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Description:NewYork,NewYork:TarcherPerigee,[2017]|“ATarcherPerigeebook.”Identifiers:LCCN2017004367(print)|LCCN2017023688(ebook)|ISBN9781101992838|ISBN9780143111528

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Contents

TitlePage

Copyright

INTRODUCTIONbyDonGreen

Epigraph

CHAPTERONE:CreativeVision

AnalysisofChapterOne

IntroductiontoChapterTwo

CHAPTERTWO:OrganizedThought

AndrewCarnegie’sViewsonOrganizedThinking

CHAPTERTHREE:ControlledAttention

AndrewCarnegie’sAnalysisofControlledAttention

HowtoOwnYourOwnMind

AbouttheAuthor

I

IntroductiontoHowtoOwnYourOwnMind,byDonGreen,

EXECUTIVEDIRECTOR,NAPOLEONHILLFOUNDATION

N1941,NAPOLEONHILLcreatedandpublishedseventeenbooklets,eachonesettingforthanexplanationoftheprinciplesofpersonalachievementMr.Hill

haddevelopedfromstudyinggreatAmericansuccessstoriesfortwentyyears.Hewasinspiredtodosowhen,asafledglingreporter,heinterviewedthegreatsteelmagnateAndrewCarnegie,whooutlinedtheprinciplesofsuccessandcommissionedyoungNapoleontocommenceanintensestudyofhowtheseprinciplescontributedtothesuccessofthegreatmenofthetime,andofearliertimes.HecalledtheseriesofbookletsMentalDynamite,aphraseMr.Carnegiehadusedtodescribetheseventeenprinciples.

Veryshortlyafterthebookletswerepublished,PearlHarborwasattackedandAmericaenteredWorldWarII.Inpreparingforandultimatelywinningthatwar,MentalDynamite,withsomanyotherthingsofsignificancebutlessimportancethanthewar,wassetasidebytheAmericanpublic.ItlaidgatheringdustinthearchivesoftheNapoleonHillFoundationuntilrecentlyitwasrediscovered,anditisnowbeingreprintedbythefoundationinbookform.

ThisbookwascreatedbyourfoundationputtingtogetherthreerelatedchaptersoftheMentalDynamitemasterpiece.Eachdealswithhowtothinkbeforeacting,andtherebyhowtorecognizeopportunities,defineone’sDefiniteMajorPurpose,andrefineituntilitistimetotakeaction.Whenthesechaptershavebeenmastered,youwillknowhowtoownyourownmind.

ThefirstchaptersetsforththeprincipleofCreativeVision.AndrewCarnegieexplainstoyoungNapoleoninMr.Carnegie’sstudyin1908thatimaginationisaprimarycomponentofit,andMr.Carnegieprovidesexamplesofhowimaginationenablespeopletobesuccessfulinsuchapparentlydiverseactivitiesasinventingandsales.Butimaginationhastobeapplied.“Fleetingthoughts”and“merewishes”arenotenoughtocreateinventionsandmakesales,

and“merewishes”arenotenoughtocreateinventionsandmakesales,accordingtoMr.Carnegie;onemustrecognizeopportunities,andactuponthem.ThisistheessenceofCreativeVision.Mr.CarnegiealsodetailsthetenprinciplesofsuccessthatareusedbyallpeoplewhosuccessfullyapplyCreativeVision.

Dr.HillfollowstheextensivequotationsfromhisinterviewofMr.Carnegiewithhisowncommentary,writtensomethirty-threeyearslater.HesuggestsanumberofideasforimprovingsocietyandindustrythatcouldbenefitfromtheuseofCreativeVision,andmanyareamazinglyaheadoftheirtime.HethenprovidesanumberofexamplesofpeopleofthethenpresentdaywhohadusedCreativeVisiontosucceed.

Consideredtogether,theinsightsofAndrewCarnegieandNapoleonHillprovideacompellinglessononhowallofuscanuseourCreativeVisiontorecognizeopportunitiesandattainourgoals.

ChapterTwodiscussestheimportanceoftheprincipleofOrganizedThought.Throughtheuseofthreecharts,Dr.HillexplainshowonecanattainandthenuseOrganizedThoughttosucceedincontrollingone’sdestiny.Ibelieveyouwillrealize,asIhave,thatthesethreechartsdeserverepeatedstudy,andthateachreadingofthemrevealssomethingnew.TheydisclosehowOrganizedThought,willpower,andself-disciplineinteractwiththefacultiesofthemind,thefivesenses,thebasichumanmotives,andothersuccessprinciplestoproduceresultswhen—andthisisessential—actionistaken.Thoughtswithoutactionareineffective.

Dr.HillexplainshowinductiveanddeductivereasoningandsocialhereditycontributetothedevelopmentofOrganizedThought.Heexplainstheimportanceofhabits,bothgoodandbad,ininfluencingone’sabilitytoachieveOrganizedThought.ThechapterconcludeswithexcerptsfromyoungNapoleon’s1908interviewwithAndrewCarnegie,inwhichMr.CarnegiedetailsthepositivethingswhichcanbeaccomplishedbyOrganizedThought,andhowitsusebyevilmenisdoomedtofail.

ChapterThreeisdevotedtothesuccessprincipleofControlledAttention.ControlledAttentionisconcentration,andmore.Itisthemeansbywhichone’splansareimpressedonthesubconsciousmind.Itistheprocessofcontrollingalltheactivitiesofthemindanddirectingthemtoagivenend.ItisessentialtotheimplementationofCreativeVisionandOrganizedThought.

Dr.Hillexplainshowtheuseofothersuccessprinciples,suchasGoingtheExtraMile,theMasterMind,andfaith,canintensifytheabilitytodevelopControlledAttentionandbolsterone’sconfidence.HeprovidesexamplesofpeoplewhohavecombinedmanyofthesuccessprincipleswithControlledAttentiontodeveloppreviouslyunknownsolutionstoproblems.Dr.Hillalso

setsforthtestimonialsfrommanyfamousandsuccessfulpeopleabouthowimportantControlledAttentionwastotheirlives.Acommonthemeisthatoneshouldcontrolattentionbyfocusingitononemajorpurposeratherthanmany.

ThechapterconcludeswithafurtherinterviewwithMr.CarnegieabouttheeffectsoftheuseofControlledAttention.ControlledAttentionleadstospecializationinone’slife,whichproducesgreaterrewardsthanageneralizedapproachtoabusinessorprofession.Itisessentialtoadvancementandpromotioninemployment.And,whenemployedbythecitizenry,itleadstothesuccessoffreeenterpriseanddemocracy,incontrasttoaSocialistsociety,inwhichControlledAttention,ifutilizedatall,ultimatelywithersanddies.

NapoleonHill’sbest-knownbookisThinkandGrowRich.Thechaptersinthebookbeforeyouhelpexplainthereasoningbehindthattitle.AsDr.Hillrepeatedlyemphasized,actioniscriticaltosuccess.Butyoumustthinkbeforeyouactoryouractionswillbewasted.

ThesetimelesschaptersabouttheimportanceofthoughtbeforeactionwillprovetobeveryinstructiveinhelpingyouattainyourownDefiniteMajorPurpose.Todoso,youmustlearnhowtoownyourownmind,andthisbookwilltellyouhowtodoit.

THEpowerwithwhichwethinkis“mentaldynamite,”anditcanbeorganizedandusedconstructivelyfortheattainmentofdefiniteends.Ifitisnotorganizedandusedthroughcontrolledhabits,itmaybecomea“mentalexplosive”thatwillliterallyblastone’shopesofachievementandleadtoinevitablefailure.

—AndrewCarnegie

A

CHAPTERONE

CreativeVision

PHILOSOPHERSAID,“Theimaginationistheworkshopofmanwhereinisfashionedthepatternofallhisachievements.”Anotherthinkerdescribedit

as“theworkshopofthesoulwhereinman’shopesanddesiresaremadereadyformaterialexpression.”

ThischapterdescribesthemethodsbywhichsomeofthegreatleadersofAmericahave,throughtheapplicationofCreativeVision,madetheAmericanwayoflifetheenvyoftheworld.

ThischapterbeginsintheprivatestudyofAndrewCarnegiein1908,withme,NapoleonHill,asthestudentandreporter.

HILL:Mr.Carnegie,youhavesaidthatCreativeVisionisoneoftheprinciplesof

individualachievement.Willyouanalyzethisprincipleanddescribehowonemaymakepracticaluseofit?

CARNEGIE:Firstofall,letushaveaclearunderstandingofthemeaningoftheterm

“CreativeVision,”aswearehereusingit,byexplainingthatthisisnotmerelyanothernameforimagination.Itistheabilitytorecognizeopportunitiesandtakeactiontobenefitfromthem.AnimportantelementofCreativeVisionistheuseoftheimagination.

Therearetwotypesofimagination.Oneisknownassyntheticimaginationandtheotherascreativeimagination.

Syntheticimaginationconsistsoftheactofcombiningrecognizedideas,concepts,plans,facts,andprinciplesinnewarrangements.Theoldaxiom“Thereisnothingnewunderthesun”grewoutofthefactthatthemajorityofthingswhichseemtobenewarenothingbutarearrangementofthatwhichisold.PracticallyallthepatentsrecordedinthePatentOfficearenothingmorethanoldideaswhichhavebeenarrangedinaneworder,orgivenanewuse.Patentswhichdonotcomeunderthisheadingareknownas“basicpatents”andtheyaretheworkofCreativeImagination;thatis,theyarebasedonnewlycreatedideaswhichhavenotbeenpreviouslyusedorrecognized.

CreativeImaginationhasitssource,asfarassciencehasbeenabletodetermine,inthesubconsciousmind,whereinexists,throughsomepowerunknowntoscience,theabilitytoperceiveandinterpretnewideas.Itisbelieved,bysome,thatthefacultyofCreativeImaginationtrulyis“theworkshopofthesoul.”Ofonefactwecanbesure,andthatistheundeniablerealityoftheexistenceofafacultyofthemindthroughwhichsomemenperceiveandinterpretnewideasneverbeforeknowntoman.LaterIshallcitewell-knownexamplesofsuchability.Moreover,Ishallendeavortodescribehowthisabilitymaybedevelopedandmadetoservepracticalends.

HILL:Whichofthetwotypesofimaginationisusedmoreofteninthefieldof

industry,andintheordinarywalksoflife?CARNEGIE:Syntheticimaginationismorecommonlyused.Creativeimagination,asthe

nameimplies,isusedonlybythosewhohaveattainedthemeanstoapplythisunusualskill.

HILL:Willyoumentionexamplesoftheapplicationofbothtypesofimagination,

givingasmanyofthedetailsaspossibleinorderthatthepracticalmethodsofapplicationoftheseprinciplesmaybeunderstood?

CARNEGIE:Well,letustaketheworkofThomasA.Edison,forexample.Bystudyinghis

achievementsweshallseehowhemadeuseofbothtypesofimagination,althoughheusedthesynthetictypemoreoften.

Hisfirstinventiontoattractworldwideattentionwascreatedbybringingtogether,inanewcombination,twooldandwell-knownprinciples.Irefertotheincandescentelectriclamp,theperfectionofwhichwasattainedonlyafterMr.Edisonhadtriedmorethantenthousanddifferentcombinationsofoldideaswithoutsatisfactoryresults.

HILL:Doyoumean,Mr.Carnegie,thatMr.Edisonhadthepersistencetokeepon

tryinginthefaceoftenthousandfailures?CARNEGIE:Yes,Imeanjustthat!AndImayaswellherecallyourattentiontothefact

thatmenwithakeensenseofimaginationseldomquittryinguntiltheyfindtheanswertotheirproblems.

Mr.Edisonperfectedtheincandescentelectriclampbycombiningtwowell-knownprinciplesinanewway.Thefirstoftheseprincipleswastheestablishedfactthatbyapplyingelectricenergytobothendsofapieceofwirearesistanceisestablishedthroughwhichthewirebecomesheatedtoawhiteglowthatwill

isestablishedthroughwhichthewirebecomesheatedtoawhiteglowthatwillproducelight.ThatprinciplehadbeenknownlongbeforethetimeofMr.Edison’sexperimentswiththeelectriclamp,butthetroublearosefromthefactthatnowayhadbeenfoundtocontroltheheat.PerhapsthefactswouldbebetterunderstoodifIsaidthatnoformofmetalorothersubstancehadbeenfoundthatcouldcarrythenecessaryamountofheattomakeasatisfactorylightformorethanafewseconds.Theintenseheatoftheelectricitysoonburnedoutthemetal.

Aftertryingeveryknownsubstancehecouldfind,withoutdiscoveringanythingthatwouldservethedesiredpurpose,Mr.Edisonstumbleduponanotherwell-knownprinciplewhichprovedtobetheanswertohisproblem.Isayhe“stumbled”uponit,butperhapsthatisnottheprecisewaytheprinciplecametohisattention.OfthatIshallhavemoretosaylateron.Atanyrate,therecameintohismindthewell-knownprinciplebywhichcharcoalisproduced,andherecognizedinittheanswertotheproblemthathadcausedhimmorethantenthousandfailures.

Brieflyexplained,charcoalisproducedbyplacingapileofwoodontheground,settingitonfire,andthencoveringthewholepilewithdirt.Thedirtpermitsjustenoughairtopassthroughtothefiretokeepitaliveandsmolderingbutnotenoughtoenablethefiretoblaze.Thesmolderingprocesscontinuesuntilthewoodbecomescharredthroughandthrough,leavingthelogintact,intheformofasubstanceknownascharcoal.

Youofcourselearned,inthestudyofphysics,thatwherethereisnooxygentherecanbenofire;thatbycontrollingtheinflowofoxygentheamountofheatofthefirecanbecontrolledproportionately.

Mr.Edisonhadknownofthisprinciplelongbeforehebeganexperimentingwiththeelectriclamp,butnotuntilafterhehadgonethroughthousandsoftestsdidhethinkofitasbeingtheprincipleforwhichhewassearching.

Assoonasthisprinciplewasrecognizedastheoneforwhichhewassearching,hewentintohislaboratory,placedacoiledwireinabottle,pumpedoutalltheair,sealedthebottlewithwax,appliedtheelectricenergytothetwoendsofthewire,andlo!theworld’sfirstsuccessfulincandescentelectriclampwasborn.Thecrudelyconstructedlampburnedformorethaneighthours.

Ofcourseitisobviousastowhathadhappened.Byplacingthewireinavacuumthatcontainednooxygenitcouldbeheatedsufficientlytocauseittoproducealightwithoutitsburningoutentirely,asithaddonewhenleftintheopenair.Thatsameprincipleisusedinthemakingofallincandescentelectriclampstoday,althoughthemethodhasbeengreatlyrefineduntilthemodernelectriclampismuchmoreefficientthanitwaswhenEdisonfirstdiscoveredhowtocontroltheheat.

Now,letusgobacktothequestionastohowMr.Edisoncametothinkof

Now,letusgobacktothequestionastohowMr.Edisoncametothinkofcombiningthesetwooldprinciplesinanewway.Isaidhe“stumbled”upontheideaofusingthecharcoalprincipleasameansofcontrollingtheheatoftheelectricenergy.Butthatisnotexactlythewaythisideaoccurredtohim.

Herebegins,then,theentryintothepictureoftheprincipleofcreativeimagination.Byhisrepetitionofthoughtinconnectionwithhisproblem,carriedonoveralongperiodoftime,throughthousandsofexperiments,Mr.Edisoneitherconsciouslyorunconsciouslychargedhissubconsciousmindwithaclearpictureofhisproblem,and,bysomequeerpowerwhichnooneunderstands,hissubconsciousmindhandedovertohimthesolutiontohisproblem,intheformofa“hunch”thatcausedhimtothinkofthecharcoalprinciple.

Indescribingtheexperiencemanyyearsafterward,Mr.Edisonsaidthatwhenthe“hunch”cametohimherecognizeditimmediatelyasbeingthemissinglinkforwhichhehadbeensearching.Moreover,hefeltassureditwouldwork,evenbeforehetestedit.Hemadethefurthersignificantstatementthatwhentheideaofusingthecharcoalprinciple“flashedintohismind”itbroughtwithitafeelingofassuranceofitssuitabilitysuchasdidnotaccompanyanyoneoftheotherthousandsofsimilarideashehadtested,throughsyntheticimagination.

Fromthisstatementwemaydrawtheconclusionthatthesubconsciousmindnotonlyhasthepowertocreatethesolutiontoproblems,butitalsohasameansofforcingonetorecognizethesolutionwhenitispresentedtotheconsciousmind.

WHEREVERyoufindaprosperousbusiness,youwillcomeuponsomeindividualwhohasCreativeVision.

HILL:Fromwhatyouhavesaid,Mr.Carnegie,Iconcludethatpersistencewasof

theessenceofMr.Edison’sdiscoveryofthesolutiontohisproblem.CARNEGIE:Yes,andsomeotherfactors,too.Firstofall,hebeganhisresearchwith

definitenessofpurpose,thusapplyingperhapsthemostimportantoftheprinciplesofindividualachievement.Heknewthenatureofhisproblem,butequallyasimportantasthis,hewasdeterminedtofinditssolution.Thereforehebackedhisdefinitenessofpurposewithanobsessionaldesireforitsattainment.Obsessionaldesireisthestateofmindwhichservestoclearthemindoffearanddoubtandself-imposedlimitations,therebyopeningthewayforthatstateof

doubtandself-imposedlimitations,therebyopeningthewayforthatstateofmindknownasFaith.Byhisrefusaltoacceptdefeat,throughmorethantenthousandfailures,Mr.EdisonpreparedhismindfortheapplicationofFaith.

HILL:WereallofMr.Edison’sinventionscreatedthroughthejointapplicationof

creativeimaginationandsyntheticimagination,asinthecaseoftheincandescentelectriclamp?

CARNEGIE:Oh,no!Notbyanymeans.Themajorityofhisinventionswerecreatedsolely

throughtheaidofsyntheticimagination,bythetrial-and-errormethodofexperimentation.Buthedidcompleteoneinventionsolelythroughtheaidofcreativeimagination,andasfarasIknow,thiswastheonlyinventionheperfectedthroughthisprinciplealone.Ihavereferencetothephonograph.Thatwasanewidea.NoonebeforeEdison,asfarasisknown,hadeverproducedamachinethatwouldrecordandreproducethevibrationsofsound.

HILL:WhattechniquedidMr.Edisonuseintheapplicationofcreativeimagination

inperfectingthetalkingmachine?CARNEGIE:Thetechniquewasverysimple.Heimpressedhissubconsciousmindwiththe

ideaofatalkingmachineandtherepassedovertohisconsciousmindaperfectplanforthebuildingofsuchamachine.

HILL:DoyoumeanthatEdisonreliedoncreativeimaginationentirely?CARNEGIE:Yes,entirely!Andoneofthestrangefeaturesofthisparticularinventionof

Mr.Edison’sisthefactthattheplanwhichhissubconsciousmindyieldedtohimworkedalmostfromthefirstattempttoapplyit.Theideaofhowsuchamachinecouldbeproduced“flashed”intoEdison’smind.Hesatdownthenandthereanddrewaroughpictureofthemachine,handedittohismodelmakerandaskedhimtoproducethemachine,andinamatterofhoursithadbeenfinished,tested,andlo!itworked.Ofcoursethemachinewascrude,butitwassufficienttoprovethatEdison’screativeimaginationhadnotfailedhim.

HILL:YousaythatMr.Edison“impressedhissubconsciousmind”withtheideaof

atalkingmachine.Now,howdidhegoaboutdoingthis,andhowlongdiditrequirebeforehissubconsciousmindhandedovertohimtheworkingprincipleofthemachine?

CARNEGIE:IamnotsurethatMr.Edisonstatedexactlyhowlonghehadbeenthinkingof

IamnotsurethatMr.Edisonstatedexactlyhowlonghehadbeenthinkingofsuchamachinebeforehissubconsciousmindpickeduphisthoughtsandtranslatedthemintoaperfectedplan,butIamundertheimpressionitwasnotmorethanafewweeks,atmost.Perhapsnotmorethanafewdays.Hismethodofimpressinghissubconsciousmindwithhisdesireconsistedofthesimpleprocedureofconvertingthatdesireintoanobsession.Thatis,thethoughtofamachinethatwouldrecordandreproducesoundbecamethedominatingthoughtofhismind.Hefocusedhismindonit,throughconcentrationofhisinterest,andmadeitthemajoroccupantofhismindfromdaytodayuntilthisformofautosuggestionpenetratedhissubconsciousmindandregisteredaclearpictureofhisdesire.

HILL:Isthatthewayoneconnectstheconsciousmindwiththesubconscious,Mr.

Carnegie?CARNEGIE:Yes,thatisthesimplestknownmethod.Yousee,therefore,whyIhave

emphasizedtheimportanceofintensifyingone’sdesiresuntiltheybecomeobsessional.Adeep,burningdesireispickedupbythesubconsciousandacteduponmuchmoredefinitelyandquicklythananordinarydesire.Amerewishappearstomakenoimpressiononthesubconscious!Manypeoplebecomeconfusedastothedifferencebetweenawishandaburningdesirewhichhasbeenstimulatedintoobsessionalproportionsbytherepetitionofthoughtinconnectionwiththedesire.

HILL:IfIunderstandyoucorrectly,Mr.Carnegie,theelementofrepetitionis

important.Why?CARNEGIE:Becauserepetitionofthoughtcreates“thoughthabits”inthemindwhich

causethemindtogorightonworkingonanideawithoutone’sconsciouseffort.Apparentlythesubconsciousconcernsitselffirstwiththosethoughtswhichhavebecomehabitsandespeciallyifthethoughtshavebeenstronglyemotionalizedbyadeepandburningdesirefortheirrealization.

HILL:Thenanyonemaymakeuseofcreativeimaginationbythesimpleprocessof

charginghissubconsciousmindwithdefinitedesires?CARNEGIE:Yes,thereisnothingtohinderanyonefromusingthisprinciple,butyoumust

rememberthatpracticalresultsareobtainedonlybythosewhohavegaineddisciplineovertheirthoughthabits,throughtheprocessofconcentrationofinterestanddesire.Fleetingthoughtswhichcomeandgointermittently,andmerewishes,whichareabouttheextentoftheaverageperson’sthinking,make

merewishes,whichareabouttheextentoftheaverageperson’sthinking,makenoimpressionwhatsoeveronthesubconsciousmind.

HILL:Willyoumentionsomeadditionalexamplesofthepracticalapplicationofthe

twotypesofimagination?CARNEGIE:Well,taketheexperienceofHenryFord,inconnectionwithhisperfectionof

aself-propelledvehicle,forexample.Theideaofsuchavehiclewasfirstsuggestedtohimbyasteam-propelledtractorthatwasbeingusedtohaulathreshingmachine.Fromthefirsttimethathesawthetractorhismindbegantoworkontheideaofahorselessbuggy.

Atfirstheusedonlytheprincipleofsyntheticimaginationbycenteringhismindonwaysandmeansofconvertingthesteamtractorintoarapid-movingvehicleforthetransportationofpassengers.Theideabecameobsessionalwithhim,andithadtheeffectofconveyinghisburningdesiretohissubconsciousmindwhereitwaspickedupandactedupon.Theactionofthesubconsciousmindsuggestedtohimtheuseofaninternalcombustionenginetotaketheplaceofthesteamengine,andhewenttoworkimmediatelyonthecreationofsuchanengine.Ofcoursehehadtheexperimentsofothermeninconnectionwithinternalcombustiongasenginesasaguide,buthisproblemwastofindawaytoconveythepoweroftheenginetothewheelsofavehicle.Hekepthismindchargedwithhismajorpurposeuntil,stepbystep,hissubconsciousmindpresentedhimwithideaswithwhichheperfectedtheplanetarysystemofpowertransmissionwhichenabledhimtoperfecthisfirstworkingmodelofanautomobile.

HILL:Willyoudescribethemajorfactorswhichenteredintothemodusoperandiof

Mr.Ford’smindwhilehewasperfectingtheautomobile?CARNEGIE:Yes,thatwillbeveryeasy.AndwhenIdescribethemyouwillhaveaclear

understandingoftheworkingprinciplesusedbyallsuccessfulmen,aswellasaclearpictureoftheFordmind,viz.:

a. Mr.Fordwasmotivatedbyadefinitepurpose,whichisthefirststepinallindividualachievements.

b. Hestimulatedhispurposeintoanobsessionbyconcentratinghisthoughtsuponit.

c. Heconvertedhispurposeintodefiniteplans,throughtheprincipleofOrganizedIndividualEndeavor,andputhisplansintoactionwithunabatingpersistence.

d. HemadeuseoftheMasterMindprinciple,first,bytheharmoniousaidofhiswife,andsecond,bygainingcounselfromotherswhohadexperimentedwithinternalcombustionenginesandmethodsofpowertransmission.Stilllater,ofcourse,whenhebegantoproduceautomobilesforsale,hemadeastillmoreextensiveuseoftheMasterMindprinciplebyallyinghimselfwiththeDodgebrothersandothermechanicsandengineersskilledinthesortofmechanicalproblemshehadtosolve.

e. BackofallthiseffortwasthepowerofAppliedFaith,whichheacquiredastheresultofhisintensedesireforachievementinconnectionwithhisDefiniteMajorPurpose.

HILL:Summarizedbriefly,Mr.Ford’ssuccesswasduetohishavingadopteda

DefiniteMajorPurposewhichhefannedintoawhiteheatflameofobsession,thusleadingtothestimulationofboththefacultiesofsyntheticimaginationandcreativeimagination.Doesthatstatethefacts?

CARNEGIE:Thattellsthestoryinonesentence!Thepartofthestorythatshouldbe

emphasizedisthefactthatMr.Fordmovedwithpersistence!Atfirsthemetwithoneformofdefeatafteranother.Oneofhismajordifficultieswaslackofcapitalwithwhichtocarryonhisresearch,beforeheperfectedhisautomobile.Afterthatcameastillgreaterdifficultyinconnectionwithprocuringthenecessaryoperatingcapitaltoproducehisautomobilesinquantityproduction.Thenfollowedaseriesofdifficulties,suchasdisagreementswiththemembersofhisMasterMindgroup,andothersimilarproblems,allofwhichcalledforpersistenceanddetermination.ThesequalitiesMr.Fordpossesses,andIthinkwemightsaythatheoweshissuccesstohisabilitytoknowexactlywhathewantsandhiscapacitytostandbyhiswantswithunrelentingpersistence.

IfonesinglequalitystandsoutintheFordcharacter,aboveallothers,itishiscapacityforpersistence.Letmeremindyou,again,thatdefinitenessofpurpose,backedwithaformofpersistencethatassumestheproportionofanobsession,isthegreatestofallstimulantsofboththesyntheticandthecreativeformsofimagination.Themindofmanisprovidedwithapowerwhichforcesthesubconsciousmindtoacceptandtoactuponobsessionaldesiresthataredefinitelyplanned.

HILL:

HILL:Willyounowcitesomeotherexamplesofthepracticalapplicationof

imagination?CARNEGIE:Take,forexample,Dr.AlexanderGrahamBell’sresearchinconnectionwith

themoderntelephone.Herewehaveanexampleoftheuseofcreativeimagination,forBell’sinventionwasnew.Letussaythathe,likeEdison,“stumbled”upontheprinciplethatmadethetelephonepractical,whilesearchingforsomemechanicaldevicewithwhichhecouldcreateahearingaidforhiswife,whosehearingwasimpaired.

Here,again,wefindamanwhowasinspiredbyadefinitepurposewhichassumedobsessionalproportions.Hiskeensympathyforhiswifewasthefactorthatgaveobsessionalforcetohispurpose.Inthiscase,asinallotherswheremengiveobsessionalproportionstotheirdesires,adefinitemotivewasbehindhisdesire.Motiveisthebeginningofalldesires.

Throughalongperiodofresearchthatistooinvolvedindetailsfordescriptionhere,Dr.Bell’ssubconsciousmindfinallypresentedhimwithanideawhichservedhispurpose.ItbecameknowntothescientificworldasBell’sexperiment,thesubstanceofwhichwasthis:

Arayoflightiscastuponaplateofselenium,whichsendstheraybacktoanotherplate—somedistanceaway—ofthesamemetal.Thislattercommunicateswithagalvanicbattery,towhichatelephoneisattached.Thewordsutteredbehindthefirstplatearedistinctlyheardthroughthetelephoneattheendofthesecondplate.Therayoflight,accordingly,hasservedasatelephonewire.Thesoundwaveshavebecometransformedintolightwaves,thelatterintogalvanicwaves,andthesehavebecomeonceagainsoundwaves.

Thusanewprincipleforconveyingsoundwaveswasuncovered.Ithasbeenclaimedthattheprinciple,inpart,wassuggestedtoDr.BellbytheexperimentsofamanbythenameofDolbear.Therewasalawsuitoverthepriorityofrighttotheprinciple,butMr.Dolbearlostthesuit,andDr.Bellwasdeclaredtohavebeenthediscovereroftheworkingprincipleofthemoderntelephone.

AtanyrateDr.Bell’sdesireforamechanicalhearingaidforhiswife,backedbyapersistentsearchforsuchadevice,ledtothediscoveryoftheprincipleheneeded.Itmustberememberedthatthesubconsciousmindmakesuseofeverypracticalmeansavailableforrevealingknowledgetothoseseekingitwithobsessionaldesire.Itperformsnomiracles,butitmakesintelligentuseofallpracticalmediaavailableincarryingoutitspurpose.

HILL:Now,Mr.Carnegie,letusgetawayfromthefieldofinventionandseehow

theprincipleofimaginationmaybeappliedinthelesscomplicatedfieldsofendeavor.

endeavor.CARNEGIE:Verywell,takeforexamplethefirstgreatmail-orderhousethatwas

establishedintheUnitedStates.Herewehaveafineexampleofsyntheticimaginationappliedtomerchandising.

AtelegraphoperatorwithwhomIformerlyworkedfoundthathehadextratimeonhishandswhichhecouldnotuseinconnectionwithhisdutiesasrailroadtelegrapher.Beingamanwithaninquisitivetypeofmind,hebegantosearchforsomethinghecoulddothatwouldkeephimoccupiedandatthesametimeaddtohisincome.Here,again,thequestionofmotiveenteredthepicture,themotiveoffinancialgain.

Afterhavingturnedthematteroverinhismindforseveralmonths,heenvisionedaprofitableoutletforhiseffortsbyusingtheidletelegraphlineforthepurposeofsellingwatchestohisfellowoperatorsinhisdivision,soheorderedhalfadozenwatches,atwholesalerates,andbegantoofferthemforsale.Theideacaughtfirefromtheverybeginning.Inaveryshorttimehehadsoldallsixofthewatches.Then,spurredonbyhissuccess,hisimaginationbegantoexpanduntilhetookonotheritemsofjewelry.Everythingwentwell,andhewasdoingaland-officebusiness,untilhissuperintendentfoundoutwhathewasuptoandfiredhimonthespot.

Everyadversitybringswithittheseedofanequivalentbenefit!Outofthistelegrapher’sadversitywasbornthefirstgreatmail-orderhouse.Heswitchedhismethodofsellingfromtelegraphytothemails,usingatfirstamimeographedcatalogueofhiswares.Moreover,headdedothersoutsidethefieldoftelegrapherstohislistofprospectivebuyers,mainlypeoplelivinginthevillagesandruraldistricts.Inalittlewhilehisbusinesshadgrowntowherehecouldaffordaprintedcatalogueillustratedwithpicturesofhismerchandise.FromthatpointonthestoryisknowntomillionsofpeoplethroughouttheUnitedStateswhonowpurchasemerchandisefromthemail-orderhouseheestablished.

Hethentookapartnerintothebusinesswithhim,therebymakinguseoftheMasterMindprinciple.Thispartnerprovedtobeaveritablegoldminebecausehehadakeensenseofadvertising.Severalyearslaterthebusinesswassoldouttoacorporationatapricewhichmadeitsownersmultimillionaires.Thatwasthebeginningofmail-ordermerchandisingonalargescale.

Now,therewasnothingverymysteriousaboutthisman’ssuccess.Hesimplyputhismindtoworkonadefinitepurposeandkeptbehindthatpurposeuntilitmadehimrich.Hedidnotcreateanythingnew.Hemerelyputanoldideatoanewuse.Inthismannermanyofthegreatfortuneshavebeenaccumulated.

HILL:IfIunderstandyoucorrectly,Mr.Carnegie,thetelegraphoperatorapplied

IfIunderstandyoucorrectly,Mr.Carnegie,thetelegraphoperatorappliedonlytheprincipleofsyntheticimagination.Isthatcorrect?

CARNEGIE:Yes,thatisit.Yousee,hedidnothingexceptapplytheprincipleof

merchandisinginanewway;butdonotforgetthatthisisaboutallthatmostsuccessfulmendo.Rarelydomencreatenewideas,throughtheapplicationofcreativeimagination,asDr.BellandMr.Edisondid.

Nowletustakethemodernrailroadrefrigeratorcar,forexample.Themanwhofirstmadepracticalapplicationofthisprinciplerevolutionizedthemeatpackingbusiness.Hewasapackerwhosebusinesswaslimitedduetothefactthathecouldshipfreshmeatonlyashortdistance.Motivatedbyadesiretoextendhisbusinessoveragreaterterritory,hebegantosearchforasuitablemethod.

Amangenerallyfindswhateverheislookingforifhegiveshisdesireobsessionalproportions.Well,thispackerwasmotivatedbythedesireforlargerfinancialgains,sohekepthismindonhisproblemuntilitoccurredtohimtoconvertanordinaryrailroadboxcarintoanoversizedicebox.Therewasnothinglefttobedoneexcepttogotoworkandexperimentwiththeidea,whichheproceededtodo.Theplanworkedsatisfactorily,althoughthefirstrefrigeratorcarwasaverycrudeaffair.Hekeptonimprovinghisideauntilhehadrefineditintothemodernrefrigeratorcar,asweknowittoday.Hisideanotonlyhelpedhimtoextendhismeatbusinessalmostwithoutlimitation,butitgaveanewimpetustothesaleanddistributionofotherlinesofmerchandise,particularlyfruitsandvegetables,untiltodaythatsingleideahasaddedhundredsofmillionsofdollarsofwealthtoindividuals,corporations,andthenationasawhole.

Therefrigeratorcarwasbroughtintoexistencesolelybytheapplicationofsyntheticimagination,throughthesimpleprocessofplacinganiceboxonwheels,sotospeak.

GeorgePullmanperformedasimilarfeatbyplacingbedsinrailroadcoaches,thusconvertingthemintosleepingquarters.Therewasnothingnewabouteitherthebedsortherailroadcoaches;buttheideaofcombiningthesetwotypesofservicewasnew.Thenewcombinationmadethemanwhocreateditanimmensefortune,tosaynothingofprovidingthousandsofjobsforothersandadesirableserviceforthetravelingpublic,forwhichitcontinuestopayahugesumannually.Ideas,suchasthese,aretheproductsofimagination.Themanwhotrainshismindtocreateideas,ortogiveoldideasanewandbetteruse,iswellontheroadtowardeconomicindependence.

Backoftheseideaswasthepersonalinitiativeofthemenwhocreatedthem,plustheprincipleofOrganizedIndividualEndeavorthroughwhichtheywere

madepractical.Boththesleepingcarandtherefrigeratorcarhadtobepromotedandsold,thusnecessitatingtheinvestmentoflargeamountsofcapital.Bothoftheseideas,andallothersimilarideasthataremadepractical,requiretheapplicationofsomecombinationoftheprinciplesofindividualachievement;butinfinalanalysissuchideasgenerallycanbetracedbacktotheiroriginatingsource,intheimaginationofoneperson.

HILL:Willyounamethesuccessprincipleswhicharemostcommonlyusedby

thosewhoapplytheprincipleofimagination?CARNEGIE:Well,thatdependssomewhatonthenatureoftheapplicationthatistobe

madeofimagination,andthepersonmakingit,butgenerallyspeakingthefollowingaretheprincipleswhicharemoreoftenalliedwithimagination:

a.Definitenessofpurpose.Themotivewhichmorecommonlyservestostimulatetheimaginationisthatofadesireforfinancialgain.Theprofitmotivehasbeen,withoutadoubt,thegreatestinspirationtothemenwhohavedevelopedindustrialAmerica.

b.TheMasterMindprinciple,throughwhichmengointoahuddleandfranklyexchangethoughtswiththeobjectofsolvingbusinessorprofessionalproblems,isalsoagreatstimulationoftheimagination.Itwasthisprinciple,morethanallothers,throughwhichthesteelindustryofwhichIwasthefounderbecameprosperous.Theso-called“roundtable”isagreatinstitution.Whenmensitdownandbegintopooltheirideas,inaspiritofharmonyandonenessofpurpose,theysoonfindasolutiontomostoftheproblemsthatconfrontthem,nomatterwhatbusinesstheymaybeengagedin,orwhatmaybethenatureoftheirproblems.

c.GoingtheExtraMilecomesinprominentlyforitsshareofcreditasastimulanttotheimagination.Whenamanmakesitahabittodomorethanheispaidfor,hegenerallybeginstodrawuponhisimaginationfornewsourcesthroughwhichtorenderthissortofservice.ThisfactalonewouldbesufficientcompensationforGoingtheExtraMile,eveniftherewerenotstillgreaterbenefitsavailable.

d.AppliedFaithisadefinitesourceofstimulationoftheimagination.Moreover,itisanessentialinconnectionwiththestimulationandapplicationofcreativeimagination.Menwithlittleornofaithwillneverreceivethebenefitsofcreativeimagination.

e.OrganizedIndividualEndeavordependsdirectlyupontheapplicationofimaginationforitseffectiveness,asallformsofdefiniteplanningare

carriedonthroughimagination.,

WHENyoupraydonotaskformoreblessings;butaskformorewisdom,thatyoumaybetterunderstandandenjoytheblessingsyoualreadyhave.

Therearemanyothersourcesofstimulationoftheimagination,butthesefiveareonthe“must”list.

Fearsometimesstimulatestheimagination,whileofcourseatothertimesitparalyzestheimagination.Whenamanisingreatdangerhisimaginationoftenperformsseeminglysuperhumanfeats;especiallywhereself-preservationisthemotive.

Failureandtemporarydefeatsometimeshavetheeffectofstirringone’simagination,althoughmoreoftentheyhavetheoppositeeffect.

Thequestionmethodwhichmastersalesmenoftenresorttohastheeffectofarousingtheimaginationandputtingittowork,andthereasonforthisisobvious.Byaskingquestionsthesalesmanforceshisprospectivebuyertothink.Moreover,hechoosesthelineofthoughttobeengagedin,bytheadroitnessofhisquestions.

Curiosityoftenstimulatesimaginationtoahighpitch.Curiosity,growingoutofdeathandtheuncertaintyoflife,andtheunknownandperhapsunknowablefactsofimmortality,hasbeenthechiefsourceofinspirationoutofwhichallthereligionshavegrown.

Self-expression,throughspeakingandwriting,isanever-endingsourceofstimulationoftheimagination,asaremanyotherformsofaction.Theverymomentamanbeginstoorganizehisthoughtsforthepurposeofexpression,whetherthroughwordsordeeds,hestartshisimaginationtowork.Forthisreasonchildrenshouldbeencouragedtogivefreeexpressiontotheirthoughts,asthisdevelopsimaginationearlyinlife.

Hungerisauniversalsourceofinspirationofimagination.Whenamanneedsfoodhisimaginationgoestoworkautomatically,withoutanyformofurge.Inthelowerorderoflifeinstinctgoestoworkinthefaceofhunger,andIhaveknownofingeniousapplicationsofinstinctundersuchanurge.

Thusweseethatwhereverwetouchlife,whetherinmanorthelowerordersoforganizedlife,imaginationandinstinctmaybefoundasessentialpartsoftheindividual’sworkingequipment.

Concentrationofattentiononadefiniteproblemorobjecttendstoputthe

Concentrationofattentiononadefiniteproblemorobjecttendstoputtheimaginationtoworkimmediately.Witness,forexample,theastoundingachievementsofDr.ElmerR.Gates,whocreatedhundredsofusefulinventionsby“sittingforideas.”ThesameprinciplewasusedbyThomasA.EdisonandDr.AlexanderGrahamBell.Byfixingtheirmindsondefiniteobjectives,throughdefinitenessofpurpose,theyputcreativeimaginationtoworkwithfar-reachingresults.

Scientists,andsometimeslaymen,puttheirimaginationstoworkbysettinguphypothesesoffactsorideaswhich,forthetimebeing,theyassumetoexist.Scientificresearchandexperimentwouldhardlybepracticalifhypotheticalcaseswerenotutilized,asoftenthefactsforwhichtheyaresearchingareentirelyunknown.Lawyersandtrialjudgesoftenresorttotheuseofhypothesesinordertoestablishfactsthatcannotbeuncoveredthroughanyothersource.Thechemistandthephysicistresorttothesamemethodwhensearchingforunknownfacts.Andsodoesthedoctor,whenothermeansofdiagnosisofdiseasefailhim.Detectivesoftenworkentirelythroughtheaidofhypothesesinthesolutionofcrime.

RightaftertheWarBetweentheStatesafoundryownerpurchasedalargequantityofunusedcannonballswhichhewishedtomeltforotheruses.Beforetheballscouldbemeltedconveniently,theyhadtobebrokenintosmallpieces.Thereseemednowaytodothejobexceptbyhiringmentobreaktheballswithheavyhammers,untilamanwithimaginationcamealong,lookedthecannonballsover,discoveredthattheywerehollowinside,andmadeaverylowbidforbreakingtheentirelot.Moreover,heastonishedthefoundrymanbyguaranteeingtobreaktheentirelothimself,andtodoitbythefollowingmorning.

Hewasgiventhecontract,afterwhichheturnedalltheballssothesmallopeningineachappearedonthetopside.Then,totheamazementofeveryone,hecalmlyfilledtheballswithwater.Thenightwasverycold,andthefollowingmorningthefoundrymanfoundeveryballnicelybrokenbytheexpansionofthefrozencontents.Hisonlycommentwas,“Whydidn’tIthinkofthatinthefirstplace?”

Weallhaveoccasion,attimes,towonderwhywehadn’tusedourownimaginationwhenweseeothersmakingprofitableuseoftheirs.

HILL:Whyisitthatsofewpeopleappeartohaveawell-developedimagination?Is

thecapacityforakeenimaginationamatterofheredity,Mr.Carnegie?CARNEGIE:No,thefacultyofimagination,likeallotherfacultiesofthemind,canbe

developedthroughuse.Thereasonsomanypeopleseemnottohaveakeen

developedthroughuse.Thereasonsomanypeopleseemnottohaveakeenimaginationisobvious.Mostpeopleallowthefacultyofimaginationtoatrophy,throughneglect.

HILL:Inasmuchaseveryonemustusesalesmanship,inonewayoranother,willyou

illustratehowimaginationcanbeusedinselling?CARNEGIE:Yes,Icangiveyouanendlessnumberofexamplesofthissort.Takethecase

ofalifeinsuranceagentwhomIknow,forinstance.Hebegansellinginsuranceafteranaccidentwhichincapacitatedhimforanysortofheavymanuallabor,andwithinayearhebecamethehighmaninsalesintheentireUnitedStatesinhiscompany.

Iwillgiveyouoneillustrationthatwilltellthestoryofhissuccess.But,beforeIdosoIthinkIshouldtellyouthatthismanbecameamasteratapplyingtheMasterMindprinciple.Healsobecameequallyproficientinapplyingmanyoftheotherprinciplesofachievement,amongthemOrganizedThought.

Onedayhewalkedintotheofficeofaverydistinguishedandwealthylawyerandcameout,withinhalfanhour,withanapplicationforamillion-dollarpolicyonthelawyer’slife,althoughthelawyerwasknowntohaverefusedtopurchaseinsurancefromahalfdozenormoreoftheablestinsurancemenofthecityinwhichhelived.

Andthisisthewayhedidit:Hecarriedwithhimafullyillustratednewspaperfeaturestoryofthelawyer’s

activities,setintypewithaheavystreamerheadlinewhichread“ProminentLawyerInsuresHisBrainsforaMillionDollars!”

Thestorytoldhowthelawyerhadcomeupfromthebottom,throughhisunusualskillasacorporationattorney,untilhewasinapositionwherehecommandedthemostselectclienteleinNewYorkCity.Thestorywaswellwritten.Itcarriedpicturesofthelawyerandthemembersofhisfamily,includingapictureofhisLongIslandestate.

Hehandedthestorytothelawyerandsaid,“Ihavemadearrangementsforthisstorytobereleasedinoverahundrednewspapersthemomentyouprovethatyoucanpassthenecessaryphysicalexamination.Ihardlyneedtosuggesttoamanofyourintelligencethatthestorywillbringyouenoughnewclientstomorethanpaythepremiumontheinsurancepolicy.”

Thelawyersatdownandreadthestorycarefully.Whenhehadfinished,heaskedhowtheinsurancemanhadprocuredsomuchinformationabouthim,andhowhemanagedtogetthosepicturesofhisfamily.

“Oh,”repliedtheinsuranceman,“thatwaseasy.Isimplymadearrangementswithanewspapersyndicatetodothejob.”

withanewspapersyndicatetodothejob.”Thelawyerreadthestoryasecondtime,madeafewcorrectionsinit,handed

itback,andsaid,“Let’shaveyourapplicationblank.”Thesalewasclosedinafewminutes,butmorethanthreemonthsofpreparationwentintoitbeforetheinsuranceagentmadehiscall.Heleftnodetailunattended.Hemadeithisbusinesstofindoutallaboutthelawyerbeforethestorywaswritten,andsawtoitthatthestorywassopreparedthatitgotunderthelawyer’sskinathisweakestpoint,whichwashisdesireforpublicity.

Whathereallysoldthelawyerwasnotaninsurancepolicyonhislife,butaninsurancepolicyonhisvanity!Thatstreamerheadlineturnedthetrick.Moreover,thesalesmannotonlyearnedafatpremiumonthesale,buthereceived$500fromthenewspapersyndicatefortheexclusiveuseofthestory.

Now,thatwasimagination,orImissmyguess!Salesmenwithimaginationoftensellsomethingentirelydifferentfromthat

whichtheyappeartobeselling.TheexperienceofDr.Harper,aformerpresidentoftheUniversityofChicago,aptlyillustrateswhatImean.

Dr.Harperwasoneofthegreatest“endowmentgetters”theeducationalworldhaseverknown.Hetookanotiontobuildanewbuildingonthecampusthatrequiredamillion-dollarendowment.Ifyouwishtoseeimaginationasitisemployedbyamaster,observethetechniquethroughwhichhegothismilliondollars.Observe,also,howmanyoftheprinciplesofindividualachievementheappliedinadditiontoimagination.

Firstofall,hechosehisprospectivedonorswithadroitness,confiningthenumbertotwowell-knownChicagomen,bothofwhomwerequiteabletodonateamilliondollars.

Itcouldnothavebeenpurelyaccidentalthatthesetwomenwereknowntobebitterenemies.OnewasaprofessionalpoliticianandtheotherwastheheadoftheChicagostreetrailwaysystem.Foryearsthesetwomenhadbeenfightingeachother,afactwhichwouldhavemeantnothingtoanyonewithlessimaginationthanDr.Harperpossessed.

Oneday,preciselyattwelveo’clock,Dr.Harperstrolledintotheofficeofthestreetcarmagnate,foundnooneondutyattheouterdoor(whichwasexactlyasheexpectedthesituationtobe),andwalkedintothestreetcarman’sprivateofficeunannounced.

Themagnatelookedupfromhisdesk,butbeforehehadtimetoprotest,thesuper-salesmansaid,“Ibegyourpardonforwalkinginunannounced,butIfoundnooneintheouteroffice.MynameisDr.Harper,andIjustcalledtoseeyouforaminute.”

“Pleasebeseated,”saidthestreetcarman.

“No,thankyou,”repliedtheeducator,“Ihaveonlyaminute,soIwilltellyouwhatIhaveinmindandthenbeonmyway.Ihavebeenthinking,forsometime,thattheUniversityofChicagoshoulddosomethingtorecognizeyouforthewonderfuljobyouhavedoneingivingthecitythefineststreetrailwaysysteminAmerica,andIhadinmindhonoringyouwithabuildingonthecampustobenamedforyou.WhenImentionedthemattertoourboard,oneofthemembershadthesameidea;buthewantedustohonor(namingthestreetcarman’senemy)soIjustcameintotellyouwhathadhappened,withthehopethatyoumightfindsomewaytohelpmedefeatthisboardmember’splan.”

“Well!”exclaimedthestreetcarman.“Thatisaninterestingidea.Dopleasebeseatedandletusseewhatwecanworkout,willyou?”

“Iamverysorry,”theeducatorapologized,“butIhaveanotherengagementinafewminutesandImusthurryontoit;butItellyouwhatIsuggest.Youthinkthematteroverduringthenightandtelephonemeinthemorningifanyplancomestomindthatmighthelpmetogettherightman’snameonthatbuilding.Goodday,sir!”

Withoutleavinganyopeningforfurtherconversation,themasterofimaginationbowedhimselfout.

Thenextmorningwhenhearrivedathisofficeattheuniversity,hefoundthestreetcarmanawaitinghim.Thetwomenwalkedinside,remainedthereaboutanhour,afterwhichtheywalkedoutagain,bothofthemsmiling.Dr.Harpercarriedacheckinhishands,wavingitbackandforthintheairtoblotit.Thecheckwasforonemilliondollars.

Thestreetcarmanhadfoundawaytobeathisenemytothedraw,asthecleverDr.Harperfiguredhewoulddo.Moreover,hehadsealedthebargainbydeliveringthemoneywiththeunderstandingthatDr.Harperwouldbecomepersonallyresponsibleforitsacceptance.

Now,ifitissalesmanshipbasedonimaginationthatyouwant,hereyouhaveit.Thosewhoknewthestreetcarmanbestsaidthatnootherplanthatcouldhavebeenconceivedwouldhavesucceeded.Andthatisanotherthingaboutthesemenwhodevelopimaginationthroughitsuse;theygenerallyknowthepreciseplanthatwillwork.Thisisanessentialpartoftheirtraining.

HILL:WasDr.Harper’ssuccesssolelytheresultofhisunderstandinganduseof

imagination,ordidotherfactorsenterintoit?CARNEGIE:InhiscaseIwouldsaythatheusedCreativeVision,andnotjustimagination

alone.HILL:WhatisthedifferencebetweenimaginationandCreativeVision?Thetwo

WhatisthedifferencebetweenimaginationandCreativeVision?Thetwotermsappeartobesynonymous.

CARNEGIE:No,theyarenotthesame.CreativeVisionisanacquiredabilitythrough

whichonedoestwoveryimportantthings,viz.:First,hebecomeskeenlyalertinrecognizingopportunitiesfavorabletotheattainmentofhisaimsandpurposes;second,hedevelopsthehabitofembracingtheseopportunitiesandactinguponthemthroughOrganizedIndividualEndeavor.

EDISONhadthepersistencetokeepontryinginthefaceoftenthousandfailures.

—ANDREWCARNEGIE

Amanmayhaveaverykeenimaginationinconnectionwithsomespecializedlineofwork,orsometechnicalsubject;such,forexample,astheinventor;buthemaybeentirelylackingintheCreativeVisionandactionnecessarytocommercializehisinventiveability.Wefindthistobetrueofmanyinventors.

Amanmayhavekeenimaginationasanartist,asinfactmostartistsdohave,yetbeentirelylackingintheCreativeVisionnecessarytomakeabusinesssuccessofhisartisticability.Doyouseethepoint?

HILL:Yes,Iseethepointplainly.WhatotherfactorsareassociatedwithCreative

Vision?CARNEGIE:Well,thebestanswerIcangiveyouistodescribetheprocedureoftheman

whohasCreativeVision.Youwillobserve,frommydescription,thatCreativeVisionoverlapsmanyoftheotherprinciplesofindividualachievement.

First,themanwithCreativeVision(suchamanasDr.Harper)developsthealertnessofmindtorecognizeopportunitiesfavorabletohisownadvancement.

Second,hemoveswithdefinitenessofpurposeinembracingopportunities.Third,heplanseverymovehemakes,throughOrganizedEndeavor.Fourth,herecognizesandusestheMasterMindprinciple,throughwhichhe

provideshimselfwiththeabilityandtheknowledgeofothers.Fifth,heremoveslimitationsfromhisownmindbyrecognizingandusing

AppliedFaith,therebyopeninghismindfortheguidanceofInfiniteIntelligence.

AppliedFaith,therebyopeninghismindfortheguidanceofInfiniteIntelligence.NomanmaypossessCreativeVisionwithouttheaidofFaith,andthisforthereasonthatFaithisoftheessenceofcreativeability.

Sixth,headoptsandfollowsthehabitofGoingtheExtraMile,therebyattractingfavorableopportunitiestohimself.

Seventh,hekeepshisminddefinitelyattunedtothecircumstancesandconditionsofthosearoundhim,observingnotonlythegeneraltrendofthetimes,butwatchingcloselytheproblems,needs,anddesiresofpeopleingeneral.

Eighth,hemovesonhisownpersonalinitiative,withoutbeingurgedtodoso.Ninth,heassumesfullresponsibilityforhisowndeedsanddependsuponthe

soundnessofhisownjudgment,intheformationofhisplans,havingfirstwiselyavailedhimselfofthecounselofothers,throughtheMasterMindprinciple.

Tenth,hedevelopsandusesboththefacultiesofsyntheticimaginationandcreativeimagination.Takenotice,however,thatthesetwofactorsconstitutebutone-tenthoftheprinciplesusedbythemanofCreativeVision.

IthinkthisshouldgiveyouafairunderstandingofthedifferencebetweenimaginationandCreativeVision.

