T' E P O W E R

O F M E N TA L D E M A N D
A N D OT' E R E SSA YS

BY
' E R BE R T E D WA R D L A W
F C S . . .

EL DE R A N D COM P AN Y
P UBL I S' E R S SA N FR A N CI SCO
'
 TO T' E E A R N ES T M EN
AN D WO M E N O UT OF W' O SE
S
BU I N ESS A SS O CI A T I ON
WI T ' M E T ' R O UG '
M A N Y YE A R S T ' ESE
ESS A YS ' A V E
GR O WN

3 36042
 C ON T E N T S

T HE P OW E R O F MEN TAL DE M A N D
WEAL T H
ASS OCIA TE S A N D T HEIR
COURA GE
MEN TAL CO N TROL
FRICTIO N
BU S I NESS BUIL DI N G
E N T H U S IA S M
L OO K I NG FORWA RD
E FFE CTIVENE SS
 P r efa c e
’
a v e ry p ra c ti c a l
I an d a v e ry p u rp o s efu l o rigin Th ey
'' E SE e s s ay s ha d
.

g r e w o u t of t h e n e c e s s i t i e s a n d a c ti v i t i es

of a l a r g e b u s i n e s s T . h e i r b eg i n n i n g s

w e r e usu a l ly o r a t l e as t o f t en a s e nt e n c e
, ,

o r a p a r ag rap h i n a b u s i n e ss l e tt e r i n

t en d e d to giv e di r e c ti o n to efi o rt o r s ug
g es t i o n to t h o u h
g ; t to g i v e e n c o u r a g e
m en t b y p o in ti ng t h e w ay ; to a r o u s e
h op e b y g i v ing i t a b a s i s ; to h e lp b y
s h o w i n g h o w to h e lp o n e s s e lf
’
.

P r o g r e s s i s t h e p r o c e s s o f c r ea t ing ,

t ra ining a n d d ev e l op ing t h e i ns t rum en t s

of p g r o r e s s . E v e ry w o r k g r e a t
, o r s m a ll ,

m us t c r e a t e b ot h t h e m ea ns a n d t h e i n
s t ru m e n t s b y w hi c h i t c a n b e a c c o m
p l i s h e d. W e c a n s e e t h i s p l a i n l y i n s u c h
g r e a t u n d e r t a k i n g s a s t h e c o n s t r u c t i o n

of t h e P a n a m a C a n a l .B u t i t i s n o t l e ss

t ru e, th o ugh n o t s o s t riking ly o b vi o us ,
i n a ll ot h e r e n t e rp ri s e s a n d u n d e rt a k
i n g s , w h e t h e r t h ey b e p u b l i c o r p ri v a t e
a p o l i t i c a l u p h e a v a l o r t h e e s t a b l i s h m en t
of a n e w b r e a k f a s t f oo d b u s i n e s s .
 P REFA C E
Th e hu ma n i n s t ru m e n t s ha v e to b e
c r e a t e d, t r a i n e d a n d d e v e l o p e d n o l e s s

t h a n t h e m a t e ri a l i n s t rum en t s n ay—
mo r e . Th e P a n a m a Ca na l i s in i t s es
s en c e , a n d v i t a ll y, m u c h m o r e a m a tt e r

of m e n t h a n of m e a n s , o r of m ec h a n i c a l ,

o r e ng in e e ri n g app l i a n c e s , o r ev e n o f

s c i e n t ific a d a p t a ti o n a n d a c hi e v e m en t .

Th e d e v e l o p m e n t o f a b ig b usi n e s s
e n t e rp ri s e — t h e b igg e s t b u si n e s s en t er
p r i s e — i s l e ss a m a tt e r of p c a it a l t h a n of
m en I t c an b e d o ne wi th o u t cap i t a l
—
.

i s c o n s t a n t ly b e ing d o n e b u t i t c a nn ot
b e d o n e w i t h o u t m en B u t t h e m e n h a v e
.

to b e c re a t e d ; t ha t i s , t h e rig ht ma t e ri a l
h a s to b e f o un d, t rai n e d a n d d e v e l o p e d ;
i t h a s to b e m o l d e d, e du ca t e d, d e v el o p e d
a n d i n s p i re d . Th e p ro c e ss i s o n e o f
b ui l di ng up , o f c re a ti o n , n o t o f c utt ing
d o w n , a da p ting, r e du ci ng , fittin g . A
g r ea t w o r k c a n b e a c c o m p l i s h e d b y o r

di n a ry m en i n s p i r e d b y t h e g re a tn e s s o f
t h e w o rk t h ey a r e ca ll e d o n to d o ; b u t

Sp i r a t i o n . P i g m i e s c a n d o t h e w o r k of
g i a n t s w h e n t h e y a r e i n s p i r e d to d o a

g i a n t ’
s w o r k . B u t g i a n t s w i l l o n l y d o

t h e w o rk o f p ig mi e s w h en t h ey l a c k t h e
i spi a
n r t i o n to d o a g i a n t ’
s w o r k
.

[ VIII ]
 P REFAC E
Gro wth , d e v e l o p m en t ,
in c r e as e i n
p o w e r m u s t c o m e f r o m w i t h i n . T he
m a n o r w o m a n to a c hi e v e m u s t b e b o rn
, ,

a g ain . A cc o mp li s h m e nt i s t h e r e s u l t ,

n o t o f fit n e s s , b u t o f d e t e rm in a t i o n to
b e fit ; n o t o f p r ep a r e dn e s s b u t o f s t ri v
i ng s f o r p r ep a r a t i o n i ts s w e a t a n d i ts
,

s t rugg l e .

S o i n a ll t h e s e ess a ys t h e r e i s n o,

fo rmu la fo r s uc c e s s Th e r e i s o nl y a n
.

ef f o r t to p r e s e n t t h e l a w of s u cc e s s
,

a n d t h a t l a w w o r k s o u t o n ly t h r o u g h t h e

i n div i du a l h ims e lf .

Su cc e s s , a c h i e v e m en t, g r o w t h, li e i n
t h e i n di v i du a l h im s e lf, n o t i n fo rm u
l a t e d c o u rs e s o f a c t i o n Th e o l d m a xi ms
o f s u c c e s s l a i d s t r e s s o n e c o n o my—s a v
.

i ng , t h e a n t i t h e s i s o f w a s t e Th ey w e r e
.

fa l s e a n d fa u l ty, l e a ding n o w h e r e b e
.

c a u se t h ey i g n o r e d t h e a b s o l ut e e s s e n

ti a l o f su cc e s s w hi c h i s p rod ucti o n , c re
a tio n , a c c o mp li s h m e n t .

I n t h e s e es s a ys t h e c o n s t a nt ef fo r t i s

to s ti mu la t e, to insp i r e t h e i ndi vi du al to
d e s i r e a n d d e m a n d s u c c ess ; to d e m a n d
i t o f h i m s e lf a s a n o b l ig a t i o n o f hi s b e
in g , a n d s o t o p u t hi m s e lf i n h a rm o ny
a n d a cc o r d w it h t h e l a w o f s u c c e s s Th e .

s u c c e ss m o s t c o n s t a n t ly h e l d i n v i e w i s
 P RE FA C E
—
b us in e s s s u c c es s m o n ey ma ki ng ; m o n ey
m a king t h ro ug h t h e s u cc e s s o f b us in e s s .

Th i s i s n o t b e c a u s e t h e r e i s a ny t h o ug h t
t h a t b u s i n e s s m o n ey m a k i n g i s t h e o n l y
, ,

k in d o r e v e n t h e m o s t i mp o rt a n t k in d
,

of s u cc e s s .I t s i m p yl f o ll o w s f r o m t h e

o rigin a l p urp o s e a n d u s e of t h e l e tt e rs
o u t o f w h i c h t h e s e e s s ays g r e w Th ey .

w e r e b u s in e ss l e tt e rs to m en a n d w o m e n
e ng a g e d i n b u s i n e s s Th e s u c c e s s t h ey
.

w e r e s e e ki ng w as s u c c es s i n t h ei r b u s i
n es s Th e l e tt e rs c o u l d b e u s efu l o n ly
.

a s t h ey g a v e h e lp i n t h i s d i re c t i o n .

B u t t h e p rin c ip l es t h a t ru n t h ro ug h
—
th e m a l l o r ra th e r t h e p ri n cip l e fo r —
t h e re i s r e a l ly o n ly o n e t h a t su c c es s ,

mu s t c o m e t h ro ug h o n e s s e lf i s u n i v e r
’
, l

sal . I t i s t ru e o f s u cc e s s i n a l l i t s g ra d a
ti o n s a n d in a l l i t s kin ds Su c c ess a o .
,

c o mp li s h m e n t a c h i e v e m e n t c o m e f ro m
,

w it h in a n d d ep e n d o n o u rs e l v es .

M a ny w h o r e c e i v e d t h e s e e ssays i n
t h e i r e a r li e r fo rm of l e tt e rs h a v e g ra t e
fu l l y e xp r e s s e d th e h e lp fu l
v a lu e an d

n e ss t h ey w e r e to t h e m I n t h e h op e
.

t ha t th ey ma y p ro v e h e lpfu l to oth ers

t h ey a r e p r es en t e d in t his fo rm .

' E R BE R T E D WA R D L A W .

Sa n Fra n cis c o , De c e m b e r 1 , 1 9 1 3 .

[ ] '
 T' E P O W E R
OF M E N T A L D E M AN D
 T' E P O W E R
OF M E N TA L D E M AN D
R F P owe r of M e ntal D e mand
is a pot e nt forc e in achi e v e
m e nt Thought t h e attitud e
.
,

o f t h e m i nd ,
affe ct s t h e ex
pr e s s ion o f t h e fac e d et e rmine s o u r
,

progr e s s through life and influ e nc e s

,

and mold s o u r phy sical condition s .

Whe the r thi s S il ent forc e achi e ve s

th e se r e sult s through law s which w e d o
n o t y e t und e r s tand o r wh e th e r a s a c o n
,

s e qu e nc e Of t h e d e mand w e mak e o n o u r

m ental pow e r s w e d e v e lop tho se e l e

,

m e nt s in u s which e nabl e u s t o e ffe ct

t h e thing s s ought do e s n o t a fi e c t t h e
,

fact The r e i s illimitabl e powe r in

.

m e ntal d e mand It i s t h e s am e l aw in
.

t h e world o f a ffair s a s that o n e in t h e

s piritual wo rld e nun c 1 a t e d so long ago ,
'
A S thy day so s hall thy s tr e ngth b e ”
.

Thi s P ow e r o f M e ntal D e mand like ,

e v e ry oth e r forc e in t h e univ e r s e i s su b

,

j ec t t o law s . T h e fi r s t o n e i s that it can

b e e normou sly incr e a s e d by con se cutive
‘
,

sy s t e matiz e d e f fort t o incr e a s e it .

 j .
Po wsnj é gM
F
l
'

T
E N AL DE MA N D
To d e sir e an en d int e ntly i s to a pra o ,

tical logical mind to group about t he

, ,

ef fort to accompli s h it e v e ry e l e m e nt Of
thought of advanta ge Of circum stanc e
, , ,

of surrounding s of fitn e s s to it s achi e v e

,

m ent It i s to summon and dire ct e v e ry

.

pow e r of t h e mind and e v e ry e l em ent

o f succ e s s to t h e accompli shm e nt of d e

s ir e
. Thi s mar shalling of e l e m ent s
which go to mak e up succ e ss i s to set
in train cau se and e ffe ct It i s t h e con .

dition and th e only condition und e r

which and through which t h e e ntir e e f
fort can b e made to apply .

P e opl e who mak e gr e at succ e s s e s a re

Oft e n thought Of a s p e opl e o f o n e id e a .

Th e y so int ently de sir e t h e thing the y

aim for that th e y e xclud e all di stracting
thing s Thu s that m e a sur e of singl e
.
,

n e s s of conc e ntration i s se cur e d which

swing s dir e ct to t h e mark wh e n hal f ,
'

h e art e d e ffort lo s e s i t s way and t he will , ,

divid e d fail s of it s goal What int e n se

,
.

conc e ntration may accompli sh i s imp o s

s ibl e to any oth e r m e a sur e o f thought

and e ffort .

A n e l e ctric curr e nt b e low a c e rtain in

t e n sity Will not illumi n at e Th e singe r .

who stop s short of a c e rtain not e i s lo st

4
[ ]
 P OWE R O F MEN TAL DE MA N D
in t h e ma ss Of m e diocrity ; whi l e th e o n e
w h o surpa s se s by but a comparativ e ly
small m e a sur e i s singl e d o u t fo r gr e at

honor s and crown e d with succ e s s Th e .

arti st who give s that intangibl e but

r e qui sit e m e a sur e o f f e e ling and forc e
t o h i s pictur e b e com e s world r e nown e d ;
whil e tho se who m e r e ly approach him
a r e n e v e r h e ard o f In mor e r e adily
.

m e a sur e d thing s t h e rac e hor s e th e ath

, ,

l e t e only e m e rg e s into valu e o r promi

,

n e n c e wh e n s om e thing mor e than t h e

ordinary i s a ccompli sh e d Sup e riority .

by t h e fraction Of a se cond gain s di s

tinction Th e r e i s in all thing s no gr e at
.

dividing lin e b e tw e e n what w e may call

av e rage succ e s s ke e ping clo se to th e
,

lin e o f m e diocrity and th a t surpa s sing

,

pow e r which S ingl e s o u t by accompli sh

m e nt .

Int e ntn e s s o f purpo se th e r e for e con

, ,

c e n t r a t in g a s it do e s all t h e pow e r s of
, ,

t h e mind and summoning all t h e e l e

m e nt s o f accompli shme nt mu st m e a sur e ,

achi e v e m e nt . P urpo s e d e sir e wil l

, , ,

mu st b e sup e rior to t h e forc e s with

which o n e cont e nd s Th e cont e ntion s o f
.

life a re r e al and it i s n o t e nough that

,

w e mak e an e f fort . We mu st mak e t h e

 P OWER O F ME NTAL DE MA N D
e fi o rt which s ubjugat e s t h e a dv e r s e co n

d it i o n s about u S and turn s th e m t o o u r

s e rvic e . An e ffort t o succ e e d mu s t b e
an e fi o rt whi ch bring s s ucc e s s Thi s .

inte n sity Of de sir e i s t o t h e human b e

ing in action what t he throttl e i s t o an
e ngin e It gov e rn s t h e powe r t h e forc e
—
.
, ,

t h e r e ach t h e e xt e nt t h e achi e v e m e nt
, .

It i s t h e e le ctric button which clo se s t h e

circuit and s et s all th e mac hin e ry o f a c
c o mp l i s hm e n t in motion .

It i s t hi s P ow e r Of M e ntal D emand
which mak e s t h e runn e r hold o ut t o w in
t h e rac e It i s that some thing which
.

mak e s t h e s oldi e r fight wh e n h e h a s al

r e ady r e c e iv e d h i s de ath wound I t i s .

almo st a sup e rnatural powe r for it con ,

trol s and subjugat e s mat e rial condi

tion s
—
.

Hi story biography lit e ratur e o u r

, ,

o w n e xp e ri e nc e t e e m with illu stration s

,

o f incr e dibl e hard s hip s Of c e a se l e ss dif

,

fic u l t i e s and almo s t in s urmountabl e o h

st ac l e s ove rcom e and o f tre m endou s
,

e nduranc e through r e s olut e d e mand o n

thi s unm e a sur e d S ourc e o f powe r .

Th e m e n o f accompli s hm e nt a r e not
always ind e e d not u sually me n Of gr e at
, ,

physical powe r n o r se e mingly e sp e cially

,

6
[ ]
 P OWE R O F ME N TAL DE MA N D
adapt e d t o t h e condition s und e r which
th ey hav e achi e v e d O ft e n th e y a r e t h e
.

r e v e r s e o f th e s e Th e y a re n o t Ofte n
.

e v e n m e n o f s up e rior g e niu s e xc e pt in a

commanding re s olution t o achi e ve which

s t e e l c annot con s train whi ch n o hard
,

ship can di s h e art e n which no dif , fi culty

can daunt which n o dang e r can w e ak e n
, ,

which no d e mand s o f physical forc e or

m e ntal co ndition s can turn a side o r in
flu e n c e Th e r e i s in that S il e nt forc e
—
.

th e quality o f s t e e l i t may b e nd but it ,

do e s n o t br e ak It may subj e ct it s e lf
.

t o a lo ng dif ficult cour se but it n e v e r ,

lo se s Sight o f i t s purpo se ; th e re for e it

n e v e r fail s It i s charact e riz e d by v e r
.

sa t il it y by tact by r e s ourc e fuln e s s ; by

, ,

c e a se l e s s move s and count e r mov e s it -

m e e t s and mold s t h e condition s n e ce s

s ary to i t s s uc c e s sful e x e rci s e It i s thi s .

con stant pr e s sur e o fwill which sharp e n s

t h e int e ll e ct Wh e t s t h e e n e rgy and pol
,

i sh e s t he e nde avor Thi s con stant ap

.

plication Of m e an s t o e nd s give s tact ,

s ugg e s t s s trat e gy in spir e s courag e

, ,

arou se s activity and d e v e lop s t h e nu

known powe r s within u s rounding th e m ,

o u t and S hapin g th e m t o i t s purpo s e .

 P OWER O F MEN TAL DE MA ND
F ailur e i s t h e r e laxation of thi s sile nt
pr e s sure It i s t h e e vid enc e that t h e
.

conn e ction b e tw e e n r e s olution and d e sir e

h a s b e e n broke n . F ailur e i s n o t an e x
'

t e rnal condition ; it i s an int e rnal o n e .

It i s a conditio n o f t h e mind Th e com

.

mon e rror made by mo st p e ople who fail

i s that th e y mi s tak e d e s ir e for purpo s e ;
t h e e motion or impul s e for t h e s t e adfa st
unwav e ring cour s e o f action which alon e
tran slat e s d e sir e into accompli shm e nt .

The y d o not vi sion with cl e arn e s s that

S inc e e xt e rnal condition s yi e ld to t h e
powe r Of th e mind it i s to the m s e lv e s
, ,

th e ir o w n attitud e and m e ntal control

that th e y mu st look M e ntal r e s olv e
.

mu st control and d e ve lop t h e action

which bring s and mak e s po s sible
achi e v em e nt I t s str ength and t h e
.

fulln e s s of it s m e a sure a r e d e t e rmin e d

by t h e thoroughn e ss with which t h e
active forc e s at o u r command a re mad e
to r e spond to it s dictat e s .

Th e dr e amy d e s ir e s of an idl e brain

a r e not mor e an achi e ving purpo se than

t h e vapor from a S imme ring pot i s t h e

s t e am pow e r of mod e rn mat e rial civili

z at i o n
. Th e y mu st both b e confin e d di,

r e ct e d
,
and e n e rgiz e d ; in t h e o n e ca se
8
[ ]
 P OWER O F MEN TAL DE MA N D
by t h e he at o f e nthu sia sm a s in t h e othe r
by that of fue l A chi eving purpo se i s t h e
.

S il e nt forc e of m e ntal powe r which onc e

, ,

form e d and put into action n e v e r c e a s e s

,

until it s Obj e ct i s Obtaine d To such a

.

purpo se e v e ry pow e r Of th e mind i s at

command Such a purpo s e call s for all
.

t h e r e s ourc e s and influ e nc e o f en t h u

s i a sm . It call s fo r all t h e pati e nc e all ,

t h e p e r s e v e ranc e all t h e charact e ri s tic

,

e n e rgy all t h e indomitabl e forc e Wi thin

,

one .

Such a purpo s e go e s furthe r It point s .

o u t what th e s e forc e s a re and how th e y

may b e Obtain e d and de v e lop e d It .

t e ache s u s that p e r s e v e ranc e i s t h e fir st

e l e m e nt o f succ e ss ; that l abor i s a
condition which und e rli e s succ e s s It .

t e ach e s u s to b e c e a s e l e s s in o u r appl i
cation I t t e ach e s u s t o conc e ntrat e o u r
.

thought s and bring e v e ry en e rgy t o be ar ;

t o call up and gath e r about u s e v e ry
m e ntal forc e that can add to our e ffort
o r aid in i t s accompli s hm e nt It i s t he
.

powe r that p e rmit s no limit t o b e place d

o n t h e r e s ourc e s and m e a s ur e s which a r e

to b e drawn upon It i s boundle ss in it s

.

sugg e s tion s unc e a s ing in i t s prompting s

,

and in e xhau stibl e in it s pati enc e and en

9
[ ]
 P OWE R O F MEN TAL DE MA N D
duranc e It i s a powe r which mak e s u s
.

gra sp with a fi rme r hold It i s a powe r .

wh ich comp e l s u s t o gr e at e r pr e paration ,

gr e at e r thoroughn e s s It point s out all .

t h e di f ficulti e s Ob stacl e s and di s courag e

,

m ent s and indic at e s t h e m e thod Of a t

,

tacking th e m I t i s at onc e a st imu

.

lator and a g ene rator of e n e rgy vitality ,

and force ; at t h e s am e tim e skillfully

dir e cting r e s ourc e s and conc e ntrating
,

the m wh e re th e y will do t h e mo st good .

A s e cond law Of thi s P owe r of M ental

D e mand i s that it s supply i s illimitabl e ;
it incr e a s e s with u se ; it r e spond s to th e
d e mand s mad e upon it To de m and r e s .

o l u t e l y i s at onc e to incr e a s e t h e powe r

of achi e v e m e nt It i s to Wid e n on e s
.
’

horizon It i s th e fir st c e rtain st e p to
.

t h e ab s olut e control o f th e thi ng d e sir e d .

N apole on s aid F ortun e i s a fickl e

'
'

jade and I will d emand e v e rything Of

her .
”
Th e P ow e r o f M e ntal D e mand
s purn s frugal u se L ik e th e wanton it
.

yi e ld s only to in si st ent prodigality To .

wa st e i s to incr e a se it ; t o hu sband i s
to wa st e it .

To d e mand r e s olut e ly i s t h e fir st st e p .

Thi s i s appar e nt in t h e live s o f all gr e at

achi ev e r s In th e ir achi eve m ent yo u will
.

1
[ ]0
 P OWER O F ME N TAL DE MAN D
fin d an e ffort wholly b e yond th e m se lv e s ,

an aim highe r than the y w e re cognizant

o f a courag e pluck p e r se v e ranc e b e ar
, , , ,

ing re s olut e n e ss t h e e xt e nt and d epth

, ,

Of which th e y th e m se lv e s did n o t know

and t h e ve ry volum e and mom e ntum of
which carri e d th e m b e yond t h e b e gin
n in g s Of th e ir ambition s .

The r e can b e n o limi t o n t h e pow e r o f

achi e v e m e nt e xc e pt that put upon it by
d e sir e D e sir e make s po s sibl e that
.

which without it would b e impo ssibl e .

It m ake s e v e ry gr e at forc e sub se rvi e nt ,

and if r e quiring modi fication o r shaping ,

it shap e s it It s e e m s an unr e al powe r

.

b e cau se intangibl e ; y e t it i s t h e might

i e st pow e r in t h e world It i s t h e o n e .

powe r that can n e ve r b e subj e ct e d t o

any condition any r e straint o r any in
,

flu e n c e e xc e pt i t com e from t h e will t h e

, ,

d e sir e cr e ating it .

We s e e a typ e o fthi s powe r in N atur e .

Th e vital purpo s e of t h e plant i s t o r e

produc e it s e lf I f condition s a r e favor
.

abl e it do e s thi s in an unhurri e d w ay

, ,

afflu e nt of fo il age flowe r and fruit If

,
.

condition s a r e unfavorabl e it summon s ,

e v e ry lat e nt pow e r D e manding t h e u t

.

mo st o f it s vital pow e r n o condition s o f ,

 P OWE R O F MEN TAL DE MA N D
impov e ri she d s oil o f drought o r e xpo s
,

u r e short of a b s olut e anni hi latio n can

pr e ve nt th e maturity of se e d .

In t h e animal world w e fin d similar

illu stration s In H awaii t h e soil i s lack
.

ing in bon e building mat e rial s And in .

th e s e I sland s th e r e a re fr e qu e nt in
stanc e s among cattl e f e e din g chi e fly in

t h e mountainou s pa s tur e land s wh e r e na

tiv e gra s s e s a re th e ir o nl y food whe r e,

t h e moth e r cow giv e s birt h t o a strong ,

h e althy calf only to di e o fw e akn e s s h e r

,

s e lf b e cau se Sh e h a s giv e n up t h e ma

t e ri a l of h e r own bon e s in ord e r to su p

ply t h e n e e d s o f h e r O ffspring ; s o strong
i s thi s d e mand that th e l aw of h e r b e ing
b e ful fill e d
.

In natur e w e s e e p e rf e ct r e sult s only

wh e r e thi s indomitabl e l aw thi s pow e r
,

of d e mand do e s e xi st .

Ju st so do e s thi s m e ntal d emand bring ,

through t h e brain a dir e ction and con

,

trol of condition s opportuniti e s tim e

, ,

and all th e forc e s within u s in t he m e a s

ur e in which th e y a r e n e e d e d to a e com

p l i sh t h e mo st .

TOO much importanc e cannot b e a t

t a c h e d to t h e str e ngt h of thi s d e sir e for ,

if allow e d to falt e r t h e curr e nt that con

,

1
[ ]2
 P OWE R O F MEN TAL DE MA N D
n e et s cau se and e fi e c t i s brok e n The r e .

i s a lack o f fi d e lity to purpo se . Th e aim

Of lif e i s lo st .

It i s v e ry n e ce s s ary in e v e ry und e r
taking that thi s d e sir e b e fi r st e stab
l i sh e d and r e cogniz e d and that it b e
plant e d on a foundation s o s trong that
t h e e l e m e nt o f doubt n e v e r cr e e p s in .

If it wav e r but for a mom e nt i t s for ce

i s lo st for a tim e and i s v e ry hard to
r e gain It call s for st e adfa stn e s s of t h e
.

highe st ord e r It call s for m e e ting th e

.

condition s in life in a way that will con

tribut e to your b e st phy sical condition ,

in ord e r that you may b e abl e to re spond

with t h e full me a sur e o f your pow e r s to
e v e ry d e mand o f your und e rtaking .

Thi s P ow e r of M e ntal D e mand i s not

a vi sionary o n e It i s a pot e nt forc e
.
,

which if you call upon it wh e n you a re

,

di scourag e d will giv e you hop e If you

,
.

call upon it wh e n you a re in doubt it ,

will r e a s sur e you If you call upon it

.

whe n you a re unc e rtain it will indicat e

,

your cour s e If you call upon it wh en

.

you f e ar it wi ll giv e you courag e

,
.

It i s t h e motiv e pow e r which pu sh e s

forward and su stain s th e m e thod s and
e n e rgi e s n e c e s s ary to t h e achi e v e m e nt of
 P OWE R O F ME N TAL DE MA N D
purpo se It i s t h e con stant companion
.

on which you c an r e ly for that kind of

advic e that kind Of sup p ort which r e
,

sp o n d s to your n e e d in e xact quantity

and kind It i s that sil e nt a s s ociat e

.

which h a s mad e achi e ve m e nt a c e rtainty .

It i s t h e stor e hou s e o f your accompli sh

-

m e nt .

