GROW

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 I N T RO DU CT I O N

Do not spend a single moment nrore wondering whether this T/yiiiñ aim Giolv Rich
Jorfi£oofi can work for you. It can. Specifically, it trill iY you do the work in this book
exactly as it is written, in both spirit and for m.
The workbook is designed carefully. On the left-hand pa3es, all taken direc fly
from the original text of Thinh cii d Croiu Rich, you will be reading a story of people
who through their thinking grew rich. Or you will be introduced to different laws of
pros- perity or asked to reflect on certain important ideas. The left-hand pages are
designed to educate and inspire you. The right-hand pages will ask you to take an
action. Do not
skip over any suggested action hoping to find an eusiez action, one more to your liking;
take the action. io this ivoi'hboo k, rev King every stoi) nnñ tukiny euery actioy is i'mpo Atmit.

In the back of the book you will find “Success Notes.” In this section, you ai-e
asked to record both the large and small successes that you will experience along
the way. These successes iiiay seeiii like intuitions, syncl ronicities, creative ideas that
we or others have, chance meetings, important connections made, or even nighttime
dreams that take on more significance than ever before. Whatever they look like,
write all your successes down, as it is part of the process.
Thinking and growing t-icli is a process that works one step at a time, not some-
thing that appears ftill-blown overnight.This workbook from its first page to the last
is intended to guide you successfully through the process.

What makes ris so confident that the Think and Grow hich process works if you
work at it? Because we used it and it worked for us. Here's what happened:
We had unexpectedly just received a “no” front a book agent to whom we had
subriiitted our novel. lnstead of scrambling for next steps, we decided to put aside
for the moment our efforts toward getting published and instead pick up Tftiiifi mil
Crore Ri'cfi.
 We both had heard of this book for years. Napoleon Hills prosperity principles,
gleaned front the study of the richest men of his time, has sold iiullions of copies,
is credited with helping countless men and worries decorate wealthier, and is the
foundation of most modern financial and business self-help books that have followed
since its publication. We figured that if the book is still selling since its publication
during the Depression, there must be a reason.
We agreed to be prosperity partners, studying the original version of Think and
Grow Air/i one chapter at a time (which is available in book form, or can even be
found on the Internet). Since there are thirteen “Steps to Riches,” we agreed to meet
in person once a week for thirteen weeks to compare notes and our progress. Fur-
ther, we agreed to follow each suggestion and exercise exactly as suggested in Hill's
book. In addition, we chose a specific dollar amount that we individually wanted
to have in hand at the end of the thirteen-week program. To help us on our way,
we decided to cut up a copy of the text and create a personal workbook to make
it easier for ris to do everything Napoleon Hill suggests in his book. We wanted
a workbook to record our desires and goals, to do the exercises, to keep a journal
of our successes. Our own version of the book, now in workbook form, made the
process much easier.
Fast forward to the end of the thirteen weeks.Yes, we learned and grew a lot in
our understanding of the laws of prosperity and the process of using the iiiind to
attract greater riches. Yes, we felt even more confident about our potential, more
deserving of riches. Yes, our thoughts grew about who we were and what we felt
able to create. But no, we didn't have the cash in hand! Yet, oddly, we were tinfazed
by the absence of the cash. Although the cash was not in hand, we wese certain it was
on the way.
How could we be certain? think aiid Grow tic/i had expanded our thinking—
we had set a burning desire for “riches” in motion, and followed it by taking all the
suggested actions, so by law it was inevitable that our desire would bear fruit if we
didn’t give up and close the door prematurely. People fail, never the law that Hill
writes about; and we were working with law. We were not wishing and hoping, we
were knowing.
At our weekly lunch in the tliirteenth week, the idea of our novel caiiie up (the one
sitting on the shelf for the last three months). We had a hunch that it was finally time
to find an agent for our book.Trust your hunches, Napoleon Hill advises, and we did.
By the day's end, we had found a literary agent willing to look at the book. Less than
twenty-four hours later, she called back with a “yes.” Within sixty days the novel was
given a preemptive offer, which is an offer to take the book of the table before any
other publishers bid on it.“It's an honor to publish this book,” were the exact words of
our new editor.We received a good advance, and when the monies were divided up,
we each had exactly the amount that we originally intended. It didn't arrive on the last
day of the thirteenth week, but it did arrive.

VI I N TR.O DU CT I O N
This coiiipanion workbook was the one we created for ourselves to use during our
thirteen-week programs, and we knew that if it helped his, it could also make doing
the work e.asiei toi others. We have since shared our workbook pages with man
people over the past several years, and have heard firsthand from others how having
the exercises and liiJliIiylats front String ml Geo u Rich put into a workbook form
aids in the Think and Grow Rich jour ney. Our book is rised nrost successfully as a
companion as you read a copy of Napoleon Hill's Think and C torn Mic/i—however
you use it, make sure you use it with an open mind.
The workbook based on the original public-domain version of ThinL rimd Crow
Rich will help you transform the concept of your dream onto the reality of the
page, where you will see it, build it, and breathe life into it. Although iaiany people
start the Think and Grow hich adventure and never finish it, our hope is that this
workbook will help you juts/i the process.
We wish you well in your journey of thinking and growing rich!

I NTSO D U CT10 N VII

 THOMAS ED ISOF

Thomas Edison dreamed of a lamp that could be operated by electricity, began

where lie stood to put his dream into action, and despite more than ten thou-
sand failures, he stood by that dream tintil he iaiade it a physical reality.
Practical dreamers do not quit.
The six steps here 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 rrioney, but necessary for the attainment of any definite

2 TH E F IR ST 5 TEP T OWA R D R.IC HES

 TASK 1: EXACT AMOUNT OF MONEY

Fix in your mind the exact amount of money you desire. It is ’ Oiil y those wli o boonie “+ nome
y not sufficient to merely say “I want plenty of rrioney.” Be definite roiiirioiii” erer naiiiiioiu/e
great as to the amount. , richcs. “Money consci'oi1sti ess
, ,. iiienJis //in/ the ruin d has become

DESIRE for iiioi i e y that or i e

rugi Wli y No j on choose that particular autouit f? Examples ai e to ya j off '' see one's self ulreañ y in
possession deht; pa) off the mortgage; covrr college j ind; to inahe j oii /eel safe '' of it.
und secute.

D ES I RE 3
 A long while ago, a great warrior faced a 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 the ships that had carried
them. Addressing his men before the first batde, 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 choic we win—or we perish!” They won.

4 TH E FI US T STEP TOWAR D II C H ES
 TASK 2: INTENTI ON TO GIVE

Determine exactly what you intend to give in return for the beginnings to ylaces of poiuer atul
money that you desire. (There is no such reality as “something
for nothing.”)

.. } wealth; I have seen ii rob the draw

I would like to give to/by: of its victinis; I li aue seen it serue

staged a comeback: after having

lf!ij No j on choose that patticular may to give? For example, lie ahuays wanteJ to
motñ north children/hoineless/tlie need j ; it iyahes n1e feel part of a communit y; it
makes n1e feel genct one; it ma 'es n! e feel like I have sonietll ing to give.

D ES I RE 5
 CHARLES DI CKENS

Charles Diclccns began by pasting labels on blacking pots. The tragedy of his
first love penetrated the depths of his soul, and converted hint into one of the
world's truly great authors.That traged) produced, first, Dauid Coypefelñ, then
a succession of other works that made this a richer and better world for all who
read his books.

6 TH E FI UST STEP TOWA R D RI CD ES

 TASK 3: A DEFINITE DATE

Establish a definite date when you intend to possess the money ; A £iii ning Jesirr /ias devious
you desire.

My definite date is:

D ES I RE 7
 IQ you think j or i aie outclassed, you n! e.
You’ve Not t‹› t/zif‹/° high /o i'isc.

Life's battles dog’1 ahuays yo

To the stroiiyer or faster’ ninn
But soon or late the jnan i ir/io mins
Is the inuti i ulio tl1i'tiks he can.

8 TH E FI UST STEP TOWA RD RI C HES

 TASK 4: A DEFINITE PLAN

Create a definite plan for carrying out your desire and begin ' Yoii way as well know hight her e,
at once, whether you are ready or not, to put this plan into '‹ that yoii cnn never hwe riches iii
action. great qnantitres, unless you can
to th youi'self i nto a wli ite heat of
desi re or mone y, and actually
My plan of action is: be Irene you will possess it.

2.

Examples aie to cominit to completing this book/workhool:; muhe “that”‹all; No research

on the Intet net; take a class.

D ES I RE 9
 Coperrucus, the great astronomer, dreamed of a multiplicity of worlds, and
revealed them! to one denounced him :is “impractical” after he had triurriphed.
Instead, the world worshipped at his shrine, thus proving once more that “suc-
cess requires no apologies, failure permits no alibis.”

10 THE FI R ST ST EP T OWA R D RI CH ES
 TASK 5: STATEMEMT OF DES HE

Write out a clear, concise statement of the arriount of money ' Per eiriâcr t|ia I all wli o succeeJ
you intend to acquire, name the time-limit for its acquisition,
state what you intend to give in return for the rrioney, and de—
, #irough iiiao) ñenriârenñing
scribe clearly the plan through which you intend to accuiiiu- ! stJ u Ice b fore the j› “ai riue, ”
The late it. liii ning yoiti t in /fie liyes of those
rumo st iccccâ, usr rail)' conres nt the
i+iowent of soiii e crisis, through
The exact amount of money I desire is: iu/tic/i //icy nre in fioJorr# to thcis
”o//ter shires. ”

I intend to give

in return for the rrioney 1 desire.

I intend to possess this money by:

My plan of action is:

2.

5.

Signed: Date:

D ES I BE 11
 MARC ONI

Nlarconi dreamed of a system for harnessing the intangible forces of the ether.
It may interest you to know that Marconi's “friends” had him taken into cus-
tody and had hint examined in a psychopathic hospital, when lie 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 communica-
tion. Evidence that he did not dream in vain may be found in every wireless
and radio in the world.

12 T HE FI RS T ST EP TO WA ID RI CHES
 TASK 6: READ YOUR STATEMENT
ALOUD TWICE DAILY

head your written statement aloud (Task 5), nvice daily, once
just before retiring at night, and once after arising in the born-
ing. As you read, see and feel and believe yourself already in to receive i/. No one is i“en#)'J0i“ u

possession of the money.

'' acquire it. the state of n find nitist
Th e steps call for no "liand lahoi. ” Th e y call for no saa ice. The/ No ’ ,-’ be £elieJ not mere lioyc or wish .
not require one to become ridiculous or ci edulous. To ayyl j I/rein calls ;,-’ Open-miii âeGuess is beseCiti nl
or
%1 mo grewt amotmt of edit cation. But the snccessfl 1 uyplication of belief.
these six steps does call for siifficietit imagination to enable oiie to see
and to undetstand that the uccuiiii.elation of mone j cannot he left to cl1ange, good fortuil e,
aill In 1.. Oh e iliust i-eulixe that all ivli o have accuni ulateñ gi'eat fortunes first dix a
crttain amount of Jrenrn fag, hoping, iuisli rug, Scsi ring, rimd planiiing befoi'e I.li e y act uii-
eñ
Drs Inr is
 GOING DEEPER

E d NS ill H tin g to u r Defea ts Into Yo ur tic to ries

You have been disappointed, you have undergone defeat, you have felt the great hearr
within you crushed until it bled. Take courage, for these experiences have terripered the
spiritual metal of which you are triad they are assets of incomparable value.

It is tiiiie to transmute your disappointments into drearris of a constructive nature.

Lisi th+'ee in njoi disappoin fitments in List Ivor r each disappo iiitiip experience has yosi-
yom life: libel)› li clp ed to sli'ei gtli en you over linie.’

2. 2.

3.
3.

14 TH E £1RS T ST EN T OWA R D RI C H ES
 DOING DEEPER

Co A hea d and D team

The greatest achievement was, at first and for a time, but a dream. The oak sleeps in the
acorn. The bird waits in the egg, and in the highest vision of the soul, a waking angel
stirs. Dreams are the seedlings of reality.

ii'si three dreams j oii franc iieuer shared with anyone. Without thiiik rug of horn, wl eg, or flyere it
null liayyen, allow yourself to wi'ite down freely the desires yoii have onl y ever Jreaiiied about.

2.

D ES I RE 15
faith is a s i a / e o / m ink irl l icli m n) b
 I-lane Faith iii yourself; faith iii the Infinite.
Faith is the “eternal elixir” which gives life, power; anñ action to the tmpelse of
though i.
Fuith is the stunting point of all accmnmation o/ rirJies!
Faith is the basis of all “inirncles,” and all ni ysteties which rannof be anu1j xe4
by the iules of science!
Faith is the onl j hiiou›n aiitiJote JoI failure.
Faith is the element, the chemical, u›liich when mixed u ith pt aRei; gives one
direct comnnj fication north Infinite Intelligeiice.
F'aitli is the element t«fifrfi transforms thc ot’4inar)' vibration of tliotiglit, created
by the fm'te niiiid of uj an, into the spiritiial eqniv‹ilent.
Faith is the oiil y agent y through which i/ie cosmic Joice of Itfiiite Intelligence
chin be flut'iiesse1 and used b y man.

