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IN SIXTEEN LESSONS

Teaching, for the First Time in the
History of the World, the True Philos-
ophy upon which all Personal Success
is Built.



BY
NAPOLEON HILL



1 9 2 8

PUBLISHED BY
The RALSTON UNIVERSITY PRESS
MERIDEN, CONN.
Ebook version Minding the Future Ltd, 2003, All Rights Reserved






COPYRIGHT, 1928, BY
NAPOLEON HILL
______
All Rights Reserved
Ebook version Minding the Future Ltd, 2003
All Rights Reserved










Pri nted i n the U. S. A.
- 2 -












General Introduction
to the
LAW OF SUCCESS
COURSE
By Napoleon Hill


















- 3 -








Dedicated to

ANDREW CARNEGIE

Who suggested the writing of the course,
and to


HENRY FORD

Whose astounding achievements form the
foundation for practically all of the Six-
teen Lessons of the course, and to


EDWIN C. BARNES

A business associate of Thomas A. Edison,
whose close personal friendship over a
period of more than fifteen years served to
help the author carry on in the face of a
great variety of adversities and much
temporary defeat met with in organizing
the course.


- 4 -



WHO said it
could not be done?
And what great
victories has he to
his credit which
qualify him to judge
others accurately?
Napoleon Hill.



- 5 -
A PERSONAL STATEMENT BY THE
AUTHOR

Some thirty years ago a young clergyman by the
name of Gunsaulus announced in the newspapers of
Chicago that he would preach a sermon the
following Sunday morning entitled:

"WHAT I WOULD DO IF I HAD A MILLION
DOLLARS!"

The announcement caught the eye of Philip D.
Armour, the wealthy packing-house king, who
decided to hear the sermon.
In his sermon Dr. Gunsaulus pictured a great
school of technology where young men and young
women could be taught how to succeed in life by
developing the ability to THINK in practical rather
than in theoretical terms; where they would be
taught to "learn by doing." "If I had a million
dollars," said the young preacher, "I would start
such a school."
After the sermon was over Mr. Armour walked
down the aisle to the pulpit, introduced himself, and
said, "Young man, I believe you could do all you
said you could, and if you will come down to my
office tomorrow morning I will give you the million
dollars you need."
There is always plenty of capital for those who
can create practical plans for using it.
That was the beginning of the Armour Institute of
Technology, one of the very practical schools of the
country. The school was born in the "imagination"
of a young man who never would have been heard of
outside of the community in which he preached had
it not been for the "imagination," plus the capital, of
Philip D. Armour.
Every great railroad, and every outstanding
financial institution and every mammoth business
- 6 -
enterprise, and every great invention, began in the
imagination of some one person.
F. W. Woolworth created the Five and Ten Cent
Store Plan in his "imagination" before it became a
reality and made him a multimillionaire.
Thomas A. Edison created the talking machine
and the moving picture machine and the
incandescent electric light bulb and scores of other
useful inventions, in his own "imagination," before
they became a reality.
During the Chicago fire scores of merchants
whose stores went up in smoke stood near the
smoldering embers of their former places of
business, grieving over their loss. Many of them
decided to go away into other cities and start over
again. In the group was Marshall Field, who saw, in
his own "imagination," the world' s greatest retail
store, standing on the selfsame spot where his
former store had stood, which was then but a ruined
mass of smoking timbers. That store became a
reality.
Fortunate is the young man or young woman who
learns, early in life, to use imagination, and doubly
so in this age of greater opportunity.
Imagination is a faculty of the mind which can be
cultivated, developed, extended and broadened by
use. If this were not true, this course on the Fifteen
Laws of Success never would have been created,
because it was first conceived in the author' s
"imagination," from the mere seed of an idea which
was sown by a chance remark of the late Andrew
Carnegie.
Wherever you are, whoever you are, whatever you
may be following as an occupation, there is room
for you to make yourself more useful, and in that
manner more productive, by developing and using
your "imagination."
Success in this world is always a matter of
individual effort, yet you will only be deceiving
yourself if you believe that you can succeed without
- 7 -
the co-operation of other people. Success is a matter
of individual effort only to the extent that each
person must decide, in his or her own mind, what is
wanted. This involves the use of "imagination."
From this point on, achieving success is a matter of
skillfully and tactfully inducing others to co-
operate.
Before you can secure co-operation from others;
nay, before you have the right to ask for or expect
co-operation from other people, you must first show
a willingness to co-operate with them. For this
reason the eighth lesson of this course, THE HABIT
OF DOING MORE THAN PAID FOR, is one which
should have your serious and thoughtful attention.
The law upon which this lesson is based, would,
of itself, practically insure success to all who
practice it in all they do.
In the back pages of this Introduction you will
observe a Personal Analysis Chart in which ten well
known men have been analyzed for your study and
comparison. Observe this chart carefully and note
the "danger points" which mean failure to those who
do not observe these signals. Of the ten men
analyzed eight are known to be successful, while
two may be considered failures. Study, carefully,
the reason why these two men failed.
Then, study yourself. In the two columns which
have been left blank for that purpose, give yourself
a rating on each of the Fifteen Laws of Success at
the beginning of this course; at the end of the course
rate yourself again and observe the improvements
you have made.
The purpose of the Law of Success course is to
enable you to find out how you may become more
capable in your chosen field of work. To this end
you will be analyzed and all of your qualities
classified so you may organize them and make the
best possible use of them.
You may not like the work in which you are now
engaged.
- 8 -
There are two ways of getting out of that work.
One way is to take but little interest in what you are
doing, aiming merely to do enough with which to
"get by." Very soon you will find a way out,
because the demand for your services will cease.
The other and better way is by making yourself so
useful and efficient in what you are now doing that
you will attract the favorable attention of those who
have the power to promote you into more
responsible work that is more to your liking.
It is your privilege to take your choice as to
which way you will proceed.
Again you are reminded of the importance of
Lesson Nine of this course, through the aid of which
you may avail yourself of this "better way" of
promoting yourself.
Thousands of people walked over the great
Calumet Copper Mine without discovering it. Just
one lone man used his "imagination," dug down into
the earth a few feet, investigated, and discovered
the richest copper deposit on earth.
You and every other person walk, at one time or
another, over your "Calumet Mine." Discovery is a
matter of investigation and use of "imagination."
This course on the Fifteen Laws of Success may
lead the way to your "Calumet," and you may be
surprised when you discover that you were standing
right over this rich mine, in the work in which you
are now engaged. In his lecture on "Acres of
Diamonds," Russell Conwell tells us that we need
not seek opportunity in the distance; that we may
find it right where we stand! THIS IS A TRUTH
WELL WORTH REMEMBERING!

NAPOLEON HILL,
Author of the Law of Success.

- 9 -





The Aut hor' s Acknowl edgment of Hel p
Rendered Hi m i n t he Wri t i ng
of Thi s Course



Thi s course i s t he resul t of careful anal ysi s of t he
l i fe-work of over one hundred men and women who
have achi eved unusual success i n t hei r respect i ve
cal l i ngs.
The aut hor of t he course has been more t han
t went y years i n gat heri ng, cl assi fyi ng, t est i ng and
organi zi ng t he Fi ft een Laws upon whi ch t he course i s
based. In hi s l abor he has recei ved val uabl e assi st ance
ei t her i n person or by st udyi ng t he l i fe-work of t he
fol l owi ng men:
Henry Ford Edward Bok
Thomas A. Edi son Cyrus H. K. Curt i s
Harvey S. Fi rest one George W. Perki ns
John D. Rockefel l er Henry L. Dohert y
Charl es M. Schwab George S. Parker
Woodrow Wi l son Dr. C. O. Henry
Darwi n P. Ki ngsl ey General Rufus A. Ayers
Wm. Wri gl ey, Jr. Judge El bert H. Gary
A. D. Lasker Wi l l i am Howard Taft
E. A. Fi l ene Dr. El mer Gat es
James J. Hi l l John W. Davi s
- 10 -
Capt ai n George M. Al ex- Samuel Insul
ander (To whom t he F. W. Wool wort h
aut hor was formerl y Judge Dani el T. Wri ght
an assi st ant ) (One of t he aut hors
Hugh Chal mers l aw i nst ruct ors)
Dr. E. W. St ri ckl er El bert Hubbard
Edwi n C. Barnes Lut her Burbank
Robert L. Tayl or O. H. Harri man
(Fi ddl i ng Bob) John Burroughs
George East man E. H. Harri man
E. M. St at l er Charl es P. St ei nmet z
Andrew Carnegi e Frank Vanderl i p
John Wanamaker Theodore Roosevel t
Marshal l Fi el d Wm. H. French
Dr. Al exander Graham Bel l
(To whom t he aut hor
owes credi t for most of
Lesson One).
Of t he men named, perhaps Henry Ford and
Andrew Carnegi e shoul d be acknowl edged as havi ng
cont ri but ed most t oward t he bui l di ng of t hi s course,
for t he reason t hat i t was Andrew Carnegi e who fi rst
suggest ed t he wri t i ng of t he course and Henry Ford
whose l i fe-work suppl i ed much of t he mat eri al out of
whi ch t he course was devel oped.
Some of t hese men are now deceased, but t o t hose
who are st i l l l i vi ng t he aut hor wi shes t o make here
grat eful acknowl edgment of t he servi ce t hey have
rendered, wi t hout whi ch t hi s course never coul d have
been wri t t en.
The aut hor has st udi ed t he maj ori t y of t hese men
at cl ose range, i n person. Wi t h many of t hem he
enj oys, or di d enj oy before t hei r deat h, t he pri vi l ege
of cl ose personal fri endshi p whi ch enabl ed hi m t o
- 11 -
gat her from t hei r phi l osophy fact s t hat woul d not have
been avai l abl e under ot her condi t i ons.
The aut hor i s grat eful for havi ng enj oyed t he
pri vi l ege of enl i st i ng t he servi ces of t he most
powerful men on eart h, i n t he bui l di ng of t he Law of
Success course. That pri vi l ege has been remunerat i on
enough for t he work done, i f not hi ng more were ever
recei ved for i t .
These men have been t he back-bone and t he
foundat i on and t he skel et on of Ameri can busi ness,
fi nance, i ndust ry and st at esmanshi p.
The Law of Success course epi t omi zes t he
phi l osophy and t he rul es of procedure whi ch made
each of t hese men a great power i n hi s chosen fi el d of
endeavor. It has been t he aut hor' s i nt ent i on t o present
t he course i n t he pl ai nest and most si mpl e t erms
avai l abl e, so i t coul d be mast ered by very young men
and young women, of t he hi gh-school age.
Wi t h t he except i on of t he psychol ogi cal l aw
referred t o i n Lesson One as t he "Mast er Mi nd, " t he
aut hor l ays no cl ai m t o havi ng creat ed anyt hi ng
basi cal l y new i n t hi s course. What he has done,
however, has been t o organi ze ol d t rut hs and known
l aws i nt o PRACTICAL, USABLE FORM, where t hey
may be properl y i nt erpret ed and appl i ed by t he
workaday man whose needs cal l for a phi l osophy of
si mpl i ci t y.
In passi ng upon t he meri t s of t he Law of Success
Judge El bert H. Gary sai d: "Two out st andi ng feat ures
connect ed wi t h t he phi l osophy i mpress me most . One
i s t he si mpl i ci t y wi t h whi ch i t has been present ed, and
t he ot her i s t he fact t hat i t s soundness i s so obvi ous t o
al l t hat i t wi l l be i mmedi at el y accept ed. "
The st udent of t hi s course i s warned agai nst
- 12 -
passi ng j udgment upon i t before havi ng read t he ent i re
si xt een l essons. Thi s especi al l y appl i es t o t hi s
Int roduct i on, i n whi ch i t has been necessary t o i ncl ude
bri ef reference t o subj ect s of a more or l ess t echni cal
and sci ent i fi c nat ure. The reason for t hi s wi l l be
obvi ous aft er t he st udent has read t he ent i re si xt een
l essons.
The st udent who t akes up t hi s course wi t h an
open mi nd, and sees t o i t t hat hi s or her mi nd remai ns
"open" unt i l t he l ast l esson shal l have been read, wi l l
be ri chl y rewarded wi t h a broader and more accurat e
vi ew of l i fe as a whol e.

- 13 -




Contents of This Introductory Lesson


1. POWER what i t i s and how t o creat e and use i t .
2. CO-OPERATION-t he psychol ogy of co-operat i ve
effort and how t o use i t const ruct i vel y.
3. THE MASTER MIND-how i t i s creat ed t hrough
harmony of purpose and effort , bet ween t wo or
more peopl e.
4. HENRY FORD, THOMAS A. EDISON and
HARVEY S. FIRESTONE-t he secret of t hei r
power and weal t h.
5. THE "BIG SIX" how t hey made t he l aw of t he
"Mast er Mi nd" yi el d t hem a profi t of more t han
$25, 000, 000. 00 a year.
6. IMAGINATION-how t o st i mul at e i t so t hat i t
wi l l creat e pract i cal pl ans and new i deas.
7. TELEPATHY-how t hought passes from one mi nd
t o anot her t hrough t he et her. Every brai n bot h a
broadcast i ng and a recei vi ng st at i on for t hought .
8. HOW SALESMEN and PUBLIC SPEAKERS
"sense" or "t une i n" on t he t hought s of t hei r
audi ences.
9. VIBRATION-descri bed by Dr. Al exander
Graham Bel l , i nvent or of t he Long Di st ance
Tel ephone.
10. AIR and ETHER how t hey carry vi brat i ons.
11. HOW and WHY i deas "fl ash" i nt o t he mi nd from
unknown sources.
- 14 -
12. HISTORY of t he Law of Success Phi l osophy,
coveri ng a peri od of over t went y-fi ve years of
sci ent i fi c research and experi ment at i on.
13. JUDGE ELBERT H. GARY reads, approves and
adopt s t he Law of Success course.
14. ANDREW CARNEGIE responsi bl e for begi nni ng
of Law of Success course.
15. LAW OF SUCCESS TRAINING-hel ps group of
sal espeopl e earn $1, 000, 000. 00.
16. SO-CALLED "SPIRITUALISM" expl ai ned.
17. ORGANIZED EFFORT t he source of al l power.
18. HOW TO ANALYZE yoursel f.
19. HOW A SMALL FORTUNE was made from an
ol d, worked-out , wort hl ess (?) farm.
20. THERE' S A GOLD MINE i n your present
occupat i on i f you wi l l fol l ow di rect i ons and di g
for i t .
21. THERE' S PLENTY OF READY CAPITAL for
devel opment of any pract i cal i dea or pl an you
may creat e.
22. SOME REASONS why peopl e fai l .
23. WHY HENRY FORD i s t he most powerful man
on eart h, and how ot hers may use t he pri nci pl es
whi ch gi ve hi m hi s power.
24. WHY SOME PEOPLE ant agoni ze ot hers wi t hout
knowi ng i t .
25. THE EFFECT of sexual cont act as a mi nd
st i mul ant and heal t h bui l der.
26. WHAT happens i n t he rel i gi ous orgy known as
t he "revi val . "
27. WHAT we have l earned from "Nat ure' s Bi bl e. "
28. CHEMISTRY of t he mi nd; how i t wi l l make or
dest roy you.
- 15 -
29. WHAT i s meant by t he "psychol ogi cal moment "
i n Sal esmanshi p.
30. THE MIND becomes devi t al i zed-how t o
"recharge" i t .
31. THE VALUE and meani ng of harmony i n al l
cooperat i ve effort .
32. OF WHAT do Henry Ford' s asset s consi st ? The
answer.
33. THIS IS THE AGE of mergers and hi ghl y
organi zed co-operat i ve effort .
34. WOODROW WILSON had i n mi nd t he l aw of t he
"Mast er Mi nd" i n hi s pl an for a League of
Nat i ons.
35. SUCCESS i s a mat t er of t act ful negot i at i on wi t h
ot her peopl e.
36. EVERY HUMAN BEING possesses at l east t wo
di st i nct personal i t i es; one dest ruct i ve and one
const ruct i ve.
37. EDUCATION general l y mi sunderst ood t o mean
i nst ruct i on or memori zi ng of rul es. It real l y
means devel opment from wi t hi n, of t he human
mi nd, t hrough unfol dment and use.
38. TWO METHODS of gat heri ng knowl edge,
t hrough personal experi ence and by assi mi l at i ng
t he knowl edge gai ned t hrough experi ence by
ot hers.
39. PERSONAL ANALYSIS of Henry Ford,
Benj ami n Frankl i n, George Washi ngt on,
Abraham Li ncol n, Theodore Roosevel t , Wm.
Howard Taft , Woodrow Wi l son, Napol eon
Bonapart e, Cal vi n Cool i dge and Jesse James.
40. AUTHOR' S "Aft er-t he-Lesson Vi si t . "
- 16 -




TIME is a Master
Worker that heals the
wounds of temporary
defeat, and equalizes the
inequalities and rights
the wrongs of the world.
There is nothing
"Impossible" with time!



- 17 -

THE LAW OF SUCCESS
Lesson One
THE MASTER MIND



"You Can Do It i f You Bel i eve You Can!"

THIS i s a course on t he fundament al s of Success.
Success i s very l argel y a mat t er of adj ust i ng one' s
sel f t o t he ever-varyi ng and changi ng envi ronment s of
l i fe, i n a spi ri t of harmony and poi se. Harmony i s
based upon underst andi ng of t he forces const i t ut i ng
one' s envi ronment ; t herefore, t hi s course i s i n real i t y
a bl uepri nt t hat may be fol lowed st rai ght t o success,
because i t hel ps t he st udent t o i nt erpret , underst and
and make t he most of t hese envi ronment al forces of
l i fe.
Before you begi n readi ng t he Law of Success
l essons you shoul d know somet hi ng of t he hi st ory of
t he course. You shoul d know exact l y what t he course
promi ses t o t hose who fol l ow i t unt i l t hey have
assi mi l at ed t he l aws and pri nci pl es upon whi ch i t i s
based. You shoul d know i t s l i mi t at i ons as wel l as i t s
possi bi l i t i es as an ai d i n your fi ght for a pl ace i n t he
worl d.
From t he vi ewpoi nt of ent ert ai nment t he Law of
Success course woul d be a poor second for most any
- 18 -
of t he mont hl y peri odi cal s of t he "Snappy St ory"
vari et y whi ch may be found upon t he news st ands of
t oday.
The course has been creat ed for t he seri ous-
mi nded person who devot es at l east a port i on of hi s or
her t i me t o t he busi ness of succeedi ng i n l i fe. The
aut hor of t he Law of Success course has not i nt ended
t o compet e wi t h t hose who wri t e purel y for t he
purpose of ent ert ai ni ng.
The aut hor' s ai m, i n prepari ng t hi s course, has
been of a t wo-fol d nat ure, namel y, fi rst -t o hel p t he
earnest st udent fi nd out what are hi s or her
weaknesses, and, secondl y-t o hel p creat e a DEFINITE
PLAN for bri dgi ng t hose weaknesses.
The most successful men and women on eart h
have had t o correct cert ai n weak spot s i n t hei r
personal i t i es before t hey began t o succeed. The most
out st andi ng of t hese weaknesses whi ch st and bet ween
men and women and success are INTOLERANCE,
CUPIDITY, GREED, JEALOUSY, SUSPICION,
REVENGE, EGOTISM, CONCEIT, THE TENDENCY
TO REAP WHERE THEY HAVE NOT SOWN, and t he
HABIT OF SPENDING MORE THAN THEY EARN.
Al l of t hese common enemi es of manki nd, and
many more not here ment i oned, are covered by t he
Law of Success course i n such a manner t hat any
person of reasonabl e i nt el l i gence may mast er t hem
wi t h but l i t t l e effort or i nconveni ence.
You shoul d know, at t he very out set , t hat t he Law
of Success course has l ong si nce passed t hrough t he
experi ment al st at e; t hat i t al ready has t o i t s credi t a
record of achi evement t hat i s wort hy of seri ous
- 19 -
t hought and anal ysi s. You shoul d know, al so, t hat t he
Law of Success course has been exami ned and
endorsed by some of t he most pract i cal mi nds of t hi s
generat i on.
The Law of Success course was fi rst used as a
l ect ure, and was del i vered by i t s aut hor i n pract i cal l y
every ci t y and i n many of t he smal l er l ocal i t i es,
t hroughout t he Uni t ed St at es, over a peri od of more
t han seven years. Perhaps you were one of t he many
hundreds of t housands of peopl e who heard t hi s
l ect ure.
Duri ng t hese l ect ures t he aut hor had assi st ant s
l ocat ed i n t he audi ences for t he purpose of
i nt erpret i ng t he react i on of t hose who heard t he
l ect ure, and i n t hi s manner he l earned exact l y what
effect i t had upon peopl e. As a resul t of t hi s st udy and
anal ysi s many changes were made.
The fi rst bi g vi ct ory was gai ned for t he Law of
Success phi l osophy when i t was used by t he aut hor as
t he basi s of a course wi t h whi ch 3, 000 men and
women were t rai ned as a sal es army. The maj ori t y of
t hese peopl e were wi t hout previ ous experi ence, of any
sort , i n t he fi el d of sel l i ng. Through t hi s t rai ni ng t hey
were enabl ed t o earn more t han One Mi l l i on Dol l ars
($1, 000, 000. 00) for t hemsel ves and pai d t he aut hor
$30, 000. 00 for hi s servi ces, coveri ng a peri od of
approxi mat el y si x mont hs.
The i ndi vi dual s and smal l groups of sal espeopl e
who have found success t hrough t he ai d of t hi s course
are t oo numerous t o be ment i oned i n t hi s Int roduct i on,
but t he number i s l arge and t he benefi t s t hey deri ved
from t he course were defi ni t e.
The Law of Success phi l osophy was brought t o
- 20 -
t he at t ent i on of t he l at e Don R. Mel l et t , former
publ i sher of t he Cant on (Ohi o) Dai l y News, who
formed a part nershi p wi t h t he aut hor of t he course and
was prepari ng t o resi gn as publ i sher of t he Cant on
Dai l y News and t ake up t he busi ness management of
t he aut hor' s affai rs when he was assassi nat ed on Jul y
16, 1926.
Pri or t o hi s deat h Mr. Mel l et t had made
arrangement s wi t h j udge El bert H. Gary, who was t hen
Chai rman of t he Board of t he Uni t ed St at es St eel
Corporat i on, t o present t he Law of Success course t o
every empl oyee of t he St eel Corporat i on, at a t ot al
cost of somet hi ng l i ke $150, 000. 00. Thi s pl an was
hal t ed because of j udge Gary' s deat h, but i t proves
t hat t he aut hor of t he Law of Success has produced an
educat i onal pl an of an enduri ng nat ure. Judge Gary
was emi nent l y prepared t o j udge t he val ue of such a
course, and t he fact t hat he anal yzed t he Law of
Success phi l osophy and was prepari ng t o i nvest t he
huge sum of $150, 000. 00 i n i t i s proof of t he
soundness of al l t hat i s sai d i n behal f of t he course.
You wi l l observe, i n t hi s General Int roduct i on t o
t he course, a few t echni cal t erms whi ch may not be
pl ai n t o you. Do not al l ow t hi s t o bot her you. Make no
at t empt at fi rst readi ng t o underst and t hese t erms.
They wi l l be pl ai n t o you aft er you read t he remai nder
of t he course. Thi s ent i re Int roduct i on i s i nt ended
onl y as a background for t he ot her fi ft een l essons of
t he course, and you shoul d read i t as such. You wi l l
not be exami ned on t hi s Int roduct i on, but you shoul d
read i t many t i mes, as you wi l l get from i t at each
readi ng a t hought or an i dea whi ch you di d not get on
previ ous readi ngs.
- 21 -
In t hi s Int roduct i on you wi l l fi nd a descri pt i on of
a newl y di scovered l aw of psychol ogy whi ch i s t he
very foundat i on st one of al l out st andi ng personal
achi evement s. Thi s l aw has been referred t o by t he
aut hor as t he "Mast er Mi nd, " meani ng a mi nd t hat i s
devel oped t hrough t he harmoni ous co-operat i on of t wo
or more peopl e who al l y t hemsel ves for t he purpose of
accompl i shi ng any gi ven t ask.
If you are engaged i n t he busi ness of sel l i ng you
may profi t abl y experi ment wi t h t hi s l aw of t he
"Mast er Mi nd" i n your dai l y work. It has been found
t hat a group of si x or seven sal espeopl e may use t he
l aw so effect i vel y t hat t hei r sal es may be i ncreased t o
unbel i evabl e proport i ons.
Li fe Insurance i s supposed t o be t he hardest t hi ng
on eart h t o sel l . Thi s ought not t o be t rue, wi t h an
est abl i shed necessi t y such as l i fe i nsurance, but i t i s.
Despi t e t hi s fact , a smal l group of men worki ng for
t he Prudent i al Li fe Insurance Company, whose sal es
are most l y smal l pol i ci es, formed a l i t t l e fri endl y
group for t he purpose of experi ment i ng wi t h t he l aw
of t he "Mast er Mi nd, " wi t h t he resul t t hat every man
i n t he group wrot e more i nsurance duri ng t he fi rst
t hree mont hs of t he experi ment t han he had ever
wri t t en i n an ent i re year before.
What may be accompl i shed t hrough t he ai d of t hi s
pri nci pl e, by any smal l group of i nt el l i gent l i fe-
i nsurance sal esmen who have l earned how t o appl y t he
l aw of t he "Mast er Mi nd" wi l l st agger t he i magi nat i on
of t he most hi ghl y opt i mi st i c and i magi nat i ve person.
The same may be sai d of ot her groups of
sal espeopl e who are engaged i n sel l i ng merchandi se
- 22 -




NO MAN HAS A
CHANCE TO ENJOY
PERMANENT SUCCESS
UNTIL HE BEGINS TO
LOOK IN A MIRROR
FOR THE REAL CAUSE
OF ALL HIS
MISTAKES.
- Napoleon Hill.


