General Introduction to the

LAW OF SUCCESS

COURSE

By Napoleon Hill

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.

WHO said it

could not be done?

And what great

victories has he to

his credit which

qualify him to judge

others accurately?

그 누가 이 일이 성취될 수 없다고 말했는가? 그 말은 한 사람은 과연 무슨 대단한 승리를 성취해서 다른 사람을 정확히 판단할 만한 자격이 있는가?

- Napoleon Hill.

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!"

30여년 전에 건살루스라고 하는 젊은 목사가 시카고의 신문에 다음 주 일요일 아침에는 “ 내게 100만 달러가 있다면 무슨 일을 할 것인가!”라는 제목으로 설교를 하겠다는 광고를 내었다.

The announcement caught the eye of Philip D.

Armour, the wealthy packing-house king, who

decided to hear the sermon.

이 광고는 당시 포장업계의 제왕이었던 부자 필립 아머의 눈길을 끌었고 그는 이 설교를 듣기로 작정했다.

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."

그의 설교에서 건살루스 박사는 위대한 학교를 설명했는데 여기는 젊은이들이 이론적 보다는 실제적으로 생각하는 능력을 개발해서 인생에 어떻게 성공할 수 있는가를 배우는 학교였다; 젊은 목사는 “그 학교에서는 젊은이들이 실제로 “일을 하면서 배우는” 것을 가르칠 텐데 만약 내게 100만 달러가 있다면 이런 학교를 설립하겠습니다.” 라고 설교했다.

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."

설교가 끝난 다음에 아머는 설교단까지 걸어내려가서는 자기 자신을 소개하고 “젊은 양반, 나는 당신이 할 수 있겠다고 말한 모든 일을 할 수 있으리라 믿습니다. 내일 아침 내 사무실에 오면 당신이 필요한 100만 달러를 드리겠소” 하고 말했다.

There is always plenty of capital for those who

can create practical plans for using it.

사용할 수 있는 실제적인 계획을 가지고 있는 사람들에게는 풍부한 자금이 언제든지 준비되어 있다.

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.

이것이 바로 이 나라의 아주 실용적 학교의 하나인 아머 기술학교의 시작이다. 이 학교는 한 젊은이의 상상력에서 태어났는데 만약 그에게 상상력이 없었고, 필립 아머의 자본이 없었다면 그는 자신이 설교하고 있는 지역 이외에서는 전혀 알려지지 않은 존재로 남아있을 사람이었다.

Every great railroad, and every outstanding

financial institution and every mammoth business  

enterprise, and every great invention, began in the

imagination of some one person.

모든 광대한 철도들과, 뛰어난 금융기관들과, 엄청난 크기의 기업체들과, 위대한 발명들은 어떤 한 사람의 상상력에서 시작되었다.

F. W. Woolworth created the Five and Ten Cent

Store Plan in his "imagination" before it became a

reality and made him a multimillionaire.

울워쓰는 그의 상상으로 5-10 센트 상점을 계획했고 이것이 실제화되어 백만장자가 되었다.

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.

토마스 에디슨은 그 자신만의 상상력으로 축음기와, 활동사진기와, 백열 전등과 수 많은 유용한 발명들을 창조해 내었고 이를 실제화 시켰다.

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.

시카고의 화재기간 동안 자신들의 상점이 연기로 날아가 버린 많은 상인들은 자신들의 사업체가 있었던 잿더미 곁에 서서 잃어버린 손실에 대해 슬퍼했다. 많은 사람들이 다른 도시로 가서 다시 시작하겠다고 결정을 내렸다. 그 사람들 중에는 마샬 필드가 있었는데 그는 그의 상상력으로 자기의 상점이 있던 바로 그 자리에 서있는 세계에서 가장 큰 판매상점을 보았다. 그 장소는 아직도 연기가 나는 목재 밖에 없는 폐허였다. 그 상점은 실제가 되었다.

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.

어려서부터 상상력을 사용하는 방법을 배운 젊은이들은 운이 좋은데 특히 지금과 같은 기회의 시대에는 그 운이 두 배나 되는 것이다.

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.

상상이란 마음의 한 능력인데 이는 개발되고, 점점 더 확장될 수 있다. 만약 이 말이 사실이 아니라면 “성공의 15개 법칙”을 강의하는 강좌가 생겨날 수 없었을 것이다. 왜냐하면 이 강좌는 이제 고인이 된 앤드류 카네기의 말이 씨가 되어 처음에는 본 저자의 “상상”에서 시작되었기 때문이다.

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."

당신이 어디에 있든지, 당신이 누구이든지, 당신이 어떠한 직업을 가지려 하든지 당신을 보다 더 유용한 사람으로 만들 수 있는 여지가 있다. 그리고 그러한 방법으로 상상력을 개발하고 사용함으로써 당신은 더 생산적인 사람이 될 수 있다.

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

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.

성공은 항상 개인적인 노력에 의해 성취되는 것이 틀림이 없지만 그렇다고 해서 다른 사람과의 협력 없이 성공을 할 수 있다고 생각하는 사람이 있다면 이는 자신을 속이는 일에 불과하다. 각자가 마음 속으로 “내가 진정 무엇을 원하고 있는가”를 결정하기 까지는 성공은 개인적 노력의 문제이다. 이 과정에 상상력이 필요하다. 이 시점 이후에 성공은 어떻게 기술적으로 그리고 현명하게 다른 사람이 협조할 수 있도록 하는가에 달려있다.

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.

다른 사람들로부터 협조를 이끌어 내기 전에, 아니, 다른 사람에게 협조를 요구하거나 기대할 수 있는 권리가 생기기 전에, 당신이 먼저 그들과 같이 협조를 할 준비가 되어있음을 보여주어야 한다. 이러한 이유 때문에 이 강좌의 8번째 과정인 “당신이 보수로 받는 금액 보다 더 일하는 습관”에 보다 더 주의 깊은 관심을 기울일 필요가 있다.

The law upon which this lesson is based, would,

of itself, practically insure success to all who

practice it in all they do.

이 강좌의 기초가 되는 이 법칙은 무슨 일을 하든지 간에 모든 사람에게 성공을 실제로 보장한다.

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.

이 서문의 다음 페이지에서 유명한 10명의 사람들을 분석한 도표를 보게 될 텐데 이는 당신이 연구와 비교를 해 보도록 한 것이다. 이 도표를 자세히 관찰하고 여기서 보내지는 신호를 무시한 사람들이 실패하게 된“위험 사항”이 무엇인지 주목해 보시라. 분석한 10명의 사람중에서 8명의 사람은 성공적이었다고 알려져있는 반면 2명은 실패였다고 알려져 있다. 이 두 사람이 실패한 원인이 무엇인지 주의 깊게 연구해 보시라.

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.

그리고 나서는 당신을 분석해 보시라. 그러한 목적으로 옆의 두 줄은 빈 공간으로 남겨놨는데 이 과정을 시작하기 전에 이 성공의 15가지 법칙 하나 하나를 가지고 당신을 평가해 보시라. 그리고 강좌가 다 끝이 난 다음에 다시 평가를 해 보고 그 동안 어느 정도 개선이 이루어졌는지 관찰해 보시라.

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.

성공의 법칙 강좌의 목적은 당신이 일하기로 결정한 분야에서 어떻게 더 유능한 사람이 될 수 있는가를 발견하게 해 주는 것이다. 이러한 목적을 위해서 당신은 당신이 가진 모든 재질들을 분류해서 정리하고 이들을 가장 잘 이용할 수 있도록 하게 될 것이다.

You may not like the work in which you are now

engaged.

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.

현재 가지고 있는 직업에 만족하지 못할 수 도 있다. 그 일에서 벗어나는 데는 두 가지 방법이 있다. 한 가지 방법은 그 직업을 계속 가지기에 충분할 정도만의 최소한 흥미와 관심만을 가지는 것이다. 그렇게 하면 얼마 되지 않아 그 직업에서 해방될 것인데 그 이유는 그 직업에 당신이 별로 필요하지 않게되기 때문이다.

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.

다른 또 하나의 방법은 당신이 지금 하고 있는 일에 아주 유용하고 효과적인 사람이 되는 것인데 이렇게 하여 당신이 보다 더 좋아할 수 있는 책임감 있는 일자리로 당신을 승진시켜 줄 수 있는 사람이 당신에게 관심을 가지게 할 수 있기 때문이다.

It is your privilege to take your choice as to

which way you will proceed.

어떤 길로 갈 것인가는 당신이 택할 수 있는 권리이다.

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.

다시 한 번 이 코스의 아홉 번째 강좌의 중요성에 대해서 상기시켜 드리겠다. 그 장에 기술된 방법들의 도움을 받아서 당신을 승진시켜 줄 수 있는 더 낳은 선택을 하게 해 줄 것이다.

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.

수 천명의 사람들이 캘루멧 구리광산 위를 걸거갔지만 이를 발견하지 못했다. 단지 한 명의 외로운 사람만이 그의 상상력을 이용해서 땅 밑 수 미터를 파고, 조사해서 지구상에서 가장 풍부한 구리 매장광을 발견하였다.

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!

당신도 그리고 다른 사람들도 모두 생의 한 순간에 "캘루멧 광산"위를 걸어간다. 발견이란 조사연구와 상상력을 얼마나 잘 쓰는가에 문제이다. 지금 진행되는 15개 성공의 법칙 강좌는 이제 당신을 그대의 "캘루멧 광산"으로 이끌어 갈 것인데 당신은 지금 하고 있는 바로 그 일을 하는 자신이 풍부한 매장량이 있는 광산위에 서있는 것을 발견하고 놀라게 될 것이다. "다이아몬드 밭"이라는 강좌에서 러셀 콘웰은 우리는 멀리에서 기회를 찾을 필요가 없다고 말하고 있다. 즉, 우리가 서있는 바로 그 자리에서 기회를 발견할 수 있는 것이다. 아주 깊이 명심해야할 진리이다. 

NAPOLEON HILL,

Author of the Law of Success.

The Author's Acknowledgment of Help

Rendered Him in the Writing

of This Course

This course is the result of careful analysis of the

life-work of over one hundred men and women who

have achieved unusual success in their respective

callings.

이 강좌는 존경받는 상당한 성공을 성취한 100여명 이상의 사람들의 생애를 주의 깊게 분석한 결과로 만들어졌다. 

The author of the course has been more than

twenty years in gathering, classifying, testing and

organizing the Fifteen Laws upon which the course is

based. In his labor he has received valuable assistance

either in person or by studying the life-work of the

following men:

본 저자는 이를 모으고, 정리하고, 실험해 보고, 이를 이용해서 15개의 법칙으로 만드는데 20년 이상이 걸렸다. 이를 진행하는 과정에서 본 저자는 직접 사람으로 부터나 혹은 다음 사람들의 인생을 공부함으로써 적지 않은 도움을 받았다.

Henry Ford Edward Bok

Thomas A. Edison Cyrus H. K. Curtis

Harvey S. Firestone George W. Perkins

John D. Rockefeller Henry L. Doherty

Charles M. Schwab George S. Parker

Woodrow Wilson Dr. C. O. Henry

Darwin P. Kingsley General Rufus A. Ayers

Wm. Wrigley, Jr. Judge Elbert H. Gary

A. D. Lasker William Howard Taft

E. A. Filene Dr. Elmer Gates

James J. Hill John W. Davis

•10-

Captain George M. Alex-

ander (To whom the

author was formerly

an assistant)

Hugh Chalmers

Dr. E. W. Strickler

Edwin C. Barnes

Robert L. Taylor

(Fiddling Bob)

George Eastman

E. M. Statler

Andrew Carnegie

John Wanamaker

Marshall Field

Samuel Insul

F.W. Woolworth

Judge Daniel T. Wright

(One of the author's

law instructors)

Elbert Hubbard

Luther Burbank

O. H. Harriman

John Burroughs

E. H. Harriman

Charles P. Steinmetz

Frank Vanderlip

Theodore Roosevelt

Wm. H. French

Dr. Alexander Graham Bell

(To whom the author

owes credit for most of

Lesson One).

Of the men named, perhaps Henry Ford and

Andrew Carnegie should be acknowledged as having

contributed most toward the building of this course,

for the reason that it was Andrew Carnegie who first

suggested the writing of the course and Henry Ford

whose life-work supplied much of the material out of

which the course was developed.

언급된 사람들 중에서 헨리 포드와 앤드류 카네기가 이 강좌를 만드는데 가장 큰 공헌을 했음을 인정해야 하겠다. 이는 앤드류 카네기가 이 강좌를 쓰도록 조언해 주었고, 헨리 포드의 생애 업적이 이 강좌를 개발하는데 많은 자료를 제공해 주었기 때문이다.

Some of these men are now deceased, but to those

who are still living the author wishes to make here

grateful acknowledgment of the service they have

rendered, without which this course never could have

been written.

이들 중 여럿은 이미 고인이 되었지만 아직 살아있는 분들에게는 그들이 제공해 준 도움에 대해 저자는 심심한 감사를 표하고 싶다. 그들의 도움이 없었다면 이 강좌는 절대로 쓰여질 수 없었다.

The author has studied the majority of these men

at close range, in person. With many of them he

enjoys, or did enjoy before their death, the privilege

of close personal friendship which enabled him to  

gather from their philosophy facts that would not have

been available under other conditions.

본 저자는 이들 중 많은 사람들을 개인적으로 접촉해서 아주 가까이에서 연구를 했다. 저자는 현재 밀접한 개인적 친구관계를 지금도 유지하거나 그들이 죽기 전에 유지할 수 있는 좋은 기회를 가졌었는데 이로인해 다른 상황에서라면 얻을 수 없는 그들의 철학사상들을 통틀어 보아볼 수 있었다.

The author is grateful for having enjoyed the

privilege of enlisting the services of the most

powerful men on earth, in the building of the Law of

Success course. That privilege has been remuneration

enough for the work done, if nothing more were ever

received for it.

본 저자는 현재 지구상에서 가장 힘이 있는 사람들을 이 성공의 법칙을 만드는데 공헌하게 할 수 있는 특권을 누렸던데 대해 감사한다. 비록 이 일로 인해 아무 댓가를 받지 못했을지라도 내가 누렸던 그 특권만으로도 충분한 보답이 되었다.

These men have been the back-bone and the

foundation and the skeleton of American business,

finance, industry and statesmanship.

이 사람들은 미국의 산업과, 금융과 정치의 중추와 기초와 뼈대가 된 사람들 이었다.

The Law of Success course epitomizes the

philosophy and the rules of procedure which made

each of these men a great power in his chosen field of

endeavor. It has been the author's intention to present

the course in the plainest and most simple terms

available, so it could be mastered by very young men

and young women, of the high-school age.