1.8 THE SE C O N D STEP TOWA ID II C H ES

 SELF-C O NFID ENCE FORMULA
As to -suggestion d 1

“I HOW 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 here and now
proiiiise to render such action.”

FA IT H 19
 MAHATMA GAND HI

Gandhi wields more potential power than any man living at his time. How did
he corrie by that power?
Gandhi has accomplished, through the in0uence of faith, that which the
strongest niilitary power on earth could not, and never will accorriplish through
soldiers and military equipment. He has accomplished the astounding feat of
influencing 200 rriillion minds to coalesce and move in unison as a single
mind.
What other force on earth, except faith, could do as much?

20 THE SE C0 ID STEP TOWA R D II C HES

 SELF-C OSNF IDEN CE
Auto -suggestion d2

“I IHALIZE the dominating thoughts of my mind will eventu- ' ,’ Art y idea, y lair, or yii ryose iii a j' be
ally reproduce themselves in outward, physical action and grad-
ually transform themselves into physical reality, therefore, I will } repc£ifiori o/ tliougly t.
concentrate my thoughts for thirty minutes daily, upon the task
of thinking of the person I intend to become, thereby creating
in my iiiind a clear mental picture of that person.”

Take ten miimtes right now to read the above stsCement over unñ
over alouñ iui'tli /eeliiig. These nie on1y morns until you âaiin
them iri#i )'oiir emotioii arid mule them j or irs.
Each i/me you repeat i't, tr j to meinorize one uññitio Finl yliinse «ntif, or the ciiñ
of your reritn tion, j'oii liave memorixed the sentence.

The htjqnan mind is constantly attracting vibrations which hn-rrionize with that
which dominates the human mind.

FA I TH 21
 Auto-suggestion, or repetitive statements of truth, is a/orrn o/ accessing the subcoiiscio us

The subconscious niind is the chemical laboratory in ivliich all thought

impulses are corrrbined and made ready for translation into physical reality.
The subconscious mind makes no distinction between constructive and
destructive thought irripulses.
The subconscious iaiind 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.

22 T HE SE C O N D STEP TOWARD RI C HES

 SELF-CONFIDENCE FORMULA
Au to -sugqcs tion d 3

“I INDOW through the principle of auto-suggestion, any desire The subcotiscioi+s iiii'ort
iciil that I persistently hold in my mind will eventually seek expres- iJansi,in/e iiito i'ts yl!
ysi'cal
sion through some practical means of attaining the object back ‘ cgiii'rn/erit, â) //ie +iiost
direct and of it, therefore, I will devote ten minutes daily to deiiianding of yin trial iiie#i'u
orui/°é/e, my crier iiiyself the developiiient of self-confidence.” ! +/iirñ i's giueil to it iii n state of
1 eli J o faith thet the order iriil /›e
TuLe test iliiniites rig/ii noin to i-ra â the above statute ent over nn d rnrrieJ uii/.
over nlot ul with feeling. Thesr a+ e oril y words until )'oti clvtin them
truth )›oui’ emotion a ml male them you Is.
Erich I.tine ) oii reyeat it, ti) to meurorime one aññiti'on a1 plci-ase until, at the cii ñ of
yom i'ecita tion, )/oii luive n!end or iced the sunteyce.
 Somewhere in your makeup there lies sleeping, this seed of achievement which,
if aroused and put into action, would carry you to heights, such as you may
never have hoped to attain.
Just as a master musician may cause the rriost beautiful strains of rriusic to
pour forth front 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.

24 TH E SE C0 N D STEP TOWA R D R 1CHES

 SELF-CONFIDENCE FORMULA
Auto -sugqcs ti o n D 4

“I HAVE clearly written down a description of my definite chief Life the wiii d iulliclj rnrrirs One
aiiii in life, and I will never stop trying until I shall have devel- ship ea mid moot/ter u es£, //ie la+
oped su&cient self-confidence for its attainment.” , o/ unto-digestion trill 1'ft you uy
D}' }7 IHS }'OtI TOtt'J 4 , 6 ISOf I f¿y TO //16

Tahe ten iii iniues riy/i/ note to seañ the ahove stafriiyeii i over and '' way you set yom’ sails of thought.
ouer uloud iuitli feeliiig. Th ese ai'e onl y morns until you claim them
iuith Tom- emotion anñ n4 nLe //tern yorirs.
Each time you i ey ent it, ti y to nieinoi ice one udñitioHal plci-ase until, at the en1 oJ
) oiti- recitation, ) on have memorixeñ the sentence.

FAI T H 25 '
 Riches begin in the form of thought!
The amount is limited only by the person ua whose mind the thought is put
into motion. Faith removes limitations!
Remember this when you are ready to bargain with life for whatever it is
that you ask . .

26 TH E SE C O N D STEP TOWA RD II CHES

 SELF-C ORFIDENCE FORMULA
II tO - S HQqcs tio n d 5

“I FULLY IMALI ZE that no wealth or position can long en- JoS/ us electticit y trill ti irn the
dure, unless briilt upon triath and justice, therefore, I will engage ' v he 1s of industi y uoJ render
in no transaction which does not benefit all whom it affects. I i useful setuice iJ used consti iictivel y
will succeed by attracting to myself the forces I wish to use, and or suf!ff otit l'Je if ii i’o)zl j meek, so
the cooperation of other people. I will induce others to serve i i/i i/ie Inw oJ nrite -st iggestioii
lent me, because of nay willingness to serve others.” . )'oii to yeace a+i d yrosyerit)' or
TO I lxl I I I I IO flIP Hf1//0)• OJ 111 I 6f

FA I TH 27
 1: DO MINATING THOUGHTS

Through the dominating thoughts which one permits to remain in the con-
scious rrllnd (whether these thoughts be negative or positive is immaterial), the
principle of auto—suggestion voluntarily reaches the subconscious mind and
in0uences it with these thoughts.

2: GUARD UG YOUR THOUGHTS

All sense impressions which are perceived through the five senses are stopped
by the conscious thinking mind and rrniy be either passed on to the subcoi-
scions mind or rejected, at will. The conscious faculty serves therefore as an
outer guard to the approach to the subconscious.
Nature has so built riian that he has absolute control over the material which
reaches his subconscious nund through lits five senses, although this is not
meant to be construed as a statement that man always exercises this control. In
the gre:it rrnijority of instances, he does not exercise it, which explains wh) so
iaaany people go through life in poverty.

3.0 T HE TH I RD STE P TO WA ID II C HES

 USD ERS TAND IN G THE
SUB CONSCIOUS MIND

DOMINATIN G THOUGHTS: What are your three dominat-

ing thoughts you carry with you day in and day out? Examples
are: Life is too hard; I'm not a lucky person; I'm too old.

1.

2.
3.

GUARDING YOUR THOUGHTS: What thoughts and beliefs do your friends,

relatives, and acquaintances, your community and your nation hold that you need to
guard against? Exarriples are: Life is limited; There's not enough to go around; Be
happy with what you have and don't ask for more; Things are bad and they're going
to get worse.

2.

AU TO - S UG GEST1O N 31
 3: THE RICH GARDEN OF YOUR MIND

The subconscious rrñnd reseiiibles a fertile garden spot in which weeds will
grow in abundance if the seeds of iii ore desirable crops are not sown therein.
Arito-suggestion is the agency of control through which an individual may
voluntarily feed his subconscious mind On thoughts of a creative nature, or by
neglect, perin it thoughts of a destructive nature to find their way into this rich
garden of the niind.

32 T HE TH HD S TE P T WA ID R I CHES
 UNDERSTAND ING THE
SUB CONS CIOUS MIND, CONTINUED

WEEDING YOUR GARDEN: What three destructive thoughts SI.eplicisiii, in cor inectio n u'itli
in your mental garden would you like to uproot? Examples are: ALL neu' ideas, is clinracteristic of
I've tried but I've failed before; It's too hard; I don't have enough all li nonan heings. But j you Johorn
money; I’m not smart enough; It's too much work; I was born /fie instructions oiitlined, j oii?
into the wrong farriily. slept.icisin u'i ll sooii be replaced b)

winln
'’ ’Il‘1'e"' oii'i't’wI’i«*i « 'n'i*n ' f*’so
3.

FEEDING YOUR GARDEN: What thought seeds would you like to plant in your
rich, fertile garden of niind to replace the beliefs you have uprooted? Examples are:
I experience prosperity everywhere I go; I open new doors in my life; I deserve the
best and I accept the best now.

2.

AUTO -S UG GES T I O N 33
 4: EM OTI O NALI ZIN G YOUR BELIEFS

When reading aloud the statement of your desire (through which you are ei-
deavorii3 to develop “a money consciousness”), that the mere reading of the
words is of no consequence—unless you mix emotion or feeling with your
words. If you repeat a million times the famous Emil Coue formula, “Day by
day, in every way, 1 am getting better and better,” without mixing emotion and
faith with your words, you will experience no desirable results. Yovir sibcoi-
scions mind recognizes and acts upon only t1ao=shts which have been tell-
mixed with emotion or feeli.
This is a fact of such irriportance as to warrant repetition in practically every
chapter, because the lack of understanding of this is the main reason the major-
ity of people who try to apply the principle of auto-suggestion get no desirable
results.
Plain, unemotional words do not influence the subconscious mind.You will
yet no appreciable results until you learn to reach yonr subconscious mind with
thoughts, or spoken words which have been well emotionilized with belief.

3.4 T H E TH HD STEP TOWA R D II CH ES

 The subconscious iiiind 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 ayaiii, through rep etition, before they are interpreted by the subcon-
scious mind.
Fix in your own iaiind the exact amount of money you desire, hold your
thoughts on that arriount 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 see yourself actually in possession
of the rrioney.
Consider the possibility of playing a perfectly legitimate “trick” on your
subconscious mind, by making it believe, because you believe it, that yoti riuist
have the amount of money yoti ore visualizing, that this iiioney is already await-
ing your claiiTj.

36 T HE T HUD STEP TOWA ID Al CHES

 IN STHUCTI ONS FOR VISUALIZATI O N

Go into sorrie quiet spot (preferably in bed at night) where you Caer y out these instructions us
will not be disturbed or interrupted, close your eyes, and repeat
though )'ou tvei'e a s1J1all c//i/r/.

l aloud (so you may hear your own words) the written statement
i the Jaitli oJ n clv ill.
of the amount of money you intend to accumulate, the time-limit I
for its accumulation, and a description of the service or merchan-
dise you intend to give in return for the money. As you carry out these instructions,
see yourself already in possession of the money. For exarriple, suppose that you
intend to accumulate $50,000 by the first ofJanuary, five years hence, and that you
intend to give personal services in return for the money in the capacity of a salesman.
Your written statement of your purpose should be similar to the following:

“B y the first da) oJ]anuai * 2Of, I will 11we iii m/ possession 550, 000, u'/rich trill come
to me in uations ant omits J om time to tint e storing the interim.
“In retuIn for the's mone y I mill give the most eQici'ent sei vi'ce ofivli icli i am capable, remRei -
rug the fullest possible quantit y, and the best possible qiialit j' ofsetuice in the cuyncit)' of safes-
tin of (desctihe the sei'uice or meirlian disc you iiitend to sell).
“I believe that I will have this mone y in m y possession. M y faith is so strong that I cun
now see this inone/ befoi e in j e) es. I can touch it s itli in y hanis. It is morn arnaiting transfer
to tile at i/ie lime, any iii the yroyortioil that I deliver the sei yice I intend to renRei iii ! etui-i1
for it. I am awe itiiig a plan h) which to ucculnnlate thi's monk), rind I will follow that plait,
allen it is te‹eived. ”

(Repeat this program night and morning until yori can see, in your imagina-
tion, the money you intend to accumulate. l°1ace a written copy of your
state- ment where you can see it night and rriorning, and read it just before
retiring and upon arising until it has been ineiiiorized.)

AUTO —SUGG ES T 10 N 3.7

THE F
O UH

Therea ie tu o hints of h non ledge.

 Specialize 3 Ibn wledge

Thomas A. Edison had only three months of “schooling” during his entire
life.
Henry Ford had less than a sixth-grade “schooling.”
Defore ) on can be sure of your ability to transmute desire into its monetary
equivalent, you will require specialized knowlecige of the service, merchandise,
or profession which you intend to offer in return for fortune. Perh•P• y •• •
need miich more specialized knowledge than yori have the ability or the iicli-
notion to acquire, and if this should be sure, you may bridge your weakness
through the aid of your “Master Mind” group.
The accumulation of great fortunes calls for power, and power is acquired
tlarouph highly organized and intelligentl directed specialized knowledge, but
that knowledge does not necessarily have to be in the possession of the man
who accumulates the fortune.
The preceding paragraph should give hope and encouragement to the man
with ai4ibition to accumulate a fortune, who has not possessed himself of
the necessary “education” to supply such specialized knowledge as he may
require.