- 23 -
and ot her more t angi bl e forms of servi ce t han l i fe
i nsurance. Bear t hi s i n mi nd as you read t hi s
Int roduct i on t o t he Law of Success course and i t i s not
unreasonabl e t o expect t hat t hi s Int roduct i on, al one,
may gi ve you suffi ci ent underst andi ng of t he l aw t o
change t he ent i re course of your l i fe.
It i s t he personal i t i es back of a busi ness whi ch
det ermi ne t he measure of success t he busi ness wi l l
enj oy. Modi fy t hose personal i t i es so t hey are more
pl easi ng and more at t ract i ve t o t he pat rons of t he
busi ness and t he busi ness wi l l t hri ve. In any of t he
great ci t i es of t he Uni t ed St at es one may purchase
merchandi se of si mi l ar nat ure and pri ce i n scores of
st ores, yet you wi l l fi nd t here i s al ways one
out st andi ng st ore whi ch does more busi ness t han any
of t he ot hers, and t he reason for t hi s i s t hat back of
t hat st ore i s a man, or men, who has at t ended t o t he
personal i t i es of t hose who come i n cont act wi t h t he
publ i c. Peopl e buy personal i t i es as much as
merchandi se, and i t i s a quest i on i f t hey are not
i nfl uenced more by t he personal i t i es wi t h whi ch t hey
come i n cont act t han t hey are by t he merchandi se.
Li fe i nsurance has been reduced t o such a
sci ent i fi c basi s t hat t he cost of i nsurance does not
vary t o any great ext ent , regardl ess of t he company
from whi ch one purchases i t , yet out of t he hundreds
of l i fe i nsurance compani es doi ng busi ness l ess t han a
dozen compani es do t he bul k of t he busi ness of t he
Uni t ed St at es.
Why? Personal i t i es! Ni net y-ni ne peopl e out of
every hundred who purchase l i fe i nsurance pol i ci es do
not know what i s i n t hei r pol i ci es and, what seems
more st art l i ng, do not seem t o care. What t hey real l y
- 24 -
purchase i s t he pl easi ng personal i t y of some man or
woman who knows t he val ue of cul t i vat i ng such a
personal i t y.
Your busi ness i n l i fe, or at l east t he most
i mport ant part of i t , i s t o achi eve success. Success,
wi t hi n t he meani ng of t hat t erm as covered by t hi s
course on t he Fi ft een Laws of Success, i s "t he
at t ai nment of your Defi ni t e Chi ef Ai m wi t hout
vi ol at i ng t he ri ght s of ot her peopl e. " Regardl ess of
what your maj or ai m i n l i fe may be, you wi l l at t ai n i t
wi t h much l ess di ffi cul t y aft er you l earn how t o
cul t i vat e a pl easi ng personal i t y and aft er you have
l earned t he del i cat e art of al l yi ng yoursel f wi t h ot hers
i n a gi ven undert aki ng wi t hout fri ct i on or envy.
One of t he great est probl ems of l i fe, i f not , i n
fact , t he great est , i s t hat of l earni ng t he art of
harmoni ous negot i at i on wi t h ot hers. Thi s course was
creat ed for t he purpose of t eachi ng peopl e how t o
negot i at e t hei r way t hrough l i fe wi t h harmony and
poi se, free from t he dest ruct i ve effect s of
di sagreement and fri ct i on whi ch bri ng mi l l i ons of
peopl e t o mi sery, want and fai l ure every year.
Wi t h t hi s st at ement of t he purpose of t he course
you shoul d be abl e t o approach t he l essons wi t h t he
feel i ng t hat a compl et e t ransformat i on i s about t o t ake
pl ace i n your personal i t y.
You cannot enj oy out st andi ng success i n l i fe
wi t hout power, and you can never enj oy power wi t hout
suf f i ci ent personal i t y t o i nf l uence ot her peopl e t o
cooperat e wi t h you i n a spi ri t of harmony. Thi s course
shows you st ep by st ep how t o devel op such a
personal i t y.
Lesson by l esson, t he fol l owi ng i s a st at ement of
- 25 -
t hat whi ch you may expect t o recei ve from t he Fi ft een
Laws of Success:

I. A DEFINITE CHIEF AIM wi l l t each you how
t o save t he wast ed effort whi ch t he maj ori t y
of peopl e expend i n t ryi ng t o fi nd t hei r
l i fework. Thi s l esson wi l l show you how t o
do away forever wi t h ai ml essness and fi x
your heart and hand upon some defi ni t e, wel l
concei ved purpose as a l i fe-work.
II. SELF-CONFIDENCE wi l l hel p you mast er
t he si x basi c fears wi t h whi ch every person i s
cursed-t he fear of Povert y, t he fear of Il l
Heal t h, t he fear of Ol d Age, t he fear of
Cri t i ci sm, t he fear of Loss of Love of
Someone and t he fear of Deat h. It wi l l t each
you t he di fference bet ween egot i sm and real
sel f-confi dence whi ch i s based upon defi ni t e,
usabl e knowl edge.
III. HABIT OF SAVING wi l l t each you how t o
di st ri but e your i ncome syst emat i cal l y so t hat
a defi ni t e percent age of i t wi l l st eadi l y
accumul at e, t hus formi ng one of t he great est
known sources of personal power. No one
may succeed i n l i fe wi t hout savi ng money.
There i s no except i on t o t hi s rul e, and no one
may escape i t .
IV. INITIATIVE AND LEADERSHIP wi l l show
you how t o become a l eader i nst ead of a
fol l ower i n your chosen fi el d of endeavor. It
wi l l devel op i n you t he i nst i nct for
l eadershi p whi ch wi l l cause you gradual l y t o
gravi t at e t o t he t op i n al l undert aki ngs i n
whi ch you part i ci pat e.
- 26 -
V. IMAGINATION wi l l st i mul at e your mi nd so
t hat you wi l l concei ve new i deas and devel op
new pl ans whi ch wi l l hel p you i n at t ai ni ng
t he obj ect of your Defi ni t e Chi ef Ai m. Thi s
l esson wi l l t each you how t o "bui l d new
houses out of ol d st ones, " so t o speak. It wi l l
show you how t o creat e new i deas out of ol d,
wel l known concept s, and how t o put ol d
i deas t o new uses. Thi s one l esson, al one, i s
t he equi val ent of a very pract i cal course i n
sal esmanshi p, and i t i s sure t o prove a
veri t abl e gol d mi ne of knowl edge t o t he
person who i s i n earnest .
VI. ENTHUSIASM wi l l enabl e you t o "sat urat e"
al l wi t h whom you come i n cont act wi t h
i nt erest i n you and i n your i deas. Ent husi asm
i s t he foundat i on of a Pl easi ng Personal i t y,
and you must have such a personal i t y i n
order t o i nfl uence ot hers t o co-operat e wi t h
you.
VII. SELF-CONTROL i s t he "bal ance wheel " wi t h
whi ch you cont rol your ent husi asm and di rect
i t where you wi sh i t t o carry you. Thi s l esson
wi l l t each you, i n a most pract i cal manner, t o
become "t he mast er of your fat e, t he Capt ai n
of your Soul . "
VIII. THE HABIT OF DOING MORE THAN PAID
FOR i s one of t he most i mport ant l essons of
t he Law of Success course. It wi l l t each you
how t o t ake advant age of t he Law of
Increasi ng Ret urns, whi ch wi l l event ual l y
i nsure you a ret urn i n money far out of
proport i on t o t he servi ce you render. No one
may become a real l eader i n any wal k of l i fe
- 27 -
wi t hout pract i ci ng t he habi t of doi ng more
work and bet t er work t han t hat for whi ch he
i s pai d.
IX. PLEASING PERSONALITY i s t he "ful crum"
on whi ch you must pl ace t he "crow-bar" of
your effort s, and when so pl aced, wi t h
i nt el l i gence, i t wi l l enabl e you t o remove
mount ai ns of obst acl es. Thi s one l esson,
al one, has made scores of Mast er Sal esmen.
It has devel oped l eaders over ni ght . It wi l l
t each you how t o t ransform your personal i t y
so t hat you may adapt yoursel f t o any
envi ronment , or t o any ot her personal i t y, i n
such a manner t hat you may easi l y domi nat e.
X. ACCURATE THINKING i s one of t he
i mport ant foundat i on st ones of al l enduri ng
success. Thi s l esson t eaches you how t o
separat e "fact s" from mere "i nformat i on. " It
t eaches you how t o organi ze known fact s i nt o
t wo cl asses: t he "i mport ant " and t he
"uni mport ant . " It t eaches you how t o
det ermi ne what i s an "i mport ant " fact . It
t eaches you how t o bui l d defi ni t e worki ng
pl ans, i n t he pursui t of any cal l i ng, out of
FACTS.
XI. CONCENTRATION t eaches you how t o focus
your at t ent i on upon one subj ect at a t i me
unt i l you have worked out pract i cal pl ans for
mast eri ng t hat subj ect . It wi l l t each you how
t o al l y yoursel f wi t h ot hers i n such a manner
t hat you may have t he use of t hei r ent i re
knowl edge t o back you up i n your own pl ans
and purposes. It wi l l gi ve you a pract i cal
worki ng knowl edge of t he forces around you,
and show you how to harness and use t hese
- 28 -





If you must slander
someone don't speak it-
but write it - write it in
the sand, near the water's
edge!
- Napoleon Hill.


- 29 -
forces i n furt heri ng your own i nt erest s.
XII. CO-OPERATION wi l l t each you t he val ue of
t eam-work i n al l you do. In t hi s l esson you
wi l l be t aught how t o appl y t he l aw of t he
"Mast er Mi nd" descri bed i n t hi s Int roduct i on
and i n Lesson Two of t hi s course. Thi s l esson
wi l l show you how t o co-ordi nat e your own
effort s wi t h t hose of ot hers, i n such a manner
t hat fri ct i on, j eal ousy, st ri fe, envy and
cupi di t y wi l l be el i mi nat ed. You wi l l l earn
how t o make use of al l t hat ot her peopl e have
l earned about t he work i n whi ch you are
engaged.
XIII. PROFITING BY FAILURE wi l l t each you
how t o make st eppi ng st ones out of al l of
your past and fut ure mi st akes and fai l ures. It
wi l l t each you t he di fference bet ween
"fai l ure" and "t emporary defeat , " a di fference
whi ch i s very great and very i mport ant . It
wi l l t each you how t o profi t by your own
fai l ures and by t he fai l ures of ot her peopl e.
XIV. TOLERANCE wi l l t each you how t o avoi d
t he di sast rous effect s of raci al and rel i gi ous
prej udi ces whi ch mean defeat for mi l l i ons of
peopl e who permi t t hemsel ves t o become
ent angl ed i n fool i sh argument over t hese
subj ect s, t hereby poi soni ng t hei r own mi nds
and cl osi ng t he door t o reason and
i nvest i gat i on. Thi s l esson i s t he t wi n si st er of
t he one on ACCURATE THOUGHT, for t he
reason t hat no one may become an Accurat e
Thi nker wi t hout pract i ci ng t ol erance.
Int ol erance cl oses t he book of Knowl edge
and wri t es on t he cover, "Fi ni s! I have
- 30 -
l earned i t al l !" Int ol erance makes enemi es of
t hose who shoul d be fri ends. It dest roys
opport uni t y and fi l l s t he mi nd wi t h doubt ,
mi st rust and prej udi ce.
XV. PRACTICING THE GOLDEN RULE wi l l
t each you how t o make use of t hi s great
uni versal l aw of human conduct i n such a
manner t hat you may easi l y get harmoni ous
co-operat i on from any i ndi vi dual or group of
i ndi vi dual s. Lack of underst andi ng of t he l aw
upon whi ch t he Gol den Rul e phi l osophy i s
based i s one of t he maj or causes of fai l ure of
mi l l i ons of peopl e who remai n i n mi sery,
povert y and want al l t hei r l i ves. Thi s l esson
has not hi ng what soever t o do wi t h rel i gi on i n
any form, nor wi t h sect ari ani sm, nor have
any of t he ot her l essons of t hi s course on t he
Law of Success.

When you have mast ered t hese Fi ft een Laws and
made t hem your own, as you may do wi t hi n a peri od
of from fi ft een t o t hi rt y weeks, you wi l l be ready t o
devel op suffi ci ent personal power t o i nsure t he
at t ai nment of your Defi ni t e Chi ef Ai m.
The purpose of t hese Fi ft een Laws i s t o devel op or
hel p you organi ze al l t he knowl edge you have, and al l
you acqui re i n t he fut ure, so you may t urn t hi s
knowl edge i nt o POWER.
You shoul d read t he Law of Success course wi t h a
not e-book by your si de, for you wi l l observe t hat
i deas wi l l begi n t o "fl ash" i nt o your mi nd as you read,
as t o ways and means of usi ng t hese l aws i n advanci ng
your own i nt erest s.
You shoul d al so begi n t eachi ng t hese l aws t o t hose
- 31 -
i n whom you are most i nt erest ed, as i t i s a wel l known
fact t hat t he more one t ri es t o t each a subj ect t he more
he l earns about t hat subj ect . A man who has a fami l y
of young boys and gi rl s may so i ndel i bl y fi x t hese
Fi ft een Laws of Success i n t hei r mi nds t hat t hi s
t eachi ng wi l l change t he ent i re course of t hei r l i ves.
The man wi t h a fami l y shoul d i nt erest hi s wi fe i n
st udyi ng t hi s course wi t h hi m, for reasons whi ch wi l l
be pl ai n before you compl et e readi ng t hi s
Int roduct i on.
POWER i s one of t he t hree basi c obj ect s of human
endeavor.
POWER i s of t wo cl asses-t hat whi ch i s devel oped
t hrough co-ordi nat i on of nat ural physi cal l aws, and
t hat whi ch i s devel oped by organi zi ng and cl assi fyi ng
KNOWLEDGE.
POWER growi ng out of organi zed knowl edge i s t he
more i mport ant because i t pl aces i n man' s possessi on a
t ool wi t h whi ch he may t ransform, redi rect and t o
some ext ent harness and use t he ot her form of power.
The obj ect of t hi s readi ng course i s t o mark t he
rout e by whi ch t he st udent may safel y t ravel i n
gat heri ng such fact s as he may wi sh t o weave i nt o hi s
fabri c of KNOWLEDGE.
There are t wo maj or met hods of gat heri ng
knowl edge, namel y, by st udyi ng, cl assi fyi ng and
assi mi l at i ng fact s whi ch have been organi zed by ot her
peopl e, and t hrough one' s own process of gat heri ng,
organi zi ng and cl assi fyi ng fact s, general l y cal l ed
"personal experi ence. "
Thi s l esson deal s mai nl y wi t h t he ways and means of
st udyi ng t he fact s and dat a gat hered and cl assi fi ed by
ot her peopl e.


- 32 -
The st at e of advancement known as "ci vi l i zat i on"
i s but t he measure of knowl edge whi ch t he race has
accumul at ed. Thi s knowl edge i s of t wo cl asses -
ment al and physi cal .
Among t he useful knowl edge organi zed by man,
he has di scovered and cat al ogued t he ei ght y-odd
physi cal el ement s of whi ch al l mat eri al forms i n t he
uni verse consi st .
By st udy and anal ysi s and accurat e measurement s
man has di scovered t he "bi gness" of t he mat eri al si de
of t he uni verse as represent ed by pl anet s, suns and
st ars, some of whi ch are known t o be over t en mi l l i on
t i mes as l arge as t he l i t t l e eart h on whi ch he l i ves.
On t he ot her hand, man has di scovered t he
"l i t t l eness" of t he physi cal forms whi ch const i t ut e t he
uni verse by reduci ng t he ei ght y-odd physi cal el ement s
t o mol ecul es, at oms, and, fi nal l y, t o t he smal l est
part i cl e, t he el ect ron. An el ect ron cannot be seen; i t i s
but a cent er of force consi st i ng of a posi t i ve or a
negat i ve. The el ect ron i s t he begi nni ng of everyt hi ng
of a physi cal nat ure.

MOLECULES, ATOMS AND ELECTRONS: To
underst and bot h t he det ai l and t he perspect i ve of t he
process t hrough whi ch knowl edge i s gat hered,
organi zed and cl assi fi ed, i t seems essent i al for t he
st udent t o begi n wi t h t he smal l est and si mpl est
part i cl es of physi cal mat t er, because t hese are t he A B
C' s wi t h whi ch Nat ure has const ruct ed t he ent i re
frame-work of t he physi cal port i on of t he uni verse.
The mol ecul e consi st s of at oms, whi ch are sai d t o
be l i t t l e i nvi si bl e part i cl es of mat t er revol vi ng
cont i nuousl y wi t h t he speed of l i ght ni ng, on exact l y
- 33 -
t he same pri nci pl e t hat t he eart h revol ves around t he
sun.
These l i t t l e part i cl es of mat t er known as at oms,
whi ch revol ve i n one cont i nuous ci rcui t , i n t he
mol ecul e, are sai d t o be made up of el ect rons, t he
smal l est part i cl es of physi cal mat t er. As al ready
st at ed, t he el ect ron i s not hi ng but t wo forms of force.
The el ect ron i s uni form, of but one cl ass, si ze and
nat ure; t hus i n a grai n of sand or a drop of wat er t he
ent i re pri nci pl e upon whi ch t he whol e uni verse
operat es i s dupl i cat ed.
How marvel ous! How st upendous! You may
gat her some sl i ght i dea of t he magni t ude of i t al l t he
next t i me you eat a meal , by rememberi ng t hat every
art i cl e of food you eat , t he pl at e on whi ch you eat i t ,
t he t abl eware and t he t abl e i t sel f are, i n fi nal anal ysi s,
but a col l ect i on of ELECTRONS.
In t he worl d of physi cal mat t er, whet her one i s
l ooki ng at t he l argest st ar t hat fl oat s t hrough t he
heavens or t he smal l est grai n of sand t o be found on
eart h, t he obj ect under observat i on i s but an organi zed
col l ect i on of mol ecul es, at oms and el ect rons revol vi ng
around one anot her at i nconcei vabl e speed.
Every part i cl e of physi cal mat t er i s i n a
cont i nuous st at e of hi ghl y agi t at ed mot i on. Not hi ng i s
ever st i l l , al t hough nearl y al l physi cal mat t er may
appear, t o t he physi cal eye, t o be mot i onl ess. There i s
no "sol i d" physi cal mat t er. The hardest pi ece of st eel
i s but an organi zed mass of revol vi ng mol ecul es,
at oms and el ect rons. Moreover, t he el ect rons i n a
pi ece of st eel are of t he same nat ure, and move at t he
same rat e of speed as t he el ect rons i n gol d, si l ver,
brass or pewt er.
The ei ght y-odd forms of physi cal mat t er appear t o
be di fferent from one anot her, and t hey are di fferent ,
- 34 -




Don't be afraid of a
little opposition. Remem-
ber that the "Kite" of
Success generally rises
AGAINST the wind of
Adversity - not with it!


- 35 -
because t hey are made up of di fferent combi nat i ons of
at oms (al t hough t he el ect rons i n t hese at oms are
al ways t he same, except t hat some el ect rons are
posi t i ve and some are negat i ve, meani ng t hat some
carry a posi t i ve charge of el ect ri fi cat i on whi l e ot hers
carry a negat i ve charge).
Through t he sci ence of chemi st ry, mat t er may be
broken up i nt o at oms whi ch are, wi t hi n t hemsel ves,
unchangeabl e. The ei ght y-odd el ement s are creat ed
t hrough and by reason of combi ni ng and changi ng of
t he posi t i ons of t he at oms. To i l l ust rat e t he modus
operandi of chemi st ry t hrough whi ch t hi s change of
at omi c posi t i on i s wrought , i n t erms of modern
sci ence:
"Add four el ect rons (t wo posi t i ve and t wo
negat i ve) t o t he hydrogen at om, and you have t he
el ement l i t hi um; knock out of t he l i t hi um at om
(composed of t hree posi t i ve and t hree negat i ve
el ect rons) one posi t i ve and one negat i ve el ect ron, and
you have one at om of hel i um (composed of t wo
posi t i ve and t wo negat i ve el ect rons)
Thus i t may be seen t hat t he ei ght y-odd physi cal
el ement s of t he uni verse di ffer from one anot her onl y
i n t he number of el ect rons composi ng t hei r at oms, and
t he number and arrangement of t hose at oms i n t he
mol ecul es of each el ement .
As an i l l ust rat i on, an at om of mercury cont ai ns
ei ght y posi t i ve charges (el ect rons) i n i t s nucl eus, and
ei ght y negat i ve out l yi ng charges (el ect rons). If t he
chemi st were t o expel t wo of i t s posi t i ve el ect rons i t
woul d i nst ant l y become t he met al known as pl at i num.
If t he chemi st coul d t hen go a st ep furt her and t ake
from i t a negat i ve ("pl anet ary") el ect ron, t he mercury
at om woul d t hen have l ost t wo posi t i ve el ect rons and
- 36 -
one negat i ve; t hat i s, one posi t i ve charge on t he
whol e; hence i t woul d ret ai n sevent y-ni ne posi t i ve
charges i n t he nucl eus and sevent y-ni ne out l yi ng
negat i ve el ect rons, t hereby becomi ng GOLD !
The formul a t hrough whi ch t hi s el ect roni c change
mi ght be produced has been t he obj ect of di l i gent
search by t he al chemi st s al l down t he ages, and by t he
modern chemi st s of t oday.
It i s a fact known t o every chemi st t hat l i t eral l y
t ens of t housands of synt het i c subst ances may be
composed out of onl y four ki nds of at oms, vi z. :
hydrogen, oxygen, ni t rogen and carbon.
"Di fferences i n t he number of el ect rons i n at oms
confer upon t hem qual i t at i ve (chemi cal ) di fferences,
t hough al l at oms of any one el ement are chemi cal l y
al i ke. Di fferences i n t he number and spaci al
arrangement of t hese at oms (i n groups of mol ecul es)
const i t ut e bot h physi cal and chemi cal di fferences i n
subst ances, i . e. , i n compounds. Qui t e di fferent
subst ances are produced by combi nat i ons of preci sel y
t he same ki nds of at oms, but i n di fferent proport i ons.
"Take from a mol ecul e of cert ai n subst ances one
si ngl e at om, and t hey may be changed from a
compound necessary t o l i fe and growt h i nt o a deadl y
poi son. Phosphorus i s an el ement , and t hus cont ai ns
but one ki nd of at oms; but some phosphorus i s yel l ow
and some i s red, varyi ng wi t h t he spaci al di st ri but i on
of t he at oms i n t he mol ecul es composi ng t he
phosphorus. "
It may be st at ed as a l i t eral t rut h t hat t he at om i s
t he uni versal part i cl e wi t h whi ch Nat ure bui l ds al l
mat eri al forms, from a grai n of sand t o t he l argest st ar
t hat fl oat s t hrough space. The at om i s Nat ure' s
- 37 -
"bui l di ng bl ock" out of whi ch she erect s an oak t ree or
a pi ne, a rock of sandst one or grani t e, a mouse or an
el ephant .
Some of t he abl est t hi nkers have reasoned t hat t he
eart h on whi ch we l i ve, and every mat eri al part i cl e on
t he eart h, began wi t h t wo at oms whi ch at t ached
t hemsel ves t o each ot her, and t hrough hundreds of
mi l l i ons of years of fl i ght t hrough space, kept
cont act i ng and accumul at i ng ot her at oms unt i l , st ep by
st ep, t he eart h was formed. Thi s, t hey poi nt out , woul d
account for t he vari ous and di fferi ng st rat a of t he
eart h' s subst ances, such as t he coal beds, t he i ron ore
deposi t s, t he gol d and si l ver deposi t s, t he copper
deposi t s, et c.
They reason t hat , as t he eart h whi rl ed t hrough
space, i t cont act ed groups of vari ous ki nds of nebul ae,
or at oms, whi ch i t prompt l y appropri at ed, t hrough t he
l aw of magnet i c at t ract i on. There i s much t o be seen,
i n t he eart h' s surface composi t i on, t o support t hi s
t heory, al t hough t here may be no posi t i ve evi dence of
i t s soundness.
These fact s concerni ng t he smal l est anal yzabl e
part i cl es of mat t er have been bri efl y referred t o as a
st art i ng poi nt from whi ch we shal l undert ake t o
ascert ai n how t o devel op and appl y t he l aw of
POWER.
It has been not i ced t hat al l mat t er i s i n a const ant
st at e of vi brat i on or mot i on; t hat t he mol ecul e i s made
up of rapi dl y movi ng part i cl es cal l ed at oms, whi ch, i n
t urn, are made up of rapi dl y movi ng part i cl es cal l ed
el ect rons.

