Frank Tibolt - A Touch of Greatness

CONTENTS OF THE 12 LESSON SUCCESS PROGRAM AND THE 600 TIMELY TIPS
Lesson 1. Charles Schwab's $25,000 Lesson.
With this first lesson you'll get off to a flying start. It has only four pages but one giant industrialist said: "This innocent looking technique helped me more than a high priced Motivational Seminar and my 15 high salaried executives."

Lesson 2. Eugene Grace's Million Dollar Lesson

In this lesson you'll learn how an ordinary employee used a technique that raised him in 2 years to be president of the Bethlehem Steel Co. at a salary of a million dollars a year. As a bonus you'll learn a technique for making others think your way and do your will. A thirteen year old boy used his technique to outsmart the general who defeated history's greatest soldier, Napoleon
Lesson 3. Here You'll Learn How To Attract Good Luck
In this lesson you'll also learn a technique that gripped a 10-year old boy with such an overmastering purpose, it propelled him to the highest position in the land.
Lesson 4. The Deep Down Root of Greatness and How to Achieve It
This lesson combined with lesson 11 also constitutes a proficient course in the ART OF LIVING. Schools and colleges teach us almost every 'subject under the sun . . . most of which we use seldom in later life. But the ART OF LIVING, a subject that affects everybody very day of our lives, they leave to chance. And anything left to chance, gets chance results.
Lesson 5. This Lesson Teaches You The Greatest Of All Success Techniques
Henry Kaiser used this technique to become America's greatest builder. Proof that this technique works like a miracle: Four hundred convicted criminals (5 of them murderers) slaved four years like beavers WITHOUT PAY to build their beautiful church: THE PENITENT THIEF
Lesson 6. This Lesson Tells You About Dr. Russell Conwell's Revolutionary Mind Discovery

While Dr. Conwell was working on his lecture ACRES OF DIAMONDS - the world's greatest - he discovered what happens inside peoples' minds that turns losers into winners - sometimes almost instantly.

Lesson 7. This Lesson Teaches You The Second Greatest Of All Success Techniques
Master this lesson and Lesson 5 and you'll be on the super high-way to success. Combined, they have more power to help us succeed than all other success aids combined
Lesson 8. Keeping Your Highest Moments Permanent
This lesson teaches you the basic element in Positive Thinking and a positive attitude, the attitude that makes life an interesting game.

Lesson 9. An Action Technique For Developing Total Self Confidence And A Winning Self Image

This lesson also tells you how to win friends instantly with the CONVERSATION STIMULATOR
Lesson 10. This Lesson Teaches You How To Think Effectively And Decide Correctly
Schools and colleges teach us what to think but not how. They leave the "how" to chance and anything left to chance gets chance results. This prompted Edison to say: "Most people will go to any length to avoid the labor of thinking."
Lesson 11. This Lesson Tells You How To Assimilate The Condensed Wisdom of The Ages
Here you'll find the greatest thoughts of the greatest thinkers at their best - the best parts of the greatest books, universities, religions, written and spoken words of all history - and most important - how to make them your own.
Lesson 12. Here You'll Learn How To Find The Only Fortune Worth Finding
This lesson tells you how to find your rich, hidden talents - those seeds of greatness that God plants inside every one of us. Great men tell us our first task in life is to discover what nature best equipped us for.
Epilogue (a parting message)

Introduction

Don't be fooled by the size of this book. You're not buying pounds of paper. You're buying quality - a quality life - a TOUCH OF GREATNESS. A timely tip of only two words made a T.V. star rich. Sister Kenny claims she found her career thru reading this 6-word timely tip. HE WHO ANGERS YOU, CONQUERS YOU. 

Clara Swenson, one of my students, was cured of extravagance, and raised from being broke, to financial independence in three years thru reading this timely 5-word tip: ACTING RICH KEEPS PEOPLE POOR. Ted Helms was dissuaded from suicide thru reading this timely tip: A PAUPER HAD THE BLUES, BECAUSE HE HAD NO SHOES, UNTIL HE CHANCED TO MEET, A MAN WHO HAD NO FEET. Emerson wrote: QUALITY WINS. WISE MEN KNOW NOT MANY THINGS, BUT USEFUL THINGS.

And wise old Andy Carnegie, multi-millionaire philanthropist and builder of men (he created 43 millionaires) wrote: YOU DON'T NEED TO KNOW MANY THINGS TO SUCCEED, AND GET RICH, IF YOU KNOW THE FEW THINGS THAT ARE IMPORTANT.

Those two wise sayings by those two great men, shook me up -.made me think. They impelled me to try to find out what those few important things are. I found out. Will you believe me, they are only two in number? That is, they are only two, now, after I spent several years chipping away at the huge mountain of knowledge and wisdom, I had gathered seeking them, - more than 1000 books - 200,000 wise sayings, tapes, cassettes, records, systems, rules, programs, courses, articles, sermons, speeches, etc.

Let me ask you a question. If you knew of' two success factors so powerful they bring out your highest potential - so powerful they do more to help us succeed than all other success aids - so powerful they almost guarantee you success - would you go all out to acquire them? If your answer is "yes", I have good news for you: You have just bought a book that tells you exactly how to acquire these two traits. YES! It will require some effort. But you probably know anything that doesn't require effort, is not worth having. Goethe wrote: A MIND IS TOO PRECIOUS TO WASTE -'TO SPEND ON ANYTHING BUT THE BEST.

Since you want the best a touch of greatness, my first task is to help you build a firm foundation. Without a firm foundation you might flop as did nine of our greatest and richest business leaders, about whom you will read later. A firm foundation is built on growth, not rushing. Growth, whether plant growth, muscle growth, or mind growth, is governed by natural Jaws. It can't be forced 'beyond previous preparation. Each day's growth prepares for the next day's growth. We can never break nature's laws. Too often we break ourselves, trying.

To build a firm foundation for your high stake will require an hour of study every day for a full year. Yes, that's a tough schedule. It isn't for sissies. It's for thoro-breds, the quality kind - the quality life you're preparing for.

You'll save yourself a lot of heart aches and disappointment if you' learn early in life - nature's changeless law: NOTHING FOR NOTHING. No gain without pain, no skill without drill, no reward without effort. About the only thing that comes to us without effort is old age. President Eliot of Harvard, said to the father of one of his students: "So your boy doesn't like calculus, proverbs and economics. And you'd like to know whether he can't get a degree with less complicated subjects. Yes, he can. It depends largely on what you want to make of your boy. The mushroom grows fast, by feeding on soft flabby nourishment. The oak tree grows slowly, by sinking its roots deep into the ground for solid nourishment. Do you want your boy to grow up soft and flabby like a mushroom, or sturdy and strong like the oak tree?"

An hour a day is only 4% of your week. A year is only 11/2% of your life. And 365 days - the total time needed lo master this program - is only one seventeen hundredth of your life. Is 1/1 700 too much to pay for a superb life, a well rounded personality - A TOUCH OF GREATNESS?

When I first learned there are two success factors that do more to help us succeed, than all other success aids combined, I resolved to share this discovery with others.

Dr. Conwell taught us: To help others most, don't share your riches with them. Help them discover their own. I'm heeding his wise advice It makes me feel a touch of greatness, and that's what suggested the title of this book: A TOUCH OF GREATNESS. Now, let's get to your problem - preparing you for a touch of greatness. Will you help me to help you, by finding and repeating an inspiring tip every morning,? Do you know any that inspire you - give you a lift? If not, below are a few to start with, until you find one that has a great impact on you.

Repeating an inspiring saying every morning (preferably aloud) will develop and sustain a positive attitude toward life. And attitude counts far more, to help us succeed, than ability or talent, or even brilliance or genius. and YOU control your attitude by your thoughts. A positive attitude invites and attracts good luck - makes life an interesting game - a thrilling adventure. Here are a few inspiring tips. Repeat one of them aloud every morning until you find your own that inspires you.

1 If it is to be, it is up to me.

2 The world is so full of wonderful things, that we should all be as happy as kings.

3 This is the day that God hath made, I will rejoice and be glad in it.

4 I welcome difficulties. That cuts their size in half.

5 I supply the "can do" and God supplies the "how to".

6 I love my work. That's what makes it bestow its richest blessings on me.

7 God created us, but He gave us the power to choose how we'll mold and shape our lives and fortunes. That's a do it yourself job

my job. Every day I ask myself : What can I do today to improve myself?

HOW TO STUDY THIS BOOK First read lesson 1, then lesson 2, and so on in order up to, and including lesson 11. At this first reading don't study the lessons. Merely read them to get acquainted with the material and the method of teaching. If you're an average reader it will take you four or five hours to read the 11 lessons. It isn't necessary to read the whole book in one sitting. At this time don't read lesson 12. It may not apply to you, and even if it does, there's a good reason why you'll get most out of it, if you read it AFTER you've actually studies the first eleven. At the end of lesson 11, I'll tell you whether lesson 12 is for you - and also how to proceed from there.

YOUR FIRST LESSON

Your first lesson will get you off to a-flying start. It has only 4 pages. But many great leaders claim it helped them more than any elaborate success course or high-priced Motivational Seminar. One great industrialist stated, "This plain, little, down-to-earth lesson, turns more little shots into, big shots than any college degree.

LESSON 1 

CHARLIE SCHWAB'S $25,000 LESSON 

Ivy Lee used to be a consultant in New York @City. His regular clients were Rockefeller, Morgan, Carnegie, The DuPonts and other big shots. One day Charlie Schwab of the Bethlehem Steel Co. asked Lee about its services. Lee outlined them briefly ending with the statement, "With our services you'll know how to manage better."

"HELL!" shouted Schwab. "I'm not managing as well now as I know how. What we need around here is not more "knowing" but more "doing" .. not more knowledge, but more action. If you can only show us how to do half the things we already know we ought to do show us how to "GET THINGS DONE" I'll gladly engage your services at any price." "You're on," answered Lee. "I can give you a lesson in 20 minutes that will help you get more done tomorrow." "O.K." agreed Schwab. 

"I have just about 20 minutes before train time. What's your idea?" Lee pulled out a 3 x 5 filing card, handed it to Schwab and told him: "Spend 10 minutes every evening before retiring reviewing the day's work. Ask yourself, "What did I forget, neglect or foul up? What specific steps can I take to prevent these foul ups in the future? What can I do to improve on today's work? Then spend 5 more minutes writing on this card the six things you need most to get done tomorrow." That took 8 minutes. "Now," said Lee, "Number them in the order of their importance." Three more minutes passed.

"Next," said Lee, "Put this card in your pocket and the first thing tomorrow morning, look at item I and start working on it. Look at item I every hour on the hour until you've finished it. Then tackle No. 2 the same way. Then No. 3. Do this until quitting time. As you finish each task, cross it off." "Don't be concerned if you've only finished two or three, or even if you haven't finished No. 1. You'll be working on the most important. The rest can wait. If you can't finish ail with this method, you can't with any other method either, and without this method, you'd probably never even decide which are most important."

"Before making up your next day's list transfer all your unfinished items to it. Spend the last 5 minutes every day making up a "must list" of the next day's most urgent tasks. After you've tried this method, have your key employees try it. Test it for as long as you like, and then send me a check for what you think it's worth." Schwab send Lee a check for $25,000 saying: "This innocent looking little lesson is the most practical lesson I ever learned in all my life. It motivated me to make a phone call that I had put off 9 months.

That phone call brought me an order for steel beams that netted me 2 million dollars. I explained this humble lesson to all my executives. That did more to make the Bethlehem Steel Co. the world's largest independent steel producer, than all the meetings I held with my high-salaried executives." Schwab learned, like most great men learn, that the simplest ideas are often the greatest in getting results. This plain little lesson is so plain looking and so, plain sounding that many average people won't even try it. It's so plain that its results are almost unbelievable. But it has turned more little shots into BIG SHOTS than any "secret of success", or any high priced "Motivation Courses".

It tops all methods of turning "ordinary" fellows into "extraordinary" producers. If you think I'm claiming too much for this humble little lesson, let's look at what bigger and wiser men have said about it. Waiter Chrysler said, "I never started producing until I engaged a taskmaster ... a written list of things to be done every day." Henry Ford said, "No executive is worthy of the name unless he works to a written schedule." Henry Kaiser wouldn't hire a senior executive who didn't have the HABIT of scheduling his tasks in WRITING. Ditto Thomas Watson and Lord Northcliffe.

Both Dr. Charles and Dr. William Mayo of the Mayo Clinic ended their day's work with WRITTEN lists for the next day's work. Ditto Clifford Holland of Holland Tunnel Fame. Fred Ecker, president of Metropolitan Life daily uses a pad which he heads, "to be done today." Thousands of other big men in business, industry, banking, education, selling, and other fields, have placed this method at the top of the list of "habits that make for success". You'll find big producers everywhere, probably in your own company, use some adaptation of this method. For GETTING THINGS DONE, it beats all the fancy, high sounding, and high priced systems ever invented.

So let's get up your "must list" right away, while it's on your mind. It'll only take 5 minutes. And it might mark the turning point in your life as it did for many others. Since, in seeking success, the hardest part is always the start, a thing begun is more than half done. Tomorrow buy yourself a dozen packs, a couple hundred cards. Use one every day for the rest of your life. No, that's not so difficult. You'll be surprised how quickly the habit will grow into an interesting game . . . and the MOST PROFITABLE GAME YOU'LL EVER PLAY. Would you like to hire a dynamic, super duper assistant who never forgets, to remind you, prod you, spur you, and nag you to GET YOUR TASKS DONE? A silent adviser who will draw and drive you day and night toward your chief goal in life? If you have no goal in life, it's later for you than you think. Better get one. Without one, you might continue to exist but real life will pass you by.' You can hire this assistant for the price of a dozen packs of 3 x 5 cards.

PAPER NEVER FORGETS

If 'you want a sure fire reminder WRITE IT DOWN ON PAPER.

If you want a manager to prod you out of your laziness, WRITE IT DOWN ON PAPER.

If you want to find yourself and your right career, WRITE IT DOWN ON PAPER.

If you want to solve a difficult problem, WRITE IT DOWN ON PAPER.

If you need a new idea, WRITE IT DOWN ON PAPER.

If you want to stick to a difficult task until you finish it, DITTO.

If you want to quit a bad habit, WRITE IT DOWN ON PAPER.

If you want to acquire a new habit or a new skill, WRITE IT DOWN ON PAPER.

If you want to become successful and rich, WRITE IT DOWN ON PAPER.

Paul Durinski, a former student said, "Writing down that statement about my goal changed my whole life. Before I wrote it down, it was just "some thoughts in my head". Writing it down on paper changed it to something real, on fire, alive. My previous 15 years of merely thinking about it was time wasted. Writing it down on paper was like planting a seed in the ground.' It grew. Believe me writing a thing down on paper works and HOW!" Writing a thing down on paper signals the subconscious mind to work on it, to incubate, to gestate, to create ... to realize the thing ... to turn a wish into a fact.

Why not hire this dynamic, loyal helper, your silent, invisible twin, as your 24-hour assistant? It will jog your memory, develop self confidence, sustain ambition and enthusiasm, get things done - speed you ahead "years in months" - maybe make you rich, as it did others.

WHATEVER YOU WANT OUT OF LIFE,

WRITE IT DOWN ON PAPER.

Your next lesson, Lesson 2 is a spin off of Lesson 1. In Lesson 1, you learned the great value and power of a written down list to get the next day's tasks done. Schwab called that list his $25,000 lesson. In Lesson 2 you'll learn about another kind of list that Eugene Grace called his million dollar lesson. It won him a million dollar a year job.

LESSON 2

EUGENE GRACE'S MILLION DOLLAR LESSON

When Charles Schwab, president of the Bethlehem Steel Co., suggested to his 15 department heads to make a list every evening of the six most urgent tasks of the next day, Eugene Grace was one of those department heads: Yard Master. After- trying this list idea for a few days, Grace was so impressed with it that he became list conscious. He began making up lists for every one of his tasks, business and personal, large and small - social, family, his golf, his charities, his phone calls, his shopping, meetings with employees, even with friends, and personal letters.

Some months later Schwab called a meeting of his department heads to discuss the location of a new blast furnace. He asked this group to think about it and if they had any ideas, to bring them along. Eugene Grace immediately began getting up a list of ideas that occurred to him. At the meeting Schwab mentioned a few of his own ideas. Then he asked for further suggestions. A few of the men haltingly mentioned a few vague thoughts vocally. It was evident that Schwab wasn't impressed.

So Grace arose with a list in his hand and said: "I jotted down a few thoughts you might want to consider." He read his ideas off his list. Schwab was so impressed he asked Grace to take charge of erecting the building and installing the blast furnace. It was a great success. A few months later he asked Grace to go to South America and take charge of his office down there. Two years later when Schwab was raised to Board Chairman, he appointed Grace as ' president at a salary of one million dollars a year. A few months later, World War I broke out and his earnings were $1,600,000 a year. Several of the other department heads were better known and had longer service, but Schwab overlooked all of them in favor of that "list" fellow.

LIST MAKING . . . THE MIND SHARPENER

Eugene Grace claimed his sudden rise from Yard Master to president stemmed from that list he presented at that Blast Furnace meeting. And his first idea of lists came when Schwab, the president, urged all his department heads to make a daily list of the next day's urgent tasks. He claimed that list making woke him up. It sort of tricked him into thinking - automatically impelled him to think to get up the lists.  It dawned on him that list making was a thought stimulator, a mind stimulator - a mind sharpener.

He claimed that list making develops observation, concentration judgment, will power, memory, initiative, imagination and intelligence. And that led to ambition and a vision of a new life. Before he made his first list, he was content to just "get along" with no particular aim or ambition. This list making gave him a new lease on life - revitalized his whole life - aroused new hope and confidence new purpose and direction - lifted him to the top. Later he admitted that list making turned his boy thinking into man thinking - made him suddenly grow up from a boy to a man. Usually the surest difference between a boy and a man is a man is striving toward a goal and a boy is drifting aimlessly.

How about you? Could making up lists be the mind awakener, mind sharpener, mind builder to lift you to a new dimension - to revitalize your life? When Grace made up his first list he had no idea it was the first step to the top. It's often just little things like this that wake up a spark of ambition and revolutionize a man's whole life. Why not try it? You have nothing to lose - maybe a fortune to gain as Grace gained.

HOW A PLAIN LITTLE LIST SOLVED A PROBLEM WITH AN EMPLOYEE'S BOSS

Paul Hild, manager of Linton's restaurant in Philadelphia, was having trouble with his boss, Mr. Dwyer. Dwyer had been criticizing Hild for what Hild thought were petty trifles. After Hild learned about the list idea, it gave him an idea. He wrote down the three things the boss criticized him for, for a year. He didn't wait for Dwyer to call him, he called on Dwyer with the list in his hand, saying: "Mr. Dwyer, you have been criticizing me about these three subjects.

I want to please you, so will you do me a favor and tell me just what's wrong with the way I'm handling these three subjects?" Dwyer was taken back. From the expression on his face, it was evident he was so uncomfortable he'd rather forget it. He weakly tried to justify himself, but his bungling talk showed he was licked. He wound up saying, "I'm sorry I offended you. I didn't think you were so sensitive." Hild had no more complaints after that meeting. The foregoing are only two of the many ways you can use a list to MAKE PEOPLE THINK YOUR WAY AND DO YOUR "TILL. The next time you have a problem with another person, think. Try to figure out a way a written list can help you. A written down list always has a greater @impact than a spoken report.

WHY NOT KILL TWO BIRDS WITH ONE STONE?

I suggest you get up at least ten lists for your ten most frequent tasks, business or personal, either to remind yourself or to influence others. Remember they bring you two rewards. Making up lists sharpens your mind and they increase your efficiency for GETTING THINGS DONE. Let's start out with a list to improve some phase of your job, whatever it is. The job list is to help you make your job easier or to advance you. Keep in mind all these lists are mere models to guide you in getting up your own lists for your own personal purposes. Your lists will depend on your aims in life, your temporary goals, and other interests.

The following list has proved its worth hundreds of times. More and more students are reporting raises, promotions, and higher positions through using it. In this list also feel free to change any of the items. The more individual you can make it the better. if you are a clerk or accountant, your best items will be different from the lawyer's or doctor's or engineer's. Strive for items that will strike at the heart of your biggest problem.

AN OPPORTUNITY-FINDING LIST

Every morning ask yourself:

1 How can I improve some part of my job?

2 Does it have to be done this way?

3 How can I increase production?

4 How can I reduce costs?

5 How can I increase profits?

6 How can I save time?

7 How can I reduce friction, delays, tie-ups or accidents?

8 What ideas from some other field can I use profitably here?

9 How can I express initiative, the biggest achievement factor?

Ed Feeney, one of my students, a salesman at Gimbels in Philadelphia, made up a list by changing just one item on this list of nine items, just to test out this list idea. The next time I saw him, he had gotten a raise. More, he was carrying a letter of congratulations from Arthur Kaufman, President of Gimbels, for resourcefulness and ingenuity.

YOUR JOB LIST

Think up 10 items that must be attended to daily in your work. You can easily do this whether you are an accountant, clerk, factory-worker, salesman, doctor or any other kind of worker. If you frequently forget certain items, put those items first on your list. If you forget telephone calls frequently, put them on your list. Think up items that will make your work easier by automatically reminding yourself with a list.

MAKING UP A LIST TAILOR-MADE JUST FOR YOU

The list of items most useful for you will be one you get up yourself for your most exacting activity. Usually this revolves around your work or other interests. Since it would be out of the question to get up a list for every job or hobby or special interest, I'm giving you a few lists so general that everyone, no matter what his occupation or interests are, will find them helpful.

A SPECIAL LIST FOR A SPECIAL JOB

George Sawyer, while a manager in Linton's Restaurant in Philadelphia, reported being complimented by his supervisor for getting up this special list.