4.0 T HE FO URT H STEP TOWAID II CHES

 HOW TO ATTAIN KNOWLED GE

WHAT YOU NEED: Decide the sort of specialized knowledge Know ulcâgc li as ii o value
" except What irgic/i can be gniiicâ j
you require and the purpose for which it is needed. To a large , out its ayplicalion tornatâ sour c
extent, your major purpose in life, the goal toward which you ' month y
- -
are working, wi ll help deterr mne the knowledge you need.
i
;
i
,

1.

2. helieuinfl tlint the hiiou›ledpe-

ac‹juirin$ /c/ ion eti‹ls u lieu owe
finis11es school.
S PE C IAL I Z ED KN OW LE D G E 41
 STUART AUSTIN WIER

Stuart Austin Wier prepared himself as a Construction Engineer and followed

this line of work until the Depression limited his market to where 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 Depres-
sion had not ended, he completed his training, passed the bar examination, and
quickly built a lucrative law practice, in Dallas, Texas; in fact he is turning away
clients.
(]iist to heey the reco Id sti‹iigh t, aitd to anticiyatc• the alibis of those n lio mill say, “I

informntioii that Mr. Wick u'as past fort y and mai rich when lie u'eitt bach to school.)

42 TH E FO URTH STEP TOWA RD RI CH ES

 HOW TO ATTAIN KN OWLED GE

WHERE TO FIND IT: Your next move requires that you have , The âcgiuuiog of an y successf il
accurate information concer ning dependable sources of knowl- * I›i ioci› is air ‹den.
edge. These inclu de one's own experience and education, col— * Perso+is alto schedule //irir spnre

’' ,’’ thc ftiei i dl y i iitcrcs I of t|iosc who

liave /fie ponder to yut Hi ciii in fire
. .’ uu) of oyportilil it)'

4.

5.

S PE C I ALI ZED KB OW LE D GE 43
 E FTE IP RI SING ACC O UNTANT

During the Depression a salesman in a 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
equipiaient, and event into business for himself. Starting with the grocer for
whom he had formerly worked, he made contracts with rriore than 100 small
rrierchants to keep their books, at a very nominal rnontlily 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 machinery. He
now has a deet of these Bookkeeping oDices “on wheels” and employs a large
staff of assistants, thus providing small merchants with accounting service equal
to the best that money can buy, at a very nominal cost.
Specialized knowledge plus imagination were the ingredients that went into
this unique and successful business. Last year the owner of that business paid an
income tax of aJrriost ten times as much as was paid by the merchant for whom
he worked when the Depression forced upon hire a temporary adversity, \vliich
proved to be a blessing in disguise.

44 THE F O UAT H S T EP T OWNED II C tES

 A CALL TO ACTION

The person who stops studying merely because he has finished

school is forever hopelessly doomed to mediocrity no matter
what may be his calling. The way of success is the way of con—
tinuous pursuit of knowledge.

ORGA M I ZATI ON
DATE CONTACT M ADE:
NAME: CONTACT
F£E:
PASSON: TE£E PHONE:
X£XTST£2S:
WE43 SITE:
E—MAIL:
ADDWSS:

OltGANIZATI OF NAn E:
DATE CONTACT MADE:
CONTACT PEGSOF'
SEE:
TELEPHONE:
NEXT STEPS:
WEB SITE:
E—MAIL:
AD DLESS:

ORGAN I ZATI OF NAME:

DATE CO NTACT MADE:
CONTACT PERSO N:
FEE:
TELEP HONE:
NEXT STEPS:
WEB SITE:
E—MAIL:
ADDMSS:

SPEC IA LI ZED KN OW LED GE 45

 Some people foolishly believe that only money can make money. This is not
true! Desire, transmuted into its iiionetary equivalent, through the principles
laid down here, is the agency through which money is “made.” Money, of itself,
is nothing but inert matter. It cannot move, think, or tNk, but it can “hear”
when a man who desires it calls it to come!

48 THE £1FTH STEP TOWA ID II CHES

 DESIRE

Desire is only a thought, an impulse. It is nebulous and epheiii— Success regiii'res no exylaHation.
eral. It is abstract, and of no value, until it has been transformed !. Fniliii c yerinits no n/iñi's.
into its physical counterpart.

Off I )'0 II i' d€Sl 1’CS k £ IOW. CIO CE i10 II Ill i IS OI'I ) 0 If 1“ I Ill Off i HO ti OH .

WHAT I WAIT TO HAVE:

2.

WHO I WANT TO BE:

2.

4.

I MAG I NAT I O N 49
 The imaginative faculty functions in two forms. One is known as “synthetic
imagination,” and the other as “creative imagination.”

SYNTHETIC IMAGINATION: Through this faculty one may arrange old

concepts, ideas, or plans into new combinations.This faculty creates nothing. It
merely words with the material of experience, education, and observation
with which it is fed. It is the faculty used most by the inventor, with the
exception of the “genius” who draws upon the creative imagination, when he
cannot solve his problem through synthetic imagination.

CREATIVE IMAGINATION: Through the faculty of creaove imagination,

the finite mind of man has direct communication with Infinite Intelligence. It
is the faculty through which “hunches” and “inspirations” are received. It is by
this faculty that all basic or new ideas are handed over to man.
It is through this faculty that thought vibrations from the riiinds of others
are received. It is through this faculty that one individual rriay “tune in” or
communicate with the subconscious minds of other men.
The creative imagination works automatically, in the rrianner described in
subsequent pages. This faculty functions only when the conscious mind is vi-
brating at an exceedingly rapid rate as, for example, when the conscious iiiind
is stimulated through the emotion of a strong desire.
The creative faculty becomes more alert, more receptive to vibrations from
the sources rrientioned, in proportion to its development through use. This
statement is significant! Ponder over it before passing on.
Both the synthetic and creative faculties of iiiiagination become more alert
with use, just as any rrruscle or orphan of the body develops through use.

50 TH E FI FTH STEP TOWA R.D R.I C HES

 IMAGINATION MAP

Symbols are powerful and direct communicators to our subcon-

scious mind. Unlike yorir conscious mind, when your sub-
conscious mind receives a symbol, it does not ask how or why
or when. Those are all questions that the conscious mind often ' throw!dli i ise. Th is facii lt)› does nct
gets stuck on, thereby stopping forward movement. Symbols bye
pass the critical mind.

Th e Ill agina ti o n Ma p

You will need:

• A dozen iaiagazines of all types
• Scissors
• Gltie

Time-liiiiit: two undisturbed hours

1. Cut out a photograph, picture, phrase, or word that excites you. Do not use your
logical mind to select the “correct” Outages. This is an imagination-driven
activity. Whatever imagery arouses your passion and ignites your desire—cut it
out and place it in a pile. Make sure to include not just material “things,” but fiso
pictures that represent the qualities and feelings of the kind of person you wish to
becorrre. There need not be any rhyme or reason to the items you cut orit. It is
simply a rrnitter of choosing what inspires you.
2. After you have done this with all twelve rrnigazines, on the following two pages,
assemble the words and images that are roost striking to you. With a childlike
enthusiasm, begin to create a collage that is pleasing to your eye. It must fit on
these two pages, so you will have to be selectiv you do not need to use every
item you cut out. Use only those that inspire you the roost.
Glue these images and words into place.
4. Twice a day as you read your Statement of Desire, turn to your Imagination Map
and impress its images upon your subconscious mind.You do not have to know
how they will coiiie into being. Simply imagine yourself living in this new way.

I M AG I NAT I O O 51
 1. Ally yourself with a group of as many people :is you may need for the cre-
atioiand carrying out of your plan, or plans for the accumulation of money
—making use of the Master Mind principle described in a later chapter (in
Step 9).
2. Defore forming our Master Mind alliance, decide what advantages, and
benefits, you may offer the individual members of yotir group, in return for
their cooperation. No one will work indefinitely without soiiie forint of
compensation. No intelligent person will either request or expect another
to work without adequate compensation, although this may not always be
in the form of nione):
3. ArranSe to rn.eet with the members of your Master Mind grorip 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.
4. Maintain perfect harmony between yourself and every member of your
Master Mind group. If you fail to catry out this instruction to the letter, you
may expeC t to meet with failure. The Master Mind principle cannot obtain
where perfect harrriony does not prevail.

5.6 THE S I XTH ST EP TOWA R D II C HES

 YOUR MASTER MIND

Matte a list of a potential group of Master Mind patticipants. Choose f! No indini lual has su@icient
flour aHy0Hg the people in all calls of youI life Jioiiye, worh, volunteer; experience, education, native ahilit)',
rfiurrfi, rlrir groups, booh clubs, neighbors,). bese are peoyle whom aill 'i1omlefii$e to insure the
you adnaii e for owe teason or another: card person does not have to have acciiinu latioit of a great fortii nc
all of the ed ills you are loohing Jor. One person burght trace an tail/i out the cooperation of other
exceptional abilit y to commit nicate with luige groups of yeople, yeoylc. Eyed y lan you adopt in
amother might be excellent at fnances and accounting, another your citâcanor to accumuln/e ii'ealtli
twig/ii he a pei'soti alto hi ings inspiration—so that rodeo/her these sñoo/J he Hi c joiiil creation o
people provide you with a full complenient of attributes iieressary/or yourselJ and every other nieinher oJ
your suu:ess. your Master Miii ñ grouy. You may
originate your own plans, either i'n
Haine: Success quality: ym ole oi’ in yart, hut see Hiat /gose
Phone: E—mail: ylans are direct:ed rimñ approved h y
the iii eni bers of your Maslcr Min d

Dante: Success quality: alliance.

Phone: E—mail:

Name: Success qusity:

Phone: E—mail:

Name: Success quality:

Phone: E—mail:

Name: Success quality:

l°hone: E—mail:

Name: Success quality:

Phone: E—mail:

Darne: Success quality:

Phone: E—mail:

Name: Success quality:

Phone: E—mail:

O RC›A N I ZED PLAN NI N G 5.7

 Henry Ford rriet with tenlporniy defeat, not orily at the beginning of his autos
mobile career, but after he had gone far to the top. He created new plans, and
went marching on to financial victory.
james J. Hill met with temporary de/cal when he first endeavored to raise the
necessary capital to build ii railroad front the East to the West, but he, too, turned
defeat into victory through men› plans.
Thomas A. Edison “failed” ten thousand times before he perfected the in—
caidescent electric light bulb.
We see men who have accumulated great fortunes, but we often
recognize only their triumph, overlooking the temporary defeats which they
had to sur- moiit before “arriving.”
Edison met with tenipotu‹/ defeat ten thousand times before his efforts were
crowned with success.
to follower of this philosophy can reasonably cxpect to accumulate a for-
tune without experiencing temporary defeat. When defeat comes, accept it as
a signal that your plans are not sound, rebuild those plans, and set sail once more
toward your coveted got.

58 TH E 5 IXTH STE P TO WA R D II CH ES
 SUCCESS AFFIRMATION

IQ the i rst p lan ir/rich you adopt

does noI iron siicccssfu ll y, replace it
usr th a ncu ylan; if this new plan
fails Io mon, replace iI in turrt trill
A UI T TE R still another, air ñ so on, tintil you
Jn J u plan !vli ich does ivotñ.
EVE R PIN S

Cut the above box declaration out and place it where you will see it every night
before you go to sleep and every morning before you go to work.

No man i's even whi'pped, until he Jerks—in his own iiiind.

O R GAN I ZED PLA N N I NG 5P

ARE YOU A LEADER OR A FOLLOWER?

There are two types of people in the world. One type is known T| e ijian who rnahes these eleven
Lcndersl1ip A tti'ihutes like hasis of
’ as leaders 2nd the odder as followers. Decide at the outset whether ills lea‹li°islj it oil//nr/ ohu1 r/nnt
you intend to become a leader in your chosen calling or remain
a follower. The difference in compensation is vast. ''. oyportunit y to lead in an j u all oJ

It is no disgrace to be a follower. On the other hand, it is no credit to remain a fol-

lower. Most great leaders began in the capacity of followers. They became great
leaders because they were intelligent followers. With few exceptions, the man who
cannot follow a leader intelligently cannot become an efficient leader.The man who
can follow a leader most efliciendy is usually the man who develops into leadership
rriost rapidly. An intelligent follower has many advantages, among them the oppor-
tunity to acquire knowledge from his leader.

In what situations have you played the role oY follower? (i.e., volunteering, jobs,
family)

In what situations have you played the role of lea det? (i.e., volunteering, jobs,

Which situation provided you with the sreater satisfaction?