이 성공의 법칙 강좌는 이 사람들이 자신들이 노력하며 종사하는 분야에서 큰 영향력이 있는 사람이 되게게 했던 철학과 진행의 법칙을 구체화 시킨다. 평범하고 가장 간단한 방법으로 이 강좌를 진행하는 것이 본 저자의 의도이다. 그렇게 되어 고등학생 정도의 나이가 되는 젊은 사람들이 이를 완벽하게 터득하기바란다.  

With the exception of the psychological law

referred to in Lesson One as the "Master Mind," the

author lays no claim to having created anything

basically new in this course. What he has done,

however, has been to organize old truths and known

laws into PRACTICAL, USABLE FORM, where they

may be properly interpreted and applied by the

workaday man whose needs call for a philosophy of

simplicity.

제 1 장의 "의기 투합"에 언급된 심리학적 법칙을 제외한다면 이 강좌를 통해서 본 저자가 새로운 것을 만들어 내었다는 주장을 하지 않는다. 대신, 본 저자가 한 일은 오래된 진리와 알려진 법칙을 실제적이고 사용 가능한 형태로 정리해서 단순한 철학이 필요한 일반인들이 제대로 해석을 하고 적용할 수 있게 한 것이다.

In passing upon the merits of the Law of Success

Judge Elbert H. Gary said: "Two outstanding features

connected with the philosophy impress me most. One

is the simplicity with which it has been presented, and

the other is the fact that its soundness is so obvious to

all that it will be immediately accepted."

엘버트 개리 판사는 성공의 법칙의 장점을 설명하며 다음과 같이 말했다. "이 철학의 두가지 면이 내게 큰 인상을 주었다. 하나는 이 제시되는 철학의 단순함이고 다른 하나는 이 철학이 충분히 이성적이어서 모든 사람들이 즉시 받아들인다는 사실이다. 

The student of this course is warned against

passing judgment upon it before having read the entire

sixteen lessons. This especially applies to this

Introduction, in which it has been necessary to include

brief reference to subjects of a more or less technical

and scientific nature. The reason for this will be

obvious after the student has read the entire sixteen

lessons.

이 강좌를 듣는 학생들은 열 여섯개의 모든 강좌를 다 읽기까지 이에 대한 판단을 내리면 않된다. 특히, 지금 이 서문이 더 그러한데 여기에는 필요 때문에 어느 정도는 기술과 과학의 성격을 가지고 있는 간단한 설명을 포함시켰다. 수강생들이 16개의 모든 강좌를 다 읽고나면 이렇게 한 이유가 자명해 질 것이다.

The student who takes up this course with an

open mind, and sees to it that his or her mind remains

"open" until the last lesson shall have been read, will

be richly rewarded with a broader and more accurate

view of life as a whole.

이 강좌를 열린마음으로 시작하고 모든 강좌를 다 읽을 때 까지 열린마음을 유지하는 수강생들은 보다 더 넓고 정확한 인생관을 가지게 되는 큰 보답을 얻을 것이다.

Contents of This Introductory Lesson

1. POWER what it is and how to create and use it.

2. CO-OPERATION-the psychology of co-operative

effort and how to use it constructively.

3. THE MASTER MIND-how it is created through

harmony of purpose and effort, between two or

more people.

4. HENRY FORD, THOMAS A. EDISON and

HARVEY S. FIRESTONE-the secret of their

power and wealth.

5. THE "BIG SIX" how they made the law of the

"Master Mind" yield them a profit of more than

$25,000,000.00 a year.

6. IMAGINATION-how to stimulate it so that it

will create practical plans and new ideas.

7. TELEPATHY-how thought passes from one mind

to another through the ether. Every brain both a

broadcasting and a receiving station for thought.

8. HOW SALESMEN and PUBLIC SPEAKERS

"sense" or "tune in" on the thoughts of their

audiences.

9. VIBRATION-described by Dr. Alexander

Graham Bell, inventor of the Long Distance

Telephone.

10. AIR and ETHER how they carry vibrations.

11. HOW and WHY ideas "flash" into the mind from

unknown sources.

12. HISTORY of the Law of Success Philosophy,

covering a period of over twenty-five years of

scientific research and experimentation.

13. JUDGE ELBERT H. GARY reads, approves and

adopts the Law of Success course.

14. ANDREW CARNEGIE responsible for beginning

of Law of Success course.

15. LAW OF SUCCESS TRAINING-helps group of

salespeople earn $1,000,000.00.

16. SO-CALLED "SPIRITUALISM" explained.

17. ORGANIZED EFFORT the source of all power.

18. HOW TO ANALYZE yourself.

19. HOW A SMALL FORTUNE was made from an

old, worked-out, worthless (?) farm.

20. THERE'S A GOLD MINE in your present

occupation if you will follow directions and dig

for it.

21. THERE'S PLENTY OF READY CAPITAL for

development of any practical idea or plan you

may create.

22. SOME REASONS why people fail.

23. WHY HENRY FORD is the most powerful man

on earth, and how others may use the principles

which give him his power.

24. WHY SOME PEOPLE antagonize others without

knowing it.

25. THE EFFECT of sexual contact as a mind

stimulant and health builder.

26. WHAT happens in the religious orgy known as

the "revival."

27. WHAT we have learned from "Nature's Bible."

28. CHEMISTRY of the mind; how it will make or

destroy you.

29. WHAT is meant by the "psychological moment"

in Salesmanship.

30. THE MIND becomes devitalized-how to

"recharge" it.

31. THE VALUE and meaning of harmony in all

cooperative effort.

32. OF WHAT do Henry Ford's assets consist? The

answer.

33. THIS IS THE AGE of mergers and highly

organized co-operative effort.

34. WOODROW WILSON had in mind the law of the

"Master Mind" in his plan for a League of

Nations.

35. SUCCESS is a matter of tactful negotiation with

other people.

36. EVERY HUMAN BEING possesses at least two

distinct personalities; one destructive and one

constructive.

37. EDUCATION generally misunderstood to mean

instruction or memorizing of rules. It really

means development from within, of the human

mind, through unfoldment and use.

38. TWO METHODS of gathering knowledge,

through personal experience and by assimilating

the knowledge gained through experience by

others.

39. PERSONAL ANALYSIS of Henry Ford,

Benjamin Franklin, George Washington,

Abraham Lincoln, Theodore Roosevelt, Wm.

Howard Taft, Woodrow Wilson, Napoleon

Bonaparte, Calvin Coolidge and Jesse James.

40. AUTHOR'S "After-the-Lesson Visit."

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!

THE LAW OF SUCCESS

Lesson One

THE MASTER MIND

"You Can Do It if You Believe You Can!"

THIS is a course on the fundamentals of Success.

Success is very largely a matter of adjusting one's

self to the ever-varying and changing environments of

life, in a spirit of harmony and poise. Harmony is

based upon understanding of the forces constituting

one's environment; therefore, this course is in reality

a blueprint that may be followed straight to success,

because it helps the student to interpret, understand

and make the most of these environmental forces of

life.

성공이란 크게 말하자면 계속 변화하고 있는 인생환경에 대해 조화롭고 평화로운 마음가짐으로 자기 자신을 적응시키는 것이다. 조화는 자기를 둘러싸고 있는 환경의 역학을 이해하는것에 기초를 두고있다. 그러므로, 이강좌는 실제로는 성공으로 직접 안내하는 청사진이라 할 수 있는데 그 이유는 수강생들에게 인생을 둘러싸고 있는 환경역학을 분석하고, 이해하고 그 안에서 최선을 다 하도록 도와줄 것이기 때문이다.

Before you begin reading the Law of Success

lessons you should know something of the history of

the course. You should know exactly what the course

promises to those who follow it until they have

assimilated the laws and principles upon which it is

based. You should know its limitations as well as its

possibilities as an aid in your fight for a place in the

world.

이 성공의 법칙을 읽기 전에 우선 이 강좌가 어떻게 생겨났는지를 약간 알아두는 것이 필요하겠다. 당신은 이 강좌의 기초가 되는 법칙들과 원칙들에 동화될 때 까지 이 강좌가 이를 수강하는 사람들에게 무엇을 약속할 수 있는지를 확실히 알아두어야 한다. 이 세상에서 당신의 자리를 매김하기 위한 노력의 도우미로써 이의 한계성과 또한 가능성을 알아야 한다.

From the viewpoint of entertainment the Law of

Success course would be a poor second for most any

of the monthly periodicals of the "Snappy Story"

variety which may be found upon the news stands of

today.

연예나 흥밋거리의 관점에서 보자면 이 강좌는 오늘날 신문 가판대에서 쉽게 발견할 수 있는 흥미거리의 대부분의 월간지들에 비겨볼 처지가 아니다.

The course has been created for the serious-

minded person who devotes at least a portion of his or

her time to the business of succeeding in life. The

author of the Law of Success course has not intended

to compete with those who write purely for the

purpose of entertaining.

이 책은 최소한 자기 인생의 일부분을 성공을 위해 투자하기로 작정한 각오를 단단히 한 사람들을 위해 만들어 졌다. 이 책의 저자인 나는 흥밋거리를 위해서 책을 쓰는 사람들과 경쟁할 생각이 없다.

The author's aim, in preparing this course, has

been of a two-fold nature, namely, first-to help the

earnest student find out what are his or her

weaknesses, and, secondly-to help create a DEFINITE

PLAN for bridging those weaknesses.

이 강좌를 준비하면서 저자의 목적은 두 개의 성격을 가지게 되었다. 첫 번째는 정직한 수강생들이 자신들의 결점이 무엇인가를 발견하는 것이고 두 번째는 그 약점들을 보완하는 명확한 계획을 수립하도록 돕는 것이다.

The most successful men and women on earth

have had to correct certain weak spots in their

personalities before they began to succeed. The most

outstanding of these weaknesses which stand between

men and women and success are INTOLERANCE,

CUPIDITY, GREED, JEALOUSY, SUSPICION,

REVENGE, EGOTISM, CONCEIT, THE TENDENCY

TO REAP WHERE THEY HAVE NOT SOWN, and the

HABIT OF SPENDING MORE THAN THEY EARN.

지구상에 사는 대부분의 사람들은 성공을 이루기 전에 자신들의 성격에 있는 단점들을 고쳐야 한다. 사람과 성공의 사이를 가로막고 있는 결점들은 다음과 같다. 참을성 없음, 애욕, 욕심, 질투, 의심, 복수심, 이기주의, 지나친 양심, 뿌리지 않고도 거두려하는 심정, 버는 액수 보다 더 많이 쓰는 습관 등이다.

All of these common enemies of mankind, and

many more not here mentioned, are covered by the

Law of Success course in such a manner that any

person of reasonable intelligence may master them

with but little effort or inconvenience.

인류의 공동의 적인 위에 언급한 모든 약점들과 그 외의 많은 문제들이 이 책에서 다루어지는데 적절한 지능을 가지고 있는 사람이라면 누구나 최소한의 노력으로 이를 극복할 수 있도록 되어있다.

You should know, at the very outset, that the Law

of Success course has long since passed through the

experimental state; that it already has to its credit a

record of achievement that is worthy of serious

thought and analysis. You should know, also, that the

Law of Success course has been examined and

endorsed by some of the most practical minds of this

generation.

독자는 우선 이 성공의 법칙이 이미 오래전에 실험단계는 지났다는 사실을 알아두어야 한다. 즉, 신중하게 고려해볼 가치가 있는 평판을 이미 얻고 있는 것이다. 독자들 또한 이 시대 가장 실제적인 마음을 가지고 있는 사람들이 이 성공의 법칙 강좌를 실험해 보고 그 가치를 인정해 준 사실을 알아야 한다.

The Law of Success course was first used as a

lecture, and was delivered by its author in practically

every city and in many of the smaller localities,

throughout the United States, over a period of more

than seven years. Perhaps you were one of the many

hundreds of thousands of people who heard this

lecture.

성공의 법칙 강좌는 맨 처음에는 강의에 사용이 되었는데 본 저자는 실제로 미국의 모든 도시와 많은 마을들을 돌아다니면서 7년 간 강의를 하였다. 아마 당신은 이 강의를 들었던 수 십만 명중의 한 사람일 수도 있다.

During these lectures the author had assistants

located in the audiences for the purpose of

interpreting the reaction of those who heard the

lecture, and in this manner he learned exactly what

effect it had upon people. As a result of this study and

analysis many changes were made.

이 강의를 하는 동안 본 저자는 청중들 사이에 이들의 반응을 조사할 목적으로 나의 조수들을 몰래 앉게 하였는데 이렇게 해서 이 강의가 사람들에게 어떤 영향을 주었는지를 정확히 파악할 수 있었다. 이 연구와 분석을 한 다음에 많은 교정을 보았다.

The first big victory was gained for the Law of

Success philosophy when it was used by the author as

the basis of a course with which 3,000 men and

women were trained as a sales army. The majority of

these people were without previous experience, of any

sort, in the field of selling. Through this training they

were enabled to earn more than One Million Dollars

($1,000,000.00) for themselves and paid the author

$30,000.00 for his services, covering a period of

approximately six months.

이 성공의 법칙 강좌가 이룬 최초의 승리는 3,000 명의 세일즈맨들을 훈련시키는 기본교재로 저자가 이를 사용했을 때이다. 이들중 대부분은 어떤 분야에서든지 물건을 팔아본 경력이 없는 사람들이었다. 이 교육을 통해서 이들은 1,000,000 달러를 벌 수 있었고 본 저자에게 30,000 달러를 약 6개월 간의 수고비로 지급했다.

The individuals and small groups of salespeople

who have found success through the aid of this course

are too numerous to be mentioned in this Introduction,

but the number is large and the benefits they derived

from the course were definite.

이 강좌를 통해서 성공을 이룬 개인 세일즈맨이나 혹은 세일즈 그룹은 그 숫자가 너무 많기 때문에 이 소개에서는 언급을 할 수 없겠다. 하지만, 그 숫자는 크고 이들이 강좌로 부터 얻은 이익은 절대적이다.

The Law of Success philosophy was brought to

the attention of the late Don R. Mellett, former

publisher of the Canton (Ohio) Daily News, who

formed a partnership with the author of the course and

was preparing to resign as publisher of the Canton

Daily News and take up the business management of

the author's affairs when he was assassinated on July

16, 1926.

성공의 법칙의 철학은 이제는 고인이 된 오하이오 캔톤의 데일리 뉴스 발행인이던 돈 멜롯의 관심을 끌었다. 그는 본 저자와 동업을 하기로 했고 본 저자의 사업에 관계된 일을 전담하기로 작정하고 캔톤 데일리 뉴스의 발행인 지위를 사직하려고 했는데 1926년 7월 16일 암살당하고 말았다.