1 EMPLOYEES. Prompt, neatly attired?

2 PROMPTNESS. Is everything ready for the 11 AM rush? Food, dishes, supplies?

3 FOOD. Is it hot, neatly dished, make a neat appearance, correct portions?

4 CLEANLINESS. Is floor clean, shelves, windows, dishes, glasses, carts?

5 SERVICE. Prompt, women treated as well as men, waitresses attentive?

6 SUPPLIES. Enough for tomorrow, all orders in?

7 SCHEDULES. Employees know tomorrow's working hours, lunch hour, rest period?

Make a list for every regular activity that engages your time. Your efficiency will jump with every list you make. You'll always know what items to look for whether you're planning a business of your own, hiring employees, choosing a career, looking for a job, watching a game or, show, meeting new people, traveling or whatnot.

SPECIAL LISTS

Before making phone calls, make up a list of points to be discussed to avoid forgetting.

Before making a call on your boss or prospect, make a list of points 'to be discussed. Before writing a letter, do the same. Make a list of points. Before going on a shopping trip. Before traveling decide what to look for. Before going to a meeting make up a list of things to be discussed. Resolve to think up ten areas in which a list of factors will either save you time, spur your memory, increase your efficiency, make your tasks easy, help you get more done, or in some other way make your life move ahead more smoothly. Why not become list conscious like Grace was? Every list you make (for any purpose) will increase your efficiency, save you time, misunderstandings, forgetting important points - maybe make you money. Besides, making lists is a good exercise in thinking. It develops judgment, observation, memory, foresight, planning, even intelligence. Every time you think you wake up a new group of brain cells. Don't be worried about running out of brain cells. I once figured you have enough brain cells to think up 150 new ideas every day for 70 years. When Eugene Grace noticed that making up lists improved his observation, it gave him an idea.

He always felt he was less observant than many others, so he made up a few lists to remind him to notice things. One of those lists concerned personal characteristics of new people he met. He wanted to particularly notice several things about them. After mulling over the problem he ended up with ten characteristics. And he selected ten items whose first letters were the first 10 letters of the alphabet: A B C D E F G H I J. He used the following words to make them easy to remember.

A AGE Estimate his age.

B BUILD heavy, thin, tall, short.

C COMPLEXION light, dark, color, smooth skin, mustache, beard, etc.

D DRESS clothes, neat, well fitting, clean, shabby, stylish, etc.

E EYES color, deep set, wide open, slant,. etc.

F FEATURES nose, ears, mouth, chin, neck, forehead. Face round, square, triangular, etc.

G GLASSES kind, frame, etc.

H HAIR color, thin, bushy, combed, style.

I IDENTIFICATION any noticeable feature, scars, dimples to remember him by.

J JOB judge by hands, expression, build, etc.

After Eugene Grace tried his list a few weeks he was so pleased with his improvement in sizing up strangers that he made up another list of outside surroundings, buildings, etc. Why not try your hand at such a list? It'll sharpen your observation and thinking ability. It's usually best to get up your own list. But if you prefer to use Grace's list, O.K. Getting started is more important than waiting until you get up your own. Let's begin with a list of questions that will improve your observation of people and their personal characteristics: Think of someone you know only slightly.

About how tall is he? About how old?

What is his build: light, heavy, medium?

Judging from his speech, features and complexion, what is his probably ancestry?

Approximate weight? What do you recall of his clothing: color, style, condition?

Shape of nose, mustache, glasses, marks, package carried?

At your next meeting, observe these obvious characteristics. Your effort will improve your judgment, interest, observation, memory and power of expression. If some other characteristics would be more useful or interesting to you, by all means substitute them. Many students estimate a man's intelligence, education and occupation, whether a businessman, professional, factory worker, etc., by observing his hands, general expression and features, clothing, behavior, etc. Next let's try another common subject, the OUT OF DOORS.

First estimate the temperature. Then check to see how near you were. With a little practice, you'll be able to estimate the temperature within three degrees. Next exercise and stimulate your observation by asking yourself some questions you should be able to answer from memory like: How many gas stations within five blocks of your home? Office? How many drug stores? Other kind of stores, or commercial buildings? How many department stores on the main street of your town? Grocery stores? What four buildings occupy the four corners of the busiest intersection of your city or town? Schools or churches on the main street? Condition of streets, buildings, new, clean, dirty, old, cheap, expensive? In the above lists, also make up a list that is more meaningful to you.

ANOTHER MILLION DOLLAR IDEA

When you have a difficult prospect to win over to your view, think up a way to use a list to help you. If a list alone might not be enough to win him over, add another element: Give him a lofty reputation to live up to. You can also use this idea separately. Here's how a 13-year old boy used this technique to outwit the general who defeated history's greatest soldier, Napoleon. The boy's father posted his son at the gate of his private hunting lodge to keep hunters out. Eight men on horseback with hunting guns drove up to the gate and ordered the boy to open it.

The boy refused saying his father ordered him to keep all hunters out. The leader asked him: "Do you know who I am?" "No, sir, I don't, sir," answered the boy. "I'm the Duke of Wellington," answered the duke. The boy deliberately and slowly said, "I just can't believe it. I can't believe that England's great Duke of Wellington would ask a boy to disobey his father." The duke, outwitted and humbled, ordered his men to drive away. He learned a priceless lesson from a I 3 year old boy. Truly, as Napoleon once said, "The unseen forces are to armies and battleships as ten to one." Eight brave soldiers with hunting guns were no match for an unarmed 13 year old boy with a million dollar idea. Think up a way to use this technique in making people think your way and do your will. In the selling field it has made millions.

A COMPANY PRESIDENT USED THIS IDEA

Samuel Vauclain, president of the Baldwin Locomotive Co. in Philadelphia, wanted to move out of Philadelphia to a place where taxes were lower. He heard of a suitable plot of ground in Eddystone, a small town some miles out of Philadelphia. He sent an aide to look up the owner and the price of the plot. He ordered him to not reveal that a large company wanted it, as it might prompt him to raise the price.

The aide returned saying the plot is not for sale as the owner brought it as an investment and might want to build something on it. Vauclain did some thinking. He sent another aide to find out who the leaders of Eddystone were. He learned the real leader was a civil-minded woman. This encouraged him. He next had her shadowed to learn of her doings, travels, civic meetings, etc. Then he arranged to "accidentally" be introduced to her.

When he met her, he said, "Are you by chance the lady who all the people in Eddystone call the town's leading citizen? If you are, I'd like to know you better. I have a plan to bring a lot of high-paying jobs to your town. Maybe you can help me. How would you feel about bringing a lot of high-paying jobs here? I'd like to build a factory here. There's a plot of ground that would be just right for my factory. But it's owned by a man' who's not easy to approach. And he doesn't feel kindly to people out of town, particularly city folks. With your popularity and reputation, I'm sure you could help me explain my plan to him. Your town folks would thank you." She was delighted. So Vauclain had his taxes reduced, Eddystone received a lot of jobs. And the leading lady's popularity and reputation soared.

NAPOLEON USED THIS IDEA

Napoleon had trouble recruiting soldiers for his Italian campaign. So he did some thinking. He went to a number of places where young men gathered for amusement. He told them, "When we annex Italy to our empire, people in the streets when they see you will say, 'There go the brave soldiers who served in the army that won Italy over'." In a month he had more soldiers than he needed. This idea is probably hundreds of years old. Why don't you put it on your list of ideas to win over hard to persuade people? Remember Dr. Conant: "You'll never achieve more than the crowd, until you think more than the crowd." I learned a vital lesson from Abraham Lincoln. He wrote: "They say I tell a lot of stories. I reckon I do. Experience has taught me that a story puts a message over faster and more dearly than a long explanation."

So I put the next four lessons into the form of stories. In the next lesson you'll learn the part luck plays in success. And how to attract good luck by following the three modes that luck favors and follows.

LESSON 3

HOW TO ATTRACT GOOD LUCK

"Mother, who is that man in that fancy carriage, who looks so rich and so big?" asked a fatherless 10-year old boy of his mother. "That man is a congressman," answered his mother. "if that's a congressman, then that's what I want to be when I get big, " said the boy. The next day the mother found a note pasted on the mirror in the boy's room, with the words, "I'm going to be a congressman." The next week the boy found a job chopping wood to earn money to buy books to learn how to become a congressman. When 16, he found a job driving mules to help his mother and to continue his studies to become a congressman.

At 18, he made an agreement to sweep academy floors to pay his tuition at Hiram College. For the next three years he worked weekends and evenings as a carpenter while he studied. The next year he taught school at $12 a week. Two years later he graduated with honors from Williams College with a law degree. At 26 he was a state senator and at 33 a congressman.

His mother stated that note was on that mirror until after he was elected to congress.

Maybe you heard of him. Years later he was known as James A. Garfield, President of the U.S.A. What made him a congressman was not so much that he was ambitious at age I 0. Most boys at that age are ambitious hero worshipers. They worship a policeman, fireman, actor, etc. What more than anything else made him a congressman was that at age 10 he was serious enough to write his chance thought on paper as a reminder to keep up his ambition. That lucky thought, through seeing it every day, grew into a dream, then into a burning desire, then into almost a passion - then to a plan and action.

If you could invent some sort of gadget, a desire meter, to measure a person's ambition and persistence, you could predict his success or failure better than any I.Q. test.

The more students I analyze, the surer I become that the cause of most failures is MALNUTRITION OF PURPOSE, DESIRE OR PERSISTENCE.

The starting point of all success is a thought. It might be a mere chance thought or wish like Garfield's. But that thought, if its written down as a reminder, turns into a wish, then a dream, then to a burning desire, a passion, then an obsession, then a plan and action. But it must be definite and it MUST BE WRITTEN DOWN. Otherwise it's a mere idle thought - gone with the wind. Unless you're serious enough to write it down, you're only toying - you haven't gotten serious. I'd like to write down in LETTERS TEN FEET HIGH this million dollar INSPIRING TIP: WRITING DOWN A MERE THOUGHT WORKS LIKE MAGIC TO CONVERT THAT THOUGHT INTO A GOAL.

And WRITING DOWN A GOAL ON PAPER WORKS LIKE DYNAMITE FOR CONVERTING THAT GOAL INTO A FACT - A REALITY. Only by writing down your goal on paper will it harness your subconscious mind to help you realize it. How? I don't know. It seems that writing down a thought is planting a seed. I don't know how an apple seed, when planted in the ground, grows and produces a huge tree with bushels of apples. It reminds me of Joyce Kilmer's poem which ends with: "Poems are made of fools like me, but only God can make a tree." Nor do we know how electricity produces light and power.

They are some of nature's many secrets. All of us have the faith and patience to plant trees and build electric plants. But only a few - the few serious success seekers have the faith and patience to write down a goal to harness the subconscious mind to help realize it. If you think Garfield was lucky, you are right. He was lucky on two counts. If his hero, that man in the fancy carriage, had been a baseball player or a musician, Garfield might have become a flop as he probably didn't have the talents for a baseball player or musician. And if Garfield's best talent had been music or mechanics, he probably would never have become a congressman, no matter how hard he tried. Yes, he was lucky. He never planned his future by finding out what he was best fitted for. A mere chance meeting brought him luck.

Most of us are not so lucky. We didn't choose correctly at age I 0 by mere luck. But let's not close our eyes to self-made luck. Yes, there is such a thing. Here are a few definitions of luck. Can you spot the part of self-making in them? 

1 When preparation meets opportunity, that's luck.

2 Good luck follows good judgment - if it's followed by action.

3 The harder and smarter we work, the luckier we get.

4 Luck favors the bold - if they know the game they're playing.

5 If you want good luck, acquire the traits that luck favors.

She favors initiative, persistence, integrity, keen observation, good health, a good education, good planning, good connections, a worthy goal, and others.

The American Management Association conducted some tests to find out the importance of luck in winning success. On a scale of I to 10, luck came in No. 7. So, if you want to increase your chances for success, you'll be smart to choose traits higher than 7. My studied opinion is that deciding on a goal, will power, doing what nature best equipped you for, initiative, good judgment and persistence rank higher than 7 on that scale. Garfield and all the "ordinary" fellows listed below became "extraordinary" and carved their names on history with the same tool.

They decided on a goal, wrote it down, and every day did something to get closer to it.

When a man seriously gets a goal, that goal also gets HIM. It gives him no rest until he realizes it. It keeps him eager day and night. When obstacles intrude, he licks them. If he needs capital, he raises it. When one plan fails he tries another. Whatever he needs, he goes after it until he gets it. There's an old Roman saying: "The crowd, the world, and sometimes even the grave, step aside for the man who knows where he's going, but pushes the aimless drifter aside." When a man finds himself and becomes gripped by some overpowering goal, it's useless to try to stop him. Cripple him and you have a Steinmetz. Impoverish him and you have a Lincoln.

Hail him and you have a John Banyan. Scourge him with asthma and you have a Teddy Roosevelt; with infantile paralysis and you have a Franklin Roosevelt. Apprentice him in a grease pit and you have a Waiter Chrysler. Fire him from a dozen jobs and you have a Henry Ford. Squander 39 years in liquor-guzzling and you have a General Grant. Trade him as a slave for a worn-out race horse and you have a Dr. Carver. Crucify a baby on a cross of deafness, dumbness and blindness and you have a Helen Keller.

THOMAS EDISON TOO STUPID TO LEARN?

A six year old boy was sent home from school with a note saying he was too stupid to learn. A goal licked his stupidity. His name was Thomas Edison. An English boy was expelled from his Latin class for slow learning. He resolved to excel in English where he was slow in Latin. His name was Winston Churchill. Sir Waiter Scott's teacher called Scott a hopeless dunce. Louis Pasteur was rated the slowest learner in his chemistry class.

In your next lesson, Lesson 4, you'll learn how to assimilate the condensed wisdom of all the greatest men in all history -- and do it in the shortest time.

LESSON 4

THE ROOT OF GREATNESS AND HOW TO ACHIEVE IT

In 1923 a group of our greatest and richest business leaders held a meeting in the Edgewater Beach Hotel in Chicago. Among them were Charles Schwab, head of the world's largest independent steel company; Samuel Insull, president of the largest utility; Howard Hopson, head of the largest gas company; lvar Kreuger, president of the largest monopoly, the International Match Company; Leon Fraser, president of the Bank of International Settlements; Richard Whitney, president of the N.Y. Stock Exchange; Arthur Cotton and Jesse Livermore, two of the biggest stock speculators, and Albert Fall, a member of President Harding's cabinet. Twenty five years later, nine of them (those listed above) ended as follows: Schwab died penniless after living for five years on borrowed money.

Insult died broke in a foreign land. Kreuger and Cotton also died broke. Hopson went insane. Whitney and Albert Fall were just released from prison. Fraser and Livermore committed suicide. These nine brilliant leaders were super successes in making a living making money. But they were super failures in making a life. When that story came out, I was shocked. It made me think about the difference between making a living and making a life. I'm almost ashamed to admit it, but I too, in most of the years I've been teaching Self-Advancement, emphasized making a living, getting ahead, making money, etc. I prided myself on the dazzling success of many of my students.

Their glowing testimonials and reports of higher earnings, new jobs, higher positions, businesses of their own, etc. I neglected to emphasize the things more important than money: integrity, self-respect, peace of mind, respect of others, etc. I felt guilty. I felt I owed it to my students to write a balancing lesson - emphasizing the finer qualities as much as money. While wracking my brain trying to think up ideas for my new lesson, I read somewhere that Johns Hopkins wrote: "The best, well-rounded education is a collection of good books." Edison topped him with: "Don't read merely good books. Read only the best books. It'll take several lifetimes to read all the merely good books." But since there are a number of lists of THE BEST BOOKS, THE GREATEST BOOKS, THE MOST USE F U L BOO KS, etc. The best I could do was to read the best parts of the best books.

GREAT THINKERS CAME TO MY AID

1was fortunate in quickly learning where I could find the best parts of the best books. I found them in the writings of about a score of the greatest authorities on books and learning in all history. This group of great thinkers all said - not in the same words, but in substance: "The wisdom of all ages and all nations is found in their wise sayings." These wise sayings contain the condensed knowledge, the distilled wisdom of the greatest thinkers, the greatest books, the greatest universities, the greatest speeches, and lectures in all history.

These wise sayings tell us more about the art of living in less words and less time than all other forms of learning. So I went to the libraries to look into these wise sayings. They come under various headings, proverbs, epigrams, adages, slogans, mottoes, truisms, maxims, aphorisms, apothems and others. My previous thought about these sayings was that they were old, outdated sayings, dull and monotonous, with no value to modern times. HOW WRONG I WAS. They really are the wisdom of the ages - the best parts of the best of all books and all other forms of learning. Here's what some of these great thinkers say about these wise sayings.

ELBERT HUBBARD: Learning from the wise sayings of great men is like riding to success on the shoulders of giants.

ELEANOR ROOSEVELT: Leaving a political rally, "Now back to my real people - to my 2000 page book of wise sayings, proverbs, and epigrams."

WINSTON CHURCHILL: Every man like myself, who never went to college, can largely make up for that lack by reading the wise sayings of the great men of the past, who gladly left their wisdom and experience in proverbs for us who follow them.

CARLYLE: These wise sayings seem to have some strange power to discover our rich, hidden talents - those hidden seeds of GREATNESS that God plants inside every one of us.

EMERSON: Proverbs introduce us to ourselves - to that bigger, grander man we never knew, beating beneath that dwarf of a man we always knew. That bigger man often haunts us until we express him.

TOYNBEE: One of the greatest treasures is a collection of wise sayings and proverbs for sharpening the mind.

BENNETT CERF: In the proverbs, a drop of ink makes thousands thick.

BEECHER: Wise sayings are lamps that light our way, from darkness to the light of day.

WM. JAMES: To neglect the wise sayings of great thinkers is to deny ourselves our truest education.

Prof. BELL, telephone inventor: Fire your ambition and courage by studying the priceless advice in the proverbs and wise sayings. They're the shortest road to wisdom you'll ever find.

CLIFTON FADIMAN: In this hectic age, when most of us are unsure, confused and troubled, the surest anchors, guides and advisors are the wise saying of great men of the past.

MARGARET MEAD: The Bible and the proverbs are my favorite refuge and comfort in this hurley burley rat race.

GLADSTONE: Who is the wise man? He who learns from all men.

SIDNEY SMITH: Books and schools give us knowledge. Wise sayings give us wisdom - tell us how to use knowledge - tell us how to live.

PATRICK HENRY: My favorite thought stimulators are the maxims of great men. They give me advice beyond all price. They help me solve all my difficult problems.

GOETHE: Time has weeded out of the great books, all the .unnecessary details and left us the gist, the essentials - the proverbs. They are the wisdom of the ages in the fewest words.

CHARLES ELIOT, Harvard President: The wise sayings of great men are our greatest time-savers. They teach us more than any university. They give us more useful information than any book.

THOMAS JEFFERSON: Mankind would lose half its wisdom built up over the centuries if it lost its great savings. They contain the best parts of the best books.

PRESIDENT THEODORE ROOSEVELT: Any reading is better than none, but I prefer the book of the century rather than the book of the week or any cheap novel. Better still the book of four centuries - the book of proverbs. Time and the mind are too precious to waste to spend on anything but the best.

PRESIDENT WILSON: I use all the brains I have and borrow all I can from the classics and wise sayings.

STEVENSON: In the proverbs we find reading for a purpose timely tips for these troubled times-help for confident living-inspiration and peace of mind.

N. M. BUTLER, President of Columbia University: Reading wise sayings is like consulting the world's highest priced experts in their specialties - particularly in the art of living.

Many wise sayings grip us - enter into our blood and bones - become part of us to guide us, warn us, remind us, inspire us, lighten our burdens, comfort us in time of loss or grief - uplift us when we are depressed.

Henry Ford's guiding wise saying: Find a way or make one.

Bob Hope's guiding wise saying: Never speak of others' faults nor your own virtues.

Take for instance that wise saying: ACTING RICH KEEPS PEOPLE POOR. Five words. How many sermons, lectures, and articles have you read and heard advising you to save money? Every one of them required many times the time and words. You probably can't remember a single one. I can't. This one is hard to forget. It will haunt us whenever we're tempted to spend unnecessarily. If everyone developed as habits the golden messages in the proverbs, there'd be no jails, no billion dollar war budgets, fewer hospitals and psychiatrists, less misery, poverty, failure and unhappiness - a far better world to live in. If we didn't have the opportunity for a college education, or for reading the great books or classics, we can largely make up for this lack by mastering the wise sayings as Churchill advises. In one respect proverbs are like our jobs.

Unless we love our jobs, they'll never bestow on us their richest blessings. Ditto for proverbs. That's why most folks - particularly the young miss much wisdom about the art of living. They fail to force attention long enough to arouse deep interest. Mastering these proverbs brings us culture, a mature attitude, a noble character, unified personality, emotional maturity and stability, a feeling of wholeness - greatness. Once we seriously get interested in the proverbs, self-improvement and self-education will automatically replace any shallow reading and amusements, and most T.V., which is mostly the literature of the illiterate the pleasure of non-thinkers. We'll be on a quest for culture, a sublime life, a ripe life. We'll automatically leave the shallow behind us.

 They'll protect our later years from boredom and loneliness. Our bodies stop growing, but our minds - never. Proverbs are also our greatest growth builders. We often grow more in a minute through reading one proverb than in a year of ordinary reading, or in ten years of experience. They are the greatest mind-expanders ever discovered. One thing all serious students quickly learn is that knowledge feeds on knowledge, just as interest and attention feed on each other.

