Think And Grow Rich 3

FAITH

VISUALIZATION OF, AND BELIEF
IN ATTAINMENT OF DESIRE

The Second Step toward Riches
AITH is the head chemist of the mind. When FAITH is blended
with the vibration of thought, the subconscious mind instantly
picks up the vibration, translates it into its spiritual equivalent, and
transmits it to Infinite Intelligence, as in the case of prayer.
The emotions of FAITH, LOVE, and SEX are the most powerful
of all the major positive emotions. When the three are blended, they have
the effect of “coloring” the vibration of thought in such a way that it
instantly reaches the subconscious mind, where it is changed into its
spiritual equivalent, the only form that induces a response from Infinite
Intelligence.
Love and faith, are psychic; related to the spiritual side of man. Sex is
purely biological, and related only to the physical. The mixing, or blending,
of these three emotions has the effect of opening a direct line of communication
between the finite, thinking mind of man, and Infinite Intelligence.
HOW TO DEVELOP FAITH
There comes, now, a statement which will give a better understanding
of the importance the principle of auto-suggestion assumes in the transmutation
of desire into its physical, or monetary equivalent; namely:FAITH is a state of mind which may be induced, or created, by affirmation
or repeated instructions to the subconscious mind, through the principle
of auto-suggestion.
As an illustration, consider the purpose for which you are, presumably,
reading this book. The object is, naturally, to acquire the ability to transmute
the intangible thought impulse of DESIRE into its physical counterpart,
money. By following the instructions laid down in the chapters on autosuggestion,
and the subconscious mind, as summarized in the chapter on
auto-suggestion, you may CONVINCE the subconscious mind that you
believe you will receive that for which you ask, and it will act upon that
belief, which your subconscious mind passes back to you in the form of
“FAITH,” followed by definite plans for procuring that which you desire.
The method by which one develops FAITH, where it does not already
exist, is extremely difficult to describe, almost as difficult, in fact, as it
would be to describe the color of red to a blind man who has never seen
color, and has nothing with which to compare what you describe to him.
Faith is a state of mind which you may develop at will, after you have
mastered the thirteen principles, because it is a state of mind which develops
voluntarily, through application and use of these principles.
Repetition of affirmation orders [affirmations] to your subconscious mind is
the only known method of voluntary development of the emotion of faith.
Perhaps the meaning may be made clearer through the following
explanation as to the way men sometimes become criminals. Stated in the
words of a famous criminologist, “When men first come into contact with
crime, they abhor it. If they remain in contact with crime for a time, they
become accustomed to it, and endure it. If they remain in contact with it
long enough, they finally embrace it, and become influenced by it.”
This is the equivalent of saying that any impulse of thought which is
repeatedly passed on to the subconscious mind is, finally, accepted and acted
upon by the subconscious mind, which proceeds to translate that impulse
into its physical equivalent, by the most practical procedure available.
In connection with this, consider again the statement, ALL
THOUGHTS WHICH HAVE BEEN EMOTIONALIZED, (given feeling)
AND MIXED WITH FAITH, begin immediately to translate
themselves into their physical equivalent or counterpart.
The emotions, or the “feeling” portion of thoughts, are the factors
which give thoughts vitality, life, and action. The emotions of Faith, Love,
and Sex, when mixed with any thought impulse, give it greater action than
any of these emotions can do singly.
Not only thought impulses which have been mixed with FAITH, but
those which have been mixed with any of the positive emotions, or any of
the negative emotions, may reach, and influence the subconscious mind.
From this statement, you will understand that the subconscious mind
will translate into its physical equivalent, a thought impulse of a negative
or destructive nature, just as readily as it will act upon thought impulses of
a positive or constructive nature. This accounts for the strange
phenomenon which so many millions of people experience, referred to as
“misfortune,” or “bad luck.”
There are millions of people who BELIEVE themselves “doomed” to
poverty and failure, because of some strange force over which they
BELIEVE they have no control. They are the creators of their own
“misfortunes,” because of this negative BELIEF, which is picked up by
the subconscious mind, and translated into its physical equivalent.
This is an appropriate place at which to suggest again that you may
benefit, by passing on to your subconscious mind, any DESIRE which you
wish translated into its physical, or monetary equivalent, in a state of
expectancy or BELIEF that the transmutation will actually take place.
Your BELIEF, or FAITH, is the element which determines the action of
your subconscious mind. There is nothing to hinder you from “deceiving”
your subconscious mind when giving it instructions through auto-suggestion,
as I deceived my son’s subconscious mind.
To make this “deceit” more realistic, conduct yourself just as you
would, if you were ALREADY IN POSSESSION OF THE MATERIAL
THING WHICH YOU ARE DEMANDING, when you call upon your
subconscious mind.
The subconscious mind will transmute into its physical equivalent, by
the most direct and physical media available, any order which is given to it
in a state of BELIEF, or FAITH that the order will be carried out.Surely, enough has been stated to give a starting point from which one
may, through experiment and practice, acquire the ability to mix FAITH
with any order given to the subconscious mind. Perfection will come
through practice. It cannot come by merely reading instructions.
If it be true that one may become a criminal by association with crime,
(and this is a known fact), it is equally true that one may develop faith by
voluntarily suggesting to the subconscious mind that one has faith. The
mind comes, finally, to take on the nature of the influences which dominate
it. Understand this truth, and you will know why it is essential for
you to encourage the positive emotions as dominating forces of your
mind, and discourage — and eliminate negative emotions.
A mind dominated by positive emotions, becomes a favorable abode
for the state of mind known as faith. A mind so dominated may, at will,
give the subconscious mind instructions, which it will accept and act
upon immediately.

