilling tales of romance
in every language, Romances of love, romances of business, romances
of professional men and women who are daily being stimulated
by it. I am sure of at least one such romance,

(03:38:36):
for I was a part of it, and it all
began not far from the very spot on which the
drug clerk purchased the old kettle. It was here that
I met my wife, and it was she who first
told me of the enchanted kettle. It was the product
of that kettle we were drinking when I asked her
to accept me. For better or worse too. Whoever you are,

(03:38:59):
where however you may live, whatever occupation you may be
engaged in, just remember, in the future, every time you
see the words Coca Cola, that its vast empire of
wealth and influence grew out of a single idea, and
that the mysterious ingredient which the drug clerk Asa Candler
mixed with the secret formula was imagination three.

Speaker 2 (03:39:22):
Stop and think of that for a moment.

Speaker 1 (03:39:25):
Remember also that the thirteen Steps to Riches described in
this book were the media through which the influence of
Coca Cola has been extended to every city, town, village,
and crossroads of the world. And that any idea you
may create which is as sound and meritorious as coca Cola,
has the possibility of duplicating the stupendous record of this

(03:39:47):
worldwide thirst Quencher truly thoughts are things, and their scope
of operation is the world itself. What I would do
if I had a million dollars? The following story proves
the truth of the old saying, where there's a will,
there's a way. It was told to me by that

(03:40:08):
beloved educator and clergyman, the late Frank W. Gonsalez, who
began his preaching career in the Stockyards region of South Chicago.
While doctor Gonsalez was going through college, he observed many
defects in our educational system, defects which he believed he
could correct if he were the head of a college.

(03:40:31):
His deepest desire was to become the head of an
educational institution in which young men and women would be
taught to learn by doing. He made up his mind
to organize a new college in which he could carry
out his ideas without being handicapped by orthodox methods of education.
He needed a million dollars to put the project across.

(03:40:55):
Where was he to lay his hands on so large
a sum of money.

Speaker 2 (03:40:59):
That was the question that.

Speaker 1 (03:41:01):
Absorbed most of this ambitious young preacher's thought, But he
couldn't seem to make any progress. Every night, he took
that thought to bed with him. He got up with
it in the morning, he took it with him everywhere
he went. He turned it over and over in his

(03:41:22):
mind until it became a consuming obsession with him. A
million dollars is a lot of money. He recognized that fact.
But he also recognized the truth that the only limitation
is that which one sets up in one's own mind.
Being a philosopher as well as a preacher, doctor Gunsalis recognized,

(03:41:44):
as do all who succeed in life, that definiteness of
purpose is the starting point from which one must begin.
He recognized too, that definiteness of purpose takes on animation, life,
and power when backed by a burning disaise to translate
the purpose into its material equivalent. He knew all these

(03:42:06):
great truths, yet he did not know where or how
to lay his hands on a million dollars. The natural
procedure would have been to give up and quit by saying, oh, well,
my idea is a good one, but I cannot do
anything with it because I never can procure the necessary
million dollars. That is exactly what the majority of people

(03:42:27):
would have said, But it is not what doctor Gonsalez said.
What he said and what he did are so important
that I now introduce him and let him speak for himself.
One Saturday afternoon, I sat in my room, thinking of
ways and means of raising the money to carry out
my plans. For nearly two years I had been thinking,

(03:42:50):
but I had done nothing but think the time had
come for action. I made up my mind then and
there that I would get the necessary million dollars within
a week. How I was not concerned about that. The
thing of importance was the decision to get the money

(03:43:11):
within a specified time. And I want to tell you
that the moment I reached a definite decision to get
the money within a specified time, a strange feeling of
assurance came over me, such as I had never before experienced.
Something inside me seemed to say, why didn't you reach
the decision a long time ago? The money was waiting

(03:43:33):
for you all the time. Things began to happen in
a hurry. I called the newspapers and announced I would
preach a sermon the following morning entitled what I would
do if I had a million dollars. I went to
work on the sermon immediately. But I must tell you frankly,
the task was not difficult because I had been preparing

(03:43:56):
that sermon for almost two years. The spirit back of
it was a part of me. Long before midnight I
had finished writing the sermon. I went to bed and
slept with a feeling of confidence, for I could see
myself already in possession of the million dollars. Next morning,

(03:44:17):
I arose early, went into the bathroom, read the sermon,
then knelt on my knees and asked that my sermon
might come to the attention of someone who would supply
the needed money. While I was praying, I again had
that feeling of assurance that the money would be forthcoming.
In my excitement, I walked out without my sermon and

(03:44:38):
did not discover the oversight until I was in my
pulpit and about ready to begin delivering it. It was
too late to go back for my notes, and what
a blessing that I couldn't go back. Instead, my own
subconscious mind yielded the material I needed. When I arose
to begin my sermon, I closed my eyes and spoke

(03:45:01):
with all my heart and soul of my dreams. I
not only talked to my audience, but I fancy I
talked also to God. I told what I would do
with a million dollars if that amount were placed in
my hands. I described the plan I had in mind
for organizing a great educational institution where young people would

(03:45:22):
learn to do practical things and at the same time
developed their minds. When I had finished and sat down,
a man slowly arose from his seat about three rows
from the rear and made his way toward the pulpit.
I wondered what he was going to do. He came
into the pulpit, extended his hand and said, Reverend, I

(03:45:45):
liked your sermon. I believe you can do everything you
said you would if you had a million dollars to
prove that.

Speaker 2 (03:45:53):
I believe in you and your sermon.

Speaker 1 (03:45:55):
If you will come to my office tomorrow morning, I
will give you the million dollars.

Speaker 2 (03:46:01):
My name is Philip D.

Speaker 1 (03:46:02):
Armor. Four. Young Gunsalas went to mister Armoor's office and
the million dollars was presented to him. With the money,
he founded the Armor Institute of Technology. That is more
money than the majority of preachers ever see in an
entire lifetime. Yet the thought impulse back of the money

(03:46:24):
was created in the young preacher's mind in a fraction
of a minute. The necessary million dollars came as a
result of an idea. Back of the idea was a
desire which young Gunsalas had been nursing in his mind
for almost two years. Observe this important fact. He got
the money within thirty six hours after he reached a

(03:46:47):
definite decision in his own mind to get it and
decided upon a definite plan forgetting it. There was nothing
new or unique about young Gunsalis vague thinking about a
million dollars and weekly hoping for it. Others before him
and many since his time, have had similar thoughts. But

(03:47:08):
there was something unique and different about the decision he
reached on that memorable Saturday when he put vagueness into
the background and said, definitely, I will get that money
within a week. God seems to throw himself on the
side of people who know exactly what they want if
they are determined to get just that. Moreover, the principle

(03:47:31):
through which doctor Gunsalis got his million dollars is still alive.
It is available to you. This universal law is as
workable today as it was when the young preacher made
use of it so successfully. This book describes step by
step the thirteen elements of this great law and suggests

(03:47:52):
how they may be put to use. Observe that Asa
Kandler and doctor Frank Gunsalis had one care characteristic in common.
Both knew the astounding truth that ideas can be transmuted
into cash through the power of definite purpose plus definite plans.
If you are one of those who believe that hard

(03:48:14):
work and honesty alone will bring riches.