The more attention we pay to a thing, the more our interest grows in it. And the more we're interested in a thing, the more attention we'll pay to it. It's all a question of getting started. Once you get serious about the proverbs, you'll want more and more. There are hundreds of thousands. You'll probably be tempted to think up a few of your own. It isn't as difficult as it seems. A few of those 600 are my own composition. Try your hand at it. You might surprise yourself. It will help you get a feeling of a touch of greatness. By reading the wise sayings of the greatest men in history, you'll be walking with Socrates, Emerson, Wm. James, Bacon, Edison, Carlyle, Hubbard, etc. In fact, in one respect you'll have one advantage over merely walking and talking with them. You can refer back to their wisdom for clarity or new inspiration at any time.

This is not just a random collection. It's a carefully thought out and integrated program aimed at doing the greatest good to the greatest number, in the least possible time and words. Montague said: Proverbs give us quality, not quantity. An hour of reading proverbs is usually worth weeks, even months or years, of ordinary reading. Here is wisdom, not knowledge. We Americans are experts in what happened in the last 24 hours, but woefully uninformed of what happened in the last 24 centuries, where real wisdom for living is found. This book is for everyone - every member of the family.

Here are rich words of inspiration that have inspired and sustained men in battle mothers rearing children, young folks needing guidance and encouragement in their growing up period. Here is wisdom that has survived all wars during the centuries -words that have comforted people hundreds of years after they were first uttered.

Here is hope for the downcast, comfort for the bereaved. Here are rich veins of thought and philosophy that have already made life worth living for thousands - answers for questions material and emotional. This book is the culmination of 42 years teaching $elf-Discovery, Self-development, and Self-Advancement - a lesson to balance all my other lessons - to supply an element I overlooked in all the other lessons. In these proverbs are rich nuggest of wisdom not found anywhere else - in short sentences easily understood and applied.

Here they are Emerson, Kipling, Carlyle - the long parade of the greatest thinkers at their best. Here we find thoughts that breathe in words that burn - that have the greatest impact for uplifting, inspiring, comforting, and encouraging - to give hope, confidence, and courage to meet any situation.

Today, in the 1980's, when we face probably the greatest trials and challenges in all history, we are fortunate that we have also inherited the greatest amount of wisdom, knowledge, and past experiences to meet those challenges and problems. We are heirs to all the wisdom and knowledge of all history in building cities, states, governments, civilizations, and businesses for improving the lot of all people in all countries. Today, when we are troubled, doubtful, and confused, whatever we need is at our beck and call. And it's all free. All we need do is study it deeply to extract its priceless message. We are the rightful heirs of all antiquity. If we fail to avail ourselves of this priceless wisdom, we'll remain children in education.

No man is wise enough by himself. We are no longer limited to the experience of our own 70 or 80 years. We can draw on five thousand years of experience. By cashing in on this wisdom we can advance "years in months".

President Chas Eliot of Harvard told a graduation class: We gladly accept news and general information from friends, newspapers, and advertisements. But valuable information - the kind that affects our lives - we insist on learning through our own experience. What a tragic waste.

Often we could in a few minutes of reading proverbs, learn what would require years through our own experience. That's like building a bridge to cross a river, when we could, in a few minutes, cross over on a bridge already built by someone else. Smart men start where others leave off. From others they learn to correct and often avoid their own mistakes. Is that perhaps why they are smart? Proverbs, more than any other kind of reading, seem to have a strange power to introduce us to ourselves -to discover our rich hidden talents. Great, wise and rich men have in all ages given freely of their time, ideas, knowledge, advice, wisdom, and experience to help and encourage, to uplift and inspire those who came after them.

Few young folks have the wisdom and maturity and patience to profit from this priceless heritage, partly because it has no magic, no glamour, no dramatics, no hocus-pocus to arouse their curiosity and interest. Just plain old common sense, but common sense in LETTERS TEN FEET HIGH -WISDOM FOUND NOWHERE ELSE. Samuel Johnson said: He is the most useful teacher who condenses the most knowledge into short sentences, that are easily remembered and applied.

Sidney Smith wrote: The writer helps us the most who gives us the most knowledge, and takes from us the least time. I learned a lot from these two great thinkers. I tried to follow their advice. I spent several years seeking the few things that great men say are important. After I found them, I spent several more years thinking up ways to condense those few important things into this little book that everyone can afford. And it will take only a small fraction of the time needed to gain the same wisdom in any other way.

In your next lesson, Lesson 5, you'll learn the GREATEST OF ALL SUCCESS TECHNIQUES and how using that technique made Henry Kaiser, America's greatest builder.

LESSON 5

THE GREATEST OF ALL SUCCESS TECHNIQUES

Wise old Andy Carnegie, multi-millionaire philanthropist and builder of men (he created 43 millionaires) became an omnivorous reader as soon as he first learned to read. He particularly liked stories of biography about successful and rich men. He quickly learned that most successful men made a habit of writing down goals and striving for them. He read this so often he regarded it as the secret of success. He preached it to anyone who'd listen.

He went so far as to think up a little trick for finding out how many of his own employees wrote down goals and aimed at them. This he did as follows: He thought up a questionnaire of 15 questions so worded to make them think he wanted their opinions and suggestions. Here were some of the questions:

How long have you been working here?

What prompted you to come to work for us?

Are you satisfied with your pay and working conditions?

Do you have any suggestions for improving conditions, or improving the company?

Are you earning enough money for the work you do, in your opinion? Do you make enough money to take good care of your family? Etc. etc.

But in between the 15 was one, the only one he was interested in. That one was:

Do you have the habit of writing down goals and working to reach them?

When the questionnaires came in, he had his accountants separate the "yes" sheets from the "no" sheets. There were 226 Yes sheets and 3572 No sheets. Then he checked the earnings of each employee. The 226 Yes sheets wore among the 10% of the highest earners in the company. The No sheets were among the 90% of the lowest earners. After the test was over he confessed his trick and explained he did it to persuade them to become GOAL SETTERS. And it paid off.

The production of the plant increased and hundreds began goal-setting. Many of them became rich. Forty-three of them became millionaires. For a while he was nicknamed the High Priest of GOAL SETTING. Since that time dozens of other research agencies, colleges, accountants, employment agencies and others conducted similar tests. And they always came out close to these figures of 6% and 94%. GOAL SETTING . . . THE GREATEST, MOST VALUABLE AND MOST USEFUL OF ALL SUCCESS TECHNIQUES

When Henry Kaiser was 15 years old, his uncle said to him: "Henry, whether you'll succeed in life or fail will depend on one thing more than on all other things combined. Decide on what you want in life. Put it in writing. Then every evening before retiring, read it to keep your ambition alive. The next day, and every day, think up something to do to get closer to it. Continue this for five years or until you reach it."

In 1948, when Kaiser received a Doctor of Laws degree from Denver University, he told those students: "Boys, I'm going to give you the same little talk my uncle gave me when I was 15. He said: 'Henry, whether you fail in life or succeed will depend on one thing more than on all other things combined. Decide on what you want out of life. Write it down. Read it every evening before retiring to keep your ambition alive. The next day, and every day, do one thing to bring yourself closer to that goal. Continue this every day for five years or until you reach your goal.' Over the years since then I've heard and read thousands of tips on success, self-advancement, etc. But that short talk by my uncle was my real success education and I hope it will be yours also."

WRITING DOWN A GOAL APPLIES TO ANY GOAL

This technique applies to any goal - large, small, short range, long range, personal, job or career. It works for just a passing thought. Writing down a mere passing thought works like magic for converting that thought into a goal. And writing down a goal works like DYNAMITE for converting a goal into reality. You are already acquainted with GOAL SETTING through reading Lesson 1. That lesson applied GOAL SETTING to writing down the six most urgent tasks for the next day. Your next step is to write down something with a longer range, like a week. Then gradually for a little longer like a month or so. As you see the giant results, you'll automatically apply it to longer and longer range goals. Don't choose as your first step upward, a goal that your judgment tells you is so high that it's probably unreachable, or one that will take you so long that it might become discouraging.

Select one that you're sure you can reach with a LITTLE time and effort. Many students ask me: "You say most people know that deciding on and writing down a goal is the most important first step toward success. If so many people know that, why do so few people do it?" That's a logical question. I'll be glad to answer it. I'll call on Edison and Napoleon to help me answer it. Napoleon wrote: "The most difficult of all tasks, and hence the most rewarding, is the POWER TO D E C I D E. It takes little power to do big things. But it takes great power to decide on big things. And deciding on a goal is a BIG thing. It affects us all our lives." Deciding correctly requires correct effective thinking. And thinking is an 8-letter word, spelling "hard work".

Edison after seeing his employees working in his lab for 30 years remarked: "Most people will go to any length to avoid the labor of thinking." Psychologists tell us writing down a goal harnesses the subconscious mind to help us realize it. It's similar to planting a seed in the ground. I don't know how a tiny apple seed, when planted in the ground grows and attracts all the ingredients to build or produce a giant tree and apples. It reminds me of Joyce Kilmer's poem which ends with: "poems are made by fools like me, but only God can make a tree".

Whatever you want - large or small, material, mental, or spiritual write it down as a goal then do something every day to help you reach it. That's the nearest thing to that "so called" SECRET OF SUCCESS YOU'LL ever discover.

The great Goethe wrote: First build a proper goal. That proper goal will make it easy, almost automatic, to build a proper YOU. Wm. James and other great psychologists tell us: Compared to what we should be, we are only half alive. We are making use of only a small part of our mind power. Deep down inside of us are vast powers we know nothing of and never use. How can we wake up more of our mind power? By waking up more of our 12 billion brain cells - most of which are idle, asleep. Some wake up by themselves. But the surest, most powerful technique is to set goals and to work towards them. Since you have already studied Lesson I and set goals for one day, promote yourself to a longer range goal.

Then one still longer. After you've chosen your goal, whether long range, or short range, whether a job goal or some other, you now have the task of realizing it. When your car needs a major repair, your mechanic selects the best tools. And when you want to realize a goal, you also need the best, quickest and surest tools. And what are they?

Without the slightest question of a doubt, they are PENCIL AND PAPER . . . writing. Edison once said: "Most people will go to ANY length to avoid the labor of thinking." My classes taught me: Many people will go to any length to avoid the labor of@ writing. They'll practice auto-suggestion, positive thinking, meditating, affirmations, even hypnotism. But they shrink from writing. They are throwing away their sharpest tool for the purpose of realizing a goal. Why? Because writing requires thinking, the most exact kind of thinking. Bacon said: "Reading maketh a full man; speech a ready man; and writing an exact man. Language is one of the great differences between lower animals and man. And writing is the highest form of language.

In fact writing forces us to think. It has ten times the power to force us to concentrate and think accurately, exactly, and meaningfully as mere talking or silent pondering. You can prove this in a minute. Just try to write something without thinking. You can't. Forcing yourself to write harnesses a group of brain cells to produce thoughts and that develops mind power. The starting point of all achievement is a vision, a dream.

That dream continued changes to a desire. And if it's definite, it leads to a plan, which in turn leads to action. But it must be definite and WRITTEN DOWN as a goal. Otherwise it's a mere passing thought. Unless you write down your goal on paper, you are merely toying . . you haven't gotten serious. I'd like to print in letters I 2 inches high this MILLION DOLLAR MESSAGE: ONLY BY WRITING DOWN YOUR GOAL ON PAPER CAN YOU HARNESS YOUR SUBCONSCIOUS MIND TO GO TO WORK TO REALIZE YOUR GOAL.

I can't emphasize too strongly: Only the emotions, feeling, have the power to put a message over to the subconscious mind. Ordinary thinking or talking does NOT arouse the emotions. Seeing your goal on paper involves the Optic nerve which is 17 times larger than most other nerves. Therefore seeing it on paper makes a deeper impression on the mind, makes you remember it longer . . penetrates your inner, subconscious mind.

Many potentially great people remained just ordinary because they never wrote down their goals. And many ordinary men who did write down their goals rose to wealth and some even to greatness. A written down goal has more power than brilliance, luck, pull, even genius.

Writing down your goal is so important that I'm going to remind you, urge you, spur you and coax you to write it down until you're blue in the face. If I fail to motivate you to write it down, I'm a flop as a teacher. If you don't like to write, I strongly urge you to force yourself to write.

until it becomes a habit. Any skill or habit can be developed and acquired, IF we want it seriously enough to seriously set our minds to it. That requires SELF MASTERY, will power, discipline. Here is a good place to begin developing this SELF MASTERY - one of the two MIND GROWTH traits. Writing down your goal is planting the seed. That seed will grow and draw all other success aids it needs, like the apple seed that grows and draws all the ingredients it needs.

Writing it both physical and mental. It has double power . . . brings faster results than any single power. It reaches the subconscious mind. The subconscious is much smarter than the conscious mind. It's much older, millions of years older. The conscious mind is a comparatively latecomer.

Writing it down gives it momentum, life, substance . . . makes it definite and PERMANENT. Mere mental thinking lasts a few seconds. Writing on paper never forgets. Writing it down has two powers, drawing and driving power. Through the subconscious it draws and through the conscious it drives us to do everything we can think of to help realize that goal. It's the quick way.

Writing it down is like hiring a MIRACLE WORKER. Outside forces, seemingly from nowhere come to your aid. There's an ancient Swiss saying: FATE ADDS A THREAD TO THE CLOTH BEGUN. How? I don't know. Experts have several theories about how a goal converts itself to its physical equivalent. Here is the one most widely accepted. Your conscious mind is the RULER of your life. Your subconscious mind is the FACTORY. This factory is also a giant COMPUTER.

It has thousands of separate facts, ideas, plans, notions, concepts and thoughts. A written down order from the conscious mind signals the subconscious mind to select, compare, combine, adopt, adapt, reject, relate and switch these facts and thoughts around and combine them into new forms, new ideas, plans, and means to realize that goal. It even has cybernetic action like a guided missile. When it wanders off course it self-corrects and yanks itself right back on course.

Paper with writing on it never forgets. And writing a goal on paper is in some way related to writing it on the subconscious mind, where it acts like a note to ourselves and projects itself upon our eyes and minds to spur us, urge us and nag us until we take some action. Writing it down activates a new group of our 12 billion brain cells to go to work and realize our goal. Authorities admit they know very little about just how and why -this subconscious mind works. But like electricity which produces light, although they don't know how and why electricity works, they are not willing to sit in the dark until they discover how and why. They're satisfied to push buttons and turn it on.

Many hesitate because they don't know how nature works. No one does. She works in mysterious ways. How she transforms a goal into its counterpart in material form is one of her secrets. As we use electricity without knowing how it works, let's do the same with writing down a goal. Those who do, win; those who don't, fail. Writing down a goal is like turning on a switch. Pencil touching paper is like joining two electric wires together to form a path for the flow of electric power. This simple act of writing down your goal will do more to realize it than anything else you can do. It's electrifying, galvanizing, magnetizing ... draws all it needs toward it . . . will make you a new person..... lift you from creature of circumstance to master of circumstance..... will release the sleeping powers of your mind . . . will permeate every facet of your life. A note on paper never forgets. Nor does your subconscious mind. It might flare forth weeks later. Your problem is more than half solved once you get your message over to the subconscious mind. In six weeks it can change your whole life. Seemingly miracles begin to happen. Ideas to help you realize your goal will come from everywhere. . . seemingly even out of thin air. Your hopes rise . . . you change from drifting to driving. Your whole life seems to surge ahead. Optimism replaces pessimism, positive replaces negative. Hope blooms and despair flees. Your confidence drives out all doubt indifference changes to enthusiasm. You're on your way.

One surprising way your subconscious mind works on your goal is: IT WORKS ON YOU. Your written down goal motivates you to action. It seems to set a fire under you to wake you up. It changes your whole attitude and outlook. Writing it down takes less than a minute but does more than 20 years of mere wishing to realize it. It's a literal magnet, a charm that draws everything it needs. You'll notice your goal working on you right away. Seeing your goal on paper will alert you to notice everything even remotely related to your goal. You'll notice your goal gripping you and everything you do. It will keep you ever alert for new ideas; give you new spring, new energy and zeal, new spirit to permeate your whole being.

So far we have been emphasizing the power of the subconscious mind to help us realize our goal. That was proper. Writing it down on paper was the mightiest single action we could take to help realize it. But since we want quick results we owe it to ourselves to use ALL possible aids. Our conscious mind also has power. Remember it is the RULER of our life. And remember it was our conscious mind that impelled us to harness our subconscious mind to help realize that goal.

And remember: "Committing your goal on paper will activate both your conscious mind and subconscious minds, and help keep your goal always before your vision." There are several ways to harness your conscious mind to help you realize your goal. Probably the most powerful one is as a reminder. Keep that goal in mind. That requires will effort, conscious effort. Look at that written goal. Be sure to LOOK at it, not merely think of it. Look at it every evening. In addition, write it on several cards. Put one in your car, one in your bedroom, one in your bathroom, and others where you'll AUTOMATICALLY see them without depending on your unreliable memory.

Your success, and how quickly you'll realize your goal, will depend on how long you can keep your enthusiasm up. Some have enthusiasm for a few minutes, others for a few days, some a few weeks, or months. But the real winners are the ones who keep it up for years. Keep in mind enthusiasm creates energy. Energy impels you from within to take actions that help you realize your goal.

Also keep in mind the subconscious mind is deaf to mere thinking or weak wishing. It only heeds strong feeling, emotion. Other methods to harness your conscious mind are:

1 Auto suggestions ... telling yourself, aloud if alone, in positive tones that you will realize your goal. Still better, telling yourself that you are already realizing it.

2 Visualizing, seeing it mentally as realized.

3 Every evening reading the list of all the rich rewards of your goal.

4 Meditation and affirmations.

5 Talking to people in fields of your interest.

6 Reading trade journals about your goal.

7 Reading success books, articles and stories about men in your field of interest.

8 Listening to lectures, tapes, records on success.

9 Associating with successful people.

10 Try to think up several ways of your own.

Thinking is the highest faculty of the mind. Exercise it at every opportunity. It's easy: COMPARE AND COMBINE.

For quickest results, while your subconscious mind is drawing, your conscious mind should be driving you to develop the qualities needed to reach your goal. To this end get up a list of slogans, axioms, proverbs, precepts, maxims, mottos as short reminders. Read them every day.

One vital job for your conscious mind is to develop the habit of positive thinking. How? Close your mind forever to all negative thoughts. Never let a single one enter your mind for even an instant. Expel it. It's poison. Your mind learns fast. Do this for six weeks and you'll graduate to a positive thinker.

Your thoughts are powerhouses for either success or failure depending on whether they are positive or negative. Positive thinking and a positive mental attitude seem to be the whole theme of all recent success books, courses and motivational seminars.

Even most of the modern religious programs have as their main diet or theme, positive thinking. About the only other things they urge are prayer, faith and strong belief, which are closely related to positive thinking. Even though some of them exaggerate and claim more than they can accomplish, they can accomplish much.

So much in fact that positive thinking often marks the difference between success and failure. Surely, we can't become musicians by 20 years of positive thinking about music, without practice, as some of them would have us believe, but we must admit we can accomplish little or nothing without it. Positive thinking defeats doubt. Doubt leads to indecision, which in turn leads to fear. So keep thinking positively at any cost in effort, discipline or will power.

WE NEED MORE TO BE REMINDED THAN INFORMED

To make the most of yourself keep in mind: We need more to be reminded than informed. All ambitious people, from the lowest to the highest need not merely yearly, or quarterly, or monthly or weekly inspiration, but DAILY reminders ' B.C. Forbes, the millionaire founder of Forbes Magazine, read an average of three success books every week for 20 years. Most leaders in business, industry, education, religion, entertainment, and EVERY FIELD are ALWAYS improving themselves by reading, studying, and seeking inspiration. Most world famous leaders claim they read practically all the new books on success, positive thinking, human relations and other success books as fast as they come out. Napoleon once said: "Show me an army of leaders and I'll show you an army of readers."

Do you remember the last words of Kaiser to the students of Denver University? They were: "After you decide on a goal, put it in writing. Then every evening read it to keep it in mind. The next day, and every day, do one thing to take you a little closer to that goal. Keep that up for five years or until you reach your goal."

"BUT", I sense some of you mentally say, "That's harder than it sounds. That takes the kind of will power and brains you read about in the history books. That might be all right for Henry Kaiser and other big shots, but I don't have the will power and the persistence to stick to a goal and do one thing every day for five years to reach it."

If that's your only objection, I have good news for you.

YOU DON'T HAVE TO BE BRILLIANT TO SUCCEED

The news I'm going to tell you might be the BEST NEWS YOU EVER HEARD. If you act on it, it might mark the turning point in your life ... pull up a chair and I'll tell you the one big factor behind most big men; that helps turn "ordinary" ability into "extraordinary" achievement; helps change average men into big men, oftener than any other trait. It took me 20 years to discover it. I'll tell it to you in 20 minutes. If you don't have the will power to drive yourself to big success, you're no different from great men. No one has the will power to drive himself to great success.

NO ONE EVER DID. Kaiser, Lincoln, Ford, Conwell, etc., did not DRIVE THEMSELVES. They were driven. They were driven by some strong inner feeling, some intense emotion, some inner COMPULSION, PULL, URGE,VISION,GOALOR PURPOSE in life. That strong inner urge, vision, GOAL or PURPOSE in life ... call it what you will, became so much a part of them . . . penetrated them so completely; gripped them so tightly; possessed them so fully ... imbedded itself in them so deeply, that it became an integral part of them, like an unborn child.

It wouldn't let them rest. It kept them always on the move, their ambition at a high pitch. It prodded them day and night. It kept their goals ever before their minds. It was so persistent ... pulled them so hard, that working toward their goal was easier and more natural than quitting. Unless you have this inner FEE LING, VISION, OR GOAL, or develop it, you may know exactly what to do to succeed, but you won't do it. No amount of brains or will power can take the place of this strong inner feeling. Without it, the best plans, the soundest reasons will fade like New Year Resolutions.

The price of BIG success is too high; too many obstacles must be overcome; too much sweat, toil, boredom and drudgery over too long a time are required for mere will power ... forced effort. Great drive must be continued not for a few weeks or months, but usually year after year. This is a task not for will power, but for a deeper, stronger, more compelling, more persistent power, FEELING, EMOTION, or a VISION.