THE VIBRATING FLUID OF MATTER: In every
part i cl e of mat t er t here i s an i nvi si bl e "fl ui d" or
- 38 -
force whi ch causes t he at oms t o ci rcl e around one
anot her at an i nconcei vabl e rat e of speed.
Thi s "fl ui d" i s a form of energy whi ch has never
been anal yzed. Thus far i t has baffl ed t he ent i re
sci ent i fi c worl d. By many sci ent i st s i t i s bel i eved t o
be t he same energy as t hat whi ch we cal l el ect ri ci t y.
Ot hers prefer t o cal l i t vi brat i on. It i s bel i eved by
some i nvest i gat ors t hat t he rat e of speed wi t h whi ch
t hi s force (cal l i t what ever you wi l l ) moves
det ermi nes t o a l arge ext ent t he nat ure of t he out ward
vi si bl e appearance of t he physi cal obj ect s of t he
uni verse.
One rat e of vi brat i on of t hi s "fl ui d energy" causes
what i s known as sound. The human ear can det ect
onl y t he sound whi ch i s produced t hrough from 32, 000
t o 38, 000 vi brat i ons per second.
As t he rat e of vi brat i ons per second i ncreases
above t hat whi ch we cal l sound t hey begi n t o mani fest
t hemsel ves i n t he form of heat . Heat begi ns wi t h about
1, 500, 000 vi brat i ons per second.
St i l l hi gher up t he scal e vi brat i ons begi n t o
regi st er i n t he form of l i ght . 3, 000, 000 vi brat i ons per
second creat e vi ol et l i ght . Above t hi s number
vi brat i on sheds ul t ra-vi ol et rays (whi ch are i nvi si bl e
t o t he naked eye) and ot her i nvi si bl e radi at i ons.
And, st i l l hi gher up t he scal e-j ust how hi gh no
one at present seems t o know-vi brat i ons creat e t he
power wi t h whi ch man THINKS.
It i s t he bel i ef of t he aut hor t hat t he "fl ui d"
port i on of al l vi brat i on, out of whi ch grow al l known
forms of energy, i s uni versal i n nat ure; t hat t he
"fl ui d" port i on of sound i s t he same as t he "fl ui d"
port i on of l i ght , t he di fference i n effect bet ween
- 39 -
sound and l i ght bei ng onl y a di fference i n rat e of
vi brat i on, al so t hat t he "fl ui d" port i on of t hought i s
exact l y t he same as t hat i n sound, heat and l i ght ,
except i ng t he number of vi brat i ons per second.
Just as t here i s but one form of physi cal mat t er,
of whi ch t he eart h and al l t he ot her pl anet s-suns and
st ars-are composed-t he el ect ron-so i s t here but one
form of "fl ui d" energy, whi ch causes al l mat t er t o
remai n i n a const ant st at e of rapi d mot i on.

AIR AND ETHER: The vast space bet ween t he
suns, moons, st ars and ot her pl anet s of t he uni verse i s
fi l l ed wi t h a form of energy known as et her. It i s t hi s
aut hor' s bel i ef t hat t he "fl ui d" energy whi ch keeps al l
part i cl es of mat t er i n mot i on i s t he same as t he
uni versal "fl ui d" known as et her whi ch fi l l s al l t he
space of t he uni verse. Wi t hi n a cert ai n di st ance of t he
eart h' s surface, est i mat ed by some t o be about fi ft y
mi l es, t here exi st s what i s cal l ed ai r, whi ch i s a
gaseous subst ance composed of oxygen and ni t rogen.
Ai r i s a conduct or of sound vi brat i ons, but a non-
conduct or of l i ght and t he hi gher vi brat i ons, whi ch are
carri ed by t he et her. The et her i s a conduct or of al l
vi brat i ons from sound t o t hought .
Ai r i s a l ocal i zed subst ance whi ch performs, i n
t he mai n, t he servi ce of feedi ng al l ani mal and pl ant
l i fe wi t h oxygen and ni t rogen, wi t hout whi ch nei t her
coul d exi st . Ni t rogen i s one of t he chi ef necessi t i es of
pl ant l i fe and oxygen one of t he mai nst ays of ani mal
l i fe. Near t he t op of very hi gh mount ai ns t he ai r
becomes very l i ght , because i t cont ai ns but l i t t l e
ni t rogen, whi ch i s t he reason why pl ant l i fe cannot
exi st t here. On t he ot her hand, t he "l i ght " ai r found i n
- 40 -


Render more service
than that for which
you are paid and you
will soon be paid for
more than you render.
The law of "Increasing
Returns" takes care of
this.
- 41 -
hi gh al t i t udes consi st s l argel y of oxygen, whi ch i s t he
chi ef reason why t ubercul ar pat i ent s are sent t o hi gh
al t i t udes.

Even t hi s bri ef st at ement concerni ng mol ecul es,
at oms, el ect rons, ai r, et her and t he l i ke, may be heavy
readi ng t o t he st udent , but , as wi l l be seen short l y,
t hi s i nt roduct i on pl ays an essent i al part as t he
foundat i on of t hi s l esson.
Do not become di scouraged i f t he descri pt i on of
t hi s foundat i on appears t o have none of t he t hri l l i ng
effect s of a modern t al e of fi ct i on. You are seri ousl y
engaged i n fi ndi ng out what are your avai l abl e powers
and how t o organi ze and appl y t hese powers. To
compl et e t hi s di scovery successful l y you must
combi ne det ermi nat i on, persi st ency and a wel l defi ned
DESIRE t o gat her and organi ze knowl edge.

The l at e Dr. Al exander Graham Bel l , i nvent or of
t he l ong di st ance t el ephone and one of t he accept ed
aut hori t i es on t he subj ect of vi brat i on, i s here
i nt roduced i n support of t hi s aut hor' s t heori es
concerni ng t he subj ect of vi brat i on:
"Suppose you have t he power t o make an i ron rod
vi brat e wi t h any desi red frequency i n a dark room. At
fi rst , when vi brat i ng sl owl y, i t s movement wi l l be
i ndi cat ed by onl y one sense, t hat of t ouch. As soon as
t he vi brat i ons i ncrease, a l ow sound wi l l emanat e from
i t and i t wi l l appeal t o t wo senses.
"At about 32, 000 vi brat i ons t o t he second t he
sound wi l l be l oud and shri l l , but at 40, 000 vi brat i ons
i t wi l l be si l ent and t he movement s of t he rod wi l l not
- 42 -
be percei ved by t ouch. It s movement s wi l l be
percei ved by no ordi nary human sense.
"From t hi s poi nt up t o about 1, 500, 000 vi brat i ons
per second, we have no sense t hat can appreci at e any
effect of t he i nt erveni ng vi brat i ons. Aft er t hat st age i s
reached, movement i s i ndi cat ed fi rst by t he sense of
t emperat ure and t hen, when t he rod becomes red hot ,
by t he sense of si ght . At 3, 000, 000 i t sheds vi ol et
l i ght . Above t hat i t sheds ul t ra-vi ol et rays and ot her
i nvi si bl e radi at i ons, some of whi ch can be percei ved
by i nst rument s and empl oyed by us.
"Now i t has occurred t o me t hat t here must be a
great deal t o be l earned about t he effect of t hose
vi brat i ons i n t he great gap where t he ordi nary human
senses are unabl e t o hear, see or feel t he movement .
The power t o send wi rel ess messages by et her
vi brat i ons l i es i n t hat gap, but t he gap i s so great t hat
i t seems t here must be much more. You must make
machi nes pract i cal l y t o suppl y new senses, as t he
wi rel ess i nst rument s do.
"Can i t be sai d, when you t hi nk of t hat great gap,
t hat t here are not many forms of vi brat i ons t hat may
gi ve us resul t s as wonderful as, or even more
wonderful t han, t he wi rel ess waves? It seems t o me
t hat i n t hi s gap l i e t he vi brat i ons whi ch we have
assumed t o be gi ven off by our brai ns and nerve cel l s
when we t hi nk. But t hen, agai n, t hey may be hi gher
up, i n t he scal e beyond t he vibrat i ons t hat produce t he
ul t ra-vi ol et rays. [AUTHOR' S NOTE: The l ast
sent ence suggest s t he t heory hel d by t hi s aut hor. ]
"Do we need a wi re t o carry t hese vi brat i ons?
Wi l l t hey not pass t hrough t he et her wi t hout a wi re,
j ust as t he wi rel ess waves do? How wi l l t hey be
- 43 -
percei ved by t he recipi ent ? Wi l l he hear a seri es of
si gnal s or wi l l he fi nd t hat anot her man' s t hought s
have ent ered i nt o hi s brai n?
"We may i ndul ge i n some specul at i ons based on
what we know of t he wi rel ess waves, whi ch, as I have
sai d, are al l we can recogni ze of a vast seri es of
vi brat i ons whi ch t heoret i cal l y must exi st . If t he
t hought waves are si mi l ar t o t he wi rel ess waves, t hey
must pass from t he brai n and fl ow endl essl y around
t he worl d and t he uni verse. The body and t he skul l
and ot her sol i d obst acl es woul d form no obst ruct i on t o
t hei r passage, as t hey pass t hrough t he et her whi ch
surrounds t he mol ecul es of every subst ance, no mat t er
how sol i d and dense.
"You ask i f t here woul d not be const ant
i nt erference and confusi on i f ot her peopl e' s t hought s
were fl owi ng t hrough our brai ns and set t i ng up
t hought s i n t hem t hat di d not ori gi nat e wi t h oursel ves?
"How do you know t hat ot her men' s t hought s are
not i nt erferi ng wi t h yours now? I have not i ced a good
many phenomena of mi nd di st urbances t hat I have
never been abl e t o expl ai n. For i nst ance, t here i s t he
i nspi rat i on or t he di scouragement t hat a speaker feel s
i n addressi ng an audi ence. I have experi enced t hi s
many t i mes i n my l i fe and have never been abl e t o
defi ne exact l y t he physi cal causes of i t .
"Many recent sci ent i fi c di scoveri es, i n my
opi ni on, poi nt t o a day not far di st ant perhaps, when
men wi l l read one anot her' s t hought s, when t hought s
wi l l be conveyed di rect l y from brai n t o brai n wi t hout
i nt ervent i on of speech, wri t i ng or any of t he present
known met hods of communi cat i on.
"It i s not unreasonabl e t o l ook forward t o a t i me
- 44 -
when we shal l see wi t hout eyes, hear wi t hout ears and
t al k wi t hout t ongues.
"Bri efl y, t he hypot hesi s t hat mi nd can
communi cat e di rect l y wi t h mi nd rest s on t he t heory
t hat t hought or vi t al force i s a form of el ect ri cal
di st urbance, t hat i t can be t aken up by i nduct i on and
t ransmi t t ed t o a di st ance ei t her t hrough a wi re or
si mpl y t hrough t he al l -pervadi ng et her, as i n t he case
of wi rel ess t el egraph waves.
"There are many anal ogi es whi ch suggest t hat
t hought i s of t he nat ure of an el ect ri cal di st urbance. A
nerve, whi ch i s of t he same subst ance as t he brai n, i s
an excel l ent conduct or of t he el ect ri c current . When
we fi rst passed an el ect ri cal current t hrough t he
nerves of a dead man we were shocked and amazed t o
see hi m si t up and move. The el ect ri fi ed nerves
produced cont ract i on of t he muscl es very much as i n
l i fe.
"The nerves appear t o act upon t he muscl es very
much as t he el ect ri c current act s upon an
el ect romagnet . The current magnet i zes a bar of i ron
pl aced at ri ght angl es t o i t , and t he nerves produce,
t hrough t he i nt angi bl e current of vi t al force t hat fl ows
t hrough t hem, cont ract i on of t he muscul ar fi bers t hat
are arranged at ri ght angl es t o t hem.
"It woul d be possi bl e t o ci t e many reasons why
t hought and vi t al force may be regarded as of t he same
nat ure as el ect ri ci t y. The el ect ri c current i s hel d t o be
a wave mot i on of t he et her, t he hypot het i cal subst ance
t hat fi l l s al l space and pervades al l subst ances. We
bel i eve t hat t here must be et her because wi t hout i t t he
el ect ri c current coul d not pass t hrough a vacuum, or
sunl i ght t hrough space. It i s reasonabl e t o bel i eve t hat
onl y a wave mot i on of a simi l ar charact er can produce
- 45 -
t he phenomena of t hought and vi t al force. We may
assume t hat t he brai n cel l s act as a bat t ery and t hat
t he current produced fl ows al ong t he nerves.
"But does i t end t here? Does i t not pass out of t he
body i n waves whi ch fl ow around t he worl d
unpercei ved by our senses, j ust as t he wi rel ess waves
passed unpercei ved before Hert z and ot hers di scovered
t hei r exi st ence?"

EVERY MIND BOTH A BROADCASTING AND
A RECEIVING STATION: Thi s aut hor has proved,
t i mes t oo numerous t o enumerat e, t o hi s own
sat i sfact i on at l east , t hat every human brai n i s bot h a
broadcast i ng and a recei vi ng st at i on for vi brat i ons of
t hought frequency.
If t hi s t heory shoul d t urn out t o be a fact , and
met hods of reasonabl e cont rol shoul d be est abl i shed,
i magi ne t he part i t woul d pl ay i n t he gat heri ng,
cl assi fyi ng and organi zi ng of knowl edge. The
possi bi l i t y, much l ess t he probabi l i t y, of such a
real i t y, st aggers t he mi nd of man!
Thomas Pai ne was one of t he great mi nds of t he
Ameri can Revol ut i onary Peri od. To hi m more,
perhaps, t han t o any ot her one person, we owe bot h
t he begi nni ng and t he happy endi ng of t he Revol ut i on,
for i t was hi s keen mi nd t hat bot h hel ped i n drawi ng
up t he Decl arat i on of Independence and i n persuadi ng
t he si gners of t hat document t o t ransl at e i t i nt o t erms
of real i t y.
In speaki ng of t he source of hi s great st orehouse
of knowl edge, Pai ne t hus descri bed i t :
"Any person, who has made observat i ons on t he
- 46 -



Every failure is a bless-
ing in disguise, providing
it teaches some needed
lesson one could not have
learned without it. Most
so-called Failures are
only temporary defeats.

- 47 -
st at e of progress of t he human mi nd, by observi ng hi s
own, cannot but have observed t hat t here are t wo
di st i nct cl asses of what are cal l ed Thought s: t hose
t hat we produce i n oursel ves by refl ect i on and t he act
of t hi nki ng, and t hose t hat bol t i nt o t he mi nd of t hei r
own accord. I have al ways made i t a rul e t o t reat t hese
vol unt ary vi si t ors wi t h ci vi l i t y, t aki ng care t o
exami ne, as wel l as I was abl e, i f t hey were wort h
ent ert ai ni ng; and i t i s from t hem I have acqui red
al most al l t he knowl edge t hat I have. As t o t he
l earni ng t hat any person gai ns from school educat i on,
i t serves onl y l i ke a smal l capi t al , t o put hi m i n t he
way of begi nni ng l earni ng for hi msel f aft erwards.
Every person of l earni ng i s fi nal l y hi s own t eacher,
t he reason for whi ch i s, t hat pri nci pl es cannot be
i mpressed upon t he memory; t hei r pl ace of ment al
resi dence i s t he underst anding, and t hey are never so
l ast i ng as when t hey begi n by concept i on. "
In t he foregoi ng words Pai ne, t he great Ameri can
pat ri ot and phi l osopher, descri bed an experi ence
whi ch at one t i me or anot her i s t he experi ence of
every person. Who i s t here so unfort unat e as not t o
have recei ved posi t i ve evi dence t hat t hought s and
even compl et e i deas wi l l "pop" i nt o t he mi nd from
out si de sources?
What means of conveyance i s t here for such
vi si t ors except t he et her? Et her fi l l s t he boundl ess
space of t he uni verse. It i s t he medi um of conveyance
for al l known forms of vi brat i on such as sound, l i ght
and heat . Why shoul d i t not be, al so, t he medi um of
conveyance of t he vi brat i on of Thought ?
Every mi nd, or brai n, i s di rect l y' connect ed wi t h
every ot her brai n by means of t he et her. Every t hought
- 48 -
rel eased by any brai n may be i nst ant l y pi cked up and
i nt erpret ed by al l ot her brai ns t hat are "en rapport "
wi t h t he sendi ng brai n. Thi s aut hor i s as sure of t hi s
fact as he i s t hat t he chemi cal formul a H
2
O wi l l
produce wat er. Imagi ne, i f you can, what a part t hi s
pri nci pl e pl ays i n every wal k of l i fe.
Nor i s t he probabi l i t y of et her bei ng a conveyor
of t hought from mi nd t o mi nd t he most ast oundi ng of
i t s performances. It i s t he bel i ef of t hi s aut hor t hat
every t hought vi brat i on rel eased by any brai n i s
pi cked up by t he et her and kept i n mot i on i n
ci rcui t ous wave l engt hs correspondi ng i n l engt h t o t he
i nt ensi t y of t he energy used i n t hei r rel ease; t hat t hese
vi brat i ons remai n i n mot i on forever; t hat t hey are one
of t he t wo sources from whi ch t hought s whi ch "pop"
i nt o one' s mi nd emanat e, t he ot her source bei ng di rect
and, i mmedi at e cont act t hrough t he et her wi t h t he
brai n rel easi ng t he t hought vi brat i on.
Thus i t wi l l be seen t hat i f t hi s t heory i s a fact
t he boundl ess space of t he whol e uni verse i s now and
wi l l cont i nue t o become l i t eral l y a ment al l i brary
wherei n may be found al l t he t hought s rel eased by
manki nd.
The aut hor i s here l ayi ng t he foundat i on for one
of t he most i mport ant hypot heses enumerat ed i n t he
l esson Sel f-confi dence, a fact whi ch t he st udent
shoul d keep i n mi nd as he approaches t hat l esson.
Thi s i s a l esson on Organi zed Knowl edge. Most
of t he useful knowl edge t o whi ch t he human race has
become hei r has been preserved and accurat el y
recorded i n Nat ure' s Bi bl e. By t urni ng back t he pages
of t hi s unal t erabl e Bi bl e man has read t he st ory of; t he
t erri fi c st ruggl e t hrough and out of whi ch t he present
ci vi l i zat i on has grown. The pages of t hi s Bi bl e are
- 49 -
made up of t he physi cal el ement s of whi ch t hi s eart h
and t he ot her pl anet s consi st , and of t he et her whi ch
fi l l s al l space.
By t urni ng back t he pages wri t t en on st one and
covered near t he surface of t hi s eart h on whi ch he
l i ves, man has uncovered t he bones, skel et ons,
foot pri nt s and ot her unmi st akabl e evi dence of t he
hi st ory of ani mal l i fe on t hi s eart h, pl ant ed t here for
hi s enl i ght enment and gui dance by t he hand of Mot her
Nat ure t hroughout unbel i evabl e peri ods of t i me. The
evi dence i s pl ai n and unmi st akabl e. The great st one
pages of Nat ure' s Bi bl e found on t hi s eart h and t he
endl ess pages of t hat Bi bl e represent ed by t he et her
wherei n al l past human t hought has been recorded,
const i t ut e an aut hent i c source of communi cat i on
bet ween t he Creat or and man. Thi s Bi bl e was begun
before man had reached t he t hi nki ng st age; i ndeed,
before man had reached t he amoeba (one-cel l ani mal )
st age of devel opment .
Thi s Bi bl e i s above and beyond t he power of man
t o al t er. Moreover, i t t el l s i t s st ory not i n t he anci ent
dead l anguages or hi erogl yphi cs of hal f savage races,
but i n uni versal l anguage whi ch al l who have eyes
may read. Nat ure' s Bi bl e, from whi ch we have deri ved
al l t he knowl edge t hat i s wort h knowi ng, i s one t hat
no man may al t er or i n any manner t amper wi t h.
The most marvel ous di scovery yet made by man i s
t hat of t he recent l y di scovered radi o pri nci pl e, whi ch
operat es t hrough t he ai d of et her, an i mport ant port i on
of Nat ure' s Bi bl e. Imagi ne t he et her pi cki ng up t he
ordi nary vi brat i on of sound, and t ransformi ng t hat
vi brat i on from audi o-frequency i nt o radi o-frequency,
carryi ng i t t o a properl y at t uned recei vi ng st at i on and
- 50 -
t here t ransformi ng i t back i nt o i t s ori gi nal form of
audi o-frequency, al l i n t he fl ash of a second. It shoul d
surpri se no one t hat such a force coul d gat her up t he
vi brat i on of t hought and keep t hat vi brat i on i n mot i on
forever.
The est abl i shed and known fact of i nst ant aneous
t ransmi ssi on of sound, t hrough t he agency of t he
et her, by means of t he modern radi o apparat us,
removes t he t heory of t ransmi ssi on of t hought
vi brat i on from mi nd t o mi nd from t he possi bl e t o t he
probabl e.
THE MASTER MIND: We come, now, t o t he next
st ep i n t he descri pt i on of t he ways and means by
whi ch one may gat her, cl assi fy and organi ze useful
knowl edge, t hrough harmoni ous al l i ance of t wo or
more mi nds, out of whi ch grows a Mast er Mi nd.
The t erm "Mast er Mi nd" i s abst ract , and has no
count erpart i n t he fi el d of known fact s, except t o a
smal l number of peopl e who have made a careful st udy
of t he effect of one mi nd upon ot her mi nds.
Thi s aut hor has searched i n vai n t hrough al l t he
t ext books and essays avai l abl e on t he subj ect of t he
human mi nd, but nowhere has been found even t he
sl i ght est reference t o t he pri nci pl e here descri bed as
t he "Mast er Mi nd. " The t erm fi rst came t o t he
at t ent i on of t he aut hor t hrough an i nt ervi ew wi t h
Andrew Carnegi e, i n t he manner descri bed i n Lesson
Two.

CHEMISTRY OF THE MIND: It i s t hi s aut hor' s
bel i ef t hat t he mi nd i s made up of t he same uni versal
"fl ui d" energy as t hat whi ch const i t ut es t he et her
whi ch fi l l s t he uni verse. It i s a fact as wel l known t o
t he l ayman as t o t he man of sci ent i fi c i nvest i gat i on,
- 51 -
t hat some mi nds cl ash t he moment t hey come i n
cont act wi t h each ot her, whi l e ot her mi nds show a
nat ural affi ni t y for each ot her. Bet ween t he t wo
ext remes of nat ural ant agoni sm and nat ural affi ni t y
growi ng out of t he meet i ng or cont act i ng of mi nds
t here i s a wi de range of possi bi l i t y for varyi ng
react i ons of mi nd upon mi nd.
Some mi nds are so nat ural l y adapt ed t o each ot her
t hat "l ove at fi rst si ght " i s t he i nevi t abl e out come of
t he cont act . Who has not known of such an
experi ence? In ot her cases mi nds are so ant agoni st i c
t hat vi ol ent mut ual di sl i ke shows i t sel f at fi rst
meet i ng. These resul t s occur wi t hout a word bei ng
spoken, and wi t hout t he sl i ght est si gns of any of t he
usual causes for l ove and hat e act i ng as a st i mul us.
It i s qui t e probabl e t hat t he "mi nd" i s made up of
a fl ui d or subst ance or energy, cal l i t what you wi l l ,
si mi l ar t o (i f not i n fact t he same subst ance as) t he
et her. When t wo mi nds come cl ose enough t o each
ot her t o form a cont act , t he mi xi ng of t he uni t s of t hi s
"mi nd st uff" (l et us cal l i t t he el ect rons of t he et her)
set s up a chemi cal react i on and st art s vi brat i ons whi ch
affect t he t wo i ndi vi dual s pl easant l y or unpl easant l y.
The effect of t he meet i ng of t wo mi nds i s obvi ous
t o even t he most casual observer. Every effect must
have a cause! What coul d be more reasonabl e t han t o
suspect t hat t he cause of t he change i n ment al at t i t ude
bet ween t wo mi nds whi ch have j ust come i n cl ose
cont act i s none ot her t han t he di st urbance of t he
el ect rons or uni t s of each mi nd i n t he process of
rearrangi ng t hemsel ves i n t he new fi el d creat ed by t he
cont act ?
- 52 -



TO BELIEVE IN
THE HEROIC
MAKES HEROES.
-Disraeli.

