(navigation image)
Home American Libraries | Canadian Libraries | Universal Library | Community Texts | Project Gutenberg | Children's Library | Biodiversity Heritage Library | Additional Collections
Search: Advanced Search
Anonymous User (login or join us)
Upload
See other formats

Full text of "Success Through A Positive Mental Attitude"

by NAPOLEON HILL 

author of THINK AND GROW RICH 

and W. CLEMENT STONE 

preface by OG MANDINO 




THROUGH A 

POSITIVE 





This book is dedicated to 

ANDREW CARNEGIE 

whose motto was 

"Anything in life worth having 

is worth working for! " 

and to 

THE MOST IMPORTANT LIVING PERSON 



Quotations from Seven Came Through by Capt. E. Rickenbacker 
and The Open Door by Helen Keller used by permission of 
Doubleday & Company. Inc. 



PREFACE 

The great Danish philosopher and religious thinker, Soren 
Kierkegaard, once wrote, "It is the sign of a good book when the 
book reads you." 

You hold in your hands such a book — one that has not only 
become a classic in the self-help field, but also has that rare 
ability to relate to your problems, sympathize with them, and then 
advise you on their solutions as a wise old friend would. 

Still, I must warn you. 

Success Through a Positive Mental Attitude will do nothing for 
you. If you truly wish to change your life for the better, and are 
willing to pay a price in time and thinking and effort to reach 
your goals — and if you're not kidding yourself — then you hold 
in your hands a diamond plucked from a beach of pebbles, a road 
map to a better future, a valuable blueprint that will enable you to 
completely restructure your future. 

I speak from experience. Many years ago, through my own 
stupidities and faults, I lost everything that was precious to me — 
my family, my home and my job. Nearly penniless, and with no 
guidance, I began to wander the country, searching for myself 
and for some answers that would make my life bearable. 

I spent much time in public libraries because they were free — 
and warm. I read everything from Plato to Peale, seeking that one 
message that would explain to me where I had gone wrong — 
and what I could do to salvage the remainder of my life. 

I finally found my answer in W. Clement Stone's and Napoleon 
Hill's Success Through a Positive Mental Attitude. I have 
employed the simple techniques and methods found in this classic 
for more than fifteen years, and they have provided me with 
riches and happiness far beyond anything I deserve. From a 



penniless vagrant without a single root, I eventually became the 
president of two corporations and the executive editor of the 
finest magazine of its kind in the world, Success Unlimited. I also 
wrote six books, and one of them, The Greatest Salesman in the 
World, has now become the best-selling book for salespeople of 
all time; it has been translated into fourteen languages and has 
sold more than three million copies. 

None of these things would have been accomplished without the 
daily application of the principles of success and living that I 
found in Stone's and Hill's classic. If I could accomplish what I 
did starting from ground zero, just think what you can do with all 
you have going for you already. 

We live in a strange and fast-moving world; each day a new false 
prophet arises preaching his own brand of happiness and success 
attainment. Like hula hoops and pet rocks they will all disappear 
as quickly as they appeared, and when the fog lifts, the truth of 
Stone's and Hill's book will still be changing the lives of 
thousands yet unborn. 

Do you really want to change your life for the better? 

If you do, Success Through a Positive Mental Attitude can be the 
luckiest thing that has ever happened to you. Read it. Study it. 
Read it again. Then get into action. It's all very simple, really, if 
you make up your mind to work at it. 

And wonderful things will begin happening to you. 

I should know. 



— OG MANDINO 



TABLE OF CONTENTS 

Introduction 12 

Parti 

Where the Road to Achievement Begin 

Chapter One — Meet the Most Important Living Person 19 

"We are poor — not because of God" • Search for the 
light" • Let's explore his secret of success • Every 
adversity has the seed of an equivalent or greater benefit 

• A truly great man • How the force of NMA repels • 
He developed inspirational dissatisfaction • Don't let 
your mental attitude make you a has-been • Meet the 
most important living person • Thoughts to steer by 

Chapter Two — You Can Change Your World 37 

17 success principles • Has the world given you a raw 
deal? • A lesson learned from a child • You were born a 
champion • How a frightened boy developed PMA • 
Identify yourself with a successful Image • What will 
your picture say to you? • Definiteness of purpose is the 
starting point of all achievement • You have success 
born in you • Everyone has many talents for 
surmounting his special problems • PMA attracts wealth 

• A formula to help you change your world • Thoughts 
to steer by 

Chapter Three — Clear the Cobwebs from Your Thinking ... 57 

But we don't act from reason alone • Are you seeing 
only the mote in the other fellow's eye? • He restored 
happiness to his home • One word can cause an 
argument • Let's start with a meeting of the minds • 



Frog legs taught him logic • Necessity plus PMA can 
motivate you to succeed • Necessity, NMA and crime • 
He was a teen-age problem child • You don't try to 
interfere with God • Ignorance is the result of inertia • 
Thoughts to steer by 

Chapter Four — Will You Dare to Explore the 77 

Powers of Your Mind? 

Day by day in every way I'm getting richer and richer! • 
Day by day in every way I am getting better and better! • 
When death's door is about to open • Hidden 
persuaders • Why did the SS Andrea Doria and the SS 
Valchem sink? • A little knowledge becomes a 
dangerous thing • Westinghouse invests in ESP 
communication • Thoughts to steer by 

Chapter Five — ... And Something More 96 

It's easy when you learn the something more and 
experience the know-how! • Orville and Wilbur Wright 
succeeded in flying because they added something more! 
• Why did the Supreme Court decide that Alexander 
Graham Bell invented the telephone? • His silent senior 
partner inspired him to success • Learn creative thinking 
from the creative thinker! • He did his creative thinking 
by "sitting for ideas" • You don't need to be ashamed to 
be a failure like Christopher Columbus! • And 
something more! How can you apply it? • Thoughts to 
steer by 

Part II 

Fire Mental Bombshells for Attacking Success 

Chapter Six — You've Got a Problem? That's Good ! Ill 



How do you meet a problem with PMA? • He met his 
challenge to change with PMA at Leavenworth 
Penitentiary • You can transmute sex into virtue or vice 

• And what are the seven virtues? • How can you 
transmute the power of sex into the good and the 
beautiful? • It takes only one idea, followed by action, to 
succeed when others fail • Make a fortune or achieve 
your aims by understanding cycles and trends • He 
anticipated a downward cycle and prepared to go 
upward • They met the challenge with new life, new 
blood, new ideas, new activity • Thoughts to steer by 

Chapter Seven — Learn to See 127 

Seeing is a learned process • They looked and 
recognized what they saw • See another person's 
abilities, capacities and viewpoint • Ask yourself 
questions • He became wealthy because he accepted 
advice • Thoughts to steer by 

Chapter Eight — The Secret of Getting Things Done 143 

What the self-starter meant to a war prisoner • The day 
that might have been wasted • Are you scared of your 
own best ideas? • Are you ready to double your income? 

• You can mix business and pleasure • Write yourself a 
letter • Thoughts to steer by 

Chapter Nine — How to Motivate Yourself 157 

Motivating yourself and others • Motivate yourself and 
others with the magic ingredient • The ten basic motives 
which inspire all human action • Are negative emotions 
good? What can you do about it? • A success formula 
that always succeeds when applied • A formula in action 



• Now for some bread for your sandwich • Seven came 
through • Thoughts to steer by 

Chapter Ten — How to Motivate Others 172 

How a child motivated his father • A letter can change a 
life for the better • One way to motivate a college 
student to write " Motivate by example • When you 
want to motivate, say It with an inspirational, self-help 
action book • If you know what motivates a person, you 
can motivate him • How to motivate another person • 
Use Franklin's method to achieve results! • See how the 
plan works • Do it now! • Thoughts re steer by 

Part III 
Your Key to the Citadel of Wealth 

Chapter Eleven — Is There a Short Cut to Riches? 191 

A thought to steer by 

Chapter Twelve — Attract — Don't Repel — Wealth 194 

In a hospital bed — think! • Learn how to set your goals 

• Take that first step • Wealth repelled with NMA • 
Wealth can be acquired on a modest salary • "The home 
of my dreams" • Thoughts to steer by 

Chapter Thirteen — If Yon Don't Have Money — Use OPM! 210 

Good advice • Make investments with OPM • Your 
banker is your friend • A plan and OPM developed a 
$40,000,000 volume • How W. Clement Stone bought a 
$1,600,000 company with the seller's own money • 
Warning — credit can hurt you • Warning — OPM and 
cycles • The missing number • Thoughts to steer by 



Chapter Fourteen — How to Find Satisfaction in Your Job. . . 232 

"I feel healthy! I feel happy! I feel terrific! • Mental 
attitude makes the difference • A definite goal made her 
enthusiastic • Use the step-stone theory • Develop 
Inspirational dissatisfaction! • Inspirational dissatis- 
faction can motivate you to succeed • Was it worth it? • 
Are you a square peg in a round hole? • Thoughts to 
steer by 

Chapter Fifteen — Your Magnificent Obsession 246 

No matter who you are, you can have a Magnificent 
Obsession • Be a part of a great cause • The seeds of 
thought in a book grew into a Magnificent Obsession • 
A Magnificent Obsession will conquer in spite of the 
obstacles that stand in its way! • Is money good? • A 
simple philosophy grew into a Magnificent Obsession! • 
You live longer with a Magnificent Obsession • They're 
all in jail but my brother and me! • Thoughts to steer by 

Part IV 
Get Ready to Succeed! 

Chapter Sixteen — How to Raise Your Energy Level 266 

Is it time to recharge your battery? • How to tell when 
your battery needs recharging • PMA demands a good 
energy level, and vice versa! • Vitamins — necessary for 
a healthy mind and body! • Thoughts to steer by 

Chapter Seventeen — You Can Enjoy Good Health 277 

and Live Longer 



How PMA aids you • An eventful night • Use a book as 
a catalyst • "I'd rather have my health than his money!" • 
Can money buy physical and mental health, a longer life 

— and the esteem of your fellow men? • The price of 
ignorance is sin, sickness and death! — What happens 
to excessive drinkers? • There's always a cure! • Take the 
guesswork out of your health! • There is always a cure 

— find it • Be sure you're, not driving to your own 
funeral • Safety first saves lives with PMA • When 
tragedy strikes! • High school girl gets pains before 
examinations! • Religion and psychiatry "The minister to 
millions helps the sick! • What lies ahead? • Thoughts to 
steer by 

Chapter Eighteen — Can You Attract Happiness? 296 

"I want to be happy . . ." • Handicaps are no barrier to 
happiness • Happiness begins at home • When parents 
don't understand their children • "I don't understand 
her!" the father said • To have a happy home, be 
understanding • Attract and repel through verbal 
communications • A letter can bring happiness • You 
are what you think • Contentment • Thoughts to steer 
by 

Chapter Nineteen — Get Rid of that Guilt Feeling 313 

A guilt feeling can teach you consideration for others • 
To get rid of that guilt feeling, make amends • To get rid 
of that guilt feeling, get into action! • A recommended 
formula for getting rid of guilt • Catch • Who! makes a 
delinquent? • When one virtue is in conflict with 
another • Thoughts to steer by 



10 



PartV 
Action Please! 

Chapter Twenty — Now It' s Time to Test Your 328 

Own Success Quotient 

Success quotient analysis • Thoughts to steer by 

Chapter Twenty-one — Awaken the Sleeping Giant 341 

Within You 

What wouldst thou have? • You are launched on a great 
journey • This book will now go with you on your 
journey to success • Thoughts to steer by 

Chapter Twenty-two — The Amazing Power of a 345 

Bibliography 



Say it with a book • How to read a book • The Bible 
Books for further reading • Thoughts to steer by 



• 



11 



INTRODUCTION 

Every inspirational, self-help action book, including this one, 
should be evaluated by what happens to you, the reader, as a 
result of the book's power to motivate you to motivate yourself to 
desirable action. By this standard, Success Through a Positive 
Mental Attitude is reputed to be one of the outstandingly 
successful inspirational, self-help action books of this century. It 
has inspired countless thousands of men, women, and teenagers 
to acquire good physical, mental and moral health; seek 
happiness; pursue wealth and reach for high goals or other 
objectives that do not violate the laws of God or the rights of their 
fellow men. 

Something wonderful is going to happen to you — if you are 
ready. To prepare yourself to be ready, understand clearly 
Andrew Carnegie's observation that all achievement, all earned 
riches, have their beginning in an idea! 

Before proceeding further, I'd like to give you a background of 
my co-author. Dr. Napoleon Hill. 

Think and grow rich. Think and Grow Rich, the book by 
Napoleon Hill, has motivated more persons throughout the world 
to acquire wealth and succeed in their careers than any book 
written in the twentieth century. Its author was born in poverty in 
a log cabin in Wise County, Virginia, on October 1883, and he 
passed away in Greenville, South Carolina, on November 8, 
1970. 

As a boy, young Hill was blessed, inspired and motivated to high 
achievement by his calm, patient stepmother who loved him 
dearly. It was she, who motivated "a problem child" to develop 
character and motivate himself to work hard to become educated 
and an achiever. 



12 



In 1908, while working for a magazine and attending college, 
young Hill was assigned to interview Andrew Carnegie, the great 
steelmaker, philosopher and philanthropist. 

Andrew Carnegie was so impressed with his interviewer that he 
invited him to his home as a guest. Hour after hour each day 
during the three-day visit, the two men discussed philosophy. The 
elder romanced the lives of philosophers and the impact their 
philosophy had had on world civilization to the younger, who 
listened with rapture. 

In his discussions, Carnegie made it a point to express in simple, 
clear language the principles involved and the concepts of each of 
the philosophers he romanced. And he told something more: how 
to apply those principles in everyday living as they pertain to an 
individual, his family, his career or any human activity. 

A challenge. Andrew Carnegie knew human nature. One way to 
motivate an aggressive extrovert with a high energy level who 
has drive and stick-to -itiveness, and whose reason and emotions 
are in balance, is to challenge him. The young guest was just such 
a person. And he was challenged. 

"What is there in the climate of this great nation whereby I, a 
foreigner, can build a business and acquire wealth — or anyone 
can achieve success?" asked Carnegie. And before Hill could 
answer, he continued, "I challenge you to devote 20 years of your 
life to the study of the philosophy of American achievement and 
come up with an answer. Will you accept?" 

"Yes!" was the quick response. 

Andrew Carnegie had an obsession: Anything in life worth having 
was worth working for. He was willing to give the young author 
his personal time to consult with him and letters of introduction 



13 



to the outstanding Americans of his day, and to reimburse him for 
any necessary out-of-pocket expense, such as traveling to 
interview people. But it was clearly understood that Napoleon 
Hill would have to earn his own livelihood. 

In the following 20 years, Hill interviewed over 500 successful 
men. Among them were Henry Ford, William Wrigley, Jr., John 
Wanamaker, George Eastman, John D. Rockefeller, Thomas A. 
Edison, Theodore Roosevelt, Albert Hubbard, J. Ogden Armour, 
Luther Burbank, Dr. Alexander Graham Bell and Julius 
Rosenwald. 

And Hill did earn his own livelihood — by applying many of the 
principles he learned from Carnegie and the men he interviewed. 
And in 1928, he completed the eight volumes of The Law of 
Success — books that motivated thousands to acquire wealth or 
to become outstanding achievers. 

On the recommendation of Senator Jennings Randolph of West 
Virginia, Napoleon Hill became an adviser to two Presidents of 
the United States: Woodrow Wilson and Franklin D. Roosevelt. 
He influenced certain decisions they made that affected the 
course of American history. 

When, exactly twenty years after the interview with Andrew 
Carnegie, The Law of Success was published, it had a worldwide 
impact. Seven years later, while be was an adviser to Franklin D. 
Roosevelt, he began writing the manuscript for Think and Grow 
Rich. It was published in 1937. More than ten million people 
have read the book. 

A profitable discovery. In 1937, Think and Grow Rich was given 
to me by Morris Pickus, a well-known sales executive, sales 
counselor and lecturer. The philosophy in so many respects 
coincided with my own that I sent the book to every one of my 



14 



sales representatives throughout the United States. (At that time, I 
owned and operated Combined Registry Company, a national 
sales organization that specialized exclusively in the sale of 
accident insurance.) 

Bingo! I hit the jackpot, for I made a profitable discovery. I found 
a working tool that would motivate sales representatives to 
motivate themselves to increase their sales and profits — and 
something more: to acquire wealth through responding to an 
inspirational, self-help action book. 

"Now, what has relating the story about Carnegie, The Law of 
Success and Think and Grow Rich to do with Success Through a 
Positive Mental Attitude?" you ask. My answer: "If it were not 
for each of them, the manuscript for this book would not have 
been written. But it was written, and it was first published in 
1960 by Prentice-Hall, Inc. 

Think and Grow Rich contains the basic principles of 
Andrew Carnegie's philosophy — those contained in The Law of 
Success — and Napoleon Hill's philosophy and experiences, as 
well as stories about many people who acquired wealth and 
success after reading the eight volumes of The Law of Success. 
Success Through a Positive Mental Attitude combines all these in 
essence, and has something more. It tells specifically how you 
can use the greatest machine that was ever conceived — a 
machine so awesome that only God Himself could create it. This 
machine is a human computer; it is your brain and your nervous 
system, from which the mechanical computer was designed. 

Success Through a Positive Mental Attitude instructs you on what 
to do and how to do it when it comes to tapping and using the 
powers of your subconscious mind. Where have you been taught 
to constructively use, neutralize, control or harmonize with your 
passions, emotions, instincts, tendencies, feelings, moods and 



15 



habits of thought and action? Have you been taught how to aim 
high and achieve your goals regardless of the obstacles? If your 
answer is "No." you will be taught these things if you read and 
then apply the principles in Success Through a Positive Mental 
Attitude. 

Results are what count. Over the last 16 years, more than 
420,000 hardbound copies of Success Through a Positive Mental 
Attitude have been printed. Our readers have had such 
phenomenal results in changing their lives for the better, meeting 
life's problems courageously and bringing their desires into 
reality that I was delighted when arrangements were made for 
Pocket Books to publish the paperback edition, for the books 
published by Pocket Books reach hundreds of thousands. And my 
chief goal, and Napoleon Hill's, was to motivate multitudes of 
people to free themselves from the slavery of their undesirable 
thoughts, habits and actions and to help them seek and acquire the 
true riches of life by fulfilling desires that don't violate the laws 
of God or the rights of their fellow men. 

Freedom from the bonds that enslaved them. In the preface by 
Og Mandino to this edition of Success Through a Positive Mental 
Attitude, you read: 

I speak from experience. Many years ago, through my 
own stupidities and faults, I lost everything that was 
precious to me — my family, my home and my job. 
Nearly penniless, and with no guidance, I began to 
wander the country, searching for myself and for some 
answers that would make life bearable. . . . 

I finally found my answer in W. Clement Stone's and 
Napoleon Hill's Success Through a Positive Mental Attitude. 



16 



Og Mandino is now famous as a lecturer and author of The 
Greatest Salesman in the World and other self-help books. And 
Norman Vincent Peale and other well-known authors have told 
me many times how they have inspired others to high personal 
achievement by quoting illustrations and principles from Success 
Through a Positive Mental Attitude. 

I was recently invited to dinner at one of Washington's famous 
restaurants by a friend. Jimmy, the waiter, rendered the most 
pleasant and effective service I have ever gotten at any fine 
restaurant in any part of the world. After dinner, as my party was 
leaving the restaurant, Jimmy asked me aside and said, "May I 
take half a minute of your time?" 

"Certainly." I responded. 

"I just wanted to tell you that Success Through a Positive Mental 
Attitude saved my life," he said. 

Another man, Ted G., told me: "When I was on the Lee Phillips 
Show, you said you were going to change my life. Well, you did, 
and here's a list of the changes that took place in five years: I 
went into business, and I m doing very well: two of my daughters 
graduated from college, and one is still attending a private college 
(previously I had no funds for college education for them); I 
purchased a condominium with a swimming pool, golf course, 
etc.: I've had beautiful vacations: and much more! Many thanks 
again for Success Through a Positive Mental Attitude. It is always 
on my night table and I consider it one of my valued 
possessions." 

A doctor who practices in Milwaukee, Wisconsin, on two 
occasions when I met him said, "I thought you would be 
interested in knowing that one of my most effective prescriptions 



17 



to certain patients with psychosomatic illnesses is a special one. 
I prescribe a book: Success Through a Positive Mental Attitude. " 

While there are several thousands of experiences that could be 
related, the greatest testimonial can be your experience when you 
learn and apply the principles in this book. 

Special instructions. When you read this book, read it as if the 
authors were your personal friends and were writing to you — 
and you alone. Underscore sentences, quotations and words that 
are meaningful to you. Memorize self- motivators. Keep in mind 
that this is a book to motivate you to desirable action. 

Abraham Lincoln developed the habit of trying to learn from the 
books he read, the people he met and casual events. These gave 
him ideas for reflection. And thus he was able to relate, assimilate 
and use ideas as his own. 

You too can convert your creative thinking, artistic talent, 
knowledge, personality and physical energy into success, wealth, 
health and happiness. This book more than tells you how: it 
motivates you to try. 

Look for the message that is applicable to you. When you 
recognize it. Pay attention! Get into action! To direct your mind 
into desired channels, try to answer each question at the end of 
each chapter during your thinking and planning time. 

— W. CLEMENT STONE 



18 



PARTI 

Where the Road to Achievement Begins 

CHAPTER 1 
Meet the Most Important Living Person 

Meet the most important living person! 

Somewhere in this book, you will meet him — suddenly, 
surprisingly and with a shock of recognition that will change your 
whole life. When you do meet him, you will discover his secret. 
You will discover that he carries with him an invisible talisman 
with the initials PMA emblazoned on one side, and NMA on the 
other. 

This invisible talisman has two amazing powers: it has the power 
to attract wealth, success, happiness and health; and it has the 
power to repel these things — to rob you of all that makes life 
worth living. It is the first of these powers, PMA, that enables 
some men to climb to the top and stay there. It is the second that 
keeps other men at the bottom all their lives. It is NMA that pulls 
other men down from the top when they have reached it. 

Perhaps the story of S. B. Fuller will illustrate how it works. 

"We are poor — not because of God." S. B. Fuller was one of 
seven children of a Negro tenant farmer in Louisiana. He started 
to work at the age of five. By the time he was nine, he was 
driving mules. There was nothing unusual in this: the children of 
most of the tenant farmers went to work early. These families 
accepted poverty as their lot and asked for no better. 

Young Fuller was different from his friends in one way: he had a 
remarkable mother. His mother refused to accept this hand-to- 



19 



mouth existence for her children, though it was all she had ever 
known. She knew there was something wrong with the fact that 
her family was barely getting along in a world of joy and plenty. 
She used to talk to her son about her dreams. 

"We shouldn't be poor, S. B.," she used to say. "And don't ever let 
me hear you say that it is God's Will that we are poor. We are 
poor — not because of God. We are poor because father has 
never developed a desire to become rich. No one in our family 
has ever developed a desire to be anything else." 

No one had developed a desire to be wealthy. This idea became 
so deeply ingrained in Fuller's mind that it changed his whole 
life. He began to want to be rich. He kept his mind on the things 
he did want and off the things, he didn't want. Thus, he developed 
a burning desire to become rich. The quickest way to make 
money, he decided, was to sell something. He chose soap. For 
twelve years he sold it, door to door. Then he learned that the 
company which supplied him was going to be sold at auction. 
The firm price was $150,000. In twelve years of selling and 
setting aside every penny, he had saved $25,000. It was agreed 
that he would deposit his $25,000 and obtain the balance of 
$125,000 within a ten-day period. Written into the contract was 
the condition that if he did not raise the money, he would lose his 
deposit. 

During his twelve years as a soap salesman, S. B. Fuller had 
gained the respect and admiration of many businessmen. He went 
to them now. He obtained money from personal friends, too, and 
from loan companies and investment groups. On the eve of the 
tenth day, he had raised $115,000 He was $10,000 short. 

Search for the light. "I had exhausted every source of credit I 
knew," he recalls. "It was late at night. In the darkness of my 
room, I knelt down and prayed. I asked God to lead me to a 



20 



person who would let me have the $10,000 in time. I said to 
myself that I would drive down 61st Street until I saw the first 
light in a business establishment. I asked God to make the light a 
sign indicating His answer." 

It was eleven o'clock at night when S. B. Fuller drove down 
Chicago's 61st Street. At last, alter several blocks he saw a light 
in a contractor's office. 

He walked in. There, seated at his desk, tired from working late at 
night, sat a man whom Fuller knew slightly. Fuller realized that 
he would have to be bold, 

"Do you want to make $1,000?" asked Fuller straight out. The 
contractor was taken aback at the question. "Yes," he said. "Of 
course." 

"Then make out a check for $10,000 and when I bring back the 
money, I'll bring back another $1,000 profit," Fuller recalls 
telling this man. He gave the contractor the names of the other 
people who had lent him money, and explained in detail exactly 
what the business venture was. 

Let's explore his secret of success. Before he left that night, S. 
B. Fuller had a check for $10,000 in his pocket. Subsequently, he 
obtained controlling interest not only in that company, but in 
seven others, including four cosmetic companies, a hosiery 
company, a label company, and a newspaper. When we asked 
him recently to explore with us the secret of his success, he 
answered in terms of his mother's statement so many years 
before: 

"We are poor — not because of God. We are poor because father 
has never developed a desire to become rich. No one in our 
family has ever developed a desire to be anything else." 



21 



"You see," he told us, "I knew what I wanted, but I didn't know 
how to get it. So I read The Bible and inspirational books for a 
purpose. I prayed for the knowledge to achieve my objectives. 
Three books played an important part in transmuting my burning 
desire into reality. They were: (1) The Bible, (2) Think and Grow 
Rich, and (3) The Secret of the Ages. My greatest inspiration 
comes from reading The Bible. 

"If you know what you want, you are more apt to recognize it 
when you see it. When you read a book, for example, you will 
recognize opportunities to help you get what you want." 

S. B. Fuller carried with him the invisible talisman with the 
initials PMA imprinted on one side and NMA on the other. He 
turned the PMA side up and things happened. He was able to 
bring into reality ideas that were formerly mere daydreams. 

Now the important thing to notice here is that S. B. Fuller started 
life with fewer advantages than most of us have. But he chose a 
big goal and headed for it of course, the choice of goal was 
individual. In these times and in this country you still have your 
personal right to say; "This is what I choose. This is what I want 
most to accomplish." And unless your goal is against the laws of 
God or society, you can achieve it. You have everything to gain 
and nothing to lose by trying. Success is achieved and maintained 
by those who keep trying with PMA. 

What you try for is up to you. Not everyone would care to be an 
S. B. Fuller, responsible for large manufacturing concerns. Not 
everyone would choose to pay the costly price of being a great 
artist. To many, the riches of life are quite different. A skill in 
day-to-day living which adds up to a happy, love-filled life is 
success. You can have this and other riches too. The choice is 
yours. 



22 



But whether success to you means becoming rich as it did to S. B. 
Fuller, or the discovery of a new element in chemistry, or the 
creation of a piece of music, or the growing of a rose, or the 
nurturing of a child — no matter what success means to you — 
the invisible talisman with the initials PMA emblazoned on one 
side and NMA on the other can help you achieve it You attract 
the good and desirable with PMA. You repel them with NMA. 

Every adversity has the seed of an equivalent or greater 
benefit. "But what if I have a physical handicap? How can a 
change of attitude help me?" you may ask. Perhaps the story of 
Tom Dempsey, a boy who was disabled at birth, will give you 
your answer. 

Tom was born without half a right foot and only a stub of a right 
arm. As a boy, he wanted to engage in sports as the other boys 
did. He had a burning desire to play football. Because of this 
desire, his parents had an artificial foot made for him. It was 
made of wood. The wooden foot was encased in a special stubby 
football shoe. Hour after hour, day after day, Tom would practice 
kicking the football with his wooden foot. He would try and keep 
on trying to make field goals at greater and greater distances. He 
became so proficient that he was hired by the New Orleans 
Saints. 

The screams of 66,910 football fans could be heard throughout 
the entire United States when, within the last two seconds of the 
game, Tom Dempsey — with his crippled leg — kicked a record- 
breaking 63 -yard field goal. It was the longest field goal ever 
kicked in a professional football game. It gave the Saints a 
winning score of 19-17 over the Detroit Lions. 

"We were beaten by a miracle," said Detroit coach Joseph 
Schmidt. And to many, it was a miracle — an answer to a prayer. 



23 



"Tom Dempsey didn't kick that field goal, God kicked it," said 
Lion linebacker Wayne Walker. 

"Interesting. But what does the Tom Dempsey story mean to 
me?" you may ask. 

Our response would be: "Very little — unless you develop the 
habit of recognizing, relating, assimilating and using universal 
principles and adopt them as your very own. Then follow through 
with desirable action." 

And what are the principles you could apply from the Tom 
Dempsey story, whether or not you are physically disabled? They 
can be learned and applied by children and adults: 

• Greatness comes to those who develop a burning 
desire to achieve high goals. 

• Success is achieved and maintained by those who try 
and keep on trying with PMA. 

• To become an expert achiever in any human activity, it 
takes practice . . . practice . . . practice. 

• Effort and work can become fun when you establish 
specific desirable goals. 

• With every adversity there is a seed of an equivalent or 
greater benefit for those who are motivated with PMA 
to become achievers. 

• Man's greatest power lies in the power of prayer. 

To learn and apply these principles, turn up your invisible 
talisman to the PMA side. 

When Henley wrote the poetic lines, "I am the master of my fate, 
I am the captain of my soul," he could have informed us that we 



24 



are the masters of our fate because we are masters, first, of our 
attitudes. Our attitudes shape our future. This is a universal law. 
The poet could have told us with great emphasis that this law 
works whether the attitudes are destructive or constructive. The 
law states that we translate into physical reality the thoughts and 
attitudes which we hold in our minds, no matter what they are. 
We translate into reality thoughts of poverty just as quickly as we 
do thoughts of riches. But when our attitude towards ourselves is 
big, and our attitude towards others is generous and merciful, we 
attract big and generous portions of success. 

A truly great man. Consider the example of Henry J. Kaiser, a 
truly successful person because his attitude towards himself is 
big. Companies identified with the name Henry J. Kaiser hold 
assets of more than one billion dollars. Because he is generous 
and merciful to others, the speechless have been made to talk, the 
crippled have been restored to useful lives, and hundreds of 
thousands of persons have received hospital care at a very low 
cost All this grew from seeds of thought planted within him by 
his mother. 

Mary Kaiser gave her son Henry the priceless gift. She also 
taught him to apply the greatest value in life. 

1. The priceless gift: After her day's work, Mary Kaiser would 
spend hours as a volunteer nurse, helping the unfortunate. Often 
she said to her son, "Henry, nothing is ever accomplished without 
work. If I leave you nothing else but the will to work, I will have 
left you the priceless gift: the joy of work. " 

2. The greatest value in life: "It was my mother," said Mr. Kaiser, 
"who first taught me some of the greatest values in life. Among 
these were the love of people and the importance of serving 
others. Loving people and serving them, she used to say, is the 
greatest value in life. " 



25 



Henry J. Kaiser knows the power of PMA. He knows what it can 
do in his life and for his country. He also knows the force of 
NMA. During World War II he built over 1500 ships with such 
rapidity that he startled the world. When he said, "We can 
construct a Liberty Ship every ten days," the experts said, "It can't 
be done — it's impossible!" Yet Kaiser did it. Those who believe 
they can't repel the positive; they use the negative side of their 
talisman. Those who believe they can repel the negative; they use 
the positive side. 

That is why we must be cautions when we use this talisman. Its 
PMA side can get for you all the rich blessings of life. It can help 
you to overcome your difficulties and to discover your strengths. 
It can help you step out ahead of your competitors, and, as with 
Kaiser, it can turn what others say is impossible into reality. 

But the NMA side is just as powerful. Instead of happiness and 
success, it can attract despair and defeat. Like all power, the 
talisman is dangerous if we do not use it properly. 

How the force of NMA repels. There is a very interesting story, 
which illustrates how the force of NMA repels. It comes out of 
one of the southern states. There, where wood-burning fireplaces 
are still used to heat homes, lived a woodcutter who also was an 
unsuccessful person. For more than two years, he had supplied a 
certain homeowner with firewood. The woodcutter knew that the 
logs could not be larger than seven inches in diameter if they 
were to fit this particular fireplace. 

On one occasion this old customer ordered a cord of wood, but 
was away when it was delivered. On arriving home he discovered 
that most of the wood was larger than the specified size. He 
called the woodcutter and asked him to have the oversized logs 
exchanged or split. 



26 



"I can't do that!" said the wood dealer. "It would cost more than 
the whole load is worth." With that he hung up. 

So the homeowner was left with the job of splitting the logs 
himself. He rolled up his sleeves and set to work. About halfway 
through the job he noticed that one particular log had a very large 
knothole which someone had plugged up. The homeowner lifted 
the log. It seemed unusually light and appeared to be hollow. 
With a hefty swing of the axe he split the log. 

A blackened roll of tin foil fell out. The homeowner stooped 
down, picked up the roll and unwrapped it. To his amazement it 
contained very old $50 and $100 bills. Slowly he counted them. 
They amounted to exactly $2,250. The bills had evidently been in 
the tree for many years, as the paper was very brittle. The 
homeowner had PMA. His only thought was to get the money 
back to its rightful owner. He picked up the telephone, called the 
wood dealer again, and asked him where he had cut this load. 
Again the woodcutter's NMA asserted its repelling power. That's 
nobody's business but mine," he said. "If you give away your 
secrets, people will cheat you every time." Despite many efforts, 
the homeowner never learned where the logs came from or who 
had sealed the money inside. 

Now, the point of this story does not lie in irony. It is true that the 
man with PMA found the money while the man with NMA had 
not. But it is also true that good breaks do occur in everyone's 
life. However, the man who lives with NMA will prevent life's 
lucky breaks from benefiting him. And the man with PMA will 
so arrange his attitudes that he will turn even the bad breaks into 
advantages. 

On the sales staff of the Combined Insurance Company of 
America there was a salesman named Al Allen. Al wanted to be 
the company's star salesman. He tried to apply the PMA 



27 



principles found in the inspirational books and magazines he 
read. He read an editorial in Success Unlimited magazine entitled 
"Develop Inspirational Dissatisfaction." It wasn't long after that 
he had an opportunity to put into practice what he had read. He 
had a bad break. This gave him the opportunity to arrange his 
attitudes so that he could use the PMA side of his talisman 
effectively. 

He developed inspirational dissatisfaction. One icy winter 
day Al "cold-canvassed" every store in a city block in Wisconsin; 
he walked in unannounced, and tried to sell insurance. On that 
day, Al did not make a single sale. Of course, he was dissatisfied. 
But Al's PMA turned this dissatisfaction into "inspirational 
dissatisfaction. " 

Why? 

He remembered the editorial he had read. He applied the 
principle. The next day before setting out from the local office, he 
told his fellow salesmen about his failures the day before. He 
said, "Wait and see. Today I'm going back to call on those same 
prospects and I'll sell more insurance than all the rest of you 
combined!" 

And the remarkable thing is that Al did it. He went back to that 
same city block and again called on every person he had talked to 
the day before. He sold 66 new accident contracts ! 

Now, this was an unusual achievement. And it happened because 
of the "bad breaks" when Al trudged through the sleet and wind 
for eight hours without selling a single policy. Al Allen was able 
to rearrange his attitudes. He was able to convert the negative 
kind of dissatisfaction that most of us would feel in similar 
circumstances of failure on one day into inspirational 
dissatisfaction, which resulted in success the next day. Al did 



28 



become the company's best salesman and was promoted to a sales 
manager. This ability to turn the invisible talisman over and use 
the side which has the force of PMA rather than the side which 
has the force of NMA is characteristic of so many of our really 
successful people. Most of us are inclined to look upon success as 
coming in some mysterious way through advantage that we do 
not have. Perhaps because we do have them, we don't see them. 
The obvious is often unseen. Every man's PMA is his advantage, 
and there is nothing mysterious about it. 

Henry Ford, after he had achieved success, was the subject of 
much envy. People felt that because of good fortune, or 
influential friends, or genius, or whatever they thought was Ford's 
"Secret" — because of these things Ford was successful. And no 
doubt some of these elements played a part. But there was 
something more. Perhaps one person in every hundred thousand 
knew the real reason for Ford's success, and those few were 
usually ashamed to speak of it because of its simplicity. A single 
glimpse of Ford in action will illustrate the "secret" perfectly. 

Years ago, Henry Ford decided to develop the now famous motor 
known as V-8. He wanted to build an engine with the entire eight 
cylinders cast in one block. He instructed his engineers to 
produce a design for such an engine. To a man, the engineers 
agreed that it was simply impossible to cast an eight-cylinder 
gasoline engine block in one piece. 

Ford said, "Produce it anyway." 

"But," they replied, "it's impossible." 

"Go to work," Ford commanded, "and stay on the job until you 
succeed no matter how much time is required." 



29 



The engineers went to work. There was nothing else for them to 
do if they were to remain on the Ford staff. Six months went by 
and they had not succeeded. Another six months passed, and still 
no success. The more the engineers tried, the more the thing 
seemed "impossible." 

At the end of the year, Ford checked with his engineers. Once 
again they informed him that they had found no way to carry out 
his orders. "Keep working," said Ford. "I want it and I'll have it." 

And what happened? 

Well, of course, the engine wasn't impossible at all. The Ford V-8 
became the most spectacularly successful car on the road, pulling 
Henry Ford and his company so far out in front of his nearest 
competitor that it took years for them to catch up. He was using 
PMA. And the same power is available to you. If you use it, if 
you turn your talisman to the right side as Henry Ford did, you 
too can achieve success in bringing into reality the possibility of 
the improbable. If you know what you want, you can find a way 
to get it. 

A man of 25 has before him some 100,000 working hours should 
he retire at 65. How many of your working hours will be alive 
with the magnificent force of PMA? And how many of them will 
have the life knocked out of them with the stunning blows of 

NMA? 

But how do you go about putting PMA to work in your life rather 
than NMA? Some people seem to use this power instinctively. 
When it came to developing the Ford car, Henry Ford was one of 
these. Others have to learn. Al Allen learned by relating and 
assimilating what he read in inspirational magazines and books. 
Success Through a Positive Mental Attitude is such a book. 



30 



You, too, can learn to develop PMA. 

Some people use PMA for a while but when they receive a 
setback, they lose faith in it. They start out right, but some "bad 
breaks" cause them to flip the talisman wrong-side-up. They fail 
to realize that success is maintained by those who keep trying 
with PMA. They are like the famous old racehorse "John P. 
Grier." John P. Grier was a thoroughbred of great promise, such 
promise in fact that he was groomed, trained and billed as the 
only horse that stood a chance of beating the greatest racehorse of 
all time: Man o' War. 

Don't let your mental attitude make you a has-been. In the 

Dwyer Stakes at Aqueduct in July of 1920, the two horses finally 
met. It was a magnificent day. All eyes were riveted on the 
starting post. The two horses got away evenly. Down the track 
they went side by side. It was clear that John P. Grier was giving 
Man o' War the race of his life. At the quarter mark they were 
even. The half mark. The three-quarter mark and still they were 
even. At the eighth pole — neck and neck. Then in the stretch 
John P. Grier brought the crowd to its feet. Slowly he edged 
ahead. 

It was a moment of crisis for Man o' War's Jockey. He made up 
his mind. For the first time in the great horse's career the jockey 
nicked him solidly on the rump with his whip. Man o' War 
reacted as though the jockey had set fire to his tail. He shot out 
ahead and pulled away from John P. Grier as if the other horse 
were standing still. At the end of the race Man o' War was seven 
lengths ahead. 

But the significant thing from our point of view was the effect of 
defeat on the other horse. John P. Grier had been a horse of great 
spirit; victory was in his attitude. But he was so broken by this 
experience that he never really recovered. All of his races 



31 



afterwards were weak, half-hearted attempts and he never won 
again. 

People are not race horses, but this story is reminiscent of far too 
many men who, in the boom years of the 1920's, started off with 
a wonderful attitude of success. They achieved financial success, 
and then, when the Depression struck in 1930, they experienced 
defeat. They were crushed. Their attitude changed from positive 
to negative. Their talisman flipped to the side that read NMA. 
They stopped trying. They, like John P. Grier, became "has- 
beens." 

Some people seem to use PMA pretty much all the time. Others 
start and then quit. But others — the vast majority of us — have 
never really begun to use the tremendous powers available to us. 

What about us? Can we learn to use PMA, as we've learned other 
skills? 

The answer, based on our years of experience, is a definite yes. 

This is the subject of this book. In the chapters that follow we 
will show you how it can be done. The effort to learn will be 
worth it because PMA is the essential ingredient in all success. 

Meet the most important living person. The day you recognize 
PMA for yourself is the day that you will meet the most 
important living person! Who is he? Why, the most important 
living person is you, as far as you and your life are concerned 
Take a look at yourself. Isn't it true that you carry with you an 
invisible talisman with the initials PMA emblazoned on one side 
and NMA on the other? What exactly is this talisman, this force? 
The talisman is your mind PMA is a Positive Mental Attitude. 



32 



A Positive Mental Attitude is the right mental attitude. What is 
the right mental attitude? It is most often comprised of the "plus" 
characteristics symbolized by such words as faith, integrity, hope, 
optimism, courage, initiative, generosity, tolerance, tact, 
kindliness and good common sense. A person with positive 
mental attitude aims for high goals and constantly strives to 
achieve them. 

NMA is a negative mental attitude. It has opposite characteristics 
to PMA. 

After years spent studying successful men, the authors of Success 
Through a Positive Mental Attitude have come to the conclusion 
that a positive mental attitude is the one simple secret shared by 
them all. 

It was PMA that helped S. B. Fuller overcome the disadvantages 
of poverty. It was PMA that motivated Tom Dempsey, despite his 
crippled leg, to kick the longest field goal ever kicked in a 
professional football game. And it was certainly a positive mental 
attitude that enabled Henry J. Kaiser to build a Liberty Ship every 
ten days. It was Al Allen's ability to turn his talisman right-side- 
up that motivated him to return to his prospects — the very ones 
who had refused him the day before — and set a new sales 
record. 

Do you know how to make your invisible talisman work for you? 
Perhaps you do: perhaps you don't. Perhaps you have developed 
and strengthened your PMA until life is bringing you every 
worthwhile wish. But if you haven't, you can and will learn the 
techniques whereby you can release your power of PMA through 
its magic in your life as you continue to read this book. 

A positive mental attitude, what it is, and how it may be 
developed and applied, is described throughout this book. It is the 



33 



one essential principle of this book's Seventeen Principles for 
achieving worthwhile success. Achievement is attained through 
some combination of PMA with one or more of the other sixteen 
success principles Master them. Begin applying each of them as 
you recognize them while reading Success Through a Positive 
Mental Attitude, When you make each principle a part of your 
life, yours will be a positive mental attitude in its most powerful 
form. And the payoff will be success, health, happiness, wealth, 
or whatever definite aims you may have in life. These will be 
yours — provided you don't violate the laws of Infinite 
Intelligence and the rights of your fellow men. Such violations 
are the most repellent forms of NMA. 

In Chapter Two you will find the formula by which you may 
keep your mind positive. Master that formula; apply it in all that 
you do and you will be on your way to the attainment of your 
every desire. 

PILOT NO. 1 
Thoughts to Steer By 

1. Meet the most important living person! That person is you. Your 
success, health, happiness, wealth depend on how you use your 
invisible talisman. How will you use it? The choice is yours. 

2. Your mind is your invisible talisman. The letters PMA (positive 
mental attitude) are emblazoned on one side, and NMA (negative 
mental attitude) on the other. These are powerful forces. PMA is 
the right mental attitude for each specific occasion. It has the power to 
attract the good and the beautiful. NMA repels them. It is a 
negative mental attitude that robs you of all that makes life worth 
living. 

Self-question: "How can I develop the right mental attitude?" Be 
specific. 



34 



3. Don't blame God for your lack of success. Like S. B. Fuller, you 
can develop a burning desire to succeed. How? Keep your mind on 
the things you want and off the things you don't want, How? 

4. Like S. B. Fuller, read The Bible and inspirational books for a 
purpose. Ask for divine guidance. Search for the 



Self-question: Do you believe it's proper to ask for Divine 
Guidance? 

5. Every adversity has the seed of an equivalent or greater benefit for those who 
have PMA. Sometimes the things that seem to be adversities turn 
out to be opportunities in disguise. Tom Dempsey discovered this as 
a cripple. 

Self-question: Will you engage in thinking time to determine how 
you can turn adversities into seeds of equivalent or greater 
benefits? 

6. Accept the priceless gift — the joy of work. Apply the greatest value 
in life: love people and serve them. Like Henry I. Kaiser, you will 
attract big and generous portions of success. You can if you 
develop PMA. 

Self-question: Will you search to find out how you can develop 
PMA as you continue to read this book? 

7. Never underestimate the repellent power of a negative mental 
attitude. It can prevent life's lucky breaks from benefiting you. 

Self-question: PMA attracts good. How can I develop the habit 
of PMA? 

8. You can profit by disappointment — if it is turned into 
inspirational dissatisfaction with PMA. Like Al Allen, develop 
inspirational dissatisfaction. Rearrange your attitudes and convert a 
failure of one day into success on another. How do you think 
you can develop inspirational dissatisfaction? 



35 



9. Bring into reality the possibility of the improbable by acquiring 
PMA. Say to yourself, as Henry Ford said to his engineers, "Keep 
working!" 

Self-question: Have you the courage to aim high and strive daily 
to keep your goal before you? 

10. Don't let your mental attitude make you a "has-been." When 
you become successful and a depression or any other 
unfavorable circumstance arises which causes you a loss or 
defeat, act on the self-motivator: Success is achieved by those who try 
and maintained by those who keep trying with PMA. This is the way to 
avoid being crushed. 

UNIVERSAL PRINCIPLES IN SELF-MOTIVATOR FORM: 

• Every adversity has the seed of an equivalent or greater benefit. 

• Greatness comes to those who develop a burning desire to 
achieve high goals. 

• Success is achieved and maintained by those who try and keep on 
trying with PMA. 

• To become an expert achiever in any human activity, it takes 
practice . . . practice . . . practice. 

• Man's greatest power lies in the power of prayer. 



36 



CHAPTER 2 
You Can Change Your World 

We now know that PMA is a positive mental attitude. And we 
also know that a Positive Mental Attitude is one of the 17 success 
principles. When you begin to apply a combination of these 
principles with PMA in your chosen occupation or to a solution 
of your personal problems, you are on the road to success. Then 
you are on the right track and headed in the right direction 
towards getting what you want. 

To achieve anything worthwhile in life, it is imperative that you 
apply PMA, regardless of what other success principles you 
employ. PMA is the catalyst which makes any combination of 
success principles work to attain a worthwhile end. It is NMA, 
combined with some of the same principles, that is the catalyst 
which results in crime or evil. And grief, disaster, tragedy — sin, 
disease, death — are some of its rewards. 

17 success principles. The authors have for many years given 
lectures, instructed classes, and conducted a correspondence 
course on the 17 success principles. The title of the course: PMA, 
The Science of Success. These 17 principles are: 



1 . A Positive Mental Attitude 

2. Definiteness of purpose 

3. Going the extra mile 

4. Accurate thinking 

5. Self-discipline 

6. The master mind 

7. Applied faith 

8. A pleasing personality 

9. Personal initiative 

10. Enthusiasm 



1 1 . Controlled attention 

12. Teamwork 

13. Learning from defeat 

14. Creative vision 

15. Budgeting time and money 

16. Maintaining sound physical 
and mental health 

17. Using cosmic habit force 
(universal law) 



37 



These 17 success principles are no creation of the authors. They 
were extracted from the lifetime experiences of hundreds of the 
most successful persons our nation has known during the past 
century. 

As long as you live, from this day forward, you can analyze your 
every success and every failure — that is, if you imprint these 17 
principles indelibly in your memory. 

You may develop and maintain a permanent Positive Mental 
Attitude by making it your responsibility to adopt and apply these 
17 principles in your daily living. 

There is no other known method by which you may keep your 
mind positive. 

Analyze yourself courageously, now, and learn which of these 17 
principles you have been using and which of them you have been 
neglecting. 

In the future analyze both your successes and your allures, using 
the 17 principles as a measuring device, and very soon you will 
be able to lay your finger on what has been holding you back. 

If you have PMA and don't succeed, then what? If you use PMA 
and don't succeed, it may be because you are not using each of 
the principles that are necessary in the combination for success to 
attain your specific goal. 

You may wish to check the stories of S. B. Fuller, Tom Dempsey, 
Henry J. Kaiser, the woodcutter, Al Allen, and Henry Ford, to 
recognize which of the 17 success principles each person applied 
or neglected to apply. You might analyze someone you know 
who is a has-been in real life. As you read the case histories in the 
chapters which follow, do the same thing. Ask yourself: Which of 



38 



the 17 success principles are used? Which are omitted? At first it 
may be difficult to understand and apply the principles. But as 
you continue to read Success Through a Positive Mental Attitude, 
each of these principles will become more clear to you. You will 
then be able to use them. When you get to Chapter 20, you will 
be able to check yourself accurately by the 17 success principles. 
There you will find a self-analysis chart under the heading 
"Success Quotient Analysis." 

Has the world given you a raw deal? The students who have 
enrolled in the PMA Science of Success course have often been 
people who considered themselves failures in some area of their 
lives. The very first question such a person might be asked when 
he enters the class is: Why? Why are you taking this course? Why 
haven't you had the success you would like to have? And the 
reasons which they give tell us a tragic story about the causes of 
failure. 

"I never really had a chance to get ahead. My father was an 
alcoholic, you know." 

"I was raised in the slums and that's something you can never get 
out of your system." 

"I only had a grammar school education." 

These people are all saying, in essence, that the world has given 
them a raw deal. They are blaming the world and circumstances 
outside themselves for their failures. They blame their heredity or 
their environment. They start out with a negative mental attitude. 
And, of course, with that attitude, they are handicapped But it is 
NMA that is holding them down, not the external handicap which 
they give as the cause of their failure. 



39 



A lesson learned from a child. There is a wonderful little story 
about a minister who, one Saturday morning, was trying to 
prepare his sermon under difficult conditions. His wife was out 
shopping. It was a rainy day and his young son was restless and 
bored, with nothing to do. Finally, in desperation, the minister 
picked up an old magazine and thumbed through it until he came 
to a large brightly colored picture. It showed a map of the world. 
He tore the page from the magazine, ripped it into little bits and 
threw the scraps all over the living room floor with the words: 

"Johnny, if you can put this all together, I'll give you a quarter". 

The preacher thought this would take Johnny most of the 
morning. But within ten minutes there was a knock on his study 
door. It was his son with the completed puzzle. The minister was 
amazed to see Johnny finished so soon, with the pieces of paper 
neatly arranged and the nap of the world back in order. 'Son, how 
did you get that done so fast?" the preacher asked. 

"Oh," said Johnny, "it was easy. On the other side, there was a 
picture of a man. I just put a piece of paper on the bottom, put the 
picture of the man together, put a piece of paper on top, and then 
turned it over. I figured that if got the man right, the world would 
be right." 