O R G A N I BE D PLA N N I N G 61
 Th e 1.0 Ma jo r Ca us es Fa ilu re i n Sea d e rs hip

These are among the more common of the causes of failure in leadership. Any one of
these faults is suflicient to induce failure.

i . iriflhf fts)' to oiguiiize detniis. Efficient leadership calls for ability to organize and master
details. No genuine leader is ever “too busy” to do anything which may be required
of him in his capacity as leader.
Uiiu›illingn ess to render’ hunt ble ercire. Truly great leaders are willing, when occasion
demands, to perform any sort of labor which they would ask another to perform.
3. Expectation of pa) for v hat the y “htiou ” instead of what the j do north that rum icli thc j
morn. The world does not pay men for that which they “know.” It pays them for what
they do, or induce others to do.
4 Fear of competition /fniJi /olfotrerS. The leader who fears that one of his followers may
take his position is practically sure to realize that fear sooner or later. The able leader
trains understudies to whom he may delegate, at will, any of the details of his position.
Only in this wa) riiay a leader rriuitiply himself and prepare himself to be at many
places, and 3ive attention to rriany things at one time.
Loch of ink ngin n/ioit. Without imagination, the leader is incapable of meeting emergen
— cies and of creating plans by which to guide his followers efficiently.
Sefisliness. The leader who claims all the honor for the work of his followers is sure
to be met by resentment. The really great leader claims none of the honors. He is
contented to see the honors, when there are any, go to his followers, because he knows
that most men will work harder for commendation and recognition than they will
for rrioney alone.
7. Intetnpernnce. Followers do not respect an inteinperate leader. Moreover,
internperance in any of its various forms destroys the endurance and vit.City of all
who indulge in it.
8. Disloyalty. The leader who is not loyal to his trust, and to his associates, those above
him, and those below hint, cannot long maintain his leadership. Lack of loyalty is one
of the major causes of failure in every mark of life.
Emphasis o/ the “aiitl1O1’it y” OJ lenñersliiy. The efficient leader leads by encouraging,
and not by tr} ring to instill fear in the hearts of his followers. The leader- who tries to
im- press his followers with his “authority” comes within the category of leadership
through force. If a leader is a real leader, he will have no need to advertise that fact
except by his conduct.
10. Emyhnsis of title. The competent leader requires no “title” to give hint the respect of
lits followers. The man who iiiakes too rriucla over his title generally has little else to
emphasize.

6.2 T HE S I XTH STEP TO WA RD RI C HES

 HOW TO GET THE EXACT
PO SITI OF YOU DESHE

This line of procedure nay take a few days or weeJrs of extra Every pejson who starts, or “gets
time, but the difference in income, in advancement, and in gain-
ing recognition will save years of hard work at small pay. It has
many advantages, the rriain one being that it will often save from
one to five years of time in reaching a chosen goal.

Decide exactly what kind ofjob you want. If the job doesn't already exist, perhaps
you can create it.

2. Choose the company or individual for whom you wish to work.

3. Study your prospective employer, as to policies, personnel, and chances of

. advancerrient.

4 By analysis of yourself, your talents and capabilities, figure what you can offer and
plan ways and means of giving advantages, services, developments, ideas that you
believe you can successfully deliver.

5. Forget about “a job.” Forget whether or not there is an opening. Forget the usual
routine of “Have you got a job for me?” Concentrate on what ) on ran lire.

6. Once you have your plan in niind, arrange with an experienced writer to put it
on paper in neat form and in full detail.

7. Present it to the proper person with authority and he will do the rest. Every
company is looking for men who can give something of value, whether it be ideas,
services, or “connections.” Every corripany has room for the rrian who has a
definite plan of action which is to the advantage of that company.

O R.GA N I Z ED PLA N N I NG 63
 The causes of success in marketing services effectively and permanently have
been clearly described. Unless those causes are studied, analyzed, understood,
and applied, no man can market his services effectively and permanently. Every
person rriust be his own salesman of personal services. The quality and the
ctuantity of service rendered, and the spirit in which it is rendered, deteriaiine
to a large extent the price and the duration of employment.To market Personal
services effectively (which means a permanent inarlret, at a satisfactory price,
under pleasant conditions), one mtist adopt and follow the “q.q.s.” formula
which means that qualit; plus quantity, plus the proper spirit of cooperation,
equals perfect salesnlanship of service. Remember the “q.ct.s.” formula, but do
nrore—apply it as a habit!

Quality of service shall be construed to incan the performance of every

detail, in connection with your position, in the most efficient manner pos-
sible, with the object of greater efficiency always in mind.
2. Quantity of service shall be understood to mean the habit of rendering all
the service of which you ai-e capable, atI times, with the purpose of in-
creasing the amount of service rendered as greater skill is developed throusla
practice and experience. Emphasis is again placed on the word “habit.”
3. Spirit of service shall be construed to mean the habit of agreeable, harmo-
nious conduct which will induce cooperation from associates and fellow
employees.

Adequacy of quahty and quantity of service is not sufbcient to maintain a

permanent iiiarket 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 receive and the duration of employment.

6.4 THE S I XT H STEP TOWA RD II CH ES

 WHAT IS YOUR Q.Q.S. RATING?

1. Quality of service shall be construed to nrean the perfor- Añcquac y o d iiafI/y or qrmi, ti/)
i iaiance of every detail, in connection with your position, in ' o/ service is ii ot si fficicnt to i
the rrrost eHicient manner possible, with the object of greater naiiltaii i a yet ii ianct it ii iadiet
efficiency always in mind. ' foi yoi ir

How would you rate the service you leave offered in all the
various places yori have been employed (including the work you
have perforiiied as a volunteer)?

2. Quantity o1 service shall be understood to mean the habit of

renderins all the service of which you are capable, at all trifles,

with the purpose of increasing the amount of service ren—

dered as greater skill is developed through practice and expe—
rience. Emphasis is again placed on the word “habit.”

Where have I gone “above and beyond” what I was paid or asked

Where could I have given more of rriyselP

3. Spirit of service shall be construed to iiiean the habit of agreeable, harmonious

conduct which will induce cooperation from associates and fellow employees.

Were all of my work relationships agreeable and liarrrionious? Corild they have been
more so?

0 R GA N I ZED P CAN M I N G 6.5

 The 3.0 Mayo r Ca uses of Farm re

Life's greatest tragedy consists of rrien and women who earnestly try, and fall!
The tragedy lies in the overwhelmingly large majority of people who fail, as
compared to the few who succeed period. I have had the privilege of analyzing
several thousand wren and women, 98% who were classified as “failures.” My
analysis work proved that there are 30 major reasons for failure (see next pages
for details, and to see which of these are holding you back).
The oldest of admonitions is “Man, how Thyself!” If you market merchan-
dise successfully, you rriust know the merchandise. The same is true in market-
ing personal services.You should know all of your weaknesses in order that you
may either bridge them or eliminate them entirely. You should know your
strength in order that you may call attention to it when selling your services.
You can know yourself only through accurate analysis.

6.6 THE S I XT H STEP TOWA ID II C HES

How many of these are holding you back? B ore )›oir rreii stair I to negotiate
or- a rea first incut o/ j nor salai) in
youi presets t yosi'tioii, or to sccl.

people cakinot see themselves as others see them.You inn y he one i lio '

Place n cli elf th the hox: it ext to each one thai you claim is holding you bnch:
O MiJnvora ble Tier eñitat) ñacfigrsriiid. There is but little, if anything, which can
be done for people who are born with a deficiency in brain power. This phi-
losophy offers but one rriethod of bridging this weakness—through the aid
of the Master Mind (see Step 9).
Lack of n well-befitted purpose in life. There is no hope of success for the person
who does not have a central purpose, or Ref nite goal, at which to aim. Ninety—
eight of every hundred of those whom I have analyzed had no such aim.
Lack o/ ainbiti'o It to uiiii uéoce inedioci it j. be offer no hope for the person who
is so indifferent as not to want to get ahead in life, and who is not willing to
pay the price.
lust cient eli icetion. TIms is a handicap which may be overcome with com—
parative ease. Experience has proven that the best-educated people are often
those who are known as “se1finade” or self-educated.
Lurk o/ set-disciylin e. Discipline comes through self-control. This means that
one iiiust control all negative qualities, period. Before you can control condi-
tions, you must first control yourself. Self-mastery is the hardest job yoti will
ever tackle. If you do not conquer self, you will be conquered by self.
Ill lj ealth. to person may enjoy outstanding success without good health.
Many of the causes of ill health are subject to mastery and control (overeating,
negative thinking, over indulgence, lack of physical exercise, improper breath-

Uiifavoi'ahle eiiriroiiiiieu/al tuft tences ñw ink cliilâliood. “As the rig i› bent, so
shall the tree grow.” Most people who have criminal tendencies acquire them
as the result of bad environment and improper associates during childhood.
P'i ocrastination. This is one of the most coiaimon causes of failure. Most of us
go through life as failures because we are waiting for the “time to be right”
to start doing something worthwhile. Do not wait. The time will never be
‘§rist right.’’

0 AGA N I BE D PLA W W IN G 67
 FAILURE INVENTORY, CONTINUED
Lark of persistence. Most of us are good “starters” but poor
“finishers” of ever) thing we begin. Moreover, people are
prone to give up at the first signs of defeat. There is no sub-
stitute for persistence.
Negative yeisonalit y. 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 at-
your worth. for r value is tained through the cooperative eKorts of other people. A
established entirel y b y your uhilit y negative personality will not induce cooperation.
to raider useful service oI your Lack of cotitrolleñ sexual uage. Sex energy is the most powerful
capacit j to inâuce others to render of all the stimuli h e people into action. Because it
such srrrire. is the most powerful of the emotions, it must be controlled,
through transmutation, and converted into other channels.
Uncontrolled desire for “something for nothing.” The gambling
instinct drives millions of people to failure.
Lack of a iuell-defined pou'et o/ decision. Men who succeed reach decisions
promptly, and change theirs, if at all, very slowly. Men who fail reach decisions,
if at all, very slowly, and chanye them frequently and quickly. Indecision and
procrastination are twin brothers.
Our or- moie of the Six Basic Fears. Fear of poverty, criticism, ill health, loss of
love of someone, old age, and death must be mastered before yori can market
your services effectively.
Wrong selection of a it!ute in iiinrriuge. This is a most common cause of failure.
The relationship of marriage brings people intimately into contact. Unless
this relationship is harmonious, failure is likely to follow. Moreover, it will be
a form of failure that is marked by misery and unhappiness, destroying all signs
of ambition.
O Over-caution. The person who takes no chances generally has to take whatever
is left when others are through choosing. Over-caution is as bad as under-
caution.
lfi oog selection of associates in business. We emulate those with whom we as—
sociate most closely.
Superstition all prejutime. Superstition is a form of fear. It is also a sign of ig-
norance. Men who succeed keep open minds.
O Wrong selection of a vocation. No man can succeed in a line of endeavor which
he does not like. The most essential step in the rriarketing of personal services
is that of selecting an occupation into which you can throw yourself whole-
heartedly.
D Lack of conceiltra tion of effort. The ‘jack—of—all—trades” seldom is good at any.
Concentrate all of your efforts on one definite chief aim.

6.8 T HE S I XTH ST EP TO WA R D RI C HES

 FAILURE IEVEN TORY, CONTINUED
The habit of in disci iniinate spending. The spendthrift cannot .
succeed mainly because he stands eternally in fear of poverty.
Money in the bank gives one a very safe foundation of
courage when bargaining for the sale of personal services. , ¿„,Jul The plum info action, anñ
Without money, one must take what one is offered, and be ... org/i iui//i persistence.
glad to get it.
Lack of eiitliiisiasii i. Without enthusiasrri, one cannot be con-
vincing. Moreover, enthtisiasiii is contagious, and the person who has it, under
control, is generally welcome in any group of people.
Intoleran ce. The person with a “closed” mind on any subject seldom gets ahead.
Intolerance means that one has stopped acquiring knowledge.
Jnieiiipeiuure. The rriost damaging forrris of inteinperance are connected with
eating, strong drink, and sexual activities. Overindulgence in any of these is
fatal to success.
Guam/icy to cooy crate iuitll otli ers. More people lose their positions and their
big opportunities in life because of this fault, then for all other reasons
combined. It is a fault which no well-informed businessman or leader will
tolerate.
Posses)'oi1 of ponder that runs not act iiii-eâ I/trough self-effort. Yoxvet in the hands of
one who did not acquire it gradually is often fatal to success. Quick riches
are iiiore danyerotis than poverty.
Intentional dishonest y. There is no substitute for honesty. One may be terripo-
rarity dishonest by force of circuiaistances over which one has no control,
without permanent daiTnlge. But, there is no hope for the person who is
dishonest by choice.
Egotism aii# rani/y. These qualities serve as red lights which warn others to
keep away. They are fatal to success.
Guessing instea d of thiiil:rug. 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-dash jud' nents.
Luch of capital. This is a common cause of failure arriong those who start out
in business for the first tiiiie without sufficient reserve of capital to absorb the
shock of their mistakes and to carry them over until they have established a
reputation.