Prior to his death Mr. Mellett had made

arrangements with judge Elbert H. Gary, who was then

Chairman of the Board of the United States Steel

Corporation, to present the Law of Success course to

every employee of the Steel Corporation, at a total

cost of something like $150,000.00. This plan was

halted because of judge Gary's death, but it proves

that the author of the Law of Success has produced an

educational plan of an enduring nature. Judge Gary

was eminently prepared to judge the value of such a

course, and the fact that he analyzed the Law of

Success philosophy and was preparing to invest the

huge sum of $150,000.00 in it is proof of the

soundness of all that is said in behalf of the course.

그가 죽기전에 멜롯씨는 그 당시 유나이티드 철강회사의 회장이던 엘버트 개리 판사와 협상을 해서 150,000 달러를 받고 이 성공의 법칙을 그 철강회사의 모든 직원에게 강의하게 했었다. 이 계획 또한 개리 판사가 죽게되어 정지되고 말았지만 이는 저자가 계속 지속될 수 있는 교육 프로그램을 만들었다는 것을 증명한다. 개리 판사는 이러한 강좌를 분명하게 판단하려는 계획을 가지고 있었는데 이 성공의 법칙에 막대한 금액인 150,000 달러를 투자하려 했다는 것은 이 강좌에 대한 설명이 설득력이 있었음을 증명한다.

You will observe, in this General Introduction to

the course, a few technical terms which may not be

plain to you. Do not allow this to bother you. Make no

attempt at first reading to understand these terms.

They will be plain to you after you read the remainder

of the course. This entire Introduction is intended

only as a background for the other fifteen lessons of

the course, and you should read it as such. You will

not be examined on this Introduction, but you should

read it many times, as you will get from it at each

reading a thought or an idea which you did not get on

previous readings.

이 전체를 개괄하는 소개 부분에서 조금은 쉽지 않은 기술적인 용어들을 몇 개 접하게 될 것이다. 이것 때문에 신경을 쓸 필요는 없다. 처음 읽으면서 이를 이해하려고 노력하지는 말라. 전체 강좌를 다 일고나면 이 용어들이 이해될 것이다. 이 전체적인 소개는 다른 15개 강좌의 배경을 설명하기 위해서 도입했으니 독자도 그 정도로만 읽으면 된다. 이 소개 부분에서는 여러분에게 질문을 던지지는 않겠지만 여러분들은 이를 반복해서 여러번 읽어보아야 한다. 그렇게 하면 매번 읽을 때 마다 그 전 읽을 때는 알아차리지 못했던 생각이나 아이디어를 얻게될 것이다. 

In this Introduction you will find a description of

a newly discovered law of psychology which is the

very foundation stone of all outstanding personal

achievements. This law has been referred to by the

author as the "Master Mind," meaning a mind that is

developed through the harmonious co-operation of two

or more people who ally themselves for the purpose of

accomplishing any given task.

이 소개 부분에서 여러분들은 모든 뛰어난 개인 성취의 추춧돌이 되는 새로이 발견된 심리학에 대한 기술을 접하게 될 것이다. 이 법칙은 본 저자가 "매스터 마인드"라고 지칭했는데 이는 하나의 주어진 일을 성취하기 위해 둘 혹은 그 이상의 사람들이 모이고 이들의 조화로운 협력을 통해 만들어내는 마음이다. 

If you are engaged in the business of selling you

may profitably experiment with this law of the

"Master Mind" in your daily work. It has been found

that a group of six or seven salespeople may use the

law so effectively that their sales may be increased to

unbelievable proportions.

만약 당신이 물건을 파는 사업에 종사하고 있다면 이 "매스터 마인드"를 당신의 매일 매일 업무에 도움이 되는 방향으로 시험해 볼 수 있다. 6 혹은 7 명의 세일즈 피플들이 이 법칙을 아주 효과적으로 이용해서 그들의 판매량이 믿지 못할 정도로 증가한 일이 있다.

Life Insurance is supposed to be the hardest thing

on earth to sell. This ought not to be true, with an

established necessity such as life insurance, but it is.

Despite this fact, a small group of men working for

the Prudential Life Insurance Company, whose sales

are mostly small policies, formed a little friendly

group for the purpose of experimenting with the law

of the "Master Mind," with the result that every man

in the group wrote more insurance during the first

three months of the experiment than he had ever

written in an entire year before.

생명보험은 지구상에서 가장 팔기 힘든 물건이라고 생각된다. 생명보험의 확인된 필요성을 고려한다면 그렇지 말아야 할 터이지만 실제로는 그렇다. 이러한 어려움에도 불구하고 프루덴셜 생명보험회사에서 일하는 주로 소액 보험을 판매하는 소수의 사람들이 "매스터 마인드"의 법칙을 실험해 볼 목적으로 친밀 그룹을 만들었는데 이 그룹에 속해 있던 모든 세일즈맨들이 3개월 동안에 그들이 지난 1 년간 팔았던 보험 보다도 더 많은 액수를 팔았다. 

What may be accomplished through the aid of this

principle, by any small group of intelligent life-

insurance salesmen who have learned how to apply the

law of the "Master Mind" will stagger the imagination

of the most highly optimistic and imaginative person.

"매스터 마인드"의 법칙을 어떻게 사용하는 가를 배운 소수의 현명한 생명보험 세일즈맨들이 이 원칙의 도움을 받아서 무엇을 성취할 수 있는가를 보여준 이일은 가장 긍정적이고 상상력이 풍부한 사람들의 상상력조차도 감당을 못하게 할 것이다.

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.

거울을 들여다 보고 자신의 모든 실수의 원인이 무엇인지를 찾아내기 전 까지는 사람은 진정 영원한 성공을 할 기회가 없다.

The same may be said of other groups of

salespeople who are engaged in selling merchandise

and other more tangible forms of service than life

insurance. Bear this in mind as you read this

Introduction to the Law of Success course and it is not

unreasonable to expect that this Introduction, alone,

may give you sufficient understanding of the law to

change the entire course of your life.

다른 상품이나 생명보험 보다 더 구체적인 물건을 파는 사람들에게도 같은 얘기를 할 수 있다. 이 성공의 법칙 서문에 해당하는 이 글만으로도 당신 인생 전체를 바꿀 수 있는 법칙을 충분히 이해할 수 있도록 해 주리라고 기대하는 것도 무리가 아니라는 사실을 명심하기 바란다.

It is the personalities back of a business which

determine the measure of success the business will

enjoy. Modify those personalities so they are more

pleasing and more attractive to the patrons of the

business and the business will thrive. In any of the

great cities of the United States one may purchase

merchandise of similar nature and price in scores of

stores, yet you will find there is always one

outstanding store which does more business than any

of the others, and the reason for this is that back of

that store is a man, or men, who has attended to the

personalities of those who come in contact with the

public. People buy personalities as much as

merchandise, and it is a question if they are not

influenced more by the personalities with which they

come in contact than they are by the merchandise.

사업의 성공 정도를 결정하게 해 주는 배후에는 사람의 성품이 있다. 사업을 이용하는 고객에 대한 태도를 보다 더 친근하고 그를 기쁘게 하도록 성격을 변화시키면 그 사업은 번성하게 된다. 미국의 대도시에서는 어디에서나 비슷한 물건을 비슷한 값에 살 수 있는 상점들이 있다. 그 들 중에서 다른 가게들 보다 아주 뛰어나게 사업을 잘 하는 한 가게를 볼 수 있을텐데 그 이유는 이 사업의 배후에는 한 사람 혹은 여러 사람들이 있고 이들은 손님들과 접하는 점원들의 성품에 주의를 기울이고 있기 때문이다. 사람들은 상품 뿐만이 아니라 점원의 성품도 같이 산다. 상품보다도 손님들을 접하는 점원의 성품이 더 큰 영향을 주지 않을까 하는 생각도 든다.

personality; 사람의 성품,,친절함, 신뢰성, 주의력, 외모등 사람의 모든 것

Life insurance has been reduced to such a

scientific basis that the cost of insurance does not

vary to any great extent, regardless of the company

from which one purchases it, yet out of the hundreds

of life insurance companies doing business less than a

dozen companies do the bulk of the business of the

United States.

생명보험은 과학적으로 잘 분석되어서 어느 보험회사에서 구입하든지 그 보험수가는 크게 변하지 않는다. 그럼에도 불구하고 수 백개의 생명보험회사들 중에서 10여 개 미만의 보험회사 만이 미국내에서 그 시장의 큰 부분을 차지해 사업을 한다.

Why? Personalities! Ninety-nine people out of

every hundred who purchase life insurance policies do

not know what is in their policies and, what seems

more startling, do not seem to care. What they really  

purchase is the pleasing personality of some man or

woman who knows the value of cultivating such a

personality.

그 이유가 무엇인가? 보험 판매인의 개인적 성품 때문이다. 생명보험을 구입하는 사람들 100명이 있다면 그 중 99명은 자신들이 사는 보험의 약관 안에 무엇이 들어있는지 모른다. 더 놀라운 사실은 사람들은 그것에 별로 신경도 않쓰는 것 같다. 사람들이 실제로 사는 것은 자신의 성품을 개발하는 가치를 아는 판매인의 친절하고 기분이 좋은 성품이다.

Your business in life, or at least the most

important part of it, is to achieve success. Success,

within the meaning of that term as covered by this

course on the Fifteen Laws of Success, is "the

attainment of your Definite Chief Aim without

violating the rights of other people." Regardless of

what your major aim in life may be, you will attain it

with much less difficulty after you learn how to

cultivate a pleasing personality and after you have

learned the delicate art of allying yourself with others

in a given undertaking without friction or envy.

당신 인생에서 해야하는 일은, 아마도 가장 중요한 일 중의 하나는, 성공을 성취하는 것이다. 이 15 개 성공 법칙의 강좌에서 의미하고 있는 성공이란 다른 사람들의 권리를 침해하지 않고 당신이 가장 중요하게 생각하는 목표를 이루는 것이다. 당신 인생에 중요한 목표가 무엇이든지 간에 다른 사람을 기쁘게 해 줄 수 있는 품성을 개발하고 다른 사람과 업무를 수행하는데 있어서 마찰이나 질투심 없이 당신 자신이 잘 융화하는 아주 민감한 기술을 습득한다면 이 목표를 훨씬 쉽게 달성할수 있다.      

One of the greatest problems of life, if not, in

fact, the greatest, is that of learning the art of

harmonious negotiation with others. This course was

created for the purpose of teaching people how to

negotiate their way through life with harmony and

poise, free from the destructive effects of

disagreement and friction which bring millions of

people to misery, want and failure every year.

인생에서 가장 큰 문제중의 하나는 다른 사람들과 조화로운 협상을 하는 기술을 터득하는 것이다. 이 강좌는 수 백만의 사람들을 참혹하고, 궁핍하고 매 해 실패하게 하는 불화와 마찰의 파괴적인 효과 없이 인생을 살아가는 동안 조화롭고 차분한 가운데 협상을 하는 방법을 가르쳐주기 위해 만들었다.

With this statement of the purpose of the course

you should be able to approach the lessons with the

feeling that a complete transformation is about to take

place in your personality.

이 강좌의 목적을 말함으로써 당신의 품성에 전체적인 변화가 일어날 준비가 되어있다는 기분을 가지고 강좌를 접하게 해 줄 것이다. 

You cannot enjoy outstanding success in life

without power, and you can never enjoy power without

sufficient personality to influence other people to

cooperate with you in a spirit of harmony. This course

shows you step by step how to develop such a

personality.

당신은 힘을 가지지 못하면 인생에 현저한 성공을 만끽할 수 없고, 어떤 일을 하는데 다른 사람들이 당신과 조화의 정신을 가지고 협조하게 하는 영향력을 행사하는 품성을 가지지 못한다면 진정한 힘을 누릴 수 없다.

Lesson by lesson, the following is a statement of  

that which you may expect to receive from the Fifteen

Laws of Success:

15개 성공의 법칙 매 강좌에서 당신이 접하게 될 주제들이 다음과 같다.

I. A DEFINITE CHIEF AIM will teach you how

to save the wasted effort which the majority

of people expend in trying to find their

lifework. This lesson will show you how to

do away forever with aimlessness and fix

your heart and hand upon some definite, well

conceived purpose as a life-work.

명확한 주 목적 강좌에서는 대부분의 사람들이 자신의 생업을 찾기 위해 허비하는 노력을 덜 하게 해 줄 것이다. 목적없이 헤메는 일을 영원히 제거해 버릴 것이며 일생동안 해야 할 일의 명확하고 잘 이해할 수 있는 목적을 접하게 되어 그대의 가슴과 손을 고쳐줄 것이다.

II. SELF-CONFIDENCE will help you master

the six basic fears with which every person is

cursed-the fear of Poverty, the fear of 111

Health, the fear of Old Age, the fear of

Criticism, the fear of Loss of Love of

Someone and the fear of Death. It will teach

you the difference between egotism and real

self-confidence which is based upon definite,

usable knowledge.

자신감 강좌에서는 모든 사람이 저주처럼 가지고 있는 6개의 두려움-가난에 대한 두려움, 건강 약화에 대한 두려움, 늙어가는데 대한 두려움, 다른 사람의 비난을 받는일에 대한 두려움, 사랑하는 사람을 잃는 일에 대한 두려움, 죽음에 대한 두려움-을 극복하도록 도와줄 것이다. 여기서는 자기 중심주의와 명확하고 유용한 지식에 기반을 둔 자신감과의 차이를 배우게 된다.

III. HABIT OF SAVING will teach you how to

distribute your income systematically so that

a definite percentage of it will steadily

accumulate, thus forming one of the greatest

known sources of personal power. No one

may succeed in life without saving money.

There is no exception to this rule, and no one

may escape it.

저축하는 습성의 장에서는 수입을 어떻게 체계적으로 분배 사용해서 그 중의 확실한 퍼센테지가 축적이 되고 그러므로써 가장 확실하게 알려져 있는 인간 힘의 원천을 형성하는 방법을 배우게 된다. 저축하는 습관 없이 성공하는 사람은 없다. 이 법칙에 예외는 없으며 누구도 피해 갈 수 없다.

IV. INITIATIVE AND LEADERSHIP will show

you how to become a leader instead of a

follower in your chosen field of endeavor. It

will develop in you the instinct for

leadership which will cause you gradually to

gravitate to the top in all undertakings in

which you participate.

주도적인 지도력의 장에서는 인생을 투자해 보기로 한 분야에서 단지 따라가는 사람이 아니라 리더가 되는가의 방법을 배우게 된다. 이 장에서는 당신이 참여하고 있는 모든 일에서 점진적으로 최고 점에 오르도록 해 줄 지도력의 본능을 개발하게 해 줄 것이다.