The minister smiled, and handed his son a quarter. "And you've 
given me my sermon for tomorrow, too," he said. "If a man is 
right, his world will be right. " 

There's a great lesson in this idea. If you are unhappy with your 
world and want to change it, the place to start is with yourself. If 
you are right, your world will be right. This is what PMA is all 
about. When you have a Positive Mental Attitude, the problems 
of your world tend to bow before you. 



40 



You were born a champion. Have you ever thought about the 
battles you won before you were born? "Stop and think about 
yourself," says Amram Scheinfeld, an expert on genetics. "In all 
the history of the world there was never anyone else exactly like 
you, and in all the infinity of time to come, there will never be 
another." 

You are a very special person. And many struggles took place 
that had to be successfully concluded in order to produce you. 
Just think: tens of millions of sperm cells participated in a great 
battle, yet only one of them won — the one that made you! It was 
a great race to reach a single object: a precious egg containing a 
tiny nucleus. This goal for which the sperms were competing was 
smaller in size than the point of a needle. And each sperm was so 
small that it would have to be magnified thousands of times 
before it could be seen by the human eye. Yet it is on this 
microscopic level that your life's most decisive battle was fought. 

The head of each of the millions of sperms contained a precious 
cargo of 24 chromosomes, just as there were 24 in the tiny 
nucleus of the egg. Each chromosome was composed of jelly-like 
beads closely strung together. Each bead contained hundreds of 
genes to which scientists attribute all the factors of your heredity. 

The chromosomes in the sperm comprised aft the hereditary 
material and tendencies contributed by your father and his 
ancestors; those in the egg-nucleus the inheritable traits of your 
mother and her ancestors. Your mother and father themselves 
represented the culmination of over two billion years of victory in 
the battle to survive. And then one particular sperm — the fastest, 
the healthiest, the winner — united with the waiting egg to form 
one, tiny living cell. 

The life of the most important living person had begun. You had 
become a champion over the most staggering odds you will ever 



41 



have to face. For all practical purpose you had inherited from the 
vast reservoir of the past all the potential abilities and powers you 
need to achieve you objectives. 

You were born to be a champion, and no matter what obstacles 
and difficulties lie in your way, they are not one tenth so great as 
the ones that have already been overcome at the moment of your 
conception. Victory is built in to every living person. Take the 
case of Irving Ben Cooper who was one of America's most 
respected judges. But this was very far from the way young Ben 
Cooper thought of himself as a young boy. 

How a frightened boy developed PMA. Ben grew up in a near- 
slum neighborhood in St. Joseph, Missouri. His father was an 
immigrant tailor who earned little money. Many days there 
simply wasn't enough to eat. To heal their small home, Ben used 
to take a coal scuttle, and walk down to the railroad tracks that 
ran nearby. There he would pick up pieces of coal. It embarrassed 
Ben to have to do it. He'd often try to sneak through the bad 
streets so children from school wouldn't see him. 

But they often did. There was one gang of boys in particular who 
found great sport in ambushing Ben on his way home from the 
tracks and beating him up. They would scatter his coal all over 
the street and send him home with tears streaming from his eyes. 
Thus it was that Ben lived in a more or less permanent state of 
fear and self-despising. 

Something happened, as it always must when we break the 
pattern of defeat. The victory within us does not assert itself until 
we are ready. Ben was inspired to positive action because he read 
a book. It was Robert Coverdale 's Struggle by Horatio Alger. 



42 



In it Ben read the adventures of a youngster like himself who was 
faced with great odds, but who overcame these odds with the 
courage and moral strength which Ben wished to possess. 

The boy read every one of the Horatio Alger books he could 
borrow. As he read, he lived the part of the hero. All winter he sat 
in the cold kitchen reading stories of courage and success, 
unconsciously absorbing a Positive Mental Attitude. 

Some months after he had read his first Horatio Alger book, Ben 
Cooper was again making a trip down to the railroad tracks. Off 
in the distance he saw three figures dart behind a building. His 
first thought was to turn and run. Then he remembered the 
courage that he had admired in his book heroes, and, instead of 
turning, his hand gripped the coal scuttle more tightly and he 
marched straight ahead, as if he were one of the Alger heroes. 

It was a brutal fight. The three boys jumped Ben all at the same 
time. His bucket dropped, and he started flailing his arms with a 
determination that caught the bullies by surprise. Ben's right hand 
smashed into the lips and nose of one of the boys — his left hand 
into his stomach. To Ben's surprise, the boy stopped fighting and 
turned and ran. Meanwhile the other two boys were hitting and 
kicking him. Ben managed to push one boy away and knock the 
other down. He jumped on the second boy with his knees, while 
he plowed punch after punch into his stomach and jaw — as if he 
were mad. Now there was just one boy left. This was the leader. 
He had jumped on top of Ben. Ben managed to pull him aside 
and get on his feet. For a second the two boys stood and looked 
each other squarely in the eyes. 

And then, bit by bit, the leader stepped backwards. He, too, ran 
away. Perhaps it was righteous indignation, but Ben picked up a 
chunk of coal and threw it at the retreater. 



43 



It wasn't until then that Ben realized that his nose was bleeding 
and that he had black and blue marks on his body from the 
punches and kicks he had received. It was worth it! It was a great 
day in Ben's life. In that moment he overcame fear. 

Ben Cooper wasn't much stronger than he had been a year earlier. 
His attackers were no less tough. The difference came in Ben's 
own mental attitude. He had faced danger in spite of fear. He 
decided that no longer was he going to be pushed around by 
bullies. From now on, he himself was going to change his world. 
And, of course, this is exactly what he did. 

Identify yourself with a successful image. The boy gave himself 
an identity. When he fought the three bullies on the street that 
day, he was not lighting as frightened, undernourished Ben 
Cooper. He was fighting as Robert Coverdale or any other of the 
plucky and daring heroes of Horatio Alger's books. 

Identifying one's self with a successful image can help break the 
habits of self-doubt and defeat which years of NMA set up within 
a personality. Another and equally important successful technique 
for changing your world is to identify yourself with an image that 
will inspire you to make the right decisions. It can be a slogan, a 
picture, or any other symbol that is meaningful to you. 

What will your picture say to you? The president of a midwest 
concern operating internationally was visiting his San Francisco 
office. He noticed a large photograph of himself on the wall of 
the office of Dorothy Jones, a private secretary. "Dotti, that's a 
rather large picture for this size room, isn't it?" he asked. 

Dorothy responded, "When I have a problem, do you know what 
I do?" Without waiting for an answer, she demonstrated by 
placing her elbows on her desk, propping her head on the fingers 



44 



of her folded hands, and looking up at the picture. "Boss, how the 
heck would you solve this problem?" she asked. 

Dotti's remarks seem rather humorous. Yet the essence of her 
idea is startling. Perhaps you have a picture in your office, your 
home, or in your wallet, that could give you the right answer to 
an important question in your life. Yours may be a picture of your 
mother, father, wife, husband — of Benjamin Franklin or 
Abraham Lincoln. It may be that of a saint. 

What will your picture say to you? There is one way to find out. 
When you are faced with a serious problem or decision, ask your 
picture a question. Listen, for the answer. 

Another essential ingredient for changing your world is to have 
definiteness of purpose, one of the 17 principles of success. 

Definiteness of purpose is the starting point of all 
achievement. Definiteness of purpose, combined with PMA, is 
the starting point of all worthwhile achievement Remember — 
your world will change whether or not you choose to change it. 
But you have the power to choose its direction. You can select 
your own targets. When you determine your definite major aims 
with PMA, there is a natural tendency for you to use seven of the 
success principles: 

(a) Personal initiative 

(b) Self-discipline 

(c) Creative vision 

(d) Organized thinking 

(e) Controlled attention (concentration of effort) 

(f) Budgeting of time and money 

(g) Enthusiasm 

Robert Christopher had definiteness of purpose with PMA. 



45 



Now, let's see how the natural tendencies for these additional 
principles manifested themselves in this success story. For, like 
many boys, Bob's imagination was stimulated while he read Jules 
Verne's thrilling, imaginative story Around the World in 80 Days. 
Bob told us: 

"I used to daydream a great deal but when I grew older, I read 
two books on motivation: Think and Grow Rich and The Magic of 
Believing. 

"Around the world in 80 days. Now, why couldn't I go around the 
world on $80.00? I believed that any given aim could be 
accomplished if I had faith and confidence that it could be. That 
is: if I started from where I was to get to where I wanted to be. 

"I thought: 'Others had worked on freighters to earn their 
transatlantic passages and hitchhiked all over the world, so why 
couldn't I?'" 

And then Bob took his fountain pen from his pocket and wrote on 
a piece of note paper a list of the problems with which he would 
be faced. Also, he made notes of what he thought were workable 
answers to each. 

Now Bob Christopher was an expert photographer and he did 
have a camera. It was a good one at that. When he reached his 
decision, he went into action: 

(a) Entered a contract with Charles Pfizer Company, a large 

pharmaceutical company, to collect soil samples from the 
various countries he intended to visit. 

(b) Obtained an international driver's license and a set of 
maps in return for a promised report on Middle East road 
conditions. 



46 



(c) Picked up seamen's papers. 

(d) Obtained a letter from the New York City Police 
Department to prove that he had no criminal record. 

(e) Arranged for a Youth Hostel Membership. 

(f) Contacted a freight airline which agreed to transport him 
by plane over the Atlantic on his promise to obtain 
photographs which the company intended to use for 
publicity. 

And when his plans were completed, this young man of 26 left 
New York City by plane with $80.00 in his pocket Around the 
world on $80.00 was his definite major aim. And here are a few 
of his experiences: 

• Had breakfast at Gander, Newfoundland. How did he pay 
for it? He photographed the cooks in the kitchen. And they 
were pleased. 

• Bought four cartons of American cigarettes at Shannon, 
Ireland that cost him $4.80. At that time cigarettes were as 
good as money as a medium of exchange in many countries. 

• Arrived at Vienna from Paris. The fee — one carton of 
cigarettes to the driver. 

• Gave the conductor four packs of cigarettes to take him 
from Vienna to Switzerland on a train through the Alps. 

• Rode a bus to Damascus. A policeman In Syria was so 
proud of the picture that Bob had taken of him that he 
ordered the bus driver to take him. 



47 



• Took a photograph of the president and staff of the Iraq 
Express Transportation Company. This earned him a ride 
from Baghdad to Teheran. 

• In Bangkok, the owner of a very fine restaurant fed him like 
a king. For Bob gave him the information he wanted — a 
detailed description of a specific area and a set of maps. 

• Was brought from Japan to San Francisco as a crew member 
of S.S. The Flying Spray. 

Around the world in 80 days? No — Robert Christopher went 
around the world in 84 days. But he did accomplish his objective. 
He went around the world on $80.00 

And because he had definiteness of purpose with PMA, he was 
automatically motivated to use an additional 13 of the 17 success 
principles to achieve his specific goal. 

The starting point of all achievement. Let us repeat: The 
starting point of all achievement is definiteness of purpose with 
PMA. Remember this statement and ask yourself, what is my 
goal? What do I really want? 

Based on the people we see in our PMA Science of Success 
course, we estimate that 98 out of every 100 persons who are 
dissatisfied with their world do not have a clear picture in their 
minds of the world they would like for themselves. 

Think of it! Think of the people who drift aimlessly through life, 
dissatisfied, struggling against a great many things, but without a 
clear-cut goal. Can you state, right now, what it is that you want 
out of life? Fixing your goals may not be easy. It may even 
involve some painful self-examination. But it will be worth 
whatever effort it costs, because as soon as you can name your 



48 



goal, you can expect to enjoy many advantages. These 
advantages come almost automatically. 

1 . The first great advantage is that your subconscious mind 
begins to work under a universal law: "What the mind of 
man can conceive and believe — the mind of man can 
achieve with PMA." Because you visualize your intended 
destination, your subconscious mind is affected by this 
self-suggestion. It goes to work to help you get there. 

2. Because you know what you want, there is a tendency for 
you to try to get on the right track and head in the right 
direction. You get into action. 

3. Work now becomes fun. You are motivated to pay the 
price. You budget your time and money. You study, think, 
and plan. The more you think about your goals, the more 
enthusiastic you become. And with enthusiasm your desire 
turns into a burning desire. 

4. You become alerted to opportunities that will help you 
achieve your objectives as they present themselves in your 
everyday experiences. Because you know what you want, 
you are more likely to recognize these opportunities. 

These four advantages are illustrated by an early experience of 
the man who was later to become editor of the Ladies Home 
Journal. Edward Bok came from Holland as a boy with his 
parents. He was imbued with the idea that some day he was going 
to run a magazine. With this specific goal before him, he was able 
to seize upon an incident so trivial that with most of us it would 
have passed unnoticed. 

He saw a man open a package of cigarettes, take a slip of paper 
from it, and drop the paper on the floor. Bok stooped and picked 



49 



up the scrap of paper. On it was a picture of a famous actress. 
Below the picture was a statement that this was one of a series. 
The cigarette buyer was urged to collect the complete set of 
pictures. Bok turned the piece of paper over and noticed that the 
back side was perfectly blank. 

Bok's mind, filled as it was with a purpose, sensed an opportunity 
here. He reasoned that the value of the picture enclosed in the 
package of cigarettes would be greatly enhanced if the blank side 
were devoted to a brief biography of the person pictured. He went 
to the lithograph firm, which printed the enclosure and explained 
his idea to the manager. The manager promptly said: 

I'll give you ten dollars each if you will write me a 100-word 
biography of 100 famous Americans. Send me a list, and group 
them — you know: presidents, famous soldiers, actors, authors, 
and so on." 

This is the way Edward Bok got his first literary assignment. The 
demand for his short biographies became so great that he needed 
help, so he offered his brother five dollars each if he would help 
him. Before long, Bok had five journalists busy turning out 
biographies for the lithograph presses. Bok — he was the editor! 

You have success born in you. Notice that none of the men we 
have been talking about had success handed to him on a platter. 
At first the world was not particularly kind to Edward Bok or 
Judge Cooper. And yet each carved from the raw material around 
him a career of great satisfaction. And each one did it by 
developing the many talents he found within himself. 

Everyone has many talents for surmounting his special 
problems. It is interesting to note that life never leaves us 
stranded. If life hands us a problem, it hands us also the abilities 
with which to meet the problem. Our abilities vary, of course, as 



50 



we are motivated to use them. And even though you are in ill 
health, you can nonetheless lead a useful and happy life. 

You may fear ill health is too great a handicap to overcome. If 
this is true, take courage from the experience of Milo C. Jones. 
Milo had not tried to acquire wealth when he had good health. 
And then he became sick. When he became sick, the odds were 
stacked heavily against him. 

Here's the story of his experience. 

When Milo C. Jones had been in good health he had worked very 
hard. He was a farmer and he operated a small farm near Fort 
Atkinson, Wisconsin. But somehow he seemed unable to make 
his farm yield much more than the bare necessities for himself 
and his family. This kind of existence went on year after year. 
Then suddenly something happened! 

Jones was stricken with extensive paralysis and confined to his 
bed. Here was a man who late in life became completely 
incapacitated. He was barely able to move his body. His relatives 
were certain he would be permanently unhappy as a hopeless 
invalid. And he would have been had not something more 
happened to him. And he made it happen. It brought the kind of 
happiness to him that comes with achievement and financial 
success. 

What was it Jones used to bring about this change? He used his 
mind. Yes, his body was paralyzed. But his mind was unaffected. 
He could think and he did think and plan. One day while engaged 
in thinking and planning, he recognized the most important living 
person with the magic talisman with PMA on one side and NMA 
on the other. He saw clearly that he was a mind with a body. He 
made his own decision right then and there! 



51 



PMA attracts wealth. Milo C. Jones chose to develop a positive 
mental attitude. He chose to be hopeful, optimistic, happy and to 
convert creative thinking into reality by starting right from where 
he was. He wanted to be useful. And be wanted to support his 
family, instead of being a burden to them. But how could he turn 
his disadvantage into advantage? He didn't let this vital problem 
stop him. He found the answer. 

First, Jones counted his blessings. He discovered that he had so 
very much for which to be thankful. This thankfulness led him to 
search for additional blessings which he might enjoy in the 
future. And because he was searching for, among other things, a 
way to be useful, he found and recognized that for which he was 
looking. It was a plan and it required action. 

So Jones went into mental action. 

He revealed the plan to members of his family. 

"I am no longer able to work with my hands," he began, "so I 
have decided to work with my mind. Every one of you can, if you 
will, take the place of my hands, feet, and physical body. Let's 
plant every tillable acre of out farm in corn. Then let's raise pigs 
and feed them the corn. Let's slaughter the pigs while they are 
young and tender and convert them into sausages. And then we 
can package and sell them under a brand name. We'll sell them in 
retail stores all over the country." And then he chuckled as he 
said: 

"They'll sell like hot cakes!" 

And they did sell like hot cakes ! In a few years the brand name 
"Jones" Little Pig Sausages" became a household byword. And 
these four words became a symbol that tantalized the appetites of 
men, women, and children throughout the nation. 



52 



And Milo C. Jones lived to see himself a millionaire. He had 
achieved something even more through a positive mental attitude. 
For he bad flipped his talisman to PMA. And thus although he 
was physically handicapped, he became a happy man. 

He was happy because he was useful. 

A formula to help you change your world. Fortunately not every 
life is faced with such great difficulties. Yet everyone has 
problems. And everyone reacts to motivating symbols through 
suggestion or self-suggestion. A most effective form is a self- 
motivator deliberately memorized for the purpose of flashing 
from the subconscious to the conscious in time of need. 

What, then, is a formula that can help you change your world? 
Memorize, understand, and repeat frequently throughout the day: 
What the mind of man can conceive and believe, the mind of man 
can achieve with PMA. It is a form of self-suggestion. It is a self- 
motivator to success. When it becomes a part of you, you dare to 
aim higher. 

Bill was a sickly farm boy in the southeastern Missouri country. 
A dedicated grammar school teacher motivated young William 
Danforth to change his world. The teacher did this with a 
challenge: / Dare You! "I dare you to become the healthiest boy 
in school!" / Dare You! became William Danforth's self- 
motivator throughout life. 

He became the healthiest boy in his school. Before he died at the 
age of 85, he helped thousands of other youths develop good 
health — and something more: to aspire nobly, to adventure 
daringly, and to serve humbly. During his long career be never 
lost a day at work because of illness. 



53 



/ Dare You! motivated him to build one of America's largest 
corporations. The Ralston Purina Company. / Dare You! 
motivated him to engage in creative thinking and turn liabilities 
into assets. I Dare You! motivated him to organize The American 
Youth Foundation: its purpose is to train young men and women 
in Christian ideals and to prepare them for the responsibilities of 
life. 

/ Dare You! motivated William Danforth to write a book entitled 
/ Dare You! Today this book is inspiring boys and girls, men and 
women, to have the courage to make this world a better world to 
live in. 

What a remarkable testimony to the power of a self-motivator to 
develop a positive mental attitude! 

Are you, yourself, ever tempted to blame the world for your 
failures? If so, pause and reconsider. Does the problem lie with 
the world, or with you? Dare to learn the 17 success principles! 
Dare to memorize self-motivators! Dare to apply them with the 
full assurance that they will work for you just as effectively as 
they are working every day for hundreds of others. 

Perhaps you don't know how. Perhaps you need to learn to think 
mere accurately. Be guided by Pilot No. 2. 

Then turn to Chapter Three. Its purpose is to help you — clear the 
cobwebs from your thinking. 

PILOT NO. 2 
Thoughts to Steer By 

1. You can change your world! To achieve anything worthwhile 
in life it is necessary to set high goals for yourself and want to 



54 



achieve them. Have you thought about the high goals you 
would like to achieve? 

2. Imprint the 17 success principles indelibly in your memory. 
Have you memorized them? 

3. Do you tend to "blame the world"? If you do, memorize the 
self- motivator: If the man is right, his world will be right. Is 
your immediate world right? 

4. You were born to be a champion. For all practical purposes, 
you have inherited from the vast reservoir of the past all the 
potential abilities and powers you need to achieve your 
objectives. Are you willing to pay the price to develop your 
abilities and use the powers within you? 

5. Identify yourself with a successful image, as Irving Ben 
Cooper did. Who will you select? 

6. Ask yourself an important question: What will your picture say 
to you? Listen for the answer. 

7. Definiteness of purpose with PMA is the starting point of all 
worthwhile achievement. Have you selected some definite, 
specific, desirable goal? Will you keep it in mind daily? 

8. When you determine your definite aims, there is a tendency for 
several additional success principles to begin to operate 
automatically to help you achieve them. 

9. Everyone has many talents for surmounting his special 
problems. What special talents do you think you have that you 
can develop? 



55 



10. Here is a formula that has helped many to change their world: 
What the mind of man can conceive and believe the mind of 
man can achieve with PMA. Have you memorized this 
formula? 

A POSITIVE MENTAL ATTITUDE AND 

DEFINITENESS OF PURPOSE IS THE 

STARTING POINT TOWARD ALL 

WORTHWHILE ACHIEVEMENT! 



56 



CHAPTER 3 
Clear the Cobwebs from Your Thinking 

You are what you think. But what do you think? How orderly are 
your thought processes? How straight is your thinking? 

And how clean are your thoughts? 

There are certain mental cobwebs that clutter up the thinking of 
almost everyone, even the most brilliant minds. Negative: 
feelings, emotions, passions — habits, beliefs and prejudices. Our 
thoughts become entangled in these webs. 

Sometimes we have undesirable habits and we want to correct 
them. And there are times when we are strongly tempted to do 
wrong. Then, like an insect caught in a spider's web, we struggle 
to get free. Our conscious will is in conflict with our imagination 
and the will of our subconscious mind. The more we struggle, the 
more we become entrapped. 

Some persons give up and experience the mental conflicts of a 
living hell. Others learn how to tap and use the powers of the 
subconscious through the conscious mind. They are victorious. 
And success through a positive mental attitude teaches you how 
to tap and use these powers. 

An insect may not be able to avoid being caught in the spider's 
web. And when once trapped, it is unable to free itself. There is 
one thing, however, over which each person has absolute, 
inherent control, and that is his mental attitude. We can avoid 
mental cobwebs. We can clear them. And we can sweep them 
away as they begin to develop. We can free ourselves when once 
enmeshed. And we can remain free. 



57 



You do this by accurate thinking with PMA. Accurate thinking is 
one of the 17 success principles revealed in Success Through a 
Positive Mental Attitude. 

To think accurately you must use reason. The science of 
reasoning or accurate thinking is called logic. One can learn it 
from books written specifically on this subject, such as: The Art 
of Clear Thinking, by Rudolf Flesch; Your Most Enchanted 
Listener, by Wendell Johnson; Introduction to Logic, by Irving 
Copi; and The Art of Straight Thinking, by Edwin Leavitt Clarke. 
These books can be of immense practical help. 

But we don't act from reason alone. And action based on 
common sense is the result of more than just reason. It depends 
upon habits of thought and action, intuitions, experiences and 
other influences such as tendencies and environment. 

One of the cobwebs of our thinking is to assume that we act from 
reason alone when in reality every conscious act is the result of 
doing what we want to do. We make decisions. There is a 
tendency, when reasoning, to draw conclusions favorable to the 
strong inner urges of our subconscious mind. And this tendency 
exists in everyone — even the great thinkers and philosophers. 

In 31 B.C. a Greek philosopher who lived in a city on the Aegean 
Sea wanted to go to Carthage. He was a teacher of logic; 
therefore be contemplated reasons in favor of making the voyage 
and reasons against it. For every reason as to why he should go 
he found that there were many more reasons why he shouldn't. Of 
course he would be seasick. The boat was so small that a storm 
might jeopardize his life. Pirates with swift sailing vessels were 
lying in wait off Tripoli to prey upon merchant vessels. If his ship 
were captured by them, they would take his worldly goods and 
sell him into slavery. Discretion indicated that he should not 
make the trip. 



58 



But he did. Why? Because he wanted to. 

It so happens that emotion and reason should be in balance in 
everyone's life. Neither should always hold the controlling hand. 
So sometimes it is good to do what you want to do instead of 
what reason fears. As to this philosopher — he had a most 
pleasant journey and arrived back home safely. 

Then there was Socrates, the great Athenian philosopher who 
lived from 470 B.C. to 399 B.C. He has gone down in history as 
one of the outstanding thinkers of all time. Wise as Socrates was, 
there were cobwebs in his thinking too. 

As a young man Socrates fell in love with Xanthippe. She was 
very beautiful. He wasn't good looking, but he was persuasive. 
Persuasive individuals seem to have the ability to get what they 
want. Socrates was successful in persuading Xanthippe to marry 
him. 

Are you seeing only the mote in the other fellow's eye? After 
the honeymoon was over, things didn't go along so well at his 
house. His wife began to see his faults. And he saw hers. He was 
motivated by egoism. He was selfish. She was always nagging 
him. Socrates reportedly said, "My aim in life is to get on well 
with people. I chose Xanthippe because I knew if I could get on 
well with her, I could get along with anyone." 

That is what he said. But his actions disproved his words. It is 
questionable that he tried to get on well with more than a few. 
When you always try to prove to persons whom you meet that 
they are wrong, you repel rather than attract as Socrates did. 

Yet he said that he endured Xanthippe's nagging for his own 
personal self-discipline. But he would have developed real self- 
discipline had he tried to understand his wife and to influence her 



59 



through the same considerate attentions and expressions of love 
that he used in persuading her to marry him. He didn't see the 
beam in his own eye, but he saw the mote in Xanthippe's eye. 

Of course, Xanthippe wasn't blameless either. Socrates and she 
were just like many husbands and wives living today. After their 
marriage they neglect to continue to communicate their true 
feelings of affection, understanding, and love to each other. They 
neglect to continue to employ the same pleasing personalities and 
mental attitudes that made their courtship such a happy 
experience. Negligence is a cobweb too. 

Now Socrates didn't read Success Through a Positive Mental 
Attitude. Neither did Xanthippe. Had she done so, she would have 
known how to motivate her husband so that their home life would 
have been a happier one. She would have seen the beam in her 
eye, rather than the mote in Socrates'. She would have controlled 
her own reactions and been sensitive to the reactions of her 
husband. In fact, she might have even proved the fallacy of his 
logic after she read Chapter Five entitled "... And Something 
More." 

And because the story of Socrates proves he saw only mote in 
Xanthippe's eye we shall tell you about another young man — he 
learned to see the beam in his own eye. But before we do, let's 
see how the habit of nagging develops. 

You see, when you know the cause of a problem, you can often 
avoid it or you can find your own solution to that problem if you 
already have it. 

S. I. Hayakawa in Language in Thought and Action wrote: 

In order to cure (what she believes to be) her husband's 
faults, a wife may nag him. His faults get worse, so she 



60 



nags him some more. Naturally his faults get worse still, 
and she nags him even more. Governed by a fixated 
reaction to the problem of her husband's faults, she can 
meet it only one way. The longer she continues, the worse 
it gets, until they are both nervous wrecks; their marriage 
is destroyed, and their lives are shattered. 

Now what about the young man? It was the first evening of a 
PMA Science of Success class when he was asked, "Why are you 
taking this course?" 

"Because of my wife!" he responded. Many of the students 
laughed — but not the instructor. He knew from experience that 
there are many unhappy homes when husband or wife sees the 
other's faults but not his or her own. 

He restored happiness to his home. It was four weeks later in a 
private conference that the instructor asked the student, "How are 
you coming along with your problem?" 

"It's solved!" 

'That's wonderful! But how did you solve it?" 

"I learned: when 1 am faced with a problem that involves 
misunderstandings with other persons, I must first start with 
myself When I examined my own mental attitude, I discovered 
that it was negative. My problem was really not with my wife 
after all — it was with me! In solving my problem I found that I 
no longer had one will her." 

Now, what if Socrates had said to himself: "When I am faced 
with a problem that involves a misunderstanding with Xanthippe, 
I must first start with myself"? And what would happen if you 
would say to yourself: "When I am faced with a problem that 



61 



involves a misunderstanding with another person, I must first start 
with myself? Would you life be a happier one? 

But there are many other cobwebs that interfere with happiness. 
Oddly enough, the one that is the greatest hindrance is the very 
tool of thought itself: words. Words art symbols, as S. I. 
Hayakawa tells us in his book. And you, will find that a one-word 
symbol can mean to you the sum total of a combination of 
innumerable ideas, concept, and experiences. And you will also 
see as you continue to read Success Through a Positive Mental 
Attitude that the subconscious instantaneously communicates to 
the conscious mind through symbols. 

Through one word you can motivate others to act. When you say 
to another person "You can!" this is suggestion. When you say to 
yourself "I can!" you motivate yourself by self-suggestion. But 
more about these universal truths in the next chapter. First let's 
recognize that a whole science has grown up around the 
important discoveries made about words and the communicating 
of ideas through words: the science of semantics. 

And Hayakawa is an expert in this field. He tells us that to find 
out what a word really means on the lips of another person, or 
even on your own lips, is essential in the process of accurate 
thinking. 

But how does one do this? 

Just be specific. Start with a meeting of the minds and many 
needless misunderstandings will be avoided. 

One word can cause an argument. The uncle of a nine-year-old 
boy was visiting in the home of the boy's parents. One evening 
when the father came home, the following dialogue developed: 



62 



"What do you think of a boy that lies?" 

"I don't think very much of him, and I know one thing certain: my 
son tells the truth," 

"He told a lie today." 

"Son, did you tell your uncle a lie?" 

"No, father." 

"Let's clear this thing up. Your uncle says you lied. You say you 
didn't. Just exactly what did happen?" he asked, turning to the 
uncle. 

"Well, I told him to take his toys down to the basement. He didn't 
do it, and he told me that he did." 

"Son, did you take your toys to the basement?" 

"Yes, father." 

"Son, how do you explain this? Your uncle says that you didn't 
take your toys to the basement and you say that you did." 

"There are several steps leading from the first floor down to the 
basement... About four steps down is a window... I put my toys 
on the window sill... The basement is the distance between the 
floor and the ceiling. . . My toys are in the basement!" 

The argument between the uncle and his nephew was due to the 
definition of one word: basement. The boy probably knew what 
his uncle meant, but he was lazy and hadn't wanted to run all the 
way downstairs. When he was faced with punishment, the boy 
tried to save himself by using logic to prove his point. 



63 



Now this may be intriguing. But more motivating will be the 
story of a young man who didn't know what the most important 
word symbol in any language means. And what is the most 
important word in any language? That word is God. 

Not so long ago a student from Columbia University called on the 
Rev. Harry Emerson Fosdick, Minister Emeritus of The Riverside 
Church of New York City. The student had hardly gotten through 
the door before he said: 

"I am an atheist!" When he sat down, he repeated defiantly, "I 
don't believe in God." 

Let's start with a meeting of the minds. Now, fortunately, Dr. 
Fosdick was also an expert in the field of semantics. He knew 
from long experience that he could never really communicate 
with another person unless he understood exactly what that other 
person meant by the words he used. He also knew that it was 
necessary for the other person to comprehend his meaning. So 
instead of taking offense at the student's brash remark, Dr. 
Fosdick expressed a genuinely friendly interest in him and then 
asked, "Please describe to me the God you do not believe in." 

The young man had to think, as everyone has to thick when he is 
asked a question that doesn't cause a reflex "yes" or "no" answer. 
Dr. Fosdick knew that the right question could sweep strong 
cobwebs of negative thinking out of the youth's mind. 

After a little while the student began to try to describe the God he 
didn't believe in. In so doing he gave the minister a very clear 
picture of the God he rejected. 

"Well," said Dr. Fosdick when the student had finished, "if that is 
the God you don't believe in, I don't believe in him either. So we 
are both atheists. Nevertheless," he continued, "we still have the 



64 



universe on our hands. What do you make of it — its formation, 
its meaning?" 

Before the young man left Dr. Fosdick, he discovered that he was 
not an atheist at all, but a very good theist. He did believe in God. 
Now Dr. Fosdick had not been thrown by the undefined use of a 
word. In this instance he helped sweep away the cobwebs of the 
young man's thinking by asking him questions. The simple, clear 
response as to what the young man didn't believe in was enough 
to allow a meeting of the minds. The second question directed the 
youth's thoughts into the proper channels. And it gave Dr. 
Fosdick an opportunity to explain his meaning of the universal 
God. 

Frog legs taught him logic. As we have seen, the student 
reached two entirely different conclusions. Each was based on a 
different premise. Cobwebs will interfere with accurate thinking 
and cause you to reach a wrong conclusion when you start with a 
false premise. W. Clement Stone had an amusing experience with 
this which he describes as follows: 

As a boy I enjoyed eating frog legs. One day at a 
restaurant I was served jumbo frog legs and didn't like 
them. Then and there I decided that I didn't like large 
frog legs. 

Some years later I was at a quality restaurant in Louisville, 
Kentucky and saw frog legs on the menu. My 
conversation with the waiter was as follows: 

"Are these small frog legs?" 

"Yes sir!" 

"Are you sure? I don't like the large ones. 



65 



"Yes sir!" 

"If they're the small ones, that'll be fine for me." 
"Yes sir!" 

When the waiter brought the entree, I saw that they were 
jumbo frog legs. I was irritated and said: "These aren't the 
small frog legs!" 

"These are the smallest we could find, sir," the waiter 
responded. 

Rather than be unpleasant I ate the frog legs. And I 
enjoyed them, so much that I wished they had been 
larger. 

I learned a lesson in logic. 

In analyzing the matter I realized that my conclusions 
about the merits of large and small frog legs had been 
based on the wrong premise. It wasn't the size of the frog 
legs that made them distasteful. It was the fact that the 
jumbo frog legs I had eaten the first time hadn't been 
fresh. I had associated my distaste for jumbo frog legs 
with size rather than with spoilage. 

Now we see that cobwebs prevent accurate thinking when we 
start with the wrong premise. So many persons think inaccurately 
when they allow all-embracing word symbols to clutter up their 
minds with false premises. Such words or expressions as: always 
— only — never — nothing — every — everyone — no one — 
can't — impossible — either... or — are most frequently false 
premises. Consequently, when they are so used their logical 
conclusions are false. 



66 



Necessity plus PMA can motivate you to succeed. Now there is 
one word which, when used with PMA, motivates a person to 
honorable achievement. When used with NMA, it becomes the 
excuse for lies, deception, and fraud. Necessity is the word. 
Necessity is the mother of invention and the father of crime. 

Inviolable standards of integrity are fundamental to all 
worthwhile achievement and are an integral part of PMA. 

You will read many success stories throughout this book in which 
persons are motivated by necessity. And in each case you'll find 
that such persons achieved success without transgressing an 
inviolable standard of integrity. Lee Braxton is such a man. 

Lee Braxton, of Whiteville, North Carolina, was the son of a 
struggling blacksmith. He was the tenth child in a family of 
twelve. "... so you might say," says Mr. Braxton, "that I became 
acquainted with poverty early in life. By hard work I managed to 
get through the sixth grade in school. I shined shoes, delivered 
groceries, sold news-papers, worked in a hosiery mill, washed 
automobiles, and served as a mechanic's helper." 

When he became a mechanic, it appeared to Lee that he r had 
risen as far as he could go. Perhaps he had not yet developed 
inspirational dissatisfaction. In due course he married. And 
together he and his wife scrimped along. He was used to poverty. 
And it now seemed to him that it was impossible for him to break 
the ties which held him down, although he was poorly paid and 
just barely supporting his family. The Braxtons were already 
having a terrible time making ends meet when, to complete the 
picture of defeat, he lost his job. His home was about to be taken 
from him because he was unable to meet the mortgage payments. 
It seemed a hopeless situation. 



67 



But Lee was a man of character. He was also a religions man. 
And he believed that God is always a good God. So he prayed for 
guidance. As if in answer to his prayer, he received the book 
Think and Grow Rich from a friend. This friend had lost his job 
and his home in the Depression. And he had been motivated to 
recoup his fortune after reading Think and Grow Rich. 

Now Lee was ready. 

He read the book again and again. He was searching for financial 
success. He said to himself: "It seems to me there is something I 
have to do. I have to add something, No book will do it for me. 
The first thing I must do is develop a Positive Mental Attitude 
regarding my abilities and my opportunities. I must certainly 
choose a definite goal. When I do, I must aim higher than I have 
in the past. But I must get started. I'll begin with the first job I can 
find." 

And he looked for a job and found one. It didn't pay much to 
start. 

But it wasn't many years after he had read Think and Grow Rich 
that Lee Braxton organized and became president of the First 
National Bank of Whiteville, was elected mayor of his city, and 
engaged in many successful business enterprises. You see: Lee 
had aimed high — in fact, very high. He had taken as his major 
purpose the goal of being rich enough to retire at the age of 50. 
He achieved this goal six years ahead of time — retiring from 
active business with substantial wealth and a fine independent 
income at the age of 44. Today Lee Braxton is leading a useful 
life. He is devoting his entire efforts to helping Oral Roberts, the 
evangelist, in his ministry. 

Now, the jobs that he took and the investments he made in 
climbing from failure to success are not important here. What is 



68 



important is that necessity motivates a man with PMA to action 
without transgressing recognized inviolable standards. An honest 
man won't deceive, cheat, or steal because of necessity. Honesty 
is inherent in PMA. 

Necessity, NMA and crime. Now, contrast such a man with the 
many thousands of persons with NMA who are imprisoned 
because of stealing, embezzling, or other crimes. When you ask 
them why they stole in the first place, their answer invariably is: 
"I had to." And that's how they landed in prison! They allowed 
themselves to become dishonest because cobwebs in their 
thinking caused them to believe that necessity forces one to 
become dishonest. 

Some years ago, Napoleon Hill, while doing personal counseling 
in the prison library in the federal penitentiary at Atlanta, had 
several confidential talks with Al Capone. In one of these talks, 
the author inquired: "How did you get started in a life of crime?" 

Capone answered with one word: "Necessity." 

Then tears came into his eyes and he choked up. He began to tell 
of some of the good things he had done which the newspapers 
had never mentioned. Of course, these seem insignificant 
compared to the evil that is attributed to his name. 

That unfortunate man wasted his life, destroyed his peace of 
mind, undermined his physical body with deadly disease, and 
spread fear and disaster in the path he followed — all because he 
never learned to clear the cobwebs of his thinking regarding 
necessity. 

And when Capone told of his good deeds, which he implied 
offset to some great degree the wrongs he had done, he clearly 
indicated another cobweb which was preventing him from 



69 



thinking accurately. While a man can neutralize the evil he has 
done by true repentance followed by a life of good deeds, Capone 
was not such a man. 

But there was such a man. He was a teen-age problem child. Yet 
his mother never lost hope even though many of her specific 
prayers for him seemed unanswered. And she never lost faith, 
regardless of her son's escapades or wrongdoing. 

He was a teen-age problem child. This young man became an 
educated, intellectual, passionate, and sensual teen-age problem 
child. He took pride in being first, even in evil. It is said that he 
disobeyed his parents and teachers, lied and deceived, committed 
petty thefts, cheated in gambling, indulged in alcoholic and 
sexual excesses. 

Yet because of his mother's constant and earnest picas to him to 
mend his ways, he struggled to find himself even before he 
reached the lowest point in his moral life. Sometimes he was 
filled with shame by the knowledge that men with less education 
were able to resist temptations which he thought he was 
powerless to resist. And because he was educated, and because he 
was searching, he studied the Bible and other inspirational books 
of his day. 

Even so, he lost many battles with himself. And then one day be 
won the battle that turned the tide to personal victory. This is 
what happens when a person keeps trying. It was during a period 
of remorse when he was overcome with self-condemnation that 
he overheard a conversation in which one voice said, "Take up 
and read! " 

He reached for the nearest book, opened it, and read: "Let us 
walk honestly, as in the day; not in rioting and drunkenness, not 
in chambering and wantonness, not in strife and envying. But put 



70 



ye on the Lord Jesus Christ, and make not provision for the flesh, 
to fulfill the lusts thereof." 

It often happens. After a person suffers a serious defeat in a 
personal battle with himself, he may at that point be ready. His 
remorse can be so emotional and sincere that he is motivated to 
take immediate action and through perseverance make the change 
that keeps him on the road to j a complete victory. 

Now this young man was ready! 

And once he made his irrevocable decision, he had peace of 
mind. He believed that Divine Power would help him overcome 
the sins which he had previously fought in vain and he developed 
a deep spirituality. His subsequent life proved this by results. The 
young man devoted himself to God and the service of his 
fellowmen. 

It is because of what he had been and what he became that he is 
considered a man who has had a most powerful influence in 
giving hope even to the hopeless. Augustine was his name. And 
he was made a saint. 

It is well known that the power of the Bible has been instrumental 
in changing even the attitudes of human derelicts from negative 
to positive. And because of the special power in this Written 
Word they were inspired to clear the cobwebs from their 
thinking. Thus they became clean in thought and habit. Many, 
like St. Augustine, have been moved to deep repentance and, like 
him, they have been motivated to devote their lives to the service 
of God and mankind. And many great evangelists climbed from 
these ranks. 

Now, there are some good people of strong religious faith who 
also read their Bibles but say to us, "Don't try to interfere with 



71 



God," when we recommend other inspirational books. Cobwebs 
prevent them from trying to extract the good wherever it can be 
found. 

You don't try to interfere with God. Now these good people fear 
that it is sacrilegious to dare to explore the powers of the mind 
God has given them: to choose, to plan, and to control their 
future. Many books of inspiration are written to motivate the 
reader to direct his thoughts, control his emotions, and ordain his 
destiny. And they often help the reader to comprehend the truths 
of the Bible. 

This is true, for example, in such a non-fiction best seller as The 
Power of Positive Thinking. In his book Norman Vincent Peale 
endeavors to motivate the reader to better himself. To do so, he 
quotes directly from the Good Book in which such people do 
believe. Some of the quotations Dr. Peale uses (and which it 
would be wise to memorize) are: 

As he thinketh in his heart, so is he. 

If thou canst believe, all things are possible to him that 
believeth. 

Lord, I believe; help Thou mine unbelief!. 

according to your faith be it unto you. 

Faith without works is dead. 

What things soever ye desire, when ye pray, believe that ye 
receive them, and ye shall have them. 

If God be for us, who can be against us? 

Ask and it shall be given you; seek and ye shall find; knock, 
and it shall be opened unto you. 



72 



You have just seen several mental cobwebs as we have pointed 
them out to you. Some of these are: 

1. Negative: (a) feelings, (b) emotions, (c) passions, (d) 
habits, (e) beliefs and (f) prejudices. 

2. Seeing only the mote in the other fellow's eye. 

3. Arguments and misunderstandings due to semantic 
difficulties. 

4. False conclusions resulting from false premises. 

5. All-inclusive, restrictive words or expressions as basic or 
minor premises. 

6. The idea that necessity forces dishonesty. 

7. Unclean thoughts and habits. 

8. Fear that it is sacrilegious to use the powers of your 
mind. 

And so you see there are many varieties of cobwebs-some small, 
some large, some weak, some strong. Yet if you make an 
additional listing of your own, and then examine the strands of 
each cobweb closely, you will find that they are all spun by 

NMA. 

And when you think about it for a while, you will see that the 
strongest cobweb spun by NMA is the cobweb of inertia. Inertia 
causes you to do nothing; or, if you are moving in the wrong 
direction, keeps you from resisting or stopping. You go on and 
on. 

Ignorance is the result of Inertia. That which seems logical to 
the person who is ignorant of the facts or know-how may be 
illogical to the man who does know. When you make decisions 



73 



because you refuse to keep an open mind and learn the truth — 
that is ignorance. And NMA keeps alive and grows fat on 
ignorance. Eliminate it! Success Through a Positive Mental 
Attitude indicates clearly how you can eliminate it. 

The man with PMA may not know the facts or have the know- 
how. He may not understand. Yet he recognizes the basic premise 
that truth is truth and is not false regardless of his lack of 
knowledge or understanding. He therefore endeavors to keep an 
open mind and to learn. He must base his conclusions on what he 
does know, yet be prepared to change them when he becomes 
more enlightened. 

Will you dare to clear the cobwebs from your thinking? If your 
answer is "yes," then let Pilot No. 3 guide you as you move 
forward into Chapter Four. You will be ready to see with an open 
mind. You will be ready to explore the powers of your mind. And 
when you do — your exploration will lead you to a great 
discovery. But only you can make it for yourself. 

PILOT NO. 3 
Thoughts to Steer By 

1. You are what you think. Your thoughts are evaluated by 
whether your attitude is positive or negative. Take a look at 
yourself. Are you 1) a good person?... 2) evil?... 3) healthy?... 
4) psychosomatically ill?... 5) wealthy?... 6) poor? If you are, 
then 1) you have good thoughts... 2) your thoughts are evil... 3) 
your thoughts are of good health... 4) your thinking makes you 
so... 5) your thoughts are of riches... 6) your thoughts are of 
poverty. 



74 



2. Negative: feelings, emotions, passions — prejudices, beliefs, 
habits: you clear these mental cobwebs by turning your 
talisman from NMA to PMA. 

3. You can clear the mental cobwebs of negative passions, 
emotions, feelings, tendencies, prejudices, beliefs and habits 
by flipping your invisible talisman from NMA to PMA. You 
will learn how as you respond to what you read in Success 
Through a Positive Mental Attitude. 

4. When you are faced with a problem that involves a 
misunderstanding with other persons, you must first start with 
yourself. 

5. One word can cause an argument, develop misunderstanding, 
generate unhappiness and end in misery. One word with PMA, 
when compared to the same word with NMA, brings opposite 
effects. One word can bring peace or war, yes or no, love or 
hate, integrity or dishonesty. 

6. Let's start with a meeting of the minds. When Dr. Fosdick 
brought about a meeting of the minds, the young man himself 
concluded that he was not an atheist, he did believe in God. 

7. Frog legs taught him logic. When you reason by inference, be 
certain that your major and minor premises are correct. 

8. Such all-inclusive, restrictive words as: always — only — 
never — nothing — every — everyone — no one — can't — 
impossible should be eliminated as premises in reasoning until 
you are certain that they are correct. 

9. Necessity is the word. Does necessity motivate you to high 
achievement through your personal honesty and integrity, or 



75 



does necessity motivate you to try to get results through 
deception or dishonesty? 

10. A teen-age problem child: you may know one. But don't give 
up hope. He may not become a saint. But someday be may 
make his world and your world a better world to live in. 

11. Direct your thoughts; control your emotions; and ordain your 
destiny! Memorize and repeat frequently the self-motivators 
quoted from the Bible on page 45. 

12. Learn to separate "facts" from fiction. Then learn the 
difference between important facts and un-important facts. 



DIRECT YOUR THOUGHTS WITH PMA 

TO CONTROL YOUR EMOTIONS 

AND TO ORDAIN YOUR DESTINY 



76 



CHAPTER 4 
Will You Dare to Explore the Powers of Your Mind? 

"You are a mind with a body!" 

Because you are a mind, you possess mystical powers — powers 
known and unknown. Dare to explore the power of your mind! 
Why explore them? 

When you make the discoveries that are awaiting you, they can 
bring you: (1) physical, mental and moral health, happiness, and 
wealth; (2) success in your chosen field of endeavor; and even (3) 
a means to affect, use, control, a harmonize with powers known 
and unknown. 

And dare to investigate all non-physical forces lying outside the 
realm of known physical processes — forces which you can use 
when you learn how to apply them. And this will not be so 
difficult for you — no more difficult than turning on a television 
set for the first time. 

For a little child can tune into his favorite television program. 
Now, when he does, he neither knows the construction of the 
broadcasting station or his receiving set nor the technology 
involved. But that's all right. For at the child needs to know is 
how to turn the right knob or push the right button. 

You will see in this chapter how you can turn the right knob or 
push the right button to get what you want from the most 
effective electrical machine ever conceived. Although this 
particular machine is the sublime handiwork of Divine Power — 
you own it. How is it made? Well, among other things, it is 
comprised of over 80 trillion electrical cells. Naturally, it has 



77 



many component parts. And each part is in itself an electrical 
mechanism. 

And one part is an electrical marvel. Yet it weighs only fifty 
ounces. Its mechanism consists of over 10 billion cells, which 
generate, receive, record, and transmit energy. 

What is this wonderful machine that you own? Your body. You 
are and will be the same you even though you lose an arm, an 
eye, or other parts of your body. 

And the electrical marvel? Your brain and your nervous system. 
It is the mechanism through which your body is controlled and 
through which your mind functions. 

And your mind: it, too, has parts. One is known as the conscious, 
and the other the subconscious. They synchronize. They work 
together. Scientists have learned a great deal about the conscious 
mind. Yet it has been less than a hundred years since we began to 
explore the vast unknown territory of the subconscious — even 
though primitive man has deliberately used the mystical powers 
of the subconscious from the beginning of man's history, and 
even today the Aborigines of Australia and other primitive 
peoples do so to a very great extent. 

Let's start exploring now! 

Day by day in every way, I'm getting richer and richer! Let's 
begin by accompanying Bill McCall of Sydney, Australia on a 
journey from failure and defeat to success and achievement. 

It was at the age of 19 that Bill started a business of his own — 
hides and skins. He failed. At the age of 21, he ran for Federal 
Congress. And again, he failed. Now it seems that instead of 



78 



crushing him, these and other defeats motivated this young 
Australian to develop inspirational dissatisfaction. 

So he began searching for rules of success. 

You see, Bill McCall wanted to become rich, and he thought he 
could find rules for acquiring wealth in inspirational books. 
Therefore, while checking the inspirational book section of the 
library, Bill became intrigued by the title Think and Grow Rich. 
He borrowed the book and began to read. He read it once, and 
then he read it again. And even though he read it the third time, 
Bill McCall was unable to understand exactly how he could apply 
the principles whereby some of the richest men in the world 
acquired their wealth. He told us: 

"I was reading Think and Grow Rich for the fourth time while 
walking leisurely along a business street in Sydney. And then it 
happened! It happened suddenly. I stopped in front of a meat 
market window and glanced up. And in that very fraction of a 
second I had a flash of inspiration." He smiled as he continued: 

"I exclaimed aloud, That's it! I've got it!' I was startled at my 
emotional outburst. So was a lady who was passing by. She 
stopped and looked at me in amazement. I hurried home with my 
new discovery." He continued seriously: 

"You see, I was reading Chapter Four entitled Auto-suggestion. 
The subheading was The Medium for Influencing the 
Subconscious Mind. 

"Now I remember that when I was a boy my father read aloud 
from Emile Coue's little book Self-Mastery Through Conscious 
Autosuggestion" He then looked al Napoleon Hill and said: 



79 



"It was you who pointed out in your book that if Emile Coue was 
successful in helping individuals avoid sickness and in bringing 
the sick back to good health, through conscious autosuggestion, 
autosuggestion could also be used to acquire riches or anything 
else one might desire 'Get rich through autosuggestion': that was 
my great discovery. It was a new concept to me." McCall then 
described the principles. It almost seemed as if he had memorized 
them from the book itself. 