HILL:Yes,thedifferenceisclear.Itisalsoverygreat!Isupposethisanswersmy

questionastowhytherearesofewpeoplewhoappeartouseimagination.CARNEGIE:Whatyoureallymeanttosaywasthattherearesofewpeoplewhouse

CreativeVision!Allnormalpeopleuseimagination,tooneextentoranother;butfewmakeuseofCreativeVision.AsIhaveclearlyshown,imaginationisbutoneofthefactorsofCreativeVision.

IndustrialAmerica,asweknowittoday,isthehandiworkofmenwithCreativeVision.Whenmenwiththissortofvisionputmoneytowork,theycreatewealthinitsmostusefulform:wealthintheformofemployment,wealthintheformofhighstandardsofliving,wealthintheformofeducationembracingexperienceandskillineverywalkoflife.

MenwithCreativeVisionarebuilders.Theyneverteardown.Theyarepositive,notnegative.Theybuildourgreatrailwaysystems;theyconstructourskyscrapersandextendtheboundariesofourgreatmetropolitancities;theygaveusthetelephone,andtheairplane,andtheautomobile,andthemultifariousdevicesforharnessingandusingelectricity.Theyalsogaveusthemostefficientsystemofgovernmentknowntothecivilizedworld,underwhicheveryAmericancitizenhastheprivilegeofexercisinghispersonalinitiativetothefullestextentofhisCreativeVisionandhisindividualability.

WhenyoulookunderthesurfaceofthisthingcalledCreativeVision,youfindittobetheforerunnerofcivilization.Backthroughtheageswemayfindevidencethatcivilizationhasevolvedthroughtheleadershipofarelativelysmallnumberofmen.TheseweremenwithCreativeVisionwhosealertnessofmindkeptthemalwaysaheadofthemasses.SuchmenwereSamuelAdams,RichardHenryLee,ThomasJefferson,JohnHancock,GeorgeWashington,ThomasPaine,andtheothergreatpatriotsoftheirtimewhoriskedlifeandfortunetogivebirthtotheAmericaweknowtoday.

MeasurethesemenbytheirdeedsandseehowdefinitelytheyusedthetenfactorsofCreativeVisionwhichIhavementioned.

HILL:WhatcausesmentodevelopCreativeVision,Mr.Carnegie?Or,isthisan

inborntraitwithwhichonlyafewmenaregifted?CARNEGIE:Icanansweryourquestionbestbyreferringyoutothebasicmotivesbehind

allactions.Motiveisthemainspringofallhumanendeavor.TakeanymanwhoisknowntopossessCreativeVision,analyzehimcarefully,andyoufindthathehasbeenspurredonbysomeimpellingmotive.

Themajormotiveofthemenwhogavethisnationitslibertywasthedesireforlibertyandfreedom.

ThemotiveofthegreatindustrialleaderswhogaveusourindustrialAmericawasadesireforfinancialgain,popularlyknownasthe“profitmotive.”Inmanyinstancesthesemenweremovedbythedesireforself-expression,whichisanotherofthebasicmotives.Butalwaystherewaspresentadefinitemotivewhichinspiredourleaderstoaction.

OneofthegreatestofthefactorsoftheAmericanwayoflifeisthatourentireeconomicsystemandourformofgovernmentaresodesignedandoperatedthattheyprovidepremiumsandrewardsfortheexpressionofpersonalinitiative.The“profitmotive”andpersonalinitiativeareinseparable.UndertheAmericanwayoflifethe“profitmotive”isthegreatestofallthemotiveswhichinspirepersonalinitiative.Ifthismotivewerekilledoff,orsubdued,thegreatestsourceofournationalwealthwouldbelikewisedepreciated.

Iwishtoemphasizethispoint,becauseIcanseeatendencytowardhabitsandpracticeswhichdiscouragemenfromexercisingtheirpersonalinitiative.Somemenhavethefalsenotionthatbylimitingtheamountofworkonemanispermittedtodo,newjobsarecreated.Withoutgoingintoadetailedanalysisofthisphilosophy,Icantellyouthatthemanwhopermitsanyonetolimittheamountofserviceherenderstherebyfixesadefinitelimitationupontheamounthemayearn,andthatlimitationusuallyissomewhereintheneighborhoodofthebarenecessitiesoflife,andnomore.

barenecessitiesoflife,andnomore.MenwithCreativeVisionneverlimittheamountofservicetheyrender.On

thecontrary,theyextendtheirservicesineverydirectionpossible,byGoingtheExtraMile.Thereisnootherwaybywhichamancanmakethefullestuseofhisprivilegeofpersonalinitiative.

Togetmorefromlifeonemustgivemore!Thisisatruismfromwhichnomancanescape.Naturefixeditinallnatural

laws;thereforeitisnotaman-maderule.HILL:Thenitwouldbeunfortunateifourformofgovernmentweresochangedthat

itwoulddiscouragepeopleoftheUnitedStatesfromembracingandactinguponthislaw.

CARNEGIE:Notmerelyunfortunate,buttragic!IfyouexaminetheFoundationStonesof

AmericanismcarefullyyouwillseethattheentireAmericanwayoflifeprovideseveryindividualwithadequaterewardsforembracingandusingthebestmotives.Nowhereintheeconomicsetupwillyoufindanythingthatdiscouragesmenfrombackingtheirpersonalinitiativewiththesemotives.AndImayaddthatourpresenthighstandardoflivingisdueentirelytothefactthattheAmericanformofgovernmenthasbeensodesignedthatitencouragesindividualstousethesemotives.

HILL:Doyoubelieve,Mr.Carnegie,thattheAmericanwayoflife,asithasbeen

providedunderourformofgovernment,isresponsibleforthefactthatthisnationisdistinguishedthroughouttheworldbecauseofthegreatnumberofmenwithCreativeVisionofwhomwecanboast?

CARNEGIE:Youhavehitthenailrightontheheadbythatquestion.Yes,withoutadoubt

thesupremacyofAmericanindustryandourleadershipinotherdirectionsareduetotheencouragementprovidedbyourformofgovernment.ReadtheConstitutionoftheUnitedStatescarefullyandobserve,withsignificance,howclearlyithasprovidedfortheprotectionoftherightoffreeenterpriseandtheprivilegeofpersonalinitiative.

Nowexamine,carefully,theelementsofCreativeVisionandnotehowalloftheselead,inevitably,tothequestionofpersonalinitiative.Takethatprivilegeawayfromaman,orlimititinanymanner,andyoustrikeattheveryheartofthegreatestprivilegethatisavailabletotheAmericanpeople.IthasbeenthepersonalinitiativeofthegreatleadersthathasmadeAmericatheenvyoftherestoftheworld.Fromthisconclusionthereisnoescape,tryaswemaytoavoidit.

HILL:IunderstandthatyouencouragedthemembersofyourMasterMindgroupto

becomewealthy.YourpolicyofoverpayingyourassociatesforGoingtheExtraMilewasyourmethodofencouragingpersonalinitiative.Isthattheidea?

CARNEGIE:That’stheideaprecisely!Thereisonlyonesatisfactorywaytogetmentodo

theirbest,andthatisbysettingupbeforethemamotivewhichissufficientlyattractivetoinspirethemtoactontheirowninitiative.Thenatureandscopeofthemotivemustbemeasuredbythepotentialabilityandthepersonalcharacteristicsofthemanwhomitisintendedtoinspire.Thisisusuallydeterminedbyanindividual’sambitionsandpersonallimitations.Somemenaspireonlytoacquireeconomicsecurity.Stillothersareself-limitedbyadesireforonlythenecessitiesoflife.Otherswantgreatriches,andtheycanbemovedbynoothermotivethanthatofabundance.

However,Imusttellyouthatofallthethousandsofassociateworkerswhohavebeenconnectedwithmyindustry,lessthanfiftyofthemweremotivatedbythedesireforgreatriches.Ihelpedmorethanfortyofthesetoattaintheobjectoftheirdesiresbybecomingmillionairesorbetter.Eightortenothershadthedesireforgreatriches,buttheyfellshortofattainingtheirdesirebecausetheyneglectedtoapplytherulesofindividualachievementwhichwouldhaveentitledthemtoattainit.

Ithinkitmaybeinterestingtoknowthatmostofthosewhofellbythewayside,aftertheyhadgonealongdistancetowardtheattainmentoftheirdesire,didsobecausetheybecameneglectfuloftheprincipleofGoingtheExtraMile.Successhadthereverseeffectonthemtothatwhichitshouldhavehad.Itcausedthemtobeginthinkingtheyshouldbepaidforwhattheyknewinsteadofthatwhichtheydid,orinducedotherstodo.Thisisamistakewhichisfataltomanywhomakeagoodstarttowardsuccess,butslowdownwhentheycomewithinsightofit.

HILL:Mr.Carnegie,aren’ttheresomeemployerswhosetarbitrarylimitationson

theamountofmoneytheywillpermittheirassociateworkerstomake?CARNEGIE:Yes,therearemanysuch,butnamemeoneofthem,ifyoucan,whohasever

becomeanoutstandingsuccessinhisfield.Successissomethingwhichamanhastogiveawayinordertokeepit.Themanwhohelpsthegreatestnumberofotherstosucceedis,himself,thegreatestsuccess.Ithasbeensosincethedawnofcivilization.Itwillalwaysbeso.ThefoundersofthisnationrecognizedthistruthandwroteitintotheConstitutionoftheUnitedStates,byprovidingeverycitizenwiththeutmostofpersonalprivilegesthatcouldbeconceived,withthe

citizenwiththeutmostofpersonalprivilegesthatcouldbeconceived,withtheobjectofinspiringindividualstoaimhighandacquiremuch.

HILL:WouldyousaythatthemenwhowrotetheConstitutionoftheUnitedStates

weremenofCreativeVision?CARNEGIE:Yes,andtheywerethemostoutstandingmeninthisrespectthatthisnation

oranyotherhaseverknown.WithoutCreativeVisiontheycouldnothavehadtheforesightandthewisdomtoprepareaconstitutionthatgivesequalrightstoallmen.Thosemenwerestatesmeninthetruesenseoftheword.Todaywehavemanypoliticians,butfewstatesmen.

HILL:Whathashappened,Mr.Carnegie,thathasbroughtabouttheshortageof

greatstatesmen,suchasthosewhogavebirthtothisnation?CARNEGIE:I’lltellyouwhathashappened.Thiscountryhasbecomesorichand

prosperous,andpersonallibertyandfreedomhavebecomesocheap,thatmenarenolongermotivatedbythedesireforpersonalfreedom,aswerethestatesmenofthepast.

HILL:Inotherwords,ouroverabundancehasmadeusindolentandindifferent.Is

thattheidea?CARNEGIE:Yes,ithasbecomesoeasyforamantogeteverythinghewantsinthis

countrythatthepioneeringspiritandthewillforself-determinationhavebeenweakened.Thereisdangerassociatedwithunearnedgifts.Thegiftsofpersonallibertyandtherighttofreeenterprise,whichwereprovidedbythefoundersofthisnation,havecomesoeasilythatthepeoplehavebeguntomistaketheirprivilegesfortheirlicensetoexpectsomethingfornothing.

HILL:FromyourremarksIdrawtheconclusionthatUncleSam’sgiftof

overabundance,intheformofpersonallibertyasprovidedbytheConstitutionoftheUnitedStates,sometimesproducestheeffectofcausinghisniecesandnephewstolooktoricholdUncleforwhattheywantinsteadofproducingitforthemselves,byrenderingusefulservice.Isthataboutthestory?

CARNEGIE:That’sthestoryexactly!Ofcoursethistrendwillrightitselfintime,butnot

untilthecountryisovertakenbysomegreatnationalemergencythatwillteachthepeoplethefallacyofexpectingsomethingfornothing.Thismaycomeintheformofawidespreaddepression,oritmaycomeintheformofawarinwhich

formofawidespreaddepression,oritmaycomeintheformofawarinwhichthepeoplewillbeforcedtojoinforcesandfightoncemorefortheprivilegeoflibertythatwasgiventothemwhenthisnationwasborn.Butcomewhatmay,thereisonethingcertain:Peoplecannotgoonforevercuttingdowntheamountofservicetheyrenderanddemandingmorepay,withoutcatastropheovertakingthem.

HILL:ThenyoudonotthinkthereisanythingwrongwiththeAmericansystemof

economics,butthereissomethingradicallywrongwiththepeoplewhoarelivingunderit?Isthatyourviewpoint,Mr.Carnegie?

CARNEGIE:Thatisnotmerelymyviewpoint,butitisthetruth!Itislittlewonderthatwe

havesuchacomparativelyfewmenwithCreativeVision,inviewoftheoverwhelmingnumberofpeoplewhoareviolatingeveryruleofCreativeVision.Thereisnothingwrongwithoursystemofgovernment,oroureconomicsystem;butthereisdefinitelysomethingwrongintheusewearemakingoftheseprivileges.

THEmindwithinitselfcanmakeaHeavenofHell,aHellofHeaven.

—JOHNMILTON

HILL:Mr.Carnegie,youaretherecognizedleaderinthesteelindustry.Your

achievementsinthisindustryhavesofaroutstrippedallothersthatthereisnoroomforcomparison.Youhavereducedthepriceofsteelfrom$130pertontoaround$20perton.YouhavemadethesteelindustrytheverybackboneofAmericanindustry.Now,willyoutellmehowyouhappenedtoadvancesofaraheadofallothersengagedinthatindustry?

CARNEGIE:YouhavetheanswertothatquestioninthetenfactorsofCreativeVision

whichIhavementioned.HILL:Doyoumeanthatyouhaveobservedandappliedtheseprincipleswhilesome

oftheothersengagedinthesteelindustryhavenot?CARNEGIE:Oh,Iwouldnotputitjustthatway.IwouldrathersaythatIhaveapplied

Oh,Iwouldnotputitjustthatway.IwouldrathersaythatIhaveappliedtheseprinciplesmorepersistentlythanhavemanyoftheothers.Thedifferencebetweenmyachievementsandtheachievementsofothersinthesteelindustryhasbeenduelargelytothedifferenceintheapplicationofprinciples.

HILL:Thenyoudonotclaimtohavegreaterabilitythantheothers,justagreater

capacityfortheapplicationofsoundprinciples?Isthattheidea?CARNEGIE:Yes,thatisit.AndImayaddthatthissamedifference,inthematterof

applicationofprinciples,isthemajordifferencebetweenthosewhosucceedandthosewhofailinotherwalksoflife.Theprinciplesofsuccessfulachievementareasdefiniteasaretherulesofmathematics.Somemenacquireanunderstandingoftheserulesandapplythempersistently.Othersmayunderstandthem,buttheyapplythemwithlesspersistence.Naturallythemorepersistentamanis,thegreateristhesuccess.

HILL:Mr.Carnegie,Ihavealwaysbeeninterestedinunderstandingmoreaboutthe

transitionbywhichonechangesfrompovertytoriches.PracticallyeverymanofgreatwealthintheUnitedStatesappearstohavestartedatscratch,withnothingbutasoundmindandanopportunitysuchaseverymanhas,undertheAmericanwayoflife.Now,whatIwouldliketoknowisthis:Whatisthefirstmoveamanmakeswhenheisthroughwithpovertyandhasbecomedeterminedhewillhaveriches?Whereistheprecisepointatwhichthetransitionfrompovertytakesplace,andhowmayonereachthatpoint?

CARNEGIE:Yourquestionscoverenoughgroundtokeepmebusytalkingforasolid

month,butIwilldomybesttoanswer.Tobeginwith,letmeansweryoucategoricallybyremindingyouthatitistheburdenoftheentirephilosophyofindividualachievementtoprovidetheanswertoallyourquestions.However,Iwillbemorespecificandgiveyouatleastastartingpointfromwhichyoumayarriveatyourownanswers.

Inthefirstplace,amanmusthavethenecessaryCreativeVisiontoenablehimtorecognizetheparticularopportunityforwhichheisbestsuited,consideringtheamountofricheshedesiresandthekindofservicehehastoofferinreturnfortheriches.Thatsurelyisthefirstthingtobeconsidered.

Next,itisawell-knownfactthateveryonewishesforriches;butgenerallythewishescontemplatesomethingfornothing,orsomethinggreaterthanthevalueofthatwhichistobegiveninreturnforit.Thesecondstep,then,istokilloffthisfallacybyrecognizingthetruththatthereisnosuchrealityassomethingfornothing,orsomethingforlessthanitstruevalue.

HILL:

HILL:Isee,bythewayyouarestartingoff,thatthequestionofchangefrom

povertytorichesisoneoforganizedpreparation.Isthatwhatyouaredrivingat,Mr.Carnegie?

CARNEGIE:Nowyouhavetheidea,exactly!Richesdonotcomefromwishing.They

comefromamoresubstantialsource,thenatureofwhichIshalltrytomakeclear.AndImayaswelladdtherearenoknownshortcutstoriches.Whiletheroadtorichesiswellmarked,itisratherlong,andatplacesthegoingisabithard.Thesehardspotsclaimmillionsofvictimswhobeginthejourney,mainlybecausewhenthegoingbecomeshardmostpeoplegiveupandturnbackordropoutoftheraceentirely.

Now,letusgetonwithmyanswertoyourquestions.Themanwhoprepareshimselftochangefrompovertytorichesissomething

likethefarmerwhowishestoconvertaforestintoaproductivefield.Hefirstclearsawaythetimberanddebris.Thenheplowsthegroundandconditionsthesoil.Afterthatheplantstheseed.Butallthesestepshavetobetakenintelligently,andattherightseasonoftheyear,ornocropwillberealized.

Itispreciselythesameprocedurewiththemanwhomakesuphismindtobedonewithpoverty.Hemustfirstclearhismindofallnegativesandself-imposedlimitations.Thenhemusttakeinventoryofhiseducation,experience,naturalaptitudes,andgeneralability,toseewhathehastooffer.Afterthishemustlookforamarketforwhateverserviceheiscapableofrendering.Hereentersoneofthemoreimportantoftheprinciplesofindividualachievement,theprincipleofGoingtheExtraMile.Ihaveneverheardofanyonechangingfrompovertytoricheswithoutapplyingthisprinciple,anddoingitasamatterofhabit.

Uptothispointthepreparationhasconsisted,mainly,oftheclearingawayoftheobstaclesthatstandbetweenmenandsuccess.Thenextstepisthatofmakingone’sselfsuccess-conscious:Richeshaveawayofgravitatingtowardthemanwhohasmadeuphismindtohavethem.Indolence,indifference,self-imposedlimitations,fear,anddiscouragementwillneverattractriches!

Afteramanhasattractedfavorableattentiontohimself,bythehabitofGoingtheExtraMile,heistheninapositiontoadoptaDefiniteMajorPurposeandtobeginexpressingitinaction,throughadefiniteplan.Hismajorpurposenaturallywillbebaseduponthesortofservicehehasforsale.

Fromthispointonheappliestheprinciplesofindividualachievementinwhatevercombinations,andunderwhatevercircumstances,hismajorpurposerequires.But,mindyou,hedoesnotquitwhenthegoingbecomeshard.Ifhehasproperlychargedhismindwithsuccessconsciousness,hewillnotwanttoquit.Thispreparationisanabsoluteessentialfortheacquisitionofriches.

Thispreparationisanabsoluteessentialfortheacquisitionofriches.Hereletmeofferthewarningthatthemanwhoseonlyobjectistoacquire

richeswillmorethanlikelymeetwithdisappointment.Thebestofallmentalattitudesinwhichtobeginthetransitionfrompovertytorichesisthatinwhichamancentershisthoughtsmoreupontheserviceherendersthanupontherichesheisseeking.

Richeswhicharesoughtmerelyforthesakeoftherichesalonehavemanyformsofevasivenessbywhichtheyavoidcapture!Alas,Ifeartherearetoofewwhorecognizethistruth.Isincerelybelievethatthebestwayforamantoaccumulaterichesisbymakinghimselfindispensable,throughsomeformofusefulservice.Allmyexperienceconfirmsthis.AllthatIhavelearnedfromtheexperiencesofothermensupportsthisthought.

HILL:Thenitisnotpossibleforamantoaccumulaterichesbyshortcutsorby

joiningwithotherswho,bytheforceofnumbers,demandmorethanthevalueoftheservicestheyrender?

CARNEGIE:Oh,yes,mencananddosometimestakeshortcutstoriches,buttheirchances

ofsuccessaresoremotethatthismethodishighlyhazardous.Notinfrequentlydoesitleadtoprison,andsometimestoaworsefate.Thosewho“getby”—andthenumberiscomparativelysmall—findthattheirgainsarenotpermanent.Theyhaveawayofmeltinglikethesnowunderablazingsun.Ill-gottengainisalwaysabadbargain.

Menwhogainsometemporaryadvantagebythesheerforceofnumbersmaydemandandreceive,foratime,morethanthefairvalueoftheirservices;buttheyarelikethemanwhokilledthegoosethatlaidthegoldenegg.Themarketfortheirservicesplaysout,sometimesbecausethepurchaserbecomesbankrupt,sometimesbecauseheflatlyrefusestobecheated.Cheating,nomatterinwhatformorunderwhatdisguiseitiscarriedon,comesbackonthecheaterlikeaboomerang,toembarrasshim.ThatiswhytheAppliedGoldenRuleis,ofnecessity,oneoftheprinciplesofindividualachievement.

Allthismaysoundlikeapreachment,butrememberthatitisalsosoundphilosophy!Itisthesumandthesubstanceoftheexperiencesofmenwhohavetriedallmethodsofaccumulatingriches.Fortunate,indeed,willbethemanwhoacceptsitassoundwithouthavingtolearnthistruthfromtryingitsopposite.

HILL:Whatisthemostimportantrequirementofmenwhoaspiretoaccumulate

riches,providingyoucanboiltheanswerdowntoonethingthatismoreimportantthanallothers?

CARNEGIE:

CARNEGIE:Icandothateasily!Themostimportantthingisabilitytonegotiatewith

otherswithaminimumoffriction,soastogainamaximumoffriendlycooperation.Thisissimplyanotherwayofsayingthemostimportantthinginlifeis“humanrelationships.”Allsuccessandallfailurearetheresultofhumanrelationships.Themanwholearnshowtonegotiatewithotherssoastogaintheirconfidenceandfriendlycooperationhasgonenine-tenthsofthewaytowardsuccess.Fromthereonthejourneywillbebothdefiniteandcomparativelyeasy.Inthisattainmentthegoldenruleandtheprincipleoftheextramilearevitallyimportant.

HILL:Doyouknowofanysoundargumentagainstanyprincipledescribedinthis

philosophy?CARNEGIE:Now,ifyouhadn’tincludedthatword“sound”inyourquestion,Iwould

havebeencompelledtoanswerintheaffirmative;but,answeringyourquestionjustasyoustatedit,Iamcompelledtosayno.Theonlyargumentanyoneisapttoraise,inconnectionwiththephilosophy,isthatwhichmayberaisedbythosewhowantsomethingfornothing,orthosewhowouldliketofindfaultwithmenwhohavesucceeded,becauseofenvy.Imightinclude,also,thosewhowouldliketodestroytheAmericanwayoflife.

Withtheseexceptionsyouwillfindnoonewhocanorwillbelikelytotrytoquestionthesoundnessofthisphilosophy.AsamatteroffactitissoobviouslysoundthatitdefieschallengebyallexceptthosewhomIhavementioned.

HILL:NowletusgobacktoyourdefinitionofCreativeVision,Mr.Carnegie.I

wishtomakesurethatIunderstandthefullmeaningofthisprinciple,andIalsowishthefullestunderstandingofitsapplicationinthepracticalaffairsofdailylife.Therefore,willyouanalyzethisprinciplemorefully?

CARNEGIE:InasmuchasIhavealreadydescribedwhattheprincipleis,andwhatonemay

accomplishbyitsapplication,perhapsitwouldbewellifInowtellyouwhatitisnot.

IcanthinkofnobetterillustrationofthelackofCreativeVisionthanthatexemplifiedbyanacquaintanceofminewhowasaskedtoinvest$5,000inHenryFord’sautomobileindustryatthebeginning,whenMr.Fordwasbadlyinneedofworkingcapital.

Thismanhadthemoney,andhewantedtoinvestit.HeconsultedmeaboutthepossibilitiesofaninvestmentintheFordindustry,andIstronglyurgedhim

togoaheadandputhismoneyin.SeveralmonthslaterIaskedhimifhehadfollowedmyadvice,andhesaidhehadnot.

“Inthefirstplace,”saidhe,“thisautomobileisanewfadanditwillsoonplayout.”

Now,thatwasmistakenumberone,whichshowedhislackofvision.“Andinthesecondplace,”heexclaimed,“Idon’tbelievethismanFord

knowswhatheisabout.”Thatwasmistakenumbertwo,whichshowedthathelackedvision.“Andinthethirdplace,”hewailed,“ifIputmymoneyinthatbusinessIhave

nosecurityforit,becausethebusinesshasnothingbutanidea.”Thatwasmistakenumberthree,whichshowedhislackofvision,because

menofvisionrecognizesoundideasasbeingamongthesafestandthemostvaluableofallassets.

AboutthesametimethatmyacquaintancehadanopportunitytoinvesthismoneywithHenryFord,anothermanbythenameofJamesCouzenscamealongwith$5,000plusakeensenseofcreativeimagination.HenotonlyinvestedhismoneyintheFordenterprise,butgavethebusinesshispersonalservicesaswell.Heisstillwiththebusiness,andwhileIdonotknowhowmuchhisinterestinthebusinessisworth,itwouldbemyguessthatitisnolessthantwentytimeshisoriginalinvestmentifnotmuchmore.

Yousee,JamesCouzensunderstoodthevalueofideas.Healsosawafutureintheautomobilebusiness,andofcourseIhardlyneedtomentionthathesawthatHenryFord“knewwhathewasabout.”

[Author’snote:ManyyearsafterthisstatementbyAndrewCarnegie,JamesCouzenslefttheFordbusiness,andIhaveheardfromreliablesourcesthatherealized$12,000,000fromhisinterestinthebusiness,nottomentiontheamountshereceived,fromsalaryandhisinvestment,whilehewasinthebusiness.]

HILL:Goingback,forthemoment,toyourstoryofDr.Harper,oftheUniversityof

Chicago.WouldyousaythatheappliedalltenoftheprinciplesofCreativeVision?

CARNEGIE:Well,youanalyzetheclevernesswithwhichhemanagedtoprocurea

million-dollarendowmentinafractionofanhourfromamanwhomhehadnevermetbefore,andyouwillhaveyouranswer.

However,IknewDr.Harperquitewell.ThereforeIaminapositiontotellyoudefinitelythathemadeithisbusinesstoapplytheprinciplesofCreativeVisioninpracticallyeverythinghedid.Hewasknownfarandnearastheablestmoneyraiserintheeducationalfield.

moneyraiserintheeducationalfield.NowletmeciteyouanotherexampleofamanwhohadCreativeVisionplus.

HisnameisHughChalmers,whoisnowtheheadofalargeautomobileplantinDetroit.

WhenMr.ChalmerswasthegeneralsalesmanageroftheNationalCashRegisterCompany,hiscompanybecameembroiledinacontroversywithitscompetitorswhichbroughtitnearthebrinkoffailure.Businesswasfallingoffatanalarmingrate.Thesalesmeninthefieldweresendingpessimisticreportsoftheirinabilitytoprocurebusiness,althoughMr.Chalmersknewwellenoughthattherewasplentyofbusinesstobehad.

BeingamanofCreativeVision,hediagnosedthecase,determinedthecauseofthedeclineinbusiness,andlaidaplantoremedytheevil.IfyouwillobservemenwhohaveCreativeVision,youwilllearnthattheydonotquitwhenthegoingbecomeshard.Instead,theygenerallyputonmoresteamandgirdthemselvesforbattle,nomatterwhatthedifficultymaybe.Well,Mr.Chalmerswaslikethat.

Havingformulatedadefiniteplanforthesolutionofhisproblem,Mr.Chalmerstelegraphedeverysalesmaninthefieldtoreportatthegeneraloffice,inDayton,Ohio,foraconference.Aftertheyhadarrived,hecalledameetinginthecompanyauditorium.Themeetingwascalledtoorder.ThenMr.Chalmersaroseandaddressedthesalesmenasfollows:

“Gentlemen,Isupposeyouarewonderingwhywesentyouahurry-upcalltocomein.Well,I’llcomestraighttothepointandsatisfyyourcuriosity.Forseveralmonthsyouhavebeenbombardingmewithallsortsofpessimisticexcusesforyourfailuretosendinorders.Someofyougiveoneexcuseforthedeclineinorders,andsomeofyougiveanother;butthereisonethingonwhichyouallseemtoagree,andthatisthefactthatsomethingiswronginthefieldwhichmakesitdifficultforyoutoprocureorders.

“NowIamgoingtotellyouwhattherealtroubleis.Ourcompetitorshavecirculatedthereportthatweareabouttofail,andyougentlemenhavepickedupthebackwashofthatreportandbuiltitintoafearcomplex.Thereisplentyofbusinessinthefield,butyouhavesoldyourselfabilloffearinsteadofsellingNationalCashRegisters.Icantellyou,hereandnow,thatunlessyouthrowoffthatfearandgobacktoworkyouwillhavesomethingrealtofear,becauseallofyouwillbelookingfornewjobs.

“Thisismyanalysisofthecase,butIamnotgoingtoforceitonyouwithoutgivingyouanopportunitytospeakforyourselves.Yougoahead,now,andtellme,inyourownwords,whatyouthinkthetroubleis.”

Havingthusfranklystatedhiscase,Chalmersthenopenedthemeetingforafreediscussioninwhicheverysalesmanpresentwasinvitedtoparticipate.

freediscussioninwhicheverysalesmanpresentwasinvitedtoparticipate.Thefirstmanaroseandbegantounburdenhimself.“Ican’tspeakfortheothersalesmen,”hebegan,“butIcanspeakformyself.

AllIknowisthatsomethinghashappenedwhichhastakenawaymycourage.Moreover,IfindallthemerchantshostiletoourcompanythemomentIannouncemybusinessandconnection.Inadditiontothis,thecropshavebeenafailureinmyterritoryandIdon’tthinkthemerchantswouldbuycashregisters,noteveniftheylikedourcompany.”

Withthatlittlebitofexpressedpessimism,thesalesmansatdown.Thenanotheraroseandbegantorelievehimselfofhisburdens.

“Icanendorseeverythingthathasjustbeensaid,”hebegan,“andIcangomuchstronger.Why,doyouknowthatinmyterritory,whichiscattlecountry,thepriceofcattlehasdeclineduntilithasdisturbedthewholecommunity?Alsothisisapresidentialelectionyearandeveryoneiswaitingtoseewhoisgoingtowinbeforebuyinganything.And,inadditiontothis—”

Hegotnofurtherwithhisremarks.AtthispointHughChalmersjumpeduponthetopofatable,helduphishandsforsilence,andexclaimed:“Iwantsomeonetogetupandtellmewhatisrightabouthisterritory.Getyourmindsoffwhatyouthinkiswrong,forthemoment,andgorightaheadandgivemesomeencouragingnews.Iknowyoucanifyouwillbehonestandtellthetruth,eventhoughyouhavetomakeembarrassingadmissionstodoit.”

Thenextsalesmanarose,andthisiswhathesaid:“Mr.Chalmers,Iseethepointexactly!I,too,cameinherepreparedtospill

anearfulofexcuses,butthetruthisIhavenotbeenworkingintherightmentalattitude.Icannotspeakforanyonebutmyself,butIcanpromiseyouthis:Iamgoingbackintomyterritoryandguaranteetosendinordersinsteadofexcuses.”

Hesatdown,andthenextmansprangtohisfeet.Saidhe:“Yes,andIcangothelastspeakeronebetter.I’mgoingbacktomyterritory

inadifferentspirit,andI’llguaranteetosendindoubletheamountofbusinessIhaveeverproducedfromthatterritoryinthepast.”

Ashesatdown,anothermanjumpedupandexclaimed:“Me,too,andIwishtosaythatIthinkweshouldallapologizeforthetrouble

wehavecausedyoubyhavingtocallusinhereforthismuch-deservedspanking.I’mgoingbackwithafirmdeterminationtodoublemybusiness.IfIfail,youmayconsidermyresignation.”

Thenoneafteranotheraroseandmadesimilarspeeches.Twohourslaterthemeetingbrokeup,andthemenbeganstartingfortheirterritories.Thefollowingmonththecompany’sbusinessincreasedtodoubletheamountofanypreviousmonths.AndIhavehearditsaidthatthisdramaticprocedureofamanwith

CreativeVisionsavedtheNationalCashRegisterCompanyfromfinancialdisaster.

Thusthestorygoes,whereveryoufindamanwithCreativeVision.Thesefellowsknownosuchwordas“impossible.”Theyconvertstumblingblocksintostepping-stones.LikeLutherBurbank,theymaketwobladesofgrassgrowwhereonegrewbefore.

Menofvisiondamgreatriversandwarmtheheartsofahappycitizenrywhocanreadtheirfavoritebooksafterworkinghourswithilluminationasampleasthenoondaysun.Theypressabuttonatsundownandlo!thesunrisesagain.

Inlikemanner,pioneermindstouchaspringonamachineanditbeginstotalk.

Thesepioneersspreadanetworkofrailroadsacrossadesert,andthelandyieldsgoldengrainsufficienttofeedthenation.

Theytinkerwithafewwheelsandoddpiecesofmetal,andconvertthemintoahorselessbuggythatrunsunderitsownpower.

Theyplaceafewpiecesoftininasmallreceiver,connectelectricpowertoit,andlo!itcarriesthesoundofthehumanvoiceacrossthecontinent.Accordingly,friendsindistantcitiesconverseasneighborsdo.

Theybuildtelegraphandcablelinesacrossoceansandcontinents,andbusinessbetweenthefarcornersoftheearthistransactedinafewmomentsfortheserviceofcustomersthroughoutatroubledworld.

Theybuildtransportationfacilitiesandgreatretailstores,andtheworld’smarketsarebroughttothefrontdoorofeveryman.

MenofvisionsendanarmyofworkerstoPanama,guidetheirlabor,andcuttwocontinentsinhalf,thussavingthousandsofmilesandmillionsofdollarsforshipping.

Thesemenofvisionrigupafewpiecesofbamboo,coverthemwithcloth,attachasmallgasolineengineforpower,andthethingtakestotheairlikeabird.

Likewise,menwithideasbeginwitheighteendollars’worthofwatches,offerthemforsaletoafewfriends,andevolvefromthathumblebeginningAmerica’slargestmail-orderhouse.

Similarly,forward-lookingmenfearlesslysigntheirnamestoadocumentwhichtheyknowfullwellmaybecometheirdeathwarrant,andbytheircourage,theygivelibertyandfreedomtotheworld’sgreatestnation.

Thesegreatspiritsplacetheirpentoaproclamation,signtheirname,andgivefreedomtoanenslavedrace.

Menofvisioninsertapieceofglassintoasmalltube,turnittowardtheheavens,andrevealworldsthehumaneyehadneverseenbefore.

Theyembarkuponanunchartedocean,infrailsailingvesselslittlemore

Theyembarkuponanunchartedocean,infrailsailingvesselslittlemoreseaworthythanarowboat,andkeeponuntiltheydiscoveranewworld.

Theyharnessthewavesoftheoceanandconverttheirpowerintoelectricalenergythatturnsthewheelsofindustry.

Theywriteanessaycalled“Compensation”andrevealtothewholeworldtheimpossibilityoftryingtogetsomethingfornothing.

Forward-lookingmenfillbottleswithapleasing,brown-coloreddrink,nameitCoca-Cola,cheermillionsofhearts,andquenchthethirstoftheworld,tosaynothingofpilingupfortunesforthosewhodistributethedrink.

OthermenofvisionpreachasimplepreceptknownastheSermonontheMountandsetthewholeworldanexampleinhumanrelationshipworthyofemulation.

Theyforetellthefuturebylookingbackwardintothepast.Menwithideaswritebooksthatlifttheirfellowsoutofthedepthsofdespair

andgivethemanewstartinlife.Pioneermindscombinethemetalsoftheearthintoalloysthatresistrustand

servemaninathousandusefulways.Theyspanthewidestriverswithbridgesthathangfromsteelwires.Infact,thesemenofcreativevisionprovidethehumblestcitizeninAmerica

withluxurieswhichkingsandpotentatesofbygoneagesneverknew.Verily,thereisnothingimpossibleforthemanwithCreativeVision!Heis

theforerunnerofcivilization,theinspirerofindividualinitiative,theprotectorofhumanfreedom.

Sothestorygoes,onandon,adinfinitum!WherevermenwithCreativeVisionarefound,onealsofindsprogress,prosperity,andhighstandardsofliving.

YouwantedtoknowmoreabouttheprincipleofCreativeVision?Verywell,lookwhereveryoufindaprosperousbusiness,andyouwillcomeuponsomeindividualwhohasthisability.Itmaybeamanhiddeninthebackground.Hemaybeoneofwhomthepublichearslittleornothing,buthewillbetherejustthesame.Hehastobe,orelsetherewouldbenosuccessfulbusiness.

AndIcantellyousomethingelsethatallthepeopleoftheUnitedStatesoughttoknow.WhenwestopencouragingmentouseCreativeVision,wemayaswellcloseupAmericanindustryandgohome,providedwehaveanyhomestogoto.MenofCreativeVisionareresponsibleforeveryfactory,andforeveryjobineveryfactory.TheyarealsoresponsiblefortheAmericanwayoflifeasweknowittoday.

HILL:FromyouranalysisofCreativeVision,Iconcludethatyoubelievethis

faculty,generallyspeaking,isdevelopedastheresultofsomedefinitemotive

faculty,generallyspeaking,isdevelopedastheresultofsomedefinitemotivewhichstimulatestheimaginationtoobsessionalproportions.

CARNEGIE:That’stheideainanutshell!ButthereissomethingelseIwishtosay

concerningthisquestionofmotive,anditisthis:InsteadofrewardingmenofCreativeVisionwithepithetsandbrickbats,theyshouldberewardedwithappropriatehonorariumsappropriatedfromthepublicfunds;notasameansofpayingthemfortheirservices,butasanacknowledgmentofthebenefitstheybringtomankind.

TheUnitedStatesgovernmentshouldsetupannualawards,tobegivenashonorariumstothosewho,ineachfieldofindustry,makethegreatestcontributiontoindustryasawholeandtothegeneralwelfarethroughtheirCreativeVision.

Thesameplanshouldbefollowedwithreferencetotheprofessions,andtrades,andbusiness,andfinance!

Thehonorariumshouldbesubstantial,ontheorderoftheNobelsystemofannualawardsforoutstandingachievements.Surely“therichestandthefreest”countryoftheworldisbigenoughandfarsightedenoughtorecognize,appropriately,thosewho,bytheirCreativeVision,havemadeandmaintainedtheAmericanwayoflifeforthebenefitofallthepeople.

Ifoundtheawardsystemhighlyprofitableinthesteelindustry;soveryprofitable,infact,thatmyannualawardtosomeoftheleaderswhoworkedwithmeamountedtooveramilliondollars!

Now,thisismyideaofhowtogoaboutdevelopingCreativeVision;notbyusingitasashiningmarkatwhichmenwithradicaltendenciesareencouragedtoshoot,butsettingitupasagoalforwhichallmenareencouragedtostrive.

Individualswhoarereallysmartwill,ofcourse,recognizethesoundnessofthissuggestion,andadoptitfortheirownself-promotion.Thosewhoarereallysmarthavealwaysdonethis.Theemployerwhooverlooksthepossibilitiesofsuchasystemofrecognitionforoutstandingachievementsamonghisassociateworkersissomethingliketheostrichthatsticksitsheadinthesandwhendangerthreatens.

HILL:Yoursuggestionseemsquitesound,Mr.Carnegie.Thebestevidenceofits

soundnessisthefactthatyouhavemadeitprovideyouwithahugefortune.CARNEGIE:Yes,ifyoumeanbytheword“fortune”theknowledgeIhavegainedfrom

myrelationshipswithmen.ThemoneyIhaveaccumulatedisbutaminorfractionofmyrealriches.EvidenceofthismaybefoundinthefactthatIamgivingmymoneyawayasfastasIcandososafely.Thebetterportionofmy

givingmymoneyawayasfastasIcandososafely.ThebetterportionofmyrichesconsistsoftheknowledgewhichIamgivingtothepeoplethroughyourcooperation.WhenyourjobwillhavebeenfinishedthepeopleofAmerica,andperhapsthepeopleoftheentireworld,willrecognizethetruththatCreativeVisionistheadvanceguardofcivilization,thefoundationofallhumanprogress,themajorsourceofallriches.

Iwantthepeopletobecomewealthy,butmyownexperienceteachesmethatthegreatestofallformsofwealthispracticalwisdomthroughwhichmenlearn,onceandforalltime,thatthereisnosuchrealityassomethingfornothing!Thateverythinghasitsprice,andthewholeoftheuniverseissoarrangedthatthispricemustbepaid;thatmaterialriches,thesameasallotherformsofriches,aretheresultofpersonalinitiativeexpressedthroughtheprincipleofGoingtheExtraMile.

ThepeopleoftheUnitedStatesareinneedofanewphilosophy.Iftheydonotgetit,thefutureofthisnationisdoomedtofailure.NonationcanthriveandgrowwithouttheleadershipofmenwithCreativeVision.Thepeopleofthiscountryarediscouragingthedevelopmentofthisquality;theyareplacingpenaltiesonpersonalinitiative;theyareformingthemselvesintogroupsandblocswhichseeksomethingfornothing;theyareencouragingmentosubstitutecrookedpoliticsforprofoundstatesmanship;theyarepermittingunscrupulousmentoinfiltratethemselvesintopublicofficeandlootthepublictreasuriesbytheirfailuretoexercisetheirrightoffranchise;theyaresubstitutingpersonalgreedforpublicservice;theyaresubstitutingKarlMarxforThomasJeffersonandothergreatmenofCreativeVisionwhogavethemtheirprivilegeoffreeenterpriseandpersonalinitiative;theyaresupplantingthechurchwiththepoliticallycontrolledsaloon!

WISDOMadornsrichesandsoftenspoverty.

—Socrates

ByrecognizingthesesignsofthetimesIcanforetellwhatisgoingtohappento“therichestandthefreest”nationoftheworldifthepeopledonotundergoarenaissancethatwillleadthembacktoarecognitionoftheprinciplesofhumanrelationshipwhichhavebeenresponsiblefortheFoundationStonesofAmericanism.IcanreadthefuturebylookingbackwardtothedaysoftheRomanEmpire,whenthepeopledestroyedthemselvesthroughthesame

weaknessesinwhichthepeopleoftheUnitedStatesarenowindulging.IdonotneedtobeaprophettoforetellthefutureoftheUnitedStates.Ineedonlytoreadthehistoryofthepast,andtounderstandthathistoryhasawayofrepeatingitself.

HILL:Mr.Carnegie,doyoubelievethepeopleoftheUnitedStateswillhavethe

commonsensetorecognizeasoundphilosophyofindividualachievementwhenitispresentedtothem?

CARNEGIE:IfIdidn’tthinkso,Iwouldnotbespendingmytimecoachingyoutoprovide

themwithsuchaphilosophy!Yes,IdobelievethepeopleoftheUnitedStateshavethecapacityforanawakening.Ofcoursetherewillbenosweepingrevivalofsoundthinking,butyouwillfindafewmeninalmosteveryindustryandeverycallingwhowillbesmartenoughtorecognizeandembracethephilosophyasameansofself-promotion.Throughtheirexampleofsuccessfulapplicationofthephilosophyitwillcatchtheattentionofothersandspread,justasChristianitybegan,inthemindsofamerehandfulofmen,andgraduallyspreaduntilitisthegreatestinfluenceofcivilization.

Keepthisonetruthinmind:Soundprinciples,whichobviouslyareofbenefittoindividualsfortheirself-promotion,willberecognizedandappropriatedwheneverandwherevertheyarelaiddownbythesideofunsoundprinciples.Truthwillstandoutbythesideoffalsehood,liketheshiningsuninfrontofabluebackgroundofspace,whereverthetwoareplacedsidebyside!

IbelievethepeopleoftheUnitedStateswillrecognizeandappropriatethephilosophyofindividualachievementbecauseIknowittobesound.MarkthesewordsandrememberwhatIhavesaid:Whereveryoufindamanwhorecognizestheworthofthisphilosophyyouwillfind,also,amanwhohastheinherentcapacityforCreativeVision!Watchthatmanclosely,andyouwillseehimthrowoffthespiritofdefeatismandtakeonanewleaseofpersonalinitiative.Hisimaginationwillbecomemorealert.Hewillblossomoutinunmistakablecontrastwithhisassociateworkers.Hisfriendswillnoticethechangethathascomeoverhim,andtheywillspeakofit.Hewillgoaheadinhischosencalling,byleapsandbounds.Hissuccesswillinspireotherstoinquireintoitssource.Inthiswaywillthephilosophyofindividualachievementgainafootholdandspread.

[Author’snote:ExperiencewithmanythousandsofpeoplewhohaveacquiredaknowledgeofthisphilosophyhasprovidedunavoidableevidenceofthesoundnessofAndrewCarnegie’sprophecyastothemannerinwhichitwouldspreadonitsownmerits.Alreadythephilosophyhasgainedafoothold

throughouttheUnitedStates.IthasbeentranslatedintothePortugueselanguage,forwidespreaddistributioninBrazil.AspecialeditionofithasbeenpublishedinAustralia,fordistributionthroughouttheBritishEmpire,andithasbeentranslatedintothemajordialectsofIndia,forspecialdistributionthroughoutIndia.NegotiationsareunderwayforitstranslationintotheSpanishlanguage,fordistributioninalltheLatinAmericancountries.IthasalreadybeenadoptedinthepublicschoolsofthePhilippineIslandsandinmanyschoolsintheUnitedStates.ThusmayoneobservewithwhatakeensenseofunderstandingdidAndrewCarnegieprophesythatthephilosophymightwellbecomealeaveningforceinatroubledworld.]

HILL:Howlongdoyouthinkitwillrequire,Mr.Carnegie,tosopopularizethe

philosophyintheUnitedStatesthatitwillbecomethesubstitutefortheradicalphilosophieswhicharenowunderminingtheFoundationStonesofAmericanism?

CARNEGIE:Noonecouldanswerthatquestionwithanydegreeofcertainty,butIcantell

youthis:Thetimerequiredwillbemuchshorterthanthetimeyouwillhavetospendinorganizingthephilosophy.AsIhavealreadystated,youwillhavetospendnolessthantwentyyearsofresearchbeforethephilosophywillbereadyforwidespreaddistribution.Afteryourworkisfinishedtherewillbeaperiodofseemingindifferencetowardyourwork,justastherehasbeenasimilarperiodofindifferencetowardtheachievementsofallmenwhohavebeeninadvanceoftheirtime.Ifthecountryshouldbeovertakenbysomegreatcatastrophe,suchasanationwidedepression,orawarthatwillupsettheeconomicconditionofthepeople,yourbigopportunitywillcomeontheheelsofthatcatastrophe,forthepeoplewillhavelearnedthateveryonemusthavesoundrulesbywhichtorelatehimselftoothers.

[Author’snote:Againwehaveevidence,inabundance,ofMr.Carnegie’sabilitytoforetellthefuturebylookingintothepast.Thisphilosophywasbegunin1908andcompletedandpublished,forthefirsttime,in1928;exactlytwentyyearsinthemaking.Thencamethenationwidedepressionwhichlastedmanyyears.AlreadythedemandforthisphilosophyhasbecomesodefinitethatithasbeenpublishedinmybookThinkandGrowRich,andnowinseventeenMentalDynamitelessonsinaformwhichmakesitofimmediateusetoallwhohavepersonalproblemsgrowingoutofthedisturbingconditionoftheworld.]

M

AnalysisofChapterOne

ByNapoleonHill

R.CARNEGIEhascoveredthesubjectofCreativeVisionsocompletelythatfurtheranalysisofthesubjectseemsunnecessary.However,Ishallbriefly

summarizethehighlightsofhisanalysis.

1. HeclearlyemphasizedthedifferencebetweenimaginationandCreativeVision,byshowingthatonedealslargelywithlocalizedcircumstanceswhiletheothercontemplateseveryfactorwhichconcernsanindividualinhisrelationshipwithothers.

2. HegraphicallypresentedexamplesdescribingbothimaginationandCreativeVisioninconnectionwiththeirpracticalapplicationintheaffairsofeverydaylife,thusrevealingthetechniquethroughwhichsuccessfulmenhaveappliedtheseprinciples.

3. HeemphasizedtheimportanceofthebasicmotivesasthesourceofallpersonalinitiativeandalsothesourceofstimulationofimaginationandCreativeVision.

4. HespecificallynamedthetenmajorcharacteristicsofmenwhounderstandandapplytheprincipleofCreativeVision.

5. HeappropriatelycalledattentiontothefactthatCreativeVisionhasbeenresponsibleforallhumanprogress,inallagesandallcountries.

6. Hecalledattention,againandagain,tothefutilityofthecommonpracticeoftryingtogetsomethingfornothing.

7. HemadeananalysisofthefutureofAmerica,basedonthecommontendencytodemandsomethingfornothing,whichshouldbeimpresseduponthemindofeverycitizenofthiscountry,andmustbeheededbyallwhoexpecttoacquirerichesinthefuture.

8. Hecalledattentiontotheimportanceofacquiringtheabilitytorecognizeandtoembraceopportunitiesfavorableforself-promotion,and

significantlymentionedthatonlythosewhobecomethusalertmayhopetoattainnoteworthysuccessinanycalling.

9. Hegaveafinedescriptionoftheprocedureonemustfollowinconnectionwiththetransitionfrompovertytoriches.

10. HeemphasizedthenecessitiesofGoingtheExtraMile,andappropriatelymentionedthefactthathehadneverknownofanyoneattaininganystationabovemediocritywithoutfollowingthishabit.

11. Hedescribed“humanrelationships”asthemostimportantthingtobeconsideredbythosewhoaspiretonoteworthysuccessinanycalling.

12. Last,butnotleastinimportance,herecommendedthatthepeopleoftheUnitedStatesstopthrowingbrickbatsatmenwithCreativeVisionandstartemulatingtheminstead.

Icome,now,tomyownanalysisofCreativeVision.Itisbasedontherequirementsofthischangingworldinwhichwelive.Mr.Carnegie’sanalysisofthissubjectwasmadeoverthirtyyearsago.SincethenthewholeofcivilizationhasundergoneandcontinuestoundergoshockingchangeswhichhavemadeCreativeVisionnotonlydesirable,butabsolutelynecessary.

AsIinterpretthenatureofthechangeswhicharetakingplaceintheUnitedStatestoday,thereisonedangerthreateningeveryAmericancitizenwhichoutshadowsallothers.

Itisthegrowingtendencytostandstill,withoutprotest,whileoneafteranotheroftherightsoffreeenterpriseare,byonepretenseoranother,beingremoved!

AsMr.Carnegiehassoappropriatelymentioned,thegreatestofalltheprivilegesenjoyedbytheAmericanpeopleisthatoftherighttoexercisepersonalinitiativewithoutmolestation.Hecalledattention,timeaftertime,tothefactthatpersonalinitiativeisthebasisofallachievements.Outoftherichnessofhisownpersonalcareerhedrewpictureafterpictureofcircumstancesthroughwhichmenhadsucceededbyactingontheirowninitiative.

CreativeVisionwillbeoflittleusetothemanwhoisforced,eitherbylaworbyarbitraryregulatoryrules,tolimittheamountofserviceherenders.

Ithasbeenknown,sincethedawnofcivilization,thattheserviceamanrendersiscauseandthepayhereceivesiseffect,andthatthelatterismeasuredwithpreciserelationshiptothequalityandthequantityoftheformer!

Justasalittlefireproducesasmallamountofheat,andalargeamountoffireproducesagreateramountofheat,sodoesapoorqualityandquantityofserviceproducepoorpay,andfinequalityandquantityofserviceproduceasatisfactory

producepoorpay,andfinequalityandquantityofserviceproduceasatisfactoryamountofpay.

Fromthisconclusionthereisnoescape!Alongwhileagoagreatphilosophersaid:“Thegreatestevilofallpeopleis

thatofrefusingtofacefacts!”Thetimehascomewhenweallneedtofacefactsandtorecognizethemfor

whattheyare.TheUnitedStatesstillisthelandof“opulenceandopportunity”!Westill

havetheFoundationStonesofAmericanismintact,thoughtheyarebeingattackedandunderminedfrommanyangles.

Westillhavetherightinthiscountrytochooseourownoccupation,althoughsomeofushavebeendeprivedoftheprivilegeofmakingthemostofthisright.

Westillhavetherighttovoteandtoelecttopublicofficethemenofourchoice,althoughwehavesoabusedthisprivilegebyourfailuretovotethatit,too,haslostmanyofitsbenefits.

Wemaystillbelongtoanychurchweplease,andworshipaccordingtothedictatesofourownbelief,butthroughourindifferencetothebenefitsofthechurchwehaveforceditintoasteadydeclineinitsinfluenceforgood.

WestillhavemenwithCreativeVisionastheleadersofAmericanindustry(thebackboneofourentireeconomicsystem),butweareshowingouringratitudebyrewardingthemwithepithetsandabuses.

WestillhavealltheoperatingcapitalthatisneededtocarryonthevastindustriesofAmerica,butwehaveshownsuchhostilitytothosewhohaveriskedtheircapitalthattheyhavebecomeshyandsuspicioustothepointofrefusingtoinvesttheirmoney.

SurelythissortofindifferencedoesnotencouragethedevelopmentoftheCreativeVisionthatthiscountrymusthaveinordertoremaintheworld’s“richestandfreest”nation.