Speaker 2 (03:48:17):
Perish the thought. It is not true.

Speaker 1 (03:48:22):
Riches, when they come in huge quantities, are never the
result of hard work. Riches come if they come at
all in response to definite demands, based upon the application
of definite principles, and not by chance or luck. Generally speaking,
an idea is an impulse of thought that impels action

(03:48:43):
by an appeal to the imagination. All master salespeople know
that ideas can be sold where merchandise cannot. Ordinary salespeople
do not know this. That is why they are ordinary.
A publisher of books which sell for a few dollars
made a discovery that should be worth much to publishers generally.

(03:49:08):
He learned that many people by titles and not contents
of books. By merely changing the name of one book
that was not moving his sales on that book jumped
upward more than a million copies. The inside of the
book was not changed in any way. He merely ripped
off the cover bearing the title that did not sell

(03:49:30):
and put on a new cover with a title that
had box office value. That, as simple as it may seem,
was an idea. It was imagination at work. There is
no standard price on ideas. Creators of ideas make their
own price, and if they are smart, get it. The

(03:49:54):
movie industry created a whole flock of millionaires. Most of
them were into vials who couldn't create ideas, but they
had the imagination to recognize ideas when they saw them.
The story of practically every great fortune starts with the
day when a creator of ideas and a seller of

(03:50:14):
ideas get together in work in harmony. Carnegie surrounded himself
with people who could do all that he could not do,
people who created ideas in people who put ideas into operation,
and by so doing, made himself and the others fabulously rich.
Millions of people go through life hoping for favorable breaks.

(03:50:36):
Perhaps a favorable break can get one an opportunity, but
the safest plan is not to depend upon luck.

Speaker 2 (03:50:44):
It was a.

Speaker 1 (03:50:45):
Favorable break that gave me the biggest opportunity of my life,
but twenty five years of determined effort had to be
devoted to that opportunity before it became an asset. The
break consisted of my good fortune in meeting in Aiming
the cooperation of Andrew Carnegie. On that occasion, Carnegie planted

(03:51:06):
in my mind the idea of organizing the principles of
achievement into a philosophy of success. Thousands of people have
profited by the discoveries made in the twenty five years
of research, and numerous fortunes have been accumulated through the
application of the philosophy. The beginning was simple. It was

(03:51:28):
an idea which anyone might have developed. The favorable break
came through Andrew Carnegie. But what about the determination, definiteness
of purpose, the desire to attained the goal, and the
persistent effort of twenty five years. It was no ordinary
desire that survived disappointment, discouragement, temporary defeat, criticism, and the

(03:51:53):
constant reminding of waste of time. It was a burning
desire on obsession. When the idea was first planted in
my mind by mister Carnegie, it was coaxed, nursed, and
enticed to remain alive. Gradually the idea became a giant

(03:52:13):
under its own power, and it coaxed, nursed, and drove me.
Ideas are like that. First you give life, an action
and guidance to ideas. Then they take on power of
their own and sweep aside all opposition. Ideas are intangible forces,
but they have more power than the physical brains that

(03:52:35):
give birth to them.

Speaker 2 (03:52:37):
They have the.

Speaker 1 (03:52:38):
Power to live on after the brain that creates them
has returned to dust. For example, take the power of
Christianity that began with a simple idea. Its chief tenant
was do unto others as you would of others.

Speaker 2 (03:52:55):
Do unto you.

Speaker 1 (03:52:57):
Christ has gone back to the source from wencey came,
but his idea goes marching on. Someday it may come
fully into its own. Then it will have fulfilled Christ's
deepest desire. The idea has been developing only some two
thousand years.

Speaker 2 (03:53:17):
Give it time.

Speaker 1 (03:53:19):
Riches, when they come in huge quantities, are never the
result of hard work. Riches come if they come at all,
in response to definite demands, based upon the application of
definite principles, and not by chance or luck. Success requires

(03:53:40):
no apologies, failure, permits, no alibis. Chapter six Organized Planning,
the crystallization of desire into action, the sixth step to riches.
You have learned that everything worthwhile that in an individual

(03:54:00):
creates or requires, begins in the form of desire, and
that the first step of desire's journey from the abstract
to the concrete is into the workshop of the imagination,
where plans for desires transition are created and organized. In
chapter one, you are instructed to take six definite practical
actions as your first move in translating the desire for

(03:54:23):
money into its monetary equivalent. One of these steps is
the formation of a definite practical plan or plans through
which this transformation may be made.

Speaker 2 (03:54:36):
You will now be.

Speaker 1 (03:54:37):
Instructed on how to build plans which will be practical,
namely ally yourself with a group of as many people
as you may need to create and carry out your
plan or plans for the accumulation of money. To do this,
you will make use of the mastermind principle, which is
described in chapter nine. Compliance with If this instruction is

(03:55:01):
absolutely essential, do not neglect it Before forming your mastermind alliance.
Decide what advantages and benefits you may offer the individual
members of your group in return for their cooperation. No
one will work indefinitely without some form of compensation. No

(03:55:23):
intelligent person will either request or expect another to work
without adequate compensation, although this may not always be in
the form of money. Arranged to meet with the members
of your mastermind group at least twice a week, and
more often if possible, until you have jointly perfected the
necessary plan or plans for the accumulation of money. Maintain

(03:55:48):
perfect harmony between yourself and every member of your mastermind group.
If you fail to carry out this instruction to the letter,
you may expect to meet with failure. The mastermind principle
cannot obtain where perfect harmony does not prevail. Keep in mind.

Speaker 2 (03:56:08):
These two facts.

Speaker 1 (03:56:11):
First, you are engaged in an undertaking of major importance
to you. To be sure of success, you must have
plans which are faultless. Second, you must have the advantage
of the experience, education, native ability, and imagination of other minds.

(03:56:33):
This is in harmony with the methods followed by every
person who has accumulated a great fortune. No individual has
sufficient experience, education, native ability, and knowledge to ensure the
accumulation of a great fortune without the cooperation of other people.
Every plan you adopt in your endeavor to accumulate wealth

(03:56:56):
should be the joint creation of yourself and every other
member of your mastermind group. You may originate your own plans,
either in whole or in part, but see that those
plans are checked and approved by the members of your
mastermind alliance. If the first plan which you adopt does
not work successfully, replace it with a new plan. If

(03:57:20):
this new plan fails to work, replace it in turn
with still another, and so on until you find a
plan which does work. Right. Here is the point at
which the majority of people meet with failure because of
their lack of persistence in creating new plans to take
the place of those which fail. The most intelligent individual

(03:57:41):
cannot succeed in accumulating money or in any other undertaking
without plans which are practical and workable.

Speaker 2 (03:57:50):
Just keep this fact in.

Speaker 1 (03:57:51):
Mind, and remember when your plans fail that temporary defeat
is not permanent failure. It may only mean that your
plans have not been sound, build other plans, start over again.

Speaker 2 (03:58:08):
Thomas A.