- 53 -
For t he purpose of est abl i shi ng t hi s l esson upon a
sound foundat i on we have gone a l ong way t oward
success by admi t t i ng t hat t he meet i ng or comi ng i n
cl ose cont act of t wo mi nds set s up i n each of t hose
mi nds a cert ai n not i ceabl e "effect " or st at e of mi nd
qui t e di fferent from t he one exi st i ng i mmedi at el y
pri or t o t he cont act . Whi l e i t i s desi rabl e i t i s not
essent i al t o know what i s t he "cause" of t hi s react i on
of mi nd upon mi nd. That t he react i on t akes pl ace, i n
every i nst ance, i s a known fact whi ch gi ves us a
st art i ng poi nt from whi ch we may show what i s meant
by t he t erm "Mast er Mi nd. "
A Mast er Mi nd may be creat ed t hrough t he
bri ngi ng t oget her or bl endi ng, i n a spi ri t of perfect
harmony, of t wo or more mi nds. Out of t hi s
harmoni ous bl endi ng t he chemi st ry of t he mi nd creat es
a t hi rd mi nd whi ch may be appropri at ed and used by
one or al l of t he i ndi vi dual mi nds. Thi s Mast er Mi nd
wi l l remai n avai l abl e as l ong as t he fri endl y,
harmoni ous al l i ance bet ween t he i ndi vi dual mi nds
exi st s. It wi l l di si nt egrat e and al l evi dence of i t s
former exi st ence wi l l di sappear t he moment t he
fri endl y al l i ance i s broken.
Thi s pri nci pl e of mi nd chemi st ry i s t he basi s and
cause for pract i cal l y al l t he so-cal l ed "soul -mat e" and
"et ernal t ri angl e" cases, so many of whi ch
unfort unat el y fi nd t hei r way i nt o t he di vorce court s
and meet wi t h popul ar ri di cul e from i gnorant and
uneducat ed peopl e who manufact ure vul gari t y and
scandal out of one of t he great est of Nat ure' s l aws.
The ent i re ci vi l i zed world knows t hat t he fi rst
t wo or t hree years of associ at i on aft er marri age are
oft en marked by much di sagreement , of a more or l ess
- 54 -
pet t y nat ure. These are t he years of "adj ust ment . " If
t he marri age survi ves t hem i t i s more t han apt t o
become a permanent al l i ance. These fact s no
experi enced marri ed person wi l l deny. Agai n we see
t he "effect " wi t hout underst andi ng t he "cause. "
Whi l e t here are ot her cont ri but i ng causes, yet , i n
t he mai n, l ack of harmony duri ng t hese earl y years of
marri age i s due t o t he sl owness of t he chemi st ry of t he
mi nds i n bl endi ng harmoni ousl y. St at ed di fferent l y,
t he el ect rons or uni t s of t he energy cal l ed t he mi nd
are oft en nei t her ext remel y fri endl y nor ant agoni st i c
upon fi rst cont act ; but , t hrough const ant associ at i on
t hey gradual l y adapt t hemsel ves i n harmony, except i n
rare cases where associ at i on has t he opposi t e effect of
l eadi ng, event ual l y, t o open host i l i t y bet ween t hese
uni t s.
It i s a wel l known fact t hat aft er a man and a
woman have l i ved t oget her for t en t o fi ft een years
t hey become pract i cal l y i ndi spensabl e t o each ot her,
even t hough t here may not be t he sl i ght est evi dence of
t he st at e of mi nd cal l ed l ove. Moreover, t hi s
associ at i on and rel at i onshi p sexual l y not onl y
devel ops a nat ural , affi ni t y bet ween t he t wo mi nds,
but i t act ual l y causes t he t wo peopl e t o t ake on a
si mi l ar faci al expressi on' and t o resembl e each ot her
cl osel y i n many ot her marked ways. Any compet ent
anal yst of human nat ure can easi l y go i nt o a crowd of
st range peopl e' and pi ck out t he wi fe aft er havi ng
been i nt roduced t o her husband. The expressi on of t he
eyes, t he cont our of t he faces and t he t one of t he
voi ces of peopl e who have l ong been associ at ed i n
marri age, become si mi l ar t o a marked degree.
So marked i s t he effect of t he chemi st ry of t he
human mi nd t hat any experi enced publ i c speaker may
- 55 -
qui ckl y i nt erpret t he manner i n whi ch hi s st at ement s
are accept ed by hi s audi ence. Ant agoni sm i n t he mi nd
of but one person i n an audi ence of one t housand may
be readi l y det ect ed by t he speaker who has l earned
how t o "feel " and regi st er t he effect s of ant agoni sm.
Moreover, t he publ i c speaker can make t hese
i nt erpret at i ons wi t hout observi ng or i n any manner
bei ng i nfl uenced by t he expressi on on t he faces of
t hose i n hi s audi ence. On account of t hi s fact an
audi ence may cause a speaker t o ri se t o great hei ght s
of orat ory, or heckl e hi m i nt o fai l ure, wi t hout maki ng
a sound or denot i ng a si ngl e expressi on of sat i sfact i on
or di ssat i sfact i on t hrough t he feat ures of t he face.
Al l "Mast er Sal esmen" know t he moment t he
"psychol ogi cal t i me for cl osi ng" has arri ved; not by
what t he prospect i ve buyer says, but from t he effect of
t he chemi st ry of hi s mi nd as i nt erpret ed or "fel t " by
t he sal esman. Words oft en bel i e t he i nt ent i ons of
t hose speaki ng t hem but a correct i nt erpret at i on of t he
chemi st ry of t he mi nd l eaves no l oophol e for such a
possi bi l i t y. Every abl e sal esman knows t hat t he
maj ori t y of buyers have t he habi t of affect i ng a
negat i ve at t i t ude al most t o t he very cl i max of a sal e.
Every abl e l awyer has devel oped a si xt h sense
whereby he i s enabl ed t o "feel " hi s way t hrough t he
most art ful l y sel ect ed words of t he cl ever wi t ness who
i s l yi ng, and correct l y i nt erpret t hat whi ch i s i n t he
wi t ness' s mi nd, t hrough t he chemi st ry of t he mi nd.
Many l awyers have devel oped t hi s abi l i t y wi t hout
knowi ng t he real source of i t ; t hey possess t he
t echni que wi t hout t he sci ent i fi c underst andi ng upon
whi ch i t i s based. Many sal esmen have done t he same
t hi ng.
- 56 -
One who i s gi ft ed i n t he art of correct l y t he
chemi st ry of t he mi nds of ot hers may, fi gurat i vel y
speaki ng, wal k i n at t he front door of t he mansi on of a
gi ven mi nd and l ei surel y expl ore t he ent i re bui l di ng,
not i ng al l i t s det ai l s, wal ki ng out agai n wi t h a
compl et e pi ct ure of t he i nt eri or of t he bui l di ng,
wi t hout t he owner of t he bui l di ng so much as knowi ng
t hat he has ent ert ai ned a vi si t or. It wi l l be observed,
i n t he l esson Accurat e Thi nki ng, t hat t hi s pri nci pl e
may be put t o a very pract i cal use (havi ng reference t o
t he pri nci pl e of t he chemi st ry of t he mi nd). The
pri nci pl e i s referred t o merel y as an approach t o t he
maj or pri nci pl es of t hi s l esson.
Enough has al ready been st at ed t o i nt roduce t he
pri nci pl e of mi nd chemi st ry, and t o prove, wi t h t he ai d
of t he st udent ' s own every-day experi ences and casual
observat i ons t hat t he moment t wo mi nds come wi t hi n
cl ose range of each ot her a not i ceabl e ment al change
t akes pl ace i n bot h, somet i mes regi st eri ng i n t he
nat ure of ant agoni sm and at ot her t i mes regi st eri ng i n
t he nat ure of fri endl i ness. Every mi nd has what mi ght
be t ermed an el ect ri c fi el d. The nat ure of t hi s fi el d
vari es, dependi ng upon t he "mood" of t he i ndi vi dual
mi nd back of i t , and upon t he nat ure of t he chemi st ry
of t he mi nd creat i ng t he "fi el d. "
It i s bel i eved by t hi s aut hor t hat t he normal or
nat ural condi t i on of t he chemi st ry of any i ndi vi dual
mi nd i s t he resul t of hi s physi cal heredi t y pl us t he
nat ure of t hought s whi ch have domi nat ed t hat mi nd;
t hat every mi nd i s cont i nuousl y changi ng t o t he ext ent
t hat t he i ndi vi dual ' s phi l osophy and general habi t s of
t hought change t he chemi st ry of hi s or her mi nd.
These pri nci pl es t he aut hor BELIEVES t o be t rue.
That any i ndi vi dual may vol unt ari l y change t he
- 57 -
chemi st ry of hi s or her mi nd so t hat i t wi l l ei t her
at t ract or repel al l wi t h whom i t comes i n cont act i s a
KNOWN FACT! St at ed i n anot her manner, any person
may assume a ment al at t i t ude whi ch wi l l at t ract and
pl ease ot hers or repel and ant agoni ze t hem, and t hi s
wi t hout t he ai d of words or faci al expressi on or ot her
form of bodi l y movement or demeanor.
Go back, now, t o t he defi ni t i on of a "Mast er
Mi nd" - a mi nd whi ch grows out of t he bl endi ng and
coordi nat i on of t wo or more mi nds, IN A SPIRIT OF
PERFECT HARMONY, and you wi l l cat ch t he ful l
si gni fi cance of t he word "harmony" as i t i s here used.
Two mi nds wi l l not bl end nor can t hey be co-ordi nat ed
unl ess t he el ement of perfect harmony i s present ,
wherei n l i es t he secret of success or fai l ure of
pract i cal l y al l busi ness and soci al part nershi ps.
Every sal es manager and every mi l i t ary
commander and every l eader i n any ot her wal k of l i fe
underst ands t he necessi t y of an "espri t de corps"-a
spi ri t of common underst andi ng and co-operat i on - i n
t he at t ai nment of success. Thi s mass spi ri t of harmony
of purpose i s obt ai ned t hrough di sci pl i ne, vol unt ary or
forced, of such a nat ure t hat t he i ndi vi dual mi nds
become bl ended i nt o a "Mast er Mi nd, " by whi ch i s
meant t hat t he chemi st ry of t he i ndi vi dual mi nds i s
modi fi ed i n such a manner t hat t hese mi nds bl end and
funct i on as one.
The met hods t hrough whi ch t hi s bl endi ng process
t akes pl ace are as numerous as t he i ndi vi dual s
engaged i n t he vari ous forms of l eadershi p. Every
l eader has hi s or her own met hod of co-ordi nat i ng t he
mi nds of t he fol l owers. One wi l l use force. Anot her
- 58 -



IF YOU DO NOT
BELIEVE IN CO-
OPERATION, LOOK
WHAT HAPPENS TO
A WAGON THAT
LOSES A WHEEL.

- 59 -
uses persuasi on. One wi l l pl ay upon t he fear of
penal t i es whi l e anot her pl ays upon rewards, i n order
t o reduce t he i ndi vi dual minds of a gi ven group of
peopl e t o where t hey may be bl ended i nt o a mass
mi nd. The st udent wi l l not have t o search deepl y i nt o
hi st ory of st at esmanshi p, pol i t i cs, busi ness or fi nance,
t o di scover t he t echni que empl oyed by t he l eaders i n
t hese fi el ds i n t he process of bl endi ng t he mi nds of
i ndi vi dual s i nt o a mass mi nd.
The real l y great l eaders of t he worl d, however,
have been provi ded by Nat ure wi t h a combi nat i on of
mi nd chemi st ry favorabl e as a nucl eus of at t ract i on
for ot her mi nds. Napol eon was a not abl e exampl e of a
man possessi ng t he magnet i c t ype of mi nd whi ch had a
very deci ded t endency t o at t ract al l mi nds wi t h whi ch
i t came i n cont act . Sol di ers fol l owed Napol eon t o
cert ai n deat h wi t hout fl i nchi ng, because of t he
i mpel l i ng or at t ract i ng nat ure of hi s personal i t y, and
t hat personal i t y was not hi ng more nor l ess t han t he
chemi st ry of hi s mi nd.
No group of mi nds can be bl ended i nt o a Mast er
Mi nd i f one of t he i ndi vi dual s of t hat group possesses
one of t hese ext remel y negat i ve, repel l ent mi nds. The
negat i ve and posi t i ve mi nds wi l l not bl end i n t he
sense here descri bed as a Mast er Mi nd. Lack of
knowl edge of t hi s fact has brought many an ot herwi se
abl e l eader t o defeat .
Any abl e l eader who underst ands t hi s pri nci pl e of
mi nd chemi st ry may t emporari l y bl end t he mi nds of
pract i cal l y any group of peopl e, so t hat i t wi l l
represent a mass mi nd, but t he composi t i on wi l l
di si nt egrat e al most t he very moment t he l eader' s
presence i s removed from t he group. The most
- 60 -
successful l i fe-i nsurance sal es organi zat i ons and ot her
sal es forces meet once a week, or more oft en, for t he
purpose of - OF WHAT?
FOR THE PURPOSE OF MERGING THE
INDIVIDUAL MINDS INTO A MASTER MIND
WHICH WILL, FOR A LIMITED NUMBER OF
DAYS, SERVE AS A STIMULUS TO THE
INDIVIDUAL MINDS!
It may be, and general l y i s, t rue t hat t he l eaders
of t hese groups do not underst and what act ual l y t akes
pl ace i n t hese meet i ngs, whi ch are usual l y cal l ed "pep
meet i ngs. " The rout i ne of such meet i ngs i s usual l y
gi ven over t o t al ks by t he l eader and ot her members of
t he group, and occasi onal l y from someone out si de of
t he group, meanwhi l e t he mi nds of t he i ndi vi dual s are
cont act i ng and rechargi ng one anot her.
The brai n of a human bei ng may be compared t o
an el ect ri c bat t ery i n t hat i t wi l l become exhaust ed or
run down, causi ng t he owner of i t t o feel despondent ,
di scouraged and l acki ng i n "pep. " Who i s so fort unat e
as never t o have had such a feel i ng? The human brai n,
when i n t hi s depl et ed condi t i on, must be recharged,
and t he manner i n whi ch t hi s i s done i s t hrough
cont act wi t h a more vi t al mi nd or mi nds. The great
l eaders underst and t he necessi t y of t hi s "rechargi ng"
process, and, moreover, t hey underst and how t o
accompl i sh t hi s resul t . THIS KNOWLEDGE IS THE
MAIN FEATURE WHICH DISTINGUISHES A
LEADER FROM A FOLLOWER!
Fort unat e i s t he person who underst ands t hi s
pri nci pl e suffi ci ent l y wel l t o keep hi s or her brai n
vi t al i zed or "recharged" by peri odi cal l y cont act i ng i t
wi t h a more vi t al mi nd. Sexual cont act i s one of t he
- 61 -
most effect i ve of t he st i mul i t hrough whi ch a mi nd
may be recharged, provi di ng t he cont act i s
i nt el l i gent l y made, bet ween man and woman who have
genui ne affect i on for each ot her. Any ot her sort of
sexual rel at i onshi p i s a devi t al i zer of t he mi nd. Any
compet ent pract i t i oner of Psycho-t herapeut i cs can
"recharge" a brai n wi t hi n a few mi nut es.
Before passi ng away from t he bri ef reference
made t o sexual cont act as a means of revi t al i zi ng a
depl et ed mi nd i t seems appropri at e t o cal l at t ent i on t o
t he fact t hat al l of t he great l eaders, i n what ever wal ks
of l i fe t hey have ari sen, have been and are peopl e of
hi ghl y sexed nat ures. (The word "sex" i s not an
i ndecent word. You' l l fi nd i t i n al l t he di ct i onari es. )
There i s a growi ng t endency upon t he part of t he
best i nformed physi ci ans and ot her heal t h
pract i t i oners, t o accept t he t heory t hat al l di seases
begi n when t he brai n of t he i ndi vi dual i s i n a depl et ed
or devi t al i zed st at e. St at ed i n anot her way, i t i s a
known fact t hat a person who has a perfect l y vi t al i zed
brai n i s pract i cal l y, i f not ent i rel y, i mmune from al l
manner of di sease.
Every i nt el l i gent heal t h pract i t i oner, of what ever
school or t ype, knows t hat "Nat ure" or t he mi nd cures
di sease i n every i nst ance where a cure i s effect ed.
Medi ci nes, fai t h, l ayi ng on of hands, chi ropract i c,
ost eopat hy and al l ot her forms of out si de st i mul ant are
not hi ng more t han art i fi ci al ai ds t o NATURE, or, t o
st at e i t correct l y, mere met hods of set t i ng t he
chemi st ry of t he mi nd i nt o mot i on t o t he end t hat i t
readj ust s t he cel l s and t i ssues of t he body, revi t al i zes
t he brai n and ot herwi se causes t he human machi ne t o
funct i on normal l y.
- 62 -
The most ort hodox pract i t i oner wi l l admi t t he
t rut h, of t hi s st at ement .
What , t hen, may be t he possi bi l i t i es of t he fut ure
devel opment s i n t he fi el d of mi nd chemi st ry?
Through t he pri nci pl e of harmoni ous bl endi ng of
mi nds perfect heal t h may be enj oyed. Through t he ai d
of t hi s same pri nci pl e suffi ci ent power may be
devel oped t o sol ve t he probl em of economi c pressure
whi ch const ant l y presses upon every i ndi vi dual .
We may j udge t he fut ure possi bi l i t i es of mi nd
chemi st ry by t aki ng i nvent ory of i t s past
achi evement s, keepi ng i n mi nd t he fact t hat t hese
achi evement s have been l argel y t he resul t of
acci dent al di scovery and of chance groupi ngs of
mi nds. We are approachi ng t he t i me when t he
professorat e of t he uni versi t i es wi l l t each mi nd
chemi st ry t he same as ot her subj ect s are now t aught .
Meanwhi l e, st udy and experi ment at i on i n connect i on
wi t h t hi s subj ect open vi st as of possi bi l i t y for t he
i ndi vi dual st udent .

MIND CHEMISTRY AND ECONOMIC, POWER:
That mi nd chemi st ry may be appropri at el y appl i ed t o
t he workaday affai rs of t he economi c and, commerci al
worl d i s a demonst rabl e fact .
Through t he bl endi ng of t wo or more mi nds, i n a
spi ri t of PERFECT HARMONY, t he pri nci pl e of mi nd
chemi st ry may be made t o devel op suffi ci ent power t o
enabl e t he i ndi vi dual s whose mi nds have been t hus
bl ended t o perform seemi ngl y superhuman feat s.
Power i s t he force wi t h whi ch man achi eves success i n
any undert aki ng. Power, i n unl i mi t ed quant i t i es, may,
be enj oyed by any group of men, or men and women,
- 63 -
who possess t he wi sdom wi t h whi ch t o submerge t hei r
own personal i t i es and t hei r own i mmedi at e i ndi vi dual
i nt erest s, t hrough t he bl endi ng of t hei r mi nds i n a
spi ri t of perfect harmony.
Observe, profi t abl y, t he frequency wi t h whi ch t he
word "harmony" appears t hroughout t hi s Int roduct i on!
There can be no devel opment of a "Mast er Mi nd"
where t hi s el ement of PERFECT HARMONY does not
exi st . The i ndi vi dual uni t s of t he mi nd wi l l not bl end
wi t h t he i ndi vi dual uni t s of anot her mi nd UNTIL THE
TWO MINDS HAVE BEEN AROUSED AND
WARMED, AS IT WERE, WITH A SPIRIT OF
PERFECT HARMONY OF PURPOSE. The moment
t wo mi nds begi n t o t ake di vergent roads of i nt erest t he
i ndi vi dual uni t s of each mi nd separat e, and t he t hi rd
el ement , known as a "MASTER MIND, " whi ch grew
out of t he fri endl y or harmoni ous al l i ance, wi l l
di si nt egrat e.
We come, now, t o t he st udy of some wel l known
men who have accumul at ed great power (al so great
fort unes) t hrough t he appl i cat i on of mi nd chemi st ry.
Let us begi n our st udy wi t h t hree men who are
known t o be men of great achi evement i n t hei r
respect i ve fi el ds of economi c, busi ness and
professi onal endeavor.
Thei r names are Henry Ford, Thomas A. Edi son
and Harvey S. Fi rest one.
Of t he t hree Henry Ford i s, by far, t he most
POWERFUL, havi ng reference t o economi c and
fi nanci al power. Mr. Ford i s t he most powerful man
now l i vi ng on eart h. Many who have st udi ed Mr. Ford
bel i eve hi m t o be t he most powerful man who ever
- 64 -