FAITH IS A STATE OF MIND WHICH MAY
BE INDUCED BY AUTO-SUGGESTION
All down the ages, the religionists have admonished struggling humanity
to “have faith” in this, that, and the other dogma or creed, but they have
failed to tell people HOW to have faith. They have not stated that “faith is
a state of mind, and that it may be induced by self-suggestion.”
In language which any normal human being can understand, we will
describe all that is known about the principle through which FAITH may
be developed, where it does not already exist.
Have Faith in yourself; Faith in the Infinite.
Before we begin, you should be reminded again that:
FAITH is the “eternal elixir” which gives life, power,
and action to the impulse of thought!
The foregoing sentence is worth reading a second time,
and a third, and a fourth. It is worth reading aloud!
FAITH is the starting point of all accumulation of riches!
FAITH is the basis of all “miracles,” and all mysteries
which cannot be analyzed by the rules of science!
FAITH is the only known antidote for FAILURE!
FAITH is the element, the “chemical” which, when
mixed with prayer, gives one direct communication
with Infinite Intelligence.
FAITH is the element which transforms the ordinary
vibration of thought, created by the finite mind of
man, into the spiritual equivalent.
FAITH is the only agency through which the cosmic force of
Infinite Intelligence can be harnessed and used by man.
EVERY ONE OF THE FOREGOING STATEMENTS
IS CAPABLE OF PROOF!
The proof is simple and easily demonstrated. It is wrapped up in the
principle of auto-suggestion. Let us center our attention, therefore, upon
the subject of self-suggestion, and find out what it is, and what it is
capable of achieving.
It is a well known fact that one comes, finally, to BELIEVE whatever
one repeats to one’s self, whether the statement be true or false. If a man
repeats a lie over and over, he will eventually accept the lie as truth.
Moreover, he will BELIEVE it to be the truth. Every man is what he is,
because of the DOMINATING THOUGHTS which he permits to occupy
his mind. Thoughts which a man deliberately places in his own mind, and
encourages with sympathy, and with which he mixes any one or more of
the emotions, constitute the motivating forces, which direct and control
his every movement, act, and deed!
Comes now a very significant statement of truth: THOUGHTS WHICH
ARE MIXED WITH ANY OF THE FEELINGS OF EMOTIONS,CONSTITUTE A “MAGNETIC” FORCE WHICH ATTRACTS, FROM
THE VIBRATIONS OF THE ETHER, OTHER SIMILAR, OR
RELATED THOUGHTS.
A thought thus “magnetized” with emotion may be compared to a seed
which, when planted in fertile soil, germinates, grows, and multiplies
itself over and over again, until that which was originally one small seed,
becomes countless millions of seeds of the SAME BRAND!
The ether is a great cosmic mass of eternal forces of vibration. It is
made up of both destructive vibrations and constructive vibrations. It
carries, at all times, vibrations of fear, poverty, disease, failure, misery;
and vibrations of prosperity, health, success, and happiness, just as surely
as it carries the sound of hundreds of orchestrations of music, and
hundreds of human voices, all of which maintain their own individuality,
and means of identification, through the medium of radio.
From the great storehouse of the ether, the human mind is constantly
attracting vibrations which harmonize with that which DOMINATES the
human mind. Any thought, idea, plan, or purpose which one holds in
one’s mind attracts, from the vibrations of the ether, a host of its relatives,
adds these “relatives” to its own force, and grows until it becomes the
dominating, MOTIVATING MASTER of the individual in whose mind it
has been housed.
Now, let us go back to the starting point, and become informed as to
how the original seed of an idea, plan, or purpose may be planted in the
mind. The information is easily conveyed: any idea, plan, or purpose may
be placed in the mind through repetition of thought. This is why you are
asked to write out a statement of your major purpose, or Definite Chief
Aim, commit it to memory, and repeat it, in audible words, day after day,
until these vibrations of sound have reached your subconscious mind.
We are what we are, because of the vibrations of thought which we
pick up and register, through the stimuli of our daily environment.
Resolve to throw off the influences of any unfortunate environment, and
to build your own life to ORDER. Taking inventory of mental assets and
liabilities, you will discover that your greatest weakness is lack of selfconfidence.
This handicap can be surmounted, and timidity translated into
courage,
through the aid of the principle of autosuggestion. The application of this
principle may be made through a simple arrangement of positive thought
impulses stated in writing, memorized, and repeated, until they become a part
of the working equipment of the subconscious faculty of your mind.
SELF-CONFIDENCE FORMULA
FIRST I know that I have the ability to achieve the object of my Definite
Purpose in life, therefore, I DEMAND of myself persistent,
continuous action toward its attainment, and I here and now
promise to render such action.
SECOND I realize the dominating thoughts of my mind will eventually
reproduce themselves in outward, physical action, and gradually
transform themselves into physical reality, therefore, I will
concentrate my thoughts for thirty minutes daily, upon the task
of thinking of the person I intend to become, thereby creating in
my mind a clear mental picture of that person.
THIRD I know through the principle of auto-suggestion, any desire that I
persistently hold in my mind will eventually seek expression
through some practical means of attaining the object back of it,
therefore, I will devote ten minutes daily to demanding of myself
the development of SELF-CONFIDENCE.
FOURTH I have clearly written down a description of my DEFINITE
CHIEF AIM in life, and I will never stop trying, until I shall
have developed sufficient self-confidence for its attainment.
FIFTH I fully realize that no wealth or position can long endure, unless
built upon truth and justice, therefore, I will engage in no transaction
which does not benefit all whom it affects. I will succeed
by attracting to myself the forces I wish to use, and the cooperation
of other people. I will induce others to serve me, because of
my willingness to serve others. I will eliminate hatred, envy,
jealousy, selfishness, and cynicism, by developing love for all
humanity, because I know that a negative attitude toward others
can never bring me success. I will cause others to believe in me,
because I will believe in them, and in myself.I will sign my name to this formula, commit it to memory, and
repeat it aloud once a day, with full FAITH that it will gradually
influence my THOUGHTS and ACTIONS so that I will become
a self-reliant, and successful person.
Back of this formula is a law of Nature which no man has yet been able
to explain. It has baffled the scientists of all ages. The psychologists have
named this law “auto-suggestion,’ and let it go at that.
The name by which one calls this law is of little importance. The
important fact about it is — it WORKS for the glory and success of
mankind, IF it is used constructively. On the other hand, if used destructively,
it will destroy just as readily. In this statement may be found a very
significant truth, namely; that those who go down in defeat, and end their
lives in poverty, misery, and distress, do so because of negative application
of the principle of auto-suggestion. The cause may be found in the
fact that ALL IMPULSES OF THOUGHT HAVE A TENDENCY TO
CLOTHE THEMSELVES IN THEIR PHYSICAL EQUIVALENT.
The subconscious mind (the chemical laboratory in which all thought
impulses are combined, and made ready for translation into physical reality),
makes no distinction between constructive and destructive thought
impulses. It works with the material we feed it, through our thought
impulses. The subconscious mind will translate into reality a thought
driven by FEAR just as readily as it will translate into reality a thought
driven by COURAGE, or FAITH.
The pages of medical history are rich with illustrations of cases of
“suggestive suicide.” A man may commit suicide through negative
suggestion, just as effectively as by any other means. In a midwestern
city, a man by the name of Joseph Grant, a bank official, “borrowed” a
large sum of the bank’s money, without the consent of the directors. He
lost the money through gambling. One afternoon, the Bank Examiner
came and began to check the accounts. Grant left the bank, took a room in
a local hotel, and when they found him, three days later, he was lying in
bed, wailing and moaning, repeating over and over these words, “My
God, this will kill me! I cannot stand the disgrace.” In a short time he was
dead. The doctors pronounced the case one of “mental suicide.”
Just as electricity will turn the wheels of industry, and render useful
service if used constructively; or snuff out life if wrongly used, so will the
law of auto-suggestion lead you to peace and prosperity, or down into the
valley of misery, failure, and death, according to your degree of understanding
and application of it.
If you fill your mind with FEAR, doubt and unbelief in your ability to
connect with, and use the forces of Infinite Intelligence, the law of autosuggestion
will take this spirit of unbelief and use it as a pattern by which
your subconscious mind will translate it into its physical equivalent.
THIS STATEMENT IS AS TRUE AS THE STATEMENT THAT
TWO AND TWO ARE FOUR!
Like the wind which carries one ship East, and another West, the law
of auto-suggestion will lift you up or pull you down, according to the way
you set your sails of THOUGHT.
The law of auto-suggestion, through which any person may rise to
altitudes of achievement which stagger the imagination, is well described
in the following verse:
If you think you are beaten, you are,
If you think you dare not, you don ’t
If you like to win, but you think you can ’t,
It is almost certain you won ’t.
If you think you ’ll lose, you ’re lost
For out of the world we find,
Success begins with a fellow’s will —
It’s all in the state of mind.
“If you think you are outclassed, you are,
You ’ve got to think high to rise,Life’s battles don’t always go
To the stronger or faster man,
But soon or late the man who wins
Is the man WHO THINKS HE CAN!
Observe the words which have been emphasized, and you will catch the
deep meaning which the poet had in mind.
Somewhere in your make-up (perhaps in the cells of your brain) there
lies sleeping, the seed of achievement which, if aroused and put into action,
would carry you to heights, such as you may never have hoped to attain.
Just as a master musician may cause the most beautiful strains of music
to pour forth from the strings of a Violin, so may you arouse the genius
which lies asleep in your brain, and cause it to drive you upward to
whatever goal you may wish to achieve.
Abraham Lincoln was a failure at everything he tried, until he was well
past the age of forty. He was a Mr. Nobody from Nowhere, until a great
experience came into his life, aroused the sleeping genius within his heart
and brain, and gave the world one of its really great men. That “experience’’
was mixed with the emotions of sorrow and LOVE. It came to him
through Anne Rutledge, the only woman whom he ever truly loved.
It is a known fact that the emotion of LOVE is closely akin to the state
of mind known as FAITH, and this for the reason that Love comes very
near to translating one’s thought impulses into their spiritual equivalent.
During his work of research, the author discovered, from the analysis of
the life, work and achievements of hundreds of men of outstanding
accomplishment, that there was the influence of a woman’s love back of
nearly EVERY ONE OF THEM. The emotion of love, in the human heart
and brain, creates a favorable field of magnetic attraction, which causes an
influx of the higher and finer vibrations which are afloat in the ether.
If you wish evidence of the power of FAITH, study the achievements
of men and women who have employed it. At the head of the list comes
the Nazarene. Christianity is the greatest single force which influences the
minds of men. The basis of Christianity is FAITH, no matter how many
people may have perverted, or misinterpreted the meaning of this great
force, and no matter how many dogmas and creeds have been created in its
name, which do not reflect its tenets.
The sum and substance of the teachings and the achievements of Christ,
which may have been interpreted as “miracles,” were nothing more nor
less than FAITH. If there are any such phenomena as “miracles” they are
produced only through the state of mind known as FAITH! Some teachers
of religion, and many who call themselves Christians, neither understand
nor practice FAITH.
Let us consider the power of FAITH, as it is now being demonstrated,
by a man who is well known to all of civilization, Mahatma Gandhi, of
India. In this man the world has one of the most astounding examples
known to civilization, of the possibilities of FAITH. Gandhi wields more
potential power than any man living at this time, and this, despite the fact
that he has none of the orthodox tools of power, such as money, battle
ships, soldiers, and materials of warfare. Gandhi has no money, he has no
home, he does not own a suit of clothes, but HE DOES HAVE POWER.
How does he come by that power?
HE CREATED IT OUT OF HIS UNDERSTANDING OF THE
PRINCIPLE OF FAITH, AND THROUGH HIS ABILITY TO TRANSPLANT
THAT FAITH INTO THE MINDS OF TWO HUNDRED
MILLION PEOPLE.
Gandhi has accomplished, through the influence of FAITH, that which
the strongest military power on earth could not, and never will accomplish
through soldiers and military equipment. He has accomplished the
astounding feat of INFLUENCING two hundred million minds to
COALESCE AND MOVE IN UNISON, AS A SINGLE MIND.
What other force on earth, except FAITH could do as much?
There will come a day when employees as well as employers will
discover the possibilities of FAITH. That day is dawning. The whole
world has had ample opportunity, during the recent business depression, to
witness what the LACK OF FAITH will do to business.
Surely, civilization has produced a sufficient number of intelligent human
beings to make use of this great lesson which the depression hastaught the world. During this depression, the world had evidence in abundance
that widespread FEAR will paralyze the wheels of industry and
business. Out of this experience will arise leaders in business and industry
who will profit by the example which Gandhi has set for the world, and
they will apply to business the same tactics which he has used in building
the greatest following known in the history of the world. These leaders
will come from the rank and file of the unknown men, who now labor in
the steel plants, the coal mines, the automobile factories, and in the small
towns and cities of America.
Business is due for a reform, make no mistake about this! The methods
of the past, based upon economic combinations of FORCE and FEAR,
will be supplanted by the better principles of FAITH and cooperation.
Men who labor will receive more than daily wages; they will receive
dividends from the business, the same as those who supply the capital for
business; but, first they must GIVE MORE TO THEIR EMPLOYERS,
and stop this bickering and bargaining by force, at the expense of the
public. They must earn the right to dividends!
Moreover, and this is the most important thing of all — THEY WILL
BE LED BY LEADERS WHO WILL UNDERSTAND AND APPLY
THE PRINCIPLES EMPLOYED BY MAHATMA GANDHI. Only in
this way may leaders get from their followers the spirit of FULL cooperation
which constitutes power in its highest and most enduring form.
This stupendous machine age in which we live, and from which we are
just emerging, has taken the soul out of men. Its leaders have driven men as
though they were pieces of cold machinery; they were forced to do so by
the employees who have bargained, at the expense of all concerned, to get
and not to give. The watchword of the future will be HUMAN
HAPPINESS AND CONTENTMENT, and when this state of mind shall
have been attained, the production will take care of itself, more effectively
than anything that has ever been accomplished where men did not,
and could not mix FAITH and individual interest with their labor.