Speaker 1 (03:58:09):
Yettison failed ten thousand times before he perfected the incandescent
electric light bulb. That is, he met with temporary defeat
ten thousand times before his efforts were crowned with success.
Temporary defeat should mean only one thing, the certain knowledge
that there is something wrong with your plan. Millions of

(03:58:30):
people go through life and misery and poverty because they
lack a sound plan through which to accumulate a fortune.
Henry Ford accumulated a fortune not because of his superior mind,
but because he adopted and followed a plan which proved
to be sound. A thousand individuals could be pointed out,

(03:58:50):
each with a better education than Ford's, yet each of
whom lives in poverty because he or she does not
possess the right plan for the accumulation of money. Your
achievement can be no greater than your plans are sound.
That may seem to be an axiomatic statement, but it
is true, and no one is ever whipped until that

(03:59:13):
person quits in his or her own mind. This fact
will be repeated many times because it is so easy
to take the count at the first sign of defeat.

Speaker 2 (03:59:25):
James J.

Speaker 1 (03:59:26):
Hill met with temporary defeat when he first endeavored to
raise the necessary capital to build a railroad from the
east to the west. But he too, turned defeat into
victory through new plans. Henry Ford met with temporary defeat
not only at the beginning of his automobile career, but
after he had gone far toward the top. He created

(03:59:49):
new plans and went marching on to financial victory. We
see people who have accumulated great fortunes, but we often
recognize only their triumph, overlooking the temporary defeats which they
had to surmount before arriving. No follower of this philosophy
can reasonably expect to accumulate a fortune without experiencing temporary.

Speaker 2 (04:00:15):
Defeat.

Speaker 1 (04:00:16):
When defeat comes, accept it as a signal that your
plans are not sound. Rebuild those plans, and set sail
once more towards your coveted goal. If you give up
before your goal has been reached, you are a quitter.
A quitter never wins, and a winner never quits. Lift

(04:00:37):
this sentence out, write it on a piece of paper
in letters an inch high, and place it where you
will see it every night before you go to sleep
and every morning before you go to work. When you
begin to select members for your mastermind group, endeavor to
select those who do not take defeat seriously. Some people

(04:00:57):
foolishly believe that only money can make money. This is
not true. Desire transmuted into its monetary equivalent through the
principles laid down here is the agency through which money
is made. Money of itself is nothing but inert matter.

(04:01:18):
It cannot move, think, or talk, but it can hear
when a person who desires it calls it to come.
Planning the sale of services. The remainder of this chapter
is given over to a description of ways and means
of marketing personal services. The information here conveyed will be

(04:01:39):
of practical help to any person having any form of
personal services to market, but it will be of priceless
benefit to those who aspire to leadership in their chosen occupations.
Intelligent planning is essential for success in any undertaking designed
to accumulate riches. Following pages provide detailed instructions to those

(04:02:03):
who must begin the accumulation of riches by selling personal services.
It should be encouraging to know that practically all the
great fortunes began in the form of compensation for personal
services or from the sale of ideas. What else except
ideas and personal services would one who owns little property

(04:02:25):
have to give in return for riches. Broadly speaking, there
are two types of people in the world. One type
is known as leaders and the other as followers. Decide
at the outset whether you intend to become a leader
in your chosen calling or remain a follower. The difference

(04:02:46):
in compensation is vast. The follower cannot reasonably expect the
compensation to which a leader is entitled, although many followers
make the mistake of expecting such pay. It is no
disgrace to be a follower. On the other hand, it
is no credit to remain a follower. Most great leaders

(04:03:09):
began in the capacity of followers. They became great leaders
because they were intelligent followers. With few exceptions, the person
who cannot follow a leader intelligently cannot become an efficient leader.
The person who can follow a leader most efficiently is
usually the one who develops into leadership most rapidly. An

(04:03:34):
intelligent follower has many advantages, among them the opportunity too
acquire knowledge from his or her leader. The eleven major
factors of leadership. The following are important attributes of leadership.
Unwavering courage based upon knowledge of self and of one's occupation.

(04:03:58):
No follower wishes to be dominated by a leader who
lacks self confidence and courage. No intelligent follower will be
dominated by such a leader very long. Self control. The
person who lacks self control can never control others. Self

(04:04:19):
control sets a mighty example for one's followers, which the
more intelligent will emulate. A keen sense of justice. Without
a sense of fairness and justice, no leader can command
and retain the respect of his or her followers. Definiteness
of decision. Individuals who waver in their decisions show that

(04:04:43):
they are not sure of themselves. They cannot lead others successfully.
Definiteness of plans. Successful leaders must plan their work and
work their plan. Leaders who move by guess work without
practical definite plans are comparable to a ship without a rudder.

(04:05:07):
Sooner or later, they will land on the rocks. The
habit of doing more than paid for. One of the
penalties of leadership is the necessity of willingness upon the
part of leaders to do more than they require of
their followers. A pleasing personality, no slovenly careless person can

(04:05:30):
become a successful leader. Leadership calls for respect. Followers will
not respect a leader who does not grade high on
all of the factors of a pleasing personality, sympathy and understanding.
Successful leaders must be in sympathy with their followers. Moreover,

(04:05:53):
they must understand them and their problems. Mastery of detail.
Successful leadership calls for mastery of details of the leader's position.
Willingness to assume full responsibility. Successful leaders must be willing
to assume responsibility for the mistakes and the shortcomings of

(04:06:17):
their followers. If they try to shift this responsibility, they
will not remain the leader. If one of their followers
makes a mistake and demonstrates incompetence, leaders must consider that
it is they themselves who failed. Cooperation. Successful leaders must

(04:06:39):
understand and apply the principle of cooperative effort and be
able to induce their followers to do the same. Leadership
calls for power, and power calls for cooperation. There are
two forms of leadership. The first, by far the most effective,
is leadership by consent of and with the sympathy of

(04:07:01):
the followers. The second is leadership by force without the
consent and sympathy of the followers. History is filled with
evidence that leadership by force cannot endure. The downfall and
disappearance of dictators and kings is significant. It means that

(04:07:22):
people will not follow forced leadership indefinitely. The world has
just entered a new era of relationship between leaders and followers,
which very clearly calls for new leaders and a new
brand of leadership in business and industry. Those who belong
to the old school of leadership by force must acquire

(04:07:43):
an understanding of the new brand of leadership cooperation, or
be relegated to the rank and file of the followers.
There is no other way out for them. The relationship
of employer and employee, or of leader and follower in
the future will be one of mutual cooperation based upon

(04:08:03):
an equitable division of the profits of business. In the future,
the relationship of employer and employee will be more like
a partnership than it has been in the past. Napoleon Kaiser,
Wilhelm of Germany, the Czar of Russia, and the King
of Spain were examples of leadership by force. Their leadership

(04:08:26):
passed without much difficulty. One might point to the prototypes
of these ex leaders among the business, financial and labor
leaders of America who have been dethroned or slated to go.
Leadership by consent of the followers is the only brand
which can endure people may follow the forced leadership temporarily,

(04:08:49):
but they will not do so willingly. The new brand
of leadership will embrace the eleven major factors of leadership
described in this chapter, as well as some other factors.
The individual who makes these the basis of his or
her leadership will find abundant opportunity to lead in any
walk of life. The difficult economic times we have faced

(04:09:14):
have been prolonged in large part because the worldlike leadership
of the new brand. Now, the demand for leaders who
are competent to apply the new methods of leadership has
greatly exceeded the supply. Some of the old type of
leaders will reform and adapt themselves to the new brand
of leadership, but generally speaking, the world will have to

(04:09:36):
look for new timber.