V. IMAGINATION will stimulate your mind so

that you will conceive new ideas and develop

new plans which will help you in attaining

the object of your Definite Chief Aim. This

lesson will teach you how to "build new

houses out of old stones," so to speak. It will

show you how to create new ideas out of old,

well known concepts, and how to put old

ideas to new uses. This one lesson, alone, is

the equivalent of a very practical course in

salesmanship, and it is sure to prove a

veritable gold mine of knowledge to the

person who is in earnest.

상상력의 장에서는 당신의 마음에 자극을 주어 당신의 궁극적인 최종목표를 성취하려는 새로운 아이디어를 배태하고 새로운 계획을 개발하도록 해 줄 것이다. 한 마디로 말 하자면 이 강좌에서는 오래된 돌을 이용해서 새로운 집을 짓는 법을 가르친다.

VI. ENTHUSIASM will enable you to "saturate"

all with whom you come in contact with

interest in you and in your ideas. Enthusiasm

is the foundation of a Pleasing Personality,

and you must have such a personality in

order to influence others to co-operate with

you.

VII. SELF-CONTROL is the "balance wheel" with

which you control your enthusiasm and direct

it where you wish it to carry you. This lesson

will teach you, in a most practical manner, to

become "the master of your fate, the Captain

of your Soul."

VIII. THE HABIT OF DOING MORE THAN PAID

FOR is one of the most important lessons of

the Law of Success course. It will teach you

how to take advantage of the Law of

Increasing Returns, which will eventually

insure you a return in money far out of

proportion to the service you render. No one

may become a real leader in any walk of life

■27-

without practicing the habit of doing more

work and better work than that for which he

is paid.

IX. PLEASING PERSONALITY is the "fulcrum"

on which you must place the "crow-bar" of

your efforts, and when so placed, with

intelligence, it will enable you to remove

mountains of obstacles. This one lesson,

alone, has made scores of Master Salesmen.

It has developed leaders over night. It will

teach you how to transform your personality

so that you may adapt yourself to any

environment, or to any other personality, in

such a manner that you may easily dominate.

X. ACCURATE THINKING is one of the

important foundation stones of all enduring

success. This lesson teaches you how to

separate "facts" from mere "information." It

teaches you how to organize known facts into

two classes: the "important" and the

"unimportant." It teaches you how to

determine what is an "important" fact. It

teaches you how to build definite working

plans, in the pursuit of any calling, out of

FACTS.

XI. CONCENTRATION teaches you how to focus

your attention upon one subject at a time

until you have worked out practical plans for

mastering that subject. It will teach you how

to ally yourself with others in such a manner

that you may have the use of their entire

knowledge to back you up in your own plans

and purposes. It will give you a practical

working knowledge of the forces around you,

and show you how to harness and use these

•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 in furthering your own interests.

XII. CO-OPERATION will teach you the value of

team-work in all you do. In this lesson you

will be taught how to apply the law of the

"Master Mind" described in this Introduction

and in Lesson Two of this course. This lesson

will show you how to co-ordinate your own

efforts with those of others, in such a manner

that friction, jealousy, strife, envy and

cupidity will be eliminated. You will learn

how to make use of all that other people have

learned about the work in which you are

engaged.

XIII. PROFITING BY FAILURE will teach you

how to make stepping stones out of all of

your past and future mistakes and failures. It

will teach you the difference between

"failure" and "temporary defeat," a difference

which is very great and very important. It

will teach you how to profit by your own

failures and by the failures of other people.

XIV. TOLERANCE will teach you how to avoid

the disastrous effects of racial and religious

prejudices which mean defeat for millions of

people who permit themselves to become

entangled in foolish argument over these

subjects, thereby poisoning their own minds

and closing the door to reason and

investigation. This lesson is the twin sister of

the one on ACCURATE THOUGHT, for the

reason that no one may become an Accurate

Thinker without practicing tolerance.

Intolerance closes the book of Knowledge

and writes on the cover, "Finis! I have

■30-

learned it all!" Intolerance makes enemies of

those who should be friends. It destroys

opportunity and fills the mind with doubt,

mistrust and prejudice.

XV. PRACTICING THE GOLDEN RULE will

teach you how to make use of this great

universal law of human conduct in such a

manner that you may easily get harmonious

co-operation from any individual or group of

individuals. Lack of understanding of the law

upon which the Golden Rule philosophy is

based is one of the major causes of failure of

millions of people who remain in misery,

poverty and want all their lives. This lesson

has nothing whatsoever to do with religion in

any form, nor with sectarianism, nor have

any of the other lessons of this course on the

Law of Success.

When you have mastered these Fifteen Laws and

made them your own, as you may do within a period

of from fifteen to thirty weeks, you will be ready to

develop sufficient personal power to insure the

attainment of your Definite Chief Aim.

The purpose of these Fifteen Laws is to develop or

help you organize all the knowledge you have, and all

you acquire in the future, so you may turn this

knowledge into POWER.

You should read the Law of Success course with a

note-book by your side, for you will observe that

ideas will begin to "flash" into your mind as you read,

as to ways and means of using these laws in advancing

your own interests.

You should also begin teaching these laws to those

31

in whom you are most interested, as it is a well known

fact that the more one tries to teach a subject the more

he learns about that subject. A man who has a family

of young boys and girls may so indelibly fix these

Fifteen Laws of Success in their minds that this

teaching will change the entire course of their lives.

The man with a family should interest his wife in

studying this course with him, for reasons which will

be plain before you complete reading this

Introduction.

POWER is one of the three basic objects of human

endeavor.

POWER is of two classes-that which is developed

through co-ordination of natural physical laws, and

that which is developed by organizing and classifying

KNOWLEDGE.

POWER growing out of organized knowledge is the

more important because it places in man's possession a

tool with which he may transform, redirect and to

some extent harness and use the other form of power.

The object of this reading course is to mark the

route by which the student may safely travel in

gathering such facts as he may wish to weave into his

fabric of KNOWLEDGE.

There are two major methods of gathering

knowledge, namely, by studying, classifying and

assimilating facts which have been organized by other

people, and through one's own process of gathering,

organizing and classifying facts, generally called

"personal experience."

This lesson deals mainly with the ways and means of

studying the facts and data gathered and classified by

other people.

32-

The state of advancement known as "civilization"

is but the measure of knowledge which the race has

accumulated. This knowledge is of two classes -

mental and physical.

Among the useful knowledge organized by man,

he has discovered and catalogued the eighty-odd

physical elements of which all material forms in the

universe consist.

By study and analysis and accurate measurements

man has discovered the "bigness" of the material side

of the universe as represented by planets, suns and

stars, some of which are known to be over ten million

times as large as the little earth on which he lives.

On the other hand, man has discovered the

"littleness" of the physical forms which constitute the

universe by reducing the eighty-odd physical elements

to molecules, atoms, and, finally, to the smallest

particle, the electron. An electron cannot be seen; it is

but a center of force consisting of a positive or a

negative. The electron is the beginning of everything

of a physical nature.

MOLECULES, ATOMS AND ELECTRONS: To

understand both the detail and the perspective of the

process through which knowledge is gathered,

organized and classified, it seems essential for the

student to begin with the smallest and simplest

particles of physical matter, because these are the A B

C's with which Nature has constructed the entire

frame-work of the physical portion of the universe.

The molecule consists of atoms, which are said to

be little invisible particles of matter revolving

continuously with the speed of lightning, on exactly

■33-

the same principle that the earth revolves around the

sun.

These little particles of matter known as atoms,

which revolve in one continuous circuit, in the

molecule, are said to be made up of electrons, the

smallest particles of physical matter. As already

stated, the electron is nothing but two forms of force.

The electron is uniform, of but one class, size and

nature; thus in a grain of sand or a drop of water the

entire principle upon which the whole universe

operates is duplicated.

How marvelous! How stupendous! You may

gather some slight idea of the magnitude of it all the

next time you eat a meal, by remembering that every

article of food you eat, the plate on which you eat it,

the tableware and the table itself are, in final analysis,

but a collection of ELECTRONS.

In the world of physical matter, whether one is

looking at the largest star that floats through the

heavens or the smallest grain of sand to be found on

earth, the object under observation is but an organized

collection of molecules, atoms and electrons revolving

around one another at inconceivable speed.

Every particle of physical matter is in a

continuous state of highly agitated motion. Nothing is

ever still, although nearly all physical matter may

appear, to the physical eye, to be motionless. There is

no "solid" physical matter. The hardest piece of steel

is but an organized mass of revolving molecules,

atoms and electrons. Moreover, the electrons in a

piece of steel are of the same nature, and move at the

same rate of speed as the electrons in gold, silver,

brass or pewter.

The eighty-odd forms of physical matter appear to

be different from one another, and they are different,

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 they are made up of different combinations of

atoms (although the electrons in these atoms are

always the same, except that some electrons are

positive and some are negative, meaning that some

carry a positive charge of electrification while others

carry a negative charge).

Through the science of chemistry, matter may be

broken up into atoms which are, within themselves,

unchangeable. The eighty-odd elements are created

through and by reason of combining and changing of

the positions of the atoms. To illustrate the modus

operandi of chemistry through which this change of

atomic position is wrought, in terms of modern

science:

"Add four electrons (two positive and two

negative) to the hydrogen atom, and you have the

element lithium; knock out of the lithium atom

(composed of three positive and three negative

electrons) one positive and one negative electron, and

you have one atom of helium (composed of two

positive and two negative electrons)

Thus it may be seen that the eighty-odd physical

elements of the universe differ from one another only

in the number of electrons composing their atoms, and

the number and arrangement of those atoms in the

molecules of each element.

As an illustration, an atom of mercury contains

eighty positive charges (electrons) in its nucleus, and

eighty negative outlying charges (electrons). If the

chemist were to expel two of its positive electrons it

would instantly become the metal known as platinum.

If the chemist could then go a step further and take

from it a negative ("planetary") electron, the mercury

atom would then have lost two positive electrons and

■36-

one negative; that is, one positive charge on the

whole; hence it would retain seventy-nine positive

charges in the nucleus and seventy-nine outlying

negative electrons, thereby becoming GOLD !

The formula through which this electronic change

might be produced has been the object of diligent

search by the alchemists all down the ages, and by the

modern chemists of today.

It is a fact known to every chemist that literally

tens of thousands of synthetic substances may be

composed out of only four kinds of atoms, viz.:

hydrogen, oxygen, nitrogen and carbon.

"Differences in the number of electrons in atoms

confer upon them qualitative (chemical) differences,

though all atoms of any one element are chemically

alike. Differences in the number and spacial

arrangement of these atoms (in groups of molecules)

constitute both physical and chemical differences in

substances, i.e., in compounds. Quite different

substances are produced by combinations of precisely

the same kinds of atoms, but in different proportions.

"Take from a molecule of certain substances one

single atom, and they may be changed from a

compound necessary to life and growth into a deadly

poison. Phosphorus is an element, and thus contains

but one kind of atoms; but some phosphorus is yellow

and some is red, varying with the spacial distribution

of the atoms in the molecules composing the

phosphorus."

It may be stated as a literal truth that the atom is

the universal particle with which Nature builds all

material forms, from a grain of sand to the largest star

that floats through space. The atom is Nature's

■37-

"building block" out of which she erects an oak tree or

a pine, a rock of sandstone or granite, a mouse or an

elephant.

Some of the ablest thinkers have reasoned that the

earth on which we live, and every material particle on

the earth, began with two atoms which attached

themselves to each other, and through hundreds of

millions of years of flight through space, kept

contacting and accumulating other atoms until, step by

step, the earth was formed. This, they point out, would

account for the various and differing strata of the

earth's substances, such as the coal beds, the iron ore

deposits, the gold and silver deposits, the copper

deposits, etc.

They reason that, as the earth whirled through

space, it contacted groups of various kinds of nebulae,

or atoms, which it promptly appropriated, through the

law of magnetic attraction. There is much to be seen,

in the earth's surface composition, to support this

theory, although there may be no positive evidence of

its soundness.

These facts concerning the smallest analyzable

particles of matter have been briefly referred to as a

starting point from which we shall undertake to

ascertain how to develop and apply the law of

POWER.

It has been noticed that all matter is in a constant

state of vibration or motion; that the molecule is made

up of rapidly moving particles called atoms, which, in

turn, are made up of rapidly moving particles called

electrons.

THE VIBRATING FLUID OF MATTER: In every

particle of matter there is an invisible "fluid" or

38

force which causes the atoms to circle around one

another at an inconceivable rate of speed.

This "fluid" is a form of energy which has never

been analyzed. Thus far it has baffled the entire

scientific world. By many scientists it is believed to

be the same energy as that which we call electricity.

Others prefer to call it vibration. It is believed by

some investigators that the rate of speed with which

this force (call it whatever you will) moves

determines to a large extent the nature of the outward

visible appearance of the physical objects of the

universe.

One rate of vibration of this "fluid energy" causes

what is known as sound. The human ear can detect

only the sound which is produced through from 32,000

to 38,000 vibrations per second.

As the rate of vibrations per second increases

above that which we call sound they begin to manifest

themselves in the form of heat. Heat begins with about

1,500,000 vibrations per second.

Still higher up the scale vibrations begin to

register in the form of light. 3,000,000 vibrations per

second create violet light. Above this number

vibration sheds ultra-violet rays (which are invisible

to the naked eye) and other invisible radiations.

And, still higher up the scale-just how high no

one at present seems to know-vibrations create the

power with which man THINKS.

It is the belief of the author that the "fluid"

portion of all vibration, out of which grow all known

forms of energy, is universal in nature; that the

"fluid" portion of sound is the same as the "fluid"

portion of light, the difference in effect between

39

sound and light being only a difference in rate of

vibration, also that the "fluid" portion of thought is

exactly the same as that in sound, heat and light,

excepting the number of vibrations per second.

Just as there is but one form of physical matter,

of which the earth and all the other planets-suns and

stars-are composed-the electron-so is there but one

form of "fluid" energy, which causes all matter to

remain in a constant state of rapid motion.

AIR AND ETHER: The vast space between the

suns, moons, stars and other planets of the universe is

filled with a form of energy known as ether. It is this

author's belief that the "fluid" energy which keeps all

particles of matter in motion is the same as the

universal "fluid" known as ether which fills all the

space of the universe. Within a certain distance of the

earth's surface, estimated by some to be about fifty

miles, there exists what is called air, which is a

gaseous substance composed of oxygen and nitrogen.

Air is a conductor of sound vibrations, but a non-

conductor of light and the higher vibrations, which are

carried by the ether. The ether is a conductor of all

vibrations from sound to thought.