Because of the need for faith and cooperation in operating business and
industry, it will be both interesting and profitable to analyze an event which
provides an excellent understanding of the method by which industrialists
and business men accumulate great fortunes, by giving before they try to get.
The event chosen for this illustration dates back to 1900, when the
United States Steel Corporation was being formed. As you read the story,
keep in mind these fundamental facts and you will understand how
IDEAS have been converted into huge fortunes.
First, the huge United States Steel Corporation was born in the mind of
Charles M. Schwab, in the form of an IDEA he created through his
IMAGINATION! Second, he mixed FAITH with his IDEA. Third, he
formulated a PLAN for the transformation of his IDEA into physical and
financial reality. Fourth, he put his plan into action with his famous
speech at the University Club. Fifth, he applied, and followed-through on
his PLAN with PERSISTENCE, and backed it with firm DECISION until
it had been fully carried out. Sixth, he prepared the way for success by a
BURNING DESIRE for success.
If you are one of those who have often wondered how great fortunes
are accumulated, this story of the creation of the United States Steel
Corporation will be enlightening. If you have any doubt that men can
THINK AND GROW RICH, this story should dispel that doubt, because
you can plainly see in the story of the United States Steel, the application
of a major portion of the thirteen principles described in this book.
This astounding description of the power of an IDEA was dramatically
told by John Lowell, in the New York World-Telegram, with whose courtesy
it is here reprinted,
“A PRETTY AFTER-DINNER SPEECH
FOR A BILLION DOLLARS
“When, on the evening of December 12, 1900, some
eighty of the nation’s financial nobility gathered in the
banquet hall of the University Club on Fifth Avenue to
do honor to a young man from out of theWest, not half a
dozen of the guests realized they were to witness the
most significant episode in American industrial history.
“J. Edward Simmons and Charles Stewart Smith,
their hearts full of gratitude for the lavish hospitality
bestowed on them by Charles M. Schwab during a
recent visit to Pittsburgh, had arranged the dinner tointroduce the thirty-eight-year-old steel man to eastern
banking society. But they didn’t expect him to stampede
the convention. They warned him, in fact, that the
bosoms within New York’s stuffed shirts would not be
responsive to oratory, and that, if he didn’t want to
bore the Stillmans and Harrimans and Vanderbilts, he
had better limit himself to fifteen or twenty minutes of
polite vaporings and let it go at that.
“Even John Pierpont Morgan, sitting on the right
hand of Schwab as became his imperial dignity,
intended to grace the banquet table with his presence
only briefly. And so far as the press and public were
concerned, the whole affair was of so little moment that
no mention of it found its way into print the next day.
“So the two hosts and their distinguished guests ate
their way through the usual seven or eight courses.
There was little conversation and what there was of it
was restrained. Few of the bankers and brokers had
met Schwab, whose career had flowered along the
banks of the Monongahela, and none knew him well.
But before the evening was over, they — and with
them Money Master Morgan — were to be swept off
their feet, and a billion-dollar baby, the United States
Steel Corporation, was to be conceived.
“It is perhaps unfortunate, for the sake of history,
that no record of Charlie Schwab’s speech at the dinner
ever was made. He repeated some parts of it at a later
date during a similar meeting of Chicago bankers. And
still later, when the Government brought suit to
dissolve the Steel Trust, he gave his own version, from
the witness stand, of the remarks that stimulated
Morgan into a frenzy of financial activity.
“It is probable, however, that it was a ‘homely’
speech, somewhat ungrammatical (for the niceties of
language never bothered Schwab), full of epigram and
threaded with wit. But aside from that it had a galvanic
force and effect upon the five billions of estimated
capital that was represented by the diners. After it was
over and the gathering was still under its spell,
although Schwab had talked for ninety minutes,
Morgan led the orator to a recessed window where,
dangling their legs from the high, uncomfortable seat,
they talked for an hour more.
“The magic of the Schwab personality had been
turned on, full force, but what was more important and
lasting was the full-fledged, clear-cut program he laid
down for the aggrandizement of Steel. Many other
men had tried to interest Morgan in slapping together
a steel trust after the pattern of the biscuit, wire and
hoop, sugar, rubber, whisky, oil or chewing gum
combinations. John W. Gates, the gambler, had urged
it, but Morgan distrusted him. The Moore boys, Bill
and Jim, Chicago stock jobbers who had glued
together a match trust and a cracker corporation, had
urged it and failed. Elbert Gary, the sanctimonious
country lawyer, wanted to foster it, but he wasn’t big
enough to be impressive. Until Schwab’s eloquence
took J. P. Morgan to the heights from which he could
visualize the solid results of the most daring financial
undertaking ever conceived, the project was regarded
as a delirious dream of easy-money crackpots.
“The financial magnetism that began, a generation
ago, to attract thousands of small and sometimes inefficiently
managed companies into large and competition-
crushing combinations, had become operative in
the steel world through the devices of that jovial business
pirate, John W. Gates. Gates already had formed
the American Steel and Wire Company out of a chain
of small concerns, and together with Morgan had
created the Federal Steel Company. The National Tubeand American Bridge companies were two more
Morgan concerns, and the Moore Brothers had
forsaken the match and cookie business to form the
‘American’ group — Tin Plate, Steel Hoop, Sheet
Steel-and the National Steel Company.
“But by the side of Andrew Carnegie’s gigantic
vertical trust, a trust owned and operated by fifty-three
partners, those other combinations were picayune.
They might combine to their heart’s content but the
whole lot of them couldn’t make a dent in the Carnegie
organization, and Morgan knew it.
“The eccentric old Scot knew it, too. From the
magnificent heights of Skibo Castle he had viewed, first
with amusement and then with resentment, the attempts
of Morgan’s smaller companies to cut into his business.
When the attempts became too bold, Carnegie’s temper
was translated into anger and retaliation. He decided to
duplicate every mill owned by his rivals. Hitherto, he
hadn’t been interested in wire, pipe, hoops, or sheet.
Instead, he was content to sell such companies the raw
steel and let them work it into whatever shape they
wanted. Now, with Schwab as his chief and able lieutenant,
he planned to drive his enemies to the wall.
“So it was that in the speech of Charles M. Schwab,
Morgan saw the answer to his problem of combination.
A trust without Carnegie — -giant of them all-would
be no trust at all, a plum pudding, as one writer said,
without the plums.
“Schwab’s speech on the night of December 12,
1900, undoubtedly carried the inference, though not
the pledge, that the vast Carnegie enterprise could be
brought under the Morgan tent. He talked of the world
future for steel, of reorganization for efficiency, of
specialization, of the scrapping of unsuccessful mills
and concentration of effort on the flourishing properties,
of economies in the ore traffic, of economies in
overhead and administrative departments, of capturing
foreign markets.
“More than that, he told the buccaneers among them
wherein lay the errors of their customary piracy. Their
purposes, he inferred, had been to, create monopolies,
raise prices, and pay themselves fat dividends out of
privilege. Schwab condemned the system in his
heartiest manner. The shortsightedness of such a
policy, he told his hearers, lay in the fact that it
restricted the market in an era when everything cried
for expansion. By cheapening the cost of steel, he
argued, an ever-expanding market would be created;
more uses for steel would be devised, and a goodly
portion of the world trade could be captured. Actually,
though he did not know it, Schwab was an apostle of
modern mass production.
“So the dinner at the University Club came to an
end. Morgan went home, to think about Schwab’s rosy
predictions. Schwab went back to Pittsburgh to run the
steel business for ‘Wee Andra Carnegie,’ while Gary
and the rest went back to their stock tickers, to fiddle
around in anticipation of the next move.
“It was not long coming. It took Morgan about one
week to digest the feast of reason Schwab had placed
before him. When he had assured himself that no financial
indigestion was to result, he sent for Schwab — and
found that young man rather coy. Mr. Carnegie, Schwab
indicated, might not like it if he found his trusted
company president had been flirting with the Emperor
of Wall Street, the Street upon which Carnegie was
resolved never to tread. Then it was suggested by John
W. Gates the go-between, that if Schwab ‘happened’ to
be in the Bellevue Hotel in Philadelphia, J. P. Morgan
might also ‘happen’ to be there.When Schwab arrived,however, Morgan was inconveniently ill at his New
York home, and so, on the elder man’s pressing invitation,
Schwab went to New York and presented himself
at the door of the financier’s library.
“Now certain economic historians have professed
the belief that from the beginning to the end of the
drama, the stage was set by Andrew Carnegie — -
that the dinner to Schwab, the famous speech, the
Sunday night conference between Schwab and the
Money King, were events arranged by the canny Scot.
The truth is exactly the opposite. When Schwab was
called in to consummate the deal, he didn’t even
know whether ‘the little boss,’ as Andrew was called,
would so much as listen to an offer to sell,
particularly to a group of men whom Andrew
regarded as being endowed with something less than
holiness. But Schwab did take into the conference
with him, in his own handwriting, six sheets of
copper-plate figures, representing to his mind the
physical worth and the potential earning capacity of
every steel company he regarded as an essential star
in the new metal firmament.
“Four men pondered over these figures all night.
The chief, of course, was Morgan, steadfast in his
belief in the Divine Right of Money. With him was
his aristocratic partner, Robert Bacon, a scholar and a
gentleman. The third was John W. Gates whom
Morgan scorned as a gambler and used as a tool. The
fourth was Schwab, who knew more about the
processes of making and selling steel than any whole
group of men then living. Throughout that conference,
the Pittsburgher’s figures were never questioned.
If he said a company was worth so much, then
it was worth that much and no more. He was insistent,
too, upon including in the combination only
those concerns he nominated. He had conceived a
corporation in which there would be no duplication,
not even to satisfy the greed of friends who wanted to
unload their companies upon the broad Morgan
shoulders. Thus he left out, by design, a number of
the larger concerns upon which the Walruses and
Carpenters of Wall Street had cast hungry eyes.
“When dawn came, Morgan rose and straightened
his back. Only one question remained.
“‘Do you think you can persuade Andrew Carnegie
to sell?’ he asked.
“‘I can try,’ said Schwab.
“‘If you can get him to sell, I will undertake the
matter,’ said Morgan.
“So far so good. But would Carnegie sell? How
much would he demand? (Schwab thought about
$320,000,000). What would he take payment in?
Common or preferred stocks? Bonds? Cash? Nobody
could raise a third of a billion dollars in cash.
“There was a golf game in January on the frostcracking
heath of the St. Andrews links in Westchester,
with Andrew bundled up in sweaters against the cold,
and Charlie talking volubly, as usual, to keep his spirits
up. But no word of business was mentioned until
the pair sat down in the cozy warmth of the Carnegie
cottage hard by. Then, with the same persuasiveness
that had hypnotized eighty millionaires at the
University Club, Schwab poured out the glittering
promises of retirement in comfort, of untold millions
to satisfy the old man’s social caprices. Carnegie capitulated,
wrote a figure on a slip of paper, handed it to
Schwab and said, ‘all right, that’s what we’ll sell for.’
“The figure was approximately $400,000,000, and
was reached by taking the $320,000,000 mentionedby Schwab as a basic figure, and adding to it
$80,000,000 to represent the increased capital value
over the previous two years.
“Later, on the deck of a trans-Atlantic liner, the
Scotsman said ruefully to Morgan, ‘I wish I had asked
you for $100,000,000 more.’
“‘If you had asked for it, you’d have gotten it,’
Morgan told him cheerfully.
“There was an uproar, of course. A British correspondent
cabled that the foreign steel world was
‘appalled’ by the gigantic combination. President
Hadley, of Yale, declared that unless trusts were regulated
the country might expect ‘an emperor in
Washington within the next twenty-five years.’ But
that able stock manipulator, Keene, went at his work of
shoving the new stock at the public so vigorously that
all the excess water — estimated by some at nearly
$600,000,000 — was absorbed in a twinkling. So
Carnegie had his millions, and the Morgan syndicate
had $82,000,000 for all its ‘trouble,’ and all the ‘boys,’
from Gates to Gary, had their millions.
“The thirty-eight-year-old Schwab had his reward.
He was made president of the new corporation and
remained in control until 1930.”
The dramatic story of “Big Business” which you have just finished,
was included in this book, because it is a perfect illustration of the
method by which DESIRE CAN BE TRANSMUTED INTO ITS
PHYSICAL EQUIVALENT!
I imagine some readers will question the statement that a mere, intangible
DESIRE can be converted into its physical equivalent. Doubtless
some will say, “You cannot convert NOTHING into SOMETHING! The
answer is in the story of United States Steel.
That giant organization was created in the mind of one man. The plan by
which the organization was provided with the steel mills that gave it
financial stability was created in the mind of the same man. His FAITH,
his DESIRE, his IMAGINATION, his PERSISTENCE were the real
ingredients that went into United States Steel. The steel mills and
mechanical equipment acquired by the corporation, AFTER IT HAD
BEEN BROUGHT INTO LEGAL EXISTENCE, were incidental, but
careful analysis will disclose the fact that the appraised value of the properties
acquired by the corporation increased in value by an estimated SIX
HUNDRED MILLION DOLLARS, by the mere transaction which
consolidated them under one management.
In other words, Charles M. Schwab’s IDEA, plus the FAITH with
which he conveyed it to the minds of J. P. Morgan and the others, was
marketed for a profit of approximately $600,000,000. Not an insignificant
sum for a single IDEA!
What happened to some of the men who took their share of the
millions of dollars of profit made by this transaction, is a matter with
which we are not now concerned. The important feature of the astounding
achievement is that it serves as unquestionable evidence of the soundness
of the philosophy described in this book, because this philosophy
was the warp and the woof of the entire transaction. Moreover, the practicability
of the philosophy has been established by the fact that the
United States Steel Corporation prospered, and became one of the
richest and most powerful corporations in America, employing thousands
of people, developing new uses for steel, and opening new markets; thus
proving that the $600,000,000 in profit which the Schwab IDEA produced
was earned. RICHES begin in the form of THOUGHT!
The amount is limited only by the person in whose mind the
THOUGHT is put into motion. FAITH removes limitations! Remember
this when you are ready to bargain with Life for whatever it is that you
ask as your price for having passed this way.
Remember, also, that the man who created the United States Steel
Corporation was practically unknown at the time. He was merely Andrew
Carnegie’s “Man Friday” until he gave birth to his famous IDEA. After
that he quickly rose to a position of power, fame, and riches.