Speaker 2 (04:09:37):
For its leadership.

Speaker 1 (04:09:40):
This necessity may be your opportunity. The ten major causes
of failure in leadership. We come now to the major
faults of leaders who fail because it is just as
essential to know what not too do as it is to.

Speaker 2 (04:09:56):
Know what to do.

Speaker 1 (04:09:58):
Inability to organ details. Efficient leadership calls for ability to
organize and to master details. Genuine leaders are never too
busy to do anything which may be required of them
in their capacity as leaders. Whenever people, whether they are
leader or follower, admit that they are too busy to

(04:10:21):
change their plans or to give attention to any emergency,
they admit their inefficiency. Successful leaders must be the master
of all details connected with their position. That means, of course,
that they must acquire the habit of delegating details to
capable lieutenants unwillingness to render humble service. Truly great leaders

(04:10:47):
are willing, when the occasion demands to perform any sort
of labor which they would ask another to perform. The
greatest among ye shall be the servant of all. Is
a truth which all able leaders of bars and respect
expectation of pay for what they know instead of what
they do with that which they know. The world does

(04:11:09):
not pay people for that which they know. It pays
them for what they do or induce others to do.
Fear of competition from followers. Leaders who fear that one
of their followers may take their position are practically sure
to realize that fear sooner or later. Able leaders train

(04:11:31):
understudies to whom they may delegate and will any of
the details of their position. Only in this way can
leaders multiply themselves, and prepare themselves to be at many
places and give attention to many things at one time.
It is an eternal truth that people receive more pay
for their ability too get others too performed, than they

(04:11:54):
could possibly earn by their own efforts. Efficient leaders may,
through their knowledge of their job and the magnetism of
their personality, greatly increase the efficiency of others and induce
them to render more service, in better service than they
could render without the leader's aid lack of imagination. Without imagination,

(04:12:17):
leaders are incapable of meeting emergencies and of creating plans
by which to guide their followers efficiently. Selfishness, leaders who
claim all the honor for the work of their followers
are sure to be met by resentment. Great leaders claim
none of the honors they are contended to see. The honors,

(04:12:40):
when there are any, go to their followers, because they
know that most people will work harder for commendation and
recognition than they will for money alone. Intemperance followers do
not respect an intemperate leader. Moreover, in temperance in any
of its various forms, destroys the endurance and the vitality

(04:13:02):
of all who indulge.

Speaker 2 (04:13:03):
In it.

Speaker 1 (04:13:05):
Disloyalty. Perhaps this should have come at the head of
the list. Leaders who are not loyal to their trust
and to their associates, those above and those below cannot
long maintain their leadership. Disloyalty marks one as being less
than the dust of the earth and brings down on
one's head the contempt he or she deserves. Lack of

(04:13:29):
loyalty is one of the major causes of failure in
every walk of life. Over emphasis on the authority of leadership.
Efficient leaders lead by encouraging and not by trying to
instill fear in the hearts of their followers. Leaders who
try to impress their followers with their authority come within

(04:13:51):
the category of leadership by force. If leaders are real leaders,
they will have no need to advertise that fact except
by their conduct, their sympathy, understanding, fairness, and a demonstration
that they know their job. Over emphasis on title. Competent
leaders require no title to give them the respect of

(04:14:14):
their followers. The individual who makes too much over his
or her title generally has little else to emphasize. The
doors to the office of real leaders are open to
all who wish to enter, and their working quarters are
free from formality or ostentation. These are among the more

(04:14:34):
common of the causes of failure in leadership. Any one
of these faults is sufficient to induce failure. Study the
list carefully if you aspire to leadership, and make sure
that you are free of these faults. Some fertile fields
in which new leadership will be required. Before leaving this chapter,

(04:14:58):
your attention is called to a few of the fertile
fields in which there has been a decline of leadership,
and in which the new type of leader may find
an abundance of opportunity. First, in the field of politics,
there is a most insistent demand for new leaders, a
demand which indicates nothing less than an emergency. The majority

(04:15:21):
of politicians have seemingly become high grade legalized racketeers. They
have increased taxes and debauched the machinery of industry and
business until the people can no longer stand the burden. Second,
the banking business is undergoing a reform.

Speaker 2 (04:15:42):
The leaders in.

Speaker 1 (04:15:43):
This field have almost entirely lost the confidence of the
public Already, the bankers have sensed the need of reform,
and they have begun it. Third, industry calls for new leaders.
The old type of leaders thought and moved in terms
of dividends instead of thinking and moving in terms of

(04:16:05):
human equations. Future leaders in industry to endure must regard
themselves as quasi public officials, whose duty it is to
manage their trust in such a way that it will
work hardship on no individual or group of individuals. Exploitation
of working people is a thing of the past. Let

(04:16:27):
the man or woman who aspires to leadership in the
field of business, industry, and labor remember this. Fourth, Religious
leaders of the future must give more attention to the
temporal needs of their followers in the solution of their
present economic and personal problems, and less attention to the

(04:16:47):
dead past and the yet unborn future.

Speaker 2 (04:16:51):
Fifth. In the professions of.

Speaker 1 (04:16:54):
Law, medicine, and education, a new brand of leadership, and
to some extent, news leaders will become a necessity. This
is especially true in the field of education. The leader
in that field must in the future find ways and
means of teaching people how to apply the knowledge they
receive in school. The educator must deal more with practice

(04:17:19):
and less with theory. Six New leaders will be required.
In the field of journalism. Newspapers of the future to
be operated successfully must be divorced from special privilege and
relieved from the subsidy of advertising. They must cease to

(04:17:40):
be organs of propaganda for the interests which patronize their
advertising columns. The type of newspaper which publishes scandal and
Lewde pictures will eventually go the way of all forces
which to batch the human mind.

Speaker 2 (04:17:55):
These are but.

Speaker 1 (04:17:56):
A few of the fields in which opportunities for new
leaders and a new brand of leadership are now available.
The world is undergoing a rapid change. This means that
the media through which the changes in human habits are
promoted must be adapted to the changes. The media here
described are the ones which, more than any others, determine

(04:18:19):
the trend of civilization. The information to be described next
about when and how to apply for a position is
the net result of many years of experience, during which
thousands of men and women were helped to market their
services effectively. It can therefore be relied upon as sound
and practical media through which services may be marketed. Experience

(04:18:45):
has proved that the following media offer the most direct
and effective methods of bringing the buyer and seller of
personal services together. Employment agencies care must be taken to
select only reputable agencies, the management of which can show
adequate records of achievement of satisfactory results. There are comparatively

(04:19:10):
few such agencies. Advertising in newspapers, trade journals, and magazines.
Classified advertising may usually be relied upon to produce satisfactory results.
In the case of those who apply for clerical or
ordinary salary positions, display advertising is more desirable. In the

(04:19:32):
case of those who seek executive connections, the copy should
be prepared by an expert who understands how to inject
sufficient selling qualities to produce replies. Personal letters of application
directed to particular firms or individuals most apt to need
such services as are being offered. Letters should be neatly