"You know: conscious autosuggestion is the agency of control 
through which an individual may voluntarily feed his 
subconscious mind on thoughts of a creative nature, or, by 
neglect, permit thoughts of a destructive nature to find their way 
into the rich garden of his mind 

"When you read aloud twice daily the written statement of your 
desire for money with emotion and concentrated attention, and 
you see and feel yourself already in possession of the money, you 
communicate the object of your desire directly to your 
subconscious mind. Through repetition of this procedure, you 
voluntarily create thought habits, which are favorable to your 
efforts to transmute desire into its monetary equivalent. 

"Let me say again: It is most important that when you read aloud 
the statement of your desire through which you are endeavoring 
to develop a money consciousness, you read with emotion and 
strong feeling. 

"Your ability to use the principles of autosuggestion will depend 
very largely upon your capacity to concentrate upon a given 
desire until that desire becomes a burning desire. 

"When I arrived home, out of breath for running, I immediately 
sat down at the dining room table and wrote: 'My definite major 
aim is to be a millionaire by I960.'" Still looking at Napoleon 



80 



Hill, be continued, "You mentioned that a person should be 
specific as to the amount of money he wants and set a date. I 
did." 

Now, the man to whom we were talking was not the young Bill 
McCall who failed at the age of 19. He became known as the 
Honorable William V. McCall, the youngest man ever to become 
a member of the Australian Parliament; as the former chairman of 
the board of directors of the Coca-Cola subsidiary in Sydney; and 
as the director of 22 family-owned corporations. And as to riches 
— he became a millionaire, and quite as rich as some of the men 
he had read about in the book from which he got the inspiration 
to explore the power of his subconscious mind with self- 
suggestion, (Incidentally, he became a millionaire four years 
ahead of schedule!) 

Day by day in every way, I am getting better and better! You 

will note we use the word "self-suggestion " as being synonymous 
with the term "conscious autosuggestion" used by Emile Coue. 

McCall remembered that when he was a boy his father bad 
benefited from a great discovery found in a book of his day — a 
discovery that every man, woman and child can effectively 
employ when he finds it for himself. Like Bill McCall and his 
father, you too can properly employ the power of conscious 
autosuggestion. 

Now conscious autosuggestion was revealed to Emile Coue 
because he dared to explore the powers of his own mind and the 
minds of others. Before he made his great discovery, he used 
hypnosis to cure the physical illnesses of his patients. But after 
making his great discovery, which was in reality based on a 
simple natural law, he abandoned the use of hypnosis. 

And how did he find and recognize this natural law? 



81 



Emile Coue's great discovery was made when he found the 
answer to some questions he asked himself. They were: 

Question No. 1 : Is it the suggestion of the doctor, or is it 
the suggestion in the mind of the patient, that effects a 
cure? 

Answer: Coue proved conclusively that it was the mind of 
the patient that subconsciously or consciously made the 
suggestion to which his own mind and body reacted. 
Without either {unconscious) autosuggestion or conscious 
autosuggestion, external suggestions are not effective. 

Question No. 2: If the suggestion of the doctor stimulates 
internal suggestion of the patient, why can't the patient 
use healthful, positive suggestions on himself? And why 
can't he refrain from harmful negative suggestions? 

The answer to his second question came quickly: Anyone, even a 
child, can be taught to develop a positive mental attitude. The 
method is to repeat positive affirmations such as: Day by day, in 
every way, through the grace of God, I am getting better and 
better. 

Throughout Success Through a Positive Mental Attitude you will 
see many self-motivators which you can I use for your own self- 
suggestion. And if by now you don't know how to use self- 
suggestion, you will be you complete this book. 

When death's door is about to open. There are over 450,000 
children born out of wedlock in the United States each year, 
and over a million and a half teenagers enter penal institutions for 
car thefts and other crimes. These personal tragedies could 
in many instances be avoided if: (a) the parents learned how to 
employ suggestion properly, and (b) if their sons and daughters 



82 



were taught how effectively to use spiritual self-suggestion. 
Through the proper use of suggestion, these young people could 
be motivated to develop inviolable moral standards through 
their own conscious autosuggestion. And they would know how 
to neutralize or repel the undesirable suggestions of their 
associates in an intelligent manner. 

Of course, every individual responds to (unconscious) auto- 
suggestion throughout his life more often than he does to 
conscious autosuggestion. In such instances he responds to habit 
and the inner urge of the subconscious. When a man with PMA is 
faced with a serious personal problem, self-motivators flash from 
the subconscious to the conscious to aid him. This is especially 
true in times of emergency — especially when death's door is 
about to be opened. Such was the case with Ralph Weppner of 
Too-woomba, Queensland, Australia, one of our PMA Science of 
Success course students. 

It was 1:30 in the morning. In a small hospital bedroom two 
nursing sisters were keeping vigil beside Ralph's body. At 4:30 
the afternoon before an emergency call had been made to his 
family to rush to the hospital. When they arrived at his bedside, 
Ralph was in a state of coma as the result of a severe heart attack. 
The family was now out in the corridor, each one worrying or 
praying in his own special way. 

In the dimly lit bedroom two nursing sisters worked anxiously — 
one on each wrist — trying to feel a pulse beat. Because Ralph 
had not come out of the coma during this entire six hour period 
and the doctor had done all that he felt he could, the doctor had 
left the room. He had gone to visit one of his other hospital 
patients who was also in a critical condition. 



83 



Ralph couldn't move, talk, or feel anything. Yet he could hear the 
voices of the sisters. He could think quite clearly during portions 
of this period. He heard one sister excitedly state: 
"He's not breathing ! Can you pick up a beat?" 

The answer was, "No." 

Again and again he heard the question and answer: "Can you now 
pick up a beat?" "No." 

"I'm all right," he thought, "but I must tell them. Somehow I must 
tell them." 

At the same time he was amused at the sisters for being fooled 
like that. He kept thinking, "I'm quite all right. I'm not going to 
die. But how — how — can I tell them?" 

And then he remembered the self-motivator he had learned: You 
can do it if you believe you can! 

He tried to open his eyes, but it seemed the more he tried, the 
more he failed. His eyelids wouldn't respond to the command of 
his will. He tried to move his arm, his leg, his head — but he 
couldn't feel any reaction at all. In fact, he didn't feel a thing. 
Again and again he tried to open his eyes, until at last he heard 
the words: "I saw one eyelid flicker — he's still there." 

"I felt no fear," Ralph says, "and still thought how amusing it 
was. Periodically one sister called to me, 'Are you there, Mr. 
Weppner? Are you there?' To which I would try to respond by 
moving my eyelid to tell them that I was all right — I was still 
there." 

This went on for a considerable time until through constant effort 
Ralph was at last able to open one, then both, eyes. It was then 



84 



that his doctor returned. With wonderful skill and persistence the 
doctor and nurses brought him back to life. 

Hidden persuaders. But it was the autosuggestion: You can do it 
if you believe you can — that he had memorized from the PMA 
Science of Success course — that helped to rescue him when he 
was at death's door. 

Now the books we read and the thoughts we think affect our 
subconscious minds. But there are also unseen forces that 
likewise have powerful effects even though they are subliminal 
— below the realm of consciousness. 

These unseen forces can be from known physical causes or from 
unknown sources. Before discussing the unknown, let's illustrate 
with an example that is now common knowledge since the 
publishing of Hidden Persuaders by Vance Packard. The story 
first appeared in American newspapers and later was picked up in 
magazines. Let's consider a report that appeared in a leading 
national magazine on the subject of subliminal advertising. The 
report tells of an experiment conducted in a New Jersey movie 
theater, in which advertising messages were flashed on the screen 
so fast that the viewers were not consciously aware of them. 

During a period of six weeks, more than forty thousand persons 
unknowingly became subjects of this test, while attending the 
theater. Flashed on the screen by a special process that made 
them invisible to the naked eye were two advertising messages 
concerning products that were available in the theater lobby. At 
the end of the six weeks, results were tabulated: sales of one of 
the products had soared over 50 per cent, while sales of the other 
product rose almost 20 per cent. 

The inventor of the process explained that, although the messages 
were invisible, they still had taken effect on many in the audience 



85 



because of the ability of the subconscious mind to absorb 
impressions that are too fleeting to be registered consciously. 

When this story appeared in the press, the public was horrified 
"by this attempt to channel our thinking habits, our purchasing 
decisions, and our thought processes" by the use of subliminal 
suggestion. People were afraid. They feared brainwashing in its 
most subtle form. Yet it is amazing to us that someone didn't take 
the PMA approach. Subliminal suggestion can be employed for 
desirable objectives, too. Everyone knows that power can be used 
for evil or for good, depending upon how it is directed. 

Now that the experiment has proved its purpose, it doesn't take 
much imagination to see what the beneficial results to the viewers 
would be should the following self-motivators be flashed on a 
movie screen: 

God is always a good God! 

Day by day, in every way, through the grace of God, you 
are getting better and better! 

Have the courage to face the truth! 

What the mind of man can conceive and believe, the 
mind of man can achieve with PMA! 

Every adversity has the seed of an equivalent or greater 
benefit for those who have positive mental attitude! 

You can do it if you believe you can! 

This would be a PMA approach, provided, of course, the consent 
of the audience was obtained in advance. 



86 



Another illustration of a known physical force affecting the 
subconscious mind can be shown by the effect of radar on 
navigators. 

Why did the SS Andrea Doria and the SS Valchem sink? When 
the Andrea Doria, captained by Pierre Clamai, and the 
Stockholm, under Captain H. G. Nordenson, collided 
approximately 50 miles off Nantucket Island, 50 persons died. 

The Andrea Doria was sighted by the radar operator of the 
Stockholm when they were 10 miles apart. 

The Grace Line luxury liner, the Santa Rosa under Captain Frank 
S. Siwik, collided with the tanker Valchem on March 26, 1959, 
22 miles off the New Jersey coast Four crewmen were killed. 
Second Mate Walter Wells, the radar operator on the Santa Rosa, 
claimed he had made two plottings of the tanker Valchem' s 
course. 

No satisfactory explanation of the true cause of these collisions 
has resulted from the investigations in either of these instances. 
Could the waves from the radar instruments have been the real 
cause? Perhaps Sidney A. Schneider has the answer. 

As a young teen-ager, Sidney A. Schneider of Skokie, Illinois, 
became interested in hypnotism when he observed his older 
brother, a university student, successfully place his first subject 
under hypnosis. Sidney became an expert hypnotist. During his 
business career he became a radio operator and an engineer in 
electronics. 

In the Second World War Sidney Schneider was a vital part of the 
system known as "I. F. F." — Information, Friend or Foe. His job 
was to see to it that every ship leaving our country was equipped 
with radar. He noticed that radar operators sometimes went into a 



87 



trance. They weren't aware that they had been in a trance when 
they came out of it. 

Because of his knowledge of hypnosis and electronics, Schneider 
concluded that the fixed attention of the naval employees took 
place when the waves from the radar machine were synchronized 
with the brain waves of the operator. On this theory he changed 
the waves on the radar instrument and eliminated the recurrence 
of the trances. 

Sidney Schneider told us that he converted his conclusions 
regarding the principle that placed the seamen operating radar in 
a trance into the Brain Wave Synchronizer, a machine which he 
invented after the war. 

What is the Brain Wave Synchronizer? 

It is an electronic instrument designed to induce various levels of 
hypnosis by subliminal and photic (light) stimulation of the brain 
waves. The instrument can be used alone or combined with a tape 
recording of the therapist's verbal suggestions. No physical 
connections or attachments are placed on the patient. Results are 
obtained at any distance in which the light in the machine is 
visible. The apparatus induces light to deep hypnotic levels in 
over 90 per cent of the subjects in an average time of three 
minutes. 

In an experiment with the Brain Wave Synchronizer, none of the 
persons involved was informed about the machine or what it 
could do. Neither were they told that they were subjects of an 
experiment. Yet 30 per cent of them were hypnotized to various 
degrees, ranging from light to deep states. 

"Why and how does the Brain Wave Synchronizer work?" we 
asked. 



88 



"It is like a television transmitter," Schneider said. "The human 
brain produces pulses (waves) of electricity in several frequency 
ranges. This knowledge has been applied in the field of medicine 
since 1929 and the invention of the electroencephalograph 
commonly known as the EEG machine, an apparatus for 
recording brain waves. 

"My machine operates much like a television system," Schneider 
continued. "The reason the picture on your receiving set does not 
drift up or down is that the pulses generated within the set 
synchronize with corresponding pulses generated by the 
transmitting television station. The receiver is forced to operate at 
a rate controlled by the transmitter and the picture must obey. 

"Like the transmitter of a television station, the Brain Wave 
Synchronizer also produces synchronizing pulses. And through 
photic stimulation, the waves sent from the synchronizer cause 
the frequency of the brain waves also to lock in step. At this point 
hypnosis can be achieved. Just compare your brain to a receiving 
set, and the Brain Wave Synchronizer to a television transmitter." 

And you will see as you continue to read that in addition to 
comparing your brain to a receiving set, you can compare it to a 
television transmitter also. 

A little knowledge becomes a dangerous thing. We have just 
explored some of the unseen forces from known physical causes. 
Now let's proceed further into the realm of the unknown: the 
thrilling field of psychic phenomena, such as: 

1. ESP (extrasensory perception)... awareness of or response to an 
external event or influence not apprehended by sensory means. 
Here are included: 

(a) Telepathy. . . thought transference 



89 



(b) Clairvoyance... the power of discerning objects not 
present to the senses 

(c) Precognition. . . seeing into the future 

(d) Postcognition. . . seeing into the past 

2. Psychokinesis. . . the effect of the mind on an object. 

Now let's be realistic and keep our feet firmly on the ground. 
Let's explore the unknown with common sense! You'll be in 
danger unless you use good logic and avoid the gathering of 
cobwebs in your thinking. Facts should be your stepping stones 
over the river of doubt. Therefore, let an experienced guide direct 
you along safe paths. And we will introduce you to such a guide. 
But before we do, let's talk about the past. 

Thomas J. Hudson's famous book, The Law of Psychic 
Phenomena, when published in 1893, became a best seller. (The 
book is published today in paperback by the Hudson-Cohen 
Publishing Company, Monterey, California.) It contained many 
thrilling stories of reported psychic experiences. The 
imaginations of tens of thousands of people who read this book 
were stimulated. Some were ready. Some were not. 

From then on public interest in psychic phenomena made rapid 
progress. But many persons, not properly prepared, injured 
themselves by becoming crackpots. This was due to the 
awesomeness and magnetic interest a little knowledge of psychic 
powers generated within them. There is a noticeable tendency of 
some persons who are not properly educated and mature in their 
thinking and not very well adjusted emotionally to become 
fascinated with this intriguing study. It is easy to understand why 
so many religious leaders, scientists, and persons responsible for 



90 



the welfare of the people found the study of psychic phenomena 
an anathema: 

1. Imaginations ran rampant and threatened the sanity of the 
people. 

2. Fact and fiction seemed to be indistinguishable. 

3. Hypnotism by amateurs and vaudeville entertainers, as well as 
the trickery and frauds practiced by fakirs, mediums, and 
charlatans abused the minds of the public. 

4. Basic religious principles were twisted in a direction that led to 
evil. 

Anything associated with psychic phenomena became repellent. 
It was taboo. 

In spite of the dangers, taboos, and social or professional 
ostracism, there were courageous, honorable men with good 
common sense who had the courage to explore for the truth. 

But it remained for the long, courageous fight of Dr. Joseph 
Banks Rhine, formerly of Duke University, inspired and assisted 
by his wife Dr. Louisa E. Rhine, to clothe the study of psychic 
phenomena with respectability. This is due to the impeccable 
character of Dr. Rhine and to his 30 years of controlled 
laboratory experiments based on mathematical laws. His task was 
a difficult one because spontaneous psychic phenomena are not 
apt to occur in a laboratory. Such phenomena occur when least 
expected, and most often when a person is under the greatest 
emotional strain, or possessed of an intensified obsessional desire 
— often simultaneously with the death of a loved one. 

Westinghouse invests in ESP communication. It is apparent 
that any writer on the subject of psychic phenomena today 



91 



endeavors to have the protection of a part of the cloak of Dr. 
Rhine's respectability by referring to Dr. Rhine and Duke 
University to make his own theories digestible. We are no 
exception. We urgently suggest that if you are interested further, 
you read The Reach of the Mind and the other books of which Dr. 
Rhine is the author or co-author. Our recommendation: Let Dr. 
Joseph Banks Rhine be your guide. 

And how successful has Dr Rhine's work been in breaking down 
the resistance to investigation and belief in these strange 
mindpowers? A fair test, it would seem to us, lies in the fact that 
hard-headed businessmen are convinced and are making 
experiments of their own: In an interview, Dr. Peter A. 
Castruccio, Director of the Westinghouse Astronautics Institute, 
confirmed that Westinghouse scientists are engaged in research to 
find a means of using telepathy and clairvoyance for long 
distance communication. Dr. Castruccio too had many lengthy 
visits with Dr. Rhine before a decision was reached to engage in 
this great experiment. 

And will the search for ways and means to harness telepathy and 
clairvoyance and make them commercially feasible be 
successful? Let us answer this as follows: Not too long ago 
people were scoffing at ideas that were unbelievable to them then 
but are taken for granted today: (a) matter being turned into 
energy and energy into matter; (b) the breaking of the atom; (c) 
man-made satellites; (d) jet power; or (e) everyday necessities 
like television, for example. 

And what about the electronic computer that was designed from 
the human computer: the human brain and the nervous system. 
Every one was conceived, believed and achieved by men with 
PMA! Machines that operate with the speed of light — 186,300 
miles per second! Machines that can calculate 40,000 arithmetical 
operations per second and detect and correct their own errors! 



92 



Machines that became a reality because man built into them 
electrical circuits which in many respects function like the known 
electrical activity of the nervous system of your own physical 
body. Our answer: 

What the mind of man can conceive and believe, the mind of man 
can achieve with PMA! 

But no machine or manmade invention is as marvelous as the 
wonderful human computer you own: your brain and your 
nervous system, with their power of electrical activity. 

Man is more than a body with a brain. 

You are a mind with a body — a mind, possessing, and also 
affected by, powers known and unknown! A mind composed of 
two parts: the conscious and the subconscious. 

Here we have stressed most the concept of the subconscious mind 
— its powers and the forces known and unknown that affect it. 
But what about the conscious mind? That is equally important. 
And you will read about it in the next chapter entitled... And 

Something More! 

Now, if your reaction to what you have read has not given you an 
insight on how you can turn the right knob or push the right 
button to get what you want from the machine you own, dare to 
explore the powers of your mind. Be guided by Pilot No 4. . . And 
Something More! 

PILOT NO. 4 
Thoughts to Steer By 



93 



1. You are a mind with a body. Your body is an electrical 
machine. Your brain is a mechanism that is an electrical 
marvel. 

2. Your mind has two parts: the conscious and the subconscious. 
They work together. 

3. Conscious autosuggestion and self-suggestion are synony- 
mous, and are contrasted with the word autosuggestion, an un- 
conscious activity. Autosuggestion automatically sends 
messages from the subconscious to the conscious mind as well 
as to parts of the body. The subconscious mind is the seat 
of habit, memory, inviolable standards of conduct, etc. 

4. Day by day in every respect I am getting better and better. 
Self-affirmations repeated with frequency, rapidity, and 
emotion affect the subconscious mind and cause it to react. 
Bill Mc-Call acquired wealth through the use of self- 
suggestion. 

5. Coue's great discovery was: you can use healthful, positive 
suggestions to help yourself. And you can also refrain from 
negative, harmful suggestions. 

6. Learn to use the proper suggestion in influencing others. Learn 
to employ the right conscious autosuggestions. When you do, 
you can have: physical, mental and moral health, happiness 
and success. 

7. You can do it if you have PMA and believe you can. 

8. Hidden persuaders: Take the PMA approach. 

9. Your brain sends out energy in the form of brain waves. And 
this energy is power which can affect another person or an 
object. 



94 



10. A little knowledge may be a dangerous thing. Dare to explore 
the powers of your mind. When you enter the dangerous, 
unexplored territory of psychic phenomena, let Dr. Joseph 
Banks Rhine be your guide. 

DAY BY DAY IN EVERY WAY 
THROUGH THE GRACE OF GOD 

I AM 

GETTING BETTER AND BETTER 

THROUGH PMA 



95 



CHAPTER 5 
... And Something More 

Have you sincerely tried — and still failed? 

Perhaps you failed because there was something more that was 
needed to bring you the success you were seeking. Euclid's axiom 
says: "The whole is equal to the sum of all the parts and is greater 
than any of its parts." This can be related, assimilated, and 
applied to every result or achievement. Conversely, any part is 
smaller than the whole. Therefore, it's important that you add all 
the necessary parts to complete the whole. 

A negative mental attitude is one of the primary causes failure. 
You may be needlessly ignorant of facts, universal laws, and 
powers. You may know many of them but fail to apply them to a 
specific need. You may not know how you can affect, use, 
control, or harmonize with powers known and unknown. 

When you seek success with PMA, you keep trying. You keep 
searching to find something more. Failure is experienced by those 
who, when they experience defeat, stop trying to find the 
something more. 

It's easy when yon learn the something more and experience 
the know-how! Give a puzzle to a child, and he may not solve it. 
If he keeps trying and learns how to solve it, he can then work it 
quickly. You aren't a child. 

But perhaps there are several of life's puzzles you would like to 
solve. You can solve them more easily with PMA. For example, 
there once was a song writer who wrote a song but couldn't get it 
published. George M. Cohan bought it and added something 



96 



more. The something more made George M. Cohan a fortune. He 
merely added three little words: Hip, Hip, Hooray! 

Thomas Edison tried more than ten thousand experiments before 
he developed a successful incandescent lamp. But after each 
defeat he kept searching for something more until he found what 
he was looking for. When the unknown became known to him, 
innumerable electric light bulbs could be manufactured. It was 
necessary only to apply the universal laws that had always existed 
but which had not been previously recognized as applicable for 
the specific invention. 

There are many cures and preventatives for diseases. But at a 
given time they may be unknown. The medical preventative for 
polio was unknown until Dr. Jonas Edward Salk used principles 
of universal law that were previously not applied by the medical 
profession for the prevention of this dreaded disease. 

You may make a million dollars by employing a success formula. 
If you lose your money, you can make another million — and 
even more! That is, provided you know the formula and apply it. 
Suppose you didn't recognize the formula that helped you make 
your first million. You may fail in your second attempt because 
you deviate from the principles of success that are applicable. On 
your second attempt, you may need to make adjustments for 
changing conditions. But the principles will remain the same. 

Orville and Wilbur Wright succeeded in flying because they 
added something more! Many inventors came exceedingly close 
to inventing the airplane before the Wright brothers. The Wright 
brothers used the same principles that were employed by the 
others. But they added — something more. They created a new 
combination. So they succeeded where all others failed. The 
something more was rather simple. They attached movable flaps 
of a particular design to the edges of the wings so the pilot could 



97 



control them and maintain the plane's equilibrium. These flaps 
were the forerunners of the modern aileron. 

You'll notice there's a common denominator to all these success 
stories. In each case, the secret ingredient was the application of a 
previously unapplied universal law. That made the difference. So, 
if you are standing on the threshold of success without being able 
to pass over, try adding something more. It needn't be much. The 
words "Hip, were all it took to make a hit tune. Tiny flaps were 
all it took to make an airplane failed. It isn't necessarily the 
quantity of something more, but the "inspired quality" that 
counts. 

Why did the Supreme Court decide that Alexander Graham 
Bell invented the telephone? Many persons claimed to have 
invented the telephone before Alexander Graham Bell. Among 
those who held prior patents were Gray, Edison, Dolbear, 
McDonough, Vanderweyde, and Reis. Philipp Reis was the only 
one who apparently came close to success. The little difference 
that made the big difference was a single screw. Reis didn't know 
that it he had turned one screw one quarter of a turn, he would 
have transformed interrupted current into continuous current. 
Then he would have been successful! 

In a United States Supreme Court case, the court noted: 

That Reis knew what had to be done in order to transmit 
speech by electricity is very apparent, for in his first paper 
he said: "As soon as it is possible to produce, anywhere 
and in any manner, vibrations whose curves shall be the 
same as those of any given tone or combination of tones, 
we shall receive the same impression as that tone or 
combination of tones would have produced on us." 

The Court further noted: 



98 



Reis discovered how to reproduce musical tones, but he 
did no more. He could sing through his apparatus, but he 
could not talk. From the beginning to the end he has 
conceded this. 

As in the case of the Wright brothers, the something more Bell 
added was comparatively simple. He switched from an 
intermittent to a continuous current, the only type capable of 
reproducing human speech. The two currents are exactly the same 
direct current. "Intermittent" means breaking with a slight pause. 
Specifically, Bell kept the circuit open instead of breaking the 
circuit intermittently as Reis had done. The Court concluded: 

Reis never thought of it, and he failed to transmit speech 
telegraphically. Bell did, and he succeeded. Under such 
circumstances it is impossible to hold that what Reis did 
was an anticipation of the discovery of Bell. To follow 
Reis is to fail, but to follow Bell is to succeed. The 
difference between the two is just the difference between 
failure and success. If Reis had kept on he might have 
found out the way to succeed, but he stopped and failed. 
Bell took up his work and carried it on to a successful 
result. 

His silent senior partner inspired him to success. R. G. 

LeTourneau, builder of heavy earth-moving equipment, 
motivated thousands of persons with his inspirational speeches. 
In these talks, he referred reverently to "my Senior Partner." He 
told about the inspiration and help he received from the "Partner." 
LeTourneau had little formal education. But he performed feats 
of engineering that are astounding. 

As a sub-contractor on the great Hoover Dam in Nevada, 
LeTourneau lost a fortune because he ran into an unexpected 
strata of rock. The cost of drilling through the rock was more than 



99 



he had calculated in estimating his contract. So he went broke 
trying to fulfill his end of the bargain. 

But instead of brooding over his loss, LeTourneau turned to 
prayer. How did he pray? By expressing gratitude — profound 
gratitude — for what he had left: A sound body. A strong pair of 
hands. A brain that could think. And something more. "In my 
hour of greatest distress," said LeTourneau, "I found my greatest 
asset in the revelation and discovery of a silent Senior Partner. I 
have since recognized this Partner in my personal and business 
life. Everything I have — everything I have done that has been 
worthwhile — I owe to Him." 

Napoleon Hill was associated with Mr. LeTourneau for eighteen 
months and had an opportunity to observe him closely. By this 
time LeTourneau had become a well-known inspirational 
lecturer. He devoted much of his time to traveling around the 
country in his private plane, preaching his message: "It's 
wonderful to be in partnership with God." One night when the 
two men were flying home from a speaking engagement in North 
Carolina, something interesting happened. 

Soon after his pilot took off, Mr. LeTourneau went to sleep. In 
about thirty minutes Napoleon Hill saw him take in it. After the 
plane landed, Napoleon Hill asked Mr. LeTourneau if he 
remembered writing in his notebook. 

"Why no!" exclaimed LeTourneau. He immediately pulled the 
notebook from his pocket and looked at it. He said: "Here it is! 
I've been looking for this for several months ! Here's the answer to 
a problem that has kept me from completing a machine we are 
working on!" 

When you receive a flash of inspiration, write it down ! This may 
be the something more that you are looking for. We believe that 



100 



communication with Infinite Intelligence is through the 
subconscious mind. We believe you should establish the habit of 
immediately writing down flashes of inspiration as they are 
communicated to you from the subconscious to the conscious. 

Albert Einstein developed intricate and profound theories 
regarding the universe and the natural laws that control it. Yet he 
used only the simplest — but most important — of instruments 
ever invented: a pencil and a piece of paper. He wrote down his 
questions and answers. You Will develop your mental powers 
when you learn and develop the habit of asking yourself 
questions — when you learn and develop the habit of using 
pencil and paper to write down your questions, ideas, and 
answers. 

It is unlikely that Einstein and other scientists would have come 
to their successful conclusions unless they had learned from the 
recorded knowledge of mathematicians and scientists who 
preceded them. It is also unlikely that Einstein would have tried 
unless he had been motivated to search for universal principles 
after having developed the habit of engaging in thinking time and 
action. Do you know of any great thinker, or person of 
achievement, who does not make notes of ideas that occur to 
him? 

Learn creative thinking from the creative thinker! Your 
Creative Power and Applied Imagination by Alex F. Osborn, of 
the advertising firm of Batten, Barton, Durstine and Osborn, have 
inspired hundreds of thousands of persons to engage in creative 
thinking. What is equally important, these people have been 
motivated to positive, constructive action. Thinking is not 
creative unless it is followed through with action. 

Osborn, like so many creative thinkers, used a notepad and a 
pencil as favorite working tools. When an idea occurred, he jotted 



101 



it down. He, like other great men of accomplishment, engaged in 
thinking, planning, and study time. 

Alex Osborn stated an obvious truth when he said: "Everyone has 
some creative ability, but most people haven't learned to use it." 

Osbon's brainstorming methods, explained in his easily-read 
textbook Applied Imagination, are being employed in college 
classrooms, factories, business offices, churches, clubs, and in the 
home. Brainstorming, as developed by Osborn, is a very simple 
method whereby two or more persons use their collective 
imaginations to come up with ideas that flash from their 
subconscious to their conscious minds in answer to a question 
incorporating a specific problem. The ideas are written down just 
as fast as they strike the minds of the participants. No critical 
judgment is permitted until after many ideas are written down. 
Later the ideas are screened and judged to determine their prac- 
ticality and value. 

La Salle College in Philadelphia, and many universities 
throughout the country, teach well-rounded courses in creative 
thinking which include the methods used by creative thinkers in 
many phases of business and industry. 

It was just such creative thinking that enabled Dr. Elmer Gates to 
make this world a better place in which to live. Dr. Gates was a 
great American teacher, philosopher, psychologist, scientist, and 
inventor. During his lifetime, he developed hundreds of 
inventions and discoveries in the various arts and sciences. 

He did his creative thinking by "sitting for ideas." Dr. Gates' own 
life proved that his methods of brain and body building could 
develop a healthy body and increase the efficiency of the mind. 
Napoleon Hill recalls how, armed with a letter of introduction 
from Andrew Carnegie, he went to visit Dr. Gates at his Chevy 



102 



Chase laboratory. When Napoleon Hill arrived, Dr. Gates' 
secretary told him: "I'm sorry, but. . . I'm not permitted to disturb 
Dr. Gates at this time." 

"How long do you think it will be before I can see him?" 
Napoleon Hill asked. 

"I don't know, but it might take as long as three hours," 

"Do you mind telling me why you are unable to disturb him? " 

She hesitated and then responded, "He is sitting for ideas?" 

Napoleon Hill smiled. "What does that mean — sitting for 
ideas?" 

She returned the smile and said, "Maybe we'd better let Dr. Gates 
explain. I really don't know how long it will take, but you're 
welcome to wait. If you prefer to come again, I'll see if I can 
make a definite appointment for you." 

Mr. Hill decided to wait. It was a valuable decision. What he 
learned was well worth waiting for. This is how Napoleon Hill 
tells what happened: 

When Dr. Gates finally came into the room and his 
secretary introduced us, I jokingly told him what his 
secretary had said. After he read the letter of introduction 
from Andrew Carnegie, he responded pleasantly, "Would 
you be interested in seeing where I sit for ideas and how I 
go about it?" 

He led me to a small, soundproof room. The only 
furniture in the room consisted of a plain table and a 



103 



chair. On the table were pads of paper, several pencils, 
and a push-button to turn the lights off and on. 

In our interview Dr. Gates explained that when he was 
unable to obtain an answer to a problem, he went into the 
room, closed the door, sat down, turned off the lights, 
and engaged in deep concentration. He applied the 
success principle of controlled attention, asking his 
subconscious mind to give him an answer to his specific 
problem, whatever it might be. On some occasions ideas 
didn't seem to come through. At other times they would 
immediately flow into his mind. And in some instances it 
would take as long as two hours before they made an 
appearance. As soon as ideas began to crystalize, he 
would turn on the lights and begin to write. 

Dr. Elmer Gates refined and perfected more than two 
hundred patents which other inventors had undertaken 
but which had fallen just short of success. He was able to 
add the missing ingredients — the something more. His 
method was to begin by examining the application for the 
patent and its drawings until he found its weakness, the 
something more that was lacking. He would bring a copy 
of the patient application and drawings into the room. 
While sitting for ideas, he would concentrate on finding 
the solution to a specific problem. 

When Napoleon Hill asked Dr. Gates to explain the source of his 
results while sitting for ideas, he gave the following explanation: 
"The sources of all ideas are: 

1. Knowledge stored in the subconscious mind and acquired 
through individual experience, observation, and education. 

2. Knowledge accumulated by others through the same media, 
which may be communicated by telepathy. 



104 



3. The great universal storehouse of Infinite Intelligence, wherein 
is stored all knowledge and all facts, and which may be 
contacted through the subconscious section of the mind. 

"When I sit for ideas, I may tune in to one or all of these sources. 
If other sources of ideas are available, I do not know what they 
are." 

Dr. Elmer Gates found the time to concentrate and think in his 
search for something more. He knew specifically what he was 
looking for. And he followed through with positive action! 

In Chapter Seven, we will discuss how you can "Learn To See" 
so that your search for something more will be made easier. In 
your search, you may fail. But in failing you may succeed in 
discovering something even greater. Ask yourself, "Why?" Be 
observant. Think! Get into action! 

The Bible and both a good, comprehensive dictionary and an 
encyclopedia should, we believe, be in every home. They also 
can help in your search for something more. 

YOU DON'T NEED TO BE ASHAMED 

TO BE A FAILURE 

LIKE CHRISTOPHER COLUMBUS! 

Look in your Encyclopaedia Britannica and you'll find the 
thrilling, exciting story of Christopher Columbus. He studied 
astronomy, geometry, and cosmography at the University of 
Pavia. The Book of Marco Polo, theories of geographers, reports 
and traditions of mariners, as well as floating works of art and 
craftsmanship of non-European origin cast up by the sea — all 
these stimulated his imagination. 



105 



Step by step over the years he came to the firm belief, through 
inductive reasoning, that the world was a sphere. Having reached 
this conclusion, he was convinced through deductive reasoning, 
that the Asiatic continent could be reached by sailing westward 
from Spain just as well as Marco Polo had reached it by traveling 
east. He developed a burning desire to prove his theory. He 
sought the necessary financial backing, ships, and men to explore 
the unknown and find something more. 

He got into action! He kept his mind on his objective. Over a 
period of ten years he was often on the verge of receiving the 
necessary help. But the deception of a king... the ridicule, 
suspicion, and fear of subordinate government officials... the 
disbelief of those who wanted to help him but who at the last 
moment refused because of the skepticism of their scientific 
advisors. . . all brought defeat after defeat. He kept trying. 

In 1492 he received the help for which he had so persistently 
searched and prayed! In August of that year he sailed westward 
for India, China, and Japan. He was on the right course and 
headed in the right direction. 

You know the story. After he landed on the islands in the 
Caribbean, he returned to Spain with gold, cotton, Parrots, 
curious arms, mysterious plants, unknown birds and beasts, and 
several natives. He thought he had achieved his objective and had 
reached the islands off India. He had failed. He had not reached 
Asia. But, without being aware of it immediately, Columbus had 
found something more! Quite a bit more! 

You, like Christopher Columbus, may fail to reach your major 
objectives, or your magnificent obsessions. , like him, may fail in 
your efforts to reach a destination in the realm of the unknown. 
But you may discover something more — something equaling the 
wealth of the Americas. You, like him, may inspire and direct 



106 



those who follow you to head in the right direction, on the right 
course, and to continue further into the unknown until they 
achieve the worthwhile objectives you conceived. You, like 
Columbus, have the time and the power to think. You, like him, 
can persistently strive with a positive mental attitude to achieve 
your definite major aims to find something more. 

You don't need to be ashamed to be a failure like Christopher 
Columbus. 

. . . And something more! How can yon apply it? By now you 

should be in a position to extract principles from specific 
illustrations so that you can relate, assimilate, and use them. We 
agree with Admiral H. G. Rickover in the fundamental truths of 
his statement: 

Among the young engineers we interview we find few 
who have received thorough training in engineering 
fundamentals or principles; but most have absorbed 
quantities of facts... much easier to learn than principles 
but of little use without application of principles. Once a 
principle has been acquired it becomes apart of one and is never lost. 
It can be applied to novel problems and does not become 
obsolete as do all facts in a changing society. . . 

Learn the principles. Apply them. If you're not making 
satisfactory progress toward achieving your aims, look for the 
something morel It may be known or unknown. But you'll find it, 
if you take the necessary time to study, think, plan, and search for 
it. 

Now this chapter would not be complete without reference to 
Cosmic Habit Force. Use cosmic habit force is one of the 17 
success principles. 



107 



And the concept of cosmic habit force is easy to understand. For 
it is a name that we have given to applied power of any natural, 
or universal, principle or law, known or unknown. 

Cosmic habit force can be simply defined as: the use of universal 
law, whether it is known or unknown to you. 

As an example, it's easy to understand that when an object falls to 
the ground, the law of gravity is being applied. And, therefore, if 
you want an object to fall from a given height, you use cosmic 
habit force. And in this particular instance — the law of gravity. 

But the law of gravity, or any other law, is not in itself a power. 
Yet when you properly use the principle, then power is employed 
according to universal law. 

And thus: the breaking of the atom, every invention, every 
chemical formula, every psychic phenomenon, every individual 
action and reaction — be it physical, mental, or spiritual — is the 
result of the use of natural law. For every result there is a cause. 
And the result is brought about through the use of cosmic habit 
force. 

Again, man is a mind with a body. And he can think. It is through 
thinking that he learns how to use cosmic habit force. And his 
thinking can bring the thoughts he thinks into reality. 

This concept is not difficult to comprehend, for in 1905 Albert 
Einstein gave to the world his now famous formula: E = mc 2 . 
This formula explains the relationship between energy and 
matter. When matter approaches the speed of light, we call it 
energy, and as the velocity slows down to zero, it remains matter. 
In the formula: E is energy, m is mass or matter, and c represents 
the velocity of light. 



108 



And thus we see that Einstein's formula is a word symbol of one 
of the laws of cosmic habit force. And by understanding and 
applying this formula man has been able to turn matter into 
energy and energy into matter, and to use atomic power for 
constructive purposes such as: to light an entire city, to power 
ships, or even for such everyday affairs as to develop heat for 
cooking. 

. . . And something more — we can now see that because matter 
and energy are the same thing, everything in the universe is 
related. 

Now "You've Got a Problem? That's Good! And you'll learn in 
the next chapter how to adapt many of the lessons learned in this 
chapter to your own life. And then you will be able successfully 
to meet the problems created by the universal law of change, 
which — like all natural law — is the result of cosmic habit 
force. 

PILOT NO. 5 
Thoughts to Steer By 

1. ... And something more. What does the important principle 
contained in this chapter mean to you and how can you apply 
it? 

2. If you have failed in an endeavor, could it be because you lack 
something more — a missing number for a correct, winning 
combination for success? 

3. The whole is equal to the sum of all the parts and is greater 
than any of its parts. Are any missing parts keeping you from 
success? 



109 



4. The little difference between success and failure is often 
something more: Hip, Hip, Hooray! A movable wing flap. A 
quarter- turn of a screw. 

5. Are you in partnership with your silent Senior Partner? 

6. Use the simplest, but most important, of instruments ever 
invented — paper and pencil — to write down flashes of 
inspiration when they occur. 

7. How does the technique of brainstorming differ from that of 
"sitting for ideas"? What is the value of each? 

8. Use the success principle of Controlled Attention. 

9. Don't be afraid to be a failure like Christopher Columbus. 

10. Have you established the habit of learning fundamental 
principles, or do you merely absorb quantities of facts? 

1 1 . Do you understand and can you apply in your own experience 
the fundamental truths and principles of Admiral H. G. 
Rickover's statement? 

Among the young engineers we interview we find few who have 
received thorough training in engineering fundamentals or 
principles; but most have absorbed quantities of facts... much 
easier to learn than principles but of little use without application 
of principles. Once a principle has been acquired it becomes a 
part of one and is never lost. It can be applied to novel problems 
and does not become obsolete as do all facts in a changing 
society... 

YOU DON'T NEED TO BE ASHAMED 

TO BE A FAILURE 

LIKE 

CHRISTOPHER COLUMBUS 



no 



PART II 

Five Mental Bombshells 
for Attacking Success 

CHAPTER 6 
You've Got a Problem? That's Good! 

So you've got a problem? That's good! Why? Because repeated 
victories over your problems are the rungs on your ladder of 
success. With each victory you grow in wisdom, stature, and 
experience. You become a better, bigger, more successful person 
each time you meet a problem and tackle and conquer it with 
PMA. 

Stop and think about it for a moment. Do you know of a single 
instance where any real achievement was made in your life, or in 
the life of any person in history, that was not due to a problem 
with which the individual was faced? 

Everyone has problems. This is because you and everything in 
the universe are in a constant process of change. Change is an 
inexorable natural law. What is important to you is that your 
success or failure to meet the challenges of change are dependent 
upon your mental attitude. 

You can direct your thoughts and control your emotions, and thus 
regulate your attitude. You can choose whether your attitude will 
be positive or negative. You can decide whether you will affect, 
use, control, or harmonize with the changes in yourself and your 
environment. You can ordain your destiny. When you meet the 
challenges of change with PMA, you can intelligently solve each 
problem with which you are confronted. 



in 



How do you meet a problem with PMA? If you know and 
believe the first principal element of a positive mental attitude: 
God is always a good God — then you can effectively use the 
following formula and meet your problems: 

When you are faced with a problem that needs a solution, 
regardless of how perplexing it may be: 

1. Ask for Divine Guidance. Ask for help in finding the 
right solution. 

2. Engage in thinking time for the purpose of solving 
your problems. Remember that every adversity has 
the seed of an equivalent or greater benefit for those who 
have PMA. 

3. State the problem. Analyze and define it. 

4. State to yourself enthusiastically: "That's good!" 

5. Ask yourself some specific questions, such as: 

(a) What's good about it? 

(b) How can I turn this adversity into a seed of equivalent or 
greater benefit; or how can I turn this liability into a 
greater asset? 

6. Keep searching for answers to these questions until you 
find at least one answer that can work. 

Now the problems that will confront you will, broadly speaking, 
be of three kinds: personal problems — emotional, financial, 
mental, moral, physical; family problems; and business or 
professional problems. Because personal problems are the most 
immediate problems experienced by all of us, we would like to 
tell you the story of a man who met some of the most severe 
problems a human being can experience. As you read this story, 



112 



see how he applied PMA to the solution of each difficulty until 
he achieved ultimate victory. 

He met his challenge to change with PMA at Leaven-worth 
Penitentiary. This man was born in poverty. While in grade 
school, he sold newspapers and sinned shoes in and around the 
saloons on Seattle's waterfront to help his mother meet expenses. 
Later he became a cabin boy on an Alaskan freighter during the 
summer months. After be finished high school at the age of 
seventeen, he left home. He became one of the horde of hobos 
that rode the rails and traveled to every part of the United States. 

His companions were hard-bitten men. He gambled, associated 
with riffraff — men of the so-called "Border Legion." Soldiers of 
fortune, fugitives, smugglers, cattle thieves, and the like were his 
companions. He joined the forces of Pancho Villa in Mexico. 
"You can't skate close to those extra-legal operations without 
knowing about them, even if you have nothing to do with them," 
Charlie Ward said. "My mistake was being with the wrong com- 
panions. My major sin was associating with people who were 
bad." 

From time to time he won large sums gambling, and then lost 
them. Finally he was arrested for narcotics smuggling. He was 
tried and convicted. Yet throughout his life Charlie Ward 
maintained his innocence of the charge on which he was 
convicted. 

Charlie Ward was thirty-four years old when he entered 
Leavenworth. He had never been in jail before in spite of his 
associates. And he was embittered. He vowed that no prison was 
strong enough to hold him. He looked for a chance to make a 
break. 



113 



Then something happened! Charlie chose to change his attitude 
from negative to positive. He met the challenge to change with 
PMA. Something within him told him to stop being hostile and to 
become the best prisoner in the prison. From that very moment 
the entire tide of his life began to flow in the direction most 
favorable for him. By the simple change from negative to positive 
thinking, Charlie Ward began to master himself. 

He changed the direction of his aggressive personality. He 
forgave the federal agents who had brought about his plight. He 
quit hating the judge who sentenced him. 

He took a real good look at the Charlie Ward of the past. And he 
resolved to avoid the very appearance of evil in the future. He 
looked around for ways to make his stay in prison as pleasant as 
possible. 

First he asked himself some questions. And for the first time in 
his adult life he found his answer in books, Particularly The Book. 
In his prison cell he began to read the Bible. He read it and reread 
it. Thereafter, and up to the date of his death at the age of 
seventy-three, he read the Bible every day for inspiration, 
guidance and help. 

Because of his change in attitude, and consequently in behavior, 
he began to attract favorable notice from the prison officials. And 
one day a convict clerk told him that a trusty in the power plant 
was to be released in three months. Charlie Ward knew little 
about electricity, but there were books on electricity in the prison 
library. So he studied. He learned what these books could teach 
him. 

At the end of three months, Charlie was ready. He applied for the 
job. Something about his mannerism and his tone of voice 
impressed the deputy warden. That something was the 



114 



earnestness and sincerity of Charlie Ward's positive mental 
attitude. He got the job! 

Because he continued to study and work with PMA, Charlie 
Ward became superintendent of the prison power plant with one 
hundred and fifty men under him. He tried to inspire each one of 
them to make the best of his situation. 

When Herbert Hughes Bigelow, president of Brown & Bigelow 
of St. Paul, Minnesota, arrived at Leavenworth on a conviction of 
income tax evasion, Charlie Ward also befriended him. In fact, he 
went out of his way to motivate Bigelow to adjust himself to his 
environment. Mr. Bigelow was so appreciative of Charlie's 
friendship and help that as his prison term approached its end, he 
told Charlie, "You have been good to me. When you get out, 
come to St. Paul. We will have a job for you." 

Five weeks later Charlie was released from prison and went to St. 
Paul. As he had promised, Mr. Bigelow gave Charlie a job. He 
was given work as a laborer at $25 a week. Because Charlie 
worked with PMA, he became a foreman within two months. 
After a year, he became a superintendent Finally Charlie was 
made vice president and general manager. And when Mr. 
Bigelow died, Charlie was made president of Brown & Bigelow; 
he continued in this capacity until his own death many years later. 
Under Charlie's management, sales rose from less than three 
million dollars to over fifty million dollars annually. Brown & 
Bigelow became the largest company of its kind. 

Because of Ward's positive mental attitude and his desire to help 
those less fortunate, he himself received peace of mind, 
happiness, love, and the better things in life. By presidential 
decree, his rights as a citizen were restored in acknowledgment of 
his exemplary life. Those who knew him held him in the highest 
esteem, and were themselves inspired to help others. 



115 



Perhaps one of his most unusual and commendable activities was 
his employment of over five hundred men and women who had 
come from prisons. They continued their rehabilitation under his 
stern and understanding guidance and inspiration. He never 
forgot that he too had been a convict. He wore a tag on his 
bracelet with his old prison number as a symbol. 

Charlie Ward had been sentenced to prison. That was good! 
Why? Who knows what might have become of Charlie Ward had 
he continued in the direction in which he was headed. But in 
prison he met the challenge to change. And there he learned to 
use PMA to solve his personal problems. He made his world a 
better world to live in. He became a bigger and better man. No 
one will ever know the exact number of the needy who have 
prayed for blessings to Charlie Ward in response to their inner 
thoughts: 

I was naked and ye clothed me; I was sick and ye visited 
me. I was in prison and ye came unto me. 

Fortunately not everyone is faced with problems as severe as 
those which Charlie Ward was called upon to meet and solve. But 
there is a lesson in Charlie's story, in addition to the fact that he 
changed his attitude from negative to positive. You will recall, 
Charlie himself said: "My greatest mistake was being with the 
wrong companions." Negative attitudes are often contagious, and 
bad habits are contagious. Let each of us look to our own 
associations and be certain to keep them on the highest possible 
level. One of the greatest services you can render to children is to 
motivate them to motivate themselves to select the right kind of 
friends and associates. Remember: 

Vice is a monster of such awful mien 
That to be hated needs but to be seen; 
Yet, seen too oft, familiar with his face, 



116 



We first endure, then pity, then embrace. 

Another force with which every human being has to contend, and 
which, if not met with PMA, can cause physical, moral, and 
mental destruction is the power of sex. Sex presents the greatest 
challenge of change! Each human being hat the power to choose 
for himself whether he will use the tremendous power of sex for 
good or for evil. Each human being must contend with the 
problems that will arise in his life because of sex. 

You can transmute sex into virtue or vice. One of God's greatest 
gifts to mankind is the power to procreate a human being. Sex is 
the means of procreation. It is power! Like all power, it can be 
used for good or for evil. 

Sex is a physical function of the body under the control of the 
subconscious and conscious mind. It is inherited. The physical 
sex organs, works of God, like all His creations, are good. The 
little difference that makes the big difference between the power 
of sex being a virtue or a vice is mental attitude. 

The inherent emotion of sex is one of the most powerful forces of 
the subconscious mind. The effects of its motivating power can 
be observed long before adolescence. This power blends with and 
intensifies the driving force of all other emotions. 

When it is in conflict with the will of the conscious mind, the 
power of imagination, as it affects the emotion of sex, has a 
tendency to win unless the conscious mind uses its power to 
affect, use, control or harmonize with the powers of the 
subconscious. You have the power to choose. Choose wisely — 
with PMA. Transmute sex into virtue! Thus you will win over 
one of the greatest problems you win ever have to face in your 
personal life. And you will be physically, mentally, and morally 
better. 



117 



And what are the seven virtues? Virtue is moral practice or 
action, moral excellence; rectitude; valor; chastity. The seven 
virtues are: prudence, fortitude, temperance, justice, faith, hope, 
and charity. 

1 . Prudence — the ability to govern and discipline one's self 
by the exercise of reason. 

2. Fortitude — strength of mind that enables a person to 
encounter danger or bear pain or adversity with courage. It is the 
possession of the stamina essential to face that which repels 
or frightens one, or to put up with the hardships of a task 
imposed. It implies triumph. Synonyms are grit, backbone, pluck 
and guts. 

3. Temperance — habitual moderation in the indulgence of the 
appetites and passions. 

4. Justice — the principle or ideal of just dealing or right action; 
also conformity to this principle or ideal; integrity. 

5. Faith — trust in God. 

6. Hope — the desire with expectation of obtaining what is 
desired, or belief that it is obtainable. 

7. Charity — the act of loving all men as brothers because they 
are sons of God. It stresses benevolence and goodwill in giving 
and in the broad understanding of others with kindly tolerance. 

How can you transmute the power of sex into the good and 
the beautiful? A crystal-clear answer can be found by you if you 
search for it as you read and study this entire book. Results will 
be achieved when you relate and assimilate the principles into 
your own life. 



118 



But one must gain knowledge for himself. The following 
suggestions may be helpful as you search for your answer while 
reading: 

1 . Keep your mind on the things you want and off the things you 
don't want. This means that you keep your mind on immediate, 
intermediate, and distant desirable objectives. The instinct of sex 
in the subconscious mind will be patient if it has hope that you 
will fulfill life's mission. The boy or girl who is truly in love and 
plans to marry will not have the sex problems he or she might 
otherwise have. 