Add any particular cause of failure from which you have suiTered that has not been
included in the foregoing list.

O AGA N I Z ED P£ A N N I N G 69
 Annual self-analysis is an essential in the effective marketing of personal
services, as is annual inventory in merchandising. Moreover, the yearl) analysis
should disclose a decrease in faults, and an increase in virtues. One goes ahead,
stands still, or goes backward in life. 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 rriove
forward even if the progress is slow.
Your annual self-analysis should be made at the end of each year, so you can
include in your New Year's resolutions any iiaiprovernents which the analysis
indicates should be made. Take tliis inventory by asking yourself the questions
on the following pages, and by checking your answers with the aid of someone
who wd1 not perriiit you to deceive yourself as to their accuracy.

7.0 THE S I XTH STEP TOWA RD II C HES

 INVENTO RY OF YO URSELF
2.8 Ques Rio as to u Sh o u Id ABS W Or’

SELF-ANALYSIS QUESTI ONNAIRE FOR

PERS ONAL INVENTORY , ,' and thosc rumo are just begi ii iii i ig

Have I attained the so at which I established as rriy objective

for this year? (Yoti should work with a definite yearly objec-
tive to be attained as a part of your major life objective.)
2. Have I delivered service of the best possible quality of which
I was capable, or could I have irriproved any part of this
service?
3. Have I delivered service in the greatest possible quantity of
which I was capable?
4. Has the spirit of nay conduct been harmonious and cooperative at all tinges?
Have I permitted the habit of procrastination to decrease rriy efficiency, and if so,
to what extent?
6. Have I improved rriy personality and if so, in what ways?
7. Have I been persistent in following my plans through to completion?
8. Have I reached decisions promptly and definitely on all occasions?
9. Have I permitted any one or more of the Six Basic Fears to decrease rriy ef -
ciency? (See Appendix I for list of Six Dasic Fears.)
Id. Have 1 been either over-cautious, or tinder-cautious?
Has icy relationship with my associates at work been pleasant, or unpleasant? If
it lfas been unpleasant, has the fault been partly or wholly mine?
2. Have I dissipated any of irry energy through lack of concentration of effort?
13. Have I been open-rrñnded and tolerant in connection with all subjects?
11. In what way have 1 irriproved my ability to render service?
15. Have I been inteniperate in any of my habits?
16. Have I expressed, either openly or secretly, any form of egotism?
17.Has my conduct toward my associates been such that it has induced them to
respect me?
18. Have my opinions and decisions been based upon guesswork, or on accuracy of
0140I\S1S ?f1/ LII011g/ C

19. Have 1 followed the habit of bridgetin3 my Ernie, icy expenses, and my incoiiie,
and have I been conservative in these budgets?
20. How much time have I devoted to unprofitable effort which I might have used
to better advantage?
21. How may I rebudget rriy time, and change rriy habits so I will be more efficient
during the coming year?

O R GA N I Z ED PHA N N I N G 7.1
 22. Have I been guilty of any conduct which was not approved by my conscience?
23. In what ways have I rendered more service and better service than I was paid to
render?
24. Have I been unfair to anyone, and if so, in what way?
25. If I had been the purchaser of my own services for the year, would I be satisfied
with rriy purchase?
26. Ann 1 in the right vocation, and if not, why not?
Has the purchaser of my services been satisfied with the service I have rendered,
and if not, why not?
28. What is my present rating on the fundamental principles of success? (Make this
rating fairly, and frankly, and have it checked by someone who is courageous
enough to do it accurately.)

72 THE S I XTH S TEP TOWARD RI CH ES

 THE SEVE RTH STEP
TOWARD II CHES
.. . ,j , ,p, „qg .

' ’ ' '+" ' ’ .w *

A‹cmate anulysis of ouer 25,000 ii wit un1 mornen alio fiat

exyerienceñ failure, disclosed the fact thnt lack of decision was
near- the licab of t ie list of fJie 30 iiia]or causes of failm e. Th is
is no mere statemen t of a tlieoi ’i I ’is u Yzc t.
Anal jests of several i un Areñ yeoyle null o hnd accumulated
0 t'fl I II €S tI7€ |l k€)!Otl d tl1€ I!1illiO 11 -TO HOY flint Yk If iS£lOS € d Ill € /O£t

that every one of them rind the llahit u/ reaching decisions

yiomytl), my d of cliaraging these ñecisi'oils sloml), i , ati d iuli
cii
//icy were fly wgcd. Pro /e who fail to iJcriiiio/ate iuone)i without
exception, lini e the liubit oJ i eaching decisions, iJ ut all,
very slou›ly, anñ o/ changing these decisions quickly and
often.
 One of Henry Ford's most outstanding qualities is his habit of reaching deci-
siois quickly and definitely, and changing them slowly. This quality is so pro-
nounced in Mr. Ford that it has given him the reputation of being obstinate. It
was this quality which prompted Mr. Ford to continue to manufacture his fa-
mobs Model “T” (the world's viyliest car), when all of his advisors, and many
of the purchasers of the car, were urging him to change it.
Perhaps Mr. Ford delayed too long in making the change, but the other side
of the story is that Mr. Ford's firmness of decision yielded a huge fortune, before
the change in model because necessary.There is but little doubt that Mr. Ford's
habit of definiteness of decision assumes the proportion of obstinacy, but this
quality is preferable to slowness in reaching decisions and quietness in chang-

I ing them.

74 THE 5 EVEO T H STEP TOWA RD R.I CHES

 TEACHING YOUR OWN OECISI O NS

Keep your own counsel when you begin to ptit into practice the
principles described here, by reaching your own decisions and
following them. Take no one into your confidence, except the
members of your Master Mind group, and be very sure in your
selection of this group that you choose only those who will be
in complete sympathy and liariaiony with your purpose.

Close friends and relatives, while not meaning to do so, often

handicap one through “opinions” and sometimes through ridi-
cule, which is meant to hue humorous. Thousands of men and
women carry inferiority complexes with them all through life
because some well-meaning but ignorant person destroyed their
confidence through “opinions” or ridicule.

You have a brain and niind of your own. Use it, and reach your
own decisions. If you need factors or information front other
people, to enable you to reach decisions, as you probably will in
many instances, a cquire these facts or secure the inforiiiation you
need quietly, without disclosing your purpose.

2.

DEC IS10 N 7.5

 The value of decisions depends upon the courage required to render them.The
great decisions, which served as the foundation of civilization, were reached by
assuming great risks, which often meant the possibility of death.
Lincoln's decision to issue his famous Proclamation of Eiiiancipation, which
gave freedom to the colored people of Arrrerica, was rendered with full under-
standing that his act would turn thousands of friends and political supporters
against him. He knew, too, that the carrying out of that proclaiaiation would
mean death to thousands of men on the battlefield. In the end, it cost Lincoln
his life. That required courage.
Socrates’ decision to drink the cup of poison, rather than compromise in lits
personal belief, was a decision of courage. It turned time ahead a thousand
years, and gave to people then unborn, the right to freedom of thought and
of speech.
The decision of Gen. Robert E. Lee, when he came to the parting of the
ways with the Union, and took up the caitse of the South, was a decision of
courage, for he well knew that it nu3ljt cost him his own life, that it would
surely cost the lives of others.
Dirt the greatest decision of all time, as far as any American citizen is con-
cerned, was reached in Philadelphia, Judy 4, 1776, when fifty-six men signed
their names to a document, which they well luiew would bring freedom to all
Americans, or lenve euei'y one of the ft y-six hanging front a gallotvs!

7.6 THE SEV EN EH STEP T OWA R D RI CH ES

 DEED S AND NOT WORDS

Let one of your first decisions be to keep a closed mouth and

open ears and eyes.
!’ a person u loo has an abun Sauce of
As a reminder to yourself to follow this advice, it will be helpful " ñiio+iedgr, you #i›play re thet
if you copy the following epigrain in large letters and place it , › yerson )'oi1r exact stock o/
where you will see it daily.

silence.

TE LL THE WORL D
WHAT YOU INTE ND

1 TO DO • B UT FIR ST

DECISION 77
 THE EI GHTH STEP
TOWARD II CHES

Persistence is an essential factor in the pi oceñtqe o/ transit uting

desii e into its monetary eqnivulent. The basis of persistence is the
power of will.
Will-power and desire, u›lien properl/ comhinch, maLe an
trusts ii6fe pai'r. Men u'ho an:emulate great for tunes nre generally
known as cold-hloo bed, uiid sometimes i thless. Open the j' are
misunderstooñ. Wl1at the y have is will-power, u›liicl1 the)' niix
with persistence, and ylace back of their ñesii es to ensure the
attainment of thair oh]ectiues.
The ina)orit y of peoyle are tend y to thtow their nims and
purposes odel éoarJ and give up at the irst sign of opposition oI
mishottune.
 A TEST OF PEGSISTEN CE

If you are following this book with the intention of applying the
knowledge it conveys, your first test as to your persistence will init finre Wren prcpa?eâ to
come when you begin to follow the six tasks described in the J “a//mr/” them, just as surely us
first chapter. Unless you are one of the two out of every hundred i! water maritatr› to i/ °rrau.
who already have a definite goal at which you are aiming, and a
definite plan for its attainment, you may read the instructions, and then pass on with
your daily routine, and never comply with those instructions.

The author is checking you up at this point, because lack of persistence is one of the
major causes of failure. Moreover, experience with thousands of people has proved
that lack of persistence is a weakness common to the majority of men. It is a weak-
ness which may be overcome by effort. The ease with which lack of persistence may
be conquered will depend entirely upon the intensity of one's desire.

The startins point of all achievement is desire. Ileep this constantly in niind. Weak
desires briny weak results, just as a small amount of fire makes a small amount of heat.
If you find yourself lacking in persistence, this weakness may be remedied by build-
ing a stronger fire under your desires.

Co bu‹k to tasL I (page 5) anñ star t tiemeñiately to can y out the rusts in:tions given in
connection iuith the six tasks.

The eagerness with which you follow these instructions will indicate clearly how
much, or how little, you really desire to accurriulate rrioney. If you find that you are
indifferent, you may be sure that you have not yet acquired the “money conscious-
ness” which you must possess before you can be sure of accumulating a fortune.

PERS I ST EN CE 8.1
 Persistence is a state of mind, therefore it can be cultivated. Like all states of
mind, persistence is based upon definite causes, among them are:

• Definiteiless of pmyose. Itnoivinp what one wants is the first and, perhaps,
the roost important step toward the developiiient of persistence. A strong
motive forces one to surmount many difficulties.
• Desirr. It is comparatively easy to acquire and to maintain persistence in
pursuing the object of intense desire.
• Self-reliuiicr. Belief in ones ability to carry out a plan encourages one to
follow the plan through with persistence.
• Definiteness of plans. Organized plans, even though they may be weak
and entirely impractical, encourage persistence.
• Accurate 1:ii on leñye. I€nosving that one’s plans are sound, based upon ex-
perience or observation, encourages persistence; “guessing” instead of
“knowing” destroys persistence.
• Cooperation. Sympathy, understanding, and harmonious cooperation with
others tend to develop persistence.
• VVill-yo tree The habit of concentrating one's thoughts upon the building
of plans for the attairuiient of a definite purpose leads to persistence.
• habit. Persistence is the direct result of habit. The mind absorbs and be-
comes a part of the daily experiences upon which it feeds. Fear, the worst
of all enerriies, can be eKectively cured by forced repetition of acts of
courage. Ever) one who has seen active service in war 1‹nons this.