(04:19:56):
typed always and signed by hand with a bold signature.
With the letters should be sent a complete brief or
outline of the applicants' qualifications. Both the letter of application
and the resume of experience or qualification should be prepared
by an expert, or be of the same quality and

(04:20:16):
appearance as one prepared by an expert. See instructions as
to information to be supplied application through personal acquaintances. When possible,
the applicants should endeavor to approach prospective employers through some
mutual acquaintance. This method of approach is particularly advantageous in

(04:20:40):
the case of those who seek executive connections and do
not wish to appear to be peddling themselves application in person.
In some instances, it may be more effective if the
applicant offers personally his or her services to prospective employers,
in which event it completely written statement of qualifications for

(04:21:02):
the position should be presented, because prospective employers often wish
to discuss with associates one's record. Eight musts for an
effective resume. A resume should be prepared as carefully as
a lawyer would prepare the brief of the case to
be tried in court. Unless the applicant is experienced in

(04:21:24):
the preparation of resumes, an expert should be consulted and
hired for this purpose. Successful merchants employ men and women
who understand the art and the psychology of advertising to
present the merits of their merchandise. One who has personal
services for sale should do the same. The following eight

(04:21:46):
items of information should appear in the resume. Education state briefly,
but specifically, what education you have had and in what
subjects you specialized. Give giving the reasons for that specialization.

Speaker 2 (04:22:03):
Experience.

Speaker 1 (04:22:06):
If you have had experience in connection with positions similar
to the one you seek, describe it fully and state
names and addresses of former employers. Be sure to bring
out clearly any special experience you may have had which
would equip you to fill the position you seek.

Speaker 2 (04:22:24):
References.

Speaker 1 (04:22:27):
Practically every business firm desires to know all about the
previous records, antecedents, etc. Of prospective employees who seek positions
of responsibility. Attached to your resume, photostatic copies of letters
from former employers, teachers under whom you studied, prominent people
whose judgment may be relied upon. Photograph Attach to your

(04:22:53):
resume a recent, unmounted photograph of yourself, or, if your
resume is being printed per professionally, have the photographs suitably reproduced.
Apply for a specific position. Avoid applying for a position
without describing exactly what particular position you seek. Never apply

(04:23:16):
for just a position that indicates you lack specialized qualifications.
State your qualifications for the particular position for which you apply.
Give full details as to the reason you believe you
are qualified for the particular position you seek. This is

(04:23:37):
the most important detail of your application. It will determine
more than anything else what consideration you receive. Offer to
go to work on probation. In the majority of instances,
if you are determined to have the position for which
you apply, It will be most effective if you offer

(04:23:58):
to work for a week or a month, or for
a sufficient length of time to enable your prospective employer
to judge your value without pay. This may appear to
be a radical suggestion, but experience has proved that it
seldom fails.

Speaker 2 (04:24:13):
To win at least a trial.

Speaker 1 (04:24:16):
If you are sure of your qualifications, a trial is
all you need. Incidentally, such an offer indicates that you
have confidence in your ability to fill the position you seek.
It is most convincing if your offer is accepted and
you make good more than likely you will be paid

(04:24:37):
for your probation period. May clear the fact that your
offer is based upon your confidence in your ability to
fill the position, your confidence in your prospective employer's decision
to employ you after trial, your determination to have the position.

Speaker 2 (04:24:52):
You seek.

Speaker 1 (04:24:55):
Knowledge of your prospective employer's business. Before applying for a position,
do sufficient research and connection with the business to familiarize
yourself thoroughly with that business and indicate in your resume
the knowledge you have acquired in this field.

Speaker 2 (04:25:12):
This will be.

Speaker 1 (04:25:12):
Impressive as it will indicate that you have imagination and
a real interest in the position you seek. Remember that
it is not the lawyer who knows the most law,
but the one who prepares the best case who wins.
If your case is properly prepared and presented, your victory
will have been more than half one at the outset.

(04:25:36):
Do not be afraid of making your resume too long.
Employers are just as much interested in purchasing the services
of well qualified applicants as you are in securing employment.
In fact, the success of most successful employers is due
mainly to their ability to select well qualified lieutenants. They

(04:25:58):
want all the information available. Remember another thing, Neatness and
care in the preparation of your resume will indicate that
you are a painstaking person. I have helped to prepare
resumes for clients which were so striking and out of
the ordinary that they resulted in the employment of the

(04:26:18):
applicant without a personal interview. When your resume has been completed,
have it neatly bound and printed by an experienced printer.
Its cover should appear similar to the following resume of.

Speaker 2 (04:26:36):
Robert K.

Speaker 1 (04:26:38):
Smith applying for the position of Assistant Manager at the
Blank Company Incorporated. This personal touch is sure to command attention.
Have your resume neatly typed or printed on the finest
paper you can obtain, and then suit bound or placed

(04:27:01):
in an appropriate presentation folder. The cover should of course
be changed in the proper firm name and job titled inserted.
If it is to be shown to more than one company,
your photograph should be pasted or printed on one of
the pages of your resume. Follow these instructions to the letter,

(04:27:22):
improving upon them. Wherever your imagination suggests. Successful salespeople groom
themselves with care. They understand that first impressions are lasting.
Your resume is your sales representative. Give it a good
suit of clothes so it will stand out in bold

(04:27:44):
contrast to anything your prospective employer ever saw in the
way of an application for a position.

Speaker 2 (04:27:51):
If the position you.

Speaker 1 (04:27:52):
Seek is worth having, it is worth going after with care. Moreover,
if you sell yourself to employers in a manner that
impresses them with your individuality, you may very well receive
more money for your services from the very start than
you would if you applied for employment in the usual way.

(04:28:12):
If you seek employment through an employment agency, make sure
they use copies of your resume or produce and provide
one that meets all the above criteria in marketing your services.
This will help to gain preference for you both with
the agency and prospective employers. How to get the exact

(04:28:33):
position you desire. Everyone enjoys doing the kind of work
for which they are best suited. An artist loves to
work with paints, a craftsman with his or her hands,
a writer loves to write. Those with less definite talents
have their preferences for certain fields of business or industry.

(04:28:55):
If America does anything well, it offers a full range
of occupations, from tilling the soil and manufacturing to marketing, commerce,
and the professions. Here are seven actions to take to
guarantee yourself the exact position you wish. First, decide and

(04:29:17):
define briefly in writing exactly what kind of job you desire.
If the job does not already exist, perhaps you can
create it. Second, choose the specific company or the specific
individual for whom you wish to work. Third, study your

(04:29:39):
prospective employer as to policies, personnel, and chances of advancement. Fourth,
by analysis of yourself, your talents and capabilities.

Speaker 2 (04:29:52):
Figure what you.

Speaker 1 (04:29:53):
Can offer, and plan ways and means of giving advantages, services,
developments and ideas that you believe you can successfully deliver. Fifth,
forget about a job. Forget whether or not there is
an opening. Forget the usual routine of have you got

(04:30:13):
a job for me? Concentrate on what you can give. Sixth,
Once you have your plan in mind, arrange with an
experienced writer to put it on paper, in need form
and in full detail. Seventh, present it to the proper

(04:30:34):
person with authority.