COURAGE IS THE
STANDING ARMY
OF THE SOUL
WHICH KEEPS IT
FROM CONQUEST,
PILLAGE AND SLAV-
ERY.
- Henry van Dyke
- 65 -
l i ved. As far as i s known Mr. Ford i s t he onl y man
now l i vi ng, or who ever l i ved, wi t h suffi ci ent power
t o out wi t t he money t rust of t he Uni t ed St at es. Mr.
Ford gat hers mi l l i ons of dol l ars wi t h as great ease as a
chi l d fi l l s i t s bucket wi t h sand when pl ayi ng on t he
beach. It has been sai d, by t hose who were i n posi t i on
t o know, t hat Mr. Ford, i f he needed i t , coul d send out
t he cal l for money and gat her i n a bi l l i on dol l ars (a
t housand mi l l i on dol l ars) and have i t avai l abl e for use
wi t hi n one week. No one who knows of Ford' s
achi evement s doubt s t hi s. Those who know hi m wel l
know t hat he coul d do i t wi t h no more effort t han t he
average man expends i n rai si ng t he money wi t h whi ch
t o pay a mont h' s house rent . He coul d get t hi s money,
i f he needed i t , t hrough t he i nt el l i gent appl i cat i on of
t he pri nci pl es on whi ch t hi s course i s based.
Whi l e Mr. Ford' s new aut omobi l e was i n t he
process of perfect i on, i n 1927, i t i s sai d t hat he
recei ved advance orders, wi t h cash payment s, for more
t han 375, 000 cars. At an est i mat ed pri ce of $600. 00
per car t hi s woul d amount t o $225, 000, 000. 00 whi ch
he recei ved before a si ngl e car was del i vered. Such i s
t he power of confi dence i n Ford' s abi l i t y.
Mr. Edi son, as everyone knows, i s a phi l osopher,
sci ent i st and i nvent or. He i s, perhaps, t he keenest
Bi bl e st udent on eart h; a st udent of Nat ure' s Bi bl e,
however, and not of t he myri ads of man-made Bi bl es.
Mr. Edi son has such a keen i nsi ght i nt o Mot her
Nat ure' s Bi bl e t hat he has harnessed and combi ned,
for t he good of manki nd, more of Nat ure' s l aws t han
any ot her person now l i vi ng or who ever l i ved. It was
he who brought t oget her t he poi nt of a needl e and a
pi ece of revol vi ng wax, i n such a way t hat t he
- 66 -
vi brat i on of t he human voi ce may be recorded and
reproduced t hrough t he modern t al ki ng machi ne.
(And i t may be Edi son who wi l l event ual l y enabl e
man t o pi ck up and correct l y i nt erpret t he vi brat i ons
of t hought whi ch are now recorded i n t he boundl ess
uni verse of et her, j ust as he has enabl ed man t o record
and reproduce t he spoken word. )
It was Edi son who fi rst harnessed t he l i ght ni ng
and made i t serve as a l i ght for man' s use, t hrough t he
ai d of t he i ncandescent el ect ri c l i ght bul b.
It was Edi son who gave t he worl d t he modern
movi ng pi ct ure.
These are but a few of hi s out st andi ng
achi evement s. These modern "mi racl es" whi ch he has
performed (not by t ri ckery, under t he sham pret ense of
superhuman power, but i n t he very mi dst of t he bri ght
l i ght of sci ence) t ranscend al l of t he so-cal l ed
"mi racl es" descri bed i n t he man-made books of
fi ct i on.
Mr. Fi rest one i s t he movi ng spi ri t i n t he great
Fi rest one Ti re i ndust ry, i n Akron, Ohi o. Hi s i ndust ri al
achi evement s are so wel l known wherever aut omobi l es
are used t hat no speci al comment on t hem seems
necessary.
Al l t hree of t hese men began t hei r careers,
busi ness and professi onal , wi t hout capi t al and wi t h
but l i t t l e - school i ng of t hat t ype usual l y referred t o as
"educat i on. "
Al l t hree men are now wel l educat ed. Al l t hree
are weal t hy. Al l t hree are powerful . Now l et us
i nqui re i nt o t he source of t hei r weal t h and power.
Thus far we have been deal i ng onl y wi t h effect ; t he
t rue phi l osopher wi shes t o underst and t he cause of a
gi ven effect .
- 67 -
It i s a mat t er of general knowl edge t hat Mr. Ford,
Mr. Edi son and Mr. Fi rest one are cl ose personal
fri ends, and have been so for many years; t hat i n
former years t hey were i n t he habi t of goi ng away t o
t he woods once a year for a peri od of rest , medi t at i on
and recuperat i on.
But i t i s not general l y known-i t i s a grave doubt
i f t hese t hree men t hemsel ves know i t -t hat t here exi st s
bet ween t he t hree men a bond of harmony whi ch has
caused t hei r mi nds t o become bl ended i nt o a "Mast er
Mi nd" whi ch i s t he real source of t he power of each.
Thi s mass mi nd, growi ng out of t he co-ordi nat i on of
t he i ndi vi dual mi nds of Ford, Edi son and Fi rest one,
has enabl ed t hese men t o "t une i n" on forces (and
sources of knowl edge) wi t h whi ch most men are t o no
ext ent fami l i ar.
If t he st udent doubt s ei t her t he pri nci pl e or t he
effect s here descri bed, l et hi m remember t hat more
t han hal f t he t heory here set fort h i s a known fact . For
exampl e, i t i s known t hat t hese t hree men have great
power. It i s known t hat t hey are weal t hy. It i s known
t hat t hey began wi t hout capi t al and wi t h but l i t t l e
school i ng. It i s known t hat t hey form peri odi c mi nd
cont act s. It i s known t hat t hey are harmoni ous and
fri endl y. It i s known t hat t hei r achi evement s are so
out st andi ng as t o make i t i mpossi bl e t o compare t hese
achi evement s wi t h t hose of ot her men i n t hei r
respect i ve fi el ds of act i vi t y.
Al l t hese "effect s" are known t o pract i cal l y every
school -boy i n t he ci vi l i zed worl d, t herefore t here can
be no di sput e as far as effect s are concerned.
Of one fact connect ed wi t h t he cause of t he
achi evement s of Edi son, Ford and Fi rest one we may
- 68 -
be sure, namel y, t hat t hese achi evement s were i n no
way based upon t ri ckery, decei t , t he "supernat ural " or
so-cal l ed "revel at i ons" or any ot her form of unnat ural
l aw. These men do not possess a st ock of l egerdemai n.
They work wi t h nat ural l aws; l aws whi ch, for t he most
part , are wel l known t o al l economi st s and l eaders i n
t he fi el d of sci ence, wi t h t he possi bl e except i on of t he
l aw upon whi ch chemi st ry of t he mi nd i s based. As yet
chemi st ry of t he mi nd i s not suffi ci ent l y devel oped t o
be cl assed, by sci ent i fi c men, i n t hei r cat al ogue of
known l aws.
A "Mast er Mi nd" may be creat ed by any group of
peopl e who wi l l co-ordi nat e t hei r mi nds, i n a spi ri t of
perfect harmony. The group may consi st of any
number from t wo upward. Best resul t s appear
avai l abl e from t he bl endi ng of si x or seven mi nds.
It has been suggest ed t hat Jesus Chri st di scovered
how t o make use of t he pri nci pl e of mi nd chemi st ry,
and t hat Hi s seemi ngl y mi racul ous performances grew
out of t he power He devel oped t hrough t he bl endi ng of
t he mi nds of Hi s t wel ve di sci pl es. It has been poi nt ed
out t hat when one of t he di sci pl es (Judas Iscari ot )
broke fai t h t he "Mast er Mi nd" i mmedi at el y
di si nt egrat ed and Jesus met wi t h t he supreme
cat ast rophe of Hi s l i fe.
When t wo or more peopl e harmoni ze t hei r mi nds
and produce t he effect known as a "Mast er Mi nd, "
each person i n t he group becomes vest ed wi t h t he
power t o cont act wi t h and gat her knowl edge t hrough
t he "subconsci ous" mi nds of al l t he ot her members of
t he group. Thi s power becomes i mmedi at el y
not i ceabl e, havi ng t he effect of st i mul at i ng t he mi nd
t o a hi gher rat e of vi brat i on, and ot herwi se evi denci ng
- 69 -
i t sel f i n t he form of a more vi vi d i magi nat i on and t he
consci ousness of what appears t o be a si xt h sense. It
i s t hrough t hi s si xt h sense t hat new i deas wi l l "fl ash"
i nt o t he mi nd. These i deas t ake on t he nat ure and form
of t he subj ect domi nat i ng t he mi nd of t he i ndi vi dual .
If t he ent i re group has met for t he purpose of
di scussi ng a gi ven subj ect , i deas concerni ng t hat
subj ect wi l l come pouri ng i nt o t he mi nds of al l
present , as i f an out si de i nfl uence were di ct at i ng
t hem. The mi nds of t hose part i ci pat i ng i n t he "Mast er
Mi nd" become as magnet s, at t ract i ng i deas and
t hought st i mul i of t he most hi ghl y organi zed and
pract i cal nat ure, from no one knows where!
The process of mi nd-bl endi ng here descri bed as a
"Mast er Mi nd" may be l i kened t o t he act of one who
connect s many el ect ri c bat t eri es t o a si ngl e
t ransmi ssi on wi re, t hereby "st eppi ng up" t he power
fl owi ng over t hat l i ne. Each bat t ery added i ncreases
t he power passi ng over t hat l i ne by t he amount of
energy t he bat t ery carri es. Just so i n t he case of
bl endi ng i ndi vi dual mi nds i nt o a "Mast er Mi nd. " Each
mi nd, t hrough t he pri nci pl e of mi nd chemi st ry,
st i mul at es al l t he ot her mi nds i n t he group, unt i l t he
mi nd energy t hus becomes so great t hat i t penet rat es
t o and connect s wi t h t he uni versal energy known as
et her, whi ch, i n t urn, t ouches every at om of t he ent i re
uni verse.
The modern radi o apparat us subst ant i at es, t o a
consi derabl e ext ent , t he t heory here expounded.
Powerful sendi ng or broadcast i ng st at i ons must be
erect ed t hrough whi ch t he vi brat i on of sound i s
"st epped up" before i t can be pi cked up by t he much
hi gher vi brat i ng energy of t he et her and carri ed i n al l
di rect i ons. A "Mast er Mi nd" made up of many
- 70 -




MEN cease to interest us
when we find their
limitations. The only sin is
limitation. As soon as you
once come up to a man's
limitations, it is all over with
him.
-Emerson.




- 71 -
i ndi vi dual mi nds, so bl ended t hat t hey produce a
st rong vi brat i ng energy, const i t ut es al most an exact
count erpart of t he radi o broadcast i ng st at i on.
Every publ i c speaker has fel t t he i nfl uence of
mi nd chemi st ry, for i t i s a wel l known fact t hat as
soon as t he i ndi vi dual mi nds of an audi ence become
"en rapport " (at t uned t o t he rat e of vi brat i on of t he
mi nd of t he speaker) wi t h t he speaker, t here i s a
not i ceabl e i ncrease of ent husi asm i n t he speaker' s
mi nd, and he oft en ri ses t o hei ght s of orat ory whi ch
surpri se al l , i ncl udi ng hi msel f.
The fi rst fi ve t o t en mi nut es of t he average
speech are devot ed t o what i s known as "warmi ng up. "
By t hi s i s meant t he process t hrough whi ch t he mi nds
of t he speaker and hi s audi ence are becomi ng bl ended
i n a spi ri t of PERFECT HARMONY.
Every speaker knows what happens when t hi s
st at e of "perfect harmony" fai l s t o mat eri al i ze upon
part of hi s audi ence.
The seemi ngl y supernat ural phenomena occurri ng
i n spi ri t ual i st i c meet i ngs are t he resul t of t he react i on,
upon one anot her, of t he mi nds i n t he group. These
phenomena sel dom begi n t o mani fest t hemsel ves under
t en t o t went y mi nut es aft er t he group i s formed, for
t he reason t hat t hi s i s about t he t i me requi red for t he
mi nds -i n t he group t o become harmoni zed or bl ended.
The "messages" recei ved by members of a
spi ri t ual i st i c group probabl y come from one of t wo
sources, or from bot h, namel y:
Fi rst : From t he vast st orehouse of t he
subconsci ous mi nd of some member of t he group; or
Second: From t he uni versal st orehouse of t he
- 72 -
et her, i n whi ch, i t i s more t han probabl e, al l t hought
vi brat i on i s preserved.
Nei t her any known nat ural l aw nor human reason
support s t he t heory of communi cat i on wi t h i ndi vi dual s
who have di ed.
It i s a known fact t hat any i ndi vi dual may expl ore
t he st ore of knowl edge i n anot her' s mi nd, t hrough t hi s
pri nci pl e of mi nd chemi st ry, and i t seems reasonabl e
t o suppose t hat t hi s power may be ext ended t o i ncl ude
cont act wi t h what ever vi brat i ons are avai l abl e i n t he
et her, i f t here are any.
The t heory t hat al l t he hi gher and more refi ned
vi brat i ons, such as t hose growi ng out of t hought , are
preserved i n t he et her grows out of t he known fact
t hat nei t her mat t er nor energy (t he t wo known
el ement s of t he uni verse) may be ei t her creat ed or
dest royed. It i s reasonabl e t o suppose t hat al l
vi brat i ons whi ch have been "st epped up" suffi ci ent l y
t o be pi cked up and absorbed i n t he et her, wi l l go on
forever. The l ower vi brat i ons, whi ch do not bl end wi t h
or ot herwi se cont act t he et her, probabl y l i ve a nat ural
l i fe and di e out .
Al l t he so-cal l ed geni uses probabl y gai ned t hei r
reput at i ons because, by mere chance or ot herwi se,
t hey formed al l i ances wi t h ot her mi nds whi ch enabl ed
t hem t o "st ep up" t hei r own mi nd vi brat i ons t o where
t hey were enabl ed t o cont act t he vast Templ e of
Knowl edge recorded and fi l ed i n t he et her of t he
uni verse. Al l of t he great geni uses, as far as t hi s
aut hor has been enabl ed t o gat her t he fact s, were
hi ghl y sexed peopl e. The fact t hat sexual cont act i s
t he great est known mi nd st i mul ant l ends col or t o t he
t heory herei n descri bed.
- 73 -
Inqui ri ng furt her i nt o t he source of economi c
power, as mani fest ed by t he achi evement s of men i n
t he fi el d of busi ness, l et us st udy t he case of t he
Chi cago group known as t he "Bi g Si x, " consi st i ng of
Wm. Wri gl ey, Jr. , who owns t he chewi ng gum
busi ness beari ng hi s name, and whose i ndi vi dual
i ncome i s sai d t o be more t han Fi ft een Mi l l i on Dol l ars
a year; John R. Thompson, who operat es t he chai n of
l unch rooms beari ng hi s name; Mr. Lasker, who owns
t he Lord & Thomas Advert i si ng Agency; Mr.
McCul l ough, who owns t he Parmal ee Express
Company, t he l argest t ransfer busi ness i n Ameri ca;
and Mr. Ri t chi e and Mr. Hert z, who own t he Yel l ow
Taxi cab busi ness.
A rel i abl e fi nanci al report i ng company has
est i mat ed t he yearl y i ncome of t hese si x men at
upwards of Twent y-fi ve Mi l l i on Dol l ars
($25, 000, 000. 00), or an average of more t han Four
Mi l l i on Dol l ars a year per man.
Anal ysi s of t he ent i re group of si x men di scl oses
t he fact t hat not one of t hem had any speci al
educat i onal advant ages; t hat al l began wi t hout capi t al
or ext ensi ve credi t ; t hat t hei r fi nanci al achi evement
has been due t o t hei r own i ndi vi dual pl ans, and not t o
any fort unat e t urn of t he wheel of chance.
Many years ago t hese si x men formed a fri endl y
al l i ance, meet i ng at st at ed peri ods for t he purpose of
assi st i ng one anot her wi t h i deas and suggest i ons i n
t hei r vari ous and sundry l i nes of busi ness endeavor.
Wi t h t he except i on of Hert z and Ri t chi e none of
t he si x men were i n any manner associ at ed i n a l egal
Part nershi p. These meet i ngs were st ri ct l y for t he
purpose of co-operat i ng on t he gi ve and t ake basi s of
assi st i ng one anot her wi t h i deas and suggest i ons, and
- 74 -
occasi onal l y by endorsi ng not es and ot her securi t i es t o
assi st some member of t he group who had met wi t h an
emergency maki ng such hel p necessary.
It i s sai d t hat each of t he i ndi vi dual s bel ongi ng t o
t hi s Bi g Si x group i s a mi l l i onai re many t i mes over.
As a rul e t here i s not hi ng wort hy of speci al comment
on behal f of a man who does not hi ng more t han
accumul at e a few mi l l i on dol l ars. However, t here i s
somet hi ng connect ed wi t h t he fi nanci al success of t hi s
part i cul ar group of men t hat i s wel l wort h comment ,
st udy, anal ysi s and even emul at i on, and t hat
"somet hi ng" i s t he fact t hat t hey have l earned how t o
coordi nat e t hei r i ndi vi dual mi nds by bl endi ng t hem i n
a spi ri t of perfect harmony, t hereby creat i ng a "Mast er
Mi nd" t hat unl ocks, t o each i ndi vi dual of t he group,
doors whi ch are cl osed t o most of t he human race.
The Uni t ed St at es St eel Corporat i on i s one of t he
st rongest and most powerful i ndust ri al organi zat i ons
i n t he worl d. The Idea out of whi ch t hi s great
i ndust ri al gi ant grew was born i n t he mi nd of El bert
H. Gary, a more or l ess commonpl ace smal l -t own
l awyer who was born and reared i n a smal l Il l i noi s
t own near Chi cago.
Mr. Gary surrounded hi msel f wi t h a group of men
whose mi nds he successful l y bl ended i n a spi ri t of
perfect harmony, t hereby creat i ng t he "Mast er Mi nd"
whi ch i s t he movi ng spi ri t of t he great Uni t ed St at es
St eel Corporat i on.
Search where you wi l l , wherever you fi nd an
out st andi ng success i n busi ness, fi nance, i ndust ry or
i n any of t he professi ons, you may be sure t hat back
of t he success i s some i ndi vi dual who has appl i ed t he
pri nci pl e of mi nd chemi st ry, out of whi ch a Mast er
- 75 -
Mi nd" has been creat ed. These out st andi ng successes
oft en appear t o be t he handi work of but one person,
but search cl osel y and t he ot her i ndi vi dual s whose
mi nds have been co-ordi nat ed wi t h hi s own may be
found. Remember t hat t wo or more persons may
operat e t he pri nci pl e of mi nd chemi st ry so as t o creat e
a "Mast er Mi nd. "
POWER (man-power) i s ORGANIZED
KNOWLEDGE, EXPRESSED THROUGH
INTELLIGENT EFFORTS!
No effort can be sai d t o be ORGANIZED unl ess
t he i ndi vi dual s engaged i n t he effort co-ordi nat e t hei r
knowl edge and energy i n a spi ri t of perfect harmony.
Lack of such harmoni ous co-ordi nat i on of effort i s t he
mai n cause of pract i cal l y every busi ness fai l ure.
An i nt erest i ng experi ment was conduct ed by t hi s
aut hor, i n col l aborat i on wi t h t he st udent s of a wel l
known col l ege. Each st udent was request ed t o wri t e an
essay on "How and Why Henry Ford Became
Weal t hy. "
Each st udent was requi red t o descri be, as a part
of hi s or her essay, what was bel i eved t o be t he nat ure
of Ford' s real asset s, of what t hese asset s consi st ed i n
det ai l .
The maj ori t y of t he st udent s gat hered fi nanci al
st at ement s and i nvent ori es of t he Ford asset s and used
t hese as t he basi s of t hei r est i mat es of Ford' s weal t h.
Incl uded i n t hese "sources of Ford' s weal t h" were
such as cash i n banks, raw and fi ni shed mat eri al s i n
st ock, real est at e and bui l di ngs, good-wi l l , est i mat ed
at from t en t o t went y-fi ve per cent of t he val ue of t he
mat eri al asset s.
- 76 -


YOU cannot become a
power in your
community nor
achieve enduring
success in any worthy
undertaking until you
become big enough to
blame yourself for
your own mistakes
and reverses.
- 77 -
One st udent out of t he ent i re group of several
hundred answered as fol l ows:
"Henry Ford' s asset s consi st , i n t he mai n, of t wo
i t ems, vi z. : (1) Worki ng capi t al and raw and fi ni shed
mat eri al s; (2) The knowl edge, gai ned from experi ence,
of Henry Ford, hi msel f, and t he co-operat i on of a wel l
t rai ned organi zat i on whi ch underst ands how t o appl y
t hi s knowl edge t o best advant age from t he Ford
vi ewpoi nt . It i s i mpossi bl e t o est i mat e, wi t h anyt hi ng
approxi mat i ng correct ness, t he act ual dol l ars and
cent s val ue of ei t her of t hese t wo groups of asset s, but
i t i s my opi ni on t hat t hei r rel at i ve val ues are:
"The organi zed knowl edge of t he Ford
Organi zat i on75%
The val ue of cash and physi cal asset s of every
nat ure, i ncl udi ng raw and fi ni shed mat eri al s . . . 25%
Thi s aut hor i s of t he opi ni on t hat t hi s st at ement
was not compi l ed by t he young man whose name was
si gned t o i t , wi t hout t he assi st ance of some very
anal yt i cal and experi enced mi nd or mi nds.
Unquest i onabl y t he bi ggest asset t hat Henry Ford
has i s hi s own brai n. Next t o t hi s woul d come t he
brai ns of hi s i mmedi at e ci rcl e of associ at es, for i t has
been t hrough co-ordi nat i on of t hese t hat t he physi cal
asset s whi ch he cont rol s were accumul at ed.
Dest roy every pl ant t he Ford Mot or Company
owns: every pi ece of machi nery; every at om of raw or
fi ni shed mat eri al , every fi ni shed aut omobi l e, and
every dol l ar on deposi t i n any bank, and Ford woul d
st i l l be t he most powerful man, economi cal l y, on
eart h. The brai ns whi ch have bui l t t he Ford busi ness
coul d dupl i cat e i t agai n i n short order. Capi t al i s
- 78 -
al ways avai l abl e, i n unl i mi t ed quant i t i es, t o such
brai ns as Ford' s.
Ford i s t he most powerful man on eart h
(economi cal l y) because he has t he keenest and most
pract i cal concept i on of t he pri nci pl e of ORGANIZED
KNOWLEDGE of any man on eart h, as far as t hi s
aut hor has t he means of knowi ng.
Despi t e Ford' s great power and fi nanci al success,
i t may be t hat he has bl undered oft en i n t he
appl i cat i on of t he pri nci pl es t hrough whi ch he
accumul at ed t hi s power. There i s but l i t t l e doubt t hat
Ford' s met hods of mi nd co-ordi nat i on have oft en been
crude; t hey must needs have been i n t he earl i er days
of t hi s experi ence, before he gai ned t he wi sdom of
appl i cat i on t hat woul d nat ural l y go wi t h mat uri t y of
years.
Nei t her can t here be much doubt t hat Ford' s
appl i cat i on of t he pri nci pl e of mi nd chemi st ry was, at
l east at t he st art , t he resul t of a chance al l i ance wi t h
ot her mi nds, part i cul arl y t he mi nd of Edi son. It i s
more t han probabl e t hat Mr. Ford' s remarkabl e i nsi ght
i nt o t he l aws of nat ure was fi rst begun as t he resul t of
hi s fri endl y al l i ance wi t h hi s own wi fe l ong before he
ever met ei t her Mr. Edi son or Mr. Fi rest one. Many a
man who never knows t he real source of hi s success i s
made by hi s wi fe, t hrough appl i cat i on of t he "Mast er
Mi nd" pri nci pl e. Mrs. Ford i s a most remarkabl y
i nt el l i gent woman, and t hi s aut hor has reason t o
bel i eve t hat i t was her mi nd, bl ended wi t h Mr. Ford' s,
whi ch gave hi m hi s fi rst real st art t oward power.
It may be ment i oned, wi t hout i n any way
depri vi ng Ford of any honor or gl ory, t hat i n hi s
earl i er days of experi ence he had t o combat t he
- 79 -
powerful enemi es of i l l i t eracy and i gnorance t o a
great er ext ent t han di d ei t her Edi son or Fi rest one,
bot h of whom were gi ft ed by nat ural heredi t y wi t h a
most fort unat e apt i t ude for acqui ri ng and appl yi ng
knowl edge. Ford had t o hew t hi s t al ent out of t he
rough, raw t i mbers of hi s heredi t ary est at e.
Wi t hi n an i nconcei vabl y short peri od of t i me Ford
has mast ered t hree of t he most st ubborn enemi es of
manki nd and t ransformed t hem i nt o asset s const i t ut i ng
t he very foundat i on of hi s success.
These enemi es are: Ignorance, i l l i t eracy and
povert y!
Any man who can st ay t he hand of t hese t hree
savage forces, much l ess harness and use t hem t o good
account , i s wel l wort h cl ose st udy by t he l ess
fort unat e i ndi vi dual s.

Thi s i s an age of INDUSTRIAL POWER i n whi ch
we are l i vi ng!
The source of al l t hi s POWER i s ORGANIZED
EFFORT. Not onl y has t he management of i ndust ri al
ent erpri ses effi ci ent l y organi zed i ndi vi dual workers,
but , i n many i nst ances, mergers of i ndust ry have been
effect ed i n such a manner and t o t he end t hat t hese
combi nat i ons (as i n t he case of t he Uni t ed St at es St eel
Corporat i on, for exampl e) have accumul at ed
pract i cal l y unl i mi t ed power.
One may hardl y gl ance at t he news of a day' s
event s wi t hout seei ng a report of some busi ness,
i ndust ri al or fi nanci al merger, bri ngi ng under one
management enormous resources and t hus creat i ng
great power.
One day i t i s a group of banks; anot her day i t i s a
- 80 -
chai n of rai l roads; t he next day i t i s a combi nat i on of
st eel pl ant s, al l mergi ng for t he purpose of devel opi ng
power t hrough hi ghl y organi zed and co-ordi nat ed
effort .
Knowl edge, general i n nat ure and unorgani zed, i s
not POWER; i t i s onl y pot ent i al power-t he mat eri al
out of whi ch real power may be devel oped. Any
modern l i brary cont ai ns an unorgani zed record of al l
t he knowl edge of val ue t o whi ch t he present st age of
ci vi l i zat i on i s hei r, but t hi s knowl edge i s not power
because i t i s not organi zed.
Every form of energy and every speci es of ani mal
or pl ant l i fe, t o survi ve, must be organi zed. The
oversi zed ani mal s whose bones have fi l l ed Nat ure' s
bone-yard t hrough ext i nct i on have l eft mut e but
cert ai n evi dence t hat non-organi zat i on means
anni hi l at i on.
From t he el ect ron-t he smal l est part i cl e of mat t er -
t o t he l argest st ar i n t he uni verse: t hese and every
mat eri al t hi ng i n bet ween t hese t wo ext remes offer
proof posi t i ve t hat one of Nat ure' s fi rst l aws i s t hat of
ORGANIZATION. Fort unat e i s t he i ndi vi dual who
recogni zes t he i mport ance of t hi s l aw and makes i t hi s
busi ness t o fami l i ari ze hi msel f wi t h t he vari ous ways
i n whi ch t he l aw may be appl i ed t o advant age.
The ast ut e busi ness man has not onl y recogni zed
t he i mport ance of t he l aw of organi zed effort , but he
has made t hi s l aw t he warp and t he woof of hi s
POWER.
Wi t hout any knowl edge, what soever, of t he
pri nci pl e of mi nd chemi st ry, or t hat such a pri nci pl e
exi st s, many men have accumul at ed great power by
merel y organi zi ng t he knowl edge t hey possessed.
- 81 -
The maj ori t y of al l who have di scovered t he
pri nci pl e of mi nd chemi st ry and devel oped t hat
pri nci pl e i nt o a "MASTER MIND" have st umbl ed upon
t hi s knowl edge by t he merest of acci dent ; oft en fai l i ng
t o recogni ze t he real nat ure of t hei r di scovery or t o
underst and t he source of t hei r power.
Thi s aut hor i s of t he opi ni on t hat al l l i vi ng
persons who at t he present t i me are consci ousl y
maki ng use of t he pri nci pl e of mi nd chemi st ry i n
devel opi ng power t hrough t he bl endi ng of mi nds, may
be count ed on t he fi ngers of t he t wo hands, wi t h,
perhaps, several fi ngers l eft t o spare.
If t hi s est i mat e i s even approxi mat el y t rue t he
st udent wi l l readi l y see t hat t here i s but sl i ght danger
of t he fi el d of mi nd chemi st ry pract i ce becomi ng
overcrowded.
It i s a wel l known fact t hat one of t he most
di ffi cul t t asks t hat any busi ness man must perform i s
t hat of i nduci ng t hose who are associ at ed wi t h hi m t o
coordi nat e t hei r effort s i n a spi ri t of harmony. To
i nduce cont i nuous co-operat i on bet ween a group of
workers, i n any undert aki ng, i s next t o i mpossi bl e.
Onl y t he most effi ci ent l eaders can accompl i sh t hi s
hi ghl y desi red obj ect , but once i n a great whi l e such a
l eader wi l l ri se above t he hori zon i n t he fi el d of
i ndust ry, busi ness or fi nance, and t hen t he worl d hears
of a Henry Ford, Thomas A. Edi son, John D.
Rockefel l er, Sr. , E. H. Harri man or James J. Hi l l .
Power and success are pract i cal l y synonomous
t erms!
One grows out of t he ot her; t herefore, any person
who has t he knowl edge and t he abi l i t y t o devel op
power, t hrough t he pri nci pl e of harmoni ous
- 82 -


NEVER, in the history
of the world, has there
been such abundant
opportunity as there is
now for the person who
is willing to serve before
trying to collect.