8.2 T HE EI OHT H STEP TOWA R D RI C HES

SYMPTOMS OF LACK OF PEGSISTEN CE

Take inventory of yourself, and determine in what particular Tele you u ill ind llie real enemies
way, if any, you are lacking in this essential quality. Measure which stnnd fiefwccif 'oH owl
yourself com-ageously, point by point, and see how many of the 1ioten›oi“tliy acliieven1enl. here you
factors of persistence you lack.The analysis may lead to discover- , iui ll find not on1 y the “s)
ies that will give you a new grip on yourself. i‹
mptonis” indicaititg u enl:ness of
persistence, bi it also the deepl y
Place a ciiecL next io rise oi1«s tl1at ) ou i‹tenlify willi:
seated
0 Failrtre to recognize and to c1eaiIy define exactly what one
suhcoiiscio its cnuses of this
NVR1J£S .
ureaGuess. Stud y Iltc list carefull y,
l°rocrastination, with or without cause (usually backed up
ref y d fi6P JOE Sf S UTI 6/} }'O NJ
with a formidable array of alibis and excuses).
Lack of interest in acquiring specialized knowledge.
Indecision, the habit of “passing the buck” on all occasions,
instead of facing issues squarely (also backed by alibis).
The habit of relying upon alibis instead of creating definite
plans for the solution of problems.
0 Self-satisfaction. (Self-centeredness.) There is but little remedy for this af0iction,
and no hope for those who suffer from it.
0 Indifference, usually reflected in one's readiness to compromise on all occasions,
rather than meet opposition and fight it.
0 The habit of blarrñng others for one's mistakes, and accepting unfavorable cir-
cumstances as being unavoidable.
0 Weakness of desire, due to neglect in the choice of rrrotives that impel action.
Willingness, even eagerness, to quit at the first sign of defeat (based upon one or
more of the Six Basic Fears).
Lack of organized plans, placed in writing where they may be analyzed.
0 The habit of neglecting to move on ideas, or to grasp opportunity when it pres-
ents itself
Wishing instead of willing.
The habit of compromising with poverty instead of aiming at riches. General
absence of ambition to be, to do, and to own.
Searching for all the shortcuts to riches, trying to get without giving a fair
equivalent, usually rejected in the habit of gambling, endeavoring to drive
“sharp” bargains.
Fear of criticisrri, failure to create plans and to put them into action, because of
what other people will think, do, or say. This enemy belongs at the head of the
list, because it generally exists in one's subconscious mind, where its presence is
not recognized.

P ER S IS TE N CE 83
 When Andrew Carnegie suggested that I devote twenty years to the orgaiiza—
tioiof a philosophy of individual achievement my first impulse of thought was
fear of what people might say. The suggestion set up a goal for me, far out of
proportion to any I had ever conceived. As quick as a Oash, m mind began
to create alibis and excuses, all of them traceable to the inherent fear of criti-
cism. Something inside of rue said, “You can't do it—the job is too big and
requires too mucll time—what will your relatives think of you?—how will you
earn a living?—no one has ever organized a philosophy of success, what right
have you to believe you can do ir?—who are you, anyway, to aim so high?—
remember your humble birth—what do you know about philosophy—people
will think you are crazy—(and they did)—why hasn't some other person done
this before now?”
These, and many other questions flashed into my iiiind, and deinandecJ at-
tention. It seemed as if the whole world hall suddenly turned its attention to
me with the purpose of ridiculing me into 3iving up all desire to carry out Mr.
Carnegie s suggestion.
I had a fine opportunity then and there, to kill off ambition before it gained
control of me. Later in life, after hxving analyzed tho nsands of people, I discovered
that most ideas are stillborn, and need the breath of life injected into rhern through
definite plans of immediate action. The time to nurse an idea is at the time of its
birth. Every minute it lives gives it o better chance of surviving. The Year of criti-
cisiis at the bottom of the destruction of most ideas which never reach the plan-
ning and action state.

8.4 T HE EI G HTH STE P T OWA R D R I C HES

 HOW TO DEVELOP PERS ISTEN CE

There are four simple steps which lead to the habit of persis— , ' T/ie oiify “ñreañ” niiy0ne can
tence. They call for no great amount of intelligence, no particular i i to Tel j' upon is a self-made
] afford
amount of education, and but little time or effort. The necessary I! “Trend.” T/tche come thtough the
steps are: application of per sistence. The
stai'ling porn I is âefitiitetiess of

A. A definite purpose backed by burning desire for its ful-

fillment.

My definite purpose is:

B. A definite plan, expressed in continuous action.

My definite plan is:

C. A niind closed tightly against all negative and discouraging in0uences, including
negative suggestions of relatives, friends, and acquaintances.

D. A friendly alliance with one or more persons who will encourage one to follow
through with both plan and purpose.

The people who encourage me are:

These four steps are essential for success in all walks of life. The entire purpose of
the thirteen principles of this philosophy is to enable one to take these four steps as
a matter of habit.

P EMS I STEP CE 8S
S H 656 a !’t th e steys h j which one
 If power is “organized knowledge,” let tis examine the sources of lmowledge:

A. iijiiik iii/effiyeuce. This source of knowledge may be contacted through

the procedure described in another chapter, with the aid of Creative Imag-
ination.
B. ArciiJiiii/need experience. The a ccrunulated experience of man (or that portion
of it which has b••• 's•nized and recorded) may be found in any well-
equipped public 1ibrar}: An important part of this accumulated experience
is tau3ht in public schools and colleges, where it has been classified and
organized.
C. Experioien f anJ research. In the field of science, and in practically every other
walk of like, men are gather ing, classifying, and organizins new facts daily.
This is the source to which one must turn when knowledge is not availab*1e
thro ugh “accumulated experience.” Here, too, the Creative Imagination
must often be rised.

I€noxvledge may be acquired from any of the foregoing sources. It may be

converted into power by organizins it into definite plans arid by expressing
those plans in terms of action.
Exam ination of the three major sources of knowledge will readily disclose
the difficulty an individual would have, if he depended upon his efforts alone,
in assembling knowledge and expressing it through defiifite plans in terms of
action. If his plans are comprehensive, and if they contemplate large propor-
tiois, he must, generally, induce others to cooperate with him, before lie can
inject into theirs the necessary element of power.

8.8 T HE N I N TH STEP TOWA ltD R I C HES

 MASTER MIND CHECK-IN

No individual may have great power without availing himself of Men tube on tñe saltire nyJ the
the Master Mind. In a preceding step, instructions were given for Jamil mid i/ie pon ct oJ though I
the creation of plans for the purpose of translating desire into its j’, iuitli wli out the)' associate in a
monetary equivalent.

Refer back to your Master Mind list. Place the names of the people who you have
chosen to be in your Master Mind group. Add to each name the success benefits
they have brought to you to date (i.e., Passion, vision, contacts, capital, etc.).

danie:
Success benefit:

Name:
Success benefit:

Marne:
Success benefit:

Came:
Success benefit:

Name:
Success benefit:

Dante:
Success benefit:

What qualities that yori need in a Master Mind partner are still missing?

Who embodying this quality might be a good addition to your Master Mind group?

POWER O F T HE MA STER MIND 8.9

The meaningof th e wold “t t ansm ute” i's
 Th e Ten MI nd SUI I II 11

The human mind responds to stimuli, through which it may be “keyed up” to
high rates of vibrations, known as enthusiasm, creative imagination, intense
desire, etc.The stimuli to which the niind responds most freely are:

1. The desire for sex expression

2. Love
3. A burning desire for fame, power, or financial gain, money
4. Music
S. Friendship between either those of the same sex, or those of the opposite
sex
6. A Master Mind alhance based upon the harmony of two or more people
who ahy themselves for spiritual or temporal advancement
7. Mutual suffering, such as that experienced by people who are persecuted
8. Auto-suggestion
9. Fear
10. Narcotics and alcohol

The desire for sex expression comes at the head of the list of stimrtli, which
most effectively “step-up” the vibrations of the mind and start the “wheels” of
physical action. Eight of these stimuli are natural and constructive. Two are
destructive. Front this study, it will be readily seen that the eiaiotion of sex is,
by great odds, the most intense a•* P° •rful of all niind stimuli.
This comparison is necessary as a foundation for proof of the statement that
transmutation of sex energy may lift one to the status of a genius.

92 T HE T EW TH STEP TOWARD II CHES

 YOUR MIND STIMULI

A mind stimulant is any induence which will either temporarily Th e cnlotioi i of sex lies lurk of it
or permanently increase the vibrations of thought. Make a list of the yossi bilit y of trnnsfoi ining
those stimuli which most positiuel y affect you. Include in this ni ediocrit y i nto genius through
list everything that you most respond to. transits utation.

Stimulus II
Stimulus #2
Stimulus #3
Stimulus #4
Stimulus #5
Stimulus #6
Stimulus #7
Stirniilus #8
Stimulus #9
Stimulus #10 {'

streams of expression. it ii is not

You list the tlii ee iiiost pou›erful anñ positive of those stimuli f om the
transits iited ii ito somie crew tire c|fort
list above, anñ also list lioiv Koi i cum use these stimuli knore effecti'vel j in i.
1.1.1.11.1.1.1 H d 0.18S3 I VO1’II!)! 0UIUI .

Most powerful stirriulus #1

Strategy to use more effectively:

Nlost powerful stimulus #2

Strategy to use rriore effectively:

Most powerful stimulus #3

Strategy to use more effectively:

T HE M YS TERY O F SE X T RA NSM UTAT I O N 93

 “G e nius Is Developed
Th tough the Sixth Seuse”

The reality of a “sixth sense” has been fairly well established.This sixth sense is
“Creative Imagination.” The faculty of creative imagination is one which the
majority of people never rise during an entire lifetime, and if used at all, it usu-
ally happens by mere accident. A relatively small number of people use, with
deliberation and purpose aforethought, the faculty of creative imagination.
Those who use this faculty voluntarily, and with understanding of its fuiictions,
'are genii.
The faculty of creative irriagination is the direct link between the finite mind
of man and Infinite Intelhgence. All so-called revelations, referred to in the
reaLn of religion, and all discoveries of basic or new principles in the field of
invention, take place through the faculty of creative ñnagitiation.

94 THE T EN vH s vEr v owA a D R.I CHES

 IDEAS AND CONCEPTS

When ideas or concepts flash into one's niind, through what is ''
popularly called a "hunch," they come from one or more of the
following sources:
›J

1. Infinite Intelligence spedis J our within, thtough the

i
foci ilt y of rrrn/ire tincgi+intion. Ii is
2. One's subconscious iiiind, wherein is stored every sense ini- .
a fnct i well hnown to f›cople ii mo
pression and thought imprilse which ever reached the brain
linue "hewn" inm§iiintion him Ilieir
through any of the five senses
Pest idens Colne tliroi lili so-called
3. Front the mind of some other person who has just released
"lii incIws."
the thought, or picture of the idea or concept, throtisli con-
scious thought, or !
4. From the other person's subconscious storehouse

There are no other known sources front which "inspired" ideas

or "hunches" may be received. ', decision. lieu ns 'en i uliy lie
dix ’ j this, l1e replied, "M/// iii)"
cycz

Idea 1.

Idea 2.

Idea 3.
T HE MYS TER.Y O € SEX CRA NSM UTAT1O N 9.5
 Sitting Jo r Ideas

The late Dr. Elmer R. Gates, of Chevy Chase, Maryland, created more than 200
useful patents, many of them basic, through the process of cultivating and using
the creaove faculty. His rrietliod is both significant and interesting to one inter-
ested in at maturity to the status of genius, in which category Dr. Gates unques-
tionably belonged.
In his laboratory, he had what lie called his “personal conirnunication room.”
lt was practicJy soundproof, and so arranged that all light could be shut out. lt
was equipped with a small table, on which he kept a pad of writing paper. In
front of the table, on the wall, was an electric push button, which controlled
the lights. When Dr. Gates desired to draw upon the forces available to him
through his Creative Imagination, he would go into this room, seat himself at
the table, shut off the lights, and concentrate t:pon the known factors of the
invention on which he was working, remaining in that position Until ideas
began to “flash” into his rmnd in connection with the unknown factors of the
invention.
On one occasion, ideas came through so fast that he was forced to write for
almost three houts.then thethoughts stopped flowing, and he examined the
notes, lie found they contained a minute description of principles which had
not a parallel among the known data of the scientific world. Moreover, the
answer to his problem was intelligendy presented in those notes. In this manner,
Dr. Gates corripleted over 200 patents, which had been begun, but not com—
pleted, by “hfif-baked” drains. Dr, Gates earned his Lying by “sitting for ideas”
for individuals and corporations. Some of the largest corporations in Arrlerica
paid him. substantial fees, by the hours, for “sitting for ideas.”.

9.6 TH E T ENT H ST EP TO WA RD RI CH ES
 SITTING FOR IDEAS

Read the previous page ("Sitting for Ideas”). Take a few mo- Tltc t-easoiling/acii//y is often
rrients right now to “sit for ideas." Find a place that is as quiet faully because it is largely liii bed
and private as possible. Then, concentrate on your desired out- h)' one's nccuniulaterl elf ei icnce.
come from your original Statement of Desire (Step 1). Close Ot U!i WHO I FiB3§E, U!i1 i6!! 0110
yotir eyes if necessary. Remain in this position until ideas begin nccuiiiulates through "exf›ei’ience,"
to "Oash" into your mind, and write down these ideas (no matter is acciii'nte. incas ecc/vcd tliroi)pli
how crazy or unrelated they may seem) in the space below. t|tB 6YE 0t! UC/a6!1i!./ aYB UI dE|J I ti 0(C
The genius will make a habit of doing this exercise consistently, reliable,foi the i'ensoi1 that tile)'
and then act upon the best of the ideas that come forth.
than au)' n›hich ai’« nvnilnhle to ills
My ideas:

TH E MY5 TERY O F S E X T RA N SM UTAT I O N 9.7

 I discovered, from the analysis of over 25,000 people, that men who succeed in
an outstanding way, seldom do so before the age of forty and more often they
do not strike their real pace until they are well beyond the age of fifty. This fact
was so astounding that it prompted me to go into the study of its cause most
carefully, carr 'ing the investigation over a period of more than twelve years.
Tliis study disclosed the fact that the major i eason why the majority of men
who succeed do not begin to do so before the age of forty to fifty is their
tendency to dissipate their energies through overindu1gience in physical expres-
sion of the emotion of sex. The majority of men never learn that the urge of
sex has other possibilities, which far transcend in importance that of mere
physical expression. The rriajority of those who make this discovery do so
after having casted tram yedr at a period when the sex energy is at its height,
prior to the age of forty-five to fifty. This usually is followed by noteworthy
achievement.