THEREARENO
LIMITATIONS TO
THEMINDEXCEPT
THOSEWE
ACKNOWLEDGE
BOTHPOVERTY
ANDRICHES ARE
THEOFFSPRING
OF THOUGHT
You’ve got to be sure of yourself before
You can ever win a prize.

Think And Grow Rich 2

DESIRE

THE STARTING POINT OF
ALL ACHIEVEMENT

The First Step toward Riches
WHEN Edwin C. Barnes climbed down from the freight train in
Orange, N. J., more than thirty years ago, he may have resembled
a tramp, but his thoughts were those of a king! As hemade his
way from the railroad tracks to Thomas A. Edison’s office, his
mind was at work. He saw himself standing in Edison’s presence.He heard
himself asking Mr. Edison for an opportunity to carry out the one
CONSUMING OBSESSION OF HIS LIFE, a BURNING DESIRE to
become the business associate of the great inventor.
Barnes’ desire was not a hope! It was not a wish! It was a keen, pulsating
DESIRE, which transcended everything else. It was DEFINITE.
The desire was not new when he approached Edison. It had been
Barnes’ dominating desire for a long time. In the beginning, when the
desire first appeared in his mind, it may have been, probably was, only a
wish, but it was no mere wish when he appeared before Edison with it.
A few years later, Edwin C. Barnes again stood before Edison, in the
same office where he first met the inventor. This time his DESIRE had
been translated into reality. He was in business with Edison. The dominating
DREAM OF HIS LIFE had become a reality. Today, people who know Barnes envy him, because of the “break” life yielded him. They see
him in the days of his triumph, without taking the trouble to investigate
the cause of his success.
Barnes succeeded because he chose a definite goal, placed all his
energy, all his will power, all his effort, everything back of that goal. He
did not become the partner of Edison the day he arrived. He was content to
start in the most menial work, as long as it provided an opportunity to take
even one step toward his cherished goal.
Five years passed before the chance he had been seeking made its
appearance. During all those years not one ray of hope, not one promise
of attainment of his DESIRE had been held out to him. To every-one,
except himself, he appeared only another cog in the Edison business
wheel, but in his own mind, HE WAS THE PARTNER OF EDISON
EVERY MINUTE OF THE TIME, from the very day that he first went
to work there.
It is a remarkable illustration of the power of a DEFINITE DESIRE.
Barnes won his goal, because he wanted to be a business associate of Mr.
Edison, more than he wanted anything else. He created a plan by which
to attain that purpose. But he BURNED ALL BRIDGES BEHIND HIM.
He stood by his DESIRE until it became the dominating obsession of his
life — and — finally, a fact.
When he went to Orange, he did not say to himself, “I will try to
induce Edison to give me a job of some sort.” He said, “I will see Edison,
and put him on notice that I have come to go into business with him.”
He did not say, “I will work there for a few months, and if I get no
encouragement, I will quit and get a job somewhere else.” He did say, “I
will start anywhere. I will do anything Edison tells me to do, but before I
am through, I will be his associate.’’
He did not say, “I will keep my eyes open for another opportunity, in
case I fail to get what I want in the Edison organization.” He said,
“There is but ONE thing in this world that I am determined to have, and
that is a business association with Thomas A. Edison. I will burn all
bridges behind me, and stake my ENTIRE FUTURE on my ability to get
what I want.”
He left himself no possible way of retreat.
He had to win or perish!
That is all there is to the Barnes story of success!
A long while ago, a great warrior faced a situation which made it
necessary for him to make a decision which insured his success on the
battlefield. He was about to send his armies against a powerful foe, whose
men outnumbered his own. He loaded his soldiers into boats, sailed to the
enemy’s country, unloaded soldiers and equipment, then gave the order to
burn the ships that had carried them. Addressing his men before the first
battle, he said, “You see the boats going up in smoke. That means that we
cannot leave these shores alive unless we win! We now have no choice —
we win — or we perish! They won.
Every person who wins in any undertaking must be willing to burn his
ships and cut all sources of retreat. Only by so doing can one be sure of
maintaining that state of mind known as a BURNING DESIRE TO WIN,
essential to success.
The morning after the great Chicago fire, a group of merchants stood
on State Street, looking at the smoking remains of what had been their
stores. They went into a conference to decide if they would try to rebuild,
or leave Chicago and start over in a more promising section of the country.
They reached a decision— all except one — to leave Chicago.
The merchant who decided to stay and rebuild pointed a finger at the
remains of his store, and said, “Gentlemen, on that very spot I will build
the world’s greatest store, no matter how many times it may burn down.”
That was more than fifty years ago. The store was built. It stands there
today, a towering monument to the power of that state of mind known as
a BURNING DESIRE. The easy thing for Marshal Field to have done,
would have been exactly what his fellow merchants did. When the going
was hard, and the future looked dismal, they pulled up and went where
the going seemed easier.
Mark well this difference between Marshal Field and the other
merchants, because it is the same difference which distinguishes Edwin
C. Barnes from thousands of other young men who have worked in the
Edison organization. It is the same difference which distinguishes practically
all who succeed from those who fail.
Every human being who reaches the age of understanding of the purpose
of money, wishes for it. Wishing will not bring riches. But desiring riches
with a state of mind that becomes an obsession, then planning definite ways
and means to acquire riches, and backing those plans with persistence
which does not recognize failure, will bring riches.
The method by which DESIRE for riches can be transmuted into its
financial equivalent, consists of six definite, practical steps, viz:
FIRST Fix in your mind the exact amount of money you desire. It is not
sufficient merely to say “I want plenty of money.” Be definite as
to the amount. (There is a psychological reason for definiteness
which will be described in a subsequent chapter).
SECOND Determine exactly what you intend to give in return for the
money you desire. (There is no such reality as “something for
nothing.)
THIRD Establish a definite date when you intend to possess the money
you desire.
FOURTH Create a definite plan for carrying out your desire, and begin at
once, whether you are ready or not, to put this plan into action.
FIFTH Write out a clear, concise statement of the amount of money you
intend to acquire, name the time limit for its acquisition, state
what you intend to give in return for the money, and describe
clearly the plan through which you intend to accumulate it.
SIXTH Read your written statement aloud, twice daily, once just before
retiring at night, and once after arising in the morning. AS YOU
READ — SEE AND FEEL AND BELIEVE YOURSELF
ALREADY IN POSSESSION OF THE MONEY.
It is important that you follow the instructions described in these six
steps. It is especially important that you observe, and follow the instructions
in the sixth paragraph. You may complain that it is impossible for
you to “see yourself in possession of money” before you actually have it.
Here is where a BURNING DESIRE will come to your aid. If you truly
DESIRE money so keenly that your desire is an obsession, you will have
no difficulty in convincing yourself that you will acquire it. The object is
to want money, and to become so determined to have it that you
CONVINCE yourself you will have it.
Only those who become “money conscious” ever accumulate great
riches. “Money consciousness” means that the mind has become so thoroughly
saturated with the DESIRE for money, that one can see one’s self
already in possession of it.
To the uninitiated, who has not been schooled in the working principles
of the human mind, these instructions may appear impractical. It may
be helpful, to all who fail to recognize the soundness of the six steps, to
know that the information they convey, was received from Andrew
Carnegie, who began as an ordinary laborer in the steel mills, but
managed, despite his humble beginning, to make these principles yield
him a fortune of considerably more than one hundred million dollars.
It may be of further help to know that the six steps here recommended
were carefully scrutinized by the late Thomas A. Edison, who placed his
stamp of approval upon them as being, not only the steps essential for the
accumulation of money, but necessary for the attainment of any definite
goal.
The steps call for no “hard labor.” They call for no sacrifice. They do
not require one to become ridiculous, or credulous. To apply them calls
for no great amount of education. But the successful application of these
six steps does call for sufficient imagination to enable one to see, and to
understand, that accumulation of money cannot be left to chance, good
fortune, and luck. One must realize that all who have accumulated great
fortunes, first did a certain amount of dreaming, hoping, wishing, DESIRING,
and PLANNING before they acquired money.
You may as well know, right here, that you can never have riches in
great quantities, UNLESS you can work yourself into a white heat of
DESIRE for money, and actually BELIEVE you will possess it.
You may as well know, also that every great leader, from the dawn of
civilization down to the present, was a dreamer. Christianity is the
greatest potential power in the world today, because its founder was an
intense dreamer who had the vision and the imagination to see realities
in their mental and spiritual form before they had been transmuted into
physical form.
If you do not see great riches in your imagination, you will never see
them in your bank balance. Never, in the history of America has there
been so great an opportunity for practical dreamers as now exists. The
six year economic collapse has reduced all men, substantially, to the
same level. A new race is about to be run. The stakes represent huge
fortunes which will be accumulated within the next ten years. The rules
of the race have changed, because we now live in a CHANGED
WORLD that definitely favors the masses, those who had but little or no
opportunity to win under the conditions existing during the depression,
when fear paralyzed growth and development.
We who are in this race for riches, should be encouraged to know that
this changed world in which we live is demanding new ideas, new ways
of doing things, new leaders, new inventions, new methods of teaching,
new methods of marketing, new books, new literature, new features for
the radio, new ideas for moving pictures. Back of all this demand for new
and better things, there is one quality which one must possess to win, and
that is DEFINITENESS OF PURPOSE, the knowledge of what one
wants, and a burning DESIRE to possess it.
The business depression marked the death of one age, and the birth of
another. This changed world requires practical dreamers who can, and
will put their dreams into action. The practical dreamers have always
been, and always will be the pattern-makers of civilization.
We who desire to accumulate riches, should remember the real leaders
of the world always have been men who harnessed, and put into practical
use, the intangible, unseen forces of unborn opportunity, and have
converted those forces, (or impulses of thought), into sky-scrapers, cities,
factories, airplanes, automobiles, and every form of convenience that
makes life more pleasant.
Tolerance, and an open mind are practical necessities of the dreamer of
today. Those who are afraid of new ideas are doomed before they start.
Never has there been a time more favorable to pioneers than the present.
True, there is no wild and woolly west to be conquered, as in the days of
the Covered Wagon; but there is a vast business, financial, and industrial
world to be remolded and redirected along new and better lines.
In planning to acquire your share of the riches, let no one influence
you to scorn the dreamer. To win the big stakes in this changed world,
you must catch the spirit of the great pioneers of the past, whose dreams
have given to civilization all that it has of value, the spirit which serves
as the life-blood of our own country — your opportunity and mine, to
develop and market our talents.
Let us not forget, Columbus dreamed of an unknown world, staked his
life on the existence of such a world, and discovered it!
Copernicus, the great astronomer, dreamed of a multiplicity of
worlds, and revealed them! No one denounced him as “impractical”
after he had triumphed. Instead, the world worshipped at his shrine, thus
proving once more that “SUCCESS REQUIRES NO APOLOGIES,
FAILURE PERMITS NO ALIBIS.”
If the thing you wish to do is right, and you believe in it, go ahead
and do it! Put your dream across, and never mind what “they” say if
you meet with temporary defeat, for “they,” perhaps, do not know that
EVERY FAILURE BRINGS WITH IT THE SEED OF AN EQUIVALENT
SUCCESS.
Henry Ford, poor and uneducated, dreamed of a horseless carriage,
went to work with what tools he possessed, without waiting for opportunity
to favor him, and now evidence of his dream belts the entire earth.
He has put more wheels into operation than any man who ever lived,
because he was not afraid to back his dreams.
Thomas Edison dreamed of a lamp that could be operated by electricity,
began where he stood to put his dream into action, and despite more
than ten thousand failures, he stood by that dream until he made it a physical
reality. Practical dreamers DO NOT QUIT!
Whelan dreamed of a chain of cigar stores, transformed his dream into
action, and now the United Cigar Stores occupy the best corners in
America. Lincoln dreamed of freedom for the black slaves, put his dream
into action, and barely missed living to see a united North and South
translate his dream into reality. TheWright brothers dreamed of a machine that would fly through the air.
Now one may see evidence all over the world, that they dreamed soundly.
Marconi dreamed of a system for harnessing the intangible forces of the
ether. Evidence that he did not dream in vain, may be found in every
wire-less and radio in the world. Moreover, Marconi’s dream brought the
humblest cabin, and the most stately manor house side by side. It made
the people of every nation on earth back-door neighbors. It gave the
President of the United States a medium by which he may talk to all the
people of America at one time, and on short notice. It may interest you to
know that Marconi’s “friends” had him taken into custody, and examined
in a psychopathic hospital, when he announced he had discovered a principle
through which he could send messages through the air, without the
aid of wires, or other direct physical means of communication. The
dreamers of today fare better.
The world has become accustomed to new discoveries. Nay, it has shown
a willingness to reward the dreamer who gives the world a new idea.
“The greatest achievement was, at first, and
for a time, but a dream.”
“The oak sleeps in the acorn. The bird waits in the egg, and in the highest
vision of the soul, a waking angel stirs. DREAMS ARE THE
SEEDLINGS OF REALITY.”
Awake, arise, and assert yourself, you dreamers of the world. Your star
is now in the ascendancy. The world depression brought the opportunity
you have been waiting for. It taught people humility, tolerance, and openmindedness.
The world is filled with an abundance of OPPORTUNITY which the
dreamers of the past never knew.
A BURNING DES IRE TO BE, AND TO DO is the starting point from
which the dreamer must take off. Dreams are not born of indifference,
laziness, or lack of ambition.
The world no longer scoffs at the dreamer, nor calls him impractical. If
you think it does, take a trip to Tennessee, and witness what a dreamer
President has done in the way of harnessing, and using the great water
power of America. A score of years ago, such a dream would have
seemed like madness.
You have been disappointed, you have undergone defeat during the
depression, you have felt the great heart within you crushed until it bled.
Take courage, for these experiences have tempered the spiritual metal of
which you are made — they are assets of incomparable value.
Remember, too, that all who succeed in life get off to a bad start, and
pass through many heart-breaking struggles before they “arrive.” The turning
point in the lives of those who succeed, usually comes at the moment
of some crisis, through which they are introduced to their “other selves.”
John Bunyan wrote the Pilgrim’s Progress, which is among the finest
of all English literature, after he had been confined in prison and sorely
punished, because of his views on the subject of religion.
O. Henry discovered the genius which slept within his brain, after he
had met with great misfortune, and was confined in a prison cell, in
Columbus, Ohio. Being FORCED, through misfortune, to become
acquainted with his “other self,” and to use his IMAGINATION, he
discovered himself to be a great author instead of a miserable criminal
and outcast. Strange and varied are the ways of life, and stranger still are
the ways of Infinite Intelligence, through which men are sometimes
forced to undergo all sorts of punishment before discovering their own
brains, and their own capacity to create useful ideas through imagination.
Edison, the world’s greatest inventor and scientist, was a “tramp” telegraph
operator, he failed innumerable times before he was driven, finally,
to the discovery of the genius which slept within his brain.
Charles Dickens began by pasting labels on blacking pots. The tragedy
of his first love penetrated the depths of his soul, and converted him into
one of the world’s truly great authors. That tragedy produced, first, David
Copperfield, then a succession of other works that made this a richer and
better world for all who read his books. Disappointment over love affairs,
generally has the effect of driving men to drink, and women to ruin; and
this, because most people never learn the art of transmuting their
strongest emotions into dreams of a constructive nature. Helen Keller became deaf, dumb, and blind shortly after birth. Despite
her greatest misfortune, she has written her name indelibly in the pages of
the history of the great. Her entire life has served as evidence that no one
ever is defeated until defeat has been accepted as a reality.
Robert Burns was an illiterate country lad, he was cursed by poverty,
and grew up to be a drunkard in the bargain. The world was made better
for his having lived, because he clothed beautiful thoughts in poetry, and
thereby plucked a thorn and planted a rose in its place.
Booker T. Washington was born in slavery, handicapped by race and
color. Because he was tolerant, had an open mind at all times, on all
subjects, and was a DREAMER, he left his impress for good on an
entire race.
Beethoven was deaf, Milton was blind, but their names will last as
long as time endures, because they dreamed and translated their dreams
into organized thought.
Before passing to the next chapter, kindle anew in your mind the fire
of hope, faith, courage, and tolerance. If you have these states of mind,
and a working knowledge of the principles described, all else that you
need will come to you, when you are READY for it. Let Emerson state
the thought in these words, “Every proverb, every book, every byword
that belongs to thee for aid and comfort shall surely come home through
open or winding passages. Every friend whom not thy fantastic will, but
the great and tender soul in thee craveth, shall lock thee in his embrace.”
There is a difference between WISHING for a thing and being
READY to receive it. No one is ready for a thing, until he believes he can
acquire it. The state of mind must be BELIEF, not mere hope or wish.
Open-mindedness is essential for belief. Closed minds do not inspire
faith, courage, and belief.
Remember, no more effort is required to aim high in life, to demand
abundance and prosperity, than is required to accept misery and poverty.
A great poet has correctly stated this universal truth through these lines:
I bargained with Life for a penny,
And Life would pay no more,
However I begged at evening
When I counted my scanty store.
For Life is a just employer,
He gives you what you ask,
But once you have set the wages,
Why, you must bear the task.
I worked for a menial’s hire,