Speaker 2 (04:30:35):
And he or she will do the rest.

Speaker 1 (04:30:38):
Every company is looking for people who can give something
of value, whether it be ideas, services, or connections. Every
company has room for the individual who has a definite
plan of action which is to the advantage of that company.
This line of procedure may take a few days or
weeks of extra time, but the difference in income, in

(04:31:02):
advancement and in gaining recognition will save years of hard
work at small pay. It has many advantages, the main
one being that it will often save from one to
five years of time in reaching its chosen goal. Every
person who starts or gets in halfway up. The latter
does so by deliberate and careful planning, excepting, of course,

(04:31:25):
the boss kid. The new way to market services jobs
are now partnerships. Men and women who market their services
to best advantage in the future must recognize the stupendous
change which has taken place in connection with the relationship
between employer and employee. In the future, the golden rule,

(04:31:50):
not the rule of gold, will be the dominating factor
in the marketing of merchandise as well as personal services.
The future relationship between employers and their employees will be
more in the nature of a partnership, consisting of the employer,
the employee the public they serve. This new way of

(04:32:11):
marketing personal services is called new for many reasons.

Speaker 2 (04:32:16):
First, both the.

Speaker 1 (04:32:17):
Employer and the employee of the future will be considered
as fellow employees whose business it will be to serve
the public efficiently. In times past, employers and employees have
bartered among themselves, driving the best bargains they could with
one another, not considering that in the final analysis, they
were in reality bargaining at the expense of the third party,

(04:32:40):
the public they served. The real employer of the future
will be the public.

Speaker 2 (04:32:47):
This should be.

Speaker 1 (04:32:47):
Kept uppermost in mind by every person seeking to market
personal services effectively. How times have changed. That is just
the point I am trying to emphasize. Times have changed. Moreover,
the change is reflected in all occupations and all walks

(04:33:08):
of life as well. The public be damned policy is
now passe.

Speaker 2 (04:33:15):
It has been.

Speaker 1 (04:33:16):
Supplanted by the we are obligingly at your service serve policy.
Courtesy and service are the watchwords of merchandising today, and
they apply to the person who is marketing personal services
even more directly than to the employer whom he or
she serves, because, in the final analysis, both the employer

(04:33:36):
and the employee are employed by the public they serve.
If they fail to serve well, they pay by the
loss of their privilege of serving. During the Depression, I
spent several months in the anthracite coal region of Pennsylvania
studying conditions which all but destroyed the coal industry. Among

(04:33:57):
several very significant discoveries was the fact that greed on
the part of operators and their employees was the chief
cause of the loss of business for the operators and
loss of jobs for the miners. Through the pressure of
a group of over zealous labor leaders representing the employees,
and the greed for profits on the part of the operators.

(04:34:19):
The anfracite business suddenly dwindled. The coal operators and their
employees drove sharp bargains with one another, adding the cost
of the bargaining to the price of the coal, until
finally they discovered they had built up a wonderful business
for the manufacturers of oil burning outfits and the producers
of crude oil. The wages of sin is death. Many

(04:34:44):
have read this in the Bible, but few have discovered
its meaning. Now and for several years, America and the
world have been listening to a sermon which might well
be called whatsoever a man soueth, that shall he also reap?
Nothing is widespread as the depressed economic times we have
lived through could possibly be just a coincidence. Behind it all,

(04:35:09):
there was a cause. Nothing ever happens without a cause.
In the main, the cause here is traceable directly to
the economic habit of trying to reap without sowing. This
should not be mistaken to mean that these tough economic
times represent a crop which we are being forced to

(04:35:29):
reap without having sown. The trouble is that we sowed
the wrong sort of seed. All farmers know they cannot
sow the seed of thistles and reap a harvest of grain.
For a very long period, the people of America and
some other lands began to sow the seat of service,
which was inadequate in both quality and quantity. Nearly everyone

(04:35:53):
was engaged in the pastime of trying to get without giving.
This whole issue is brought to the attention of those
who have personal services to market, to show that we
are where we are and what we are because of
our own conduct. If there is a principle of cause
and effect which controls business, finance, and transportation, the same

(04:36:15):
principle controls individuals and determines their economic status. What is
your QQS rating? The causes of success in marketing services
effectively and permanently have been clearly described. Unless those causes
are studied, analyzed, understood, and applied, no one can market

(04:36:38):
personal services effectively and permanently. Every individual must sell his
or her services. The quality and the quantity of service
rendered and the spirit in which it is rendered determined
to a large extent, the price and the duration of employment.
To market personal services effectively, which means a permanent market

(04:37:02):
at a satisfactory price under pleasant conditions. One must adopt
and follow the QQS formula. Quality plus quantity plus the
proper spirit of cooperation equals perfect salesmanship of service. Remember
the QQS formula, but do more apply it as a habit.

(04:37:23):
Let us analyze the formula to make sure we understand
exactly what it means. Quality of service shall be construed
to mean the performance of every detail in connection with
your position, in the most efficient manner possible, with the
object of greater efficiency always in mind. Quantity of service

(04:37:44):
shall be understood to mean the habit of rendering all
the service of which you are capable at all times,
with the purpose of increasing the amount of service rendered
as greater skill is developed through practice and experience. Emphasis
is again and placed on the word habit. Spirit of
service shall be construed to mean the habit of agreeable,

(04:38:07):
harmonious conduct, which will induce cooperation from associates and fellow employees.
Adequacy of quality and quantity of service is not sufficient
to maintain a permanent market for your services. The conduct
or the spirit in which you deliver service is a
strong determining factor in connection with both the price you

(04:38:30):
receive and the duration of your employment. Andrew Carnegie stressed
this point more than others. In connection with his description
of the factors which lead to success in the marketing
of personal services. He emphasized again and again the necessity
for harmonious conduct. He stressed the fact that he would

(04:38:51):
not retain any person, no matter how great a quantity
or how efficient the quality of that person's work, unless
the individual worked in a spirit of harmony. Mister Carnegie
insisted upon people being agreeable. To prove that he placed
a high value upon this quality. He permitted many individuals

(04:39:12):
who conformed to his standards to become very wealthy. Those
who did not conform had to make room for others.
The importance of a pleasing personality has been stressed because
it is a factor which enables one to render service
in the proper spirit. If one has a personality which

(04:39:33):
pleases and renders service in a spirit of harmony, these
assets often make up for deficiencies in both the quality
and the quantity of service one renders. Nothing, however, can
be successfully substituted for pleasing conduct. The capital value of
your services. The person whose income is derived entirely from

(04:39:57):
the sale of personal services is no less a merchant
than the person who sells goods or products, and it
might well be added that such a person is subject
to exactly the same rules of conduct as the merchant
who sells merchandise. This has been emphasized because the majority
of people who live by the sale of personal services

(04:40:18):
make the mistake of considering themselves free from the rules
of conduct and the responsibilities which are attached to those
who are engaged in marketing goods and products. The new
way of marketing services has practically forced both employer and
employee into partnership alliances, through which both take into consideration

(04:40:38):
the rights of the third party, the public they serve.
The day of the go getter has passed. The go
getter has been supplanted by the go giver. High pressure
methods in business finally blew the lid off. There will
never be the need to put the lid back on,
because in the future, business will be conducted by methods