It command s all t h e tal e nt all t he en ,

e r gy , all th e thought all t h e purpo s e

,

n e c e s s ary to accompli shm e nt It inform s .

t h e hand and t h e brain what tool s to u se

and h o w to u s e the m It make s you
ma st e r o f t h e S ituation It giv e s you.

that a s suranc e which come s from t h e

s e n s e of ad e quacy With e v e ry add e d
.

atom Of e n e rgy that you throw into thi s

d e mand you str e ngthe n t h e brain c en
,

t e r s you draw to yo u e v e ry e xt e rn al
,

forc e contributing to m e ntal powe r D id .

you e v e r r e aliz e t h e powe r o f thi s re

s olv e wh e n you want e d to mak e s om e

o n e und e r stand y o u without sp e aking to

him ' H av e you e ve r thought r e solut e ly

and int e ntly on a subj e ct and th en writ ,

t e n a l e tt e r only t o fin d t h e r e cipi e nt
,

Of tha t l e tt e r w a s impr e ss e d with t h e

s am e subj e ct in your tr e nd b e for e your
, ,

l e tte r w a s r ec e iv e d ' H av e yo u e ve r b e en
 P OWER O F MEN TAL DE MA N D
in a room and thought e arn e stly and in
t e n t l y o n a c e rtain subj e ct and had your
compan ion turn around and sp e ak t o ‘

you o n t h e subj e ct voicing your v e ry

,

thought s ' H av e yo u e ve r d e sir e d

gr e atly t o s e e a p e r s on and hav e him
in a few hour s wal k in without b e ing
s e nt for '

Th e se thing s ar e n e ithe r accide nt s

nor coincid e nc e s The y a r e too fro
.

qu e nt and uniform in the ir r e lation to

t h e putting forth o f thi s thought e ffort .

Th e pow e r se e m s ab s olut e Th e o u t
.

com e i s sur e Th e forc e s op e rat e with

.

S ingular con stancy Th e y a re not a

.

sup e rnatural pow e r P e rhap s th e y a re

.

b ut a high e r d e v e lopm e nt Of t h e brain .

The y a re t h e achi e v e m e nt o f a strong ,

re s olut e d e t e rmination .

Th e y a re among t h e fir st e vid enc e o f

a growing stre ngt h o f a po s sibility Of ,

a forc e within o n e S se lf gr e at e r than

t h e phy s ical forc e .If yo u hav e not e x
p e r i e n c e d th e m t o th e ir full limit it may
b e b e cau s e yo u hav e not r e cogniz e d th e m ,

b e c au se you hav e not s e e n th e m b e cau se ,

you hav e not a ss ociat e d with th e m in

t im a t e l y e nough .
 P OWE R O F MEN TAL DE MA N D
With the ir fi r st e xp e ri enc e will com e a
for e se e ing o f t h e achi e v em e nt that h a s
alway s b e e n b e for e you but n e ve r cl e arly
vi sualiz e d The y a r e subtl e though
.
,

d e finit e and ke e n powe r s Wh o can t e l l

.

the ir e xt e nt '
M ak e t h i s m e nt al d e mand o n your se lf
without flin c hi n g C a ll for tha t o u t o f
.

your s e lf which will command succ e s s ,

which will comp e l r e sult s M ake your

.

d e mand and anticipat e it s fulfillm ent .

R e spond to t h e call s Of your in t e llige nc e .

D e mand grow s with t h e e ffort to in

cr e a s e i t and powe r with d emand
,
.

The se a r e t h e law s of t h e P ow e r o f
M e ntal D e mand It grow s with it s u s e
. .

We a re what w e d e t e rmin e to b e We .

a r e t h e cr e atur e s of d e s tiny ; but our

d e stiny i s within u s It mu st b e
.

achi e v e d by our o wn e ffort Th e m e an s

.

Of achi e ve m ent i s in t h e P ow e r o fM e ntal

W E ALT '
 W E ALT '
I C HES obtaine d unde r prop e r
condition s r e pr e s e nt n o t m e r e
l y an accumulation ; th e y d e
v e l o p and broad en o u r m e ntal

and moral forc e s That lov e o f mon e y

.

which i s t h e root o f all e vil i s th e cove t

Ou sn e SS o f avaric e th e lov e o f mon e y
,

fo r i t s o wn s ak e . In t h e acqui sitio n of
mon e y from thi s motive the r e i s no
g rowth o f larg e r and b e tt e r pow e r
,
n o

uplift no ri sing to a wid e r vi sion

, .

E ve ryt hing that i s o f valu e a s a forc e

i s capa b l e o f b e n e fit o r harm Th e forc e
.

o f t h e mind can b e dir e ct e d e ith e r fo r

e vil o r for good . R e v e ri e and r e st can

e a s ily de g en e rat e into lazin e s s and
brainl e ss dr e amy longing s ; o r th e y can
,

b e dir e ct e d and utiliz e d fo r t h e purpo s e

o f r e cr e ating pr e s e nt forc e s and draw
-

ing t o u s tho se that a re b e n e ficial .

B e n e fic e n t wat e r may b e com e a d e

s tructiv e forc e ; fi r e t h e mo s t vital ag e nt
,

in human comfort an d r efin e m e nt may ,

b e com e a scourg e .

Th e acqui sition o f rich e s if th e y a r e

,

tak e n unju stly from oth e r s o r if the y

,

1
[ ]9
 WE AL T H
have the ir origin in cov e tou sn e s s a re de ,

s tructiv e o f t h e b e s t lik e all oth e r m i s

,

u se d powe r s I f riche s flow through

.

prop e r chann e l s th e y h ave t he gr e at e st

,

po s sibl e powe r for good In mode rn .

life the y make po s sibl e all t h e gr e at

a chi e v e m e nt s
. We alth cann ot ind e e d
buy u s fri e nd s but it i s a m e an s o f in
,

t ro d u c t i o n by wh ich w e can gain valu

abl e fri e nd shi p s .

Wea lth i s not a univ e r sal nor an in

fallibl e m e a sur e o f succ e s s ; but it point s
t h e way and furni s h e s t h e m e an s It i s .

both an inc e ntiv e and a goal In t h e .

u su al and ordinary walk s o f life it i s

an e s se ntial concomitant o f a high grad e
s ucc e s s
. Th e life i s mor e than m e at and
t h e body than raim e nt But life i s poor
.

without th e se .

The r e i s a b e n e fit in trave l in b e ing ,

abl e to command good thing s in be in g ,

abl e to e nt e rtain your fri end s to gath e r ,

about yo u tho s e influ e nc e s which a dd t o

you r o wn forc e s .

A ta st e fo r t h e luxuriou s if it stimu
,

lat e s e nd e a vor may b e your mo st e f

,

fe c t iv e virt u e . To dr e s s m e anly to b e ,

s urround e d with ch e a p furni s hin g s to ,

b e s ituat e d s o that t h e e y e fall s con

20
[ ]
 WE AL T '
st a n t l y on that whi ch i s r e pul siv e t o it ,

a r e d e pr e ss ing t o a r e fin e d s pirit and ,

d e structiv e of vital forc e s To b e con

.

s t a n t l y d e priv e d o f e njoym e nt to long

,

fo r that w hich i s nativ e t o you and ,

which y o u cannot po s se s s b e cau se you

c annot a fford it to b e oblig e d t o shun
,

your d e sirabl e fri e nd s b e c au s e y o u can

not m e e t the m o n e qual t e rm s and e n
t e rt a in th e m t o d e ny your s e lf tho s e
,

pl e a sur e s in whi ch you fin d your r e cr e a

tion and r e cup e rativ e forc e s i s to liv e
,

a narrow starv e d cramp e d e xi st enc e

, ,

which stifle s all that i s b e st withi n you .

R e fin e m e nt high id e al s high achi e ve

, ,

m e nt s a r e gr e atly a ff e ct e d by th e ir su r
rounding s and by t h e in spiration which
com e s from p e rf e ct cont e ntm ent and a
condition favo rabl e to th e ir growth It .

i s ju s t a s impo s s ibl e to r e ar h e althy and

normal childr e n in clo se room s with a
s tifling atmo sph e r e ,
poor nouri s hme nt ,

and r e strict e d opportuniti e s a s it i s to

d e v e lop id e a s conc e ption s gr e at plan s
, , ,

an d high s pirit e d accompli s hm e nt s un

-

d e r s tarv e d m e ntal condition s Th e

.

high e r re fin em e nt s com e t o tho se having

a r e a s onabl e amount o f l e i sur e ; y o u d o
[ ]
21
 WEAL T H
not g e t the l ganc e o f life from ex
e e

c e ss iv e and inc e ss ant toil .

That rich e s a r e mi su se d ju st a s all ,

othe r forc e pow e r s a re i s tru e ; but th e ir

,

mi su s e i s not t h e con s equ enc e o f the ir

e xi s t e nc e ; n e ith e r do e s it dimini sh th e ir

powe r fo r good .

It i s e s s e ntial to have e v e rything

about u s ju st a s n e at ju st a s at ,

tractive ju st a s ta st e ful ju st a s h e alth

, ,

ful an d a s in spiring in it s influ e nc e a s

po s sibl e It i s injuriou s t o have thing s
.

look m e an contract e d unpl e a s ant un

, , ,

conge nial or unde sirabl e Strong char .

a c t e r s hav e s urmount e d all difli cu l t i e s

and ri se n to a point whe r e t h e y a re

abl e to surround th em se lve s with the s e
h elpful influ enc e s ; and from that tim e
o n th e y achi e v e s till gr e at e r thing s .At
th e s am e tim e th e y would hav e a e com
,

p l i s h e d s till gr e at e r thing s if th e ir o p
p o r t un i t i e s had b e e n gr e at e r and if
, t h e

condition s surrounding the m had s oon e r

e xpand e d th e ir forc e s . It i s n e c e s s ary
in all thi s thought to k e e p con stantly in
mind that t h e mi su se o f forc e s mu st not
b e con stru e d a s a charact e ri stic of t h e
forc e s .
 M en active achi e v e m e nt in all ag e s
Of

ha ve almo st invariably b e e n compara

t i v e l y rich or fin ancially pro sp e rou s ;
th e y hav e b e e n at l e a st m e n o f larg e
e arning capacity Wa shi ngton M orri s
.
, ,

H ancock A dam s r e volutionary h e ro e s

, , ,

D I s ra e l i Glad s ton e Cavour Bi smark

’
, , , ,

G amb e tta E urop e an stat e sm e n o f u n

,

chall e nge d accompli shme nt a r e e xam

pl e s A squith and L loyd G e org e o f
.
‘

E ngland and R oo s e v e lt L a F oll e tt e and

,

Bryan o f Am e rica all m en who se e ffort

,

and achi e v e m e nt have b e e n along lin e s

claime d to b e for t h e b e n e fit Of t h e un
privil e g e d a re no l e s s e xampl e s in poin t
, .

Th e ir we alth or what i s pot e ntially t h e

,

s am e thing th e ir e arning pow e r fr e e d

, ,

the m from that phy sical drudg e ry which

Oft e n chain s up o r de stroy s o n e half o f -

t h e achi e v e m e nt s of gr e at liv e s .

H igh id e al s a r e mad e mor e po s sibl e

Of r e a lization by favorabl e condition s .

W e alth i s t h e con s e que nc e of achi e ve

m e nt s which a re t h e outgrowt h unde r
favorabl e circum st anc e s of a conc e ption
ba se d o n t h e po s sibility of it s achi e v e
m e nt W e alth i s not t h e con se qu e nc e
.

of indu stry but t h e con se qu e nc e o f a

,

high conc eption which i s followe d by a

23
[ ]
high quality Of e ffort Thou s and s o f
.

p e opl e a re indu striou s but th e y n e ve r

acquir e w e alth Th e e s s e ntial i s that
.

indu stry S hall b e appli e d to a high con

c e pti o n, to a high id e al to a high p o s
,

s ib il i t y ; and thi s po s sibility will not

grow out o f me an condition s any mor e
than purity will grow out o f vic e I n .

du s t ry without t h e u s e Of t h e m e ntal
forc e s on a high plan e d e vot e s i t s life
to labor Of t h e humbl e st s ort ; it saw s
wood ; it carri e s brick s ; it shove l s coal ;
it r e pair s railway track s ; it build s
road s ; it do e s a thou sand and o n e
t hi ng s u s e ful but not calling for d e
,

v e l o p in g e ff,
ort whi ch go to make up
a labor e r s life
’
.

H igh m e ntal forc e s guid e t h e e nt e r

l

pri s e s in which common labor i s e x

p end e d I t provid e s th e man of l o w or
.

unawak e n e d m e ntality with t h e Opp o r

t u n it i e s o f su s t e nanc e
. It op e n s up
mine s ; it mark e t s t h e product Of t h e
min e It conc e iv e s and build s giving
,

occupation to t h e a rti san .

M e r e s aving do e s not bring w e alth .

Thou s and s scrimp and e conomiz e all

the ir live s ; th e y s quande r wh en th e y
think th ey s av e ; the y sp e nd mor e vital
24
[ ]
 WE AL T H
ity e n e rgy and e ffort in s aving than
, ,

in e arni ng ; the y as s ociat e with p e opl e

and have e nt e rtainm e nt s and surround
ing s which a r e not calculate d to d e v e lop
t h e b e st th e r e i s in th e m or to bring ,

abou t t h e high grad e o f forc e which

mak e s e v e ry e ffort mor e pot e ntial ; th e y
narrow the ir outlook and r e strict th e i r
ef fort s and th e r e for e th e ir living i s a n
e xtravaganc e and not an e conomy A ll .

the ir act s a r e thu s d e voi d of judgme nt ,

a r e not t h e con s e qu e nc e o f w e ll st imu -

late d w e ll fe d m e ntal force s and con

,
-
,

s e qu e ntly th e ir inv e stm e nt s a r e u n fo rt u

nat e The y put the ir mon e y wh e r e it i s

.

in s e cur e and i s lo st You can call to

.

mind any numb e r o f ca se s o f t hat kind .

Th e y mak e t h e mi stak e o f d e voting all

the ir e n e rgi e s t o l abor giving no tim e
,

to r e cr e ation r e s t o r r e v e ri e Th e con
,
.

s e qu e nc e i s th e y do not s e e o n e half of
,
-

t h e opportunitie s o f lif e ; th e y do n o t
g e t t h e b e s t from th e ir e ffort s T h e .
'

d e struction Of t he poor i s the ir pov

e rt y the ir pov e rty Of vi s ion o f o u t
”
, ,

look o f d e sir e
,
P oor folk s hav e poor
.
'

way s ”
.

Th e me n o f w e alth and gr e at achi e ve

m e nt s do not a s a rul e s p e nd the ir liv e s
, ,

25
[ ]
 WEAL T H
in d e tail and hard phy sical labor The y .

re fl e ct much ; th e ir action s are t h e

con s e qu e nc e of d e libe rat e conc e ntrat e d ,

forc e s who s e powe r i s rai s e d by favor

,

abl e surrounding s .

F e w o f t h e old maxim s for gaining

w e alth a re s ound in thi s d ay if th ey— ,

e v e r we re . Th e r e quir e m e nt Of t h e pr e s
e n t day i s th a t t h e m e nt a l forc e s b e
[

in t h e fin e st accord with t h e r e quir e

m ent s Of achi e ve m e nt ; that e ve ry su r
rounding shall e x e rci se a favorabl e
influ ence .

W e alth can s ecur e th e s e surrounding s

and condition s It i s the r e for e an e m i
.
,

n e nt aid to gr e at succ e s s A s a powe r .

for good we alth I S a factor o f t r e m en d

,

o u s importanc e It i s n o t t h e unin
.

flu e nt i al s olicitor who go e s from door

t o door w h o accompli sh e s t h e mo st good
for charity It i s t h e m en of powe r and
.

influ ence t he m e n of w e alth who can

,

and do surround th e m s e lv e s with e ve ry

thi ng advantag e ou s to succ e s sful control
and command and who can dir e ct that
,

comman d t o good e nd s .

Your thought s a r e a force ; the y a r e

an ab s olut e powe r If you e a rn e stly .

d e sir e we alth by right m e an s that d e

 WEAL T H
s ir e will draw t o you all th e prop e r
forc e s which a ssi st in it s acqui sition If .

th e s e thought s and forc e s a r e for good ;

if th e y a r e for t h e purpo s e of acquiring
w e alth tha t you may e njoy it but not ,

hoard it up ; in a word if t h e d e sir e for

,

w e alth i s for t h e good it can e fi e ct it ,

will accompli sh that purpo s e ; e v e ry in

flu e n c e and e v e ry a ss ociat e d forc e will
b e for good .Your succ e s s d e sir e d and
,

pro s e cut e d on prop e r lin e s will bring ,

good to e ve ry o n e with whom y o u come

in contact It will giv e e mploym e nt to
.

tho s e about you ; will provid e su st e nanc e

for th e ir famili e s ; will bring h e alth
Wh e r e ill h e alth h a s b e e n It will giv e
-
.

you t h e powe r to e xt e nd succor to tho se

who a r e in n e e d It will giv e you t h e
.

pow e r and t h e m e an s with which to ex

t e nd t h e good work and forc e s which
bring about b e tt e r condition s among
tho s e n e e ding and d e se rving the m In .

a word it not only mak e s po s sibl e your

,

o w n succ e s s but in proportion a s you

,

s ucc e e d
,
do e s it al s o bring with it
opport uniti e s for accompli shing good
which without succ e s s would b e a b so
l u t e l y o u t o f your r e ach .
 R iche s to s om e e xt ent
, ,
the r e for e
a re , ,

not o nl y a n e c e s sity for your o wn s elf

and for t h e brin ging to b e ar tho se con
d it i o n s which a r e f a vorabl e to your su c
c e s s and to your gr e at e r achi e ve me nt s ,

but th e y al s o bring to you m e ntal and

phy sical forc e s for good The y add to
.

your pow e r for achi e ving good in all

lin e s in proportion a s you a re succ e s s
ful If you think of not hi ng but pov e rty
.
,

you will attract pov e rty to you sinc e ,

t h e forc e of your thought s attract th e ir

kind If you conc e iv e e ve ry e ffort t o
.

b e a failur e if you f e ar i t s non succ e s s

,
-
,

th e n you a re attracting all t h e e l e m e nt s

Of failur e to you Th e thought s and
.

m e ntal forc e s which yo u have within you

will alway s attract tho se e l em e nt s kin
dr e d t o th em .

Suitabl e phy sical surrounding s and

condition s t e nd to induc e t h e m e ntal
s tat e which attract s tho s e forc e s to you .

If you allow your s e lf to fe e l that you

mu st always b e surround e d by pove rty
and hard ship s and diffi culti e s you c r e ,

a t e t h e s tat e o f mind which induc e s t h e

forc e s su staining th e se condition s If .

you doubt t h e corr e ctn e s s Of thi s fact ,

tak e a fairly wide ditch whi ch you can

28
[ ]
 WEAL T H
ju st jump ov e r ; m ak e up you r mind
po sitive ly that you a r e going to land
ju st a foot short of t he bank You won t .
’

b e di s appoint e d ; y o u will land in t h e

ditch .

If you k e e p e arn e stly d e siring succ e s s ,

and with it i t s rich e s you w ill not only

,

b e bringing all t h e m e ntal forc e s to b e ar ,

but you will b e turning e v e ry e xt e rnal

condition a s far a s li e s in your powe r
to that e n d ; you will b e cr e ating an
ab s olut e d e mand for it Wh e ne v e r you
.

a spir e and r e s olve to r e ach for s om e

thing high e r you mak e a practical radi
,

cal st e p toward s it N O achi e v e m e nt i s

.

po s sibl e without fi r st an ide al and ju s t ,

a s an id e al i s t h e for e runn e r of an
achi e v e m e nt ju st s o i s a d e sir e a r e s o
, ,

l u t i o n and a m e ntal forc e d e manding a

c e rtain condition th e fi r st st e p towa rd s
i t s achi e v e m e nt . It i s t h e forming Of
t h e a spiration t h e de sir e which in sur e s
,

achi e v e m e nt ju st a s t h e arranging o f
,

a hou s e for t h e r e c e ption o f a gu e st

mu s t b e with a vi e w to se cur e hi s com
fort .

E nvironm e nt h a s a gr e at e r influ e nc e
than h e re ditary We know what civili
.

z a t i o n h a s don e and t h e forc e s which

,

29
[ ]
 WEAL T H
have evolve d t h e pr e sent human b e ing
out of a s avage We know that d e sir e
.

h a s produc e d fin e s hap e ly
,
trotting
hor se s of e normou s sp e e d ; and w e k now
furth e r that all t h e d etail in e fi e c tin g
the s e condition s h a s mad e th e m rapid
and c e rtain in proportion a s condition s
favorabl e to the m could b e plac e d about
th e m It h a s oft e n b e e n s aid th a t whe n
.

a p e r s on h a s mon e y it i s e a sy for him

,

to mak e mon e y I n nin e t e nth s of t h e

.
-

ca se s it i s not t h e mon e y which h e p o s

,

s e s s e s that e nabl e s him to mak e mor e ,

but it i s t h e opportuni ti e s m e ntal an d

,

phy sical which t h e mon e y e nabl e s him to

fin d and t h e pow e r d e v e lop e d in him in
,

a cquiring t h e mon e y h e h a s that bring s ,

him t h e gr e ate r pow e r to fur th e r a c

cumulat e mon e y .

Chri st w a s not poor ; h e could bring

to him s elf t h e b e st tha t t h e world he ld ;
h e could multiply r e s ourc e s at will ; h e
could command t en l e gion s Of ange l s .

Though wh e n h e e nt e re d upon h i s min

i st ry h e r e noun c e d t h e acqui sition o f
w e alth h e had through t h e pow e r o f
, ,

hi s p e r s onality t h e lit e ral command of

,
—
all thing s n e e dful all phy sical mat e rial
, ,

thing s And thi s powe r h e gav e to h i s

.
 WEAL T '
di s ciple s wh en h e s e nt th e m forth SO ,

that the y we re suppli e d with food rai ,

m ent an d S he lt e r ' e att ract e d m e n t o

.

him so that the y gave t h e n e e d s t h e ,

a ss ociation s and t he joy s o f life ; and h e

w a s numb e r e d with t h e rich in hi s d e ath .

Th e achi e ve m e nt o f any e n d i s mad e

po s sibl e by t h e forc e s Of t h e m ental d e
mand which in turn can c om e only a s
,

a con s e qu e nc e o f surrounding s m e ntal ,

and phy sical which make t h e conce ption

,

po ssibl e E v e ry achi e v e m e nt h a s it s
.

fi r s t e xi st e nc e in a c o nc e ption Th e man
.

w h o m a d e a balloon fi r s t conc e iv e d t h e
po s sibility Of ri sing in t h e air The .

man w h o dig s for gold fi r s t conc e ive s

t h e po s sibility o f i t s be ing in t he ground .

Th e man w h o a ccompli s h e s any purpo s e

mu st fir st hav e it s conc e ption in h i s
min d In propo rtio n a s o u r condition s
.

and surrounding s 'm e ntal and physica l '

a r e o f a hi gh ord e r favor a bl e t o high

conc e ption s in that proportion will th e y

,

com e t o u s It th e re for e follows that

.

t h e d e sir e fo r w e alth that t h e po s se s sion

,

o f w e alth ,and t h e e njoym e nt o f e v e ry

good thing which it bring s a re e ss e ntial
,

t o t h e world s high e s t achi e v e m e nt s and

’
,

t hat und e r th e se condition s and in flu

3
[ ]1
e n c e s, gr e at e st po s sibiliti e s b e com e
the
r e aliti e s I t s pow e r fo r good i s im
.

m e a surably gr e at e r m it s outcom e than

.

it s pow e r for e vil ; p e opl e w h o cr e at e

fortun e s do not ge n e rally mi su se them .

Th e thought o r forc e which com e s

from o n e p e r s on to anothe r i s a s r e al
a s a curr e nt o f air o r e l e ctricity Thi s
.

forc e for good or evil act s upon tho s e

with whom you come in contact If an .

othe r s thought s a re riche r than your s

’
,

if h e h a s mor e for e sight b ett e r judg ,

me nt mor e grit mor e r e solution mor e

, , ,

e x e cutiv e forc e more se ttl e d purp o se

, ,

mor e r e s olut e m e thod s tho s e qualiti e s

,

will b e adde d to your m e ntal force s It .

i s your duty to giv e back a s good a

thought a s you r e c e iv e ; if you d o not l

the r e i s an in e quality of e xchange ; if

‘

your thought i s e qual in quality to t h e

o n e you r e c e iv e it i s a mutually ju st
,

e xchang e ; it i s a fair bu sin e ss t r a n sac

tion .

' e who ge t s all h e c an from oth e r s ,

without giving a fair e quival e nt in r e

turn cultivat e s a m e ann e s s a s e lfi shn e s s
, , ,

that count e ract s t h e good o f h i s acqui si

tion Thi s lack o f a fair e xchange i s
.

t h e ba s i s o f m e ntal spiritual and phy si

,

3
£ ]2
 WEAL T '
cal pov e rty in e v e ry st ation o f life .

If w e take from oth e r s w e th e r e by a o

,

kn owl e dge o u r Obligation to giv e t o

oth e r s and w e cannot mak e any ap
,

proach to p e rfe ction and to t h e str ength

which p e rf e ction b rin g s un l e s s w e di s
,
.

charge e ve ry obligation o fo u r liv e s B e .

for e th e tr e e can giv e u s it s rich and

s u s taining fruit it mu s t draw from t h e
,

air and t h e e art h t h e mate rial s with

’

which it may d o s o ; and in t h e proc e ss

o f drawing and u sing and d e v e loping

the s e mat e rial s fo r b en e fic e n t u s e s it ,

grow s strong e r It h a s robb e d t h e air

.

and t h e e arth Of nothing that th e y could

not S par e and it h a s adde d to it s o w n
,

str e ngth and th e w e a lth o f t h e world .

W e alth i s n o t a unive r s al n o r an
infallibl e m e a sur e o f succ e ss But it
.

point s th e way and furni s h e s t h e m e an s .

It i s both an ince ntiv e and a goal .

ASSO C I A T E S AN D
T ' E I R V AL UE
 ASSO C I A T E S A N D
'
IT
I I I BII R VCAI I I I J I B
‘
.

SSOCI A T E S hav e two valu e s an e n ,

riching valu e and a r e cr e ation

valu e On e k ind o f a s sociat e
.

giv e s u s s om ething w e do not

our se lv e s po s se ss Th e ot h e r e nabl e s u s
.

to r e lax and forge t ; t o g e t ab s olut e

m ental r e st by t h e div e r sion th ey O ffe r ;
t h e chang e o f m e ntal b e nd th e y giv e .

It i s quit e a s important t o build on e s ’

s e lf — —
to r e cre at e a s it i s t o b e striving
for h e lpful gain e ve ry mom ent An e v e n .

balanc e Of r e laxation and achi e v em e nt

go w e ll hand in hand All t h e gr e at .

l e ad e r s o f t h e world have b e e n m en o f
inci siv e m e thod s of r e cr e ation B e cau s e
.

I lik e to play golf do e s not me an that

g o l f i s good r ec r e ation for s om e o n e

el se
. E ach mu st do t h e thing whi ch
giv e s the m r e cr e ation R e cr e ation i s a
.

d ifl e r e n t thi ng to d ifi e r e n t p e opl e but , ,

in almo st e v e ry ca se a s s ociat e s have

s om e r e lation to it .

A s s ociat e s who hav e id e al s and plan s

, ,

and purpo se s with whi ch w e a re in sym

3
[ ]7
 ASS OCIA T ES AN D T HE IR VAL UE
pathy o r which a re parall e l o r kindr e d
to our s d e v e lop in u s a k e e n e r z e st and
t h e str e ngth that t ran s form s the m into
achi e v e me nt Th e c ombin e d flam e of
.

purpo se cr e at e s a stronge r draft and an

int e n s e r flam e .

It i s ju st a s po s sibl e t o g e t b e ne fit
from an as s o ma t e e v e n without e ffort
, ,

a s it i s to attract t he lif e giving e l e m e n ts

from the air .