Only to learn, dismayed,
That any wage I had asked of Life,
Life would have willingly paid.
DESIRE OUTWITS MOTHER NATURE
As a fitting climax to this chapter, I wish to introduce one of the most
unusual persons I have ever known. I first saw him twenty-four years ago,
a few minutes after he was born. He came into the world without any
physical sign of ears, and the doctor admitted, when pressed for an opinion,
that the child might be deaf and mute for life.
I challenged the doctor’s opinion. I had the right to do so, I was the
child’s father. I, too, reached a decision, and rendered an opinion, but I
expressed the opinion silently, in the secrecy of my own heart. I decided
that my son would hear and speak. Nature could send me a child without
ears, but Nature could not induce me to accept the reality of the affliction.
In my own mind I knew that my son would hear and speak. How? I
was sure there must be a way, and I knew I would find it. I thought of the
words of the immortal Emerson, “The whole course of things goes to
teach us faith. We need only obey. There is guidance for each of us, and
by lowly listening, we shall hear the right word.”
The right word? DESIRE! More than anything else, I DESIRED that
my son should not be a deaf mute. From that desire I never receded, not
for a second.
Many years previously, I had written, “Our only limitations are those
we set up in our own minds.” For the first time, I wondered if that state
ment were true. Lying on the bed in front of me was a newly born child,
without the natural equipment of hearing. Even though he might hear and
speak, he was obviously disfigured for life. Surely, this was a limitation
which that child had not set up in his own mind.
What could I do about it? Somehow I would find a way to transplant
into that child’s mind my own BURNING DESIRE for ways and means
of conveying sound to his brain without the aid of ears.
As soon as the child was old enough to cooperate, I would fill his mind
so completely with a BURNING DESIRE to hear, that Nature would, by
methods of her own, translate it into physical reality.
All this thinking took place in my own mind, but I spoke of it to no
one. Every day I renewed the pledge I had made to myself, not to accept a
deaf mute for a son.
As he grew older, and began to take notice of things around him, we
observed that he had a slight degree of hearing. When he reached the age
when children usually begin talking, he made no attempt to speak, but we
could tell by his actions that he could hear certain sounds slightly. That was
all I wanted to know! I was convinced that if he could hear, even slightly,
he might develop still greater hearing capacity. Then something happened
which gave me hope. It came from an entirely unexpected source.
We bought a victrola. When the child heard the music for the first time,
he went into ecstasies, and promptly appropriated the machine. He soon
showed a preference for certain records, among them, “It’s a Long Way
to Tipperary.” On one occasion, he played that piece over and over, for
almost two hours, standing in front of the victrola, with his teeth, clamped
on the edge of the case. The significance of this self-formed habit of his
did not become clear to us until years afterward, for we had never heard
of the principle of “bone conduction” of sound at that time.
Shortly after he appropriated the victrola, I discovered that he could
hear me quite clearly when I spoke with my lips touching his mastoid
bone, or at the base of the brain. These discoveries placed in my
possession the necessary media by which I began to translate into reality
my Burning Desire to help my son develop hearing and speech. By that
time he was making stabs at speaking certain words. The outlook
was far from encouraging, but DESIRE BACKED BY FAITH knows
no such word as impossible.
Having determined that he could hear the sound of my voice plainly, I
began, immediately, to transfer to his mind the desire to hear and speak. I
soon discovered that the child enjoyed bedtime stories, so I went to work,
creating stories designed to develop in him self-reliance, imagination, and
a keen desire to hear and to be normal.
There was one story in particular, which I emphasized by giving it
some new and dramatic color-ing each time it was told. It was designed
to plant in his mind the thought that his affliction was not a liability, but
an asset of great value. Despite the fact that all the philosophy I had examined
clearly indicated that EVERY ADVERSITY BRINGS WITH IT
THE SEED OF AN EQUIVALENT ADVANTAGE, I must confess that I
had not the slightest idea how this affliction could ever become an asset.
However, I continued my practice of wrapping that philosophy in bedtime
stories, hoping the time would come when he would find some plan by
which his handicap could be made to serve some useful purpose.
Reason told me plainly, that there was no adequate compensation for
the lack of ears and natural hearing equipment. DESIRE backed by
FAITH, pushed reason aside, and inspired me to carry on.
As I analyze the experience in retrospect, I can see now, that my son’s
faith in me had much to do with the astounding results. He did not question
anything I told him. I sold him the idea that he had a distinct advantage
over his older brother, and that this advantage would reflect itself in
many ways. For example, the teachers in school would observe that he
had no ears, and, because of this, they would show him special attention
and treat him with extraordinary kindness. They always did. His mother
saw to that, by visiting the teachers and arranging with them to give the
child the extra attention necessary. I sold him the idea, too, that when he
became old enough to sell newspapers (his older brother had already
become a newspaper merchant), he would have a big advantage over his
brother, for the reason that people would pay him extra money for his
wares, because they could see that he was a bright, industrious boy,
despite the fact he had no ears. We could notice that, gradually, the child’s hearing was improving.
Moreover, he had not the slightest tendency to be self-conscious, because
of his affliction. When he was about seven, he showed the first evidence
that our method of servicing his mind was bearing fruit. For several
months he begged for the privilege of selling newspapers, but his mother
would not give her consent. She was afraid that his deafness made it
unsafe for him to go on the street alone.
Finally, he took matters in his own hands. One afternoon, when he was
left at home with the servants, he climbed through the kitchen window,
shinnied to the ground, and set out on his own. He borrowed six cents in
capital from the neighborhood shoemaker, invested it in papers, sold out,
reinvested, and kept repeating until late in the evening. After balancing his
accounts, and paying back the six cents he had borrowed from his banker,
he had a net profit of forty4wo cents. When we got home that night, we
found him in bed asleep, with the money tightly clenched in his hand.
His mother opened his hand, removed the coins, and cried. Of all things!
Crying over her son’s first victory seemed so inappropriate. My reaction
was the reverse. I laughed heartily, for I knew that my endeavor to plant in
the child’s mind an attitude of faith in himself had been successful.
His mother saw, in his first business venture, a little deaf boy who had
gone out in the streets and risked his life to earn money. I saw a brave,
ambitious, self-reliant little business man whose stock in himself had been
increased a hundred percent, because he had gone into business on his
own initiative, and had won. The transaction pleased me, because I knew
that he had given evidence of a trait of resourcefulness that would go with
him all through life. Later events proved this to be true. When his older
brother wanted something, he would lie down on the floor, kick his feet in
the air, cry for it — and get it. When the “little deaf boy” wanted
something, he would plan a way to earn the money, then buy it for
himself. He still follows that plan!
Truly, my own son has taught me that handicaps can be converted into
stepping stones on which one may climb toward some worthy goal, unless
they are accepted as obstacles, and used as alibis.
The little deaf boy went through the grades, high school, and college
without being able to hear his teachers, excepting when they shouted
loudly, at close range. He did not go to a school for the deaf. WE WOULD
NOT PERMIT HIM TO LEARN THE SIGN LANGUAGE. We were
determined that he should live a normal life, and associate with normal
children, and we stood by that decision, although it cost us many heated
debates with school officials.
While he was in high school, he tried an electrical hearing aid, but it
was of no value to him; due, we believed, to a condition that was disclosed
when the child was six, by Dr. J. Gordon Wilson, of Chicago, when he
operated on one side of the boy’s head, and discovered that there was no
sign of natural hearing equipment.
During his last week in college, (eighteen years after the operation),
something happened which marked the most important turning-point of his
life. Through what seemed to be mere chance, he came into possession of
another electrical hearing device, which was sent to him on trial. He was
slow about testing it, due to his disappointment with a similar device.
Finally he picked the instrument up, and more or less carelessly, placed it
on his head, hooked up the battery, and lo! as if by a stroke of magic, his
lifelong DESIRE FOR NORMAL HEARING BECAME A REALITY! For
the first time in his life he heard practically as well as any person with
normal hearing. “God moves in mysterious ways, His wonders to perform.”
Overjoyed because of the Changed World which had been brought to him
through his hearing device, he rushed to the telephone, called his mother, and
heard her voice perfectly. The next day he plainly heard the voices of his
professors in class, for the first time in his life! Previously he could hear
them only when they shouted, at short range. He heard the radio. He heard
the talking pictures. For the first time in his life, he could converse freely
with other people, without the necessity of their having to speak loudly.
Truly, he had come into possession of a Changed World. We had refused to
accept Nature’s error, and, by PERSISTENT DESIRE, we had induced
Nature to correct that error, through the only practical means available.
DESIRE had commenced to pay dividends, but the victory was not yet
complete. The boy still had to find a definite and practical way to convert
his handicap into an equivalent asset. Hardly realizing the significance of what had already been accomplished,
but intoxicated with the joy of his newly discovered world of
sound, he wrote a letter to the manufacturer of the hearing-aid, enthusiastically
describing his experience. Something in his letter; something,
perhaps which was not written on the lines, but back of them; caused the
company to invite him to New York. When he arrived, he was escorted
through the factory, and while talking with the Chief Engineer, telling him
about his changed world, a hunch, an idea, or an inspiration — call it what
you wish — flashed into his mind. It was thi s impulse of thought which
converted his affliction into an asset, destined to pay dividends in both
money and happiness to thousands for all time to come.
The sum and substance of that impulse of thought was this: it occurred to
him that he might be of help to the millions of deafened people who go
through life without the benefit of hearing devices, if he could find a way
to tell them the story of his “changed world”. Then and there, he reached
a decision to devote the remainder of his life to rendering useful service
to the hard of hearing. For an entire month, he carried on an intensive
research, during which he analyzed the entire marketing system of the
manufacturer of the hearing device, and created ways and means of
communicating with the hard of hearing all over the world for the purpose
of sharing with them his newly discovered “changed world.” When this
was done, he put in writing a two-year plan, based upon his findings.
When he presented the plan to the company, he was instantly given a position,
for the purpose of carrying out his ambition.
Little did he dream, when he went to work, that he was destined to
bring hope and practical relief to thousands of deafened people who,
without his help, would have been doomed forever to deaf mutism.
Shortly after he became associated with the manufacturer of his hearing
aid, he invited me to attend a class conducted by his company, for the
purpose of teaching deaf mutes to hear, and to speak. I had never heard of
such a form of education, therefore I visited the class, skeptical but hopeful
that my time would not be entirely wasted. Here I saw a demonstration
which gave me a greatly enlarged vision of what I had done to arouse and
keep alive in my son’s mind the DESIRE for normal hearing. I saw deaf
mutes actually being taught to hear and to speak, through application
of the self-same principle I had used, more than twenty years previously,
in saving my son from deaf mutism.
Thus, through some strange turn of the Wheel of Fate, my son, Blair,
and I have been destined to aid in correcting deaf mutism for those as yet
unborn, because we are the only living human beings, as far as I know,
who have established definitely the fact that deaf mutism can be corrected
to the extent of restoring to normal life those who suffer with this affliction.
It has been done for one; it will be done for others.
There is no doubt in my mind that Blair would have been a deaf mute
all his life, if his mother and I had not managed to shape his mind as we
did. The doctor who attended at his birth told us, confidentially, the child
might never hear or speak. A few weeks ago, Dr. Irving Voorhees, a noted
specialist on such cases, examined Blair very thoroughly. He was
astounded when he learned how well my son now hears, and speaks, and
said his examination indicated that “theoretically, the boy should not be
able to hear at all.” But the lad does hear, despite the fact that X-ray
pictures show there is no opening in the skull, whatsoever, from where his
ears should be to the brain.
When I planted in his mind the DESIRE to hear and talk, and live as a
normal person, there went with that impulse some strange influence
which caused Nature to become bridge-builder, and span the gulf of
silence between his brain and the outer world, by some means which the
keenest medical specialists have not been able to interpret. It would be
sacrilege for me to even conjecture as to how Nature performed this miracle.
It would be unforgivable if I neglected to tell the world as much as I
know of the humble part I assumed in the strange experience. It is my
duty, and a privilege to say I believe, and not without reason, that nothing
is impossible to the person who backs DESIRE with enduring FAITH.
Verily, a BURNING DESIRE has devious ways of transmuting itself
into its physical equivalent. Blair DESIRED normal hearing; now he has it!
He was born with a handicap which might easily have sent one with a less
defined DESIRE to the street with a bundle of pencils and a tin cup. That
handicap now promises to serve as the medium by which he will render
useful service to many millions of hard of hearing, also, to give him useful
employment at adequate financial compensation the remainder of his life.
The little “white lies” I planted in his mind when he was a child, by
leading him to BELIEVE his affliction would become a great asset, which
he could capitalize, has justified itself. Verily, there is nothing, right or
wrong, which BELIEF, plus BURNING DESIRE, cannot make real.
These qualities are free to everyone.
In all my experience in dealing with men and women who had personal
problems, I never handled a single case which more definitely demonstrates
the power of DESIRE. Authors sometimes make the mistake of
writing of subjects of which they have but superficial, or very elementary
knowledge. It has been my good fortune to have had the privilege of testing
the soundness of the POWER OF DESIRE, through the affliction of
my own son. Perhaps it was providential that the experience came as it did,
for surely no one is better prepared than he to serve as an example of what
happens when DESIRE is put to the test. If Mother Nature bends to the will
of desire, is it logical that mere men can defeat a burning desire?
Strange and imponderable is the power of the human mind! We do not
understand the method by which it uses every circumstance, every
individual, every physical thing within its reach, as a means of transmuting
DESIRE into its physical counterpart. Perhaps science will
uncover this secret.
I planted in my son’s mind the DESIRE to hear and to speak as any
normal person hears and speaks. That DESIRE has now become a reality.
I planted in his mind the DESIRE to convert his greatest handicap
into his greatest asset. That DESIRE has been realized. The modus
operandi by which this astounding result was achieved is not hard to
describe. It consisted of three very definite facts; first, I MIXED FAITH
with the DESIRE for normal hearing, which I passed on to my son.
Second, I communicated my desire to him in every conceivable way
available, through persistent, continuous effort, over a period of years.
Third, HE BELIEVED ME!
As this chapter was being completed, news came of the death of Mme.
Schuman-Heink. One short paragraph in the news dispatch gives the clue
to this unusual woman’s stupendous success as a singer. I quote the paragraph,
because the clue it contains is none other than DESIRE.
Early in her career, Mme. Schuman-Heink visited the director of the
Vienna Court Opera, to have him test her voice. But, he did not test it.
After taking one look at the awkward and poorly dressed girl, he
exclaimed, none too gently, “With such a face, and with no personality at
all, how can you ever expect to succeed in opera? My good child, give
up the idea. Buy a sewing machine, and go to work. YOU CAN
NEVER BE A SINGER.”
Never is a long time! The director of the Vienna Court Opera knew
much about the technique of singing. He knew little about the power of
desire, when it assumes the proportion of an obsession. If he had known
more of that power, he would not have made the mistake of condemning
genius without giving it an opportunity.
Several years ago, one of my business associates became ill. He
became worse as time went on, and finally was taken to the hospital for
an operation. Just before he was wheeled into the operating room, I took
a look at him, and wondered how anyone as thin and emaciated as he,
could possibly go through a major operation successfully. The doctor
warned me that there was little if any chance of my ever seeing him alive
again. But that was the DOCTOR’S OPINION. It was not the opinion of
the patient. Just before he was wheeled away, he whispered feebly, “Do
not be disturbed, Chief, I will be out of here in a few days.” The attending
nurse looked at me with pity. But the patient did come through safely.
After it was all over, his physician said, “Nothing but his own desire to
live saved him. He never would have pulled through if he had not refused
to accept the possibility of death.”
I believe in the power of DESIRE backed by FAITH, because I have
seen this power lift men from lowly beginnings to places of power and
wealth; I have seen it rob the grave of its victims; I have seen it serve as
the medium by which men staged a comeback after having been
defeated in a hundred different ways; I have seen it provide my own son
with a normal, happy, successful life, despite Nature’s having sent him
into the world without ears.
How can one harness and use the power of DESIRE? This has been
answered through this, and the subsequent chapters of this book. This
message is going out to the world at the end of the longest, and perhaps, the most devastating depression America has ever known. It is reasonable
to presume that the message may come to the attention of many who
have been wounded by the depression, those who have lost their fortunes,
others who have lost their positions, and great numbers who must
reorganize their plans and stage a comeback. To all these I wish to
convey the thought that all achievement, no matter what may be its
nature, or its purpose, must begin with an intense, BURNING DESIRE
for something definite.
Through some strange and powerful principle of “mental chemistry”
which she has never divulged, Nature wraps up in the impulse of
STRONG DESIRE “that something” which recognizes no such word as
impossible, and accepts no such reality as failure.