NOT KNOWING BUT FEELING

Even if you know that success can't be won without great effort, you still won't make the necessary effort if you lack this inner feeling. Why? Because knowing does not induce action. It takes FEELING to induce action as every salesman knows. Not the skin-deep fickle feeling that changes with every wind of fate, but that deep, abiding, inner, undying feeling that springs up from your innermost being, the feeling that's born of a VISION, GOAL, or PURPOSE IN LIFE.

This is not meant as a criticism of will power. Will power is necessary. Without it you'll never be a man. You'll be a mere sissy. You need will power every day to drive you through ordinary obstacles. Develop it in every way you can. The point I'm trying to make is that will power will never be the chief factor in BIG success. Its chief value will be to hold you to your goal until attention creates interest, interest grows into desire and desire into a goal, then a plan and action. To try to win BIG success by will power alone is like being forced to support a stepson whom you don't like. You'll have to DRIVE yourself every day to your "duty". But if he were your own son, your feelings would take over the driver's job, and drive you, even when you didn't feel like it.

As soon as this goal, this vision or feeling grips you, no amount of sacrifices will daunt you. You'll BE DRIVEN FROM WITHIN. No obstacles will hold you back. Your feelings will drive you bee-line to your goal, bowling over all dish-water alibis called obstacles. It will haunt you day and night . . . never let you rest . . . drive you until you get there. You'll think and dream of it. You'll hunger and thirst for it. If you need a skill, you'll develop it. If you -need knowledge, you'll get it. If you need capital, you'll raise it. if one plan fails, you'll try another. You'll keep going until you arrive, come Hell or high water.

HOW THE GIANTS GOT THAT WAY

Feelings, not brains, built every business, hospital, labor union, country, and career. Think back. What are the success traits associated with great men? Faith, drive, confidence, enthusiasm, persistence, courage, will power, ambition, force, vision, etc. What do they all have in common? What is the common thread running through all of them? Feeling not intellect. All big enterprises were built by men, while they were getting started, lived for the business, dreamt about it, thought about it; slaved for it, planned and schemed for it. "Nothing great," said Emerson, "was ever achieved without enthusiasm." Nor was anything great ever achieved without boredom, drudgery, monotony.

How about the Bell Telephone Co., Temple University, U.S. Steel, The Salvation Army, Ford Motor Co., The Red Cross, Firestone, DuPont, etc.? In every case, some overpowering emotion in the mind of the founder DROVE HI M TO SUCCESS. The great persistence, energy, and alertness of a Ford, Edison, Bell, Conwelf, etc., were backed up and sustained not half as much by superior brains as by superior FEELINGS, VISION,OR PURPOSE.

Whether you want to get rich, become a star salesman, a top executive or entertainer, your ONLY right starting step is to find or develop some OVERMASTERING GOAL, VISION OR PURPOSE TO DRAW AND DRIVE YOU TO SUCCESS. Otherwise you'll fall by the wayside as all "average" fellows do.

This right FEELING OR PURPOSE will speed you ahead further and faster than all the knowledge in all the books and colleges. The more people I analyze, the more convinced I am that the chief benefit of education is to help you find a worthy goal, vision or purpose in life, to give life meaning and to DRIVE AND DRAW YOU TO SUCCESS.

THE REAL CAUSE OF MOST FAILURES

Nothing leads to futility and failure like the lack of a chief, strong aim, goal or purpose in life. In my classes, clinic and correspondence course, I have analyzed more than 2000 people. Eighty-seven percent were accomplishing less than their highest potential because they had no goal or vision to draw and drive them forward.

You'll never even know what your real power and possibilities are until you feel that irresistible pull from an overmastering purpose from within, drawing you forward. That vision or goal, that purpose or feeling will act like a magnet, pulling you from in front, instead of requiring a push from behind. Your powerful subconscious mind will take over and replace the crude will power and DRIVE AND DRAW you forward.

This dominant goal will relieve you of the source of petty annoyances, fears, hates, peeves, excuses, inhibitions, and complexes that lick little men. Whenever an obstacle crops up, you'll automatically think, "How small this petty piffle will look five years from today." Your vision will carry you over obstacles like a jet bomber. It will free you from the paralyzing complexes and the picayune peeves that flatten floundering floaters.

You'll automatically think with Sir Thomas Buxton, "The longer I live, the stronger becomes my conviction that the truest difference between the success and the failure, between the strong and the weak, between the big and the small man, that separates the boys from the men, is nothing but a powerful aim in life, a purpose once fixed and then death or victory. And no perfect speech or manners, no culture or education, no pull or influence, can make a two-legged creature a MAN without it."

ONE OF THE THOUSANDS OF PROOFS OF THE POWER OF A GOAL

In Clinton Prison, four hundred hardened criminals, five of them murderers, labored four years without pay to build their beautiful church: THE PENITENT THIEF.

In your next lesson, Lesson 6, you'll learn what happens inside people's minds that changes them from losers to winners.

LESSON 6

DR. CONWELL'S REVOLUTIONARY MIND DISCOVERY

Have you ever wondered what happens inside the minds of people that suddenly changes "ordinary" people into "extraordinary" winners?

The easiest way I've found to explain it is the following:

WE HAVE TWELVE BILLION BRAIN CELLS

Psychologists have drawn pictures of these cells, as pear-shaped, and arranged in groups like bunches of grapes.Before we are born, none of these cells are awake or developed. They are all asleep and look like flower buds that have not yet blossomed. But as soon as we are born, certain ones wake up. They don't all wake up at the same time or rate of speed. The primary traits that govern breathing, crying, eating, etc., wake up first. Then follow others. like those that govern walking, talking, and the like. Others follow later, some when we are 5 years old, others at 10, 20, 30, 40, 50, 60, 70 and even later. Wm. James and other great psychologists tell us: "Compared to what we should be, we are only half awake. We are making use of only a small part of our mind. Deep down inside us are powers we know nothing of and never use.

WE MUST WAKE UP OUR "HIGH-TALENT" BRAIN CELLS

Most of our high-talent brain cells never wake up of their own accord, but remain sleeping slackers and go with us to our graves, unless some emotional experiences wakes them up ... develops them. Sometimes this emotional experience is touched off by reading success stories of great men which inspires us to like effort. Sometimes by a book, sermon, wise saying, lecture, scare, noble example or some other emotional alarm clock.

The most valuable thing that can come into anyone's life is that book, that proverb, that experience, that person, that emergency or incident that introduces a man to his inner unknown powers.

Henry Ford claims that reading and memorizing "Psalm of Life" when he was 10 year old woke him up. Later, when grownup, he showed it to his friend, Harvey Firestone, who also memorized it.

Russell Conwell, founder of Temple University, started to rise after discovering two factors that woke up his inner power. Dr. Frank Crane, the $1000 a day essayist, claims reading Pilgrim's Progress changed his life.

Even wealthy Wm. Pitt was a drifter until he read "Wealth of Nations". He wrote: "When I finished reading that book I was a new man." And Benjamin Franklin rose to GREATNESS thru reading two wise sayings. Sister Kenny claimed that reading the proverb, "He who angers you, conquers you", revolutionized her whole life. Everybody is a mere sleeping giant until something wakes up his inner power . . . more of his idle brain cells.

LIFE'S SADDEST DISCOVERY

Our great Emerson told a graduating class, "Few men wake up before they pass on." It's that bigger, grander man beating beneath that dwarf of a man that haunts us, until we express him. One of the hardest tasks for us who are concerned with career guidance is to convince students of that seemingly mysterious inner power to s-t-r-e-t-c-h a man to a BIGGER SIZE. All our lives we are haunted by our inner yearnings. They'll never let us rest until we express them.

One of life's saddest discoveries is to wake up late in life and discover we have been using only our lesser talents, a small part of our higher potential. We have left to chance nourishing the "roots" of success, the subjects that count ten times as much as mere learning. We have not learned early in life the success methods of great men.

Elbert Hubbard said: "LEARNING FROM GREAT MEN IS RIDING TO SUCCESS ON THE SHOU LDE RS OF GIANTS."

Whenever I hear of anyone who is ambitious, I tell him about Dr. Russell Conwell's revolutionary discovery. Dr. Conwell was a lawyer, clergyman, educator, and lecturer. One day while wracking his brain for a lecture he was writing, he discovered two factors that wake up more of our 12 billion brain cells. One of these is GOAL SETTING. The other one is the second most helpful success trait: WILL POWER - being trained to do what we should do, when it should be done, whether we feel like it or not. These two traits combined have more power to help us succeed than all other traits combined. They nourish the "roots" of success. All other traits merely nourish the "branches". He called them "mind growth" traits because they develop mind power by waking up more of our 12 billion brain cells.

He immediately applied them to finish his lecture. He named it: ACRES OF DIAMONDS. It soon became the most famous lecture ever written. He delivered it six thousand times. With the proceeds he established TEMPLE UNIVERSITY.

That lecture tells about a prosperous farmer, Ali Hafed, who heard a spellbinding story about getting fabulously rich with diamonds. He sold his farm and went searching for diamonds. He never found any and died broke.

The man who brought his farm found in his back yard ACRES OF DIAMONDS. That farm became the Golconda diamond mine, the largest in the world. I'm not going to tell you about diamonds in your back yard, but about different diamonds - the acres of diamonds - your 12 billion brain cells. Dr. Conwell stated: These "two factors are the nearest thing I ever found to that "so-called" SECRET OF SUCCESS. But I don't believe success has any secrets." He claimed discovering these two MIND GROWTH traits meant his success: TEMPLE UNIVERSITY. He added: "And waking up more of your idle 12 billion brain cells might mean your success - maybe your fortune. Once you master these two traits all other things you want will be added to you."

Some years later lie told a graduating class: "it won't bother me if you forget everything you learned here in the past four years, if you'll forever remember and convert into a habit these two MIND GROWTH traits. They'll help you more in solving your problems and making a successor your life than any four-year college degree. I know. I did both."

I'll never forget another lecture I once heard Dr. Conwell deliver. It was DYNAMITE. It will inspire me for life. A thousand times it has moved me, spurred me, impelled me to wake up, to get going - to stop dawdling. He said: "To win, BEGIN. All winning starts with beginning. The hardest part is always the start. So a thing begun is more than half done. Let me explain: Beginning - taking the first step, generates momentum, the emotional energy, the inner urge - motivates you to take another step, then another, and another. That momentum, once started, will continue until your task is done." Therefore a thing begun is more than half done. Why not memorize that MILLION DOLLAR tip, that Bugle Call to action? It will wake up the slumbering power of the soul, as it has done a thousand times, and is still doing for me. And why not memorize that loudest of all BUGLE CALLS - that immortal, world-shaking, command of Goethe, exhorting, shouting, and THUNDERING: Are you in earnest? Seize this very minute. What you can do, or think you can, begin it. Starting has genius, power, and magic in it. Take one step and your mind grows heated. Begin it' and your task will be completed." Taking the first step generates the momentum, the emotional energy, the inner urge to take another step, then another, and another. That momentum, once started, will continue until your task is completed.

Your next lesson, Lesson 7, tells you how to develop WI LL POWER. That means being trained to do what should be done, when it should be done, whether we feel like it or not.

If you combine this with GOAL SETTING and make them habits, you'll have more power for success than all other traits combined. You'll be on the highway to success.

LESSON 7

THE SECOND GREATEST OF ALL SUCCESS TECHNIQUES

In this lesson, Lesson 7, you'll learn how to develop the second most helpful of all traits for succeeding, Will Power, Self Mastery, or Discipline. Huxley defined this trait best when he said: "The most valuable education is that which trains us to do what should be done, when it should be done, whether we feel like it or not." That's a lesson that should be learned early in life, but is usually not developed until late in life.

If you combine this trait with GOAL SETTING and make them habits, you'll have an invincible team. They have more power for success than all other traits combined. You'll be loaded with DYNAMITE - on the super highway to success. If you master these two traits and get nothing else out of this book, I'll be happy. You'll have your money's worth a hundred times over. in fact more than half of the I 2 lessons and 600 tips are aimed at developing these two traits. In my long life one of the two most useful lessons I've learned is:

WILL POWER IS TEN TIMES MORE IMPORTANT AND MORE HELPFUL FOR WINNING SUCCESS THAN MERE KNOWLEDGE OR LEARNING.

THE WILL IS THE MAN . . . WILL MAKES MEN GIANTS - AND MILLIONAIRES 

When I learned how important and how helpful will power is for winning success, I resolved to find the best, quickest, and soundest method for acquiring a powerful will. I began by finding out what all the great psychologists recommended. Then I tested their methods and exercises in my personal classes. This lesson is the result of all my years of research.

This can be your SECRET WEAPON for licking the obstacles, boredom, monotony, and other difficulties that lick most people. Practice' the exercises every day in this lesson for six months. That will be a real bargain price to pay for acquiring one of the two traits that are MORE IMPORTANT AND MORE HELPFUL FOR WINNING SUCCESS THAN ALL OTHER SUCCESS HELPS COMBINED. Yes, this will require some effort at the start. But the rich, lasting rewards will repay your small efforts hundreds of times over. A young musician asked the great Paderewski how he too could become master of the piano. Paderewski answered, "The only way to become master of any skill is first to become its slave. And that takes practice, practice, practice." Nature to be commanded must first be obeyed. There can be no gains without pains; no victory without drudgery. Before a general can give commands, he must first take commands ... as a trainee.

Start this program by becoming a slave to this lesson. Don't be too proud to think to yourself: BLESSED BE DRUDGERY. This discipline you're imposing on yourself is just as BLESSED as the discipline your parents imposed on you when you were growing up. Without that discipline, you never would have grown up. No cleanliness, no manners, no respect, no training. Just a selfish, SCREAMING SAVAGE. Discipline is what made you what you are today. And discipline is the only thing that will advance you to that bigger, grander, nobler YOU . . . the person you can become. Mere learning won't do it. The world is full of college grads driving cabs and Ph.Ds pumping gas. Skill and talent won't do it. Many with skills and talents are job seekers. Luck, pull, and influence won't do it. Without discipline you won't be able to cash in on your advantages. Twelve out of 15 first prize winners of the Irish Hospital Sweepstakes in its first 15 years were worse off after they won. One died drunk. One committed suicide. Two died penniless. Eight admitted they were worse off than before they won. Why? NO DISCIPLINE.

No wonder more and more millionaires including the 600-million dollar H. Ross Perot are saying: IF YOU HAVE BUT ONE GIFT TO GIVE YOUR CHILDREN, LET IT BE SELF DISCIPLINE.

Resolve to master this lesson if you do nothing else. KNOWING YOU CAN DEPEND ON YOURSELF TO FINISH WHATEVER YOU START BUILDS SELF CONFIDENCE FASTER THAN ANY OTHER EXERCISE DISCOVERED SO FAR.

Whether you want to develop your muscles, your mind, or your skill, your basic tool is always ACTION, doing, practice, exercise. The only thing that can change your life is ACTION. Action acts like the switch that turns on the power. To develop power, ACT. This method is a training in knowing and practicing: THE THINGS THAT ARE IMPORTANT for winning success and avoiding useless, time wasting activities. True education teaches behavior and doing, not mere knowledge.

May I suggest that you look upon this book as a gymnasium for training you in the most powerful and most necessary of all traits for winning success - for getting whatever you want to have, or do, or be more than anything else.

Yes, this requires some work. But who wants a sugary mess of loafing, idleness and dawdling? Every skill or task is hard before it becomes easy. Listen to the great Conwell: If drudgery is not found somewhere in a book or course it isn't worth reading.  So let's get to work. The drudgery will end as soon as interest grows.

Self-mastery is so essential that it's been advised, expounded, exhorted, SHOUTED AND THUNDERED by great and wise men of all ages. It's been expressed in all languages, in prose, poetry, essays, lectures, books, speeches, and sermons. This trait is will power, self-mastery, self-discipline. Successful men acquire the will power to make themselves do what success demands, whether they feel like it or not. They do the things failures don't like to do or can't make themselves do.

THE WILL IS THE MAN. WILL MAKES MEN GIANTS

Let's face it. The chief reason most of us haven't made more of ourselves is that we haven't been stern enough, firm enough, rough enough and tough enough with ourselves. All our lives we have been dawdling, confused, undecided, pampering ourselves instead of getting to the essentials and putting FIRST THINGS FIRST. We have put off, dodged responsibilities, excused our careless mistakes, been soft and lenient with ourselves; neglected our best interests by being lured away to the TV, radio, and other useless trifles and pleasures.

Let's face the facts and get going. Let's make something of ourselves. There's no substitute for will power, self-mastery, self-discipline. Talent, genius, learning are no match for will power. A few of us get tough with our muscles or with others. The proper place to get tough is with our minds and wills. There's where the power lies. THE WILL IS THE MAN. WILL MAKES GIANTS. The world and nature are fair and square, but firm, stern, rough and tough. Since we can't lick them, why not join them? Let's become just as firm and tough as they are. Don't try to outwit nature. She got along 4 billion years without us. Nature to be commanded must be obeyed. Break her laws and you'll pay. She has no time to kiss our wounds or listen to our petty complaints. She marches on. If we join her, OK with her. If not she marches on without us.

So let's get a new start. Forget your past mistakes. Your greatest assets are your unexpired years. Get hold of that divine human machine . . . the real you . . . the fellow you CAN become. Start with your body. Get it in shape. Trying to forge ahead with a half sick or sluggish body is like trying to speed ahead with a flat tire.

Don't be a sissy and be afraid of the dentist or the doctor fearing you might need a tooth treated or maybe have cancer. An ailing body is like a rattle in your car. Either may wreck you. Get yourself in shape.

What every last one of us need is not more college degrees or more knowledge or information, but more discipline, more will power, more self-mastery. Let's find the facts, face the facts and FOLLOW THE FACTS.

Do you think I'm a fanatic on this subject? Let's see what greater and wiser men have said about it. Sir Thomas Buxton, "The longer I live, the surer I become that the truest real difference between the success and the failure, between the strong and the weak, between the rich and the poor, between the great and the average, is just plain will power, invincible determination, a purpose once set and then . . . death or victory. And no fine manners, education or brilliance, no talent, opportunity or culture can make any two-legged creature a man without it."

Huxley, "The most valuable education is that which trains us to make ourselves do what should be done when it should be done, whether we feel like it or not. It's the first lesson that should be learned early in life and, probably, the last to be learned thoroughly."

Elbert Hubbard, "it isn't more book learning we need, or instructions about this or that, but a strengthening of the backbone, to act promptly, to get going to do the thing we know we ought to do."

President Eliot of Harvard, "Not scholarship, but self-discipline is the end of all true education."

President Nicholas Murray Butler of Columbia University, "An ounce of will power is worth a pound of learning."

Socrates, "There is but one philosophy; fortitude, self mastery."

J. P. Morgan, the banker, "To be a money master, you must first be a self master."

Orison Swett Marden, "There are dozens of success traits, but will power is the tool that builds them all."

Dwight Moody, "True will power and courage are not on the battlefield, but in every day conquests over our inertia, laziness, boredom."

Walter Chrysler, "The accrued wisdom of the ages commands us to select one or two things among the dozens clamoring for our attention, and pursue them to the finish and not be side tracked by scattering our energies over a dozen or more." If you're serious about success, you'll make self mastery your second love and Goal Setting your first. The author. Emerson, "Thank God every morning you get up and find you have something to do that must be done, whether you feel like doing it or not. This builds character."

Bacon, "Too many develop every talent except the most vital one of all, the talent to use their talents . . . will power."

Dr. Frank Crane once saw a horse whose collar irritated his neck so badly that he was moved to call its attention to the owner. The owner replied, "Yes, that's too bad. But I've noticed, if no one ever worked when he had a pain or sore there'd be mighty little work done. Half the world's work is done by people who don't feel good."

Russell Conwell, "if drudgery is not found somewhere in a book or course, it isn't worth reading. Of all great works nine tenths must be drudgery. Edison put it at 99%. Edmund Burke worked 22 hours at one stretch on one speech..... pure drudgery. Kepler filled 600 pages with figures to learn the skies..... all drudgery. Genius and talent may start great projects, but only drudgery can finish them."

When a fighter or other athlete goes into training, he trims the fat, runs 5 miles a day, watches his diet, his smoking, drinking, and other health killers. When a young man gets married, he quits mooning around, playing the field, flirting with the waitress, saves his money, gets enough rest and concentrates on one thing - SELF ADVANCEMENT.

You're starting on a success program. Follow the example of the athlete and the young married. GET STERN, FIRM, ROUGH AND TOUGH WITH YOURSELF. Show your lower nature who's boss of that divine human machine . . . the real you. Have you tried other courses or programs for forging ahead? Did you get the results you expected? If not, maybe you used the mushroom method. The mushroom grows fast and fades fast. The oak tree grows slowly and withstands the wind, snow, rain, hail, ice and raw nature. The same with men.

Training by mere reading or telling yourself you're a success and rich, is the mushroom method. The sound oak tree method is one of practice, exercise, action, doing. Mind growth like muscle growth or plant growth is governed by natural law. It can't be forced beyond previous preparation.

Each day's little growth prepares for the next day's growth. Trying to force growth is like trying to step from the bottom of a 20 foot ladder to the top in one stride. It cannot be done. We can't break nature's laws; we might break ourselves trying. Yes, practice and exercise is tough. But it'll be tough only six weeks. You'll be surprised how quickly the practice will grow into an interesting game. And it'll be the most profitable game you'll ever play. You'll have it made. The world will be yours. In my classes I experimented for 10 years to find the best and quickest method for acquiring will power, self mastery. I tried the mushroom methods and every other method available. I always came back to William James' method. 