But a s so ciat e s t o have an e nriching

valu e mu s t h ave po sitiv e qualiti e s The y .

mu st have s om e thing t o giv e Of forc e o r

accomplis hm e nt That i s why common
.

plac e p e opl e and commonplac e e n viron

me nt and th e p e opl e an d thi ng s that
,

bor e a re not h e lpful The y may b e .

harml e s s in th e ir way ju st a s p e opl e a re

,

harml e s s a s a s s ociat e s w h o a re un c e r
tain in the ir action und e t e rmin e d in
,

th e ir m ethod s and unforce ful in the ir

attitud e They may b e ha rml e ss in the ir
.

way but th e y a r e apt to cre a t e a v a c il l a t

ing condition o f mi nd and d e ge n e racy ,

o fconc e ntration and o fhabit s o f achi e v e

m ent .

Thought s a r e companion s Th e y in .

flu e nc e and l e a d u s The y shape o u r

.

action s and t h e t end ency o f ou r e ffort ,

 A SSOCIA TE S AN D T HE IR VAL UE
and t h e imp e llin g forc e s whi ch a re about
us . Unfri e ndly and harmful thought s ,

if p e r si st e d in ev e ntually subjugat e t h e
,

e ntir e mind and control i t s Whol e action .

In t h e production Of t h e mo st de adly
poi s on kno wn t h e manufactur e r s hav e
,

e xtr e m e diffi cul ty o n account o f t h e

pron e n e ss o f t h e workm e n t o e a t t h e
poi s on Fo r thi s re a s on o n e man i s
.
,

n e ve r p e rmitt e d in a room al o ne Th e .

con stant thought o f it s pow e r cr e at e s a

d e sir e t o ta st e it which workm e n s ay
, , ,

i s almo s t irr e s i stibl e . Thi s illu strat e s

h o w a ss ociation with an unwhol e s om e
thought e ntir e ly subjugat e s th e int e l l i
ge nc e and in st e ad o f warning Off t he
,

dang e r cr e at e s an influ e nc e so s trong

—
that good thought s thought s that ,

would carry away from t h e dang e r ,

hav e b e e n e ntir e ly de stroye d .

If y o u start o u t I n t h e morning f e e ling

we ll r e s t e d e njoyi ng t h e sun shin e in
, ,

touch with N atur e and f e e ling kindly

toward s all tho se a re go od a s s ociat e s
,

and hav e a strong and b e n e ficial in flu

e nc e . Th e y se e m t o bring t o yo u ev e ry
thing that i s cong e nial t o the m e ve ry ,

thing that i s a me mbe r o f the ir o w n

family If y o u get up f e e ling unr e st e d
. ,

39
[ ]
 A SSOCIA TE S AN D T HE IR VAL UE
antagon i stic o u t of harmony with t h e
,

world and N atur e e ve ryt hi ng will se e m

,

to go again st you Countl e s s irritation s

.

will spring up It i s thi s e xp e ri e nc e that

.

gave ri se to t h e saying that it n e ve r '

rain s but it pour s ”

A ffin i t ie s alw ay s
.
'

com e tog e th e r it i s po s sibl e to S hap e

,

your e xp e ri e nc e s b e for e the y arrive ; and

to d e t e rmin e th e ir charact e r and th e ir
influe nc e on you by t he a s s ociat e s you
h av e in your mind and whi ch will attract
the ir kind .

M othe r s in all tim e s hav e r e aliz e d th e

import anc e of good a ssociat es for the ir
childre n The y a re car e ful not t o l et
.

the ir boy s a s s ociat e with tho s e who s e

moral ton e i s not good If a boy s mind .
’

run s to bad thought s h e draw s bad in ,

flu e n c e s t o him ' e will b e com e con

.

fi rm e d in bad way s and influ e nc e othe r s

in t h e s am e dir e ction unl e s s s om e oth e r
,

mind act s on hi s with suffici ent forc e of

good to count e ract t h e e vil forc e s at
work in h i s mind .

It i s impo s sibl e to ov e r e stimat e t h e -

importan c e of good a s s ociat e s By t hi s .

i s m e ant a s s ociat e s who hav e hi gh aim s ,

nobl e r e s olution s re solut e ch a ract e r s ;

,

tho se w h o a r e work e r s and achi e v e r s ;

 A SS OCIA TES AN D T HE IR VAL UE
tho se who se word s he lp u s ; tho s e who s e
act s and influ e nc e stimulat e and incr e a s e
t h e b e s t forc e s in our se lv e s .

Th e in flu e nc e Of a ss ociat e s i s v e ry su b
t l e y e t v e ry powe rful We cannot a fi o r d
, .

to ov e rlook th e ir valu e and se e k th e ir aid

any mor e than w e can afi o rd to ov e rlook
t h e value of hygi e nic surroun ding s and
ge n e ral h e althful condition s To a s .

s ociat e with t h e courag e ou s t h e brav e

,

and t h e ambitiou s will e nabl e u s t o

,

s tr e ngth e n o r d e v e lop tho s e s am e qual

'

iti e s in our s e lv e s and thi s without

,

taking away from th e m Ind e e d a s .

,

s ociation act s and r e act s on t h e a ss o

ciat e s H e lpful a ss ociation s a re mutu

.

ally b en eficial .

I fw e a s s ociat e with tho s e w h o hav e no

aim n o r ambition in lif e w e a re g e tting
,

an influ e nc e which i s hurtful to u s and

which w e have to throw Off b e for e w e
can again b e at t h e standard at which
w e b e gan . It i s ju st a s impo s sibl e to
d e riv e b en e fit from in e ffe ctual a s s ociat e s
a s it i s to Obtain wat e r from a dry w e ll .

We shall ge t from th e m e xactly what

th e y have Unl e s s w e want t o b e lik e
.

the m t o h av e implant e d in our se lv e s

,

tho se t e nd enci e s or forc e s which w e fin d

41
[ ]
 A SSOCIATES AN D T HE IR VAL UE
in the m th en w e should n o t a s s ociat e
,

with the m It i s n o t Of moral s alon e

.

tha t t hi s i s tru e It i s a s unalt e rably

.

and a s e ffec tiv e ly tru e of t h e forc e s

whi ch influ e nc e o u r bu sine s s car e e r ,

which have t o d e al wi th o u r courage ,

with o u r action with high id e al s with

, ,

lofty a spiration s with a love for work

, ,

with t h e aim s Of an achi eving di spo si

tion ; with t h e po s se ssion o f t h e charac
t e ri st i c s o f pati enc e e n e rgy and qui e t
, ,

r e s olute forc e A l l bu sin e ss m en and

.

wom e n should make it a part o f the ir

bu sin e s s an d a part o f th e ir car e e r to
choo s e such a s s ociat e s a s will b e h e lp
ful t o the m Such a ss ociat e s will b e
.

r e stful and y et hav e a powe r for good .

It mu st b e born e in mind t hat th e

accumulation o f forc e s o f powe r n ev e r
c e a s e s It i s s aid that t h e mind i s not
.

a t r e s t e ve n wh e n w e s l e e p ; tha t it go e s

o u t o n lin e s laid o u t fo r it by t h e a s

s ociat e s and thought s o f t h e day and

gathe r s t o it se lf oth e r powe r s whe r e it

,

can fin d th em which conform t o t h e c o n

,

dit ion t o t h e attitud e whi ch it i s in In

,
.

o u r wakin g mom e nt s it i s doubly tru e ;

th e se forc e s a r e piling up for the m se lve s

t h e e l e m e nt s whi c h th e y a r e t o sp end .

4
[ ]2
 ASSOCIA T E S AN D T HE IR VAL U E
It r e st s with u s t o de t e rmin e what th e
charact e r o f the s e forc e s will b e ju st a s
compl e t e ly a s it r e st s with u s t o de t e r
min e wh e r e w e S hall go .

Thought i s an un s e e n forc e an d i s ab
s orb e d , d e v e lop e d o r giv e n o ut u n c o n
,

s c i o u sl y . Yo u a r e bound to f e e l to judg e
,

and t o e xp e rie nc e to s om e e xt e nt t h e
s am e a s t h e p e r s on with whom y o u a s

s ociat e . Yo u a re influ e nc e d in a gr e at e r
o r l e s s e r d e gr e e by t h at p e r s on It i s
.

probably difi e re nt from m e sm e ric powe r ,

but it i s c e rtainly a v e ry d e finit e pow e r .

It e xist s t o such an e xt e nt tha t p e opl e

oft e n act contra ry to th e ir o wn d e sir e s
wh e n und e r th e influe nc e o f t h e thought
o f oth e r s .If th e y a r e r e fin e d you will
b e com e mor e s o If th e y a re vulgar o r
.

common it will low e r your ton e Your .

judgm e nt your motiv e s your whol e na

, ,

tur e will b e injuriou sly influ e nce d by

th e m Yo u e a sily r e call a s s ociat e s wh o
.

irritat e fr e t an d worry y o u Yo u r e
,
.

m e mb e r th e unaccount e d for d e pr e ssion ,

t h e s e a o f troubl e y o u f e e l y o u a r e in
wh e n you a re with th e m Yo u a re .

in an attitud e that mak e s you suffe r ,

and y o u a re r adically con sciou s Of it .

Yo u tak e n o pl e a sur e in th e ir c o m
 AS SOCIA TE S AN D T HE IR VAL UE
p any and y ou avoid it whe n you can .

Th e re a r e oth e r s who se company you

a s con s ciou s ly o r a s uncon s ciou s ly s e e k.

You know that you a re at r e st wh en

you a r e with the m ; t h e tim e pa s se s
pl e a santly and a s you probably put it
, , ,

the y se e m to und e r stand ”

.Th e fact
i s that it i s not m e r e ly that th e y und e r
s tand . I t i s t h e combin ing of two S imilar
forc e s forc e s that hav e an affinity for
,

e ach oth e r .

All p e r s on s hav e thi s influ e nc e to a

gr e at e r or l e s s d e gr e e upon o n e anoth e r
.

It i s not alway s s o d e fin it e and r e alizable

a s in t h e t w o illu s t ra t ion s ju s t u s e d.

But i t e xi st s and your ob s e rvation and

thought S hould b e train e d to b e kee nly
di scriminating I n t hi s r e sp e ct .

You r e call p e rhap s that s om e p e ople

, , ,

wh e n the y advi se you un se ttl e your o wn

,

conviction s ; make you unc e rtain a s to

what i s b e st to do ; the y do n o t giv e yo u
any b ett e r plan but throw doubt and
,

cr e at e ob stacl e s in t h e w ay o f t h e plan s
you had in mind Such p e r s on s a r e an
.

ab s olut e hi ndranc e Th ey h av e not a d

.

v a n ce d to t h e s am e d e gr e e Of p e rc e p

tio n and judgm e nt that yo u hav e .

 AS SOCIA TE S AN D T HE IR VAL UE
The r e fore th e ir influe nc e i s a low e ring
,

o ne .

Th e Old Chi n e se form o f G ov e rnm ent

includ e d a board o f c e n s or s who se duty
and privil e g e it w a s to critici s e or fin d
fault with any policy or m e thod of any
oth e r branch Oft h e gov e rnm e nt whe th e r
,

that policy or me thod w a s m e r e ly pro

po se d o r alr e ady put in forc e But thi s
.

pow e r of critici sm w a s subj e c t to o n e

v e ry important r e quir e m ent and r e sp o n
s ib i l i t y It mu st alway s b e a c c o mp an
i e d by a propo s al or plan for a di ff e rent
policy or m e thod tog e th e r with r e a s on s
,

why it w a s b ett e r and a willingne s s to

,

tak e t h e re spon sibility for putting th e

n e w plan o r policy in op e ration .

In t hi s i s t h e ba si s Of a good rul e for

t e sting advic e r e garding your own plan s .

I S t h e p e r s on who advi se s you again st

t h e pl an s you hav e propo s ed or und e r
tak e n r e ady t o Ofi e r y o u difi e r ent o n e s
and willing to tak e t h e r e spon sibility Of
th e ir working o u t b ett e r than your s '
You liv e in t h e thought s you a s s ociat e
with Th e y form a part o f t h e forc e s
.

which a r e moulding you and forming

your charact e r It i s e ith e r moulding
.

a charact e r fo r stronge r abl e r broad e r

, , ,

4
[ ]5
 ASS OCIA T E S AN D T HE IR VAL U E
mor e courage ou s mor e r e s olut e achi e ve
,

m e nt or it i s a br e aking down proc e s s

,
-
,

which i s und e rmining and de stroying t h e

po s s ibility of adding forc e s t o tho s e a l
r e ady a c cumulate d I t s final r e sult i s
.

t h e charact e r i t cr e at e s I t s imm e diat e

.

influ e nc e i s t h e happine s s which you e x

p e r i e n,
c e t h e cont e ntm e nt which you f e e l .

A s s ociat e s wh e th e r thought s or p e opl e

, ,

who irritat e fr e t or tak e t h e mind in any

,

chann e l which con sume s forc e and vital

ity but which giv e s no valuabl e r e turn
, ,

a r e a s h a rmful a s a di s e a se It m ay .

s e e m incongruou s to lik e n the m to con

sumption and y e t con s umption i s b u t an

,

e ating up of t h e vital pow e r s H armful .

a s s ociat e s a re not l e s s d e structiv e ; the y

attack a still more important part of our
e xi st e nc e t h e m e ntal and S piritual
, .

Thi nk good thought s and th e y w ill in

flu e n c e tho s e about you ; th ey will in flu
e nc e tho se ab s e nt from you You can
.

s e nd to th e s e thought s o f h e lp thought s ,

of stimulation thought s o f e ncourag e

,

m e nt thought s of cour a ge ju st a s ce r
, ,

t a in l y a s you can se nd th e m a t e l e graphic

m e s s a g e e xpr e s s ing th e s e thought s
, .

It i s ju st a s impo s sibl e to hav e corr e ct

m e thod s o f actio n with faulty m e thod s
46
[ ]
 ASSOCIA TE S AN D T HE IR VAL UE
o f thought a s it i s to hav e a corr e ct

garm e nt if i t h a s b e e n badly cut .

Thought s influe nc e t h e judgm e nt and

S hap e it Th e e xp e ri e nc e or thought of
.

an hour do e s not s tand alon e nor i s it s ,

influ e nc e confin e d to th e thing in hand .

But it i s t h e cumulativ e e ffe ct of all that

h a s e xi s t e d be for e it tha t i s appli e d ,

and i s i t s r e al gove rning and influ e ncing

powe r .

Thi s point s out a pow e rful influe nc e

that w e can e x e rci se in our work or bu si
n e s s O ur thought s m ak e and shap e our
.

bu sin e s s We can make th e m what w e

.

will and con si st e ntly train our mind s

,

to k e e n corr ec t d e ci s ion s to e ffe ctiv e

, ,

action to spontan e ou s support Thi s

,
.

a s sur e s u s an incr e a s e of powe r which

car e l e s s o r indiffe r e nt thinking r e nd e r s
impo s sible Undir e ct e d thought mak e s
.

u S and o u r work t h e victim s of chanc e .

Th e di f fe r e nc e i s that b e twe e n g e tting

e xactly wh e r e w e d e s ir e and drifting
,

by accid e nt whe r e v e r t h e tid e or wind

of chanc e may tak e u s Th e ma st e ry
.

Of our o w n mind i s to our car e e r what

a rudd e r i s to a s hip It i s th e force

.

which can dir ec t our act s in such chan

n e l s a s w e d e sir e .
 ASS OCIA TES AN D T HEIR VAL UE
Th e r e cognition Of t hi s fact giv e s u s
a wond e rful fi e ld of op e ration Sinc e w e
.

can mak e our thought s what w e will ,

and S ince w e can draw to our se lve s t h e

forc e of right thinking from oth e r s w e ,

a r e in a po s ition to mak e up lif e in e xact

conformity to our high e st conc e ption ,

o u r nobl e s t id e al s
,
our fin e st d e sir e s .

We can h av e for companion s t h e gr e at

e st thought s and thought forc e s that have

e ve r e xi s t e d
. We can bring our s e lv e s
into daily and hourly a s s ociation with
t h e kind of a s s ociat e s w e want ; with t h e
powe r and i nflu e nc e th at th e a ss ociat e s
whom w e n e e d can b e stow We may a s
.

s ociat e hourly with t h e gr e at l e ad e r s o f

t h e day ; w e may b e in touch with t h e

—
gr e at e s t achi e v e r s m en Of action m en
,

o f vari e d pow e r s and forc e s who mov e

,

t h e world and rul e e v e ry chann e l Of it s

activity N ot only may w e thu s s el e ct
.

our companion s from t h e gr e at e st and

abl e st and hourly a s s ociat e with all that
,

i s mo s t b e autiful and mo st forc e ful but ,

w e at t h e s am e tim e S hap e our s e lv e s to

—
t h e e n d which w e d e s ir e ju st a s t h e tr e e
may b e S hap e d by bringing to b e ar t h e
forc e s whi ch will train it to t h e form d e
s ir e d
.

4
[ ]8
 ASS OCIA TES AN D T HE IR VAL UE
Th e training and shaping o ft h e car e e r
a s w e would h a v e it i s not to b e l e ft to

chanc e We c a n do what w e will We

. .

may not b e able to draw a s larg e ly a s

oth e r s who hav e train e d long e r and who
hav e de v e lop e d th e ir pow e r s Of control
b e tt e r than w e But in proportion a s
.

w e h a v e e x e rci se d t hi s pow e r within our

s e lv e s and taught our s e lv e s to di s ciplin e

our forc e s and to train our brain s in — ,

that proportion shall w e achi e v e .

O ur nativ e condition h a s much to do

with t h e e xt e nt to which w e can dir e ct
our e nd s T hi s h a s uncon sciou sly p e r
.
,

hap s to our se lv e s b e e n working st e adily

,

in t h e dir e ction of it s natural t end e ncy .

Th e r e for e s om e o f our powe r s will b e

,

s trong e r in t h e dir e ction w e would have

the m th a n oth e r s But from th e tim e of

.

t h e fi r st r e cognitio n Of control t h e pow e r

,

to control and S hap e i s v e ry gr e at .

Wh e n w e com e to know t h e po s sibility

Of thi s l aw w e for t h e fi r s t tim e und e r
,

s tand why w e can do what w e will

' ”
.

O ur a s s ociat e s may b e mad e what w e

choo s e ; th e r e for e t h e forming of o u r
,

charact e r s th e quality and e xt e nt Of our

,

growth t h e limitatio n Of o u r powe r s

, ,
 ASS OCIA TES AN D T HE IR VAL UE
will b e d e t e rmin e d by th e d e sir e s w e
e st a bli s h .

E xt e rnal surrounding s hav e an in flu

e nc e on our thought s and f e e ling s A .

long str e tch of blu e wat e r with it s calm ,

maj e stic sw ee p h a s an influ e nc e Gr e e n .

fi e ld s t h e flowe r s t h e tr e e s hav e an in
, , ,

flu e n c e . Attractiv e color s harmoniou s

,

arrang e m e nt have an in flue nc e The .

v e ry p e opl e w e m e e t and the ir dr e s s

, ,

hav e an influ e n ce D i ff e r e nt se ction s of

.

citi e s e x e rt diff e re nt influ e nc e s Th e r e

.

i s a d e pr e s sing influ e nc e that only d e t e r

mination or a compl e t e in difi e r e n c e can
with stand wh e r e suff e ring want and ,

dirt a r e in e vide nc e on e ve ry hand .

O nly faith and vi sion can draw in spir a

tion or stimulating c l e an Wh o l é s o me
, , ,

e nnobling th ought s from surrounding s

t e e ming with filth and hid e ou s with ugli

,

n e s s and whe r e a stifling atmo sph e r e

,

and sugg e stion of di s e a se and m i sfo r

tun e and all that go with such a picture
, ,

a r e pr e s s e d upon o n e .

Th e influ e nc e of e xt e rn al condition s
i s e vid e nt wh e n w e our s e lv e s a r e w e ll
dr e s s e d and f e e l at p e rfe ct e a se with
our s e lv e s ; and t h e r e ve r s e wh en w e a r e
poorly clad and m e e t s om e o n e whom w e
5
[ ]0
 ASS OCIA TES AN D T HEIR VAL UE
would not wi sh to se e u s in that stat e .

That p e rf e ct fe e ling of e a se and r e

s ourc e fuln e s s of which w e a r e con s ciou s

whe n e v e ryt hing about u s i s corr e ct

and pl e a sing do e s not com e wh e n con
,

t r a ry condition s e xi s t . An d s o w e can
not ov e rlook t h e fact that e xte rnal
influ e nc e s which surround u s a r e in ,

the m se lve s a v e ry strong factor in d e

t e rm in in g and maintaining our m e ntal
ton e .

Shap e your s urrounding s and your

contact to condition s a s favorabl e a s p o s
s ibl e to t h e g e n e rating of con t e ntm e nt

and of good impr e s sion s on your s e lf .

P e rmit not hi ng to r e m a in around you

which irritat e s or worri e s H ave tho se .

thing s about which giv e you e a s e and

comfort and which gratify your ta st e s
a n d mak e your surrounding s a count e r

part Of your own se lf P u t th e m in .

harmony with your s e lf and mov e any,

thing from t h e room th a t i s not in

harmony with you It i s ju st a s n e c e s
.

s ary that your s urrounding s b e favor

abl e to you and in harmony with your

ta s t e s a s that t h e Obj e ct s b e for e a cam e ra
b e suitably arrang e d . Th e cam e ra will
r e produc e e xactly what it se e s and so ,

5
[ ]1
 ASS OCIA TES AN D T HEIR VAL UE
will t h e e ye r e produc e in t h e mind and
t h e p e rc e ption s what it s e e s .Th e valu e
Of se l e cting good s urrounding s cannot

b e ov e r e stimat e d
-
.

M any bu sin e s s me n a r e ab s olut e ly u n

abl e to work with any d e gr e e of com
p l e t e n e s s e xc e pt in o n e s pot.T h e littl e

s anctum d e vot e d to e fi o rt s for d e v e lop

ing plan s broad e ning m e a sur e s and

,

r e aching out and caring for gr e a t e n

t e rp ri s e s i s oft e n stow e d in s om e r e mot e
part of t h e building t horoughly inac
c e s s ibl e to inva sion Som e re ligiou s o r
.

d e r s have room s which a r e wholly

d e vot e d to c e rt ain stat e s of t h e mind ,

and e nt e r e d only by tho se who s e e k

the se Th e y b e li e v e that t h e a s sociatio n
.

of t h e room it se lf h a s much to do with

attracting thought s favorable to the ir
purpo s e Such w a s t h e H oly of H oli e s
.

into which no o n e e nt e r e d but th e H igh

P ri e st and h e only onc e a y e ar and aft e r
,

t h e mo st e xacting pr e paration . Som e

b e li e v e thought s e sp e cially wh e n talke d
,

out in a c e rtain room a re lit e rally l e ft

,

the r e Th e mor e such thought s a r e s o

.

talke d out t h e mor e compl e t e ly the y a r e

,

l e ft the r e providing th e r e i s not t h e di s

,
 ASS OCIA T ES AN D T HE IR VAL UE
traction o f th e thought and talk of oth e r
p e r s on s di ffe r e nt in purpo s e and motiv e
, .

Whe th e r thi s i s t h e lit e ral truth or not

i s not important in thi s conn e ction But .

it i s tru e that all Of u s r e quir e a c e rtain

plac e and c e rtain condition s for a e com
,

p l i s h i n g our b e s t work . Th e s e condi

tion s fr e e from int e rruption should b e
, ,

s ought wh e n t h e h e a vy brain work Of

your plan s and purpo se s i s to b e e f

fe c t e d .

Und e r om e condition s long r e aching

s -

e x e cutiv e thought i s impo s s ibl e E v e ry

.

thing s e e m s to con spir e again st it Yo u .

s a y you a r e not in t h e mood for it ; t h e

fact i s your a ss ociat e s a r e not favorable

,

to it P ut your se lf in a situation whe r e

.

your a s sociat e s a r e favorabl e to it and

—
you will ge t r e sult s you will f e e l that
you can think and work out to any
l ength Th e diffe r e nc e will b e a s radical
.

a s though you s t e pp e d from a cold room

to a warm o n e or a s though s om e p e r s on
,

antagoni stic and d e pr e s sing t o yo u had

sudd e nly l e ft t h e room P u t your s e lf
.

and your a ss ociation in harmony with

your purpo se .
C O UR A G E
 C O UR A G E
OU R A G E fundam e ntal fact
is the
o fs ucc e s s It mak e s u s strong
.

in doing what w e hav e r e

s olv e d upon .

Courage give s p e r si st e nce bani sh e s ,

w e akn e ss di splac e s vacillation wi th

,

s t e adin e s s o f purpo s e r e s olv e s doubt

, .

It mak e s h e sitancy and irr e s olution i m

po ssibl e It se nd s u s arm e d with c o n fi
.

d e nc e on our road to succ e s s Confid e nc e .

and th e e xp e ct a tion o f succ e s s draw to

u s all t h e qualiti e s a n d m e ntal forc e s

which contribut e to succ e s s Courag e .

,

th e r e for e i s t h e vital e l e m e nt o f succ e s s

,
.

Th e lack of courag e cr e at e s m e ntal

difficulti e s ; it con struct s ob stacl e s and
barrie r s ; it make s that s e e m impo s sibl e ,

which with t h e e x e rci se o f courag e will

,

b e e ntir e ly po s sibl e Th e lack o fcourag e

.

cr e at e s an e xp e ctation Of failur e and ,

draw s t o u s all th e m e ntal e l e me nt s that

contribut e to failur e It d e stroy s o u r.

confid e nc e in our s e lv e s an d in o u r pur

po s e I t mak e s impo s sibl e that forc e ful
.
,

r e s olut e attitud e which comp e l s succ e s s .

 COURA GE
The ab se nc e of courag e in it s r e lation
to accompli shm e nt i s th e mo st vital h u
man d e f e ct It i s a moral vacuum which
.

draw s into it all that i s m e an small , ,

cont emptibl e shrinking v a c il l a t in g w e ak

, , ,

e n in g d e mor a lizing and d e stroying

,
It .

annihilat e s e v e ry nobl e impul s e .

Courage cre at e s a r e s olut e influ e ntial

.

, ,

strong charact e r a d e t e rmin e d will and

,

a commanding forc e It se cur e s r e sp e ct .

for our aim and confid e nc e and int e r e st

,

in our purpo s e M any p e opl e failing to

.

cultivat e courage wrongly a scrib e the ir,

failur e to Obtain t h e thing s th e y we akly

d e sir e to cau s e s out sid e of th e m s e lve s
,
.

We s ay we akly d e sir e b e cau se strong

, ,

de sir e i s not po s sibl e without courag e .

A d e s ir e which r e s olv e s it s e lf into a com

mand draw s out t h e stre ngth Of all our
m e ntal forc e s and shap e s all t h e phy si
cal condition s and t h e surrounding
influe n c e s favorabl e to achi e v e m ent .

Courag e dar e s to command .

The r e i s nothing that will s o ov e r

whe lm a man with di s grac e and humil
i a t i o n a s t h e lack of courag e In t h e .

s oldi e r it e xpo s e s him to e v e ry e xpr e s

s ion and e xp e ri e nc e of t h e cont e mpt of

h i s fe llow s ' e i s d e spi s e d and a void e d

.
,
b e cau se f e lt t o lack that v e ry qual
he is
ity which alon e fit s him fo r t h e s oldi e r s ’

—
life o r t h e s oldi e r s duti e s t h e only
’

quality that can make him a s oldi e r SO .

in e v e ry walk Of lif e courag e for it s

—
duti e s for it s achi e v e m e nt s for i t s liv
,
—
ing i s so vital that lacking it th e r e
, , ,

i s no d e pth o f cont e mpt in which o n e

i s not h e ld by m e n and wom e n o f forc e
and action The r e i s no h e ritage of in
.

famy s o black a s t he taunt of cowa rdic e

in on e s forb e ar s
’
.

Courag e i s will ; it i s de t e rmi nation

that i s unfl inching It i s t h e pow e r that
.

achi e v e s Cowardic e i s pr e d e t e rmin e d

.

failur e .