THIScountrynowneedsleadersofCreativeVisionasithasneverneededthembefore.

Theseareonlyafewoftheevilswhichassailus!Letusfacethefactsandturnanabout-facebeforewelosetheprivilegesofwhichwehavesolongboasted.AsMr.Carnegiehassoappropriatelymentioned,allindividualinitiativeisbasedonmotive.Letmesee,therefore,whatmotivewecanfindthatwilljustifythereadersofthischapterindevelopingandusingCreativeVision.

SuggestedFieldsofOpportunityfortheApplicationofCreativeVision

Ideasarethebeginningofallachievements.Theyaretheseedlingsofallprogress.AsastarterletmementionafewideaswhichIconsiderworthyofanalysisandthought.

a.Thereisagreatneedforaseriesofnewspapercomicstripsthatwilleducateaswellasentertain.Uptothepresenttimethisneedhasbeensupplied,forthemostpart,bysubjectmatterwhichislackingineducationalvalue.The“comics”arethegreatnationalpastimeforchildren.Thereforetheyprovideanunparalleledopportunityformenandwomenwithabilitytocombineentertainmentwitheducation,plustheabilitytodofreehanddrawing.ThosewhocannotdrawpicturesbuthavesoundideasmighttakeadvantageofthisopportunitybyformingaMasterMindalliancewiththosewhocan.

b.Inthefieldofradiothereisasimilaropportunityfortheintroductionofradioprogramswhicheducateaswellasentertain.Here,asinconnectionwiththe“comic”strips,muchoftheprogrammaterialisinneedofelevation.Surelythereisenough“CreativeVision”intheUnitedStatestosaveradio(perhapsthegreatestofrecentdiscoveries)fromdisintegrationthroughtheinferiorityofitsprograms.

c.Thereisacryingneedforstorybooksforchildrenwhichwilleducateaswellasentertain.TheCreativeVisionwhichrescuesthe“comics”andtheradiomightwellbeturnedtotheproductionofbooksforchildrenthroughwhichtheymayacquireusefulknowledgeaswellasfindentertainment.Arecentexaminationoftheavailablestorybooksforchildrendisclosedtheastoundingfactthatthisfieldisparticularlylackinginbooksofthenatureheredescribed,andoneprominentpublisherofchildren’sbooksenthusiasticallyexpressedhishopethatsomeonewouldprovidehimwiththematerialforsuchbooks.Here,then,isanopenopportunityforsomeclevermanorwomanwhounderstandshowtocatertochildrenthroughpicturesandstories.

d.SomepersonwhohasyetfoundnooutletforhisCreativeVisionmaymakehimselfwealthybyinventingamethodofaddingtotheservices(andtothesourcesofrevenue)ofgasolinefillingstationswhicharetobefoundonthemostprominentcornersthroughoutAmerica.Thesefillingstationshaveextraparkingspaceforautomobiles;thereforetheyareexcellentlylocatedfor

thedistributionofalmostanysortofmerchandisethatpeopleuse.Themanwhofindsawaytomakeuseofthisavailableopportunitywillnotonlyconferalastingfavoronthosefillingstationoperatorswhoarebarelymakingaliving(andsomeofthemarenotdoingthatwell),buthewillfindhimselfinpossessionofaveritablegoldmine.

e.ThereisacryingdemandforCreativeVisioninconnectionwiththeperfectingofsafetydevicestolowerthehazardsofautomobiletraffic.Thehighdeathratefromautomobileaccidents(over36,000annually)hascreatedaneedforasystemofhighwayssodesignedastolessenthechancesofaccidents.Perhapsthisisanopportunitymoresuitedtoengineersthantolaymen,butthepersonwhocreatesanytypeofsafetydevice,eitherforautomobilesorinconnectionwiththeconstructionofhighways,whichwilllowerthepercentageofautomobileaccidentswillfindareadyoutletforhistalents.Asignalsystemsuchasisusedbytherailroadsmayofferoneapproachtothepartialsolutionofthisproblem.Butthechancesarethataroadwhichissoconstructedastokeepautomobilesatasafedistancefromoneanotherwhenpassing,andatroadintersections,maycomenearerservingthepurpose.

Thereisalsoagreatopportunityforthemanwhoperfectsabettertypeofmaterialforroadbuilding;somethingthatwillnotcontractandexpandwiththechangeofweatherconditions,withasurfacethatwillpreventskiddinginwetweather.Perhapsthisisafieldforthemanwithaknowledgeofchemistry.Itmaybethatanewtypeofbrick,muchlargerandheavierthantheordinarybuildingbrick,andsoconstructedthatthebricksareinterlockingwhenlaid,willservethepurpose.Somesuchbrickmightbemanufacturedfromthewastefromwoodworkingplantsandsawmills,perhapsbymixingthewastewoodwithacompositionthatwillresistwater.Whensuchabrickisperfected,itmayalsobecomepopularforhouseconstructionaswell.

f.Themillionsofcubicfeetofunusedseatingspaceintheautomobilesthattravelthepublichighwaysdailymightbeputtosomepracticalusethatwouldgoalongwaytowardpayingforthecostofoperationoftheautomobiles.SomeonewhohasCreativeVisionmayorganizethiswastedspaceintoanewtypeofsmallpackageorexpressservicethatwillbecomepopularaswellasprofitabletoallconcerned.

g.TheeducationalsystemofAmericacouldstandmodificationinthedirectionofsomesortofimprovementthatwouldinjectmoredynamichumaninterestandmoresubstantialentertainmentintoeducation,therebydiscouragingthepopulargameknownas“hooky.”Hereisagreatfieldformenandwomenwithanunderstandingofpedagogy,plusaknowledgeofthe

characteristicsofthehumanmindwhichcanbereachedonlybyentertainment.ThepersonwhowishestouseCreativeVisioninthisfieldmayalsofindawayofprojectinghisideasintothefieldofradio,throughsomesortofschooloftheair,thatwillcombineeducationandentertainment.Theideamaybeextended,also,tothetalkingpicturefieldwhereeducationhasalreadyfoundanoutletbutlackstherightsortofasystemtomakeituniversallyeffective.

h.Inthefieldoftoysthereis,andtherealwayswillbe,ademandfornewandnovelideasthatwillappealtochildren.Here,too,educationmightbecombinedwithentertainment.

i.ThereisalsoagrowingneedforconstructivemodificationoftheorthodoxmethodsofchurchmanagementwhichchallengesmenandwomenwithCreativeVision.Thechurchesneedsupplementaryservicesintwodirections.First,asystemthroughwhichreligioncanbemademoreinteresting,thusinsuringagainstemptypews;andsecond,someformofservicethroughwhichthechurchesmayhelptosolvethedailyproblemsoflifemoreeffectivelyaswellasattendtothespiritualrequirementsoftheirparishioners.

Theclergymanwhocontributestothesolutionoftheseproblemswillmakereligionmoreusableandunderstandable,tosaynothingofhavingtheprivilegeofpreachingtolargeraudiences.Theneedissogreatandtheopportunitysoobviousthatitshouldchallengetheablestintheclergy.Onlyagreatreligiousrenaissancecansavetheworldfromitsownfollies.But,letitberememberedbyallwhomaywishtotrytheirhandinthisfield,thatanyimprovementsthatproveeffectivewillhavetobealongthelineofpracticalserviceaimedathelpingpeopletolive;notaservicethatoveremphasizesthefearofdeath.

Wordsalonewillnotsuffice.Whatisneededisdeeds!Thisoldworldiseconomicallyill,andtheillnessaffectseverylivingperson.Here,then,isanopportunityforthechurchestointensifytheirinfluencebyrenderingmoreeffectivehumanservice.

TheprogramshouldhaveavailabletoallwhouseittheservicesofaMasterMindgroupmadeupofskillfulandexperiencedbusinessmen,bankers,lawyers,doctors,andothersofcommunityinfluencewhoarecapableofassistingpeopleinthesolutionoftheirdailyproblems.Suchagroupmaybeorganizedbyanychurch,merelyfortheasking,providedthesystemisdesignedtorendergenuinelyusefulservice,andnotmerelytotalk.Asregrettableasitmayseem,preachingneeds

notmerelytotalk.Asregrettableasitmayseem,preachingneedsreinforcement.Everyintelligentclergymanknowsthis,butnoteveryclergymanknowswhattodoaboutit.

j.Smallbusinessmenandretailmerchantsareinneedofcounselinordertomeetthecompetitionofthenewandimprovedmethodsofmerchandising.Hereisafieldformenandwomencapableofrehabilitatingthepresentworn-outmethods.Someareengagedinthisprofessionalready,butthenumberissmallincomparisonwiththeneed.Onesuchspecialistworksincooperationwiththeelectricpowercompanies,confininghimselfentirelytotherearrangementoflightingsystemssoastodisplaymerchandisetobetteradvantage.Withinoneweekhemadesuchimprovementsinoneretailstorethatthestore’sbusinesswasincreasedmorethan25percentoveritsbestpreviousmonth.Thisserviceshouldincluderearrangementofstock,newlydesigneddisplaycounters,newwindowdisplayequipment,andnewandbetteradvertisingmethods.Thepossibilitiesinthisfieldareunlimited.

k.Everyprintingplantthathasmodernequipmenthasanopportunityforsomeonewhoisskilledinthepreparationofnewideasandpracticalplansforprintingandadvertising.SomeonewhohasCreativeVisionmayenterthisfieldandmakehimselfsousefulthatverysoonhewillownandoperateaprinter’sservicesyndicatethroughwhichhewillsupplyprintingideasforachainofprintingestablishments.Onemanwroteabriefessayentitled“WhattoDowithBoysandGirls,”designedforusebybusinesscolleges,tobegivenawaybythemtothegraduatingclassesofthehighschools,andturneditovertoaprinterinChicago.Thelasttimehereceivedareportofthesales,theyhadgonewellbeyondtenmillioncopies,oneverythousandofwhichtheprintermade$3.Figureouthisprofitsforyourself!Anyoneskilledinwriting,orincreatingideasrequiringprintingfortheirpracticaluse,willfindthisaprofitablemillthatwillkeepongrindingoutprofits.

l.Thesoftdrinkfieldisabottledbonanza!ThepersonwhoputshisCreativeVisiontoworkandproducesadrinkthatwillbeaspopularasCoca-Colawillbewellontheroadtowealth.TheCoca-Colabusinesshasmademorepeoplewealthythananyothersoftdrinkinexistence,butthatdoesnotmeanthatitcannotbeequaled,ormaybeexcelled!Themoresoftdrinksthepublicconsumes,thelessintoxicatingbeveragesitwilldesire,sohereisafieldthatshouldchallengethepersonwhobelievesthatstrongdrinkisinjuringtheyouthsoftheland.

m.Thepersonwhoperfectsathrowawaybottlethatisstrongenoughtostandthepressureofcarbonateddrinkswillbeonthehighwaytoriches.Thebottleshouldbemadeofsomesuchmaterialascellophane,sothecontents

willbevisible.ThismaybeanideathatrequirestheMasterMindalliancewithachemistforitsperfection,butithaspossibilitiesthatareunlimitedfortheaccumulationofriches.Thebottlemustbemadecheaplyenoughtopermititsbeingthrownawayafterthecontentsareconsumed.

n.Somecleverwoman,withCreativeVision,willmakeherselffamousandricherthansheneedstobebyinventingsomesystemofsewingforchildrenthatwillteachtheartofsewingaswellasserveasentertainment.Thepatternsmaybemarketedthroughthefive-andtencentstores,togetherwithacourseofinstructiononsewing.Thesystemshouldbearrangedsoastointerestgirlsinmakingclothesfortheirownuse.Thedesireforprettyclothes,inherentinallgirls,willservetohelpputtheideaacross.o.Thebusinessofinterestingprospectivebuyersoflifeinsurance,

automobiles,realestate,andothercommodities,bytelephone,willprovideprofitableemploymentforwomenwithpleasingtelephonevoicesplusCreativeVision.Contractscanbemadewithagreatvarietyofmerchantsforthepurchaseofnamesofprospectivebuyers,andtheworkcanbecarriedonfromone’shome.

Andsothestorygoes,onandonwithoutend!

SomeWhoHaveFoundThemselvesThroughCreativeVision

Therecordofthosewhohavefoundthemselvesthroughtheinspirationalinfluenceofthisphilosophyisbothextensiveandphenomenal.Theyaretobefoundinalmosteverywalkoflife.Ifalltheirnameswereknownandpublished,therewouldbenospaceleftinthischapterforanythingelse.ButIshallmentionafewwhosecasesaretypicalofothers’.TheseedofCreativeVisionliessleepinginbrainswhereitisleastexpected,needingonlyanappropriatemotiveforitsawakening.Itexistsinmillionsofbrainswhoseownersliveandstruggleinpenuryandwant,andwillgobackfinallytothedustfromwhencetheycamewithouthavingdiscoveredtherichestheypossessed.

Shortlyafteraone-volumeinterpretationofaportionofthisphilosophywaspublishedin1937,underthetitleThinkandGrowRich,acopyofitfellintothehandsofasalesmanfortheFirestoneTire&RubberCompany.Whilehewasreadingthebooksomethinginit,ormaybeitwassomethingbackofthelines,

touchedoffthesparkofCreativeVisionwithinhismindandstartedhimonanewpathwaytoachievement.

Mindyou,thebookdidnotteachhimanythinghedidnotalreadyknow!Itmerelyawakenedsomethinghealreadypossessed,butdidnotknowhehad.Butthatwasenough.Withoutaskingforanappointment,hetelegraphedtheauthorofthebookthathewascomingforaninterview.WemetinNewYorkCityandtalkedfortwohours.WhenthesalesmantookthetrainbacktoIndiana,wherehelived,hetookwithhimadifferentattitudefromtheonehebroughtwithhimtoNewYork.

Whenhegotbackhome,thetownlookeddifferentfromthewayitlookedwhenheleftit.Hisfriendslookeddifferent.Hiswifelookeddifferent.Andtheyweredifferent,becausehehimselfhadchanged.Hehadcomeintopossessionofagiantamountofpowerthatwasdestinedsoontochangehiseconomicstatus.

Thefirstthinghedidwastofollowtheinstructionslaiddowninthisphilosophy,throughwhichhechoseanewDefiniteMajorPurpose.Thenhefollowedthroughbycreatingaplanfortheattainmentofthatpurpose.Hefollowedtheinstructionsofthephilosophytotheletter.Hispurposewasthatofself-promotionintoabiggerandbetter-payingjob.Anheirwasontheway,andheneededmoremoney.Thushehadadefinitemotiveforhischoiceofanewmajorpurpose.

Afterhisplanwascompleted,hetookthetrainforAkron,Ohio,topresentittohisemployer.Hecarriedwithhimnofeelingoffearordoubt.Heknewbeforehestartedthathisplanwassoundandthatitwouldwork.ThatisacharacteristicofthosewhoawakentheCreativeVisionthatliesdormantwithinthem.WhenhereturnedfromAkron,hiswifemethimatthetrain.Shesawhisfaceatthewindowbeforethetraincametoafullstop,andsheknewthathebroughtgoodnews.

Inhisinsidepocketwasanewcontractwithhisemployer.Itcalledforapositionasmanagerofabranchoffice.Yousee,whenamantakespossessionoftheCreativeVisionwithinhimselfhebecomesacenterofattraction,amagnetizedhumanbeingwhoattractstohimselfwhathewants!

And,ifyoushouldaskthisman,hewouldtellyouthatitwasaseasytosellhimselfintoamanagershipasitwastosellautomobiletirestodealers.Itwasallamatterofwhathehimselfdesired.

Asthischapterwasbeingwritten,IreceivedaletterfromaninsurancesalesmanexplaininghowhehaddiscoveredandusedCreativeVisionhimself.

THEmostsubstantialprogressisbasedonthelong-rangeview.

Theletterwasbrief.Onthesurfaceofittherewasnoindicationthatanymiraclehadhappened;buttomethelettertoldastorysimilartothosewhicharecomingfromallpartsoftheUnitedStatesandfromforeigncountries.

Iknewthata“miracle”hadhappened!Thatis,thatwhichhadtakenplaceinsidethesecretchambersofthesalesman’smindconstitutedthenearestthingtoamiracleofwhichIhaveanyknowledge,forsomethinghadhappenedtherewhichrevealedtohimtheonlysortofgeniusthatanymanpossesses,thatisthepowerofCreativeVision!

Brieflyreviewingtheoutwardappearanceofhiscase,Iseethatthisiswhathappened.Hecameintopossessionofacopyofthebookalreadyalludedto.Somewhere,ashereadthebook,heuncoveredthe“Aladdin’slamp”thatcalledtohimthegenieswhichhadbeensleepinginhisbrain.Respondingtoitsmagicinfluence,helaidthebookdown,lookedoffintospace,andbegantoaskhimselfquestions.

“Why,”hebegan,“haveIbeenspendingmytimesellingsmalllifeinsurancepolicieswhenIcouldjustaswellhavesoshapedmyplansthatIcouldselllargepolicies?

“Why,”hecontinued,“haveIoverlookedthissomethingthatInowfeelurgingmeontobiggerandbetterthings?

“WhyhaveInotliftedmysightsandaimedatthestarsinsteadofshootingatthedustbeneathmyfeet?”

Thentheanswercame!Itcameindefiniteterms,andheknewthathewasnotthesamemanwhohadbegunreadingthatbook.No,hewasanewman.Hehadadifferentattitudetowardtheworld.Hehadadifferentattitudetowardhimselfandtheworkhehadchosenasacareer.

Hedidn’tstopbymerelymeditating!HerecognizedthatapassiveFaithisnoFaithatall,sohebeganthenandtheretotakepossessionofthatstrangepowerwhichhadsorecentlyrevealeditselftohim,andtoexpressitintermsofactionassociatedwithhisoccupation.

Pickingupthecitydirectory,hebegantorunhisfingerdownthecolumnofnames.Finallyhecametoonethatbroughthimtoastop.Therewasthenameforwhichhewaslooking;itwasthenameofamanwhowasfinanciallyabletobuyalargelifeinsurancepolicy.

“Now,”hemusedtohimself,“whyhaven’tIbeentoseethismanbefore?WhyhaveIbeenspendingmytimecallingonmenwhocouldbuyonlysmall

WhyhaveIbeenspendingmytimecallingonmenwhocouldbuyonlysmalllifeinsurancepolicieswhenIcouldhavespentthesametimecallingonthosewhocanbuylargepolicies?”

Closingthedirectory,hearosefromhisseat,putonhishatandcoat,and,withouttakingthetimeforfurtherpreparation,hewentstraighttotheofficeofhisnewlychosen“prospect.”

Hewasadmittedwithcourtesy.Hestatedhisbusinessanddiscussedthedetailswhichlifeinsurancesalesmenusuallyhavetotalkaboutbeforetheymakeasale.Inalittlewhilehearosefromhisseat,shookhandswithhisnew“prospect,”andthankedhimforhiscourtesy.

AshewalkedbacktohisofficehecarriedwithhimanapplicationforthelargestlifeinsurancepolicyeversoldinDesMoines,orinthatpartofthecountry.Theapplicationcalledforatwo-million-dollarpolicy.

Thatismoreinsurancethanmostlifeinsurancemensellintencontinuousyearsofhardeffort!

Yet,hehadnotworkedhard!Infactithadnotseemedthathehadworkedatall,thesalewasmadesoeasily.AndthatisanotherofthequeertraitsofCreativeVision.Thosewhouseitgettheirworkdonewithaminimumamountofhardwork.

Whenhegotbacktohisofficehesatdownandhadalongvisitwithhimself.Hewentback,inhismemory,tothedayhebegansellinglifeinsuranceandcameup,stepbystep,overeveryinchofthejourney.Onebyonehecalledbacktohismindthepeopletowhomhehadtalkedwhohadrefusedtobuyfromhim,andwonderedwherehehadfallenshort.

Afterhehadreviewedinhismindallofhisformerinterviews,hemadeanotherdiscoverysoimportantinnaturethatitshouldbecomeknowntoeverymanwhoisengagedinthebusinessofsellinglifeinsurance.

Hediscoveredthatlifeinsuranceissoldtothelifeinsurancesalesmanhimself;soldbeforeheevercallsuponhisprospectivebuyer;soldbyhisownmentalattitude,hisownfaith,hisownconvictionthateverymanshouldprovidehimselfwiththissortofeconomicsecurity;soldthroughthepowerofhisownCreativeVision!

Andthebeautifulpartofthisdiscoveryisthefactthatitplacedthismaninpossessionofanassetthatwillremainwithhimuntilhenolongerneedsit.Nobusinessdepressioncanevertakeitfromhim.Themapoftheworldmaybechanged,andthepeopleoftheUnitedStatesmayperishthroughtheirownfailuretolookwithintheirownmindsforapowerthatcansavethem;butthismanwillneveragainbecomeaslavetoanythingoranyone,becausehehasdiscoveredthemanwithinhim—thatotherself—whichcannotbeenslaved.

ThisotherselfisknownasCreativeVision!

ThisotherselfisknownasCreativeVision!Thenewspaperreportersheardofthis“miracle,”andtheybesiegedthe

salesman’sofficeforastory.Whentheywrotethestory,theyneglectedtomentionthetitleofthebookthathadbroughthimtothemostimportantturningpointofhislife,referringtoitmerelyasa“miraclebook.”

Whenthestoryappeared,telephonecallsbegantocomeintothesalesman’soffice.ThewivesofothermeninDesMoineshadreadthestory,andtheywantedtoknowwheretheycouldgetthebookfortheirhusbands.Thebookstoreswereoverrunwithorders.Telegraphordersbegantopourintotheofficeofthepublisherofthebook,andthatishowwelearnedwhathadhappened.

ThesamethingishappeningthroughouttheUnitedStates.This“miracle”book,ThinkandGrowRich,ishelpingtounlocktheself-madeprisonsinwhichmenhavebeenconfinedbecauseoftheirlackofrecognitionoftheseedofCreativeVisionwithinthemselves

Abouttwoyearsafterthepublicationofthebookthatstartedthesetwomenonanewhighwaytoachievement,IpresentedanautographedcopytooneofmyfriendsinAtlanta,Georgia.

Sixmonthswentbyandnothingwasheardofthegift.ThenonedayIreceivedaletterwithwhichwasenclosedanewspaperclippingtellingthestoryofanother“miracle”thebookhadinspired.

Andherearethedetails:Somewhereinthepagesofthebookmyfriendmadeadiscoverythathe,too,wasblessedbythepowerofAladdin’slampintheformofCreativeVision.

Liketheothertwopersonsmentionedabove,henotonlyrecognizedthepowerofthisbook,butheproceededatoncetomakeuseofit.Whenthediscoverywasfirstmade,hewasworkinginacafeteria,atasalaryof$45aweek.

Oneeveningafterhisworkhadbeenfinished,heputonhishatandcoatandstrolleddownthestreetandbegantoputhisCreativeVisiontoworkinearnest.Hecountedthepeoplewhowerepassingthatcornerandmadeuphismindthatitwasasuitablelocationforacafeteria.Moreimportantthanthis,hedecided—mindyou,thedecisionwashisown;itwasreachedthroughhisowninitiative—thathewouldswaprolesforhimselfandbecometheownerinsteadoftheemployeeofacafeteriatobelocatedthere.

Buthedidnotstopmerelybythinking;thenextdayhebegantoputhisthoughtsintoaction.Bytheendoftheweekhehadrentedasuitablespaceforhisnewbusiness.Withinthreemonthshehadfinisheddecoratingandfurnishingtheplacewiththelatestrestaurantequipment,andmovedinandbeganbusiness.

Hedidallthiswithoutonepennyofmoneyofhisown.Hedidhisfinancing

Hedidallthiswithoutonepennyofmoneyofhisown.HedidhisfinancingbysellingenoughofthatCreativeVisionthathadbeenasleepwithinhimtoamanwithmoneywhosuppliedthenecessaryoperatingcapitalinreturnforahalfinterestinthebusiness.Hepaidforhisownhalfinterestwiththeexperiencehehadgainedinhisformerposition,plus—andthisisimportant—theuseofhisnewlydiscoveredCreativeVisionthatwassonecessaryinoperatingthebusiness.

Withinayearthenewcafeteriawasoutoftheredandintotheblacktothetuneof$1,000amonth.ThusCreativeVisionhadbeguntopaydividendsinthefirstyearofitsuse.Whatitpaysinthefutureisyettobedetermined.Alreadythealertmanagerhashadmanyoffersfrommenwhowishhimtoopenupbranchesofhisbusinessinotherplaces.Opportunityhasfoundhimout,anditisdogginghisfootsteps,beggingtoservehim.AndthatisanothercharacteristicofthemanwhouseshisCreativeVision:Hefindshimselfahumanmagnetandattractsfavorableopportunitiesasanelectricmagnetattractssteelfilings.

Todaytherestillareworldstoconquer.NotalldoorsareclosedtoCreativeVision.Theworldeagerlyawaitsthemanwhooriginates,creates,andexecutestheproductsofvision.

Inthefieldofindustrialchemistrythescopeisunlimitedforcreativevision.AgriculturepleadsformenofCreativeVision,whowillhelpthefarmertochecktheravagesofsyntheticscientificproductswhicharemakingsuchinroadsuponfarmproducts.

Intextiles,aviation,education,foodmanufacturing,plasticsandplywoods,cementandbuildingmaterials,automobiles,coaltarproducts,rayons,radio,telephones,andinmanyotherfields,thedooriswideopenforCreativeVision.

Somedaysomemanorwomanwithcreativevisionwillproduceanairplanewhichcanlandwithoutdanger,oranautomobilewhichuseslittleornogasoline,orahomewhichwillnotburn,oracureforthecommoncold.

Suchanindividualwillbequicklyrewarded,andmayturntheworldupsidedown.

ThepromiseofAmericaincludesamplerewardsforthosewhoexemplifythespiritofhardwork,ofinitiative,andofCreativeVision.

Andyouwhoarereadingthischapter!WhataboutyouandyourCreativeVision?Whatareyoudoingtoarouseitandputittoworkforyou?

Whenandwhereandhowareyougoingtosearchwithinyourownmindforthatpowertoconvertideasandaimsandplansintotherichesoflife?Itisthegoalofthischaptertohelpyouanswerthesequestions!ItisthepurposeoftheauthortoaidyouinconvertingyourshareofthegreatAmericanwayoflifeintowhateverformofrichesyoudesire,butthefirstmovemustbeyours!Ifyoumakethatmove,anditindicatesthatyouareinearnest,Iwilloffersuggestions

makethatmove,anditindicatesthatyouareinearnest,Iwilloffersuggestionsthatmayhelpyouwiththesecondstep.

Latein1909Isatinmyautomobile,atFortMyer,Virginia,andwatchedtheWrightBrothersastheytried,invain,togettheirairplaneofftheground.

Anoldmansatontherunningboardoftheautomobile,watchingtheattempttogetthemachineintotheair.Turningtomewithalookofdoubtonhisface,thisoldmansaid,“Aw,shucks,theyhain’tagoingtomakethattharthingfly.IfGodhadwantedmantofly,Hewouldhavegivenhimwingstodoitwith.”Nowweknowthattheoldgentlemanwasmistaken.GodhadnotgivenWilburandOrvilleWrightwingsasapartoftheirphysicalequipment,butHedidgivethemCreativeVisionwithwhichtheycreatedwingsanddidfly,justasHehasgivenvisiontomillionsofotherswhoareborn,liveanaturallifetime,andpassonwithouthavingcometoanactiverealizationoftheirpreciousgift.

Intheearlypartofthetwentiethcenturyayoungmechanicandhiswifewerebusilyengagedwitha“contraption”withwhichtheywereconcerned.Itconsistedofacrudepieceofpipeintowhichhadbeenfittedapistonthatmovedinandoutonacrankshaft.Workingoverthekitchensink,thewifepouredgasolineintothatpieceofpipedropbydrop,whileherhusbandworkedthepistonupanddownwithonehandandpressedabuttonthatsentanelectricsparkintothecompressedairofthepipewiththeother.Hourafterhourtheyworkedwithoutresults.Then,finally,thegasexplodedandthethinggaveonekickwhichsentthepistonoutward.Mindyou,itgavejustonelonekick,butinthatsinglestrokeofacrudelybuiltmachinewasthedestinyofanindustrywhichnowgivesemployment,directlyandindirectly,tonolessthansixmillionpeople.AtthepresentmomentthathugeindustryisfeverishlyengagedinmakingsomeofthematerialsthatwillbeneededtodefendthisnationagainstaninsidiouspowerthatthreatenstodestroytheCreativeVisionthatfoundedtheindustry.

Whataboutthis“genius”whofoundedtheautomobileindustryinAmerica?Whatabilitydoeshepossesswhichothersdonothave?YoucanboilitalldowntoonethingknownasCreativeVision.But,HenryFordhasnomoreofthispowerthanexistsinmillionsofotherminds.Thedifferenceisthathehasdiscoveredhispowerandhasputittowork,whileothershavenot!

HenryForddidnotstopbymerelydiscoveringthathecouldturnthewheelsofabuggywithacrudelybuiltgasolineengine.HekeptonusinghisCreativeVision,addingonerefinementafteranothertohisoriginalautomobile,untiltodaythemodernproductofhismindisaboutasperfectasapieceofmachinerycanbe.

Ineveryvillage,town,andcityoftheUnitedStatesthereisapotentialHenryFordwalkingaround,perhapswithoutemployment.Maybeheiscomplainingbecauseofthelackofopportunitytogetahead.Therearemillionsofsuchpeoplewhodonotrecognizethattheyarecarryingaroundwiththemtheseedofachievementwhich,ifitweregerminatedandfedthroughaction,wouldproducerichesasgreatasthosewhichHenryFordearned.

Howwillthesesleepingspiritsbeawakened?WhatstimulatingforcecanbeappliedtotheirmindsthatwillcausethemtolookwithinfortheseedofCreativeVisionwhichisthebeginningandtheendofallindividualachievements?

ThiscountryneedsCreativeVisionnow,asitneverneededitbefore.Theopportunityfortheexpressionofpersonalinitiativewasnevergreaterthanitisnow.Thecountryhasplentyofmusclepowerandbrawn,butitissufferingwithashortageofbrainpower!Andthetragedyofthisshortageisinthefactthatitisbrainpowerthatmakesjobsformenwhohaveonlymusclepowertosell.

ThereisnovalidreasonforanyyoungmanofhighschoolageorovertobeidleintheUnitedStatestoday;yetmillionsofyouthsofthisagearemakingnomovetomakeafutureforthemselves,althoughtheyknow,orshouldknowfullwell,thattoday’sleadershipwillbetheirstomorrow.

AlittlewhileagoIsentoutacallforamalesecretary.Backcamethereportfromthebusinesscollegesandthehighschoolsthattherewasashortageofmalegraduatesforthissortofwork.UponinquiryIdiscoveredthattheshortageisnationwide.Malestenographersarecomingtobeathingofthepast,although,aseverywell-informedbusinessmanknows,thereisnopositioninallindustrywhichprovidesayoungmanwithanopportunityforself-promotionequalingthatofasecretary.Sincethesecretarybecomesanunderstudytothemenwhoaremanagingindustry,hehasachancetogotoschoolunderthetrainedfacultiesofthegreatestofallschools,the“UniversityofPracticalExperience,”andtoreceivegoodpayfortheprivilege.

Whenyouhearanyoneasking,“Whataboutthisgenerationofyouths?Whatisgoingtohappentothemwhentheygoouttolookforjobs?”Ifeellikeshoutingfromthehousetopsthattheanswertothesequestionslieswithinthemindsoftheyouthsthemselves.ThosewhodiscovertheirdormantCreativeVisionandputittoworkwillmakejobsforthemselves,justasothersbeforethemhavedone.Theotherswillgoondownthedustyroadtofailure,inthemidstofanabundanceofopportunities,justasthisclassalwayshasdone.

TwothingsareessentialfortheunfoldinganduseofCreativeVision.OneisawillingnesstoworkandtheotherisadefinitemotivesufficienttoinspireonetoGotheExtraMilewiththerightmentalattitude.

Searchasyoumay,butyoucannotfindanythingtotaketheplaceofthese.

Searchasyoumay,butyoucannotfindanythingtotaketheplaceofthese.Workandmotive,bythemselves,arenotsufficientguaranteesofenduringsuccess.

WhataninterestingstorywefindwhenwedigintotheachievementsofamanlikeHenryFord.Heworks;hehasadefinitemotivebehindhiswork;heGoestheExtraMile,perhapsaddingafewadditionalmilesforgoodmeasure;but,fortunatelyforhim,andtheentireworld,heisgoingforward,notbackward.Insteadofusinghisvisiontorapetheworldassomeselfishmilitaryconquerorshavedone,Mr.Fordisusingittoputwheelsundertheeraofprogressinwhichhelives.

Anyonewhomastersthisphilosophyandlearnstoapplyitwillhavemuchmorepowerthananyhumanbeingiscapableofhandlingsafely,unless,inhisuseofthispower,hetrimshissailsinthedirectionofconstructiveservice,asHenryFordhasdone.

AsIapproachtheendofthischapter,Iofferasuggestionthatisrichinpossibilitiesforallwhorecognizeitsvalueandactuponit.Thesuggestioninvolvesnogreatamountoftimeorefforttocarryitout.Isuggestthatyoulaythechapteraside,afteryoufinishit,andtakepersonalinventoryofyourself.

THEcreativevisionofonegenerationdevelopsintothelawsandinstitutionsoflatergenerationsofmen.

Getawayintosomequietspot,whereyouwillnotbeinterruptedforanhour,andhaveavisitwithyourself,perhapssuchasyouhaveneverhadbefore.

Firstofall,findoutwhatyouwouldlikemosttodo.Thenlayoutplanstobegindoingitandbegin,rightwhereyouare,tocarryoutyourplans.

Second,recognizenowandforeverthatwhateveryougetfromlifewilldependuponwhatyougivetolife,throughsomeformofusefulservice.Perhapsyoumayhavesomeusefulplanorideawithwhichyouhavedonenothing.Bringitoutintotheopenandplaceadescriptionofitonpaper.

InWallace’sstoryofBen-Huristhedescriptionofascenethatservesasanappropriateclosingforthischapter.IthaditssettingsintheancientcityofAntioch,whentheRomanEmpirewasattheheightofitssplendor.

Therichandtheidlehadgatheredtoattendthechariotraces.Awealthymanwantedtocrownhimselfwithglorybyhavinghishorseswin,sohecalledhisslavestogetherandchoseonefromthegrouptobecomethedriver,promisinghimthatifhewontheracehewouldwinwithithisownfreedom.

himthatifhewontheracehewouldwinwithithisownfreedom.Theracesstarted.Aroundandaroundthearenathedriverslashedthehorses

fortheirlastbitofstrength,butoneofthedriversgainedtheleadfromtheverystartandneverlostit.Inonehandheheldthereins,andintheotherheheldthelashwithwhichhedrovethechargingsteedsforeverythingtheyhad.

Hismightyarmsstoodoutlikeropesofiron!Someoneyelledfromthegrandstand,“Thosearms!thosearms!Wheredidyougetthem?”Andheyelledback,“Atthegalley’soar!”forhewastheslavewhohadbeenpromisedhisfreedomforwinning.

Hehadamotive,andthegreatestofallmotivesatthat,forthemadnesswithwhichhedrovehismaster’shorsestovictory.Thatmotivewashisdesireforfreedom.

TheRomanEmpirecrumbledandfell.ThesplendidcityofAntiochhasallbutbeenforgotten,butstillmenfightonforpersonalfreedom.Mendonotrelyonstrongmusclesnow,asinthedaysoftheancients.Civilizationhasliftedustoanunderstandingofagreaterpower.ItisthepowerofCreativeVision,anditssourceisthebrain,notthebrawn.

WiththisthoughtIleavethischapterwithyou.Isincerelyhopethatbeforeyoulayitasideyouwillhavetakeninventoryofyourownmind,andthatyouwillhavefoundthereboththeseedofCreativeVisionandanappropriatemotivetoinfluenceitsdevelopmentthroughuse.

WHEREthereisnovisionthepeopleperish.

THElossofmoneyisunpleasant.Thelossofconfidenceinselfisfataltoachievement.

THEcombinedwisdomandgeniusofmankindcannotconceiveofanargumentagainstthelibertyofthought.

THINKbeforeacting,notafterward.

A

IntroductiontoChapterTWO

OrganizedThought

NDREWCARNEGIE’SANALYSISoforganizedthinkinghasbeenpresentedattheendofthischapterforthereasonthatitisessentialthatacomplete

perspectiveofeveryfactorthatentersintothoughtshouldfirstbeanalyzed.ThefirstpartofthischaptersetsforthwhatIhavelearnedaboutOrganizedThoughtfromMr.CarnegieandothermenIhaveinterviewed.

Theanalysisofthefirsthalfofthischapterincludesthreechartsinwhichhavebeenpresentedeveryfactorwhichisrelatedtoorganizedthinking.Thisisthefirsttimethatanyattempthasbeenmadetopresentacompletechartshowing,inclearperspective,alldepartmentsofthemind,allthesourcesofthoughtstimulation,andtheapproximaterelationshipandimportanceofalldepartmentsofthemind.

ChartNumber1isthekeytotheentirechapter,anditshouldbestudiedcarefullybeforeendeavoringtoreadtherestofthechapter.Asamatteroffact,itwouldbehelpfulifthechartwereenlarged,onapieceofpaperatleasteighteeninchessquare,andplacedwhereitcanbeseendailybythereader.Thedescriptivekeytothechart,whichappearsonthepageoppositetoit,shouldlikewisebecopiedinlargertype.

Donotbecomeconfusedbecauseoftheseemingcomplexityofthischart,foryouwillrecognize,bythetimeyoufinishthislesson,thatalldepartmentsofthemindhavebeensowiselycoordinatedthattheyoperateharmoniously,andwithlessdetailthanisrequiredtodialanumberonamoderntelephone.

ChartNumber2setsforththestepsnecessarytoattainmentofone’sdefinitemajorpurpose.Studyitcarefully,foritisessentialtoachievingsuccess.

ChartNumber3explainshowthoughtsareformed.AllofthefactorsdescribedinChartNumber3worksosmoothlythattheyfunctionautomatically,intheperformanceofapartoftheirrespectiveduties,andthewholesystemcanbeputintooperationbythesimpleprocessofusingthewillpower.

Iwishespeciallytocallyourattentiontotwoimportantfactorsshownonthischart:thefacultyofthewillandthefacultyoftheemotions.Thesearethetwodepartmentsofthemindwhichyoumustgetunderyourcontrolifyouareevertobecomeanorganizedthinker.Ineverybrainthereisaneternalconflict

tobecomeanorganizedthinker.Ineverybrainthereisaneternalconflictbetweentheemotionsandthepowerofwill,andwithavastmajorityofpeopletheemotionsgetthebetteroftheconflict.Itisnomerefigureofspeechwhenwesaythat“theworldiscontrolledbytheemotionsofmen.”

Now,theburdenofthischapteristoenablethereaderstoreversethisrulesothattheymaytruthfullysaythattheiremotionsareunderthecontroloftheirwillpower.

Thischapterpresents,frommanyangles,themeansbywhichonemaymakethefacultyofthewillthereal“boss”oftheotherdepartmentsofthemind.Mr.Carnegiehasgoneintothisangleofthelessonfromtheviewpointofapracticalbusinessleader,butitwillbeclearfromhisanalysisthatheplacesthefacultyofthewillattheheadofthelistofimportantfactorswhichdetermineone’ssuccessorfailureinlife.

Inthischapteryouwillcomeintoabetterunderstandingofthatmysteryofmysteriesknownasthepowerofthought.

Itisnoexaggerationtosaythatifyoumasterthischapteryouwillhaveaphilosophysufficient,byitself,forthesolutionofpracticallyeveryproblemoflife.Accuratethinkingisthebasisofallhumanachievements.Ihavepresentedacleardescriptionofeverymajorfactorthatentersintoaccuratethinkinginthischapter.Donotbecomediscouraged,therefore,ifyoudonotmasterthischapteratthefirstreading.

Andnowafewwordsastohowtoreadthischapter.Asyouread,beawarethatthemainobjectofthechapteristoinspire

thought.Readwithpencilinhandandmarkeverylinethatyoumaywishtoemphasize.Readslowlyandmakesurethatyouunderstandeverystatementbeforeyoufinishwithit.And,aboveall,thinkasyouread.Afteryoucompletethechapter,layitasideforafewdays,thencomebacktoitandreaditagain,andobservehowmuchcleareritwillbeonthesecondreading.

Lastly,rememberthatanimportantpartofthischapterhasnotbeenpresentedinthesepages.Itisthepartthatexistsinyourownmind,consistingofyourexperience,yourability,youreducation,andyourthoughthabits.Addthesetothatwhichappearsinthischapterandyouwillhaveenrichedyourownmindbyimmeasurableproportions.

Approachthischapterwiththethoughtinmindthatitssolepurposeistoacquaintyouwiththefunctioningpowersofyourmindbydescribinghowthesefunctionscanbecontrolledanddirectedtodefiniteends.Itishopedthatthroughthischapteryouwillbeenabledtotakepossessionofyourownmindanduseiteffectivelyinmanagingallthecircumstancesofyourlifetoyourbestadvantage.

Itwouldbesurprisingtomeifanyonereadsthischapterwithoutexperiencingadefiniteincreaseinself-reliance,willpower,andenthusiasmoverthe

adefiniteincreaseinself-reliance,willpower,andenthusiasmovertheopportunitiesoflife.Ithasbeentheexperienceofalltowhomthislessonhasbeentaughtthattheynoticeacompletechangeintheirentire“mentalattitude,”achangethatpracticallyeliminatesfear,doubt,indecision,andinaction.Thischaptershouldhavetheeffectofcausingthereadertobebornagainand,throughthatnewbirth,discovertheself,theselfhedidnotknowhepossessed.

Yes,everyonehas“anotherself.”Housedineverypersonisadualpersonality,afacttowhichthepsychologistsandpsychiatristswilltestify.Onepersonalityisnegative.Itthrivesonself-limitations,fear,doubt,andworry.Theotherispositive.Itfeedsonfaith,courage,definitebeliefinself,initiative,enthusiasm,andthewilltowin.

So,joinforceswithme,willyou,andletuscombineoureffortstotheendthatwewillkilloffthatnegativepersonalitywhichhasbeenstandingbetweenyouandthebetterthingsoflife.Thiswecanaccomplishbyfeedingandencouragingthepositive“otherself.”

“T

CHAPTERTWO

OrganizedThought

HOUGHTSARETHINGS,”saidagreatphilosopher,anditissignificantthatthoughtisoneofthefewthingsanindividualmaycontrolcompletely.

Thought“magnetizes”one’sentirephysicalbody,andattractstoonetheoutward,physicalthingswhichharmonize.Theburdenofthischapteristoshowhowthepowerofthoughtcanbeorganizedanddirectedtowarddefiniteends.

Thischapterisillustratedwiththreechartsoutlining,assimplyaspossible,themechanismofthemind,andthesourcesofthoughtstimuliwhichstartactioninthemind.

ChartNumber1:Hereispresentedtheroutethatmustbetakeninorganizingthoughtandexpressingitintheattainmentofadefiniteend.Observethatthestartingpointisdesire,basedupononeormoreoftheninebasicmotiveswhichinspireaction.Thestimulusneededtokeepdesireactiveissuppliedbysomecombinationoftheknownprinciplesofindividualachievement.

ChartNumber2:Hereisshownthethreestepswhichmustbetakenintheattainmentoftheobjectofone’sDefiniteMajorPurpose,togetherwiththeprincipleswhichmustbecombinedandappliedintheeffectiveuseoforganizedthought.

ChartNumber3:Hereisshownthetenfactorswhichconstitutethe“mechanism”ofthought,showingthesourcesofstimuliofthought.Observethatthesubconsciousmindisconnectedwithalldepartmentsofthemind,anditssourceofpowerisInfiniteIntelligence.Observe,also,thatthememory,thefivesenses,andtheemotionsrequireconstantself-discipline;thattheyarenotreliablewithoutthestrictestofdiscipline;andthattheyneedhighlyorganizedattentiontobringthemundercontrol.Thiscontrolisobtainedbytheexerciseofthepowerofwill,throughtheadoptionofvoluntaryhabits.

Studycarefullythethreeimportantstepsonemusttake,basedon(1)definitenessofpurpose(2)asoundplan,and(3)aMasterMindalliancewithexperiencedhelpers.

KEYTOCHARTNUMBER3

1. InfiniteIntelligence:Thesourceofallpowerofthought,availablethroughthesubconsciousmindonly.NotethatthechartshowsalldepartmentsofthemindentirelyencircledbyInfiniteIntelligence.

2. SubconsciousMind:TheconnectinglinkbetweentheconsciousmindandInfiniteIntelligence.Notsubjecttoself-discipline,butcanbestimulatedbythemeansdescribedinthischapter.

3. FacultyofWillpower:“Boss”ofalldepartmentsofthemind,withthepowertomodify,change,or“balance”theactionsofallmentalfunctions.

4. FacultyofReason:“Presidingjudge”thatmay,ifitispermitted,passjudgmentonallideas,plans,anddesires;butitsdecisionscanbesetasidebythepowerofwill,oroffsetbytheinfluenceoftheemotionswhenthewilldoesnotassertitself.

5. FacultyofEmotions:Theseatofmostoftheactionsofthemind,thesourceofmostofthethoughtsreleasedbythemind,andmaybeverydangerousifnotmodifiedbythefacultyofreason,underthedirectionofthepowerofwill.

6. FacultyofImagination:Thebuilderofallplans,ideas,andwaysandmeansofattainingdesiredends.Needsself-disciplineandconstantdirectionofthepowerofwilltoavoidexaggeration.

7. FacultyofConscience:Moralguideofthemindwhosechieffunctionisthatofmodifyingtheindividual’saimsandpurposessotheyharmonizewithmorallaws.

8. Intuition:The“sixthsense”bywhichonemakesdecisionsbasedonsubconsciousinformation.

subconsciousinformation.

9. TheFiveSenses:Thephysical“arms”ofthebrainthroughwhichitcontactstheexternalworldandacquiresinformation.Thesensesarenotreliable,andneedconstantdiscipline.Underanyformofhighlyemotionalactivitythesensesbecomeconfusedandhighlyundependable,asinthecaseoffear.

10. Memory:The“filingcabinet”ofthebrain,whereinisstoredallthoughtimpulses,allexperiences,andallsensationsthatreachthebrainthroughthefivephysicalsenses.Alsoundependable,andneedsself-disciplineforperfection.

SomeoftheKnownFactsConcerningtheNatureofThought

1. Allthought(whetherpositiveornegative,goodorbad,accurateorinaccurate)tendstoclotheitselfinitsphysicalequivalent,anditproceedsbyinspiringonewithideas,plans,andmeansofattainingdesiredends,throughperfectlylogicalandnaturalmedia.Afterthoughtonagivensubjectbecomesahabit,itistakenoverbythesubconsciousmindandautomaticallyactedupon,throughthemostavailablemedia.Everythingisthetoolofthought!

Itmaynotbeliterallytruethat“thoughtsarethings,”butitistruethatthoughtscreatethings,andthethingstheycreatearestrikingduplicatesofthethoughtsoutofwhichtheyarefashioned.

2. Throughtheapplicationofself-disciplinethoughtcanbeinfluenced,controlled,anddirectedthroughtransmutationtowardadesiredend,bythedevelopmentofvoluntaryhabitssuitablefortheattainmentofanygivenend.

3. Thepowerofthought(withtheaidofthesubconsciousmind)hascontrolovereverycellofthebody,encouragesthecellsinrepair,stimulatestheirgrowth,influencesalltheorgansofthebody,helpsthemtofunctionorderly,andassistsinfightingdiseasethroughwhatiscommonlycalled“bodyresistance.”Thesefunctionsarecarriedonautomatically,buttheymaybestimulatedbyvoluntaryaid.

4. Allofman’sachievementsbeginintheformofthought,organizedintoplans,aims,andpurposes,andexpressedintermsofaction.Allactionisstimulatedbyoneormoreoftheninebasicmotives,asshowninChartNumber1.

5. Therearetwosectionsofthemindthatdealwiththought,theconsciousandthesubconscious.Theconscioussection,operatingthroughthefivedepartmentsofthemind,isunderthecontrolofman.ThesubconscioussectionisunderthecontrolofInfiniteIntelligence.(SeeChartNumber3.)The“sixthsense”isunderthecontrolofthesubconscioussectionofthemind,anditfunctionsautomatically.

6. Boththesubconsciousandtheconscioussectionsofthemindworkinresponsetohabits,adjustingthemselvestowhateverhabitstheindividualmayform,whetherthehabitsarevoluntaryorinvoluntary.Whenhabitsareonceformed,themindproceedstocarrythemoutautomatically,unlesstheyaremodifiedbyotherandstrongerhabits.

7. Themajorityofallthoughtsacteduponbythemindarenotnecessarilyaccurate,beingbasedonpersonal“opinions,”bias,prejudice,fear,andtheresultofemotionalexcitementinwhichthefacultyofreasonhasbeengivenlittleopportunitytomodifythemrationally.Thefivesensesaresountrustworthythattheycanbeeasilydeceived,especiallywhentheyfunctionunderemotionalexcitement,suchasfear,love,sex,orinfactanyoftheotheremotions,withoutthe“balancing”influenceofthefacultyofreason.

8. Thefirststepinaccuratethinkingisthatofseparatingfactsfrommereindicationsorhearsayevidence.

9. Thesecondstepisthatofseparatingfacts(aftertheyhavebeenidentifiedassuch)intotwoclasses,viz.:importantandunimportant.Animportantfactisanyfactwhichcanbeusedtohelponeattaintheobjectofone’smajorpurpose.Allotherfactsarerelativelyunimportant.Theaveragepersonspendshislifedealingwith“inferences”baseduponunreliablesourcesofinformation,andseldomcomeswithinsightofthatformofself-disciplinewhichdemandsfacts.Moreover,theaveragepersonnever,duringhisentirelifetime,learnstodistinguishthedifferencebetween“important”and“unimportant”facts,whichmayaccountfortherebeingsomanyfailuresintheworld.Itisamatterofevaluation—puttingfirstthingsfirst.

10. Desire,basedonadefinitemotive,isthebeginningofallvoluntarythoughtactionassociatedwithindividualachievement.Thepresenceinthemindofanintensedesiretendstostimulatethefacultyofimaginationwiththe

purposeofcreatingwaysandmeansofattainingtheobjectofthedesire.Ifthedesireispersistentlyheldinthemindthroughrepetitionofthoughtitispickedupbythesubconscioussectionofthemindandautomaticallycarriedouttoitslogicalconclusion,bythemostpracticalmeansavailable.

11. Theknownsourcesofstimulationofthoughtare:a. Thefivephysicalsenses(veryunreliable).b. Thestorehouseofthememory(alsounreliable).c. Thesubconsciousmind,throughwhichthoughtmaybestimulatedbythe

influenceofInfiniteIntelligence.Itisbelievedbymanythatthisisthesourceofthoughtstimulationofthosewhoarerecognizedas“geniuses,”theassumptionbeingthatthepersonwho,throughself-disciplineandpractice,developstheabilitytousehissubconsciousmindatwilltherebyplaceshimselfinapositiontodrawuponthepowerofInfiniteIntelligenceforguidanceincarryingouthisaimsandpurposes.

d. Theemotions,theseatofalldesires.Fromthissourcecomesallthethoughtstimulationbaseduponthemajoremotions,andinasmuchastheseemotionalfeelingsexpressthemselvesvoluntarilyitisnecessarytogaincontroloverthem,throughself-discipline.Thisisthesourcefromwhichmostofthethoughtstimulationarises,afactwhichaccountsforthesayingthat“emotionrulestheworld.”

e. Facultyofthewill,the“boss”ofallotherdepartmentsofthemind.Althoughthisfacultyisthe“boss”ofthemind,ithasbeenmentionedlastforthereasonthatitisusedtheleast,bythemajorityofpeople.Byfarthegreaterpartofallthoughtstimulationoftheaveragepersoncomesfromtheemotions,andneitherthefacultyofreasonnorthewillpowerisconsultedinconnectionwithmostofthesethoughts,anerrorwhichisresponsibleforsomanymistakesinjudgmentofwhichthemajorityofpeopleareguilty.

Asfarasisknown,thesefivesourcesaretheonlysourcesofthoughtstimulation.Studythemcarefully(inChartNumber3)andestablishaclearpictureinyourmindofthefactorsyoumustdealwithinordertoacquiretheabilitytoorganizeyourthoughts.Thischartshouldbeconsultedregularlyuntilyouunderstandit,foritisanactual“picture”oftheworkingequipmentofallthinking.Thechartcannotbemasteredbyacasualglance.

BeginyourstudyofthechartbyobservingthatInfiniteIntelligence,thesourceofallpowerofthought,isplacedatthetop.Observe,also,thatnofacultyofthemindhasdirectconnectionwithInfiniteIntelligence;butalldepartmentsofthemindhaveaccesstoitthroughthemediumofthesubconscioussectionofthemind.

themind.Youwillnoticethatthefirstfivedepartmentsofthemind(willpower,reason,

emotions,imagination,andconscience)areconnectedseparatelywiththesubconscioussectionofthemind;also,theyareconnecteddirectlywithoneanother.

Thethreesourcesofthoughtstimulationatthebottomofthechart(intuition,thefivesenses,andmemory)havebeenseparatedfromtheotherdepartmentsofthemindforthereasonthattheyarethethreesourcesofthoughtstimulationwhicharetheleastsubjecttothecontrolofthewill;thereforetheyneedspecialattentionthroughstrictself-discipline.