William James said, "Do something every day for no other reason than you'd rather not do it or don't feel like doing it. This is will power insurance for future difficult or monotonous tasks. It's like life insurance for financial emergencies. This is the method we'll use in this program to acquire MASTERY OF LIFE.

FORCE YOURSELF, COMPEL YOURSELF, MAKE YOURSELF do one useful thing every day for no other reason than that you don't feel like doing it. GET TOUGH WITH YOURSELF.

Select one item and finish it though the heavens fall. Next week select another item. Or repeat the same if you wish. Select one item a week, either a new item or repeat every week FOR THE REST OF YOUR LIFE. Yes, that's tough. But it isn't ONE TENTH as tough as trying to succeed with a flabby will. Life is also tough. Life and success are not for softies. They're for grown ups, thoroughbreds. Why not be one? It's easy. Resolve and the thing is done. But really RESOLVE. In six weeks it'll be a habit. Life is a struggle and struggle is good for you. It builds character, will power, courage, initiative, persistence, thrift, foresight, planning, determination, self-confidence, even INTELLIGENCE. All the traits of a winner.

KNOWING YOU CAN DEPEND ON YOURSELF TO FI@NISH WHAT YOU START BUILDS SELF CONFIDENCE FASTER THAN ANY OTHER METHOD KNOWN SO FAR.

DON'T, DON'T, DON'T Start the failure method of attempting to rush your growth. Growth of any kind can't be forced. And don't, DON'T, DON'T SKIP AROUND. Force yourself, make yourself stick to your program from Lesson I to Lesson 11 in proper order. After you see your final results you'll be glad you worked systematically.

1st week: Force yourself to find some praiseworthy trait in a different person every day for a full week and compliment or praise him for it. It'll also uplift YOU.

2nd week: Limit your TV to one hour and spend some of the saved time taking exercise: You'll profit more from 10 minutes of exercise than from 10 hours watching football. 

3rd week: If you're overweight, cut all desserts for a full week. If you're not overweight, spend 30 minutes a day reading biography. Most successful men do it.

4th week: If you drink beer or cocktails or smoke cigarettes, cut your consumption in half for the week. If you enjoy coffee or coke, cut their consumption in half.

5th week: Cut out one unnecessary expense item every day and put the money saved drawing interest. Saving money has been credited through the ages as one of the most powerful exercises for developing character, will power and other traits.

6th week: Set aside 30 minutes every day thinking up some way to improve some part of your job or business. 30 minutes is only 2% of your time. Is that too much to pay for a powerful will and maybe increased income? One trait you'll always notice in all successful men: They are always studying or improving themselves in some way.

7th week: Limit your TV to one hour a day all week and spend some of the time reading biography. Most great men were inspired by other great men who came before them.

8th week: Compel yourself to talk first to some stranger or someone you usually ignore. He's probably thinking the same as you: that you'll consider him forward.

9th week: Think back. What specific thing have you put off weeks or months? How about that letter or that phone call, or that project you promised yourself to do?

10th week: Compel yourself to spend 30 minutes a day reading some uninteresting but useful book. How about the latest health book or trade journal?

11th week: Compel yourself to write 30 minutes a day on the subject: HOW CAN I IMPROVE SOME PAR-F OF MY JOB OR WORK?. ideas come from writing. That's how Ford got his V-8 engine. Once a month for 15 months he ordered his engineers to bring him a WRITTEN article on the subject: WHAT FIRST STEP CAN I TAKE TO BUILD A V-8 ENGINE? After 15 months, it came through writing. Writing unearthed the idea.

12th week: Spend 30 minutes a day "thinking" about your future. Ask yourself: What am I neglecting today that I'll some day wish I had done?

13th week: Use this last week to get up a WRITTEN Schedule of 13 projects for your next 3 month's schedule. Select a few harder items like walking away from the TV in the middle of the most interesting program. Or get up 30 minutes earlier and read biography or take a walk.

Your will, like your body, needs DAILY exercise FOR THE REST OF YOUR LIFE. Without walking or some other physical exercise your body will become flabby. Same with your will. So keep it fit. The best way so far discovered is William James' way: Do one thing every day for no other reason than that you don't feel like doing it: THE WILL IS THE MAN. WILL MAKES GIANTS.

Practice these exercises for 3 months and you'll have taken a I-o-n-g step toward MASTER OF LIFE. Practice them for a year and you'll have taken a l-o-n-g step toward GREATNESS.

In your next lesson, Lesson 8, you'll learn the value of keeping a positive attitude toward life and what's more important, the different ways to achieve this optimistic outlook: HOW TO KEEP YOUR HIGHEST MOMENT PERMANENT.

LESSON 8

KEEPING YOUR HIGHEST MOMENTS PERMANENT

The world's greatest thinkers, philosophers, educators and religious leaders proclaim through the ages ...

YOUR LIFE IS WHAT YOUR THOUGHTS MAKE IT

Your thoughts control your life. But you control your thoughts. You are free to think success thoughts - positive thoughts or failure - negative thoughts. Here are a few of the great men who emphasize: "Our thoughts control our lives."

HENRY FORD: Whether you think you'll succeed, or think you'll fail, you are right.

EMERSON: All thought tends to convert itself into action.

WM. JAMES: Dynamic thought or belief helps create the actual fact. BUDDHA: All that we are is the result of our past thoughts.

THE BIBLE: As a man thinketh, so is he.

These are but a few. Many whole books have been written on this single theme. It forms the basis of all the books on "Positive Thinking and Positive Mental Attitude" I assume you want quick results. Although positive thinking alone can in time revolutionize your life, this step alone takes a long time . . . usually years.

Fortunately, there's a quicker way than positive thinking. That's the method of ACTION, DOING, EXERCISE, PRACTICE. You'll develop more power, physical, mental, or any skill in 30 minutes of practice than in 20 years of positive thinking. No one ever became a champion athlete or master musician in 20 years of positive thinking about music or athletics UNLESS HE ALSO PRACTICED. Even the Bible states: Faith without works is dead.

But the fastest method of all, so far discovered, is action and positive thinking combined. That's the method used in this program. 1have the greatest respect for Positive Thinking, Affirmations, Auto Suggestion, Meditation, Self Image Psychology, Cybernetic Goal Seeking, Self Hypnosis and other psychic aids. I recommend them and use some of them myself. Athletic and stage directors use them to help turn losers into winners.

All of them help. But let's face it. That's all they do. They merely help. Their chief help is that they motivate us to take action . . . they activate idle brain cells to think up ways to realize our aims. They impel us from within to explore all angles. When we wander from our goal, they draw us through Cybernetic action straight back to our goal. When we become discouraged, a new group of brain cells spurs us to continue. When we meet obstacles another group of brain cells goes to work to find ways to lick those obstacles.

Yes, all these psychic aids are helpful. But the actual developing is brought about by action, by doing, by practice. Whether you want to develop your muscles, your mind or some skill, the real DEVELOPER is ACTION, PRACTICE. Only ACTION gets things done. Only action moves mountains.

The factor that makes this program different from others . . . that makes it a high speed program, is action, doing, practice. Just as a man alone is not a unit of society, nor a woman alone, but the two together form a single unit, so positive thinking alone, or action alone, are strictly limited. Joined together they can become miracle workers . . . can revolutionize your life . . . fast. Positive thinking and a positive mental attitude are about the same as KEEPING OUR HIGHEST MOMENTS PERMANENT.

IF ONLY WE COULD MAKE OUR HIGHEST MOMENTS PERMANENT! What magnificent beings we would be - and what great things we could accomplish. But, since the spirit is willing, but the flesh weak, we let our resolutions cool - our visions fade - until it's more convenient to carry them out - and they are gone - forever.

Why? I don't know why our minds work that way, but I do know how to remedy it. There is a limit to the intensity of any resolution. There's also a limit as to how long it will last. But, fortunately, there's no limit to how often we can renew it.

WE NEED MORE TO BE REMINDED THAN INFORMED

As our bodies need daily food for top performance, so we need daily mental food for our minds, wills, and spirits, for top performance. We need reminders not once a year, or quarterly, or monthly, or weekly. We need to be reminded EVERY DAY. Since much of our success depends on keeping our highest moments permanent - keeping an optimistic attitude, we'li begin with one of the most effective of all methods: AUTO SUGGESTION - talking to ourselves. 

AUTO SUGGESTION, THE POWER BUILDER

Henry Kaiser, America's greatest builder; Wm. James, our greatest psychologist, and most other great thinkers tell us: "Never neglect that powerful aid: auto suggestion, for developing confidence and courage and an optimistic attitude." Talking to ourselves is a dynamic tool for changing ourselves from losers to winners - often instantly.

Auto suggestion harnesses the powerful subconscious mind - that universal mind - the God mind, where all power dwells, and where all things are possible.

Recently promoters have given auto suggestion fancy names like: SE LF IMAGE PSYCHOLOGY, CYBE RNETIC GOAL STRIVING, SLEEP LEARNING, HYPNOTIC SUGGESTION, AUTOMATIC COMPUTER, BIOFEEDBACK, PSYCHIC this and that. They are all good, but what they all boil down to is just old fashioned auto suggestion, as promoted by Coue with his: EVERY DAY, IN EVERY WAY, I'M GETTING BETTER AND BETTER. Even the Bible states: LET THE WEAK SAY, "I AM STRONG".

"I HAVE PROMISED MY GOD THAT I WILL DO IT."

That auto suggestion by Abraham Lincoln did more to free the slaves than all his years of silent thinking and all the discussions in Congress and in the anti-slavery organizations.

Few people realize the gigantic creative power of boldly asserting that they are, or have or can do the thing they want. Great things are achieved by people having an overmastering conviction, spoken aloud that they can do a thing. Tell yourself daily (out loud if alone) I am strong, healthy, prosperous, popular, lucky, confident, courageous, because I am heir to ail of nature's infinite supply. There's nothing that will lift a coward to heroic deeds like telling himself: I am BOLD, STRONG, VIGOROUS. The intensity of your claim gives it driving power - helps it penetrate that powerful, subconscious mind.

The more intense, the deeper it penetrates and the longer it will last. I am often asked: "When we are feeling blue and depressed, does it really help to say, 'I'm strong, happy, cheerful'?" YES, IT SURELY DOES. Why? Because by forcing positive thoughts you are expelling negative ones. We can't think two opposite thoughts at the same time. Our thoughts control our attitudes and feelings. By changing our thoughts we change our feelings. Even the Bible says: LET THE WEAK SAY, I AM STRONG. Keep your mind filled with positives and there'll be no room for negatives. That's the whole purpose of these daily affirmations - to keep our highest moments permanent.

There is much more power in words spoken aloud than in silent thinking. It makes a deeper impression on the mind - reaches deeper into the subconscious mind. It's remembered longer and has a greater impact on us, just as written words have a greater impact than silent thinking.

We are so used to our silent thoughts (they're usually constant) that they impress us little or not at all.

Stoutly and strongly and constantly tell yourself you can do, or be, or have whatever it is you want. Don't say, I will be a success. Say, I am a success now. Tell yourself, since you were made in God's image, you are part of his universe - that rightful-heir of all the good things in nature.

Telling yourself that you have a thing often arouses powers you never knew you had. They were there all the time, but latent, asleep. Our talking to ourselves discovers and awakens them. When once you get a glimpse of the giant power within you and experience its help, you'll never again be satisfied with a half life. There's no fault, large or small, you can't cure by courageously talking to yourself. But never assert negatively. Never say, "] am not weak." Say, "I am strong. " 

Auto suggestion in its highest form is an appeal to our higher self, to that God within.

It's never too late to claim our birthright, no matter how low morally or financially we have sunk. There's always more good than bad in EVERYBODY. But we must not claim it timidly, but bravely. We must realize we are part of God's great treasure, heirs to all abundance - all power. 

All great thinkers have established that any seriously wanted desire permeates the deep, subconscious mind and tends to attract that desired object. They have also established that the best time for auto suggestion is when the conscious mind is least active. That's when the conscious mind is least likely to interfere or limit the subconscious from accepting our suggestions. In the evening, just before failing asleep, and in the morning, before we are fully awake, are excellent times. 

Take advantage of these two times. At night, just before dropping off to sleep, repeat your suggestions. At the same time, form as clear a mental picture of the thing you want to do, or be, or have, as you can and as already yours. 

However troubled or worried you are, take time to compose yourself and get into a good mood before retiring. The mind processes that are working when retiring continue many hours during the night. These impressions before retiring tend to influence the mind in the direction of the dominant impressions.

The mental bath before retiring is just as vital as the physical bath. Before retiring always fill your mind with expectations and hopes. Imagine the person you want to be as perfect, ideal. Peaceful, tranquil thoughts before retiring can actually add years to your life. 

We are just beginning to realize the giant creative power of our subconscious minds as the great inner mental computer to build the kind of life we want. Our subconscious minds are just as active when we are asleep as when awake. Take advantage of this inner computer to help you become what you want to be or have or do. Great inventors - Edison, Kettering, Newton, and others - have long known how to enlist their subconscious minds to solve problems and invent new things. Don't be disappointed if you don't get immediate results. Your present state was not developed overnight. It was built up by years thinking, acting, and doing. Patience works wonders. 

Wait Whitman used to affirm: I myself am good fortune. I am good luck. I am part of the great resources of the universe. They were made for me. They are my birthright. They are mine. 

We can conquer our moods. We can become what we want to be. By auto suggestion, we can work almost miracles with our lives, regardless of our present state. We can change it. By auto suggestion we can convert ourselves into magnets to attract anything we want. 

There is much talk about preventive medicine. Its excellent. It's the wave of the future. But it's just as vital in the mental field. By constant auto suggestion we can keep positive thoughts which will automatically keep negatives out. That old teaching that man was born in sin and is a worm of the dust is gradually giving way to the kind God, making man in God's image, lifting him to divine heights, a part of the great universe. Instead of the weak, degraded being, the new philosophy shows man as exalted, sublime, divine, with new dignity, new meaning. More and more we are learning it's a crime to depreciate ourselves - God's creatures, just below the angels. 

The new philosophy shows that we are largely the products of our own making. If we are worms of the dust, it is we who made us that way by our own thoughts, words, choices, and actions. It's true that God created us, but WE OURSELVES molded our characters.

In short, the new philosophy is showing us that thoughts, attitudes, emotions, and moods are seeds that produce harvests like themselves. So it's up to us whether we'll cash in on the new philosophy, or continue believing we are victims of original sin and eternal Hell is our fate.

It's only in recent years that advanced thinkers are making it known that WE BECOME WHAT WE MOST CONTINUALLY THINK ABOUT. In fact, Wm. James claims that's the most valuable and useful discovery in all psychology. And our out loud auto suggestions will do more to help us attract the things we want to have, or do, or be, than anything else, with the possible exception of writing it down as our constant reminders. 

At least once every day resolutely affirm: I am power, I am courage, I am health, I am vigor, I am strong, I'm unconquerable, I'm abundance because I was made in the likeness of God. I am all good, all supply, because I'm the heir of all the abundance of the universe. 

Never say, if all goes well or if luck holds out. That implies doubt and forms a negative or doubtful image. The subconscious mind understands mental pictures, not words. And don't say, some day I'll be so and so. Say I am success right now. The habit of claiming as a present vivid reality our own NOW has terrific power of magnetism to attract it. A man seriously committed to a thing doesn't say "I'll try". He asserts positively that he's strong, successful, rich, brave, confident, happy. You must FIRMLY BELIEVE IN YOURSELF. That strong belief creates the actual fact as James and Emerson constantly tell us.

These high priced singing teachers require their students to stand before a mirror and tell themselves twice a day: I'm a great singer, I have tone, I have depth, I have poise, I breathe from my diaphragm, I can hit the high notes, I can hold a tune, I have resonance, etc. Some go so far as to have them say: I am Caruso, Melba, Nordica, Pavarotti, etc.

THE METHOD OF GREAT LEADERS

If you think auto suggestion is kid stuff, let's look at the record: Every morning thousands of our present day top executives, salesmen, and speakers stand before their mirrors and give themselves pep talks to keep in top shape for the day. They have learned that those occasional pep talks at the main office only last a day or two. For top performances they must be repeated not once, but preferably twice a day. Whenever they miss a day they notice it in their performance - and results.

Why not join this army of mighty achievers? At least once a day preferably twice - morning and evening, talk to yourself - aloud if alone. The best affirmations are ones you get up yourself - the kind that have a strong impact on you - that wake you up - make you want to go out and do everything impossible - ones that point directly to your problems. Write them up in strong, glowing terms. Don't be afraid to exaggerate.

Write them up in the present tense - as if you already have the things you want. And while you're uttering them form a clear mental picture of possessing them. Hold this picture a few seconds.

So you won't postpone harnessing this great power until you get your own list of auto suggestions, I'm enclosing some my students have been using for about 30 years. This list got more votes out of half a dozen other lists I asked them to vote on. It requires about 10 minutes to get into the success mood, so these are timed for about 10 minutes. If you do them twice a day that will be less than 2% of your day. Is that too much time to spend to keep your highest moments permanent?

Here's the list that won most votes by my students:

1feel great, happy, successful, prosperous, rich. I have terrific energy, since I cooperate with nature. Fresh air for the lungs, sound sleep for the nerves, wholesome food for the stomach ' daily exercise for the muscles, great thoughts for the head, noble aspirations for the heart, kind deeds for neighbors, good will toward all and a great, worthy goal in life. These things keep me happy, enthusiastic, successful and prosperous.

I do everything on time, never put things off, because:

The clock of life is wound but once, and no one has the power, To tell just when the hands will stop, at late or early hour, I do today that urgent task; I do it with a will, I wait not for tomorrow; my hands may then be still. Whittier 

Lose this day loitering, 'twill be the same story, tomorrow, and the next more dilatory,

For indecision brings its own delays, and days are lost lamenting o'er lost days,

Are you in earnest, seize this very minute, what you can do, or think you can, begin it.

Starting has genius, power and magic in it.

Take one step and the mind grows heated; begin it and the task will be completed.

Since the hardest part is always the start, a task begun is more than half done.

Goethe -  I welcome this day, for it is life, the very life of life,

In its brief span lie all the opportunities of my existence.

The bliss of growth, the outcry of action, the splendor of adventure. 

For yesterday is but a dream, and tomorrow only a vision,

But today, well lived, makes every yesterday a dream of happiness, And every tomorrow a vision of joy and hope.

Look well, therefore, to this day.

Sanskrit

I am a fast and accurate reader, grasping all the essentials at a glance.

I'm always alert for a better, quicker, cheaper, or easier way to do things.

1take 30 minutes every day to read about great men, knowing we can't read about great men without profiting from them. Something always rubs off on us.

I never stop studying, knowing when we're thru learning, we're thru. I feel great. I'm an incurable optimist. I refuse to see a bottle half empty. To me, it's always half full. Ninety-five percent o the things in my life are right; five percent are wrong. I keep my mind on the 95%; close my eyes and mind to the 5%. Two hundred million Americans did NOT get into trouble last year. When I tackle a task, I concentrate on it with a will, knowing little talent, with great application, beats great talent, with little application. 

I am always gainfully employed, since a life unemployed is a life unenjoyed. Loafing is harder than working. Ask the man who tried both.

I have great respect for all people, since the more respect I give, the more I get.

I do all things promptly, since a difficult task postponed, becomes greater, later.

I am a master at getting things done. I never fiddle, diddle, dawdle or doodle. I come straight to the point. FIRST THINGS FIRST.

ESSENTIALS ONLY. NO TRIFLES.

I guard well my thoughts, allowing only pleasant ones in my mind, knowing they may break into words or acts at any time. I recall a few times when they did.

I am my own dynamic self starter and self motivator. I never wait for the right mood, nor until the spirit moves me. I move my own spirit and create my own mood. How? By starting - by action. Inspiration does not generate action. Action generates inspiration. The only kind of motivation that lasts is self motivation. Outside motivation lasts only until the outside motivation ends. Every day in every way I am getting better and better in health, wealth, happiness, knowing: no one is perfectible but everyone is improvable. 

1am excited about today. This is the first day of the rest of my life. A new life begins every morning for a wise man. Every day is a good day IF only we know what to do with it. Proof: Today there will be 17 more millionaires in the U.S. than yesterday. That's the average daily gain in the past 5 years. 

I force a hearty laugh everyday, knowing the most wasted day of all days is the one in which we have not laughed. Laughing is the best exercise, the cheapest medicine, the cheapest vacation, the cheapest tonic, it stirs the blood, exercises the chest, stimulates the nerves, chases fear, prevents ulcers, cures the blues, relaxes strangers, wins friends and gives all a cleansing rehabilitation. 1am a luck magnet. I obey all the rules for attracting luck. Good luck follows good judgment, followed by initiative. Good luck is the brains to see, and the guts to grasp opportunities. Luck follows the efficient. Luck follows the bold ... if they know the game they're playing. A frequent cause of steady luck is often just old-fashioned pluck. The harder and the smarter I work, the luckier I get. 

I have a powerful will. Everyday I do at least one useful thing for no other reason than that I don't feel like it. That acts like life insurance for emergencies. It builds will power for emergency obstacles or tough jobs. There are dozens of success traits, but will power IS THE TOOL THAT BUILDS THEM ALL. 

I thank God every day I get up and find something, I must do, whether I feel like it or not. Rich people MAKE THEMSELVES do what poor people don't like to do. This builds will power, character, fortunes.

I am a millionaire. No, I'm a billionaire. So are you. Would you sell your eyes for a bi I lion, or your hands, or your feet? Neither would 1. I am rich because I have the gift of appreciating my gifts. Counting blessings is the hardest kind of arithmetic for many people; easy for me. One sure way to increase your blessings is to appreciate them.

I always work to a schedule, knowing we need more to be reminded than informed. I have a sure-fire system of constant reminders to nudge me to do the things I know I ought to do. My must list for daily tasks. My affirmations for daily enthusiasm, my tickler system for the week and month, and my goals for the year. Constant reminders are ABSOLUTELY ESSENTIAL FOR FASTEST PROGRESS AND HIGHEST ACHIEVEMENT.