Courage e v e n phy sical courag e i s not

, ,

m e r e ly t h e a b se nc e o f fe a r o f bodi ly
harm o r su ffe ring A stubborn animal
.

cringing and fe arful o f it s o wn S hadow ,

will s om e tim e s stand unm e rciful whip

ping o r b e goad e d into n e e dl e s sly su f
,

fe rin g viol e nt puni shm e nt and y e t lack ,

e v e ry principl e o f courag e And man in .

h i s motiv e s and action s s om e tim e s d i s

play s th e uninte llig e nc e o f th e b e a st .

Courag e i s a po sitiv e quality a contin ,

uing forc e Th e e fi o rt which att e mpt s

.

and fail s and mak e s no s e cond att e mpt

,

5
[ ]9
 COURA GE
is not a di splay of courage but of it s ,

oppo sit e Courag e i s n e v e r conqu e r e d ;

.

it n e ve r giv e s up ; it n e ve r admit s d e f e at ;
it n e v e r apologiz e s ; it n e v e r put s t h e
blam e of failur e on s om e thing e l se .

Courag e i s p e r si st e nc e ; courag e i s pluck .

Courag e i s luck b e cau se with courag e

, ,

succ e ss and t h e achi e v e m e nt s w e d e sir e

a r e brought into e xi st e nc e — wrung a s it

w e r e from fat e or chanc e .

Courag e i s t h e r e solution to conqu e r .

It i s not a m e r e e xpr e s sion in word s ;

i t s charact e ri s tic e xpr e s sion i s in action .

It r e quir e s courage t o ex e rci s e t h e p a

t i e n c e that giv e s t h e m e ntal forc e s
r e st that arrang e s th e m and dir e ct s
,

the m st e adily thoughtfully d e lib e rat e ly

, , .

Courag e i s t he ba si s Ofinte llige nt action ,

unyi e lding b e cau se it mak e s yi e lding un

n e c e s sa ry by th e dir e ction and e x e rc i se
o f a l l t h e principl e s which will bring

succ e ss .

Courage surround s it s elf with succ e s s

ful forc e s in t h e s ame way that a r e s olut e
and skillful command e r throw s up en
t r e n c hm e n t s e stabli sh e s h i s lin e s of com
,

m u n ic at i o n and bring s to b e ar all hi s

int e llig e nc e skill an d e fi o rt for th e pro
,

t e c t i o n and str e ngth e ning Ofh i s po s ition .

6
[ ]0
 COURA GE
Courage impli e s thoroughn e s s fore ,

thought de lib e ration tact Courag e

, , .

i s id e nti fi e d with action s rath e r than

word s M e r e vaporing talk o f succ e s s
.
,

o f application o f r e s olution
, o f s t e ad ,

fa stn e s s i s not e vid e nc e Of courag e .

Courag e i s a qui e t force that do e s not

talk of it se lf b ut which n e v e r thi nk s Of
,

victory a s impo s sibl e .

Th e r e s olut e unh e sitating way with

,

which a bulldog attack s i s an e x ampl e

o f t h e brut e forc e o f courag e Ye t t h e .

bulldog e x e rci se s a gre at d e al Of int e l

l i ge n c e in h i s m e thod s not b e cau s e h e
,

f e ar s for hi s e xi st e nc e but b e cau se h e,

s e e k s s u c c e ss ' e go e s right to t h e
.

h e art Of thing s ; h e attack s t h e vit a l

p a rt Th e p a ti e nce t h e cunning t he
.
,
‘

de lib e ration S hown b y animal s o f un

doubt e d courag e a re sub stantive and
in separabl e e l e m e nt s of th e ir courag e .

The y mak e it an int e llig e nt and e fi e c tiv e

thing and n o t a m e r e unint ellig e nt au
t o m at o n .

Courage i s ind e e d t h e e x e rci se o f all

t h e faculti e s . It bring s t o b e ar t h e full
e st int e llig e nc e and an unyi e lding and

a n unc e a sing e fi o r t until t h e aim h a s

b e e n achi e ve d Th e man wh o p e r si st s
.
 t adfa stly and r e s olut ely in a purpo se
s e ,

and do e s not r e linqui sh it until h e h a s

achi e ve d it e xhibit s a courag e a s high
,

and e ve n mor e arduou s than t h e s oldi e r

do e s w h o ri sk s h i s life in t h e conflict of
arm s It i s a moral courage o f a su s
.

t a in e d kind and r e quir e s a strong e r

m e a sur e of p e r s onal forc e oft entim e s
, ,

than t h e sudde n or e v e n he roic ri sk

o f on e s lif e o r phy s ical s af e ty Cour
’
.

a g e in i t s hi gh e s t d e gr e e i s manif e s t e d

in p e r si st e nc e and e n e rgy with calmn e s s

,

and pati e nce e x e rci se d in th e achi e v e

,

m e nt o f a gr e at purpo s e To b e cour .

a ge o u s m e an s both to dar e and t o do .

Th e antith e s i s o f courag e i s f e ar
cowardic e Th e m an without courage
.

i s fe arful a coward crav e n

, ,
Th e se .

t e rm s all e xpr e s s a particular m anife s

t at i o n of t h e lack o r ab s e nc e o f courag e
—a manife station r e cogni z e d and h e ld
in cont e mpt o r d e spi se d F e ar mak e s
.

you doubt t h e like lihood of t h e su c c e s s

o f your e nt e rpri s e It we ak e n s your
.

arm for t h e blow It narrows your .

m e ntal forc e s I t draw s to you all that

.

i s w e ak and vacillating It cr e at e s doubt

.

whe r e doubt should not e xi st I t l e ad s .

you t o apologiz e and e xplain fir st to ,

 COURA GE
your s e lf and the n to oth e r s why you do
, ,

not succ ee d It driv e s you to r e a s on

.

your s e lf into b e li e ving that it i s your

lov e Of luxury of comfort of fri e nd s
, , ,

o r s om e thing e l se which comp e l you to

abandon your e ffort b e for e you have

achi e ve d your en d A slav e to fe ar
.
,

you complain of condition s you whin e ,

at fat e It i s f e ar which prompt s you

.

to b e littl e oth e r s in t h e hop e that the r e by

your own lack Of courag e will not b e
di scov e r e d .

Th e harbo ring of f e ar i s d e s truction

Of t h e powe r of putting fort h e ff e ctiv e
ef fort It paralyz e s t h e e x e rci se of
.

forc e It uncon s ciou sly but subtly im

.

pre s s e s it s e lf on e v e ry o n e with whom

you com e in contact Th e se thought .

forc e s wh e th e r of f e ar or courage a r e
,

ju st a s pot e nt a s word s e xpr e s se d It .

i s not alway s po ss ibl e to analyz e or e v e n

to d e mon strat e th e s e thought forc e s
—
th e s e thought in flu en c e s Of f e ar or
courage But th e y a re f e lt and h av e
.

th e ir con sciou s or un con sciou s influ enc e

—
and e ffe ct on tho s e ab out you a pot e nt
influ e nc e in spit e of your se lf .

Th e man o r woman who s ay s I will ,

'

go and try b u t do not e xp e ct to su c

,
 COURA GE
c e e d, cultivat e s all t h e forc e Of fe ar
”

and abandon s all t h e force of courag e .

Such a o n e pr e par e s for failur e ju s t a s

ab s olut e ly a s anoth e r pre par e s for su c
c e s s It i s ju st a s impo s sibl e to b e strong
.

a n d courag e ou s r e s olut e and d e t e rmin e d

,

in e ffort wh e n o n e i s con s tantly saying

to him se lf I cannot do thi s I mu st fail
,
'
, ,

it i s impo s sibl e a s it i s to re ally d e sir e

”
,

and y e t mak e no e ffort to accompli sh .

Cowardic e in th e bu sin e s s make u p i s -

t h e only r e al Ob stacl e of s e riou s mo

m e nt that succ e s s ful p e opl e hav e to con
t e nd with Whe n it i s onc e re mov e d
.

whe n courag e tak e s i t s plac e e v e ry—

s trok e add s to our s tr e ngth and bring s

accompli shm e nt vi sibly n e ar e r Cour .

a g e s av e s t h e friction o f fr e tting ; it

giv e s fr e e dom from worry ; it give s con

t e nt to t h e mind b e cau se it promi se s ,

and it s promi s e s a re valid and ce rt ain .

F e ar d e stroy s t h e high spirit th e a m

,

bitiou th e commanding pow e r that go

,

out from u s shaping and forming that

,

which i s worthy and stimulating and

,

in spiring aid to it from othe r s F e ar .

o r courag e i s t h e e l e m e nt which d e t e r

min e s t h e fate Of o u r fortun e s Th e .

d e ci sion a s to whi ch it shall b e r e st s

 COURA GE
with our se lve s Courag e includ e s r e s
.

o l u t i o n and bring s about t h e ful fillm e nt

o f t h e t hi ng s r e s olv e d upon N O slav e ry

.

i s s o ab s olut e a s t h e slav e ry of fe ar ; no
s hackl e s s o he avy a s tho s e which f e ar

forge s N O lo s se s a r e s o h e avy a s tho se

.

whi ch fe ar pil e s up .

Courage i s th e ca sting o ut of f e ar .

F e ar and Courag e a re t h e d e t e rmining

influ e nc e s in both individual and world
progr e s s Th e courag e ou s u n h e sit a t
.

in gl y pu s h forward wh e r e oth e r s tr e m
b l e falt e r and h e s itat e
, .

F e ar i s a n e gative forc e ; courag e a

po s itiv e influ e nc e F e ar rob s you o f
.

e v e ry manly in s tinct and t h e pow e r to

,

think and to fe e l n obl e impul s e s It .

cond e mn s you to a s s ociat e with all that

i s w e ak poor and und e sirabl e
, Und e r .

t h e slav e ry of f e ar you cannot think b e

cau s e thought involve s it s t ran sla ti on
into vital action ; and impul s e s a r e only
nobl e a s th e r e go e s with th e m a b e li e f
in th e ir accompli shme nt .

Cl e ar d e t e rminate thinking i s o f t h e
,

high e st valu e but i s only po s sibl e to th e

,

courage ou s mind Avoid cho se n a s s o

.

c i a t i o n with p e opl e w e ak and unc e rt ain

in thought for th ey will b e incoh e r e nt

,

6
[ ]5
 CO URA GE
in purpo s e and doubtful in r e solve .

Avoid it like wi se with tho se who lack

courag e who a r e h e sitating doubtful
, ,
—
,

unc e rtain in th e ir action tho s e who fe ar

to pu sh out B e r e so lu t e in following
.

your own plan s H av e t h e courage of

.

your conviction s Whe n you onc e start

.

out do not allow your se lf to b e change d

from your cour s e e ith e r by t he doubting
argum e nt of othe r s o r by t h e timorou s
influ e nc e s of your own mind If th e s e .

fe ar thought s com e to you th e se cour a ge

-
,

d e stroying e l e m e nt s throw the m o fi

, .

M ak e it a practice n e ve r to think o f
anything unf a vorabl e to your und e r
taking Say to your s e lf I will b e brav e
.
,
'

and I will accompli sh thi s thing ; I will

think of nothi ng e l s e but it s accompli sh
m e nt ; I will r e fu se to think of it a t all
in conn e ction or a s sociation with t h e
thought of fe ar or doubt of i t s outcom e ;
I will ke e p con st antly in mind t h e r e
s olv e I mu st b e succe s sful I will b e
‘
, ,

s ucc e s s ful ; wh e n e v e r I am t e mpt e d by

’

doubt I will drown it ; I will b e sup e rior

to it ; I will call upon my m ental forc e s
for t h e str e ngth of courage for t he ,

pow e r of p e r si st e nc e ; I will b e succ e s sful

b e cau s e I de sir e to b e b e cau se I hav e r e
,
 COURA GE
s olv e d to b e b e cau se I r e fu se t o b e u n
,

succ e ss ful ; I kn ow t h e pow e r o f m y

courag e and I will u s e it ; I h av e con

fid e n c e in that pow e r and I will r e ly
upon it ”
.

D o not b e influ e nc e d by prov e rb s o r

old s aw s The r e i s o n e to ju stify e v e ry
.

we akn e ss Th e y a r e lik e t h e Ol d fa sh
.

i o n e d candl e e xtingui s h e r You can v e ry

.

tidily and d e c e ntly put o u t a candl e with

o n e but you can t light it with o n e B e ar
’
, .

in mind that oth e r s c ann ot know your

bu sin e s s a s w ell a s you do your s e lf ; the y
cannot know your mind nor t h e pow e r s
and purpo se s in it ; th e y cannot m e a sur e
your ability to achi e v e b e cau s e th e y do
not know t h e forc e s at your command .

What th e y Cannot do or fe ar to att e mpt

,

i s no m e a sur e of what can b e don e nor

Of your d e t e rmination to do Th e worth
.

whil e achi e v e m e nt s Of e v e ry d ay life

e v e ry wh e r e a r e accompli sh e d aft e r it h a s

b e e n d emon strat e d that th e y cannot b e

don e You a r e a forc e and a law in your
.

s e lf
. Th e mom e nt you allow anyon e e l s e
to influ e nce you again st your o wn good
thought tha t mom ent you lo s e control
,

of th e e l e m e nt of faith in your s e lf whi ch

in spir e s courage and carri e s with it all
6
[ ]7
 COURA GE
tho se forc e s whi ch courage cr e at e s Ju st .

t h e mom e nt you allow your s e lf to b e

sw e rve d in your cour s e you b e gin acting

on anothe r p e r s on s thought t h e motive s

’
,

and m a in spring s of whi ch you do not

control You surr e nde r to hi s dir e ction
. .

You d e s e rt t h e courag e and r e solution

of your own mind which alon e a re t h e
forc e s that can su stain and carry you to
achie v e m e nt You acc e pt t h e dir e ction
.

of h i s though it coun se l s f e ar and in

,

vit e s failur e By p e rmitting your se lf to

.

b e influ e nc e d in your purpo s e by anoth e r

p e r s on who cann ot judge a s you can you ,

p e rmi t y our se lf to b e w e ight e d d own

wi th an influ e nc e whi ch c annot judg e
of t he condition s that e xi st b e cau se it i s
impo s s ibl e for it to know that mo st
vital and important condition o f all ,

t h e str e ngth of your courage and d e t e r

mination .

B e ab solut e ly fr e e from fe ar o f e v e ry
—
kind f e ar of want fe ar of pov e rty f e ar
, ,

of S ickn e s s fe ar of anyt hi ng Such fe ar

,
.

s ap s your str e n gth at t h e v e ry out s e t of

ef fort It a ri se s from doub t of ability

.

in your s e lf of t h e low e st quality Ye t it

.

i s fe ar of th e se v e ry thing s that cau se s

more failur e and in e ffici e ncy than any
6
[ ]8
 COURA GE
thing e l se b e cau se it h a s b e come t h e
,

fix e d habit of though t of million s of m e n

and wom e n Thi s f e ar thought i s born e
.
-

down on u s from e v e ry dir e ction F e ar .

of all kind s mu st b e bani she d from your

mind F e ar of critici sm of imp e rf e ct
.

m e thod s d e stroy s th e valu e that such

critici s m might hav e for you .

F e ar h a s n e ith e r good nor nobl e r e

su l t s
. I t do e s not r e li e v e your mind
from strain or labor O n t h e contrary
.

it fill s it with worry and fr e tfuln e s s .

It de stroy s m e ntal forc e s which a re of

t h e gr e at e st u s e to you It do e s not
.

stimulat e you to action b u t paralyz e s

e n e rgy . It do e s not surround you with

tho s e phy sical condition s which a r e fav
o r a b l e to succ e s s s in c e it m a k e s t h e a c
,

cumulation of w e alth impo s sibl e It do e s .

not surround you with t h e opportunitie s

for e xt e nding your influe nc e sinc e it ,

w e ak e n s or d e stroys in you th e v e ry
ba si s Of influ e nc e and pow e r .

F e ar i s t h e mo st cont e mptibl e t h e ,

mo st d e spicabl e t h e m e an e st oppon e nt
,

w e hav e to cont e nd with It ha sn t ev e n

.
’

t h e qualiti e s Of sin to comm e nd it for ,

i t do e s not giv e e v e n pa ss ing or t e mp o r

ary pl e a sur e o r gratification Ye t f e ar .

69
[ ]
 COURA GE
i s v e ry p e rv a s ive in it s quality, and in
it s in flu e nc e on human lif e We ought .

th e r e fore to r e s olut e ly d e t e rmin e to k e e p

it out of our e xi st e nc e Th e fr ee r w e
.

can k e ep our mind s from th e se d e st ru c

tive influ e nc e s t h e strong e r w e shall b e
,

in e ve ry r e sp e ct F r e t and worry a re t h e
.

moth and ru s t that corrupt our str e ngth ,

and f e ar i s t h e thi e f that br e ak s through

to st e al our purpo s e Whe n e v e r you fin d
.

fe ar trying to gain an e ntranc e r epul s e

it by a r e s olut e attitude of mind and a
s tr e n gth e ning of purpo s e .

Th e pow e r of t h e individual to a c c o m
p l i s h i s only faintly r e cogniz e d by t h e

majority of m e n and wom e n It i s only .

a man or woman h e r e and th e r e who u n

d e r st an d s thi s tr e m e ndou s po s sibility .

To b eli e v e you can do a thing and to have

t h e courag e to st e adily confi d e ntly and
,

p e r si ste ntly liv e up to that b e li e f i s to go ,

far and achi e v e much The r e may b e .

difficulti e s and ob stacle s but r e solut e ,

courag e will ov e rcom e the m a s nothing

e l s e can and that whe th e r th e y b e e x
, ,

t e rnal difficulti e s or tho s e mor e s e riou s

,

on e s th e difficulti e s and ob stacl e s that

,

ari se within u s Courag e d e stroys t h e

.

injuriou s and oppo sing forc e s by sup

 COURA GE
planting th e m with forc e s that s e rv e u s .

The re i s thu s a doubl e gain .

Courag e i s th e ba si s of happin e s s ;
courag e win s honor and re sp e ct ; courag e
mak e s fri e nd s for u s ; courag e bring s
cont e ntm ent ; courag e i s t h e b e st guar
ant e e of good judgm e nt ; courag e in still s
truth ; courag e bring s patie nc e ; courag e
m e e t s and ov e rcom e s adve r sity Cour .

a g e giv e s lif e mak e s failur e impo s sibl e

, ,

giv e s se lf r e lianc e d e v e lop s influ e nc e

-
, ,

g iv e s forc e fuln e s s and pow e r to thought ,

implant s a lov e for labor i s t h e boon ,

companio n of en e rgy .

P lutarch sa y s Courage con si st s

not in hazarding with f e ar but in b e ing ,

r e solut e in a ju st cau s e ”
A p h r en o l o
.

gi st on e xamini ng t h e h e ad Of t h e D uk e
of W e llington s aid Your G rac e h a s not
,
'

t h e organ of an imal courag e larg e ly d e

v e lop e d
.
” '
You a r e right r e pli e d t h e
”
,

gr e at man and but for my s e n s e of

,
'

duty I should hav e r e tr e at e d in my fir st

fi ght .
”
That fi r st fight in Indi a w a s o n e
,

o ft h e mo s t t e rribl e on r e cord .

F r e de rick th e G re at w a s s o strick e n
with fe ar in h i s fir st battl e that h e ran
away and hid hi m s e lf in abj e ct ov e r ,

ma st e ring and sham e l e s s fri ght But h e .

7
[ ]1
live d to b e com e through a sen s e Ofprid e
,

and duty o n e of th e gr e at stat e sman

,

military ge niu s e s o f t h e world .

G e ne ral G rant d e clare d that h e n e v e r

w ent into a battl e without fe e ling a S ick
e n in g f e ar ; but that n e v e r k e pt hi m out .

Th e h e art s of many gr e at actor s s ink

within the m e ve ry tim e th e y fac e t h e
footlight s ; but that do e s not ke e p the m
from go ing o n D uty and application
.

cre at e courage .

Tru e courage i s th e r e sult Of a proc e s s

o f r e a s o ni ng ; it i s a product of t h e mind .

A brave mind i s impr egnabl e to a s s ault .

To b e li e ve a bu sin e s s or an und e rtaking

impo s sibl e i s th e way to mak e it s o ; im
po s sibiliti e s lik e thr e at e ning dog s fly b e
for e him wh o i s not afraid of th em '
.

Courag e lik e cowardic e i s contagiou s .

F e e bl e n e s s of t h e will indicat e d by spa s

modic action by fit ful e ffort or lack of
,

p e rs i st e nc e i s a mo st fr e qu e nt cau s e Of
failur e Th e v e ry r e putation of b e ing
s trong will e d courag e ou s plucky and i n
-
, ,

d e fatigabl e i s of imm e a surabl e valu e

,
.

N othing that i s Of r e al valu e i s e v e r

achi e v e d without courag e ou s labor .
M E N T A L C ON T R O L
 M E N T AL C ON T R O L
TAL KE D thi s morning with a man
who i s d e v e loping t h e wir e l e s s
t e l ephon e ' e w a s aglow with
.

confi d e nc e in what would sp e e dily

b e accompli sh e d by it D i stanc e and
.

m e dia would b e annihilat e d Soon h e .

,

b e lie ve d w e would b e abl e t o talk plainly

,

and r e adily to t h e man in t h e submarin e ,

forty fathom s b e low t h e surfac e and

a thou sand mil e s away o r to a fri e nd
,

trav e ling in Chin a .

A s though sudd e nly con s ciou s that h i s

confid e nc e might se e m e xtravagant h e
s aid ' Yo u thi nk I m crazy don t
' ’ ’
,

y o u '
'
I do not I r e pli e d N or w a s thi s
,
”
.

m e re kindly o r tactful polit e n e s s Fo r .

in my mind ran thi s thought I know

that wir e l e s s t e l e graphy tran smit s and ,

s om e thing o f how it do e s it ; and w o n

d e rfu l a s t hi s i s I kn ow that thought

and m e n tal control i s tran smitt e d from
o n e individual to anoth e r although I do ,

not know h ow it i s don e Th e wire l e s s .

t e l e phon e t o m e s ee m s l e s s ma rve lou s

7
[ ]5
 MEN TAL CO N TROL
than thi s proj e cting o f thought Of in ,
'

flu e n c e of un e xpr e s s e d comm a nd s or d e
'

S ire s Why th e r e for e should I doubt

.
, ,

t h e l e s s e r marv e l whil e b e li e ving t h e

gr e at e r ' ”

It i s with thi s gr e at e r marv e l in s om e

o f i t s a sp e ct s that I would n o w d e al .

What a r e i t s law s and subtl e a s it i s

, ,

to wh a t e xt e nt can it b e harn e s s e d to
utility and mad e tangibly se rvice abl e '
M an h a s alway s utiliz e d law s long b e
fore h e und e r stood the m Th e Au stral .

ian bu shm an inv e nt e d and skilfully u s e d

t h e boom e rang without s o much a s know
ing that the r e we r e law s in accordanc e
with which it a ct e d SO thought m e ntal
.
,

control that inde scribabl e gra sp which

, ,

you have o n fri e nd s and a ss ociat e s by ,

and through which you r ec e iv e and se nd

o u t influ e nc e s a r e fr e qu e ntly s o po s i
,

tiv e in th e ir op e r a tio n a s to b e of dom

—
in a t in g dir e ction in r e ality an e s s e ntial
e l e m e nt in t h e succ e ss ful manag e m e nt

o f your bu s in e s s Ju st a s you call on

.

your m e ntal forc e s to aid you in your

und e rtaking and draw to you all forc e s
,

kindr e d to your work and purpo s e so ,

you can and do s e nd out thought su g

, , ,

g e stion m e ntal control to your a ss oci

, ,

7
[ ]6
 MEN TAL CO N TROL
at e s and e mploye s for in stanc e which
, ,

a r e r e c e iv e d and act e d o n — a s similat e d

a s it w e r e — a s actually though not a s
,

con sciou sly a s though the y had com e by

,

t h e spok e n o r writt e n word .

Th e fact i s th e r e though t h e e xplan a

-
,

tion may not b e forthcoming at pr e se nt

—
.

Th e thing can b e don e t h e thing i s b e

ing don e It i s a factor in all gr e at
.

achi eve m e nt s involving t h e combin e d e f

fort o f many m en It i s t h e vital forc e
.

—
in l e ad e r ship in con structive organiza
tion .

Can w e con sciou sly d e finit e ly c o n fi

, ,

de n t l y u s e thi s pow e r in advanc e of t h e

di scove ry o f t h e l a w s gove rning it ' Th e
bu shman inv e nt e d and u se d h i s boom
e rang and do e s n t y e t know that th e r e
’

a r e any such thing s a s law s gov e rn ing it .

Th e conc e ptio n of natural l aw would

only com e by O b se rving it s r e sult s it s ,

ph e nom e na .

A gre at bu sin e s s can onl y b e built up

by th e c o op e ration of many p e r s on s o f
-

varying ability and S kill acting along a

commo n lin e of e nd e avor toward a com
mon e n d It will succ e e d in proportion
.

a s t h e e fi o r t s o f all a r e c o ordinat e d and

-

vitaliz e d by t h e in sen sibl e control and di

7
[ ]7
 MEN TAL CO N TROL
r e ction Of o n e guidin g purpo se Thu s .

thi s powe r o f me ntal control i s an e s se n

tial to succ e s sful bu sin e ss and all that ,

can b e known o f h o w to u s e it i s im
portant .

Wh en you have p e r s onally m e t an em

p yl o e you h a v e form e d a m e ntal r e lation
s hip with him that mak e s you much mor e

r e spon s iv e and your mind mor e r e c e p

tive If you wri t e a l e tt e r in a ca sual
.
,

car el e s s way it h a s ve ry littl e influ enc e

, .

If o n th e oth e r hand y o u put into writ

, ,

ing it your ve ry spirit th e int en se int e r

,

e s t and t h e v e ry forc e of your m e ntal

powe r s an awak e ning of int e r e st a re

, ,

sp o n s iv e S pirit a r e arou se d in t h e p e r
,

s o n who r e c e iv e s i t It h a s an e ntir e ly
.

d i fi e r e n t e fi e c t from wha t t h e ca sually ,

care le s sly writt e n l e tt e r h a s An d y e t .

,

curiou s a s it i s t h e two l e tt e r s may not

,

b e couch e d in v e ry di ff e r e nt languag e .

But mar shalling all your m ental forc e s

not only s e nd s th em for what ev e r th ey
,

a re worth with your l e tt e r but it

, ,

arou se s in you a k e e n p e rc e ption of all

t h e e xt e rnal s ourc e s from which h e lp can
com e to th e o n e addr e sse d Your l e tt e r .

i s charg e d with a high voltag e It i s t h e .

word with powe r .

7
[ ]8
 We d o no t full y Und e r stand t h e se
force s ; w e can sca rc e ly hope t o und e r
s tand t he m fully at pr e s e nt We o nly .

know th at t he y do exi st fo r w e fe e l the ir ,

influ e nce in a thou s and w ay s s om e O f ,

w hich h ave b e en Obs e rv e d o r exp e ri e nc e d

by e ve ry p e rs on wh o ha s n o t S hut h i s
e y e s t o th e m .

A re ad y but p o sitiv e d emon st ration o f

t hi s m ent a l cont ro l thi s powe r i s g iv e n
, ,

by th e d i ffe re nt ways y o u tre a t d iffe r e nt

p e r s on s with w ho m you h ave bu sin e s s re
l a ti o n s . Tak e fo r in st anc e a n ag e nt o r
, ,

an e mp loy e in w h om y o u hav e n o p er

so n al int e re st and an o the r in wh om you

hav e g re at c onfid enc e in whom yo u c en ,

t er ho p e an d w ho draw s fr om y ou y our
,

b e st th ought s a nd w ho in spir e s y ou t o
y o u r b e st l e tt e rs Writ
. e y our l et t e r s t o

t h e o n e wh o in spire s t h e m b ut s e nd
r
,

copi e s t o th e oth e r do ing e x actl y t he

s ame wo rk u nd e r e xact l y t h e s ame c o n
,

d it i o n s . Th e on e wi ll p ro s p e r a n d de
v elo p , t h e oth e r w ill fail o r at le a st ,

m e e t with b ut a v e ry me age r succ e s s .