9.8 THE TENTH STEP TOWARD RI CHES

 IN CMEA SING YOUR MAGNETISM

The factor of personality known as “personal magnetism” is

nothing more or less than sex energy. HigMy sexed people
always have a plentiful supply of magnetism. Through
cultivation and understanding, this vital force rriay be drawn
upon and used to great advantage in the relationships between
people. its otiginal yutyose, has ncqi tired
the a t of sex tourism station,
Look ut the list beloiu of five media through ivlii'cl1 j'our mugnetisin rumether I! e kiioius ii or riot.
can he ‹out niiinicuteñ to otli ers. In the synce below ench owe, write The i voold is ruieJ, mil the
hoin j on can increase j'our on n personal ili ugnetism in this aren: destin)' of ciui lixation is established,
b y tlte li ii mum emotions. Peoyle are
THE HANDSHAKE. The touch of the hand indicates, instantly,
the presence of rnagnetisiai, or the lack of it.

THE TONE OF VO ICE. Magiietisrn, or sex energy, is the fac—

tor with which the voice may be colored or made iiirisical and
charming.

POSTURE AND CARRIAGE OF THE B ODY. Highly sexed

people move briskly, and with grace and ease.

THE VIBRATIONS OF THOUGHT. Highly sexed people niix the emotion of

sex with their thoughts, or may do so at will, and in that way; iiiay in0uence those
around them.

BODY AD ORNMENT. People who are hi3hly sexed are usually very careful about
their personal appearance. They usually select clothing of a style becoming to their
personality, physique, complexion, etc.

Hr M vs E Y O F S EX THAN S MU TAT I O N S9
 the desire for sexual expression is by far the strongest and most impelling of
all the human emotions, and for this very reason this desire, when harnessed and
fransiiiiiied into action, other than that of physical expression, may raise one to
the status of a genius.
The entire subject of sex is one with which the majority of people appear
to be unpardonably ignorant. The urge of sex has been grossly misunderstood,
slandered, and burlesqued by the ignorant and the evil—minded, for so long that
the very word sex is seldom used in polite society. Men and worrien who are
known to be blessed—yes, blessed—with highly sexed natures, are usually
looked upon as being people who will bear watching. Instead of being called
blessed, they are usually called cursed.
Millions of people, even in this age of eriligliteninent, have inferiority com-
plexes which they developed because of this false belief that a liigMy sexed
nature is a c Birse. These statements, of the virtue of sex energy, should not be
construed as justification for the libertine. The erriotion of sex is a virtue only
when used intelligendy, and with drscrirrunation. It may be misused, and often
is, to such an extent that it debases, instead of enriches, both body and mind.
Every intelligent person knows that stimulation in excess, though alcoholic
drink and narcotics, is a form of intemperance which destroys the vital organs
of the body, including the brain. Not every person knows, however, that over-
indulgence in sex expression may becorrie a habit as destructive and as detri—
mental to creative effort as narcotics or liquor. No man can avail hirriself of the
forces of his creative irriagination, while dissipating them.
Love, romance, and sex are all emotions capable of driving men to heights
of super achievement. Love is the emotion which serves as a safety valve, and
insures balance, poise, and constructive eRort. When combined, these three
emotions may list one to an altitude of genius.
Love is, without question, life's greatest experience. lt brings one into
com- munion with InEnite Intelligence.When mixed with the emotions of
roiiiance end sex, it may lead one far up the ladder of creative effort. The
emotions of love, sex, and romance are sides of the eternal triangle of
achievement-building genius.

100 TH E TEL T H STEP TOWA ID R I C HES

 THE ROAD TO GENIUS

The road to genius consists of the development, control, and use i Tñerr is no other road to genius
of sex, love, and romance. Briefly, the process may be stated as than through voluntary self-effort!
follows: Men who accuiniilale large
forhines, anal attain to Areal Iiei$lils
p,’' of power anâ fame, do so, ma url
y,
Encourage the presence of these emotions as the dominating ii to satisfy I/ieir desire to please
thoughts in one's mind, and discourage the presence of all the wonaen. Take moihen out of their
destructive emotions. The rrñnd is a creature of habit. It thrives
upon the dominating thoughts fed it. Through the faculty of !. useless to most men.
will-power, one may discourage the presence of any emotion,
and encourage the presence of any other. Control of the mind, through the power
of the will, is not diDicult. Control comes from persistence, and habit. The secret
of control lies in understanding the process of transmutation.When any negative
emo- tion Presents itself in one's niind, it can be transmuted into a positive, or
constructive
emotion, by the simple procedure of changing one's thoughts.

VVh‹it tlegatrue end otions No you still have! Wi ite them be/oir for- exatiiyle, I feel broke, or I’n!
useless, or’ I feel angry much of the time). Weir to ii, write a positive student cut to
tiansniute the old thought north ifot exemple, I ani on the i’oaJ to i’i'cli es, or Great ideas
come to me ens- ily, or I am calm and peaceful).

Old negative thought: !

New positive thought:

Old negative thought:

New positive thought:

TH E MYS TE BY O F SEX TBA N S M UTATI O N 10.1
 1. The emotion of DESIRE
2. the emotion of FAITH
3. The erriotion of LOVE
4. The emotion of SEX
5. The emotion of ENTHUSIASM
6. The emotion of ROMANCE
7. The emotion of HOPE

1. The emotion of FEAR

2. The erriotion of JEALOUSY
3. The emotion of HATRED
4. The emotion of REVENGE
5. The emotion of GMED
6. The emotion of SUPERSTITION
7. The emotion of AIJGER

104 T HE ELEVEM TH S TE P TO WA R D RI Cf-lES

 FILLING YOUR MIND WITH
POSITIVE EMOTIONS

Positive and negative emotions cannot occupy the mind at the Everytliiii§ u// ich man cientes
same time. One or the other must dominate. It is your respon- helms iii II efoi”in ofn tlioiigl I
sibility to make sure that positive emotions constitute the dom- impulse. Man san crenle nothing
inating induence of your rrñnd. Form the habit of applying and which lie ‹loes natfii'st conceive iii
using the positive emotions! Eventually, they will dominate your thoug/it.
niind so completely that the negatives cannot enter it. 1 Yoi i can not entirely con trot }our

Complete the follou'ing sentences with yositiue ststeinents, and ink hue ,'’,!' voluntatil y lmnñ over to i an y
f›lnii, desire, or purpose tP/zic// )'oii
'' ,'’ ii isli Itansfoi iii ed into conci etc
Reyeat them fail y, alouñ, to nil you iii Vominatrug ) our subconsa'ous .''!' %rm.
mind iuith positive emotions.

Today I choose to believe

Starting now, I will I

What I most desire is

I enthusiastically will

I am grateful for

I positively believe that

THE S UB C0 NSC10 US MI N D 10.5

 THE TWELFTH STEP
TOWARD II CHES

Every human brain is both a broa 4casting and receiving station

faI the vibration of thought.
T7trougft the ttiedi uin of the ether, in n fasll ion nmifar to
thnt eniployed b/ the raRio Pro idrristirig principle, even y liuman
mar n is capable o/ pirfiing up vibrations oJ thought which are
being released by other bmains.
 I have discovered what we believe to be the ideal conditions under which the
niind can be stimulated to function in a practical way.
The conditions to which I refer consist of a close working alliance between
rrryself and two members of my staff. Through experimentation and practice,
we have discovered how to stirniilate our minds so that we can, by a process of
blending our three iiiinds into one, find the solution to a great variety of per-
sonal problems which are submitted by rriy clients.
The procedure is very simple. We sit down at a conference table, clearly
state the nature of the problem we have under consideration, then begin dis-
cussing it. Each contributes whatever thoughts that may occur. The strange
thing about this rriethod of mind stimulation is that it places each participant
in communication with unknown sources of knowledge definitely outside his
own exper.tence.
If you understand the principle described in the chapter on the Master
Mind, you of course recognize the round-table procedure here described as
being a practical application of the Master Mind.
This iriethod of mind stimulation, through harmonious discussion of defi-
iite sribjects, between three people, illustrates the siiiiplest and most practical
use of the Master Mind.

10.8 THE T W E L L T H STEP TOWA RD NJ C HES

 MASTER MIND EXERCISE

“ . so that u'e can, by a process of blending otir iniitds tnto one, ’, Oyerntion of your
n1entul find the solution to a great uariet y of petsotial pt oblems ... ” ' ”hroaâcasting” station is a
,' coiii['aratively sim['le ['i'ocediire. Yoti
have but thi ee pri nciples to bear
in In your next Master Mind meeting, clearly state the nature of } iiiin#, mid to appl y, iulien you
u'isli any problem or situation you are experiencing concerning your /o use your broadcasting stations—
Staterrient of Desire, and then begin discussing it with your
group. Let all the members contribute whatever thoughts they ini aginal ion, and auto-surges tion.
may have. It is inconceivable that such a
IN i°f TO fk OJ J7t7f J6Of6 Aft O6/t J77 f }' (UI
6
Reco Id all significant solutions that are revealed Deloin:
brat ii) shoul d lie rat existence for file
sole p urposc of cai-i yr itg or i Ilie
mli ysiral fi i ii hour inciJcntal to
' grow//i and iiiciii/eriniire o/ I/ie

TH E BSAI N 109
 Invisible Coti no e to re

My experience has taught me that the next best thing to being truly great, is
to emulate the Sreat, by feeling and action, as nearly as possible. Long before I
had ever written a line for publication, or endeavored to deliver a speech in
public, I followed the habit of reshaping my own character, by trying to imi-
tate the nine men whose lives and life-works had been most iiaipressive to me.
These nine men were Emerson, Pair:e, Edison, Darwin, Lincoln, Burbank, Na-
poleon, Ford, and Carnegie. Every night, over a long period of years, 1 held an
iiaaaginary Council meeting with this group whom I called m) “Invisible
Counselors.”
The procedure was this.Just before yoing to sleep at night, 1 would shut ray
eyes, and see, in my irriagination, thi.s group of men seated with me around my
Council Table. Here I had not only an opportunity to sit among those whom
I considered to be great, but 1 actually dominated the group, by serving as the
Cliairrrian.
I had a very definite purpose in indulging rriy imagination through these
nightly meetings. My purpose was to rebuild my own character so it would
represent a corriposite of the characters of my irriaginary counselors. Realizing,
as I did, early in life, that I had to overcome the handicap of birth in an eivi-
ronmeit of ignor:once and superstition, I deliberately assigned myself the task
of voluntary rebirth through the method here described.
Being an earnest student of psychology, I knew, of course, that all men have
become what they are, because of their dominating thoughts and desires.With
this knowledge of the principles of mind operation, I was fairly well armed
with the equipment need in rebuilding nay character. In these imaginary Coun-
cil meetings I called on rriy Cabinet members for the knowledge I wished each
to contribute, addressing myself to each member in audible words. My method
of addressing the members of the imaginary Cabinet would vary, according
to the traits of character m which I was, for the moment, most interested in
acquiring.
Lest I be iiiisnnderstood, I wish here to state most emphatically, that I still
re5ard ray Cabinet meetings as being purely imaginary, but I feel entitled to
suggest that, while the members of my Cabinet may be purely fictional, and the
meetings existent only in my own imagination, they have led rue into glorious
paths of adventure, relundled an appreciation of true greatness, encouraged
creative endeavor, and emboldened the expression of honest thought.