Threefacultiesofthemind(reason,imagination,andconscience)performdefinitefunctionsintheprocessofthinkingbutapparentlynothoughtstimulationcomesfromthese.Allthreeofthesefacultiesmodifythoughtafteritissubmittedtothembuttheydonotoriginatethought.Thefacultyofreasoncomparesallthoughtwithone’spastexperience(asrecalledfromthememory)andformsalljudgmentsandopinions.Thefacultyoftheimaginationshapesone’sthoughtsintoideas,plans,andwaysandmeansofattainingdesiredends.Theconsciencegivesmoralguidancetoallthoughts.Ifconsultedatalltimes,beforeoneengagesinexpressinganythoughtintermsofaction,thesethreefacultiesofthemindwillbecomestronganddependable.Iftheyarenotconsulted,andoneformsthehabitofactingonthoughtwithouttheirmodifyinginfluence,theywillatrophyandbecomeuseless.

Allfacultiesofthemindmaybedevelopedandmadedependableinthesamemannerthatonemaydevelopastrongarm,namely,bysystematicuse,throughorganizedhabitsofthought.Thereisnootherwaytogaincontroloverthemindexceptsystematicuse,underaplanthatwillgiverecognitiontoeverydepartmentofthemind,accordingtotheinstructionsoutlinedhere.

Donotbecomediscouragedifyoudonotgraspthecompleteplanoftheoperationofthemindthefirsttimeyoureadthischapter.

Itisnoeasymattertodrawapictureoftheoperationofthemindsoitcanbeunderstoodataglance.Readthechapterthrough;thenlayitasideanddosomethinkingonyourownaccount,comingbacktothethreechartstorefreshyourmemoryfromtimetotime.Ifyoumasterthischapterafteradozensuchreadings,youwillbefortunate.Remember,however,thatallthetimeyouspendwillbejustifiedbecauseyouareheredealingwiththemostimportantforcethataffectsyourlife—thesubjectofaccuratethinking.

Letmehereintroduceanotherfactorofgreatimportanceinorganizedthinking—onethathasnotbeenincludedinanycharts.Itistheimportanceofacquiringthenecessaryself-disciplinetoenableyoutobelieve.Forexample,

whenyouadoptaDefiniteMajorPurposeyoumustfocusallyouremotionalfeelingontheobjectofthatpurpose,inaspiritofabsolutebeliefinitsattainment.

Letyourdailysloganbe,“Youcandoitifyoubelieveyoucan!”Bysomestrangepowerwithwhichnooneisfamiliar,thesubconsciousmind

actsdirectlyandimmediatelyuponthethoughtswhicharebaseduponabsolutebelief,andproceedstocarrysuchthoughtsouttotheirlogicalconclusionbypracticalandnaturalmediawhichareavailable.

Allgreatleadersareablebelievers!Therearecertainbasicrequirementsofsuccessinwhichonemustbelieveinordertosucceed.Someofthemare:

a. BeliefinInfiniteIntelligence(God).b. Beliefinone’sself.c. Beliefinone’schosenassociates.d. Beliefinrightoverwrong;thatrightwillprevailifonepersistsinbelieving

inright.e. Beliefintheprovenlawsandfactsofscience.f. BeliefinthepowerofthemindtoconnectitselfwithInfiniteIntelligence

andbecome,therefore,irresistible.

Beliefinthesesixsubjectsisafundamentalrequirementofsuccess.Acceptthemassuch,anddonotstopuntilyouautomaticallybelieveinthemall.

Asstrangeasitmayseem,thegreatestpoweravailabletomankindisanintangiblepower,neitherthenaturenorthesourceofwhichisunderstood.Itisman’sonlyirresistiblepower,andthereisbutonewayinwhichitcanbeappropriatedandusedinthepracticalaffairsofdailylife.

Thispowerhasgiventheworldthebestofeverythingthatweenjoyinmodernlife.IthasmadetheUnitedStatestherichestandthefreestcountryintheworld.Ithaswoneverywarinwhichthiscountryhasengaged.IthasbuiltthegreatsystemofrailroadsandthepowerfulindustrialempireofAmerica.Ithasuncoveredamyriadofusefulinventions.Ithasconqueredtheairandmasteredtheoceans.Ithasgivenusthepowerofinstantaneouscommunicationwithnearlyallpartsoftheearth.Ithasgivenusthehigheststandardoflivingknowntocivilization.

Statedinonesentence,itis“thecapacityofmentobelieveinsomething.”Justthatalone,withoutanymodifyingdefinitions;thesimple,clearlydemonstrablepowerofbelief;thepowerthathasworkedmiraclesdownthroughtheages.Notallthescientificknowledgeknowntomankindcancopewiththisintangibleformofpower.Itbafflesthemindsoftheshrewdestofmenanddefies

intangibleformofpower.Itbafflesthemindsoftheshrewdestofmenanddefiesanalysis.Ithasnothingincommonwithlogicorreason,anditoverridesbothatwill.Itisalawuntoitself,andthestrangestfeatureofthispoweristhatitcanbeappropriatedandusedbythehumblestpersonthesameasbythemosteducatedandrenowned.

GeorgeWashingtonbelievedhislittlehandfulofsoldierscouldwhipavastlysuperiorarmyandthentheydidit,althoughhisachievementhasremainedoneofthemostbafflingmilitarytriumphsofalltimes.

Edisonbelievedthathecouldharnesselectricenergyandmakeitserveasalight.Hestoodsteadfastlybehindthatbeliefthroughmorethantenthousandfailuresandlivedtoseehisbeliefjustified,althoughothersbeforehimhadtriedtoaccomplishthesameresultandfailed—failed,perhaps,becausetheylackedthecapacityforunshakablebelief.

JamesJ.HillbelievedthathecouldbringtheEastandtheWesttogetherwithagreattranscontinentalrailroad,andthoughhewasonlyahumbletelegraphoperator,withoutmoneyandwithfewinfluentialfriends,hetranslatedhisbeliefintoasplendidreality.

TheWrightbrothersbelievedtheycouldbuildamachinethatwouldcarryamansafelythroughtheairandbackedthatbeliefpersistentlythroughmanyheartbreakingfailuresuntil,atlonglast,theyprovedoncemorethateventhelawofgravitationisnomatchforthepowerofman’sbelief.

AhumblefarmerbythenameofMiloC.Joneswasstrickenwithparalysis,andthedoctorstoldhimhecouldneverwalkagain.Fortunatelytheydidnottellhimhenevercouldusehismindagain,forhetookpossessionofthatmind,begangivinginstructionstothemembersofhisfamily,andlivedtoseehisbeliefinonesimpleideaearnhimmorethanamilliondollars.ThatideabecameknownthroughoutAmericaas“LittlePigSausage.”

Searchtherecordsofmankindwhereveryouwill,goasfarbackasyouplease,andyouwilldiscoverthatthestrongmen,thegreatmen,thesuccessfulmen,havebeenthosewhobelievedinsomething.

Theworldbelongstomenwhobelieve!Italwayshasanditalwayswill.Therefore,inorganizingyourmindpowerbesuretoincludeinyourplansadefiniteprogramofbeliefinthethingsyouwishtobecomereal.Letyourbeliefbepositive.Believeinsomething,notagainstsomething,rememberingmeanwhilethatbeliefiscontagious;thatbeliefinonethingtendstoopenthewayforbeliefinmanythings,whileunbeliefworksinthesamemanner

Noonecanriseabovemediocrityunlesshebelievesinhisownabilitytobecomeandtoremainself-determining.Astudentofthisphilosophywhohadjustdiscoveredhowtotakepossessionofhisownmind,throughorganizationofhismindpower,expressedhisgratitudeforthenewpowerrevealedtohimin

hismindpower,expressedhisgratitudeforthenewpowerrevealedtohiminthesewords:

IthankGodforunwindingThetangledskeinofmylife,TherebyfreeingmymindforeverFromallformsoffearandstrife.

Truly,themindthathasbeenbroughtunderself-discipline,throughproperorganizationofthedepartmentsofthemind,maybe“foreverfreefromallformsoffearandstrife.”Adisorganizedmindcanneverbefree.Mindorganizationmustbeginwithaninventoryofthefactorswhichenterintothinking,astheyhavebeenpresentedinChartNumber3.Thesefactorsmustbebroughtunderself-disciplineanddirectedtodefiniteends,throughOrganizedEndeavor.Theminddevelopsandbecomesstrongonlythroughaction.Evenbeliefisuselessunlessitisfollowedbysomesortofactionappropriatetoitsnatureandpurpose.Passivebeliefproducesnoresultswhatsoeversavefailureanddefeat.

WhenHenleywrotethefollowingpoemhehadinmindanactivebelief,althoughhedidnotmakethisfactquiteclearinhislines:

Outofthenightthatcoversme,Blackasthepitfrompoletopole,IthankwhatevergodsmaybeFormyunconquerablesoul.InthefellclutchofcircumstanceIhavenotwincednorcriedaloud.UnderthebludgeoningofchanceMyheadisbloody,butunbowed.BeyondthisplaceofwrathandtearsLoomsbuttheHorroroftheshade,AndyetthemenaceoftheyearsFinds,andshallfind,meunafraid.Itmattersnothowstraitthegate,Howchargedwithpunishmentsthescroll,Iamthemasterofmyfate:Iamthecaptainofmysoul.

Yes,onemaybecomethe“captainofhissoul”ifhewilltakepossessionofhisownmind,organizeit,and,walking“humblybeforehisGod,”expressitintermsofOrganizedEndeavor,behinddefinitenessofpurpose.Whatapity

termsofOrganizedEndeavor,behinddefinitenessofpurpose.WhatapityHenleydidnotaddonemorestanza,makingthisfactclear.

AndthisisaprivilegewhichtheCreatorlefttoeveryhumanbeing!Toemphasizethegreatpossibilitiesofthisprivilegeitwassingledoutandmadetheonlyprivilegeoverwhichanyhumanbeinghascompletecontrol.Menmaylosealltheirworldlypossessions,includingsoundhealth.Theymaybecheated,imposedupon,maligned,andslanderedbyothers,ortheymaybeunjustlythrownintoprisonanddeprivedoftheirphysicalliberty,buttheystillmaythinktheirownthoughtsandusetheirownmindpowerwithouttheconsentofanyotherperson.

Howinconsistentitisthattheonlythingoverwhichahumanbeinghascompletecontrolistheonethingwhichmostpeoplemaketheleastattempttocontrol.Theinconsistencybecomesallthemoreastoundingwhenonerecognizesthefactthatthepoweroforganizedthoughtoffersthesolutiontoallofone’sproblems,andnothingelsedoes.

Testthisstatementbyanycircumstanceoflifeyouchooseandobservehowaccurateitis.Whatevermandesires,hemayacquirewiththeaidofhispowerofthought,providedhewillorganizehisthoughtsandapplyhisthoughtpowerinaspiritofbeliefinhisownabilitytomakeitservehisneeds.Thought,appliedinaspiritofbelief,unlocksprisondoorsandgivesmentheirfreedom.Itdevelopsbodyresistanceandfreesmenfromdiseasewhereeverythingelsefails.Itsupplantspovertywithopulence.Itdispelsfear,worry,anddiscouragementandfillstheirplaceswithhope,faith,andpeaceofmind.Moreover,itworkswiththespeedoflightning,requiringnothingbutadeterminedwilltoputitintoaction.

GeneralInstructionsforOrganizedThinkingAccuratethinkingisbasedupontwoimportantfundamentals,viz.:

a. INDUCTIVEREASONING,basedontheassumptionofunknownfacts,orhypothesesoffacts.

b. DEDUCTIVEREASONING,basedonknownfacts,orwhatisbelievedtobefacts.

AsIexpressedbefore,therearetwomajorstepsnecessaryinaccuratethinking.First,onemustseparatefactsfrommerefiction,opinions,andhearsayevidence.Second,onemustseparatefactsintotwoclasses:importantand

unimportant.Animportantfactisanyfactthatcanbeusedtoadvantageintheattainmentofone’saimsandpurposes.

“Opinions,”whichformthebasisofmostso-calledthinking,generallyarenotreliable,andoftentheymaybeverydangerous,becausetheyarefrequentlybasedonbias,prejudice,intolerance,guesswork,hearsayevidence,oroutrightignorance.Thefollowingfactsconcerning“opinions”shouldbeknowntoallwhowishtolearnhowtothinkaccurately:

a. Noopinionmaybesafelyrelieduponunlessbaseduponknownfacts,oruponfaithintheDivinePlan,andnooneisentitledtoexpressanopiniononanysubjectwithoutreasonableassurancethatitisfoundedonfacts.Opinionsarethefreestthingintheworld,andmostofthemareworthexactlywhattheycost—nothing!

b. Freeadvice,volunteeredbyfriends,relatives,andchanceacquaintances,oftenisnotworthyofconsideration,andalwaysshouldbescrutinizedverycarefullybeforebeingacceptedasareliableguideinthinking.

c. Accuratethinkerspermitnoonetodotheirthinkingforthem.Theyascertainthesourcesofsuchfactsastheydesireandmakewiseuseofthesourcesfortheirguidance.

d. Scandalmongersandgossipersarenotreliablesourcesfromwhichtoprocurefactsonanysubject,yettheywieldamightyinfluenceinthelivesofmostpeople.

e. Wishesoftenarethefatherstothoughts,andmanypeoplehaveabadhabitofassumingfactstoharmonizewiththeirwishes.Inyourownbehalfwatchthiscommonhumanweaknesscarefully.

f. Generalinformationisabundant,andmostofitisfree,butfactshaveanelusivehabit,andgenerallythereisapriceattachedtothem.Thepriceispainstakinglaborinexaminingthemforaccuracy.

SomeAcidTeststoBeMadeinSeparatingFactsfromMereInformationorInference

Scrutinizewithgreatcareeverythingyoureadinbooks,regardlessofwhowrotethem,andneveraccepttheconclusionsofanywriterasbeingconclusivewithoutaskingthefollowingquestionsandsatisfyingyourselfastothecorrectnessoftheanswers:

1. Isthewriterarecognizedauthorityonthesubjectonwhichhewrites?2. Didthewriterhaveanulteriororselfishmotiveotherthanthatofimparting

accurateinformation?3. Isthewriterapaidpropagandistwhoseprofessionisthatoforganizing

publicopinionforaprice?Ifheis,weighhisconclusionswithunusualcare.

4. Hasthewriteraprofitinterestorotherpersonalinterestinthesubjectonwhichhewrites?Ifso,makeallowanceforthisintheacceptanceofhisconclusions.

5. Isthewriterapersonofsoundjudgment,andnotafanaticonthesubjectonwhichhewrites?Fanaticsareinclinedtoexaggerate,evenwhenstatingfacts,andtocolorfactssotheymayconveymisleadingimpressions.

6. Aretherereasonablyaccessiblesourcesfromwhichthewriter’sstatementsmaybecheckedandverified?Ifso,consultthembeforeacceptinghisconclusions.

7. Ascertain,also,thewriter’sreputationfortruthandveracity.Somewritersarecarelessconcerningthetruth.Half-truthsarefrequentlythemostdangeroustruths.

8. Becarefulaboutacceptingasfactsthestatementsofoverzealouspersonswhohavethehabitofallowingtheirimaginationstorunwild.Suchpeopleareknownas“radicals”andtheirconclusionsmaybemisleadingifreliedupon.

9. Learntobecautiousandtouseyourownjudgment,nomatterwhoistryingtoinfluenceyou.Ifastatementdoesnotharmonizewithyourownreasoningpower(andyoushouldtrainyourreasontofunctionclearly),ifitisoutofharmonywithyourownexperience,holditupforfurtherexaminationbeforeacceptingitasfact.Falsehoodhasaqueerwayofbringingwithitsomewarningnote,perhapsinthetoneofone’svoice,orintheexpressiononone’sface,ifitcomesthroughthespokenword.Trainyourselftorecognizethiswarningandtobeguidedbyit.

10. Inseekingfactsfromothers,donotdisclosetothemwhatfactsyouexpecttofind,asmanypeoplehavethebadhabitoftryingtoplease,eveniftheyhavetoexaggerateorfalsifyinordertodoso.

11. Scienceistheartoforganizingandclassifyingfacts!Whenyouwishtomakesureyouaredealingwithfacts,seekscientificsourcesfortheirtestingwhereverpossible.Menofscienceusuallyhaveneitherthemotivenortheinclinationtomodifyorchangefactsforanypurposewhatsoever.

12. Youremotionsarenotalwaysreliable,andgenerallytheyinfluenceyoutoreachdecisionsregardlessoffacts.Beforebeinginfluencedtoofarbyyour

emotions,giveyourreasoningfaculty(your“head”)achancetopassjudgmentonthebusinessathand,whateveritmaybe.Theheadisalwaysmoredependablethantheemotions(the“heart”).Thepersonwhoforgetsthisgenerallylivestoregrethisneglect.

13. Thesearesomeofthecommonestenemiesofsoundthinking,andtheyshouldbescrutinizedcarefullybeforereachingdecisions:a. Theemotionsofloveandsex.Eitheroftheseemotionsmayeasily

overridefactsandrenderthefacultyofreasonuseless.Don’tletthemdoit!

b. Hatred,anger,jealousy,fear,revenge,greed,vanity,egotism,procrastination,andthedesireforsomethingfornothing,usuallyknownasthe“gamblinginstinct.”Theseemotionsfrequentlydistortfacts.

c. Uncontrolledenthusiasmandimagination.Keepaclosewatchoverthesetwo,astheymaybeasdangerousastheyarebeneficial,becausetheyareclevertoolsofself-deceit.

Letyourmindbealwaysaneternalquestionmark.Notinasenseofbeingaconfirmedskepticwhobelievesinnothing,butasacautiouspersonwhowishestobeaccurateinhisthinking.Questioneverythingandeveryoneuntilyousatisfyyourselfthatyouaredealingwithfacts.Dothisquietly,inthesilenceofyourownmind,andavoidbeingknownasa“DoubtingThomas.”Bealwaysagoodlistener,butalsobeanaccuratethinkerasyoulisten,whenothersarespeaking.

Remember,youarelivinginanagewhenthedistributionofpropagandahasbecomeahighlyskilledprofession.Themostdangerousformsofpropagandaarethosewhosesourcesoforiginorwhosepurposearenotrecognizable.Infact,ifeitherthesourceorthepurposeareobvious,theattempttoinfluenceisnotpropaganda;itisplainadvertising!

Remember,also,thatyouhavebeengiventhreeimportantfact-findingdepartmentsofthemind,namely:(1)thepowerofwill,(2)thefacultyofreason,and(3)thefacultyofconscience.Thesedepartmentsofthemindbecomestrongandreliableonlythroughdiscipline,training,anduse.Givethemachancetopassoneverythingyouwishtoacceptasfacts.Formthehabitofrelyingupontheirdecisions.Ifyoufailtodothis,youmayneverbeanaccuratethinker.

Beverycarefulaboutacceptingasfactsanythingthatoriginatesinthesethreeareasofthemind:(1)thefivesenses,(2)theemotions,and(3)thememory.Allthreeofthesesourcesarefaulty,andtheyrequirethestrictestofself-disciplinebeforetheybecomedependable.Anypracticalpsychologistcandeceiveyouthroughallfiveofyourphysicalsenses,andyouaredoubtlesslydeceiving

yourselfthroughthesesenses,almostdaily.Forexample,ifyoucrossthesecondfingerofeitherhandoverthefirstfinger,andplaceasmallobjectbetweenthetipsofthetwofingerssothatittouchesboth,yoursenseoftouchwilldeceiveyoubeforeyourveryeyes,byregisteringtwoobjectsinsteadofone.Themomentyoutakeyourfingersoutoftheiraccustomedpositions,andtherebyinterferewiththeir“habits,”theyceasetoinformyouaccurately.Similarly,allofthefivesensesmaybedeceived.

Theemotions,likewise,canbeeasilydeceived.Forexample,whenoneissubmittedtofear,throughanysortofanemergencywhichcausestheemotionoffeartobecomestimulated,thatemotionwilldeceivethesenseofsight,orthesenseofsound,orthesenseofsmell,orthesenseoftouch—afactwhichhasbeenestablishedbeyondanyroomfordoubt.Itisinresponsetofalseimpressionsoftheemotions,orthefivesenses,thatmenandwomenbecomehypochondriacs(peoplewhosufferwithimaginaryillness).Thecureinsuchcasesusuallycanbeaffectedonlybythepsychiatrist,orthedoctorwhoisskilledinsuggestivetherapeutics.

Thisdiscussionisintendedtosuggesttoyouthatyoushouldbecautiousinacceptinginformationreceivedfromothers,butverycautiousindeedinacceptingtheinformationyoureceivefromyourself.Itseemsregrettablethatoneshouldbewarnedagainsttheacceptanceofinformationthatoriginatesinhisownmind,butthewarningisjustifiedbythegreatnumberofpeoplewhogodowntofailurebecausetheydeceivethemselvesintheirownthinking.Theartof“kiddingyourself”isadangerousonetouse.

Themindisaqueerpieceofmechanism.Itactsupontheimpulsesofthought,whethertheyaredestructiveorconstructive,accurateorinaccurate,atruthwhichcanbeverifiedbythefactthatthehistoryofhealingisfilledwithcasesofpeoplewhosefaultythinkinghasactuallyproducedthephysicalsymptomsofdiseasewheninrealitytherewasnobasisforthediseaseexceptthatofthought.

Ifone’sdominatingthoughtsarebasedupontheacceptanceofpoverty,thesubconsciousmindproceedstocarryoutthoughtstotheirlogicalconclusion.Themindworksinthesamemannerwhenone’sdominatingthoughtsareofopulenceandplenty.Gaincontrolofyourownmind,forceittofeeduponthoughtsofyourownchoosing,andyouwillthenbeinreality“themasterofyourfate,thecaptainofyoursoul,”asHenleyexpressedthisthoughtinhispoem.

YourThinkingHabitsAretheResultofSocialandPhysicalHeredity

PhysicalHeredityThischapteronorganizedthinkingwouldnotbecompletewithoutabriefdescriptionoftwoimportantlawsofnaturethroughwhicheveryhumanbeingisinfluencedorcontrolled.Oneisknownasthelawofsocialheredityandtheotherasthelawofphysicalheredity.

Throughthelawofphysicalheredityoneacquiresallofone’sphysicaltraits,consistingofthegeneticcharacteristicspasseddownbythegenerationsofone’sancestors.Thislawprovidesuswithaphysicalestatethatispermanentandfixedasfarasthebodyisconcerned,andthereisnothingwecandotochangethehereditaryfactorsofthatestate.However,theCreatorprovidedmanwiththemeansbywhichthephysicalinheritancemay,toanextent,beovercome,guided,controlled,modified,andmadetoservetheindividualaccordingtohisownwaysofthinking,throughwhatisknownasthelawofsocialheredity.

Statedinthesimplestpossibleterms,socialheredityconsistsofenvironmentalinfluences,education,experience,andimpulsesofthoughtproducedbyexternalstimuli—especiallythosereceivedthroughthefollowingsources:

a. Religioustraining.b. Educationaltraining.c. Politicalandeconomictraining.d. Socialintercourseofeverynaturewhatsoever.e. Traditionpassedonfromparentstochildren.f. Business,professional,andoccupationalhabitsandinfluences.

Here,then,arethesixmajorenvironmentswhichinfluencethought,anditistothesesourceswemustturntogetaclearunderstandingofwhywethinkaswedo.Throughtheoperationofthelawofsocialhereditymostpeopleacquiretheirideas,beliefs,opinions,andthinkinghabits.Wemustunderstandthistruthifwearetobecomeaccuratethinkers.Wemustfacethefactthatmostofthatwhichweexpressasourindividualbeliefisbutareflectionofthebelief,orpretendedbelief,ofthosenearestus.Thisissotruethatanypracticalpsychologistcanmakeasurprisinglyaccurateanalysisofthemajorityofpeoplebystudyingtheirdailyassociates,knowing,ashedoes,thatmostpeopleabsorbthethoughthabitsofthosewithwhomtheyassociateclosely.

Childrenarefarmoresusceptibletotheinfluenceofsocialhereditythanareadults,becausetheirmindsareopen,alert,receptive,andnotgenerallytrainedinthenecessityofquestioningtheinfluencesaroundthem.Itisthiswell-known

factwhichaccountsforthestatement,oncemadebytheleaderofacertainreligioussect,thatifheweregivencompletecontrolofanychildfromthetimeofitsbirthuntilitreachedtheageofseven,hecouldsothoroughlyinstillhisreligiousviewsinthechild’smindthatthoseviewscouldneverberemoved.

Notallchildren,ofcourse,arefullysusceptibletosuchcompletecontrolandshapingoftheirmindsonreligion,oranyothersubject,butthemajorityofthemare.Onceinagreatwhileachildisbornwho,forreasonsunknowntoanyone,takespossessionofitsownmindanddoesitsownthinking.Whenthathappenstheworldhasfoundapotentialfreethinker;buttheworldneverhasmanyofthistypeatanygivenperiod.Mostpeopledotheirthinkingatsecondhand,sotospeak,bymerelyreflectingthethoughts,ideas,andbeliefsofthosearoundthem,andthisappliestobothchildrenandadults.

Wehardlyneedtocallattentiontothefactthatthissortofthinkingisnotdependable,andseldomisitaccurate,takingitasawhole.

WeprobablyhavemoreaccuratethinkersintheUnitedStatesthanexistinanyothercountry,regardlessofthepopulationorthenatureofthesystemofliving,andthisforthereasonthattheAmericanwayoflifeprovidesthepeoplewiththegreatestpossibleincentiveforindependentthinking.ContrasttheAmericanwayoflifewiththatexistingincountrieswheretheschools,thechurches,thenewspapers,theradio,andeveryotherpossiblesourceofinfluenceareunderthestrictcontrolandcensorshipofthegovernment!

InacountrylikeRussia,orGermany,forexample,thegovernmentcananddoesliterallyproducearaceofpeoplewhobelievethatwhichthoseincontrolofthegovernmentwishthemtobelieve.Thepeoplecandonothingelse;atleasttheyouthswhocomeundertheinfluenceofthegovernmentpropagandamachinefromthedateoftheirbirthcandonothingelse,becausetheirthinkingismadetoorderforthemandforceduponthem,throughthelawofsocialheredity.Theirthoughtpatternsareforcedonthemthroughtheirschooling,theirreligioustraining,theirreading,andtoalargeextentthroughtheirsocialintercoursewiththemembersoftheirownfamiliesandtheirneighbors.

Ifweplacedalltheleadingcontributinginfluencesofsocialheredityunderthecontrolanddirectionofoneman,hereintheUnitedStates,thatmancouldmoldthemindsofyouthssothatinonegenerationhecouldenforceuponthemanyidea,belief,orpurposehechose.Hereisthegreatestofalltheevilsofaone-mangovernment.Itproducesanationofone-manthinkers,destroystheprivilegeofindependentthoughtandpersonalinitiative,andmakesthepeoplesubmissiveandwillingtoacceptwhateverlivingconditionsareimposeduponthem.

Ifthereisonetragedygreaterthanallothersthatcanovertakeanindividual,itisthatofbeingrobbedatbirthofhisGod-givenrighttotakepossessionofhisownmindanduseitinhisownway.Theveryfactthatmanwassocreatedthathehascontroloverbutonething,andthatonethingistherighttodirecthisownthoughts,clearlysignifiestheCreator’spurposeandplantogivemankindfreedomthroughself-effort.ItisnotlikelythattheCreatoreverintendedthatanyhumanbeingshouldbeenslavedbyanyone,bybeingdeprivedofhisprivilegeofthinkinghisownthoughts.Theideaofusingthelawofsocialhereditytodeprivepeopleoftheprivilegeofdoingtheirownthinkingispurelyaman-madeidea,anditisoneofthemosttragicabusesofnaturallawknowntocivilization.

OneofthegreatestblessingsoftheAmericanwayoflifeconsistsinthemarvelouspublicschoolsystemwhich,becauseofitsdecentralization,makesitwell-nighimpossibleforonemanoronegroupofmentofixanyideapermanentlyinthemindsoftheyouthsofAmericabythecontroloftheschoolsystem.Inourcountrythepublicschoolsareunderthecontroloflocalcitizensineachschoolcommunity,andbeitsaidtotheireverlastingcreditthatforthemostpartthemenandwomenontheboardsofeducation,theschoolsuperintendents,theprincipals,andtheteachersareAmericancitizenswhosecharacter,integrity,loyaltytocountry,andjudgmentareofthehighestorder.

UnderourschoolsystemtheyouthsaretaughttorespecttheflagoftheUnitedStates,butthatisabouttheextentofanysingleideathatisimposedupontheyouthsofalltheschoolsasawhole,andeventhatisnotforceduponthem;itistaughtthembymethodswhichpermitthemtousetheirownfacultyofreason.

IntheUnitedStatesallthemajorsourcesofthoughtinspiration,suchasthenewspapers,radio,schools,andbooks,aresomanagedthateveryindividualmayacceptorrejectanyideathatispassedonthroughthesesources.Thereforewehaveeveryopportunityinthiscountrytobecomeuntrammeledthinkers,touseourmindsastheCreatorintendedweshouldbepermittedtousethem.

Ifaperson’sthinkingisfaultyinthiscountry,thefaultisoftheman’sownmaking,andnotimposeduponhimbyanysystemdesignedtopervertthelawofsocialhereditytounworthyends,asisdoneinmanyothercountries.

Despitethegreatadvantagesofoursystemwhichencouragesindependentthought,thefactstillremainsthatthemajorityofourpeopleneglecttheirprivilegeofthinkingforthemselves,andbecomethevictims,toalargedegree,ofthefaultythinkingofthosenearestthem.Thisisdue,toalargeextent,tothelackofunderstandingofthefactorsofsocialheredity.Withallthemanyadvantagesofourpublicschoolsystem,ithasfailedtoprovidetheyouthsofAmericawithaclearunderstandingoftheprocessofsoundthinking,andithastaughtthemtoolittleoftheinfluencesofsocialheredity,orthemediawhich

taughtthemtoolittleoftheinfluencesofsocialheredity,orthemediawhichinspiremostoftheirthinking.Thisobviousweaknesshasmadeitseemnecessaryformetoexplainthelawofsocialheredityasanessentialpartofthephilosophyofindividualachievement,asnoonemaybecomeself-determiningwithoutaclearunderstandingofthesourcesofhisownthoughts.

HowWeAcquire“Opinions”ThroughtheInfluenceofSocialHeredity

Most“opinions”arenotonlyvalueless,buttheyaredangerouswhentheyarenotbasedonsoundpremises!Letushavealookatthesourcesfromwhichmanyopinionscome.

Mostpoliticalalliancesarebaseduponimpressionsonegetsfromassociationwithrelativesandfriends,duringyouth.ThelateBobTaylor(formerlygovernorofTennessee)oncebroughthometoayoungman,inadramaticmanner,thesourcefromwhichhederivedhispoliticalviewpoint.“Why,”askedGovernorTaylor,“areyousuchaconfirmedDemocrat?”Quickasaflashoflightningtheyoungmanreplied,saying,“IamaDemocratbecauseIliveinTennesseeandmyfatherandmygrandfatherwereDemocrats.That’swhy!”“Well,”chuckledthejoculargovernor,“wouldn’tyoubeinabadfixifyourfatherandyourgrandfatherhadbeenhorsethieves?”

Itisdoubtfulwhetheronepersonoutofeverythousandwhoisalliedwitheitherofthetwomajorpoliticalpartiesofthiscountrycouldintelligentlydescribethedifferencebetweenthetwoparties.Yetmostpeoplehaveverystrongconvictionsthatthepoliticalpartytowhichtheybelongistheonlypartyworthyoftheirsupport.Thosewhocouldexplainthedifferencesbetweenthesetwopartiesprobablycouldnotgiveasatisfactoryreasonwhytheybelongtotheirchosenparty,norwouldtheysuspectthattheiralliancemaybetheresultoftheinfluencestowhichtheyhavebeensubmittedsincechildhood,ratherthansoundreasoningastotherelativemeritsofthetwoparties.

Inreligiononewouldfindthesamesortofcondition.WesuspectthatthereareonlyafewchurchmembersofanydenominationwhocouldclearlydefinethedifferencebetweenthevariousreligiousdenominationsoftheUnitedStates,anditmaybenogreatexaggerationtosaythatthemajorityofthosewhobelongtochurchescouldnotdescribe,accurately,thereligioustenetsoftheirownchurch,letalonethoseofotherchurches.Yettheyhavestrongconvictionsthattheirchurchisthepreferredone,littlerealizingthattheir“opinions”aretheresultofsocialheredityandnottheoutcomeofcarefullythought-outreligious

resultofsocialheredityandnottheoutcomeofcarefullythought-outreligiousconvictions.

Mostpeopleformthehabitofembracingthebeliefsofthosewithwhomtheyassociatemostcloselywithoutregardtothesoundnessoftheirbeliefs.ThemannerinwhichpeoplecomebytheirbeliefswasaptlydefinedinfourlinesbyAlexanderPope,whodescribedhowonedevelopscriminaltendencies,viz.:

Viceisamonsterofsofrightfulamien,As,tobehated,needsbuttobeseen;Yetseentoooft,familiarwithherface,Wefirstendure,thenpity,thenembrace.

Andthatistrueofanyideaweembrace.Atfirstwemaynotaccepttheidea,butcloseassociationwithitgraduallyinfluencesustoendureit,thentoembraceitasourown,oftenforgettingtheactualsourcefromwhenceitcame.

Themindabsorbsanyideatowhichitisrepeatedlysubmitted,whethertheideabesoundorunsound,rightorwrong,andexperiencedcriminologiststellusthatnearlyallyouthswhodevelopbadhabitsdosobecauseofcloseassociationwithotheryouthsoradultswhosettheexample.

Thedrinkinghabit,forexample,becamepopularduringtheProhibitionera,whenthesneakingofadrinkfrombehindlockeddoorswaslookeduponasanactof“smartness.”PeoplewhonevertookadrinkofintoxicatingliquorpriortothedaysofProhibitiondevelopedthehabitbecause“everybodywasdoingit.”

Inalikemannerthecigarettehabitbecamethe“nationalpastime”foryouthsandadultsalike.Wehaveneveryetheardofanyonebeginningthehabitwithouthavingtocultivateatasteforcigarettes,whichshowsclearlythatthehabitisnottheresultofanaturallikingforcigarettes,butitistheresultofthecommontendencyofpeopletoimitatethethingstheyseeothersdoing,andthisappliestothinkingthesameastoallotherhabits.

Itistherarestsortofexperiencetofindanyperson,anywhere,atanytime,wholiveshisownlife,thinkshisownthoughts,developshisownhabits,andmakeseventheslightestattempttobehimself!Takealookatthosewhomyouknowbest,studythemcarefully,andbeconvincedofthistruth.Mostpeopletrailalong,acceptingandactingonthethoughtsofothers,verymuchinthesamemannerthatsheeptrailalongafteroneanother,overestablishedpathsinthepasturefields.Onceinagreatwhilesomeonewillpullawayfromthecrowd,blazehisowntrailofthought,formhisownhabits,thinkhisownthoughts,andbehimself,andwhenyoufindsuchaperson,behold!youareface-to-facewithathinker.

Inbusiness,intheprofessions,inartandmusicandthetrades,wefindthe

Inbusiness,intheprofessions,inartandmusicandthetrades,wefindthemajorityofpeopletrailingalongafterthosewhohavegonebeforethem,makingnottheslightestattempttobeoriginal,ortothinkforthemselves.Thelegalprofession,forexample,islargelyinfluencedbyprecedent.Theyaresodependentuponprecedentthatjudgesrender“opinions”onthebasisofwhatsomejudgebeforethemhasdecided,andonsuchopinionsarethemeritsoflegalcasesadjudicated.Thedoctorsarealmostasdefinitelyboundbyprecedentasarethelawyers,bothofwhichstatementsarereadilyadmittedbyphysiciansandlawyers.

Themanwhosaidthat“halfofthatwhichwebelieveisnottrue”statedthetruthverymodestly.Hemightwellhaveincreasedthepercentage,insomeinstancestowherehemighthavesaid,“Mostthatwebelieveispartlyuntrue,”withoutbeingveryfarwrong.

Itisarareexperiencetofindamanwhodoesnotmakethemistakeofbelievingthatbecausesomestatementappearsinthenewspapersitistrue,andtherearepeoplewhoacceptastruththestoriesthatappearinbooks,solelyonthebasisoftheantiquityofthebooks!

Itwouldbedifficulttofindapersonwhodoesnothavean“opinion”onewayoranotheronEinstein’stheoryofrelativity,althoughifyouaskedmostofthemtoexplainthetheory,theywouldnotbeabletodoso.

Anotherweaknessofmostpeopleisthecommonhabitofunbelief!WhentheWrightbrothersannouncedthattheyhadbuiltamachinethatcouldbeflownthroughtheair,andaskedthenewspaperreporterstocomeouttotheirflyinggroundandseeforthemselves,thenewspapermenweresoskepticalthattheyrefusedtogo.Theideaofaflyingmachinewasnew;thereforenoonebelievedinitexceptthetwomenwhohadcreatedthemachine.“Contemptpriortoexamination,”asonephilosopherexpressedit,isacommonfaultinallthinking.

WhenMarconiannouncedthathecouldsendamessagethroughtheether,withouttheuseofwires,hisownrelativesbecamesoalarmedthattheyhadhimexaminedbyaspecialist,believinghehadactuallylosthisreason.Noonehadeversentamessageinthatmannerbefore;therefore,thepseudo-thinkers“reasoned”itcouldnotbedone.Asimilarexperiencehasbeenthepartofeverymanwhohascreatedsomethingentirelynew.

Peoplesimplymusthave“precedents”bywhichtogoverntheirthinking.Itneverseemstooccurtothemtoexaminethefactsandgetfirsthandinformation.ThosewhodoaretheThomasA.Edisons,theHenryFords,theAlexanderGrahamBells,andtheotherexceptionswhohavebeenthepioneersandtheadvanceguardofhumanprogress;thinkers,all!

ControlledHabit,theBasisofOrganizedThinkingNowletuscombinethetwoimportantprinciplesofhabitandofsocialheredityandseewhattheywillreveal.Thelawwhichforcesuponeverylivingthingthedominatinginfluencesoftheenvironmentinwhichitlivesisanaturallaw,anditisdifficulttochange.Thislawworksthroughwhatwecall“socialheredity”—influenceswederivefromsocialrelationships.Itisdifficulttochange.However,itcanbeusedtogreatadvantagebycombiningwithittheprincipleofcontrolledhabit!Andletusrememberthathabitissomethingwecancontrol.

Here,then,beginsthestoryoforganizedthinkingwhichIwishtopresentintermssosimplethatanychildwhocanreadcanunderstand.Readslowlyandthinkasyouread,forIamhereapproachingtheanalysisofoneofthegreatestofmiracles—themiracleofcreativethought—throughwhichonemaytranslatetheimpulsesofthoughtintotheirphysicalorfinancialorspiritualequivalents.

Ifthereisoneportionofthisphilosophywhichismoreprofoundthananyother,itisthisportionwhichIamnowpresenting,forweareheredealingwiththerealpowerbehindhumanachievements;thepowerthatisresponsible(throughitsmisuse)formuchhumanmisery;thepowerthatbringssuccessorfailure,accordingtothewayitisapplied.

InasmuchasIampresentingawordpictureofanintangiblepower,letmeuseawell-knownsimilethroughwhichtoconveythispicture.Letusassumethatweareactuallytakingaphysicalpictureofthepowerofthought,usingthemindasthesensitiveplateofthecameraandcontrolledhabitasthelens,throughwhichanydesiredobjectmaybephotographed.

Theplateofthecamerawillregisteranyobjectreflecteduponitthroughthelens.Itdoesnotpickandchoose,butregisterseverythingthatiscastuponit,whethergoodorbad.Tomakeaclearpicture,thelensmustbeproperlyfocusedandtheobjecttobephotographedmustbefloodedwiththeproperamountoflight,allofwhichdependsupontheskillofthepersonoperatingthecamera.

Thus,theoperatorworksthroughcontrolledhabit!Hedoesnotregisterthepictureontheplateofthecamera;thelightandthechemicalsonthesurfaceofthe“sensitized”platedotheregistering;buttheoperatordoeschoosetheobjecttobephotographed.Hetimestheexposuresoastogiveittheproperamountoflight,andhefocusesthelenssoitwillpickuptheproperdetailsoftheobjecttobephotographed.Thepicturehegetswillbeinexactproportiontohisskillincontrollingallthesefactors.Hemayalsochoosetheobjectwhichhephotographs.

Nowletmeshiftthescenefromthecameratothehumanbrainandseehowperfectlythetworesembleoneanotherinthemanneroftheiroperation.Theindividualchoosesthesubjecthewishestoregisterinthecellsofhisbrain,thebrainservingastheplateofthecamera.HecallsthesubjectchosenaDefiniteMajorPurpose.Hewantsthebraintopickupaclearpictureoftheobjectofthatpurpose,registerit,andturnitovertohissubconsciousmindfortranslationintoitsphysicalreality.Thereforeheproceeds,throughtheprincipleofcontrolledhabit,toplaceinhisconsciousmindapictureofthatwhichhewants.Daybydayhere-createsthatpicture(throughcontrolledhabit),recognizing,astheskilledthinkerdoes,thatthementalimpulseofthoughtthroughwhichheispaintingthepictureinhisbrainmustbegiventherightamountoftime(throughrepeatedexposures)toregister,anditmustalsobeaccompaniedbytheproperproportionof“light”(emotionalfeeling)toenablethebraintopickupaclearoutlineofthethought.

Inthisprocessofpaintinginthebrainaclearpictureofapurposeonedesirestoachieve,oneeitherconsciouslyorunconsciouslyusesthe“mechanism”ofthebrain,asdescribedinChartNumber2.Thereforeletusturnbacktothatchartandretracethestepsonemusttake.

Firststep:TheadoptionofaDefiniteMajorPurpose.Secondstep:Thecreationofapracticalplanforattainingthepurpose.Thirdstep:AMasterMindalliancewithotherswhoseexperience,education,skill,andinfluencemaybeneeded.Fourthstep:Immediateactionincarryingouttheplanadopted.

Observethatallfourstepsarewellwithinthepossibilityofeasycontrolofanyone,butnothingwillhappenunlessallfourstepsaretakenandpersistentlycarriedouttotheirlogicalconclusion.Thiscallsforcontrolledhabit!Itcallsforconstantapplicationofthenecessaryhabitsuntiltheobjectdesiredhasbeenattained.

Here,then,enterstheeffectofcontrolledhabituponsocialheredity.Afteronevoluntarilyproceedstocarryoutone’splans,intheattainmentofone’sDefiniteMajorPurpose,thelawofsocialheredityfixesone’sactionsintheformofpermanenthabits;bothphysicalhabitsandhabitsofthought;however,soonaftercontrolledhabitisused,thesubconscioussectionofthemindtakesoverthecontrolledhabitandcarriesitouttoitslogicalconclusionbywhateverpracticalmeansavailable.

Thisdoesnotmean,however,thatthejobshouldbeleftentirelytothesubconsciousmind.Theindividualmustproceedonhisownaccount,justasif

subconsciousmind.Theindividualmustproceedonhisownaccount,justasifheexpectednohelpfromhissubconsciousmind.Whatthesubconsciousmindactuallydoesisthis:Itinspiresone(throughthefacultyofimagination)withideas,plans,andwaysandmeansofattainingtheobjectofhispurpose,andthatisallthatneedbeexpectedofit.

Intakingthefourstepsheredescribed,onemustmakeuseofalltheprinciplesofthisphilosophyoutlinedinChartNumber2,allofwhichconstituteapartofthatwhichwecallcontrolledhabit.Theseprincipleswillnotworkmerelybyone’shavingreadandunderstoodthem.Theymustbeputintoaction!Theactionmustbepersistedinuntilitbecomesfixedhabit.Iamrepeatingthisinmanydifferentwaysbecausetooverlookitwillmeandefeat.Thus,yourowncontrolledhabitmaysupplantthehabitswhichenvironmenthadoriginallysuggested.

Organizedthinkingconsistsofpersistentactioninapplyinganycombinationoftheprinciplesofthisphilosophy.Withoutactiontherewillbenocontrolledhabits.Withoutcontrolledhabitstherewillbenodependableregistrationinthebrainofthepictureofthatwhichonedesires.Thereforetherewillbenothingwhichthesubconsciousmindcantakeoverandactupon.

NowletusturntoChartNumber3andstudythesourcesofpowerandthefacultiesofthemindwhichareinvolvedintakingthefourstepsIhavedescribed.

ThesourceofallpowerofthoughtisInfiniteIntelligence,shownatthetopofthechart.Thisintelligencecannotbedirectlyappropriatedbythebrainofman(forreasonswithwhichnooneisfamiliar).ThereforetheCreatorhasprovidedmanwithaconnectinglinkbetweenInfiniteIntelligenceandthebrain,knownasthesubconscioussectionofthemind.Thesubconsciousmindservesasa“mixingchamber”inwhichthedesiresofmanaregiventhecreativepowernecessarytoenablehimtoconvertthemintoanyformsofphysicalequivalentshechooses.

Nextonthechartisthefacultyofwillpower.Thisisunderone’scontrol,anditisthemajortoolwithwhichcontrolledhabitsareformed.(Ifonedoesnotformone’sownhabits,bythepowerofone’swill,“tramp”habitswilltakepossessionofthemind,corresponding,precisely,tothenatureofone’senvironmentalinfluences.Thesestrayhabitsareformedthroughthelawofsocialheredity.)

Thefacultyofthewillisthe“boss”ofallotherdepartmentsofthemind.Itcanmakehabitsanditcanunmakethem.Itcanchooseaimsandpurposes,anditcanchangethem.Itcancountermandanydesireoftheemotions,andsetasideanydecisionofthefacultyofreason.Itcanevensetasideanydecisionoftheconscience.

conscience.Thefacultyofthewillisthetoolwithwhichonepaintsaclearpictureofthat

whichonedesires,anditdoesthisbypresentingthatpictureintheconsciousmindrepeatedly.Thisrepetitionofdesireorpurpose,followedbyappropriateactionincarryingoutthedesireorpurpose,isthemethodbywhichcontrolledhabitisformed.

Ifthefacultyofthewillissufficientlydetermined(asitiswhenone’sDefiniteMajorPurposeisanobsession),itcananditdoescallintoactioneveryotherregionofthemind.Itcommandstheemotionstogointoactionandtheycomply.Itheedsthefacultyofreason,orrefusestodoso.Itdirectsthefacultyoftheimaginationtoworkoutwaysandmeansofattainingdesiredends,andthatfacultygoestowork.Itdigsdeeplyintothestorehouseofthememoryandbringsoutsuchmaterials(knowledge,experience,etc.)asareavailablethere.ItspursthesubconscioussectionofthemindintoactionandcausesittocallinagreaterflowofInfiniteIntelligence.

Itsimulatesthe“sixthsense”andputstheprincipleofintuitionintooperation.But,rememberalwaysthatitdoesthesethingsonlywhenbackedandinspiredbyastrongdesire,oranobsessionalmotive,intheformofaDefinitePurpose.

Thestartingpointofcontrolledhabit,therefore,isdefinitenessofpurpose.Ifthatpurposeisobsessional,inproportionitispickedupimmediatelybythefacultyofthewill.Ifthepurposeisvague,orlackinginemotionaldesire,thefacultyofthewillwillhavenopartofit,andnothingwillhappen.

Itmightbesaid,therefore,thattheemotionsserveasamediumforbuildingafireunderthefacultyofthewill,tostartitintoaction.Organizedthoughtisamixtureofthepowerofwillandthepoweroftheemotions,properlybalancedanddirectedtotheattainmentofdefiniteends.Disorganizedthoughtisthatwhichisinspiredbytheemotions,withoutthemodifyinginfluenceofthewill—thatis,emotionwithoutcontrol.Thatsortofthoughtiswithoutvalue.Itmaybe,anditusuallyis,verydangerous.Italwaysisdangerousifitisnotmodifiedbythefacultyofreason.Thefacultyofwillpoweristhemediumthatmaybeusedtobalancetherelationshipbetweentheemotionsandthefacultyofreason.

HowHabitsAreFormedHabitsareformedintwoways.Oneisbyvoluntaryrepetitionofanydesiredthoughtoraction,usingthewillpower,ifnecessary,toenforcetherepetition.Mostvoluntaryhabits,however,growoutoftherepeatedexpressionofadesirebasedonadefinitemotive.Motiveisthegreatestofallthemediaforthe

basedonadefinitemotive.Motiveisthegreatestofallthemediafortheformationofhabits.

Theothertypeofhabitisinvoluntary.Itdevelops,throughthelawofsocialheredity,fromone’senvironmentalinfluences.Suchhabitsarenotcontrolled.Suchhabitsfollowthelineofleastresistance.Theyleadtoprocrastination,indifference,andindefiniteness,endingfinallyinforcingtheindividualintowhatiscommonlycalleda“rut.”Letitberememberedthatthelawofsocialheredityisalwaysandeverywhereinoperation;thatitdirectsmen’sthoughtsandactionhabits.

Afteranyhabithasbeenwellestablishedbyrepetitionofthoughtorphysicalaction,itautomaticallyexpressesitselfthroughphysicalactivityappropriatetoitsnature.Attentionshouldbegiventocontrollingthehabitsofthoughtsinceallthoughthabitsreflectthemselves,inonewayoranother,throughphysicalaction.Allphysicalaction,therefore,beginsintheformofathought.Tocontrolphysicalactiononehasonlytocontrolthoughts.Thepresenceofanythoughtinthemindhasatendencytosetupanappropriatephysicalactioninsomeportionofthebody.

Ihaveemphasizedtheimportanceofvoluntary,controlledactionofboththephysicalbodyandthemind.Whileitistruethatthemerepresenceofanythoughtinthemindhasatendencytosetupanappropriatephysicalactioninthebody,itisatendencyonly.Successfulpeoplecannotwaiton“tendencies.”Theymustadoptandapplydependablerulesthatbringdesiredresults,andbringthemwhenandwheretheyareneeded.Therefore,anyhabitonewishestodevelopshouldbevoluntarilybegunandrepeatedindefinitely,untilitbecomesautomaticinitsfunctioning.Thereisnootherwayofdevelopingdesirablehabits.Habitsofanyothernaturearenotcontrolled,butontheotherhandtheycontroltheindividual,leadinghimtomisery,poverty,andfailuremoreoftenthantosuccess.

Themethodbywhichhabitsareformedmaybecomparedwiththemethodbywhicha“rut”iscutinadirtroadbythewheelsofawagon.Onetimeovertheroadmakesaslightindentureinthedirt.Asecondtripmakesadeeperindenture,andsoon,untilfinallythe“rut”becomessodeepthatwhenoncethewheelsfallintoittheyareguidedbyit.Finally,ifunattended,the“rut”becomesasmallgulleysogreatastoimpedeprogressentirely.

Themindworksinpreciselythesamemanner.Onethoughtofagivensubjectmakesonlyaslightimpressiononthebrain.Arepetitionofthatthoughtmakesadeeperimpression,andmanyrepetitionsmaketheimpressionsodeepthatit,too,becomesa“mentalrut”intowhichthe“wheels”ofthoughtfallandoperate

automatically.Ifthegulleyisnotstopped,itwillintimebecomesoseriousthatitwilldemoralizethought.

ÉmileCouéhadthisprincipleofthoughthabitinmindwhenheadmonishedhisfollowerstorepeat,manytimesdaily,hisfamoushealthandsuccessformula,“DaybydayineverywayIambecomingbetterandbetter.”Tothepersonunfamiliarwiththemannerinwhichthoughthabitsareformed,suchaformulamightseemuseless;butnotsowiththepersonwhounderstandshowthepowerofthoughtoperates.

Youwillknowwhenahabithasbeenproperlyestablishedbyyourownstateofmindandbytheresultsyougetfromit.Whenthehabithasbeenproperlydevelopedyouwillexperienceafeelingofcontinuousenthusiasminconnectionwithyourplans.Thisenthusiasmwilldriveyouduringyoureveryconsciousmoment.Itwillevencontinuedrivingyou,throughyoursubconsciousmind,whileyousleep,andyouneednotbesurprisedwhenyoursubconsciousmindawakensyoufromsleep,withsomeideaorplanusefulincarryingouttheobjectofyourDefiniteMajorPurpose.Workwillnolongerbeadrudge;itwillbeapleasureinwhichyouwillengageaseagerlyasyoueatyourmealswhenhungry.Moreover,thingswillbegintohappenoutsideyourownmindthatwillgiveyoucourage.Peoplewillbegintocooperatewithyouinaspiritofenthusiasm.Unexpectedopportunitiesforthepromotionofyourpersonalinterestsandplanswillspringupallaroundyou.Yourimaginationwillbecomekeenerandmoreactive.Youcanworklonghourswithoutbecomingfatigued.Youwillexperiencebetterhealththanyoueverhadbefore.Graduallythedarkglassesofdespairyouhavebeenwearingwillchangetheircolorandyouwillseethewholeworldaroundyouthroughcrystal-clearglassesofhopeandfaith,foryouwillhavechangedtheentirevibrationofyourbeing,andwiththischangewillcomeanimprovementinyourfinancial,social,andoccupationalstatus.

Thisisnoidlepromise!Iknowitwillberealizedbyyou,ifyoufollowinstructions,becauseithashappenedtothousandsofotherstudentsofthisphilosophy.Defeatmayovertakeyou,asitovertakeseveryone;butyouwilluseitasachallengetogreatereffort,becauseyouwillhavediscoveredthatorganizedthoughtisanirresistibleforcecapableofmakingstepping-stonesoutofstumblingblocks.