Th e intan gibl e s o m e thin g in t h e way a

thin g i s s aid th e f e e lin g t he m e ntal
, ,

cont rol sp irit forc e o r what e v e r spark

, ,

it i s th at give s life vi tality m e aning , , ,

 MEN TAL CO N TROL
fe e ling and in spiration and produc e s
action i s t h e subtl e thing tran smitt e d
—
,

t h e m e ntal powe r that control s .

F e e l fo r t h e employe t h e succ e s s you

d e sir e fo r him o r h e r ; pu t into your
daily thought s and wi sh e s a strong d e
sir e for hi s succ e s s ; understand h i s
we akn e ss e s and d e sir e that th e y b e
str e ngth e n e d ; carry in your mind h i s

s hortcoming s and failur e s and d e s ir e

that the y b e r e ctifie d and n o t only think

,

out a plan o f work fo r him but writ e

him t h e stronge st l e tt e r s and put your
thought in clo se con stant a s s ociation
,

with him a part o f e v e ry day It i s

doubtful wh e th e r a l e tt e r writt e n with
such a purpo se and in such an attitud e

o f mind i s o f mor e valu e from what it

s ay s than from t h e fact that in writing

it you conc entrat e your mind for th e

time b e ing o n t h e individual and t hu s
,

giv e to him s om e of your m ental powe r

which h e add s to hi s o wn .

' e e p o u t o f your thought s and a s s o

c i a t i o n t h e spirit of worry s colding di s
, ,

cont e nt and kindr e d spirit s for th e y a re

,

hurtful to you and to tho se t o whom

you s e nd th e m They a re hurt ful to you
.

b e cau se th ey put your mind in a fram e

 MEN TAL CO N TR O L
fo r r e ce iving di stracting and d e pr e s sing
impul s e s and mat e rial s Th e y a r e hurt
.

fu l to tho s e to whom you a r e se nding

—
thought m e ntal control —b e cau se your
,

own mind i s turgid and muddy and h enc e

it s s tr e am cannot b e cl ear limpid o r re,

fr e shing .

E ve ry thought o f d e spair o r d oubt o r

di sb e li e f in th e ir succ e s s tran smitt ed t o
th e m e ve n involuntarily mak e s t h e dif
fic u l t i e s o f tho se you a r e trying to le ad ,

to dive rt or h e lp ju st that much gr e at e r

, , .

Forg e tfuln e ss o f th e m unconc e rn fo r

,

th e ir succ e s s n e gl e ct o r ignoring Of
,

th e m may produc e a similar indiffe re nc e

,

t o th e ir o wn succ e s s a similar doubt

,

or care l e s s gu a rding and dir e cting o f

th e ir o w n e f fort s.

Thi s infl u e nc e thi s me ntal control with

,

which w e a r e n o w d e aling h a s a mor e ,

dir e ct po sitiv e powe r o f controlling

,

oth e r s th a n mo st Of u s a re pr epar e d
to appr e ciat e b e cau se o f o u r limit e d
knowl e dge o f t h e law s whi ch gove rn it .

But that t h e succ e s s o r failur e o f an

individual i s gr e atly d e t e rmin e d by l e ad
e r sh ip and that thi s l e ad e r s hip i s larg e ly
,

a qu e stion o f o n e m e ntally acting o n o r

b e ing influ e nc e d by anothe r i s u n qu e s

8
[ ]1
 MEN TAL CO N TROL
t io n e d. Th e ext e nt a nd quali ty o f t hi s
influ enc e o r thi s l e ade rsh ip i s limit e d
only by t h e virility and the d e t e rmina
t i on with which w e e x e rcise it .

N othin g i s e ve r at a stan d still We .

a re e ith e r ga mi n g o r lo s ing E fi o rt .

mak e s gr e at e r e ffort po s sibl e an d o u r ,

powe r to exe rc i se control o r l ea de r ship '

grows a s w e e x e rci se it .

The r e i s not a su cce s sful bu sin e s s man

.

or a succ e s sful o rg aniz e r w h o wi ll n o t

r e call that m any o f hi s empl oye s many ,
,

o f h i s a s s o ciat e s p o s s e s s mor e knowl

e dg e t lmn h e did wh e n h e und e rtook th e ir

.

gu id ance o r l e ad e r ship Th e y may p e r

.
,

hap s hav e had a s good oppo rtuniti e s

,

for study fo r growth as h e But t h e

,
.

m e r e fact that h e und e rt o ok he a vi e r r e

sp o n s ib il iti e s att e mp t e d large r thing s
, ,

d e t e rmin e d o n gre at e r acco mpli s hm ent

and e x e rci se d t h e m e nt al co ntro l re
quire d by thi s l ea de r ship ke pt him in ,

advan c e It i s a natura l de ve l o p me nt
.

carri e d o n an d maint ain e d uncon sci ou sly

but in abun dan t fact .

You will fin d thi s in th e handling o f

all large b o di e s in t h e l e ad e r ship Of all
,

bu s in e s ses Th e he ad o f the bu sin e s s

.

ke e p s o n growi n g ' e maintain s hi s

.

82
[ ]
 ME N TAL CO N TR O L
guidin g influ e nc e h i s powe r t o co ntro l
,

through int e llige nt dire ctio n skillful ,

mana ge m ent and tha t p o we r t o in spir e

c on fi d e nce wh i ch bring s succ e s s t o tho s e

a s s o ciat ed with him an d to th e e nt e r

p ri se The se may b e sup e rior t o him
.

in many qualit i e s ; but until hi s powe r s

b e gin t o wane o r until h e b e gin s to de
,

stroy the m n e gl e ct th e m o r allow th e m

, ,

t o lap s e int o di su se h i s l e ad e rs hip r e

,

main s in ta c t .

TO wil l r e s olut e ly and int e ntly t h e

e n d that y o u hav e in vi e w fo r an a s s o

ciat e o r e mploy e 1 8 t o bring t o be a r e ve ry

me nta l forc e for h i s succ e ss It i s t o
.

make him wha t he co ul d n e v e r b e with

o u t your a i d . Yo u n o t on ly t ea ch hi m
thoroughn e s s and a ccuracy and th e ,

Skill and facil ity whi ch much conco n

t rat i o n and thoughtful de sir e will ge n
e r a t e but y o u se nd hi m alo n g with an
,

e nthu s ia sm an d s piri t whi ch ,

s om e how ,

uncon sciou sly t o him se l f plac e s hi m o n

,
.

t h e road t o succ e s s with a spl e ndid im

p e t u.s E nthu s ia s m a n d t h e s piri t o f
s u c c e s s the r e a ft e r hav e a livin g p e r s on

ality whi ch the y did not hav e b e for e .

The y appe al a s the y w o uld not if p re

s e nt e d o nl y in cold typ e without any
 MEN TAL CO N TROL
p e r son a l touch or th e influ enc e o f a p e r
s o n a l it y go in g with th e m .

The r e i s s om e t hi ng in thi s me ntal con

trol which though l e s s tangibl e p e r
, ,

hap s i s mor e pot e nt than phy sical forc e

, .

I t s ef fe ct r e main s a s a n imp e lling for ,

ward going influe nc e You hav e taught

-
.

your e mploye or a s s ociat e uncon sciou sly

to him to put hi m se lf in an attitud e fa
,

v o r a b l e to h i s succ e s s Yo u hav e mad e

.

him know that thi s attitude o f mind ,

th e se m e ntal force s whi ch you hav e d e

v e l o p e d in hi m hav e t h e pow e r o f con

trolling gove rning and dir e cting oth e r

,

forc e s and drawing the m t o him Thu s .

you have put him in t h e m e ntal atti

tud e cap able o f acquiring all that can b e
acquir e d by hi s individuality and in t h e
b e st po ssibl e attitud e to tak e that which
you hav e to giv e Your work will b e
.

gr e atly facilitat e d and sp e e d e d if you

hav e mad e hi m und e r stand t h e import
anc e o fke e ping o u t of that impov e ri sh e d
fram e of mind which invit e s failur e and
di scourage m e nt impati e nc e lack o f p e r
, ,

s i s t e nc e and kindr e d e l e m e nt s which

int e rc e pt and n e utraliz e t h e strong me n
tal force s which mu st b e appli e d to win
SUCCQ SS .
 MEN TAL CO N TROL
E v e ry stimulativ e cr e ativ e o r he lpful
,

thought thu s se nt o u t add s to and su r

round s it s e lf with all t h e oth e r additional
s imilar h e lpful e l e m e nt s and thu s i s ,

give n not only your individual forc e but ,

all th e othe r add e d forc e s But in t h e .

m e antim e e v e ry h e lpful thought thu s

,

s e nt o u t by y o u h a s b e e n r ene we d t o
,

y o u by thought s e nt o u t by oth e r s fo r ,

t he control y o u a re e x e rci sing i s r e act

ing upon your se lf ; and in st e ad o fimp o v
e ri sh i n g y o u lik e all good e x e rci se it
, ,

incr e a s e s your powe r .

'
N o man liv e th to him s e lf and no
man di e th to him s e lf ”
It i s impo s sibl e
.

for any o f u s to b e fr e e d from o r inde

p e nd e nt Of t h e mental forc e s with which
o u r e nvironm e n t i s charg e d whi ch e ith e r ,

h e lp o r r e tard The r e i s n o such thi ng

.

a s n e utrality o f influ e nc e The se forc e s

.

a r e living thing s and th e ir tran smi s sion

a r e ality Th ey e xi st a s ab s olut e ly a s
.

t h e law s o f gravity Th e mind cannot

.

b e fr e e d from th e m If your e mploy e

.

o r a s s ociat e do e s not r e ce iv e h e lpful ,

forc e ful influ e nc e s h e will r e c e iv e harm

,

ful on e s Th e h e lpful on e s go t o achi e v e

.

y our purpo se ; t h e harmful on e s to mak e

your purpo se t hrough th i s e mp loye o r
,

a s s ocia t e impo s sibl e o f ach e ve me nt

,
i
.

C ontinu e d se parati o n from tho ught

e xcha ng e l e ad s t o m e nta l starva t io n .

Th e r e i s a n a rro wing o f t he horizon o f

t h e mind a we a k e ning o f t he m e nt al
,

p o w e r s a nd s ome o f th e m il d e r forms
,

o f in sa nity in i t s s had e s of m e l ancho l i a ,

d e spond e ncy a n d d e sp air Chi ld re n d e

.
,

ni e d t he a s s oci ation o f pl ayma t e s o f

the ir o w n ye ar s will grow o l d b e fo r e the ir
t im e ab s orbing t h e spir i t o f th e olde r
,

p e r s on s with whom the y ar e surrounde d .

To r et ain th e ir yo uth t he y n e e d th e in
flu e n c e s a n d companion s hip o f y outh a s
ab s olut el y a s the y n e e d physi cal e x e r
ci s e L ik e cr e at e s lik e ; tho ught e l e m ent s
.

co me t o ge the r ju st a s naturally with '

tho se o f th e ir own cla s s a s all oth e r e l e

m ent s combin e with the ir aflin it i e s .

It i s th i s thought e le me nt that p e rm e ‘

at e s all gr e at orga nizat ion s A n d no .

mat te r h o w much physi cal ass oci ation

th e re i s i ft he r e i s no a flini t y o ft hought
'

n o r an y h arm o n iou s action o r r e action

‘

o f m en tal fo rc e s th e r e will b e n o e f
'

,
fe c
t iv e i nt e llig en c e in i t s e f
for t s any m o re ,

th an th e re would b e in a gath e ring o f

‘ ‘

a ut omato n s al l taught to s ay c e rt ain

 ME N TAL CO N TR OL
t hi ng s Without an y of t h e t h o u gh t life
tha t g o e s with the m
In t h e carr yin g o n o r mana ge m ent o f
.

a gr e a t b us in es s t hi s ment al ex chan ge
put s you in c l o se r s ympathy a n d t o uch
x

wit h y our e mplo ye s a nd a sso ciat e s I t .

en abl es yo u t o u n d e rs t an d a n d t o k n o w

int ui tiv e ly mu c h c on c e rning t h em that

would Oth erwi s e en tir e ly e scape yo u i t .

s tanding a n d a p pr e ciat ion whi c h w ou l d

'

b e u tt e rly imp o s s ibl e w e re y o u no t i n

t hi s clo se and sym p ath e ti c t o u c h .I t is
t hi s w hich giv e s y ou ab s olut e c on tr ol ;
whic h in fluen c e s sways dire c t s a nd
, ,

mak e s t he m a part o f y o wrs el f I t .

combin e s i n a com pa ct body th e e nt ire

'

m e mb e rs hip o f t he o rg aniz ati on e ac h ,

m e mb e r as int e lli gen t a s u se fu l t o th e

,

o rg an i z ation and a s n ec es sa ry in t h e
‘

car e o f it a s e a ch part o f t h e hu man

b o dy i s in t h e s e rvi c e of th e b o d y a s a
whol e .

Th e gr e at l ead e r s o f t he wor ld h a v e
'

b e en m e n o f t hi s kind o f influe n oe Th e y
-
.

h av e attract ed l ea d e r s a s gre at a n d a s
influ ent ial a lmo st a s t he ms e lve s But
, .

t h ey hav e b ound t h e e nt ir e or ga ni zat io n

2
 MEN TAL CO N TROL
by t h e clo s e bond o f thi s m e ntal con
trol to a sin gl e purpo se s o that th e re
,

r e sult s fe w mi stake s and littl e lo ss o f

ef fort in unpro fitabl e dir e ction s .

So clo se i s t hi s infl u e nc e o f p e r s onal

contac t and a s s ociation t hat yo u will
Oft e n fin d tho s e unde r yo u writing l e t
t e r s whi ch you can scarc e ly t e ll from
your o wn The y will s o n e arly r e pr o
.

s e nt your o wn thought s your o wn id e a s

, ,

your o wn motive s that the y will se em

,

a part o f your se lf Thi s i s b e cau se

.

th e r e h a s b e com e o n e whol e of which ,

you and th e y a r e e ach a part and a s both

,

you and th e y a re working for o n e e n d

and a re actuat e d by t h e s am e spirit and
influ e nc e d by t h e s am e m e ntal forc e s ,

you natural ly and ine vitably b e come '

v e ry lik e in your m e thod s sinc e t h e ,

action o f e ach i s t h e n e t r e sult o f t h e

play and i nt e r play not only o f id e a s
-
,

but of thi s me ntal control which i s a s

ab s olut e and po sitiv e a s any phy sical
forc e in n ature .

To ge t your e mploye o r your a ss ociat e

into t h e fold to ge t him to t hi nking
—
, ,

r e a s oni ng and r e alizing a s you do to ,

mak e him o n e with you i s th e fir st st e p .

In t hi s proc e s s mor e forc e will b e s ent

88
[ ]
 MEN TAL CO N TROL
o u t than i s r e c e iv e d ; m e ntally y o u n e v e r

l e t go ; y o u stay with th e m with t h e—

individual It do e s not make any dif
.

f e r e nc e what hi s difficulti e s d e pr e s sion s

, ,

di scourage m e nt s a re the y do not affe ct

,

you sinc e yo u hav e drawn about your

s e lf a prot e cting cordon o f s ucc e s sful

force s But the y will affe ct yo u unl e s s

.

the se succ e ssful forc e s with which y o u

hav e surround e d your s e lf a re v e ry much
s up e rior t o t h e un succ e s s ful forc e s which

a n ew e mploye fo r in stanc e ve ry Oft e n

, ,

c onjur e s up and s urround s him s e lf with .

But if the y d o a ff e ct y o u yo u may know

,

it i s b ec au se y o u have n e gl e ct e d t o put
suf fi ci e nt tim e su fli c i e n t thought and
,

conc entration an d forc e into your dire c

tion N o e mploye o r a s s ociat e can b e
.

mad e a succ e s s unl e s s h e i s thu s take n

—
into t h e fold unl e s s you e nt e r in to t h e
spirit o f h i s d e v e lopm e nt .

Som e p e opl e hav e t h e unfortunat e and

di s agr e e abl e t e nd e ncy o f attracting to
the m s e lv e s al l that i s d e pr e s sing and di s
c o u r a gin g
. In many in stanc e s th e y hav e
inde e d come to r e aliz e that th e y cann ot
cr e at e confid ence in othe r p e opl e in th e ir
lin e o f e nd e avor if t he y th e m s e lve s d o
n o t show e vid e nc e o f faith in it An d
.

8
{ }9
so the y have c ome t o re al i z e that t o talk
of m i sfo rt un e s a nd t o b e b lu e i s to c o m

mun i cat e t h e sa me s pirit t o oth e r s Jus t

.

as the y re alize t h at t o st and l n t h e c o ld

w it h litt le clothing o n will he l ik e ly to

c hi ll the m and t o b rin g o n ot h e r di s
a gre m b le co n se qu en c e s so th e y hav e
,

l e a rn e d t o a v o i d th o s e obvi o u s fo rce s
which milit a te again st succ e ss Bu t t h e y
.

ha v e n o t re aliz e d t ha t e v e ry mom ent

sp e nt in e n t e rt a inin g di s coura ge me nt s

a n d h a rp in g o n diffi cultie s ju stifyin g

,

fa ilu r e s and a ssociating with al l t he bad

compa ny tha t suc h thought s b ring at ,

trac t t o the mse lv e s all the r e is t o b e ha d

o f th a t s or t o f unsu cc e s sful for c e s ; that

th e y a re W e i ght in g the m s e lves wit h in flu

enc es which mu st b e s ha k e n o f f b e fo r e
t h e y c an ri s e.

In this prac t ic al m anag e m ent o f an y

bu sin e ss it mu st b e ta ke n into con si de ra
tion tha t ma ny o f t he p e ople who m w e
mu st t ake int o o ur fo ld hav e n o more
.

re a l ex pe ri enc e in b us ine s s m e t ho ds than

a child . T h ey a re ch ildr en in fact N at
.

u ra l l y th e y d e p e n d o n u s fo r guida n c e ,

a nd u n l es s t hi s m e ntal sup port i s forth

'

c omin g th ey a r e n o t goin g t o b e a b l e t o
,

app ly m ethod s more e ffe ctive ly than t he

 mo st in expe ri e nc e d an d incompe t ent o f
u s appli e d a t t h e b e gmnin g of o u r b usi
n es s N one o f t he e xp e rie nc e and t e ach
. .

ings that w e have h ad non e o f th e b e t,

t e r me t h o ds non e o ft h e wi s e avoidanc e s
, ,

non e oft he tho ught ful arranging o fth e ir

for c e s i s going t o apply in th e ir ca se s .

But if t hi s m e ntal support i s fo rt h c o m

ing e ve rything that w e hav e l e arne d all
, .

,
t h e tim e mon e y training and e n e rgy
, , ,

w e hav e sp e nt in p e rf e cting m e thod s w e '

a r e going t o mak e av a il a b l e t o th e m
,
.

Your p o sition is like that o f a man

put in cha rg e o f a complicat e d pi e c e o f
m e chani sm If h e do e s n o t know any
.

thing ab out it s op e rati on h e will fail o f

r e sult s with it n otwith standing th e ma
chine may b e t h e b e st mad e A s w e ll .

might o n e put a man in cha rge o f a

mode rn w a r v e s se l wh o had n o k nowl
e d ge o f it an d e xpe ct him t o Op e rat e
'

it skillfully It i s n o t e no ugh in such

.

a ca se that t h e man h a s b e en tak e n

t hr oug h t h e ship an d it s machin e ry and
,

working s e xplain e d t o him ; it i s n e c es

.

s ary that h e b e guid e d d a y by da y and

t h e mana ge m en t o f o n e part aft e r an

othe r tau ght him until he i s th o roughly
famili ar with t h e wh o l e .
 ME N TAL CON TR OL
Ju st so it i s with t h e n e w employe o r
a s s ociat e E v e ry day th e re mu st b e s om e
.

dir e ction s ome h e lp s om e guidanc e It

, , .

cannot all b e l e arn e d a t onc e any mor e

than e nough food can b e take n in o n e
day to k ee p t h e body nouri sh e d and sa t
i s fie d fo r six .

A promin e nt handl e r o f large e nt e r

pri se s re c e ntly s aid that h e n e v e r p e r
m itt e d a man in h i s e mploym e nt t o carry
o n work in which h e had n o h e art . No
matt e r h o w int e lli g e nt a man might b e ,

h e s aid failur e would r e sult if h e a t

,

t e mpt e d to work without thi s fee ling .

What thi s man m e ant by h e a rt i s t h e

me ntal c c op e ration and r e solution t o
-

draw to t h e ta sk all that i s favorabl e

to it s accompli shm ent and t h e d e sir e,

and will to do so We fin d in almo st

.

e v e ry d e partm e nt o f life that in s om e

way m e n r e aliz e t h e n e e d o f thi s p e r

,

s onal m e ntal forc e for t h e succ e s s o f

th e ir work Som e call it by o n e nam e

.

and s om e by anoth e r b u t the r e i s unan

,

imi t y of conviction t h e r e sult of long

,

e xp e ri e nc e that unl e s s th e r e i s thi s a f

,
fil
i a t i o n and fri e nd ship or a high r e s olv e
,

for hi s work g en e rating tho s e force s

,
 ME N TAL CO N TROL
that a re he lpful t h e b e st and compl e t e st
,

succ e s s will n o t b e s e cur e d .

O n t h e oth e r hand th e r e i s imm e a s

,

u r a b l e pow e r bound up in thi s m e ntal

control R e alizing it s influ e nc e i s but

.

t he fi r s t st e p t o i t s univ e r s al applica
tion and a s e ach e fi o rt in thi s dir e ction
,

incr e a s e s and mak e s po s sibl e gr e at e r e f

fort ju st in that proportion will bu si
,

n e s s e s and mov em e nt s and ent e rpri se s

grow .

We a r e n o w ind e e d but childr e n in

t h e han dling and r e cognition o f th e se
forc e s which su rround u s Th e tim e i s
.

coming whe n th e littl e w e n o w kn ow will

b e incr e a s e d by much that w e a r e only
dimly con sciou s o f o r indi stinctly s e e
, .

Th e d e mon s tration o f t h e e xi st e nc e o f
th e se gr e at e r forc e s will com e with th e ir
full e r acqui sition It will com e in t h e
.

larg e r pow e r t o achi ev e It will only

.

b e in t h e ex e rci s e o f th e m in actual ao
,

c o mp l i sh m e n t through th e m that w e ,

s h a ll com e t o know and t o b e abl e t o

m e a sure th e ir full po s sibiliti e s N o .

m e r e an sw e ring o f t h e mail o n t h e d e sk ,

n o m e r e p e rfunctory h an dling o f t h e

routin e o f daily duti e s will give u s e ithe r

t h e knowl e dg e o r control o f th e s e forc e s ,

9
[ ]3
or give l e ade rship o r o rgan iz mg ab il
us
‘

ity We mu st b e li e v e in t h e t ruth and

.

actual ity o f thi s me nt al c ont rol a n d b e

,

li e ving u se it We mu st d e mon st rat e

, .
”

it s e xi st e nc e in o u r o wn e xp eri enc e
.

mu st l ea rn i t s
F R I C TI ON
 F R I C TI ON
HAT i s itthat w e ar s o u t
and b re ak s down machin
e ry ' F riction What i s
.

it that we ar s o u t and
br e ak s down liv e s ' F riction F ric .

tio n r e tard s action re duc e s product

,

and wa st e s powe r It w e ar s d e stroy s

.
, ,

kill s .

F riction i s t h e mo st con stant probl e m

in m e chanic s It i s t h e mo st d e st ru c
.

tiv e e le m e nt in life L it e rally friction

.
,

appli e s only t o phy sical obj e ct s F ig .

u r a t iv e l y a n d m e taphorically it appli e s
,

t o lif e and t o individual and s ocial r e la

t i o n sh i p s .

A s appli e d t o lif e it i s s o apt a fi gur e

o f sp e e ch that w e d o n o t r e aliz e that it

i s o n e until o u r att e ntio n i s call e d t o it .

We sp e ak o f friction m an organization ,
or b e twe e n individual s o r in o u r o wn
,

life and r e aliz e tha t it i s s o we aring ,

wa st e ful and n e e dl e s s that it s ee m s t h e

v e ry s am e thi ng a s t h e friction o f me
c h an ic s .We hav e l e arn e d many d e vic e s
fo r r e ducing friction in m e chanic s We .

9
[ ]7
 FRICTIO N
practice v e ry fe w fo r r e ducin g it in h u
man life .

Th e gr e at e st cau se Of friction in ma
chine ry i s a failur e t o cl e an t h e machin
e ry Of t h e dirt it accumulat e s Th e .

gre at e st cau se Of friction in life i s fail

u r e t o k e e p o u r mind s fr ee from t h e ir

o w n worri e s and car e s .

Few liv e s w e ar o u t from ov e rwork ,

but m any d o from t h e friction Of fe ar

and fre t and worry TO t h e individual
.

the r e i s a doubl e lo s s ' e suffe r s th e

.

we a ring pain o f friction and lo se s t h e

buoyancy and re sili e ncy Of lif e .

In ord e ring our liv e s so a s to ge t t h e

b e s t o u t Of the m wh e the r t o u s that
b e st i s succe ss in bu sin e s s p e rs onal
,

happin e s s and cont e nt o r influ enc e and

,

l e ad e r ship ov e r oth e r s nothing i s s o im

,

portant a s to avoid hurtful friction I .

s a y hurtful friction ,
b e cau s e in life as
in m e chanic s th e r e i s a n e c e ss ary and
,

a u se ful friction Th e friction b e twe e n

.

o u r s ho e s and t h e floor e nabl e s u s t o

s tand up . Without friction b e lting in

machin e ry would b e u s e l e s s Without
.

friction w e could gra sp nothin g and t h e

rac e would starve t o d e ath and b e de
s troy e d from s he e r inabil i ty t o carry o n

9
[ ]8
 FRICTIO N
the impl e st and mo st ordinary Op e ra
s

tion s SO in life the r e i s a n e c e s sary

.

and u s e ful friction Th e friction Of o n e

.

mind upon anothe r h a s a stimulating and

whol e s om e e ffe ct An d o u t Of t h e fric
.

tion whi ch e mulation and whol e s om e

rivalry and strong in flu e nc e s produc e ,

the r e com e s t h e b e st z e st in life and ,

mo st Of t h e progr e ss .

Th e friction t o avoid i s t h e u nn e c e s
s ary friction Such friction a s in m e
.

c h a n ic s would b e cau s e d by putting s and

in g e a ring s o r in journal s We call that .

s abotag e wh e n it i s don e to d e stroy t h e

machin e ry by t h e workm e n whom th e

machin e ry se rv e s But in life w e o u r
.
,

s e lv e s a re guilty Of mo s t Of t h e s abotage
,

which w e ar s u s o u t .

I am goin g to s p e ak O f s om e Of t h e
cau se s Of friction which hav e lin ed t h e
s hor e s Of tim e with th e junk Of bu s in e ss

and me ntal wre ck s I sp e ak fi r st Of

.

ange r malic e and hat e Th e damag e

, .

the s e do i s pur e s ab otag e Th ey a re .

coar se d e structive sand thrown into t h e

,

g e aring Of that mo st wonde rful m e chan

i sm t h e min d Th e y abrad e and t e ar it
, . .

The y n o t only int e rf e r e with i t s work

 FRICTIO N
ing s but they d e stroy it s powe r to work
,

we ll .

N e arly a s bad p e rhap s quit e a s bad

, ,

a r e f e ar fr e t and irritability
, The y d e .

s troy in a m e a s ur e comm e rcially cal

c u l ab l e .