- 83 -

co-ordi nat i on of effort bet ween i ndi vi dual mi nds, or
i n any ot her manner, may be successful i n any
reasonabl e undert aki ng t hat i s possi bl e of successful
t ermi nat i on.

It must not be assumed t hat a "Mast er Mi nd" wi l l
i mmedi at el y spri ng, mushroom fashi on, out of every
group of mi nds whi ch make pret ense of co-ordi nat i on
i n a spi ri t of HARMONY!
Harmony, i n t he real sense of meani ng of t he
word, i s as rare among groups of peopl e as i s genui ne
Chri st i ani t y among t hose who procl ai m t hemsel ves
Chri st i ans.
Harmony i s t he nucl eus around whi ch t he st at e of
mi nd known as "Mast er Mi nd" must be devel oped.
Wi t hout t hi s el ement of harmony t here can be no
"Mast er Mi nd, " a t rut h whi ch cannot be repeat ed t oo
oft en.
Woodrow Wi l son had i n mi nd t he devel opment of
a "Mast er Mi nd, " t o be composed of groups of mi nds
represent i ng t he ci vi l i zed nat i ons of t he worl d, i n hi s
proposal for est abl i shi ng t he League of Nat i ons.
Wi l son' s concept i on was t he most far-reachi ng
humani t ari an i dea ever creat ed i n t he mi nd of man,
because i t deal t wi t h a pri nci pl e whi ch embraces
suffi ci ent power t o est abl i sh a real Brot herhood of
Man on eart h. The League of Nat i ons, or some si mi l ar
bl endi ng of i nt ernat i onal mi nds, i n a spi ri t of
harmony, i s sure t o become a real i t y.
The t i me when such uni t y of mi nds wi l l t ake
pl ace wi l l be measured l argel y by t he t i me requi red
for t he great uni versi t i es and NON-SECTARIAN
i nst i t ut i ons of l earni ng t o suppl ant i gnorance and
- 84 -
superst i t i on wi t h underst andi ng and wi sdom. Thi s t i me
i s rapi dl y approachi ng.

THE PSYCHOLOGY OF THE REVIVAL
MEETING: The ol d rel i gi ous orgy known as t he
"revi val " offers a favorabl e opport uni t y t o st udy t he
pri nci pl e of mi nd chemi st ry known as "Mast er Mi nd. "
It wi l l be observed t hat musi c pl ays no smal l part
i n bri ngi ng about t he harmony essent i al t o t he
bl endi ng of a group of mi nds i n a revi val meet i ng.
Wi t hout musi c t he revi val meet i ng woul d be a t ame
affai r.
Duri ng revi val servi ces t he l eader of t he meet i ng
has no di ffi cul t y i n creat i ng harmony i n t he mi nds of
hi s devot ees, but i t i s a wel l known fact t hat t hi s st at e
of harmony l ast s no l onger t han t he presence of t he
l eader, aft er whi ch t he "Mast er Mi nd" he has
t emporari l y creat ed di si nt egrat es.
By arousi ng t he emot i onal nat ure of hi s fol l owers
t he revi val i st has no di ffi cul t y, under t he proper st age
set t i ng and wi t h t he embel l i shment of t he ri ght sort of
musi c, i n creat i ng a "Mast er Mi nd" whi ch becomes
not i ceabl e t o al l who come i n cont act wi t h i t . The very
ai r becomes charged wi t h a posi t i ve, pl easi ng
i nfl uence whi ch changes t he ent i re chemi st ry of al l
mi nds present .
The revi val i st cal l s t hi s energy "t he Spi ri t of t he
Lord. "
Thi s aut hor, t hrough experi ment s conduct ed wi t h
a group of sci ent i fi c i nvest i gat ors and l aymen (who
were unaware of t he nat ure of t he experi ment ), has
creat ed t he same st at e of mi nd and t he same posi t i ve
at mosphere wi t hout cal l i ng i t t he Spi ri t of t he Lord.
On many occasi ons t hi s aut hor has wi t nessed t he
- 85 -
creat i on of t he same posi t i ve at mosphere i n a group of
men and women engaged i n t he busi ness of
sal esmanshi p, wi t hout cal l i ng i t t he Spi ri t of t he Lord.
The aut hor hel ped conduct a school of
sal esmanshi p for Harri son Parker, founder of t he Co-
operat i ve Soci et y, of Chi cago, and, by t he use of t he
same pri nci pl e of mi nd chemi st ry whi ch t he revi val i st
cal l s t he Spi ri t of t he Lord, so t ransformed t he nat ure
of a group of 3, 000 men and women (al l of whom were
wi t hout former sal es experi ence) t hat t hey sol d more
t han $10, 000, 000. 00 wort h of securi t i es i n l ess t han
ni ne mont hs, and earned more t han $1, 000, 000 for
t hemsel ves.
It was found t hat t he average person who j oi ned
t hi s school woul d reach t he zeni t h of hi s or her sel l i ng
power wi t hi n one week, aft er whi ch i t was necessary
t o revi t al i ze t he i ndi vi dual ' s brai n t hrough a group
sal es meet i ng. These sal es meet i ngs were conduct ed
on very much t he same order as are t he modern revi val
meet i ngs of t he rel i gi oni st , wi t h much t he same st age
equi pment , i ncl udi ng musi c and "hi gh-powered"
speakers who exhort ed t he sal espeopl e i n very much
t he same manner as does t he modern rel i gi ous
revi val i st .
Cal l i t rel i gi on, psychol ogy, mi nd chemi st ry or
anyt hi ng you pl ease (t hey are al l based upon t he same
pri nci pl e), but t here i s not hi ng more cert ai n t han t he
fact t hat wherever a group of mi nds are brought i nt o
cont act , i n a spi ri t of PERFECT HARMONY, each
mi nd i n t he group becomes i mmedi at el y suppl ement ed
and re-enforced by a not i ceabl e energy cal l ed a
"Mast er Mi nd. "
For al l t hi s wri t er professes t o know t hi s
unchart ed energy may be t he Spi ri t of t he Lord, but i t
- 86 -
operat es j ust as favorabl y when cal l ed by any ot her
name.
The human brai n and nervous syst em const i t ut e a
pi ece of i nt ri cat e machi nery whi ch but few, i f any,
underst and. When cont rol l ed and properl y di rect ed
t hi s pi ece of machi nery can be made t o perform
wonders of achi evement and i f not cont rol l ed i t wi l l
perform wonders fant ast i c and phant om-l i ke i n nat ure,
as may be seen by exami ni ng t he i nmat es of any
i nsane asyl um.
The human brai n has di rect connect i on wi t h a
cont i nuous i nfl ux of energy from whi ch man deri ves
hi s power t o t hi nk. The brai n recei ves t hi s energy,
mi xes i t wi t h t he energy creat ed by t he food t aken i nt o
t he body, and di st ri but es i t t o every port i on of t he
body, t hrough t he ai d of t he bl ood and t he nervous
syst em. It t hus becomes what we cal l l i fe.
From what source t hi s out si de energy comes no
one seems t o know; al l we know about i t i s t hat we
must have i t or di e. It seems reasonabl e t o suppose
t hat t hi s energy i s none ot her t han t hat whi ch we cal l
et her, and t hat i t fl ows i nt o t he body al ong wi t h t he
oxygen from t he ai r, as we breat he.
Every normal human body possesses a fi rst -cl ass
chemi cal l aborat ory and a st ock of chemi cal s
suffi ci ent t o carry on t he busi ness of breaki ng up,
assi mi l at i ng and properl y mi xi ng and compoundi ng
t he food we t ake i nt o t he body, preparat ory t o
di st ri but i ng i t t o wherever i t i s needed as a body
bui l der.
Ampl e t est s have been made, bot h wi t h man and
beast , t o prove t hat t he energy known as t he mi nd
pl ays an i mport ant part i n t hi s chemi cal operat i on of
compoundi ng and t ransformi ng food i nt o t he requi red
subst ances t o bui l d and keep t he body i n repai r.
- 87 -
It i s known t hat worry, exci t ement or fear wi l l
i nt erfere wi t h t he di gest i ve process, and i n ext reme
cases st op t hi s process al t oget her, resul t i ng i n i l l ness
or deat h. It i s obvi ous, t hen, t hat t he mi nd ent ers i nt o
t he chemi st ry of food di gest i on and di st ri but i on.
It i s bel i eved by many emi nent aut hori t i es,
al t hough i t may never have been sci ent i fi cal l y proved,
t hat t he energy known as mi nd or t hought may become
cont ami nat ed wi t h negat i ve or "unsoci abl e" uni t s t o
such an ext ent t hat t he whol e nervous syst em i s
t hrown out of worki ng order, di gest i on i s i nt erfered
wi t h and vari ous and sundry forms of di sease wi l l
mani fest t hemsel ves. Fi nanci al di ffi cul t i es and
unrequi t ed l ove affai rs head t he l i st of causes of such
mi nd di st urbances.
A negat i ve envi ronment such as t hat exi st i ng
where some member of t he fami l y i s const ant l y
"naggi ng, " wi l l i nt erfere wi t h t he chemi st ry of t he
mi nd t o such an ext ent t hat t he i ndi vi dual wi l l l ose
ambi t i on and gradual l y si nk i nt o obl i vi on. It i s
because of t hi s fact t hat t he ol d sayi ng t hat a man' s
wi fe may ei t her "make" or "break" hi m i s l i t eral l y
t rue. In a subsequent l esson a whol e chapt er on t hi s
subj ect i s addressed t o t he wi ves of men.
Any hi gh-school st udent knows t hat cert ai n food
combi nat i ons wi l l , i f t aken i nt o t he st omach, resul t i n
i ndi gest i on, vi ol ent pai n and even deat h. Good heal t h
depends, i n part at l east , upon a food combi nat i on t hat
"harmoni zes. " But harmony of food combi nat i ons i s
not suffi ci ent t o i nsure good heal t h; t here must be
harmony, al so, bet ween t he uni t s of energy known as
t he mi nd.
- 88 -

A man is half whipped
the minute he begins
to feel sorry for
himself, or to spin an
alibi with which he
would explain away
his defects.


- 89 -
"Harmony" seems t o be one of Nat ure' s l aws,
wi t hout whi ch t here can be no such t hi ng as
ORGANIZED ENERGY, or l i fe i n any form
what soever.
The heal t h of t he body as wel l as t he mi nd i s
l i t eral l y bui l t around, out of and upon t he pri nci pl e of
HARMONY! The energy known as l i fe begi ns t o
di si nt egrat e and deat h approaches when t he organs of
t he body st op worki ng i n harmony.
The moment harmony ceases at t he source of any
form of organi zed energy (power) t he uni t s of t hat
energy are t hrown i nt o a chaot i c st at e of di sorder and
t he power i s rendered neut ral or passi ve.
Harmony i s al so t he nucl eus around whi ch t he
pri nci pl e of mi nd chemi st ry known as a "Mast er
Mi nd" devel ops power. Dest roy t hi s harmony and you
dest roy t he power growi ng out of t he co-ordi nat ed
effort of a group of i ndi vi dual mi nds.
Thi s t rut h has been st at ed, re-st at ed and present ed
i n every manner whi ch t he aut hor coul d concei ve, wi t h
unendi ng repet i t i on, for t he reason t hat unl ess t he
st udent grasps t hi s pri nci pl e and l earns t o appl y i t t hi s
l esson i s usel ess.
Success i n l i fe, no mat t er what one may cal l
success, i s very l argel y a mat t er of adapt at i on t o
envi ronment i n such a manner t hat t here i s harmony
bet ween t he i ndi vi dual and hi s envi ronment . The
pal ace of a ki ng becomes as a hovel of a peasant i f
harmony does not abound wi t hi n i t s wal l s. Conversel y
st at ed, t he hut of a peasant may be made t o yi el d more
happi ness t han t hat of t he mansi on of t he ri ch man, i f
harmony obt ai ns i n t he former and not i n t he l at t er.
Wi t hout perfect harmony t he sci ence of
ast ronomy woul d be as usel ess as t he "bones of a
- 90 -
sai nt , " because t he st ars and pl anet s woul d cl ash wi t h
one anot her, and al l woul d be i n a st at e of chaos and
di sorder.
Wi t hout t he l aw of harmony an acorn mi ght grow
i nt o a het erogeneous t ree consi st i ng of t he wood of
t he oak, popl ar, mapl e and what not .
Wi t hout t he l aw of harmony t he bl ood mi ght
deposi t t he food whi ch grows fi nger nai l s on t he scal p
where hai r i s supposed t o grow, and t hus creat e a
horny growt h whi ch mi ght easi l y be mi st aken, by t he
superst i t i ous, t o si gni fy man' s rel at i onshi p t o a cert ai n
i magi nary gent l eman wi t h horns, oft en referred t o by
t he more pri mi t i ve t ype.
Wi t hout t he l aw of harmony t here can be no
organi zat i on of knowl edge, for what , may one ask, i s
organi zed knowl edge except t he harmony of fact s and
t rut hs and nat ural l aws?
The moment di scord begi ns t o creep i n at t he
front door harmony edges out at t he back door, so t o
speak, whet her t he appl i cat i on i s made t o a busi ness
part nershi p or t he orderl y movement of t he pl anet s of
t he heavens.
If t he st udent gat hers t he i mpressi on t hat t he
aut hor i s l ayi ng undue st ress upon t he i mport ance of
HARMONY, l et i t be remembered t hat l ack of
harmony i s t he fi rst , and oft en t he l ast and onl y, cause
of FAILURE!
There can be no poet ry nor musi c nor orat ory
wort hy of not i ce wi t hout t he presence of harmony.
Good archi t ect ure i s l argel y a mat t er of harmony.
Wi t hout harmony a house i s not hi ng but a mass of
bui l di ng mat eri al , more or l ess a monst rosi t y.
Sound busi ness management pl ant s t he very
si news of i t s exi st ence i n harmony.
- 91 -
Every wel l dressed man or woman i s a l i vi ng
pi ct ure and a movi ng exampl e of harmony.
Wi t h al l t hese workaday i l l ust rat i ons of t he
i mport ant part whi ch harmony pl ays i n t he affai rs of
t he worl d - nay, i n t he operat i on of t he ent i re uni verse
- how coul d any i nt el l i gent person l eave harmony out
of hi s "Defi ni t e Ai m" i n l i fe? As wel l have no
"defi ni t e ai m" as t o omi t harmony as t he chi ef st one
of i t s foundat i on.

The human body i s a compl ex organi zat i on of
organs, gl ands, bl ood vessel s, nerves, brai n cel l s,
muscl es, et c. The mi nd energy whi ch st i mul at es t o
act i on and co-ordi nat es t he effort s of t he component
part s of t he body i s al so a pl ural i t y of ever-varyi ng
and changi ng energi es. From bi rt h unt i l deat h t here i s
cont i nuous st ruggl e, oft en assumi ng t he nat ure of open
combat , bet ween t he forces of t he mi nd. For exampl e,
t he l i fe-l ong st ruggl e bet ween t he mot i vat i ng forces
and desi res of t he human mi nd, whi ch t akes pl ace
bet ween t he i mpul ses of ri ght and wrong, i s wel l
known t o everyone.
Every human bei ng possesses at l east t wo di st i nct
mi nd powers or personal i t i es, and as many as si x
di st i nct personal i t i es have been di scovered i n one
person. One of man' s most del i cat e t asks i s t hat of
harmoni zi ng t hese mi nd forces so t hat t hey may be
organi zed and di rect ed t oward t he orderl y at t ai nment
of a gi ven obj ect i ve. Wi t hout t hi s el ement of harmony
no i ndi vi dual can become an accurat e t hi nker.
It i s no wonder t hat l eaders i n busi ness and
i ndust ri al ent erpri ses, as wel l as t hose i n pol i t i cs and
- 92 -
and ot her fi el ds of endeavor, fi nd i t so di ffi cul t t o
organi ze groups of peopl e so t hey wi l l funct i on i n t he
at t ai nment of a gi ven obj ect i ve, wi t hout fri ct i on. Each
i ndi vi dual human bei ng possesses forces, wi t hi n
hi msel f, whi ch are hard t o harmoni ze, even when he i s
pl aced i n t he envi ronment most favorabl e t o harmony.
If t he chemi st ry of t he i ndi vi dual ' s mi nd i s such t hat
t he uni t s of hi s mi nd cannot be easi l y harmoni zed,
t hi nk how much more di ffi cult i t must be t o harmoni ze
a group of mi nds so t hey wi l l funct i on as one, i n an
orderl y manner, t hrough what i s known as a "Mast er
Mi nd. "
The l eader who successful l y devel ops and di rect s
t he energi es of a "Mast er Mi nd" must possess t act ,
pat i ence, persi st ence, sel f-confi dence, i nt i mat e
knowl edge of mi nd chemi st ry and t he abi l i t y t o adapt
hi msel f (i n a st at e of perfect poi se and harmony) t o
qui ckl y changi ng ci rcumst ances, wi t hout showi ng t he
l east si gn of annoyance.
How many are t here who can measure up t o t hi s
requi rement ?
The successful l eader must possess t he abi l i t y t o
change t he col or of hi s mi nd, chamel eon-l i ke, t o fi t
every ci rcumst ance t hat ari ses i n connect i on wi t h t he
obj ect of hi s l eadershi p. Moreover, he must possess
t he abi l i t y t o change from one mood t o anot her
wi t hout showi ng t he sl i ght est si gns of anger or l ack of
sel f-cont rol . The successful l eader must underst and
t he Fi ft een Laws of Success and be abl e t o put i nt o
pract i ce any combi nat i on of t hese Fi ft een Laws
whenever occasi on demands.
Wi t hout t hi s abi l i t y no l eader can be powerful ,
and wi t hout power no l eader can l ong endure.
- 93 -
THE MEANING OF EDUCATION: There has l ong
been a general mi sconcept i on of t he meani ng of t he
word "educat e. " The di ct i onari es have not ai ded i n t he
el i mi nat i on of t hi s mi sunderst andi ng, because t hey
have defi ned t he word "educat e" as an act of i mpart i ng
knowl edge.
The word educat e has i t s root s i n t he Lat i n word
educo, whi ch means t o devel op FROM WITHIN; t o
educe; t o draw out ; t o grow t hrough t he l aw of USE.
Nat ure hat es i dl eness i n al l i t s forms. She gi ves
cont i nuous l i fe onl y t o t hose el ement s whi ch are i n
use. Ti e up an arm, or any ot her port i on of t he body,
t aki ng i t out of use, and t he i dl e part wi l l soon
at rophy and become l i fel ess. Reverse t he order, gi ve
an arm more t han normal use, such as t hat engaged i n
by t he bl acksmi t h who wi el ds a heavy hammer al l day
l ong, and t hat arm (devel oped from wi t hi n) grows
st rong.
Power grows out of ORGANIZED KNOWLEDGE,
but , mi nd you, i t "grows out of i t " t hrough appl i cat i on
and use!
A man may become a wal ki ng encycl opaedi a of
knowl edge wi t hout possessi ng any power of val ue.
Thi s knowl edge becomes power onl y t o t he ext ent t hat
i t i s organi zed, cl assi fi ed and put i nt o act i on. Some of
t he best educat ed men t he worl d has known possessed
much l ess general knowl edge t han some who have
been known as fool s, t he di fference bet ween t he t wo
bei ng t hat t he former put what knowl edge t hey
Possessed i nt o use whi l e t he l at t er made no such
appl i cat i on.
An "educat ed" person i s one who knows how t o
acqui re everyt hi ng he needs i n t he at t ai nment of hi s
mai n Purpose i n l i fe, wi t hout vi ol at i ng t he ri ght s of
- 94 -



SEEK the counsel of
men who will tell you
the truth about
yourself, even if it
hurts you to hear it.
Mere commendation
will not bring the
improvement you
need.