Air is a localized substance which performs, in

the main, the service of feeding all animal and plant

life with oxygen and nitrogen, without which neither

could exist. Nitrogen is one of the chief necessities of

plant life and oxygen one of the mainstays of animal

life. Near the top of very high mountains the air

becomes very light, because it contains but little

nitrogen, which is the reason why plant life cannot

exist there. On the other hand, the "light" air found in

■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

high altitudes consists largely of oxygen, which is the

chief reason why tubercular patients are sent to high

altitudes.

Even this brief statement concerning molecules,

atoms, electrons, air, ether and the like, may be heavy

reading to the student, but, as will be seen shortly,

this introduction plays an essential part as the

foundation of this lesson.

Do not become discouraged if the description of

this foundation appears to have none of the thrilling

effects of a modern tale of fiction. You are seriously

engaged in finding out what are your available powers

and how to organize and apply these powers. To

complete this discovery successfully you must

combine determination, persistency and a well defined

DESIRE to gather and organize knowledge.

The late Dr. Alexander Graham Bell, inventor of

the long distance telephone and one of the accepted

authorities on the subject of vibration, is here

introduced in support of this author's theories

concerning the subject of vibration:

"Suppose you have the power to make an iron rod

vibrate with any desired frequency in a dark room. At

first, when vibrating slowly, its movement will be

indicated by only one sense, that of touch. As soon as

the vibrations increase, a low sound will emanate from

it and it will appeal to two senses.

"At about 32,000 vibrations to the second the

sound will be loud and shrill, but at 40,000 vibrations

it will be silent and the movements of the rod will not

■42-

be perceived by touch. Its movements will be

perceived by no ordinary human sense.

"From this point up to about 1,500,000 vibrations

per second, we have no sense that can appreciate any

effect of the intervening vibrations. After that stage is

reached, movement is indicated first by the sense of

temperature and then, when the rod becomes red hot,

by the sense of sight. At 3,000,000 it sheds violet

light. Above that it sheds ultra-violet rays and other

invisible radiations, some of which can be perceived

by instruments and employed by us.

"Now it has occurred to me that there must be a

great deal to be learned about the effect of those

vibrations in the great gap where the ordinary human

senses are unable to hear, see or feel the movement.

The power to send wireless messages by ether

vibrations lies in that gap, but the gap is so great that

it seems there must be much more. You must make

machines practically to supply new senses, as the

wireless instruments do.

"Can it be said, when you think of that great gap,

that there are not many forms of vibrations that may

give us results as wonderful as, or even more

wonderful than, the wireless waves? It seems to me

that in this gap lie the vibrations which we have

assumed to be given off by our brains and nerve cells

when we think. But then, again, they may be higher

up, in the scale beyond the vibrations that produce the

ultra-violet rays. [AUTHOR'S NOTE: The last

sentence suggests the theory held by this author.]

"Do we need a wire to carry these vibrations?

Will they not pass through the ether without a wire,

just as the wireless waves do? How will they be

■43-

perceived by the recipient? Will he hear a series of

signals or will he find that another man's thoughts

have entered into his brain?

"We may indulge in some speculations based on

what we know of the wireless waves, which, as I have

said, are all we can recognize of a vast series of

vibrations which theoretically must exist. If the

thought waves are similar to the wireless waves, they

must pass from the brain and flow endlessly around

the world and the universe. The body and the skull

and other solid obstacles would form no obstruction to

their passage, as they pass through the ether which

surrounds the molecules of every substance, no matter

how solid and dense.

"You ask if there would not be constant

interference and confusion if other people's thoughts

were flowing through our brains and setting up

thoughts in them that did not originate with ourselves?

"How do you know that other men's thoughts are

not interfering with yours now? I have noticed a good

many phenomena of mind disturbances that I have

never been able to explain. For instance, there is the

inspiration or the discouragement that a speaker feels

in addressing an audience. I have experienced this

many times in my life and have never been able to

define exactly the physical causes of it.

"Many recent scientific discoveries, in my

opinion, point to a day not far distant perhaps, when

men will read one another's thoughts, when thoughts

will be conveyed directly from brain to brain without

intervention of speech, writing or any of the present

known methods of communication.

"It is not unreasonable to look forward to a time

■44-

when we shall see without eyes, hear without ears and

talk without tongues.

"Briefly, the hypothesis that mind can

communicate directly with mind rests on the theory

that thought or vital force is a form of electrical

disturbance, that it can be taken up by induction and

transmitted to a distance either through a wire or

simply through the all-pervading ether, as in the case

of wireless telegraph waves.

"There are many analogies which suggest that

thought is of the nature of an electrical disturbance. A

nerve, which is of the same substance as the brain, is

an excellent conductor of the electric current. When

we first passed an electrical current through the

nerves of a dead man we were shocked and amazed to

see him sit up and move. The electrified nerves

produced contraction of the muscles very much as in

life.

"The nerves appear to act upon the muscles very

much as the electric current acts upon an

electromagnet. The current magnetizes a bar of iron

placed at right angles to it, and the nerves produce,

through the intangible current of vital force that flows

through them, contraction of the muscular fibers that

are arranged at right angles to them.

"It would be possible to cite many reasons why

thought and vital force may be regarded as of the same

nature as electricity. The electric current is held to be

a wave motion of the ether, the hypothetical substance

that fills all space and pervades all substances. We

believe that there must be ether because without it the

electric current could not pass through a vacuum, or

sunlight through space. It is reasonable to believe that

only a wave motion of a similar character can produce

■45-

the phenomena of thought and vital force. We may

assume that the brain cells act as a battery and that

the current produced flows along the nerves.

"But does it end there? Does it not pass out of the

body in waves which flow around the world

unperceived by our senses, just as the wireless waves

passed unperceived before Hertz and others discovered

their existence?"

EVERY MIND BOTH A BROADCASTING AND

A RECEIVING STATION: This author has proved,

times too numerous to enumerate, to his own

satisfaction at least, that every human brain is both a

broadcasting and a receiving station for vibrations of

thought frequency.

If this theory should turn out to be a fact, and

methods of reasonable control should be established,

imagine the part it would play in the gathering,

classifying and organizing of knowledge. The

possibility, much less the probability, of such a

reality, staggers the mind of man!

Thomas Paine was one of the great minds of the

American Revolutionary Period. To him more,

perhaps, than to any other one person, we owe both

the beginning and the happy ending of the Revolution,

for it was his keen mind that both helped in drawing

up the Declaration of Independence and in persuading

the signers of that document to translate it into terms

of reality.

In speaking of the source of his great storehouse

of knowledge, Paine thus described it:

"Any person, who has made observations on the

■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-

state of progress of the human mind, by observing his

own, cannot but have observed that there are two

distinct classes of what are called Thoughts: those

that we produce in ourselves by reflection and the act

of thinking, and those that bolt into the mind of their

own accord. I have always made it a rule to treat these

voluntary visitors with civility, taking care to

examine, as well as I was able, if they were worth

entertaining; and it is from them I have acquired

almost all the knowledge that I have. As to the

learning that any person gains from school education,

it serves only like a small capital, to put him in the

way of beginning learning for himself afterwards.

Every person of learning is finally his own teacher,

the reason for which is, that principles cannot be

impressed upon the memory; their place of mental

residence is the understanding, and they are never so

lasting as when they begin by conception."

In the foregoing words Paine, the great American

patriot and philosopher, described an experience

which at one time or another is the experience of

every person. Who is there so unfortunate as not to

have received positive evidence that thoughts and

even complete ideas will "pop" into the mind from

outside sources?

What means of conveyance is there for such

visitors except the ether? Ether fills the boundless

space of the universe. It is the medium of conveyance

for all known forms of vibration such as sound, light

and heat. Why should it not be, also, the medium of

conveyance of the vibration of Thought?

Every mind, or brain, is directly' connected with

every other brain by means of the ether. Every thought

•48-

released by any brain may be instantly picked up and

interpreted by all other brains that are "en rapport"

with the sending brain. This author is as sure of this

fact as he is that the chemical formula H 2 will

produce water. Imagine, if you can, what a part this

principle plays in every walk of life.

Nor is the probability of ether being a conveyor

of thought from mind to mind the most astounding of

its performances. It is the belief of this author that

every thought vibration released by any brain is

picked up by the ether and kept in motion in

circuitous wave lengths corresponding in length to the

intensity of the energy used in their release; that these

vibrations remain in motion forever; that they are one

of the two sources from which thoughts which "pop"

into one's mind emanate, the other source being direct

and, immediate contact through the ether with the

brain releasing the thought vibration.

Thus it will be seen that if this theory is a fact

the boundless space of the whole universe is now and

will continue to become literally a mental library

wherein may be found all the thoughts released by

mankind.

The author is here laying the foundation for one

of the most important hypotheses enumerated in the

lesson Self-confidence, a fact which the student

should keep in mind as he approaches that lesson.

This is a lesson on Organized Knowledge. Most

of the useful knowledge to which the human race has

become heir has been preserved and accurately

recorded in Nature's Bible. By turning back the pages

of this unalterable Bible man has read the story of; the

terrific struggle through and out of which the present

civilization has grown. The pages of this Bible are

■49-

made up of the physical elements of which this earth

and the other planets consist, and of the ether which

fills all space.

By turning back the pages written on stone and

covered near the surface of this earth on which he

lives, man has uncovered the bones, skeletons,

footprints and other unmistakable evidence of the

history of animal life on this earth, planted there for

his enlightenment and guidance by the hand of Mother

Nature throughout unbelievable periods of time. The

evidence is plain and unmistakable. The great stone

pages of Nature's Bible found on this earth and the

endless pages of that Bible represented by the ether

wherein all past human thought has been recorded,

constitute an authentic source of communication

between the Creator and man. This Bible was begun

before man had reached the thinking stage; indeed,

before man had reached the amoeba (one-cell animal)

stage of development.

This Bible is above and beyond the power of man

to alter. Moreover, it tells its story not in the ancient

dead languages or hieroglyphics of half savage races,

but in universal language which all who have eyes

may read. Nature's Bible, from which we have derived

all the knowledge that is worth knowing, is one that

no man may alter or in any manner tamper with.

The most marvelous discovery yet made by man is

that of the recently discovered radio principle, which

operates through the aid of ether, an important portion

of Nature's Bible. Imagine the ether picking up the

ordinary vibration of sound, and transforming that

vibration from audio-frequency into radio-frequency,

carrying it to a properly attuned receiving station and

■50-

there transforming it back into its original form of

audio-frequency, all in the flash of a second. It should

surprise no one that such a force could gather up the

vibration of thought and keep that vibration in motion

forever.

The established and known fact of instantaneous

transmission of sound, through the agency of the

ether, by means of the modern radio apparatus,

removes the theory of transmission of thought

vibration from mind to mind from the possible to the

probable.

THE MASTER MIND: We come, now, to the next

step in the description of the ways and means by

which one may gather, classify and organize useful

knowledge, through harmonious alliance of two or

more minds, out of which grows a Master Mind.

The term "Master Mind" is abstract, and has no

counterpart in the field of known facts, except to a

small number of people who have made a careful study

of the effect of one mind upon other minds.

This author has searched in vain through all the

textbooks and essays available on the subject of the

human mind, but nowhere has been found even the

slightest reference to the principle here described as

the "Master Mind." The term first came to the

attention of the author through an interview with

Andrew Carnegie, in the manner described in Lesson

Two.

CHEMISTRY OF THE MIND: It is this author's

belief that the mind is made up of the same universal

"fluid" energy as that which constitutes the ether

which fills the universe. It is a fact as well known to

the layman as to the man of scientific investigation,

■51

that some minds clash the moment they come in

contact with each other, while other minds show a

natural affinity for each other. Between the two

extremes of natural antagonism and natural affinity

growing out of the meeting or contacting of minds

there is a wide range of possibility for varying

reactions of mind upon mind.

Some minds are so naturally adapted to each other

that "love at first sight" is the inevitable outcome of

the contact. Who has not known of such an

experience? In other cases minds are so antagonistic

that violent mutual dislike shows itself at first

meeting. These results occur without a word being

spoken, and without the slightest signs of any of the

usual causes for love and hate acting as a stimulus.

It is quite probable that the "mind" is made up of

a fluid or substance or energy, call it what you will,

similar to (if not in fact the same substance as) the

ether. When two minds come close enough to each

other to form a contact, the mixing of the units of this

"mind stuff" (let us call it the electrons of the ether)

sets up a chemical reaction and starts vibrations which

affect the two individuals pleasantly or unpleasantly.

The effect of the meeting of two minds is obvious

to even the most casual observer. Every effect must

have a cause! What could be more reasonable than to

suspect that the cause of the change in mental attitude

between two minds which have just come in close

contact is none other than the disturbance of the

electrons or units of each mind in the process of

rearranging themselves in the new field created by the

contact?

■52-

TO BELIEVE IN

THE HEROIC

MAKES HEROES.

-Disraeli.

•53-

For the purpose of establishing this lesson upon a

sound foundation we have gone a long way toward

success by admitting that the meeting or coming in

close contact of two minds sets up in each of those

minds a certain noticeable "effect" or state of mind

quite different from the one existing immediately

prior to the contact. While it is desirable it is not

essential to know what is the "cause" of this reaction

of mind upon mind. That the reaction takes place, in

every instance, is a known fact which gives us a

starting point from which we may show what is meant

by the term "Master Mind."

A Master Mind may be created through the

bringing together or blending, in a spirit of perfect

harmony, of two or more minds. Out of this

harmonious blending the chemistry of the mind creates

a third mind which may be appropriated and used by

one or all of the individual minds. This Master Mind

will remain available as long as the friendly,

harmonious alliance between the individual minds

exists. It will disintegrate and all evidence of its

former existence will disappear the moment the

friendly alliance is broken.

This principle of mind chemistry is the basis and

cause for practically all the so-called "soul-mate" and

"eternal triangle" cases, so many of which

unfortunately find their way into the divorce courts

and meet with popular ridicule from ignorant and

uneducated people who manufacture vulgarity and

scandal out of one of the greatest of Nature's laws.

The entire civilized world knows that the first

two or three years of association after marriage are

often marked by much disagreement, of a more or less

■54-

petty nature. These are the years of "adjustment." If

the marriage survives them it is more than apt to

become a permanent alliance. These facts no

experienced married person will deny. Again we see

the "effect" without understanding the "cause."

While there are other contributing causes, yet, in

the main, lack of harmony during these early years of

marriage is due to the slowness of the chemistry of the

minds in blending harmoniously. Stated differently,

the electrons or units of the energy called the mind

are often neither extremely friendly nor antagonistic

upon first contact; but, through constant association

they gradually adapt themselves in harmony, except in

rare cases where association has the opposite effect of

leading, eventually, to open hostility between these

units.