I smile easily, knowing that of all the things i wear, a smile and good humor are the most important. Life's most PRIZED POSSESSION is a PLEASANT DISPOSITION.

I ask myself daily: Is this one of those needless consumers of time and money? One sure way to double your speed ahead is: QUIT ALL NON-ESSENTIALS; STICK TO ESSENTIALS. Keep first things FIRST.

I finish everything I start knowing obstacles are those pesky things that slow us ONLY when we lose sight of our- goal. Come Hell or high water, I stick to my goal.

Like Will Rogers, I never met a man I didn't like. That's easy. I just look for 2 good traits in everyone I meet and close my mind and eyes to his faults. Every minute we are mad or critical we lose 60 seconds of happiness and growth and self-advancement and wealth. We just can't afford it.

I always carry some useful reading material with me for odd moments, knowing money lost can be regained but time lost is lost - forever.

I always plan my work, travels, tasks, to avoid mistakes, time wasting, and back tracking. Not ever, a genius can work efficiently without a plan.

I make friends daily. It's easy. Two traits: Cheerfulness and friendliness. They are duties we owe to others. 10% nature and 90% nurture.

I am forever calm, cool and self-possessed, knowing that anger and temper are a child's response to an adult situation. They can raise blood pressure 60 pounds in 60 seconds. The size of man is the size of the thing that makes him mad. He who angers you conquers you. Keeping calm in emergencies controls everybody.

Today I'll meet some bores, bigots, thieves, liars, loafers. I make myself like all of them. What kind of a dull life would this be if everyone were alike? One sure test of being mature is to like the world and its people. AS THEY ARE NOW.  This world isn't perfect. Neither are we perfect. But we'd better accept it. It's the only one we'll ever have.

I welcome difficult problems. Nature's purpose is not to torment me but to force me to grow. Growth demands that we do something harder than we ever did before. Tough problems build tough men; easy problems, soft men. The heaviest burden of all is to have nothing to carry. We get most tired standing still.

I wake up every morning feeling glad, happy, ready to go, observing anew: The world is so full of wonderful things, that we should all be as happy as kings.

1 have a keen memory for names, faces, facts, all I need to remember. I am firm, stern, rough, and tough, not with others, but with myself knowing: when we are tough with ourselves, no one else gets tough with us.

I am particularly firm and tough with saving money. No matter how little I earn, I always save 10%. Saving builds not only fortunes, but also men. I worked for a fortune the first half of my life. Now, in the second half, my fortune is working for me.

Andrew Carnegie told his executives, "I have found the Midas Touch. Pay yourself first. Save 10% before making your budget, instead of after, as I used to do. I never had anything left after making my budget." A sure test of happiness is: Does he save money? Most people who save are happy; most who don't are not.

I always feel strong and healthy, as I obey the 8 KEEPS of health and LONG LIFE.

I Keep USEFUL (keeping USEFUL keeps us YOUTHFUL).

2 Keep BUSY.

3 Keep CHEERFUL.

4 Keep INTERESTED.

5 Keep WEIGHT NORMAL.

6 Keep BLOOD PRESSURE NORMAL.

7 Keep MODERATE in all things.

8 Keep FIRST THINGS FIRST.

Good health makes life an interesting game. My strength is as the strength of I 0 because I lead a clean, unblemished life. My moral standard is the Golden Rule which forms the basis of 45 great religions. I know that deeds, not creeds, are the true measure of a man. I aim at the greatest good to the greatest number. I know the best gift to others is a good example, and we can preach a better sermon with our lives than with our tongues. I openly seek opportunities to help others, knowing when we give others a lift, the exercise gives US strength.

I can easily and quickly think up new ideas. So can you. Compare and combine.

I avoid criticism as a plague. Any fool can criticize and most fools do. It takes no brains, no education to find fault. Here failures are experts.

I have enough money and more is pouring in from the universal supply. Since I have filled my life with my right career, my career fills my purse.

I am quick and accurate in making decisions, as I first find the facts, filter the facts, face the facts and follow the facts.

I make friends easily with all kinds of people. One of my favorite games is: Talking to strangers. It beats football for thrills and college for education.

I expect, even look for obstacles and problems, knowing they are not interruptions of normal life. THEY ARE NORMAL LIFE. Life's greatest game is licking obstacles.

I help others by encouraging them and also materially knowing: He who takes but never gives, may last for years, but never lives. And: Only one life, 'twill soon be past; only what's done for others will last.

You've probably learned that keeping positive and keeping our highest thoughts permanent isn't easy. But since it's so necessary it's worth all the methods and techniques we can find to achieve it. In addition to auto suggestions and reminders, many great men read poetry, particularly heroic poetry to help uplift them and keep them optimistic. Poetry seems to have a certain kind of impact on us. Why not try it? Select some poems that particularly touch you, inspire you.

Some thoughts can't be expressed except in poetry. Poetry connects thought with feeling. It strikes a chord in us that nothing else can - reaches us inside puts us in touch with ourselves. It stirs our hearts, souls, spirits, wills and minds. Poems often bring back memories of childhood - bring us hope and faith. Poems have some magic qualities to inspire and stimulate us - have an impact on us. Poetry is the most concentrated thought put into words. You probably know a few poems that move you - uplift you - put you in a good mood. Use them and look for more that have an impact on you. Until you get your own list of poems, I'm enclosing a few to get you started. These are a few of my own favorites. Keep them handy until you get your own.

THE MYSTERY

It was battered and scarred, and the auctioneer

Thought it hardly worth his while

To waste much time on the old violin,

But he held it up with a smile:

"What am I bid, good folks," he cried,

"Who'll start the bidding for me?"

"A dollar, a dollar"; then, "Two!" "Only two?

Two dollars, and who'll make it three?

Three dollars, one; three dollars, twice;

Going for three" - - But no,

From the room, far back, a gray-haired man

Came forward and picked up the bow;

Then, wiping the dust from the old violin,

And tightening the few loose strings,

He played a melody pure and sweet

As a caroling angel sings.

The music stopped, and the auctioneer,

With a voice that was quiet and low,

Said: "What am I bid for this old violin?"

And he held it up with the bow.

"A thousand dollars, and who'll make it two?"

Two thousand! And who'll make it three?

Three thousand, once, three thousand twice.

And going, and gone," said he.

The people cheered, but some of them cried.

We do not understand. What changed its worth. Swift came the reply: "The touch of the master's hand."

And many a man with life out of tune, and battered and scarred with sin. Is auctioned cheap to the thoughtless crowd. Much like the old violin. He is "going" once, and "going" twice, He's "going" and a most "gone". But the Master comes, and the foolish crowd

Can never quite understand

The worth of a soul, and the change that's wrought By the touch of the master's hand.

YOUR BEST FRIEND

When you get what you want in your race for success, and the world makes you king for a day,

Then go to a mirror and look at yourself, and see what that guy has to say.

For it isn't your mother or father or wife, whose judgment upon you must pass,

The fellow whose verdict counts most in your life, is the guy staring back from the glass.

He's the fellow to please; never mind all the rest, for he's with you clear to the end,

And you've passed your most dangerous, difficult task, if the guy in the glass is your friend.

You might be Jack Horner and chisel a plum, and think you're a wonderful guy,

But the man in the glass knows you're only a bum, if you can't look him straight in the eye.

You can fool the whole world, in all your years, and get pats on your back as you pass,

But your final reward will be heart aches and tears, if you've cheated the man in the glass.

TELL HIM NOW

If with pleasure you are viewing, anything a man is doing, If you like it, or you like him, tell him now,

Don't delay your approbation for the funeral ovation, As he lies with snow white lilies o'er his brow.

Optimistic. Poetry seems to have a certain kind of impact on us. Why not try it? Select some poems that particularly touch you, inspire you. Some thoughts can't be expressed except in poetry. Poetry connects thought with feeling. It strikes a chord in us that nothing else can - reaches us inside puts us in touch with ourselves. It stirs our hearts, souls, spirits, wills and minds. Poems often bring back memories of childhood - bring us hope and faith. Poems have some magic qualities to inspire and stimulate us - have an impact on us.  Poetry is the most concentrated thought put into words. You probably know a few poems that move you - uplift you - put you in a good mood. Use them and look for more that have an impact on you. Until you get your own list of poems, I'm enclosing a few to get you started. These are a few of my own favorites. Keep them handy until you get your own.

If with pleasure you are viewing, anything a man is doing, If you like it, or you like him, tell him now,

Don't delay your approbation for the funeral ovation, As he lies with snow white lilies o'er his brow.

For no matter how you shout it, he won't know a thing about it, He won't know how many teardrops you have shed.

If you think some praise is due him, NOW'S the time to tell it to him, For he'll never smell your flowers when he's dead, Nor will he read the tombstone o'er his head. 

MY NAME IS OPPORTUNITY

They do me wrong who say I come no more when Once I knock and fail to find you in,

For every day I stand outside your door, And bid you wake and rise to fight and win.

Laugh like a boy at splendors that have sped,

To vanished joys be blind and deaf and dumb,

My judgments seal the dead past with its dead,

But never bind a moment yet to come.

Tho deep in mire, wring not your hands and weep, I lend a hand to all who say, "I can".

No shame-faced outcast ever sank so deep, But yet might rise and be again a man.

Cry not for precious chances passed away,

Weep not for Golden ages on the wane,

Each night I burn the records of the day,

At sunrise every soul is born again.

Are you a dreamer? Wake up from that spell, Are you a sinner? Sin may be forgiven,

Each morning brings you wings to flee from Hell, Each night a star to guide your feet to Heaven.

WE MAKE OUR OWN FUTURE

We shape ourselves, the joy or fear, of which the future life is made, And fill the future atmosphere, with sunshine or with shade, 

The tissues of the life to be, we weave with colors all our own, And in the field of destiny, we reap as we have sown.

INVICTUS

Out of the night that covers me, Black as the Pit from pole to pole, I thank whatever Gods may be For my unconquerable soul.

In the fell clutch of circumstances

1 have not winced or cried aloud.

Under the bludgeoning of chance

My head is bloody, but unbowed.

Beyond this place of wrath and tears

Looms but the horror of the shade,

And yet the menace of the years

Finds and will find me unafraid.

It matters not how straight the gate,

How charged with punishments the scroll, I am the master of my fate; I am the captain of my soul.

MY WAGE

1 bargained with Life for a penny, And life would pay no more, However I begged at evening, When I counted my scanty store;

For Life is a just employer, He gives you what you ask,

THE SET OF

One ship sails east, and another sails west, with the self same winds that blow,

'Tis the set of the sails, and not the gales, which take us the way we go.

Like the winds of the seas, are the ways of fate, as we travel along through life,

'Tis the set of the soul, that decide the goal, and not the storm or the strife.

PSALM OF LIFE

(favorite of Ford and Firestone)

Lives of great men all remind us, we can make our lives sublime,

And departing, leave behind us, footprints on the sands of time,

Footprints that perhaps another, sailing o'er life's solemn main,

A forlorn and shipwrecked brother, seeing, may take heart again.

Life is real! Life is earnest! And the grave is not its goal;

Dust thou art, to dust returneth, was not spoken of the soul.

Let us then be up and doing, with a heart for any fate,

Still achieving, still pursuing, learn to labor and to wait. 

But once you have set the wages,

Why you must bear the task.

1 worked for a menial's hire,

Only to learn dismayed,

That any wage I had asked of Life

Life gladly would have paid.

THE SOUL

DON'T YOU QUIT

When things go wrong, as they sometimes will,

When the road you're trudging seems all up hill,

When the funds are low and the debts are high,

And you want to smile, but you have to sigh,

When care is pressing down a bit,

Rest if you must - but don't you quit.

Life is queer with its twists and turns,

As sooner or later everyone learns,

And many a failure turns about

When he might have won had he stuck it out;

Don't give up when the pace seems slow -

You might succeed with another blow.

Often the goal is nearer than

it seems to a faint and faltering man,

Often the struggler has given up

When he might have captured the victor's cup.

And he learned too late, when the night slipped down, How close he was to the Golden crown.

Success is failure turned inside out -

The silver tint of the clouds of doubt -

And you never can tell how close you are.

It may be near and it might be far;

So stick to the fight when you're hardest hit It's when things seem worse that you mustn't quit.

IT CAN BE DONE

Somebody said it couldn't be done, but he with a chuckle replied, That maybe it couldn't, but he would be one, who wouldn't agree 'til he tried. So he buckled right in, with a trace of a grin on his face,  if he worried he hid it. He started to sing as he tackled the thing that couldn't be done, and he did it.

There are thousands who tell you it cannot be done, there are thousands who prophesy failure;

There are thousands who point out to you one by one, the dangers that wait to assail you.

But just buckle in with a bit of a grin, Just take off your coat and go to it; Just start to sing, as you tackle the thing, that couldn't be done, and you'll do it.

IF

If you think you are beaten, you are; If-you think you dare not, you don't.

If you'd like to win, but you think you can't, it's almost a cinch you won't.

If you think you'll lose, you're lost, for out in the world you'll find

Success begins with a person's thoughts, it's all in the state of the mind.

Think big and your deeds will grow, think small and you'll fall behind,

Think that you can, and you surely will; it's all in the state of the mind.

Life's prizes don't always go to the stronger or faster man;

But sooner or later, the man who wins, is the man who thinks he can.

In your next lesson, Lesson 9, you'll learn how to develop total confidence and courage and a winning self image. You'll also learn how to win friends instantly with the CONVERSATION STIMULATOR.

LESSON 9

CONFIDENCE, COURAGE, CONVERSATION AND  WINNING SELF IMAGE

When Eleanor Roosevelt was young, she was timid, shy, and so self conscious she was tongue-tied every time she tried to start a conversation. She asked her uncle how she could overcome this shyness and become a ready talker. Her uncle told her, "I'll introduce you to the greatest Conversationalist in the country. He's so famous for his conversation that is has been said of him, 'just to be in his presence is to experience a feeling of greatness. He makes you feel so big, so important, and so popular in so many ways'. His name is Dr. Nicholas Murray Butler. If anyone can help you, he can." (Later Dr. Butler became President of Columbia University).

When Eleanor told Dr. Butler her problem - that she was so self conscious that it made her tongue-tied when she tried to start a conversation, he answered with, "Welcome to our class. I'm always delighted to meet ambitious young people who are a little timid. I've noticed that when people are not a little timid when they're young, they become bores before they're 40. You don't want to become a bore, do you?"

Then Dr. Butler gave her a talk on conversation, most of which was emphasizing its importance, explaining that of all the other subjects taught in school - most of which are used very little later in life conversation is one we use every day of our lives.

"Since talking to strangers is the GREATEST GAME IN THE WORLD, isn't it smart for us to make the most of it? It deserves more than passing notice. But the game won't play itself. You'll have to use initiative and talk first. No, I don't mean any formal introductions. This is 20th century America. Both sexes of all ages are equally free to talk to any stranger. Say HELLO! Ask the stranger for a match or a light, or a street direction, or the time of day, or make a comment about the weather, or ask him where the nearest drug store is, or when the next bus will come just to break the deadly silence." 

"The go-getting American will get acquainted, form a partnership or marry the stranger while the conservative Englishman is still waiting for an introduction. Think back. How many of your best friends were introduced to you?"

"One of the most quoted traits of success is initiative. Why not practice this trait and talk first. Everyone is waiting for the other fellow to talk first. 

There's your BIG OPPORTUNITY. Both of you are thinking the same thing: that the other one will consider you forward for talking first. He won't. He'll admire you for it. He'll regard you as a regular fellow, free from the childish timidity that's holding HIM back. Try it. I guarantee it will cure your self-consciousness, shyness, timidity and all your other complexes quicker than any expensive course in some finishing school." 

"So, Eleanor, again I congratulate you. You're on the right track by being interested in TRUE education, the kind that will be with you when most of your school and college subjects are forgotten. Once you master effective conversation, you'll realise that everything that mind can think, or heart can wish, can be yours once you have the power to make others think your way and do your will! And the best and surest beginning training for this persuasive power is effective conversation." Dr. Butler knew her problem, like everybody's chief problem, is MOTIVATION. He knew if she were sufficiently motivated, she'd find ways to acquire the mere mechanics of talking like voice, grammar, etc. 

The last thing Dr. Butler said to Eleanor was: "if you can't instantly think of something to say, run through your ABC's until you hit upon something." 

When I first learned about this tip from Dr. Butler to Eleanor Roosevelt, I tried it. I went further. I resolved to make it unnecessary for others to run through their ABC'S. I'd do it for them. First I conducted a project to find out the topics that are most often used by most people to start most conversations. 

After I found them, I decided to find a word whose letters would suggest these topics to make them easy to remember. I searched through three dictionaries and finally decided on the word, "wonderful". I selected this word for three reasons. Reason No. I - The first 3 letters of the word wonderful, "w", "o", and "n", suggest the topics of weather, occupation and news. Marjorie Wilson, the charm authority, wrote, "if you'd exclude the topics of weather, work, and news from conversation, half the world would be tongue-tied." 

Reason No. 2 - The word "Wonderful" is an optimistic, positive word. It instantly tends to lift us up, to put us into an optimistic, positive frame of mind. Without an optimistic mind set, no one would want to start a conversation.

Reason No. 3 - The remaining six letters of the word "wonderful" suggest seven other popular topics that start conversations. These 10 topics start more conversations than all other topics combined.

So l called them the CONVERSATION A LPHABET, or CONVERSATION-STIMULATOR just as I named 18 other words the THINKING ALPHABET or MIND STIMULATOR. Here are the 10 topics suggested by the 9 letters of the word "wonderful". 

W WEATHER Without question this topic starts more conversations than any other, with both friends and strangers. It's the easiest to slip into and slip out of. It's non-. controversial - can't offend anyone or start an argument. True, it isn't an interesting topic and can't continue for a full conversation, but it isn't intended to. It's a mere entering wedge, an ice breaker to tell others you want to be friendly and break the silence. It usually leads to other topics to something more interesting. But if it doesn't strike a spark, glide over to occupation or work. 

O OCCUPATION  Most people feel more at home talking about their work than any other subject. They know more

OR about it than about other subjects. They can talk with confidence since they know more about it than

WORK most others know. They spend more time at work than any other activity. It's a great contact maker. Knowing what kind of work a person does tells more about him than anything else except possibly his age. It usually suggests other topics. But if no spark, switch to news. 

N NEWS Everybody is interested in news - local, state, national and world. The radio, TV's, and newspapers have made ail of us news conscious. Hardly a day passes but some bit of news makes us want to share it with anyone we meet, friend or stranger alike. But if still no spark go to Dining. 

D DINING Everybody is interested in dining or eating, both at home and out. Many long and interesting conversations are held on this topic alone. 

D DRIVING This letter, D, also suggests driving. Almost everybody drives today. Millions of conversations are held on the subject of driving - accidents, traffic conditions, highways, transportation and dozens of other incidents associated with driving. Makes of cars alone are a topic that keep many folks busy for hours. 

E ENTERTAINING This includes all forms of recreation, movies, theatres, sports, games, vacations, fishing, hobbies, etc.  

R RADIO & TV In the last 24 hours everyone has heard something over the radio or TV that's interesting. Unless an, item interests a certain number of people it doesn't get on the radio or TV. Many whole conversations are based on items heard on the radio or TV. 

F FAMILY The Reader's Digest poll showed the subject of FAM I LY ranked third in interest among its readers. This suggests parents, children, grandparents, brothers, sisters, cousins, etc. 

U UPLIFT This one differs from the other nine in that it communicates without spoken words. By some mental law, so far not clearly understood, we usually instinctively "feel" what others are thinking about us. So, when in the presence of another think to yourself: "I wish you well. I think you're WONDERFUL. I'd like to know you better." This silent message will communicate itself to him. How? I don't know - nor do the parapsychologists who are making it a life study like Dr. Rhine of Duke and the experts in Moscow and London. And more often than not, this silent message on our part will suggest something to say in line with our uplifting thoughts. 

L LOCATION Where do you live or work? Where does your listener live or work? Where have you been -

PLACES Florida, California, Europe, the mountains, the shore? How do you prefer to travel - plane, train,

TRAVEL ship, auto, bus; Endless fodder for conversation. 

Let this CONVERSATION ALPHABET be your standby. Once you have mastered it - memorized it so thoroughly that you can repeat the 10 words in one and a half seconds, just as you can now repeat the 26 ABC's in about 5 seconds, you'll never again be at a loss for something to say to friends or strangers. You'll go out looking for people to talk to. We always like to do things that are easy for us - that we can do better than other folks. From then on you'll be playing the GREATEST GAME IN THE WORLD and displaying the HIGHEST MARK OF CIVILIZATION. 

But, like all other skills, you won't be confident until it's automatic like driving, typing, and other skills. If you have to hesitate and refer back to the word "Wonderful" to remind you of the actual topics, you won't make much progress. Memorize the 10 words separately, forgetting the word "wonderful". That was a mere crutch, to get you started. It served its purpose. Just memorize the 10 topics so you can repeat them mentally in 1'/2 seconds. 

The quickest way to memorize them is to divide them into 3 groups as follows:

Weather, Work, News

Dining, Driving, Entertaining

Radio & TV, Family, Uplift, Location 

Practice memorizing them by running through them mentally, without having them before you in print.  The first week will be slow. But in 2 or 3 weeks you'll speed through them in 2 or 3 seconds. In another 2 weeks you'll make it in I Y2 seconds. Look upon this ALPHABET just as you do any other skill like driving or typing. You drive automatically, without conscious effort. You'd be a dangerous driver if you had to consciously think of shifting gears, applying the brakes, etc. 

HOW CERTAIN GREAT MEN STARTED CONVERSATIONS. 