How,mayIask,couldanyonebepermanentlydefeatedwhohasacquiredtheabilitytotransmuteeveryemotion,everyfeeling,everyfear,andeveryworryintoaconstructivepositivedrivingforcefortheattainmentofdefiniteends?Andthisispreciselywhatorganizedthoughtenablesonetodo.

EVERYstudentofthisphilosophyshouldhavethewordACTIONburnedintohisconsciousness,foritisoneofthekeywordsoftheentirephilosophy.

—ANDREWCARNEGIE

T

AndrewCarnegie’sViewsonOrganizedThinking

HISINTERVIEWTOOKplaceinMr.Carnegie’sprivatestudy,morethanthirtyyearsago,whilethegreatsteelmasterwascoachinghisprotégé,Napoleon

Hill,inpreparationfortheorganizationofthePhilosophyofAmericanAchievement.

HILL:Youhaveexplainedthatanimportantprincipleofindividualachievementis

OrganizedThought.Youhavestated,also,thatnoonemaybesureofsuccesswithouttheabilitytoorganizehisthinkinghabits.Therefore,willyougoahead,Mr.Carnegie,andexplainthemeaningoftheterm“organizedthought”?Ihaveageneralideawhatitmeans,butIwouldliketohaveadetailedstatementofitsmeaning—alsoaclearunderstandingofhowthisprincipleisappliedinthepracticalaffairsoflife.

CARNEGIE:Beforediscussingtheorganizationofthought,letusexaminethoughtitself.

Whatisthought?Withwhatdowethink?Isthoughtsubjecttoindividualcontrol?

Thoughtisaformofenergythatisdistributedthroughthebrain,butithasonepeculiarqualityunknowninconnectionwithallotherformsofenergy;ithasintelligence!

Thoughtcanbecontrolledanddirectedtowardtheattainmentofanythingmanmaydesire.Infactthoughtistheonlythingoverwhichanypersonhascomplete,unchallengedcontrol.Thesystemofcontrolissocompletethatnoonemaypenetratethemindofanotherwithouthisconsent,althoughthissystemofprotectionoftenissolooselyguardedthatone’smindmaybeenteredatwillbyanypersonskilledintheartofthoughtinterpretation.Manypeoplenotonlyleavetheirmindswideopenforotherstoenterandinterprettheirthoughts,buttheyvoluntarilydisclosethenatureoftheirthoughtsbyunguardedexpressionsofspeechandtheirpersonalconduct,theirfacialexpression,andthelike.

HILL:Isitsafeforonetoleavehismindopentofreeentrybyothers?CARNEGIE:Justaboutassafeasleavingthedoortoone’shouseunlocked,withallof

Justaboutassafeasleavingthedoortoone’shouseunlocked,withallofone’svaluablesleftinsidethehouse,exceptthatthelossofpurelymaterialthingsisasnothingcomparedwiththelossonemaysufferbyleavinghismindopentoentrybyanystraytrampwhomaywishtogoinandtakepossession.

Yousee,thehabitofleavingone’smindopenandunguardednotonlypermitsotherpeopletoenterandbecomefamiliarwithone’smostprivatethoughts,butthishabitpermitsallsortsof“tramp”thoughts,releasedfromthemindsofothers,toenterone’smind.

HILL:Youbelieve,then,thatthoughtsdopassfromonemindtoanother.CARNEGIE:Yes,one’smindisbeingconstantlybombardedwiththeimpulsesofthought

releasedfromthemindsofothers—especiallythosewithwhomwecomeintoclosecontactdaily.Onenegative-mindedworkman,iflefttoassociatewithotherworkmen,willpassonhisnegativethoughtstoeveryotherpersonwithintherangeofhisinfluence,althoughheneverspeaksawordormakesasinglemoveindicatinghisstateofmind.IhaveseenthisverythinghappensooftenthatIcouldnotbemistakenaboutit.

HILL:Andthatiswhyyouemphasize,sostrongly,thenecessityofharmony

betweenmenassociatedinaMasterMindalliance?CARNEGIE:ThatisoneofthemajorreasonswhyIhaveemphasizedtheimportanceof

harmony.The“chemistry”ofthebrainissuchthatthemindpowerofagroupofmencanbeorganizedsoitfunctionsasoneunitofpoweronlywhenthereisperfectrapportbetweenthemindsoftheindividuals.

HILL:Oneoftheimportantsteps,inorganizedthought,seemstobethatofthe

MasterMindalliance,throughwhichmenpooltheirmindpower,theirexperience,education,andknowledge,andmoveinresponsetoacommonmotive.Isthistherightidea,Mr.Carnegie?

CARNEGIE:Youhavestatedthematterperfectly.YoumighthavesaidthattheMaster

Mindallianceisthemostimportantsteponemaytakeinconnectionwithorganizedthought,forthatistrue.Butorganizedthoughtbeginswiththeorganizationoftheindividual’sthinkinghabits.TobecomeaneffectivememberofaMasterMindallianceanindividualmustfirstformdefinite,controlledhabitsofthought!AgroupofmenworkingtogetherundertheMasterMindprinciple,eachofwhomhassodisciplinedhimselfthathecontrolshisthoughthabits,representsorganizedthoughtofthehighestorder.Asamatteroffact

habits,representsorganizedthoughtofthehighestorder.AsamatteroffacttherenevercanbefullassuranceofharmonyinaMasterMindgroupunlesseachmemberofthegroupissoself-disciplinedthathecancontrolhisownthoughts.

HILL:DoIunderstandyoutosaythatanindividualmayactuallydisciplinehimself

sothathecontrolsthenatureofhisthoughts?CARNEGIE:Yes,thatistrue,butrememberthatonegainscontroloverhisthoughtsby

formingdefinitethoughthabits.Youknow,ofcourse,thatwhenhabitsareonceformedtheyfunctionautomatically,withoutanyvoluntaryeffortontheindividual’spart.

HILL:ButMr.Carnegie,isn’titverydifficultforonetoforcehismindtofunction

throughdefinitehabits?Howmayonegoaboutthissortofself-discipline?CARNEGIE:No,thereisnothingdifficultabouttheformationofhabits.Asamatteroffact

themindisconstantlyformingthoughthabitswithouttheconsciousknowledgeoftheindividual,responding,astheminddoes,toeveryinfluencethatreachesitfromone’sdailyenvironment.Throughself-disciplineonemayswitchtheactionofhismindfromresponsestothecasualinfluencesaroundhimtosubjectsofhisownchoiceinstead.Thisisaccomplishedbysettingupinthemindadefinitemotive,basedonadefinitepurpose,andintensifyingthatpurposeuntilitbecomesanobsession.

Statingthematterdifferently,onemayfillhismindwithadefinitepurposethatissointerestingitleaveshimnotimeoropportunitytodwelluponothersubjects.Inthismannerheformsdefinitethoughthabits.Themindrespondstowhateverstimulionefeedsit.Whenamanisdrivenbyastrongdesiretoachievesuccessinanygivendirection,hismindrespondstothatdesireandformsdefinitethoughthabitsconnectedwiththeattainmentofthatdesire.

HILL:Thenorganizedthoughtbeginswithdefinitenessofpurpose?CARNEGIE:Everythingmanachievesbeginswithdefinitenessofpurpose.Nameasingle

instance,ifyoucan,whereamanhasachievedanyformofsuccesswithoutadefinitemotive,basedonadefinitepurpose,carriedoutthroughadefiniteplan.But,youmustrememberthatthereisonemorefactorthatmustbeconsideredinconnectionwithdefinitenessofpurpose.Thepurposemustbeexpressedintermsofintenseaction.Hereiswherethepoweroftheemotionsgivesanaccountof

itself.Theemotionalfeelingofdesirefortheattainmentofadefinitepurposeisthepowerthatgiveslifeandactiontothatpurpose,andinfluencesonetomoveonhisowninitiative.Toensuresatisfactoryresults,one’sdefinitepurposeshouldbegivenobsessionalproportions.Itshouldbebackedbyaburningdesireforitsattainment.Desiresofthissorttakefullpossessionofone’smindandkeepitsofullyoccupiedthatithasnoinclinationoropportunitytoentertainstraythoughtsreleasedbythemindsofothers.

HILL:IbelieveIseewhatyoumean.Forexample,ayoungmanwhoisinlovehas

nodifficultyinkeepinghismindontheobjectofhislove,andnotinfrequentlydoeshismindworkoutwaysandmeansofinducingaresponsetohisaffections,fromthewomanofhischoice.Inthissortofcircumstanceonehasnodifficultyinformingcontrolledthoughthabits.

CARNEGIE:Yourillustrationisperfect!Nowswitchitovertosomeothersortofpurpose

such,forexample,asthedevelopmentofabusiness,oraprofession,ortheattainmentofadefiniteposition,ortheaccumulationofmoney,andyouwillhaveanideaofhowtheseendsareattained,throughobsessionaldesirefortheirattainment.

HILL:But,Mr.Carnegie,oneusuallycannotputthesamesortofemotionaldesire

intotheattainmentofmaterialthingsthatheexperiencesinhisloveforthewomanofhischoice.

CARNEGIE:No,ofcoursenot;butthereareotheremotionswithwhichhecanstimulate

hisdesireformaterialthings.Studytheninebasicmotivesandyouwillobservethatanysortofadesireisemotionalinitsnature.Thereisthedesireformaterialriches,anditisaratheruniversalandwell-developeddesirewithmostpeople;thedesireforpersonalexpressionleadingtorecognitionandfame;thedesireforself-preservation;andthedesireforfreedomofbodyandmind.Allofone’semotions,including,ofcourse,theemotionoflove,canbeconvertedtotheattainmentofanydesiredend.Thedesirefortheaccumulationofmaterialrichesmay,forexample,becombinedwithone’sloveforthewomanofhischoice,wherethedesireformoneyisassociatedwithone’sdesiretoprovidethewomanofhischoicewiththecomfortsthatmoneywillbuy.Insuchacircumstanceonewouldhaveadoublemotivefortheaccumulationofmoney.

HILL:Oh,yes!Iseewhatyoumean.Asamatteroffactonemightbeinfluencedby

allofthesevenpositivemotives,asadrivingforcebehindone’smajorpurposeinlife,couldhenot?

inlife,couldhenot?CARNEGIE:Yes,bythesevenpositivemotivesand,throughtransmutationofemotion,by

thetwonegativemotivesaswell.Youknow,ofcourse,thatanyemotion,whetherpositiveornegative,maybecomeaninspirationtoactionthatcanbedirectedtotheattainmentofanydesiredend.Themotiveoffear,forexample,oftenservesasapowerfulinspirationtoaction.Tobenefitbyitonehasonlytocontrolhisactionhabits,untilthosehabitsbecomeautomatic.

HILL:Doyoumeanthathabitsfunctionvoluntarily,withoutanyeffortonthepart

ofanindividual?CARNEGIE:Yes,thatisexactlywhatanyhabitdoeswhenitbecomesfixed.HILL:Yousay“whenitbecomesfixed”?Whatfixesahabit?Mustanindividualdo

that,andifso,howdoesheproceedtomakeahabitpermanent?CARNEGIE:Habitsbecomefixedbysomeunknownlawofnaturewhichcausesthe

impulsesofthoughttobetakenoverbythesubconsciousmindandvoluntarilycarriedout.Thislawdoesnotmakehabits.Itonlyfixesthemsotheyoperateautomatically.Theindividualbeginsahabitbyrepeatingathoughtoraphysicalact.Afteratime(dependingupontheemotionalfeelingthatgoesintothethought)one’sthoughthabitsaretakenoverandfollowedvoluntarily.

HILL:Thentheformationofhabitsissomethinganindividualmaycontrol?CARNEGIE:Oh,yes!AndmayIremindyouthatthecontrolofhabitformingisan

importantpartoforganizedthinking?Yousee,anindividualmaysetupanysortofhabitshechooses,gothroughthemforawhile,verymuchinthesamemannerthatonewouldgothroughwithaphysicalculturesittingupexercise,afterwhichthehabitswillbecomeautomaticallyperpetuatedwithouthisconsciousattentiontothem.

HILL:Andyousaythatsomeunknownlawofnaturefixesone’shabitssothey

perpetuatethemselves?CARNEGIE:Yes,thatisanestablishedfact.Itisoneofthemostimportantfactsinthe

entirefieldofmentalphenomena,foritisliterallythemediumbywhichanindividualmaytakepossessionofhisownmind!Themanwhouncoversthe

secretbywhichnaturefixesman’shabitswillhavemadeastupendouscontributiontoscience—agreatercontribution,perhaps,thanthatmadebyNewton,whodiscoveredthelawofgravitation.Perhapswhenthediscoveryismade,ifiteverismade,itwillberevealedthatthelawwhichfixesmen’shabitsandthelawofgravitationarecloselyrelated,ifnotactuallyoneandthesame.

HILL:Yourhypothesisintriguesme,Mr.Carnegie!Couldyouelaborateuponit?Allweknowdefinitelyabouthabitisthefactthatanythoughtorphysicalact

thatisrepeatedtendstobecomeperpetuated,throughsomeforcewhichcarriesonthehabitautomatically.Weknowthathabitscanbechanged,modified,oreliminatedaltogether,bythesimpleprocessofvoluntarilyadoptingopposinghabitsofastrongernature.Forexample,thehabitofprocrastination(ahabitwithwhicheveryoneismoreorlessafflicted)canbemasteredbysettingupdefinitehabitsofpromptinitiative,basedonasufficientlystrongmotivetoensurethenewhabitsadominatinginfluenceintheminduntiltheybecomeautomaticintheiroperation.

Thus,youseethatmotiveandhabitaretwinbrothers!Almosteveryhabitoneadoptsvoluntarilyistheresultofadefinitemotive,orpurpose.Yousee,therefore,thatonemayestablishanyhabithedesires,oreliminateanyundesirablehabit,byapplyingenoughself-disciplinetofixhishabitsuntiltheybecomeautomatic.Ifhabitsarenotfixedvoluntarily,theydevelopwithoutone’sconscioushelp.Itisinthismannerthatmostundesirablehabitsareformed.

HILL:Itisobvious,then,thattheprincipleofself-disciplineisanecessarytoolin

theformationofhabitsonedeliberatelyforms?CARNEGIE:Yes,self-disciplineandorganizedthinkingarealmostsynonymousterms.

Therecanbenoorganizedthinkingwithoutstrictself-discipline,forafterall,organizedthoughtisnothingbutcarefullychosenthought.Thoughthabitscanbeestablishedonlythroughstrictself-discipline.Motive,orobsessionaldesire,makesself-disciplineveryeasy.Itisnotroubleatalltoformthoughthabitsifonehasadefinitemotive,backedbyastrongemotionaldesirefortheattainmentoftheobjectofthemotive

HILL:Doyoumeanthatitiseasyforonetoformthoughthabitsinconnectionwith

subjectsinwhichonehasakeenpersonalinterest?CARNEGIE:That’stheidea,exactly.Theprocrastinatordriftsthroughlife,afailure,

becausehehasnoobsessionalmotivefordoinganythinginparticular.Histhinkingisnotorganizedbecausehehaschosennospecificcallingfororganized

thinkingisnotorganizedbecausehehaschosennospecificcallingfororganizedplanning.

HILL:Mr.Carnegie,willyoubrieflydescribethemajorbenefitsoforganized

thinking,fromtheviewpointofthemanwhowishestomakethebestuseofhistimeandability?

CARNEGIE:Thebenefitsaresonumerousthatitisdifficulttodecidewheretobeginor

wheretostop,butthesearesomeofthemoreobviousadvantagesofthishabit:

a. Organizedthinkingenablesonetobecomethemasterofhisownmind.Thisheaccomplishesbytraininghisfacultyofwilltocontrolhisemotions,turningthemonandoffasoccasionmayrequire.

b. Organizedthinkingforcesonetoworkwithdefinitenessofpurpose,therebyenablinghimtosetupahabitthatprohibitsprocrastination.

c. Itdevelopsthehabitofworkingwithdefiniteplansinsteadofblunderingaheadbythehit-or-missmethod.

d. Itenablesonetostimulatethesubconsciousmindtogreateractionandmorereadyresponse,intheattainmentofdesiredends,insteadofallowingthesubconsciousmindtorespondtothe“tramp”thoughtsanddestructiveinfluencesofone’senvironment.

e. Itdevelopsself-reliance.f. Itgivesonethebenefitoftheknowledge,experience,andeducationof

others,throughthemediumoftheMasterMindalliance,whichisanimportantmediumusedbyallablethinkers.

g. Itenablesonetoconverthiseffortsintogreatermaterialresourcesandlargerincome,sinceanorganizedmindcanproducemorethanonethatisnotorganized.

h. Itdevelopsthehabitofaccurateanalysis,throughwhichonemayfindthesolutiontohisproblemsinsteadofworryingoverthem.

i. Itaidsinmaintainingsoundhealth,becausemindpowerthatisorganizedanddirectedtowardtheattainmentofdesirableendshasnotimetobewastedinconnectionwithself-pityorimaginaryailments.Idlemindstendtodevelopailingbodies.

j. Last,butbynomeansleast,organizedthinkingleadstopeaceofmindandthatformofpermanenthappinesswhichisknownonlytothemanwhokeepshismindfullyoccupied.Noonecanbeeitherhappyorsuccessfulwithoutaplannedprogramfortheuseofhistime.Plannedprogramsarebasedonorganizedthinking.

AsIhavestatedbefore,thebrainissomethinglikearichgardenspotinthatitwillvoluntarilygrowafinecropofweedsifitisnotorganizedandkeptbusygrowingamoredesirablecrop.Theweedsarerepresentedbythestraythoughtsthattakepossessionoftheunorganized,idlemind,astheresultofone’sdailyenvironment.

Studythislistofbenefitscarefullyandyouwillreachtheconclusionthatanyoneofthemofferssufficientrewardtojustifyalltheeffortoneputsintoorganizinghisthinkinghabits.Thesumtotalofallthesebenefitsrepresentsthedifferencebetweensuccessandfailure.Successisalwaystheresultofanorderedlife.Anorderedlifecomesthroughorganizedthinkingandcarefullycontrolledhabits.

HILL:Itakeit,fromwhatyouhavesaid,thatworkandorganizedthinkingare

essentiallyrelated.CARNEGIE:Nothingcantaketheplaceofwork,asapartoforganizedthinking.Yousee,

workisthoughtpowertranslatedintophysicalaction!Organizedthinkingcanneverbereliedupontobecomeahabituntilitisexpressedinsomeformofaction.

HILL:Youhavestatedthatorganizedthinkingbeginswiththeadoptionofa

DefinitePurpose;thatthepurposemustbefollowedbyaplan,expressedinactionuntiltheactionbecomesahabit.Now,willyoustatewhetherornotonemayworkaseffectivelyinexpressingaplanofactioninconnectionwithsomeformoflaborhedoesnotliketoperformashecanifheperformsworkthathelikes?

CARNEGIE:Amanwillalwaysbemoreeffectivewhenengagedinthesortofworkhe

likesbest.Thatiswhyone’smajorpurposeinlifeshouldbeofhisownchoice.Peoplewhodriftthroughlife,performingworktheydonotlike,merelybecausetheymusthaveanincomeasameansofliving,seldomgetmorethanalivingfromtheirlabor.Yousee,thissortoflabordoesnotinspireonetoperformserviceinanobsessionaldesiretowork.Itisoneofthetragediesofcivilizationthatwehavenotfoundawaytogiveeverymanthesortofworkhelikesbesttodo.Thatsortofworkisneveradrudgery.

HILL:Thenitwouldbepropertosaythatorganizedthinkingcanbestbedonewhen

amanmoveswithadefinitemotive,intheperformanceofworkofhisownchoice,underconditionsthatinspirehimtomakehisworkanobsessionaldesire?

desire?CARNEGIE:Thatwouldbeonewayofstatingthematter.Youwillobserve,asyoubegin

toanalyzemenwhosucceedandthosewhofail,thatthesuccessfulmenalwaysareengagedinworktheyliketoperform.Hoursmeannothingtothem.Theyconsiderthejoyoftheirlabortobeanimportantpart—perhapsthemostimportantpart—oftheircompensation.

HILL:Doyouthinkthetimewillevercomewhenorderedsocietywillfindways

andmeansofaidingeveryonetodothatwhichhelikesbesttodo?CARNEGIE:Yes,Ithinkthattimewillcome,becausethatsortofasystemwouldbenot

onlyeconomical,butitwoulddoawaywithmuchofthemisunderstandingthatnowprevailsbetweenemployersandemployees.Themanwhoisengagedinworkofhisownchoiceisworthmuchmorethanthemanwhoperformsworkthathedoesnotlike,nomatterwhatthewagescalemaybe.

HILL:Isn’tittheresponsibilityoftheemployerstofindawaytoassignall

workmentothesortofworktheylikebest?CARNEGIE:Perhapsitis,butourpresentsystemofindustrydoesnotalwaysmakethisan

easymatter.Yousee,thereareonlyacertainnumberofjobsofeachclassofworktobeperformedinabusinessorindustry,andgenerallytheonesmenlikebesttodoarethoseofwhichtherearethefewestnumber.Thesolutionofthisproblemwillcallforanimprovedsystemofemployment—onethatwillenableanemployertoselectmenwhoaresuitedforeachparticularjob,withreferencetotheirnativeability,training,andpreferenceforjobs.Itwillalsocallforadifferentsystemofcompensation—asystemthatwillgivemenanopportunitytoearnmoremoneywhenperformingworkthatislessdesirable,therebyestablishingamotivefortheirputtingmoreintosuchwork.

HILL:Icanseethattheanalysisofthissubjectleadsone,immediately,intodeep

water.Itseemsthatthesolutionoftheproblemwillhavetobeginwhiletheindividualisbeingeducated,throughasystemthatwillpreparehimtoperformworkofhisownchoice.Then,alleducationalinstitutionsshouldcoordinatetheireffortsinsuchamannerthattheywouldnotturnouttoomanymenforsometypesofworkandtoofewforothertypes.Thiswouldrequireaperiodicsurveyofindustry,business,andtheprofessions,toenableeducationalinstitutionsto

determinehowmanymenofeachclassificationcouldbeabsorbedinemployment.

CARNEGIE:Yes,thesystemwouldhavetobeconductedinsomesuchmanner.Right

now,forexample,theschoolsareturningoutdoctors,teachers,andlawyersingreaternumbersthanareneededinthesefields,withtheresultthatsomeofthemembersoftheseprofessionshaveahardtimemakingaliving.

HILL:Itakeit,fromyouranalysis,thatorganizedthinkingshouldbeginwiththose

engagedineducationalworkandthosewhomanageindustryandbusiness.CARNEGIE:Yes,thatisoneplacewhereitshouldbegin,butdonotoverlookthefactthat

thehabitoforganizedthinkingisalsoanindividualresponsibility,andtheindividualwhooverlooksitmustacceptfromlifewhateverhecanget.Thebetterthingsoflifegoalwaystomenwhoformhabitsoforganizedthinking.Ithasalwaysbeenthisway.Italwayswillbe.Thinkingconstructivelyisoneresponsibilitywhichnoonecandelegatetoanother.Itisanindividualresponsibility.

HILL:Granted,Mr.Carnegie,thatorganizedthinkingisanindividualresponsibility,

theremustbeastartingpointfromwhichonebeginstoacquiretheabilitytoorganizehisthinking,andatleastafewsimplerulesbywhichonemaybeguidedinthisbusinessoforganizinghisthoughts.Couldyounamesomeoftherules?

CARNEGIE:Well,thefirstthingonemustrecognize,inordertobecomeanaccurate

thinker,istheknownfactthatthepowerwithwhichwethinkis“mentaldynamite”thatcanbeorganizedandusedconstructivelyfortheattainmentofdefiniteends,butifitisnotorganizedandused,throughcontrolledhabits,itmaybecomea“mentalexplosive”thatwillliterallyblastone’shopesofachievementandleadtoinevitablefailure.

Statingthematterinanotherway,oneshouldrecognizethatthepowerofthoughtisprobablyaprojectedportionofInfiniteIntelligence,buteveryindividualhasbeengiventheprivilegeofappropriatingandusingthispowerfortheattainmentofendsofhisownchoice;thatthemediumofappropriationandcontrolisvoluntaryhabits!OnecannotcontrolInfiniteIntelligence,butonecancontrolhisownmentalandphysicalhabits,thusindirectlyhemayappropriateanduseInfiniteIntelligence,becauseInfiniteIntelligencefixesone’shabitsandmakesthempermanentandautomaticintheiroperation.

Next,theaccuratethinkermustlearnhowtoavailhimselfofreliablesources

Next,theaccuratethinkermustlearnhowtoavailhimselfofreliablesourcesofinformation;wheretoobtaindependablefactswhichhewillneedinconnectionwithorganizedthinking.Guessworkandhopefulwishing(themostcommonsourcesofinformationtoamajorityofthepeople)canneverbereliedupontosupplantaccuratesourcesoffacts.

HereiswheretheMasterMindprinciplebecomesindispensable,asitenablesonetosupplementhisownstockofknowledgewiththeknowledge,education,experience,andnativeabilityofallotherswithwhomhehasaMasterMindalliance.IfonechooseshisMasterMindallieswisely,asmostsuccessfulbusinessandindustrialleaderschoosetheirs,onemayhaveathiscommandthemostreliablesourcesofknowledgethatschoolingandhumanexperiencehavetooffer.Thus,inhisbusinessofthinking,planning,andorganizinghehasnotmerelyhisownbraintoguidehim,butthebrainsofeachmemberofhisMasterMindalliance.

ThereisnoescapefromthefactthattheformationofaMasterMindallianceisoneofthemostimportantmajorstepsonemusttakeinordertoorganizehisthinking,evidenceofwhichmaybefoundinthefactthatallsuccessfulpeopleareallied,inonewayoranother,withotherswhoseknowledgetheyusefreely.Withoutsuchanalliancetherecanbenosuchrealityaseffectivelyorganizedthinking,andthisforthereasonthatonebrain(nomatterhowcapableitmaybe)isnevercompletebyitself.Whenwespeakofaman’swifeashis“betterhalf”wegenerallyexpressmuchmoreofthetruththanwerealize,foritisawell-knownfactthatnoman’smindiscompletewithoutaharmoniousalliancewiththemindofawoman.Therefore,everymanshouldincludeatleastonewomaninhisMasterMindalliance.Whenthemindsofmaleandfemalearecombined,orblended,inaspiritofharmony,thealliancetunesinandappropriatesamuchgreaterproportionofthatforcewhichwecall“spiritualpower”thaneithercanappropriatewhenoperatingindependently.Themanwhooverlooksthistruthwillsufferanirreparablelossofpotentialmindpower,asthereisnothingthatcantaketheplaceofspiritualpower.

Now,Icannottellyouwhat“spiritualpower”reallyis,butIassumethatitissimplyagreatervolumeofInfiniteIntelligencethanthatwhichisavailablewherethefeelingwedescribeas“spiritual”isnotpresent.Therearecertainemotionswhichliftoneintothisexaltedfeeling,suchastheemotionofloveandtheemotionoffaith.Whileone’smindisstimulatedbythisexaltedfeeling,thefacultyoftheimaginationbecomesmorealert,one’swordstakeonamagneticinfluencethatmakesthemimpressive,fearandself-limitationdisappear,andonedarestoundertaketaskshewouldnotthinkofbeginningwhenhismindisstimulatedonlybythepurelymentalprocessesofenthusiasmanddesire.

HILL:

HILL:Doyoumean,Mr.Carnegie,thatonemaysorelatehimselftoothersunder

theMasterMindprinciple,thathemaylifthimselfabovetheordinaryprocessesofmentaloperationofthemind,andplacehimselfundertheguidinginfluenceofthatpowerknownasspiritual?Andthis,too,isapartoforganizedthinking?

CARNEGIE:Imeanpreciselythat!Theterm“organizedthinking”meanseverythingthe

twowordsconnote.Thatis,thinkingbasedoneveryknownadvantage,everyknownmindstimulant,everyknownsourceofaccurateknowledge,andthehighestformofability,whetheritbenativeabilityoracquiredability;whetheritbeindividualabilityortheabilityavailabletoonethroughthemindsofothers.

HILL:Pardonmyseemingfacetiousness,butItakeitfromwhatyouhavejustsaid

thatamanwhoishighlyskilledasanorganizedthinkerisasortofsuper-man!CARNEGIE:Tobecandid,youarecorrect!AndIamgladtoknowthatyouhaveatlast

caughtthefullsignificanceofwhatIhavebeentryingtotellyou;namely,thatthepowerofthoughtisanirresistibleforce;thatithasnolimitationssavethosesetupbytheindividual,eitherbyhislackofunderstandingofthepossibilitiesofthoughtpower,orlackofknowledgeastohowtoorganize,appropriate,andsupplythispower.

HILL:Whataboutthemanwhoacquiresgreatknowledgeinconnectionwith

organizedthinking,butuseshispowerunfairly,togainadvantageoverothers?Istherenotadangerinteachingmenhowtobecomesuper-men,inviewofthefactthatsomemenhavegreatcapacitytousetheirminds,butlackawell-groundedsenseofmoralobligationtoothers?

CARNEGIE:Anall-wiseCreatorhasprovidedforsuchacircumstance,evidenceofwhich

maybefoundinthefactthatthemanwhouseshismindpowertodamageordestroyotherssooneliminateshimselfbythelossofhispower,andtheCreatorhasalsoverywiselyprovidedthatthissortofpowerissomethingthatcannotbepassedonfromonetoanother,throughphysicalheredity.Itisapowerthateachindividualmustacquireforhimself,orhedoesnotbecomeprivilegedtobenefitbyit.

Gobackintohistoryandexaminetherecordsofthosewhohaveundertakentobecomeworldconquerors,andobservewhathappenedtothem!Nero,AlexandertheGreat,JuliusCaesar,NapoleonBonaparte,andothersofsimilardeterminationmadegreatstridestowardworlddomination;butlookwhat

happenedtothemandtheirachievements.Notoneofthemaccomplishedhisaim,notoneofthempassedontohisfollowersanymeansbywhichhisgainscouldbemaintained;buttheseselfishleadersdidpassontotheirfollowersacursethatwipedoutallthegainstheymade.

Applytheprincipleanywhereyouchoose,atanyperiodofcivilization,andobservethattheeffectisthesame.Onlythegainsofmenwhousedtheirmindpowerbeneficiallyhavebeenpreserved.StudythegainsmadebytheNazarene,forexample,andobservethatalthoughtheywereinfinitesimalduringhislifetime,theyhavelivedandspreaddownthroughnineteencenturiesuntiltheinfluenceofChristianityisnowarecognizedforceineverypartoftheworld.

Giveyourselfnoworryoverthemanwhouseshismindpowerforthedetrimentofothers,forhehasfixedhisowndestinybythenatureofhisdeeds.Ifheisnotcutdownsooner,hewillbewipedoutwithintheacceptedthreescoreandtenyearsofaverageagethatmenlive.Thetrendofcivilizationisupward,andthoughthelinemayzigzagupwardanddownwardatgivenperiods,itmoveseternallyupward,asawhole.Wisemenrecognizethistruthandadaptthemselvestoit.

HILL:Iagreewithwhatyouhavesaid,Mr.Carnegie,buttherearesofewwise

men!Theworldseemspopulatedwithtoomanywhoeitherfailtorecognizetheadvantagesofrelatingthemselvestoothershelpfully,orgrosslyneglecttodoso,believing,nodoubt,thattheyaresmartenoughtomaketheirownrulesoflifeandgetbywiththem.Whatshouldbedonewith,orfor,suchpeople?Shouldtheynotbeeithertaught,orforcefullymadetoconformtotherulesofdecenthumanrelationship?

CARNEGIE:Yes,theyareforcedtoconform,toacertainextent.Practicallyeveryman-

madelawthatexistsisevidenceoftherecognitionoftheneedofameansofrestraint.Ifeveryoneunderstoodandrespectedthelawsofnaturetherewouldbenoneedforman-madelaws.Butforceisnotenoughtobringmenintoanunderstandingofthelawsofnature.Educationisalsonecessary.ThatiswhyyouwerechosentoorganizethePhilosophyofAmericanAchievement.Inthisphilosophyyouhavethenecessarymotivesandinducements,intheformofpromiseofindividualbenefits,toinfluencepeopletoapplythephilosophyvoluntarilyandoftheirownfreewill.Thissortofeffortisfarsuperiortothatwhichisproducedthroughforce.Mendobestthatwhichtheywishtodo!

HILL:Oh,Iseewhatyoumean!Itisbettertoteachapersontoadapthimselfto

rulesofhumanrelationshipthatarebeneficialtoothersaswellashimselfthanitistoforcehimtodoso.Isthatyouridea?

istoforcehimtodoso.Isthatyouridea?CARNEGIE:Thatistheidea,exactly!Inrearingchildren,forexample,itisfarbetterto

induceachildtowishtodosomethingthanitistouseforce.Parentswhounderstandthispsychologymanagetheirchildrenbydirectingtheirintereststothingsthatarehelpfultothemandnotobjectionabletoothers,ratherthanbyforcingthemtorefrainfromdoingobjectionablethings.

Inasenseweadultsareonlylittlechildren,andwedobestthatwhichwehavebeeninfluencedtowishtodo.Wealsoresentbeingforcedtodoortorefrainfromdoinganything!Thisisaninherentpartofhumannature.Itisapartofeveryone,atallages.

Everyonelikesfreedomtoactonhisowninitiative.Destroythisfreedomandyouretardthementalandspiritualgrowthoftheindividual.Youmightsay,also,thatyoudestroyeconomicandfinancialachievementsthemomentyoudestroythedesireforpersonalinitiative.

ItisarecognizedfactthatthepeopleoftheUnitedStatesenjoythehigheststandardoflivingknowninthehistoryoftheworld.Withthisknownfactconsider,also,thefactthattheAmericanpeoplearedistinguishedbecauseoftheirnaturalinclinationtobecomeself-determining,andthefurtherfactthatwehavemorepersonalfreedomthananyotherpeoplehavehad.Thewholesystemoffreeenterprise,undertheAmericanwayoflife,isthenearestapproachtoadaptationtonature’splanforthegrowthofmanthroughself-effortthattheworldhaseverknown.

HILL:Thenorganizedthinkingandtheprivilegeoffree,unmodified,personal

initiativearecloselyrelated,aretheynot?CARNEGIE:Youhavetherightidea.OrganizedThoughtmustbefollowedbyexpression,

throughorganizedplansofaction!Onedoesnotgrowmentallyorspirituallybypassivethoughtalone.Growthistheresultofthoughtexpressedthroughvoluntarilydevelopedanddefinitelycontrolledhabitsofaction.

HILL:Andthatiswhythemanwithpracticalexperienceintheapplicationofany

formoftheoreticalknowledgehasmoreabilitythanthemanwhohasonlythetheory,isitnot,Mr.Carnegie?

CARNEGIE:Youhavehitthenailsquarelyonthehead.Ability,initsmosteffectiveform,

isbaseduponsoundtheoryexpressedindefinitelyorganizedformsofaction.Thatiswhymostcollegegraduateshavetoacquirepracticalexperienceintheapplicationoftheknowledgegainedfromtheirschooling,beforetheybecome

applicationoftheknowledgegainedfromtheirschooling,beforetheybecomeefficient.

HILL:Wouldyousay,then,thatorganizedthinkingisacombinationofknowledge

andorganizedactionintheexpressionofknowledge?CARNEGIE:Iwouldsaypreciselythat!Knowledgehasnovaluewhatsoeverunlessand

untilitisexpressedintermsoforganizedaction.Thisexplainswhythemanwithnothingbut“booklearning”isseldompracticalintheapplicationofknowledgegainedfrombooksalone.

HILL:But,booklearningishelpful,isitnot?CARNEGIE:Yes,booklearningisessentialasafoundationofeducation,butremember

thatitisonlyafoundation.Aneducatedpersonisonewhohassodevelopedhismind,throughacombinationofknowledgeandtheexpressionofknowledge,thathecanreshapeanysetofcircumstancestomeettherequirementsofhisdesires.Thatsortofabilityconsistsofboththeoryandpractice,mostlythelatter.

Amanmightreadeverybookeverwrittenonengineering;yethewouldbeunabletolayoutaplanandbuildabridgeuntilhehadcombinedhistheoreticalknowledgewithpracticalexperience.Ofcoursehecouldbuildabridgeontheoryalone,buttherewouldbenoassurancethatitwouldstandunderanygivenweight.Practicalengineersknowpreciselyhowmuchweightabridgewillcarry,andtheyknowhowtosupervisethebuildingofsuchabridgesoitcanbedependedupon.

HILL:Couldamanbecomeanablesalesmanbyreading,alone?CARNEGIE:Theprincipleofcombiningtheorywithpracticeappliesthesameto

salesmanshipastothebuildingofbridges,oranythingelse.Theprincipleisfundamental.Thereforeitisanessentialpartoforganizedthinking.Amandoesnotbecomeanablelawyer,ordentist,ordoctorbymerelyacquiringadegreeintheseprofessions.Hebecomesablebyapplyingthetheoryhelearnsinschool,inthepracticalfieldofexperience,andinnootherway.ThereisnoschoolthatequalsthegoodoldUniversityofExperience,andthisisoneschoolinwhich“cribbing”isnotpossible.Oneeithergraduatesonmeritoronedoesnotgraduateatall.Cheatingisimpossible!Andtheteacheristheindividualhimself.WhenamanenterstheUniversityofExperiencehestands,atlast,infrontofonecounteronwhichthemerchandiseisplainlymarkedandheisboththesalesmanandthepurchaser.Ifhegetsthemerchandisehedesires,hepaysthe

salesmanandthepurchaser.Ifhegetsthemerchandisehedesires,hepaysthepricethatlifehasplaceduponit.

HILL:Fromallyouhavesaidonthesubjectoforganizedthinking,Mr.Carnegie,I

reachtheconclusionthatskillisdevelopedinthisartfirst,bycoordinationbetweenthefacultiesofthemindandthephysicalbody,throughdefinitelycontrolledhabits;andsecond,bycoordinationwithone’sassociates,undertheMasterMindprinciple,fortheattainmentofdefiniteobjectives.

CARNEGIE:Youhavecomeprettyneartodescribingthemodusoperandioforganized

thinking,butyoushouldhaveemphasizedonethingyouomitted,thenecessityofaction!Youarecorrectinstatingthatorganizedthinkingbeginsbycoordinationbetweenthefacultiesofthemindandthephysicalmeansofexpressingthought,butdonotforgetthatskillandperfectionareattainedonlybyhighlydevelopedanddefinitelycontrolledhabitsofaction!Ihaverepeatedthisidea,overandoveragain—notthatIdonotbelieveyouunderstandit,butforthereasonthatIknow,fromassociationwiththousandsofmen,howlongitrequirestogetonetobecomeawareoftheimportanceofthispoint.

Unlessamanbecomes“actionconscious”hewillneverbecomeanorganizedthinker.Hemaythinkfrommorninguntilnight,butunlessheputshisthoughtsintoactionhewillbenothingbutadaydreamer.Hemaytheorize,buthewillneverlearntobuildabridge,orperformanysortofpracticalservice.Righthereiswheremanypeopledeceivethemselvesintobelievingthattheyarethinkers.Ihaveheardnotafewmensay,“Ihavebeenthinkingofdoingthisorthat,butsofarIhavefoundnowaytodoit.”Now,whatisthetroublewithsuchmen?Theyhaveleftoutoftheirthinkingoneimportantfactor,andthatisphysicalaction!

Ifyouwishtodosomething,startrightwhereyoustand,andbegindoingit—NOW!

“What,”youmayask,“shallIusefortools?WherewillIgetthecapital?Whowillhelpme?”

AndIshallreplythatmenwhoaccomplishanythingworthyofmentionalwaysbeginbeforeeverythingtheyneedisinhand.IhaveneveryetbeenentirelyreadyforanythingIhavebegun,andIdoubtifanyoneelseeverhasbeen.Itisoneofthestrangephenomenaofhumanexperiencethatthemanwhobegins,wherehestands,anddoesthebesthecanwithwhatevermeanshemayhave,verysoonfindsotherandbettermeansofaccomplishinghisobjectives.Mysteriously,thetoolsareplacedathisdisposal.

Thisquestionofone’snotbeingreadyusuallyisnothingbutanexcusewithwhichhedeceiveshimself.Youwerenotreadytobeginorganizingtheworld’s

firstpracticalphilosophyofindividualachievement.Youneededmoreschooling.Youneededamonetarysubsidytocarryyouthroughtwentyyearsofprofitlessresearch.Youneededageandmaturityofthought,andyouneededpracticalexperienceinmanydifferentfieldsofendeavor.Yes,youneededallthesethings,andmanymore,beforepresentingtheworldwithadependablephilosophyofachievement.But,whatdidyoudowhenIgaveyouyouropportunitytoorganizesuchaphilosophy?I’lltellyouwhatyoudid.Withintwenty-ninesecondsofthetimethatIgaveyoutheopportunity,yougrabbeditandwenttoworkonitandIwouldstakemylifethatnothingbutdeathcouldstopyoufromfinishingthejob.Menwhostartwheretheystand,whentheywishtodosomething,usuallyfindawayoffinishingthatwhichtheyundertake.

Ikeepawatchinmydeskforthesolepurposeoftimingmen’sreactionstoideasandopportunities.ThatwatchhastickedoffthedestinyofhundredsofmentowhomIhavegivenopportunitiesforself-advancement.Thewatchneverlies!Ittellsexactlyhowlongittakesamantomakeuphismindwhenhehasallthenecessaryinformationbeforehimtoenablehimtoreachadecision.Ittellspreciselyhowmuchactionconsciousnessamanhas.Yourreactiontimewastwenty-nineseconds.Youhadthirty-onesecondsstilltogowhenyoureachedadecisionandembracedtheopportunityIgaveyou.Ifyouhadgonethirty-onesecondslongeryouwouldhavelostyourchance,for,asIhavetoldyoubefore,Ihadallowedyouonlysixtysecondsinwhichtosayyesorno.Ipurposelykeyeduptherequirements,inyourcase,byallowingyouonlyabrieftimeinwhichtodecide.Thiswasdonebecauseofthetremendousamountof“sticking”qualitiesneededtodothesortofjobIhadlaidoutforyou.Ihavelearnedfromexperiencethataman’sendurance,or“sticking”qualities,canbemeasuredinexactratiotohisreactiontimeinmakinguphismindtoundertakeajob.

HILL:FromyourremarksIconcludethatorganizedthinkingcallsfordefiniteness

ofdecisionaswellasaction.CARNEGIE:That’stheidea!Lifeisshort,atbest.Timefliesinahurry.Animportantpart

ofself-disciplineisthatofdevelopingthehabitofquickanddefinitedecisions,always,oneverysubject.Themanwhohesitates,whenhehasallthenecessaryinformationbeforehimtoenablehimtoreachadecision,willnevergetanywhere.Hewillfindhimselfoutmodedbyfasterthinkers.Righthereyouwillfindoneofthemajordifferencesbetweenmenwhosucceedandmenwhofail.Themanwhosucceedsoftenhaslessability,lesseducation,lessexperiencethanthemanwhofails,buthehasmoreactionconsciousness.

HILL:AsIlistentowhatyousay,Mr.Carnegie,Iamimpressedmoreandmore

AsIlistentowhatyousay,Mr.Carnegie,Iamimpressedmoreandmorewiththethoughtthatsuccessismoreamatterofrightmentalattitudethanitiseducation.

CARNEGIE:Thatismycontention,exactly!Notalltheeducationamancanacquireina

lifetimecantaketheplaceofdefinite,decisiveaction!Ifone’sthinkingdoesnotproducethatsortofaction,thenyoumaybesurehisthinkingisnotorganized.

Organizedthoughtissomethinglikethewaterinadam.Onlythatportionofthewaterwhichisharnessedanddirectedoverthewheelisbeneficial.Thewaterthatpoursaimlesslyoverthedamturnsnowheels,performsnoservice.Itjustdriftsbacktothesea.

Everymanhasareservoirofthoughtpower,butmostmenallowthispowertobedissipatedthroughidledreaming,nevertakingthetimetoharnessitanddirectittowarddefiniteends.Likethewaterinadam,itpoursoverthedam,dissipatingitspowerwithoutperforminganyservice.

HILL:Why,Mr.Carnegie,dosofewmenlearntoharnessandusetheirthought

power?FromallyouhavesaidaboutorganizedthinkingIseenothingdifficultaboutit,buttheremustbesomefundamentalreasonwhythevastmajorityofthepeoplegothroughlifeinpovertyandmisery,withoutusingthepowerthatwouldgivethemeverythingtheyneedordesire.

CARNEGIE:Thereisbutonemajorreasonforthis,andIcanstateitinonesentence,lack

ofdefinitenessofpurpose!Mostpeopledriftthroughlife,acceptingwhatevertheycangetwithoutdrawingontheforcesoftheirminds.LackofaDefiniteMajorPurposeisthemostdeadlyformofself-limitation.Ithasbeenplainlywrittenintherecordsofmenthatallwhodemandsomethingdefinitefindwaysandmeansofgettingitiftheypersistintheirdemands.Animportantpartofpersistenceisaction—thesortofactionIhavebeentalkingabout;actioninmakingastart;actioninkeepingongoing,evenwhenthegoingishard;actioninmakinganewstartwhenoneistemporarilydefeated.Action,action,action!Letthatwordburnitselfintoyourconsciousnessuntilitstandsoutliketheshiningsunonacloudlessday.

Whatyouare,whatyoubecome,whatyouacquire,allaretheresultsofyouraction.Thinking,education,knowledge,nativeability,opportunityarenothingbutemptywordsunlesstheyaretranslatedintoaction.Rememberthis,andemphasizeitthroughoutthephilosophyofindividualachievement.NeverallowanystudentofthisphilosophytopassunderyourinfluencewithouthavingthewordACTIONburnedintohisconsciousness,foritisoneofthekeywordsoftheentirephilosophy.

theentirephilosophy.Themanwholeadstheentiresalesorganizationofoneofthelargestlife

insurancecompaniesisoneoftheyoungestmenonthestaff.Hehasbeensellinglifeinsurancelessthanone-fourththetimethatothersalesmenhaveworkedforthecompany;hehaslesspersonalitythanthemajorityoftheothersalesmen;heknowslessaboutlifeinsurancethanmanyoftheothers,buthehasonethingthatgiveshimtoppositioninsalesproduction,andthatisanindomitablewillandawhirlwindofactionwhichtheydonotpossess.

Andhereishowheexpresseshisactionconsciousness:Whenhemakesasale,heinducesthebuyertogivehimalistofother

prospectivebuyersofinsurance.Healsooftenmanagestogethisclientstogowithhiminpersonandintroducehimtotheirfriends.Ithinkhissuperiorsalesrecordrestsalmost,ifnotentirely,uponthisoneactionfeat.Yousee,heformshisclientsintoanendlesschainofcooperativeeffort,andhas,ineffect,alargegroupofmenassistinghiminsellingwithouthavingthemonhispayroll.

HILL:Whydotheothersalesmennotprofitbythisman’sexampleanddolikewise?CARNEGIE:IfIcouldanswerthatquestionIwouldchangemynamefromCarnegieto

Solomon,andsetmyselfupasanunravelerofhumanproblems.Yourquestionisonethathasoccurredtomemanytimes,notonlyinconnectionwiththisparticularlifeinsurancesalesmanandhisfellowsalesmen,butalsoinrelationtomyownorganization.Itisawell-knownfactthatcertainofmyassociateworkershaverisenfromtheranksofthehumblestsortoflaborweperform,andhavebecomeprincipalsinthebusiness.Themethodsbywhichtheypromotedthemselvesarewellknowntoeveryworker.ThemajorprinciplethathasenteredintotheirpromotionisthatofGoingtheExtraMile.Yet,thepercentageofmenwhohavechosentopromotethemselvesbythissimpleprocedurehasbeennegligible!

Inthefinalanalysisitallgoesbacktothatprincipleofdefinitenessofpurpose.

Thelifeinsurancesalesmansellsmoreinsurancethananyoftheothersbecausehewillstodoso.ThatishisDefiniteMajorPurposeandheworksatitincessantly.Theothersworkwithlesswillpower,withlessdefinitenessofpurpose.Whytheydothisissomethingwhicheventheyprobablycannotexplain.Theysimplylackthenecessaryurge.Theirdesiresarelessobsessional.

HILL:FromyourremarksIconceivethatself-disciplineisanimportantfactorina

man’sachievements.CARNEGIE:

CARNEGIE:Ofcourse!Thelifeinsurancesalesmanwholeadstheentirestaffdisciplines

himselfthroughdefinitelyestablishedhabitsofaction.Hemakescallswhenothersalesmenplaygolf.Hesellslifeinsurancewhenothersalesmenareasleep.Hehashistimedefinitelybudgeted,andhefollowsthebudgetschedulewithstrictself-discipline.Icantellyouthis,althoughIhaveneverseentheman.AndIcantellyouanotherimportantfactconcerninghim.Hehasmadethebusinessofsellinglifeinsuranceanobsession.Idoubtnotthathissubconsciousmindgoesrightonsellinginsurancewhileheisasleep,forIhavehearditsaidthatononeoccasionhegotoutofbed,lateatnight,andtelephonedaprospectivebuyerofinsurance,askingfortheprivilegeofconveyingthe“prospect”toaconventionheknewtheprospectdesiredtoattendthenextmorning.Hesaidnothingaboutsellinglifeinsurance,buthehadthatultimateenddefinitelyinmind.Renderinghisprospectivebuyerafavorwasbutthefirststepofadefiniteplantosellhiminsurance.Yousee,whenamanchargeshismindwiththissortofanobsession,hissubconsciousmindtakesoverhisobsessionandaidshimintranslatingitintoitsphysicalorfinancialequivalent.

HILL:Obsessionaldesire,then,isalsoanimportantpartoforganizedthinking?CARNEGIE:Yes,averyimportantpart!Asamatteroffactitisthepartwhichstartsaction

andkeepsactiongoing.Amanhasnodifficultyindoingthatwhichhedesirestodo.Obsessionaldesirecomestoaman’srescueintimesofdefeat,throughunforeseenemergencies,andaidshiminmakinganewstartwithoutthelossofconfidenceinhimself.Itkeepshimmovingwhenotherwisehewouldyieldtothehabitofprocrastination.Ittakesthedrudgeryoutofhislabor.

HILL:Andthisbringsusback,again,tothequestionof“mentalattitude”basedon

motive.Obsessionaldesireisamentalattitudeonecanacquireifonehasadefinitemotivebackofthedesire.Isthattheidea?

CARNEGIE:You’vestateditperfectly.“Mentalattitude”representsthesumtotalofone’s

emotionalfeelingsatanygiventime.Throughself-disciplineamancandeterminewhichofhisemotionswillhavethefullestexpressionandwhichofthemwillbemodified,controlled,andredirected,throughtransmutation.Mentalattitudeiscontrolledthroughestablishedhabitsbasedondefinitemotives.Here,again,entersthequestionofaction.Habitsofcontrolovermentalattitudecanbeestablishedonlybyappropriateexpressionoftheemotions,throughphysicalaction.

HILL:

HILL:Supposeamanislackinginambition,andhasaweakimagination.Howcan

hebeinducedtoovercometheseweaknesses?CARNEGIE:Inyourquestionyouhave,consciouslyorotherwise,describedtheactual

conditionofthemajorityofpeople.Lackofambitionstandsneartheheadofthelistofcausesoffailure.Thereisnohopeofsuccessforsuchapersonuntilhehasbeenfiredwithsufficientambitiontocausehimtowantsomethinghedoesnotpossess.Desirebasedonadefinitemotiveis,aswehavestatedmanytimes,thebeginningofallachievements.AndrighthereIwishtocallyourattentiontoanimportantfactwehavenotmentionedpreviously,namely,thateverysuccessfulpersonoweshissuccess,inalargemeasure,totheinfluenceofsomeotherpersonwhocrossedhislifesomewhereandsomehow.

Takeyourowncase,forexample.Youcametointerviewmeforthepurposeofwritingastoryaboutmypersonalachievements.BeforeyouwerethroughwiththeinterviewIinfluencedyoutochangeyourentireplanoflife,giveupyouraimofbecomingalawyer,andgivetheworldapracticalphilosophyofindividualachievement.

Inasimilarmannereverysuccessfulmancomesundertheinfluenceofsomeotherpersonwhofireshisimaginationwithanideathatbecomesobsessionalwithhim.Sometimesthesourceofthisoutsideinspirationisattainedbyremotecontrol,throughthereadingofabook.Butalwaysthereisaturningpointineverysuccessfulperson’slifewhichmarkstheplaceatwhichhecameundertheinfluenceofanothermindthatinspiredhimwithhigheraimsandnoblerpurposes.

Veryoftensuccessfulmenlosesightoftheoriginalsourceoftheirinspiration,andnotinfrequentlydotheyforgetitconvenientlybecausetheyprefertohavetheworldbelievetheirachievementstobeoftheirowndoingentirely.

HILL:Thatisanentirelynewthought,Mr.Carnegie,butIcanseethatitissound.

Thenisitnottruethatanimportantpartoforganizedthinkingconsistsinone’sdeliberateeffortstoassociatewiththosewhoarecapableofinspiringhimwithhigherandnobleraims?

CARNEGIE:Yes,andImightaddthatthewisemanneverwasteshistimewithanyone

fromwhomhecannotacquirebenefitsortowhomhecannotcontributesomethingworthwhileinoneformoranother.Personalassociationsareimportant,becauseeveryoneacquiressomethingofthephilosophy,thepersonality,andthementalattitudeofthosewithwhomheassociatesclosely.As

personality,andthementalattitudeofthosewithwhomheassociatesclosely.AsIhavestated,thereisalawofnaturewhichcontrolsthis.