It is a well known fact that after a man and a

woman have lived together for ten to fifteen years

they become practically indispensable to each other,

even though there may not be the slightest evidence of

the state of mind called love. Moreover, this

association and relationship sexually not only

develops a natural, affinity between the two minds,

but it actually causes the two people to take on a

similar facial expression' and to resemble each other

closely in many other marked ways. Any competent

analyst of human nature can easily go into a crowd of

strange people' and pick out the wife after having

been introduced to her husband. The expression of the

eyes, the contour of the faces and the tone of the

voices of people who have long been associated in

marriage, become similar to a marked degree.

So marked is the effect of the chemistry of the

human mind that any experienced public speaker may

■55-

quickly interpret the manner in which his statements

are accepted by his audience. Antagonism in the mind

of but one person in an audience of one thousand may

be readily detected by the speaker who has learned

how to "feel" and register the effects of antagonism.

Moreover, the public speaker can make these

interpretations without observing or in any manner

being influenced by the expression on the faces of

those in his audience. On account of this fact an

audience may cause a speaker to rise to great heights

of oratory, or heckle him into failure, without making

a sound or denoting a single expression of satisfaction

or dissatisfaction through the features of the face.

All "Master Salesmen" know the moment the

"psychological time for closing" has arrived; not by

what the prospective buyer says, but from the effect of

the chemistry of his mind as interpreted or "felt" by

the salesman. Words often belie the intentions of

those speaking them but a correct interpretation of the

chemistry of the mind leaves no loophole for such a

possibility. Every able salesman knows that the

majority of buyers have the habit of affecting a

negative attitude almost to the very climax of a sale.

Every able lawyer has developed a sixth sense

whereby he is enabled to "feel" his way through the

most artfully selected words of the clever witness who

is lying, and correctly interpret that which is in the

witness's mind, through the chemistry of the mind.

Many lawyers have developed this ability without

knowing the real source of it; they possess the

technique without the scientific understanding upon

which it is based. Many salesmen have done the same

thing.

■56-

One who is gifted in the art of correctly the

chemistry of the minds of others may, figuratively

speaking, walk in at the front door of the mansion of a

given mind and leisurely explore the entire building,

noting all its details, walking out again with a

complete picture of the interior of the building,

without the owner of the building so much as knowing

that he has entertained a visitor. It will be observed,

in the lesson Accurate Thinking, that this principle

may be put to a very practical use (having reference to

the principle of the chemistry of the mind). The

principle is referred to merely as an approach to the

major principles of this lesson.

Enough has already been stated to introduce the

principle of mind chemistry, and to prove, with the aid

of the student's own every-day experiences and casual

observations that the moment two minds come within

close range of each other a noticeable mental change

takes place in both, sometimes registering in the

nature of antagonism and at other times registering in

the nature of friendliness. Every mind has what might

be termed an electric field. The nature of this field

varies, depending upon the "mood" of the individual

mind back of it, and upon the nature of the chemistry

of the mind creating the "field."

It is believed by this author that the normal or

natural condition of the chemistry of any individual

mind is the result of his physical heredity plus the

nature of thoughts which have dominated that mind;

that every mind is continuously changing to the extent

that the individual's philosophy and general habits of

thought change the chemistry of his or her mind.

These principles the author BELIEVES to be true.

That any individual may voluntarily change the

■57-

chemistry of his or her mind so that it will either

attract or repel all with whom it comes in contact is a

KNOWN FACT! Stated in another manner, any person

may assume a mental attitude which will attract and

please others or repel and antagonize them, and this

without the aid of words or facial expression or other

form of bodily movement or demeanor.

Go back, now, to the definition of a "Master

Mind" - a mind which grows out of the blending and

coordination of two or more minds, IN A SPIRIT OF

PERFECT HARMONY, and you will catch the full

significance of the word "harmony" as it is here used.

Two minds will not blend nor can they be co-ordinated

unless the element of perfect harmony is present,

wherein lies the secret of success or failure of

practically all business and social partnerships.

Every sales manager and every military

commander and every leader in any other walk of life

understands the necessity of an "esprit de corps"-a

spirit of common understanding and co-operation - in

the attainment of success. This mass spirit of harmony

of purpose is obtained through discipline, voluntary or

forced, of such a nature that the individual minds

become blended into a "Master Mind," by which is

meant that the chemistry of the individual minds is

modified in such a manner that these minds blend and

function as one.

The methods through which this blending process

takes place are as numerous as the individuals

engaged in the various forms of leadership. Every

leader has his or her own method of co-ordinating the

minds of the followers. One will use force. Another

■58-

IF YOU DO NOT

BELIEVE IN CO-

OPERATION, LOOK

WHAT HAPPENS TO

A WAGON THAT

LOSES A WHEEL.

■59-

uses persuasion. One will play upon the fear of

penalties while another plays upon rewards, in order

to reduce the individual minds of a given group of

people to where they may be blended into a mass

mind. The student will not have to search deeply into

history of statesmanship, politics, business or finance,

to discover the technique employed by the leaders in

these fields in the process of blending the minds of

individuals into a mass mind.

The really great leaders of the world, however,

have been provided by Nature with a combination of

mind chemistry favorable as a nucleus of attraction

for other minds. Napoleon was a notable example of a

man possessing the magnetic type of mind which had a

very decided tendency to attract all minds with which

it came in contact. Soldiers followed Napoleon to

certain death without flinching, because of the

impelling or attracting nature of his personality, and

that personality was nothing more nor less than the

chemistry of his mind.

No group of minds can be blended into a Master

Mind if one of the individuals of that group possesses

one of these extremely negative, repellent minds. The

negative and positive minds will not blend in the

sense here described as a Master Mind. Lack of

knowledge of this fact has brought many an otherwise

able leader to defeat.

Any able leader who understands this principle of

mind chemistry may temporarily blend the minds of

practically any group of people, so that it will

represent a mass mind, but the composition will

disintegrate almost the very moment the leader's

presence is removed from the group. The most

■60-

successful life-insurance sales organizations and other

sales forces meet once a week, or more often, for the

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 generally is, true that the leaders

of these groups do not understand what actually takes

place in these meetings, which are usually called "pep

meetings." The routine of such meetings is usually

given over to talks by the leader and other members of

the group, and occasionally from someone outside of

the group, meanwhile the minds of the individuals are

contacting and recharging one another.

The brain of a human being may be compared to

an electric battery in that it will become exhausted or

run down, causing the owner of it to feel despondent,

discouraged and lacking in "pep." Who is so fortunate

as never to have had such a feeling? The human brain,

when in this depleted condition, must be recharged,

and the manner in which this is done is through

contact with a more vital mind or minds. The great

leaders understand the necessity of this "recharging"

process, and, moreover, they understand how to

accomplish this result. THIS KNOWLEDGE IS THE

MAIN FEATURE WHICH DISTINGUISHES A

LEADER FROM A FOLLOWER!

Fortunate is the person who understands this

principle sufficiently well to keep his or her brain

vitalized or "recharged" by periodically contacting it

with a more vital mind. Sexual contact is one of the

•61

most effective of the stimuli through which a mind

may be recharged, providing the contact is

intelligently made, between man and woman who have

genuine affection for each other. Any other sort of

sexual relationship is a devitalizer of the mind. Any

competent practitioner of Psycho-therapeutics can

"recharge" a brain within a few minutes.

Before passing away from the brief reference

made to sexual contact as a means of revitalizing a

depleted mind it seems appropriate to call attention to

the fact that all of the great leaders, in whatever walks

of life they have arisen, have been and are people of

highly sexed natures. (The word "sex" is not an

indecent word. You'll find it in all the dictionaries.)

There is a growing tendency upon the part of the

best informed physicians and other health

practitioners, to accept the theory that all diseases

begin when the brain of the individual is in a depleted

or devitalized state. Stated in another way, it is a

known fact that a person who has a perfectly vitalized

brain is practically, if not entirely, immune from all

manner of disease.

Every intelligent health practitioner, of whatever

school or type, knows that "Nature" or the mind cures

disease in every instance where a cure is effected.

Medicines, faith, laying on of hands, chiropractic,

osteopathy and all other forms of outside stimulant are

nothing more than artificial aids to NATURE, or, to

state it correctly, mere methods of setting the

chemistry of the mind into motion to the end that it

readjusts the cells and tissues of the body, revitalizes

the brain and otherwise causes the human machine to

function normally.

■62-

The most orthodox practitioner will admit the

truth, of this statement.

What, then, may be the possibilities of the future

developments in the field of mind chemistry?

Through the principle of harmonious blending of

minds perfect health may be enjoyed. Through the aid

of this same principle sufficient power may be

developed to solve the problem of economic pressure

which constantly presses upon every individual.

We may judge the future possibilities of mind

chemistry by taking inventory of its past

achievements, keeping in mind the fact that these

achievements have been largely the result of

accidental discovery and of chance groupings of

minds. We are approaching the time when the

professorate of the universities will teach mind

chemistry the same as other subjects are now taught.

Meanwhile, study and experimentation in connection

with this subject open vistas of possibility for the

individual student.

MIND CHEMISTRY AND ECONOMIC, POWER:

That mind chemistry may be appropriately applied to

the workaday affairs of the economic and, commercial

world is a demonstrable fact.

Through the blending of two or more minds, in a

spirit of PERFECT HARMONY, the principle of mind

chemistry may be made to develop sufficient power to

enable the individuals whose minds have been thus

blended to perform seemingly superhuman feats.

Power is the force with which man achieves success in

any undertaking. Power, in unlimited quantities, may,

be enjoyed by any group of men, or men and women,

■63-

who possess the wisdom with which to submerge their

own personalities and their own immediate individual

interests, through the blending of their minds in a

spirit of perfect harmony.

Observe, profitably, the frequency with which the

word "harmony" appears throughout this Introduction!

There can be no development of a "Master Mind"

where this element of PERFECT HARMONY does not

exist. The individual units of the mind will not blend

with the individual units of another mind UNTIL THE

TWO MINDS HAVE BEEN AROUSED AND

WARMED, AS IT WERE, WITH A SPIRIT OF

PERFECT HARMONY OF PURPOSE. The moment

two minds begin to take divergent roads of interest the

individual units of each mind separate, and the third

element, known as a "MASTER MIND," which grew

out of the friendly or harmonious alliance, will

disintegrate.

We come, now, to the study of some well known

men who have accumulated great power (also great

fortunes) through the application of mind chemistry.

Let us begin our study with three men who are

known to be men of great achievement in their

respective fields of economic, business and

professional endeavor.

Their names are Henry Ford, Thomas A. Edison

and Harvey S. Firestone.

Of the three Henry Ford is, by far, the most

POWERFUL, having reference to economic and

financial power. Mr. Ford is the most powerful man

now living on earth. Many who have studied Mr. Ford

believe him to be the 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-

lived. As far as is known Mr. Ford is the only man

now living, or who ever lived, with sufficient power

to outwit the money trust of the United States. Mr.

Ford gathers millions of dollars with as great ease as a

child fills its bucket with sand when playing on the

beach. It has been said, by those who were in position

to know, that Mr. Ford, if he needed it, could send out

the call for money and gather in a billion dollars (a

thousand million dollars) and have it available for use

within one week. No one who knows of Ford's

achievements doubts this. Those who know him well

know that he could do it with no more effort than the

average man expends in raising the money with which

to pay a month's house rent. He could get this money,

if he needed it, through the intelligent application of

the principles on which this course is based.

While Mr. Ford's new automobile was in the

process of perfection, in 1927, it is said that he

received advance orders, with cash payments, for more

than 375,000 cars. At an estimated price of $600.00

per car this would amount to $225,000,000.00 which

he received before a single car was delivered. Such is

the power of confidence in Ford's ability.

Mr. Edison, as everyone knows, is a philosopher,

scientist and inventor. He is, perhaps, the keenest

Bible student on earth; a student of Nature's Bible,

however, and not of the myriads of man-made Bibles.

Mr. Edison has such a keen insight into Mother

Nature's Bible that he has harnessed and combined,

for the good of mankind, more of Nature's laws than

any other person now living or who ever lived. It was

he who brought together the point of a needle and a

piece of revolving wax, in such a way that the

■66-

vibration of the human voice may be recorded and

reproduced through the modern talking machine.

(And it may be Edison who will eventually enable

man to pick up and correctly interpret the vibrations

of thought which are now recorded in the boundless

universe of ether, just as he has enabled man to record

and reproduce the spoken word.)

It was Edison who first harnessed the lightning

and made it serve as a light for man's use, through the

aid of the incandescent electric light bulb.

It was Edison who gave the world the modern

moving picture.

These are but a few of his outstanding

achievements. These modern "miracles" which he has

performed (not by trickery, under the sham pretense of

superhuman power, but in the very midst of the bright

light of science) transcend all of the so-called

"miracles" described in the man-made books of

fiction.

Mr. Firestone is the moving spirit in the great

Firestone Tire industry, in Akron, Ohio. His industrial

achievements are so well known wherever automobiles

are used that no special comment on them seems

necessary.

All three of these men began their careers,

business and professional, without capital and with

but little - schooling of that type usually referred to as

"education."

All three men are now well educated. All three

are wealthy. All three are powerful. Now let us

inquire into the source of their wealth and power.

Thus far we have been dealing only with effect; the

true philosopher wishes to understand the cause of a

given effect.

■67-

It is a matter of general knowledge that Mr. Ford,

Mr. Edison and Mr. Firestone are close personal

friends, and have been so for many years; that in

former years they were in the habit of going away to

the woods once a year for a period of rest, meditation

and recuperation.

But it is not generally known-it is a grave doubt

if these three men themselves know it-that there exists

between the three men a bond of harmony which has

caused their minds to become blended into a "Master

Mind" which is the real source of the power of each.

This mass mind, growing out of the co-ordination of

the individual minds of Ford, Edison and Firestone,

has enabled these men to "tune in" on forces (and

sources of knowledge) with which most men are to no

extent familiar.

If the student doubts either the principle or the

effects here described, let him remember that more

than half the theory here set forth is a known fact. For

example, it is known that these three men have great

power. It is known that they are wealthy. It is known

that they began without capital and with but little

schooling. It is known that they form periodic mind

contacts. It is known that they are harmonious and

friendly. It is known that their achievements are so

outstanding as to make it impossible to compare these

achievements with those of other men in their

respective fields of activity.

All these "effects" are known to practically every

school-boy in the civilized world, therefore there can

be no dispute as far as effects are concerned.

Of one fact connected with the cause of the

achievements of Edison, Ford and Firestone we may

■68-

be sure, namely, that these achievements were in no

way based upon trickery, deceit, the "supernatural" or

so-called "revelations" or any other form of unnatural

law. These men do not possess a stock of legerdemain.

They work with natural laws; laws which, for the most

part, are well known to all economists and leaders in

the field of science, with the possible exception of the

law upon which chemistry of the mind is based. As yet

chemistry of the mind is not sufficiently developed to

be classed, by scientific men, in their catalogue of

known laws.