Think and Grow Rich 1

INTRODUCTION

The Man Who “Thought” His
Way Into Partnership With
Thomas A. Edison

TRULY, “thoughts are things,” and powerful things at that, when they
are mixed with definiteness of purpose, persistence, and a
BURNING DESIRE for their translation into riches, or other
material objects.
A little more than thirty years ago, Edwin C. Barnes discovered
how true it is that men really do THINK AND GROW RICH. His discovery
did not come about at one sitting. It came little by little, beginning with a
BURNING DESIRE to become a business associate of the great Edison.
One of the chief characteristics of Barnes’ Desire was that it was definite.
He wanted to work with Edison, not for him. Observe, carefully, the description
of how he went about translating his DESIRE into reality, and you will
have a better understanding of the thirteen principles which lead to riches.
When this DESIRE, or impulse of thought, first flashed into his mind he
was in no position to act upon it. Two difficulties stood in his way. He did
not know Mr. Edison, and he did not have enough money to pay his railroad
fare to Orange, New Jersey.
These difficulties were sufficient to have discouraged the majority of
men from making any attempt to carry out the desire. But his was no ordinary
desire! He was so determined to find a way to carry out his desire tha finally decided to travel by “blind baggage,” rather than be defeated. (To
the uninitiated, this means that he went to East Orange on a freight train).
He presented himself at Mr. Edison’s laboratory, and announced he had
come to go into business with the inventor. In speaking of the first
meeting between Barnes and Edison, years later, Mr. Edison said, “He
stood there before me, looking like an ordinary tramp, but there was
something in the expression of his face which conveyed the impression
that he was determined to get what he had come after. I had learned, from
years of experience with men, that when a man really DESIRES a thing
so deeply that he is willing to stake his entire future on a single turn of the
wheel in order to get it, he is sure to win. I gave him the opportunity he
asked for, because I saw he had made up his mind to stand by until he
succeeded. Subsequent events proved that no mistake was made.”
Just what young Barnes said to Mr. Edison on that occasion was far
less important than that which he thought. Edison, himself, said so! It
could not have been the young man’s appearance which got him his start
in the Edison office, for that was definitely against him. It was what he
THOUGHT that counted.
If the significance of this statement could be conveyed to every person
who reads it, there would be no need for the remainder of this book.