(04:41:01):
that will require no pressure. The actual capital value of
your brains may be determined by the amount of income
you can produce by marketing your services. A fair estimate
of the capital value of your services may be made
by multiplying uranual income by one sixty two slash three

(04:41:22):
or sixteen point sixty sixty seven, as it is reasonable
to estimate that your annual income represents approximately six percent
of your capital value. Money is worth no more than brains.
It is often worth much less. Competent brains, if effectively marketed,

(04:41:43):
represent a much more desirable form of capital than that
which is required to conduct a business dealing in goods
and products, because brains are a form of capital which
cannot be permanently depreciated through economic depressions and cannot be
stolen or spent. Moreover, the money which is essential for
the conduct of business is as worthless as a sand

(04:42:04):
dune until it has been mixed with efficient brains. The
thirty major causes of failure, how many of these are
holding you back? Life's greatest tragedy consists of men and
women who earnestly try and fail. The tragedy lies in
the overwhelmingly large majority of people who fail, as compared

(04:42:28):
to the few who succeed. I have had the privilege
of analyzing several thousand men and women, ninety eight percent
of whom were classed as failures. There is something radically
wrong with the civilization and a system of education which
permit ninety eight percent of the people to go through
life as failures. But I did not write this book

(04:42:51):
for the purpose of moralizing on the rights and wrongs
of the world. That would require a book one hundred
times the size of this one. My research and analysis
prove that there are thirty major reasons for failure in
thirteen major principles the thirteen steps to riches through which
people accumulate fortunes. In this chapter, a description of the

(04:43:15):
thirty major causes of failure will be given. As you
go over the list, check yourself by it, point by point,
for the purpose of discovering how many of these causes
of failure stand between you and success. Unfavorable hereditary background,
there is but little, if anything, which can be done

(04:43:38):
for people who are born with a deficiency in brain power.
The think can grow rich philosophy offers but one method
of bridging this weakness, through the aid of the mastermind.
Observe with profit. However, that this is the only one
of the thirty causes of failure which may not be
easily corrected by any individual. Lack of a well defined

(04:44:02):
purpose in life, there is no hope of success for
the person who does not have a central purpose or
definite goal at which to aim. At least ninety eight
out of every one hundred of those people whom I
have analyzed had no such aim. Perhaps this was the
major cause of their failure, lack of ambition to aim

(04:44:26):
above mediocrity. We offer no hope for the person who
was so indifferent as not to want to get ahead
in life, and who is not willing to pay.

Speaker 2 (04:44:35):
The price.

Speaker 1 (04:44:37):
Insufficient education. This is a handicap which may be overcome
with comparative ease. Experience has proven that the best educated
people are often those who are known as self made
or self educated. It takes more than a college degree
to make one a person of education. Any person who

(04:45:00):
is educated is one who has learned to get whatever
he or she wants in life without violating the rights
of others. Education consists not so much of knowledge, but
of knowledge effectively and persistently applied. People are paid not
merely for what they know, but more particularly for what

(04:45:21):
they do with that which they know. Lack of self discipline.
Discipline comes through self control. This means that one must
control all negative qualities before you can control conditions. You
must first control yourself.

Speaker 2 (04:45:41):
Self.

Speaker 1 (04:45:42):
Mastery is the hardest job you will ever tackle. If
you do not conquer self, you will be conquered by self.
You may see at one and the same time both
your best friend and your greatest enemy by stepping in
front of a mirror.

Speaker 2 (04:45:59):
Ill hell.

Speaker 1 (04:46:01):
No person may enjoy outstanding success without good health. Many
of the causes of ill health are subject to mastery
and control. These in the main are overeating of foods
that are not nutritious and conducive to good health. Wrong
habits of thought giving expression to negative's, wrong use of
an over indulgence in sex, inadequate physical exercise, and inadequate

(04:46:25):
supply of fresh air resulting from improper breathing, unfavorable environmental
influences during childhood, As the twig is bent, so shall
the tree grow. Most people who have criminal tendencies acquire
them as the result of bad environment and improper associates

(04:46:49):
during childhood. Procrastination. This is one of the most common
causes of failure old man. Procrastination stands within the shadow
of every human being, awaiting his opportunity to spoil one's
chances of success. Most people go through life as failures

(04:47:10):
because they habitually wait for the time to be right
to start doing something worthwhile. Do not wait. The time
will never be just right. Start where you stand and
work with whatever tools you may have at your command,
and better tools will be found as you go along.

(04:47:30):
Lack of persistence. Most of us are good starters, but
poor finishers of everything we begin. Moreover, people are prone
to give up at the first signs of defeat. There
is no substitute for persistence. The person who makes persistence
a personal watchwork discovers that old man failure finally becomes

(04:47:54):
tired and makes his departure. Failure cannot cope with persistence.
Negative personality. There is no hope of success for the
person who repels people through a negative personality. Success comes
through the application of power, and power is attained through

(04:48:16):
the cooperative efforts of other people. A negative personality will
not induce cooperation. Lack of controlled sexual urge. Because of
the way human beings are wired biologically and genetically, sex
energy is the most powerful of all the stimuli which

(04:48:36):
move people into action. Because it is the most powerful
of the emotions, it must be controlled through a process
of transmutation and converted into other channels. More about this
in chapter ten. Uncontrolled desire for something for nothing. The

(04:48:59):
gambling in instinct drives millions of people to failure. Evidence
of this may be found in a study of the
Wall Street crash of nineteen twenty nine, during which millions
of people try to make money by gambling on stock margins.
Lack of a well defined power of decision. People who

(04:49:19):
succeed reach decisions promptly and change them, if at all,
very slowly. People who fail reach decisions, if at all,
very slowly, and change them quickly and frequently. Indecision and
procrastination are twin brothers. Where one has found the other
may usually be found. Also, kill off this pair before

(04:49:43):
they completely hogtie you to the treadmill of failure. One
or more of the six basic fears. These fears are
analyzed for you in a later chapter. They must be
mastered before you can market your service effectively. Wrong selection
of a mate in marriage This a most common cause

(04:50:07):
of failure. The relationship of marriage brings people intimately into contact.
Unless this relationship is harmonious, failure is likely to follow. Moreover,
it will be a form of failure that is marked
by misery and unhappiness. Destroying all signs of ambition. Over caution,

(04:50:32):
the person who takes no chances generally has to take
whatever is left when others are through. Choosing overcaution is
as bad as under caution. Both are extremes to be
guarded against. Life itself is filled with the element of chance.
Wrong selection of associates in business.

Speaker 2 (04:50:55):
This is one of the most.

Speaker 1 (04:50:57):
Common causes of failure in business. In marketing personal services,
one should use great care to select an employer who
will be an inspiration and who is intelligent and successful.
We emulate those with whom we associate most closely. Pick
an employer who is worth emulating. Superstition and prejudice. Superstition

(04:51:24):
is a form of fear. It is also a sign
of ignorance. People who succeed keep open minds and are
afraid of nothing. Wrong selection of a vocation. No one
can succeed in a line of endeavor which he or
she does not like. The most essential step in the

(04:51:45):
marketing of personal services is that of selecting an occupation
into which you can throw yourself wholeheartedly. Lack of concentration
of effort. The jack of all trades is seldom good.
Concentrate all of your efforts on one definite chief aim.