The n th e r e i s th e fin e r sand and dirt

Of bad habit s Of mind such a s lack Of

conce ntration o r Of continuity o r th e

, ,

clogging up Of t h e machin e ry by t h e
m e r e accumulation Of d e tail s .

It i s s af e to say that t h e av e rage man

or woman could incr e a se th e ir m e ntal
powe r thirty p e rc e nt by t h e e limination
Of friction Th e m e r e s tat e m e nt Of t hi s
.

fact prov e s that v e ry thoughtful sy s ,

t e ma t i c and thorough e fl o rt s hould b e

’

mad e to avoid friction in e v e ry re lation .

Th e e fi o rt should b e fi r st to avoid it in
on e s s e lf N ev e r p e rmit anything t o
’
.

worry or irr itat e you Simply make it .

a bu sine ss principl e that y o u will not

b e worri e d that y o u will not b e irri
,

t a t e d that y o u will not fr e t o r worry

, ,

and abov e all that y o u will n o t allow

,

fe ar ang e r malic e o r hatr e d t o e nte r

, ,

your mind Situation s will ari se and c o l

.

li sion s occur which will t e st thi s d e t e r

mination Giv e t o e ach a s it ari s e s t h e
.
,

[ 1 0 0 ]
 Ph on on .

b e st thou ght that y o u po sse ss N ev e r .

an swe r o n t h e impul s e Of t h e mome nt ,

n o r d e cid e o n a cour s e Of action whil e

in an irritat e d mood If n e c e ss ary lay

.

t h e matt e r und e r con s id e ration a sid e ,

and take it up tw enty four hour s lat e r-

whe n a good night s sl e e p and a calm e r

’

s tat e Of t h e faculti e s will e nabl e y o u t o

s e e t h e m a tt e r in a di ffe r e nt and a tru e r

light and t o handl e it mor e wi se ly and
,

ef fe ctiv e ly
. Wh e n y o u a re t e mpte d t o
tak e e xc e ption s and b e irrit a t e d ov e r
what s e e m s t o b e an inju stic e o r i s un
s ati s factory in any s e n s e put your s e lf
,

in th e othe r p e r s on s plac e and con side r

’

from the ir point O f vi e w TO b e ju st .

r e quir e s r e a s on and thought .

'
Th e man w h o i s in t h e cool e s t mood ,

t h e mo st coll e ct e d mood th e mood mo st,

fr e e o f e ith e r thought or care t h e man ,

w h o i s in t h e l e a st hurry t h e man who ,

throw s ov e r board all anxi e ty a s t o r e

-

su l t s t h e man w h o i s n o t t o o e ag e r
,
— who ,

can l ie b a ck in hi s chair an d make a jok e

o r laugh at o n e wh e n million s a r e t r e mb

ling in t h e balance wh o k e e p s all hi s re

,

s e rv e forc e until it i s n e e d e d — that i s

t h e man w h o can play t h e b e s t hand in
your gam e and mak e t h e b e st bargain
,
”
.

[ 1 0 1 ]
 Th e cont e ntm e nt Of mind that w e ge t
from our work i s it s e lf a matt e r Of gre at
,

valu e It e nabl e s u s to se e e v e rything

.

in a ch e e rful promi sing e ncouragin g

, ,

light It e n a bl e s u s t o b e int e r e st e d in
.

e v e rything a b ou t u s and to forg e t o u r

,

bu sine s s car e s at night b e cau se Of t h e

con sciou sn e s s that whe n t h e day s work ’

h a s b e e n w e ll don e t h e m o rrow will fin d

u s abl e t o d o that d a y s work e qually
’

we ll.

Thu s fa r I hav e s pok e n particularly

Of friction and it s efi e c t o n our s e lv e s ,

but it i s not confin e d t o it s e ffe ct on our

s e lv e s It a ffe ct s oth e r s I t s influ e nce
. .

e xt e nd s in e v e r wid e ning circl e s I n our .

contact and d e aling s with a s s ociat es and

e mploye s th e r e s hould b e car e to avoid

friction Thi s do e s not m e an that th e re

.

s hall not b e a holding up to a high stand

ard Of p e rformanc e ; ind e e d that i s o ne

Of t h e b e st way s to avoid friction .

TO O much play in machi n e ry cau s e s

no t o nl y a lo s s o f pow e r and e f fe ctive
n e ss but incr e a se s friction E v e ry well
,
.

balanc e d p e r so n can b e d eve lop e d to

gr e at e r po s sibiliti e s by an e quitabl e ju st ,

manage m e nt e xp ectin g and r equiring

,

fulfillm e nt O f duty L axity o r p e rmit

.

[ 1 0 2 ]
 FRICTI O N
ting poor m e thod s m e an s di sappoint
,
—
m e nt fre tting and di scont ent friction .

It me an s mor e fo r b e for e thi s fault can

,

b e corr e ct ed st ring e nt m e a s ur e s hav e t o

b e e mployed and thi s in it s e lf may c au se
,

friction Th e fa st e s t hor s e if h e i s ex
.
,

cit e d o r irritat e d may lo se t h e rac e N O .

o n e can d o th e ir b e st e xc e pt whe n the y

have t h e full c o ntrol Of th e ir faculti e s ;

and n o o n e can hav e t h e full c o ntrol Of
the ir faculti e s wh e n the y a re w o rrying ,

di sconte nt e d o r impa tie nt .

It take s an e v e n qui e t st e ady co ur se

, ,

to produce t h e be st re sult s Ov e r stima .

lation i s injuriou s un d e r stimulation i s

,

d e pr e s sing I n e ith e r e v e n t h e r e sult

.

t o b e Obtain e d i s n o t e a sily po ss ibl e and ,

t h e friction which com e s from an u n su c

c e s sfu l and d i s appo intin g e f fort tak e s
away a furthe r e l e m ent Of stre ngth from
t h e b e s t pow e r s Of t h e indivi d ual .

The r e i s no royal road t o harm o niou s

r e lation s It i s a road Of thoughtful
.

manag e me nt and con sid e ration and Of ,

fi rm e ve n rigid r e quir e m e nt that e ach

,

on e s duty b e p e rfo rm e d An y car e l e s s

’
.

n e s s which d e stroy s harmony i s a crim e .

Any laxity th a t p e rmit s car e l e s s in of ,

fec t iv e o r poor m e thod s i s a vi ce .

 FRICTI O N
If yo u ha ve ev e r kep t company with a
rapid walke r and had t o trot e v e ry mo
m e nt or t w o in ord e r t o k e e p apac e yo u ,

know t h e friction and i rritation Of such

a walk Bu sin e s s furn i sh e s an e xact
.

parall el Me thod s can b e taught ju st

.

a s thoroughly a s gait s N agging but ir

.

ri t a t e s and i n fl a m e s and i s a product

Of n e gl e ct Of prop e r m e thod s at s om e
prior tim e .

M e r e contact with a w e ll bal anc e d p e r

s o n will t e nd to calm and se ttl e a nat

u r a l l y irritabl e p e r s on Th e oportunity
.

for a che e rful p ea c e ful r e s olut e qui e t

, , , ,

influ ence in bu s in e ss i s gre at Ev e ry .

o n e with whom y o u com e in contact

s hould b e mad e to f e e l thi s i nflu e nc e ,

to know you for a p e r s on charact e r

i st i c all y s trong in thi s dir e ction Som e .

o n e h a s s aid that t h e control and d i r ec

tion Of our s elve s i s two third s Of t h e-

vict ory in controlling and influe ncin g

othe r s .

Th e mi nd fr e e from worry and friction

h a s alway s a r e se rv e fo rc e Th e char
.

act e r Of thought t h e m e thod Of contact

,

and influ enc e whi ch w e e x e rt have di s

tinct valu e It influe nc e s oth e r s to gain
.

o r lo s s to e nthu sia sm o r d e pr e s sion t o

, ,

[ 1 0 4 ]
 FRICTIO N
achie v e m ent o r failur e I t s influ enc e i s
.

far wide r than e ithe r t h e pl e a santn e s s

o r unpl e a s antn e s s Of t h e a s s ociation t h e
,

s un shi n e o r happin e ss it in spir e s , th e

cont ent o r t h e di scont e nt it e ng e nd e r s .

It shap e s t h e whol e charact e r Of o u r

bu sin e s s t h e whol e natur e Of o u r re la
,

tion s th e charact e r Of tho se w e com e

,

in contact with and o u r o wn characte r

, .

TO avoid friction in our se lv e s w e mu st

n o t only ca st o u t t h e cau s e s Of friction ,

but d e v e lop o u r mind s into e ffe ctive

working condition s F riction i s l e a st in
.

we ll de sign e d and we ll con struct e d ma

chin e ry .

TO avoid frictio n in o u r bu sin e ss it

s hould b e w e ll organiz e d , and the n it
should b e lubricat e d with t h e Oil o f
suavit y .
BUS I N E SS BUI L DI N G
 BUS I N E SS BUI LDI N G
BE AT bu sin e s se s a re n o t th e re

ult o f chanc e o r accide nt ;

s

the y a r e cr e at e d by an int e n se
and su st ain e d d e sire .

It i s not Oft e n po s sibl e t o se e t h e en d

from t h e b e ginn ing but that i s n o re a
,

so n fo r n o t making a b e ginning Fe w .

gr e at bu s in e s se s e v e r took t h e e xact
s hap e the ir c r e ator s pictur e d fo r th e m

at t h e start Usually th e y a r e bigg e r

.

and b e tte r and broad e r than the ir cr e a

tor s pictur e d b e cau se vi sion u sually
,

broad e n s with t h e powe r t o ac hi e ve .

Wh e n y o u hav e found th e e n d Of a thr e ad

y o u may n o t b e abl e to know h o w many
twi st s and turn s it will tak e b e for e it
i s finally unrav e ll e d o r h o w long it will
,

b e ; but if y o u k e e p a firm hold o n o n e

e n d and follow it up b e t h e e ntangl e
,

m e nt e ve r s o intricat e y o u will finally

,

unrav e l it .

The r e i s n o conc eption so gr e at but

that if t h e e fi o rt t o achi e v e it i s follow e d
up a s th e mind c once iv e s it it will b e ,

accompli sh e d .
 BU SI NE SS BUIL DI NG
Th e min d i s t h e archit e ct wh o fir st
draw s th e outlin e s Of t h e structur e and
th e n fill s th e m in TO hav e a d e sire and
.

not to supply it con stantly with mat e rial

whi ch d e ve lop s that d es ir e int o a sub
s t a n t i al r e ality i s lik e drawing t h e fir
,
st

outline s Of a magnifice nt struct ur e b ut ,

doing nothin g furt h e r with it It i s .

building air ca stl e s .

Th e d e sire I spe ak Of a s t h e cr e ativ e

forc e in g re at bu sin e ss e s i s that int en se
and su stain e d d e sir e b ro ad e ning and
,

s tr e ngth e ning which i s su p port ed by t h e

,

conviction o f t h e po s sibili ty Of it s r e ali

z a t i o n and a d e t e rmination t o r e aliz e it
,
.

It i s a de sir e in whi ch yo u ke e p pu shing

o n s t e p b y s t ep t o a gr e at e r un oldin g
f .

It I S lik e d et e rmining o n a j o urn e y and

,

pr o c e e ding r e s olut e ly along t he road .

E ve ry st ep bring s t he e n d Of t h e journ e y
n e are r E ach st e p i s e sse nti al t o it s
achi ev em e nt .

It i s e s s e ntial t o such cr e ation Of ,

cour s e that back Of th e d e si re the re shal l

,

b e t h e pot e ntial qualiti e s Of l e ad e r ship .

The r e mu st b e str ength t o support aim s

and purpo s e s re s olution and p e r si st
,

e nc e ; t h e po w e r t o s hap e a cour se and

t o kn ow that con stant activity and t h e

[ 1 1 0 ]
 BUS I NE S S B UIL DI NG
pu shing Of th e bu s in e s s a re e s s ential t o
achie ve m ent at ev e ry st e p ; that t h e d e
v e l o p m e n t Of e ach e l e m e nt and e ach part

Of t h e bu sin e ss i s e s se ntial t o th e ac c o m
p l i s h m e n t Of t h e whol e T O.pu s h on e s
’

bu sin e s s t o d e ve lop on e s purpo se c o n

,
’

c e iv e d in t h e mind and r e s olut e ly d e t e r

min e d Ou m e an s a st e adfa s t applic ation

,

to it and t h e bringing t o b e ar upon it

,

with conc e ntration and r e s olution e ve ry

m e ntal forc e that o n e po ss e s s e s But .

t o hav e r e s olut e ly in mind a purpo s e i s

t o hav e mad e t h e fi r st and gr e at e s t s t e p
toward it .

The di f fe r e nc e b e tw e e n tho s e w h o
achi e v e m e diocr e succe s s and tho s e wh o
ri se high abov e it i s in thi s m e ntal r e s o
l u t io n thi s d e v e lopm e nt Of a purpo s e
, ,

thi s pu shi n g Of a bu sin e s s .

It i s n o t n e c e s s ary t o th e cr e ation Of
a gr e at bu sin e s s that yo u und e r stand and
r e aliz e a t t h e b e ginning t h e complicat e d
probl e m s that yo u will hav e t o m e e t and
ma st e r But it i s e s se nti al that yo u r e cog
.

niz e t h e n e ce s sity Of doin g e ach thing

a s it ari s e s t o b e don e and doing that
,

thing w e ll doing it t h e b e st within your

,

pow e r Whe th e r a man i s a ma st e r Of

.

m e chanic s o r Of m en h e b e cam e SO by
,
 BUS I NESS BUIL DI NG
l e arning o n e thing at a tim e Th e man .

who n o w control s gre at int e r e st s may

hav e s e e n t h e tim e wh e n h e had only t h e
s light e s t knowl e dg e Of t h e int e r e s t s h e

n o w SO e a s ily dir e ct s .

I hav e r e p e at e dly s aid that t h e ex

e rc i se Of a faculty incr e a s e s i t s pow e r .

Thu s a s you e x e rci se t h e faculti e s call e d

o u t and r e quir e d in building your bu s i

n e s s the ir powe r to m e e t condition s

,

grow s .

H aving r e s olv e d o n your bu sin e s s now ,

proc e e d to pu sh it and pu sh it with eve ry

hour that you d evot e to bu sin e s s DO .

it thoughtfully ; put into it e v e ry me nt al

forc e t hat you hav e at your control .

Th e con stant a s s ociation t h e high r e

,

s olv e with t h e e f fort s that su s t ain and

back it up give you add e d stre ngth for
,

t h e probl e m s and duti e s Of tomorrow .

H aving once r e s olve d upon or d e s i r e d

a calling a vocation a bu sin e s s you will
, , ,

naturally b e dr awn to it Th e r e i s a.

dir e ct forc e that c a rri e s you toward s

t h e Obj e ct Of your d e s ir e E ve ry d ay
.

you a re both con s ciou sly and un c o n

s c i o u sl y working to an e n d And if t h e
.

e n d i s t h e building Of your bu s in e s s r i s ,

ing in your bu sin e s s making your se lf

,

[ 1 1 2 ]
 BUS I NESS BUIL DI NG
a l e ade r among l e ad e r s th e n e v e ry day
,

will fin d you doing tho s e thing s which

advanc e you st e p by st e p in that dirc c
tion With t h e he art se t o n a purpo s e
.
,

with a love fo r it with a con stant a s s o

,

c i a t i o n with it in thought th e r e com e s

,

that dir e ction Of e ffort that e x e rci s e s all

tact and all int e llig e nc e that application
, ,

Of abiliti e s which in du e tim e will mak e

you ma st e r Of t h e situation .

—
F e e l your s e lf a l e ad e r b e li e ve your
s e lf t o b e o n e and y o u p u t your se lf in
,

t h e attitud e and curr e nt that draw s to

you e v e rything that contribut e s t o that
end . D ar e to aim high D a r e to di s
.

play t h e grit th e adh e sion to purpo se

, ,

t h e con stant pur suing Of m e thod s which

s hap e toward t h e e nd s y o u hav e se l e ct e d .

You may not r e ach e xactly t h e point

wh e r e you aim I hav e s aid that fe w
.

gr e at bu sin e s se s shap e the m s e lv e s e x

a c t l y a s th e y w e r e fi r s t conc e iv e d But .

you will com e clo se and e ffe ctive ly t o

your aim .

H av e con fid e nc e in your s e lf R e m e m .

b e r that wh a t oth e r s hav e don e you can

do R e m e mb e r that t h e fi r st e ffort t o
.

ward s succ e s s i s t h e formation in t h e

mind Of a d e sire for succ e s s Of a d e t e r ,

[ 1 1 3 ]
 BUS I NESS BUIL DI NG
mination to suc ce e d Of a r e s olve that you
,

can and will succ e e d and that you hav e

,

t h e g e niu s for labor pati e nc e p e r s i st

, ,

e nc e ; and that you h a v e a s inc e r e and

loving he art in t h e e nt e rpri se .

Court t h e po sitio n you aim for D ir e ct .

both thought and action toward it a s

you would toward th e man o r woman
for whom you had a gre at a ffe ction I n .

an affair Of t h e h e art th e r e would b e

no grumbling you would n o t u se har s h
,

word s you would n o t find fault but you

, ,

would s e e in t h e Obj e ct Of your affe ction

all that w a s b e autiful Yo u would a d .

mire r e sp e ct and lov e it G iv e t o t he

,
.

accompli shm ent Of your bu sin e s s pur

po se t h e s am e kindly con side ration It .

n e e d s t o b e court e d It n e e d s t o b e
.

d e v e lop e d Thi s aim o f your s i s your

.

de stiny if you mak e it so but n o t your ,

fat e Yo u mu st work it o ut
. .

H aving se t your aim r e main ste adfa st

,

to it B e fait hful t o your r e solution

. .

R e m e mb e r that st e ady plodding in o n e

dir e ction mak e s h e adwa y But that run .

ning hith e r and thith e r both fatigu e s and

p e rpl e x e s It tak e s away th e powe r t o
.

dire ct e ffort o r t o e ffe ct purpo s e ' e e p

,
.

your mind cl e ar DO n o t d e stroy it s

.
 BUS I NESS BUIL DI N G
cl e arn e ss with fr e tfuln e s s h e sitancy , ,

doubt wav e ring o r vacillation T e ach

, .

your mind t o r e ly o n it se lf t o f e e l that

,

wh e n onc e it h a s r e ach e d a conclu sion

t h e matt e r i s se ttl e d and that the r e i s
,

l e ft n o op e ning fo r doubt o r any di sturb

ing e l e m e nt Of any kind o r vacillation
, .

A ll di scu ssion o r qu e stion r e garding it

i s for e v e r put b e hind y o u .

Th e h e ad Of t h e cr e dit d e partm e nt Of
o n e Of t h e gr e at e s t m e rcantil e e s tabli s h

m e nt s in t h e world onc e told m e that it

w a s only po s sib l e fo r him t o succ e s s fully
dir e ct h i s d e partm ent by d e ciding e ach
qu e stion Of cr e dit that cam e be for e him
with t h e b e st judgme nt h e could bring
t o be ar o n it at t h e time and th e n r e
,

garding th e d e ci sion a s final putting it ,

b e hind him a s s om e thing s e ttl e d fore ve r .

TO h a v e done oth e rwi s e would hav e

mad e e ve ry d e ci sion n o m a tt e r upon
,

wha t good judgm e nt it w a s ba s e d t h e ,

s ourc e Of hara s sing doubt s and f e ar s

which would quickly hav e worn him o u t ,

and r e nd e r e d hi m incapabl e Of s ound

judgm ent .

It i s t h e athl e t e with t h e b e st ne rve s ,

not th e stronge st mu scl e s wh o win s , .

Th e n e rvou s irritabl e fr e tful rac e hor s e

,
-

[ 1 1 5 ]
 BU SI NESS BUIL DI NG
is unre liabl e It i s ju st s o with bu sin e ss
.

m e n A cool qui e t balanc e d brain not

.
, , ,

e a s ily di s turb e d ge t s t h e b e st r e sult s

, .

N o t only do p e opl e have con fid e nc e in

t h e s e lf controll e d man but t h e pow e r
-
,

Of s e lf control i s it se lf t h e fo undation Of
-

s e lf r e lianc e
-
It i s a known quantity
. .

It in spir e s confid e nc e P e opl e plac e de

.

p e n d e n c e o n it a s ,o n t h e s e ttl e d and
known propo sition s Of life N O o n e can .

calculat e o n unc e rtaintie s N O o n e d e .

p e nd s o r r e li e s o n th e m But e ve ry .

body r e li e s o n that which i s s olid un ,

movabl e unchanging kn own A s yo u

'

, , .

r e ly o n th e s e qualiti e s in othe r s s o y o u ,

r e ly o n th e m in your se lf and that i s t h e

mo s t important thi ng o f t h e t w o
H aving thu s m e ntally d e t e rmin ed Upon
your cour s e and fr e e d your mind from
all unc e rtaintie s you a re n o w in a po si
,

tion to build your bu s in e s s with a cl e ar ,

active brain fr e e from e v e ry purpo s e

e xc e pt t h e ab s olut e progr e s s Of your

bu sin e s s .

It i s n o t a difi cul t matt e r to build

bu sine s s if all t h e m e ntal forc e s c a n b e
conce ntr a t e d upon t h e work in hand It .

i s t h e un s e ttling e l e m e nt s s uch a s worr y

,

and ind e ci sion that de tract ' e e n vig .

,

[ 1 1 6 ]
 BU S I NESS BUIL DI NG
o r o u s, long continu e d labor in t h e pu sh
-

ing Of on e s plan s d o not w e ar o n e o u t

’
.

The y incr e a se on e s powe r and though ’

,

the y may bring h e althful fatigu e th e y ,

only giv e swe etn e s s to r e st and piquancy ,

t o r e cr e ation Th e r e cup e rativ e pow e r s

.

a r e n o t only abl e t o r e plac e what h a s

b e e n con sum e d but to give incr e a se d

,

str e ngth through th e ir e x e rci se An d .

thu s e ach day s work d e ve lop s in t h e

’

mind t h e capacity for large r work t o

morrow It i s thi s growt h Of capacity
.

tha t mak e s po s sibl e t h e re alization Of

gr e at plan s It i sthi s powe r Of capacity
.

t o d e ve lop that r e li e v e s gr e at proj e ct s

from ridicul e It i s n o t t h e sudd e n in
.

s piration Of g e niu s that i s d e p e nd e d o n

t o accompli sh It i s t h e daily de te r
.
,

min e d r e s olutio n that e v e ry hour shall

fin d occupation and e v e ry day i t s c e n
,

tral aim furth e r advanc e d .

It i s ju st a s po s sibl e fo r y o u t o build
your bu sine s s e v e ry day a s it i s fo r yo u
t o p e rform oth e r daily e x e rci s e s M any .

Of t h e b e st thing s accomp li sh e d a re tho se

in which e v e ry st e p forward h a s b ee n
mad e without pr e ci s e knowl e dg e Of what
t h e ne xt s t e p w a s going t o b e You .

s imply know that you m e an t o pu s h your

[ 1 1 7 ]
 BUS I NESS BUIL DI NG
bu sin e s s that yo u m e an to go forward
, ,

and y o u a s sure yours e lf by knowing that

t h e s t e p y o u a r e taking l e ad s y o u fo r
ward and you will b e s ati sfie d t o tak e
,

that st e p firmly confid ently We d o not

, .

n e ed t o know h o w many ste p s the r e a r e

to t h e top Of B unk e r H ill M onume nt to
g e t th e r e But . w e mu s t tak e o n e s t e p
at a tim e and o n e st e p aft e r anothe r ,

without turning back .

O ur conc e ption Of t h e po s sibiliti e s Of

our m e ntal force s and what th e y can
achi e v e i s so limit e d an d SO far b elow
t h e high e st rational point at whi ch th e y
could b e he ld that w e are much more
,

lik ely to dwarf o u r d e sire s than that

th e y should run b eyond u s Fo r e v e ry .
,

day bu sin e s se s a re growing t o a magni

I

tud e e xc e e ding anything Of th e pa st ; d e

v el o p e d ,
—
built u p pu she d to the se di
m e n si o n s by t h e v e ry s am e proc e s s e s by
which small bu sin e ss e s are be ing built
up into large on e s It i s th e habit Of
.

e ach day making o n e st e p in advanc e

,

that will ste adily mount y o u t o any

h e ight which y ou your s e lf conce iv e fo r
, ,

your s elf .

L et a man giv e t o h i s bu sin e ss b ut

e ight hour s a d ay O f cool conci se and
,

[ 1 1 8 ]
 BUSI NESS BUIL DI NG
conc e ntrat e d thought and h e will e x o r
ci s e a tr e m e ndou s powe r fo r it s advanc e
me nt Start o u t in t h e morning with a
.

d e t e rmination to mak e e v e ry mom e nt

Of t h e day a mom ent Ofpre s sur e in pu sh
ing your bu sin e s s and y o u will b e a ston
,

i sh e d to fin d o u t h o w much m o r e y o u .

hav e don e that day than y o u hav e o n

othe r day s wh e n your e ffort w a s pu t
forth in an ind e finit e ind e ci siv e u n c e r
, ,

tain way lacking po sitiv e n e s s and powe r

,
.

H andl e e v e ry subj e ct that ari s e s with

e arn e st cl e arn e s s and conc e ntration Of

mind gi v m g it t h e b e st thought yo u c an
,

bring to b e ar o n it ; di sp a tch it and st a rt

anoth e r part o f t h e bu sin e ss along t h e
road e ach o n e in it s prop e r orde r and
,

y o u will b e s urpri s e d t o fi n d at t h e e n d
Of a few day s h o w fi rmly y o u hav e your
bu sin e s s in hand and h o w much tim e
,

y o u hav e fo r s tudying larg e r plan s and

larg e r advanc e m e nt .

In t hi s po s ition y o u a r e ab s olut e
l e ad e r Yo u may draw t o your se lf all
.

t h e forc e s all t h e plan s all t h e a s si s t

, ,

anc e that h av e e ve r b e e n conc e iv e d o r

sugg e st e d by oth e r s .It i s your bu sin e s s
to do SO But in thi s y o u will n o t b e a
.

para sit e living wholly o n othe r s Yo u

, .

[ 1 1 9 ]
 BUS I NESS BUIL DI NG
wi ll b e g e n e rating from within your se lf
that s om e thi ng with which yo u will re
pay them by d e ve loping the ir force s and
the ir str e ngth and y o u will giv e the m
,

in r e turn that which yo u add t o th em

fo r that whi ch you hav e attract e d from
the m .

Whe n yo u a r e confide nt d et e rmin e d

, ,

pu shing b o u yan t hop e ful ; wh e n your

, ,

courage i s r e s olut e and d e t e rmin e d yo u ,

influ e nc e all t h e p e opl e about y o u your ,

a s s ociat e s and your e mploye s and yo u ,

in spir e th e s am e e l em e nt s in them The y .

f e e l that you a re a l e ad e r that y o u a re

,

a forc e which it i s s af e to follow It r e .

act s o n you rs e lf It i s t h e un s e e n forc e

.

that pu she s your bu sin e s s that pu she s

,

t h e bu s in e s s Of e v e ryon e about y o u and

s tart s tho s e ac tiviti e s which would n e ve r

s e e lif e without thi s spirit

Bu sin e s s cannot b e pu sh e d by t h e m e r e
tre admill Of application TO pu s h a bu si
.

n e s s you mu st b e e xpanding and in c re a s

ing that bu sin e s s in your mind Eve ry .

gr e at e nt e rpri s e h a s be e n gon e ov e r
again and again d e tail by d e tail in th e
,

mi nd Of t h e man who i s making it grow ,

and e ach tim e it i s gon e ove r it h a s a s

s um e d a littl e mor e d e fin it e sh ap e until

[ 1 20 ]
 BUSI NE SS BUIL DI NG
finally it h a s take n form and stimulative
a c tion and b e com e s a r e ality A gr e at
.

accompli shm e nt i s but t h e crystallization

o ft h e m e ntal conc e pt Of that accompli s h

m e nt which pr e c e d e d it .