When we want to learn a subject we'll be smart to use all the help we can find anywhere. Use the CONVERSATION ALPHABET as a standby. But don't stop there. Become conversation conscious. Read everything you can find on the subject. Remember this is the MOST USEFUL SKI LL YOU'LL EVER HAVE. It's as ancient as history and as new as tomorrow's newspaper. My motto for years has been: If I can find one good idea in any article, magazine, book or course on ANY subject it will be worth while. Why? Because the idea will be mine for life - the small cost hardly noticed - quickly forgotten. Conversation, like most other arts and skills, is not an exact science like physics or mathematics. But by learning all we can from others, we can usually spare ourselves years of mistakes and fumbling. "I learned more about automobiles in one year of reading than in 20 years of experimenting." Walter Chrysler.

"The school of experience takes so long that its graduates are too old to go to work." Henry Ford

And 2400 years ago, wise old Socrates advised: "Improve yourself by others' experience - so shall you acquire quickly what others labour long for." 

So I'm going to give you a number of other people's methods of starting conversations. Some of them will be in the form of examples, others in plain precepts or sayings. With all of them THINK. Think up ways to use them. Ask yourself questions about them. Compare, combine, associate, rearrange, substitute, write. That's thinking. 

Margaret Runbeck was graduated from high school and was selected to make the farewell address to her classmates and visitors. Arriving for the ceremony, she was beckoned to go over to the speakers' table and sit down beside that man - he is the principal speaker - strike up a conversation with him. Margaret walked over to the stranger - sat down beside him - looked at him nervously and blurted out, "I'm supposed to start a conversation with you, but I'm so nervous, I'm scared stiff. I can't think of anything to say." 

"That's perfectly all right," said the stranger. "We all get nervous sometimes. But a wise old man told me how to cure it in a few seconds. The first second you're in the presence of a stranger, assume that HE'S SCARED AND NERVOUS. Assume it's your duty to say something to make him feel at ease. If possible compliment him for something, or ask him a question. Ask him for some information, or advice. Or make a comment about the weather. Or about the room you're in. Forcing your mind on him and outside yourself is the quickest way to rid yourself of self-consciousness."

Margaret took the advice of that stranger. She lived through her talk. She later wrote several books including, "Our Miss Boo" and "Time For Each Other". She also became a radio announcer. She claims the advice from that stranger cured her of self-consciousness for life. She says she'll be forever grateful to that stranger. He was at that time Assistant Secretary of the Navy. His name was Franklin D. Roosevelt.

Can you figure out the common thread running through all these aids to break the ice with strangers? It's finding a POINT OF CONTACT with others.

The two Roosevelt presidents, Theodore and Franklin were different in many ways. But in dealing with people they were both masters. They both tried to immediately find a point of contact with every stranger. Whenever they were to meet a stranger they instructed their secretaries to find out in advance all they could about the stranger, and look for a point of contact. And they both emphasized the importance of finding out WHAT KIND OF WORK the stranger does.

If we know what kind of work a person does, we'll know a great deal about his deepest interests, attitudes, wants, needs, likes, dislikes, etc. His work will probably reveal more about his inner self than any other single thing, with the possible exception of his age. His work is usually a clue to his background of education, intelligence, personality, associates and many other sides of his life. If we know what kind of work he does, we'll have some general idea of how much money he earns. And a person's purse governs his attitudes and interests more than any other single factor.

So our problem is to find out by every available means, what kind of work a person does, whether friend, acquaintance or stranger. If we have no other source of information, we must start by general observation, our eyes and ears, particularly our eyes. Let's start off by asking ourselves, "Judging by his general appearance, dress, age, expression, posture, build, etc., what's my first guess? What kind of work might he do? What's my first impression? This silent question to ourselves will suggest other questions. It will sharpen our observation. We'll notice his hands, complexion, features, bearing, etc.

Does he look like a person who works with his hands or his head? Might there be some connection between the time of day and his being here? What time is it? Does he look like a businessman, a clerk, labourer, doctor, salesman, etc.

If he's reading, or carrying a book, notice what it is. Reading is always a good index to a person's inner life. By keeping your eyes and ears open while you talk to him, you'll find answers to many of these questions. It will surprise you how many you'll notice and guesstimate correctly after a little practice. Newspaper reporters and detectives drink in a full-page description at a single glance.

If great and brilliant men like the Roosevelt had to prepare in advance instead of depending on the inspiration of the moment, isn't it doubly important for us ordinary folks to HAVE A LIST of topics at the tip of our tongues for all occasions? Why not build one up? Emerson and Stevenson had note books to write down likely topics, stories, anecdotes, bits of unusual happenings. Emerson called his note book MY SAVINGS ACCOUNT.

All star salesman have prepared sales talks. Most companies won't let the salesmen go out without such a prepared talk. They must rehearse in advance. Below are some ideas that have been used with success:

Dolly Madison, wife of the president, had quite a reputation for her interesting conversations. She always carried an unusually looking book as Remember self-introductions are the rule everywhere. Both sexes of all ages are free to talk first to anyone. The sensitive person fears two things. (1 That he'll be snubbed. (2) That he'll say something wrong and spoil his chances later. The shy person stifles enough opportunities to change his whole life. So he draws back. Chances are the other fellow feels just the same as he does. So what can you lose by trying?

Of course, once in a great while we might meet someone with whom we have no common interest. Or we might bore each other. So what? What have we lost? Try again. Maybe next time we'll gain a friend. Besides, our experience in trying was an adventure in itself. We grow every time we try, even when we fail. A certain part of all success consists of failing. Almost all big successes are learned from previous failures.

Keep in mind the question is mightier than the statement for drawing others out. It has a hook on it. This hook hooks us to answer. Since we first learned to talk we were conditioned to try to answer any questions put to us, even to ourselves. There are four broad categories of topics - THINGS, PEOPLE, EVENTS and IDEAS. All are excellent food for conversation. But think. Think up ways to use all four. Think which class is best for young or old, educated or illiterate, rich or poor, etc. I can't emphasize too strongly the importance of THINKING - of assimilating - of making a topic part of yourself - discussing or relating a thing in a way NATURAL TO YOU.

To help you get started in this thinking, I'm listing a few attributes of each of the four categories as follows:

THINGS PEOPLE EVENTS & IDEAS

Colour Sex What

Size Age Who

Purpose Work When

Material Dress Where

Value National origin Why

Improvement Size, build How

Past Glasses Cause

Future Disposition Effect

Shape. Family Similarity

Weight Contrast

Past

Future

Even after you feel confident of being able to depend on the inspiration of the moment, you'll be wise to prepare in advance. An excellent way is to think up 10 questions or comments on each of the 10 topics in the CONVERSATION ALPHABET.

To stimulate your thinking, here are some actual word-for-word questions and comments you can use. But be sure to let them be merely stimulants to your own thinking.

1 How long do you think this weather will last?

2 I'm glad I'm not an outside salesman in this rainy weather.

3 Did you hear the latest news about the astronauts?

4 How was your driving on this highway?

5 There's always plenty of news - but when will we once again hear some good news?

6 Did you go away for your vacation?

7 Do you like seafood?

8 Do you live far from here?

9 I just read in the Reader's Digest, etc.

10 This morning's paper says, etc.

11 I just heard over the radio, etc.

12 They always have fine music here.

13 Excuse me, I'm strange here. Do you know where the nearest drugstore is?

After you've mastered the knack of getting acquainted and starting a conversation, promote yourself to talk about IDEAS. Here are a few as starters.

1 How would you spend a million dollars?

2 Do you think athletics in schools and colleges are worth the cost?

3 Do you think English would be the best universal language?

4 Do you think it's as important as they say to have a goal in life?

5 What is the most interesting place you ever visited?

6 What's the most interesting experience of your life so far?

7 Some people think a hobby is necessary, others don't. What do you think?

8 Do you think it pays to own your own house or rent?

9 Do you think it best to be in business for yourself or be employed by others?

10 Do you think it wise for everyone to go to college?

11 What type of man do you think would make an ideal president?

12 What are the traits that make people easy to get along with?

13 Is heredity more important than training and environment for success?

14 What kind of travel do you prefer - plane, train, auto, ship, bus?

You now know the rudiments of starting a conversation and encouraging others to talk by interested listening and other techniques. But keep in mind conversation consists of two parts, talking and listening. You'll also have to do your share of the talking. It's easier than you think.

It's true that all great conversationalists were skilful in getting others to talk. But it's also true they also contributed their own share of talk. There's no excuse for not knowing what's going on in the world. With radios and TV's blaring away and newspapers in abundance, you'll always have more material than you'll find time to use. Your supply is endless. All you need do is THINK which items or kind of items will interest your listeners. Interesting stories pop up from everywhere.

Read your newspaper with a purpose. Keep tuned in for subjects for conversation. Morning papers usually have more world news - evening papers, more local news. Both are excellent conversation topics.

For a beginner, a note book is an absolute necessity. Write down unusual or odd items. Write at least one item every day. Knowing you'll have to write something down in black and white will spur you to observe keenly. You'll be ever alert for ideas. Review every evening. You can't converse interestingly without SOME IDEAS OF YOUR OWN.

Keep alert for the colourful, the out-of-the-way happenings. You won't find them every day, but you will about once a week. Write them down in your note book. Your notebook will often be your life saver in certain situations.

Every time you see an interesting topic, ask yourself questions about it. That's THINKING. It helps you absorb and assimilate, digest it - make it your own. Then ask others the same questions about it. That'll make them think and help stimulate the talk. Learn early in life, Nature's changeless law: NOTHING FOR NOTHING and NO SKILL WITHOUT DRILL. Your truest teacher is PRACTICE. Teachers and written instructions like these are valuable.

They tell you what and how to practice. But the power builder, the thing that CHANGES PEOPLE is action, practice.

So start today and force yourself to practice one of the following projects every day until you've worked through all of them. Do it NO MATTER HOW YOU FEEL. Show your lower nature who's boss of that GREAT human YOU. After you've worked through them, go back and select the ones you feel will mean most to you. Practice them until they become habits, just like your driving - so you do them without conscious thinking. Only then will you reap the bull benefits.

PROJECT 1. Emerson and Stevenson kept notebooks for 24 hours a day to write down interesting and unusual incidents for conversation so they wouldn't forget them. Both of them claim they never left a day pass without writing something in their notebooks. Nothing so far discovered beats this method, particularly for beginners. Adopt it. Start right away. Buy yourself a small notebook, one that fits in your pocket or handbag and never let a day pass without writing at least one thing you can use to start a conversation. Review every. evening. 

PROJECT 2. Read your favourite newspaper, keeping alert for interesting stories or other material for conversation. Write them in your notebook. Use one to start a conversation the next day.

PROJECT 3. Write in your notebook all the topics you'll hear discussed tomorrow. Think about them. Could you use one of them to start a conversation. 

PROJECT 4. Buy a copy of the Reader's Digest. Read the articles that interest you most. Express to yourself the main point or theme of the articles. Think up a way to weave this theme into a conversation.

PROJECT 5. Ask someone a question that can't be answered by a single word - something that will compel him to express an opinion or explain something.

PROJECT 6. Start a conversation with someone who is-a mere acquaintance or almost a stranger with a view to getting better acquainted, possibly becoming friends.

PROJECT 7. After every conversation you hear in the next week, study it. Ask yourself who started it. Was it interesting? Why? Why not? What topic? Write something about it in your notebook. Did you learn anything from it.

PROJECT 8. Observe people who talk and mix easily. Notice how they establish a point of contact. Write them down in your notebook. Think up a way to use their technique in conversation.

PROJECT 9. Start a conversation with the postman, milkman, conductor, or some other service person. What did you learn?

PROJECT 10. Find a spot where you can be alone for 5 minutes. Pick out some subject and force yourself to talk about it for 5 minutes. Pay no attention to grammar, accuracy, or other qualities. Concentrate on fluency. This is training in thinking on your feet. If thoughts are slow in coming, ask yourself questions about it. What? Who? When? Where? Why? How? Cause? Effect? Similarity? Contract? Past? Future? Combine, Compare, Associate, Adapt, Switch, Reverse, improve.

PROJECT 11. Strike up a conversation in some public place, street, bus, restaurant, post office, store, using one of the topics in the CONVERSATION ALPHABET.

PROJECT 12. Write down in your notebook three topics for Conversational emergencies. Choose topics that are timeless and ageless, that appeal to you. The next day think up a way to use one of them in conversation.

PROJECT 13. Relate a joke, anecdote, or humorous story you read or heard somewhere to someone where you think it's appropriate.

PROJECT 14. Study someone and find a way to subtly compliment him that is for some specific thing he did or said, or has, or is. Most people are more hungry for appreciation than for food. 

PROJECT 15. Read a short article in a newspaper. Force yourself to express its main thought in one sentence of not more than 10 words. This speeds your thinking. 

PROJECT 16. Pick out of your newspaper a subject of general interest. Read it carefully. Memorize its chief points. Think up some questions about it. Join a group and try to steer the conversation so you can ask the same questions of the group.

PROJECT 17. Buy yourself a 3/5 office file and a couple of packs of 3/5 file cards. Make one out for each of your friends, relatives, acquaintances, co-workers, associates, lodge brothers, or others in whom you're interested. Gather as much information as you can about each - addresses, phone numbers, birthdays, hobbies, or other interests. Look over your file once a month. Have you heard anything about any of them you can compliment, or sympathize with? Do it. Hear of anything that any of them might be interested in? Tell them about it. This habit of Jim Farley helped him greatly in having Roosevelt elected four times as president.

PROJECT 18. Whether at a bank, post office, restaurant, store, gas station, church, or another's home, force yourself to be observant. Look for unusual features. Is the bank up-to-date? Is the restaurant self-serving? Is the store a special or department store? Is the building made of wood, brick, stone? The unusual is always conversational material.

PROJECT 19. Train your observation. Notice things. Some people observe more in a walk around the block than others do in a trip around the world. Use your eyes, ears, and questions to yourself. Imagine you're a journalist. You're sent out to bring in news, the exceptions, the picturesque, the interesting, the unusual event, scene or happening. You don't go to a circus to see an ordinary cow. You go to see a two-headed cow.

PROJECT 20. Force yourself to compliment someone every day. This develops observation. Knowing you must come up with one compliment every day keeps you ever alert for things to compliment. Yes, it takes effort and thought. But it's well worth it. Giving one person a glow of happiness every day equals 365 a year.' Quite an accomplishment. It will bring you many happy memories. COMPLIMENT, COMPLIMENT, COMPLIMENT. It's the short cut to power and popularity.

PROJECT 21. Resolve to know what's going on in the world, your country, state, city, foreign nations, the world. Don't be satisfied with mere headlines. Get interested in some great subject and read up on it. Be a real, well rounded person. Read editorials in the line of your interests. Become more than a mere person. Become a personage. To this end read the following:

1 At least one newspaper daily including at least one editorial.

2 At least one magazine. Why not the Reader's Digest? It's read by 30 million.

3 At least 2 books on non-fiction a year.

4 At least one trade journal - relating to your work.

PROJECT 22. Do one thing every week to make yourself think more of YOURSELF. For instance: Do some act of kindness to someone without letting anyone know about it. Or do some useful thing that requires real effort - that you don't feel like doing, for no other reason than you don't feel like doing it. This will greatly build up your courage and self-confidence. It will give you a feeling of genuineness, of ringing true to yourself. This is far more important than ringing true to others. It will lift your self-respect impel you to conduct yourself so that others' lives will be richer and fuller through having been touched by you.

Write down these "gems of altruism" in your notebook and review them once a month. Add a new one once a week. Reading over these victories over your lower nature will spur you to greater and nobler achievement- They'll lift you several notches above your former self. A mind once stretched to a bigger size never shrinks back to its former smaller size. - You are becoming a, real personage - once of the truly elite - the kind people look up to. This victory over yourself will be the greatest victory you'll ever win. Even Napoleon admitted this. It will become a great fortress in some dire emergency. And by some natural law, not yet understood, it will communicate itself to others. From then on you will truly LIVE A RICHER, FULLER LIFE.

YOU'VE MADE A GOOD START

By doing these projects once, you've learned how to do them. You've also learned how powerful they are for getting results. You've also learned 11 one practice session" does more to build habits than years of mere reading. However, you can't form a habit by one performance. And you can't get results until your habits are subconscious like driving. So keep practising until these traits become automatic.

When you've worked through all the projects select the ones you feel mean most to you. Master them until they become part of your second nature.

When you finished high school you attended Commencement exercises. That meant you were ready to commence your REAL EDUCATION - the education you give yourself. That's the only kind that sticks.

You'll never be finished learning. Keep your eyes, ears, and mind open for tips, hints, and ideas on the subject. Read everything you see in the newspapers and magazines and books. Become CONVERSATION CONSCIOUS.

One important purpose of this lesson is to encourage you to THINK FOR YOURSELF. You have now gotten the basics of interesting and effective conversation. You also know what to avoid. From now on you're on your own. Think up ways to apply the rules, suggestions, tips, and techniques to solve your problems in your own way.

PROJECT 23. After you've practiced the 23 projects for 3 months, state briefly in your own words the 3 techniques, suggestions, or tips that you feel will mean most to you over the years. This statement to YOURSELF will act as a motivator - will impel you from within to think up ways to go all out to make the most of these 3 techniques.

After you master the CONVERSATION ALPHABET you'll soon discover you have no problems starting and holding a conversation. But you might have another problem. Keeping the new friends you make with the conversation alphabet might become a problem. Here are a few tips to build a firm foundation for being a friend and keeping them.

George Boldt was manager of a small hotel in Philadelphia.

One evening an elderly couple, plainly dressed, came into the hotel looking for a night's lodging. There was a large convention in town and all the hotel rooms were filled. 

As the room clerk turned the old couple away, Boldt noticed them. Observing they were tired and worn out, and the woman was weary and weak, if not actually ill, Boldt said to them, "You two look all in. And I'm afraid you won't find a room anywhere. But if you don't mind a small room, I'll be glad to let you have mine for the night."

The old couple, gratified and overjoyed, gave a sigh of relief, thanked Boldt profusely, and retired for the night. The next morning the husband sought Boldt and said to him, "You're the kind of manager every hotel should have. You'd do credit to a really outstanding hotel. Would you be interested if I built you one?" His name was William Waldorf Astor. He built the Waldorf Astoria in New York and made Boldt manager at a fabulous salary.

THE HEART OF PERSONALITY

Boldt's English was far from perfect. He even used slang to the old couple. His voice was just ordinary. He was no fashion plate; nor was he an authority on formal manners. But he had the basic requirement of an outstanding personality. His first thought was to make his guests comfortable. He kept FIRST THINGS FIRST. Making people happy and confident was the essential requirement in Boldt's time. Its the basic requirement today. It will be in 1999 and 2099. It counts for more than perfect speech, perfect dress, perfect education, and half a dozen other perfect assets.

If you learn only one thing from this lesson, and if that one thing is THINKING OF OTHERS' FEELINGS FIRST, I'll be happy; I ill feel all my drudgery was worthwhile.

This kind of personality might also be your short cut to opportunity, as it was for Boldt. It might open doors, hearts, and pocketbooks that are closed to beauty, wealth, talent, or even genius. Has it ever occurred to you that: WE MAKE PEOPLE WHAT THEY ARE? A smile, compliment, word of praise or appreciation usually turns a cranky grouch into a cheerful cherub. A frown, criticism, stern look, insult, or icy remark usually turns a potential lifelong friend into a critic or even enemy.

WINSTON CHURCHILL TEACHES PERSONALITY DEVELOPMENT

When Winston Churchill was asked the secret of his outstanding personality, he answered, "I have no secret. You haven't learned life's lesson very well if you haven't noticed that you can give the tone or colour, or decide the reaction you want of people in advance. It's unbelievably simple. If you want them to smile, smile first. If you want them to take an interest in you, take an interest in them first. If you want them to compliment you, compliment them first. If you want to make them nervous, become nervous yourself. If you want them to shout and raise their voices, raise yours and shout. If you want them to strike you, strike first. It's as simple as that. People will treat you like you treat them. It's no secret. Look about you. You can prove it with the next person you meet.

This is a classic. It tells more in a few lines about developing personality than any 500-page book filled with 117 rules and 58 traits which you'd forget in 20 minutes.

Lord Chesterfield said: "A man's feelings of good will toward others is the strongest magnet for drawing good will from others. Horace, the Roman poet, said: "We are interested in others if they are interested in us." And the great Goethe said: "if you want people to be glad to meet you, you must be glad to meet them - and show it."

Another thing you'll have to keep in mind in developing personality is the universal need of humans to "belong" - to be accepted, respected, appreciated, to be considered necessary, important, recognized. Next to food, shelter, and clothing, simple appreciation and acceptance between people, friends, associates, workers, bosses, parents, and even strangers is most vital. It's the soul vitamin. Four great philosophers have expressed it in almost the same words as follows:

Wm. James: The deepest principle in human nature is the craving to be appreciated.

Freud: The strongest want in human nature is the desire to be great.

Dewey: The first and prime want in human nature is the desire to be important.

Goethe: More than anything else, people want to be noticed, recognized.

WE ARE ALL TOO STINGY WITH OUR PRAISE

Benjamin Franklin said: "As we must account for every idle remark, so must we account for every idle silence. Nearly all of us are too stingy with our praise, encouragement, appreciation. We wait until it's too late. Ancient kings used to hire servants to think up compliments for them. The ones who thought up the most uplifting compliments received the most pay.

Whether they merited them or not mattered little. It's pretty well agreed that those who deserve praise least, need it most. There are right now in this country more people hungry for praise than for food. Just recently Forbes magazine's research showed that giving CREDIT FOR WORK WELL DONE ranked first among traits of a good leader. Pay ranked from third to seventh. The employees did the voting. One conclusion from this poll: "if bosses spent half the time giving deserved credit for work well done, as they do criticizing, they'd have no time to criticize and they'd have less cause to criticize."