INTRODUCTION

Barnes did not get his partnership with Edison on his first interview. He
did get a chance to work in the Edison offices, at a very nominal wage,
doing work that was unimportant to Edison, but most important to Barnes,
because it gave him an opportunity to display his “merchandise” where
his intended “partner” could see it.
Months went by. Apparently nothing happened to bring the coveted
goal which Barnes had set up in his mind as his DEFINITE MAJOR
PURPOSE. But something important was happening in Barnes’ mind. He
was constantly intensifying his DESIRE to become the business associate
of Edison.
Psychologists have Correctly said that “when one is truly ready for a
thing, it puts in its appearance.” Barnes was ready for a business association
with Edison, moreover, he was DETERMINED TO REMAIN
READY UNTIL HE GOT THAT WHICH HEWAS SEEKING.
He did not say to himself, “Ah well, what’s the use? I guess I’ll change
my mind and try for a salesman’s job.” But, he did say, “I came here to
go into business with Edison, and I’ll accomplish this end if it takes the
remainder of my life.” He meant it! What a different story men would
have to tell if only they would adopt a DEFINITE PURPOSE, and stand
by that purpose until it had time to become an all-consuming obsession!
Maybe young Barnes did not know it at the time, but his bulldog determination,
his persistence in standing back of a single DESIRE, was destined
to mow down all opposition, and bring him the opportunity he was seeking.
When the opportunity came, it appeared in a different form, and from a
different direction than Barnes had expected. That is one of the tricks of
opportunity. It has a sly habit of slipping in by the back door, and often it
comes disguised in the form of misfortune, or temporary defeat. Perhaps
this is why so many fail to recognize opportunity.
Mr. Edison had just perfected a new office device, known at that time,
as the Edison Dictating Machine (now the Ediphone). His sales-men
were not enthusiastic over the machine. They did not believe it could be
sold without great effort. Barnes saw his opportunity. It had crawled in
quietly, hidden in a queer looking machine which interested no one but
Barnes and the inventor.
Barnes knew he could sell the Edison Dictating Machine. He
suggested this to Edison, and promptly got his chance. He did sell the
machine. In fact, he sold it so successfully that Edison gave him a contract
to distribute and market it all over the nation. Out of that business association
grew the slogan, “Made by Edison and installed by Barnes.”
The business alliance has been in operation for more than thirty years.
Out of it Barnes has made himself rich in money, but he has done something
infinitely greater, he has proved that one reallymay “Think and Grow Rich.”
How much actual cash that original DESIRE of Barnes’ has been worth
to him, I have no way of knowing. Perhaps it has brought him two or three
million dollars, but the amount, whatever it is, becomes insignificant when
compared with the greater asset he acquired in the form of definite knowledge that an intangible impulse of thought can be transmuted into its physical
counterpart by the application of known principles.
Barnes literally thought himself into a partnership with the great Edison!
He thought himself into a fortune, tie had nothing to start with, except the
capacity to KNOW WHAT HE WANTED, AND THE DETERMINATION
TO STAND BY THAT DESIRE UNTIL HE REALIZED IT.
He had no money to begin with. He had but little education. He had no
influence. But he did have initiative, faith, and the will to win. With these
intangible forces he made himself number one man with the greatest
inventor who ever lived.
Now, let us look at a different situation, and study a man who had
plenty of tangible evidence of riches, but lost it, because he stopped three
feet short of the goal he was seeking.

THREE FEET FROM GOLD

One of the most common causes of failure is the habit of quitting when
one is overtaken by temporary defeat. Every person is guilty of this
mistake at one time or another.
An uncle of R. U. Darby was caught by the “gold fever” in the gold-rush
days, and went west to DIG AND GROW RICH. He had never heard that
more gold has been mined from the brains of men than has ever been taken
from the earth. He staked a claim and went to work with pick and shovel.
The going was hard, but his lust for gold was definite. After weeks of labor,
he was rewarded by the discovery of the shining ore. He needed machinery
to bring the ore to the surface. Quietly, he covered up the mine, retraced his
footsteps to his home inWilliamsburg, Maryland, told his relatives and a few
neighbors of the “strike.” They got together money for the needed machinery,
had it shipped. The uncle and Darby went back to work the mine.
The first car of ore was mined, and shipped to a smelter. The returns
proved they had one of the richest mines in Colorado! A few more cars of
that ore would clear the debts. Then would come the big killing in profits.
Down went the drills! Up went the hopes of Darby and Uncle! Then
something happened! The vein of gold ore disappeared! They had come
to the end of the rainbow, and the pot of gold was no longer there! They
drilled on, desperately trying to pick up the vein again-all to no avail.
Finally, they decided to QUIT.
They sold the machinery to a junk man for a few hundred dollars, and
took the train back home. Some “junk” men are dumb, but not this one!
He called in a mining engineer to look at the mine and do a little calculating.
The engineer advised that the project had failed, because the owners
were not familiar with “fault lines.” His calculations showed that the vein
would be found JUST THREE FEET FROM WHERE THE DARBYS
HAD STOPPED DRILLING! That is exactly where it was found!
The “Junk” man took millions of dollars in ore from the mine, because
he knew enough to seek expert counsel before giving up.
Most of the money which went into the machinery was procured
through the efforts of R. U. Darby, who was then a very young man. The
money came from his relatives and neighbors, because of their faith in
him. He paid back every dollar of it, although he was years in doing so.
Long afterward, Mr. Darby recouped his loss many times over, when
he made the discovery that DESIRE can be transmuted into gold. The
discovery came after he went into the business of selling life insurance.
Remembering that he lost a huge fortune, because he STOPPED three
feet from gold, Darby profited by the experience in his chosen work, by
the simple method of saying to himself, “I stopped three feet from gold,
but I will never stop because men say ‘no’ when I ask them to buy
insurance.”
Darby is one of a small group of fewer than fifty men who sell more
than a million dollars in life insurance annually. He owes his “stickability”
to the lesson he learned from his “quitability” in the gold mining business.
Before success comes in any man’s life, he is sure to meet with much
temporary defeat, and, perhaps, some failure. When defeat overtakes a
man, the easiest and most logical thing to do is to QUIT. That is exactly
what the majority of men do.
More than five hundred of the most successful men this country has
ever known, told the author their greatest success came just one step
beyond the point at which defeat had overtaken them. Failure is a trick
ster with a keen sense of irony and cunning. It takes great delight in tripping
one when success is almost within reach.