E ve ry succ e s sful m an live s ah e ad Of

h i s proj e ct ; that i s t o s a y h e form s h i s
,

bu sin e s s b e for e it i s e vid e nt t o th e world .

What e ve r i s don e tod a y w a s thought and

p l ann e d o u t and do n e me ntally b e fore .

And it w a s t h e s ticking t o that m ental

plan that brought about succ e s s .

Important plan s Should b e talk e d ov e r

Oft e n but o nl y with tho se who se int e r e st
,

and motiv e s a r e lik e your o wn It i s .

s aid that Jam e s J H ill talk e d o u t and

.

plan n e d o u t h i s fi r st gr e at t ran sc o n t i
n e u tal railroad long b e for e h e e v e r
owne d a mi l e Of rail road Of any kin d .

N O bu sin e s s should b e allow e d t o

worry and hara s s Wh e ne v e r a bu sine s s
.

fag s yo u o ut th e r e is s om ething wrong

with it E ithe r yo u a r e no t in harmony
.

with your bu sin e s s o r y o u a re gathe ring

,

t o your s e lf forc e s and influ e nc e s which

a r e ho stil e t o your b e s t int e re s t s .

M ak e your mind your partn e r in bu si

n e ss
. L ov e your bu sin e s s L iv e with it
. .

F e e l with it and mak e it a b e autiful

,

[ 1 2 1 ]
 BU S I NESS B UI L DI NG
id e al in your mind and b e a s car e ful in
,

s haping e ve rything fo r i t s advanc e m e nt

and p e rfe ction a s y o u would if you we r e

-

an arti st in making e ve ry strok e Of th e

bru sh add t o t h e e l em e nt Of b e auty in
t h e pictur e Guard your mind from any
.

inva sion Of forc e s which a re oppo s e d

t o s ucc e s s which a r e d e trim e ntal t o it
, ,

which hold it down A s soci a t e with good

.

p e opl e ge t t h e atmo sph e r e Of pro gre ss

,

about y o u A s s ociat e with tho s e w h o

.

r e p e l tho se m e ntal attitud e s that a re not

aggr e s sive and p ro gre s s1 ve .

R e m e mb e r that bu sin e s s do e s n o t grow

by chanc e G rowth i s t h e con se qu e nc e
.

Of m e ntal forc e e xe rci se d daily in pu sh

ing forward your plan s F rom thi s me n .

tal forc e proc e e d s e v e ry action thought ,

’

and dir e ction which gov e rn s and control s

t h e actual op e ration s and e v e n th e d e
,

tail s Of your bu sin e s s DO not S hirk re

.

s pon s ibility Re m e mb e r that y o u a r e

.

t h e archit e ct Of your o wn fortune that ,

your bu sin e s s succ e s s your me ntal r e ach

, ,

your achi e ve m e nt s and t h e achi e ve m ent s

,

Of tho s e about y o u d e p e nd upon t h e r e s o

l u t i o n and aim Of your mind and upon ,

t h e pu s hing Of your bu sin e s s plan s e ve ry

hour Of your bu sin e s s day R em e mbe r .

[ 1 22 ]
 B US I NESS BUIL DI NG
that thi s b ring s not only th e gr e at e st
progr e s s but t h e gr e at e st r e st t h e
, ,

gr e at e st r e cr e ation t h e gr e at e st natural
,

de v e lopm e nt any human b e ing i s cap

abl e Of .

Succ e s s do e s not m e an t h e m e r e a c
cumulation Of mon e y That i s but a part
.

Of t h e succ e s s Of whi ch I sp e ak The r e

.

i s a succ e s s gr e at e r than t h e m e r e a c
cumulation Of mon e y It i s th e a c c o m
.

p l i s h m e n t Of a worthy purpo s e
, t h e d e

v e l o p m e n t Of your s e lf and your a ss o

ciat e s t h e cr e ation in your se lf Of th e

,

qualiti e s Of l e ad e r ship It includ e s a

.

broad e n e d vi sion .
E N T' US I A S M
 ENT' US I A S M
H ER E i s no e l em e nt SO import
ant in a succ e s sful bu sin e s s o r
a succ e s sful life a s e nthu sia sm .

Ye t it i s an e l e m e nt Oft e n not
thoroughly und e r stood o r v e ry accur
,

at e ly m e a sur e d It i s rar e ly giv e n t h e

.

d e gr e e Of import anc e t o which it i s en

titl e d ; it i s Ofte n n e gl e ct e d altog e the r .

E nthu sia sm i s faith in action . F aith

'

b e li e v e th all thing s .
”
E nthu sia sm put s
that b e li e f t o th e t e st Th e enthu sia st
.

b e li e ve s that t h e thing can b e done ; h e

h a s faith t o b e li e ve that it ought to b e
don e ; h e h a s e nthu sia sm to do it .

TO t h e unthinking e nthu sia sm i s but

t h e foam o n t h e d e e ply s tirr e d wat e r s .

In truth it i s t h e striving Of th e wat e r s

,

th e m se lv e s It i s th e v e ry life Of e fi o rt
. .

It i s t o e ffort what fire i s t o coal what ,

st e am i s t o t h e e ngin e what a light e d

—
,

fu s e i s t o a charge O f dynamit e t h e
vital forc e which bring s action .

It i s e nthu sia sm which give s sparkl e

t o t h e e y e light t o t h e count e nanc e
, ,

spring and action t o t h e s t e p c e rt ainty

,

[ 1 27 ]
 EN T H U SIASM
t o the f
efort and forc e and vigor t o th e
,

mov e m e nt .

E nthu sia sm giv e s charact e r and vital

ity to d e sir e It i s t h e diffe r e nc e b e
.

twe e n wi s h and d e t e rmination ; b e twe e n

t h e in animat e body and t h e living act ,

ing human b e ing .

E nthu sia sm i s t h e in spiration Of e f

fort ; t h e powe r that bring s succ e s s It .

i s t h e inward pow e r through which th e

arti st conc e iv e s an id e al and r e ach e s it .

It i s that pow e r within him s e lf which e n

abl e s t h e actor to liv e in h i s part It i s .

t h e irr e s i stibl e forc e which sw e e p s and

s way s and carri e s you wh e n you h e ar a

grand pi e c e Of mu sic o r a wond e rful ,

s ong o r a gr e at oration
, It i s th e g e niu s
.

Of lif e . It i s that which mak e s t h e dif

f e re nc e b e twe e n t h e anim at e living , ,

moving acting accompli shing forc e s

, , ,

and t h e d e ad forc e s Ofnature which hav e

n o mov e m e nt Of th e ir own which hav e ,

no spirit which have no life

,
.

Th e di f fe r e nc e b e tw e e n work and e n
t h u si a st i c work i s t h e di ffe r e nc e b e twe e n
failur e and succ e s s I t i s t h e diffe r enc e
.

b e twe en w ork without aim purpo se and ,

d e t e rmination and work p e rme at e d by

,

faith purpo se and vigor

,
.

[ 1 28 ]
 EN T H U SIASM
Th e monotonou s indi ffe r e nt spiritl e ss
, ,

talk that fail s t o convinc e fail s b e cau se

,

it lack s faith sinc e rity and purpo s e

,

e nthu s ia sm .

I t i s e nthu sia sm that convinc e s and

in spir e s to action Lik e b e g e t s like ; e n
.

t h u s i a sm e ng e nd e r s e nthu s ia sm It i s .

a s po s itiv e a s t h e law Of gravitation It .

i s a s far r e aching a s t h e human mind

-
,

a s pot e nt and forc e ful a s imagination

can conc e iv e ; i t i s a pow e r which car

rie s e v e rything b e for e it .

It i s e nthu sia sm dir e ct e d to u se ful

e nd s s upport e d by worthy purpo s e s and
, ,

carri e d by a s trong and nobl e int e nt

which h a s accompli sh e d all that i s gr e at
in art or sci e nc e in r e ligion in r e form
, , ,

e v e n in bu s in e s s and t h e pro sa ic utiliti e s

Of life which m ay b e a s nobl e and grand

,

a s t h e oth e r achi e v e m e nt s .

E nthu sia sm i s both an in spiring and

a su staining pow e r N 0 gr e at thing h a s
.

be e n accompli s h e d without it and no ,

gr e at thing but r e pr e s e nt s th e nobl e e n

—
t h u si a s m u sually cl e arly trac e abl e Of ,

s om e lofty s oul .O ur nation e xi st s b e

cau s e Of t h e patriotic e nthu sia sm Of it s
found e r s ; th e church w a s built in t h e
holy e nthu sia sm Of t h e F athe r s Th e .

[ 1 29 ]
 E N T H U S IA SM
t am e ngin e th e oc e an cabl e th e t e l e
s e , ,

graph t h e a e roplan e and e v e ry triumph

,

Of man ove r t h e forc e s Of natur e i s a

monum e nt to t h e patie nt p e r s i st ent , ,

ov e rcoming e nthu sia sm Of s om e man o r

s e t Of m e n Th e fr e e dom t h e d e m o c
.
,

racy t h e progre s s Of t h e world all b e ar

,

tribut e to e nthu sia sm E nthu sia sm faith .

,

in action t he imp e lling su staini ng and

, ,

accompli shin g pow e r Of fid e lity t o truth

and the m se lve s mad e Wa sh ington t h e
F athe r Of hi s Country and L in coln it s
Savior a s it w a s t h e st e adfa st un yi e l d
, ,

ing e l e m e nt which carri e d G rant and h i s

compatriot s through t h e day s Of trial ,

dange r and unc e rtainty .

It w a s e nthu sia sm that enabl e d So c

rat e s to die lik e a philo s oph e r ' oroa st e r ,

farth e r b a ck than m e mo ry t o live a s a ,

gr e at t e ache r ; Confuciu s to implant en

durin g ide al s in t h e liv e s Of an anci ent
p e opl e It w a s through e nthu sia sm that
.

M ohamm e d b e cam e t h e proph e t Of A ra

bia and in our tim e Of t w o hundr e d
,
.
,

million s Oft h e human race I t w a s f a ith .

,

e nthu s ia sm that mad e Buddh a t h e light

,

Of A sia and J e su s Chri st th e light Of

,

t h e world .
 EN T H U SIASM
E nthu ia m ge n e rat e s a d e e p
s s -
se at e d
impul s e Som e tim e s e nthu sia st s a re
.

call e d cran k s ; but aft e r all e nthu sia sm

, ,

m e an s r e solution and co n fid e nc e in on e s ’

ability t o carry th e ta sk o n to succ e ss .

It m e an s t h e po s se s sion Of an e l e m ent
which attract s and hold s e v e rything that
aid s and s tr e ngthe n s purpo s e a s c e r ,

t a i n l y and unive r s ally a s t h e m a gn e tic

influ e nc e o r t h e l aw Of gravitation
, .

E nthu s ia sm m e an s t h e conviction
which i s ev e ry day add e d t o and b e
com e s large r with e v e ry succ e e din g hour
and e ve ry adde d thought It i s t h e e l e
.

me nt tha t a writ e r h a s said e ithe r '

mak e s o r br e ak s on e s fo rtun e’ ”
By .

t h e thought l e s s e nthu sia sm i s s om e tim e s

,

s n ee r e d at a s a hobby ; b ut a s an Old
' ”

e ducator s ay s I b e li e v e in making a
'
,

hobby o f e v e rything I go at fo r that ,

m e an s succ e s s ”
.

N O man e ve r ro s e v e ry high w h o w a s
n o t animat e d by e nthu s ia s m N O achi e v e
.

m ent that h a s bound up th e gr e at e ffort s

Of a man h a s e v e r b e e n fre e from it .

N apol e o n s aid I would rath e r have t h e

,
'

e nthu s ia s m Of my s oldi e r s and h a v e th e m

half train e d than hav e t h e b e st fighting

-
,

machin e s Of E urop e wit hout it ”

.
 EN TH U SIASM
E nthu sia sm an e l e m ent which noth
is
ing daunt s which f e ar s nothing which
, ,

grow s strong e r with e v e ry difficulty ,

which e xpand s with e v e ry achi e v e m e nt ,

which i s ne ve r at r e st which acc e pt s o n e

,

achi e v e m e nt a s but t h e st e pping ston e

to anoth e r and larg e r It i s that pow e r
.

ful irr e si stibl e forc e which find s grati

,

fic a t i o n only in achi e v e m e nt .

T O hav e e nthu sia s m you mu st l ov e

your bu sin e ss ; you mu st b e in he art and
h a rmony with your unde rtaking ; you
mu st b e li e ve in it s broad r e ach ; yo u mu st
hav e faith in it s gr e atn e ss ; and you
mu st r e aliz e that your pow e r in t h e
world i s subj e ct to s om e on e s control ’

and that thi s s om e on e should b e your ,

s e lf . What i s will e d i s alr e ady ha lf
,

don e if that will h a s b e hind it t h e r e s o

,

l u t i o n and h e art e ffort t h e e arn e stn e s s

,

Of purpo s e t h e int e n s ity Of faith which

,

—
con stitut e s e nthu sia sm a fir e that burn s
bri ghtly and n e v e r low e r s it s flam e il ,

l u m in a t in g all that i s nobl e .

A rchde acon F arrar s ay s Of e nt hu

s i a sm
‘
It impli e s an ab sorbing p a s ,

s i o n a t e d e votion for s om e good cau s e .

It m e an s t h e stat e Of tho s e whom St

—
.

P aul h a s d e scrib e d a s f e rv e nt lit e r

‘ ’

[ 1 3 2 ]
 EN T H U SIASM
—
ally boiling in S pirit‘
It d e scrib e s
.
’

t he s oul Of man no long e r m e an an d

e arthly ,
but t ran sfigu re d uplift e d di , ,

lat e d by t h e spirit Of G od Whe n a man .

i s an e nthu s ia s t for good h e i s S O b e ,

cau s e a S pirit gr e at e r than h i s o wn h a s

sw e pt ov e r him a s t h e br e e z e wand e r s
,

ove r t h e d e a d string s o f s ome A e olian

harp and sw e e p s t h e mu s ic which S lum
,

b e r s upon th e m n o w into divine mur

,

mu rin g s and now into s tormy s ob s

, .

Without e nthu sia sm Of s om e

nobl e kind m a n i s d e ad ; without e n t hu
s i a sm a nation p e ri sh e s O f e ach man
.

it i s tru e that in proportion to th e fi r e

Of h i s e nthu sia sm i s t he grand e ur Of h i s
—
life ; Of e ach nation for t h e nation i s
—
but t h e r e fle ction Of t h e individual i t i s
true that without e nthu sia sm it ne v e r
h a s t h e will much l e s s t h e pow e r to
, ,

undo t h e he avy burd e n o r to aton e for

t h e intol e rabl e wrong . M o st
Of u s a r e drow sing and S lumb e ring in
moral acqui e sce nc e ; t h e cry Of t h e mi s
c rabl e ring s in o u r e ar s and w e h e e d it

n o t ; t h e wayfar e r w e lt e r s in hi s blood

by t h e wa y sid e wound e d and half d e ad

, ,

and aft e r o n e cold glanc e w e car e fully

pa s s by on t h e othe r S id e ”
.
 EN T H U SIASM
Th e influ e nc e Of e nt hu s1 a sm i s il l im
i t ab l e N 0 o n e can t e ll into what im
.

m e a surabl e fie ld s t h e influ e nc e Of a singl e

e nt hu s ia s t c an s pr e ad ; b e ing almo st di

vin e t h e pow e r Of e nthu sia sm i s an al

,

mo st sup e rhuman powe r I f it i s ba se d .

o n s ound e arn e s t principl e s radically

,

corr e ct and strongly intr e nche d it will ,

command t h e confid e nc e tru st and su p ,

port Of th e wo r thy and t h e forc eful

e v e rywh e r e .

Wh e n w e sp e ak Of e nthu sia sm it i s ,

not o f s om e thing ind e finit e intangibl e ,

and impo ssibl e Of m e a sur em e nt ; but w e

sp e ak Of a d e finit e and d e s cribabl e forc e

Of t e st e d and m e a su re d str engt h ba se d

o n s olid practical principl e s t h e forc e
, ,

Of who se in flu e nc e can b e mad e t o r e ach

,

t o t h e accompli shm e nt Of any d e sir e d

good P e t e r t h e He rmit went bar e foot e d
.
-

through E urop e pre aching t h e Cru s ad e ,

and t h e mo st important and far r e aching -

ac tiviti e s Of th e middl e ag e s w e r e se t
in motion Clark s on with a small print
.

ing pre s s and a n egro lad told tw enty ,

million s Of p e opl e that slave ry w a s

wrong and slave ry di s app e ar e d It w a s
,
.

t h e tr e m e ndou s e nthu sia s m Of H ahn e

mann tha t found e d t h e gr e at hom e o
[ 1 34 ]
 EN T H U SIASM
pathic school Of m e dicin e F lor e nc e .

Nightingal e t hrough t h e powe r Of e n

,

t h u si a sm cr e at e d that r e volution in t h e
,

law s Of w a r r e pr e sent e d by t h e R e d
Cro ss F ath e r D ami e n mini st e ring to
.

t h e l e p e r s Of M olokai by t h e pow e r Of
,

h i s e nthu sia s tic s e lf sa c rific e focu s e d sc i

-

e nt ific att e ntion o n l e pro s y to such e f

fe c t that t h e e xtinction Of thi s Old e s t

known di s e a se in t h e world i s m e a su r
ably in vi e w It w a s t h e sublim e faith
.

and invincibl e e nthu sia sm Of Columbu s

that r e v e al e d t h e n e w world .

E nthu sia sm without s olid purpo s e i s

as forc e l e s s a s imp e rfe ctly confin e d
s t e am. E nthu sia sm l e ad s t o that thor
o u ghn e s s that car e fuln e s s Of campaign
,

ing which p e rf e ct s e ffort It i s a pow e r

.

t o achi e v e n o t me re ly t o mak e a tt e mpt s

, .

All gr e at e nthu sia sm s hav e had strong

mat e rial fo r the ir ba si s Th ey have .

achi ev e d b e cau se th e y hav e b e en sound ;

b ecau s e th e y have b e en thorough ; b e
cau se th ey hav e b e en tru e .

E nthu sia sm fi r st m ak e s i t s applianc e s ,

it s e ngin e s providing t h e pati e nc e toil

, , ,

e arn e s tn e s s and p e r s i st e nc e which a r e

n e c e s sary fo r cr e ativ e achi e v e m e nt It .

the n t urn s t h e st e am into t h e cylinde r s ;

[ 1 3 5 ]
 EN T H U SIASM
t he wh e e l s b e gin to turn and t h e gre at
powe r stor e d up i s dir e ct e d to moving
t h e product s Of t h e world . It i s in much
t h e s am e way that t h e forc e s Of t h e
brain a re mar sh alle d A n d thu s a c
.

c o mp li s h m e n t e xpan d s and r e ach e s out

to t h e limit Of our pati e nc e o u r e arn e st

,

n e s s our courag e and th e immovabl e

,

conviction s which a r e withi n u s .

It i s a fr e qu e nt wi sh Of youth that
it had liv e d in th e romantic and a dv en
—
turo n s p a st in s t e ad Of t h e pro saic
,

—
pre s e nt wh en battl e s w e r e to b e fought
and victori e s at arm s to b e won ; wh e n
s om e gr e at ,
nobl e cau s e now achi e ve d ,

n e ed e d l e ade r s and s oldi e r s But t h e

.

pr e s e nt i s no more pro s aic than t h e pa st ,

e xc e pt to pro s aic mind s . Th e pr e s e nt

h a s cau se s tha t n e e d brav e s oldi e r s and
g al lant l e ad e r s not l e s s noble than tho s e
,

Of t h e pa st .

G r e atn e s s i s not t h e r e sult Of sp o n t a

n e o u s acqui s ition of powe r it i s t h e g e n
,

c rating Of pow e r within on e s se lf It

’
.

i s k e e ping con stantly light e d that fir e

O f e nthu s ia s m which carrie s you ov e r

t h e di sh e art e ning day s an d all t h e dilf i

c u l t i e s ; which mak e s you s e arch with

e v e ry dawning day s om e b e tt e r und e r

[ 1 3 6 ]
 EN T H U SIASM
s tanding Of your se lf s om e s tronge r , ,

clo s e r abl e r control and shaping all t h e

,

forc e s within you Th e di ff e r e nc e b e

.

twe e n a we ll train e d powe rful mind and

-

t h e o n e that accompli s h e s nothing in t h e

world i s t h e di ffe r e nc e b e tw e e n th e ir e n
t h u s i a sm and d e v e lopm e nt .

We a r e apt to look too much to in flu

e n c e s b e yond pow e r s e xt e rnal to u s and
, ,

too littl e to t h e thing s which a r e within

our se lv e s Bound up within u s th e r e i s
.

a g e niu s and a pow e r fo r ac hi e v e m e nt ,

t h e d e pth and e xt e nt Of which d e p e nd s

e ntir e ly upon u s and o u r e f fort It d e .

p e nd s upon what w e will ; and wh e n w e

s a y thi s w e m e an that e v e ry r e s olution ,

lik e e v e ry promi se ought to b e mad e

,

good by p e rformanc e .

L e t u s not b e m e r e dr e am e r s idling ,

away t h e grand o pp o rtu n l t i e s Of life .

L e t u s b e m e n and wom e n Of action Of ,

r e solution ; l e t u s b e achie v e r s ; l e t u s
r e aliz e tha t t h e world i s an op e n o pp o r
t u n it y and that th e r e i s no limitation
upon u s but that which w e plac e on our
s e lv e s ; that th e y who hav e t h e courag e
[

to s ay I will can b e both captain Of

' ”
,

the ir s oul and ma st e r Of th e ir fat e ; and

that t o b e ma st e r Of on e s se lf and ’

[ 1 3 7 ]
 EN T H U SIASM
on e s fat e m e an s t h e achi ev e m e nt Of
’

all that t he h e art con sci enc e nobility

, ,

a n d str e n gth Of p e r s onality d e s ir e .

'
If w e we r e t o divide t h e life Of mo st
m e n i nto twe nty e qual part s w e would
fin d at l e a s t n in e t e e n Of t h e p a rt s m e r e ly
gap s o r cha sm s which a re fill e d n e ith e r
with pl e a sur e nor bu sin e ss The mo st
.

prop e r thing t o fil l in t h e gap s i s r e a d

ing Of w ell cho se n book s .

' e i s n o t only idl e wh o do e s noth

ing but h e i s idle wh o might b e b e tt e r
,

e mplo y e d
”
.

'
Th e pe culiar train O f thought which
a man fall s into w he n alone t o a d e gre e
mould s a man .
”
LOO ' I N G FO R WA R D
 LOO ' I N G FO R WA R D
' E ailor going aloft mu s t
s , ,

e v e r k e e p looking hi gh e r or

lo se h i s poi s e and s e n se Of
s e curity ' i s s af e ty hi s e f
. fi ,

c i e n c y d e p e nd s upon it Th e navigator
.

s ailing unknown and unchart e d s e a s

k e e p s t he mo st vigilant lookout ahe ad .

L ooking F orward i s t h e m e an s Of
bo th s afe ty and progr e s s .

L ook forward R e m e mb e r th at your

.

origin what y o u hav e achi e ve d t h e lim

, ,

it a t i o n s o f your calling your difficulti e s

,

and failure s a re all thing s Of t h e pa st

,
.

Yo u a r e n o t chain e d t o th e m ; you a re
libe rat e d into a sph e r e a s e xt e n siv e and
bro a d a s e ve r man fac e d Yo u a r e like .

t h e e agl e t that i s l e arning t o fly ; t h e

he ight Of y our s oaring may b e what yo u
make it .

DO n o t limit t h e futur e by th e pa st ,

for in t h e pa st yo u w e r e a di ffe re nt
p e r s on from what y o u a re n o w Co n .

d it i o n s hav e chang e d ; y o u your s e lf have

change d Your horizon h a s wid e n e d and
.
,

a conc eption and r e alization o f your

[ 14 1 ]
 L OO KI NG FORWARD
powe r s h a s come to you and a d e ve lop
m e nt h a s tak e n plac e Yo u a re no longe r
.

circum scrib e d by t h e limit e d aim s and

purpo s e s Of your form e r life ; yo u a r e
abr e a st with t h e world s gr e at l e ading
’

forc e s If you will y o u a re but in t h e

.
,

youth Of your bu sin e s s ; you hav e but to

p e rf e ct your work .

H ave you e v e r gon e back to vi sit th e

hom e an d sc e n e s Of your childhood '
' o w narrow t h e str e e t s s e e m ' ' o w
dull and unprogre s siv e many Of th e
p e opl e w h o in your childhood s e em e d
to you t h e v e ry e s s ence Of sagacity and
bu s in e s s acum e n ' Th e hou s e with t h e
cupola that s e e m e d SO larg e s o import ,

ant h o w subdu e d and small it s e em s

,

now ' Th e bridg e ne ar t h e sch OOt o u s e

that s e e m e d such a m a s siv e pi e c e Of en
g in e e r i n g h a s dwindl e d almo s t a s much
a s t h e rivul e t it span s .

But th e s e thing s hav e not change d It .

i s you who hav e chang e d Your e xp o .

ri c u c e h a s e nlarg e d you Your m ental .

horizon h a s wid en e d You hav e grown

.

and you hav e acquir e d n e w standard s Of

compari s on .

G O back among Ol d fri e nd s Som e Of .

th e m hav e grown a s you h av e and yo u

[ 1 4 2 ]
 L OO KI NG FORWARD
r e cogni ze that the y t o o hav e b e e n look
, ,

ing forward O f oth e r s wh o in t h e ye ar s

.
,

that hav e gon e se e m e d b right activ e and ,

capabl e yo u a re a stoni sh e d at the ir lim

,

i t a t io n s It i s n o t that th e y hav e r e tro

.

grad e d The y hav e simply drawn down

.

t h e curtain s Of fo rward outlook ; th e y

s topp e d wh e r e th e y w e r e .

Th e r e a re t wo a sp e ct s Of looking fo r
ward We look forward in orde r t o e f
.

f e ctive ly plan ; an d w e look forward

b e cau s e w e a Spire We only truly look
.

forward whe n w e both plan and a spire .

L ooking F orward e n abl e s u s t o shap e

o r cour s e an d p e rf e ct o u r plan s and
u
o u r m e thod s We can giv e th e m n e ith e r
.

comp l e t e n e s s n o r e ffe ctiv en e s s othe r

,

wi se Th e archit e ct w h o con struct s a

.

building o n plan s that hav e be e n car e

fully laid Out in advanc e know s e xactly
what i s t o b e done at e v e ry point Th e .

di ffe r e nc e b et w e e n looking ahe ad and an

t i c ip at in g an d kn owin g t h e futur e Of
your bu sin e ss and n o t doing SO i s th e
, ,

diffe r e nc e b e twe e n building a hou s e wi th

pl an s and building o n e without Co n .

c e iv e fo r a mom e nt an intricat e s tru e

tur e b e ing built room by room without

a n y d e sign o r int e llig e nt plan b e yond

[ 1 4 3 ]
 L OO KI NG FORWARD
t h e laying Of o n e brick upon anothe r t h e ,

conc eption e xt ending only a s far a s t h e

day s work and y o u hav e e xactly t h e
’
,

proc e s s upon whi ch many bu sin e s s p e o

p l e work . It i s n o t surpri s ing that s om e

p e opl e accompli sh much more than o t h

e r s an d y e t work n o hard e r . The y go far
and ye t hav e fe w e r abiliti e s Th e ir a c .

c o mp l i sh m e n t i s mor e compl e t e y e t th e y
,

have labor e d le s s for compl e t en e s s .