1.1.2 T HE TH I RTEE N T H STEP TOWA RD RJ C H ES

 YOUR “INVISIBLE COUNSELORS”

Below, make a list of Invisible Counselors, those men and women Dir ring ni y inactings u'iili the
throughout time who inspire you, and their qualities that you wish Inyi'sihle Co uilselots, I fin d
to emulate more fully in your life. text, form a mental picture of rriy' mlii d i,ios I ?cccy true to
you holding a board meeting with this group. On the lines beneath items, thoughts, and hii or ulcâge
their name, write down any mentoring advice they nilght each give alt tell rencfi rñe througli //ie
you in your pursuit of attaining your Statement of Desire. Let your six//i
imagination soar as you do this exercise. set ise. I caii tmtl illy sa j that I
owe eiititel) to rriy Jiirisiñ/c
Invisible Counselor #1:

Chief quality they possess:

Invisible Counselor #2:

Chief quality they possess:

Invisible Counselor #3:

Chief quality they possess:

Invisible Counselor #4:

Chief quality they possess:

Invisible Counselor #5:

Chief quality they possess:
T HE SI XTH SEN SE 113
 HOW TO OUTWIT THE SIX GHOSTS OF FEAR

Fears are nothing more than states of mind. One's state of niind is subject to control and direction.
Nature has endowed man with absolute control over but one thing, and that is thought. This fact,
coupled with the additional fact that everything which man creates begins in the form of a thought,
leads one very near to the principle by which FEAR may be mastered.

The fear of POVERTY

The fear of CRITICISM
The fear of ILL HEALTH
The fear of LOSS OF LOVE OF SOMEONE
The fear of OLD AGE
The fear of DEATH

You may control your own mind; you have the power to feed it whatever thought impulses you
choose.With this privilege goes also the responsibility of using it constructively. You are the master

' of your own earthly destiny just as surely as you have the power to control your own thoughts.

In addition to the Six Basic Fears, there is another evil by which people suffer. It constitutes a rich
soil in which the seeds of failure abundantly. It is so subtle that its presence often is not
detected. This affliction cannot properly be classed as a fear. It is rriore deeply seated and more often
fatal than all of the six fears. For want of a better name, let us call this evil the susceptibility to
negative influences.
Men who accumulate great riches always protect therriselves against this evil! The poverty
stricken never do! Those who succeed in any calling must prepare their minds to resist the evil. If you
are reading this philosophy for the purpose of accumulating riches, you should examine yourself very
carefully, to determine whether you are susceptible to negative influences. If you neglect this self-
analysis, you will forfeit your right to attain the object of your desires.

1t5
 HOW TO PROTECT YOURSELF
AGAINST NEGATIVE INFLUENCES

To protect yourself against negative influences, whether of your own making or the result of the
activities of negative people around you, recognize that you have a will-power, and put it into con-
stant use, untll it builds a wall of immunity against negative influences in your own mind.

Recognize the fact that you, and every other human being, are, by nature, lazy, indifferent, and sus-
ceptible to all suggestions which hairiionize with your weaknesses.

Recognize that you are, by nature, susceptible to all the Six Basic Fears, and set up habits for the
purpose of counteracting all these fears.

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

Clean out your medicine chest, throw away all pill bottles, and stop. pandering to colds, aches, pains,
and imaginary illness.

Deliberately seek the company of people who influence you to think and act for yourself.

Do not expect troubles, as they have a tendency not to disappoint.

Without doubt, the most cont n1on inca Lness of all human heings is the habit of leaning their minds oyen to the
negotive influence o/ o/heJ- people. This weakness is all the more damaging, because most people do not
recognize that they are cursed by it, and many who acknowledge it neglect or refuse to correct the
evil until it becorries an uncontrollable part of their daily habits.

117
 SELF-ANALYS IS TEST QUESTI ONS

To aid those who wish to see themselves as they really are, the following list of questions has been
prepared. head the questions and state your answers aloud, so you can hear your own voice. This
will make it easier for you to be truthful with yourself. If you have answered all these questions
truthfully, you know more about yourself than the rriajority of people. Study the questions carefully,
come back to them once each week for several months, and be astounded at the amount of additional
knowledge of greit value to yourself, you will have gained by the simple method of answering the
questions truthfully. If you are not certain concerni=s the answers to some of the questions, seek the
counsel of those who know you well, especially those who have no motive in flattering you, and see
yourself through their eyes. The experience will be astonishing.

1. Do you coiiiplain often of “feeling bad,” and if so, what is the cause?
2. Do you find fault with other people at the slightest provocation?
Do you frequently make mistakes in your work, and if so, why?
4. Are you sarcastic and offensive in your conversation?
5. Do you deliberately avoid the association of anyone, and if so, why?
6. Do you suffer frequently with indigestion? If so, what is the cause?
7. Does life seem futile and the future hopeless to you? If so, why?
8. Do you like your occupation? If not, why?
9. Do you often feel self—pity, and if so, why?
10. Are you envious of those who excel you? '
1.1. To which do you devote most time, thinking of success, or of failure?
Are you gaining, or losing, self-confidence as you grow older?
Do you learn something of valrie front all mistakes?
14 Are you permitting some relative or acquaintance to worry you? If so, why?
15 Are you sometnrres “in the clouds” and at other times in the depths of despondency?
16 Who has the most inspiring influence upon you? What is the cause?
17. Do you tolerate negative or discouraging influences which you can avoid?
18. Are you careless of your personal appearance? lf so, when and why?
19. Have you learned how to “drown your troubles” by being too busy to be annoyed by them?
20. Would you call yourself a “spinelets weakling” if you permitted others to do your thinking
for you?
2L Do you neglect internal bathing until auto-intoxication makes you ill-tempered and irritable?
22.
How many preventable disturbances annoy you, and why do you tolerate them?

119
2S. Do you resort to liquor, narcotics, or cigarettes to “quiet your nerves”k If so, why do you not
try will—power insteadk
24. Does anyone “nag” you, and if so, for what reason?
25. Do you have a definite major purpose, and if so, what is it, and what plan have you for
achieving it?
26. Do you suffer front any of the Six Basic Fears (page I l5)i If so, which ones?
27. Have you a method by which you can shield yourself against the negative influence of others?
28. Do you make deliberate use of auto-suggestion to make your mind positive?
29. Which do you value most, your material possessions, or your privilege of controlling your own
thoughts?
30. Are you easily induenced by others, against your own judgment?
31. Has today added anything of value to your stock of knowledge or state of mind?
32. Do you face squarely the circumstances which make you unhappy, or sidestep the respon-
sibility?
Do you analyze all mistakes and failures and try to profit by them, or do you take the attitude
that this is not your duty?
34. Can you name three of your most damaging weaknesses? What are you doing to correct
them?
Do you encourage other people to bring their worries to you for sympathy?
S6. Do you choose, front your daily experiences, lessons or induences which aid in your personal
advancement?
57. Does your presence have a negative influence on other people, as a rule?
S8. What habits of other people annoy you most?
39. Do you form your own opinions or permit yourself to be induenced by other peopled
40. Have you learned how to create a mental state of mind with which you can shield yourself
against all discouraging influences?
41. Does your occupation inspire you with faith and hope?
42. Are you conscious of possessing spiritual forces of su&cient power to enable you to keep your
niind free from all forms of fear?
45. Does your religion help you to keep your own mind positive?
44. Do you feel it your duty to share other people's worries? If so, why?
45. If you believe that “birds of a feather Oock together” what have you learned about yourself by
studying the friends whom you attracts
46. What connection, if any, do you see between the people with whom you associate most closely,
and any unhappiness you may experience?
47. Could it be possible that some person whom you consider to be a friend is, in reality, your worst
enemy, because of his negative induence on your mind?
48. By what rules do you judge who is helpful and who is damaging to you?
49. Are your intimate associates mentally superior, or inferior, to you?

120 APPEN DI X 3
50 How much time oiit of every oventy-four hours do you devote to:
a. your occupation
b. sleep
c. play and relaxation
d. acquiring useful knowledge
e. plain waste
Who among your acquaintances
a. encourages you most
b. cautions you most
c. discourages you most
d. helps you most in other ways
What is your greatest worry? Why do you tolerate it?
When others offer you free, unsolicited advice, do you accept it without ques-
tions, or analyze their motive?
54. What, above all else, do you most desire? Do you intend to acquire it? Are you
willing to subordinate all other desires for this one?
55. How much time daily do you devote to acquiring it?
56. Do you change your mind often? If so, why?
57. Do you usually finish everything you begin?
58. Are you easily impressed by other people's business or professional titles, college
degrees, or wealth?
59. Are you easily induenced by what other people think or say of you?
60. Do you cater to people because of their social or financial status?
61. Whom do you believe to be the greatest person living? In what respect is this
person superior to yourself
62. How iiiuch time have yori devoted to studying and answering these questions?

Ar xx n I X 3 121
 A PPE ID IX 4

FAMOUS ALIBIS BY OLD MAN IF

People who do not succeed have one distinguishing trait in common. They know all the reasons for
failure, and have what they believe to be airtight alibis to explain away their own lack of achievement.
Some of these alibis are clever, and a few of them are justifiable by the facts. Bvit alibis cannot be
used for money. The world wants to know only one thing—have you achieved success? A character
analyst compiled a list of the most commonly used alibis. As you read the list, examine yourselfcare-
fully, and determine how iaiany of these alibis, if any, are your own property. Reriiernñer too, the
plii- losopli j' j:uesenteñ in thi's book ill ihes erery one of these alibis obsolete.

IF I didn't have a wife and family .

IF I had enough “pull” . .
IN I had money .
IF I had a good education
IF I could get a job .
IF I had good health .
IF I only had time
IF times were better
IF other people understood me . .
IF conditions around use were only different ...
IF I could live my life over again . .
IF I did not fear what “THEY” would say .
IF I had been given a chance
IF I now had a chance . ..
IF other people didn't “have it in for me” .
1F nothing happens to stop use . .
IF I were only younger . .
IF I could only do what I want ...
IF I had been born rich . .
IF I could meet “the right people” ...
IF I had the talent that some people have ...
IF I dared assert myself ...
IF I only had erribraced past opportunities ...
IF people didn't get on my nerves ...
IF I didn't have to keep house and look after the children ...
IF I could save some money
IF the boss only appreciated me ...

1.23
 IF I only had somebody to help me ...
IF my family understood me ...
IF I lived in a big city ...
IF I could just get started ...
IN- I were only free ...
IF I had the personality of some people ...
IF I were not so fat ...
IF my talents were known ...
IF I could just get a “break” ...
lF I could only get out of debt ...
IF I hadn't failed . .
IF I only knew how . .
lF everybody didn't oppose me ...
IF I didn't have so many worries ...
IF I could marry the right person ...
IF people weren’t so dumb ...
lF rrry family were not so extravagant ...
IF I were sure of myself ...
IF luck were not against me ...
IF I had not been born under the wrong star ...
IF it were riot true that “what is to be will be” ...
IF I did not have to work so hard ...
IF I hadn't lost my money . .
IF I lived in a different neighborhood ...
IF I didn't have a “past” ...
IF I only had a business of my own ...
IF other people would only listen to rue ...
IF *** and this is the greatest of therri all ***
I had the courage to see myself as I really am, I would find out what is wrong with me, and
correct it, then I might have a chance to profit by my mistakes and learn something front the
experience of others, for I know that there is something wrong with me, or I would now be
where I would have been if I had spent more time analyzing my weaknesses, and less tirrre
building alibis to cover them.

Duilding alibis with which to explain away failure is a national pastirrie. The habit is as old as the
human race, and is fatal to success! Why do people cling to their pet alibis? The answer is obvious.
They defend their alibis because they create them! A iiian's alibi is the child of his own irriayination.
It is hurrian nature to defend one's own brainclnld.
Building alibis is a deeply rooted habit. Habits are difficult to break, especially when they provide
justification for something we do. Plato had this truth in mind when he said, “The first and best
victory is to conquer self. To be conquered by self is, of all things, the most shameful and vile.”

1 24 AP PEN D I X 4
 Another philosopher had the same thought in mind when he said, “It was a great surprise to me
when 1 discovered that roost of the ugliness I saw in others, was but a re0ection of my own nature.
“It has always been a iiiystery to rrie,” said Elbei-t Hubbard, “why people spend so rriuch tirrie
deliberately fooling themselves by creating alibis to cover their weaknesses. If used differently, this
same time would be sufficient to cure the weakness, then no alibis would be needed.”

In parting, I would remind you that “life is a checkerboard, and the player opposite you is time. If
you hesitate before moving, or neglect to move promptly; your men will be wiped off the board by
time.You are playing against a partner who will not tolerate indecision!”

Previously you may have had a logical excuse for not having forced Life to come through with
whatever you asked, but that alibi is now obsolete, because you are in possession of the Master hey
that unlocks the door to Life's bountiful riches.

A PPEN D I X 4 12 5
 AB O O T THE AT TH O RS

Joel Fotinos isVice President and Publisher ofJeremy P.

Tarcher/Penguin, and Director of ReLgious Publishing for Penguin
Group (USA) Inc. August Gold is an in-demand speaker, teacher, and
award-winning author of four children's books. Together they are
coauthors of several books, including Ttie Prayer Chest, and cofounders
of Sacred Center HewYork.
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Rich is the all-time bestseller in its field, having sold more than 15 million copies world-
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Cover design by Tom McKeveny

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