- 95 -
hi s fel l ow men. It mi ght be a surpri se t o many so-
cal l ed men of "l earni ng" t o know t hat t hey come
nowhere near qual i fi cat i on as men of "educat i on. " It
mi ght al so be a great surpri se t o many who bel i eve
t hey suffer from l ack of "l earni ng" t o know t hat t hey
are wel l "educat ed. "
The successful l awyer i s not necessari l y t he one
who memori zes t he great est number of pri nci pl es of
l aw. On t he cont rary, t he successful l awyer i s t he one
who knows where t o fi nd a pri nci pl e of l aw, pl us a
vari et y of opi ni ons support i ng t hat pri nci pl e whi ch fi t
t he i mmedi at e needs of a gi ven case.
In ot her words, t he successful l awyer i s he who
knows where t o fi nd t he l aw he want s when he needs
i t .
Thi s pri nci pl e appl i es, wi t h equal force, t o t he
affai rs of i ndust ry and busi ness.
Henry Ford had but l i t t l e el ement ary school i ng,
yet he i s one of t he best "educat ed" men i n t he worl d
because he has acqui red t he abi l i t y so t o combi ne
nat ural and economi c l aws, t o say not hi ng of t he
mi nds of men, t hat he has t he power t o get anyt hi ng of
a mat eri al nat ure he want s.
Some years ago duri ng t he worl d war Mr. Ford
brought sui t agai nst t he Chi cago Tri bune, chargi ng
t hat newspaper wi t h l i bel ous publ i cat i on of st at ement s
concerni ng hi m, one of whi ch was t he st at ement t hat
Ford was an "i gnoramus, " an i gnorant paci fi st , et c.
When t he sui t came up for t ri al t he at t orneys for
t he Tri bune undert ook t o prove, by Ford hi msel f, t hat
t hei r st at ement was t rue; t hat he was i gnorant , and
wi t h t hi s obj ect i n vi ew t hey cat echi zed and cross-
exami ned hi m on al l manner of subj ect s.
- 96 -
One quest i on t hey asked was:
"How many sol di ers di d t he Bri t i sh send over t o
subdue t he rebel l i on i n t he Col oni es i n 1776?"
Wi t h a dry gri n on hi s face Ford nonchal ant l y
repl i ed:
"I do not know j ust how many, but I have heard
t hat i t was a l ot more t han ever went back. "
Loud l aught er from Court , j ury, court -room
spect at ors, and even from t he frust rat ed l awyer who
had asked t he quest i on.
Thi s l i ne of i nt errogat i on was cont i nued for an
hour or more, Ford keepi ng perfect l y cal m t he
meanwhi l e. Fi nal l y, however, he had permi t t ed t he
"smart Al eck" l awyers t o pl ay wi t h hi m unt i l he was
t i red of i t , and i n repl y t o a quest i on whi ch was
part i cul arl y obnoxi ous and i nsul t i ng, Ford
st rai ght ened hi msel f up, poi nt ed hi s fi nger at t he
quest i oni ng l awyer and repl i ed:
"If I shoul d real l y wi sh t o answer t he fool i sh
quest i on you have j ust asked, or any of t he ot hers you
have been aski ng, l et me remi nd you t hat I have a row
of el ect ri c push-but t ons hangi ng over my desk and by
pl aci ng my fi nger on t he ri ght but t on I coul d cal l i n
men who coul d gi ve me t he correct answer t o al l t he
quest i ons you have asked and t o many t hat you have
not t he i nt el l i gence ei t her t o ask or answer. Now, wi l l
you ki ndl y t el l me why I shoul d bot her about fi l l i ng
my mi nd wi t h a l ot of usel ess det ai l s i n order t o
answer every fool quest i on t hat anyone may ask, when
I have abl e men al l about me who can suppl y me wi t h
al l t he fact s I want when I cal l for t hem?"
Thi s answer i s quot ed from memory, but i t
subst ant i al l y rel at es Ford' s answer.
- 97 -
There was si l ence i n t he court -room. The
quest i oni ng at t orney' s under j aw dropped down, hi s
eyes opened wi del y; t he j udge l eaned forward from t he
bench and gazed i n Mr. Ford' s di rect i on; many of t he
j ury awoke and l ooked around as i f t hey had heard an
expl osi on (whi ch t hey act ual l y had).
A promi nent cl ergyman who was present i n t he
court -room at t he t i me sai d, l at er, t hat t he scene
remi nded hi m of t hat whi ch must have exi st ed when
Jesus Chri st was on t ri al before Pont i us Pi l at e, j ust
aft er He had gi ven Hi s famous repl y t o Pi l at e' s
quest i on, "What i s t rut h?"
In t he vernacul ar of t he day, Ford' s repl y knocked
t he quest i oner col d.
Up t o t he t i me of t hat repl y t he l awyer had been
enj oyi ng consi derabl e fun at what he bel i eved t o be
Ford' s expense, by adroi t l y di spl ayi ng hi s (t he
l awyer' s) sampl e case of general knowl edge and
compari ng i t wi t h what he i nferred t o be Ford' s
i gnorance as t o many event s and subj ect s.
But t hat answer spoi l ed t he l awyer' s fun l
It al so proved once more (t o al l who had t he
i nt el l i gence t o accept t he proof) t hat t rue educat i on
means mi nd devel opment ; not merel y t he gat heri ng
and cl assi fyi ng of knowl edge.
Ford coul d not , i n al l probabi l i t y, have named t he
capi t al s of al l t he St at es of t he Uni t ed St at es, but he
coul d have and i n fact had gat hered t he "capi t al " wi t h
whi ch t o "t urn many wheel s" wi t hi n every St at e i n t he
Uni on.
Educat i on-l et us not forget t hi s-consi st s of t he
power wi t h whi ch t o get everyt hi ng one needs when he
needs i t , wi t hout vi ol at i ng t he ri ght s of hi s fel l ow
men. Ford comes wel l wi t hi n t hat defi ni t i on, and for
- 98 -
t he reason whi ch t he aut hor has here t ri ed t o make
pl ai n, by rel at i ng t he foregoi ng i nci dent connect ed
wi t h t he si mpl e Ford phi l osophy.
There are many men of "l earni ng" who coul d
easi l y ent angl e Ford, t heoret i cal l y, wi t h a maze of
quest i ons none of whi ch he, personal l y, coul d answer.
But Ford coul d t urn ri ght around and wage a bat t l e i n
i ndust ry, or fi nance t hat woul d ext ermi nat e t hose same
men, wi t h al l of t hei r knowl edge and al l of t hei r
wi sdom.
Ford coul d not go i nt o hi s chemi cal l aborat ory
and separat e wat er i nt o i t s component at oms of
hydrogen and oxygen and t hen re-combi ne t hese at oms
i n t hei r former order, but he knows how t o surround
hi msel f wi t h chemi st s who can do t hi s for hi m i f he
want s i t done. The man who can i nt el l i gent l y use t he
knowl edge possessed by anot her i s as much or more a
man of educat i on as t he person who merel y has t he
knowl edge but does not know what t o do wi t h i t .
The presi dent of a wel l known col l ege i nheri t ed a
l arge t ract of very poor l and. Thi s l and had no t i mber
of commerci al val ue, no mi neral s or ot her val uabl e
appurt enances, t herefore i t was not hi ng but a source
of expense t o hi m, for he had t o pay t axes on i t . The
St at e bui l t a hi ghway t hrough t he l and. An
"uneducat ed" man who was dri vi ng hi s aut omobi l e
over t hi s road observed t hat t hi s poor l and was on t op
of a mount ai n whi ch commanded a wonderful vi ew for
many mi l es i n al l di rect i ons. He (t he i gnorant one)
al so observed t hat t he l and was covered wi t h a growt h
of smal l pi nes and ot her sapl i ngs. He bought fi ft y
acres of t he l and for $10. 00 an acre. Near t he publ i c
hi ghway he bui l t a uni que l og house t o whi ch he
at t ached a l arge di ni ng room. Near t he house he put i n
- 99 -
a gasol i ne fi l l i ng st at i on. He bui l t a dozen si ngl e-
room l og houses al ong t he road, t hese he rent ed out t o
t ouri st s at $3. 00 a ni ght , each. The di ni ng room,
gasol i ne fi l l i ng st at i on and l og houses brought hi m a
net i ncome of $15, 000. 00 t he fi rst year. The next year
he ext ended hi s pl an by addi ng fi ft y more l og houses,
of t hree rooms each, whi ch he now rent s out as
summer count ry homes t o peopl e i n a near-by ci t y, at
a rent al of $150. 00 each for t he season.
The bui l di ng mat eri al cost hi m not hi ng, for i t
grew on hi s l and i n abundance (t hat same l and whi ch
t he col l ege presi dent bel i eved t o be wort hl ess).
Moreover, t he uni que and unusual appearance of
t he l og bungal ows served as an advert i sement of t he
pl an, whereas many woul d have consi dered i t a real
cal ami t y had t hey been compel l ed t o bui l d out of such
crude mat eri al s.
Less t han fi ve mi l es from t he l ocat i on of t hese
l og houses t hi s same man purchased an ol d worked-out
farm of 150 acres, for $25. 00 an acre, a pri ce whi ch
t he sel l er bel i eved t o be ext remel y hi gh.
By bui l di ng a dam, one hundred feet i n l engt h,
t he purchaser of t hi s ol d farm t urned a st ream of wat er
i nt o a l ake t hat covered fi ft een acres of t he l and,
st ocked t he l ake wi t h fi sh, t hen sol d t he farm off i n
bui l di ng l ot s t o peopl e who want ed summeri ng pl aces
around t he l ake. The t ot al profi t real i zed from t hi s
si mpl e t ransact i on was more t han $25, 000. 00, and t he
t i me requi red for i t s consummat i on was one summer.
Yet t hi s man of vi si on and i magi nat i on was not
"educat ed" i n t he ort hodox meani ng of t hat t erm.
Let us keep i n mi nd t he fact t hat i t i s t hrough
- 100 -




WHEN you lose your
sense of humor, get a
job running an
elevator, because your
life will be a series of
UPS and DOWNS,
anyway.



- 101 -
t hese si mpl e i l l ust rat i ons of t he use of organi zed
knowl edge t hat one may become educat ed and
powerful .
In speaki ng of t he t ransact i on here rel at ed, t he
col l ege presi dent who sol d t he fi ft y acres of wort hl ess
(?) l and for $500. 00 sai d:
"Just t hi nk of i t ! That man, whom most of us
mi ght cal l i gnorant , mi xed hi s i gnorance wi t h fi ft y
acres of wort hl ess l and and made t he combi nat i on
yi el d more yearl y t han I earn from fi ve years of
appl i cat i on of so-cal l ed educat i on. "

There i s an opport uni t y, i f not scores of t hem, i n
every St at e i n Ameri ca, t o make use of t he i dea here
descri bed. From now on make i t your busi ness t o
st udy t he l ay of al l l and you see t hat i s si mi l ar t o t hat
descri bed i n t hi s l esson, and you may fi nd a sui t abl e
pl ace for devel opi ng a si mi l ar money-maki ng
ent erpri se. The i dea i s part i cul arl y adapt abl e i n
l ocal i t i es where bat hi ng beaches are few, as peopl e
nat ural l y l i ke such conveni ences.
The aut omobi l e has caused a great syst em of
publ i c hi ghways t o be bui l t t hroughout t he Uni t ed
St at es. On pract i cal l y every one of t hese hi ghways
t here i s a sui t abl e spot for a "Cabi n Ci t y" for t ouri st s
whi ch can be t urned i nt o a regul ar money-maki ng mi nt
by t he man wi t h t he IMAGINATION and SELF-
CONFIDENCE t o do i t .
There are opport uni t i es t o make money al l around
you. Thi s course was desi gned t o hel p you "see" t hese
opport uni t i es, and t o i nform you how t o make t he
most of t hem aft er you di scover t hem.
- 102 -
WHO CAN PROFIT MOST BY THE LAW OF
SUCCESS PHILOSOPHY?

RAILROAD OFFICIALS who want a bet t er spi ri t of
co-operat i on bet ween t hei r t rai nmen and t he publ i c
t hey serve.
SALARIED PEOPLE who wi sh t o i ncrease t hei r
earni ng power and market t hei r servi ces t o bet t er
advant age.
SALESPEOPLE who wi sh t o become mast ers i n t hei r
chosen fi el d. The Law of Success phi l osophy covers
every known l aw of sel l i ng, and i ncl udes many
feat ures not i ncl uded i n any ot her course.
INDUSTRIAL PLANT MANAGERS who underst and
t he val ue of great er harmony among t hei r
empl oyees.
RAILROAD EMPLOYEES who wi sh t o est abl i sh
records of effi ci ency whi ch wi l l l ead t o more
responsi bl e posi t i ons, wi t h great er pay.
MERCHANTS who wi sh t o ext end t hei r busi ness by
addi ng new cust omers. The Law of Success
phi l osophy wi l l hel p any merchant i ncrease hi s
busi ness by t eachi ng hi m how t o make a wal ki ng
advert i sement of every cust omer who comes i nt o hi s
st ore.
AUTOMOBILE AGENTS who wi sh t o i ncrease t he
sel l i ng power of t hei r sal esmen. A l arge part of t he
Law of Success course was devel oped from t he
l i fework and experi ence of t he great est aut omobi l e
sal esman l i vi ng, and i t i s t herefore of unusual hel p
t o t he Sal es Manager who i s di rect i ng t he effort s of
Aut omobi l e Sal esmen.
LIFE INSURANCE AGENTS who wi sh t o add new
- 103 -
pol i cy-hol ders and i ncrease t he i nsurance on
present pol i cy-hol ders. One Li fe Insurance
Sal esman, i n Ohi o, sol d a Fi ft y Thousand Dol l ar
pol i cy t o one of t he offi ci al s of t he Cent ral St eel
Company, as t he resul t of but one readi ng of t he
l esson on "Profi t i ng by Fai l ures. " Thi s same
sal esman has become one of t he st ar men of t he New
York Li fe Insurance Company' s st aff, as t he resul t
of hi s t rai ni ng i n t he Fi ft een Laws of Success.
SCHOOL TEACHERS who wi sh t o advance t o t he t op
i n t hei r present occupat i on, or who are l ooki ng for
an opport uni t y t o ent er t he more profi t abl e fi el d of
busi ness as a l i fe-work.
STUDENTS, bot h Col l ege and Hi gh School , who are
undeci ded as t o what fi el d of endeavor t hey wi sh t o
ent er as a l i fe-work. The Law of Success course
covers a compl et e Personal Anal ysi s servi ce whi ch
hel ps t he st udent of t he phi l osophy t o det ermi ne t he
work for whi ch he or she i s best fi t t ed.
BANKERS who wi sh t o ext end t hei r busi ness t hrough
bet t er and more court eous met hods of servi ng t hei r
cl i ent s.
BANK CLERKS who are ambi t i ous t o prepare
t hemsel ves for execut i ve posi t i ons i n t he fi el d of
banki ng, or i n some commerci al or i ndust ri al fi el d.
PHYSICIANS and DENTISTS who wi sh t o ext end
t hei r pract i ce wi t hout vi ol at i ng t he et hi cs of t hei r
professi on by di rect advert i si ng. A promi nent
physi ci an has sai d t hat t he Law of Success course i s
wort h $1, 000. 00 t o any professi onal man or woman
whose professi onal et hi cs prevent di rect advert i si ng.
PROMOTERS who wi sh t o devel op new and
heret ofore unworked combi nat i ons i n busi ness or
i ndust ry.
- 104 -
The pri nci pl e descri bed i n t hi s Int roduct ory Lesson
i s sai d t o have made a smal l fort une for a man who
used i t as t he basi s of a real est at e promot i on.
REAL ESTATE MEN who wi sh new met hods for
promot i ng sal es. Thi s Int roduct ory Lesson cont ai ns a
descri pt i on of an ent i rel y new real -est at e promot i on
pl an whi ch i s sure t o make fort unes for many who
wi l l put i t t o use. Thi s pl an may be put i nt o
operat i on i n pract i cal l y every St at e. Moreover, i t
may be empl oyed by men who never promot ed an
ent erpri se.
FARMERS who wi sh t o di scover new met hods of
market i ng t hei r product s so as t o gi ve t hem great er
net ret urns, and t hose who own l ands sui t abl e for
subdi vi si on promot i on under t he pl an referred t o at
t he end of t hi s Int roduct ory Lesson. Thousands of
farmers have "gol d mi nes" i n t he l and t hey own
whi ch i s not sui t abl e for cul t i vat i on, whi ch coul d be
used for recreat i on and resort purposes, on a hi ghl y
profi t abl e basi s.
STENOGRAPHERS and BOOKKEEPERS who are
l ooki ng for a pract i cal pl an t o promot e t hemsel ves
i nt o hi gher and bet t er payi ng posi t i ons. The Law of
Success course i s sai d t o be t he best course ever
wri t t en on t he subj ect of market i ng personal
servi ces.
PRINTERS who want a l arger vol ume of busi ness and
more effi ci ent product i on as t he resul t of bet t er
cooperat i on among t hei r own empl oyees.
DAY LABORERS who have t he ambi t i on t o advance
i nt o more responsi bl e posi t i ons, i n work t hat has
great er responsi bi l i t i es and consequent l y offers
more pay.
- 105 -
LAWYERS who wi sh t o ext end t hei r cl i ent el e t hrough
di gni fi ed, et hi cal met hods whi ch wi l l bri ng t hem t o
t he at t ent i on, i n a favorabl e way, of a great er
number of peopl e who need l egal servi ces.
BUSINESS EXECUTIVES who wi sh t o expand t hei r
present busi ness, or who wi sh t o handl e t hei r present
vol ume wi t h l ess expense, as t he resul t of great er
co-operat i on bet ween t hei r empl oyees.
LAUNDRY OWNERS who wi sh t o ext end t hei r
busi ness by t eachi ng t hei r dri vers how t o serve more
court eousl y and effi ci ent l y.
LIFE INSURANCE GENERAL AGENTS who wi sh
bi gger and more effi ci ent sal es organi zat i ons.
CHAIN STORE MANAGERS who want a great er
vol ume of busi ness as t he resul t of more effi ci ent
i ndi vi dual sal es effort s.
MARRIED PEOPLE who are unhappy, and t herefore
unsuccessful , because of l ack of harmony and
cooperat i on i n t he home.

To al l descri bed i n t he foregoi ng cl assi fi cat i on
t he Law of Success phi l osophy offers bot h DEFINITE
and SPEEDY ai d.
- 106 -


AN AIM IN LIFE IS
THE ONLY FORTUNE
WORTH FINDING;
AND IT IS NOT TO BE
FOUND IN FOREIGN
LANDS, BUT IN THE
HEART ITSELF.
-Robert Louis Stevenson.

- 107 -
SUMMARY OF INTRODUCTORY LESSON

The purpose of t hi s summary i s t o ai d t he st udent
i n mast eri ng t he cent ral i dea around whi ch t he l esson
has been devel oped. Thi s i dea i s represent ed by t he
t erm "Mast er Mi nd" whi ch has been descri bed i n great
det ai l t hroughout t he l esson.
Al l new i deas, and especi al l y t hose of an abst ract
nat ure, fi nd l odgment i n t he human mi nd onl y aft er
much repet i t i on, a wel l known t rut h whi ch account s
for t he re-st at ement , i n t hi s summary, of t he pri nci pl e
known as t he "Mast er Mi nd. "
A "Mast er Mi nd" may be devel oped by a fri endl y
al l i ance, i n a spi ri t of harmony of purpose, bet ween
t wo or more mi nds.
Thi s i s an appropri at e pl ace at whi ch t o expl ai n
t hat out of every al l i ance of mi nds, whet her i n a spi ri t
of harmony or not , t here i s devel oped anot her mi nd
whi ch affect s al l part i ci pat i ng i n t he al l i ance. No t wo
or more mi nds ever met wi t hout creat i ng, out of t he
cont act , anot her mi nd, but not al ways i s t hi s i nvi si bl e
creat i on a "Mast er Mi nd. "
There may be, and al t oget her t oo oft en t here i s,
devel oped out of t he meet i ng of t wo or more mi nds a
negat i ve power whi ch i s j ust t he opposi t e t o a "Mast er
Mi nd. "
There are cert ai n mi nds whi ch, as has al ready
been st at ed t hroughout t hi s l esson, cannot be made t o
bl end i n a spi ri t of harmony. Thi s pri nci pl e has i t s
comparabl e anal ogy i n chemi st ry, reference t o whi ch
may enabl e t he st udent t o grasp more cl earl y t he
pri nci pl e here referred t o.
- 108 -
For exampl e, t he chemi cal formul a H
2
O (meani ng
t he combi ni ng of t wo at oms of hydrogen wi t h one
at om of oxygen) changes t hese t wo el ement s i nt o
wat er. One at om of hydrogen and one at om of oxygen
wi l l not produce wat er; moreover, t hey cannot be
made t o associ at e t hemsel ves i n harmony!
There are many known el ement s whi ch, when
combi ned, are i mmedi at el y t ransformed from harml ess
i nt o deadl y poi sonous subst ances. St at ed di fferent l y,
many wel l known poi sonous el ement s are neut ral i zed
and rendered harml ess when combi ned wi t h cert ai n
ot her el ement s.
Just as t he combi ni ng of cert ai n el ement s changes
t hei r ent i re nat ure, t he combi ni ng of cert ai n mi nds
changes t he nat ure of t hose mi nds, produci ng ei t her a
cert ai n degree of what has been cal l ed a "Mast er
Mi nd, " or i t s opposi t e, whi ch i s hi ghl y dest ruct i ve.
Any man who has found hi s mot her-i n-l aw t o be
i ncompat i bl e has experi enced t he negat i ve appl i cat i on
of t he pri nci pl e known as a "Mast er Mi nd. " For some
reason as yet unknown t o i nvest i gat ors i n t he fi el d of
mi nd behavi or, t he maj ori t y of mot hers-i n-l aw appear
t o affect t hei r daught ers' husbands i n a hi ghl y
negat i ve manner, t he meet i ng of t hei r mi nds wi t h
t hose of t hei r sons-i n-l aw creat i ng a hi ghl y
ant agoni st i c i nfl uence i nst ead of a "Mast er Mi nd. "
Thi s fact i s t oo wel l known as a t rut h t o make
ext ended comment necessary.
Some mi nds wi l l not be harmoni zed and cannot be
bl ended i nt o a "Mast er Mi nd, " a fact whi ch al l l eaders
of men wi l l do wel l t o remember. It i s t he l eader' s
responsi bi l i t y so t o group hi s men t hat t hose who have
been pl aced at t he most st rat egi c poi nt s i n hi s organ-
- 109 -
i zat i on are made up of i ndi vi dual s whose mi nds CAN
and WILL BE bl ended i n a spi ri t of fri endl i ness and
harmony.
Abi l i t y so t o group men i s t he chi ef out st andi ng
qual i t y of l eadershi p. In Lesson Two of t hi s course t he
st udent wi l l di scover t hat t hi s abi l i t y was t he mai n
source of bot h t he power and fort une accumul at ed by
t he l at e Andrew Carnegi e.
Knowi ng not hi ng what soever of t he t echni cal end
of t he st eel busi ness, Carnegi e so combi ned and
grouped t he men of whi ch hi s "Mast er Mi nd" was
composed t hat he bui l t t he most successful st eel
i ndust ry known t o t he worl d duri ng hi s l i fe-t i me.
Henry Ford' s gi gant i c success may be t raced t o
t he successful appl i cat i on of t hi s sel fsame pri nci pl e.
Wi t h al l t he sel f-rel i ance a man coul d have, Ford,
nevert hel ess, di d not depend upon hi msel f for t he
knowl edge necessary i n t he successful devel opment of
hi s i ndust ri es.
Li ke Carnegi e, he surrounded hi msel f wi t h men
who suppl i ed t he knowl edge whi ch he, hi msel f, di d
not and coul d not possess.
Moreover, Ford pi cked men who coul d and di d
harmoni ze i n group effort .
The most effect i ve al l i ances, whi ch have resul t ed
i n t he creat i on of t he pri nci pl e known as t he "Mast er
Mi nd, " have been t hose devel oped out of t he bl endi ng
of t he mi nds of men and women. The reason for t hi s i s
t he fact t hat t he mi nds of mal e and femal e wi l l more
readi l y bl end i n harmony t han wi l l t he mi nds of mal es.
Al so, t he added st i mul us of sexual cont act oft en ent ers
i nt o t he devel opment of a "Mast er Mi nd" bet ween a
man and a woman.
- 110 -
It i s a wel l known fact t hat t he mal e of t he
speci es i s keener and more al ert for "t he chase, " l et
t he goal or obj ect of t he chase be what i t may, when
i nspi red and urged on by a femal e.
Thi s human t rai t begi ns t o mani fest i t sel f i n t he
mal e at t he age of pubert y, and cont i nues t hroughout
hi s l i fe. The fi rst evi dence of i t may be observed i n
at hl et i cs, where boys are pl ayi ng before an audi ence
made up of femal es.
Remove t he women from t he audi ence and t he
game known as foot bal l woul d soon become a very
t ame affai r. A boy wi l l t hrow hi msel f i nt o a foot bal l
game wi t h al most superhuman effort when he knows
t hat t he gi rl of hi s choi ce i s observi ng hi m from t he
grandst and.
And t hat same boy wi l l t hrow hi msel f i nt o t he
game of accumul at i ng money wi t h t he same
ent husi asm when i nspi red and urged on by t he woman
of hi s choi ce; especi al l y i f t hat woman knows how t o
st i mul at e hi s mi nd wi t h her own, t hrough t he l aw of
t he "Mast er Mi nd. "
On t he ot her hand, t hat same woman may, t hrough
a negat i ve appl i cat i on of t he l aw of t he "Mast er Mi nd"
(naggi ng, j eal ousy, sel fi shness, greed, vani t y), drag
t hi s man down t o sure defeat !
The l at e El bert Hubbard underst ood t he pri nci pl e
here descri bed so wel l t hat when he di scovered t hat
t he i ncompat i bi l i t y bet ween hi msel f and hi s fi rst wi fe
was draggi ng hi m down t o sure defeat he ran t he
gamut of publ i c opi ni on by di vorci ng her and
marryi ng t he woman who i s sai d t o have been t he mai n
source of hi s i nspi rat i on.
Not every man woul d have had t he courage t o
- 111 -
defy publ i c opi ni on, as Hubbard di d, but who i s wi se
enough t o say t hat hi s act i on was not for t he best
i nt erest of al l concerned?
A man' s chi ef busi ness i n l i fe i s t o succeed!
The road t o success may be, and general l y i s,
obst ruct ed by many i nfl uences whi ch must be removed
before t he goal can be reached. One of t he most
det ri ment al of t hese obst acl es i s t hat of unfort unat e
al l i ance wi t h mi nds whi ch do not harmoni ze. In such
cases t he al l i ance must be broken or t he end i s sure t o
be defeat and fai l ure.
The man who has mast ered t he si x basi c fears,
one of whi ch i s t he Fear of Cri t i ci sm, wi l l have no
hesi t ancy i n t aki ng what may seem t o t he more
convent i on-bound t ype of mi nd t o be drast i c act i on
when he fi nds hi msel f ci rcumscri bed and bound down
by ant agoni st i c al l i ances, no mat t er of what nat ure or
wi t h whom t hey may be.
It i s a mi l l i on t i mes bet t er t o meet and face
cri t i ci sm t han t o be dragged down t o fai l ure and
obl i vi on on account of al l i ances whi ch are not
harmoni ous, whet her t he al l i ances be of a busi ness or
soci al nat ure.
To be perfect l y frank, t he aut hor i s here
j ust i fyi ng di vorce, when t he condi t i ons surroundi ng
marri age are such t hat harmony cannot prevai l . Thi s i s
not i nt ended t o convey t he bel i ef t hat l ack of harmony
may not be removed t hrough ot her met hods t han t hat
of di vorce; for t here are i nst ances where t he cause of
ant agoni sm may be removed and harmony est abl i shed
wi t hout t aki ng t he ext reme st ep of di vorce.
Whi l e i t i s t rue t hat some mi nds wi l l not bl end i n
a spi ri t of harmony, and cannot be forced or i nduced
t o do so, because of t he chemi cal nat ure of t he
- 112 -





IF you cannot do great
things yourself, remember
that you may do small
things in a great way.