2. If there were more and often earlier marriages, there would be 
fewer sex problems. Life's mission to procreate is fulfilled in 
marriage; however, marry for love beyond the sex instinct. 

3. Lead a well-balanced, four-square life. 

4. Work long hours at a labor of love. It will keep you busy, 
occupy your thoughts, and use up surplus energy. 

5. Develop a Magnificent Obsession. Study the significance to 
be found in Chapter Fifteen. 

6. Relate and assimilate into your own life the concepts in 
Chapter Two, "You can Change Your World!" and Chapter 
Seven, "Learn to See!" 

7. Select environment that will develop you best towards 
your objectives. 

8. Choose the self- motivators for self-suggestion that you believe 
will help you. Memorize them. Make they will flash from your 
subconscious mind to your conscious mind as autosuggestion. 

Not all the problems of one's personal life, however, are of so 
deep and penetrating a nature. Many times all that it takes to meet 
an immediate problem is quick thinking, adaptability, and taking 



119 



a second look at the situation which is causing the problem. It 
often takes only one idea, followed by action, to turn failure into 
success. 

It takes only one idea, followed by action, to succeed when 
others fail. In 1939 on Chicago's North Michigan Avenue, in an 
area now known as The Magnificent Mile, office space was going 
begging. Building after building had empty floors: one that was 
half-rented was considered lucky. It was a bad year for business 
and NMA hung over Chicago real estate like a cloud. You heard 
such comments as, "No sense in advertising, there just isn't the 
money around," or "What can you do? You can't fight the times." 
Then into this gloomy picture came a building manager with 
PMA. He had an idea. And he got into action! 

This man was hired by Northwestern Mutual Life Insurance 
Company to run a large building on North Michigan Avenue 
which they had acquired in a mortgage foreclosure. When he took 
the job the building was only ten per cent occupied. Within one 
year it was 100 per cent rented, with a long waiting list. What 
was the secret? The new manager accepted the problem of no- 
demand-for-offices as a challenge rather than a misfortune. Here 
is what he did as he explained in an interview. 

I knew precisely what I wanted. I wanted to have the premises 
100 per cent occupied with choice, substantial tenants. I knew 
that under the prevailing conditions it was likely that the 
offices would not be rented for possibly several years. I 
therefore concluded that we had everything to gain and 
nothing to lose by doing the following: 

1. I would seek out desirable, prospective tenants of my choice. 

2. I would stimulate the imagination of each prospect I would 
offer him the most beautiful offices in the city of Chicago. 



120 



3. I would offer him these superior offices at a rental no higher 
than the one he was now paying. 

4. Furthermore, I would assume responsibility for his present 
lease, provided he paid us the same monthly rental under a 
one-year lease. 

5. In addition to all this, I would offer redecoration without cost 
to the tenant. I would employ creative architects and interior 
decorators and remodel the offices of my building to suit the 
personal taste of each new tenant. 

I reasoned: 

1. If an office were not rented during the next few years, we 
would receive no income from that office. So we had 
nothing to lose by going into such arrangements as are 
above described. We might come out at the end of the year 
with no income, but we would be no worse off than we 
would have been if we had not acted. And we would be 
better off because: we would have satisfied tenants who 
would in future years supply dependable rentals. 

2. Furthermore, it is an established custom to rent offices on 
a one-year basis only. In most cases, there would be only a 
few months left to run on the old lease of my new tenant. 
Promising to assume these rentals was therefore not too 
great a risk. 

3. If a tenant should vacate at the end of his year, it would be 
comparatively easy to re-rent in a well- filled building. The 
redecoration of his office would not be money lost, as it 
would have increased the equity value of the entire 
building. 



121 



The result was marvelous. Each newly redecorated office 
seemed to be more beautiful than the one that had preceded 
it. The tenants were so enthused that many expended 
additional sums. In one instance, a tenant spent an additional 
$22,000 in remodeling. 

So at the end of a year the building which had started off only 
ten per cent rented was 100 percent rented. None of the 
tenants wanted to leave after his lease expired. They were 
happy with their new, ultramodern offices. And we gained 
their permanent goodwill by not raising the rents at the 
expiration of their first one-year's lease. 

We would like you to think back over this story. Here was a man 
faced with a most serious problem. He had a giant office building 
on his hands that had nine empty offices in it for every one that 
was occupied. And yet within a year, his building was 100 per 
cent rented. Now right next door, up and down The Magnificent 
Mile, there were dozens of office buildings standing idle and 
practically empty. 

The difference of course was the mental attitude which each 
individual building manager brought to the problem. One man 
said, "I have a problem. That's awful!" The other said, "I have a 
problem. That's good!" 

A man who seizes upon his problems as opportunities in disguise 
and scrutinizes them for the good element that is going to be 
there, is the man who understands the very core of PMA. The 
man who develops an idea that can work and follows it with 
action will turn failure into success. 

Time after time the pattern repeats itself: problems and 
difficulties turn out to be the best things that could have happened 
to us — provided we translate them into advantages. 



122 



As you recognize, the problem which the building manager faced 
occurred during the Depression. Things were still plenty tough in 
1939 when he solved this problem. But they had been much 
worse. 

Now the economic problems of the nation and of the world arose 
as the result of the Depression. Depressions are caused by cycles 
in the economic life of a nation or nations. But it is not necessary 
to sit idly by. There is no need to be beaten and tossed to and fro 
by the cycles of life You can meet the problem of cycles and 
conquer it intelligently. In so doing, you can often acquire a 
fortune. 

Make a fortune or achieve your aims by understanding cycles 
and trends. Many years ago Paul Raymond, Vice President in 
charge of loans for the American National Bank and Trust 
Company of Chicago, rendered a service bank's customers. He 
sent them Dewey and Dakin's book Cycles. Subsequently many 
of these clients made fortunes. They learned and understood the 
theory of business cycles and trends. Some of them will be 
among those who won't lose the fortunes they acquired regardless 
of economic trends and changes. 

Edward R. Dewey, who has been the director for The Foundation 
for the Study of Cycles for many years, points out that every 
living organism, be it an individual, business, or nation, grows to 
maturity, levels off, and dies. What is equally important, he 
indicates a solution whereby, regardless of the trend or cycle, 
you, as an individual, can do something about it. You can meet 
the challenge of change successfully. You can change the trend as 
far as you and your interests are concerned, regardless of the 
general trend, with new life, new blood, new ideas, new activity. 

He anticipated a downward cycle and prepared to go upward. 

Before newspapers publicized the recession that began in the 



123 



latter part of 1957, one of the bank's clients got into action. His 
organization went after business aggressively with a positive 
mental attitude. In 1958 his company developed a premium 
increase of over 30 per cent compared to the previous year which 
had shown a 25 per cent increase. The entire industry, however, 
had a downward trend. 

Sometimes the cycle that presents a problem is not a cycle that 
affects an industry, or an entire nation. It may be a cycle within 
an individual business only. This problem, too, can be anticipated 
and met. Witness the continual growth of many American 
corporations, in spite of the fact that in the normal course of 
events they would have grown to maturity, leveled off, and died. 
E. I. du Pont de Nemours & Co., Inc., is an outstanding example. 

They met the challenge with new life, new blood, new ideas, 
new activity. It is unnecessary to point out that E. I. du Pont de 
Nemours & Co., Inc. has continued to grow. But what is the 
cause of its success? Why has it not followed the natural cycle of 
growing to maturity, leveling off, and dying? 

Du Pont has met the challenge of change with new life, new 
blood, new ideas, new activity. Its executives have met this 
problem with PMA and the determination to overcome it. They 
have continued to engage in research and are constantly making 
new discoveries, developing new products, and perfecting their 
previous products. They inject new blood into their management, 
and study and improve their sales methods. 

Learn from their success ! 

The owner of a small business, or you as an individual, can study 
and experiment. You can relate and assimilate the principles used 
by such a large corporation. You too can continue to grow with 
booster shots of new ideas, new life, new blood, new activity. 



124 



You can change a downward trend into an upward one. You can 
be different! When others float downstream, you can move 
upstream! 

So many of the stories you have read and will read in this book 
indicate that "if you have a problem - that's good!" It's good if 
you learn to see how to turn adversity into seeds of equivalent or 
greater benefit. You may still not see the principle; however, the 
next chapter entitled "Learn to See" can help you. 

PILOT NO. 6 
Thoughts to Steer By 

1. So you've got a problem? That's good! Why? Because every 
time you meet a problem and tackle and conquer it with PMA, 
you become a better, bigger and more successful person. 

2. Everyone has problems. Those with PMA turn their adversities 
into seeds of equivalent or greater benefits. 

3. Your success, or failure, in meeting the problems presented by 
the challenges of change will be determined by your mental 
attitude. 



4. You can direct your thoughts, control your emotions and 
ordain your destiny by recognizing, relating, assimilating and 
applying the principles that are applicable to you to be found 
in this book. 

5. God is always a good God. 

6. When you have a problem: (a) ask for Divine Guidance; (b) 
think; (c) state the problem, and (d) analyze it; (e) adopt the 



125 



PMA attitude "That's good!" (f) then change the adversity into 
seeds of greater benefit. 

7. Charlie Ward is an outstanding example of a man who 
successfully met the challenges of change. Prepare to meet 
the challenges of change by developing PMA. 

8. Sex is the greatest challenge of change. Transmute the emotion 
of sex into virtue. 

9. The seven virtues are: prudence, fortitude, temperance, justice, 
faith, hope, and charity. Success Through a Positive Mental 
Attitude indicates how you can relate and assimilate these 
qualities into your own life. 

10. One good idea followed by action can change failure into 
success. 

YOU'VE GOT A PROBLEM? 
THAT'S GOOD! 

FOR IT'S 

THE SEEDS OF 

GREATER BENEFITS 

FOR THOSE WHO HAVE PMA 



126 



CHAPTER 7 
Learn to See 

When he was born, George W. Campbell was blind. "Bilateral 
congenital cataracts," the doctor called it. 

George's father looked at the doctor, not wanting to believe. "Isn't 
there anything you can do? Wouldn't an operation help?" 

"No," said the doctor. "As of now, we know of no way to treat 
this condition." 

George Campbell couldn't see, but the love and faith of his 
parents made his life rich. As a very young boy, he did not know 
that he was missing anything. 

And then, when George was six years old, something happened 
which he wasn't able to understand. One afternoon he was 
playing with another youngster. The other boy, forgetting that 
George was blind, tossed a ball to him. "Look out! It'll hit you!" 

The ball did hit George — and nothing in his life was quite the 
same after that. George was not hurt, but he was greatly puzzled. 
Later he asked his mother: "How could Bill know what's going to 
happen to me before I know it?" 

His mother sighed, for now the moment she dreaded had arrived. 
Now it was necessary for her to tell her son for the first time: 
"You are blind." And here is how she did it: 

"Sit down, George," she said softly as she reached over and took 
one of his hands. "I may not be able to describe it to you, and you 
may not be able to understand, but let me try to explain it this 



127 



way." And sympathetically she took one of his little hands in hers 
and started counting the fingers. 

"One — two — three — four — five. These fingers are similar to 
what is known as the five senses." She touched each finger 
between her thumb and index finger in sequence as she continued 
the explanation. 

"This little finger for hearing; this little finger for touch; this little 
finger for smell; this one for taste," and then she hesitated before 
continuing: "this little finger for sight. And each of the five 
senses, like each of the five fingers, sends messages to your 
brain." 

Then she closed the little finger which she had named "sight" and 
tied it so that it would stay next to the palm of George's hand. 

"George, you are different from other boys," she explained, 
"because you have the use of only four senses, like four fingers: 
one, hearing — two, touch — three, smell — and four, taste. But 
you don't have the use of your sense of sight. Now I want to show 
you something. Stand up," she said gently. 

George stood up. His mother picked up his ball. "Now hold out 
your hand as if you were going to catch this," she said. 

George held out his hands, and in a moment he felt the hard ball 
hit his fingers. He closed them tightly around it and caught it. 

"Fine. Fine," said his mother. "I never want you to forget what 
you have just done. You can catch a ball with four fingers instead 
of five, George. You can also catch and hold a full and happy life 
with four senses instead of five — if you get in there and keep 
trying." Now George's mother had used a metaphor, and such a 



128 



simple figure of speech is one of the quickest and most effective 
methods of communicating ideas between persons. 

George never forgot the symbol of "four fingers instead of five." 
It meant to him the symbol of hope. And whenever he became 
discouraged because of his handicap, he used the symbol as a 
self-motivator. It became a form of self-suggestion to him. For he 
would repeat "four fingers instead of five" frequently. At times of 
need it would flash from his subconscious to his conscious mind. 

And he found that his mother was right. He was able to catch a 
full life, and hold it with the use of the four senses which he did 
have. 

But George Campbell's story doesn't end here. 

In the middle of his junior year at high school the boy became ill, 
and it was necessary for him to go to the hospital. While George 
was convalescing, his father brought him information from which 
he learned that science had developed a cure for congenital 
cataracts. Of course, there was a chance of failure but — the 
chances for success far outweighed those for failure. 

George wanted so much to see that he was willing to risk failure 
in order to see. 

During the next six months four delicate surgical operations were 
performed — two on each eye. For days George lay in the 
darkened hospital room with bandages over his eyes. 

And finally the day came for the bandages to be removed. 
Slowly, carefully, the doctor unwound the gauze from around 
George's head and over his eyes. There was only a blur of light. 

George Campbell was still technically blind! 



129 



For one awful moment he lay thinking. And then he heard the 
doctor moving beside his bed. Something was being placed over 
his eyes. 

"Now, can you see?" came the doctor's question. 

George raised his head slightly from the pillow. The blur of light 
became color, the color a form, a figure. 

"George!" a voice said. He recognized the voice. It was his 
mother's voice. 

For the first time in his 18 years of life George Campbell was 
seeing his mother. There were the tired eyes, the wrinkled, 62- 
year-old face, and the knotted and gnarled hands. But to George 
she was most beautiful. 

To him — she was an angel. The years of toil and patience, the 
years of teaching and planning, the years of being his seeing eyes, 
the love and affection: that was what George saw. 

To this day he treasures his first visual picture: the sight of his 
mother. And, as you will see, he learned an appreciation for his 
sense of sight from this first experience. 

"None of us can understand," he says, "the miracle of sight, 
unless we have had to do without it." 

Seeing is a learned process. But George also learned something 
that is very helpful to anyone interested in the study of PMA. He 
will never forget the day he saw his mother standing before him 
in the hospital room, and did not know who she was — or even 
what she was — until he heard her speak. "What we see," George 
points out, "is always an interpretation of the mind. We have to 
train the mind to interpret what we see." 



130 



This observation is backed up by science. "Most of the process of 
seeing is not done by the eyes at all," says Dr. Samuel Renshaw, 
in describing the mental process of seeing. "The eyes act as hands 
which reach 'out there' and grab meaningless 'things' and bring 
them into the brain. The brain then turns the 'things' over to the 
memory. It is not until the brain interprets in terms of com- 
parative action that we really see anything." 

Some of us go through life "seeing" very little of the power and 
the glory around us. We do not properly filter the information that 
our eyes give us through the mental processes of the brain. As a 
result we often behold things without really seeing them at all. 
We receive physical impressions without grasping their meaning 
to us. We do not, in other words, put PMA to work on the 
impressions that are sent to our brain. 

Is it time to have your mental vision checked? Not your physical 
vision — that is a matter for the medical specialists. But mental 
vision, like physical vision, can become distorted. When it does 
you can grope in a haze of false concepts. . . bumping and hurting 
yourself and others unnecessarily. 

The most common physical weaknesses of the eye are two 
opposite extremes — nearsightedness and farsightedness. These 
are the major distortions of mental vision, too. 

The person who is mentally nearsighted is apt to over-look 
objects and possibilities that are distant. He pays attention only to 
the problems immediately at hand and is blind to the 
opportunities that could be his by thinking and planning in terms 
of the future. You are nearsighted if you do not make plans, form 
objectives, and lay the foundation for the future. 

On the other hand, the mentally farsighted person is apt to 
overlook possibilities that are right before him. He does not see 



131 



the opportunities at hand. He sees only a dream-world of the 
future, unrelated to the present. He wants to start at the top rather 
than move up step by step — and he does not recognize that the 
only job where you can start at the top is the job of digging a 
hole. 

They looked and recognized what they saw. So, in the process 
of learning to see, you will want to develop both your near sight 
and your far sight. The advantages to the man who knows how to 
see what is directly in front of him are enormous. For years the 
people in the little town of Darby, Montana, used to look up at 
what they called Crystal Mountain. The mountain was given this 
name because erosion had exposed a ledge of a lightly sparkling 
crystal that looked something like rock salt. A pack trail was built 
directly across the outcropping as early as 1937. But it wasn't 
until the year 1951 — 14 years later — that anyone bothered to 
stoop down, pick up a piece of the sparkling material, and really 
look at it. 

It was in this year 1951 that two Darby men, Mr. A. E. Cumley 
and Mr. L. I. Thompson, saw a mineral collection displayed in 
the town. Thompson and Cumley became very excited. There in 
the mineral display were specimens of beryl which, according to 
the attached card, was used in atomic energy research. 
Immediately Thompson and Cumley staked claims on Crystal 
Mountain. Thompson sent a specimen of the ore to the Bureau of 
Mines office in Spokane, together with a request to send an 
examiner to see a "very large deposit" of the mineral. Later that 
year the Bureau of Mines sent a bulldozer up the mountain and 
scraped off enough of the outcropping to determine that here 
indeed was one of the world's greatest deposits of extremely 
valuable beryllium. Today, heavy earth-moving trucks struggle 
up the mountain and work their way back down again, weighted 
down with the extremely heavy ore, while at the bottom, virtually 
waiting with dollar bills in their hands, are representatives of the 



132 



United States Steel Company and the United States Government, 
each anxious to buy the highly valued ore. All because one day 
two young men not only observed with their eyes, but took the 
trouble to see with their minds. Today these men are well on their 
way to being multimillionaires. 

A mentally farsighted person could not have done what 
Thompson and Cumley did — if his mental vision were distorted. 
For he is the man who can see only far-off values while the 
advantages that lie at his feet go un-claimed. Are there fortunes 
right at your doorstep? Look about you. As you go about your 
daily chores are there small areas of irritation? Perhaps you can 
think of a way to overcome them — a way that will be helpful not 
only to yourself but to others. Many a man has made a fortune by 
meeting such homely needs. This was so of the man who 
invented the bobby pin and the one who devised the paper clip. It 
was so of the man who invented the zipper, and the metal pants- 
fastener. Look about you. Learn to see. You may find Acres of 
Diamonds in your own backyard. 

But mental nearsightedness can be just as much of a problem as 
mental farsightedness. The man with this problem sees only what 
is under his nose, while more distant possibilities go unclaimed. 
He is the man who does not understand the power of a plan. He 
does not understand the value of thinking time. He is so busy 
with the problems that immediately confront him that he does not 
free his mind to range into the distance, reaching for new 
opportunities, seeking trends, getting the big picture. 

Being able to see into the future is one of the most spectacular 
accomplishments of the human brain. Down in the heart of the 
citrus belt in Florida there is a little town called Winter Haven. 
The surrounding country is farmland. Certainly it would be 
considered by most people as an area entirely unsuited for a large 
tourist attraction. It is isolated. It has no beach, no mountains, 



133 



only mile after mile of gently rolling hills with little lakes and 
cypress swamps down in the valleys. 

But to this region came a man who "saw" these cypress swamps 
with an eye that others had not used. His name was Richard Pope. 
Dick Pope bought one of these old cypress swamps, put a fence 
around it, and has turned down offers of at least a million dollars 
for the world-famous Cypress Gardens. 

Of course, it really wasn't as simple as that. All along the line 
Dick Pope had to "see" opportunities in his situation. 

For instance, there was the question of advertising. Pope knew 
that the only way he would be able to draw the public into such 
an isolated place was through a barrage of advertising. But ads 
cost money. So what Dick Pope did was quite simple. He went 
into the popular photography business. He set up a photo supply 
house at Cypress Gardens, sold his visitors film and then taught 
them how to take spectacular shots of the Garden. He hired 
skilled water skiers. He put them through intricate performances 
while over a loudspeaker he announced to the public exactly what 
camera settings they should use in order to catch the action. And 
then, of course, when these travelers went back home, the very 
best trip pictures were always of Cypress Gardens. They gave 
Dick Pope the very best kind of advertising there is — word-of- 
mouth recommendations, with pictures! 

This is the kind of creative seeing that we all need to develop. We 
need to learn how to look at our world with fresh eyes — seeing 
the opportunities that lie all about us, but simultaneously looking 
into the future for the chances that are there. 

Seeing is a learned skill. But like any skill it must be exercised. 



134 



See another person's abilities, capacities and viewpoint. We 

may think we recognize our own talents; yet in this respect we 
may be blind. Let's illustrate with an example of a teacher who 
needed to have her mental vision checked. She was both 
nearsighted and farsighted. For she could not see either the 
present or the future potential abilities and capacities of her 
students, or their points of view. 

Now everyone — the great and the near great — had to have a 
starting point. They weren't born brilliant and successful. As a 
matter of fact, some of our greatest men were regarded as quite 
stupid at times during their lives. It was not until they grasped a 
positive mental attitude and learned to comprehend their 
capabilities and envision definite goals that they started their 
climbs to success. But there was one young man, in particular, 
whom his teachers thought "a stupid, muddle-headed blockhead." 

The youngster sat and drew pictures on his slate. He looked about 
and listened to everybody else. He asked "impossible questions" 
but refused to reveal what he knew, even under the threat of 
punishment. The children called him "dunce," and he generally 
stood at the foot of his class. 

And this boy was Thomas Alva Edison. You will be inspired 
when you read the life story of Thomas A. Edison. He attended 
primary school for a total period of less than three months. The 
teacher and his schoolmates told him that he was stupid. Yet, he 
became an educated man after an incident in his life prompted 
him to turn his talisman from NMA to PMA. He developed into a 
gifted person. He became a great inventor. 

What was that incident? What happened to Edison that changed 
his whole attitude? He told his mother about hearing the teacher 
tell the inspector at school that he was "addled" and it wouldn't be 
worthwhile to keep him in school any longer. His mother 



135 



marched off to school with him and told all within range of her 
voice that her son, Thomas Alva Edison, had more brains than the 
teacher or the inspector. 

Edison called his mother the most enthusiastic champion a boy 
ever had. And from that day forward he was a changed boy. He 
said, "She cast over me an influence which has lasted all my life. 
The good effects of her early training I can never lose. My 
mother was always kind, always sympathetic, and she never 
misunderstood or misjudged me." His mother's belief in him 
caused him to view himself in an entirely different light. It caused 
him to turn his talisman to PMA and take a positive mental 
attitude regarding studying and learning. This attitude taught 
Edison to view things with deeper mental insight, that enabled 
him to comprehend and develop inventions which benefited 
mankind. Perhaps the teacher didn't see because the teacher 
wasn't genuinely interested in helping the boy. His mother was. 

You have a tendency to see what you want to see. 

To hear does not necessarily imply attention or application. To 
listen always does. Throughout Success Through a Positive 
Mental Attitude we urge you to listen to the message. This means: 
to see how you can relate and assimilate the principle into your 
own life. 

Perhaps you'd like to see how you can relate the principle of the 
following experience into your own life: 

Dr. Roy Plunkett, a DuPont chemist, made an experiment. He 
failed. When he opened the test tube after the experiment, he 
observed that it apparently contained nothing. He was curious. He 
asked himself, "Why?" He didn't throw the tube away as others 
might have done under similar circumstances. Instead, he 
weighed the tube. And, to his surprise, it weighed more than a 



136 



tube of like make and design. So, again, Dr. Plunkett asked 
himself, "Why?" 

In searching for the answer to his questions, he discovered that 
marvelous transparent plastic, tetrafluoroethylene, commonly 
known as Teflon. During the Korean War, the United States 
government contracted for Du Pont's entire output. 

When there is something you don't understand, ask yourself: 
"Why?" Look at it more closely. You may make a great 
discovery. 

Ask yourself questions. Asking yourself or others questions 
about things that puzzle you may reward you richly. This very 
procedure led to one of the world's greatest scientific discoveries. 

A young Englishman, while vacationing on his grandmother's 
farm, was relaxing. He was lying on his back under an apple tree 
and engaging in thinking time. An apple fell to the ground. This 
young man was a student of higher mathematics. 

"Why does the apple fall to the ground?" he asked himself. "Does 
the earth attract the apple? Does the apple attract the earth? Does 
each attract the other? What is the universal principle involved?" 

Isaac Newton used his power to think and he made a discovery. 
To see mentally is to think. He found the answers he was looking 
for; the earth and the apple attracted each other, and the law of 
attraction of mass to mass applies to the entire universe. 

Newton discovered the law of gravitation because he was 
observant and sought the answers to what he observed. Another 
man, because he exercised his powers of observation and acted 
upon what he perceived, found happiness and great wealth. 



137 



Newton asked himself questions. The other man sought expert 
advice. 

He became wealthy because he accepted advice. In Toba, 
Japan, in the year 1869, when he was just eleven years old, 
Kokichi Mikimoto continued his father's business as the village 
noodle maker. His father had developed an illness that prevented 
him from working. The youngster supported his six brothers, 
three sisters, and his parents. In addition to making the noodles 
daily, young Mikimoto had to sell them. He proved to be a good 
salesman. 

Mikimoto had previously been tutored by a Samurai who taught: 

Exemplification of true faith consists of acts ofkind-ness and love 
for one's fellowmen, not mere formal prayers uttered by rote. 

And with this basic PMA philosophy of positive action, 
Mikimoto became a doer. He developed the habit of converting 
ideas into reality. 

At the age of twenty he fell in love with the daughter of a 
Samurai. The young man knew that his future father-in-law 
would not bless his daughter's marriage with a noodle maker. 
Therefore, he was motivated to harmonize with this known 
power. He changed his occupation and became a pearl merchant. 

Like many persons who achieve success in any part of the world, 
Mikimoto kept searching for specific knowledge that would help 
him in his new activity. He, like the great industrialists of our 
day, sought help from a university. Professor Yoshikichi 
Mizukuri told Mikimoto of a theory of one of the laws of nature 
that had never been proved. 



138 



The professor said: "A pearl is formed in an oyster when a 
foreign object, like a grain of sand, is stuck in the oyster. If the 
foreign object does not kill the oyster, nature covers the object 
with the same secretion that forms the mother-of-pearl in the 
lining of the oyster's shell." 

Mikimoto was thrilled! He could hardly wait to get the answer to 
the question he asked himself, "Can I raise? pearls by deliberately 
planting a tiny foreign object in the oyster and letting nature take 
its course?" 

He converted a theory into a positive action once he learned to 

see. 

Mikimoto had been taught to see by that university professor. 
And then he used the power of his imagination. He engaged in 
creative thinking. He used deductive reasoning. He decided that if 
all pearls were formed only when a foreign object entered the 
oyster, he could develop pearls by using nature's laws. He 
could plant foreign objects in the oysters and force them to 
produce pearls. He learned to observe and act and he became a 
successful man. 

Now a study of Mikimoto's life indicates that he employed all 
the 17 success principles. For knowledge doesn't make you 
successful. But application of the knowledge will. Action! 

Many of the ideas which come to us as we learn to see with 
fresh eyes will strike others as bold. These ideas can either 
frighten us or, if we act on them, make our fortunes. Here is 
another true story of pearls. This time the hero is a young 
American, Joseph Goldstone. He sold jewelry to Iowa farmers, 
door-to-door. 



139 



Then one day in the heart of the Depression he learned that the 
Japanese were producing beautiful cultured pearls. Here was 
quality, and it could be sold at a fraction of the cost of natural 
pearls ! 

Joe "saw" a great opportunity. In spite of the fact that it was a 
Depression year, he and his wife, Esther, converted all their 
tangible assets into cash and set out for Tokyo. They landed in 
Japan with less than $1000 — but they had their plan and lots of 
PMA. 

They obtained an interview with Mr. K. Kitamura, head of the 
Japanese Pearl Dealers Association. Joe was aiming high. He told 
Mr. Kitamura of his plan for merchandising Japanese cultured 
pearls in the United States, and asked Mr. Kitamura for an initial 
credit of $100,000 in pearls. This was a fantastic sum, especially 
in a period of depression. After several days, however, Mr. 
Kitamura agreed. 

The pearls sold well. The Goldstones were well on their way to 
becoming wealthy. A few years later, they decided they wanted to 
establish their own pearl farm, which they did with the help of 
Mr. Kitamura. Once again they "saw" opportunity where others 
had seen nothing. Experience proved that the mortality rate of 
oysters into which a foreign object had been artificially inserted 
was over 50 per cent. 

"How can we eliminate this great loss?" they asked themselves. 

After much study, the Goldstones began to use on the oysters the 
methods employed in hospital rooms. The outside shells were 
scraped and scrubbed to reduce the danger of infection to the 
oyster. The "surgeon" used a liquid anesthetic that relaxed the 
oyster. Then he slipped a tiny clam pellet into each oyster as a 
nucleus for the pearl that was to be formed. The incision was 



140 



made with a sterilized scalpel. Then the oyster was put into a 
cage, and the cage was dropped back into the water. Every four 
months cages were raised and the oysters were given a physical 
checkup. Through these techniques, 90 per cent of the oysters 
lived and developed pearls, and the Goldstones went on to 
acquire a fabulous fortune. 

Time and again we see how men and women have become 
successful after they learned to apply mental perception. The 
ability to see is much more than the physical process of taking 
light rays through the retina of the eye. It is the skill of 
interpreting what you see and applying that interpretation to your 
life and the lives of others. 

Learning to see will bring to you opportunities that you never 
dreamed existed. However, there is more to success through 
PMA than learning mental perception. You must also learn to act 
on what you learn. Action is important because through action 
you get things done. 

Don't wait any longer. Read The Secret of Getting Things Done in 
the next chapter and move another rung up the ladder of success 
through PMA. 

PILOT NO. 7 
Thoughts to Steer By 

1. Learn to see! Seeing is a learned process. Nine-tenths of 
seeing takes place in the brain. 

2. Four fingers instead of five: this was the symbol whereby 
George Campbell, the blind boy, could catch and hold a full 
and happy life. How can you use this symbol? 



141 



3. Seeing is learned through association. George Campbell's 
first sight of his mother became meaningful to him only 
when he recognized her voice. 

4. Is it time to have your mental vision checked? when it is 
distorted, you can grope around in a haze of false concepts, 
bumping and hurting yourself and others unnecessarily. 
Does your mental vision become clearer year by year? 

5. Take a look — & good look — and recognize what you see. 
There may be Acres of Diamonds in your own backyard! 

6. Don't be nearsighted — look to the future. Cypress Gardens 
became a reality because Richard Pope saw it as a definite 
future objective. 

7. See another person's abilities, capacities, and viewpoint. 
You may be overlooking a genius. The story of Thomas 
Edison is a good example. 

8. Do you see how you can relate and assimilate the principles 
of Success Through a Positive Mental Attitude into your own 
life? 

9. Learn from nature. How? Ask yourself some questions, as 
Isaac Newton did. If you don't know the answers, get expert 
advice. 

10. Convert what you see into reality by action. Mikimoto 
converted a theory into a fortune in pearls. Goldstone 
recognized, related and applied the principles and methods 
used in hospitals to save human lives as being applicable to 
saving the lives of oysters in producing cultured pearls. 

OPEN YOUR MIND 

AND 

LEARN TO SEE 



142 



CHAPTER 8 

The Secret of Getting 
Things Done 

In this chapter you will find the secret of getting things done. You 
will also receive a self-motivator so powerful that it will 
subconsciously force you to desirable action, for it is in reality a 
self-starter. Yet you can use it at will. When you do, you 
overcome procrastination and inertia. 

If you do the things you don't want to do, or if you don't do the 
things that you do want to do, then this chapter is for you. 

Those who achieve greatness employ this secret of getting things 
done. Take, for example, Maryknoll Father James Keller. Father 
Keller had been developing an idea for quite some time. He 
hoped to motivate "little people to do big things by encouraging 
each to reach beyond his or her own little circle to the outside 
world." The Biblical command, "go ye forth into all the world" 
was to him the symbol of an idea whereby the mission he had in 
mind could be fulfilled. 

When he responded to this command, he employed the secret of 
getting things done. And when he did, he went into action. This 
happened in 1945. It was then that he organized the Christophers 
— an organization most unusual. 

It has no chapters, no committees, no meetings, no dues. It 
doesn't even have a membership in the usual sense of the word. It 
simply consists of people — no one can say how many — 
dedicated to an ideal. The Christophers operate on the concept 
that it is better for people to "do something and pay nothing" than 
to "pay dues and do nothing." 



143 



What is the ideal to which each is dedicated? 

Each Christopher is dedicated to carry his religion with him 
wherever he goes throughout the day — into the dust and heat of 
the market place, into the highways and byways, into the home. 
And thus he brings the major truths of his faith to others. 

The thrilling story is told by the Rev. James Keller in You Can 
Change the World. It came about because he conceived and 
believed in an ideal. But he did little or nothing about it until he 
responded to the secret of getting things done. 

You get the feel of this secret from the statement of E. E. 
Bauermeister, supervisor of education and correctional counselor 
at California Institution for Men, Chino, California, who told the 
authors: 

"I always tell the men in our self-adjustment class that too often 
what we read and profess becomes a part of our libraries and our 
vocabularies, instead of becoming a part of our lives." 

Remember the Biblical statement: For the good that I would, I do 
not; but the evil which I would not, that I do. Now how can you 
train yourself to get into action immediately when it is desirable? 

And then we told Mr. Bauermeister how the good things we read 
and profess can become a part of our lives. We gave him the self- 
starter for getting things done. 

How do you make the secret of getting things done a part of your 
life? By habit. And you develop habit through repetition. "Sow 
an action and you reap a habit; sow a habit and you reap a 
character; sow a character and you reap a destiny," said the great 
psychologist and philosopher William James. He was saying that 
you are what your habits make you. And you can choose your 



144 



habits. You can develop any habit you wish when you use the 
self-starter. 

Now what is the secret of getting things done and what is the self- 
starter that forces you to use this great secret? 

The secret of getting things done is to act The self-starter is the 
self-motivator DO IT NOW! 

As long as you live, never say to yourself, "DO IT NOW!" unless 
you follow through with desirable action. Whenever action is 
desirable and the symbol DO IT NOW! flashes from your 
subconscious mind to your conscious mind, immediately act. 

Make it a practice to respond to me self-starter DO IT NOW! in 
little things. You will quickly develop the habit of a reflex 
response so powerful that in times of emergency or when 
opportunity presents itself, you will act. Say you have a phone 
call that you should make but you have a tendency to 
procrastinate. And you have put off making that phone call. 
When the self-starter DO IT NOW! flashes from your 
subconscious to your conscious mind: Act. Make that phone call 
immediately. 

Or suppose, for example, that you set your alarm clock for 6:00 
A.M. Yet when the alarm goes off, you feel sleepy, get up, turn 
off the alarm, and go back to bed. You will have a tendency to 
develop a habit to do the same thing in the future. But if your 
subconscious mind flashes to the conscious DO IT NOW! then 
come what may — DO IT NOW! Stay up! Why? You want to de- 
velop the habit of responding to the self-starter DO IT NOW! 

In Chapter Thirteen you will read how one of the authors bought 
a company with one million six hundred thousand dollars in net 
liquid assets with the seller's own money. This became a reality 



145 



because at the proper time the buyer responded to the self-starter 
DO IT NOW! 

Now H. G. Wells learned the secret of getting things done. And 
H. G. Wells was a prolific writer because he did. He tried never 
to let a good idea slip away from him. While an idea was fresh, 
he immediately wrote down the thought that occurred to him. 
This would sometimes happen in the middle of the night. No 
matter. Wells would switch on the light, reach for the pencil and 
paper that were always beside his bed and scribble away. And 
then he would drop off to sleep again. 

Ideas that might have been forgotten were recalled when he 
refreshed his memory by looking at the flashes of inspiration that 
had been written down immediately when they occurred. This 
habit of Wells' was as natural and effortless to him as smiling is 
to you when a happy thought occurs. 

Many persons have the habit of procrastination. Because of it, 
they may miss a train, be late for work, or even more important 
— miss an opportunity that could change the whole course of 
their lives for the better. History has recorded how battles have 
been lost someone put off taxing desirable action. 

New students in our PMA Science of Success course sometimes 
state that the procrastination habit is the one they would like to 
eliminate. And then we reveal to them the secret of getting things 
done. We give them the self-starter. We may motivate them by 
telling them the true story of what the self-starter meant to a war 
prisoner in World War II. 

What the self-starter meant to a war prisoner. Kenneth Erwin 
Harmon was a civilian employee for the Navy at Manila when the 
Japanese landed there. He was captured and held in a hotel for 
two days before he was sent to a prison camp. 



146 



On the first day, Kenneth saw that his roommate had a book 
under his pillow. "May I borrow it?" he asked. The book was 
Think and Grow Rich. Kenneth began to read. As he read, he met 
the most important living person with the invisible talisman 
imprinted with PMA on one side and NMA on the reverse. 

Before he started to read it, he had the feeling of despair. He 
fearfully looked ahead to possible torture-even death — in the 
prison camp. But now as he read his attitude became one inspired 
by hope. He had a craving to own the book. He wanted it with 
him during the dread days ahead. In discussing Think and Grow 
Rich with his fellow prisoner, he realized that the book meant a 
great deal to the owner. 

"Let me copy it," he said. 

"Sure, go ahead," was the response. 

Kenneth Harmon employed the secret of getting things done. He 
swung into immediate action. In a fury of activity he began 
typing away. Word by word, page by page, chapter by chapter. 
Because he was obsessed with the possibility that it would be 
taken away at any moment, he was motivated to work night and 
day. 

It was a good thing that he did for within an hour after the last 
page was completed, his captors led him away to the notorious 
Santo Tomas prison camp. He had finished in time because he 
started in time. Kenneth Harmon kept the manuscript with him 
during the three years and one month he was a prisoner. He read 
it again and again. And it gave him food for thought. It inspired 
him to: develop courage, make plans for the future, and retain his 
mental and physical health Many prisoners at Santo Tomas were 
permanently injured physically and mentally by malnutrition and 
fear — fear of the present and fear of the future. "But I was better 
when I left Santo Tomas than when I was interned — better 



147 



prepared for life — more mentally alert," Kenneth Harmon told 
us. You get the feel of his thinking in his statement: "Success 
must be continually practiced, or it will take wings and fly away." 

Now is the time to act. 

For the secret of getting things done can change a person's 
attitude from negative to positive. A day that might have been 
ruined can become a pleasant day. 

The day that might have been wasted. Jorgen Juhldahl, a 
student at the University of Copenhagen, worked one summer as 
a tourist guide. Because he cheerfully did much more than he was 
paid to do, some visitors from Chicago made arrangements for 
him to tour America. The itinerary included a day of sightseeing 
in Washington, D. C, while he was en route to Chicago. 

On arriving in Washington, Jorgen checked in at the Willard 
Hotel, where his bill had been pre-paid. He was sitting on top of 
the world. In his coat pocket was his lane ticket to Chicago; in his 
hip pocket was his wallet with his passport and money. Then the 
young man was dealt a shocking blow! 

While getting ready for bed, he found that his wallet was missing. 
He ran downstairs to the hotel desk. 

"We'll do everything we can," said the manager. 

But the next morning the wallet had still not been located. Jorgen 
Juhldahl had less than two dollars change in his pockets. Alone in 
a foreign country, he wondered what he should do. Wire his 
friends in Chicago and tell them what had happened? Go to the 
Danish embassy and report the lost passport? Sit at police 
headquarters until they had some news? 



148 



Then, all of a sudden, he said: "No! I won't do any of these 
things! I'll see Washington. I may never be here again. I have one 
precious day in this great capital. After all, I still have my ticket 
to get me to Chicago tonight, and there'll be plenty of time then to 
solve the problem of the money and the passport. But if I don't 
see Washington now I may never see it. I've walked miles at 
home, I'll enjoy walking here. 

"Now is the time to be happy. 

"I am the same man that I was yesterday before I lost my wallet. I 
was happy then, I should be happy now — just to be in America 
— just to have the privilege of enjoying a holiday in this great 
city. 

"I won't waste my time in futile unhappiness over my loss." 

And so he headed off, on foot. He saw the White House and the 
Capitol, he visited the great museums, he climbed to the top of 
the Washington Monument. He wasn't able to take the tour of 
Arlington and some other places he'd wanted to see. But what he 
did see, he saw more thoroughly. He bought peanuts and candy 
and nibbled on them to keep from getting too hungry. 

And when he got back to Denmark, the part of his American trip 
he remembered best was that day on foot in Washington — a day 
that might have gotten away from Jorgen Juhldahl if he had not 
employed the secret of getting things done. For he knew the truth 
in the statement. NOW is the time. He knew that NOW must be 
seized before it becomes: yesterday-I-could-have. . . 

Incidentally, to round off his story, five days after that eventful 
day Washington police found both wallet and passport and sent 
them to him. 



149 



Are you scared of your own best ideas? One of the things that 
often prevents us from seizing the NOW is a certain timidity in 
the face of our own inspirations. We're a little bit afraid of our 
ideas when they first occur to us. They may seem novel or 
farfetched. There's no doubt about it: It takes a certain boldness to 
step out on an untested idea. Yet it's exactly this kind of boldness 
that often produces the most spectacular results. The well-known 
writer, Elsie Lee, tells about Ruth Butler and her sister Eleanor, 
the daughters of a nationally -known New York furrier. 

"My father was a frustrated painter," says Ruth, "He had talent, 
but the need to earn a living left him no time to build a reputation 
as an artist. So he collected painting. Later, he started buying 
paintings for Eleanor and me. Thus, the girls developed a 
knowledge and appreciation fine art, along with an impeccable 
sense of taste. As they grew older, friends would consult them on 
what types of paintings they should buy for their homes. Often 
they would loan pieces from their collection for brief periods. 

One day Eleanor woke Ruth up at 3 A.M. "Don't start arguing, 
but I have a terrific idea! We're going to form a Master Mind 
alliance." 

"Now what in the world is a Master Mind alliance?" Ruth asked. 

"A Master Mind alliance is coordination of knowledge and effort, 
in a spirit of harmony, between two or more people, for the 
attainment of a definite purpose. And that's just what we're going 
to do. We're going into the business of renting paintings!" 

And Ruth agreed. It was a terrific idea. They set to work the same 
day — although friends tried to warn them of dangers: Their 
valued paintings might be lost or stolen; and there might be law 
suits and insurance problems. But they went right on working — 



150 



accumulating $300 in capital and talking their father into loaning 
them the basement of his fur shop, rent free. 

"We hauled 1,800 paintings from our own collections in among 
the coat forms," Ruth recalls, "and ignored father's sad and 
disapproving eyes. The first year was grim — a real struggle." 

But the novel idea paid off. Their company, known as the New 
York Circulating Library of Paintings, became a success — with 
about 500 paintings constantly on rental to business firms, 
doctors, lawyers and for use in homes. One valued client was an 
inmate of the Massachusetts Penitentiary for eight years. He 
wrote humbly that perhaps the Library wouldn't rent to him, 
considering his address. The paintings went to him rent free 
except for transportation costs. In return Ruth and Eleanor 
received a letter from prison authorities telling how the paintings 
were used in an art appreciation course that benefited many 
hundreds of prisoners. Ruth and Eleanor started their business 
with an idea. And then they backed their idea up with immediate 
action. The results were a profit to themselves and increased 
pleasure and happiness for many others. 

Are you ready to double your income? W. Clement Stone toured 
the Asiatic and Pacific areas as one of seven executives serving 
as representatives of the National Sales Executives International. 
On a Tuesday, Stone gave a talk on motivation to a group of 
businessmen at Melbourne, Australia. The following Thursday 
evening, he received a phone call. It was from Edwin H. East, 
manager of a firm that sold metal cabinets. Mr. East was excited: 
"Something wonderful has happened! You'll be as enthusiastic as 
I am when I tell you about it!" 

"Tell me about it. What did happen?" 



151 



"An amazing thing! You gave your talk on motivation Tuesday. 
In your talk you recommended ten inspirational books. I bought 
Think and Grow Rich and started to read it that evening. I read for 
hours. The next morning I started reading it again and then I 
wrote on a piece of paper: 

"My major definite aim is to double last year's sales this year. 
The amazing thing is: I did it in forty-eight hours." 

"How did you do it?" Mr. Stone asked East. "How did you double 
your income?" 

East responded: "In your speech on motivation, you told how Al 
Allen, one of your Wisconsin salesmen, tried to sell cold-canvass 
in a certain block. You said that Al was lucky because he worked 
all day and didn't make a sale. 

"That evening, you said, Al Allen developed inspirational 
dissatisfaction. He determined that the following day he would 
again call on exactly the same prospects and sell more insurance 
policies that day than any of the other representatives in his group 
would sell all week. 

"You told how Al Allen completely canvassed the same city 
block. He called on the same people and sold 66 new accident 
contracts. I remembered your statement: 'It can't be done some 
may think, but — Al did it.' I believed you. I was ready. 

"I remembered the self-starter you gave us: DO IT NOW! 

"I went to my card records and analyzed ten 'dead' accounts. I 
prepared what might previously have seemed to be an enormous 
program to present to each. I repeated the self-starter DO IT 
NOW! several times. And then I called on the ten accounts with a 
positive mental attitude and made eight large sales. It is amazing 



152 



— truly amazing — what PMA will do for the salesmen who use 
its power!" 

Now Edwin H. East was ready when he heard the talk on 
motivation. He listened to the message that was applicable to 
him. He was searching for something. And he found what he was 
looking for. Our purpose in relating this particular story is that 
you, too, have read about Al Allen. But you may not have seen 
how you could apply the principle to your own experience. 
Edwin H. East did. And you can, too. You can apply the 
principles in each of the stories you read in Success Through a 
Positive Mental Attitude. 

Now, however, we want you to learn the self-starter, DO IT 
NOW! 

Sometimes a decision to act immediately can make your wildest 
dreams come true. It worked that way for Manley Sweazey. 

You can mix business and pleasure. Manley loved hunting and 
fishing. His idea of the good life was to hike fifty miles into the 
woods with his pole and his rifle, and hike back a couple of days 
later exhausted, muddy, and very happy. 

The only trouble with this hobby was that it took too much time 
out from his work as an insurance salesman. Then one day as he 
reluctantly left a favorite bass lake and headed back to his desk, 
Manley had a wild idea. Suppose, somewhere, there were people 
living in a wilderness — people who needed insurance. Then he 
could work and be out-of-doors at the same time! And indeed, 
Manley discovered, there was such a group of people: The men 
who worked for the Alaska Railroad. They lived in scattered 
section-houses strung out along the 500-mile length of the track. 
What if he were to sell insurance to these railroad men, and to the 
trappers and gold miners along the route? 



153 



The same day that the idea came to him, Sweazey began making 
positive plans. He consulted a travel agent and began packing. He 
didn't pause to let doubts creep in and frighten him into believing 
that his idea might be scatterbrained... that it might fail. Instead 
of picking the idea apart for its flaws, he took a boat to Seward, 
Alaska. 

He walked the length of the railroad many, many "Walking 
Sweazey," as he was called, became a welcome sight to these 
isolated families, not only because sold insurance when no one 
else had thought them worth bothering with, but because he 
represented the outside world. He went the extra mile. For he 
taught himself how to cut hair, and did it free of charge. He 
taught himself how to cook, too. Since the single men ate mostly 
canned foods and bacon, Manley, with his culinary skills, was a 
welcome guest. And all the while he was doing what came 
naturally. He was doing what he wanted to do: tramping the hills, 
hunting, fishing and — as he puts it, "living the life of Sweazey!" 

In the life insurance business there is a special place of honor 
reserved for men who sell over a million dollars worth of 
business in one year. It is called the Million Dollar Round Table. 
Now the remarkable and almost unbelievable part of Manley 
Sweazey's story is that: having acted on his impulse, having taken 
off for the wilds of Alaska, having walked the railroad where no 
one else had bothered to go, he did his million dollars of 
business, and more, in a single year, to take his place at the 
Round Table. 

And none of it would have happened if he had hesitated to 
employ the secret of getting things done when his "wild" idea 
came to him. 

Memorize the self-starter DO IT NOW! 



154 



DO IT NOW! can affect every phase of your life. It can help you 
do the things you should do, but don't feel like doing. It can keep 
you from procrastinating when an unpleasant duty faces you. But 
it can also help you as it did Manley Sweazey, to do those things 
that you want to do. It helps you seize those precious moments 
which, if lost, may never be retrieved. The endearing word to a 
friend, for example. The telephone call to an associate, just telling 
him that you admire him. All in response to the self-starter DO IT 
NOW! 

Write yourself a letter. Here is an idea to help you get started. Sit 
down and write yourself a letter, telling the things you always 
intended to do as though they had already been accomplished — 
some personal, some charitable, and others community projects. 
Write the letter as if a biographer were writing about the 
wonderful person you really are when you come under the 
influence of PMA. But don't stop there. Use the secret of getting 
things done. Respond to the self-starter DO IT NOW! 

Remember, regardless of what you have been or what you are, 
you can be what you want to be if you act with PMA. 

The self-starter DO IT NOW! is an important self-motivator. It is 
the important step towards understanding and applying the 
principles of the next chapter entitled, "How to Motivate 
Yourself." 

PILOT NO. 8 
Thoughts to Steer By 

1 . It is better for people to do something and pay nothing, than to 
pay dues and do nothing. 

2. "Too often what we read and profess becomes a part of our 
libraries and our vocabularies, instead of becoming a part of 



155 



our lives." Stop and think about this. You have knowledge of 
principles that could help you achieve any worthwhile goal in 
life you might desire — but do you make these principles a 
part of your life? 

3. "Sow an action and you reap a habit; sow a habit and you reap 
a character; sow a character and you reap a destiny." What 
habits of thought or action, in any human activity, would you 
like to acquire? What habits would you like to eliminate? You 
should know how to acquire desirable habits and eliminate the 
undesirable if you have learned how to recognize principles 
revealed to you in this book and apply them. 

4. The secret of getting things done is: DO IT NOW! 

5. As long as you live, when the suggestion DO IT NOW! flashes 
from your subconscious to your conscious mind to do that 
which you ought to do, immediately follow through with 
desirable action. It's a habit that will make you an outstanding 
achiever. 

6. The burden of learning is upon the person who Wants to learn. 
If you want to learn how you can achieve anything in life that 
doesn't violate the laws of God or the rights of your fellow 
men, now is the time to begin to study and learn the concepts 
that can teach you how to achieve your goals. Study and apply 
the principles contained in Success Through a Positive Mental 
Attitude — don't only read what is written. 

7. Now is the time to act. 

DO IT NOW! 



156 



CHAPTER 9 
How to Motivate Yourself 

What is motivation? 

Motivation is that which induces action or determines choice. It 
is that which provides a motive. A motive is the "inner urge" only 
within the individual which incites him to action, such as an 
instinct, passion, emotion, habit, mood, impulse, desire or idea. 