A "Master Mind" may be created by any group of

people who will co-ordinate their minds, in a spirit of

perfect harmony. The group may consist of any

number from two upward. Best results appear

available from the blending of six or seven minds.

It has been suggested that Jesus Christ discovered

how to make use of the principle of mind chemistry,

and that His seemingly miraculous performances grew

out of the power He developed through the blending of

the minds of His twelve disciples. It has been pointed

out that when one of the disciples (Judas Iscariot)

broke faith the "Master Mind" immediately

disintegrated and Jesus met with the supreme

catastrophe of His life.

When two or more people harmonize their minds

and produce the effect known as a "Master Mind,"

each person in the group becomes vested with the

power to contact with and gather knowledge through

the "subconscious" minds of all the other members of

the group. This power becomes immediately

noticeable, having the effect of stimulating the mind

to a higher rate of vibration, and otherwise evidencing

■69-

itself in the form of a more vivid imagination and the

consciousness of what appears to be a sixth sense. It

is through this sixth sense that new ideas will "flash"

into the mind. These ideas take on the nature and form

of the subject dominating the mind of the individual.

If the entire group has met for the purpose of

discussing a given subject, ideas concerning that

subject will come pouring into the minds of all

present, as if an outside influence were dictating

them. The minds of those participating in the "Master

Mind" become as magnets, attracting ideas and

thought stimuli of the most highly organized and

practical nature, from no one knows where!

The process of mind-blending here described as a

"Master Mind" may be likened to the act of one who

connects many electric batteries to a single

transmission wire, thereby "stepping up" the power

flowing over that line. Each battery added increases

the power passing over that line by the amount of

energy the battery carries. Just so in the case of

blending individual minds into a "Master Mind." Each

mind, through the principle of mind chemistry,

stimulates all the other minds in the group, until the

mind energy thus becomes so great that it penetrates

to and connects with the universal energy known as

ether, which, in turn, touches every atom of the entire

universe.

The modern radio apparatus substantiates, to a

considerable extent, the theory here expounded.

Powerful sending or broadcasting stations must be

erected through which the vibration of sound is

"stepped up" before it can be picked up by the much

higher vibrating energy of the ether and carried in all

directions. A "Master Mind" 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

individual minds, so blended that they produce a

strong vibrating energy, constitutes almost an exact

counterpart of the radio broadcasting station.

Every public speaker has felt the influence of

mind chemistry, for it is a well known fact that as

soon as the individual minds of an audience become

"en rapport" (attuned to the rate of vibration of the

mind of the speaker) with the speaker, there is a

noticeable increase of enthusiasm in the speaker's

mind, and he often rises to heights of oratory which

surprise all, including himself.

The first five to ten minutes of the average

speech are devoted to what is known as "warming up."

By this is meant the process through which the minds

of the speaker and his audience are becoming blended

in a spirit of PERFECT HARMONY.

Every speaker knows what happens when this

state of "perfect harmony" fails to materialize upon

part of his audience.

The seemingly supernatural phenomena occurring

in spiritualistic meetings are the result of the reaction,

upon one another, of the minds in the group. These

phenomena seldom begin to manifest themselves under

ten to twenty minutes after the group is formed, for

the reason that this is about the time required for the

minds -in the group to become harmonized or blended.

The "messages" received by members of a

spiritualistic group probably come from one of two

sources, or from both, namely:

First: From the vast storehouse of the

subconscious mind of some member of the group; or

Second: From the universal storehouse of the

■72-

ether, in which, it is more than probable, all thought

vibration is preserved.

Neither any known natural law nor human reason

supports the theory of communication with individuals

who have died.

It is a known fact that any individual may explore

the store of knowledge in another's mind, through this

principle of mind chemistry, and it seems reasonable

to suppose that this power may be extended to include

contact with whatever vibrations are available in the

ether, if there are any.

The theory that all the higher and more refined

vibrations, such as those growing out of thought, are

preserved in the ether grows out of the known fact

that neither matter nor energy (the two known

elements of the universe) may be either created or

destroyed. It is reasonable to suppose that all

vibrations which have been "stepped up" sufficiently

to be picked up and absorbed in the ether, will go on

forever. The lower vibrations, which do not blend with

or otherwise contact the ether, probably live a natural

life and die out.

All the so-called geniuses probably gained their

reputations because, by mere chance or otherwise,

they formed alliances with other minds which enabled

them to "step up" their own mind vibrations to where

they were enabled to contact the vast Temple of

Knowledge recorded and filed in the ether of the

universe. All of the great geniuses, as far as this

author has been enabled to gather the facts, were

highly sexed people. The fact that sexual contact is

the greatest known mind stimulant lends color to the

theory herein described.

■73-

Inquiring further into the source of economic

power, as manifested by the achievements of men in

the field of business, let us study the case of the

Chicago group known as the "Big Six," consisting of

Wm. Wrigley, Jr., who owns the chewing gum

business bearing his name, and whose individual

income is said to be more than Fifteen Million Dollars

a year; John R. Thompson, who operates the chain of

lunch rooms bearing his name; Mr. Lasker, who owns

the Lord & Thomas Advertising Agency; Mr.

McCullough, who owns the Parmalee Express

Company, the largest transfer business in America;

and Mr. Ritchie and Mr. Hertz, who own the Yellow

Taxicab business.

A reliable financial reporting company has

estimated the yearly income of these six men at

upwards of Twenty-five Million Dollars

($25,000,000.00), or an average of more than Four

Million Dollars a year per man.

Analysis of the entire group of six men discloses

the fact that not one of them had any special

educational advantages; that all began without capital

or extensive credit; that their financial achievement

has been due to their own individual plans, and not to

any fortunate turn of the wheel of chance.

Many years ago these six men formed a friendly

alliance, meeting at stated periods for the purpose of

assisting one another with ideas and suggestions in

their various and sundry lines of business endeavor.

With the exception of Hertz and Ritchie none of

the six men were in any manner associated in a legal

Partnership. These meetings were strictly for the

purpose of co-operating on the give and take basis of

assisting one another with ideas and suggestions, and

■74-

occasionally by endorsing notes and other securities to

assist some member of the group who had met with an

emergency making such help necessary.

It is said that each of the individuals belonging to

this Big Six group is a millionaire many times over.

As a rule there is nothing worthy of special comment

on behalf of a man who does nothing more than

accumulate a few million dollars. However, there is

something connected with the financial success of this

particular group of men that is well worth comment,

study, analysis and even emulation, and that

"something" is the fact that they have learned how to

coordinate their individual minds by blending them in

a spirit of perfect harmony, thereby creating a "Master

Mind" that unlocks, to each individual of the group,

doors which are closed to most of the human race.

The United States Steel Corporation is one of the

strongest and most powerful industrial organizations

in the world. The Idea out of which this great

industrial giant grew was born in the mind of Elbert

H. Gary, a more or less commonplace small-town

lawyer who was born and reared in a small Illinois

town near Chicago.

Mr. Gary surrounded himself with a group of men

whose minds he successfully blended in a spirit of

perfect harmony, thereby creating the "Master Mind"

which is the moving spirit of the great United States

Steel Corporation.

Search where you will, wherever you find an

outstanding success in business, finance, industry or

in any of the professions, you may be sure that back

of the success is some individual who has applied the

principle of mind chemistry, out of which a "Master

75-

Mind" has been created. These outstanding successes

often appear to be the handiwork of but one person,

but search closely and the other individuals whose

minds have been co-ordinated with his own may be

found. Remember that two or more persons may

operate the principle of mind chemistry so as to create

a "Master Mind."

POWER (man-power) is ORGANIZED

KNOWLEDGE, EXPRESSED THROUGH

INTELLIGENT EFFORTS!

No effort can be said to be ORGANIZED unless

the individuals engaged in the effort co-ordinate their

knowledge and energy in a spirit of perfect harmony.

Lack of such harmonious co-ordination of effort is the

main cause of practically every business failure.

An interesting experiment was conducted by this

author, in collaboration with the students of a well

known college. Each student was requested to write an

essay on "How and Why Henry Ford Became

Wealthy."

Each student was required to describe, as a part

of his or her essay, what was believed to be the nature

of Ford's real assets, of what these assets consisted in

detail.

The majority of the students gathered financial

statements and inventories of the Ford assets and used

these as the basis of their estimates of Ford's wealth.

Included in these "sources of Ford's wealth" were

such as cash in banks, raw and finished materials in

stock, real estate and buildings, good-will, estimated

at from ten to twenty-five per cent of the value of the

material assets.

■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 student out of the entire group of several

hundred answered as follows:

"Henry Ford's assets consist, in the main, of two

items, viz.: (1) Working capital and raw and finished

materials; (2) The knowledge, gained from experience,

of Henry Ford, himself, and the co-operation of a well

trained organization which understands how to apply

this knowledge to best advantage from the Ford

viewpoint. It is impossible to estimate, with anything

approximating correctness, the actual dollars and

cents value of either of these two groups of assets, but

it is my opinion that their relative values are:

"The organized knowledge of the Ford

Organization 75%

The value of cash and physical assets of every

nature, including raw and finished materials ...25%"

This author is of the opinion that this statement

was not compiled by the young man whose name was

signed to it, without the assistance of some very

analytical and experienced mind or minds.

Unquestionably the biggest asset that Henry Ford

has is his own brain. Next to this would come the

brains of his immediate circle of associates, for it has

been through co-ordination of these that the physical

assets which he controls were accumulated.

Destroy every plant the Ford Motor Company

owns: every piece of machinery; every atom of raw or

finished material, every finished automobile, and

every dollar on deposit in any bank, and Ford would

still be the most powerful man, economically, on

earth. The brains which have built the Ford business

could duplicate it again in short order. Capital is

■78-

always available, in unlimited quantities, to such

brains as Ford's.

Ford is the most powerful man on earth

(economically) because he has the keenest and most

practical conception of the principle of ORGANIZED

KNOWLEDGE of any man on earth, as far as this

author has the means of knowing.

Despite Ford's great power and financial success,

it may be that he has blundered often in the

application of the principles through which he

accumulated this power. There is but little doubt that

Ford's methods of mind co-ordination have often been

crude; they must needs have been in the earlier days

of this experience, before he gained the wisdom of

application that would naturally go with maturity of

years.

Neither can there be much doubt that Ford's

application of the principle of mind chemistry was, at

least at the start, the result of a chance alliance with

other minds, particularly the mind of Edison. It is

more than probable that Mr. Ford's remarkable insight

into the laws of nature was first begun as the result of

his friendly alliance with his own wife long before he

ever met either Mr. Edison or Mr. Firestone. Many a

man who never knows the real source of his success is

made by his wife, through application of the "Master

Mind" principle. Mrs. Ford is a most remarkably

intelligent woman, and this author has reason to

believe that it was her mind, blended with Mr. Ford's,

which gave him his first real start toward power.

It may be mentioned, without in any way

depriving Ford of any honor or glory, that in his

earlier days of experience he had to combat the

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powerful enemies of illiteracy and ignorance to a

greater extent than did either Edison or Firestone,

both of whom were gifted by natural heredity with a

most fortunate aptitude for acquiring and applying

knowledge. Ford had to hew this talent out of the

rough, raw timbers of his hereditary estate.

Within an inconceivably short period of time Ford

has mastered three of the most stubborn enemies of

mankind and transformed them into assets constituting

the very foundation of his success.

These enemies are: Ignorance, illiteracy and

poverty!

Any man who can stay the hand of these three

savage forces, much less harness and use them to good

account, is well worth close study by the less

fortunate individuals.

This is an age of INDUSTRIAL POWER in which

we are living!

The source of all this POWER is ORGANIZED

EFFORT. Not only has the management of industrial

enterprises efficiently organized individual workers,

but, in many instances, mergers of industry have been

effected in such a manner and to the end that these

combinations (as in the case of the United States Steel

Corporation, for example) have accumulated

practically unlimited power.

One may hardly glance at the news of a day's

events without seeing a report of some business,

industrial or financial merger, bringing under one

management enormous resources and thus creating

great power.

One day it is a group of banks; another day it is a

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chain of railroads; the next day it is a combination of

steel plants, all merging for the purpose of developing

power through highly organized and co-ordinated

effort.

Knowledge, general in nature and unorganized, is

not POWER; it is only potential power-the material

out of which real power may be developed. Any

modern library contains an unorganized record of all

the knowledge of value to which the present stage of

civilization is heir, but this knowledge is not power

because it is not organized.

Every form of energy and every species of animal

or plant life, to survive, must be organized. The

oversized animals whose bones have filled Nature's

bone-yard through extinction have left mute but

certain evidence that non-organization means

annihilation.

From the electron-the smallest particle of matter -

to the largest star in the universe: these and every

material thing in between these two extremes offer

proof positive that one of Nature's first laws is that of

ORGANIZATION. Fortunate is the individual who

recognizes the importance of this law and makes it his

business to familiarize himself with the various ways

in which the law may be applied to advantage.

The astute business man has not only recognized

the importance of the law of organized effort, but he

has made this law the warp and the woof of his

POWER.

Without any knowledge, whatsoever, of the

principle of mind chemistry, or that such a principle

exists, many men have accumulated great power by

merely organizing the knowledge they possessed.

•81

The majority of all who have discovered the

principle of mind chemistry and developed that

principle into a "MASTER MIND" have stumbled upon

this knowledge by the merest of accident; often failing

to recognize the real nature of their discovery or to

understand the source of their power.

This author is of the opinion that all living

persons who at the present time are consciously

making use of the principle of mind chemistry in

developing power through the blending of minds, may

be counted on the fingers of the two hands, with,

perhaps, several fingers left to spare.

If this estimate is even approximately true the

student will readily see that there is but slight danger

of the field of mind chemistry practice becoming

overcrowded.

It is a well known fact that one of the most

difficult tasks that any business man must perform is

that of inducing those who are associated with him to

coordinate their efforts in a spirit of harmony. To

induce continuous co-operation between a group of

workers, in any undertaking, is next to impossible.

Only the most efficient leaders can accomplish this

highly desired object, but once in a great while such a

leader will rise above the horizon in the field of

industry, business or finance, and then the world hears

of a Henry Ford, Thomas A. Edison, John D.

Rockefeller, Sr., E. H. Harriman or James J. Hill.

Power and success are practically synonomous

terms!

One grows out of the other; therefore, any person

who has the knowledge and the ability to develop

power, through the principle of harmonious

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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-ordination of effort between individual minds, or

in any other manner, may be successful in any

reasonable undertaking that is possible of successful

termination.

It must not be assumed that a "Master Mind" will

immediately spring, mushroom fashion, out of every

group of minds which make pretense of co-ordination

in a spirit of HARMONY!