- 113 -
i ndi vi dual s' brai ns, DO NOT BE TOO READY TO
CHARGE THE OTHER PARTY TO YOUR ALLIANCE
WITH ALL THE RESPONSIBILITY OF LACK OF
HARMONY - REMEMBER, THE TROUBLE MAY BE
WITH YOUR OWN BRAIN!
Remember, al so, t hat a mi nd whi ch cannot and
wi l l not harmoni ze wi t h one person or persons may
harmoni ze perfect l y wi t h ot her t ypes of mi nds.
Di scovery of t hi s t rut h has resul t ed i n radi cal changes
i n met hods of empl oyi ng men. It i s no l onger
cust omary t o di scharge a man because he does not fi t
i n t he posi t i on for whi ch he was ori gi nal l y hi red. The
di scri mi nat i ng l eader endeavors t o pl ace such a man i n
some ot her posi t i on, where, i t has been proved more
t han once, mi sfi t s may become val uabl e men.
The st udent of t hi s course shoul d be sure t hat t he
pri nci pl e descri bed as t he "Mast er Mi nd" i s
t horoughl y underst ood before proceedi ng wi t h t he
remai ni ng l essons of t he course. The reason for t hi s i s
t he fact t hat pract i cal l y t he ent i re course i s cl osel y
associ at ed wi t h t hi s l aw of mi nd operat i on.
If you are not sure t hat you underst and t hi s l aw,
communi cat e wi t h t he aut hor of t he course and secure
furt her expl anat i on by aski ng such quest i ons as you
may wi sh concerni ng poi nt s i n connect i on wi t h whi ch
you bel i eve you need furt her i nformat i on.
You cannot spend t oo much t i me i n seri ous
t hought and cont empl at i on i n connect i on wi t h t he l aw
of t he "Mast er Mi nd, " for t he reason t hat when you
have mast ered t hi s l aw and have l earned how t o appl y
i t new worl ds of opport uni t y wi l l open t o you.
Thi s Int roduct ory Lesson, whi l e not real l y
i nt ended as a separat e l esson of t he Law of Success
- 114 -
course, cont ai ns suffi ci ent dat a t o enabl e t he st udent
who has an apt i t ude for sel l i ng t o become a Mast er
Sal esman.
Any sal es organi zat i on may make effect i ve use of
t he l aw of t he "Mast er Mi nd" by groupi ng t he
sal esmen i n groups of t wo or more peopl e who wi l l
al l y t hemsel ves i n a spi ri t of fri endl y co-operat i on and
appl y t hi s l aw as suggest ed i n t hi s l esson.
An agent for a wel l known make of aut omobi l e,
who empl oys t wel ve sal esmen, has grouped hi s
organi zat i on i n si x groups of t wo men each, wi t h t he
obj ect of appl yi ng t he l aw of t he "Mast er Mi nd, " wi t h
t he resul t t hat al l t he sal esmen have est abl i shed new
hi gh sal es records.
Thi s same organi zat i on has creat ed what i t cal l s
t he "One-A-Week Cl ub, " meani ng t hat each man
bel ongi ng t o t he Cl ub has averaged t he sal e of one car
a week si nce t he Cl ub was organi zed.
The resul t s of t hi s effort have been surpri si ng t o
al l !
Each man bel ongi ng t o t he Cl ub was provi ded
wi t h a l i st of 100 prospect i ve purchasers of
aut omobi l es. Each sal esman sends one post al card a
week t o each of hi s 100 prospect i ve purchasers, and
makes personal cal l s on at l east t en of t hese each day.
Each post al card i s confi ned t o t he descri pt i on of
but one advant age of t he aut omobi l e t he sal esman i s
sel l i ng, and asks for a personal i nt ervi ew.
Int ervi ews have i ncreased rapi dl y, as have, al so,
sal es!
The agent who empl oys t hese sal esmen has
offered an ext ra cash bonus t o each sal esman who
earns t he ri ght t o membershi p i n t he "One-A-Week
Cl ub" by averagi ng one car a week.
- 115 -
The pl an has i nj ect ed new vi t al i t y i nt o t he ent i re
organi zat i on. Moreover, t he resul t s of t he pl an are
showi ng i n t he weekl y sal es record of each sal esman.
A si mi l ar pl an coul d be adopt ed very effect i vel y
by Li fe Insurance Agenci es. Any ent erpri si ng General
Agent mi ght easi l y doubl e or even t ri pl e t he vol ume
of hi s busi ness, wi t h t he same number of sal esmen,
t hrough t he use of t hi s pl an.
Pract i cal l y no changes what soever woul d need t o
be made i n t he met hod of use of t he pl an. The Cl ub
mi ght be cal l ed t he "Pol i cy-A-Week Cl ub, " meani ng
t hat each member pl edged hi msel f t o sel l at l east one
pol i cy, of an agreed mi ni mum amount , each week.
The st udent of t hi s course who has mast ered t he
second l esson, and underst ands how t o appl y t he
fundament al s of t hat l esson (A Defi ni t e Chi ef Ai m)
wi l l be abl e t o make much more effect i ve use of t he
pl an here descri bed.
It i s not suggest ed or i nt ended t hat any st udent
shal l undert ake t o appl y t he pri nci pl es of t hi s l esson,
whi ch i s merel y an Int roduct ory Lesson, unt i l he has
mast ered at l east t he next fi ve l essons of t he Law of
Success course.
The mai n purpose of t hi s Int roduct ory Lesson i s
t o st at e some of t he pri nci pl es upon whi ch t he course
i s founded. These pri nci pl es are more accurat el y
descri bed, and t he st udent i s t aught i n a very defi ni t e
manner how t o appl y t hem, i n t he i ndi vi dual l essons
of t he course.
The aut omobi l e sal es organi zat i on referred t o i n
t hi s summary meet s at l uncheon once a week. One
hour and a hal f i s devot ed t o l uncheon and t o t he
di scussi on of ways and means of appl yi ng t he pri n-
- 116 -
ci pl es of t hi s course. Thi s gi ves each man an
opport uni t y t o profi t by t he i deas of al l t he ot her
members of t he organi zat i on.
Two t abl es are set for t he l uncheon.
At one t abl e al l who have earned t he ri ght t o
membershi p i n t he One-A-Week Cl ub are seat ed. At
t he ot her t abl e, whi ch i s servi ced wi t h t i nware i nst ead
of chi na, al l who di d not earn t he ri ght t o membershi p
i n t he Cl ub are seat ed. These, needl ess t o say, become
t he obj ect of consi derabl e good-nat ured chi di ng from
t he more fort unat e members seat ed at t he ot her t abl e.
It i s possi bl e t o make an al most endl ess vari et y of
adapt at i ons of t hi s pl an, bot h i n t he fi el d of
aut omobi l e sal esmanshi p and i n ot her fi el ds of sel l i ng.
The j ust i fi cat i on for i t s use i s t hat i t pays!
It pays not onl y t he l eader or manager of t he
organi zat i on, but every member of t he sal es force as
wel l .
Thi s pl an has been bri efl y descri bed for t he
purpose of showi ng t he st udent of t hi s course how t o
make pract i cal appl i cat i on of t he pri nci pl es out l i ned
i n t hi s course.
The fi nal aci d t est of any t heory or rul e or
pri nci pl e i s t hat i t wi l l ACTUALLY WORK! The l aw
of t he "Mast er Mi nd" has been proved sound because
i t WORKS.
If you underst and t hi s l aw you are now ready t o
proceed wi t h Lesson Two, i n whi ch you wi l l be
furt her and much more deepl y i ni t i at ed i n t he
appl i cat i on of t he pri nci pl es descri bed i n t hi s
Int roduct ory Lesson.
- 117 -




A WINNER NEVER
QUITS, AND A
QUITTER NEVER
WINS!


- 118 -

NOTICE
Study this chart carefully and com-
pare the ratings of these ten men
before grading yourself, in the two
columns at the right.
H
E
N
R
Y
F
O
R
D
B
E
N
J
A
M
I
N
F
R
A
N
K
L
I
N
G
E
O
R
G
E
W
A
S
H
I
N
G
T
O
N
T
H
E
O
D
O
R
E
R
O
O
S
E
V
E
L
T
A
B
R
A
H
A
M
L
I
N
C
O
L
N
W
O
O
D
R
O
W
W
I
L
S
O
N
W
I
L
L
I
A
M

H
.
T
A
F
T
N
A
P
O
L
E
O
N
B
O
N
A
P
A
R
T
E
C
A
L
V
I
N
C
O
O
L
I
D
G
E
J
E
S
S
E
J
A
M
E
S
THE FIFTEEN LAWS OF SUCCESS
I. Definite Chief Aim 100 100 100 100 100 100 100 100 100 -
II. Self-Confidence 100 80 90 100 75 80 50 100 60 75
III. Habit of Saving 100 100 75 50 20 40 30 40 100 -
IV. Initiative & Leadership 100 60 100 100 60 90 20 100 25 90
V. Imagination 90 90 80 80 70 80 65 90 50 60
VI. Enthusiasm 75 80 90 100 60 90 50 80 50 80
VII. Self-Control 100 90 50 75 95 75 80 40 100 50
VIII. Habit of Doing More Than Paid For
100 100 100 100 100 100 100 100 100 -
IX. Pleasing Personality 50 90 80 80 80 75 90 100 40 50
X. Accurate Thinking 90 80 75 60 90 80 80 90 70 20
XI. Concentration 100 100 100 100 100 100 100 100 100 75
XII. Cooperation 75 100 100 50 90 40 100 50 60 50
XIII. Profting by Failure 100 90 75 60 80 60 60 40 40 -
XIV. Tolerance 90 100 80 75 100 70 100 10 75 -
XV. Practicising Golden Rule 100 100 100 100 100 100 100 - 100 -

GENERAL AVERAGE 91 90 86 82 81 79 75 70 71 37
Grade yourself in
these two col-
umns, before and
after completing
the Law of Suc-
ces course.
BEFORE AFTER
The ten men who have been analyzed, in the above chart, are well known
throughout the world. Eight of these are known to be success-ful, while two are
generally considered to have been failures. The failures are Jesse James and
Napoleon Bonaparte. They have been analyzed for comparison. Carefully
observe where these two men have been graded zero and you will see why they
failed. A grading of zero on any one of the Fifteen Laws of Success is sufficient to cause
failure , even though all other grades are high.
Notice that all the successful men grade 100% on a Definite Chief Aim.
This is a prerequisite to success, in all cases, without exception. If you
wish to conduct an interesting experiment replace the above ten names
with the names of ten people whomyou know, five of whom are successful
and five of whom are failures, and grade each of them. When you are
through, GRADE YOURSELF, taking care to see that you really know
what are your weaknesses.

- 119 -
YOUR SIX MOST
DANGEROUS ENEMIES

An Af t er- t he- Lesson Vi si t Wi t h t he Aut hor



The Si x Spect ers are l abel ed: Fear of Povert y,
Fear of Deat h, Fear of Il l -Heal t h, Fear of t he
Loss of Love, Fear of Ol d Age, Fear of
Cri t i ci sm.

Every person on earth is afraid of something. Most
fears are inherited. In this essay you may study the
six basic fears which do the most damage. Your fears
must be mastered before you can win in any worth-
while undertaking in life. Find out how many of the
six fears are bothering you, but more important than
this, determine, also how to conquer these fears.

IN t hi s pi ct ure you have t he opport uni t y t o st udy
our si x worst enemi es.
These enemi es are not beaut i ful . The art i st who
drew t hi s pi ct ure di d not pai nt t he si x charact ers as
ugl y as t hey real l y are. If he had, no one woul d have
bel i eved hi m.
- 120 -
As you read about t hese ugl y charact ers anal yze
yoursel f and fi nd out whi ch of t hem does YOU t he
most damage!

The purpose of t hi s essay i s t o hel p t he readers of
t hi s course t hrow off t hese deadl y enemi es. Observe
t hat t he si x charact ers are at your back, where you
cannot conveni ent l y see t hem.
Every human bei ng on t hi s eart h i s bound down t o
some ext ent by one or more of t hese unseen FEARS.
The fi rst st ep t o be t aken i n ki l l i ng off t hese enemi es
i s t o fi nd out where and how you acqui red t hem.
They got t hei r gri p upon you t hrough t wo forms
of heredi t y. One i s known as physi cal heredi t y, t o
whi ch Darwi n devot ed so much st udy. The ot her i s
known as soci al heredi t y, t hrough whi ch t he fears,
superst i t i ons and bel i efs of men who l i ved duri ng t he
dark ages have been passed on from one generat i on t o
anot her.
Let us st udy, fi rst , t he part t hat physi cal heredi t y
has pl ayed i n creat i ng t hese si x BASIC FEARS.
St art i ng at t he begi nni ng, we fi nd t hat Nat ure has been
a cruel bui l der. From t he l owest form of l i fe t o t he
hi ghest , Nat ure has permi t t ed t he st ronger t o prey
upon t he weaker forms of ani mal l i fe.
The fi sh prey upon t he worms and i nsect s, eat i ng
t hem bodi l y. Bi rds prey upon t he fi sh. Hi gher forms of
ani mal l i fe prey upon t he bi rds, and upon one anot her,
al l t he way up t he l i ne t o man. And, man preys upon
al l t he ot her l ower forms of ani mal l i fe, and upon
MAN!
- 121 -
The whol e st ory of evol ut i on i s one unbroken
chai n of evi dence of cruel t y and dest ruct i on of t he
weaker by t he st ronger. No wonder t he weaker forms
of ani mal l i fe have l earned t o FEAR t he st ronger. The
Fear consci ousness i s born i n every l i vi ng ani mal .

So much for t he FEAR i nst i nct t hat came t o us
t hrough physi cal heredi t y. Now l et us exami ne soci al
heredi t y, and fi nd out what part i t has pl ayed i n our
make-up. The t erm "soci al heredi t y" has reference t o
everyt hi ng t hat we are t aught , everyt hi ng we l earn or
gat her from observat i on and experi ence wi t h ot her
l i vi ng bei ngs.
Lay asi de any prej udi ces and fi xed opi ni ons you
may have formed, at l east t emporari l y, and you may
know t he t rut h about your Si x Worst Enemi es, st art i ng
wi t h:
THE FEAR OF POVERTY! It requi res courage t o
t el l t he t rut h about t he hi st ory of t hi s enemy of
manki nd, and st i l l great er courage t o hear t he t rut h
aft er i t has been t ol d. The Fear of Povert y grows out
of man' s habi t of preyi ng upon hi s fel l ow men,
economi cal l y. The ani mal s whi ch have i nst i nct , but no
power t o THINK, prey upon one anot her physi cal l y.
Man, wi t h hi s superi or sense of i nt ui t i on, and hi s more
powerful weapon of THOUGHT, does not eat hi s
fel l ow man bodi l y; he get s more pl easure from eat i ng
hi m FINANCIALLY.
So great an offender i s man, i n t hi s respect , t hat
nearl y every st at e and nat i on has been obl i ged t o pass
l aws, scores of l aws, t o prot ect t he weak from t he
st rong. Every bl ue-sky l aw i s i ndi sput abl e evi dence
- 122 -
of man' s nat ure t o prey upon hi s weaker brot her
economi cal l y.
The second of t he Si x Basi c Fears wi t h whi ch
man i s bound down i s:
THE FEAR OF OLD AGE! Thi s Fear grows out of
t wo maj or causes. Fi rst , t he t hought t hat Ol d Age may
bri ng wi t h i t POVERTY. Secondl y, from fal se and
cruel sect ari an t eachi ngs whi ch have been so wel l
mi xed wi t h fi re and bri mst one t hat every human bei ng
l earned t o Fear Ol d Age because i t meant t he approach
of anot her and, perhaps, a more horri bl e worl d t han
t hi s.
The t hi rd of t he Si x Basi c Fears i s:
THE FEAR OF ILL HEALTH: Thi s Fear i s born
of bot h physi cal and soci al heredi t y. From bi rt h unt i l
deat h t here i s et ernal warfare wi t hi n every physi cal
body; warfare bet ween groups of cel l s, one group
bei ng known as t he fri endl y bui l ders of t he body, and
t he ot her as t he dest royers, or "di sease germs. " The
seed of Fear i s born i n t he physi cal body, t o begi n
wi t h, as t he resul t of Nat ure' s cruel pl an of permi t t i ng
t he st ronger forms of cel l l i fe t o prey upon t he
weaker. Soci al heredi t y has pl ayed i t s part t hrough
l ack of cl eanl i ness and knowl edge of sani t at i on. Al so,
t hrough t he l aw of suggest i on cl everl y mani pul at ed by
t hose who profi t ed by ILL HEALTH.
The fourt h of t he Si x Basi c Fears i s:
THE FEAR OF LOSS OF LOVE OF SOMEONE:
Thi s Fear fi l l s t he asyl ums wi t h t he i nsanel y j eal ous,
for j eal ousy i s not hi ng but a form of i nsani t y. It al so
fi l l s t he di vorce court s and causes murders and ot her
forms of cruel puni shment . It i s a hol dover, handed
down t hrough soci al heredi t y, from t he st one age when
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man preyed upon hi s fel l ow man by st eal i ng hi s mat e
by physi cal force. The met hod, but not t he pract i ce,
has now changed t o some ext ent . Inst ead of physi cal
force man now st eal s hi s fel l ow man' s mat e wi t h
pret t y col orful ri bbons and fast mot or cars and boot l eg
whi sky, and sparkl i ng rocks and st at el y mansi ons.
Man i s i mprovi ng. He now "ent i ces" where once
he "drove. "
The fi ft h of t he Si x Basi c Fears i s:
THE FEAR OF CRITICISM: Just how and where
man got t hi s Fear i s di ffi cul t t o det ermi ne, but i t i s
cert ai n t hat he has i t . But for t hi s Fear men woul d not
become bal d-headed. Bal d heads come from t i ght l y
fi t t i ng hat -bands, whi ch cut off t he ci rcul at i on from
t he root s of t he hai r. Women sel dom are bal d because
t hey wear l oose fi t t i ng hat s. But for Fear of Cri t i ci sm
man woul d l ay asi de hi s hat and keep hi s hai r.
The makers of cl ot hi ng have not been sl ow t o
capi t al i ze t hi s Basi c Fear of manki nd. Every season
t he st yl es change, because t he cl ot hes makers know
t hat few peopl e have t he courage t o wear a garment
t hat i s one season out of st ep wi t h what "They are al l
weari ng. " If you doubt t hi s (you gent l emen) st art
down t he st reet wi t h l ast year' s narrow-bri mmed st raw
hat on, when t hi s year' s st yl e cal l s for t he broad bri m.
Or (you l adi es), t ake a wal k down t he st reet on East er
morni ng wi t h l ast year' s hat on. Observe how
uncomfort abl e you are, t hanks t o your unseen enemy,
t he FEAR OF CRITICISM.
The si xt h, and l ast of t he Si x Basi c Fears i s t he
most dreaded of t hem al l . It i s cal l ed:
THE FEAR OF DEATH! For t ens of t housands of
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years man has been aski ng t he st i l l unanswered
quest i ons - "WHENCE?" and "WHITHER?" The more
craft y of t he race have not been sl ow t o offer t he
answer t o t hi s et ernal quest i on, "Where di d I come
from and where am I goi ng aft er Deat h?" "Come i nt o
my t ent , " says one l eader, "and you may go t o Heaven
aft er Deat h. " Heaven was t hen pi ct ured as a wonderful
ci t y whose st reet s were l i ned wi t h gol d and st udded
wi t h preci ous st ones. "Remai n out of my t ent and you
may go st rai ght t o hel l . " Hel l was t hen pi ct ured as a
bl azi ng furnace where t he poor vi ct i m mi ght have t he
mi sery of burni ng forever i n bri mst one.
No wonder manki nd FEARS DEATH!

Take anot her l ook at t he pi ct ure at t he begi nni ng
of t hi s essay and det ermi ne, i f you can, whi ch of t he
Si x Basi c Fears i s doi ng you t he great est damage. An
enemy di scovered i s an enemy hal f whi pped.
Thanks t o t he school s and col l eges man i s sl owl y
di scoveri ng t hese Si x Enemi es. The most effect i ve
t ool wi t h whi ch t o fi ght t hem i s ORGANIZED
KNOWLEDGE. Ignorance and Fear are t wi n si st ers.
They are general l y found t oget her.
But for IGNORANCE and SUPERSTITION t he
Si x Basi c Fears woul d di sappear from man' s nat ure i n
one generat i on. In every publ i c l i brary may be found
t he remedy for t hese si x enemi es of manki nd,
provi di ng you know what books t o read.
Begi n by readi ng The Sci ence of Power, by
Benj ami n Ki dd, and you wi l l have broken t he st rangl e
hol d of most of your Si x Basi c Fears. Fol l ow t hi s by
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readi ng Emerson' s essay on Compensat i on. Then
sel ect some good book on aut o-suggest i on (sel f-
suggest i on) and i nform yoursel f on t he pri nci pl e
t hrough whi ch your bel i efs of t oday become t he
real i t i es of t omorrow. Mi nd In t he Maki ng, by
Robi nson, wi l l gi ve you a good st art t oward
underst andi ng your own mi nd.

Through t he pri nci pl e of soci al heredi t y t he
IGNORANCE and SUPERSTITION of t he dark ages
have been passed on t o you. But , you are l i vi ng i n a
modern age. On every hand you may see evi dence t hat
every EFFECT has a nat ural CAUSE. Begi n, now, t o
st udy effect s by t hei r causes and soon you wi l l
emanci pat e your mi nd from t he burden of t he Si x
Basi c Fears.
Begi n by st udyi ng men who have accumul at ed
great weal t h, and fi nd out t he CAUSE of t hei r
achi evement s. Henry Ford i s a good subj ect t o st art
wi t h. Wi t hi n t he short peri od of t went y-fi ve years he
has whi pped POVERTY and made hi msel f t he most
powerful man on eart h. There was no l uck or chance
or acci dent back of hi s achi evement . It grew out of hi s
careful observat i on of cert ain pri nci pl es whi ch are as
avai l abl e t o you as t hey were t o hi m.
Henry Ford i s not bound down by t he Si x Basi c
Fears; make no mi st ake about t hi s.
If you feel t hat you are t oo far away from Ford t o
st udy hi m accurat el y, t hen begi n by sel ect i ng t wo
peopl e whom you know cl ose at hand; one
represent i ng your i dea of FAILURE and t he ot her
correspondi ng t o your i dea of SUCCESS. Fi nd out
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what made one a fai l ure and t he ot her a success. Get
t he real FACTS. In t he process of gat heri ng t hese
fact s you wi l l have t aught yoursel f a great l esson on
CAUSE and EFFECT.
Not hi ng ever j ust "happens. " Everyt hi ng, from t he
l owest ani mal form t hat creeps on t he eart h or swi ms
i n t he seas, on up t o man, i s t he EFFECT of Nat ure' s
evol ut i onary process. Evol ut i on i s "orderl y change. "
No "mi racl es" are connect ed wi t h t hi s orderl y change.
Not onl y do t he physi cal shapes and col ors of
ani mal s undergo sl ow, orderl y change from one
generat i on t o anot her, but t he mi nd of man i s al so
undergoi ng const ant change. Herei n l i es your hope for
i mprovement . You have t he power t o force your mi nd
t hrough a process of rat her qui ck change. In a si ngl e
mont h of properl y di rect ed sel f-suggest i on you may
pl ace your foot upon t he neck of every one of your Si x
Basi c Fears. In t wel ve mont hs of persi st ent effort you
may dri ve t he ent i re herd i nt o t he corner where i t wi l l
never agai n do you any seri ous i nj ury.
You wi l l resembl e, t omorrow, t he DOMINATING
THOUGHTS t hat you keep al i ve i n your mi nd t oday!
Pl ant i n your mi nd t he seed of DETERMINATION t o
whi p your Si x Basi c Fears and t he bat t l e wi l l have
been hal f won t hen and t here. Keep t hi s i nt ent i on i n
your mi nd and i t wi l l sl owl y push your Si x Worst
Enemi es out of si ght , as t hey exi st nowhere except i n
your own mi nd.
The man who i s powerful FEARS not hi ng; not
even God. The POWERFUL man l oves God, but
FEARS Hi m never! Enduri ng power never grows out
of FEAR. Any power t hat i s bui l t upon FEAR i s bound
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t o crumbl e and di si nt egrat e. Underst and t hi s great
t rut h and you wi l l never be so unfort unat e as t o t ry t o
rai se yoursel f t o power t hrough t he FEARS of ot her
peopl e who may owe you t emporary al l egi ance.


Man i s of soul and body formed for deeds
Of hi gh resol ve; on fancy' s bol dest wi ng
To soar unweari ed, fearl essl y t o t urn
The keenest pangs t o peaceful ness, and t ast e
The j oys whi ch mi ngl ed sense and spi ri t yi el d;

Or he i s formed for abj ect ness and woe,
To grovel on t he dunghi l l of hi s fears,
To shri nk at every sound, t o quench t he fl ame
Of nat ural l ove i n sensual i sm, t o know
That hour as bl est when on hi s wort hl ess days
The frozen hand of deat h shal l set i t s seal ,
Yet fear t he cure, t hough hat i ng t he di sease.

The one i s man t hat shal l hereaft er be,
The ot her, man as vi ce has made hi m now.
-SHELLEY.
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ONE of the most
destructive evils is
slanderous talk. It
breaks human hearts
and ruins reputations
with a ruthlessness
unknown in connection
with all other evils.