It is the hope or other force which starts an action in an attempt to 
produce specific results. 

Motivating yourself and others. When you know principles that 
can motivate you, you will then know principles that can 
motivate others. Conversely, when you know principles that can 
motivate others, you will then know principles that can motivate 
you. 

How to motivate yourself is the purpose of this chapter. How to 
motivate others is the purpose of Chapter Ten. How to motivate 
yourself and others with a positive mental attitude is the purpose 
of Success Through a Positive Mental Attitude. In essence, this is 
a book on motivation. 

Our purpose in illustrating specific experiences of the success and 
failures of others is to motivate you to desirable action. 

Now, therefore, to motivate yourself, try to understand principles 
that motivate others — to motivate others, try to understand 
principles that motivate you. 



157 



Establish the habit of motivating yourself with PMA... at will. 
And then you can direct your thoughts, control your emotions and 
ordain your destiny. 

Motivate yourself and others with the magic ingredient. What 
is the magic ingredient? 

One man, in particular, found it. Here is his story. 

Some years ago, this man, a successful cosmetic manufacturer, 
retired at the age of sixty-five. Each year thereafter his friends 
gave him a birthday party, and on each occasion they asked him 
to disclose his formula. Year after year he pleasantly refused; 
however, on his seventy-fifth birthday his friends, half jokingly 
and half seriously, once again asked if he would disclose the 
secret. 

"You have been so wonderful to me over the years that I now will 
tell you," he said. "You see, in addition to the formulas used by 
other cosmeticians, I added the magic ingredient" 

"What is the magic ingredient?" he was asked. 

"I never promised a woman that my cosmetics would make her 
beautiful, but I always gave her hope." 

Hope is the magic ingredient! 

Hope is a desire with the expectation of obtaining what is desired 
and belief that it is obtainable. A person consciously reacts to that 
which to him is desirable, believable, and attainable. 

And he also subconsciously reacts to the inner urge that induces 
action when environmental suggestion, self-suggestion, or 
autosuggestion cause the release of the powers of his 



158 



subconscious mind. His response to suggestion may develop 
obedience that is direct, neutral, or in reverse action to a specific 
symbol. In other words, there may be various types and degrees 
of motivating factors. 

Every result has a given cause. Your every act is the result of a 
given cause — your motives. 

Hope, for example, motivated the cosmetic manufacturer to build 
a profitable business. Hope also motivated women to buy his 
cosmetics. Hope will motivate you, too. 

The ten basic motives which inspire all human action. Every 
thought you think, every act in which you voluntarily engage, can 
be traced back to some definite motive or combination of 
motives. There are ten basic motives which inspire all thoughts, 
all voluntary actions. No one ever does anything without having 
been motivated to do it. 

When it comes to learning how to motivate yourself for any given 
purpose, or how to motivate others, you should have a clear 
understanding of these ten basic motives. Here they are: 

1. The desire for SELF-PRESERVATION 

2. The emotion of LOVE 

3. The emotion of FEAR 

4. The emotion of SEX 

5. The desire for LIFE AFTER DEATH 

6. The desire for FREEDOM OF BODY AND MIND 

7. The emotion of ANGER 

8. The emotion of HATE 

9. The desire for RECOGNITION and SELF-EXPRESSION 

10. The desire for MATERIAL GAIN 



159 



As you have been reading this chapter, perhaps you felt that it 
contains food for thought. A good sandwich contains nine-tenths 
bread and one-tenth meat. Unlike a sandwich, this chapter is nine- 
tenths meat. That is the way the authors planned it. We hope you 
will chew and digest it carefully. 

Are negative emotions good? As you read Success Through a 
Positive Mental Attitude you clearly see that negative emotions, 
feelings, and thoughts are harmful to the individual. But are there 
times when these are good? 

Yes, negative emotions, feelings, thoughts and attitudes are good 
— at the proper time and under the right circumstances. 

For that which is good for the species of man is good for the 
individual. It is clear that in the process of evolution, negative 
thoughts, feelings, emotions, and attitudes protected the 
individual. In fact, these negatives prevented the species of man 
from becoming extinct. And these negatives in a person, like the 
negative forces of a bar magnet, effectively repelled the forces of 
the negative powers others. This has been. And because it is a 
universal law, it will continue to be. 

Now culture, refinement, and civilization, like man himself, have 
also evolved from a primitive state. And the more cultured, 
refined, and civilized a society or environment may be, the less 
need there is for the individual to use these negatives. But in a 
negative, antagonistic environment, a person with common sense 
will use these negative forces with PMA to oppose the evil with 
which he is faced. 

And because you live in a country with laws designed to bring 
the greatest good to the greatest number; because the rights of tat 
individual are protected, because you are in a society and 
environment of culture, refinement, and the highest form of 



160 



civilization: those negative thoughts, feelings, emotions, and 
passions which lie dormant within you from your hereditary past 
are not now necessary to solve the problems which primitive man 
could not otherwise have solved. For he was a law unto himself. 
And the law of the individual has become subservient to the law 
of society for his benefit. 

Now let's clarify these concepts. Let's take anger, hate, and fear 
as examples. 

Anger and hate. Righteous indignation against evil is a form of 
anger and hate. The desire to protect one's nation when attacked 
by an enemy, or the desire to protect the weak against the 
criminal attack of the madman to save human life is good. To kill 
to accomplish this, when necessary, is an example of the worst 
form of all negative feelings and emotions used to achieve a 
worthy purpose. In our society the patriotism of a soldier or the 
fulfillment of duty by a police officer are virtues. 

Fear. With every new experience and in every new environment 
nature protects you from potential danger by alerting you through 
some shade of the emotion of fear. You can be assured that the 
bravest individual will, in a new environment, at first, experience 
an awareness that is a conscious or subconscious feeling of 
timidity or fear. If he finds that the fears are not beneficial to him, 
the person with PMA will neutralize an undesirable negative 
emotion by substituting a positive one. 

What can you do about it? Man is the only member of the 
animal kingdom who, through the functioning of his conscious 
mind, can voluntarily control his emotions from within, rather 
than be forced to do so by external influences. 

And he alone can deliberately change habits of emotional 
response. The more civilized, cultured and refined you are, the 



161 



more easily you can control your emotions and feelings if you 
choose to do so. 

Emotions are controlled through the combination of reason and 
action. When fears are unwarranted, or harmful, they can and 
should be neutralized. 

How? 

While your emotions are not always immediately subject to 
reason, nonetheless they are immediately subject to action. For 
you can use reason to determine the needlessness of the negative 
emotion and thus motivate yourself to action. You can substitute 
fear with a positive feeling. How do you do this? 

One effective means is through self-suggestion, in fact self- 
command, with a one word symbol that incorporates what you 
want to be. Thus, if you are afraid and want to be courageous, 
give the self-command be courageous with rapidity several times. 
Follow this with action. If you want to be courageous, act 
courageously. 

How? 

Use the self-starter Do It Now! And then get into action. 

In this and the next chapter you will see how to control your 
emotions and actions by using self-suggestions. In the meantime: 

Keep your mind on the things you should and do want and off the 
things you shouldn't and don't want. 

A success formula that always succeeds when applied. Are you 

among the hundreds of thousands of persons throughout the 
world who have read the Autobiography of Benjamin Franklin, or 



162 



among the tens of thousands who have read Frank Bettger's book 
How I Raised Myself from Failure to Success in Selling? If not, 
we recommend that you read both. These books contain a 
formula that always succeeds when applied with PMA. 

In his autobiography, Franklin indicates that he endeavored to 
help Benjamin Franklin just as the most important living person 
wants to help you. He wrote (language modernized): 

"My intention being to acquire the habit of all these virtues, I 
judged it would be well not to distract my attention by attempting 
the whole at once, but to fix it on them at a time; and when I 
should be master of that, then to proceed to another, and so on, 
until I should gone through the thirteen, and, as the previous 
acquisition of some might facilitate the acquisition of certain 
others, I arranged them with that view. . . " 

The names of these virtues as Franklin fitted than, together with 
the precepts (self-motivators for self-suggestion) he gave each 
one, are: 



1. TEMPERANCE: 



Eat not to dullness; drink not to 
elevation. 



2. SILENCE: 



Speak not but what may benefit others 
or yourself; avoid trifling conversation. 



3. ORDER: 



Let all your things have their places; let 
each part of your business have its 
time. 



4. RESOLUTION: 



Resolve to perform what you ought; 
perform without fail what you resolve. 



163 



5. FRUGALITY: 



6. INDUSTRY: 



7. SINCERITY: 



8. JUSTICE: 



9. MODERATION: 



Make no expense but to do good to 
others or yourself, that is, waste 
nothing. 

Lose no time; be always employed in 
something useful; cut off all 
unnecessary actions. 

Use no hurtful deceit; think innocently 
and justly, and, if you speak, speak 
accordingly. 

Wrong none by doing injuries, or 
omitting the benefits that are your 
duty. 

Avoid extremes; forbear resenting 
injuries so much as you think they 
deserve. 



10. CLEANLINESS: 



11. TRANQUILITY: 



Tolerate no uncleanliness in body, 
clothes, or habitation. 

Be not disturbed at trifles, or at 
accidents, common or unavoidable. 



12. CHASTITY: 



13. HUMILITY: 



Rarely use venery but for health or 
offspring, never to dullness, weakness, 
or the injury of your own or another's 
peace or reputation. 

Imitate Jesus and Socrates. 



Franklin wrote further: "Conceiving then that, agreeably to the 
advice of Pythagoras in his Golden Verses, daily examination 



164 



would be necessary, I contrived the following method for 
conducting that examination. 

"I made a little book, in which I allotted a page for each of the 
virtues. I ruled each page with red ink, so as to have seven 
columns, one for each day of the week, marking each column 
with a letter for the day. I crossed these columns with thirteen 
red lines, making the beginning of each line with the first letter of 
one of me virtues, on which line, and in its proper column, I 
might mark, by a little black spot, every fault I found upon 
examination to have been committed respecting that virtue upon 
that day." Here is the chart: 



TEMPERANCE 

Eat not to dullness; drink not to elevation. 




S. 


M. 


T. 


W. 


T. 


F. 


S. 


T. 
















S. 


* 


* 








* 




O. 


* * 


* 


* 




* 


* 


* 


R. 






* 








* 


F. 






* 










I. 






* 










S. 
















J. 
















M. 
















C. 
















T. 
















C. 
















H. 

















Form of the pages 

Now it is as important to know how to use a formula as it is to 
know the formula. Here's how to use your Knowledge: 



165 



A FORMULA IN ACTION 

1. Concentrate on one principle for an entire week, every day of 
the week. Respond by proper action every time an occasion 
arises. 

2. And then, start the second week on the second principle of 
virtue. Let the first be taken over by your subconscious mind. 
Should an occasion arise when the employment of a previous 
principle flashes into your conscious mind, use the self-starter 
DO IT NOW! and then ACT! Continue to concentrate on one 
principle at a time each week and leave the others to be 
executed by the habits established in your subconscious as the 
occasion arises. 

3. When the series is completed, stat over again. Thus at the end 
of a year, you will have completed the entire cycle four times. 

4. When you have acquired a desired characteristic, substitute a 
new principle for a new virtue, attitude, or activity that you 
may wish to develop. 

Now you have just read the method Benjamin Franklin used to 
help Benjamin Franklin. As Success Through a Positive Mental 
Attitude is a self-help book, it would be wise for you to study 
Franklin's method and see how you can apply the principles. In 
the chapter entitled "How to Motivate Others" you will see how 
Frank Bettger raised himself from failure to success by 
employing Benjamin Franklin's plan. 

If you decide to start your own plan, and don't know exactly what 
principles to start with you could begin with the 13 virtues used 
by Benjamin Franklin; or you may prefer the 17 success 
principles described in Chapter Two. 



166 



Now for some bread for your sandwich. Let's tell about the first 
Fuller Brush man. 

Alfred C. Fuller, the first of the "Fuller Brush men," came from a 
poor farm family living in Nova Scotia. Al couldn't seem to hold 
a job. In fact, during the first two years of trying to earn a living, 
he lost three jobs. 

But then a radical change came into Fuller's life. For he tried 
selling brushes. Right then Fuller was motivated. He began to 
realize that his first three jobs were not the kind of work suited to 
him. 

He didn't like them. 

The work didn't come to him naturally. But selling did. And he 
saw immediately that he would do well as a salesman. He liked 
his work. So Al conditioned his mind to do the best selling job in 
the world. He was terrific. 

And having succeeded as a salesman, he set a goal in his climb up 
the ladder of success. It was: to go in business for himself. Now 
this goal fitted nicely with his personality, provided he was in 
sales. 

Alfred C. Fuller did quit selling brushes for someone else. And he 
bad more fun than ever before. He manufactured his own brushes 
in the evening, then sold them the next day. And when his sales 
began to mount, he rented space in an old shed for eleven dollars 
a month and hired an assistant who made the brushes for him 
while he concentrated on sales. The end result from the boy who 
lost his first three jobs? 



167 



The Fuller Brush Company, with thousands of door-to-door 
salesmen and millions of dollars in annual income! You see, you 
are more apt to succeed if you do what comes naturally. 

But there are greater motivating factors than losing a job, making 
money, or success in business. The desire for self-preservation is 
the strongest on the list. 

Seven came through. Capt. Edward V. Rickenbacker was one of 
the most successful and highly esteemed men in the United 
States. 

Capt Eddie, as he was affectionately called, is a symbol of faith, 
integrity, the joy of hard work and common sense. 

Those who met him, heard his lectures or read his book Seven 
Came Through are themselves inspired by the symbol he 
represents. 

The airplane carrying Capt. Eddie and his crew fell into the 
Pacific. No trace of the wreckage or the men could be found the 
first week. Nor the second week. But the world was thrilled with 
the news that Capt. Eddie was saved on the 21st day. 

Just picture Capt. Eddie and his crew on three rafts in the Pacific 
with nothing in sight but the sea and the sky. Picture these men 
these men, if you will, suffering from the shock of hitting the 
water when their plane crash landed, suffering from the heat of 
the burning sun, hungry, thirsty. Then picture the three rafts tied 
together each morning and evening, with each member of the 
crew bowing his head in prayer or listening intently as the 23rd 
Psalm or the verses from Matthew 6:31-34 were read: "Therefore 
take no thought, saying, What shall we eat? or, What shall we 
drink? or, Wherewithal shall we be clothed? (For after all these 
things do the Gentiles seek:) for your heavenly Father knoweth 



168 



that ye have need of these things. But seek ye first the kingdom 
of God, and his righteousness; and all these things shall be added 
unto you. Take therefore no thought for the morrow: for the 
morrow shall take thought for the things of itself. Sufficient unto 
the day is the evil thereof." 

Now, you have the picture, so let's hear directly from Capt. Eddie 
himself as he wrote in his book: 

"As I have already stated, there was no time that I lost faith in our 
ultimate rescue, but the others did not seem to share this state of 
mind fully with me. My companions clearly began to think of 
what lay beyond death and to think of it in terms of their own 
lives. 

"I say in all truth that at no time did I ever doubt we would be 
saved. 

"I tried to impart my own philosophy to these men hoping to 
stimulate their desire to carry on. It was based upon the simple 
observation that the longer I have had to suffer under trying 
circumstances, the more certain I was to appreciate my 
deliverance. This is part of the wisdom that comes to older men." 

Should you ask us how to motivate yourself, we would list the 
basic motives. They are repeated here! 

First, the desire for self-preservation; then the emotion of: love, 
fear, sex. The desire for: life after death; and freedom of body and 
mind would follow. And after that, the emotion of: anger; and 
hate. Then the desire for recognition and self-expression. And last 
in the list of the ten basic motives would be the desire for 
material wealth. 



169 



In the following chapter you will see how any one of these, or a 
combination, motivates others. 

PILOT NO. 9 
Thoughts to Steer By 

1. Motivation is that which induces action or determines choice. 
It is the hope or other force which starts an action in an attempt 
to produce specific results. 

2. Motivate yourself with PMA. Remember: what the mind of 
man can conceive and believe the mind of man can achieve 
with PMA. Recognize the possibility of the improbable. 

3. Hope is the magic ingredient in motivating yourself and others. 

4. Negative emotions, feelings, thoughts, and attitudes are good at 
the proper time and under the right circumstances. 

5. The 10 basic motives are: self-preservation, love, fear, sex, 
desire for life after death, freedom of body and mind, anger, 
hate, desire for recognition and self-expression, and the desire 
for material wealth. 

6. Motivate yourself as Benjamin Franklin motivated himself. 
Develop your own chart. DO IT NOW! If you have difficulty 
listing 1 3 virtues you would like to acquire or goals you would 
like to reach, you can start with one and then add to your list as 
you realize what virtues or goals you desire. Like Benjamin 
Franklin, have a self- motivator for each. Important: Inspect 
your progress daily. 



170 



7. Capt. Eddie Rickenbacker had developed a strong faith that 
came to his rescue in time of need. How can you strengthen 
your faith to help you at the time of your greatest need? 

8. Are you prepared so that you can and will apply your faith at 
the time of your greatest need? 

HOPE IS THE MAGIC INGREDIENT 

IN MOTIVATING 

YOURSELF 

AND OTHERS 



171 



CHAPTER 10 
How to Motivate Others 

It is important to know how to motivate others in an effective 
manner and in a desirable direction. Throughout life you play 
dual parts in which you motivate others and they motivate you: 
parent and child, teacher and pupil, salesman and buyer, master 
and servant — you take each part. 

How a child motivated his father. A boy two-and-one-half years 
of age was walking with his father after a very heavy Christmas 
Day dinner. When they had walked about a block and a half, the 
youngster stopped, looked up at his father with a smile, and said: 
"Daddy... " then hesitated. His father responded, "Yes?" The boy 
paused for a second or two and continued, "If you say please, I'll 
let you carry me," Now, who could resist this type of motivation? 
Even a newborn baby motivates his parents to action. 

And, of course, a parent motivates a child. We saw this illustrated 
by Thomas Edison and his mother. Having confidence in a 
youngster gives him confidence in himself. When the child feels 
that he is wrapped in the warm, secure belief that he will do well; 
he is actually able to do better than he knows. His defenses are 
relaxed; his guard down: he is able to stop spending emotional 
energy protecting himself from the possible hurts of failure; 
instead he spends his energy reaching for the probable rewards of 
success. He is relaxed. Confidence has had a measurable effect on 
his ability — it has brought out the best in him. "My mother was 
the making of me," said Edison. And Napoleon Hill himself had 
an experience in this direction. He speaks about it in this way: 

When I was a youngster, I was considered to be a hellion. 
Whenever a cow was let loose from her pasture, or a dam 



172 



broken, or a tree cut down mysteriously, it was young 
Napoleon Hill that everyone suspected. 

And, furthermore, there was some justification for all of 
this suspicion. My own mother was dead, and my father 
and brothers thought I was bad, so I really was pretty 
bad. If people considered me this way, I was not going to 
disappoint them. 

And then one day, my father announced that he was 
going to remarry. All of us were worried about what kind 
of a new "mother" we were going to have, but I in 
particular was bound and determined that no new mother 
coming into our home would be able to find a place in 
my heart. The day finally came when this strange woman 
entered our home. My father stood back and let her 
handle the situation in her own way. She went around the 
room and greeted each of us cheerfully — that is, until 
she came to me. I stood straight as a ramrod, with my 
hands folded over my chest, and glared at her without the 
least suggestion of welcome in my eyes. 

"And this is Napoleon," my father said. "The worst boy 
in the hills." 

And with that I'll never forget what my stepmother did. 
She put both hands on my shoulders and looked me 
straight in the eye with a twinkle in her own eyes that I 
shall hold dear forever. "The worst boy?" she said. "Not 
at all. He's just the brightest boy in these hills, and all we 
have to do is bring that out in him." 

My stepmother was always the one who encouraged me 
to strike out on my own with such bold schemes as later 
proved the backbone of my career. I will never forget the 



173 



great lesson she taught me in how to motivate others by 
giving them confidence in themselves. 

For my stepmother was the making of me. Her deep love 
and unshakeable faith motivated me to try to become the 
kind of a boy she believed me to be. 

So you can motivate others by having faith in them. Faith, rightly 
understood, is active, not passive. Passive faith is no more a force 
than sight is in an eye that does not observe. Active faith steps 
out on its belief and risks failure because it assumes it will 
succeed. 

When you motivate others by having faith in them, then you must 
have an active faith. You must commit your belief. You must say, 
"I know that you are going to succeed in this job, so I have 
committed myself and others to your success. We are here, 
waiting for you... " 

When you have that kind of faith in another man, he will succeed. 

Now faith can be expressed in a letter. In fact, a letter is an 
excellent tool for expressing one's thoughts and motivating 
another person. 

A letter can change a life for the better. Anyone who writes a 
letter affects the subconscious mind of the receiver through 
suggestion. And the power of this suggestion is, of course, 
dependent upon several factors. 

If you are a parent, for example, and your son or daughter is away 
at school, you can accomplish that which you might not 
otherwise achieve. You can grasp the opportunity: (a) to mold the 
character of your child; (b) to discuss matters that you might 



174 



hesitate or never take the time to discuss in conversation; and (c) 
to express your inner thoughts. 

Now a boy or girl may not readily accept advice when it is given 
verbally. For environment and emotions involved at the time of 
the conversation might prevent this. And yet the same boy or girl 
would treasure the same advice received in a carefully written, 
sincere letter. 

To a son or daughter away from home a letter with all of its 
contents, including advice, is most welcome. And if it is properly 
written, it may be read frequently, studied, and digested. 

And the executive or sales manager who writes the right type of 
letter to his salesmen can motivate them to break all previous 
records. Likewise the salesman who writes his sales manager will 
benefit from this tool of motivation. 

Now to write a letter, one must think. Therefore, the writer should 
crystallize his ideas on paper. And he can ask questions to direct 
the recipient's mind in the desired channels. In fact he can ask a 
question to obtain a letter in return. Or when the person he would 
like to hear from does not write, he, like an advertising expert, 
can use a bait. That's what J. Pierpont Morgan did. 

One way to motivate a college student to write. J. Pierpont 
Morgan proved there is at least one way to get college students to 
answer a letter. His sister had complained that her two college 
sons just wouldn't write home. Mr. Morgan said that he could get 
the boys to respond immediately if he sent a letter. And then his 
sister challenged him to prove it. So he wrote each nephew and 
received an immediate reply from both. 

Surprised, his sister asked, "How did you do it?" 



175 



Morgan handed the letters to her and she saw that both contained 
interesting information about college life and thoughts of home. 
But the postscript on each was similar. One read: "The ten dollars 
you said was enclosed in your letter wasn't received!" 

Motivate by example. A successful sales manager knows that 
one of the most effective means to motivate a salesman is to set 
an example when working with him in the field. W. Clement 
Stone has inspired many people with the story he tells about how 
he trained a salesman who Jived at Sioux City, Iowa. Here's the 
way he tells it: 

I listened to one of our salesmen at Sioux City, Iowa, 
gripe for over two hours one evening. Now he kept on 
telling how he had worked for two days at Sioux Center 
without making a sale. He said: "It's impossible to sell at 
Sioux Center because the people there are Holland 
Dutch, they're clannish and they won't buy from a 
stranger. Besides, the territory has had a crop failure for 
five years." 

I suggested that we sell the next day at Sioux Center, the 
town where he had worked for two days without making 
a sale. So the next morning we drove to Sioux Center. For 
there I intended to prove that the salesman with PMA 
who believed in and used our company's system could sell 
regardless of the obstacles. 

And while the salesman was driving, I closed my eyes, 
relaxed, meditated, and conditioned my mind. I kept my 
mind on the reasons why I should and would sell these 
people rather than why I wouldn't or couldn't. 

Here's what I thought: He says that they are Holland 
Dutch and clannish; therefore they won't buy. That's 



176 



good! What's so good about it? It's a well known fact that 
if you sell one of a clan, particularly a leader, you can sell 
the entire clan. Now all I have to do is to make the first 
sale to the right person. I'll do it even if it takes a long 
time. 

Again, he claims that the territory has had a crop failure 
for five years. What could be more wonderful? The 
Holland Dutch are marvelous people and they save their 
money. Also they are responsible and want to protect 
their families and property. And, as a matter of fact, they 
probably have not purchased accident insurance from any 
other insurance salesman because other salesmen 
wouldn't even try. For they, like the salesman with whom 
I am driving, would have a negative mental attitude. Our 
policies offer excellent protection at a low cost. Actually 
I'll find no competition! 

I then engaged in what I term "mind-conditioning." I 
repeated to myself with reverence, sincerity, expectation, 
and emotion, "Please God help me sell! Please God help 
me sell! Please God help me sell!" Over and over again I 
repeated, "Please God help me sell!" Then I took a nap. 

And when we arrived at Sioux Center, we called at the 
bank. Now the personnel consisted of a vice president, a 
cashier and a teller. Within twenty minutes the vice 
president had purchased the most protection our 
company was willing to sell, a full unit. And the cashier 
purchased a full unit. But the teller will never be forgotten 
by me because he didn't buy. 

And starting with the first place of business next to the 
bank, we began cold canvassing systematically, store after 
store, office after office; we interviewed every individual 
in each establishment. 



177 



An amazing thing happened: every person we called on 
that day purchased the full unit. And there was no 
exception. 

While riding back to Sioux City I thanked the Divine 
Power for the assistance I had received. 

Now why did I succeed in selling in the same place where 
the other man had failed? Actually I experienced success 
for exactly the same reasons that he had experienced 
failure, except for the — something more. 

He said it was impossible to sell them because they were 
Holland Dutch and clannish. That's NMA. Now I knew 
they would buy because they were Holland Dutch and 
clannish. That's PMA. 

Again, he said it was impossible to sell them because they 
had had a crop failure for five years. That's NMA. 

I knew they would buy because they had had a crop 
failure for five years. And that's PMA. 

Now the something more was the difference between PMA 
and NMA. For I had asked for Divine Guidance and 
help. What's more, I believed that I was receiving it. 

Now this salesman returned to Sioux Center and stayed 
for a long tune. And each day that he was there was a 
record day in sales for him. 

This illustrates the value of motivating another person by 
example, for this salesman also succeeded where he had 
failed because he learned the value of working with a 
positive mental attitude. 



178 



There are many ways to motivate a person, but a most effective 
way is through an inspirational book. 

When you want to motivate, say it with an inspirational, self- 
help action book. The most important factors to success in 
selling are, in order of importance: (a) inspiration to action; (b) 
knowledge of a successful sales technique for the particular 
product or service — which is termed know-how; and (c) 
knowledge of the product or service itself, activity knowledge. 
Now, these same three principles can be related to success in any 
business or profession. 

In the story that you have just read you can assume that the 
salesman had knowledge of the sales know-how and knowledge 
of the service he was selling. But he did lack the most important 
ingredient — inspiration to action. 

Many years ago, Morris Pickus, a well-known sales executive 
and sales counselor, gave W. Clement Stone a copy of Think and 
Grow Rich. Since then, he has used inspirational books such as 
those mentioned in Success Through a Positive Mental Attitude to 
help salesmen develop inspiration to action. Mr. Stone knows that 
inspiration and enthusiasm are the life of a sales organization. 
And because the flame of inspiration and enthusiasm will be 
extinguished unless the fuel that feeds it is kept replenished, Mr. 
Stone has made it a habit to see that his representatives receive 
inspirational, self-help action books frequently. And this is in 
addition to weekly and monthly publications that are intended to 
act as mental vitamins. 

If yon know what motivates a person, yon can motivate him. 

As a boy Walter Clarke of Walter Clarke Associates, Providence, 
Rhode Island, intended to be a doctor. But when he grew older, 
he thought he wanted to become an engineer. And he studied 
engineering. 



179 



At Columbia University, however, he found the study of the 
functioning of the human mind so interesting and challenging that 
he changed from engineering to psychology. And finally he 
received his Master's Degree. 

Walter Clarke worked as a personnel officer in Macy's 
Department Store and several other well-known concerns. At that 
tune the known psychological tests developed the specific 
information for which they were intended: an applicant's I.Q., 
aptitude, and personality. But something important was missing! 

Walter endeavored to find the missing factor. He thought: "An 
engineer can select the proper part and put it in its place so that a 
machine will function efficiently. And that is exactly what I want 
to do with people. I want to select the right person for the right 
job." 

You see, Walter, like many personnel officers, found: people fail 
on their job even though their psychological tests indicated that 
they had sufficient intelligence, aptitude and personality to 
succeed on the job. "Why then do we have so much absenteeism, 
turn-over, and failure?" he asked himself. "What's the missing 
factor?" 

Now the answer to this question became so simple and obvious 
that it is truly amazing that other psychologists had not 
discovered it. For you see a person is more than a mechanical 
body. He is a mind with a body. He succeeds or fails because he 
is — or is not — motivated. 

Therefore, Walter endeavored to develop an analysis technique 
that would: 

(a) Indicate the individual's tendencies in behavior in either 
a pleasant or antagonistic environment; 



180 



(b) Show the sort of environment that attracts and repels 
him under favorable or unfavorable situations; 

(c) In essence — indicate "what comes naturally" to the 
individual. 

Also, he endeavored to develop a technique that could be used to 
analyze the requirements of a given job successfully. 

And because he worked hard and continued to search, Walter 
Clarke found and recognized exactly what he was looking for. 
For he developed what he called Activity Vector Analysis, better 
known as AVA. It is based on semantics, specifically: the 
reaction of the individual to word symbols. From the answers 
given, by the applicant, Clarke designed a chart. And he likewise 
came up with a formula for designing a similar diagram for any 
specific job. 

Now when the diagram of the applicant corresponded with that of 
the job, he had a perfect combination. 

Why? 

For then the applicant would have a job doing the kind of work 
that came naturally to him. And a person will do what he likes to 
do — it's fun. 

Now the sole purpose of AVA as conceived by Walter Clarke is 
to help business management in: (a) the selection of personnel; 
(b) management development; (c) cutting the high cost of 
absenteeism; (d) personnel turnover. 

Walter Clarke achieved a definite major aim. Now for many 
years W. Clement Stone kept searching for a scientific working 
tool that could aid him in his efforts to help the representatives 



181 



under his supervision to achieve success in solving their personal, 
family, social, and business problems. He was looking for a 
simple, accurate and usable formula that would eliminate 
guesswork and save time when applied to a specific individual in 
a given environment. 

Therefore when he heard of AVA, Mr. Stone investigated and 
immediately recognized that it was the working tool that he had 
so long been looking for. He could see that AVA might be used 
for purposes far beyond that for which it was conceived. And 
when he studied under Walter Clarke, his conclusions were 
confirmed. 

For when you know: (a) what the personality traits of the 
individual are; (b) what his environment is; (c) what motivates 
him, you then can motivate that individual. 

How to motivate another person. While reading Success 
Through a Positive Mental Attitude, you have seen the 
importance of: semantics, word symbols, suggestion, self- 
suggestion, and autosuggestion. This was particularly true when 
you read Chapter Four. Now Mr. Stone combined this knowledge 
with what he learned from AVA. 

And thus he made what to him was a great discovery in the 
technique of motivating other persons. 

For the discovery was: with PMA you can be what you want to 
be, if you are willing to pay the price. This is true regardless of 
your past experiences, aptitude, I.Q. or environment. Remember 
— you have the power to choose. 

Now you don't have to study AVA to learn how to motivate 
yourself and others. But it could certainly help you. For you can 



182 



use the proper technique when you know what motivates an 
individual. 

And the simple technique that you can use to help you motivate 
yourself and others is based on the use of suggestion, self- 
suggestion, and autosuggestion. Let's be specific: 

1. If for example a salesman is timid and his job requires him to 
be aggressive, then: 

(a) The sales manager uses reason to point out that timidity and 
fear are natural. He proves that others have overcome 
timidity. He then recommends that the salesman state to 
himself frequently a word or self-motivator that would 
symbolize what the salesman wants to be. 

(b) And in this instance, the salesman would repeat every 
morning and other times throughout the day the following 
words with rapidity and frequency: "Be aggressive! Be 
aggressive!" He would particularly do so if he had a feeling of 
timidity in a specific environment where it was necessary to 
act. In such an instance he would act on the self-starter: Do It 
Now! 

2. When a sales manager discovers that one of his men is deceitful 
or dishonest, he will have a talk with his representative. And if he 
sees the representative wants to cure the fault, then: 

(a) The sales manager tells how others have solved this 
difficulty. He gives the salesman an inspirational book, 
article, poem or recommends specific Bible passages. We 
have found that books like I Can by Ben Sweetland and I 
Dare You by William Danforth are particularly effective. 



183 



(b) And in such an instance, as in (b) above, the salesman 
would repeat "Be truthful! Be truthful!" with rapidity every 
morning and at frequent intervals throughout the day. He 
would particularly do so at the time that he was tempted to 
be dishonest or engage in deception in a specific 
environment where it was necessary for him to make a 
decision. He would act on the self-motivator: "Have the 
courage to face the truth" as well as the self-starter: Do It 
Now! 

Now this plan should be easy for you to understand as it is 
illustrated frequently throughout this book. 

And because you understand its effectiveness, you yourself will 
use it. 

And in addition, you, unlike the hundreds of thousands of persons 
who have read Benjamin Franklin's Autobiography, will now 
immediately use Franklin's method to achieve success. You, 
unlike them, have been given The Secret of Getting Things Done: 
DO IT NOW! 

Use Franklin's method to achieve results! Yes, many hundreds 
of thousands of persons have read Benjamin Franklin's 
Autobiography. Yet they didn't learn how to use the success 
principles contained in it. But at least one man did: Frank Bettger. 

He listened to the messages that were applicable to him. For he 
had a problem: he was a failure in business. And he was 
searching for a workable, down-to-earth formula that would help 
him help himself. And because he knew what he was looking for, 
he discovered Franklin's secret. 

Franklin indicated that he owed all of his success and happiness 
to just one idea: a formula for personal achievement Now Bettger 



184 



recognized that formula and used it What happened? He raised 
himself from failure to success. He tells us about it in his great, 
motivating book, How I Raised My self from Failure to Success in 
Selling. 

Now, why shouldn't you use Franklin's formula for personal 
achievement? You can, if you will. If the authors of this book 
succeed in motivating you to use this one idea, you too will, like 
Bettger, be able to raise yourself from failure to success. Or, if 
you are not a failure, then you will — through the use of 
Franklin's method — be able to obtain what you seek: be it 
wisdom, virtue, happiness, health, or wealth. 

Now Bettger wrote out his objectives on thirteen separate cards. 
The first one is entitled "Enthusiasm." The self-motivator is: To 
be enthusiastic ACT enthusiastic. As the great teacher and 
psychologist, William James, has so conclusively proved: the 
emotions are not immediately subject to reason, but they are 
always immediately subject to action. 

And the action can be physical or it can be mental. A thought can 
be just as stimulating and effective as a deed in changing an 
emotion from negative to positive. In such an instance the act, be 
it physical or mental, precedes the emotion. 

See how the plan works. Because the purpose of Success 
Through a Positive Mental Attitude is to help you help yourself, 
and because the authors want you to get into action, we shall now 
illustrate how we motivate individuals in an audience to action 
through the Franklin-Bettger System. 

Here's how we have motivated many thousands of students to 
apply the Franklin-Bettger plan using the card "Enthusiasm" and 
the self-motivator: To be enthusiastic act enthusiastic. We call a 
student to the front of the lass and give him a simple yet effective 



185 



lesson that he will learn immediately. Here's how we do it — try 
it. Here is the dialogue that would take place between the in- 
structor and student: 

(Note: The dialogue of the instructor is in bold-face type. The 
student's answers are set in italics.) 

Do you want to feel enthusiastic? 

Yes. 

Then learn the self-motivator: To be enthusiastic act 
enthusiastic. Now repeat this phrase. 

To be enthusiastic act enthusiastic. 

Right! What is the key word in the affirmation? 

Act. 

That's right Let's paraphrase the message and thus you will 
learn the principle and be able to relate and assimilate it into 
your own life. If you want to be sick, what do you do? 

Act sick 

You're right. If you want to be melancholy, what do you do? 

Act melancholy. 

Right again! And if you want to be enthusiastic, what do you 
do? 

To be enthusiastic — act enthusiastic. 



186 



We then proceed to point out that you can relate this self- 
motivator to any desirable virtue or personal aim. Thus we might 
take justice as an example, and a card could read: To be just, 
ACT just. 

And then the instructor would proceed: 

Remember, when someone else's idea is accepted by you, it 
becomes your idea for your use. You own it! Now I want you to talk 
in an enthusiastic tone of voice. I want you to act enthusiastically. 
To speak enthusiastically, do the following: 

1. Talk loudly! This is particularly necessary if you are emotionally 
upset, if you are shaking inside when you stand before an 
audience, if you have "butterflies in your stomach." 

2. Talk rapidly! Your mind functions more quickly when you do. 
You can read two books with greater understanding in the time 
you now read one if you concentrate and read with rapidity. 

3. Emphasise! Emphasize important words, words that are important 

to you or your listening audience — a word \ikeyou, for example. 

4. Hesitate! When you talk rapidly, hesitate where there would be a 
period, comma, or other punctuation in the written word. 
Thus you employ the dramatic effect of silence. The mind of the 
person who is listening catches up with the thoughts you have 
expressed. Hesitation after a word which you wish to emphasize 
accentuates the emphasis. 

5. Keep a smile in your voice! Thus in talking loudly and rapidly, you 
eliminate gruffness. You can put a smile in your voice by putting 
a smile on your face, a smile in your eyes. 



187 



6. Modulate! This is important if you are speaking for a long period. 
Remember, you can modulate both pitch and volume. You can 
speak loudly and intermittently change to a conversational tone 
and a lower pitch if you wish. 

7. When the butterflies stop flying around in your stomach, you can 
then speak in an enthusiastic, conversational tone of voice. 

Do it now! Now in the previous chapter you have read the 
thirteen principles used by Benjamin Franklin. And here you 
have been told that enthusiasm is the first of the thirteen 
principles used by Frank Bettger. And you know that a Positive 
Mental Attitude is the first of the 17 Success Principles. 

Therefore, if you have not already done so, start the first of your 
own 17 cards with the heading "Develop a Positive Mental 
Attitude." Follow through with a card for each of the 17 Success 
Principles and — use Franklin's method to achieve results. 

Your action on the self-starter DO IT NOW at this time would 
prove conclusively that you can motivate yourself. You can! And 
if you purposely motivate yourself, you will find it easy to 
motivate others. 

And now that you know how to motivate yourself; and others, 
you are ready to receive the Key to the Citadel of Wealth. The 
next chapter answers the question: Is There a Short Cut to 
Riches? 

PILOT NO. 10 
Thoughts to Steer By 

1. Throughout life you play dual parts in which you motivate 
others and they motivate you. Learn and apply the art of 
motivation with PMA. 



188 



2. Motivate others to have confidence in themselves by showing 
them that you have faith in them and faith in yourself. 

3. A letter can change a life for the better. Start the habit of 
motivating your loved ones by writing letters containing 
wholesome, good suggestions. 

4. Motivate others by example. 

5. When you want to motivate, say it with an inspirational, self- 
help action book. 

6. If you know what motivates a person — you can motivate him 
if you learn the art of motivation with PMA. 

7. Motivate others by suggestion. Motivate yourself by self- 
suggestion. 

8. While your emotions are not always subject to reason, 
nonetheless they are subject to action. If there is an instance 
you recall in which you might experience the emotion of fear, 
what action do you think you could take to neutralize it? 

9. To become enthusiastic, act enthusiastically! 

10. To speak enthusiastically and overcome timidity and fear: (a) 
talk loudly; (b) talk rapidly; (c) emphasize important words; 
(d) hesitate where there is a period, comma or other 
punctuation in the written word; (e) keep a smile in your voice 
so that it isn't gruff; and (f) use modulation. 

11. Start the first of your 17 PMA success cards. DO IT NOW! 



189 



ANYTHING IN LIFE 

WORTH WORKING FOR 

IS WORTH 

PRAYING FOR! 



PART III 

Your Key to the 
Citadel of Wealth 



190 



CHAPTER 11 
Is There a Short Cut to Riches? 

Is there a short cut to riches? 

A short cut is defined as: a way of accomplishing something 
more directly and quickly than by ordinary procedure. It is a route 
more direct than that ordinarily taken. 

And the man who takes the short cut knows his destination. He 
knows the route that is more direct. Yet he will never arrive at his 
destination unless he starts and continues toward it regardless of 
the interruptions he encounters or the obstacles he meets. 

In Chapter Two we listed the 17 success principles as: 

1. A Positive Mental Attitude 

2. Definiteness of purpose 

3. Going the extra mile 

4. Accurate thinking 

5. Self-discipline 

6. The mastermind 

7. Applied faith 

8. A pleasing personality 

9. Personal initiative 

10. Enthusiasm 

11. Controlled attention 

12. Teamwork 

13. Learning from defeat 

14. Creative vision 

15. Budgeting time and money 

16. Maintaining sound physical and mental health 

17. Using cosmic habit force 



191 



Now why do we repeat the 17 success principles? 

We want to show you the short cut to riches. We want you to take 
the most direct route. 

Now to take the most direct route, you must necessarily think 
with PMA... and a positive mental attitude results from the 
application of these success principles. 

The word think is a symbol. Its meaning for you depends upon 
who you are. 

Who are you? 

You are the product of your: heredity, environment, physical 
body, conscious and subconscious mind, experience, and 
particular position and direction in time and space, and something 
more, including powers known and unknown. 

When you think with PMA — you can affect, use, control, or 
harmonize with all of them. 

Now only you can think for you. 

Therefore, the short cut to riches for you can be expressed in a 
six- word symbol: 

Think with PMA and Grow Rich! 

For if you really think with PMA, you will automatically follow 
through with action. You will employ the PMA principles 
expressed in this book — principles that will help you achieve 
any goal that doesn't violate the laws of God or the rights of your 
fellow men. 

PILOT NO. 11 



192 



A Thought to Steer By 

A short cut to riches: Think with PMA and Grow Rich! 

IF YOU HAVE PMA, 

YOU CAN 

DOIT 

IF 

YOU BELIEVE YOU CAN! 



193 



CHAPTER 12 
Attract — Don't Repel — Wealth 

Whoever you are — regardless of your age, your education, or 
your occupation — you can attract wealth. You can also repel it. 
We say: "Attract — don't repel — wealth." 

This chapter tells you how you can make money. Would you like 
to be rich? Be truthful with yourself. Of course you would. Or — 
are you afraid to be rich? 

Perhaps you're sick and because of this, you don't try to acquire 
wealth. If this be the case, just remember the experience of Milo 
C. Jones about whom you read in Chapter Two. 

Or, if you are a, patient in a hospital, you can attract wealth by 
engaging in study, thinking, and planning time as George Stefek 
did. 

In a hospital bed — think! Time after time as we have studied 
the careers of successful men, we have discovered that they date 
their own success from the day they picked up a self- 
improvement book. Never underestimate the value of a book. 
Books are tools, providing inspiration which can launch you onto 
a bold new program and which can also light the dark days that 
any such program entails. 

George Stefek was convalescing at the Veterans Administration 
Hospital in Hines, Illinois. There he discovered by accident the 
value of thinking time. Financially — he was broke. While 
George was convalescing, he had a great deal of time on his 
hands. There wasn't too much to do except read and think. He 
read Think and Grow Rich. And he was ready. 



194 



An idea occurred to him. Many laundries, George knew, fold 
their newly ironed shirts over a piece of cardboard to keep the 
shirts stiff and free from wrinkles. By writing a few letters, 
George learned that these shirt boards cost the laundries about 
$4.00 per thousand. His idea was to sell the boards for $1.00 a 
thousand; however, each one would carry an advertisement. The 
advertisers would, of course, pay for the space, and George 
would make a profit. 
George had an idea and he tried to make it work. 

When he left the hospital, he got into action! 

New in the advertising field, he had his problems. But he finally 
developed successful sales techniques through what others term 
"trial and error" and we term "trial and success." 

George continued the custom he had started in the hospital to 
engage in study, thinking and planning time each day. 

Even when George's business was moving ahead swiftly, he 
decided to increase his sales by increasing the efficiency of his 
service. The shirt boards, when withdrawn from the shirts, were 
not retained by the laundries' customers. 

Now, he asked himself the question: "How can I get families to 
keep these shirt boards with the advertisements on them?" The 
solution flashed into his mind. 

What did he do? On one side of the shirt board he continued to 
print an advertisement in black and white or in colors. On the 
other side he added something new — an interesting game for the 
children, a delicious recipe for the wife, or a provocative 
crossword puzzle for the whole family. George tells about one 
husband who complained that his laundry bill had gone up in a 
sudden, unaccountable way. Then he discovered that his wife was 



195 



sending in shirts to the laundry which ordinarily he could have 
worn another day, just to get more of George's recipes! 

But George didn't stop there. He was ambitious. He wanted to 
expand his business still further. Again he asked himself the 
question: "How?" And he found the answer. 

George Stefek gave the entire $1.00 per thousand he received 
from the laundries to the American Institute of Laundering. The 
Institute, in turn, recommended that each member help himself 
and his trade association by using George Stefek's shirt boards 
exclusively. 

And thus George made another important discovery: the more 
you give of that which is good and desirable — the more you get! 

Now a carefully planned thinking time session brought George 
Stefek considerable wealth. He discovered that a time apart is 
essential to any successful attraction of riches. 

It is in quiet that our best ideas occur to us. Don't make the 
mistake of believing that by a frantic kind of dashing around you 
are being your most effective and efficient self. Don't assume that 
you are wasting tune when you take time out for thought. 
Thought is the foundation upon which all else is built by man. 

Now it isn't necessary for you to go to a hospital to establish the 
habit of reading good motivating books, to think or to make 
plans. And your thinking, study, and planning sessions need not 
be too lengthy. If you invest only one per cent of your time in a 
study, thinking, and planning session it will make an amazing 
difference in the speed with which you reach your goals. 

Your day has 1 ,440 minutes in it. Invest one per cent of that time 
in a study, thinking and planning session. And you will be 



196 



astounded at what those fourteen minutes do for you. For it may 
surprise you to find that when you develop this habit you will 
receive constructive ideas almost any time or anywhere you 
might be: while doing the dishes, or riding the bus, or while 
taking a bath. 

Be certain to use two of the greatest, yet simplest working tools 
ever invented — tools used by a genius like Thomas Edison — a 
pencil and a piece of paper. For he always had handy — paper 
and pencil. And thus you, like him, will record the ideas that 
come to you day or night. 

Another requirement to attract wealth is to learn how to set your 
goal. It is important for you to understand this. Few people, even 
when they realize its importance, really understand how to set a 
goal. 

Learn how to set your goals. There are four important things to 
keep in mind. 

(a) Write down your goal. You will then begin to crystallize your 
thinking. The very act of thinking as you write will have a 
tendency to create an indelible impression in your memory. 

(b) Give yourself a deadline. Specify a time for achieving your objective. 
This is important in motivating you: set out in the direction of 
your goal and keep moving towards it. 

(c) Set your standards high. Now there seems to be a direct relationship 
between ease in achieving a goal and the strength of your 
motives. You have discovered for yourself in Chapter Nine how 
to motivate yourself at will and in Chapter Ten how to motivate 
others. 

And the higher you set your major goal, generally 
speaking, the more concentrated will be the effort you 



197 



make to achieve it. The reason: logic will make it 
mandatory that you at least aim at an intermediate 
objective as well as an immediate one. So aim higher. And 
then have immediate and intermediate steps leading 
towards its achievement. 

The following question should stimulate your thinking: 
Where will you be and what will you be doing ten years 
from today if you keep doing what you are doing now? 

(d) Aim high. It is a peculiar thing that no more effort is required to 
aim high in life, to demand prosperity and abundance, than is 
required to accept misery and poverty. 

I bargained with life for a penny, 
And life would pay no more, 
However, I begged at evening when I counted 
my scanty store. 

For life is a just employer, it gives you what 

you ask, 
But once you have set the wages, 
Why, you must bear the task. 

I worked for a menial's hire, only to learn, 

dismayed, 
That any wage I had asked of life, 
Life would have willingly paid. 

You have to be bold enough to ask of life more than you 
may, right now, feel you are worth because it is an 
observable fact that people tend to rise to meet demands 
that are put upon them. 

While it is exceedingly desirable that you blueprint your 
program from beginning to end, this is not always 



198 



feasible. One doesn't always know all the answers 
between the beginning of a great enterprise or journey 
and its ending. But if you know where you are and where 
you want to be and you start from where you are to get to 
where you want to be, you will, if you keep properly 
motivated, move forward step by step until you get there. 

Take that first step. The important thing after setting a goal is 
taking action. A sixty-three-year-old grandmother, Mrs. Charles 
Philipia, decided that she was going to walk from New York City 
to Miami, Florida. She reached Miami and, while there, was 
interviewed by newspapermen. They wanted to know if the idea 
of such a long journey on foot hadn't frightened her. How did she 
ever summon courage to make such a journey with her feet as her 
only mode of travel? 

"It doesn't take courage to take one step," replied Mrs. Philipia. 
"And that's all I did really. I just took one step. And then I took 
another step. And then another and another and here I am." 

Yes, you must take that first step. It makes no difference how 
much thinking and study time you spend, it will avail you little 
unless you also act. 

One of the authors was introduced to a man in Phoenix, Arizona, 
by a friend. It was a rather odd introduction. 

"Meet the man who received a million dollars cash for a gold 
mine and now has the million dollars and also owns the mine." 

"How in the world did you manage such a thing?" came the 
question, asked with considerable awe. 



199 



"Oh, I had an idea, but I didn't have any money. I did have a pick 
and a shovel. So I took my pick and my shovel and went out to 
make my idea a reality," he responded. 

"And then it occurred to me: if I would search for a gold mine 
and dig around the vein, should I find a mine, one of the large 
mining corporations could afford to work the mine whereas I 
wouldn't have the necessary capital You know, mining machinery 
costs money today. 

"So I searched for and found a vein of gold. Every indication was 
that I had made a very rich strike. I sold it for two million dollars. 
The terms were a million dollars in cash and a first mortgage of a 
million dollars. While mining operations were underway the vein 
ran out I informed the owners of the mining company that if they 
wanted to abandon the mine, I would take it back and cancel their 
mortgage. They accepted. So you see, I got a million dollars cash 
for the mine and still have the million dollars and the mine." 

Wealth repelled with NMA. A positive mental attitude will 
attract wealth but a negative mental attitude will do just the 
opposite. 

With a positive mental attitude you will keep trying until you 
achieve the wealth you are seeking. Now you might start with a 
positive mental attitude and make your first step forward. Yet you 
may become influenced by the negative side of your talisman and 
stop when you are just one step from reaching your destination. 
You may fail to employ one of the 17 success principles. Here's a 
very good example: 

Let's call our man Oscar. In the latter part of 1929, he was at the 
railroad station in Oklahoma City where it was necessary for him 
to wait several hours for a train connection east. He had spent 
months in the western deserts in temperatures as high as 110 



200 



degrees. He was seeking oil for an eastern concern. And he was 
successful. 