A FIFTY CENT LESSON IN PERSISTENCE

Shortly after Mr. Darby received his degree from the “University of
Hard Knocks,” and had decided to profit by his experience in the gold
mining business, he had the good fortune to be present on an occasion that
proved to him that “No” does not necessarily mean no.
One afternoon he was helping his uncle grind wheat in an old fashioned
mill. The uncle operated a large farm on which a number of colored sharecrop
farmers lived. Quietly, the door was opened, and a small colored
child, the daughter of a tenant, walked in and took her place near the door.
The uncle looked up, saw the child, and barked at her roughly, “what
do you want?” Meekly, the child replied, “My mammy say send her fifty cents.”
“I’ll not do it,” the uncle retorted, “Now you run on home.” “Yas
sah,” the child replied. But she did not move.
The uncle went ahead with his work, so busily engaged that he did not
pay enough attention to the child to observe that she did not leave. When
he looked up and saw her still standing there, he yelled at her, “I told you
to go on home! Now go, or I’ll take a switch to you.”
The little girl said “yas sah,” but she did not budge an inch.
The uncle dropped a sack of grain he was about to pour into the mill
hopper, picked up a barrel stave, and started toward the child with an
expression on his face that indicated trouble.
Darby held his breath. He was certain he was about to witness a
murder. He knew his uncle had a fierce temper. He knew that colored children
were not supposed to defy white people in that part of the country.
When the uncle reached the spot where the child was standing, she
quickly stepped forward one step, looked up into his eyes, and screamed
at the top of her shrill voice, “MY MAMMY’S GOTTA HAVE THAT FIFTY CENTS!”
The uncle stopped, looked at her for a minute, then slowly laid the
barrel stave on the floor, put his hand in his pocket, took out half a dollar,
and gave it to her.
The child took the money and slowly backed toward the door, never
taking her eyes off the man whom she had just conquered. After she had
gone, the uncle sat down on a box and looked out the window into space
for more than ten minutes. He was pondering, with awe, over the whipping
he had just taken.
Mr. Darby, too, was doing some thinking. That was the first time in all
his experience that he had seen a colored child deliberately master an
adult white person. How did she do it. What happened to his uncle that
caused him to lose his fierceness and become as docile as a lamb? What
strange power did this child use that made her master over her superior?
These and other similar questions flashed into Darby’s mind, but he did
not find the answer until years later, when he told me the story.
Strangely, the story of this unusual experience was told to the author
in the old mill, on the very spot where the uncle took his whipping.
Strangely, too, I had devoted nearly a quarter of a century to the study
of the power which enabled an ignorant, illiterate colored child to
conquer an intelligent man.
As we stood there in that musty old mill, Mr. Darby repeated the
story of the unusual conquest, and finished by asking, “What can you
make of it? What strange power did that child use, that so completely
whipped my uncle?”
The answer to his question will be found in the principles described in
this book. The answer is full and complete. It contains details and instructions
sufficient to enable anyone to understand, and apply the same force
which the little child accidentally stumbled upon.
Keep your mind alert, and you will observe exactly what strange power
came to the rescue of the child, you will catch a glimpse of this power in
the next chapter. Somewhere in the book you will find an idea that will
quicken your receptive powers, and place at your command, for your own
benefit, this same irresistible power. The awareness of this power may
come to you in the first chapter, or it may flash into your mind in some
subsequent chapter. It may come in the form of a single idea. Or, it may
come in the nature of a plan, or a purpose. Again, it may cause you to go
back into your past experiences of failure or defeat, and bring to the surface
some lesson by which you can regain all that you lost through defeat.
After I had described to Mr. Darby the power unwittingly used by the
little colored child, he quickly retraced his thirty years of experience as a
life insurance salesman, and frankly acknowledged that his success in
that field was due, in no small degree, to the lesson he had learned from
the child. Mr. Darby pointed out: “every time a prospect tried to bow me out, without
buying, I saw that child standing there in the old mill, her big eyes glaring
in defiance, and I said to myself, I’ve gotta make this sale.’ The better
portion of all sales I have made, were made after people had said ‘NO’.”
He recalled, too, his mistake in having stopped only three feet from
gold, “but,” he said, “that experience was a blessing in disguise. It taught
me to keep on keeping on, no matter how hard the going may be, a lesson I
needed to learn before I could succeed in anything.”
This story of Mr. Darby and his uncle, the colored child and the gold
mine, doubtless will be read by hundreds of men who make their living
by selling life insurance, and to all of these, the author wishes to offer the
suggestion that Darby owes to these two experiences his ability to sell
more than a million dollars of life insurance every year.
Life is strange, and often imponderable! Both the successes and the
failures have their roots in simple experiences. Mr. Darby’s experiences
were common-place and simple enough, yet they held the answer to his
destiny in life, therefore they were as important (to him) as life itself. He
profited by these two dramatic experiences, because he analyzed them,
and found the lesson they taught. But what of the man who has neither the
time, nor the inclination to study failure in search of knowledge that may
lead to success? Where, and how is he to learn the art of converting defeat
into stepping stones to opportunity?
In answer to these questions, this book was written.
The answer called for a description of thirteen principles, but remember,
as you read, the answer you may be seeking, to the questions which
have caused you to ponder over the strangeness of life, may be found in
your own mind, through some idea, plan, or purpose which may spring
into your mind as you read.
One sound idea is all that one needs to achieve success. The principles
described in this book, contain the best, and the most practical of all that is
known, concerning ways and means of creating useful ideas.
Before we go any further in our approach to the description of these
principles, we believe you are entitled to receive this important
suggestion. ..WHEN RICHES BEGIN TO COME THEY COME SO
QUICKLY, IN SUCH GREAT ABUNDANCE, THAT ONE
WONDERS WHERE THEY HAVE BEEN HIDING DURING ALL
THOSE LEAN YEARS. This is an astounding statement, and all the
more so, when we take into consideration the popular belief, that riches
come only to those who work hard and long.
When you begin to THINK AND GROW RICH, you will observe that
riches begin with a state of mind, with definiteness of purpose, with little
or no hard work. You, and every other person, ought to be interested in
knowing how to acquire that state of mind which will attract riches. I
spent twenty-five years in research, analyzing more than 25,000 people,
because I, too, wanted to know “how wealthy men become that way.”
Without that research, this book could not have been written.
Here take notice of a very significant truth, viz: The business depression
started in 1929, and continued on to an all time record of destruction,
until sometime after President Roosevelt entered office. Then the depression
began to fade into nothingness. Just as an electrician in a theatre
raises the lights so gradually that darkness is transmuted into light before
you realize it, so did the spell of fear in the minds of the people gradually
fade away and become faith.
Observe very closely, as soon as you master the principles of this
philosophy, and begin to follow the instructions for applying those
principles, your financial status will begin to improve, and everything you
touch will begin to transmute itself into an asset for your benefit.
Impossible? Not at all!
One of the main weaknesses of mankind is the average man’s familiarity
with the word “impossible.’’ He knows all the rules which will NOT work. He knows all the things which CANNOT be done. This book was
written for those who seek the rules which have made others successful,
and are willing to stake everything on those rules.
A great many years ago I purchased a fine dictionary. The first thing I
did with it was to turn to the word “impossible,” and neatly clip it out of
the book. That would not be an unwise thing for you to do.
Success comes to those who become SUCCESS CONSCIOUS.
Failure comes to those who indifferently allow themselves to become
FAILURE CONSCIOUS.
The object of this book is to help all who seek it, to learn the art of
changing their minds from FAILURE CONSCIOUSNESS to SUCCESS
CONSCIOUSNESS.
Another weakness found in altogether too many people, is the habit of
measuring everything, and everyone, by their own impressions and beliefs.
Some who will read this, will believe that no one can THINK AND
GROW RICH. They cannot think in terms of riches, because their thought
habits have been steeped in poverty, want, misery, failure, and defeat.
These unfortunate people remind me of a prominent Chinese, who
came to America to be educated in American ways. He attended the
University of Chicago. One day President Harper met this young
Oriental on the campus, stopped to chat with him for a few minutes, and
asked what had impressed him as being the most, noticeable characteristic
of the American people.
“Why,” the Chinaman exclaimed, “the queer slant of your eyes. Your
eyes are off slant!
What do we say about the Chinese?
We refuse to believe that which we do not understand. We foolishly
believe that our own limitations are the proper measure of limitations.
Sure, the other fellow’s eyes are “off slant,” BECAUSE THEY ARE NOT
THE SAME AS OUR OWN.
Millions of people look at the achievements of Henry Ford, after he
has arrived, and envy him, because of his good fortune, or luck, or genius,
or whatever it is that they credit for Ford’s fortune. Perhaps one person in
every hundred thousand knows the secret of Ford’s success, and those
who do know are too modest, or too reluctant, to speak of it, because of
its simplicity. A single transaction will illustrate the “secret” perfectly.
A few years back, Ford decided to produce his now famous V-8 motor.
He chose to build an engine with the entire eight cylinders cast in one
block, and instructed his engineers to produce a design for the engine. The
design was placed on paper, but the engineers agreed, to a man, that it was
simply impossible to cast an eight cylinder gas engine block in one piece.
Ford said, “Produce it anyway.”
“But,” they replied, “it’s impossible!”
“Go ahead,” Ford commanded, “and stay on the job until you succeed
no matter how much time is required.”
The engineers went ahead. There was nothing else for them to do, if
they were to remain on the Ford staff. Six months went by, nothing
happened. Another six months passed, and still nothing happened. The
engineers tried every conceivable plan to carry out the orders, but the
thing seemed out of the question; “impossible/”
At the end of the year Ford checked with his engineers, and again they
informed him they had found no way to carry out his orders.
“Go right ahead,” said Ford, “I want it, and I’ll have it.”
THINK AND GROW RICH
They went ahead, and then, as if by a stroke of magic, the secret was
discovered.
The Ford DETERMINATION had won once more!
This story may not be described with minute accuracy, but the sum
and substance of it is correct. Deduce from it, you who wish to THINK
AND GROW RICH, the secret of the Ford millions, if you can. You’ll
not have to look very far.
Henry Ford is a success, because he understands, and applies the principles
of success. One of these is DESIRE: knowing what one wants.
Remember this Ford story as you read, and pick out the lines in which the
secret of his stupendous achievement have been described. If you can do
this, if you can lay your finger on the particular group of principles which
made Henry Ford rich, you can equal his achievements in almost any calling
for which you are suited.
YOU ARE “THE MASTER OF YOUR FATE, THE CAPTAIN OF
YOUR SOUL’ BECAUSE ...
When Henley wrote the prophetic lines, “I am the Master of my Fate, I
am the Captain of my Soul,” he should have informed us that we are the
Masters of our Fate, the Captains of our Souls, because we have the
power to control our thoughts.
He should have told us that the ether in which this little earth floats, in
which we move and have our being, is a form of energy moving at an
inconceivably high rate of vibration, and that the ether is filled with a
form of universal power which ADAPTS itself to the nature of the
thoughts we hold in our minds; and INFLUENCES us, in natural ways, to
transmute our thoughts into their physical equivalent.
If the poet had told us of this great truth, we would know WHY IT IS
that we are the Masters of our Fate, the Captains of our Souls. He should
have told us, with great emphasis, that this power makes no attempt to
discriminate between destructive thoughts and constructive thoughts, that
it will urge us to translate into physical reality thoughts of poverty, just as
quickly as it will influence us to act upon thoughts of riches.
He should have told us, too, that our brains become magnetized with
the dominating thoughts which we hold in our minds, and, by means
with which no man is familiar, these “magnets” attract to us the forces,
the people, the circumstances of life which harmonize with the nature of
our dominating thoughts.
He should have told us, that before we can accumulate riches in great
abundance, we must magnetize our minds with intense DESIRE for
riches, that we must become “money conscious” until the DESIRE for
money drives us to create definite plans for acquiring it.
But, being a poet, and not a philosopher, Henley contented himself by
stating a great truth in poetic form, leaving those who followed him to
interpret the philosophical meaning of his lines.
Little by little, the truth has unfolded itself, until it now appears
certain that the principles described in this book, hold the secret of
mastery over our economic fate.
We are now ready to examine the first of these principles. Maintain a
spirit of open-mindedness, and remember as you read, they are the
invention of no one man. The principles were gathered from the life
experiences of more than 500 men who actually accumulated riches in
huge amounts; men who began in poverty, with but little education,
without influence. The principles worked for these men. You can put
them to work for your own enduring benefit.
You will find it easy, not hard, to do.
Before you read the next chapter, I want you to know that it conveys
factual information which might easily change your entire financial
destiny, as it has so definitely brought changes of stupendous proportions
to two people described.
I want you to know, also, that the relationship between these two men
and myself, is such that I could have taken no liberties with the facts, even
if I had wished to do so. One of them has been my closest personal friend
for almost twenty-five years, the other is my own son. The unusual
success of these two men, success which they generously accredit to the
principle described in the next chapter, more than justifies this personal
reference as a means of emphasizing the far-flung power of this principle.
Almost fifteen years ago, I delivered the Commencement Address at
Salem College, Salem, West Virginia. I emphasized the principle
described in the next chapter, with so much intensity that one of the
members of the graduating class definitely appropriated it, and made it a
part of his own philosophy. The young man is now a Member of
Congress, and an important factor in the present administration. Just
before this book went to the publisher, he wrote me a letter in which he
so clearly stated his opinion of the principle outlined in the next chapter,
that I have chosen to publish his letter as an introduction to that chapter.
It gives you an idea of the rewards to come...
My Dear Napoleon:
My service as a Member of Congress having given
me an insight into the problems of men and women, I
am writing to offer a suggestion which may become
helpful to thousands of worthy people.
With apologies, I must state that the suggestion, if
acted upon, will mean several years of labor and
responsibility for you, but I am en-heartened to make
the suggestion, because I know your great love for
rendering useful service. In 1922, you delivered the
Commencement address at Salem College, when I was
a member of the graduating class. In that address, you
planted in my mind an idea which has been responsible
for the opportunity I now have to serve the people of
my State, and will be responsible, in a very large measure,
for whatever success I may have in the future.
The suggestion I have in mind is, that you put into a
book the sum and substance of the address you
delivered at Salem College, and in that way give the
people of America an opportunity to profit by your
many years of experience and association with the men
who, by their greatness, have made America the richest
nation on earth.
I recall, as though it were yesterday, the marvelous
description you gave of the method by which Henry
Ford, with but little schooling, without a dollar, with
no influential friends, rose to great heights. I made up
my mind then, even before you had finished your
speech, that I would make a place for myself, no matter
how many difficulties I had to surmount.
Thousands of young people will finish their schooling
this year, and within the next few years. Every one
of them will be seeking just such a message of practical
encouragement as the one I received from you.
They will want to know where to turn, what to do, to
get started in life. You can tell them, because you have
helped to solve the problems of so many, many people.
If there is any possible way that you can afford to
render so great a service, may I offer the suggestion
that you include with every book, one of your Personal
Analysis Charts, in order that the purchaser of the book
may have the benefit of a complete self-inventory,
indicating, as you indicated to me years ago, exactly
what is standing in the way of success.
Such a service as this, providing the readers of your
book with a complete, unbiased picture of their faults
and their virtues, would mean to them the difference
between success and failure. The service would be
priceless.
Millions of people are now facing the problem of
staging a come-back, because of the depression, and I
speak from personal experience when I say, I know
these earnest people would welcome the opportunity to
tell you their problems, and to receive your suggestions
for the solution.
You know the problems of those who face the
necessity of beginning all over again. There are thousands
of people in America today who would like to
know how they can convert ideas into money, people
who must start at scratch, without finances, and recoup
their losses. If anyone can help them, you can.
If you publish the book, I would like to own the first
copy that comes from the press, personally autographed
by you.

With best wishes, believe me,

Cordially yours,
JENNINGS RANDOLPH