(04:52:07):
The habit of indiscriminate spending. Spendthrifts cannot succeed, mainly because
they stand eternally in fear of poverty. Form the habit
today of systematic saving by putting aside a definite percentage
of your monthly income. Fifteen percent to twenty percent is ideal,
if difficult, five percent is an absolute minimum. Money in

(04:52:31):
the bank gives one a very safe foundation of courage
when bargaining for the sale of personal services. Without money,
one must take what one is offered and be glad
to get it. Lack of enthusiasm. Without enthusiasm, one cannot
be convincing. Moreover, enthusiasm is contagious, and the person who

(04:52:56):
has it under control is generally welcome in any group
of people. Intolerance the person with a closed mind on
any subject seldom gets ahead. Intolerance means that one has
stopped acquiring knowledge. The most damaging forms of intolerance are

(04:53:16):
those connected with religious, racial, and political differences of opinion. Intemperance.
The most damaging forms of intemperance are connected with eating, strong, drink, drugs,
and sexual activities. Over indulgence in any of these is
fatal to success. Inability to cooperate with others. More people

(04:53:43):
lose their positions and their big opportunities in life because
of this fault than for all other reasons combined. It
is a fault which no well informed business person or
leader will tolerate. Possession of power that was not acquired
through self effort, for example, sons and daughters of wealthy

(04:54:06):
families and others who inherit money which they did not earn.
Power in the hands of one who did not acquire
it gradually is often fatal to success. Quick riches are
more dangerous than poverty. Intentional dishonesty there is no substitute

(04:54:26):
for honesty. One may be temporarily dishonest by force of
circumstances over which one has no control, without permanent damage,
but there is no hope for those who are dishonest
by choice. Sooner or later, their deeds will catch up
with them, and they will pay by loss of reputation

(04:54:48):
and perhaps even loss of liberty, egotism, and vanity. These
qualities serve as red lights which warn others to keep away.

Speaker 2 (04:55:00):
They are fatal to.

Speaker 1 (04:55:01):
Success, Guessing instead of thinking most people are too indifferent
or lazy to acquire facts with which to think accurately.
They prefer to act on opinions created by guesswork or
snap judgments.

Speaker 2 (04:55:19):
Lack of capital.

Speaker 1 (04:55:21):
This is a common cause of failure among those who
start out in business for the first time without sufficient
reserve of capital to absorb the shock of their mistakes
and to carry them over until they have established a reputation. Here,
name any particular cause of failure from which you have
suffered that has not been included in the foregoing list.

(04:55:45):
In the list of thirty or thirty one major causes
of failure is found a description of the tragedy of life,
which obtains for practically every person who tries and fails.
It will be helpful if you can induce someone who
knows knows you well to go over this list with
you and help you analyze yourself for the thirty causes

(04:56:05):
of failure. It may be beneficial if you try this alone.
Most people cannot see themselves as others see them. You
may be one who cannot. The oldest of admonitions is
know thyself. If you market merchandise successfully, you must know

(04:56:26):
the merchandise. The same is true in marketing personal services.
You should know all of your weaknesses in order that
you may either bridge them or eliminate them entirely. You
should know your strengths in order that you may call
attention to them when selling your services. You can know

(04:56:47):
yourself only through accurate analysis. The folly of ignorance in
connection with self was displayed by a young man who
applied to the manager of a well known business for
a position. He made a very good impression until the
manager asked him what salary he expected. He replied that

(04:57:08):
he had no fixed some in mind, lack of a
definite aim. The manager then said, we will pay you
all you are worth after we try you out for
a week. I will not accept it, the applicant replied,
because I am getting more than that where I am
now employed. Before you even start to negotiate for a

(04:57:29):
readjustment of your salary in your present position or seek
employment elsewhere, be sure that you are worth more than
you now receive. It is one thing to want money.
Everyone wants more, but it is something entirely different to.

Speaker 2 (04:57:44):
Be worth more.

Speaker 1 (04:57:46):
Many people mistake their wants for their just dues. Your
financial requirements or wants have nothing whatever.

Speaker 2 (04:57:54):
To do with your worth.

Speaker 1 (04:57:57):
Your value is established entirely by your abilit to render
useful service or your capacity to induce others to render
such service. Take inventory of yourself twenty eight questions you
should answer. Annual self analysis is an essential in the

(04:58:17):
effective marketing of personal services, as is annual inventory in merchandising. Moreover,
the yearly analysis should disclose a decrease in faults and
an increase in virtues. One goes ahead, stands still, or
goes backward.

Speaker 2 (04:58:34):
In life.

Speaker 1 (04:58:36):
One's object should be, of course, to go ahead. Annual
self analysis will disclose whether advancement has been made, and
if so, how much. It will also disclose any backward
steps one may have made. The effective marketing of personal
services requires one to move forward, even if the progress

(04:58:58):
is slow. Your annual self analysis should be made at
the end of each year, so that you can include
in your new year's resolutions any improvements which the analysis
indicates should be made. Take this inventory by asking yourself
the following questions, and by checking your answers with the
aid of someone who will not permit you to deceive

(04:59:20):
yourself as to their accuracy. Self analysis questionnaire for personal inventory.
Have I attained the goal which I established as my
objective for this year. You should work with a definite
yearly objective to be attained as a part of your
major life objective. Have I delivered service of the best

(04:59:44):
possible quality of which I was capable? Or could I
have improved any part of this service? Have I delivered
service in the greatest possible quantity of which I was capable?
Has the spirit of my conduct been harmon, ammonious, and
cooperative at all times? Have I permitted the habit of

(05:00:05):
procrastination to decrease my efficiency? And if so, to what extent?
Have I improved my personality? And if so, in what ways?

Speaker 2 (05:00:17):
Have I been.

Speaker 1 (05:00:18):
Persistent in following my plans through to completion? Have I
reached decisions promptly and definitely on all occasions? Have I
permitted any one or more of the six basic fears
to decrease my efficiency? Have I been either overcautious or
under cautious? Has my relationship with my associates and work

(05:00:43):
been pleasant or unpleasant? If it has been unpleasant, has
the fault been partly or holy mind? Have I dissipated
any of my energy through lack of concentration of effort?
Have I been open minded in tolerant in connection with
all subjects. In what way have I improved my ability

(05:01:06):
to render service? Have I been intemperate in any of
my habits? Have I expressed, either openly or secretly, any
form of egotism? Has my conduct towards my associates been
such that it has induced them to respect me? Have
my opinions and decisions been based upon guesswork or accuracy

(05:01:30):
of analysis and thought? Have I followed the habit of
budgeting my time, my expenses, and my income, and have
I been conservative in these budgets? How much time have
I devoted to a profitable effort which I might have
used to better advantage? How may I rebudget my time

(05:01:52):
and change my habits so I will be more efficient
during the coming year? Have I been guilty of any
conduct which which was not approved by my conscience?

Speaker 2 (05:02:03):
In what ways?

Speaker 1 (05:02:04):
Have I rendered more service and better service than I
was paid to render? Have I been unfair to anyone?
And if so,

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