Oscar was a graduate of M.I.T. It is said that he had combined the 
old divining rod, galvanometer, magnetometer, oscillograph, 
radio tubes, and other instruments, into a Doodle Bug for 
detecting oil deposits. 

Now Oscar had received word that the company he represented 
was insolvent. It had become bankrupt because the president had 
used the firm's large cash resources in speculation in the stock 
market. The market crashed in late 1929. Oscar was on his way 
home. He was out of a job, and the outlook was rather dismal. 

The influence of NMA began to exert a powerful influence on 
him. 

Because he had to wait several hours, he decided to occupy 
himself by setting up his instrument in the railroad station. The 
reading on his instrument was so high in its positive indication of 
oil deposits that Oscar in a rage impulsively kicked the 
instrument and destroyed it. 

You see, Oscar was frustrated. 

"There couldn't be that much oil! There couldn't be that much 
oil!" he shouted repeatedly in disgust. 

But Oscar was frustrated. He was under the influence of a 
negative mental attitude. The opportunity for which he had been 
searching lay at his very feet. He only had to make one step to 
reach it. But, because of the influence of NMA, he refused to 
recognize it 

He lost faith in his own invention. Had he been under the 
influence of PMA, he would have attracted wealth, not repelled it 



201 



Applied faith is one of the important 17 success principles. The 
test of your faith is whether you apply it at the time of your 
greatest need. 

NMA had led Oscar to believe that many of the things that he had 
faith in were wrong. As you recall: the Depression brought a fear 
consciousness into the minds of many persons — Oscar was one. 
He had worked hard and sacrificed, yet he was out of a job 
through no fault of his own. The president of his company had 
been held in high esteem by Oscar, yet this man whom he trusted 
embezzled the company's funds. Now the machine that had 
proved its value in the past seemed to have gone haywire. Yes — 
Oscar was frustrated. 

When Oscar boarded the train at the Oklahoma City railroad 
station that day, he left his Doodle Bug behind. And he also left 
one of the nation's richest oil deposits. 

A short time later, Oklahoma City was found to be literally 
floating on oil. Oscar has become a living demonstration of the 
application of two principles: 

A positive mental attitude attracts wealth and a negative mental 
attitude repels it. 

Wealth can be acquired on a modest salary. But you may say: 
"All this about positive and negative mental attitudes is very fine 
for someone who's out to make a million dollars. But I'm not 
really interested in making a million. 

"Of course, I want security. I want enough to live well and take 
care of the needs I will have some day when I retire. 

"What about me if I am an office employee? What about me 
when I have just a fair salary?" Now here's our answer: 



202 



You too can acquire wealth. Wealth enough for security. Or, even 
wealth enough to become rich in spite of what you say. Just let 
the PMA influence of your talisman affect you favorably. 

We'll prove that this can be done. 

And if for some reason you aren't fully convinced, just read a 
book: The Richest Man in Babylon. And then make your first step 
forward. Keep going and you'll have the financial security or 
wealth you are seeking. Now that's exactly what Mr. Osborn did. 

Mr. Osborn was a salaried employee, yet he acquired wealth. It 
wasn't so many years ago that he retired with the statement: "I 
now spend my time having my money make money for me while 
I do what I want to do." 

Again, the principle used by Mr. Osborn is so obvious that it is 
often unseen. 

The principle he learned and the one that you also can employ 
will now be stated in a very few words. In reading The Richest 
Man in Babylon, Mr. Osborn found that wealth could be acquired 
if you: 

(a) Just save one dime out of every dollar you earn; 

(b) Each six months, invest your savings and interest or dividend 
returns from these savings and investments; and 

(c) When you invest, seek expert advice on safe investments and 
thus you won't gamble and lose your principal. 

Let us repeat: that's exactly what Mr. Osborn did. Just think of it. 
You can have security or wealth by saving only a dime out of 
each dollar you earn and investing it safely. 



203 



When should you start? Do It Now! 

Now let's contrast Mr. Osborn's experience with that of a man 
who had good physical health and read an inspirational book. He 
was fifty years old when he was introduced to Napoleon Hill. 

This man smiled when he said, "I read your book Think and 
Grow Rich many years ago — but I'm not rich." 

Napoleon Hill laughed and then replied seriously: 

"But you can be rich. Your future is ahead of you. You must 
prepare yourself to be ready. And in making yourself ready for 
the opportunities that are available to you, you must first develop 
a positive mental attitude." And the interesting thing is that this 
man did heed the author's advice. Five years later, the man wasn't 
rich, but he had developed a positive mental attitude. And he was 
on his way to wealth. He had been many thousands of dollars in 
debt. Within the five-year period, he had gotten completely out of 
debt and had begun making investments with the money he had 
saved. 

He developed PMA as he studied the book Think and Grow Rich. 
He did not only read it. He had learned to recognize principles 
and apply them. 

When the NMA side of his talisman was influencing him, he was 
like those workmen who blame their tools for poor 
craftsmanship. 

Have you ever blamed your tools? 

Where does the fault lie: If you own a perfect camera and use the 
right film; if you have the proper set of rules to take perfect 
pictures under all types of circumstances; if someone else takes 
perfect photographs with your camera but — yours are failures? 



204 



Does the fault lie with the camera? 

Could it be that you have read the rules but haven't taken the time 
to understand them? Or, if you do understand them, that you don't 
apply the rules? 

Could it be that you will read Success Through a Positive Mental 
Attitude — a book that could change the entire course of your life 
for the better — without taking the time to understand, memorize 
self- motivators, learn the principles that will guarantee success — 
and apply them? Your answer will be evident to you by your 
action. 

Now, it's not too late to learn. 

If you haven't learned by now, you might as well learn now: you 
will not succeed consistently unless you know and understand the 
rules; you will not continuously succeed unless you apply the 
rules. Therefore, take the time to understand and apply what you 
are reading in this book. PMA will help you. 

"The home of my dreams." Remember, the thoughts that you 
think and the statements you make regarding yourself determine 
your mental attitude. If you have a worthwhile objective, find the 
one reason why you can achieve it rather than hundreds of 
reasons why you can't. 

One of the rules in obtaining what you want through PMA is to 
act once you have your sights on a goal. Another is: "Go the extra 
mile." W. Clement Stone tells of the following experience which 
illustrates both rules. 

One April evening, while I was visiting Frank and Claudia 
Noonan in Mexico City, Claudia commented, "I wish we 
could have a home in the Jardines del Pedregal de San Angel." 
("This is the most desirable section of that beautiful city.) 



205 



"Why don't you?" I asked 

Frank laughed and answered, "We don't have the money." 

"Does that make any difference, if you know what you want?" 
I inquired, and then, without waiting for a response, I asked a 
question that I might ask of you. 

"By the way, have you ever read an inspirational, motivating 
book like Think and Grow Rich, The Power of Positive Thinking, I 
Can, I Dare You, TNT, Applied Imagination, Turn on the Green 
Tights in YourTife, Acres of Diamonds, or The Magic of Believing?" 

"No," was the response. 

Thereupon I told of several experiences of those persons 
who: knew what they wanted; read an inspirational book; 
listened to its message; and then got into action. 

And I even told how years ago I purchased a new $30,000 
home on my own terms — with a $1500 down payment and 
how in due course it was completely paid for. I promised to 
send one of the recommended books. I did. 

Frank and Claudia Noonan were ready. 

It was the following December, while studying in my library 
that I received a telephone call from Claudia who said, "We 
just arrived from Mexico City, and the first thing Frank and I 
wish to do is to thank you." 

"Thank me for what?" 

"We want to thank you for our new home in the Jardines del 
Pedregal de San Angel." 



206 



A few days later at dinner Claudia explained, "Late one 
Saturday afternoon Frank and I were relaxing at home. Some 
friends from the States telephoned and asked if we would 
drive them to the Jardines del Pedregal de San Angel. 
"It just so happened we were both rather exhausted. And 
besides, we had taken them there earlier in the week. Frank 
was ready to 'beg off when an expression used in the book 
flashed through his mind — Go the extra mile. 

"While driving them through this man-made paradise, I saw 
the home of my dreams — even the swimming pool I longed 
for." (Claudia is the swimming champion, Claudia Eckert.) 

"Frank bought it." 

Frank said, "You might like to know that although the 
property cost in excess of a half million pesos, I only made a 
deposit of five thousand pesos. It costs less for our family to 
live in the Jardines del Pedregal de San Angel than in our 
former home." 

"Why is this?" I asked in surprise. 

"Well, we bought the two homes that were on the property 
instead of one. The rent from the one house is enough to 
make payments on the entire enterprise. 

Now this wasn't so surprising after all. It's quite common for a 
family to buy a duplex apartment and rent one and live in the 
other. What is surprising to a person without experience is how 
easy it is to get what you want by understanding and applying the 
success principles to be found in an autobiography or self- 
improvement book. 



207 



"Attract wealth with PMA," we say. You say: "Money makes 
money and I have no money." This is a negative mental attitude. 
If you don't have money, use OPM. That's what the next chapter 
is all about. 

PILOT NO. 12 
Thoughts to Steer By 

1. If you know your specific destination and take the first step, 
you're on your way ! 

2. The test of your faith is whether you apply it when you are not 
in difficulty, as well as at the time of your greatest need. 

3. If you don't succeed when you finally read and study Success 
Through a Positive Mental Attitude, with whom does the fault 
lie? 

4. The house of your dreams: You can have it! Like Frank and 
Claudia Noonan, you may buy two houses and rent one to pay 
for both. 

5. Do you need to be in an accident or get sick and land in a 
hospital to establish the habit of regularly engaging in study, 
thinking and planning time regarding your personal, family or 
business life? 

6. Have you made a start toward achieving desirable goals by: (a) 
writing down each goal, (b) setting deadlines for reaching 
them, (c) setting high goals, and (d) inspecting your written 
statements daily? 

7. Where will you be and what will you be doing ten years from 
today if you keep on doing what you are doing now? 



208 



8. The Richest Man in Babylon: This book gives you a proven 
formula of success: 

(a) Just save one dime out of every dollar you earn. 

(b) Each six months invest your savings, and the interest or 
dividend returns from these savings and investments. 

(c) Before you invest, seek expert advice on safe investments. 

(d) If you need the money you are saving for living expenses or 
necessities, then work an extra hour (or more) so that you 
have no excuse for not saving 10 percent of your earnings. 



ENGAGE IN: 



STUDY... 

THINKING... 

AND PLANNING TIME WITH PMA! 



209 



CHAPTER 13 

If You Don't Have Money- 
Use OPM! 

Business? It is quite simple. It is other people's money!" said 
Alexander Dumas the Younger in his play, The Question of 
Money. 

Yes, it's that simple: use OPM — other people's money. That's 
the way to acquire great wealth. Benjamin Franklin did it, 
William Nickerson did it, Conrad Hilton did it, Henry J. Kaiser 
did it, Colonel Sanders did it, and Ray Kroc did it. And if you are 
wealthy, the chances are you did it too. 

Now, if you are not wealthy, learn to read what is unwritten. In 
fact — rich or poor: read what is unwritten into every platitude, 
axiom, or self-motivator. The basic unwritten premise in "Use 
OPM" is: that you will operate on the highest ethical standards of 
integrity, honor, honesty, loyalty, consent, and the Golden Rule 
and apply these in your business relationships. 

The dishonest man is not entitled to credit. 

And the self-motivator Use OPM implies repayment in full as 
agreed with an advantageous consideration or profit to those 
whose money is used. 

Credit and the use of OPM are one and the same thing. It is the 
lack of a satisfactory credit system within country that keeps 
backward nations back. Whereas it is the credit system as 
practiced in the United States that has developed such great 
wealth and progress in this nation. It has been singularly 
American. 



210 



Now the person, corporation or nation that does not have credit 

— or does not use it for expansion and progress if they do have it 

— is missing an important number in the combination for 
success. Therefore take the advice of a wise and successful 
businessman like Benjamin Franklin. 

Good advice. Advice To a Young Tradesman written in 1748 by 
Franklin, discusses the use of OPM as follows: 

"Remember, that money is of the prolific, generating nature. 
Money can beget money, and its offspring can beget more," and 
so on. 

Also, Franklin said: 

"Remember, that six pounds a year is but a groat a day. For this 
little sum (which may be daily wasted either in time or expense 
unperceived) a man of credit may, on his own security, have the 
constant possession and use of an hundred pounds." 

Now this statement of Franklin's is a symbol of an idea. His 
advice is as good today as when it was written. You can start with 
a few cents and have constant pos-session of $500 by employing 
it. Or you can expand the idea and have constant possession of 
millions of dollars. That is what Conrad Hilton does. He is a man 
of credit. 

The Hilton Hotels Corporation obtained credit of millions of 
dollars to build luxurious motels for air travelers at large airports. 
The corporation's collateral: mostly, Hilton's name for honest 
dealing. 

Honesty is one thing for which a satisfactory substitute has never 
been found. It is something which reaches deeper into a human 
being than most traits of personality. Honesty, or the lack of it, 



211 



writes itself indelibly into every word one speaks, into every 
thought and deed, and often reflects itself in one's face so that the 
most casual observer can sense the quality of sincerity 
immediately. The dishonest person, on the other hand, may 
announce his weakness in the very tone of his voice, the 
expression on his face, in the nature and trend of his 
conversations, or in the type of service he renders. 

So while this chapter might seem to be one about the use of other 
people's money, it also has strong overtones about character in it. 
Honesty and reputation, credit and success in business are all 
intermixed. The man who has the first of them is well on his way 
to gaining the other three. 

Make investments with OPM. William Nickerson was another 
man of credit and reputation who found: "Money can beget 
money, and its offspring can beget more," and so on. He tells 
about it in his book. The title tells what he did. The book tells 
how he did it. 

Nickerson's book is aimed specifically at how to make money 
with OPM in your spare time in the real estate field. But almost 
everything he has to say also applies to you in your efforts to 
acquire wealth by making investments with OPM. 

How I Turned $1000 Into $3 Million in My Spare Time is the title 
of the book. 

"Show me a millionaire," he says, "and I will show you almost 
invariably a heavy borrower." To back up his statement, he points 
to wealthy men such as Henry Kaiser, Henry Ford, and Walt 
Disney. 

And we will point to Charlie Sammons who, with bank credit, 
developed a forty million dollar business in ten years. But, before 



212 



we do, let's talk about the people who help men like Conrad 
Hilton, William Nickerson, and Charlie Sammons by loaning 
them the money they need. 

Your banker is your friend. Banks are in business to loan 
money. The more they loan to honest men, the more money they 
make for themselves. Commercial banks loan money primarily 
for business purposes. Thus loans for luxuries are not 
encouraged. 

Your banker is an expert. And more important, he is your friend. 
He wants to help you. For he is one of the people eager to see you 
succeed. If the banker knows his business, listen to what he has to 
say. 

For a person with common sense never underestimates the power 
of a borrowed dollar or the advice of an expert. It was the use of 
OPM and a successful plan — plus the PMA success principles 
of initiative, courage, and common sense — that resulted in an 
average American boy named Charlie Sammons becoming 
wealthy. 

Like some Texans, Charlie Sammons of Dallas is a millionaire. 
In fact, like some other Texans, he is a multimillionaire. Yet at 
the age of 19, he was no better off financially than most teenage 
boys except that he had worked and saved some money. 

One of the officers in the bank where Charlie regularly deposited 
his savings each Saturday took an interest in him. For the banker 
felt: now here's a boy of character and ability — and he knows 
the value of money. 

So when Charlie decided to go in business for himself, buying 
and selling cotton, the banker gave him credit. And this was the 
first experience Charlie Sammons had in the use of OPM. As you 



213 



will see, it was not the last. He learned then, and has seen it 
confirmed since: 

Your banker is your friend. 

About a year and a half after he became a cotton broker, the 
young man became a horse and mule trader. It was then that he 
learned much about human nature. 

And his understanding of people in addition to his knowledge of 
money soon developed in Charlie Sammons a very sound 
philosophy of a brand commonly observed in persons who are, or 
will be, successful. Charlie learned this philosophy at an early 
age. He has never lost it. Today he still maintains it. 

This brand of philosophy is known as: common sense. 

After he had operated a few years as a horse and mule trader, two 
men came to Charlie and asked him to go to work for them. 
These two men had developed a reputation for themselves as 
being outstandingly successful in the sale of insurance. They had 
come to Charlie because they had learned a lesson from defeat 
Here's how it happened. . . 

It seems that after these two salesmen had successfully sold life 
insurance over a period of many years, they were motivated to 
form a company of their own. They were good salesmen all right. 
But they were poor business administrators. In fact, they were 
such good salesmen that they sold their company out of business. 

Now it is not uncommon for salesmen to assume that financial 
success in a business is contingent only on sales. But this is a 
false premise. A poor administration can lose money as fast, or 
faster, than a good sales management and sales force can bring it 



214 



in. Their trouble was that neither one of these men was a good 
administrator. 

But they had learned their lesson — the hard way. On the day 
they went to see Charlie, one of the salesmen told their story of 
defeat and said: 

"Since our company went broke, we have paid off our losses 
from the commissions we have since made selling insurance. We 
also had to pay for our living. It has taken a mighty long time but 
— we have done it. 

"We know we are good salesmen. And we also know now that we 
should keep to our own specialty — selling." He hesitated, 
looked into the eyes of the young man and continued: 

"Charlie, you have your feet on the ground. You have good 
common horse sense and we need you. Together we can 
succeed." 

And they did. 

A plan and OPM developed a $40,000,000 volume. A few years 
later Charlie Sammons bought all of the shares of the company he 
and these two men had formed. How did he get the money? He 
used OPM plus what he had saved. Where did he get the large 
amount of money that he needed? He borrowed it from a bank, of 
course. Remember: he had learned early that his banker was his 
friend. 

And then in the year that his company had produced an annual 
premium volume of almost $400,000, the insurance executive 
finally found the success formula for rapid expansion that he had 
long been looking for. 

He was ready. 



215 



It was this formula plus OPM that developed a forty million 
dollar premium volume in a single year. S amnions had seen that 
an insurance company in Chicago had successfully developed a 
sales plan through "leads." 

Now for many years sales managers had used what is termed the 
"lead system" to promote a new business. And with sufficient 
good leads salesmen often earn exceedingly large incomes. 
Inquiries from individuals who indicate an interest are called 
"leads." These are generally obtained from some form of 
promotional advertising program. 

Perhaps you know from experience that with human nature being 
what it is, many salesmen are timid or afraid to try to sell persons 
whom they don't know or with whom they have had no previous 
personal contact or communication. Because of this fear, they 
waste a lot of time that could be used in selling prospects. 

But even an ordinary salesman will be motivated to call on as 
many prospects as he has leads. For he knows that many sales can 
be made even though he himself may have little sales training or 
experience — when he is furnished good leads. And besides he 
has an address and a specific person to see there. He believes the 
prospect is somewhat interested before he interviews him. 

Therefore he is not as fearful as he would be if he were forced to 
try to sell a person without any preconditioning whatsoever. 
Some companies build their entire sales program on such leads. 
And advertising is used to obtain them. 

But advertising costs money. 

Charlie S amnions knew where to go to get the money when he 
had a good bankable idea — the Republic National Bank of 
Dallas. For it is well known in Texas that this bank helped build 



216 



Texas. And it is in the business to loan money to men of integrity 
like Charlie S amnions who have a plan and know how to work it. 

Now while it is true that some bankers won't take the time to 
learn their client's business, Oran Kite and other officers of the 
Republic National do. Charlie explained his plan to them. And, as 
a result, he was able to employ unlimited credit to build his 
insurance business through the lead system. 

You see, it was because of the American credit system that 
Charlie S amnions was able to build the Reserve Life Insurance 
Company. And under such a system he was able to develop a 
premium volume from four hundred thousand dollars to over 
forty million within the short space of ten years. Again because 
he used OPM in his investments, he is able to invest and own 
controlling interest in hotels, office buildings, manufacturing 
plants and other enterprises. 

But you don't need to go to Texas to use OPM. W. Clement Stone 
bought an insurance company with one million six hundred 
thousand dollars in assets, using the seller's own money. He went 
to Baltimore. 

How W. Clement Stone bought a $1,600,000 company with the 
seller's own money. This is how he describes the purchase: 

It was the year-end, and I was engaging in study, thinking, and 
planning time. I determined that my major objective for the 
following year would be to own an insurance company that was 
licensed to operate in several states. I set a deadline as to when 
this was to be accomplished: December 31st of the next year. 

Now I knew what I wanted and a date was set for its 
achievement. But I didn't know how I could get it. This wasn't 
really important, for I believed that I could find a way. Therefore 



217 



I must, I thought, look for a company that would fulfill my 
requirements: (1) that it have a charter to sell accident and health 
insurance, and (2) that it be licensed to operate in nearly all the 
states. I didn't need established business. Just a vehicle. 

Of course, there was the problem of money. But I would face 
that problem when it arose. Even then it occurred to me that I 
was a salesman by vocation and therefore I could, if it should 
become necessary, work out a three-way deal: a contract to buy 
the company; reinsure the entire business with some large 
company; and thus own everything but the insurance in force. 
These other insurance companies were willing to pay a good 
price for established business. I didn't need established business. 
I had the experience and ability to build an accident and health 
business as long as I had the vehicle. I had already proved this by 
building a national insurance sales organization. 

And then I made the next step: I asked for Divine guidance and 
help. 

While analyzing the immediate problems with which I might be 
faced, it occurred to me that I should let the world know what I 
wanted, and the world would help me. (Now this conclusion was 
not in conflict with the principles laid down by Napoleon Hill in 
Think and Grow Rich wherein he states that you keep your definite 
objectives a secret except to members of your mastermind 
alliance. When I found the company that I wished to buy, I 
would, of course, follow his suggestion and keep the negotiations 
a secret from the world until I closed the deal.) 

So I let the world know what I wanted. Every time I met a 
person in the industry who might give me information, I told 
him what I was looking for. 

Joe Gibson of Excess Insurance was such a person. I had met 
him on just one occasion. 



218 



The new year was started with enthusiasm as I had a big 
objective and I set out to reach it. One month passed. Two. Six 
months passed. At last ten months had gone by. And although I 
had checked into many possibilities, none fulfilled my two basic 
requirements. 

Then one Saturday in the month of October when I was seated 
at my desk with my papers pushed back, engaged in study, 
planning, thinking time, I checked off the list of my objectives 
for the year. All had been achieved but one — the important 
one. 

Just two months to go, I said to myself. There is a way. While I 
don't know what it is, I know I'll find it. For it never occurred to 
me that my aim could not be reached or that it wouldn't be 
reached within the time limit specified. There is always a way, I 
said to myself. Again, as on similar occasions, I asked for Divine 
guidance and help. 

Now two days later something unexpected happened. I was again 
seated at my desk. This time I was busy dictating. The telephone 
rang a disturbing note at my elbow. I picked up the receiver and 
a voice said: "Hello, Clem. This is Joe Gibson." Our 
conversation was short, and I will never forget it. Joe talked 
rapidly: 

"I thought you would be interested in knowing that the 
Commercial Credit Company of Baltimore will probably 
liquidate the Pennsylvania Casualty Company because of its 
tremendous losses. Of course, you know Commercial Credit 
owns Pennsylvania Casualty. There will be a meeting of the 
Board of Directors next Thursday in Baltimore. All the 
Pennsylvania Casualty Company's business is already being re- 
insured by two other insurance companies owned by 
Commercial Credit. The name of the executive vice president of 
Commercial Credit is E. H. Warheim." 



219 



I thanked Joe Gibson warmly, asked him one or two more 
questions, and then hung up the phone. After a few minutes of 
thought it flashed into my mind that if I could conceive a plan 
whereby Commercial Credit Company would accomplish its 
objectives more quickly and with greater certainty than under its 
proposed plan, it shouldn't be difficult to persuade the directors 
to accept such a plan. 

I didn't know Mr. Warheim, and therefore was hesitant to call 
him, but I felt that speed was of the essence. And then two self- 
motivators forced me to act. 

Where there is nothing to lose by trying and everything to gain if successful, 
all means try. Do It Now! 



And without a second's further hesitation, I picked up the phone 
and placed a long distance call to E. H. Warheim in Baltimore. 
"Mr. Warheim," I began with a smile in my voice. "I have some 
good news for you!" 

And then I introduced myself and explained that I had heard of 
the possible action to be taken regarding the Pennsylvania 
Casualty Company and that I thought I would be in a position to 
help them reach their objectives more quickly. Then and there I 
made an appointment to see Mr. Warheim and his associates the 
following day at 2 p.m. in Baltimore. 

At 2 p.m. the next day W. Russell Arlington, my attorney, and I 
met with Mr. Warheim and his associates. 

Pennsylvania Casualty Company fulfilled my needs. It had a 
charter permitting it to operate in 35 states. It had no insurance 
in force as the business had already been reinsured by other 
companies. By making the sale, Commercial Credit Company 
accomplished its objectives quickly and with certainty. In 
addition they received $25,000 from me for the charter. 



220 



Now the company had $1,600,000 in liquid assets: negotiable 
securities and cash. How did I get the one million six hundred 
thousand dollars? I used OPM. It happened this way: 

"What about the one million six hundred thousand dollars in 
assets?" Mr. Warheim asked. 

I was ready for the question and immediately responded: 
"Commercial Credit Company is in the business of lending 
money. I will just borrow the one million six hundred thousand 
dollars from you." 

We all laughed, and then I continued: "You have everything to gain 
and nothing to lose. For everything I own will be behind the loan, 
including the one million six hundred thousand dollar company 
that I am now buying. 

"Besides, you are in the business of lending money. And what 
better security could you have than the pledge of the company 
you are selling me? In addition, you will receive interest on the 
loan. 

"What is most important to you is that this way you will solve 
your problem swiftly and with certainty." 

When I hesitated, Mr. Warheim asked another very important 
question: "How are you going to repay the loan?" 

And I was ready for that question too. My response was: "I will 
repay the entire loan in sixty days. 

"You see, I don't need more than a half million dollars to operate 
an accident and health company in the 35 states in which 
Pennsylvania Casualty Company is licensed. 



221 



"As the company will be wholly owned by me, all I need to do is 
to reduce the capital and surplus of Pennsylvania Casualty 
Company from one million six hundred thousand dollars to five 
hundred thousand dollars, which I can then apply to my loan 
with you. 

"You and I know that a businessman is faced with the matter of 
income taxes on any transaction involving income or 
expenditures. But no income tax payments will be required on 
this transaction for the simple reason that the Pennsylvania 
Casualty Company has not made profits, and no part of the 
money I receive when I reduce the capital will, therefore, be 
from profits." 

And then another question was asked me: "What about your 
plans to repay the balance of the half million dollars?" 

Again I was prepared to answer and said: "This should be easy. 
The Pennsylvania Casualty Company has assets consisting only 
of cash, government bonds, and high grade securities. I can 
borrow the half million dollars from the banks with which I have 
been doing business by pledging my interest in Pennsylvania 
Casualty Company and my other assets as additional security to 
back the loan." 

When Mr. Arrington and I left the office of Commercial Credit 
Company at 5:00 p.m., the deal was closed. 

Now this experience is related in detail here to illustrate the steps 
one takes to achieve his aims through the use of OPM. If you will 
refer to Chapter Eleven entitled "Is There a Short Cut to Riches?" 
you will see how the principles mentioned there were applied 
here. 



222 



While this story indicates how the use of OPM can help a person, 
credit can sometimes be harmful. 

Warning — credit can hurt you. So far we have been talking 
about the benefits of the use of credit. We have been talking 
about the practice of borrowing money for the purpose of making 
money. This is capitalism. This is good. 

But that which is good can be harmful to a person with a negative 
mental attitude. Credit is no exception. And credit may make a 
person who has been honest become dishonest. The abuse of 
credit is one of the main sources of worry, frustration, 
unhappiness, and dishonesty. 

Now we are talking about credit given voluntarily by a creditor. 
He gives credit to a person who he thinks has the quality of being 
worthy, on whose truthfulness he can rely. The one who betrays 
such a trust is dishonest. Such a person is the one who will 
borrow money or purchase merchandise without the intent to 
make the payments agreed upon or to pay the loan in full. 

Likewise, the honest person can become dishonest when he 
neglects to repay the loans he makes, or pay for the merchandise 
he buys, even though circumstances may prevent him from 
making a payment on the due date. 

For the man under the influence of the PMA side of his talisman 
will have the courage to face the truth. He will have the courage 
to notify his creditors as far in advance as possible when 
circumstances prevent him from making a payment. And then he 
will work out some satisfactory arrangement by mutual consent 
with his creditor. Above everything else, he will sacrifice until 
his obligation is finally fully paid. 



223 



The honest man with common sense does not abuse credit 
privileges. 

The honest man who lacks common sense will borrow or 
purchase on credit indiscriminately. And then because he sees no 
way to pay his creditors, the NMA influence of his talisman 
exerts such a terrific force on him that he may become dishonest. 
He may feel his situation is hopeless and he can do nothing about 
it. He realizes that he won't be thrown into jail for owing 
borrowed money. Although he thinks he is not going to be 
punished, in reality his worries, fears, and frustrations are a very 
real punishment. 

And he remains dishonest until he comes under the strong 
influences of the PMA side of his talisman — influences strong 
enough to cause him to clear his obligations in full. 

The abuse of credit privileges has literally brought on physical, 
mental, and moral illness. Remember Necessity, NMA, and Crime 
in Chapter Three entitled "Clear the Cobwebs From Your 
Thinking." 

Warning — OPM and cycles. As a very young salesman in the 
early part of 1928, W. Clement Stone called on an officer at the 
Continental Illinois National Bank and Trust Company in 
Chicago. The banker was talking to a customer or friend. While 
the young salesman was waiting, he overheard him say, "The 
market just can't keep going up forever. I'm selling my shares." 

Some of the keenest investors in the country lost fortunes when 
the stock market crashed the following year — all because they 
lacked the knowledge of cycles, or, if they had the knowledge, 
they, unlike the banker, failed to act. 



224 



Tens of thousands of individuals engaging in all forms of 
business enterprises, including farming, lost their wealth — even 
though they were honest, prudent persons. Their wealth was 
acquired through OPM. As their securities increased in value, 
they borrowed more money to purchase more securities, farmland 
or other assets. 

When the market value of their securities fell, they were unable to 
pay when the banks were forced to call in their loans. 

Cycles repeat with regularity. So, in the first half of the 1970s, 
thousands of honest, prudent persons again lost their wealth 
because they didn't clear their loans in time by selling a portion of 
their securities — or didn't refrain from going further into debt to 
make additional purchases. When you use OPM, be certain to 
calculate how you can and will pay the individual or institution 
that loaned you the money. 

Important: If you have lost a portion or all of your wealth, 
remember that cycles repeat. Don't hesitate to start over again at 
the proper time. Many wealthy persons today lost fortunes 
previously. But because they didn't lose their PMA, they had the 
courage to learn from their experiences and, subsequently, 
acquired even greater wealth. 

If you would like to learn more about cycles, refer to Cycles — 
The Mysterious Forces That Trigger Events, by Edward R. 
Dewey and Og Mandino. You may find it exceedingly profitable. 
You can keep abreast of the theories and experiments on cycles 
by subscribing to Cycles magazine (write to 124 S. Highland 
Ave., Pittsburgh, Pennsylvania.) 

In business, there are very few numbers necessary in the 
combination to success, but if one or more of the numbers are 
missing, you will fail until you find the missing numbers. 



225 



The use of other people's money has been the means whereby 
honest men who were poor became rich. Money or credit is an 
important number in the combination to business success. 

The missing number. A young sales manager, whose yearly 
earnings are in excess of $35,000, wrote: 

"I have a feeling: the type of feeling one would have if he were 
standing in front of a safe which held all the wealth, happiness, 
and success in the world, and he had all the numbers to the 
combination — except one. Just one number! If he had it, he 
could open the door." 

Often the difference between poverty and wealth lies in the 
employment of all principles in a formula but one. Just that one 
missing number makes the difference! 

This can be illustrated in the experience of another man who had 
been successful in selling cosmetics for a manufacturer before he 
went into business for himself. 

In his own business Leonard Lavin, like any man who starts from 
the bottom, was faced with problems. As you will see later, that 
was good. It was good because he had to study, think, plan, and 
work hard before he found a solution to each problem. 

Bernice, his wife, and he formed a perfect mastermind alliance. 
And they worked together in perfect harmony. They 
manufactured one cosmetic item and acted as distributors for 
other companies. But they lacked working capital so they were 
forced to do the work themselves. 

As their business grew, Bernice became an expert in office 
management and purchasing, and an excellent administrator. 
Leonard became a successful sales manager and efficient 
production manager. And when the business grew, they were 



226 



wise enough to employ the services of a lawyer with good 
common sense — the kind that gets things done. And they also 
benefited from the services of an expert in accounting and taxes. 

The way to make a fortune is to manufacture or sell a product or 
service (preferably a necessity at a low cost) that repeats. They 
did both. 

Every dollar that could be spared was plowed back into the 
business. Necessity motivated them to: study, think, and plan; 
make one dollar do the part of many; obtain maximum results 
from every working hour; eliminate waste. 

Month by month their sales moved forward as Leonard 
aggressively sought to break each previous sales record. He 
became known in the industry as a man who knew his business. 
To many, he became known as a man who learned to go the extra 
mile. 

Going the extra mile in two instances completely changed the 
course of his career for the better. 

In the one instance his banker introduced him to three of the 
bank's clients who had made an investment in another cosmetic 
company. They needed expert advice from someone with good 
common sense. And Leonard took the time to help them. 

Leonard went the extra mile in doing a good turn for a buyer in a 
drug store in Los Angeles. And then one day the buyer showed 
his appreciation by confidentially informing Leonard that the firm 
manufacturing VO-5, a quality hair dressing, might be for sale. 
Leonard got excited. For here was a 15-year-old company with a 
quality product that had leveled off. He knew, from his cosmetic 
experience and from the study of cycles and trends, that all this 
company needed was new life, new blood, new activity. 



227 



He acted on the self-starter Do It Now! In fact that very evening 
he was in conference with the owner. Now ordinarily in a 
transaction of this type, where the buyer and seller don't know 
each other, it takes weeks and sometimes months to negotiate — 
before there is a meeting of the minds. A pleasing personality and 
good common sense on the part of the buyer or seller often 
eliminate unnecessary delays. Because of Leonard's pleasing per- 
sonality and his good common sense, the owner agreed to sell the 
company for $400,000 that same night. 

Now it is true that Leonard had been doing well but it was also 
true that every dollar he could spare was being plowed back into 
his business. Where could he get $400,000? 

In his hotel room that night he realized that he had all of the 
combinations to real wealth but one. Just one — money. 

The next morning, as he awakened, he had a flash of inspiration. 
Again he reacted to the self-starter Do It Now! For he made a 
long distance telephone call to one of the three men to whom he 
was introduced by his banker. He had helped them and perhaps 
they could give him the right advice. For they knew more about 
financing than he. Because they had invested in another cosmetic 
company, perhaps they would invest in his. They did. 

And because these men were experienced in investing, they 
employed a successful investment formula which made it 
necessary for Leonard to agree to: (a) Consolidate all his 
operations; (b) devote his entire efforts to one corporation; (c) 
have the corporation pay back the loan on quarterly installments 
over a five-year period; (d) pay at the going rate of interest on 
the loan; and (e) give 25% of the corporation's stock as a 
premium for the investment gamble. 



228 



Leonard did agree. He saw the value of the use of OPM. The 
three men used OPM, too. They borrowed the $400,000 from 
their banks. 

The missing number — now Leonard and Bernice had it! They 
worked long hours. They put then: hearts into the business. They 
found it a thrilling game. 

It wasn't long before VO-5 was being used in every part of the 
United States and in many foreign countries. 

December is usually the slowest month of the year for the 
cosmetic manufacturer. But in December, a year and a half after 
Leonard and Bernice took over the management of VO-5 and 
another product which was acquired — Rinse Away — the 
factory had a dollar volume of more than $870,000. That was as 
much as VO-5 and Rinse Away together had received during their 
past years under previous management. 

And Bernice and Leonard found the missing number. With it they 
found the combination to acquire wealth. For it was only three 
years after the acquisition of VO-5 that their equities in their 
company were valued in excess of a million dollars. 

Now the numbers in Leonard Lavin's combination for success 
were: 

No. 1: A product or service that repeats. 

No. 2: A company that is making money with an exclusive 
product or trade name, but which has leveled off. 

No. 3: A good experienced production manager who operates 
the factory with maximum efficiency, 



229 



No. 4: A successful experienced sales manager who constantly 
increases sales (at a profit to the company) by adhering 
to a successful sales formula and simultaneously seeking 
better sales methods. 

No. 5: A good administrator with PMA. 

No. 6: An expert accountant who understands cost accounting 
and income tax law. 

No. 7: A good lawyer with common sense and PMA who gets 
things done. 

No. 8: Sufficient working capital or credit to operate the business 
and expand it at the right time. 

You, too, can use OPM for: "Business? It is quite simple. It is 
other people's money." 

Now if you choose to learn the principles in this chapter as well 
as those in Chapter Twelve entitled "Attract — Don't Repel — 
Wealth," you, like Leonard and Bernice Lavin, can find the 
missing numbers to unlock the door to riches for yourself. 

But to be healthy and happy, you must find satisfaction in your 
job. When you read the next chapter, you will learn how. 

PILOT NO. 13 
Thoughts to Steer By 

1. "Business? It is quite simple. It is other people's money!" 

2. OPM: other people's money is the way to acquire wealth. 



230 



3. The basic unwritten premise in "Use OPM" is: operate on the 
highest ethical standards of integrity, honor, honesty, loyalty, 
consent, and the Golden Rule. 

4. The dishonest man is not entitled to credit. 

5. Your banker is your friend. 

6. Where there is nothing to lose by trying, and a great deal to 
gain if successful, by all means try ! 

7. When you want to make a deal with someone, develop a plan 
that will give him what he wants, and in doing so get what you 
want. A good deal is mutually advantageous. 

8. Credit used indiscriminately can hurt you. Abuse of credit is 
the cause of much frustration, misery and dishonesty. 

9. To unlock the combination to success, you must know all the 
necessary numbers. Just one missing number may keep you 
from achieving your goal. 

10. You too can find the missing numbers and unlock the door to 
riches for yourself. 

11. Learn about cycles in order to know when to expand, and 
when to make and pay off loans. 

HAVE THE COURAGE 

TO 

FACE THE TRUTH! 



231 



CHAPTER 14 

How to Find Satisfaction 
in Your Job 

No matter what your job may be — boss or employee; plant 
manager or factory worker; doctor or nurse; lawyer or secretary; 
teacher or student; housewife or maid — you owe it to yourself to 
find satisfaction in your job as long as you have it. 

You can, you know. Satisfaction is a mental attitude. Your own 
mental attitude is the one thing you possess over which you alone 
have complete control. You can determine to find satisfaction in 
your job, and discover the way to do so. 

You are more apt to find satisfaction in your job if you do "what 
comes naturally" — that for which you have a natural aptitude or 
liking. When you take a job that doesn't "come naturally" you 
may experience mental and emotional conflicts and frustrations. 
You can, however, neutralize and eventually overcome such 
conflicts and frustrations — if you use PMA, and if you are 
motivated to gain experience to become proficient in the job. 

Jerry Asam has PMA. And Jerry Asam loves his work. He finds 
satisfaction in his job. 

Who is Jerry Asam? What does he do? 

Jerry is a descendant of the Hawaiian kings. The job he loves so 
much is that of sales manager for the Hawaiian office of a large 
organization. 

Jerry loves his work because he knows his work well and is very 
proficient in it. Thus, he is doing what comes naturally. But even 
so, Jerry has days when things could be a little rosier. In sales 



232 



work, days like this can be disturbing — if one does not study, 
think, and plan to correct difficulties and to maintain a positive 
mental attitude. So Jerry reads inspirational, self-help action 
books. 

Jerry had read such inspirational books and learned three very 
important lessons: 

1. You can control your mental attitude by the use of self- 
motivators. 

2. If you set a goal, you are more apt to recognize things that will 
help you achieve it than if you don't set a goal. And the higher 
you set your goal, the greater will be your achievement if you 
have PMA. 

3. To succeed in anything, it is necessary to know the rules and 
understand how to apply them. It is necessary to engage in 
constructive thinking, study, learning and planning time with 
regularity. 

Jerry believed these lessons. He got into action. He tried them out 
himself. He studied his company's sales manuals, and practiced 
what he learned in actual selling, He set his goals — high goals 
— and achieved them. And each morning he said to himself: "I 
feel healthy! I feel happy! I feel terrific!" And he did feel healthy, 
happy, and terrific. And his sales results were terrific too! 

When Jerry was sure he himself was proficient in his sales work, 
he gathered about himself a group of sales- men and taught them 
the lessons he had learned. He trained the men in the latest and 
best selling methods as set forth in his company's training 
manuals. He took them out personally and demonstrated how 
easy it is to sell if one uses the right methods, has a plan, and 
approaches each day with a positive mental attitude. He taught 
them to set high sales goals and to achieve them with PMA. 



233 



Every morning Jerry's group meets and recites enthusiastically, in 
unison: "I feel healthy! I feel happy! I feel terrific!" Then they 
laugh together, slap one another on the back for good luck, and 
each one goes his way to sell his quota for the day. Each man sets 
a goal and he sets it so high that older, more experienced 
salesmen and sales managers on the mainland are amazed. 

At the end of each week every salesman turns in a sales report 
that makes the president and sales manager of Jerry's organization 
smile big, broad smiles. 

Are Jerry and the men under him happy and satisfied in their 
jobs? You bet they are! And here are some of the reasons they are 
happy: 

1 . They have studied their work well; they know and understand 
the rules and techniques and how to apply them so well that 
what they are doing comes naturally to them. 

2. They set their goals regularly and they believe they will make 
them. They know that what the mind of man can conceive 
and believe, the mind of man can achieve with PMA. 

3. They keep a positive mental attitude continually by using self- 
motivators. 

4. They enjoy the satisfaction that comes with a job well done. 

"I feel healthy! I feel happy! I feel terrific!" Another young 
salesman in the same organization on the mainland learned to 
control his mental attitude through the use of Jerry Asam's self- 
motivator. He was an eighteen-year-old college student who was 
working during his summer vacation selling insurance on a cold- 
canvass basis in stores and offices. Some of the things he had 
learned during his two-week theoretical training period were: 



234 



1. The habits that a salesman develops within the first two weeks 
after leaving the sales school will follow him throughout his 
career. 

2. When you have a sales target — keep trying until you hit it. 

3. Aim higher. 

4. In your moment of need, use self-motivators such as: I feel 
healthy! I feel happy! I feel terrific! to motivate yourself to positive 
action in the desired direction. 

After he had a few weeks' selling experience, he set a specific 
target of achievement. He aimed to win an award. To qualify, it 
was necessary to make a minimum of one hundred sales in a 
single week. 

By Friday night of that week, he had succeeded in making eighty 
sales — twenty short of his target. The young salesman was 
determined that nothing would stop him from achieving his 
objective. He believed what he had been taught: What the mind of 
man can conceive and believe, the mind of man can achieve with 
PMA. Although the other salesmen in his group closed their 
week's work on Friday night, he was back on the job early 
Saturday morning. 

By three o'clock in the afternoon, he hadn't made a sale. He had 
been taught that sales are contingent upon the attitude of the 
salesman — not the prospect. 

He remembered the Jerry Asam self-motivator and repeated it 
five times with enthusiasm. I feel healthy! I feel happy! I feel 
terrific! 

About five o'clock that afternoon he had made three sales. He 
was only seventeen from his goal. He remembered that Success is 



235 



achieved by those who try and maintained by those who keep 
trying with PMA! Again he repeated several times with 
enthusiasm, / feel healthy! I feel happy! I feel terrific! About 
eleven o'clock that night — he was tired, but he was happy! He 
had made his twentieth sale for the day! He had hit his target! He 
had won the award and learned that failure can be turned into 
success by — keeping on trying. 

Mental attitude makes the difference. So it was mental attitude 
that motivated Jerry Asam and the salesmen under him to find 
satisfaction in their jobs. It was a controlled positive mental 
attitude which helped the young student earn the reward and 
satisfaction he sought. 

Just look about you. Notice those people who enjoy their work 
and those who don't. What's the difference between them? Happy, 
satisfied persons control their mental attitude. They take a 
positive view of their situation. They look for the good, and when 
something isn't so good, they look first to themselves to see if 
they can improve it. They try to learn more about their work so 
that they can become more proficient and make their work more 
satisfying to themselves and their employer. 

But those who are unhappy clutch their NMA tightly. Indeed, it is 
almost as if they want to be unhappy. They look for everything 
about which they can complain: the hours are too long; lunch 
hours are too short; the boss is too crabby; the company doesn't 
give enough holidays or the right kind of bonuses. Or maybe they 
even complain about irrelevant things, such as: Susie wears the 
same dress every day; John the bookkeeper doesn't write legibly, 
and so on, and so on. Anything — just so they can be unhappy. 
And they succeed very well, too. They are decidedly unhappy 
people — on the job and generally elsewhere too. NMA 
possesses them entirely. 



236 



And this is true regardless of the type of work involved. If you 
want to be happy and satisfied, you can be: you will control your 
mental attitude and reverse your talisman from NMA to PMA; 
you will look for ways and means to create happiness. 

If you can bring happiness and enthusiasm into your work 
situation, you'll be making a contribution that few others could 
equal. You will make your work fun and your job satisfaction 
will be measured in smiles — and in productivity, too. 

A definite goal made her enthusiastic. In one of our classes, we 
were talking about this principle of bringing enthusiasm into 
one's job, when a young lady in the rear of the classroom raised 
her hand. She got to her feet and said: 

"I've come here with my husband. What you say may be all right 
for a man in business, but it's no good for a housewife. You men 
have new and interesting challenges every day. But it's not like 
that with housework. The trouble with housework is... it's just too 
darned daily." 

This seemed like a real challenge to us: there are a lot of people 
who have jobs that are "just too darned daily." If we could find 
some way to help this young lady, perhaps we could help others 
who thought their work was routine. We asked her what made her 
housework seem so "daily," and it turned out that she had no 
sooner finished making the beds when they were dirtied again, 
washing the dishes when they were soiled again, cleaning the 
floors when they were muddied again. "You just get these things 
done so they can get undone," she said. 

"It does seem frustrating," the instructor agreed. "Are there any 
women who do enjoy housework?" 

"Well, yes, I guess there are," she said. 



237 



"What do they find in housework to interest them and keep them 
enthusiastic?" 

After a moment's thought the young woman replied, "Maybe it's 
their attitude. They don't seem to think their work is confining; 
they seem to see something beyond the routine." 

This was the crux of the problem. One of the secrets of job 
satisfaction is being able to "see beyond the routine." It is 
knowing that your work is leading somewhere. This is true 
whether you are a housewife or a file clerk, a gasoline pump 
operator or the president of a large corporation. You'll find 
satisfaction in routine chores only when you see them as stepping 
stones. Each chore I a stone, leading in a direction that you 
choose. 

Use the step-stone theory. The answer, then, for this young 
housewife, was to find some goal which she really wanted to 
achieve, and to find a way to make her routine daily housework 
lead to the attainment of that goal. She volunteered the 
information that she had always wanted to take her family on a 
trip around the world. 

"All right," the instructor said. "We'll settle on that Now, set 
yourself a time limit. When do you want to go?" 

"When the baby is twelve years old," she said. "That will be six 
years from now." 

"Now, let's see. This will take a little doing. You will need 
money, for one thing. Your husband will have to be able to take 
off for a year. You will have to plan an itinerary. You will want 
to study up on the countries you will be visiting. Do you suppose 
you can find a way to let bed-making, dish- washing, floor- 



238 



scrubbing, and meal-planning be stepping stones toward your 
goal?" 

A few months later the lady in this story came to see us. It was 
apparent the minute she walked into the room that here was a 
woman who had succeeded proudly. 

"It's amazing," she told us, "how well this stepping-stone idea has 
worked! I haven't found a single chore that doesn't fit in. I use my 
cleaning time as a thinking and planning time. Shopping time is a 
wonderful time to expand our horizons: I deliberately buy foods 
from other countries: foods that we will be eating on our trip. 
And I use the meal time as a teaching time. If we are having 
Chinese egg noodles, I read all I can find about China and its 
people, and then at dinner I tell the family all about them. 



"Not one of my duties is dull or uninteresting to me anymore. 
And I know they never will be again, thanks to the step-stone 
theory!" 

So no matter how humdrum or tiresome your job may be, if at the 
end of it you see a goal that you desire, that job can bring 
satisfaction to you. This is a situation which confronts many 
persons in all walks of life. One young man may want to be a 
doctor, but he has to work his way through school. The job he 
takes will be decided by many factors, such as hours, location, 
rate of pay, and so on. Aptitude will have little to do with it. A 
very intelligent, ambitious, young man may end up behind a soda 
fountain, washing cars, or digging ditches. Certainly the job 
offers him no challenge or stimulation. It is merely a means to an 
end. Yet because he knows he is going where he wants to go, to 
him whatever strains the job may impose on him are worth the 
end result. 



239 



Sometimes, however, the price to be paid on a given job is too 
high in relation to the goal which it will purchase. And if such a 
job should happen to be yours, change your job. For if you are 
unhappy at your job, the poisons of this dissatisfaction spread 
into every phase of living. 

If, however, the job is worth the price but you are still unhappy, 
develop inspirational dissatisfaction. Dissatisfaction can be 
positive or negative, good or bad, depending upon the 
circumstances. Remember: A positive mental attitude is the right 
mental attitude in a given situation. 

Develop inspirational dissatisfaction! Charles Becker, former 
president of Franklin Life Insurance Company, says: "I would 
urge that you be dissatisfied. Not dissatisfied in the sense of 
disgruntlement, but dissatisfied in the sense of that 'divine 
discontent' which throughout the history of the world has 
produced all real progress and reform. I hope you will never be 
satisfied. I hope you will constantly feel the urge to improve and 
perfect not only yourself, but the world around you." 

Inspirational dissatisfaction can motivate persons from sinner to 
saint, failure to success, poverty to riches, defeat to victory, and 
misery to happiness. 

What do you do: when you make a mistake? when things go 
wrong? when misunderstandings develop with others? when you 
meet defeat? when everything seems black? when it appears that 
there is no way to turn? when it looks as if a satisfactory solution 
to your problem is impossible? 

Do you: Do nothing and allow disaster to overtake you? Do you 
fold up? Become frightened? Run away? 



240 



Or, do you develop inspirational dissatisfaction? Do you turn 
disadvantages into advantages? Do you determine what you 
want? Do you apply faith, clear thinking, and positive action, 
knowing that desirable results can and will be achieved? 

Napoleon Hill says every adversity has the seed of an equivalent 
benefit. Isn't it true that in the past what seemed to be a great 
difficulty or an unfortunate experience has inspired you to 
success and happiness that might not otherwise have been 
achieved? 

Inspirational dissatisfaction can motivate you to succeed. 

Albert Einstein was dissatisfied because Newton's laws didn't 
answer all his questions. So he kept inquiring into nature and 
higher mathematics until he came up with the theory of relativity 
. . . And from that theory the world has developed the method of 
breaking the atom, learned the secret of transmuting energy into 
matter and vice versa, and dared and succeeded to conquer space 
— and all sorts of amazing things we very likely would not have 
accomplished if Einstein had not developed inspirational 
dissatisfaction. 