HILL:Bytheselfsameruleisitnotalsotruethatmanyofaman’sdestructive

qualities,suchasanegativementalattitude,areacquiredfromassociationwithothers?

CARNEGIE:Yes,thatistrue.Ihaveneveryetheardofayoungpersongettingintoserious

troublethatdidnotgrowoutofhisassociationwithundesirablecharacters.Humanassociationsaremuchmoreresponsibleforone’ssuccessorfailureinlifethanmostpeoplebelievethemtobe.Nowisepersonwouldanymoreformclosefriendshipswithpeoplewithnegativemindsthanonewoulddrinkwaterfromawellheknewtobecontaminatedwithdiseasegerms.Humantraitsarecontagious,boththegoodandthebad.

HILL:Asyouunfoldthissubjectoforganizedthinking,Mr.Carnegie,thereseems

tobenoendtotheconditionsandcircumstancesthatenterintoit.CARNEGIE:Thatisright.Theconditionswhichinfluenceorganizedthinkingare,infact,

asnumerousasarethefactswhichenterintoallhumanintercourse.Everywordamanspeaks,everywordspokeninhispresence,everythoughtamanthinks,modifieshisthinkinghabitsinonewayoranother.Naturally,ifamanjockeyshimselfintosucharelationshipwithothersthatheassociatesonlywiththosewhoinspirehimtothinknoblethoughtsandengageincommendabledeeds,hebenefitsbyimprovingthenatureofhisownthoughts.Thereverseistrueifbycarelessnessorindifferenceheallowshimselftodriftintothecompanyofpeoplewhosemindsarenegative.

HILL:Thenyouwouldn’tsayitwasselfishforamantorefusetoassociatewithany

exceptthosefromwhomhecangainsomesortofbenefitorcontributesomethingworthwhile?

CARNEGIE:Thatmightbecalledselfishness,butitisajustifiableformofselfishness.No

matterbywhatnameitiscalled,itisessentialforsuccessthroughorganizedthinking.Amandoesnothesitatetodemandthebestfoodhecangetforhisphysicalbody,althoughhemayknowtherearepeoplewhoareinwantofeventhecoarsestoffood.Why,therefore,shouldamanbelesscarefulaboutthefoodhefeedshismind?Andmakenomistakeaboutit:Everyinfluencethatreachesamanthroughhisassociationwithothersconstitutesmentalfoodforhismind.I

haveseentrampsfishingdiscardedfoodfromswillbarrels,butIhavealsoseenmenwhowerenottrampsfishing“mentalfood”fromthemindsoftheirassociateswhichwasfarmoredetrimentaltotheirwell-beingthanwouldbethediscardedfoodfromaswillbarrel.Thisisnotaprettysimile,butitisaccurate.

HILL:Whenyouspeakofdailyassociates,doyouhavereferencetoaman’s

businessorsocialassociates?CARNEGIE:Ihavereferencetoallhisassociateswithwhomheentersintofriendly

intercourse.Listedintheorderoftheirimportancefromtheviewpointoftheinfluenceaman’sassociateshaveonhim,Iwouldsaythathisfamilyassociatescomefirst,thenhisbusinessoroccupationalassociates,thenhissocialfriends,andlastlyhiscasualassociates.Norelationshipisasimportantasthatofaman’sfamilyassociates.Hereiswheremostmenaremadeorunmade,accordingtothenatureoftheirhomerelationships.Thisrelationshipexercisesapowerfulinfluenceinaman’slife,anditbeginsatbirthandcontinuesallthroughlife.Thatoldsayingthatamancanbemadeorbrokenbytheinfluenceofhiswifeistrueinallbutafewrarecaseswhereamanisstrongenoughtothrowofftheinfluenceofanegativewife.Ontheotherhandacleverwifecan,andoftenshedoes,inspireherhusbandtoaimhigherandachievetheobjectofhisaim.Fortunate,indeed,isthemanwhoselectsawifewhoseinfluenceonhimisinspiringandconstructive.

HILL:Ofcourseyouhavenotintentionallyoverlookedmentioningaman’sMaster

Mindassociatesasbeinganimportantfactorinhisbusinessoroccupationalachievements.Wouldthesenotcomebeforeallotherinfluences?

CARNEGIE:Asfarasone’sbusinessachievementsareconcerned,yes.But,ifyouhave

referencetoaman’ssuccessasawhole,Istillsaythathisfamilyrelationshipscomefirst,becausehereiswhereamanhashismoreintimaterelationships,anditisthesethatmakeordisrupthispeaceofmind.Theidealrelationship,ofcourse,isoneinwhichaman’swife(ifheismarried)becomesalsoamemberofhisMasterMindalliance.Shemaynotparticipateinthebusinessconferenceshehaswiththeothermembersofhisalliance,butshecanhavealottodowiththe“mentalattitude”inwhichheenterstheseconferences,andinthatwayexerciseapowerfulinfluenceonthegroupasawholethataffecthim.

HILL:YouemphasizetheimportanceofknowingwellyourMasterMindallies.

Yougoonthetheory,Isuppose,thatanenemyrecognizedisanenemyhalfcontrolled?

controlled?CARNEGIE:Yes,andyoumightaddthatifyouknowagreatdealaboutyourenemiesyou

standafairchanceofbeingabletoconvertthemintofriends.Thehabitofunderratingone’senemies,orcompetitors,isacostlyhabit.Noorganizedthinkerindulgesinsuchcostlymistakes.Theorganizedthinkeracceptsasgristeverythingthatcomestohismill,buthetakescaretoseparatethewheatfromthechaffinthegrindingprocess.Thechaffcanbeconvertedintousefulserviceifitisrecognizedandclassified.

HILL:Meaning,byyoursimile,justwhat,Mr.Carnegie?CARNEGIE:Well,I’llgiveyouanillustrationofexactlywhatImean.Ioncehadaclose

businessassociatewhosehomelifebecamedangerouslydisturbedbyhisinterestsinanotherwoman.Thisman’swifecametomewithherstoryandaskedmyaidinbreakinguptheaffair.Iwentrighttoworkonit,notbymentioningtheaffairtomyassociate,butdealingindirectlywiththewomaninthecase.

InsideofamonthIhadconvincedthewomanoftheinappropriatenessofthewholeaffair,andofthedamageitwasdestinedtodomybusinessassociateifitwerenotdiscontinued.ThedetailsIcannotmention,butsufficeittosaythatthehomerelationshipofmyassociatewassatisfactorilyrestored,therebysavingembarrassmenttomanypeople.IfIhadignoredthefactswhentheywerefirstcalledtomyattention,Iwouldeventuallyhavelostanablebusinessassociate,andhiswifewouldhavelostafinehusband.Byusingcommonsenseandworkingtogether,undertheprincipleoforganizedthinking,hiswifeandIavertedwhatwouldotherwisehavebecomeatragedy.

HILL:Oh!Iseewhatyoumean.Organizedthinkingmakesitnecessaryforamanto

departfromhisregularroutinewhenemergencies,suchastheoneyouhaverelated,threatentointerferewiththeattainmentofhisowngoalinlife.Isthattheidea,Mr.Carnegie?

CARNEGIE:ThatisjustwhatImean.Itwasnotmyresponsibilitytointerferewithmy

businessassociate’sprivatelife,butitwasmyprivilegetodoso,andIactedonthatprivilegeinwhatIconsideredthebestinterestofallconcerned.

HILL:Supposethatyoureffortstodealwiththewomaninthiscasehadnotbeen

successful.Wouldyouhavegivenupthematter?CARNEGIE:

CARNEGIE:Theorganizedthinkernevergivesupanythingheundertakesuntilhehas

exhaustedeveryefforttofinishit,andyoumayputthatdownasanotheressentialoforganizedthinking.No,ifmyfirstefforthadfailedIwouldhavetriedanotherplan,andstillanother.AsalastresortImighthavedisassociatedmyselffrommyassociateuntilhelearnedtheerrorofhisways,thenhavemadeanewalliancewithhim.Everyproblemhasasolutionofsomesort,althoughitmaynotalwaysbethesolutiononewouldlike.Thetroublewithpeoplewhodonotorganizetheirthinkingisthattheygiveupandquitwhentheyrunintoopposition.Quittingneversolvedanyproblem.

HILL:Thenpersistenceisalsoanimportantfactorinorganizedthinking?CARNEGIE:Indeeditis.Asamatteroffact,“persistence”isakeywordinallformsof

individualachievement.Withoutitnoonecangoveryfarinanyundertaking.Persistencetakesitsplacealongwithaction.Thetwoareinseparable.

HILL:Howmayoneacquirepersistence,Mr.Carnegie?CARNEGIE:Bydevelopingthepowerofthewill.Persistenceisnothingbutan

indomitablewill,plusadefinitemotivetoinspireaction.Bringtogetherthesethreefactors—motive,action,andwillpower—andtheyresultinwhatwecallpersistence.

HILL:Isupposeonedevelopsthepowerofwillinthesamemannerbyexpressinga

definitedesire,ormotive,intermsofaction.CARNEGIE:Yes,thepowerofwillrespondsonlytomotive,butitbecomesstrongerthe

moreitisused.Whenamantakespossessionofhisownwillpower,hehasalltheotherfacultiesofhismindunderhiscontrol,foritisthebossofthemall.

HILL:Thenonecannotbecomeanorganizedthinkerwithoutgainingcontrolofhis

willpower.Isthatcorrect?CARNEGIE:Thatispreciselycorrect.Anddonotforgetthatthewillrespondsto

controlledhabits,basedondefinitemotives,whichisthesameassayingthatthewaytogaincontrolofthewillisbydevelopingactionhabitsthatarerelatedtotheexerciseofthewill.

HILL:Thankyou,Mr.Carnegie,forexplainingtheelementsandimportanceof

Thankyou,Mr.Carnegie,forexplainingtheelementsandimportanceofOrganizedThoughtinsuchdetail.

EVERYstudentofthisphilosophyshouldhavethewordACTIONburnedintohisconsciousness,foritisoneofthekeywordsoftheentirephilosophy.

—ANDREWCARNEGIE

IFYOUcannotgetthatwhichyouwant,youcanchangeyourdesiresandwantsomethingyoucanget.

IFYOUwishtoknowthe“motive”whichinspiresonetoconcentratehismindonadefinitepurpose,observetheactionsofthosewhoareinlove.Obsessionaldesire,basedonintenseemotion,isthesourceofallgenius.

H

CHAPTERTHREE

ControlledAttention

IDDENINthetwowords“ControlledAttention”isastrangepowerthatissufficienttoremovealltheordinaryself-imposedlimitationswhichpeople

accept,andbywhichtheyareboundthroughouttheirlives.Thepowerisliterally“mentaldynamite,”asitiscapableofblastingthecause

ofself-imposedlimitations,andgivingonethemeansbywhichhemaytakechargeofhisownmind.

WhenyoumasterthischapteryouwillunderstandmorefullywhyonemusthaveaDefiniteMajorPurposeinordertoattainsuccess.Youwillknow,also,whyone’sDefiniteMajorPurposeshouldbewrittenout,memorized,andrepeatedoften.Youwillunderstandwhyone’s“mentalattitude”playssuchanimportantpartincarryingouttheobjectofone’smajorpurpose,oranyminorpurpose.

ThesubjectofControlledAttentionisthebasisofmanysectsandreligions,althoughitmaybecalledbyothernames.Ithasbeenthemajorweaponusedbypowerfulmilitaryleaders,someofwhomhavenotalwaysmadeconstructiveuseofit.

ThroughthischapterweshallgetabetterunderstandingoftheMasterMindprinciple,theresultsofwhichhavebaffledmenofscienceandastoundedlaymenwhohavewitnesseditsoperations.

Theallianceoftwoormoreminds,workinginperfectharmonyfortheattainmentofadefinitepurpose,hastheeffectofstimulatingthemindofeachpersoninthealliance,andresultsinprovidingthemembersofthealliance,orsomeindividualinthegroup,withasourceofknowledgethatsometimescannotbetracedtotheaccumulatedknowledgeofanyoftheindividuals.

Thisresultwearefamiliarwith,becauseitisaresultthatistakingplaceintheresearchlaboratoriesandthebusinessandindustrialcouncilsthroughouttheworld,almostasadailyroutine.Weseeevidenceoneveryhandthatsuchacombinationofmindsgivesmenvision,courage,imagination,andinitiativewhichtheydonotpossesswhentheyactindependentlyandalone,andweknowthatthispowerisavailableeventomenwhoseavowedpurposeinitsuseisthedestructionofthebestthatcivilizationhasgiventheworld.

destructionofthebestthatcivilizationhasgiventheworld.AndrewCarnegieincludedtheprincipleofControlledAttentionasoneofthe

principlesofindividualachievement,buteventhegreatsteelmasterfailedtoassociatethisprinciplewiththemeansbywhichcivilizationmaybeadvanced.Hesawinitapowerthatisadaptabletoone’sneedsinthesolutionofeconomicandpersonalproblemsofamaterialnature,butbeyondthispointhemadenomentionofitspossibilities.

Mr.CarnegiereadilyacknowledgedthathishugefortunewasaccumulatedsolelythroughtheeffortsofacombinationofmindsconsistingofsometwentymenwhowerealliedwithhimasaMasterMindgroup,forthepurposeofmakingandmarketingsteel.Heacquiredthetechniquenecessarytoinducethosementoworkwithhiminaspiritofharmony.Heknewthatthecreativevision,imagination,initiative,andinspirationproducedthroughthisMasterMindallianceweregreat,buthemadenoattempttoexplainthesourceofthesuperpowertheygavehim.

SinceMr.Carnegiefirstbroughtthisprincipletomyattention,morethanaquarterofacenturyofintenseresearchintothecausesofitspowerhasbeencarriedon.Themindsofthousandsofpeoplehavebeenexplored,theirreactionstothoughtstimulihavebeenexamined,andconclusionshavebeenreachedwhichmaybeoftheutmostimportancetothisandfuturegenerations,inthematterofadjustmentofhumanrelationships.

Comewithmenow,forabriefelementarylessoninorganicchemistry,forhereiswherewefindthefirstconvincingcluetowhathappenswhentwoormoremindsareblended,inaspiritofharmony,fortheattainmentofasinglepurpose.

Inchemistry,welearnthattwoormoreelementsofanentirelydifferentnaturecanbesocombinedthattheyproducesomethingdifferentfromeitheroftheelements.Forillustration,water,whichisknowninchemistryasH20,isacompoundconsistingoftwopartsofhydrogenandoneatomofoxygen,buttheresultisneitheroxygennorhydrogen.Thismarryingoftheelementsproducesanentirelynewproduct.

Wealsolearninchemistrythatcertainharmlessdrugscanbesocompoundedthattheybecomedeadlypoisonous,whilestillothercombinationsofdrugs,addedtothepoison,willneutralizeitspoisonouseffect.

Throughoutnatureweseethateveryatomofmatterandeveryunitofenergyisdefinitelymodifiedbyitsnearestassociates.Vegetation,thethingsthatgrowoutoftheground,aredefinitelymodifiedbytheelementsofthesoilonwhichtheyfeed,afactthatiswellknowntoeveryfarmerandeveryhorticulturist.Yes,theatomsofmatterareinfluencedbythepresenceoftheir“neighbors,”thesameaspeopleare.Theworldinwhichweliveandthematerialportionofthe

aspeopleare.Theworldinwhichweliveandthematerialportionoftheuniversewhichwecanobservearemadeupofelectrons,which,infinalanalysis,consistofpositiveandnegativeunitsofenergysoarrangedthatthetwoforcesbalanceeachotherandarepracticallyinseparablebyanymethodknowntoscience.

Thematerialportionoftheuniverseconsists,asfarassciencehasbeenabletodeterminethefacts,ofonlytwothings,energyandmatter.Anditappears,ifonewishestobestrictlytechnicalinthestatementoffacts,thattheso-calledmaterialportionoftheuniverseisnothingbutenergy,sinceobviouslytheelectronsofmatterareknowntobenothingbuttwoopposingformsofenergy,one“pushing”andtheother“pulling”insuchamannerastoneutralizetheircombinedenergy.

Takingourcuefromthechemistryofmatterwecome,now,totheanalysisofthepowerofthought.Obviously,thoughtisenergy,andforallthatsciencehaslearnedaboutit,oritscause,itmaybepreciselythesamesortofenergythatholdstheopposingforcesoftheelectrontogether.Ifthatistrue,thenitisclearthattheenergyofthoughtrespondstothesamemodifyinginfluencesthatchangethenatureoftheelementsofmatter,oneofwhich,aswehaveseen,isthemannerinwhichtheatomsofmatterarecombined.

Therearetwofactsofwhichwearesure.First,thatthenatureofmattercanbechangedbycombiningtheelementsofothermatter,andsecond,thatthenatureofthoughtcanbemodifiedandchangedbytheallianceoftwoormoreminds,andthisdespitethenatureofthealliance,orforwhatpurposeitismade.Thesearefactssowellknown,eventolaymen,thattheyarereadilyacceptedassuch.

Weknowthattherearecertaintypesofmindswhich,whentheycontacteachotherthroughanysortofintercourse,becomedefinitelyantagonistictoeachother.Inthiscircumstancewefindareasonablehypothesisforthebeliefthatthechemistryofthebrainandthechemistryofmatterinotherfields,arethesame;thatthesamelawofnaturewhichchangesharmlesschemicalelementsintodeadlypoison,bythemereactofcombiningthem,changesalsothevibrationsofthought,whenmixedincertaincombinations,toanantagonizinginfluence.

Inotherwordstherearecertaincombinationsofthoughtenergywhich“fight”themomenttheycomeintocontactwitheachother.Noristhisfactdemonstrablealoneintherelationshipoftwoormoreindividuals;itcanalsobeseenintheoperationsofanindividualmind,foritiswellknownthattherearetypesofthoughtwhich“repel”assoonastheycometogether.Theemotionoffearandtheemotionoffaith,forexample,aresounfriendlythatbothcannotpossiblyoccupythebrainatthesametime.Oneortheothermust,anditalways

does,dominate.Therearecertainmeansbywhichanindividualmaydeterminewhichofthesetwoemotions,oranyotheremotions,shalldominatehisbrain,andoneofthemoreimportantofthesemethodsisControlledAttention.

AsapartofthisdescriptionImustnowcallattentiontoalawofnaturethroughwhichlikeattractslike.Wesometimescallthislawthelawofharmoniousattraction.Throughitsoperationthingsthataresuitedtooneanother,inthegreatschemeoflife,haveanaturaltendencytogettogether.

Weseethislawinoperationinconnectionwithvegetationthatgrowsfromthesoil.Throughsomestrangeandunknownprocessthislawmanagestobringtogetherthechemicalelementsofthesoilandcombinethemwiththeunitsofenergyoftheelementsoftheairsoastoproduceeverylivingthingthatgrowsfromtheground.Herethereisnoantagonism,no“fighting”amongtheelementsofmatterortheunitsofenergy.Theydotheirworkinresponsetothelawofharmoniousattraction,withoutoppositionamongthemselves.

Whenwecometotherelationshipbetweenmen,wefindanothersituationthroughwhichthelawofharmoniousattractionisoftendisregarded,andunfriendlyforcesofthoughtenergybreakuprelationshipsofharmony.Sometimesthishappensbecauseofman’signoranceofthelawofharmoniousattraction;sometimesitistheresultofman’sdeliberatesubstitutionofnegativethoughtswhichareknowntobedestructiveoftheinfluenceofthelawofharmoniousattraction.

Thepersonwhohasmasteredthisphilosophyandhasformedthehabitofapplyingitinallhisrelationshipswithotherpeoplefindshimselfbenefitedbythelawofharmoniousattraction.Hehasconditionedhisbraintoattracttohimselfonlysuchpeopleandmaterialthingsashedesires.Nowletusseehowhegoesabouttheprocessofconditioninghisbrainsoastoenablehimtoadapthimselftotheinfluenceofthelawofharmoniousattraction,viz.:

1.DEFINITENESSOFPURPOSE:Hedecidespreciselywhathewants,laysoutaplanforacquiringit,andthenproceedstoconcentratethemajorportionofhisthoughtsanddeedsonthatend,followinghisthoughtswithappropriatephysicalaction.Here,then,enterstheprincipleofControlledAttention,andletusnotoverlookthefactthatthishastheeffectofgivinghimthebenefitofthelawofharmoniousattraction,intwodifferentways.First,heattractstheforcesofapositivementalattitudewhichcreateharmonywithinhisownmind.Second,heattractspeopleandmaterialthingswhichharmonizewiththenatureofhispurpose.

ThroughControlledAttention,andbythatmethodalone,mayoneimpressthenatureofhisdesires,aims,andplansuponhissubconsciousmind,wherethelawofharmoniousattractionappearstofindcontactwiththem.

2.THEMASTERMIND:Havingmadethefirststepinthedevelopmentof

2.THEMASTERMIND:HavingmadethefirststepinthedevelopmentofthehabitofControlledAttention,bytheadoptionofaDefiniteMajorPurpose,hemustformaMasterMindalliancewithotherswhohavethenecessaryexperience,education,nativeability,andwhohavebeensuppliedwiththenecessarymotive,tohelpattaintheobjectofhismajorpurpose.

ThisMasterMindrelationshipintensifiestheapplicationoftheprincipleofControlledAttention,becausethealliancecreatesapowerful“masspsychology”whichgivesoneincreasedself-reliance,imagination,enthusiasm,initiative,andthewilltowin.AmanwillkeeponmovinginthedirectionofhisDefiniteMajorPurposewhenheisassociatedwithotherswholendhimaidandencouragement,whereashewouldbeinclinedtoslowdown,andtodiverthisattentionfromhismajorobjective,ifheworkedalone.

TheMasterMindalliance,whenitiskeyedupandactivelyengagedincarryingoutsomedefiniteobjective,isControlledAttentioninitshighestform!Suchanalliancekeepsonecontinuouslyremindedofhispurposeinlife;particularlywhereoneisassociateddailywiththemembersofhisMasterMindgroup,asarethesuccessfulleadersofindustrialandbusinessorganizations.

3.APPLIEDFAITH:ThemanwhohasadoptedaDefiniteMajorPurpose,andhassurroundedhimselfwithagroupofotherpeople,inaMasterMindalliance,andisactivelyengagedincarryingouttheobjectofhisalliance,therebydemonstrateshisfaithinhisabilitytoattainhisobjective.Therefore,theelementoffaithentersintohisapplicationoftheprincipleofControlledAttention,thusfurtherintensifyinghispowerofconcentration.Bythetimethisthirdstephasbeentaken,indevelopingthehabitofControlledAttention,one’smentalattitudehasbecomepredominantlypositive;manyoftheself-imposedlimitationsofdoubtanddiscouragementandlackofself-reliancehavedisappeared;onemoveswithdefinitenessinallhedoes;hehasnoroomleftinhismindforthoughtsoffailure;heissobusilyengagedincarryingouttheobjectofhismajorpurposethathehasnotimetohesitateorprocrastinate;moreover,hehasnodesiretodoso.

ThethirdstepinthedevelopmentofControlledAttentionwouldbesufficienttoensuresuccess,inamajorityofcases,butthemasterofthisphilosophydoesnotstophere.Heproceedsto“freeze”thegainshehasmadebytakingthefourthstep:

4.GOINGTHEEXTRAMILE:Theapplicationofthisprincipleensurescontinuousaction.Itbringsintooperationtheprincipleofincreasingreturnsthroughwhichone’seffortsaregreatlymultiplied.Itcreatesanaddedmomentumbehindone’seffortswhichinspiresboththeindividualandhisMasterMindassociates,aswellasotherswhoaredefinitelyrelatedtotheobject

ofhisDefiniteMajorPurpose.Italsoservestomodifyhismentalattitudebymakingitmorepositive.Whileitmaynotbringhimdirectmaterialbenefitsoneveryoccasionthatthisprincipleisapplied,ithasthegeneraleffectofcreatinggoodwillandattractingthecooperationofothers,inaspiritoffriendliness.ThusitservesasfueltofeedthefireofControlledAttention!

Butthisisnotthestoppingpoint!ThemasterofthisphilosophyfurtherensureshissuccessfulattainmentoftheobjectofhisDefiniteMajorPurposebytakingthefifthstepinthedevelopmentofthehabitofControlledAttention:

5.ORGANIZEDINDIVIDUALENDEAVOR:Throughtheapplicationofthisprincipleoneorganizeshisplans,then,withtheaidofhisMasterMindalliesheanalyzeshisplans,teststhem,andmakessurethattheyaresound.Bythistimehehasestablishedasoundreasonforhisfaith;thereforehemoveswithself-assurancethatpracticallydefiesopposition!Heisnolongerheldbackbyindecisionanddoubt.Heknowspreciselywhathewants,hehasdefiniteplansforacquiringwhathewants,andheisactivelyengagedincarryingouthisplans,flankedandaidedbyMasterMindalliesinwhomhehasconfidence,andwho,inturn,inspirehimwithgreaterconfidenceinhimselfandhisplans.But,hedoesnotstophere.Hetakesthesixthstepinconsolidatinghisgains,byapplyinganotherimportantprincipleofthisphilosophy,viz.:

6.SELF-DISCIPLINE:Throughtheaidofthisprincipletheemotionsareharnessedandbroughtundercontrol.Henolongerdissipateshisenergies,eitherbytheoverindulgenceofhispositiveemotionsorbygivingexpressiontohisnegativeemotions.Hismindbeginstofunctionlikeaperfectlyconstructedpieceofmachinery,withnolostmotion,nodissipationofenergy.Hehasacquiredtheartoftransmutationofhisemotions;thereforehisnegativeemotions(ifandwhentheypresentthemselvestohismind)areconvertedintopositiveaction.

Hehasbeguntoacquirecompletecontroloverhisfacultyofwill,withtheaidofwhichalltheotherdepartmentsofthemindarebroughtunderhiscontrolandmadetodoconstructiveduty.HeisapproachingtheapexofefficiencyintheartofControlledAttention.Fromhereonhehaseverythingundercontrol,buttherearestillotherstepstobetakenwhichputthefinishingtouchesontheconsolidationofhisgainsoverhimselfandthecircumstancesofhislifewhichaffecthisattainmentofhisDefiniteMajorPurpose.Movingmoreswiftlynow,becauseofthegainshehasmadethroughthesixstepshehastaken,hetakestheseventhstep,viz.:

7.CREATIVEVISION:Bythetimetheprevioussixstepshavebeentakenthefacultyoftheimaginationwillhavebecomesokeenandalertthatitbeginstofunctionautomatically,thusfurtherconsolidatingone’seffortstodevelopthehabitofControlledAttention.Bythistimethesubconsciousmindwillhave

swungintoactiononitsownaccount,anditwillhavebeguntoexpressitselfthroughplansandideasthatwillappearintheformof“hunches.”Newopportunitieswillbeginmysteriouslytoappear,andnewandunexpectedformsofcooperationfromotherswillbegintopresentthemselves.EverythinghetoucheswillappeartobecomeatoolplacedinhishandswithwhichhemaypromotetheobjectofhisDefiniteMajorPurpose.Eventhelawofchancewillappeartobeoperatinginhisfavor.Hisfriendswillbegintospeakofhimasonewhoisblessedby“luck.”But,letnoonebedeceivedonthispoint.Backofthesefavorablecircumstanceswhatwillappearfromalldirectionsisadefinitecause,andthemasterofthisphilosophywillunderstandthatthis“cause”maybeexplainedbytheapplicationofthesevenprinciplesherementioned.

But,thepersonwhohasmasteredthisentirephilosophywillnotbecontenttorestonhisoarsatthispoint.HewillproceedtofurtherconsolidatehisgainsinthedevelopmentofControlledAttentionbytakingtheeighthstep.

8.ORGANIZEDTHOUGHT:Longbeforethispointwillhavebeenreachedthemasterofthisphilosophywillhavestopped“guessing,”andhewillhaveformedthehabitofbuildingplansbasedonknownfacts,orreasonablehypothesesoffacts.Asamatteroffacthewillhavebegun,simultaneouslywiththeadoptionofaDefiniteMajorPurpose,toorganizehisthinking.

BynomeansshoulditbeassumedthathewillwaituntilhehastakentheeighthstepinthedevelopmentofControlledAttentiontoapplytheprincipleofOrganizedThought.Atthispoint,however,thisprinciplewillhavebecomeobviouslyanecessityinthedevelopmentofthehabitofControlledAttention.Remember,wearenowtalkingaboutthehabitofControlledAttention,thefoundationforwhichmustbelaidbytheapplicationofOrganizedThoughtbeginningwiththeadoptionofaDefiniteMajorPurpose.

9.LEARNINGFROMDEFEAT:Bythistimethestudentofthisphilosophywillhaveacquiredthehabitofconvertingeveryexperienceofhislifeintosomedefinitebenefit.Defeatwillhavebecomenothingbutasignalforgreaterandmoredeterminedeffort.Hewillhaveacquiredthehabitofsearchingforthe“seedofanequivalentbenefit”thatistobefoundinallformsofdefeat.Defeat,therefore,willbecomeaformofusefulfuelwithwhichhefeedsthefireofhisownwillpower.Hewillnotonlyconvertcurrentdefeatsintoanurgetogreaterendeavor,buthewillhaveacquiredthehabitofgoingbackintohismemoryandprofitingbyallhispreviousdefeats.Thishewillaccomplishbytakingretrospectiveinventoryofhimselfeveryfewmonths,thusenablinghimselftoanalyzedefeatfromitsresults,throughthelapseoftimesufficienttoremovethestingoftheexperience.

Bythistimethemasterofthisphilosophywillhavebecomeliterallya“giant”ofpower,comparedwithhisformerself,andtherewillbenospaceleftinhis

ofpower,comparedwithhisformerself,andtherewillbenospaceleftinhisbrainforthehousingoffear,discouragement,worry,orself-limitationsofanyothernature.Hewillknowwhathewantsandwhereheisgoinginlife,andhewillrecognizethatheiswellonhiswaytowardhisdestination.Theroadaheadofhimwillbeclear,andalthoughitmayhavemanycurvesbeyondwhichhecannotsee,hewillknowthatwhenhereachesthesetheroadwillcontinueonwardtowardhisdestination.Thisisagloriousfeeling,aseverypersonwhohasexperiencednoteworthyachievementcantestify.

Havinglearnedtheartofconvertingdefeatintoastimulusforgreatereffort,thestudentofthisphilosophygoesthetenthstepinthedevelopmentofControlledAttention:

10.INSPIRATION:Thegainsattainedthroughtheapplicationofthenineprinciplesheredescribedleadtothedevelopmentofthehabitofenthusiasm,theactionproducingqualitythatinspiresonetotaketheinitiativeinsteadofbeingtoldwhattodo.TheInspiredFeelingofenthusiasmtakesthedrudgeryoutofworkandconvertsone’sphysicalactionintoapleasantexperience,thussimplifyingthedevelopmentofControlledAttention.Enthusiasminconnectionwithanyplan,purpose,ormotiveautomaticallyleadstotheconcentrationofattentionuponthatsubject.Throughtheprincipleofinspirationthedominatingthoughtsofone’smindarequicklyimpresseduponthesubconsciousmind,wheretheyareactedupon;thusthepersonwhosemindisdominatedbyenthusiasmhasthedirectsupportofwhatisassumedtobetheconnectinglinkbetweentheconsciousmindandInfiniteIntelligence.AtthispointhehasattainedahighdegreeofefficiencyintheapplicationofControlledAttention.

Meanwhile,themasterofthisphilosophywillhaveaddedmomentumtohisefforts,insupportofthetenprinciplesheredescribed,bytheapplicationoftheeleventhprinciple,throughwhichhewillhavetakenthenextstepindevelopingthehabitofControlledAttention,viz.:

11.ATTRACTIVEPERSONALITY:WhilethisismentionedastheeleventhstepinthedevelopmentofthehabitofControlledAttention,thestudentwillhavebegunapplyingthisprincipleimmediatelyfollowinghisadoptionofaDefiniteMajorPurpose.ByapplicationofthequalitiesofanAttractivePersonalityhewillhaveremovedmuchoftheoppositionofotherpeople,andhewillhaveattractedthefriendlycooperationofmanyalliesotherthanthosealliedwithhiminhisMasterMindgroup.Hewillhave,also,improvedhisownmentalattitude,thuspreparingthewayforthedevelopmentofanydesiredhabit,includingthehabitofControlledAttention.

Itisobvious,therefore,thatControlledAttentionistheresultoftheapplicationofalltheprinciplesherementioned,andnotamatterofchance.Itisobvious,also,thatthemethodbywhichthehabitofControlledAttentionis

obvious,also,thatthemethodbywhichthehabitofControlledAttentionisdevelopedinvolvesnoeffortbeyondtheabilityoftheaverageperson;itcallsfornospecialtrainingoreducationotherthanthatherementioned;itisasuccessqualitywellwithinthereachofthepersonofaverageability;itsdevelopmentcallsfornounreasonableamountofsacrificeorlabor,themajorrequirementsbeingthewilltowinandawillingnesstopaythepriceofachievementintermsofhonestapplication.

Havingmasteredtheseelevenprinciples,throughsystematicapplicationanduse,thestudentofthisphilosophyfindshimselfpushedforwardintothetwelfthandlaststepinthedevelopmentofthehabitofControlledAttention.Inmasteringtheelevenprincipleshehasautomaticallydevelopedthetwelfth,andlo!hefindshimselfthemasterofhimself,the“masterofhisfate,thecaptainofhissoul!”

Althoughonlytwelveoftheprinciplesofthisphilosophyhavebeenconsidered,thepersonwhohasmasteredtheseisnowinpossessionofhisownmind.Heknowswhathewants.Hehasaplanforacquiringit.HehassurroundedhimselfwithtrustworthyaidsinacquiringtheobjectofhisDefiniteMajorPurpose.Hefeelsthethrillofpersonalpower.Hehasthenecessaryself-disciplinetoenablehimtousethispowerwisely;nay,hehasnodesiretouseitinanyotherthanaconstructivemannerthatbenefitsallwhomitinfluences.

HehasbecomeaconstructiveunitofthegreatAmericanwayoflife,andassuchhehasgivenhimselfimmunityagainstthesubtleforcesseekingtodestroytheAmericanformofself-determinationandpersonalfreedom.Hehaslearnedhowtoacquirehisneedswithoutdamagingothers.Henolongerdesiressomethingfornothing,forhehaslearnedabetterwayofacquiringhisneeds.Hehasfoundpeaceandharmonywithinhisownmind.Hehaslearnedtoacceptthecircumstancesoflifeashefindsthemandtomakethemostofthem.Hehasacquiredtheartofpeacefulandharmoniousnegotiationwithothersthroughwhichherelateshimselftootherpeopleinamannerthatworksforthegoodofall.

LetusnowgiveattentiontoanotherfeatureofControlledAttention,whichsuggeststhewaytopersonalpower,throughacombinationofprinciples.

AsIhavestated,thereisachemistryofthebrainthroughwhichthemindpowerofindividualsismodifiedbytheinfluenceofonemindonanother.Thisfactisobvious,eventothelaymanwhohasgivennoparticularstudytothesubjectofmentalphenomenaorpersonalities.

Wehaveseen,also,thatinthefieldoforganicchemistrycertainharmlesselementsmaybesocombinedastocreateadeadlypoison.Fromtheseobservationswemaysafelyassumethateverything,fromtheindividualatomofmattertoahumanbeing,ismodifiedorchangedinsomeformbythepresence

mattertoahumanbeing,ismodifiedorchangedinsomeformbythepresenceofotherthings.

Knowingthesefactstobesuchweshallhavenodifficultyinassumingthatthepresence,inthemind,ofacombinationofthoughtsmayconvertthemintoapowerthatcannotbeidentifiedwithanyindividualthought,andonethatmaybegreaterthanallofthemcombined.

Forexample,weknowfromobservationandexperiencethatthefollowingprinciples,whenassembledinthemindthroughacombinationofthoughts,mayproducemindpowerborderinguponthe“miraculous”:

a. DefinitenessofPurposeb. Self-discipline,throughcontroloftheemotionsc. ControlledAttentiond. Autosuggestion,appliedtotheobjectofone’spurposee. Thepowerofwill,activelyengaged

Hereisacombinationofprinciplescapableofproducingsufficientpowerforthesolutionofalmostanyproblembywhichoneisconfronted.Thepowercomesfromthecombination,notfromanysingleprinciple.Letusseehowtheprinciplesareappliedtoproducepower:

Letussaythatamanisfacedbyoneofthecommonestofallproblems,theneedofacertainamountofmoneyforsomespecificpurpose,withinaspecifiedtime.Therearetwomajorwaysofdealingwiththeproblem.First,byworryingaboutitbutdoingnothingtoraisethemoney.Thisistheusualwayofhandlingsuchproblems.Second,bycombiningthefiveprinciplesherementionedandgoingafterthemoneyinearnest.

Theamountofmoneyrequiredisknownandonehasmadeuphismindtogetit.Thatisdefinitenessofpurpose.

Themindisputtowork(throughthefacultyoftheimagination)acquiringthemoney,totheexclusionofallotherproblems.ThatisControlledAttention.

Themindisclearedofallfearanddoubtthatthemoneycannotbeprocured.Thatisself-discipline.Thecontroloftheemotionoffearthuspreparesthemindfortheexerciseoffaith.

Themindisputtowork(throughthefacultyoftheimagination)oncreatingsomethingofanequivalentvaluethatistobegiveninreturnforthemoney,orforitstemporaryuse,anditiskeptatworkuntilitsinglesoutonespecificidea.Thatisautosuggestion.

Themindisgivenrepeatedsuggestionsthattheamountofmoneydesiredwillbeprocured,nomatterwhatthecostmaybeorwhatconditionshavetobecompliedwith,andthereitremains,set,determined,persistent.Thatis

compliedwith,andthereitremains,set,determined,persistent.Thatiswillpower,inaction,

LINCOLN’SMINDwaslikeapieceofsteel—veryhardtoscratchanythingonitandalmostimpossible,afteryougetiton,torubitout.

Whenthesefiveprinciplesarecombined,andappliedinthemannerdescribedwithvariationstosuiteachdifferentcircumstance,thesubconsciousmindgoestoworkandcreatesaplan—sometimesavarietyofplans—bywhichthemoneymaybeprocured.

Ifoneexperiencesfailure,itisbecausetherehasbeenaslackeningofeffortinconnectionwithoneormoreoftheseprinciples.Ihaveseenthiscombinationofprinciplesproduceresultsthatwerealmostunbelievable.Ihaveheardhighlysuccessfulmenendorsethiscombinationofprinciplesashavingsuperpowerwhichtheymadenoefforttoexplainbecauseitseemsinexplicable.

ThecombinationofthefiveprinciplesIhavejustmentionedprovidesonewithpowerthatisnotattributabletoanyoneoftheseprinciplesalone.Theexperiencesofmenofgreatachievementbearthisout.FirstweshallhearfromThomasA.Edison,whosestatementonthesubjectisquotedasnearlyverbatimasmemorywillpermit:

“Youaskme,”saidMr.Edison,“tonamethemostimportantessentialinthefieldofinvention.Well,Icandescribeitverybriefly.Itconsists,first,ofdefiniteknowledgeastowhatonewantstoachieve[definitenessofpurpose].Onemustfixhismindonthatpurposewiththatsortofpersistencewhichknowsnosuchwordas‘impossible,’andbeginsearchingforthatwhichheseeks,makinguseofalltheaccumulatedknowledgeonthesubjecthecanfind,drawinguponhisownexperience,andmakinguseoftheexperienceofotherpeople[theMasterMind,ControlledAttention,autosuggestion].Hemustkeeponsearching,nomatterhowmanytimeshissearchleadstoadeadendstreet[powerofwill].Hemustrefusetobeinfluencedbythefactthatsomeoneelsemayhavetriedthesameideawithoutsuccess[self-discipline,masteryoffearanddoubt].Hemustkeephimself‘sold’ontheideathatthesolutionofhisproblemexistssomewhere,andthathewillfindit[autosuggestion].”

ThenMr.Edisonwentontosay,“Whenamanmakesuphismindtosolveaproblemhemay,atfirst,meetwithdoggedopposition;butifheholdsonand

keepssearchinghewillbesuretofindsomesortofasolution.Ineverknewtheplantofail.[Acombinationofallfiveoftheprinciplesisinvolvedhere.]

“Thetroublewithmostpeople,”hecontinued,“isthattheyquitbeforetheystart.”Bythishemeant,ofcourse,thatself-imposedlimitationsprohibitmostpeoplefrombeginningtaskswhichtheymighteasilycompleteiftheymadeastartandkeptongoing,intherightsortofmentalattitude.

“Inallmyexperience,”Mr.Edisonsaid,“Idonotrecalleverhavingfoundthesolutiontoanyproblemconnectedwithinventionthroughmyfirsteffort,withtheexceptionofthetalkingmachine.AndoneofthemostsurprisingofallthingsisthefactthatwhenIhavediscoveredthatforwhichIamsearching,Igenerallyfindthattheanswerwaswithinmyreachallthetime,butnothingbutpersistenceandawilltowinwouldhaveuncoveredit.”

NowletushearfromDr.AlexanderGrahamBell,theinventorofthemoderntelephone.

“Idiscoveredtheprincipleofthelongdistancetelephonewhilesearchingforthemeansofproducingamechanicalhearingaid,forthebenefitofmywifewhosehearingwasimpaired.ImadeupmymindtofindthatforwhichIwassearchingifitrequiredtheremainderofmylife.AfterinnumerablefailuresIfinallyuncoveredtheprincipleforwhichIwassearching,andwasastoundedatitssimplicity.IwasstillmoreastoundedtodiscoverthattheprincipleIrevealedwasnotonlybeneficialintheconstructionofamechanicalhearingaid,butitservedalsoasameansofsendingthesoundofthevoiceoverawire.”

Dr.Bellmadeuseofallfiveoftheprinciplesheredescribed,althoughhemayhavedonesounconsciously.“Anotherdiscoverythatgrewoutofmyinvestigations,”saidDr.Bell,“wasthefactthatwhenamangiveshisbrainanordertoproduceadefiniteresult,andstandsbythatorder,itseemstohavetheeffectofgivinghima‘secondsight’thatenableshimtoseerightthroughordinaryproblems.WhatthispowerisIcannotsay;allIknowisthatitexists,anditbecomesavailableonlywhenamanisinthatstateofmindinwhichheknowsexactlywhathewantsandisdeterminedtogetjustthat.”

IshallnowintroduceJohnWanamaker,thelate“merchantkingofPhiladelphia.”

“Onnumerousoccasionsduringtheearlypartofmybusinesscareer,”saidMr.Wanamaker,“IfoundmyselfinneedoffundsfortheoperationofmybusinesswhichIcouldnotprocurethroughanyoftheusualcommercialorbankingchannels.OneverysuchoccasionImadeitmybusinesstogoouttotheparkandbeginwalking,thinkingasIwalkedofnewsourcesofapproachtothesolutionofmyproblem.OnonesuchoccasionIneededaverylargesum,duetothefactthatwehadhadanoffseasonandfoundourshelvesstockedwithmerchandisewecouldnotconvertintoreadycash.Imadeupmymindnottogo

merchandisewecouldnotconvertintoreadycash.ImadeupmymindnottogobacktothestoreuntilIhadsolvedmyproblem.Ikeptmymindoniteverysecond!Attheendofaboutthesecondhouranideaburstintomymindthatenabledmetowalkrightbacktothestoreandraisethenecessaryamountofmoneywithin15minutes.ThestrangestpartoftheexperiencewasthefactIdidnotthinkofthatideaatthestart.”

Controlledattention,plusDefinitenessofPurpose,formedthecombinationthatservedMr.Wanamakerinthisinstance.PerhapsAppliedFaithwasapartofthecombinationofprinciplesheusedbutofthathemadenomention.Hedidsay,however,that“Idoubtthatthereisanysuchrealityasanunsolvableproblemforthemanwhohaslearnedhowtoholdhismindonhisproblemwithafirmdeterminationtofinditssolution.”Thatwastheequivalenttosayingthatthereisnosuchthingasanunsolvableproblemforthemanwhoknowshowtousefaith.

NowletushearfromDr.ElmerR.Gates,oneofthedistinguishedscientistsandinventorsofthreedecadesagowhocollaboratedintheorganizationofthisphilosophy.

“Thereissomehiddensourceofpower,”saidDr.Gates,“whichcomestoaman’saidwhenhesetshismindonadefinitegoalandbecomesdeterminedtoattainit.WiththeaidofthispowerIhaveuncoveredthesecretsofmorethan200inventions,notoneofwhichexistedinmyaccumulatedknowledgeatthebeginningofmysearch.Itispossibletofixtheattentiononagivenproblemandtokeepitthereuntilthesolutionoftheproblemseemstofloatintothemindfromtheair.Thegreatestofallproblemsisthatofmaintainingsufficientwillpowertokeepone’smindconcentrateduponasinglepurposelongenoughtoenableonetotapthismysterioussourceofinwardsight.”

Whenaskedtoexplainwhathemeantbytheterm“inwardsight”Dr.Gatesreplied,“IhavereferencetothesixthsensethroughwhichthesubconsciousmindseemstoyieldtheanswertoproblemssubmittedtoitinthementalattitudeIhavedescribed.”

Remember,thesemenwereamongthemostdistinguishedmenofachievementknowntothepeopleofAmericaduringtheirlifetime.Eachwasarecognizedsuccessinhisownfield.

LetushaveawordnowfromthelatePresidentWoodrowWilson.“WhentherequestcamefromtheGermanmilitaryauthoritiesforan

armistice,in1918,”saidMr.Wilson,“itpresentedoneofthegreatestandmostprofoundproblemsofmytwotermsintheWhiteHouse.Iknewadecisionhadtobemade.Iknewthatthelivesofthousandsofpeopledependeduponthatdecision.AndIknewthatIhadtomakethedecision.Ilaidtherequestasideforafewminutes,closedmyeyes,andbecamedeterminedtoseekguidancefroma

afewminutes,closedmyeyes,andbecamedeterminedtoseekguidancefromasourcegreaterthanmyownfacultyofreason.InalittlewhileIpickedupthepaperandwalkedoutontotherearporchoftheWhiteHouse,stoodtherewithmyeyesclosed,thepaperclenchedinmyhand,andaskedforDivineguidance.Iwasresolvednottorelyuponmyownjudgmentalone.

Inalittlewhile—itwasnotmorethanfiveminutes—theanswercame!Itwassodefinite,soobviouslysound,thatIwentrightbacktomystudyandwrotethereplyinshorthand.SubsequenteventsprovedthatImadetherightanswer,foritwasbutalittlewhileafterIsentitthattheGermanKaiserhadbeendethronedbyhisownpeopleandwasonhiswayintoexile.”

WhatwasthisstrangepoweronwhichthewarPresidentreliedforhisanswer?Hemadenoattempttoexplainit!Onecanonlysurmiseastowhathebelievedittobe,butthereisonefactofwhichthereisnodoubt;thePresidentforcedhismindtoseekthesolutionofagraveproblemanditproducedthedesiredresults.HisexperiencewasControlledAttentionofthemostprofoundnature.

ItappearsthatControlledAttentionismoreeffectiveduringanemergency,whenoneisforcedtoconcentratehisthoughtsuponsomedefiniteproblem.AndletitnotbeforgottenthatControlledAttentionhasagreatdealofpowerwhenitismotivatedbyfear,butthepowerseemstobelimitedtothemediumofphysicalexpressionofpower.Whenfrightened,amanmaydevelopgreatphysicalstrength,becauseheconcentratesallofhiseffortsinsomeparticulardirection,butthissortofpowerissmallindeed,incomparisonwiththespiritualpowerthatbecomesavailablethroughtheemotionoffaith.

ControlledAttention,inspiredbyfaith,isafardifferentpowerfromthatwhichiscreatedthroughfear!IfWoodrowWilsonhadconcentratedhisminduponhisanswertotheGermangovernment’srequestforanarmisticeinaspiritoffear,Idoubtthathewouldhavereceivedthesortofguidancethathedid,whichenabledhimtosendananswerthatputanendtotheformerKaiserofGermany.

Dr.Belldiscoveredtheprinciplewhichmadethetelephonepossibleastheresultofanemergency,occasionedbyhiswife’sdeafness.Ofcoursethesignificanceofthe“emergency”isthis:Itcausesonetocontrolhisattentioninamorehighlyconcentratedformthanhewouldunderordinarycircumstances.Itappearsthattheseunexplainedresults(sometimescalled“miracles”)experiencedbypeoplewhorelyupontheirownminds,generallyoccurunderthestressofsomeemergencywhenbytheverynatureofthecircumstance,theyareforcedtointensifytheconcentrationoftheirthoughtsuponadefinitesubject.

Twofactorsarealwayspresentundersuchcircumstances.First,theemergencystepsupthevibrationofthoughttoahighlyintensestateof

emergencystepsupthevibrationofthoughttoahighlyintensestateofemotionalfeeling.Second,thatemotionisconcentratedupononeDefiniteMajorPurpose!

ThepurposeofControlledAttention,asfarasthisphilosophyisconcerned,isthatofenablingonetobringtogetherallthedepartmentsofthemindandharnesstheircombinedpowerforuseinconnectionwithagivenpurpose.Thatiswhatcontrolledattentionamountsto.Itstimulatescoordinatedactionby(1)thefacultyofthewill,(2)thefacultyoftheemotions,(3)thefacultyofreason,(4)theconscience,(5)thememory,(6)thefacultyoftheimagination,(7)thesixthsense,(8)thesubconscioussectionofthemind;anditseemsareasonablehypothesistoassumethatthecombinedforcesofthesedepartmentsofthemindmakedirectcontactwithInfiniteIntelligence,underanycircumstancewhichbringsallofthemintoactionsimultaneously.

Thishypothesisseemsallthemorelogicalbecauseithastheendorsement,inaboutthesametermsinwhichwehavedescribedit,ofthelateThomasA.Edison,Dr.ElmerR.Gates,Dr.AlexanderGrahamBell,PresidentWoodrowWilson,AndrewCarnegie,andmanyothersequallycapableofreachingalogicalconclusiononsoprofoundasubject.

Thefactsuponwhichthishypothesisisbased,withoneexception,areknowntobeaccurate.Itisknownthatthecombinedpoweroftheeightfactorsofthemind,whentheyarecoordinatedandexpressedinaction,throughControlledAttention,enablesonetoperformdeedswhichborderonthe“miraculous.”Thesourceofpowerthatmakesthispossiblehasnotbeenisolateddefinitely,buttheresultsaresoastoundingthattheycouldnotbeattributedtoanypowershortofInfiniteIntelligence.

Theburdenofthislesson,however,isnottodefinethesourceofthepower,buttodescribeworkablemethodsbywhichitmaybedrawnuponandusedinconnectionwiththedailyproblemsofmen.IntheperformanceofthisresponsibilityIdonothavetorelyuponhypotheses,forIhavecarefullytestedandaccuratelyprovedformulasonwhichtodepend—formulaswhichIknowtobesoundandpracticalbecausetheyhavebeenusedsuccessfullybymenofoutstandingachievementsineverywalkoflife.Morethanfivehundredmenofthiscaliber,whocollaboratedthroughalongperiodofyearsintheorganizationofthisphilosophy,werespecificallyquestionedonthismatterofControlledAttention,andhereisabrieftranscriptofwhatsomeofthemsaid:

AsaCandler,founderoftheCoca-Colabusiness:“Myopinionofthevalueofconcentratedeffortcanbestbestatedbymention

ofthefactthatwespendahugefortuneannuallyforthesolepurposeofconcentratingtheattentionofthepubliconthename‘Coca-Cola.’Itmayinterestyoutoknowthatthisnameisworthmanymillionsofdollars,butit

interestyoutoknowthatthisnameisworthmanymillionsofdollars,butitwouldsoonbecomeworthlessifweneglectedtokeepthepublic’sattentionconcentratedonit.”

HenryFord,founderoftheFordMotorCompany:“Mywholelifeworkspeaksforitselfastomyopinionofthevalueof

concentratedaction.Ourfortune,ourskilledtalent,andallourotherassetsarecombinedforthesolepurposeofgivingthepublicthegreatestpossibleamountoftransportationservicefortheleastpossiblecost.Thesuccessofourbusinesshasdepended,verylargely,uponourneverhavingdeviatedfromthispolicy.”

WilliamWrigley,Jr.,thechewinggum“king”:“WhatIthinkaboutconcentratedeffortcanbestbedescribedbyexamining

thefive-centpackageofchewinggum,tothemanufactureanddistributionofwhichIhavedevotedallmytime.Temptationstodivertmyattentionandsomeofmymoneyintootherchannelshavebeenmanyandvaried,butIstucktomyoriginalDefiniteMajorPurposebecauseIrecognized,earlyinlife,thatnomancansucceedifhesplitshisenergiesanddivertshisattentioninmanydifferentdirections.”

(Incidentally,Mr.WrigleywasthefirststudentofmyPhilosophyofAmericanAchievement,afterithadbeenorganizedandtested.)

AndrewCarnegie,themanwhoinspiredtheorganizationofthephilosophy,anddirectedtheearlierstagesofitsorganization,hadafavoritesloganwhichheexpressedoneveryappropriateoccasion.Itwasthis:

“Placeallyoureggsinonebasket:thenwatchthebasketcloselytoseethatnoonekicksitover.”

Bythathemeant,ofcourse,toconcentrateallofone’sattentionuponasingleDefiniteMajorPurpose.Hedidpreciselythat,inthedevelopmentofthegreatsteelindustryhefounded,andintheaccumulationofhishugefortune.