O rd e r e d r e sult s d o not com e by chanc e ,

e v e n in tho s e thin g s wh e r e r e sult s se e m

to shap e the m s elv e s in t h e ru sh Of

chan ce a s winning a hor se rac e o r a
,

hotly cont e st e d football gam e A sid e

’

from practic e and pr e paration an d ,

s tr e ngth and e nduranc e , t h e f actor Of

L ooking F orward in both it s a spe ct s O f
a spiration and planning i s t h e d e t e r ;
mining o n e I onc e kn e w o n e Of t h e
.

gr e at e st Am e rican train e r s and driv e r s

Of trotting hor s e s ' e train e d and drov e
.

a numb e r Of t h e mo st famou s trott e r s

Of t h e Am e rican turf ' i s victori e s
.

to o k p l a c e amid t h e e xcit e m ent and

shouting Of thou s and s Of S p e ctator s n u

d e r t h e str e s s Of t h e t e n s e s t int e r e st and

e x cit e m e nt . Th ey we r e a c hi e v e d in t h e
charact e r Of t h e m an and in t h e l o c kin g
[ 1 4 4 ]
 L OO KI N G FORWARD
forward Of his planning and d e t e rmina
tion ' e w a s a man Of pr e ci sion and
.

cooln e s s s tre ngth Of characte r and p e r

, ,

s onal forc e ' i s habit s Of lif e w e r e car e

.

ful and r e gular and he n e ith e r tamp e r e d

,

with hi s n e rve forc e and poi se by t h e u se

Of liquor or tobacco n o r by sp e culating ,

o r b e tting .

'
Whe n yo u a re starting y o u doubtl e ss ,

make a gr ea t e fi o rt to ge t into po sition

’ ”
,

I s aid t o him onc e .

'
Ye s in s om e m e a sur e
,
”
h e r e pli e d, ,

but g e n e rally sp e aking I try t o ge t ,

s tart e d and s e ttl e d down t o work The n .

I know What t he situation i s all around

me I tak e e v e ryt hi ng into con sid e ration
.

car e fully and I work st e adily fo r a giv e n

point The r e mu st b e n o ind e ci sion n o
.
,

n e rvou sne s s n o lack Of dir e ction Som e

, .

time s th e r e i s a fortunat e chanc e com e s

,

which i s not calculat e d o ut b e for e and ,

which I tak e advantage Of But a s a .

rul e my cour se i s w e ll laid in my Own

,

mind v e ry shortly aft e r I get start e d an d

I follow that cour se ”
.

' e h a s d e t e rmin e d t o win ; h e h a s

look e d ahe ad to calculat e all t h e chanc e s ;
h i s cour s e i s laid o ut and h e follow s it .

' e h a s look e d ah e ad but h e con stantly

[ 1 4 5 ]
 LOO KI NG FORWARD
looks furthe r ahe ad so that h e i s r e ady ,

t o tak e a dvantag e Of any fort unat e

chanc e whi ch may op e n .

In football o r any oth e r gam e in

which t h e e l e m e nt Of chanc e s e e m s
SO pr e dominating common e xp e ri e nc e
,

prov e s that it i s still t h e L ooking Fo r

ward that i s t h e de t e rmini ng factor .

A side from sup e riority Of t e am s o r con

t e s t a n t s and oft e n thi s sup e riority c o n
-

s i s t s in a k e e n e r al e rt e r more s agaciou s
, ,
—
looking forward it i s th e powe r Of plan
ning o u t and Of st e adily looking forward ,

t aking advantag e Of t h e uncalculat e d ,

that count s
If th en in such cont e st s a s the se
, ,

wh e r e chanc e and fortun e a re such fac

tor s looking forward i s o f SO much
,

import anc e We can unde r stand h o w im

,

portant it mu s t b e in t h e mor e s e riou s

gam e Of life TO you t h e succ e s s O f your
.
,

bu sine s s Of your a ffair s Of your cour s e

, ,

in life i s t he mo st important the r e can

,

be . Yo u cannot a fford t o build it with

o u t planning nor withou t r e g a rd t o ulti
,

mat e r e sult s You d o n o t want in t h e

.

e n d a mi s shap e n building inad e quat e fo r ,

your n e e d s built by adding t o a littl e

,

s hack a room o n h e r e and anoth e r o n

[ 1 4 6 ]
 LOO KI N G FORWARD
the r e What yo u want i s s ome thing
.

planne d con si st e nt fit a structure o n

, , ,

good lin e s Of e v enly di s tribut e d str engt h ,

capabl e Of accommodating t h e bu sin e ss

without friction Without unn e c e ss ary
,

labor and without any w e akn e s se s .

Safe ty s tr e ngth
,
a ccompli shm ent
, ,

e v e rythin g d e sirable and s ati s factory

r e quire s that in shaping your cour s e ,

y o u look forward y o,u plan y o u t a

, k e

into co n sid e ration all Of t h e calculat e d

factor s and b e r e a dy t o take advanta ge
o f th e uncalculat e d on e s which may
o ccur .

In se par abl e from L ooking F orward i s

ambition It i s a part Of L ookin g Fo r
.

ward I t i s t h e c ourage t o be li e v e that

.

y o u a re c apa b l e Of gr e at thing s and Of

d e ve loping y ou rse lf fo r e v e ry achi e v e
m e nt .

It i s t h e courag e and int e llige nc e t o

b e li e ve e normou s r e spon s ib iliti e s a re
with yo u t o b e lie ve that it i s n e c e s s ary
,

fo r y o u t o achi e v e s om e Of t h e world s ’

gr e at p urpo se s Th e worl d g e n e rally

.

tak e s a m an at h i s o w n e stimat e Of him

s e lf
. Yo u m ay p l a ce t h e e stimat e o f
your sel f a s high a s y o u will and if y o u ,

con sci entiou sly an d e arne stly act o n it ,

[ 1 4 7 ]
 LOO KI NG FORWAR D
yo ur e stimat e will n o t b e too high Yo u .

will r e ach that mark in your achi e v e

m e nt s which yo u have b e li e v e d your se lf
capabl e o f r e aching .

H abit s a r e strong Wit hin u s Aft e r .

w e hav e work e d hard fo r a long tim e o n

o n e lin e t h e di spo s ition t o s a g down and

wond e r wh e the r w e shall r e a ch t h e en d

w e a im fo r i s v e ry natura l . It i s o n e Of
t h e Old habit s Of narrow thought nar ,

r o w purpo se , narrow conc e ption ri sin g

up and claiming r e sid e nce with u s .

P rogr e ss and activity hav e d rive n it Of f ,

but until n ew and firm habit s c e me nt e d ,

by achi ev e m ent hav e b ee n fix e d w e a l

, ,

way s hav e that Old attitud e that Old ,

h e sitancy that Old qu e stioning ari sing

,

b e fore u s R eme mb e r in thi s conne ction

.

that the r e a re n o f o rc e s which can p re

v e nt o u r ri se e xc e pt tho se that a re
within u s ' e ep in mind that your m en
.

tal a ss ociat e s may b e what y o u will and ,

that p e opl e w h o a re o u t Of sympathy

with y o u w h o hav e n o int e re st in yo u
,

o r your und e rtaking d e tract from your

forc e Tho se w h o a re in sympathy with

.

you add t o it Th e moth e r know s what

.

it m e an s for h e r b o y t o hav e bad a s so

ciat e s The b o y howev e r may n o t
.
, ,
 L OO KI NG FORWAR D
r e cogniz e it It i s SO with o u r m ental
.

a s sociat e s O ur thought s and tho se

.

m e ntal forc e s that w e a ss ociat e with may

b e r e tarding in flu e nc e s o r s timulating
on e s which e x e rci se an o u t r e aching -
,

r e s olut e powe r that n ev e r p e rmit s u s t o

b e daunt e d that r e s olut e ly se t s u s in
,

o u r dir e ction and k e e p s u s s t e ady t o o u r

purpo s e .

If yo u look r e s olut e ly in to t he futur e ,

un influ e n c e d by t h e failur e s Of t h e p a st ,

be li eving that yo u can accompli sh r e s ,

s olving t o accompli s h yo u hav e s e t y our

,

cour se .

The n look w e ll ah e ad think w e ll Of ,

your se lf b e li eve in your o wn powe r s ;

,

re m e mb e r that yo u hav e but today s ’

work b e for e yo u Tomorrow yo u will.

hav e add e d s tr ength If yo u h ave t h e .

s pirit wit hi n y o u t h e grit th e r e s olu

, ,

tion and t he d e t e rmination yo u will n o t

fail in achie vin g your e n d B e ambi .

tiou s d e t e rmin e d t o r e ach a h e ight a s

,

gr e at a s your int e llig e nc e can conce iv e

fo r y o u You W1 11 fin d all along your
.

cour se t hat opportuniti e s and plan s by

whi ch yo u may achi ev e a re at your c o m ,

mand Yo u will n o t find your se lf ex

.

p o c t in g th e m in vain A t e v e r y turn
.

[ 1 4 9 ]
 L OO ' I NG FOR WAR D
y o u will b e antici p atin g and your road
will b e point e d o ut t o yo u Yo u will
.

kno w it and yo u will fin d within your s elf

t h e ability t o accompli sh that which h a s
b ee n ca ll e d fo r .

R e m e mb e r t hat t h e p e opl e w h o a re
achi e ving gre atn e s s all around yo u a re
but mo rt al s The y a re accompli shing by
.

th e s am e proc e s s e s that y o u mu st adopt .

Thi s e x e rci sing O f m ental force i s a part

Of y our work Yo u hav e be e n giv e n
.

your brain s you r conc e ption an d you r

,

int e llig enc e in orde r that yo u might

r e cogniz e your po ssibiliti e s and that ,

y o u might train th e se forc e s and dir e ct

the m t o a con struction ade quate t o t h e
purpo se fo r which yo u aim N O forc e .

that h a s b e en give n t o yo u i s SO Subtl e ,

s o limitl e s s, and s o tr e m e ndou s in it s

powe r a s thi s .

E xp e ri enc e will con stan tly t e ach yo u

that t h e fir st and continuou s e ffort
s ho uld b e to look ah e ad .

Conc e iv e your rang e and m entally

occupy that po sition from th e start .

Yo ur practical a chi e v eme nt Of it i s but

a qu e st ion Of e x ecution Thi s r e quir e s
.

e a rn es tn e s s
,
cool judgm ent pati e nce
, ,

p e r si s t enc e and all othe r gove rn ing

[ 1 50 1
 L OO KI NG FORWAR D
forc e s ju st a s t h e d e tail of a big bu si
,

ne s s r e quir e s con stant and abl e d irc c

tion But t h e fi r st and gr e at e st Of all
.

i s t h e conc e ption It i s t h e purpo se p e r

.

form e d in t h e mind t h e po sition yo u

,

hav e t ak en fo r your s e lf.

E FF EC TI V E N E SS
 E FF EC TI V E N E SS
FFE C TI V E N E SScom e s from withi n .

It i s t he d e t e rmin a tion Of th e
individual t o SO manag e c o n ,

trol di s ciplin e an d tra in h is

,

o wn powe r s a s t o u s e and d e v e lop th e m

t o th e ir highe st po s s ibiliti e s E ffe ctiv e

.

n e ss di ffe r s from e fficie ncy E ffici ency .

com e s from following a w ell d e vi se d

cour se Of action E ffe ctiv e n e s s i s t h e
.

moral and m e ntal forc e that bring s e ffi

c i e n c y abo u t. It i s an imp e lling forc e
which bring s re sult s b y cr e ating th e c o n
d it i o n s that produ ce r e s ult s .

E ffe ctive n e s s i s progr e s sive d e v elop ,

ing in it s proc e ss e s Th e e ffe ctiv e man

, .

i s a gro wing man accompli s hing today

,

wh at h e could n o t h ave accompli sh e d

ye s t e r d a y b e cau se h e h a s incr e a se d h is
capacity e nlarge d h i s powe r s by e xe r
, ,

ci s e and e ffort It i s lo st if e xe rci se an d

.

ef fort a r e abandon e d if t h e wil l and d e

,

t e rmination be hind it a r e lo st .

E ffe ctive n e ss i s a matt e r Of o u r o w n

will We s e cur e it b e cau se w e want it
.
,

and go about g etting it I t s limit d e .

p e nd s upon our se lve s .

 E r r E CTI V E N E ss

E ffe ctiv e n e s s is ahabit tha t grow s ,

but it i s al s o a habit that may b e lo st .

A s it grow s through t h e di sciplin e and

train ing Of o u r m e ntal pow e r s and o u r
moral forc e o u r tr e atment Of th e se will
,

affe ct it G ood habit s o f mi nd a re o s

.

s e n t i a l t o t h e hi ghe s t e fi e c t iv e n e s s Th e.

mind mu st b e di sciplin e d n o t only t o

work b ut t o r e st and t o do e ith e r at
, ,

t h e command Of t h e will R e st and

.

change are ju st a s e s se ntial a s c o nc en

t r a t i o n Th e r e cr e ation o f forc e s i s n o t
.

le s s important than the ir e x e rci se Th e .

important and u se ful thing i s that th e

mind should b e s o di sciplin e d that
whe the r at r e st o r at work it i s at t h e
command Of t h e will .

T O work without r e st i s lik e con stantly

growing th e s am e c rop without change
o n t h e s am e s oil ; f e rtili t y i s e xhau st e d .

A s t h e f e rt ility Of t h e s oil i s maintain e d

and incre a se d by t h e appropriat e rota
tion Of crop s by r e st and by cultivation
, ,

s o t h e f e rtility Of t h e mind i s ma intain e d

and incr e a s e d by appropriat e rotation

Of occupation by r e st and by cultiva tion ;
,

and e ach i s a ccompli she d by sy st e matic ,

n o t b y haphazar d o r d e sultory chang e .

Th e change mu st b e d e sign e d d et e r ,

[ 1 5 6 ]
 E FFE CTIVENE SS
min ed ma de fo r a purpo se don e at th e
, ,

command Of an int e llig e nt will .

Ba d habit s a re e a sily acquir e d L azy .

,

li stl e s s vain longing s de stroy t h e powe r

,

Of conc e ntration and activity d e gen e r

,

at e s into sloth Th e ability t o co o rdin at e

.

and t o dir e ct and control t h e forc e s Of

t h e mind mark t h e dividing lin e b e tw e e n
high e fi e c tiv en e ss and me diocrity .

H abit s Of half trainin g a re p e rniciou s ;

-

habit s Of thorou ghn e s s are an e s s e ntial

Of e fi ec tiv en e ss It i s b e tt e r t o d o o n e
.

thing we ll than twe nty poorly ; fo r it i s

only through habit s O f tho roughn e s s that
t h e mind o r th e body i s train e d t o m e e t
t h e t e s t s and t h e cri s e s Of lif e Th e
.

army o r t he n avy which n e gl e ct s gun

practic e in time Of p e ac e will lack e fi ec
t iv e n e s s wh e n s hot s count .

E fi ec t ive n e s s d e mand s a min d unin

cumb e r e d with th e u s e l e s s and confu s
in g ; a min d lik e a b attl e ship mu s t b e
stripp e d fo r action Th e dil e tant e mind
.

i s in e ffe ctiv e b e cau s e incumb e r e d with SO

much that i s un se rvic e abl e Action i s
.

imp e de d dire ctn e ss Of purpo s e i s lo st

, .

E ffe ctiv en e ss though un see n i s ju st

, ,

a s ab s olut e a s though it w e r e a phy s ical

forc e Th e e xe rci s e O f it t emp e r s and
.
 E FFE CTIVENESS
practice s and str e n gth en s it It gr ow s .

lik e a rollin g snow ball -

.

E ffe ctiv e me n se e k oth e r e fi ec t iv e m en

and a r e s ought by th e m P e opl e with a.

common int e r e st com e to ge the r E l e ,

me nt s combin e with the ir affiniti e s n o t ,

with the ir oppo sit e s And t h e forc e s Of

.

thought attract to the m oth e r like forc e s

whi ch incr e a s e th e ir volum e .

M e n Of forc e pu sh and d e t e rmination

,

a r e attract e d t o e ach o th e r E v e ry c o n
.

tact Of such me n with othe r s lik e th em ,

e v e ry conv e r s ation among th e m impa rt s ,

a vigo r o r se rv e s a s an in spi ration t o

,

e ach and str e ngt h e n s e v e ry o n e Such .

m e n do n o t a s s ociat e with t h e w e ak
‘

vacillating unc e rt ain and he sitating

,
.

The se group th em se lv e s tog et he r In .

human a s in ch emical combination s it

, ,

i s t h e e l e m e nt s having a f fi nity fo r e ach

oth e r which come tog e th e r cr e ating a ,

n ew sub s tanc e a n ew orga n i zation

,
.

Th e pow e r Of e f fe ctive ne s s w a s di s
playe d by t h e original John Jacob A stor
wh en h e tramp e d t h e stre e t s o f N e w
York with a ba sk e t Of appl e s o n h i s arm
O ffe ring t o o n e aft e r anoth e r irre sp ec ,

tive Of t h e numb e r Of di scour ageme nt s

and r e fu s al s t o purcha s e that h e met .

[ 1 5 8 ]
 E FFE CT IV E NE SS
And it w a s thi s s ame powe r Of effe ctive
n e s s d e v e lop e d and grown gr e at e r which

mad e him o n e Of t h e ma st e r spirit s Of

e nt e rpri se Of h i s day . It i s thi s powe r
Of e ffe ctiv e n e s s thi s ability t o conc on
,

trat e all th e powe r s o n t h e purpo s e in

hand an d r e n e w it se lf with e ach Oh
,

s t a c l e m e t that h a s e nabl e d e ve ry gr e at

proj e ctor and inve ntor from Columbu s ,

o r R ob e rt F ulto n down t o pr e s e nt t o
,

o n e p e r s o n aft e r a nothe r with e arn e st

n e s s courag e an d faith t h e imp ortanc e

, ,

and va lu e O f the ir proj e ct o r inve ntion ,

un til finally the y hav e e ngage d th e at

t e ntio n an d se cur e d t h e m e an s b y which
the y hav e triump he d .

E ffe ctiven e s s should b e a growing

p ow e r E ach a c compli shm ent d e ve lop s
.

s tr e n gth an d ab ili ty fo r l arg e r a c c o m

p li s h m e nt . That i s w h y t h e e f
f e ctiv e

man r e gard s min o r a chi e v e m e nt s with

small c ont en t ,
lookin g t o t h e gre at e r
ac hi e v e m e n t s whi c h h e i s a b l e t o s e e and

b eli e v e a re n ow p o ssibl e Th e r e w a s a
.

tim e when small a c hi eve m en t s we r e ju st

a s far ah e a d O f hi s a ccompli shm e nt a s

t h e larg e r one s a r e n o w Str ength h a s

.

gro wn by achi evem ent .

 E FFE CTIVEN E SS
Th e e l e m e nt s o f effe ctive n e s s incit e
t h e achi e ving pow e r , t h e m e ntal co ntro l ;
an d with d e t e rmin ation , me nt al an d
moral forc e a re c on st antly in cr easing
the mse lve s They re ach o ut fOf th e i r
.

a flini t i e s in oth e r s It i s n o t an unu sual

.

t hing t o b e hundr e d s Of mil e s away from

s om e o n e during t h e tim e y o u ar e work

ing o ut a proj e ct , o r a plan , o r an inv en

tion , and th en sudd enly m e e t that o n e
an d ha ve him pr e s e nt t o y o u t h e v e ry
plan s yo u had in your o wn mind adding ,

to th e m id e a s whi ch originat e d with

h im . ' e h a s uncon sciou sly acquir e d
kn owl e dge Of y our plan s doubtl e s s by
,

thi s working o ut Of m ental control an d ,

in hi s s e arching s h e h a s adde d t o your

plan s wh e n you com e in cont act wit h
him Th e v e ry c onc entration Of t wo
.

mind s o n t h e sam e sub j e ct s ee m s t o have

tran smi tt e d thought t o a di stanc e .

E fi e c t iv e n e s s lift s u s o u t Of d e spond
e ncy d i scourag e m e nt and difli c ul t i e s
,
It .

i s lik e t h e good strong t e am O f hor s es

which come s along hi tch e s o n t o th e
,

wagon th at i s mire d and p ull s it o ut

‘

Th e e f fe ctive man t h e e f ,
fe cti ve min d .

i s doin g thi s c on stantly fo r t h e w e ak e r ,

t h e uninitiat e d t h e b e gin n e r o r t ho se
'

, ,
 E FFE CT IVENE SS
Of limit e d faith and forc e E fi ec tiv en e s s
.

i s t h e in spiration t o r en e w courag e It
.

b e gin s e ach day with incre a s e d r e s olu

tion fr e sh de t e rmination and with r e
,

j u v e n a t e d V i gor
. T h e e ffe ctiv e man
s mil e s and w e lcom e s t h e dif ficulti e s a s
th e y surround him In e ffe ctiven e s s
.

the r e i s t h e k e e n V i sion th e al e rt mind

, ,

t h e intuitive p e rc e ption t h e co u rag e ou s

,

s oul t h e r e s olut e will t h e invin c ibl e d e

, ,

t e rminatio n all in tun e and all in har

mony b e cau se attun e d b y habit an d
practic e and by t h e compl e t e di sciplin e
,

Of th e will .

In e ffe ctiv ene s s the r e i s that rallying

powe r which mak e s y o u quick t o se e a
'

wrong po sition o r a w e akn e ss an d give s ,

y o u t h e pow e r t o corr e ct th e m ; t o r e cog

niz e imp e nding de fe at and e nabl e yo u t o
quickly re organiz e your plan s and brin g
V i c tor y o ut O f it
. E ffe ctiv e n e ss i s
n e v e r daunt e d b e cau se it i s t h e ability
,

t o utiliz e e v e ry r e s ou rc e an d t o comman d
e v e ry r e s e rv e pow e r .

M o re indu stry i s n o t e ffe ctiv en e s s .

E ffe ctive ne s s can b e n e utraliz e d and d e

stro y e d b y doing t h e t hi ng s Of l e ss e r
in st e ad Of th o se Of gr e at e r valu e The r e .

i s n e ith e r gain n o r e f fe c tiv e n e s s in

 E FFE CTI VE N E SS
counting t e l e graph pol e s a s yo u sp e e d by
o n a train o r in adding up t h e numb e r
,

Of s e at s o r t h e window catch e s that a

car contain s E fi e c tiv en e s s c o nfin e s it
.
’

se lf t o tho s e thing s Of di stinct valu e ,

occupyin g it se lf with the m in t he o rd e r

Of the ir import an c e .

E ffe ctive n e ss above all avoid s o c cu

, ,

py gi n it s e lf with d e s tructiv e thing s If .

y o u s p e n d an hour in d e s pond e ncy o r ,

fr e ttin g worrying ove r an annoyin g in

,

c id e n t, o r c e nt e ring your thought s o n

unpl e a sant sight s yo u con sum e force

, ,

your powe r s ; and yo u attract t o your se lf

tho s e n e gative e l e m ent s which make th e
con sumption Of m e ntal force d oubl e
what it would b e if dir e ct e d in a u se
ful and purpo se ful chann e l I t ' i s like .

t h e d e structiv e wa st e Of forc e du e t o a
hot journal It i s ju st a s n e c e s sary fo r
.

y o u t o s p e nd your e n e rgy your vi

, tal
forc e e conomically a s that y o u sp e nd
your mon e y e conomically It i s e s sential .

that y o u get full value fo r what yo u

s p e nd . Th e e xp e ndi tur e Of thought and
forc e d o n o t stop whe n t h e mu scl e s c e a se
acting The y go o n The y a re alway s
. .

acting The y a re n e v e r at r e st whe n

.

awake Thi s but e mpha si ze s t h e im

.

[ 1 6 2 ]
 E FFE CT IVENE SS
portanc e the r e for e O f p e rfe ct c ontrol
, ,

and di sciplin e Of the se powe r s .

E ffe ctive n e s s give s yo u n ew p l an s b y

e nablin g y o u t o s e e b e tt e r comb ination s

Of t h e Old plan s It make s y o u unde r

.

s tand your Own pow e r s It point s o ut

.

t h e w a y fo r succ e s s It d et e ct s we ak
.

n e sse s and r e mov e s them It s hap e s t h e

, .

e xp e nditur e o f forc e t o t h e b e s t a dv an t

a ge. E ffe ctiv en e ss n o t only c onc e ive s

n e w id e a s b ut g e n e rat e s an d mar shal s
,

forc e s which will carry the m o n t o suc

ce ss .

It i s e ffe ctiven e ss w hich influ e nc e s

p e opl e which in spir e s th e ir con fide nc e
, ,

which attract s the m t o yo u which make s ,

the m b e lie ve in what yo u say Th e wil e s .

and influ e nc e o f socia l ent e rtainm ent s ,

t h e l a vi shing o f mon e y flatt e ry c o n , ,

c e s s ion s o r othe r app e al s t o foibl e s o r

we akn e s s e s h av e n othing o f that influ
e nc e which t h e qui e t s il e nt forc e Of e f
,

fec t iv e n e s s h a s in attracting p e ople t o

y o u
,
an d in s piring th e m w i th con fi d e nc e

in y o u an d gaining fo r yo u th e ir c o
,

op e ration and h e lp Th e t hi ng s which

.

th e y mo st priz e in th e m se lv e s th e c e r ,

t a int i e s Of ch a ract e r t h e powe r Of

,

achi e ve m en t th e factor s and e l em ent s

,

[ 1 6 3 ]
 E FFE CTIVENES S
Of succ e ss which the y de sire they fin d ,

in yo u ; and a s lik e att ract s like the y

, ,

a r e by t h e v e ry force Of e f fe ctiv e ne s s
brought t o b e li e v e in t h e po s sibility Of
the ir o wn suc c e s s I t i s in thi s w ay that
.

t h e e ff e c tiv e man duplicat e s a n d multi

pli e s him s elf th rough oth e r s .

E fi e c t iv e n e s s do e s n o t fail t o cultivate
t h e minor forc e s o f in flu e nc e Th e c ul .

t iv a t i o n Of c ourt e sy and suavity Of man

n e r an d that conta c t with p e opl e which
,

in spir e s and attract s E ffe ctiv e ne ss .

r e cogniz e s a s s om e o n e h a s put it
, ,
'
that yo u can t m ake fac e s at t h e world
’

an d s ucc e e d no matt e r h ow go o d your

”
,

bu sin e s s may b e E ffe ctiven e s s includ e s

.

tact t h e po we r and t he skill t o do t h e

,

right t hi ng at t h e right tim e .

E ffe ctiv en e s s t h e pow e r t o a cc o m

,

p l i sh , s e t in motion by t h e d e s ir e t o
acc ompli sh i s what h a s mad e t h e prog
,

re s s Of t h e world d e v e lop e d al l t h e
,

gre at inv e ntion s incr e a s e d th e b e auty

,

and ple asur e Of livin g b ett e r e d civili ,

z a t i o n and d eve lop e d men .

E ffe ctiv e n e s s i s your s ify o u will hav e

it an d a r e willing t o pay t h e pric e fo r
it ; and th e r e i s n o limit t o y our e ffe ctive
n e s s e xc e p t that which y o u y our s e lf set , .
' E E EN D T POWE
R M EN A DE A D
S ' E R OF T L M N

AN D O HE E AY T W I EN Y ' E E
R SS S AS R TT B R B R T

E DWA D L W F C S
R PU I HED Y PAU
A AN D BL S B L

E DE AN D CO ANY AT THEI T Y P E
, . . .
,

L R MP R OM O E R SS

IN THE CI Y S F AN I O UN DE T HE
T OF AN R C SC R

PE O NA SU E I IO N BE N H A D T
,

R S L J P R V S or OR N R R

SWA T THE M O T
R DE E E AN D T HE
I N N ' OF C MB R

YE N I E EE ' UN D ED AN D TH I EEN
,

AR N T N R R T