Now, of course, we are not all Einsteins, and what results from 
our inspirational dissatisfaction may not change the world. But it 
can change our world and we can move forward in the direction 
we want to go. Let us tell you what happened to Clarence Lantzer 
when he became dissatisfied with his job. 

Was it worth it? Now Clarence Lantzer had been a streetcar 
conductor in Canton, Ohio, for years. And one day he woke up in 
the morning and decided that he didn't like his job. It was too 
muck the same. He was sick and tired of it. The more Clarence 
thought about the matter, the more dissatisfied he became. And 
he seemed to be unable to quit thinking about it. His 



241 



dissatisfaction grew almost to an obsession. Clarence was 
mightily dissatisfied. 

But when you have worked for a company as long as Clarence 
had worked for his streetcar company, you don't just quit because 
you decide that you are unhappy. At least; not if you are 
interested in whether or not your bread will be buttered. 

Besides, Clarence had taken the PMA Science of Success course, 
and he had learned that one could be happy on any job if one 
wanted to. The thing to do was to adopt the right attitude. 

So Clarence decided to take a sensible view of the situation and 
see what he could do about it. "How can I be happier on the job?" 
he asked himself. 

And he came up with a very good answer indeed. He decided that 
he would be happier if he made others happy. 

Now there were many people whom he could make happy, for he 
met many folks on his streetcar every day. He had always been 
able to make friends readily, so he thought: "I'll use this trait to 
make each day a little brighter for every person who boards my 
car." 

Clarence's plan was wonderful — the customers thought. They 
enjoyed his little courtesies and cheerful greetings immensely. 
And they were happier, and so was Clarence, as the result of his 
cheerfulness and consideration. 

But his supervisor took the opposite attitude. So the supervisor 
called Clarence in and warned him to stop all this unwonted 
affability. 



242 



But Clarence paid no attention to the warning. He was having a 
good time making others happy. And as far as he and the 
customers were concerned, he was making a terrific success of 
his job. 

Clarence was fired! 

So Clarence had a problem — and that was good. At least, 
according to the PMA Science of Success course, it was good. 
Clarence decided that perhaps he had better visit Napoleon Hill 
(who was living in Canton at the time) and see how and why this 
problem was so good. He called Mr. Hill and arranged for an 
appointment the next afternoon. 

"I've read Think and Grow Rich, Mr. Hill, and I've studied the 
PMA Science of Success, but somewhere I must have gotten off 
on the wrong track." And he told Napoleon Hill what had 
happened to him. "Now what do I do?" he concluded. 

Napoleon Hill smiled. "Let's look at your problem," he said. "You 
were dissatisfied with your work as it was. You did exactly right. 
You tried to use your best asset, your friendly and affable 
disposition, to do a better job and get and give more satisfaction 
on the job. The problem arises from the fact that your superior 
didn't have the imagination to see the value of what you were 
doing. But that's wonderful! Why? Because now you are in a 
position to use your fine personality for even greater goals." 

And Napoleon Hill showed Clarence Lantzer that he could use 
his fine abilities and friendly disposition to much better 
advantage as a salesman than as a streetcar conductor. So 
Clarence applied for and got a job as an agent for the New York 
Life Insurance Company. 



243 



The first prospect Clarence called on was the president of the 
streetcar company. Clarence turned his personality loose on this 
gentleman, and came out of the office with an application for a 
$100,000 policy! 

The last time Hill saw Lantzer, he had become one of New York 
Life's biggest producers. 

Are you a square peg in a round hole? The characteristics, 
abilities, and capacities that make you happy and successful in 
one environment may create an opposite reaction in another. You 
have a tendency to do well what you want to do. 

You are called a "square peg in a round hole" when you work or 
engage in activities that do not come naturally, and that are 
inwardly repellent. In such an unhappy situation you can change 
your position and place yourself in an environment that is 
pleasing to you. 

It may not be feasible to change your position. You can then 
make adjustments in your environment to coincide with your 
characteristics, abilities, and capacities so that you will be happy. 
When you do this, you "square the hole." This solution will help 
change your attitude from negative to positive. 

If you develop and maintain a burning desire to do so, you can 
even neutralize and change your tendencies and habits by 
establishing new ones. You can "round the peg" if you are 
sufficiently motivated. But before you achieve success in 
changing your tendencies and habits, be prepared to face mental 
and moral conflicts. You can win if you are willing to pay the 
price. You may find it difficult to pay each necessary installment 
— particularly the first few. But when you have paid in full, the 
newly established traits will predominate. The old tendencies and 



244 



habits will become dormant. You will be happy because you will 
be doing what now comes naturally. 

To guarantee success it is desirable that you try zealously to 
maintain physical, mental, and moral health during the period of 
such an internal struggle. 

In the next chapter, "Your Magnificent Obsession," you will see 
how to neutralize your mental conflicts. 

PILOT NO. 14 
Thoughts to Steer By 

1. Satisfaction is a mental attitude. 

2. Your own mental attitude is the one thing you possess over 
which you alone have complete control. 

3. Memorize: I feel healthy! I feel happy! I feel terrific! 

4. When you set a goal — aim higher! 

5. Know the rules and understand how to apply them. 

6. Set your target and keep trying until you hit it. 

7. See beyond the routine. Use the step-stone theory. 

8. Develop inspirational dissatisfaction. 

9. What do you do if you are a square peg in a round hole? 

DEFEAT MAY BE A STEPPING STONE 

OR A STUMBLING BLOCK 

DEPENDING ON WHETHER 

YOUR ATTITUDE 
IS POSITIVE OR NEGATIVE 



245 



CHAPTER 15 
Your Magnificent Obsession 

With the idea that we are about to give you, you can have riches 
far beyond your fondest hope. 

This idea will bring you a wealth of happiness. For your 
personality will expand. And you will receive affection and love, 
both of a quality and a quantity you have never before dreamed 
possible. 

This principle was expressed dramatically on many occasions by 
the author, Lloyd C. Douglas. When Douglas retired from the 
ministry he moved into a more extended form of inspirational 
teaching: the writing of novels. His ministry had reached 
hundreds; his books reached thousands; his movies, millions. 
And to each he preached the same basic message. But it was 
never so clearly expressed as in the novel The Magnificent 
Obsession. The principle is so obvious here that those who need 
it most may not see it at all. It is simply this: 

Develop an obsession — a Magnificent Obsession — to help 
others. 

Share yourself without expecting a reward, payment, or 
commendation. And above all else — keep your good turn a 
secret. 

And, if you do this, you will set in motion the powers of a 
universal law. For, try as you will to avoid payment for your 
good deed — blessings and rewards will be showered upon you. 

No matter who you are, you can have a Magnificent Obsession. 
Every living person can help others by sharing a part of himself. 



246 



You don't have to be rich or powerful to develop a Magnificent 
Obsession. Regardless of who you are, or what you have been, 
you can create inside yourself a burning desire to be helpful to 
others. 

Take, for example, the sinner with a magnificent obsession. 

You'll never know his name. That's a secret. When he was asked 
to help the Boys Clubs of America — an organization the sole 
purpose of which is the building of character in children — with a 
small donation, he refused. In fact, he was more than rude to the 
man who had called to interview him on this occasion. 

"Get out!" he said. "I'm sick and tired of people asking me for 
money ! " 

As the representative was walking toward the door to leave, he 
stopped, turned around, and looked kindly at the man sitting 
behind his desk. "You may not wish to share with the needy. But 
I do. I'll share with you a part of what I have — a prayer: May 
God bless you." And then he turned swiftly and left. 

You see, with a flash of inspiration the Boys Club representative 
had remembered: "... silver and gold have I none, but such as I 
have give I unto you." And a few days later an interesting thing 
happened. 

The man who had said, "Get out!" knocked on the door of the 
Club representative's office and asked, "May I come in?" He 
brought with him a part of what he had to share: a check for half 
a million dollars. As he laid the check on the desk, he said: "I am 
giving this on one condition: that you never let anyone know that 
I did it." 

"Why not?" he was asked. 



247 



"I don't want my name to represent to boys and girls that I am 
good. I'm not a saint. For I have been a sinner." 
And that is why you'll never know his name. Just he, the Boys 
Club representative, and the Greatest Giver of All know the name 
of the sinner whose money was donated for the purpose of 
helping boys and girls avoid doing the wrong things he had done. 

Like the Boys Club representative, you may not have money, but 
you can share by giving a part of what you have. And like him, 
you can be a part of a great cause. And you, too, when you give, 
can give generously. 

Your most preciously valued possessions and your greatest 
powers are often necessarily invisible and intangible. No one can 
take them. You and you alone can share them. 

The more you share, the more you will have. 

Now if you doubt this, you can prove it to yourself by giving: a 
smile to everyone you meet; a kind word; a pleasant response; 
appreciation with warmth from the heart; cheer; encouragement; 
hope; honor, credit, and applause; good thoughts; evidence of 
love for your fellow-men; happiness; a prayer for the godless and 
the godly; and time for a worthy cause with eagerness. 

If you do experiment by giving any one of the above, you will 
also prove to yourself what we have found is one of the most 
difficult principles to teach those who need it most: how to cause 
desirable actions within yourself. Until you do learn, you will fail 
to realize that what is left with you when you share it with others 
will multiply and grow; and what you withhold from others will 
diminish and decrease. Therefore, share that which is good and 
desirable and withhold that which is bad and undesirable. 



248 



Be a part of a great cause. We know of a mother who lost her 
only child: a beautiful, happy, teen-age girl who brought laughter 
and inspiration to all who were fortunate enough to know her. In 
attempting to neutralize the grief of her loss, this mother 
developed a most magnificent obsession and became a part of a 
great cause. Today she is among the many thousands of 
American women who are making this world a better world to 
live in. Because of the wonderful work she is doing and the 
beauty of her Magnificent obsession, we wrote and asked her if 
she would be land enough to share with us the inspiration which 
helped her develop her Magnificent Obsession. Her response 
was: 

"The searing agony of losing our beloved daughter is never far 
away in my mind. Conceived in love and nurtured with love, she 
held our entire future and all our hopes in every sense of the 
words. The Almighty took our only child from us at the age of 
fourteen-and-a-half. It Is impossible to describe our loss. The 
bright promise of the future went dull, for the light of our lives 
had been snuffed out. Everything that we had lived to the full be- 
came empty. All that was sweet turned bitter. 

"My husband and I reacted as does everyone. Our very existence 
was encompassed by the eternally unanswered question: WHY? 
My husband retired, we sold our home, and seeking an escape, 
did extensive traveling. Only when we came face to face with the 
harsh reality that we couldn't run away from our sadness and our 
memories did we return. Slowly, ever so slowly, we recognized 
that our loss was not exclusive. We had sought solace and found 
none, for our motives were self-centered. It took months for my 
mind to begin to accept the fact that all the joys of children and 
good health and security are blessings the Almighty loans to each 
of us. These infinite mercies which we finite persons presume to 
take for granted should each be cherished for their true meaning 
and great and irreplaceable value. 



249 



"How could I earn the right to keep my other blessings? How 
could I show my appreciation and thanks to Heaven for allowing 
me my husband's love, for living in this great nation of ours, for 
my friends and my five unimpaired senses, for all the good things 
that surrounded me? Now my efforts to find myself began to 
move in the right direction. 

"Although bereft of my dearest possession, the Almighty had 
given me, in recompense, an empathy with people and a clearer 
understanding of the problems besetting each of us. 
Proportionately, my own understanding in relation to adjusting to 
my loss grew apace, as my service in helping others increased. 

"I sought to find the niche in social work that would ultimately 
give me the opportunity to leave my small heritage for humanity 
in lieu of my beloved daughter and found the answer in City of 
Hope. 

"Now, as surely as time passes, my peace of mind, call it a 
Magnificent Obsession if you will, gains in stature. It is my 
earnest wish that all who suffer loss of a loved one can find 
comfort and serenity in service to others." 

Today the City of Hope, national medical and research center, 
renders entirely free patient care. Its services are dispensed on 
the highest humanitarian level in the belief that "Man is his 
brother's keeper." This wonderful mother found peace of mind in 
a truly Magnificent Obsession. 

The entire nation — in fact the entire world — can be affected 
by the Magnificent Obsession of just one man who wants to share 
a part of what he has. Orison Swett Marden was a man who 
shared a part of what he had and developed a Magnificent 
Obsession that changed the attitude of people from negative to 
positive. 



250 



The seeds of thought in a book grew into a Magnificent 
Obsession. At the age of seven Orison Swett Marden became an 
orphan. He was "bound out" for his room and board. At an early 
age he read Self-Help, by the Scottish author Samuel Smiles who, 
like Marden, had become an orphan as a young boy and had 
found the secrets of true success. The seeds of thought in Self- 
Help created a burning desire in Marden which grew into his 
magnificent obsession and made his world a better world in 
which to live. 

During the boom that preceded the panic of 1893, Marden owned 
and operated four hotels. Since their operation was entrusted to 
others, he was devoting much of his time to writing a book. 
Actually, he was fulfilling a desire to write a book that would 
motivate American youth as Self-Help had motivated him. He 
was working diligently on his inspirational manuscript when an 
ironical twist of fate struck him and tested his mettle. 

Marden entitled his work Pushing to the Front. And he took as 
his motto: "Let Every Occasion Be a Great Occasion for You 
Cannot Tell When Fate May Be Taking Your Measure for a 
Larger Place!" 

And at that very instant Fate was taking his measure for a larger 
place. The misfortune that struck him would have ruined many a 
man. What happened? 

The panic of 1893 struck. Two of the Marden hotels burned to the 
ground. His manuscript, nearly completed, was destroyed. His 
tangible wealth went down the drain, wiped out. 

But Marden had a Positive Mental Attitude. He looked about him 
to see what had happened to the nation and himself. His first 
conclusion was that the panic was brought on by fear: fear of the 
value of the American dollar; fear caused by the failure of a few 



251 



large corporations; fear of stock values; and fear of industrial 
unrest. 

Those fears caused the stock market to crash. Five hundred and 
sixty-seven banks and loan and trust companies, as well as a 
hundred and fifty-six railway companies, failed. Strikes were 
prevalent. Unemployment affected millons of persons. Because 
of drouth and heat, farmers experienced crop failures. 

Marden looked about him at the shambles in material things and 
human lives. He saw the great need for someone or something to 
inspire the nation and its people. Offers came to him to manage 
other hotels. He turned them down. A desire had caught hold of 
him, a Magnificent Obsession. And he combined it with PMA. 
He set to work on a new book. His new motto, a self-motivator: 
Every occasion is a great occasion! 

"If ever there was a time when America needed the help of a 
positive mental attitude, it is now," he told friends. 

He worked over a livery stable and lived on one dollar and a half 
each week. He worked almost unceasingly, day and night. He 
completed the first edition of Pushing to the Front in 1893. 

The book received immediate acceptance. It was used extensively 
in the public schools as a textbook and as a supplementary reader. 
Business houses circulated it among their employees. 
Distinguished educators, statesmen and members of the clergy, 
merchants, and sales managers commended it as a most powerful 
motivator to a positive mental attitude. And, in time, it was 
printed in twenty-five different languages. Millions of copies 
were sold. 

Marden, like the authors of Success Through a Positive Mental 
Attitude, believed that character is the cornerstone in building 



252 



and maintaining success. He believed the highest and best 
achievements are noble manhood and womanhood, and that the 
achievement of true integrity and well-rounded character is in 
itself success. He taught the secrets of financial and business 
success. But he also entered a perpetual protest against dollar 
chasing and over-reaching greed. He taught there is something 
infinitely better than making a living: It is making a noble life. 

Marden showed how some men may make millions and still be 
utter failures. Those who sacrifice their families, reputation, 
health — everything — for dollars are failures in life, regardless 
of how much money they may accumulate. He also taught that 
one may succeed without be coming a president or a millionaire. 

Perhaps one of the greatest achievements of Marden's 
Magnificent Obsession was the awakening of men and women to 
the realization that they could experience success if they would 
only employ the virtues they would like their children to have. 

Perhaps fully as rewarding to Marden, Pushing to the Front was 
instrumental in changing the attitude of an entire nation from 
negative to positive. And that influence was felt throughout the 
world. 

Marden demonstrated that a burning desire can generate the drive 
to action that is imperative for great achievement. 

As you have seen, it took courage and sacrifice for Orison Swett 
Marden to bring his Magnificent Obsession into reality. 

A Magnificent Obsession does take courage. You may need to 
stand alone in combating and repelling the ridicule and ignorance 
of the experts. Like great discoverers, creators, inventors, 
philosophers, and geniuses, you may be termed "crazy," "nuts," 
or a "crackpot." The experts may say what you are trying to do 



253 



can't be done. With time your burning desire and constant effort 
will bring your Magnificent Obsession into reality. When they 
say, "It can't be done," find a way to do it! 

A Magnificent Obsession will conquer in spite of the obstacles 
that stand in its way! Many years ago, a student at the University 
of Chicago and his friends went to hear a lecture by Sir Arthur 
Conan Doyle on spiritualism. They went for a lark. They meant 
to scoff. One of these students, J. B. Rhine, was impressed by the 
seriousness of the speaker. He began to listen. Certain ideas im- 
pressed him. He couldn't dismiss them from his mind. Sir Arthur 
Conan Doyle referred to men of great repute who were searching 
into the realm of psychic phenomena. J. B. Rhine decided to 
investigate and to engage in some research. 

In referring to the incident some time ago, Dr. Rhine, Director of 
The Parapsychology Laboratory at Duke University in North 
Carolina, said: "There were things said there that I should have 
known as a college student. During and after the lecture I began 
to recognize some of them. My education had omitted many of 
the things that were important, such as ways of seeking the un- 
known. I began to see some of the faults of the educational 
system of the day." 

He became interested in the freedom of all to secure new 
knowledge. He began to resent a system whereby seeking the 
truth in any form, or on any issue, became a taboo. He began to 
develop a burning desire to learn the truth scientifically regarding 
man's psychic powers. His burning desire turned into a 
Magnificent Obsession. 

Rhine had planned to devote his life to college teaching. He was 
warned that he would lose his reputation and that his earning 
power as a teacher would be impaired. His friends and college 
professors ridiculed him and endeavored to discourage him. 



254 



Some began to shun him. "I must find out for myself," he told a 
scientist friend. 

The friend responded: "When you do find out, keep it to yourself! 
No one is going to believe!" 

He did keep his discoveries to himself until he was able to 
develop confirmed scientific proof. Today he is honored and 
respected throughout the world. 

Over the past forty-five years his battles have been figuratively 
knuckle fighting every inch of the ground in combating taboos, 
ignorance, antagonism, and ridicule. 

One of the greatest obstacles with which Dr. Rhine has been 
constantly plagued over the years has been the lack of the 
necessary money for expanding his research. At one time, for 
example, his only EEG machine was assembled from the remains 
of one found in a junk pile. 

It had been discarded by a hospital. 

Have you ever thought that you can develop a Magnificent 
Obsession by becoming a part of a great cause and by sharing a 
part of what you have? If you have, you already realize that there 
are many college and university professors today whose 
Magnificent Obsessions are to seek the truth in various fields so 
that all mankind may be benefited by their discoveries. Because 
such persons spend all their time in searching for these truths, 
they are almost always handicapped by the lack of money to buy 
necessary equipment, provide for their own livelihood and the 
livings of others engaged in working on the project, etc. 



255 



You can become a part of such a cause and thus fulfill a 
magnificent obsession of your own. You can find such a 
dedicated person in almost any college or university. 

Money and a Magnificent Obsession! You might ask: How can 
we mention money in the same breath with a Magnificent 
Obsession? If you did we would respond: "Isn't money good?" 

Is money good? Is money good? Many negative-minded persons 
say, "Money is the root of all evil." But the Bible says: Love of 
money is the root of all evil. And there is a big difference between 
the two even though one little word makes the difference. 

It has been amazing to the authors to observe negative-minded 
persons react unfavorably to Think and Grow Rich and its 
contents. For these negative-minded persons might earn in a 
single year more than they now earn in a lifetime by changing 
their attitude from negative to positive. To do this it would be 
necessary to clear the cobwebs from their thinking regarding 
money. 

In our society money is the medium of exchange. Money is 
power. Like all power, money can be used for good or for evil. 
Think and Grow Rich has motivated many thousands of its 
readers to acquire great wealth through PMA. They have been 
inspired in Think and Grow Rich by the biographies of such men 
as: Henry Ford, William Wrigley, Henry L. Doherty, John D. 
Rockefeller, Thomas Alva Edison, Edward A. Filene, Julius 
Rosenwald, Edward J. Bok, and Andrew Carnegie. 

Now the men whose names you have just read established 
Foundations which even to this day have in the j aggregate in 
excess of one billion dollars: money set aside exclusively for 
charitable, religious, and educational purposes. Today 



256 



expenditures and grants from these Foundations total in excess of 
$200 million in a single year. 

Is money good? We know it is. 

The Magnificent Obsessions of these men will live in perpetuity. 

And the story of the life of Andrew Carnegie will convince the 
reader that Carnegie shared with others a part of what he had: 
money, philosophy, and something more, In fact, Success 
Through a Positive Mental Attitude would not have been written 
if it were not for Andrew Carnegie. That is why this book is 
dedicated to him, and to you. 

Let's talk about him and you. Let's learn from his philosophy. 
Let's see how we can apply it in our lives. 

A simple philosophy grew into a Magnificent Obsession! A 

poor Scottish immigrant boy became the richest man in America. 
His inspiring story and motivating philosophy are found in the 

Autobiography of Andrew Carnegie. 

As a boy and throughout his life Carnegie was motivated by a 
simple fundamental philosophy: Anything in life worth having is 
worth working fort This simple philosophy grew into a 
Magnificent Obsession. 

And before he died at the age of eighty-three, Carnegie had 
worked diligently for many years to share his great wealth 
intelligently with those then living and with future generations. 

While he lived, Carnegie was successful in giving approximately 
a half billion dollars through direct grants, Foundations, and 
trusts. His contribution of millions of dollars for the 



257 



establishment of libraries is a well-known example of the 
application of his standard: 

Anything in life worth having is worth working for! 

And the books in these libraries have been, and will continue to 
be, of benefit only to those persons who work to get the 
knowledge, understanding, and wisdom they contain by reading 
and studying them. 

In the year 1908, Napoleon Hill, at the age of eighteen, while 
working his way through college as a reporter for a magazine, 
interviewed the great steelmaker, philosopher, and philanthropist. 
The first interview lasted three hours. And then the great man 
invited the youngster to his home. 

For three days Carnegie indoctrinated Napoleon Hill with his 
philosophy. And be finally inspired the young reporter to devote 
at least twenty years of his life to study, research, and find the 
simple, underlying principles of success. Andrew Carnegie told 
Napoleon Hill that his greatest wealth consisted not in money but 
in what he termed — the philosophy of American achievement. 
He commissioned Napoleon Hill as his agent to share it with the 
world. 

And in this book he is sharing it with you. 

While he lived, Andrew Carnegie helped Napoleon Hill by giving 
him letters of introduction to the great men and women of his 
day. He advised him. He shared his thoughts with him. He helped 
him in every way, with but one exception — money. For he said, 
'Anything in life worth having is worth working for. " 

Now he knew that this self-motivator, when applied, would 
attract happiness and physical, mental, and spiritual health as well 



258 



as wealth. Everyone can learn and apply Andrew Carnegie's 
principles. 

It is customary for a man to share a part of his tangible wealth 
with his loved ones as he goes through life, or he may do so in his 
will. This world would be a better world to live in if each person 
would leave, as an inheritance to posterity, the philosophy and 
know-how that brought him happiness, physical, mental and 
spiritual health and wealth — as did Andrew Carnegie. 

The writings of Napoleon Hill make available to you the 
principles whereby Carnegie acquired his great wealth. They are 
just as applicable to you as they were to him. 

Another wealthy man who had a Magnificent Obsession and 
shared a part of what he had was Michael L. Benedum. His close 
friend, United States Senator Jennings Randolph, told us 
Benedum started on a salary of twenty-five dollars a week and 
became one of the richest men in America. He was worth over 
one hundred million dollars. And yet, the turning point in his 
career followed a very very minor incident. 

As a young man of twenty-five, Benedum courteously gave his 
seat on a train to an elderly stranger. To Benedum it was the 
obvious thing to do. And the elderly stranger turned out to be 
John Worthington, General Superintendent of the South Perm Oil 
Company. In the conversation that followed, Worthington offered 
Mike Benedum a job. Benedum accepted and eventually became 
"the discoverer of more oil than any other single individual who 
ever lived." 

Some people say you can judge a man by the philosophy by 
which he lives. Mike Benedum's philosophy about money went 
something like this: "I'm just a trustee for it and will be held 
accountable for the good I can accomplish with it, both in the 



259 



community as a whole and in behalf of opportunities for people 
coming up — even as I was given an opportunity, back when." 

Like so many others with a Magnificent Obsession, Benedum 
lived to a ripe old age. On his eighty-fifth birthday, he said: "I 
have been asked how I keep going at my age. My formula is to 
keep busy so that the years go by unnoticed. To despise nothing 
except selfishness, meanness, and corruption. To fear nothing 
except cowardice, disloyalty, and indifference. To covet nothing 
that is my neighbor's except his kindness of heart and his 
gentleness of spirit. To think many, many times of my friends 
and, if possible, seldom of my enemies. As I see it, age is not a 
question of years. It is a state of mind. You are as young as your 
faith, and today I think I have more faith in my fellow man, in my 
country, and in my God than I have ever had." 

You live longer with a Magnificent Obsession. Of course, it's 
the old story: the man who has something to live for lives longer. 
We realized this when we became well acquainted with men like 
the Honorable Herbert Hoover and General Robert E. Wood, who 
were doing so much for American youth when they shared their 
time and money with the Boys Clubs of America. And they were 
long-lived because of their Magnificent Obsessions. They 
devoted their thinking and time to projects that benefited others 
and, because their lives were the good lives of men with 
Magnificent Obsessions, they experienced the pleasure and 
therapeutic value of the esteem and love of their fellow men. 

Of course, you may not have the material wealth of an Andrew 
Carnegie or a Michael L. Benedum but that does not deprive you 
of building your own Magnificent Obsession. At least, it didn't 
Irving Rudolph. 

They're all in jail but my brother and me! Irving devoted his 
life to helping boys in blighted neighborhoods. This work was in 



260 



gratitude for having been saved by a new Boys Club in the rough 
neighborhood in which he was raised. 

How did Irving Rudolph get started in Boys Club work? 

He lived in a poor neighborhood — North Avenue and Halsted 
Street in Chicago. He traveled with a tough crowd. There was 
plenty of trouble. Plenty of things for boys to get into that they 
shouldn't. And not much to occupy their time to keep them out of 
trouble. One day a Boys Club was started in an abandoned church 
in the neighborhood. 

"My brother and I were the only two fellows in our gang who 
visited the Club," Irving explained. "They're all in jail but my 
brother and me. If it hadn't been for the Lincoln Unit Boys Club, 
we'd be there, too." 

Irving was grateful for what the Boys Club did for him and his 
brother. And he devoted his life to helping boys in blighted 
neighborhoods. Through his enthusiasm and zeal, large donations 
were received to support the Chicago Boys Clubs. Through him, 
men and women of influence were attracted to this cause. 

"I feel that my work is only a token payment of my gratitude to a 
Higher Power for bringing me and my brother under this 
influence," Irving explained. Then he added, "Just visit a Boys 
Club. See for yourself the good work that is being done. You will 
then feel a part of what I feel for the kids who have the need I 
had." 

Now there are thousands of men and women who are fulfilling 
their Magnificent Obsessions in sacrificing time and money to 
help the Boy Scouts of America. Your life has benefited from 
their Magnificent Obsessions if... 



261 



IF. 



If you do your best to try never to violate your honor by lying or 

cheating and always try to fulfill the responsibility with which 

you are entrusted. . . 

If you keep clean in thought and body — if you exemplify clean 

habits, clean speech, clean sport — if you associate with a clean 

crowd... 

If you stand up for the rights of others against the undesirable 
influence and coaxing of friends and threats of enemies — if 
defeat inspires you to try to succeed — if you have the courage to 
face danger in spite of fear. . . 

If you work faithfully and make the best of your opportunities — 
if you don't wantonly destroy property — if you save money so 
that you can pay your own way in this world and yet be generous 
to those in need and give financial help and time to worthy causes 
— if you do a good turn each day without expecting 
compensation... 

If you are a friend to all and a brother to every living man, 
woman, and child regardless of race, color, or creed . . . 

If you are prepared to learn to know dangers, to avoid negligence 
and to know the remedies necessary to help injured persons and 
save human lives, to share the duties and responsibilities in your 
home and place of business. . . 

If you are polite to all, especially to the weak, helpless, and 
unfortunate... 

If you will not kill or hurt any living creature needlessly, but 
strive to protect all living animals. . . 



262 



If you smile when you can, do your work promptly and 
cheerfully — and if you never shirk or grumble at responsibilities 
or hardships... 

If you are loyal to all to whom loyalty is due, to the members of 
your family, the firm for which you work and your country. . . 
If you respect duly constituted authorities and obey that which 
does not violate your moral code. . . 

If you do your best to do your duty to God and your country, to 
help other people at all times, to keep yourself physically strong, 
mentally awake, and morally straight. . . 

Then you live and act in response to the imprint in your 
subconscious mind of the Oath and Law of the Boy Scouts of 
America. What kind of a person would you be if you lived up to 
these standards? 

America is great because its people live by a great philosophy. It 
can be symbolized in the phrase The Great American Heart. 

Henry J. Kaiser was another with a Magnificent Obsession. He 
did so much to make his world a better world to live in. A 
quotation that hung on the wall of a blacksmith shop in England 
inspired him as it may also inspire you. It is: 

"What! Giving again?" I ask in dismay. 

"And must I keep giving and giving away?" 

"Oh no," said the angel looking me through, 

"Just keep giving till the Master stops giving to you!" 

In reading up to this point you started Where the Road to 
Achievement Began. You were awakened by Five Mental 
Bombshells for Attacking Success. And you have been given the 



263 



Key to The Citadel of Wealth. Now: Get Ready to Succeed! That 
is the purpose of the following chapters. 

PILOT NO. 15 
Thoughts to Steer By 

1. To develop a Magnificent Obsession: Share yourself with 
others without expecting a reward, payment or commendation. 
Keep your good turns a secret. 

2. Regardless of who you are, or what you have been, you can 
create inside yourself a burning desire to be helpful to others. 
You can develop your own Magnificent Obsession if you have 
PMA. 

3. When you share with others a part of what you have, that 
which remains will multiply and grow. The more you share, 
the more you will have. Therefore, share that which is good 
and desirable, and withhold that which is bad and undesirable. 

4. You can develop your own Magnificent Obsession by 
becoming a part of a good cause, as did the mother who lost 
her only child. 

5. Character is the cornerstone in building and maintaining 
success. But how can you improve your own character? 
Success Through a Positive Mental Attitude will help you find 
the right answers. 

6. There is something infinitely better than making a living: it is 
making a noble life. Do you believe this? If you do, what will 
you do about it? 

7. A burning desire can generate the drive to action that is 
imperative to great achievement. To develop a burning desire 
to achieve a specific goal, daily keep the goal before you. And 
strive to achieve it. 



264 



8. It takes courage and sacrifice to develop and maintain a 
Magnificent Obsession. You may need to stand alone against 
the ridicule and ignorance of others, as did Dr. Joseph Banks 
Rhine. 

9. Some people say money is the root of all evil. But the Bible 
says: Love of money is the root of all evil. The good or evil of 
money is contingent on a little difference. That little difference 
is whether your attitude is positive or negative. 

10. Men like Andrew Carnegie, Henry Ford, Michael Benedum 
used the power of their money to establish charitable, 
educational, and religious Foundations. The good that has been 
done by the Magnificent Obsessions of such men will live in 
perpetuity ! 

11. Anything in life worth having is worth working for. 

12. When you are asked to give money or time to a worthy cause, 
repeat to yourself: 

"What! Giving again?" I ask in dismay. 

"And must I keep giving and giving away?" 

"Oh no," said the angel looking me through, 

"Just keep giving till the Master stops giving to you!" 

THAT WHICH YOU SHARE WITH OTHERS 

WILL MULTIPLY AND 

THAT WHICH YOU WITHHOLD 

WILL DIMINISH! 

PART IV 

Get Ready to Succeed! 



265 



CHAPTER 16 
How to Raise Your Energy Level 

How is your energy level today? Did you wake up eager to face 
the tasks ahead? Did you push your chair back from the breakfast 
table with the feeling that you were rarin' to go? And did you 
plunge into your work with enthusiasm? 

You didn't? Perhaps for some time now you just haven't had the 
vim and vigor you think you should have. Perhaps you feel tired 
before the day begins, and drag through your work without joy. 

If so, let's do something about it! 

Vernon Wolfe, track coach, is an expert who can show us what to 
do. He is one of the outstanding coaches in the country. Under his 
tutelage, several high school students have broken national prep 
school records. 

How does he train these stars? Wolfe has a double prescription. 
He teaches them to condition both their minds and their bodies 
simultaneously. 

"If you believe you can do it," says Vernon Wolfe, "most of the 
time you can. It's mind over matter." 

You have two types of energy. One is physical, the other is 
mental and spiritual. The latter is by far the more important, for 
from your subconscious mind you can draw vast power and 
strength in time of need. 

Think, for example, of the great feats of strength and endurance 
you've read about people performing while under the stress of 
intense emotion. There is an automobile accident and a husband 



266 



is pinned under the overturned car. In her moment of fear and 
determination, his tiny and frail wife manages to raise the car 
enough to free him! Or the insane person, his mind dominated by 
his subconscious running wild, can break, lift, bend, and smash 
with a force he never could hope for during periods of normality. 

In a series of articles for Sports Illustrated, Dr. Roger Bannister 
told how he first broke the four- minute mile on May 6, 1954, by 
training both his mind and his muscles to accomplish this long- 
sought dream of the athletic world. For months, he conditioned 
his subconscious into the belief that the record, which some 
people claimed was unattainable, could be achieved. Others 
thought of the four-minute mark as a barrier. Bannister thought of 
it as a gateway which, if he once passed through, would I open 
the way to many new records for himself and other milers. 

And of course he was right. Roger Bannister led the way. In a 
period of little more than four years after he first set a four- 
minute mile, the feat was performed 46 times by himself and 
other runners! And in one race, at Dublin, Ireland, on August 6, 
1958, five runners ran the mile in less than four minutes! 

The man who taught Roger Bannister the secret was Dr. Thomas 
Kirk Cureton, director of the physical fitness laboratory at the 
University of Illinois. Dr. Cureton has developed revolutionary 
ideas concerning the body's energy level. They apply, he says, to 
both athletes and non-athletes. They can make a runner run faster 
and the average man live longer. 

"There is no reason why," Dr. Cureton says, "any man can't be as 

fit at 50 as he was at 20 — providing he knows how to train his 

body." 

Dr. Cureton's system is based on two principles: (1) Train the 

whole body. (2) Push yourself to the limit of endurance, 

extending the limit with each workout. 



267 



"The art of record-breaking," he says, "is the ability to take more 
out of yourself than you've got. You punish yourself more and 
more and rest between spells." 

Dr. Cureton became acquainted with Roger Bannister while 
running physical fitness tests on European athletic stars. He 
noticed that Bannister's body was wonderfully developed in some 
ways. For example, his heart was 25 percent larger than normal in 
relation to his body size. 

But, in other ways, Bannister wasn't as well developed as the 
average man. Bannister took Cureton's advice to develop his 
whole body. He learned to condition his mind by taking up 
mountain climbing. This taught him how to overcome obstacles. 

Equally important, he learned to break big goals down into little 
ones. Roger Bannister reasoned that a man ran a single quarter- 
mile faster than he ran the four quarters of a full mile. So he 
trained himself to think of the four quarters in the mile separately. 
In his training, he would dash a quarter mile, then jog a lap 
around the track to rest Then he would dash another quarter mile. 
Each time, he aimed to run the quarter in 58 seconds or less. 
Fifty-eight times four equals 232 seconds, or three minutes and 
52 seconds. He ran to the point of collapse. Then he would rest. 
Each time, the point of collapse was pushed back a little. When 
he finally ran his great race, it was in three minutes, 59.6 
seconds ! 

Dr. Cureton taught Roger Bannister that "the more the body 
endures, the more it will endure." Beliefs about "overtraining" 
and "staleness," he says, are myths. 

But he emphasizes that rest is as important as exercise activity. 
The body needs to rebuild in even larger quantities what has been 
torn down in exercise. That's how strength, vitality, energy are 
developed. The body and mind both recharge themselves during 



268 



periods of rest and relaxation. If you don't give them a chance to 
do so, severe damage — and even death — can result. 

Is it time to recharge your battery? There's no glory in being the 
richest man in the graveyard. You don't want to be the best 
scientist, doctor, executive, salesman, or employee lying — 
prematurely — under the most ornate headstone. A loved 
mother, wife, father, son, or daughter can bring happiness. Why 
then, bring grief, instead? Why be confined to a mental 
sanitarium or lie embalmed six feet under a blanket of beautiful 
green grass — simply because a needless drain damaged a battery 
that wasn't recharged? 

The small child doesn't know when he is excessively tired. But he 
surely shows it in his behavior and actions. The adolescent may 
realize he is over-fatigued, but refuse to admit it — even to 
himself. Then sexual, family, scholastic, and social problems may 
seem unsolvable and unbearable. They may motivate him to 
temporary or permanent destructive acts — acts that injure 
himself and others. 

When your energy level is low, your health and your desirable 
characteristics may be subdued by the negative. You, like a 
storage battery, are dead when your energy level is zero. What is 
the solution? Recharge your battery? How? Relax, play, rest, and 
sleep ! 

How to tell when your battery needs recharging. Here is a 
checklist to help you determine your present energy level. You 
can use it whenever you feel that your energy level is slipping. If 
you are a well-balanced person, your battery may need recharging 
when you act and feel: 

Unduly sleepy or tired 
Tactless, unfriendly, suspicious 



269 



Querulous, insulting, hostile 

Irritable, sarcastic, mean 

Nervous, excitable, hysterical 

Worrisome, fearful, jealous 

Rash, ruthless, excessively selfish 

Excessively emotional, depressed, or frustrated 

PMA demands a good energy level — and vice versa! When 
you are fatigued, your usually positive, desirable feelings, 
emotions, thoughts, and actions have a tendency to turn negative. 
When you are rested and in good health, the direction is changed 
back to positive. Fatigue often brings out the worst within you. 
When your battery is charged and your energy and activity level 
is up to standard, you are at your best! That is when you think 
and act with PMA! 

If your feelings and actions indicate that your better qualities are 
being subdued by those which are undesirable and negative, it's 
time to recharge your battery ! 

Yes, to maintain your level of both physical and mental energy 
you need to exercise both your body and mind. But there is a 
third factor. Your body and mind both! need to be fed properly. 
You help to maintain your physical body by taking in quantities 
of wholesome, nutritious foods. You maintain your mental and 
spiritual vigor by absorbing mental and spiritual vitamins from 
inspirational and religious books. 

Vitamins — necessary for a healthy mind and body! George 
Scarseth, Ph.D., former Director of Research for the American 
Farm Research Association in Lafayette, Indiana, told about a 
village on the seacoast of Africa. The village is more advanced 
than a community of similar tribes in the interior. Why? Because 
its inhabitants are physically stronger and more mentally alert — 
they have more bodily energy — than the ulterior tribesmen. The 



270 



difference between the tribesmen on the coast and those living 
inland stems from a difference in diet. The village tribesmen in 
the ulterior do not have a sufficient amount of protein whereas 
those on the coast obtain quantities from the fish they eat. 

In his book, Climate Makes the Man, Clarence Mills wrote that 
the United States Government found some inhabitants of the 
Isthmus of Panama excessively sluggish in their mental and 
physical activity. A scientific study disclosed that both the plant 
and animal life, on which they depended for food, lacked the B 
vitamins. When thiamine was added to their diet, the same people 
became more energetic and active. 

If you suspect that your diet is deficient in certain vitamins and 
elements so that your energy level is depressed, you should do 
something about it. A good cookbook can help you, and there are 
government pamphlets available at low cost If the condition 
persists, have a physical checkup. 

Like your body, your subconscious mind will accept and absorb 
mental and spiritual vitamins without effort. But, unlike your 
physical body, the subconscious will digest and retain unlimited 
quantities. Unlike your stomach, it never becomes stuffed! It will 
take and hold as much as you feed it — and still hold more! 

Where will you find these mental and spiritual vitamins? In 
books such as those recommended in Chapter 22, "The Amazing 
Power of a Bibliography!" 

In effect, the subconscious mind is like a battery. From it, you 
can obtain tremendous surges of mental and spiritual energy 
which often transmute themselves into physical vitality. These 
jolts of energy will go to waste if we permit them to be short- 
circuited by needless negative emotions. But used constructively, 



271 



this energy can multiply itself many times, just as a powerhouse 
generator produces vast amounts of useful power. 

The late William C. Lengel, who was a prominent editor-in-chief 
in the book publishing business, illustrated this point beautifully 
in an article for Success Unlimited magazine. Lengel described 
how energy is wasted through needless "worry, hate, fear, 
suspicion, anger and rage." 

"All these waste elements," he said, "could just as easily be 
transformed into power-producing units." 

To illustrate his point, Mr. Lengel drew a picture of an electrical 
power plant: "... the open mouths of the furnaces, the red flames 
roaring inside, the water in the steam gauges bobbing at proper 
temperature level, the steam driving the pistons turning the great 
generators, the copper commutators — golden surfaces — 
revolving so fast they seem motionless, green and blue sparks 
flashing from under the brushes, thick cables hooked up to the 
switchboard, carrying the electric current throughout a city for 
thousands of useful purposes. 

"Then the other side of the picture," Lengel continued. "Same 
plant, same boilers, engines, generators. The only difference 
being that the switchboard was dark and the heavy cables, instead 
of being hooked up to the switch- board were stuck down into a 
barrel of water while the workmen ran tests on the plant. All of 
the power is, in effect, wasted. Not an elevator able to run, not a 
machine able to operate, not a single bulb able to light." 

And Lengel concluded that in the same way "a failure uses up as 
much energy in his work at failing as a successful person uses in 
winning success." 



272 



Tommy Bolt, the golf champion, used to waste his energy that 
way. If he sliced a ball or missed the green, he would let go with 
a fit of temper. Frequently, he'd be come so angry that he'd wrap 
a golf club around the nearest tree. 

When he read the famous prayer of St. Francis of Assisi, it 
changed him into a man who directed his energy into the most 
fruitful channels. The prayer Tommy new peace of mind and ever 
since then he carried in his pocket a card imprinted with a portion 
the prayer. It reads: 

God grant me the serenity to accept the things I cannot 
change, the courage to change the things I can, and the 
wisdom to know the difference. 

Man is the only member of the animal kingdom who, through the 
functioning of his conscious mind, can voluntarily control his 
emotions from within, rather than be forced to do so by external 
influences. He alone can deliberately change habits of emotional 
response. The more civilized, cultured, and refined you are, the 
easier you can control your emotions and feelings — if you 
choose to do so. 

Fear, for example, is good under certain circumstances. If it were 
not for fear of water, many children would drown. However, it is 
entirely possible that you are wasting your mental and spiritual 
energy in this or other misdirected emotions. If so, you can throw 
a switch to direct the energy into useful channels. How? By 
keeping your mind on the things you do want and off the things 
you don't want. Your emotions are immediately subject to action. 
Therefore, get into action. Substitute a positive feeling for the 
negative one. For example, if you are fearful and want to be 
courageous, act courageous! 



273 



If you want to be energetic, act energetic. But make sure, of 
course, that your energy is expended to a good and useful 
purpose. 

Dawn Fraser of Australia gives us a wonderful case in point. 
Born on the "wrong side of the tracks" in Bal-main, a waterside 
suburb of Sydney, Dawn had an anemic body. But she had a 
king-size determination to become a great swimming champion. 
She became the world's fastest woman swimmer. She was good. 
But sometimes she wasn't quite good enough to satisfy herself. 

While flying home from the Cardiff Empire Games, she read a 
book. It was Think and Grow Rich. "I found Napoleon Hill's 
formulas for success most inspiring," she says. "I began thinking 
about our defeat by the English girls in the medley relay when, in 
the freestyle leg, I swam 60.6 seconds. That was six-tenths of a 
second faster than my own world record, but still not good 
enough to give us the 12-yard start we needed. 

"I wondered whether I had given everything in me on that final 
lap." 

Dawn Fraser began thinking about the dream she'd had for so 
long — to become the first woman to swim 100 meters in less 
than 60 seconds. "The Magic Minute," she called it. 

"If I could have made that final leg in the magic minute, we 
might have won," she thought. 

"From that moment the old hope of cracking the minute became a 
burning desire with me. Call it a controlled obsession if you like. 
I made it my major ambition and formed a plan of positive action 
with the magic minute as my goal. As Mr. Hill advises, I decided 
to go the extra mile — mentally as well as physically." 



274 



In addition to training her body, Miss Fraser now conditions her 
mind as well. Although she has yet to achieve her "Magic 
Minute" as of this writing, she has cracked record after record. 
Athletic coaches throughout Australia have been attracted to 
study Napoleon Hill's teachings, according to Thomas H. 
Wyngard, an Australian newspaperman. 

"Top coaches, in their search for methods that will give their 
champions just that little bit extra over and above their regular 
scientifically devised training program, are finding new 
inspiration in the doctrines of the great American expert," 
Wyngard says. 

"They are adapting Napoleon Hill's technique of mental approach 
to what is, essentially, a physical problem. Some have taken the 
PMA Science of Success course so they may apply the principles 
correctly." 

Is it time for you to recharge your battery? Have yon now begun 
to apply the principles presented in Success Through a Positive 
Mental Attitude? Are you ready to become a champion? If so, 
you will want to learn how you can enjoy good health and live 
longer — the subject of our next chapter. 

PILOT NO. 16 
Thoughts to Steer By 

1 . How is your energy level at this moment? 

2. What is your most important source of physical, mental, and 
spiritual energy? 



275 



3. How can you apply the principles Dr. Thomas Kirk Cureton 
taught to Roger Bannister so that you'll have extra energy to 
achieve your own goals? 

4. Do you push to the limit of your endurance-then rest and try 
again? 

5. Is it time to recharge your battery? 

6. How can you avoid or neutralize fatigue? 

7. Are most of your meals based on well-balanced diets? 

8. Do you take spiritual and mental vitamins daily by reading 
inspirational material or listening to inspirational tapes or 
records? 

9. Is your energy being directed toward useful channels? Or is it 
being short-circuited and wasted? 

10. "A failure uses up as much energy in his work at failing as a 
successful person uses in winning success." 

11. "God grant me the serenity to accept the things I cannot 
change, the courage to change the things I can, and the 
wisdom to know the difference." 

12. When is the emotion of fear justified? Unjustified? 

13. To be energetic, act energetically! 

INCREASE YOUR ENERGY 
LEVEL THROUGH PM A! 



276 



CHAPTER 17 

You Can Enjoy Good 
Health and Live Longer 

Positive Mental Attitude plays an important role in your health 
and your day-to-day energies and enthusiasms for your life and 
your work. "Every day in every way, through the grace of God, I 
am getting better and better," is no pie-in-the-sky jargon for the 
man who recites the sentence several times each day upon 
awakening and again before going to bed. 

In one sense, he is putting PMA forces to work for him. He is 
using the forces which attract the better things of life to him. He 
is using the forces which the authors of Success Through a 
Positive Mental Attitude want you to use. 

How PMA aids you. PMA will help you develop mental and 
physical health and a longer life. And NMA will just as surely 
undermine mental and physical health and shorten your life. It all 
depends upon which side of the talisman you turn up. Positive 
Mental Attitude properly employed has saved the lives of many 
persons because someone close to them had a strong Positive 
Mental Attitude. The following incident proves the point. 

The baby was only two days old when the doctor said, "The child 
won't live." 

"The child will live!" responded the father. The father had a 
Positive Mental Attitude — he had faith — he believed in the 
miracle of prayer. He prayed. He also believed in action. And he 
got into action! He placed the child under the care of a 
pediatrician who also had a Positive Mental Attitude — a doctor 
who knew from experience that for every physical weakness 
Nature provides a compensating factor. The child did live! 



277 



I CANT GO ON! 
DEATH SEPARATES PAIR — FOR INSTANT 

The above headline appeared in the Chicago Daily News. The 
article mentioned that a building engineer — a sixty-two-year-old 
man — came home and went to bed with chest pains and 
shortness of breath. His wife, who was ten years younger, became 
alarmed and began hopefully to rub her husband's arms to 
increase circulation. But he died. 

"I can't stand to go on any more," the widow told her mother, 
who was beside her. 

And then the widow died. She died that very same day! 

The baby that lived and the widow who died demonstrate the 
powerful forces of positive and negative mental attitudes. 
Knowing that accentuating the positive will attract good things to 
you and accepting the negative will bring the bad, isn't it common 
sense to develop positive thoughts and attitudes? 

If you have not already done so, now is the time to develop a 
PMA philosophy. Prepare for any possible emergency. Always 
have something to live for. And remember, when you have 
something to live for, the subconscious mind forces upon your 
conscious mind strong motivating factors to keep you alive in 
times of emergency. We need look no further than Rafael Correa 
to prove our point. 

An eventful night. He was only twenty years of age. His family 
was not wealthy, yet it was particularly well esteemed. Therefore, 
six doctors and a young intern had struggled all night in that 
small operating room at San Juan, Puerto Rico, trying to save 
Rafael's life. Now, after twelve hours of unceasing watchfulness 
and attention, they were tired. And they were sleepy. Try as they 



278 



would, they were finally unable to hear his heart beat. They 
couldn't find his pulse. 

The head surgeon took a knife and cut the blood vessels in 
Rafael's wrist. The fluid was yellow. The surgeon hadn't used an 
anesthetic — for the boy's body was so weak that pain didn't 
seem possible. The doctors thought he could not hear what they 
were saying. And they spoke as if he were dead. One said, "Not 
even a miracle can save him now!" 

The chief surgeon took off his surgical coat and prepared to leave 
the room. The young intern asked, "May I have the body?" "Yes," 
was the response. The doctors left the room. 

It has been written: So we do not lose heart... Because we look 
not to the things that are seen but to the things that are unseen; 
for the things that are seen are transient, but the things that are 
unseen are eternal. 

They could see the physical body, but Rafael was a mind with a 
body. What was happening to the mind of Rafael Correa which 
was not visible? 

In that twilight state between life and death, Rafael was not able 
consciously to move his body. But because of the positive mental 
attitude he had developed in his subconscious mind by reading 
inspirational books, his mind was communicating with a Higher 
Power. He felt that God was with him. 

He began to speak to God as a friend — like a man talking with 
another. "You know me — You are inside me — You are my 
blood — You are my life — You are my everything. There is but 
one mind — one principle — one substance in the universe, and I 
am one with all else. 