Harmony, in the real sense of meaning of the

word, is as rare among groups of people as is genuine

Christianity among those who proclaim themselves

Christians.

Harmony is the nucleus around which the state of

mind known as "Master Mind" must be developed.

Without this element of harmony there can be no

"Master Mind," a truth which cannot be repeated too

often.

Woodrow Wilson had in mind the development of

a "Master Mind," to be composed of groups of minds

representing the civilized nations of the world, in his

proposal for establishing the League of Nations.

Wilson's conception was the most far-reaching

humanitarian idea ever created in the mind of man,

because it dealt with a principle which embraces

sufficient power to establish a real Brotherhood of

Man on earth. The League of Nations, or some similar

blending of international minds, in a spirit of

harmony, is sure to become a reality.

The time when such unity of minds will take

place will be measured largely by the time required

for the great universities and NON-SECTARIAN

institutions of learning to supplant ignorance and

•84-

superstition with understanding and wisdom. This time

is rapidly approaching.

THE PSYCHOLOGY OF THE REVIVAL

MEETING: The old religious orgy known as the

"revival" offers a favorable opportunity to study the

principle of mind chemistry known as "Master Mind."

It will be observed that music plays no small part

in bringing about the harmony essential to the

blending of a group of minds in a revival meeting.

Without music the revival meeting would be a tame

affair.

During revival services the leader of the meeting

has no difficulty in creating harmony in the minds of

his devotees, but it is a well known fact that this state

of harmony lasts no longer than the presence of the

leader, after which the "Master Mind" he has

temporarily created disintegrates.

By arousing the emotional nature of his followers

the revivalist has no difficulty, under the proper stage

setting and with the embellishment of the right sort of

music, in creating a "Master Mind" which becomes

noticeable to all who come in contact with it. The very

air becomes charged with a positive, pleasing

influence which changes the entire chemistry of all

minds present.

The revivalist calls this energy "the Spirit of the

Lord."

This author, through experiments conducted with

a group of scientific investigators and laymen (who

were unaware of the nature of the experiment), has

created the same state of mind and the same positive

atmosphere without calling it the Spirit of the Lord.

On many occasions this author has witnessed the

■85-

creation of the same positive atmosphere in a group of

men and women engaged in the business of

salesmanship, without calling it the Spirit of the Lord.

The author helped conduct a school of

salesmanship for Harrison Parker, founder of the Co-

operative Society, of Chicago, and, by the use of the

same principle of mind chemistry which the revivalist

calls the Spirit of the Lord, so transformed the nature

of a group of 3,000 men and women (all of whom were

without former sales experience) that they sold more

than $10,000,000.00 worth of securities in less than

nine months, and earned more than $1,000,000 for

themselves.

It was found that the average person who joined

this school would reach the zenith of his or her selling

power within one week, after which it was necessary

to revitalize the individual's brain through a group

sales meeting. These sales meetings were conducted

on very much the same order as are the modern revival

meetings of the religionist, with much the same stage

equipment, including music and "high-powered"

speakers who exhorted the salespeople in very much

the same manner as does the modern religious

revivalist.

Call it religion, psychology, mind chemistry or

anything you please (they are all based upon the same

principle), but there is nothing more certain than the

fact that wherever a group of minds are brought into

contact, in a spirit of PERFECT HARMONY, each

mind in the group becomes immediately supplemented

and re-enforced by a noticeable energy called a

"Master Mind."

For all this writer professes to know this

uncharted energy may be the Spirit of the Lord, but it

operates just as favorably when called by any other

name.

The human brain and nervous system constitute a

piece of intricate machinery which but few, if any,

understand. When controlled and properly directed

this piece of machinery can be made to perform

wonders of achievement and if not controlled it will

perform wonders fantastic and phantom-like in nature,

as may be seen by examining the inmates of any

insane asylum.

The human brain has direct connection with a

continuous influx of energy from which man derives

his power to think. The brain receives this energy,

mixes it with the energy created by the food taken into

the body, and distributes it to every portion of the

body, through the aid of the blood and the nervous

system. It thus becomes what we call life.

From what source this outside energy comes no

one seems to know; all we know about it is that we

must have it or die. It seems reasonable to suppose

that this energy is none other than that which we call

ether, and that it flows into the body along with the

oxygen from the air, as we breathe.

Every normal human body possesses a first-class

chemical laboratory and a stock of chemicals

sufficient to carry on the business of breaking up,

assimilating and properly mixing and compounding

the food we take into the body, preparatory to

distributing it to wherever it is needed as a body

builder.

Ample tests have been made, both with man and

beast, to prove that the energy known as the mind

plays an important part in this chemical operation of

compounding and transforming food into the required

substances to build and keep the body in repair.

■87-

It is known that worry, excitement or fear will

interfere with the digestive process, and in extreme

cases stop this process altogether, resulting in illness

or death. It is obvious, then, that the mind enters into

the chemistry of food digestion and distribution.

It is believed by many eminent authorities,

although it may never have been scientifically proved,

that the energy known as mind or thought may become

contaminated with negative or "unsociable" units to

such an extent that the whole nervous system is

thrown out of working order, digestion is interfered

with and various and sundry forms of disease will

manifest themselves. Financial difficulties and

unrequited love affairs head the list of causes of such

mind disturbances.

A negative environment such as that existing

where some member of the family is constantly

"nagging," will interfere with the chemistry of the

mind to such an extent that the individual will lose

ambition and gradually sink into oblivion. It is

because of this fact that the old saying that a man's

wife may either "make" or "break" him is literally

true. In a subsequent lesson a whole chapter on this

subject is addressed to the wives of men.

Any high-school student knows that certain food

combinations will, if taken into the stomach, result in

indigestion, violent pain and even death. Good health

depends, in part at least, upon a food combination that

"harmonizes." But harmony of food combinations is

not sufficient to insure good health; there must be

harmony, also, between the units of energy known as

the mind.

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 to be one of Nature's laws,

without which there can be no such thing as

ORGANIZED ENERGY, or life in any form

whatsoever.

The health of the body as well as the mind is

literally built around, out of and upon the principle of

HARMONY! The energy known as life begins to

disintegrate and death approaches when the organs of

the body stop working in harmony.

The moment harmony ceases at the source of any

form of organized energy (power) the units of that

energy are thrown into a chaotic state of disorder and

the power is rendered neutral or passive.

Harmony is also the nucleus around which the

principle of mind chemistry known as a "Master

Mind" develops power. Destroy this harmony and you

destroy the power growing out of the co-ordinated

effort of a group of individual minds.

This truth has been stated, re-stated and presented

in every manner which the author could conceive, with

unending repetition, for the reason that unless the

student grasps this principle and learns to apply it this

lesson is useless.

Success in life, no matter what one may call

success, is very largely a matter of adaptation to

environment in such a manner that there is harmony

between the individual and his environment. The

palace of a king becomes as a hovel of a peasant if

harmony does not abound within its walls. Conversely

stated, the hut of a peasant may be made to yield more

happiness than that of the mansion of the rich man, if

harmony obtains in the former and not in the latter.

Without perfect harmony the science of

astronomy would be as useless as the "bones of a

■90-

saint," because the stars and planets would clash with

one another, and all would be in a state of chaos and

disorder.

Without the law of harmony an acorn might grow

into a heterogeneous tree consisting of the wood of

the oak, poplar, maple and what not.

Without the law of harmony the blood might

deposit the food which grows finger nails on the scalp

where hair is supposed to grow, and thus create a

horny growth which might easily be mistaken, by the

superstitious, to signify man's relationship to a certain

imaginary gentleman with horns, often referred to by

the more primitive type.

Without the law of harmony there can be no

organization of knowledge, for what, may one ask, is

organized knowledge except the harmony of facts and

truths and natural laws?

The moment discord begins to creep in at the

front door harmony edges out at the back door, so to

speak, whether the application is made to a business

partnership or the orderly movement of the planets of

the heavens.

If the student gathers the impression that the

author is laying undue stress upon the importance of

HARMONY, let it be remembered that lack of

harmony is the first, and often the last and only, cause

of FAILURE!

There can be no poetry nor music nor oratory

worthy of notice without the presence of harmony.

Good architecture is largely a matter of harmony.

Without harmony a house is nothing but a mass of

building material, more or less a monstrosity.

Sound business management plants the very

sinews of its existence in harmony.

■91

Every well dressed man or woman is a living

picture and a moving example of harmony.

With all these workaday illustrations of the

important part which harmony plays in the affairs of

the world - nay, in the operation of the entire universe

- how could any intelligent person leave harmony out

of his "Definite Aim" in life? As well have no

"definite aim" as to omit harmony as the chief stone

of its foundation.

The human body is a complex organization of

organs, glands, blood vessels, nerves, brain cells,

muscles, etc. The mind energy which stimulates to

action and co-ordinates the efforts of the component

parts of the body is also a plurality of ever-varying

and changing energies. From birth until death there is

continuous struggle, often assuming the nature of open

combat, between the forces of the mind. For example,

the life-long struggle between the motivating forces

and desires of the human mind, which takes place

between the impulses of right and wrong, is well

known to everyone.

Every human being possesses at least two distinct

mind powers or personalities, and as many as six

distinct personalities have been discovered in one

person. One of man's most delicate tasks is that of

harmonizing these mind forces so that they may be

organized and directed toward the orderly attainment

of a given objective. Without this element of harmony

no individual can become an accurate thinker.

It is no wonder that leaders in business and

industrial enterprises, as well as those in politics and

■92-

and other fields of endeavor, find it so difficult to

organize groups of people so they will function in the

attainment of a given objective, without friction. Each

individual human being possesses forces, within

himself, which are hard to harmonize, even when he is

placed in the environment most favorable to harmony.

If the chemistry of the individual's mind is such that

the units of his mind cannot be easily harmonized,

think how much more difficult it must be to harmonize

a group of minds so they will function as one, in an

orderly manner, through what is known as a "Master

Mind."

The leader who successfully develops and directs

the energies of a "Master Mind" must possess tact,

patience, persistence, self-confidence, intimate

knowledge of mind chemistry and the ability to adapt

himself (in a state of perfect poise and harmony) to

quickly changing circumstances, without showing the

least sign of annoyance.

How many are there who can measure up to this

requirement?

The successful leader must possess the ability to

change the color of his mind, chameleon-like, to fit

every circumstance that arises in connection with the

object of his leadership. Moreover, he must possess

the ability to change from one mood to another

without showing the slightest signs of anger or lack of

self-control. The successful leader must understand

the Fifteen Laws of Success and be able to put into

practice any combination of these Fifteen Laws

whenever occasion demands.

Without this ability no leader can be powerful,

and without power no leader can long endure.

93

THE MEANING OF EDUCATION: There has long

been a general misconception of the meaning of the

word "educate." The dictionaries have not aided in the

elimination of this misunderstanding, because they

have defined the word "educate" as an act of imparting

knowledge.

The word educate has its roots in the Latin word

educo, which means to develop FROM WITHIN; to

educe; to draw out; to grow through the law of USE.

Nature hates idleness in all its forms. She gives

continuous life only to those elements which are in

use. Tie up an arm, or any other portion of the body,

taking it out of use, and the idle part will soon

atrophy and become lifeless. Reverse the order, give

an arm more than normal use, such as that engaged in

by the blacksmith who wields a heavy hammer all day

long, and that arm (developed from within) grows

strong.

Power grows out of ORGANIZED KNOWLEDGE,

but, mind you, it "grows out of it" through application

and use!

A man may become a walking encyclopaedia of

knowledge without possessing any power of value.

This knowledge becomes power only to the extent that

it is organized, classified and put into action. Some of

the best educated men the world has known possessed

much less general knowledge than some who have

been known as fools, the difference between the two

being that the former put what knowledge they

Possessed into use while the latter made no such

application.

An "educated" person is one who knows how to

acquire everything he needs in the attainment of his

main Purpose in life, without violating the rights 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-

his fellow men. It might be a surprise to many so-

called men of "learning" to know that they come

nowhere near qualification as men of "education." It

might also be a great surprise to many who believe

they suffer from lack of "learning" to know that they

are well "educated."

The successful lawyer is not necessarily the one

who memorizes the greatest number of principles of

law. On the contrary, the successful lawyer is the one

who knows where to find a principle of law, plus a

variety of opinions supporting that principle which fit

the immediate needs of a given case.

In other words, the successful lawyer is he who

knows where to find the law he wants when he needs

it.

This principle applies, with equal force, to the

affairs of industry and business.

Henry Ford had but little elementary schooling,

yet he is one of the best "educated" men in the world

because he has acquired the ability so to combine

natural and economic laws, to say nothing of the

minds of men, that he has the power to get anything of

a material nature he wants.

Some years ago during the world war Mr. Ford

brought suit against the Chicago Tribune, charging

that newspaper with libelous publication of statements

concerning him, one of which was the statement that

Ford was an "ignoramus," an ignorant pacifist, etc.

When the suit came up for trial the attorneys for

the Tribune undertook to prove, by Ford himself, that

their statement was true; that he was ignorant, and

with this object in view they catechized and cross-

examined him on all manner of subjects.

One question they asked was:

"How many soldiers did the British send over to

subdue the rebellion in the Colonies in 1776?"

With a dry grin on his face Ford nonchalantly

replied:

"I do not know just how many, but I have heard

that it was a lot more than ever went back."

Loud laughter from Court, jury, court-room

spectators, and even from the frustrated lawyer who

had asked the question.

This line of interrogation was continued for an

hour or more, Ford keeping perfectly calm the

meanwhile. Finally, however, he had permitted the

"smart Aleck" lawyers to play with him until he was

tired of it, and in reply to a question which was

particularly obnoxious and insulting, Ford

straightened himself up, pointed his finger at the

questioning lawyer and replied:

"If I should really wish to answer the foolish

question you have just asked, or any of the others you

have been asking, let me remind you that I have a row

of electric push-buttons hanging over my desk and by

placing my finger on the right button I could call in

men who could give me the correct answer to all the

questions you have asked and to many that you have

not the intelligence either to ask or answer. Now, will

you kindly tell me why I should bother about filling

my mind with a lot of useless details in order to

answer every fool question that anyone may ask, when

I have able men all about me who can supply me with

all the facts I want when I call for them?"

This answer is quoted from memory, but it

substantially relates Ford's answer.

■97-

There was silence in the court-room. The

questioning attorney's under jaw dropped down, his

eyes opened widely; the judge leaned forward from the

bench and gazed in Mr. Ford's direction; many of the

jury awoke and looked around as if they had heard an

explosion (which they actually had).

A prominent clergyman who was present in the

court-room at the time said, later, that the scene

reminded him of that which must have existed when

Jesus Christ was on trial before Pontius Pilate, just

after He had given His famous reply to Pilate's

question, "What is truth?"