One chief problem is to break down our barriers of inhibition, shyness, reserve, and backwardness and force ourselves to be AGREEABLY AGRESSIVE a few times until it becomes a habit. It's surprising how quickly the habit will grow. And for most it will become: THE GREATEST GAME IN THEIR LIVES.

Remember Barrie's, "Those who bring sunshine into the lives of others can't keep it from themselves." Dr. Woods Hutchison advised: "Look for the good in others and you'll never grow old." Another important maxim to remember in developing personality is: WE MUST MAKE PEOPLE LIKE THEMSELVES MORE.

It's a mistake to use tricks, stratagems, or techniques to make others like us DIRECTLY. We must do it indirectly; by making them like THEMSELVES BETTER.  There's a mental law of attraction that subconsciously transfers our feeling of pleasure or displeasure to its source. If we make someone feel better he will subconsciously transfer that feeling of pleasure to its source, which is us. Then he'd like us better.

INCREASING OUR HAPPINESS

The more pleasure we give to others, the more we give ourselves. Giving pleasure to others, instead of lessening our own, adds to it. It's like writing. The more we write, the more new thoughts our writing creates.

Most of us pride ourselves on our "matter of factness". It's true most of us are honest, kind, sincere, and unselfish. But we'd be shocked if we could see ourselves as others see us. They see us as just one more average, indifferent, cold statistic. Often they consider us so absorbed with our own affairs that we don't care to be bothered with others.

Mrs. Uhier, a rich, well-educated old lady used to live in our small town. Next door to her on the East side of her lived Mrs. Ferner; next door to her on the West side lived Mrs. Fretz, both very plain young women. Mrs. Ferner and Mrs. Fretz were friends and often confided to each other: "Mrs. Uhier is so rich, so well-educated, and so far above us that she never notices us." After six years Mrs. Uhler died. Among her possessions was a diary in which was written: "it is so lonely to be old. The young people are too busy to care for old people. My next door neighbors, Mrs. Ferner and Mrs. Fretz, are so absorbed with their own problems that they merely wave or nod to me. But they never speak or come to see me. Some day, when they get old, they'll know what it means to be old and lonely."

Dr. Stidger interviewed Henry Ford a few months before Ford died. "Mr. Ford," said Dr. Stidger, "you have had most of the things people prize and strive for most - money, fame, power, genius, service, an honored name and many others. Is there anything you ever particularly wanted and didn't have?" Ford answered: "if I had it to do over again, I'd go looking for friends. I'd gladly give up all I have of money and fame for a few intimate cronies. Friendship is the best thing a man can have in this life."

Why not aim at this PINNACLE OF PERSONALITY? Remember: Make no small plans: They have no power to stir mens' blood. Wouldn't you like to hear that someone somewhere paid you a compliment like one of the above? It could happen if you practice the exercises in this lesson until they become unconscious habits.

WHY ONE MORE TREATISE ON PERSONALITY?

A number of my class students asked whether I couldn't recommend some down-to-earth practical book or course on developing personality. The only ones they could find were too complicated, too "literary"; too stuffed with dozens of rules and traits that only a memory expert could remember.

I searched but couldn't find any that I could recommend. So I spent 3 years getting one up myself- I talked to experts, researched the libraries, combined and compared the 117 rules and 58traits found in the popularity and personality books.

I ended up with three traits which contain the heart or essence of all the rules and traits. Next I devised exercises, learn-by-doing projects, to turn these three traits into habits; then tested them out in my classes. The results were phenomenal.

If you practice these three traits until they become unconscious habits, you can forget the 117 rules and 58 traits and all the etiquette books. Your three habits will automatically tell you what to do and say in all situations. These three traits are represented by three ordinary words you'll never forget. They'll keep you in the mood to uplift and stimulate people. They are the TRIPLE JETS OF PERSONALITY.

THESE THREE TRAITS MAKE LIFE AN INTERESTING GAME, A THRILLING ADVENTURE

Since we just can't get along in life without associating with others, why not be popular and have fun doing it? Our routine, daily contacts need not be cold, dull, lifeless affairs. Often the difference between having or lacking these traits will mark the difference between success and failure.

A Purdue University research project showed that personality counts 7 times as much as mere learning for solving life's daily problems and succeeding in life. Most skills and success traits require long training, sometimes years, and are seldom used. Personality, which benefits and rewards us every minute we are with others can be mastered in 3 months of interesting, learn'-by-doing projects. Why not give yourself these great rewards and benefits? They've often made lonely people popular, unhappy people happy, turned failure to success and even made poor people rich.

TEACHING BY STORIES AND EXAMPLES

Abraham Lincoln once said: "They say I tell a lot of stories. Experience has taught me that we can put a message over better by stories than by any other method. Why? Because a story deals with specific people, places, dates, etc. Consequently a story is more likely to raise pictures in the mind than a mere explanation. So a story delivers a message faster, makes it stand out more clearly, makes a deeper impression on the mind, makes us remember it longer, and has more power to spur us to action than an explanation."

I've learned from Lincoln. Instead of giving you a long list of rules and explanations and traits, let's keep the subject simple and mix stories, examples, and anecdotes with explanations. There are only three easily remembered traits to remember: Kindness, Friendliness, and Cheerfulness.

HOW A SCHOOL TEACHER REFORMED A BULLY

Peter Masson was the school's bully in a small town. He was the terror of all the other children and of his teachers. On the opening day in September when Peter was promoted from Gertie Rice's room to Tillie Smith's, Gertie Rice went to Tillie Smith to warn her of Masson. "He's a devil if there ever was one. He'll disrupt your room from the first day. Put him in his place and keep him there or he'll make you nervous a wreck as he did me."

Tillie Smith tried some psychology. She asked Masson to stay after school the first day and said to him, "Peter, I have a hard problem and I need your help. The doctor told me that my nerves are so bad that I shouldn't be teaching. But I have a sick mother to support and I couldn't get any other job all summer. If I have to quit teaching, I'll have to put my mother in a home. But I have an idea, but I need your help. I have always heard that you are the strongest and bravest boy in the whole school, that you always take the part of the small boys when they get beat up by the big ones. So I thought that if I could depend on you to keep up your good work and help me keep order and defend the small boys from the big ones, maybe I could keep my job. Tell you what I'll do. If I ever hear that you're in a fight through defending the small boys against the big ones, I'll just forget it. That will help me keep the big tough boys in line. How about it? I'll depend on you." 

That little bit of psychological strategy took about ten minutes. It turned Pete Masson from a bully to a gentleman overnight. He later became a priest and a Monsignor. If you ever get to Allentown, Pennsylvania, look up the Sacred Heart Hospital which he built, a monument to Tillie Smith's strategy. It has been said: "ALL PEOPLE NEED PRAISE, PARTICULARLY THOSE WHO DON'T DESERVE IT."

The gist of all these techniques to uplift others consists of looking for the good, laudable, praise worth traits in people and closing our eyes to their faults and vices. Drunkards, thieves, and murderers, have been reformed by this method. Since people automatically try to live up to our opinion of them it is our responsibility to uplift them all we can by keeping this opinion on a high plane. And since we can't add to another's personal power without adding to our own, we are killing two birds with one stone . . . uplifting ourselves and others every time we think well of others.

IN MOSCOW, RUSSIA THERE'S A SCHOOL TEACHING "SMILING"

Your expression which is determined by your mental attitude, is the most important thing you wear. Whenever you look into a mirror, don't look first at your tie, or if a girl, at your makeup. Look at your expression. Is it pleasant? Would you like to meet someone with such, an expression? Is it kind, friendly, cheerful? Will people be glad to meet you? Does your face reflect a smile that radiates kindness, friendliness, cheerfulness? HOW THE WORLD NEEDS THEM! Are you furnishing your quota? We all need to see kind, friendly, cheerful faces that reflect a kind, friendly, cheerful person.

"There's a language of the face just as there is a language of words. We express our thoughts by words; our feelings by our expression. Smiles open up hearts and pocketbooks. Frowns close them. Smiling is a shorthand method of saying you like a person. Never discount the power and persistence of first impressions. We are all types to everyone we meet. People appraise us at first glance. They either like us, dislike us, or are indifferent. Why not make that first impression favourable?"

"As soon as you glance at a stranger you pass judgment on him. So do I. So does everybody. Maybe we shouldn't but we do. We often have to change that judgment. Some people attract us before they open their mouths. They do it by their kind, friendly, cheerful, inviting faces. Others impress us only after we are brought constantly in contact with them and get to know their inner, noble traits inspite of their cold, uninviting, forbidding faces. If we want to avoid this long process of making friends, but having people take to us at once, the answer is clear: Cultivate a kind, friendly, cheerful, inviting face. Learn from that Russian school. Learn to smile.

Are you rusty in etiquette? Become kind, friendly, and cheerful and you can forget your Emily Post and still be polite and courteous. The triple jets will impel you from within; will tell you what to say or do under all situations without needing to refer to your etiquette rules.

FRANKLIN'S METHOD OF WINNING OVER AN ENEMY

Franklin, clerk of the General Assembly in Pennsylvania, discovered one of the members disliked him and made a public speech against him. Franklin's knowledge of people told him that ordinary tactics such as apologizing, servility, etc., wouldn't win him over. So he pondered and recalled that when he was a young man he had an accident with his horse and was obliged to ask a blacksmith with whom he had an argument and was not on speaking terms for several years, to shoe his horse. This incident led to a lifelong friendship. He tried to find a way to apply this borrowing technique to this hostile assemblyman. To this end he asked numerous questions of his friends concerning his personal possessions. One of them told Franklin of this assemblyman's possession of rare books. Next he asked this friend to please get a list of some of the rare books. With this information Franklin chose one book and asked this assembly^ man to lend it to him for a few days. This was gladly granted and at the next assemblyman's meeting, this member sought our Franklin, chatted with him and voted for him every office he wanted as long as he lived.

This technique has been used by Carnegie, Rockefeller, Wanamaker, Hearst, Conwell, Vaucclain, Schwab, Franklin and Teddy Roosevelt, Hoover and doubtless many others.

THE ULTIMATE - THE PINNACLE OF PERSONALITY

Would you like to hear that someone made a remark about you, similar to one of the following six remarks?

"He couldn't even talk to a tramp begging for food, without making the tramp feel that he was once a celebrity, whom misfortune brought down to this lowly state. "Said about Goethe. "I'm always at my best and think of the cleverest things when he is near me." Said about Chesterfield.

"Just to be near him is to experience a sense of greatness. He makes you feel so great so important and so popular in so many ways." Said about Dr. Butler.

"Before he came along, I was feeling sad; before he left I was feeling glad." Said about Charlie Schwab.

"He is a true friend. He knows all about my faults but respects and loves me just the same." Said about Teddy Roosevelt.

"I love you not only for what you have made of yourself, but for what you make me when I am with you. I love you for lifting up my spirits when I am feeling blue; for passing over all the foolish and cowardly things you can't help noticing, and drawing out all the kind and noble things no one else has looked long enough to discover. I love you for ignoring the possibilities of the fool in me and laying hold of the possibilities of the good in me. I love you because you have done more than any creed to make me happy. You have done it without a word, without a sign, without a touch. You have done it by just being yourself. And after all, perhaps

that's what personality really is." Found in a book dedicated to Goethe .

Why not aim at the ULTIMATE - THIS PINNACLE OF PERSONALITY? Remember: Make no small plans. They have no power to stir mens' blood. Wouldn't you like to hear that someone, somewhere, made a remark about you similar to one of these? It could happen if you practice these exercises until they are unconscious habits. MORE POWER TO THE PINNACLE OF PERSONALITY. 

THE EXERCISES IN THE FORM OF PROJECTS

Until now you have been doing nothing but reading. Reading is not growing. Only action -practice develops growth. Action and action alone develops power and develops US. The end of education is not mere knowledge but action. So say all the authorities. It's the ONE project you practice, not the 35 you know all about. Knowing the prescription of a drug never cures. We Must assimilate it, internalise it.

Practicing one of these projects only once will do more for your personality than reading all of them a dozen times. If there's one thing I'd like to impress on your mind it's this: ACTION, AND ACTION ALONE DEVELOPS POWER, CHANGES THINGS - AND CHANGES US. Russeli Conwell said: "if drudgery is not found somewhere in a book, it isn't worth reading".

But don't get scared at the word DRUDGERY. It'll be drudgery only 6 weeks. By that time interest will grow and your powerful subconscious mind will furnish the drive to motivate you to keep going even if you don't feel like it.

Remember that old riddle? DO YOU KNOW HOW TO EAT AN ELEPHANT? Just as you do any other big job. You cut it up into small pieces, the little-at-a-time method. More and more I'm getting to believe that's the most vital lesson I have learned in my long life. The little every day to get BIG, COLOSSAL RESULTS. A little money saved everyday builds a fortune. A little learning every day makes the college president. A little training every day makes the champion athlete. And a little project every day makes the PINNACLE OF PERSONALITY.

So start today and force yourself (no matter how you feel) to practice one of these projects every day until you've worked through the whole 19. Then select ones you think develop you most, or for any other reason you prefer. Franklin had 13 traits. He flunked miserably by trying to develop all 13 at once. When he tried one at a time, and kept it up for two years, he suddenly became the greatest man in the colonies. After he was over 70, he talked more about this (one at a time) method than all his other great accomplishments. He claims without this he never would have accomplished anything.

Since WE NEED MORE TO BE REMINDED THAN INFORMED, our first project will be to set up a reminder system so we'll be reminded automatically without depending on our unreliable memories.

PROJECT 1. Believing in science, I don't believe in magic in the usual sense. But I do believe in the MAGIC TOUCH if that magic touch means touching something that reminds us of something we ought to do as follows: Get yourself some cardboard and cut it into twelve one-inch by two-inch pieces. Write on them KINDNESS, FRIENDLINESS, CHEERFULNESS. Place one in the pocket or purse where you'll be most likely to touch it often during the day. Scatter the remaining I 1 around where you'll automatically see them several times a day. Does this sound childish? Maybe it is. But it works. It works for many great leaders. All great men have some sort of reminders.

PROJECT 2. Look for some worthy trait in someone. Go further. Think up a way to compliment him for it. Something he did, or said, or has, or is. Mark Twain said: I can live two months on a good compliment.

PROJECT 3. Since the sweetest words in any language are a person's name, repeat the name of someone to whom you usually say "Hello" or "Good Morning". Say: "Hello, Waiter" or "Good morning, Waiter". To hear our name mentioned shows us we are important enough to be singled out and makes us pleased with ourselves ... and consequently with him.

PROJECT 4. Look at some stranger and think to yourself: You're a fine, noble, upright fellow. I like you. I'd like to know you better. Montaigne said: "What you are speaks so loudly that I can't hear what you say". Thoughts are expressed by words; feelings by the expression on our faces.

PROJECT5.  Look for some noble trait in someone you dislike or feel indifferent to. Think to yourself: If I really knew him, I'd probably like him. The word "Hostile" is a foreign word meaning, "stranger". We never really like a person until we know him well enough to observe his noble traits.

PROJECT 6. Write down the name of a friend. Now think up a complimentary nickname for him. Be sure it isn't one that could invite ridicule. Pleasant kidding is a powerful technique for lifting up the spirit of people and cementing friendship. You can do it. How? Think. How? Ask yourself questions. Compare and combine.

PROJECT 7. Reflect on the most popular person you know. Ask yourself: Just why is he or she so popular? Study him and try to single out the one thing he says, or does, or has, or is, that makes him so popular. Do you possess this trait?  Can you cultivate it and express it in a way NATURAL TO YOU?

PROJECT8. increase your "thank you" habit. Think back over yester-day. How many people served you in any small way? Did you thank every one? Whenever feasible, add "Have a nice day, or trip, or evening". Count your "thank you" and try to increase them.

PROJECT 9. Start a conversation and continue it without using the words: I or me or mine, or my. It isn't easy. And usually it isn't. Practical for most purposes. But it will be excellent practice to extrovert you, to keep your mind off yourself and on your listener.

PROJECT 10. Spend the last 15 minutes every evening before retiring, no matter how tired you are, reviewing the mistakes and foul-ups of the day in regard to dealing with others. What did you forget? How many idle silences? Where could you have lifted up someone and didn't think of it until it was too late? Remember: WE NEED MORE TO BE REMINDED THAN INFORMED. Now think up some way to avoid these foul ups tomorrow and in the future. Then take 5 more minutes making a "must" list for tomorrow. Transfer the mistakes to your new list. Carry the new list with you all day and look at it every hour. Cross off the items as you finish them. This system applied to other ordinary life problems has turned more 11 ordinary" fellows into "extraordinary" achievers than all the high priced motivation courses and complicated success systems ever formulated. Practice this "must list" system to your personality building program. Your mistakes will lessen, your personality will grow. You'll be on the highway to THE PINNACLE OF PERSONALITY.

PROJECT11. Test Churchill's advice. Take a walk on a busy street during a busy day and hour. Going one way force a smile or half smile or at least a pleasant look. Note the reactions of people who look at you. On your, way back frown or force a stern look. Note the reactions. What did you learn?

PROJECT 12. Ask yourself a new question every day about personality development. Asking yourself questions is thinking. The only better way is writing. You'll surprise yourself at some of the ideas your questions create.

PROJECT 13. Franklin Roosevelt had cigarettes especially made so they'd go out often, so he'd have the opportunity to constantly ask people at his parties for a light. This delighted his guests. Dozens went home bragging to anyone who'd listen that Roosevelt is a regular guy. He even asked me for a light. Can you think up some technique that's natural to you, a sort of trademark to uplift others? Everybody has enough points of difference to make him stand out as an individual. Analyse yourself. What superior point do you have? Think up a way to capitalize on it.

PROJECT 14. An executive, Leslie Brown, of a steel mill in Philadelphia starts his morning off by asking the first employee he meets every morning what time it is. Then he sets his watch by the answer. The employees feel uplifted for the whole day and go home and tell their wives. "The boss set his watch by mine today". They feel important and are cemented to their great boss.

PROJECT 15. A couple moved into a neighbourhood where all the neighbours seemed to be cool and aloof and didn't care to mix with neighbours. Jerry Eisdorf, the husband, a current student at that time of one of my classes, said to his wife, "Put on a dirty apron, smear flour over your face, and go next door and ask the lady to lend you two cups of flour as you're having guests and are stuck for flour. Before the first month passed they were playing cards and drinking beer together. Can you think up a way to cash in on this dynamic popularity technique? Sure you can.

PROJECT 16, I once asked Jennifer Cassel, one of my brightest students: "How do you manage to keep so cheerful and friendly and alert when all other girls are grumpy half the time?" She answered: "One day our minister told me, "Cheer up; don't be so grumpy. Start a happiness book. Every day write down in a book some pleasant happening preferably in the evening before retiring." I tried it. It works. This habit developed alertness; kept me on the look out for bright, cheerful, pleasant happenings. This in turn brought on the habit of doing kind deeds whenever possible. They stick with me. I'll never forget some of them; memories I can cherish for life particularly for later years when I feel blue". Why not do likewise? Start a dairy, notebook, journal, or scrapbook. Every evening write in it some pleasant happening, anything that gave you a lift, difficult tasks accomplished, victories won, noble things done, successes, Bible passages, inspiring poems, jokes, wise sayings, anecdotes. Keep alert and you'll find one thing every day. Read them when you feel blue. They'll uplift you.

PROJECT 17. Visit someone less fortunate than yourself. Someone in a home, hospital, a shut-in. It's a great project to keep us in balance; to help us appreciate our blessings. No great personality is indifferent to others less fortunate.

PROJECT 18. This project is to emphasize a trait discussed elsewhere in this lesson. It's so dynamic; can be used so often and brings such BIG returns for such small effort that I want to be sure you never forget it. It took me several years to figure out why one waiter seemed to have absolutely nothing to commend him, always had a line of customers while others stood around idle. He was old, homely looking, almost illiterate, uneducated, ill-informed about sports, etc., had just NOTHING. But he always had a lot of customers. I finally nailed the trait by watching and listening. It was his complete absorption and listening to everything his customers said. Everything seemed to surprise him. His favourite expression was: "is that right?" He'd vary it with, "it doesn't seem possible" or "You must be kidding", or "What was that" or "You don't mean it". He had the least, contributed the least but took home the MOST TIPS. Try it. It'll surprise you.

PROJECT 19. Take a few smile breaks whenever you have a busy day. We tend to frown whenever we are busy, intently concentrating on our tasks. Most of us must make a conscious effort to keep a pleasant, smiling or half-smiling face when we're busy. It will also help you if you will stand erect, sit erect, walk erect, look up, reach up, think up. If you still frown, take three deep breaths. Remember Wm. James' technique. Act like you're cheerful and you'll quickly feel cheerful.

YOU'VE MADE A GOOD START

There's but one high-speed way to acquire a personal trait. It's the learn-by-doing method. By doing these traits once, you've learned how to do them. You've also surprised yourself at the reward. However, we can't make a habit of a trait by doing it once. And we can't get best results until they're unconscious habits, whether driving, typing, any skill. It goes particularly for developing personality. So follow Franklin's method, the one-at-a-time method. I can't restrain myself from repeating this, as it's one of the most vital lessons you'll ever learn. Franklin wanted to develop 13 traits. He failed miserably for 10 years, while he tried to develop all 13 at once. When he tried the rifle method, one-trait-at-a-time, he had all I 3 in 2 years. After he was over 70, he talked more about this method than about all of his other great achievements, because he stated: "Without this method, I wouldn't have had any great achievements".

My best wishes on your journey toward that PINNACLE OF PERSONALITY.

Your next lesson, Lesson 10, will teach you HOW TO THINK. Our schools and colleges tell us WHAT to think. But not HOW. They leave the how to chance. And anything left to chance, gets chance results. You want definite results, not chance results. So master this lesson.