KingGillette,producerofthefirstpracticalsafetyrazor:“Byconcentratingallmyattentionandmyfortuneupontheproductionofa

safetyrazorIhavenotonlyfulfilledamissioninlifethathasgivenmegreatsatisfactionandastablefortune,butIhaverenderedapricelessservicetomillionsofmenwhousemyproduct.IhavestucktothisoneDefiniteMajorPurposebecauseIrealizedthatanaveragelifetimeisnotlongenoughtopermitonetoattainmorethanonemajorgoal.”

EdwinC.Barnes,nationaldistributorofthe“Ediphone”andtheonlybusinesspartnerthatThomasA.Edisonhad:

“IhaveconfinedmyeffortsentirelytothesaleanddistributionofEdiphones[Edisondictatingmachines]becauseIlearnedfromMr.Edison,quiteearlyinlife,thebenefitsofconcentratedeffort.OneofthefirstofMr.Edison’straitsof

characterwhichIobservedwashishabitofcontrollinghisattentionupononethingatatime.Whileitistruethathecreatedmanydifferentinventions,itmustberememberedthatheconcentratedallofhisattentioninthefieldofinvention,andalwaysfixedhisattentionononeinventionatatime.Tothisonehabitmorethananyother,perhaps,doesheowehisastoundingsuccessasaninventor.”

JohnWanamaker,the“merchantking”ofPhiladelphia:“ControlledAttention,behindasinglepurpose,isthesecretofallhuman

achievement.Themanwhoacquiresthisartandappliesitskillfullytherebyconnectshimselfwithasourceofpowerthatisnotavailabletohimthroughanyothermethod.Whatthispoweris,howitcanbestbetappedandused,arequestionsbeyondmysphereofactivity,butIdoknowthatitexistsforIhaveuseditasthebasisofallmybusinessexperience.AndIcantellyouthisaboutit:Itbecomes,undercertaincircumstances,anirresistiblepowersufficientforthesolutionofallhumanproblems.”

JamesJ.Hill,founderoftheGreatNorthernRailwaysystem:“Themanwhospreadshisenergiesovermanydifferententerprisesresembles

themanwhoshutshiseyeswhenheaimsatanobjectandfiresagun.Hemayspreadhisshotinmanydifferentdirectionswithouthittingthetarget.ControlledAttentionhasbeenmygreatestasset.Ihaveuseditduringmostoftheadultperiodofmylife,andparticularlyinbuildingandoperatingtheGreatNorthernRailway.”

JohnD.Rockefeller,Sr.,founderoftheStandardOilCompany:“FromtheveryfirstdaythatItookmyfirstjob,asabookkeeper,untilthis

verymoment,Ihavefollowedtheplanofcenteringmyattentionupononethingatatime.ControlledAttentionplacesamanincontactwithasourceofpowerthatgiveshimwhatamountstoasortofsuperwisdominthemanagementofhisaffairs.Ihaveinvestedlargesumsofmoneyinmanydifferentbusinessesandindustries,butIearnedthismoneyinthebusinessonwhichIhaveconcentratedmostofmythought,theoilbusiness.NopartofmyattentionhasbeengiventoanyoftheindustriesinwhichIhavemadeinvestments,exceptmyown.”

WilburWright,co-inventoroftheWrightairplane:“MybrotherOrvilleandIalwaysfollowedthehabitofconcentratingour

attentionupononemajorpurpose,andthatwastheperfectingofaheavierthanairflyingmachine.IfwehadsplitourattentionIdoubtthatwewouldeverhavebuiltamachinethatcouldhaveflownsuccessfully.”

FrankW.Woolworth,founderoftheWoolworthfive-andtencentstores:“FromthedaythatIoriginatedthemodernFiveandTenCentStoreplanI

havedevotedallmyattentiontomyDefiniteMajorPurpose,theoperationofourstores.Controlledattentionplayedamuchmoreimportantpartinthesuccessofourbusinessthananyotherfactor.Imitatorssoonenteredthefieldwithplans

ourbusinessthananyotherfactor.Imitatorssoonenteredthefieldwithplanssimilartoours,andsomeofthemdidquitewell,butweremainedsteadfastincarryingoutouroriginalplan.Perhapsthisiswhywehavebeenknownastheleadersinthisfieldforsomanyyears.”

ArthurW.Nash,founderoftheNashmade-to-orderclothingbusiness:“Ourrealsuccessbeganwhenwediscoveredthatabusinessthrivesbest

wheneveryoneconnectedwithitconcentrateshisminduponthesuccessofthebusiness.Beforewemadethisdiscoverywewereworkingatcross-purposes.BycombiningDefinitenessofPurpose,theGoldenRuleApplied,andControlledAttention,weconvertedabusinessthatwasinsolventintoabusinessthatnowpaysadequatedividendstoeverypersonwhoworksinit.Thecombinationofthesethreeprinciplesgaveusaccesstoasourceofpowerwehadnotbeenusingbefore.”

GeorgePullman,inventorofthemodernPullmansleepingcar:“ThechangeinmyeconomicaffairscamewhenIdiscoveredthatamancan

dobutonethingatatime,ifhedoesitwell.MyentiretimehasbeenconcentratedupontherefinementofthePullmancar.Thishasbeenresponsible,morethananythingelse,forthesuccesswehaveenjoyed.”

JuliusRosenwald,formerownerofSears,Roebuck&Company:“ControlledAttention,incombinationwithDefinitenessofPurpose,the

GoldenRuleApplied,andCreativeVision,havemadeourcompanytheacknowledgedleaderinthemail-ordermerchandisingfield.OftheselatterthreeprinciplesIwouldemphasizethefirst,becausewithoutittheothertwowouldlosemuchoftheireconomicsignificance.”

MiloC.Jones,theWisconsinfarmerwhomadeafortuneafterbeingstrickenbydoubleparalysis:

“AfterIlosttheuseofmybodyIconcentratedallthepowersofmymindonasingleidea,themakingofLittlePigSausage,andIwasamazedtolearnthatIcouldaccomplishbyControlledAttentionalonemuchmorethanIhadpreviouslybeenabletoaccomplishwiththefulluseofmybody.WiththeaidoftheMasterMindprincipleIcouldusethephysicalcapacitiesofothermembersofmyfamily,inthemanagementofthebusiness,buttheplanningthatwasnecessarytookplacethroughtheconcentrationofmyownmindonthatsinglepurpose.”

WalterC.Chrysler,thefounderoftheChryslerMotorCompany:“IagreewithAndrewCarnegiethatitisasoundpolicyforonetoplaceallhis

eggsinonebasketandthenwatchthebasket.Thebetterportionofmylifehasbeendevotedtothemanufactureandsaleoffinemotorcars.IhaveconcentratedallmyenergiesonthisoneDefiniteMajorPurpose.Itissurprisingwhatamancanaccomplishwhenhegainsthenecessaryself-disciplinetoenablehimto

canaccomplishwhenhegainsthenecessaryself-disciplinetoenablehimtocontrolhisattentionbyholdingitononethingatatime.WhateversuccessIhaveattainedhasbeenlargelytheresultofDefinitenessofPurpose,theMasterMindprinciple,CreativeVision,OrganizedIndividualEndeavor,Self-Discipline,andControlledAttention,withstrongemphasisonthelatter.”

Manyreaderswillrememberthattragicyear1933,whenFranklinD.RooseveltbecamethePresidentforhisfirstterm.Thebusinessdepressionhadspreadfearinthemindsofthepeople,andthewholeeconomicstructurewasinastateofwildchaos,withbanksfailingandbusinessessuspendingandmenbeingthrownoutofjobsbythetensofthousands.Scareheadlinesaboutthe“BusinessDepression”filledthenewspapers,andeveryonewastalking,thinking,andactingintermsoffearanddoubt.

THOMASA.Edisonbecametheworld’sgreatestinventor,withpracticallynoschooling,solelybylearningtoconcentratehisfullattentionononethingatatime.

Beinganexperiencedstudentofpsychology,thePresidentwenttoworktostopthestampedeoffear.HisfirstmovewasdesignedtomakeuseoftheprincipleofControlledAttention—notonthepartofafew,butonthepartofallthepeopleoftheUnitedStates.Letusanalyzehisaction,forherewefindmanyoftheprinciplesofthisphilosophyinoperationinapracticalway,inoneofthegreatestemergenciesthiscountryhaseverknown.

ThePresident’sfirstmovewastocalltheleadersofbothhousesofCongresstotheWhiteHouseforaconferenceatwhichhesoldthemtheideaofforgettingpartyaffiliationsandconcentratingalltheireffortsontheonetaskofreestablishingconfidenceinthemindsoftheAmericanpeople.

Thenhecalledintherepresentativesofthenewspapersandengagedtheminasimilarcommitment.Thechurchleaderswereaskedtoengageinthesameundertaking,regardlessoftheirdenomination,andtheycompliedwillingly.

Theradioannouncerswereenlistedinthesamecauseandtheywenttoworkinearnest,selling“Americanism”tothepeopleofAmerica.ThePresidenthimselfinauguratedhisfamous“firesidetalks”programandspokedirectlytotheAmericanpeople.

IntheseandothersimilarendeavorstoonumeroustomentionthepeopleofAmericawerebroughttogether,inonemasterstroke,utilizingapplicationofthe

principleofControlledAttention,forthesolepurposeofrestoringconfidenceintheAmericanwayoflife,intheAmericaninstitutions,and,aboveall,intheAmericanpeoplethemselves.

Theresultswerelikemagic!Almostovernightthescareheadlinesabout“BusinessDepression”were

droppedandtheirplaceswerefilledwithheadlinesabout“BusinessRecovery.”Everyadultremembersthiscircumstance,butoneofthegreattragediesofitliesinthefactthatsofewpeoplecaughtthefullsignificanceofthepowerthatbroughtthisrapidchangeabout—thepowerofControlledAttentionfocuseduponaDefiniteMajorPurpose.

Anemergencywasathand.Infactitwasanationalemergencysuchasthepeoplehadneverseenbefore.Spurredonbytheseriousnessofthisemergency,thepeopledroppedtheirpersonalprejudicesofrace,creed,andpoliticalleanings,andconcentratedtheirmindsupontheonetaskofrestoringconfidence,withtheresultthatthewholeeconomicpicturebegantoswingbackfromfailuretosuccess.

HereisanimpressiveexampleofwhathappenswhenpeopleblendtheirmindsandplacetheircombinedmindpowerbackofaDefiniteMajorPurpose,inaspiritofControlledAttention.

Theprincipleworksaswellforindividualsasitworkedforthenationasawhole!Thereissufficientpoweravailablethroughanynormalbrain,ifitisorganizedanddirectedtoadefiniteendthroughControlledAttention,tobringthesolutionoftheindividual’smajorproblemsoflife,nottomentionthesolutionoftheminorproblems,mostofwhichwouldnotexistifonefollowedthehabitofControlledAttentionindealingwiththeseproblems.

Successfulbusinessmen,andotherswhohavegiventhoughttothesubject,havelongknownthatthebestwaytodealwithunpleasantproblemsistotacklethehardestofthemfirst,andtodoitwithoutfearorprocrastination,bycenteringtheattentionuponitandkeepingitthereuntilasolutionhasbeenfound.Itissurprisingtolearnhowquicklythemostembarrassingproblemswillmeltawayintonothingwhenoneconcentrateshisattentionuponthemwithadeterminedwilltoliquidatethem.

Butthisisnotthewaytheaveragepersonhandlessuchproblems.Mostpeoplehandleunpleasantproblemsaboutthesamewaythatthelazyhousekeeperkeepshouse,bysweepingthedirtunderthecarpet.Littleproblemsgrowintobigoneswhenlefttoruntheircourse,withoutattention.

AsonenotedpsychologistexplainedthepowerofControlledAttention,“Itburnsaholestraightthroughtheheartoftheknottiestofproblemsifoneplacesbackofitadeterminedwill.”AndhemightwellhaveaddedthatControlledAttentionnotonlyburnsaholethroughtheheartofaproblem,butitkeepson

Attentionnotonlyburnsaholethroughtheheartofaproblem,butitkeepsonuntilitliquidateswhatisleftaroundthehole.

ThelateCyrusH.K.Curtis,theformerowneroftheSaturdayEveningPost,hadthistosayabouttheprincipleofControlledAttention:“WhenIfirstpurchasedtheSaturdayEveningPostitconsistedmainlyofitsnameandsomedebts.MyDefiniteMajorPurposewastomakethePostthegreatestmagazinepropertyintheUnitedStates.BackofthisaimIconcentratedallmyattention,allmymoneyandallmyinfluencewithmyfriends,withafaithinthefutureofthemagazinewhichhadnolimitations.

“Becauseoflackofoperatingcapital,thefirstyearsofthePostwerefraughtwithdifficultiessufficienttohavediscouragedanyonewithlessfaiththanIhad.ThereweretimeswhenIowedmoremoneythanIcouldhaveraisedifIhadsoldeverythingIpossessed,includingthePost,andsometimesmycreditorswerenotgenerous.

“MyclosestfriendsbeggedmetogiveupthePostanddevotemyeffortstosomethingrequiringlessworkandlessoperatingcapital;butIhadcommittedmyselftodoajobandIwasdeterminedtodoit,nomatterhowlongitrequired,orwhatefforthadtobeputintoit.

“Iwentthroughmanyyearsofthissortofexperience,someofthempushingmesofarintotheredthatitlookedasifImightnevergetout.Thatis,itlookedthatwaytoeveryoneexceptmyself.

“AllthroughthoseyearsofhardshipIkeptmymindconcentratedonthejobaheadofme,andnotonthepleadingsofmyfriendswhowishedmetogiveitupandquit.Ihavealwaysfeltacontemptforaquitter,andespeciallythequitterwhogivesupbeforehehasmadeanearnestefforttowin.

“Nowthebigfightisover,andIhavewon!IhavemadethePostexactlywhatIstartedouttomakeit,afacttowhichevenmycompetitorswilltestify.

“WouldIgothroughthesamefightagain,ifIhadittodooveragain?Why,yes,ofcourseIwould!Thereisasortofcompensationthatisexperiencedbythemanwhohashadastifffightbuthaswonthebattle—aformofcompensationwhich,Ifear,othersneverknow.”

WheneveryouseeacopyoftheSaturdayEveningPost,justsaytoyourself:HereisphysicalevidencethatControlledAttention,backedbyDefinitenessofPurpose,cannotbedefeated.

Thatisaboutthewaythestorygoeswithallmenwhohaveattainednoteworthysuccess.Allofthemgothroughtheir“testingtime,”asAndrewCarnegieexpressedit;thatshowswhatsortofmettletheyaremadeof.Ihaveneverheardofanypersonachievinggreatsuccesswithouthavinggonethrough

difficulties,andunpleasantexperiences,andtheonequalitywhichbeststandsoutduringtheseperiodsof“testingtime”isControlledAttention.

TheSaturdayEveningPostisnowoneofthegreatmagazinesofthecountry.Itistheenvyofthemagazinepublishers’field,butwewonderifthemillionsofpeoplewhoreaditeachweekevertakethetimetostudyitsearlyhistory,orknowthatitistheproductofoneman’smind—amanwhohadvision,andimagination,andenthusiasm,andpersonalinitiative,andthefortitudetocarryonwhenthegoingwashard.Iwonder,too,howmanypeoplerecognizethatthegreatnessoftheSaturdayEveningPost,ascomparedwithmanyothermagazinesthathavecomeandgonesinceitsbirth,ismeasuredinalmostexactproportiontothedifficultiesthroughwhichCyrusH.K.Curtisnurseditduringitsearlyhistory.

IhavesingledouttheSaturdayEveningPostbecausealmosteveryoneisacquaintedwithit.Thesameillustrationmightwellheappliedtoalmostanyothergreatindustry,foralwaysthereissomeoneperson,orasmallgroupofpersons,whoconcentratetheirmindsuponadefinitepurposeandcarryabusinessthroughits“testingtime”beforesuccessarrives.

Perhapsthereisnogreaterexampleinallhistoryofthepowerofconcentratedeffortthanthatwhichisassociatedwiththehistoryofourowncountry.TheAmericanwayoflife,asweknowittoday,wasbornofstruggleandhardshipandpersonalsacrificethathasrarely,ifever,beenexperiencedbythoseofuswhoenjoytheprivilegesofthiscountry.

ItwouldpayeveryreadertospendafeweveningsreadingoftheearlyhistoryoftheUnitedStates—especiallythatportionofitwhichbeganwiththeDeclarationofIndependence,whenfifty-sixbravemensignedtheirnamestothemostimportantcompactdesignedtobringfreedomtoapeoplethattheworldhaseverknown.

Today,thepeopleoftheUnitedStates,aswellasthepeopleofmostoftheothercountriesoftheworld,arefacedbyaworldemergencywhichthreatensthedestructionofthegreatAmericanwayoflife,withallofitsblessingsandrightsofpersonallibertyanditsabundanceofopportunities.

AsItakeinventoryofwhatishappeninginthiscountrytodestroytheunityofthepeople,Iampuzzledtoknowwhythepeopledonotprofitbytheexperienceofthosebravemenwhogavethecountryitssolidityanditssecuritywhenthecountrywasyoungandweak.Iwant,too,toknowwhythepeoplehavesosoonforgottenthemethodsbywhichthePresidentoftheUnitedStatesstoppedthestampedeoffearin1933,andreestablishedtemporaryconfidence,throughtheprincipleofControlledAttention,backedbyadefinitepurpose.

Iftheseprinciplesweresoundinthepast,theymustbeequallyassoundtoday.Ifunityofthepeoplewerehelpfulalittleover165yearsago,whenthe

today.Ifunityofthepeoplewerehelpfulalittleover165yearsago,whenthenationwasbeingwrestedfromtyranny,suchsolidarityshouldbeequallyhelpfultoday,inourpresentcrisis.Andwemightwelladdthatifthisprinciplewerehelpfultothenationasawhole,itmaybeequallyhelpfultoanysmallgroupwhosetouttoaccomplishadesirableend,undertheMasterMindprinciple.

Whereverpeoplecoordinatetheireffortsinaspiritofharmonyfortheattainmentofadefinitepurpose,andbegintoworkforitsattainment,theyfindthemselvesaidedbyamysteriouspowerwhichgivesmomentumtotheirefforts.Iftheyhappentobemartyrswhohavebeenbroughttogetherthroughpersecution,thepoweravailabletothemis,forsomestrangereason,apparentlyincreased.

AboutahundredyearsagoamanbythenameofJosephSmithfoundedareligionknownas“Mormonism.”AreligiouswarsprangupinthecommunitywhereSmithandhisfollowerslived,whichresultedinthemurderofhimandhisbrotherHyrum,whiletheywereconfinedinajailinIllinois.TheleadershipofthegroupwastakenoverbyBrighamYoung,whomovedamajorityofthemintothethenwildernessofUtah,twothousandmilesfromthemorepopuloussectionoftheUnitedStates.Theycarriedwiththembarelyenoughfoodandseedforplantingandutensilsforhouseholdandfarmingpurposestokeepthemfromstarvingtodeath.Aftercuttingtheirwaythroughtwothousandmilesofwilderness,fightingIndiansandbattlingagainsttheelements,theyfinallyarrivedatwhatisnowSaltLakeCity,Utah,andsettled.Theyplantedwhatseedtheycarriedwiththem,butithadnosoonersproutedabovethegroundthanitwassetuponbygrasshoppersandalmostdevoured.

ToaddtotheirmiseriestheUnitedStatesgovernmentsentsoldierstoUtah,ostensiblytoputdownpolygamy.TheywentatthejobsocrudelythattheyantagonizedtheentireMormonpopulation,buttheMormonsheldoutandthelittlecolonysurvived.

ThestoriestoldbytheMormons,oftheirsacrifices,werealmostunbelievable,buttheyhavebeensubstantiatedinalloftheessentialdetails.TheyearswentbyandtheMormonsgrewandprospered,makingtheirlivingentirelyfromthesoil.Itisgenerallyconcededthatnogroupofpeople,throughoutthepioneeringdaysofthiscountry,fromtheearlypilgrimsettlersondowntothepresent,wereharassedandpersecutedasseverelyasweretheMormons.

Today,alittlelessthanahundredyearsaftertheMormonssettledinUtah,wefindthemapeacefulandprosperouspeople,stillmakingtheirliving,forthemostpart,fromthesoiloftheearth.DuringtheDepression,whilemillionsofpeoplewereongovernmentreliefthroughoutthenation,theMormonswerethefirsttoannouncethatthereafternoMormonwouldaskforcharity.Theyhadfoundawaytobecomeself-sustainingand-determining.

foundawaytobecomeself-sustainingand-determining.Now,wearenotinterestedintheMormonreligionassuch,norarewe

interestedintheMormonpeopleexcepttocallattentiontowhathappenswhenagroupofpeopleisdriventomartyrdom,astheMormonswere.HerewehaveaconvincingexampleofthesoundnessofAndrewCarnegie’smottothat“adversitycarrieswithittheseedofanequivalentbenefit.”

TheMormonsmetwithadversityonascalealmostbeyondhumanendurance.Astothemeritsordemeritsoftheircause,ortheirreligion,ortheirformerdomesticrelationships,weareinnowayinterested;butwearekeenlyinterestedinlearningthesecretbywhichagroupofpeoplemaysocombinetheirfortunesandtheireffortsthateachindividualmaygetthenecessitiesoflifewithoutaskingforpubliccharity.

StudytheMormonscarefullyandyouwillfindthatthe“secret”oftheirself-determination,ifthereisanythingaboutitthatcanbecalledsecret,datesbacktothespiritofperseverancewhichtheydevelopedwhilefightingfortheirlives.Theyweredriventopooltheirscanteconomicresourcesandtheirspiritualresourcesfortheirdefenseagainstasocietythatwastryingtoexterminatethem.

Informingthatpooltheydiscoveredsomethingwhichshouldbeofkeeninteresttotherestofus.Theydiscoveredthatthereispowerinunityofpurposeandcoordinationofphysicaleffort.TheynotonlydiscoveredtheMasterMindprinciple,buttheyusedittosavethemselvesfromtotalannihilationandusedittosavethemselvesfromthehumilityofacceptingpubliccharity,inanerawhenmillionsofotherpeoplewhowereneverpersecutedwereseekingsubsidythroughgovernmentrelief.

TheMormonsnotonlyunderstandtheprincipleofControlledAttention,butthatprinciplehasbeenusedbythemsosuccessfullythattheyhavewrestedvictoryfromdefeat,inaworldthatwasbentupondestroyingthem.Theirapplicationofthisprinciplewas,atfirst,amatterofnecessity.TheywereforcedtoconcentratetheirattentionuponaDefiniteMajorPurposeorbeannihilated.Later,perhaps,theybeganmakinguseoftheprincipleoutofpreference,becausetheyhadlearnedofitsstupendouspowerwhilefightingforexistence.

BeforeleavingthesubjectoftheMormonsIwishtomakeoneotherobservationconcerningthem.TodaytheyhavemissionariesinpracticallyeverypartoftheUnitedStates,andinmostofthecountriesoftheworld.Havingmadeaplaceforthemselvesunderthemostsevereconditions,theyarenowbeingrecognizedthroughouttheworld,asfavorablyastheywereoncepersecuted.

ThereisnospiritofrevengeamongtheMormonpeopletoday.Iftheyeverfeltrevengefulforthepersecutiontheywereforcedtoundergo,ithasnowbeensubdued.Theyholdnogrudgesagainstanyoneonanyscore.Perhapsthatmay

beonereasonwhytheyarebeingacceptedsofreelythroughouttheworld.Their“mentalattitude”ispositiveandconstructive.TheyareloyalAmericancitizens,conformingineverywaytothebestandmostapprovedhabitsoftheAmericanwayoflife.

InallthiscountrynofinerexampleofthesoundnessofEmerson’sessayoncompensationcanbefoundthanthatoftheMormons.Thatwhichwastakenfromthembythegenerationofahundredyearsagoisnowbeingfreelyandwillinglyrepaidtothembythisgeneration.Hereisfoodforthoughtofthehighestorder!

Letusrecognizetruthwhereverwefindit.Moreover,letusappropriatetruthandmakeuseofit,nomatterfromwhatsourceitmaycome.IftheMormonshaveabetterwayofrelatingthemselvestooneanotherthanhavetherestofus,letusdiscovertheirwayandmakeuseofit.Letusbefair—toourselvesatleast—andanalyzetheMormonwayoflife,notbytheirhabitsofahundredyearsago,buttheirhabitsoftoday!

Thewholeworldisinastateofmaladjustment.Humanrelationshipshavebeendisturbedinthisandallothercountries,toapointofdangerwhichthreatenscivilization.Itbehoovesus,therefore,toobservethemethodsofanyindividualorgroupofindividualswhohavefoundawaytorelatethemselvestolifeharmoniously.

Whenwefindevenonepersonwhohasdiscoveredhowtoliveharmoniouslywiththerestoftheworld,letusinquireintohisphilosophy,fordespitethefactwemaycomeintohispresencetoscoff,wemayfinditadvantageoustoremainandpray!

ControlledAttentionmakesthissortofanalysispossible.Itenablesonetopiercetheoutercoveringofthingsandpeopleastheyappeartobe,andtolearnwhatexistsunderthecovering!Theworldneedsthissortofanalysisrightnow.Mostofusaretoomuchinclinedtoviewtheoutwardappearancesandthematerialaspectsofthingsandpeople,overlookingtherealitythatliesunderneath.Andthistragichabithasbroughtthewholeworldtotheverybrinkofspiritualbankruptcy.

Thisphilosophywasintended,originally,asaphilosophyofindividualachievement,designedmainlytoenablepeopletoprocurethematerialneedsoflifewithoutviolatingtherightsofothers.Mr.Carnegiehadthisinmindwhenheinspiredtheresearchwhichresultedinthephilosophy.Butthechangedconditionsoftheworld,sinceMr.Carnegie’stime,haveledmetolookatanentirelynewworld;aworldofspiritualwealth;aworldinwhichthefinerartsofhumanrelationshiphavebeenrevealed;anditisthegreaterspiritofunderstandingthatIwishthereaderofthischaptertoacquire.

IhaveendeavoredtoshowthatthereisadifferencebetweenControlledAttentionandordinaryconcentrationofefforts.Letusmakesurethatweunderstandthenatureandextentofthisdifference.Theword“control”isthekeytotheexplanationofthedifference.ControlledAttentionmeanstheactofcoordinatingallthefacultiesofthemindanddirectingtheircombinedpowertoagivenend!Suchisanactwhichrequiresself-disciplineofthehighestorder.Italsorequiresthedevelopmentofcontrolledhabits.Asamatteroffactonecannotcontrolattentionwithoutthesupportinginfluenceofwell-developedhabitsofthought.

NowletusconsidersomeofthecircumstancesunderwhichControlledAttentionisapplied,viz.:

(a)Prayer:Whenoneprays,ifheunderstandsthetruemeaningofprayer,andpraysinastateofmindthathasbeenclearedofallfearanddoubt,hedoessobysettingasidehisownfacultyofreason,hisfacultyofwill,andallotherfacultiesofthemindexceptthefacultyoftheemotions.Withthemindundercontrolheconcentratesallhispositiveemotions,especiallytheemotionoffaith,ontheobjectofhisprayer,havingsuchadeepfaithinitsattainmentthathecanseehimselfalreadyinpossessionofit.UnderthissortofControlledAttentiononemakesdirectconnectionwithInfiniteIntelligence.Iftheprayerisansweredfavorablytheanswercomesintheformofaninspiredidea,plan,ormethodbywhichonemay,throughhisownefforts,acquirethatforwhichheprays.

Thewordsusedinprayerareimmaterial.Thestateofmindinwhichtheprayerisofferedisthethingthatcounts!Thefactoroffaithmustbepresent.Theslightestshadeoffearordoubtorindecisioninconnectionwithone’srighttogetthatforwhichheprayswillbringnegativeresults.Themindmustbefreefromeveryotherthoughtexceptthatconnectedwiththeobjectoftheprayer.Theprayermustcontinueuntilitproducesthedesiredresults.Sometimesthishappenswithinamatterofseconds;atothertimestheanswermaybedeferredforhours,days,months,oryears,accordingtothenatureoftheprayerandwhatisnecessaryforitsfulfillment.

Prayerexpressedintimesofemergency,whenthemindisdominatedbyfear,hasseldombeenknowntoproducethedesiredresults,althoughtheonewhopraysmaybeingreatneedofaid.

Prayerbasedonarequestforsomethingwhichwouldcallforthecessationofnaturallaw,orthecircumventionorviolationofnaturallaw,willbringnegativeresults.

Prayeraskingforresultsthatwoulddamnothersfails,also,andfortheveryunderstandablereasonthatthepersonwhomakessucharequesthasinhismindsomeformofrevenge,greed,selfishness,orothernegativeemotionwhichrenderstheprayerineffective.

renderstheprayerineffective.Successfulprayerdependsuponadequatepreparationofthemindforthe

expressionofprayer.ThatpreparationisControlledAttentionbasedonfaith!

PrayerIsPowerDr.AlexisCarrel,whodevotedthirty-threeyearstobiologicalresearchattheRockefellerInstitute,andistheauthorofMan,theUnknown,analyzedprayerasfollows:

“Prayerisnotonlyworship;itisalsoaninvisibleemanationofman’sworshipingspirit—themostpowerfulformofenergythatonecangenerate.Theinfluenceofprayeronthehumanmindandbodyisasdemonstrableasthatofsecretingglands.Itsresultscanbemeasuredintermsofincreasedphysicalbuoyancy,greaterintellectualvigor,moralstamina,andadeeperunderstandingoftherealitiesunderlyinghumanrelationships.

“Ifyoumakeahabitofsincereprayer,yourlifewillbeverynoticeablyandprofoundlyaltered.Prayerstampswithitsindeliblemarkouractionsanddemeanor.Atranquilityofbearing,afacialandbodilyrepose,areobservedinthosewhoseinnerlivesarethusenriched.Withinthedepthsofconsciousnessaflamekindles.Andmanseeshimself.Hediscovershimself.Hediscovershisselfishness,hissillypride,hisfears,hisgreed,hisblunders.Hedevelopsasenseofmoralobligation,intellectualhumility.Thusbeginsajourneyofthesoultowardtherealmofgrace.

“Prayerisaforceasrealasterrestrialgravity.AsaphysicianIhaveseenmen,afterallothertherapyhadfailed,liftedoutofdiseaseandmelancholybythesereneeffortofprayer.Itistheonlypowerintheworldthatseemstoovercomethesocalled‘lawsofnature’;theoccasionsonwhichprayerhasdramaticallydonethishavebeentermed‘miracles’!Butaconstant,quietermiracletakesplacehourlyintheheartsofmenandwomenwhohavediscoveredthatprayersuppliesthemwithasteadyflowofsustainingpowerintheirdailylives.

“Toomanypeopleregardprayerasaformalizedroutineofwords,arefugeforweaklings,orachildishpetitionformaterialthings.Wesadlyundervalueprayerwhenweconceiveitintheseterms,justasweshouldunderestimaterainbydescribingitassomethingthatfillsthebirdbathinourgarden.Properlyunderstood,prayerisamatureactivityindispensabletothefullestdevelopmentofpersonality—theultimateintegrationofman’shighestfaculties.Onlyinprayerdoweachievethatcompleteandharmoniousassemblyofbody,mindandspiritwhichgivesthefrailhumanreeditsunshakablestrength.

spiritwhichgivesthefrailhumanreeditsunshakablestrength.“Thewords,‘Askanditshallbegiventoyou,’havebeenverifiedbythe

experienceofhumanity.True,prayermaynotrestorethedeadchildtolifeorbringrelieffromphysicalpain.Butprayer,likeradium,isasourceofluminous,self-generatingenergy.

“Howdoesprayerfortifyuswithsomuchdynamicpower?Toanswerthisquestion(admittedlyoutsidethejurisdictionofscience)Imustpointoutthatallprayershaveonethingincommon.Thetriumphanthosannasofagreatoratorio,orthehumblesupplicationofanIroquoishunterbeggingforluckinthechase,demonstratethesametruth:thathumanbeingsseektoaugmenttheirfiniteenergybyaddressingthemselvestotheInfinitesourceofallenergy.Whenwepray,welinkourselveswiththeinexhaustiblemotivepowerthatspinstheuniverse.Weaskthatapartofthispowerbeapportionedtoourneeds.Eveninasking,ourhumandeficienciesareminimizedandwearisestrengthenedandrepaired.

“ButwemustneversummonGodmerelyforthegratificationofourwhims.Wederivemostpowerfromprayerwhenweuseitnotasapetition,butasasupplicationthatwemaybecomemorelikeHim.PrayershouldberegardedaspracticeofthePresenceofGod.Anoldpeasantwasseatedaloneinthelastpewofthevillagechurch.‘Whatareyouwaitingfor?’hewasasked;andheanswered,‘IamlookingatHimandHeislookingatme.’ManpraysnotonlythatGodshouldrememberhim,butalsothatheshouldrememberGod.

“Howcanprayerbedefined?PrayeristheeffortofmantoreachGod,tocommunewithaninvisiblebeing,creatorofallthings,supremewisdom,truth,beauty,andstrength,fatherandredeemerofeachman.Thisgoalofprayeralwaysremainshiddentointelligence.ForbothlanguageandthoughtfailwhenweattempttodescribeGod.

“Wedoknow,however,thatwheneverweaddressGodinferventprayerwechangebothsoulandbodyforthebetter.Itcouldnothappenthatanymanorwomancouldprayforasinglemomentwithoutsomegoodresult.‘Nomaneverprayed,’saidEmerson,‘withoutlearningsomething.’

“Onecanprayeverywhere.Inthestreets,thesubway,theoffice,theshop,theschool,aswellasinthesolitudeofone’sownroomoramongthecrowdinachurch.Thereisnoprescribedposture,timeorplace.

“‘ThinkofGodmoreoftenthanyoubreathe,’saidEpictetus,theStoic.Inorderreallytomoldpersonality,prayermustbecomeahabit.Itismeaninglesstoprayinthemorningandtolivelikeabarbariantheremainderoftheday.Trueprayerisawayoflife;thetruestlifeisliterallyawayofprayer.

“Thebestprayersareliketheimprovisationsofgiftedlovers,alwaysaboutthesamethingyetnevertwicethesame.Wecannotallbeascreativeinprayer

thesamethingyetnevertwicethesame.WecannotallbeascreativeinprayerasSaintTeresaorBernardofClairvaux,bothofwhompouredtheiradorationintowordsofmysticalbeauty.Fortunately,wedonotneedtheireloquence;ourslightestimpulsetoprayerisrecognizedbyGod.Evenifwearepitifullydumb,orifourtonguesareoverlaidwithvanityordeceit,ourmeagersyllablesofpraiseareacceptabletoHim,andHeshowersuswithstrengtheningmanifestationsofHislove.

“Today,asneverbefore,prayerisabindingnecessityinthelivesofmenandnations.Thelackofemphasisonthereligioussensehasbroughttheworldtotheedgeofdestruction.Ourdeepestsourceofpowerandperfectionhasbeenleftmiserablyundeveloped.Prayer,thebasicexerciseofthespirit,mustbeactivelypracticedinourprivatelives.Theneglectedsoulofmanmustbemadestrongenoughtoassertitselfoncemore.Forifthepowerofprayerisagainreleasedandusedinthelivesofcommonmenandwomen;ifthespiritdeclaresitsaimsclearlyandboldly,thereisyethopethatourprayersforabetterworldwillbeanswered.”

QuotedbypermissionfromtheReader’sDigest.(b)DefinitenessofPurpose.Hereonemustunderstandthefullsignificanceof

AndrewCarnegie’semphasisontherelationshipofperfectharmonybetweenallthemindsofaMasterMindgroup.LackofharmonyonthepartofoneindividualofthegroupwilldestroytheControlledAttentionfeatureofthealliance.Itisobvious,therefore,thatControlledAttentionismoreeasilyattainedbyanindividualthanitisbyagroupofindividuals,becauseofthedifficultyinbringingtogetheragroupofpeopleallofwhomwillsubordinatetheirpersonaldesiresandmotivesfortheattainmentofacommonend.

TheMormonpeopleaccomplishedthisend,buttheywereinspiredtodosobyoneofthestrongestofallmotives,thedesireforself-preservation.Itisveryeasyforonetosubordinatehispersonaldesiresforthegoodofhisassociateswhenhisverylifedependsuponmutualcoordinationofeffort,inspiritaswellasindeed.

Mr.Carnegiehascalledattention,timeandagain,tothenecessityofperfectharmonyinaMasterMindalliance.HisgeniusinmaintainingthatrelationshipbetweenthemembersofhisMasterMindgroupandhimselfwasthemajorsecretofhisstupendousachievements.HesoarrangedhisrelationshipwithhisMasterMindalliesthatallofthembecamewealthyfarbeyondanythingtheymighthaveaccomplishedworkingindependently,withouthisaid.Beingtheastutejudgeofhumannaturethathewas,herecognizedthatmencontroltheirattentionbecauseofadequatemotive,andfornootherreason.Heprovidedhis

MasterMindallieswithmanymotivesforcooperatingwithhiminaspiritofperfectharmony,nottheleastofthesebeingthedesireforfinancialgain.

Salesmanagerswhounderstandpracticalpsychologyofteninspiretheirsalesmentoexertextraeffortbyholdingouttothemextracompensationintheformofbonuses,prizes,personalprivileges,etc.Themoresuccessfulsalesmanagersusuallymanagetohavesomesortofasystemofextracompensationinoperationallofthetime,becauseexperiencehasprovedthatthisisthebestknownmethodofinducingmentotakepossessionoftheirownmindsandworktowardacommonendinaspiritofharmony.

Thesalesmanageroflessexperienceoftenresortstoothermethodsforsalesproductionresults,suchasholdinghissalesmeninfearofthelossoftheirjobs.Suchmethodssometimesproducetemporaryresultsthatseemtobesatisfactory,buttheyareonlytemporary.Permanentsuccessinanysortofhumanrelationshipmustbefoundedonmutualconfidenceandthespiritofharmony.Humanrelationshipsbasedonanyotherfoundationaredestinedtofail,nomatterwhatmaybethenatureoftherelationship,orforwhatpurposeitisformed!Letusallrememberthis,withprofit.

Theworldisnowpassingthroughanemergencywhenmostofthepeopleseemtohaveoverlookedtheimportanceofharmonioushumanrelationships!Therecanbenoharmonyofhumanrelationshipsinaworldthatisdominatedbyselfishness,greed,envy,revenge,hatred,lust,avarice,fear,doubt,indecision,andthedesireforsomethingfornothingwhicharesoevidentthroughouttheworldtoday.

Therecanbenopeaceofmindorpermanentsuccessfortheindividualwhoisdominatedbyanyofthesenegativestatesofmind.ControlledAttentionisoneofthemajorprinciplesbywhichallnegativestatesofmindmaybeeliminated.

InarecentradioaddressPopePiusexpressedtheopinionthattheworldwarisGod’swayofpurgingasin-sickworldofitssins.Commonsensesuggeststhatthepeopleoftheworld(withexceptions,ofcourse)havebeenrelatingthemselvestooneanother,sincethebeginningoftheFirstWorldWar,inamannerdeservingofcorrection.

(c)Love:Hereisastateofmind,ahumanemotion,whichheadstheentirelistofallemotionsforeffectivenessinestablishingharmoniousrelationshipsbetweenpeople.Loveisofthespirit;itisofDivineorigin.IfyouwishtoseeControlledAttentioninoperationinitshighestform,observethemanandwomanwhohaveconsolidatedtheirinterestsinaspiritoflove.Observe,also,howeasilythisstateofmindclearsthemindofallotherthoughts.Wheretrueloveprevails,thepresenceofenvy,greed,revenge,lust,selfishness,andthedesireforsomethingfornothingclaimnopartofthemindsofthelovers.

Iamnotreferringtothatformofsentimentalismknownas“puppylove,”nor

Iamnotreferringtothatformofsentimentalismknownas“puppylove,”northeemotionofsexwhichisoftenmistakenforlove.Iamspeakingofthatspiritualpowerwhichbringspeopletogetherinaspiritofoneness;thatrelationshipthroughwhicheachpersonbecomes(spiritually)apartoftheother!

Loveisspiritualharmonybetweentwopeople.Therelationshipisnotconfinedtomenandwomen.ItisthesortofrelationshipthatexistsbetweenpeoplewhereverthetruespiritofChristianityprevails.Ithasnothingincommonwithdogmaorcreed.Itisthehighestformofhumanintercourse.Whereitbecomesthedominatingfactorinhumanrelationships,harmonyandunderstandingexist.ItisControlledAttentiondirectedtoaDefinitenessofPurposeamongpeople.Hewhomitaffectsrecognizes,willingly,thatheis“hisbrother’skeeper.”

ItwasthisDivinespiritoflovewhichinspiredthesignersoftheDeclarationofIndependencevoluntarilyandwillinglytopawntheirownlivesinorderthatlibertymightbethecommonprivilegeoftheirfellowmen.Theirmotivehadnothingofthenatureofselfishnessinit.Ithadnorelationshiptofear.Itwastheproductofanenduringfaiththatwassharedalikebyfifty-sixmenwhoweresosureofthejusticeoftheircausethattheysawittriumphant,attheoutset.Wherevermencontroltheirattentionanddirectittoadefiniteend,inthisspirit,theyavailthemselvesofasourceofpowerwhichmaysuccessfullydefyopposition.Thatsortofpowerneverisusedbydespots,foritisanimpossibilitytousespiritualpowerdestructively.Spiritualpowerbuilds,butnevertearsdown.

ControlledAttentionleadstomasteryinanysortofendeavor,becauseitenablesonetofocusthepowersofhisminduponadefiniteobjectiveandkeepitsodirected,atwill.ControlledAttentionisself-masteryofthehighestorder,foritisanacceptedfactthatthemanwhocancontrolhisownmindcancontroleverythingthatgetsinhisway.

Themanwhoknowsexactlywhathewants,andwhoconcentrateshisattentionupongettingitwiththefullbackingofhiswilltowin,usuallyisnotdisappointed.Nothingcandefeathimexceptastrongeropposingwill.Thatsortofconcentratedeffortfindsawaytomasterobstacleswhichseeminsurmountable.ItwasthissortofwillpowerthatHarrietBeecherStowehadinmindwhenshewrote:“Whenyougetintoatightplaceandeverythinggoesagainstyou,untilit

seemsasthoughyoucouldnotholdonaminutelonger,nevergiveupthenforthatisjusttheplaceandtimethatthetidewillturn.”

Yes,thetideseemsalwaystoturninone’sfavorifoneisdeterminedtoseethatitdoes.Thestateofmindhasalottodowiththe“tide.”Platohadinmindthissamethoughtwhenhesaid:

thissamethoughtwhenhesaid:“Thefirstandbestvictoryistoconquerself;tobeconqueredbyselfis,ofall

things,themostshamefulandvile.”Everygreatphilosopherwhohasgiventhoughttothepowersofthemindhas

discoveredthatthemindhaswithinitqualitiessufficientforeveryemergency.HenryWadsworthLongfellowrecognizedthetruthofthiswhenhesaid:“Anenlightenedmindisnothoodwinked;itisnotshutupinagloomyprison

tillitthinksthewallsofitsowndungeonarethelimitsoftheuniverse,andthereachofitsownchaintheoutervergeofintelligence.”

WhileLongfellowdidnottrytoexplainthesourceofthemind’spower,hedefinitelyrecognizedtheirresistiblepowerofthemind,justaseverydeepthinkerrecognizesit.

Parkmanshowedhisunderstandingofthemindandparticularlythepowerofaconcentratedmindwhenhewrote:“Hewhowoulddosomegreatthinginthisshortlifemustapplyhimselfto

workwithsuchconcentrationofhisforcesas,toidlespectators,wholiveonlytoamusethemselves,lookslikeinsanity.”

AndAnnieBesantexpressedherdeepandmatureunderstandingofthepowerthatisavailablethroughthemindwhenshesaid:“Knowledgeisessentialtoconquest;onlyaccordingtoourignorancearewe

helpless.Thoughtcreatescharacter.Charactercandominateconditions.Willcreatescircumstancesandenvironment.”

ThomasFowellBuxtonexpressedagreattruthinconnectionwiththepowerofconcentratedthoughtwhenhewrote:“ThelongerIlive,themoredeeplyIamconvincedthatthatwhichmakesthe

differencebetweenonemanandanother—betweentheweakandthepowerful,thegreatandtheinsignificant—isenergy,invincibledetermination,apurposeonceformedandthendeathorvictory.”

EverymanwhohastriumphedoverprolongeddefeatwillunderstandthemeaningofBuxton’sstatement.

ArnoldBennettexpressedhisunderstandingofmindpowerwhenhesaid:“Themannerinwhichonesinglerayoflight,onesingleprecioushint,will

clarifyandenergizethewholementallifeofhimwhoreceivesit,isamongthemostwonderfulandheavenlyofintellectualphenomena....Ithinkitratherfine,thisnecessityforthetensebracingofthewillbeforeanythingworthdoingcanbedone.Ifeelitisthechiefthingthatdifferentiatesmenfromthecatbythefire.”

Wheneveronetunesinonthethoughtsofmenwhoreallythink,hediscoversevidenceoftheirrecognitionoftheirresistiblepowerofthemindwhenthat

powerisorganizedandturnedtoadefinitepurpose.

MANISnotacreatureofcircumstances,butacreatorofcircumstances.Hemakeshisowncircumstances,hisownopportunities.

JohnQuincyAdamsexpressedhisbeliefintheprofoundnatureofthepowerofthemindinthesewords:“Courageandperseverancehaveamagictalismanbeforewhichdifficultiesdisappearandobstaclesvanishintoair.”

WashingtonIrvingexpressedhisrespectforthepowersofthemindwhenhesaid:“Greatmindshavepurposes,othershavewishes.Littlemindsaretamedand

subduedbymisfortune;butgreatmindsriseabovethem.”Yes,thatistrue;greatmindsdoriseabovemisfortunes,andletusnotforget

thatoneofthequalitieswhichmakeagreatmindisthatofdefinitenessofpurposebackedbyconcentrationofeffort.JohnFosterexpressedagreattruthconcerningtheinfluenceofapositivemindthatisbackedbydetermination,whenhesaid:“Whenafirm,decisivespiritisrecognizeditiscurioustoseehowthespace

clearsaroundamanandleaveshimroomandfreedom.”Ihaveobservedthetruthofthis,manytimes,bywatchingadeterminedman

whoknewwherehewasgoing,ashewalkeddownthestreet.Ihaveactuallyseenpeoplelookbackovertheirshoulders,becomeconfused,andquicklysidestepoutofhisway.Thedeterminedmindprojectsaninfluencethatisfeltbyeveryonewithinitsrange.Youcanrecognizethatsortofmindthemomentonewhopossessesitwalksintoaroomthatiscrowdedbypeople,eventhoughyoumaynotactuallyseetheman.Hispresencemakesitselffelt!

RalphWaldoEmersondisclosedhisprofoundunderstandingofthepowerofthoughtinthesewords:“Thekeytoeverymanishisthought....BewarewhenthegreatGodlets

looseathinkeronthisplanet.”Itakeyou,now,toMr.Carnegie’sanalysisofthisconcept,butIwishto

remindyouthatthemethodbywhichthehabitofControlledAttentioncanbestbedevelopedhasbeendescribedinthefirstportionofthischapter.Mr.Carnegie’sanalysiswilldealmainlywiththeeffectsofcontrolledattention,ratherthanthemethodbywhichthisdesirablehabitmaybeacquired.

T

AndrewCarnegie’sAnalysisofControlledAttention

HEANALYSISBEGINSinMr.Carnegie’sprivatestudyin1908whenIfirstmetandinterviewedhim.

HILL:Mr.Carnegie,willyoudescribehowControlledAttentioncanbeappliedin

thepracticalaffairsoflife?CARNEGIE:Nowletusdefinetheterm“ControlledAttention,”andmakesurewe

understandexactlywhatitmeans.Itistheactofcombiningallthefacultiesofthemindandconcentratingthemupontheattainmentofadefinitepurpose.Thetimeinvolvedintheactofconcentrationofthoughtonagivensubjectdependsuponthenatureofthesubjectanduponthatwhichoneexpectsinconnectionwithit.Takemyowncase,forexample.Thedominatingforcesofmymindare,andhavebeenformanyyears,concentrateduponthemakingandthemarketingofsteel.Ihaveothersalliedwithmewholikewiseconcentratetheirdominatingthoughtsuponthesameobjective.ThuswehavethebenefitofControlledAttentionincollectiveform,consisting,asitdoes,oftheindividualmindpowerofagreatnumberofpeople,allworkingtowardthesameend,inaspiritofharmony.

HILL:Couldyounothavecarriedonotherbusinessactivitiesjustassuccessfullyas

youconductedthesteelindustry,andatthesametime?Wouldn’ttheMasterMindprinciplehavemadethispossible?

CARNEGIE:Yes,Ihaveknownmentoconductmanyseparate,unrelatedbusinesses

successfully,withtheaidoftheMasterMind;butIhavealwaysbelievedtheywouldhavedonemuchbetterhadtheyconfinedtheireffortsentirelytoonelineofbusiness.Splittingone’sattentionhastheeffectofdividingone’spowers.Thebestplanforanyonetofollowistodevoteallhisenergiestosomespecificfield.Thisconcentrationenablesonetospecializeinthatfield.

HILL:But,whataboutthedoctorswhoengageingeneralpractice?Dotheynothave

abetteropportunitytoaddtotheirincomethanthosewhospecializeinone

abetteropportunitytoaddtotheirincomethanthosewhospecializeinoneparticularbranchofmedicine?

CARNEGIE:No,theexactoppositeistrue.Ifyoueverhaveoccasiontoengageaspecialist

toremoveyourappendix,asIhavehad,youwilllearnthatspecializationinmedicinepays.WhenIwasasmallboytheoldfamilyphysicianwhousedtolookafterthehealthofthepeopleofourneighborhoodwouldhaveremovedanappendixfor$25,andIsuspecthecouldhavedonethejobaboutaswellasthespecialistwhochargedmemorethantentimesthatamount.But,Icalledinthespecialistjustthesame.

HILL:Doesthissameruleapplyinthefieldofretailmerchandising?CARNEGIE:Yes,itappliesineverylineofbusinessandeverycalling.Modern

merchandisinghaspracticallymadetheold-fashionedgeneralstoreobsolete.Whilethemostprosperousstoresaredepartmentalized,theyarenotthesameastheoldgeneralmerchandisestores,becauseeachdepartmentismanagedbyaspecialistwhodevotesallhistimetothatdepartment.Youmightsaythatamoderndepartmentstoreisnothingbutagroupofhighlyspecializedstores,alloperatingunderoneroofandonegeneraloverhead,butpossessingincreasedbuyingpowerthatgivesthestoreatremendousadvantageoversmallerstores.

HILL:Youwouldsay,then,thatthedepartmentstoreismanagedundertheprincipleofControlledAttention?

CARNEGIE:Thatandotherprinciplesofthephilosophyofindividualachievement,

especiallytheMasterMindprincipleandDefinitenessofPurpose.HILL:Whataboutthebankingbusiness?Isitmanaged,also,byapplicationofthe

principleofControlledAttention?CARNEGIE:Verymuchso!Everydepartmentofalargebank,andpracticallyevery

individualpositionineachdepartment,ishighlyspecialized.Thesameistrueofrailroading.Practicallyeverypositionintherailroadbusinessisspecialized.Promotionsarefromthebottomupward,andthemenholdingthemoreresponsiblepositionshavehadtraininginnearlyallthesubordinatepositions,buttheyneverundertaketoholdtwojobsatthesametime.Itisthesameinthesteelindustry.Menbecomehighlyskilledbyconfiningtheireffortstospecializedwork.Here,too,promotionsarefromthebottomupward.Allofour

headmenhaveservedtheirapprenticeshipinsubordinatejobsintheoperatingendofthebusiness.

HILL:Youbelieve,then,thatthebetteropportunitiesofthefuturewillbeavailable

tothosewhoconcentratetheireffortsalongsomespecializedlines?CARNEGIE:Ithasalwaysbeenthatwayanditalwayswillbe.HILL:Whatabouttheprofessionofteaching?Isitnotpossibleforateacherto

preparehimselftoteachmanydifferentsubjects?CARNEGIE:Oh,yes,itispossible,butnotadvisable.Thebiguniversitiesarenothingbut

agroupofassociatedcolleges,eachspecializinginsomeparticularbranchofeducation.Ifitwerepracticalforateachertodobetterworkbydevotinghiseffortstoadiversityofsubjects,theuniversitieswouldhavediscoveredthislongago.

HILL:Whataboutthestudentwhoispreparinghimselfforalifework?Shouldhe

specializeinsomeparticularbranchofeducation?CARNEGIE:Yes,ifheknowswhathisDefiniteMajorPurposeinlifeistobe.Otherwise

heshouldconfinehiseffortstoageneraleducationalcourseuntilsuchtimeashechoosesagoal.Thenheshouldcontinuehiseducationthroughspecializedtraining.Thelawyer,forexample,usuallytakesacourseingeneraleducation,andthenspecializesinlaw.Thedoctorusuallydoeslikewise.Generaleducationgivesoneanapproachtoorganizedthinking,self-discipline,andself-reliance—allessentialqualitiesforsuccessinanycalling.

HILL:Whataboutthestenographer?Shouldheorsheconcentrateononelineof

work?CARNEGIE:Well,thestenographermustspecialize,obviously,beforeprocuringa

position.Afterthathemayhavetoengageingeneralserviceforatime,butthestenographerwhodoesnotwishtoremaininthatsortofworktakesstockofhisopportunitieswhileengagedingeneralofficework,andsoonerorlaterspecializesinsomeparticulardepartmentthroughwhichhecanpromotehimselftoabetterposition.Manyofthemoresuccessfulbusinessandindustrialleadersofourtimesgottheirstartthroughstenographicpositions,wheretheyhadanopportunitytostudythemethodsoftheirsuperiors.Thisisamongthefinestofalltypesofofficeworkasfaraspreparationforexecutiveresponsibilitiesis

alltypesofofficeworkasfaraspreparationforexecutiveresponsibilitiesisconcerned.Thestenographerliterallygoestoaschooltaughtbyhighlyskilledexecutivesandispaidfordoingso.

HILL:Whataboutthefarmer?Shouldhespecialize,also?CARNEGIE:Yes,heshould,butusuallyhedoesnot.Thisisoneofthemajorweaknesses

ofagriculture.Themenwhoaremakingthemostmoneyfromthesoilarethosewhospecializeincertaincrops,suchaswheat,rye,barley,andcorn.Thefarmerwhoraisesalittleofeverythingveryseldomreceivesmuchforanythingheraises.

HILL:Whataboutthebookkeeper?Shouldhespecialize,too?CARNEGIE:Yes,unlessheiscontentedtoremainalwaysabookkeeper,andeventhenhe

willmakemorefromhisworkifhespecializesinaparticularbranchofaccounting.Thebetter-paidmeninthisfieldusuallybranchoutfromgeneralbookkeepingtoauditingandtheinstallationofaccountingsystems.Aclevermaninthisfieldfindsitquiteprofitable,foreverybusinessbeyondtheone-mansizeneedsdependablerecordsofitstransactions.Thejack-of-all-tradesusuallyisgoodatnone!

Thereissomepartthateveryonecantakeintheschemeofaffairs—somepartthroughwhichhecanrenderusefulserviceandgainhisjustcompensation.Itiseveryone’sresponsibilitytofindoutwhatthispartis,andtopreparehimselfforit.Allwell-orderedliferequirespreparation.Beforeonebeginstoprepare,heshouldknowforwhatheispreparinghimself.That,withinitself,isconcentrationofeffort.Themanwhohasnodefinitepurposeinlife,whocannotdosomeonethinganddoitwell,islikeadryleafonthebosomofthewind.Hewillbetossedhereandthere,whereverthewindsofchancecarryhim,but,liketherollingstone,hewillgathernomoss.Unfortunately,themajorityofpeoplespendtheirlivesinthusrolling!

HILL:DoyoumeanthatamanshouldchoosehisDefiniteMajorPurposebefore

beginninghiseducation,andpreparehimselftospecializeinconnectionwiththataim?

CARNEGIE:No,notalways.Seldomisaveryyouthfulperson,whohasnotfinishedhis

basiceducation,inapositiontoadoptaDefiniteMajorPurpose.Inthatcaseheshouldcompletehisessentialeducation,throughthegradesandhighschool.Ifhestillisunabletochooseamajorpurposeinlifeheshouldeithergotowork

hestillisunabletochooseamajorpurposeinlifeheshouldeithergotoworkandlearn,fromexperience,ofthepossibilitiesofdifferentoccupations,orgotocollegeandtakeageneralliberalartseducationalcourse.Afterthatoneshouldbeabletodecidewhatcallinghewishestofollow.

HILL:SupposeapersonchoosesaDefiniteMajorPurpose,butfinds,afterhe

pursuesitforawhile,thathedislikesit,orhefindssomethinghelikesbetter?Shouldhemakeachange?

CARNEGIE:Yes,byallmeans!Amanwillsucceedbestinthatwhichhelikesbest,all

elsebeingequal.Itisadvisableforonetochange,providedhedoesnotgetintothehabitofchangingeverytimetheworkhehaschosenbecomesdifficult,orhemeetswithtemporarydefeat.Changingfromonelineofworktoanotherinvolvesatremendousloss.Itissomethinglikeanindustrialplant,themanagementofwhichchangesfromoneproducttoanother.Thesuccessfulpersonmustreachthestageofspecialization,soonerorlater;thesooner,thebetter.

HILL:Isitadvisableforabusinessmantoengageinpolitics?CARNEGIE:Notifhewishestosucceedinbusiness.Politicsisaprofessionuntoitself,

andnotaverydependableoneatthat.Butitisaprofession,andthosewhosucceedbestatitarethosewhodonothingelse.

HILL:Whatsortofcareerwouldyouadviseayoungmantochoose?Aprofessional

careerorabusinesscareer?CARNEGIE:Thatdependsupontheyoungman,hislikesanddislikes,hisnativeability,

hisphysicalconditions,etc.GenerallyspeakingIwouldsaythatbusinessandindustryoffermuchbroaderopportunitiesthandotheprofessions,becausetheprofessionsareovercrowdedalready.Thisisessentiallyanindustrialnation.Industryisthebackboneofoureconomicstructure.AndIhaveneverseenthetimewhenareliable,loyal,andcapablemancouldnotfindhisplaceinindustry.Hereiswheremostofthelargerfortunesaremade,which,withinitself,partlyanswersyourquestion,sincemostpeoplechooseacareerwiththeobjectofearningalivingandaccumulatingasmuchwealthaspossible.Therealwayshasbeenashortageofcapablemenattheheadofindustry,butneverashortageintheprofessions.

HILL:Whataboutthearmy,orthenavy,orthegovernmentserviceasacareer?Are

Whataboutthearmy,orthenavy,orthegovernmentserviceasacareer?Aretheredesirableopportunitiesinanyofthesethreebranchesofservice?

CARNEGIE:AgainImustsaythatthisdependsverylargelyonthepersonwhoischoosing

thecareer.Ifamanwishesanopportunitytoengageinacreativeeffort,hewouldnotchoosethegovernmentserviceascareer,sincehischancestherewouldbecomeamatterofthewhimsofpoliticians.Hewouldfarebetterineitherthearmyorthenavy,sincethesearesomewhatfurtherremovedfrompoliticalinfluence.Somehavemadecommendablerecordsinbothofthesefieldsoftheservice,butgenerallytheyweremenwholikedthatsortoflife.

Thelineofpromotioninboththearmyandthenavyisratherlongandbynomeanseasy.Militaryservicecallsforconcentratedeffortandadefinitelimitationofambition,asthepossibilitiesofadvancementareknowninadvance.Somemenarenotsuited,bynature,tolimitthemselvesinthismanner.Theyprefertotaketheirchancesinbusinessorindustry,wheretherisksmaybegreaterandtheworkharder,butthepossibilitiesofachievementarewithoutanyfixedlimits.

HILL:Thenyourecommendconcentrationofeffort,throughspecialization,inall

callings?Youbelieve,obviously,ina“one-track”mind?CARNEGIE:Specialization,throughconcentrationofeffort,givesonegreaterpower.It

saveslostmotioninboththoughtandphysicalaction.ItharmonizeswiththeprincipleofDefinitenessofPurpose,thestartingpointofallachievement.Ibelieveinaone-trackmindifyouallowmetodescribeitthisway:awiderangeofknowledgebasedonfactsrelatedtoone’smajorpurpose,butexpressedthroughorganizedplansfortheattainmentofthatpurpose.ImightmakemymeaningbetterunderstoodifIstateditthisway:Amanshouldhaveamultiple-trackmindfortheaccumulationofknowledge,butasingle-trackmindfortheexpressionofthatknowledge,whichisaboutthesameassayingthatoneshouldhaveareserveofbothgeneralandspecificknowledge,butheshouldconcentrateitsuseupontheattainmentofaDefiniteMajorPurpose.

YOUMAYhaveeverythingyoudesireifyoudesireitbadlyenoughtoinspireyoutokeepyourmindfixedonitsattainment.

Knowledgegivesonenopoweruntilitisorganizedandexpressedinaction!

Knowledgegivesonenopoweruntilitisorganizedandexpressedinaction!Thatrequiresconcentrationofeffort.Amanmaybeawalkingencyclopediaofgeneralknowledge,andIhaveknownsuchpeople—buthisknowledgewillbepracticallyuselessuntilheorganizesitandgivesitsomeformofexpression,throughdefinitenessofpurpose.

Now,ifyouwishanexcellentexampleofthepowerofControlledAttentionI’llgiveyouone.Youareayoungman,withmostofyourlifeaheadofyou.Soonerorlater,nodoubt,youwillgivesomethoughttomarriage,butbeforeyoumakeachoiceyoumaylookaroundconsiderably,analyzingmany“suspects,”beforeyoufindanacceptable“prospect”formarriage.Whenyoufindonewhomyoubelievetobeyourchoice,observehowquicklyanddefinitelyyouwillbegintoconcentrateyourattentionuponthisonewoman!There’sthetimeandtheplacetowatchyourstep,forconcentrationofeffortleadstoclimaxofaction,andthisappliesnotonlyinthechoiceofamateinmarriage,butinallotherhumanrelationships.Concentrationofattentionleadstolastingfriendships,andpermanentbusinessalliances,andtootherpermanentrelationships.Itleadstorepeatedsuccesses,andovertime“successconsciousness”becomesahabit.

HILL:Youspeakof“successconsciousness”asbecomingahabit.Ihaveobserved

thatmostpeoplehavea“failureconsciousness.”Howisthishabitacquired?CARNEGIE:Bythesamemethodthatthe“successconsciousness”isacquired;the

concentrationofattentionuponfailureandhabitsthatleadtofailure.Suchhabits,forexample,asprocrastination,fear,indecision,andindifferencetoopportunity.Throughtheprincipleofautosuggestion,one’sdominatingthoughtsandphysicalhabitsbecomeafixedpartofone’spermanentcharacter.Concentrationofthoughtonanysubjectattractstoonethecircumstancesbywhichthephysicalcounterpartofthethoughtiscreated.

HILL:Anditisbythismeansthatthoughtbecomestransformedintophysical

things?CARNEGIE:Iwouldstateitslightlydifferently.Itisbythismeansthatthoughtattracts

onetoitsphysicalcounterpart.Thoughtdoesnotactuallybecometransformedintomaterialthings;oratleastwehavenosubstantialevidencethatitdoes;butthoughtdoesattractsomecombinationofcircumstancesbywhichitsphysicalcounterpartisassembledordrawntoone.Anditdoesthisbytheaidofwhatevernaturalmeansareavailable.Forexample,DefinitenessofPurposeinspiresonetoengageinphysicalactionincarryingouttheobjectofthatpurpose.Thus,

whilethoughtdidnotactuallyattractthephysicalcounterpartofthepurpose,itinspiredtheindividualtoprocureit,throughthemostlogicalmeansavailable.

HILL:Thenthereisnomysteryconnectedwithyourstatementthatone’s

dominatingthoughtstendtoclothethemselvesintheirphysicalcounterpart?CARNEGIE:Nonewhatsoever.Themethodbywhichthistakesplaceisasunderstandable

asthemultiplicationtableortherulesofgrammar.HILL:Butthereareschoolsofthoughtwhosefollowerswouldhaveonebelievethat

one’sdominatingthoughts,suchasoneengagesinwhenpraying,canattracttheirphysicalcounterpartthroughsomeinexplicablemystery,orsupernaturallaw.

CARNEGIE:Well,theycouldberightaboutthis,butIhaveneverknowinglyacquiredany

desirableresultsfromthought,throughanymeansthatIcouldnotexplainbythelawsofnatureandtherulesofordinaryhumanrelationship.Ihaveneverdependeduponsupernaturallaw,fortruthfullyIknowofnosuchlaw.

Iwillsaythis,however:ThecircumstancesthroughwhichDefinitenessofPurposeattractsopportunitiesfavorabletotherealizationofthepurposeoftenaresounexpectedthattheyappearinexplicable.Isuspect,however,thataccurateanalysiswoulddisclosethatthereisaperfectlylogicalandpurelynaturalcauseforeveryeffect!Sometimestheeffectsofcertainexperiencesofourlivesaresofarremovedfromtheactualcausethatwecompletelylosesightofthecause.

IwillgiveyouasplendidexampleofwhatImean:SomeyearsagoIcalledinayoungmanwhohadbeenservingasthesecretarytooneofourexecutives,and,withverylittleexplanation,promotedhimtoaveryresponsibleexecutiveposition,atabigincreaseinsalary.Hewassosurprisedthathetoldoneofhisfriendsthatthepromotionwasa“miracle.”

Well,itmayhaveseemedlikeamiracletohim,butletmetellyouwhatcausedit!Thatyoungmanhadacquiredcertaindesirablehabitswhichmadehimmorevaluableinahigherposition.Forexample,hearrivedathisworkahalfhourearlierthantherulesofhisdepartmentrequired,anddidnotquitworkforanhourormoreaftertheothersinhisdepartmenthadgonehomefortheday.Onmanyoccasionshecamebackatnight,whentherewasextraworktobedone.Nooneaskedhimtodothis.Hewasnotgivenextrapayfordoingit.But,hemovedentirelyonhisowninitiative,thusadvertisingtothemanagementthathepossessedinitiativeofahighorder.Now,rememberthatpersonalinitiativeisararequality,anditisoneofthemajoressentialsofthosewhoassumetheresponsibilityofleadershipinanycalling.Well,thehabitofGoingtheExtra

responsibilityofleadershipinanycalling.Well,thehabitofGoingtheExtraMilewasthefirstqualitythatattractedourattentiontothisyoungman.

Afterhehadcometoourattentioninthisfavorablelight,wealsoobservedthathehadthehabitofdoinghisworkmoreneatlyandthoroughlythanotherswhowereengagedinsimilarwork.

Thenwenoticedthathehadanabundanceofenthusiasmthroughwhichheinspiredthosearoundhimtoworkintherightsortofmentalattitude.Wesentoutaninvestigatoranddiscoveredthathewastakinganightcourseinengineering,thusprovingthathehaddefinitenessofpurpose.Theinvestigatordiscovered,also,thatthisyoungman’shomelifewaspleasantandhewaspopularwiththeneighbors,thusprovingthathehadanattractivepersonality.

Now,inviewofthesediscoveries,doyouseeanythinginconnectionwithhispromotionthatsavoredofthesupernatural,orthemiraculous?Yet,thesearethesortof“miracles”whichenablesometogetaheadwhileothersaroundthem,whohavejustasmucheducationandasmuchknowledgeoftheirwork,failtogetahead.

Wepromotedthisyoungmanbecause,byhisownhabits,hisownmentalattitudeandself-discipline,hehadearnedtherighttopromotion.Whenthepromotioncame,itcameastheresultofthenaturalcauseofpromotions.Perhapsthepromotionseemedlikea“miracle”tohimbecauseitcamebeforehehadplannedit.Andthatisanotherqueerthingaboutmenwhopreparethemselvesforthebetterthingsoflife.Thebetterthingshaveawayofappearingbeforetheyareexpected.

HILL:Andyoubelievethatitisthroughsimilarcircumstancesthatallmenwho

succeedattaintheirsuccess?CARNEGIE:Iamsureofit!Ihavehadtheprivilegeofpromotingasmanymenashasany

otherindustrialistinAmerica,ifnotinfactmore.IhavecarefullyanalyzedthecauseofeverypromotionIhavemadeandIcanstatedefinitelythateverysuchpromotionwasearnedwellinadvancebythepersonwhowaspromoted.TheonlypartItookinthetransactionwastodiscoverthosewhohadearnedpromotions,andgenerallyspeakingIdidnothavetospendmuchtimeinthisdirection,becausemenwhopreparethemselvesforpromotiondevelophabitswhicharesoobviousthattheycannotbeoverlookedbyanintelligentemployerwho,ifhesucceeds,mustbeeternallyonthelookoutformenwhoarecapableofassumingresponsibilities.

Youmaythinkthatapromotionisagreatfavortotheonepromoted,butletmetellyouthatitisnogreaterfavortohimthanitistothemanwhodoesthepromoting,providedhepicksthemanwhoisentitledtopromotion.But,infinal

promoting,providedhepicksthemanwhoisentitledtopromotion.But,infinalanalysis,alljustpromotionsareself-acquired,throughself-discipline,training,andpreparation.

HILL:Youdonotbelieve,then,thatchanceorluckfavorsoneundersuch

circumstances?CARNEGIE:Onlytothisextent:Itsometimeshappensthatthetimeofaman’spromotion

istheresultofsomeformofluckorchance,suchasthedeathofapersontowhosepositionheispromoted,oranemergencycallingforsomespecialformoftalentwhichthepromotedpersonpossesses,butthe“luck”isrelatedonlytothetime.Suchapersonwhoisentitledtopromotionwillgetitsoonerorlater,luckornoluck,becauseeverymangravitatestotheplaceinlifewherehebelongs,bypreparationandacquiredhabit,asnaturallyaswaterflowsdownhill.Nothingcanchangethis,nomatterbywhatnameonecallsthecircumstance.Hecancallitluck,orafortunatebreak,orwhateverhepleases;butletmetellyouthattheonlysortofluckanymancandependuponisthatwhichheprovidesforhimself,throughpainstakingpreparationforwhateverhedesiresinlife.

HILL:YouranalysisindicatesthatControlledAttentionisanimportantfeaturein

one’spreparationforpromotion,ortheattainmentofanydefinitepurpose.CARNEGIE:Yes,anindispensablefeature,youmightsay.Itisimpossibleforamanto

developthehabitofself-discipline—sonecessaryasameansofpreparationfortheattainmentofadefinitepurpose—withoutconcentrationofhisattention.Heshouldpracticethisartuntilitbecomesahabit.Theplacetobeginiswiththesmalldetailsofone’sdailywork,whereonehasadefinitemotiveforconcentrationofhisattention.Ifoneslightstheminordetailsofhiswork,hewillbesuretoslightthemoreimportantfeatures.Thoroughness,throughconcentratedattention,isavirtueofpricelessvalue.

HILL:But,isitnottrue,Mr.Carnegie,thatbusyexecutivesdonotspendtheirtime

inmanagingminordetailsconnectedwiththeirresponsibilities?CARNEGIE:Yes,thatistrue,butyouoverlookoneimportantfact.Thesuccessful

executiveusuallyattainshispositionbyhavingfirstacquiredtheartofmasteringdetails.Ifheremainsasuccessfulexecutivehemustcontinuetobethemasterofdetails,butheusuallyrelegatesminordetailstosubordinateswhoactforhim.Thus,bytheuseoftheMasterMindprinciple,hecontinuestoattendtoallnecessarydetails.

allnecessarydetails.Amanispaidforthatwhichhedoesorthatwhichhecaninfluenceothersto

do.Theableexecutiveisthemanwhohassorelatedhimselftoothersthathecanincreasetheirefficiency,therebyaddingtohisown.Themanwhoiscleveratgettingworkdone,anddonewell,byothersisworthmuchmorethanthemanwhodoesit!But,hemustknowdetails.Ifhedoesn’t,hewillnotknowhowtorelegatedetailstosubordinates.

HILL:DoesControlledAttentionbringotherbenefitsthanthosewhichareavailable

fromitsapplicationinhumanrelationshipssuchasyouhavementioned?CARNEGIE:Yes,manyofthem!Letusnameafewofthemajorbenefits:First,Controlled

Attentionisthemeansbywhichanindividualgainscontroloverthefacultiesofhisownmind,throughself-discipline.Thatisimportantenoughtojustifyallthetimeonemightputintodevelopingthehabitofconcentration,butthereareotheradvantages.

Itisthemajormeansbywhichallvoluntaryhabitsaredeveloped!Itisalsothemeansbywhichonemayeliminateundesirablehabits.Itcanbeusedtoclearthemindoffearanddoubt,thuspreparingthewayfor

theexerciseoffaith.Itisthemediumbywhichthemindmaybeclearedforprayer,for

concentrationonadefinitedesire,inaspiritoffaith,isprayer.Allthesearebenefitsanindividualmayenjoy,throughtheapplicationof

concentratedattention,withoutcontactwithanyone.HILL:Itseems,fromyouranalysis,thatControlledAttentionisassociated,inone

wayoranother,witheveryfunctionofboththebodyandthemind.CARNEGIE:Thatistrue!Youmightwellhavesaiditisassociatedwitheveryfunctionof

themindandthebody,andeveryimportanthumanrelationshipaswell.Youshouldobserve,also,thatControlledAttentionisadegreeofself-hypnosis,throughwhichamancanpreparehismindforanyrealityhehastomeetinlife.Intenseconcentrationofthoughtgivesonethebenefitofthepowerofthatstrangestateofmindknownashypnotism.Somehaveusedthispowereffectivelyincuringcertainformsofdisease.Itcanbeusedtomastersorrowandgriefanddisappointment,whereitisappliedinconjunctionwiththepowerofthewill.

HILL:Isn’tControlledAttentionalwaystheresultoftheuseofthefacultyofthe

will?

will?CARNEGIE:No,itmaybeappliedthrougheitherthefacultyoftheemotionsorthefaculty

ofthewill.Itmayalsobeappliedthroughacombinationofboththeemotionsandthewill.Whenitisappliedbythepowerofwill,itbecomesthemasteroftheemotions!

HILL:Andthatisthemeansbywhichonemayplaceallemotionsunderthecontrol

ofthewill?CARNEGIE:Correct!Intenseconcentrationoftheattentionuponagivensubject,through

theaidofthewill,leavestheemotionsnomeansofexpression.Theordercanbereversed,asitgenerallyis,andthemindmaybesointenselyconcentratedonagivensubject,withtheaidoftheemotions,thatthefacultyofthewillbecomespowerlesstooperate.Thechoicebetweentheemotionsandthewill,inanygiveninstance,iswiththeindividual.

HILL:Whichisthesaferchoice,theemotionsorthewill?CARNEGIE:Thewillissafer,provideditisappliedinconjunctionwiththefacultyof

reasonandtheconscience.Theemotionsandreasonoftendisagree.Thatisonethingthatcausestroubleforsomanypeople.Theyallowtheiremotionstohavefullsway,withoutthemodifyinginfluenceofthereason.Thepersonwhohasdevelopedahighdegreeofself-disciplinehasthepowertogiveexpressiontoeitherhiswillorhisemotions,ortosubdueoneinfavoroftheother,ashechooses.Thisistheidealattainmentinself-control.

HILL:FromallyouhavesaidIdeducethatthesortofthoughtpowerwhichliftsone

abovetheordinarylimitationsoffearandsorrowanddiscouragementisthatwhichoneattainsonlybyControlledAttention,backedbydefinitenessofpurpose.Perhapstheleaderswhoriseabovemediocrityandmakehighplacesforthemselves,intheirchosencalling,arethosewhohaveacquiredthehabitofconcentratedeffort?

CARNEGIE:Yes,andthebestevidencethatthisistruemaybefoundinthefactthatthe

moresuccessfulpeopleoftheworld,fromasfarbackaswehaveanyrecordsofhumanachievement,havealwaysbeenone-ideapeople.Thatis,theyhaveacquiredanobsessionfortheattainmentofsomesinglepurpose,andtheyhaveconcentratedthemajorportionoftheirtimeandthoughtuponthatsubject.Itis

oftenamistaketoassumethattheterm“one-trackmind”isanepithet,foritmayconnotedistinguishedhonor,instead.

Whenaskedbyafriendwhathebelievedtobethegreatesthumanproblem,adistinguishedphilosopherreplied,“Thegreatestproblem?Why,thegreatestproblembywhichanyoneisconfrontedisthatoflearninghowtoconcentratehisthoughtpoweronhisproblemsuntilheburnsaholethroughthem.”

WiththatstatementIfullyagree!Ithasalwaysbeenasourceofastonishmenttome,whysomanypeople

wasteenoughenergyworryingaboutproblemswhenitcouldenablethemtofindasolution,iftheenergywereconcentrateduponthatdefiniteend.

HILL:DopeoplewhohaveaDefiniteMajorPurposeinlife,anddevotetheirtimeto

itsattainment,worryoverproblemsthesameasthosewithoutsuchapurpose?CARNEGIE:No,theydonot!Definitenessofpurpose,backedbyaplanfor

itsattainment,tendstoconserveone’senergiesforthesolepurposeofattainingthatpurpose.Worryisthebrainchildofthemanwhoisnotdefinite!Theverymomentonedecideswhatactionheisgoingtotakeinconnectionwithanyproblem,andbeginstocarryouthisdecision,heusuallyceasestowasteanyofhisenergiesworryingoverit.

HILL:Actionmustaccompanydecision,however?Decision,withoutphysical

action,maystillleaveoneroomforworry?CARNEGIE:Youhavetheideacorrectly.Oneofthegreatestofallformsofconcentrated

actionisthatofintenseeffort,behindadefinitepurpose,commonlyknownaswork!Ihaveknownthistocorrectphysicalailments,anditistheworld’sfinestformulaformentaldisturbances.Mostso-called“baddispositions”couldbecuredthroughastiffworkoutinsomesortofphysicallaborsufficienttoworkupagoodsweat.

Analyzeabusyman,inwhatevercallingyouchoose,andobservehowverylittletimehewastesoverworries.And,ifhehappenstobeamanwhohasacquiredanunderstandingofthepowerofconcentratedeffort,throughthecoordinationofthoughtandphysicalaction,youwillfindhimspendingnotonesecondonworries.

Butyouwillfindthathemakesdecisionsdefinitelyandpromptly;movesonhisowninitiative,withoutsupervisionorurgefromothers;hasanabundanceofenthusiasm;hasconfidenceinhimselfandfaithsufficienttodrivehimforwardinthepursuitoftheobjectofhispurpose.

HILL:Yes,IseenowwhyyousaythatControlledAttentionisthemasterkeythat

Yes,IseenowwhyyousaythatControlledAttentionisthemasterkeythatunlocksthedoorstothesolutionofmanyproblemsontheonehand,andunlocksthedoorstogreateropportunitiesontheotherhand.

CARNEGIE:Thatstatesthematterveryclearly!Itmightalsobestatedthisway:

ControlledAttentionlocksthedoorsbehindthingswedonotwantandopensthedoortothethingswedowant.Therefore,itisamasterkeyinfactaswellasintheory.

HILL:WoulditbecorrecttosaythatControlledAttentionbecomesamasterkey

thatlocksthedoorsagainstthingsonedoesnotwantandopensthedoorsofopportunitytothingsonedoeswant,becauseitconditionsthemindforthatstateofmindknownasfaith?

CARNEGIE:Thatwouldbeliterallycorrect,butControlledAttentiondoesmorethan

preparethewayforfaith;itinspiresphysicalactionbackofone’sfaith.Italsoinspiresothersuccessqualities,suchasenthusiasm,initiative,self-discipline,definitenessofpurpose,creativevision,andorganizedthought.

ControlledAttentionmagnetizesthebrainwiththenatureofone’sdominatingthoughts,aims,andpurposes,thuscausingonetobealwaysinsearchofeverynecessarythingthatisrelatedtoone’sdominatingthoughts.

Forexample,letussaythatamanmakesuphismindtofindamoreresponsibleandbetter-payingposition.Fromthemomentthathereachesadecisioninhismindtofindsuchapositionhewillfindhimselfsearchingthe“HelpWanted”columnsofthenewspapers,andmakinginquiriesamongfriends.Hisimaginationwillbecomekeenerandhewillbegintodevisewaysandmeansoffindingwhathedesires.Inproportionasheconcentrateshismindonthesubjectwillheextendthescopeofhissearch,untilhewilleventuallyfindthatforwhichheissearching.Itmaycomefromasourceheleastexpects,butcarefulanalysiswouldbealmostcertaintoprovethatitcamebecauseofsomephysicalaction,orsomespokenwordonhispart.

Concentrationonadefinitepurpose,inaspiritofenthusiasm,putsthesubconsciousmindtoworkonestablishingwaysandmeansofcarryingoutthatpurpose.

Ihaveheardexperienceddetectivessaythatrarelyisacrimecommittedthatcannotbesolvedbyconcentrationofattention.Oftenthereisnoevidencewhatsoeverastowhotheperpetratorofacrimewas,buttheseasoneddetectivecantakeholdofsuchacaseand,bythesimpleprocessofaskingquestionsamongthosewhoarefamiliarwiththecrime,verysoonunearthcluesthatleadtothesolution.ControlledAttentionisthedetective’sgreatestaidinthesolution

tothesolution.ControlledAttentionisthedetective’sgreatestaidinthesolutionofcrime.Asamatteroffactmanysuccessfuldetectiveshavenootheroutstandingqualificationinthisfieldexceptkeenpowerofobservationandthepowerofintenseconcentrationoftheirminds.Ifthesetwoqualitiesareusefulinthesolutionofcrimes—andobviouslytheyare—theyareequallyhelpfulinthesolutionofothersortsofproblems.

HILL:Yes,Icanseethatalertnessinobservationmightbeashelpfulinsearching

forhiddenopportunitiesforself-advancementasitisinthedetectionofcrime.Howdoesonedevelopthepowerofalertnessofobservation?

CARNEGIE:Itistheresultofhabitbasedonmotive.WhenamanadoptsaDefiniteMajor

Purposeandbacksitwithastrongmotiveforitsattainment,hebeginsautomaticallytodevelopalertnessofobservationinconnectionwitheverythingandeveryonewhichmaybeevenremotelyassociatedwiththeattainmentofthatpurpose.Yousee,motivemagnetizesone’smindwithapowerthatattractseverythingwhichaffectsthatmotive.

Thepolicemanwhowalksadefinitebeatdayafterdaywillseemuchmoreofwhatgoesonalonghisbeatthanwilltheaveragepersonwhogoesthereonlyoccasionallyandhasnoparticularreasonforobservingdetailsinthatneighborhood.

ItissaidthatanIndianwarriororhuntercantrackamanorananimalthroughaforest,althoughnotracksvisibletotheuntrainedpersonareinevidence.Hehastrainedhimself,throughControlledAttention,toobservedetailstheuntrainedpersonneverwouldrecognize,andhismotiveisthatofself-preservation.TheIndianbecomesalertintheobservationofphysicaldetailsofhisenvironmentbecausehislivingdependsuponit.

Followtheillustrationonthroughandyouwillobservethatmostoftheso-called“self-made”menhaveakeenimagination,initiative,self-relianceandperseverance,andthisisdue,inthemain,tothefactthattheywerethrownontheirownresponsibilityandforcedtodevelopthesequalities.Theyhadadefinitemotivefortheactionwhichledtotheirsuccess.Amanwithoutanobsessionalmotiveisamanwithoutpower;or,ifbychancehecomesintopower,hewillnotbeabletoholdit.

HILL:Yourillustrationseemstosuggestthatmotivemaybeanimportantfactorin

education.Theteacherwhocaninspirethestudentwiththestrongestmotiveforlearningmightteachhimmorethanthepersonwhoendeavoredtoforcehimtostudybecauseoffearoffailureatexaminationtime.

CARNEGIE:

CARNEGIE:Youhavelaidyourfingerononeofthemostimportantfactorsofpedagogy.

Andthesametheorywouldapply,intherelationshipbetweenemployerandemployee,orparentandchild.Thebestwaytoinduceanyonetodoanythingisbytheprovisionofamotivesufficienttoattracthisattentionandarousehisdesire.

Takeyourownmissioninlife,asanexample.YourDefiniteMajorPurposeistoorganizeanddistributeaphilosophyofindividualachievement.Whileyourjobmayseemformidableastoitsscopeandthetimerequiredinwhichtodoit,yetyouarefortunateinthatdistributionofthephilosophywillappealtopeoplethroughpracticallyallofthebasicmotives.Therewillbenoneed,therefore,totrytoforceitsacceptance,becauseitoffersapracticalapproachtothethingsallnormalpeoplewantmost,particularlythese:

1. Materialwealth2. Love3. Freedomofbodyandmind4. Desireforpersonalexpressionleadingtofame5. Self-preservation

Anytimeyoucanofferanyoneanythingthatappealstohimthroughthesefivemotivesyoumaybesureofitsreadyandwillingacceptance.Hereyouhavefiveofthestrongestmotivesthatmovepeopletoaction,underthemoreimportantcircumstancesoflife.Therefore,noteacherofthisphilosophywilleverfinditnecessarytopenalizeanystudentofthephilosophyinordertoinfluencehimorhertostudy.Themotiveforstudyalreadyexistsinthemindsofallnormaladults!

Forthissamereasonnostudentofthephilosophywillfinditdifficulttoconcentratehisorherattentiononthestudyofthephilosophy.And,youseewhatanadvantagethisfactprovidesthestudent,becauseallhabitsarerelatedtohabitsofasimilarnature.ThehabitofControlledAttentioninconnectionwiththestudyandapplicationofthisphilosophywilldevelopotherhabitsofconcentrationthatwillleadtoaseriesofrelatedmotivesassociatedwithopulenceandpersonalachievement.

Itisthispeculiarityastothemultiplicityofmotivesthatwillinducepeopletomasterandapplythisphilosophy,andwhichenabledmetolookaheadintothefutureandforeseethatitwillgathermomentumandbecomeanationwideinfluence.

Inthisfactyoumayfindyourmajormotivefordevotingtwentyyearsormoreoftemporarilyprofitlessresearchtotheorganizationofthephilosophy,

moreoftemporarilyprofitlessresearchtotheorganizationofthephilosophy,whichyouwillbecompelledtodobeforeitwillhavebeenprovedandacceptedbythepublic.You,too,willmoveinresponsetothefivemotivesIhavementioned,foryourworkoffersrewardthrougheachofthese.

WiththistheoryinmindIamnowpreparedtotellyouthatthemajorportionoftheremainderofyourlifewillbedevotedtotheorganizationandthedistributionofthisphilosophy.Youhavealreadybecomesufficientlyinterestedinthejobaheadofyoutoenablemetoprophesythatyoucouldnomorequityourjobbeforeithasbeenfinishedthanaflycouldescapefromasheetofflypaper,butnotforthesamereason.Youwillstickbecauseyouwilldesiretodoso.Yourdesireisbasedonatleastfivestrongmotives;therefore,youwillhavenodifficultyinconcentratingyourattentiononyourjob.Butyouwouldhaveplentyofdifficultyintryingnottodoso.

HILL:Andnow,Mr.Carnegie,inasmuchasthephilosophyofindividual

achievementisbeingorganizedtoservethepeopleoftheUnitedStates,willyouanalyzetheopportunitiesforself-advancementundertheAmericanwayoflife,byexplainingwhyconcentratedeffortisnecessaryforindividualsuccessunderoureconomicsystem?

CARNEGIE:Yes,buttheanalysiswillhavetobebrokendownintomanysubjectsbefore

therealreasonforconcentratedeffortisclear.Wehavealreadyexplainedwhyanindividualmustorganizehisthought

powerandconcentrateitupononethingatatime,forthisisthewaytoindividualself-masteryuponwhichpersonalpowerisbased.LetusnowturnourattentiontotheexternalcircumstanceswithwhichanindividualmustdealinhisstrugglefortheattainmentofhisDefiniteMajorPurpose,orfortheattainmentofamerelivingifhisambitioncarrieshimnofurther.

TobeginwithletusobservethattheAmericanwayoflifeisfoundeduponasystemofgovernmentthatwasdesignedtoconsolidatethepowerofallthepeopleinsuchamannerthatitautomaticallyprovideseverycitizenwiththeutmostamountofliberty,personalfreedom,andtheprivilegeofmarketinghistalents,throughhisowninitiative,inproportiontotheirvalueasaservicetoothers.Here,then,webegintoseeconcentrationofpoweronascalesuchasdoesnotexistanywhereelse;concentrationunderasystemthatgivesthehumblestcitizenmorerightsandprivilegesandgreateropportunitiesfortheaccumulationofprivatewealththanwerepossessedbykingsandpotentatesoftheagesthathavepassed.

HILL:

ThevastvarietyofopportunitiesforpersonalpromotionandimprovementthatexistintheUnitedStatesisthedirectresultofthepowerthepeoplehaveconcentratedintheirformofgovernment.Thusitistheapplicationofconcentratedeffort,onahugescale,whichprovideseveryindividualwiththeprivilegeofconcentratinguponworkofhisownchoice?

CARNEGIE:Thatstatesthematterperfectly.Concentrationofthemanyprovidesthe

privilegeofconcentrationbyindividuals.Thusconcentratedpowerbecomesaformofinsuranceagainstinterferencewithpersonalrightsandpropertyrights,underthegreatestsystemofhumanrelationshipknowntotheworld.

Nowletusseewhatthepeoplehavedonewiththeprivilegetheyenjoyunderthissystem,forhereiswherethegreatestvarietyofpersonalopportunitiesexist.First,letusrecognizethatthisisessentiallyanindustrialcountry,themajorbusinessofwhichisthemakingandthedistributionofusefularticles.Themanufacturingandthedistributionarecarriedonbythepeoplethemselves,underanindustrialmanagementsystemknownasfreeenterpriseoperatingundertheprofitmotive.Itwouldnotoperateforthebenefitofallunderanyothersystem,fortheremustbeamotivetoinspireactioninallwalksoflife.

Wehaveamotivebehindourindustrialsystemwhichiselasticenoughtoprovideeveryoneconnectedwithitwiththenecessaryinspirationforactionbasedonhisbestefforts,sincethesystempaystheindividualaccordingtohistalents,education,experience,nativeability,andingenuityofmind.Thesystemhasnostopgapsonindividualtalent,butithasbeensoingeniouslydesignedthatitencourageseveryonetorenderthegreatestserviceofwhichheiscapable,knowing,inadvance,thathisremunerationwillbeinproportiontotheserviceherenders.Thissystemencouragesthedevelopmentofdefinitenessofpurpose,personalinitiative,self-reliance,enthusiasm,imagination,creativevision,organizedthought,andtheothersuccessprinciplesincludedinthisphilosophy.

Nowletussee,whoownsAmericanindustry?Weoperateunderasystemofcorporationsinwhichthehumblestpersonmayownaninterestaccordingtohisfinancialresources,andthelargercorporations,suchastherailroadcompanies,thesteelindustry,andthetelephoneandcommunicationcompanies,areownedbyacross-sectionofthepeoplerepresentingalmosteverytypeofpersonineverycallingwhohaveinvestedtheirsavingsinthesharesofthesecorporations.

Tomakeitconvenientfortheownersofthesharestoacquireandselltheirholdingsintheseshares,atwill,wemaintainastockexchangewhereanyonemayeithersellorbuysharesinalmostanycorporationthatislistedashavingtherighttoofferitssharestothepublic.Thustheownershipoftheindustriesissoflexiblethatitneverremainsthesametwodaysinsuccession.

Here,again,weseeconcentrationonahugescale:theconcentrationofthe

Here,again,weseeconcentrationonahugescale:theconcentrationofthesavingsofmillionsofmenandwomenwhoownthesharesofthecorporationsthatoperateindustry.Thesharesinthewell-managedcorporationsaresoflexiblethattheirownersmayusethemascollateralforborrowingmoneyatbanksintimesofemergencies,withoutlosingtheirinterestinthecorporation.Thusonemayhavehismoneyinvestedinindustryandstillhavetheuseofitforotherpurposes.

Themanpowerthatoperatestheindustriesismadeupofmenknownasthe“management”andothersknownasthe“workers,”bothofwhichgroupsmaybealsoownersinthebusiness,ornot,astheychoose.Generally,however,amajorityofthemenwhoworkinbothofthesegroupsownsharesinthebusinessforwhichtheywork.Thustheyare,inabroadersense,workingforthemselves.Thisisanothermethodofprovidingmenwithanappropriatemotiveforrenderingusefulservicetotheextentoftheircapacity,education,andexperience.

Itisapracticeinallthebetter-managedcorporationstoleavethedoorofopportunityforindividualpromotionswideopentoeveryworker.Thusnooneneedremaininalowlypositionifhehasambitionforabetterposition,orcandevelopsuchabilitythroughhisexperience.

Thesystemofindividualpromotionissoefficientthatmanyofthelargercorporationshave“talentscouts”constantlyinsearchofmenwhohavetheabilityforleadership.Therealwayshasbeenandperhapstherealwayswillbeashortageofmeninthemanagementgroup,atthetop.Thisconditionprovidesthegreatestofmotivesfortheexerciseofindividualinitiative,imagination,andalertnessonthepartoftheworkers.Never,inthehistoryofmankind,hasamoreefficientsystemofhumanrelationshipinthefieldofeconomicsbeendevised,foritobviouslyprovideseverypersonwithanoutletforsuchtalentsashemaypossess,anditgoesmuchfurtherbyprovidingonewithanadequatemotiveforimprovinghistalentsbystudyandspecialtrainingcourses.

HILL:Itwouldbecorrect,then,tosaythatadvancementisrapidandsureforthose

whomasterandapplytheprinciplesofthisphilosophy?CARNEGIE:Tobesure!Thatisthepurposeoforganizingthephilosophy;toenable

ambitiouspeopletolearnhowtoconcentratealltheirenergiesupontheattainmentofwhateverstationinlifetheyaspiretohold.

Now,sumupallthesefactorsIhavementionedandobservethatIhavebeendescribingtheAmericanwayoflife,underwhicheveryindividualmayhavetheuseandbenefitsofhisshareofthestupendouspoweroftheUnitedStates—apowerthathasbeendevelopedbytheconcentrationandharnessingofthe

powerthathasbeendevelopedbytheconcentrationandharnessingofthepeople’scombinedwealth,talents,specialabilities,andeducationalfacilities.

HILL:CanyouthinkofanyimprovementsintheAmericanwayoflife,andour

economicsystem,whichyoubelievemightaddtothebenefitsitprovidestheindividualswhoparticipateinit?

CARNEGIE:Thesystemisthebestthatcivilizationhasyetproduced,andalthoughitis

subjecttominorrefinements,itisbasicallysoundbecauseitprovidestheutmostofpersonalliberty,rewards,personalinitiative,andencouragestheutmostofpersonalambitionbyprovidingeveryindividualwithanadequatemotiveforgrowththroughusefulservice.

Theimprovementsshouldbeinthemethodofoperatingthesystem,notinthesystemitself!

HILL:Thatisonlyanotherwayofsayingthattheimprovementsshouldbein

individualsandnotinthesystem?CARNEGIE:That’stheexactideaIhadinmind,andthemajorpurposeofthisphilosophy

istohelpbringaboutimprovementsinindividuals,sotheymaybetterenjoytheprivilegesoftheAmericanwayoflifebyrenderinggreaterserviceunderthesystem.

HILL:Youbelieve,then,thatoneofthemajorimprovementsthatanindividual

couldmakeinhimselfisthatofconcentratingallhisenergiesuponsomeDefiniteMajorPurposeassociatedwiththeAmericanwayoflife?

CARNEGIE:Yes,thatisthepurposeofmyPhilosophyofAmericanAchievement.Itis

designedtogiveeveryindividualthefullestpossiblebenefitofthebestthathasbeenlearnedfromtheexperienceofthemostsuccessfulmentheAmericanwayoflifehasproduced.

ThephilosophyisacombinationofthetheoryandthepracticeofsoundfundamentalsthatharmonizewiththeAmericanwayoflife.Itnotonlyexplainswhattodoinordertoachieveindividualsuccess,butitalsodescribeshowtodoit!Theentirephilosophyisahighlyconcentratedpresentationoftherulesofhumanrelationshipthatareknowntobesoundandworkablebecausetheyhavebeentriedandfoundefficient.

HILL:Whatdoyoubelievetobethegreatestdangerthatmaydisruptthehuman

relationshipsundertheAmericanwayoflife?

relationshipsundertheAmericanwayoflife?CARNEGIE:Thegreatestdangerconsistsinthephilosophyofasmallminorityofpeople

withSocialistictendencieswhowishtobreakupthepowerwhichhasbeenconcentratedforthebenefitofthepeople,throughtheAmericanwayoflife.Thesemisguidedpeoplewouldhaveusbelieveithelpfultodecentralizethepowerthathasbeenaccumulatedthroughtheconsolidationofthemoneyandthetalentsofthepeople,underourindustrialsystem.

Insteadofourbeingpermittedtopooloursavingsandusethemasoperatingcapitalinthemanagementofthecorporations,aswenowdo,theSocialistswouldhaveusdestroythisconsolidationofpowerbydividingitupamongindividuals,notrecognizingthefallacyinthefactthatnooneindividualwouldhaveenoughcapitaltoproduceanautomobile,orprovideatransportationsystemsuchastherailroads,orbuildahome,orsupplyanyoftheothermodernluxuriesandnecessitiesoflifesuchaswenowenjoyunderourpresentstandardofliving.

DecentralizingthewealthofAmericawouldbeaboutthesameasdecentralizingthepowerofthearmy,bygivingeverysoldiertherighttoconducthimselfindependentlyoftheothers,thusleadingtothedestructionofthepowerthatcomesfromconcentratedeffort.

HILL:Youbelieve,then,inconcentrationofpowerunderasystemthatfunctions

throughchosenleaders?CARNEGIE:Yes—chosenleaders;notleaderswhohaveassumedthepowerofleadership

withouttheconsentofthosewhomtheylead.Wehave,intheAmericanindustrialsystem,thefinestexampleofconcentratedpowerthatisadministeredthroughleaderschosenbythosefromwhomthepowerisobtained.Thisispuredemocracyinitsfinestworkingorder.

Thepowercomesfromconcentrationofthewealthandthepersonalservicesofthosewhooperateindustry.Itisadministeredbyleaderswhoarechosenbytheownersoftheoperatingcapital(madeup,astheyare,ofpeopleofallwalksoflife)knownas“management.”

Hereleadersarechosenonthebasisoftheirqualificationsforleadership,consistingoftheireducation,experience,andnativeability.Ifamistakeismadeinchoosinganyindividualleader,itcanbecorrectedfromthesamesourcethatthemistakeismade.

ThesystemunderwhichAmericanindustryisoperatedissimilartothesystemunderwhichthegovernmentoperates.ThepoweroftheUnitedStates(whichistheenvyoftheworld)consistsofthecoordinationbetweenoursystem

(whichistheenvyoftheworld)consistsofthecoordinationbetweenoursystemofgovernmentandtheothersystemsofoureconomicandindustriallife,allofwhichconstitutewhatwecalltheAmericanwayoflife.

HILL:What,inyouropinion,Mr.Carnegie,isthegreatesttangiblevirtueofthat

whichyoucalltheAmericanwayoflife?CARNEGIE:Itsgreatestvirtueconsistsinthefactthatitprovidesallthepeoplewiththe

utmostpersonallibertyandtheprivilegeoflivingtheirownlivesintheirownway,withthegreatestopportunityforself-determinationandtheaccumulationofindividualwealth.

Insteadofpenalizingpersonalambitionandindividualdesires,asisthecaseundermanyothersystemsthathavebeentriedandarebeingtriedinothercountries,theAmericanwayoflifeplacesapremiumonthesehumantraits,byrewardingeveryoneinproportiontohiscontributionstosocietyasawhole.

HILL:Onemightsay,then,thattheAmericanwayoflifeistheworld’smost

impressivedemonstrationofthepowerofconcentrationofhumanendeavor?CARNEGIE:Thatwouldbestatingthefactscorrectly!Oursisthemostpowerful

governmentoftheworld.Oursistherichestcountryoftheworld.Ourpeoplearethefreestpeopleoftheworld,andtherichestasindividuals.Oursystemofeconomicsandoursocialsystemsprovidethepeoplewithmoreluxurythananyotherpeopleenjoy,andthoseofuswhoadjustourmentalattitudetoharmonizewiththeAmericanwayoflifehavemorepeaceofmindthananyotherpeopleoftheworld.

HILL:YouradvicetotheAmericanpeople,Iassume,wouldbetoletwellenough

alone,bymakingthemostoftheAmericanwayoflife?CARNEGIE:Yes,myadvicewouldbetolettheAmericanwayoflifealoneasitis.Those

whofeelthatimprovementsshouldbemadeinanyportionofoureconomicorsocialsystemshouldbegintheimprovementstheyrecommendbyapplyingthemintheirownlives.IfanyonethinkshecanimprovetheAmericanwayoflife,lethimfirstdemonstratethesoundnessofhisplanbymakingitworkinhisownlife.Thentherestofuswillbegladtoadopthissystem,ifitprovestobebetterthanourpresentsystem.

HILL:

Inotherwordsyouwouldrecommendtothosewhowishtodivideupthewealthequally,thattheygettogether,formacolonyoftheirown,anddivideuptheirpersonalpossessions.Then,aftertheyprovethattheycanlivebetterandbemoreprosperousandenjoymoreoftheluxuriesoflifethanwepossess,whobelieveinandadheretotheAmericanwayoflife,wemaybeinfluencedtoscrapourpresentsystemandadopttheirs?

CARNEGIE:That’stheidea!ButImustcallyourattentiontothefactthatmanysuch

colonieshavebeentriedalready.Sofarnotoneofthemhasworked,andthosewhostartedtheideawereforcedtocomebacktoourpresentsystem,wheretheycouldavailthemselvesofthebenefitsoftheconcentrationofwealthandpersonalendeavor,underademocraticsystemofleadership.

HILL:Whatwasmissinginthosecollectiveefforts,whichpreventedthemfrom

succeeding,Mr.Carnegie?Itwouldappearthattheywerebasedonconcentratedeffort,throughmutualconsentofallconcerned.

CARNEGIE:Manyessentialsweremissing.First,theprofitmotive,whichcauses

individualstoexerttheirbesteffortsandactontheirowninitiative,wasmissing.Second,thespiritofself-determinationwasmissing.Takeawayfromamanhisdesiretobecomeindependentandyourobhimofmuchofhisinitiative,enthusiasm,imagination,andself-discipline.Whenamangivesuphisprivilegeofindependence,healsogivesupaproportionateamountofhisenthusiasmandambition.Oneofthemostessentialfactorsthatwasmissingwasthepowerthatisacquiredthroughtheconsolidationofavastamountofwealthwithanequallyvastamountofmanpower,suchasweenjoyundertheAmericanwayoflife.

HILL:Iseewhatyoumean.TheSocialistexperimentshavenotworkedbecausethe

individualsengagedinthemovementlostthespiritofself-determinationthatispossessedbythemanwhomovesonhisowninitiative,fixeshisownhabitsofliving,liveshisownlife,andengagesinhischoiceofoccupations.

CARNEGIE:Well,thatwaspartiallythecauseoftheirfailure.TheimportantfactIwishto

emphasizeisthis:Socialisticcolonieshavenotsucceeded,whereastheAmericanwayoflifehassucceeded!Theseeffectswearefamiliarwith.Astothecausewemaydisagree,butastotheeffectstherecanbenodisagreement,forthefactsspeakforthemselves.

EvenwhereSocialisticcolonieshaveexistedforatime,theyhavenotfoundanymethodofprovidingtheirmemberswiththeluxuriesoflifethattheaveragepersonenjoysundertheAmericanwayoflife.Atmosttheyhaveprovidedthe

personenjoysundertheAmericanwayoflife.Atmosttheyhaveprovidedthescantiestsortofaliving,underconditionswhichdeprivethemembersoftheprivilegeofpersonalinitiative.Therefore,themembersmusthavebeendeprived,also,ofthepeaceofmindpossessedbythemanwholiveshisownlife.

HILL:Yettherehavebeenmanydifferentsystemsofcooperativesocietieswhich

seemtohaveworkedprettywell,Mr.Carnegie.CARNEGIE:Nowyouaregettingintoanentirelydifferentfield.Cooperationisvastly

differentfromSocialism.Theprincipleofcooperationisoneoftheprinciplesofthephilosophyofindividualachievement,undertheAmericanwayoflife;butithasnothingincommonwithSocialism.Cooperationbringsbenefitswithoutthelossofindividualinitiativeandtherightoffreeenterprise.

Cooperationdoesnotdepriveamanofthemotivewhichinspireshimtousehisimagination,enthusiasm,andcreativevision.CooperationisapartofthegreatAmericanwayoflifethroughwhichthematerialresourcesandthemanpowerarecoordinatedsoastoproducethegreatercombinedpowerthatisavailableforthepeopleofAmerica.

ThereiscooperationinSocialisticcolonies,buttherightmotivetoproduceenduringpowerismissing.

ControlledAttention,Napoleon,isessentialtoademocraticfreeenterprisesystem,andisdiscouraged,diminished,andultimatelyabsentinaSocialistsystem.

C

HowtoOwnYourOwnMind

LOSEATTENTIONtothechaptersofthisbookwillpermitthereadertolearnwhatMr.Carnegietaughtmemanyyearsago.Onemustrecognize

opportunitythroughCreativeVision,conceivehowtocapitalizeonopportunitythroughOrganizedThought,andcontrolthemind’sactivitiesanddirectthemtoagivenendwithControlledAttention.Youwillthenownyourownmindandbereadytotakenecessaryactiontoachieveyourgoal.

THEHUMANwillcanovercomeanyobstacleoranyhandicap,ifamanhasenoughbackbonetouseit.

THATSECRETpowerfromwithin,whichhastheanswertoallproblems,canbecontactedthroughconcentrationofthoughtbasedondefinitenessofpurpose.

WHENTHOMASJeffersondecidedtoact,nounexpectedobstaclecouldswervehimfromhiscourse;forhehadconsideredcarefullyandwell.

YOUAREthearchitectofyourowncareer.

—FRANKCHANNINGHADDOCK

AbouttheAuthor

NapoleonHillwasbornin1883inWiseCounty,Virginia.Heworkedasasecretary,a“mountainreporter”foralocalnewspaper,themanagerofacoalmineandalumberyard,andattendedlawschool,beforehebeganworkingasajournalistforBobTaylor’sMagazine—ajobthatledtohismeetingsteelmagnateAndrewCarnegie,whichchangedthecourseofhislife.CarnegieurgedHilltointerviewthegreatestindustrialists,inventors,andstatesmenoftheerainordertodiscovertheprinciplesthatledthemtosuccess.Hilltookonthechallenge,whichlastedtwentyyearsandformedthebuildingblockfirstforTheLawofSuccess(alsopublishedbyTarcherPerigee),andlaterforThinkandGrowRich,thewealth-buildingclassicandall-timebestsellerofitskind.Afteralongandvariedcareerasanauthor,magazinepublisher,lecturer,andconsultanttobusinessleaders,themotivationalpioneerdiedin1970inSouthCarolina.

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