279 



"If I die, I don't lose anything. I just change form. But I am only 
twenty years old. Dear God, I'm not afraid to die — but I'm 
willing to live! If You choose to give me life, some day, 
somehow, I'll be able and willing through Your mercy to lead a 
better life and to help others." 

As the intern approached Rafael, he looked at Rafael's face and 
observed the twitching of his eyelids and a teardrop falling from 
the corner of his left eye. "Doctor, doctor, come quickly! I think 
he's alive!" he called excitedly. 

It took more than a year for him to regain his strength, But Rafael 
Correa did live! 

Some years later Rafael flew from San Juan to Chicago to ask the 
authors to hold a three-evening PMA seminar at San Juan. It was 
then that Rafael told us his story of that eventful night in his life. 

We were inspired by his story and particularly also by the fact 
that since he had been granted his life, he was trying to make 
good on his promise to help others. We flew to San Juan to 
conduct the seminar. 

While we were in San Juan, Rafael introduced us to the chief 
surgeon who had been with him all that night, and the doctor 
confirmed Rafael's story. During the course of the conversation 
we asked Rafael, "What was the name of the book that influenced 
you in your hour of need?" Rafael replied: 

"I had read many inspirational books, but I believe the thoughts 
that went through my mind that night were primarily from 
Science and Health, With Key to the Scriptures by Mary Baker 
Eddy." 



280 



As proved by Rafael, inspirational books are tremendously 
instrumental in changing lives. And there is no book with more 
inspiration and motivation than the Bible. The Bible has changed 
the lives of more persons than any other book. It has helped 
countless thousands to develop physical, mental, and moral 
health. Reading the Bible has developed a greater understanding 
of Its truths in many persons and caused them to draw closer to 
their own church. This is because the Bible has motivated them to 
positive action. 

An inspirational book like the one you are now reading can also 
motivate you. It can be the catalyst which starts you on the road 
to desirable, positive action and success. 

Use a book as a catalyst. The dictionary defines a catalyst in 
physical chemistry as a substance that causes or accelerates a 
chemical reaction. The dictionary further states that an anti- 
catalyst, or negative catalyst, retards a reaction. 

The authors recommend that you use good inspirational books as 
positive catalysts to accelerate your progress toward achievement 
of true success in life. And they hasten to warn that you choose 
such catalysts with care. In Chapter 22 of this book, entitled "The 
Amazing Power of a Bibliography," you will find listed many 
books which the authors guarantee can act as positive catalysts in 
your life — if you are ready. 

Martin J. Kohe in his book Your Greatest Power tells of a British 
regiment that used the 91st Psalm as a catalyst to aid them not 
just to achieve a material goal, but for the very preservation of 
life itself. 

Kohe wrote: "F. L. Rawson, noted engineer and one of England's 
greatest scientists, in his book, Life Understood, gives an account 
of a British regiment under control of Colonel Whitlesey, which 



281 



served in the World War for more than four years without losing 
a man. This unparalleled record was made possible by means of 
active cooperation of officers and men in memorizing and 
repeating regularly the words of the 91st Psalm, which has been 
called the Psalm of Protection." 

Protection of your life can also be accomplished by protecting 
your health. And, let there be no misunderstanding about it! Your 
health is one of your most valuable assets. Many a man today 
would be more than willing to trade his wealth for good health. 

"I'd rather have my health than his money!" It is said that a 
healthy, ambitious eighteen-year-old clerk in a produce firm in 
Cleveland, Ohio, developed a major definite aim of becoming the 
world's richest man. At the age of fifty-seven he retired on 
doctor's orders. Like many American businessmen, he had it — 
stomach ulcers and shot nerves! In addition, he was a hated man. 
"I'd rather have my health than his money," many said. John K. 
Winkler tells the story in John D., a Portrait in Oils. 

Can money buy physical and mental health, a longer life — 
and the esteem of your fellowmen? When John D. Rockefeller 
retired from active business, his major definite aims were to 
develop a healthy body, maintain a healthy mind, live a long life 
and later, to win the esteem of his fellowmen. Could money buy 
these? It did! Here's how Rockefeller did it and what it can mean 
to you: Rockefeller: 

• Attended the Baptist Church sendees every Sunday and took 
notes to learn the principles that he might apply daily. 

• Slept eight hours every night and took short naps every day. 
And through rest he avoided harmful fatigue. 



282 



• Took a bath or shower every day. He was neat and clean in 
his appearance. 

• Moved to Florida to a climate conducive to his good health 
and longevity. 

• Lived a well-balanced life. For fresh air and sunshine were 
absorbed while he daily engaged in his favorite outdoor 
sport — g°lf- And indoor games, reading, and other 
wholesome activities were enjoyed with regularity. 

• Ate slowly, in moderation, and chewed everything well. The 
saliva in his mouth was permitted to mix with the masticated 
foods and liquids. And they were well digested before they 
were swallowed. They were swallowed at body temperature. 
Foods too hot or too cold for the mouth were not dumped 
into his stomach to burn or freeze its lining. 

• Digested mental and spiritual vitamins. For grace was said at 
each meal. And at dinner, it was his custom to have his 
secretary, a guest, or a member of his family read the Bible, a 
sermon, an inspirational poem, a motivating article from a 
news paper, magazine or book. 

• Employed Dr. Hamilton Fisk Biggar full time. Dr. Biggar 
was paid to keep John D. well, happy, and alive. He did this 
through motivating his patient to develop a cheerful, happy 
attitude. And Rockefeller lived to be ninety-seven. 

• Didn't want the hatred of his fellowmen to be inherited by 
the members of his family. Therefore, he began intelligently 
to share a part of his possessions with the needy. 

• At first Rockefeller's motive was primarily a selfish one. He 
wanted a good reputation. Then something happened! By 
acting generous, he became generous. And by bringing 



283 



happiness and health to many through his charitable and 
philanthropic contributions, he found them for himself. 

• And the Foundations he established will benefit mankind for 
generations to come. His life and money were instruments 
for good. This world is a better and healthier world to live in 
because of John D. Rockefeller! 

You shouldn't have to amass a fortune before you come to realize 
that PMA will attract perfect health. But there are some other 
ingredients which should be used along with PMA and one of 
them is health education. Don't be ignorant about your health. 

The price of ignorance is sin, sickness and death! What do you 
know about Hygiene? Hygiene is defined as "a system of 
principles or rules designed for the promotion of health." Social 
Hygiene often refers specifically to venereal contagion. Ignorance 
of physical, mental, and social hygiene can lead to sin, sickness, 
and death. 

If you are timid in discussing such matters, read Venture of Faith 
by Mary Alice and Harold Blake Walker. Today, because of 
PMA, the family, schools, churches, press, the medical 
profession, federal and state governments, and youth 
organizations endeavor to lift the dark cloud of ignorance 
regarding physical, mental, and social hygiene through education. 
Prevention is taught as well as cure. 

But a cure for alcoholism is not so easy to come by as education 
in hygiene. Alcoholism ranks as the fourth largest health problem 
in the nation. It follows mental and moral disease and is one of 
the greatest contributors to those two diseases. The economic cost 
of alcoholism is 25 billion dollars per year. The greater portion of 
this is loss of time to industry, followed by hospital costs and 
physical damages — caused mainly by automobile accidents. But 



284 



the money loss is negligible compared to the loss of physical, 
mental, and moral health, and the loss of life attributable to 
alcoholism. 

An alcoholic has a mental illness which lies dormant until his 
first drink. If he doesn't start the habit, liquor doesn't have the 
power of attraction for him. If he drinks, the affinity is strong, 
and he will drink to excess. If he drinks to excess, the attraction 
may become irresistible, or seem so. And when he tries to resist 
and doesn't succeed, he may believe he cannot be cured. 

What happens to excessive drinkers? Alcohol is known to alter 
the brain waves as recorded by the scientific instrument known as 
an electroencephalograph. It has a most potent influence on nerve 
cell metabolism which results in slow rhythms and eventual 
suppression of voltage and brings about a change in the level of 
consciousness. 

A human body is alive only as long as its subconscious mind 
functions. It can be kept alive for a long time without the 
functioning of the conscious mind. There are degrees of 
consciousness. 

Sanity is that healthy state of mind when the activities of the 
conscious and the subconscious are in proper balance. And while 
they work together, each has its specific duties; each has 
inhibiting factors. While sometimes it is healthful and wholesome 
for a person to do the things he wants to do but which are 
forbidden, judgments and actions should be the result of the 
conscious and subconscious working in balance. 

The intellect and other powers of the conscious mind act as a 
governor regulating the subconscious when a person is in a 
conscious state of activity. As the activity of this governor slows 
down, the machine begins to run wild, and the individual may act 



285 



in an illogical manner. His uncontrolled activities may range from 
a simple foolish act to a state of mind commonly known as 
insanity. 

As the inhibiting barriers are lowered, due to the effect of alcohol 
on the brain cells, the restraining controls of the conscious mind 
become less effective. When the emotions, passions, and other 
activities of the subconscious mind have too free a rein, without 
proper regulation by the balance wheel of the intellect, the 
individual in this semi-conscious state of mind will commit 
foolish and undesirable acts due to alcoholic influence. 

Alcoholism is indeed a dread disease. If allowed to control a 
person's life, it can render that person physically, mentally, and 
morally ill and send him to a living hell. Once alcohol has gained 
control in a person's life, it does not readily relinquish its hold. 

But there is a cure ! 

There's always a cure! What's the cure? Stop drinking! For the 
alcoholic, this is more easily said than done. The important thing 
it that it can be done. He can do it! 

When you develop a positive mental attitude, you don't give up 
trying because you have previously failed or because you know 
of cases where others have failed. You can be motivated and 
receive hope from successful experiences. A baby learning to 
walk isn't criticized for falling after taking the first three steps. It 
is given credit for the progress it makes in response to its 
conscious effort. 

The alcoholic may find help in a number of places. Complete 
cures for alcoholism have been effected by environmental 
influences in the religious therapy of established churches; rescue 
missions like the Pacific Garden Mission in Chicago; revival 



286 



meetings of evangelists like Oral Roberts; Alcoholics 
Anonymous; medical and psychiatric help including hypnosis; 
private hospitals such as the Keeley Institute at Dwight, Illinois; 
or an inspirational book like / Dare You! 

However, each individual must win his own internal victory. But, 
generally, it is necessary for him to come under the environ- 
mental influence of someone who will help him through 
suggestion until he takes control of his own power. Or, if you 
will, until he has a positive mental attitude developed beyond the 
point of relapsing into a negative mental attitude. PMA can do 
wonders for the alcoholic if only he will put it to work for him. 
And PMA will work wonders for you, too, in attracting health 
and longevity. 

Uncertainty about your health can undermine your PMA: by 
causing you to worry about every little ache or pain. The longer 
you remain uncertain, the more your attitude changes direction 
from positive to negative. And if the symptoms you have noticed 
really do denote a condition that requires attention, the longer you 
remain uncertain and do nothing, the greater are the opportunities 
for that condition to develop. Don't be uncertain about your 
health. Get into action! 

Take the guesswork out of your health! He was a young, 
dynamic, successful automobile sales manager. His whole future 
was ahead of him, yet he was mighty low! In fact, he expected to 
die! He even selected and purchased his cemetery lot and made 
all arrangements for his burial. He got his house in order. But 
here's what actually happened. 

At times he became short of breath. His heart beat rapidly. His 
throat choked up. Eventually he went to his family doctor, who 
was a very successful physician and surgeon. The doctor advised 



287 



him to take a rest, to take life easy, to retire from the work he 
loved, the thrilling game of selling automobiles. 

The sales manager stayed home for a while and rested his body, 
but because of fears, his mind was not at ease. He still became 
short of breath. His heart would beat rapidly. His throat would 
choke up. It was summer-time, and his doctor advised him to 
vacation in Colorado. 

He was carried into the Pullman compartment. Colorado, with its 
healthful climate, inspirational mountains, did not prevent the 
manifestation of his fears. He would frequently experience 
shortness of breath, rapid beating of the heart, and the same 
choked-up feeling. Within a week he returned home. He believed 
death was coming. 

"Take the guesswork out of it!" this salesman was told (as you 
might be told) by one of the authors. "You have everything to 
gain and nothing to lose by going to a clinic such as Mayo 
Brothers at Rochester, Minnesota. Do It Now! " At his request he 
was driven to Rochester by a relative. He was actually afraid that 
he might die en route. 

When the sales manager went through the clinic, he was told 
what was wrong with him. The doctor said, "Your difficulty is 
that you breathe in too much oxygen." He laughed and said, 
"That's silly!" The doctor responded, "Jump up and down fifty 
times as if you were jumping rope." He became short of breath; 
his heart beat rapidly; and his throat choked up. 

"What can I do about it?" the young man asked. The doctor 
responded, "When you feel this condition coming on, you can: 
(1) breathe into a paper bag, or (2) just hold your breath for a 
little while," and the doctor banded the patient a paper bag. The 
patient followed instructions. His heart stopped beating rapidly, 



288 



breathing became normal, and his throat didn't bother him. He 
left the clinic a happy man. 

Whenever the symptoms of his illness occurred, he would just 
hold his breath for a short time, and his body would function 
normally. After a few months he lost his fears, and his symptoms 
disappeared. This happened more than 30 years ago. He hasn't 
required medical attention since. 

Of course, not all cures are so easily effected. There are times 
when you may have to use all your resources before aid is found. 
However, it is wise to continue the search with persistence and a 
positive mental attitude. Such determination and optimism 
usually pay off. It did for another sales manager. Let us tell you 
about him. 

There is always a cure — find it. This particular sales manager 
registered in a small town hotel and fell and broke a leg as he 
entered the room assigned to him. The hotel manager took our 
sales manager to the nearest hospital where an attending 
physician set his leg. A few days later it was considered safe for 
him to be moved, and he returned to his home. 

He convalesced for several weeks under the attention of his 
family physician. But while he seemed to improve, the fracture 
did not heal. After many weeks, the doctor told him that he would 
get progressively worse: he would become a cripple. This sales 
manager was very much disturbed because his work required that 
he be on his feet. 

He discussed the matter with one of the authors who said, "Don't 
believe it! There is always a cure — find it! Take the guesswork 
out of it. Do It Now!" He was told the story of the automobile 
sales manager as it has been told to you, and it was suggested that 
he make arrangements to go to Mayo Brothers Clinic. 



289 



He also left the clinic a happy man. Why? He was told, "Your 
system needs calcium. We could load you with it, but the calcium 
would wear off. Just drink a quart of milk a day." He did. In time 
the injured leg became as strong as the sound one. 

A positive mental attitude applied to health takes into 
consideration the possibility of accidents. In fact, Safety first is a 
PMA symbol. From it you receive the suggestion to become alert 
and enforce your desire to live — to save life and property. 

Be sure you're not driving to your own funeral. A newspaper 
article carried a headline reading: "Late for a Funeral, Six Die in 
105 MPH Blowout" The lead read: 

Six funerals were precipitated Sunday by the crash of an 
automobile whose driver was stepping on the gas in fear 
he and his relatives would be late for one funeral. 

Drive carefully if you want to be physically and mentally healthy, 
and if you want to live longer. As a pedestrian, be alerted to the 
hazards and obey traffic laws. And when you ride with another 
person at the wheel of the automobile, remember you are at the 
mercy of his physical and mental weaknesses, if any, as well as 
the mechanical condition of his car. Have the courage to refuse to 
ride with an intoxicated driver, or in an automobile in which the 
brakes don't operate properly — even if you own the car. "The 
life you save may be your own!" 

Safety first saves lives with PMA. Although it cost one million 
dollars a floor for each of its forty-one stories, the Prudential 
Building in Chicago was the most inexpensive office building of 
its kind ever constructed. Why? 

It didn't cost a single life! There were no serious accidents. Safety 
factors were installed because of PMA. 



290 



In comparison, negative mental attitudes comprising ignorance 
and carelessness, caused in tragic accidents: 

One death for every one hundred feet of height of the 
Empire State Building! 

One hundred and ten deaths in the construction of 
Hoover Dam! 

One life for every one hundred and ten feet in the 
construction of the San Francisco-Oakland Bay Bridge! 

Eighty deaths in the construction of the Colorado River 
Aqueduct! 

One thousand two hundred and nineteen deaths in the 
construction of the Panama Canal! (There were four 
thousand seven hundred sixty-six additional fatalities 
during the construction of this project from other 

causes.) 

Ninety-seven deaths in the building of Grand Coulee 
Dam and the Columbia River Basin Project! 

Of course, no one actually knows when tragedy will strike. But it 
always is better to be prepared. You will be prepared if you have 
a positive mental attitude. Aunt Kitty was. 

When tragedy strikes! Aunt Kitty lost her only son when he was 
nine years old. Like many good housewives and mothers, she had 
no business training. But Aunt Kitty did have a strong religious 
faith. She knew that in spite of her great loss, it was her job to go 
on living and contributing her share to make this world a better 
world to live in. But how could she maintain physical and mental 
health so that she could go on? 



291 



Aunt Kitty decided that in order to ease her pain and fill the great 
void in her life she would have to: keep very busy and do 
whatever her abilities would permit to make other people happy, 
since she could no longer do this for her son. 

So she got a job as a waitress in a busy restaurant. Her hours were 
long. Her work made it mandatory to talk with people and to act 
cheerful. Faith in her religion and a sincere interest in other 
people, combined with work and time, neutralized her pain and 
saved her physical and mental health. 

Actually, your health may be affected by many internal 
influences. And some of these influences may be mental figments 
of the imagination. 

High school girl gets pains before examinations! Because of 
the inter-relationship between the mind and body, the 
subconscious mind may create apparent bodily disorders induced 
by emotional disturbances to bring about a specific desired result. 
A true life experience will prove the point. 

A high school girl experienced severe backaches the morning of 
any day on which she was to take a German or history 
examination. She didn't like either subject. She wasn't properly 
prepared. Her pains were so severe that she believed she couldn't 
get up from bed. She was not pretending. She suffered. 

A peculiar characteristic of the pain was that about 3:30 in the 
afternoon, when school was over for the day, the pain would 
subside. On the same evening when her boyfriend came to call, 
the pain would marvelously disappear! 

This girl, you probably are thinking, could do with a little 
psychiatry. She could. She and many others like her have been 



292 



helped through religion and psychiatry. The two are not as far 
apart as many may think. Why? 

Religion and psychiatry. Rules and regulations for physical and 
mental health and a longer life were woven into religion long 
before words similar to physiology, psychology, and psychiatry 
became part of any language. This is especially true regarding the 
application of techniques affecting the subconscious mind. 

It is easy to see why psychiatric clinics and counseling services 
are becoming an integral part of church organizations regardless 
of their religious denominations. 

The minister to millions helps the sick! The Rev. Norman 
Vincent Peale and Smiley Blanton, M.D., established The 
American Foundation of Religion and Psychiatry, which is now 
known as the Institutes of Religion and Health. It is a nonprofit, 
nonsectarian clinic in New York City. Anyone with an emotional 
problem is eligible for help regardless of race, religion, or ability 
to pay. Today there is a full and part time professional staff of 
thirtyfive composed of psychiatrists, ministers, psychologists, and 
psychiatric social workers. 

If you would like information on how to establish a counseling 
service in your church, write the Institutes. 

What lies ahead? Mental and physical health are two great 
rewards of a positive mental attitude. It is true: a positive mental 
attitude takes effort, patience, and practice to gain and maintain. 
But a definite purpose, clean and clear thinking, creative vision, 
courageous action, persistence and true perception, all applied 
with enthusiasm and faith will go far to help you achieve and 
maintain a positive mental attitude. 

And what lies ahead as you approach your definite goals? 



293 



Happiness lies ahead. 

If you are happy now, you will wish to maintain and increase this 
wonderful happiness which you already have. If you are not 
happy now, you will want to learn how you can be happy. Let's 
turn to Chapter 18, entitled "How To Be Happy" to find 
additional PMA success principles to speed us in our pursuit of 
happiness. 

PILOT NO. 17 
Thoughts to Steer By 

1 . You can have more perfect health. A positive mental attitude 
affects your health. It attracts good health to you. A negative 
mental attitude attracts ill health. 

2. Thinking good thoughts, positive and cheerful thoughts, will 
improve the way you feel. What affects your mind also affects 
your body. 

3. A positive mental attitude toward the ones you love may be the 
means of saving their lives. Remember the father who saved 
the life of his infant son by going into action with a positive 
mental attitude. 

4. Learn to practice PMA instead of giving in to NMA as the 
engineer's wife did. Her NMA allowed death to claim her. 

5. Develop within you a positive mental attitude so powerful that 
it seeps down from your conscious into your subconscious 
mind. If you do, you will find that in times of need and emer- 
gency, it will automatically flash back to your conscious mind. 
Even in the greatest emergency of life: death. 

6. Make a study of the Bible and other inspirational books. They 
will both inspire and teach you how to motivate yourself to 



294 



positive desirable action and thus help you achieve the goals 
you desire. 

7. Learn to use the 17 success principles and to apply them to 
your life. Have you memorized them? 

8. All the wealth in the world cannot, by itself, buy good health. 
But you can achieve good health by striving for it and 
observing simple rules of hygiene and good health habits. 
Remember, John D. Rockefeller had to retire at the age of 57 
because of ill health, but through a positive mental attitude 
and wholesome living, he reached the ripe old age of 97. 

9. PMA recognizes the importance of education in physical, 
mental, and social hygiene, and that ignorance of these 
subjects can mean sin, sickness, and death. Keep abreast of 
current developments affecting your mental, moral, and 
physical health. 

10. Never abandon hope — for there is a potential cure for every 
ailment. Develop PMA and take the guesswork out of your 
health by seeking aid at the right time. 

11. PMA repels accidents and tragedies by keeping the person 
with PMA alert to dangers at all times. Should tragedy strike, 
however, PMA can guide you in meeting reverses calmly and 
deliberately. 

12. A sound mind and sound body are attainable if you will put 
PMA to work for you. Remember — you can enjoy good 
health and live longer with PMA. 

I FEEL HEALTHY! 

I FEEL HAPPY! 
I FEEL TERRIFIC! 



295 



CHAPTER 18 
Can You Attract Happiness? 

Can you attract happiness? 

Abraham Lincoln once made the remark, "It has been my 
observation that people are just about as happy as they make up 
their minds to be." 

There is very little difference in people, but that little difference 
makes a big difference I The little difference is attitude. The big 
difference is whether it is positive or negative. 

Persons who want to be happy will adopt a positive mental 
attitude and be influenced by the PMA side of their talisman. 
Thus happiness will be attracted to them. And those who turn on 
NMA make a business of being unhappy. They don't attract — 
they repel happiness. 

"I want to be happy... " A popular song starts off with words 
that contain a great deal of truth: "I want to be happy, but I won't 
be happy, 'til I make you happy, too!" 

One of the surest ways to find happiness for yourself is to devote 
your energies toward making someone else happy. Happiness is 
an elusive, transitory thing. And if you set out to search for it, 
you will find it evasive. But if you try to bring happiness to 
someone else, then it comes to you. 

Writer Claire Jones, wife of a professor in the religion department 
at Oklahoma City University, tells of a happiness they 
experienced during their early married life. "We lived in a small 
town the first two years we were married," she recalls, "and our 
neighbors were a very old couple, the wife nearly blind and 



296 



confined to a wheelchair. The old man, not very well himself, 
kept house and cared for her. 

"My husband and I were decorating our Christmas tree a few 
days before Christmas, when we decided on impulse to fix a tree 
for the old people. We bought a small one, decorated it with tinsel 
and lights, wrapped a few small gifts, and took it over the night 
before Christmas. 

"The old lady cried as she gazed dimly at the sparkling lights. Her 
husband said over and over, 'But it's been years since we had a 
tree.' They mentioned that tree nearly every time we visited them 
during the next year. 

"The next Christmas they were both gone from the little house. It 
was a small thing we had done for them. But we were happy that 
we'd done it." 

Now the happiness they experienced as a result of their kindness 
was a very deep, warm feeling the memory of which will remain 
with them. It was a very special kind of happiness that comes to 
those who do kind deeds. 

But the kind of happiness which is most common and most 
constant comes closer to being a state of contentment: a state of 
being neither happy nor unhappy. 

You are a happy person during a period when you predominantly 
experience that positive state of mind in which you are happy 
combined with that neutral state of mind in which you are not 
unhappy. 

And you can be happy, content, or unhappy. For the choice is 
yours. The determining factor is whether you are under the 
influence of a positive or negative mental attitude. And that factor 
you can control. 



297 



Handicaps are no barrier to happiness. Surely if ever there was 
a person who might have been expected to complain of 
unhappiness Helen Keller was that person. Born deaf, mute, and 
blind, deprived of knowledge of normal communication with the 
persons who surrounded her, she had only her sense of touch to 
help her to reach out to others and to experience the happiness of 
loving and being loved. 

But reach out she did, and through the aid of a devoted and 
brilliant teacher who in love reached out to Helen Keller, that 
deaf, mute, and blind little girl became a brilliant, joyful, happy 
woman. Miss Keller once wrote: 

Anyone who out of the goodness of his heart speaks a 
helpful word, gives a cheering smile, or smooths over a 
rough place in another's path knows that the delight he 
feels is so intimate a part of himself that he lives by it The 
joy of surmounting obstacles which once seemed 
unremovable, and pushing the frontier of 
accomplishment further — what joy is there like unto it? 

If those who seek happiness would stop one little minute 
and think, they would see that the delights they already 
experience are as countless as the grasses at their feet, or 
the dewdrops sparkling upon the morning flowers. 

Helen Keller counted her blessings and was profoundly grateful 
for them. Then she shared the wonder of these blessings with 
others, and caused them to feel delight Because she shared that 
which is good and desirable, she attracted unto herself more of 
that which is good and desirable. For the more you share, the 
more you will have. And if you share happiness with others, 
happiness will grow richer within you. 



298 



But if you share misery and unhappiness, you will attract misery 
and unhappiness to yourself. And we all know of persons who are 
eternally having troubles — not problems, or opportunities in 
disguise. Theirs are spelled t-r-o-u-b-l-e. No matter what happens 
to them, it just isn't good. And this is because they are always 
sharing their troubles with others. 

Now there are many lonely people in this world who long for 
love and friendship but never seem to get it Some repel that 
which they seek with NMA. Others curl up in their little corners 
and never venture out. They secretly hope that something good 
will come to them, but they do not share any of the good which 
they enjoy. They do not realize that when you withhold from 
others that which you have which is good and desirable, your 
own portion of the good and desirable diminishes. 

Others, however, have the courage to do something about their 
loneliness, and they find their answer in sharing the good and 
beautiful with others. There was one such little boy who was a 
very lonely, unhappy little boy indeed. When he was born his 
backbone was arched into a grotesque hump and his left leg was 
crooked. Looking at the infant, the doctor assured the boy's 
father: "But he'll get along all right." 

The family was poor. And the baby's mother died before he was a 
year old. As he grew up, other children shunned him because of 
his misshapen body and his inability to participate successfully in 
many of their activities. Charles Steinmetz was his name. And he 
was a lonely, unhappy little fellow. 

But the Great Giver of All Good had not overlooked this little 
fellow. To compensate for his misshapen body, Charles had been 
endowed with an extraordinarily keen mind. Using the greatest 
asset available to him, Charles ignored his physical disabilities 
about which he felt he could do nothing, and worked to excel 



299 



with his mind. At five he could conjugate Latin verbs. At seven 
he learned Greek and a smattering of Hebrew. At eight he had a 
good understanding of algebra and geometry. 

When he went on to college, he excelled in all his studies. In fact, 
he was graduated with honors. He had carefully saved his pennies 
so he could rent a dress suit for the occasion. But with the 
inconsiderate cruelty that is so often characteristic of persons 
under the influence of NMA, the school authorities posted a 
notice on the bulletin board excusing Charles from the 
ceremonies. 

At long last it occurred to Charles that instead of trying to force 
respect for himself from people by making them take notice of 
his mental capacities, he would cultivate their friendship; he 
would use his abilities not to attract notice and to satisfy his own 
ego, but for the furtherance of the good of mankind. To start his 
new way of life, he boarded a ship and came to America. 

Having reached this country, Charles Steinmetz began to look for 
a job. Several times he was rebuffed because of his appearance, 
but he finally landed a job with General Electric as a draftsman at 
$12 a week. In addition to his regular duties he spent long hours 
in electrical research, and he endeavored to cultivate the 
friendship of his fellow employees by trying to share with them 
that which he had that was good and desirable. 

After some time the chairman of the board of General Electric 
Company recognized the rare genius of this man, and said to 
Charles: "Here is our entire plant. Do anything you want with it. 
Dream all day, if you wish. We'll pay you for dreaming." 

Charles worked hard, long and earnestly. During Ms lifetime he 
patented more than 200 electrical inventions and wrote many 
books and papers on problems of electrical theory and 



300 



engineering. He knew the satisfaction of a job well done. And he 
also knew the satisfaction of making contributions which went far 
to make this world a better place to live in. He accumulated 
wealth and acquired a lovely home which he shared with a young 
couple he knew. Thus, Steinmetz experienced the happiness of a 
full and useful life. 

Happiness begins at home. The greater part of the life of each 
of us is spent in our homes, with our families. And unfortunately 
that dwelling which should be a haven of love, happiness, and 
security too often turns into an antagonistic place where the 
members do not enjoy happy and harmonious relationships. 
Problems in the home can arise for many reasons. 

In one of our PMA Science of Success classes a very gifted, 
aggressive young man of about twenty-four was asked, "Have 
you a problem?" 

"Yes!" he replied, "My mother. In fact, I have decided to leave 
home this weekend." 

When the student was asked to discuss his problem, it became 
evident that the relationship between him and his mother was not 
harmonious. It was apparent to the instructor that her aggressive, 
dominant personality was similar to his. 

The class was informed that the personality of an individual can 
be compared to the powers of a magnet. When two like powers 
are in line and push or pull in the same direction, they are drawn 
to each other by attraction. When the powers are opposed to each 
other, they resist and repel one another. 

When they are placed side by side and both confront the same 
outside forces, the individuals like the magnets remain separate 



301 



entities. Yet their strength to attract and repel these forces is 
increased even though between themselves they are opposed. 

The instructor continued by saying, "It appears that your behavior 
and that of your mother are so similar that you can determine how 
she reacts to you by the way you react to her. You can probably 
evaluate her feelings by analyzing your own. Therefore, you can 
solve your problem easily ! 

"When two forceful personalities are opposed and it is desirable 
that they live together in harmony, at least one must use the 
power ofPMA. 

"Here's your specific assignment for this week: When your 
mother asks you to do something, do it cheerfully. When she 
expresses an opinion, agree with her in a pleasant, sincere 
manner, or don't say anything. When you are tempted to find fault 
with her, find something good to say. You will have a most 
pleasant experience. She will probably follow your example." 

"It won't work!" responded the student. "She is just too hard to 
get along with!" 

"You're absolutely right," responded the instructor. "It won't work 
unless — you try to work it with a positive mental attitude." 

A week later the young man was asked how he was coming along 
with his problem. His response was: "I am happy to say that there 
hasn't been one unpleasant word between us all week. You might 
be interested in knowing that I have decided to stay at home." 

When parents don't understand their children. There is a 
tendency for a person to assume that everyone always likes what 
he likes and always thinks the way he thinks. For people have a 
tendency to judge the reactions of others by their own reactions. 



302 



Now, like the young man who had a problem with his mother, 
such a conclusion would at times be correct. But many parents 
often have problems with their children because they fail to 
realize that the personality of the child is different from theirs. It 
is a mistake for parents not to realize that time changes both the 
child and them. For they don't adjust their mental attitudes to 
compensate for the changes within the child and themselves. 

"I don't understand her!" the father said. A lawyer and his 
wife had five wonderful children. The parents were unhappy 
because their oldest daughter, who was a freshman at high school, 
didn't respond to her parents the way they expected. The daughter 
was unhappy, too. 

"She's a good girl, but I don't understand her," the house; yet 
she'll toil for hours at the piano. In the summer I got her a job at 
the department store, but she didn't want to work. She just wants 
to play the piano all day!" 

It was our recommendation that the parents and daughter be given 
an Activity Vector Analysis by one of the authors. In Chapter 10 
entitled: "How to Motivate Others," you have read about Activity 
Vector Analysis. These results were very revealing. We found 
that the girl possessed ambitions, energies, and traits so far 
beyond either of the parents that it would be difficult for them to 
comprehend her reactions to them until they understood that each 
person is different. 

The parents thought that while it was nice to know how to play a 
piano, it was good for a girl to work at home and work in a store 
in the summer. A passion to be a pianist was just a waste of time. 
"She will get married some day and will have to keep house. She 
should be more practical," the parents reasoned. 
The daughter's capacities and the tendencies that motivated her 
were explained to the parents. Reasons were given why it was 



303 



hard for them to understand her. An explanation was also given to 
the daughter as to why her parents thought one way and she 
another. When the three endeavored to understand what brought 
about their problem and how they could adjust to it with a 
positive mental attitude, they were able to live together in greater 
harmony. 

To have a happy home, be understanding. To be happy, be 
understanding of other people. Realize that another person's 
energy level and capacities may not be the same as yours. He 
may not think like you. Try to understand that what he likes may 
not be what you like. When you realize this, you will find it 
easier to develop a PMA in yourself and to do that which will 
create desirable reactions in others. 

Opposite poles of a magnet attract each other and do persons with 
opposite personality traits. And where there is a community of 
interest, two individuals may experience a happy association 
together although each has opposite characteristics in many 
respects. One may be ambitious, aggressive, confident, and 
optimistic and possess tremendous drive, energy, and stick-to- 
itiveness. The other may have a tendency to be satisfied, fearful, 
timid, shy, tactful, and humble and may lack confidence in 
himself. Often such persons are attracted to each other, and when 
associated together complement, strengthen, and inspire each 
other. 

And they blend their personalities and thus the extremes of each 
become neutralized. What would grow into rigidity on the part of 
one and frustration on the part of the other is thus avoided. 

Would you be happy and inspired if you were married to a person 
whose personality was exactly like yours? Be truthful with 
yourself. The answer would probably be "no." 



304 



Children, too, can be taught to be understanding and to be 
appreciative of all that their parents do for them. Much 
unhappiness is caused in homes because the children do not 
appreciate and understand their parents. But whose fault is it? 
The child's or the parents' or both? 

Some time ago we had an appointment with the president of a 
large and successful organization. His name has appeared in a 
favorable light in every large newspaper in the country for the 
good work he did while holding public office. Yet on the day we 
saw him, he was most unhappy. "No one likes me! Even my 
children hate me! Why is this?" he asked. 

Actually this man is a person of good intent. He gave his children 
everything that money would buy. He deliberately kept them 
from the needs that forced him as a child to gain the strength he 
developed as a man. He tried to protect them from those things in 
life that to him were not beautiful. He eliminated the necessity for 
them to struggle as he had had to struggle. He never asked or 
expected appreciation from his sons and daughters when they 
were children and he never got it. Yet he assumed that they 
understood him without endeavoring to find out. 

Things would have been different had he taught his children to be 
appreciative and to gain strength by at least partially fighting their 
own battles. He experienced happiness in making them happy 
without teaching them to be happy by making others happy. 
Therefore they made him unhappy. Perhaps if he had confided in 
them when they were growing up and told of the struggles he had 
endured for their benefit, they might have been more 
understanding. 

But there is no need for this man, or anyone in a like situation, to 
remain unhappy. He can turn up the PMA side of his talisman 
and try earnestly to make himself known to and understood by his 
dear ones. 



305 



And he can take the time to show that he loves them by sharing 
himself instead of just giving them those material things with 
which his wealth can supply them. If he shares himself as 
liberally as he shared his money with them, he will experience the 
rich reward of having them return love and understanding to him. 

Of course this man had meant well. He had the right intent 
toward his children and toward others. But he had not been 
sensitive to their reactions. He had simply assumed that they 
would understand. And he had not taken the time to help them to 
do so. 

Now this man could help himself by reading inspirational books. 
We recommended several including: How to Win Friends and 
Influence People. And we told him that his children were people. 

Attract and repel through verbal communications. Regardless 
of who you are — you are a wonderful person! Yet certain 
individuals may not think so. If you feel that they react 
unfavorably with unwarranted antagonism to the many things you 
say and do, you can do something about it. They are just as 
human as you are. 

You have the power to attract and repel ! You can use this power 
wisely to attract the right friends and repel those who have an 
undesirable or injurious influence on you. With a negative mental 
attitude — you are apt automatically to repel the good things in 
life and attract the undesirable including the wrong kind of 
friends. 

Undesirable reactions on the part of others may be due to what 
you say and how you say it; or because of your true inner feelings 
and attitudes. The voice, like music, is often a reflection of the 
mood, attitude, and hidden thoughts of the mind. It may be just as 
difficult for you to realize that the fault lies with you as it is for 



306 



you to take the initiative and correct yourself when you realize 
the fault does at times lie with you — but you can do it! 

You can learn from a good salesman. For he is forced to train 
himself to be sensitive to the reactions of prospective customers 
— and do something about it. 

The customer is always right attitude of successful merchants is a 
most difficult attitude for some individuals to adopt; yet — it gets 
results ! 

If you would endeavor to make your relatives happy with the 
same positive mental attitude that a salesman uses to sell his 
merchandise to prospective customers, your home and social life 
would become a more happy and successful one — that is if you 
have a problem of personality conflict at home. 

If your feelings are frequently hurt because of what people say, or 
how they say it, it is quite likely that you yourself are frequently 
guilty of offending others by what you say or how you say it. Try 
to determine the true reasons for your reactions of hurt feelings 
and then avoid causing the same reactions in others. 

If gossip offends you, you can assume that you shouldn't gossip 
or you will offend others. 

If you find someone's tone of voice and attitude towards you 
objectionable, avoid offending others by speaking or acting in the 
same manner. 

If you are not happy when someone yells at you in an angry 
voice, assume that it is repellent to another if you yell at him — 
even though he is your five-year-old son, or a very close relative. 



307 



If you feel offended because another person misunderstands your 
intent, show your confidence — give other persons the benefit 
of the doubt. 

If you do not find arguments, sarcasm, humor with a personal 
sting, or criticism of your ideas, friends or relatives pleasant, it is 
logical to assume that others will not find them pleasing either. 

And if you like to be complimented — if you like to be 
remembered — if it makes you happy to know that someone 
thinks of you: you can safely assume that others will be happy if 
you compliment them, or remember them, or drop them a note to 
let them know you are thinking of them. 

A letter can bring happiness. Absence makes the heart grow 
fonder — if letters are exchanged. For many a marriage has taken 
place because love grew stronger through absence. 

Poetry, imagination, romance, idealism, ecstasy develop warmth 
and understanding through the exchange of letters. Each 
individual can express thoughts that might never be expressed if 
the written word is not used as the medium. Letters of 
endearment need not, and should not, stop with marriage. Samuel 
Clemens (Mark Twain) wrote loving notes to his wife daily even 
when they were at home. They lived a life of real happiness 
together. 

You are what you think. To write — you must think. When you 
write a letter, you crystallize your thinking on paper. Your 
imagination is developed by recollecting the past, analyzing the 
present and perceiving the future. The more often you write, the 
more you take pleasure in writing. By asking questions, you, as 
the writer, direct the mind of the recipient into desired channels. 
You can make it easy for him to respond to you. Thus, when he 



308 



does, he becomes the writer and you receive additional joy as the 
recipient. 

The receiver of the letter you write is forced to think in terms of 
you. If your letter is well-thought-out, both his reason and his 
emotions can be directed along desired paths. Inspiring thoughts 
will be imprinted indelibly in his memory when they are being 
recorded in his subconscious mind as he reads. 

Can you attract happiness? Yes, of course you can attract 
happiness. How? You can attract happiness with PMA. 

A positive mental attitude will attract to you all the health, 
wealth, and happiness you desire. And a positive mental attitude 
consists of such plus characteristics as: faith, hope, charity, 
optimism, cheer, generosity, tolerance, tact, kindliness, honesty, 
good-finding, initiative, truthfulness, straightforwardness, and 
good common sense. 

Contentment. As a nationally syndicated columnist, Napoleon 
Hill once wrote an article entitled "Contentment." You may find 
it helpful. Here is what it said: 

The richest man in all the world lives in Happy Valley. He 
is rich in values that endure, in things he cannot lose — 
things that provide him with contentment, sound health, 
peace of mind and harmony within his soul. 

Here is an inventory of his riches and how he acquired 
them: 

"I found happiness by helping others to find it. 

"I found sound health by living temperately and eating 

only the food my body requires to maintain itself. 



309 



"I hate no man, envy no man, but love and respect all 
mankind. 

"I am engaged in a labor of love with which I mix play 
generously; therefore, I seldom grow tired. 

"I pray daily, not for more riches, but for more wisdom 
with which to recognize, embrace, and enjoy the great 
abundance of riches I already possess. 

"I speak no name save only to honor it, and I slander no 
man for any cause whatsoever. 

"I ask no favors of anyone except the privilege of sharing 
my blessings with all who desire them. 

"I am on good terms with my conscience; therefore, it 
guides me accurately in everything I do. 

"I have more material wealth than I need because I am 
free from greed and covet only those things I can use 
constructively while I live. My wealth comes from those 
whom I have benefited by sharing my blessings. 

"The estate of Happy Valley which I own is not taxable. 
It exists mainly in my own mind, in intangible riches that 
cannot be assessed for taxation or appropriated except by 
those who adopt my way of life. I created this estate over 
a lifetime of effort by observing nature's laws and 
forming habits to conform with them." 
There are no copyrights on the Happy Valley man's success 
creed. If you will adopt it, the creed can bring you wisdom, 
peace, and contentment. 



310 



In his book, The Power of Faith, Rabbi Louis Bienstock said this 
on the subject of happiness: 

"Man was born together — all of one piece. It is the kind of 
world he has fashioned that has torn him apart. A world of folly! 
A world of falsehood! A world of fear! With the power of faith, 
let him put himself together again — faith in himself, faith in his 
fellowmen, faith in his destiny, faith in his God. Then and only 
then will the world be truly together. Then and only then will 
man find happiness and peace." 

Remember, if the man is right his world will be right, He can 
attract happiness just as he can attract wealth, unhappiness, or 
poverty. Is your world right? Or are guilt feelings keeping you 
from winning the success you want? If so, you will want to read 
our next chapter to insure happiness in your life. 

PILOT NO. 18 
Thoughts to Steer By 

1. Abraham Lincoln once said: "It has been my observation that 
people are just about as happy as they make up their minds to 
be." Will you make up your mind to be happy? If not, will you 
make up your mind not to be unhappy? 

2. There is very little difference in people, but that little 
difference makes a big difference. The little difference is 
attitude. The big difference is whether it is positive or 
negative. 

3. One of the surest ways to find happiness for yourself is to 
devote your energies toward making someone else happy. 



311 



4. If you search for happiness, you will find it elusive. But if you 
try to bring happiness to someone else, it will return to you 
many times over. 

5. If you share happiness, and all that is good and desirable, you 
will attract happiness, and the good and desirable. 

6. If you share misery and unhappiness, you will attract misery 
and unhappiness to yourself. 

7. Happiness begins at home. Members of your family are 
people. Motivate them to be happy just like a good salesman 
motivates his prospects to buy. 

8. When two forceful personalities are opposed and it is desirable 
that they live together in harmony, at least one must use the 
power of PMA. 

9. Be sensitive to your own reactions and to the reactions of 
others. 

10. Would you like to live contentedly in Happy Valley? 

TO BE HAPPY 
MAKE OTHERS HAPPY! 



312 



CHAPTER 19 
Get Rid of That Guilt Feeling 

You have a guilt feeling. That's good! 

But get rid of that feeling of guilt. 

A sense of guilt is good. And every living person regardless of 
how good or bad he may be will sometimes experience a feeling 
of guilt. This feeling is the result of a "still, small voice" speaking 
to you. And your conscience is that "still, small voice." 

Now think for a moment: What would happen if one did not feel 
a sense of guilt after doing wrong? For the person who does not 
have a feeling of guilt for doing a specific wrong act is often 
unable to distinguish between right and wrong — or hasn't been 
trained to know the difference between right and wrong as 
regards that act. Or he may not be sane. 

For many feelings of guilt are inherited. And others are acquired. 

We know a mental conflict often will develop when inherited 
emotions and passions are bridled by the society in which one 
lives; and people in one environment may have an entirely 
different code of ethics that is opposed to the code of those in 
another. Yet in each instance where the individual has been 
taught a specific, ethical standard and violates it, he develops a 
feeling of guilt. 

In some instances, however, the violation of a moral standard of 
society is good because the standard itself may be bad. 



313 



And we reiterate: a feeling of guilt is good: It even motivates 
persons of the highest moral standards to worthwhile thought and 
action. 

For there was a righteous man who hated and unrelentingly 
persecuted people of a religious minority. But he developed a 
feeling of guilt. And the world knows he righted his wrong when 
his feelings of guilt motivated him to desirable action. For he 
became a great evangelist. And his thoughts, words, and actions 
have changed the history of the world during the past two 
thousand years. Saul of Tarsus was his name. 

And then there was a man whose feeling of guilt for what he 
believed to be the misdeeds of his life made him so remorseful 
that he, too, was motivated to desirable action. In prison he spent 
his days writing a book. And his book is a classic reference for 
teaching nobility of character and beauty of life. John Bunyan 
was his name. 

And then there was also the sinner we discussed in Chapter 
Fifteen who donated a half million dollars to the Chicago Boys 
Clubs and who also donated a million dollars to his church. Now 
he did this to atone in part for his guilt. For he provided money to 
prevent boys and girls from falling into the traps and snares of 
life that he had experienced. 

Even a benefactor to mankind like Dr. Albert Schweitzer was 
motivated by the sense of guilt. For he felt guilty that he had 
fallen short of his responsibilities to his fellowmen. And because 
he could, but was not, doing something worthwhile, his sense of 
guilt prompted him to start his great mission. 

Now do you see that a feeling of guilt with PMA is good? But 
then there is a feeling of guilt with NMA. And that is bad. 



314 



For not every guilt feeling brings about beneficial remits. Now 
when the individual has a guilt feeling and does not get rid of that 
guilt feeling with PMA, the results are often most harmful. 

And the great psychologist Sigmund Freud says: "The further our 
work proceeds and the deeper our knowledge of the mental life of 
neurotics penetrates, the more clearly two new factors force 
themselves upon our notice which demand the closest attention as 
sources of resistance... They can both be included under the one 
description of 'need to be ill' or 'need to suffer.'... The first of 
these two factors is the sense of guilt or consciousness of guilt..." 

And Sigmund Freud is right. For feelings of guilt have motivated 
men to destroy their lives, mutilate their bodies, or injure 
themselves in other ways to atone for their wrongdoing. Now 
today, fortunately, such methods are seldom practiced. And they 
are not permitted in civilized countries. Yet their counterpart can 
be found. For the conscious mind may not feel guilty but the 
subconscious mind does. 

And the subconscious mind never forgets. 

And it uses its powers as effectively as the conscious mind. For it 
fulfills the need of the individual who doesn't rid himself of the 
feeling of guilt with PMA. It makes him ill. It makes him suffer. 

A guilt feeling can teach yon consideration for others. 

Consideration for others is a quality each of us has to learn to 
develop. The new-born babe cares little for the comfort and 
convenience of anyone else. He wants what he wants when he 
wants it. So right at that point in his development he begins to 
learn, little by little, that there are others alive, too, and that, to 
some extent at least, he will have to allow them some 
consideration. But selfishness is a common human trait, and it 
lessens in each of us only through development. When we get old 



315 



enough to understand that such feelings are not good, we feel a 
twinge of guilt when we indulge in selfishness. This is good, for 
it causes us to think twice when the occasion arises and we can 
choose between pleasing ourselves or pleasing others concerned. 

Thomas Gunn's six-year-old grandson was visiting him at his 
home in Cleveland, Ohio. The youngster would run to the corner 
every evening to meet his grandfather when he returned from 
work. This made the grandfather very happy. When the youngster 
met him, he would give his grandson a small bag of candy. 

One day the boy ran to the corner and greeted his grandfather in 
excitement and anticipation with: "Where's my candy?" The 
elderly gentleman tried to conceal his emotion. "Did you meet me 
every evening," he hesitated before continuing, "just for a bag of 
candy?" The boy was handed the small bag that his grandfather 
had taken out of his pocket. Nothing more was said as they 
walked to the house. The child was hurt. He was unhappy. He 
didn't eat the candy. It didn't seem desirable any more. He had 
injured someone whom he loved. 

That night as the six-year-old and his grandfather knelt down and 
said their prayers aloud together, the youngster added one all his 
own: "Please, God, let grandfather know I love him." 

The boy's unhappiness and remorse because of what he had done 
were good. Why? Because they forced him to take action to get 
rid of that guilt feeling and make amends for what he had done. 

To get rid of that guilt feeling, make amends. Feelings of guilt 
can arise from many varied causes. But a sense of guilt brings 
with it a feeling of indebtedness... indebtedness that must be 
reduced and eliminated. 



316 



And this is very well illustrated by the story of the young doctor 
in Lloyd C. Douglas' novel The Magnificent Obsession. For you 
will recall that in that story the young man who is the hero felt 
that he owed the world a debt because his life had been saved at 
the cost of the life of a great brain surgeon who had been a real 
blessing to the world. 

But it was this feeling of debt which caused the young man to 
become a brain specialist equal in ability to the man whose life he 
felt he had taken. And from the diary of the man who had gone 
on, the young man learned a philosophy of life which caused him 
to develop a Magnificent Obsession. Thus, because of his guilt 
feeling, he too became a worthwhile person. 

Now every story is somebody's story. And every day in your 
daily newspaper you read somebody's story: someone like Jim 
Vaus whose life was saved in more ways than one because he 
responded to an irrevocable decision to get rid of his feeling of 
guilt. For he got into action. 

To get rid of that guilt feeling, get into action! Sometimes 
people get caught in a web of wrongdoing, and they seem to be 
unable to free themselves from it. For they give up trying. And 
then they become more and more entangled, until finally it takes 
an almost earthshaking experience to set them free. Such was the 
case with Jim Vaus. 

Jim Vaus is a man who literally owes his life to his decision to 
say "I will" and yet this decision came quite late in life. For a 
good many years, Jim had been running head on into the 
Commandments. He seemed to be trying to violate them all, one 
by one. The first time he broke the injunction, "Thou shalt not 
steal," he was still in college. One day he stole $92.74; he went to 
the airport, bought a ticket, and headed for Florida. A little later 
he stole again, this time in an armed robbery. He was caught and 



317 



put in jail. Shortly thereafter he was granted amnesty so that he 
could join the Army; yet even in the Army he got into trouble. 
The court martial read, "... for diverting government property to 
private use... " 

And so it went. Jim Vaus' career kept sliding downhill. The more 
often he did wrong, the more guilt he felt. Guilt leads to guilt, as 
well as lies and deception to hide it. 

Now Jim didn't consciously feel more guilty — because his 
conscious sense of guilt had become deadened. But not so with 
his subconscious mind. For that's where the guilt feeling 
accumulated without Jim's realizing it. 

And, as in the instances you often read of in your newspaper, it 
took an earthshaking experience to awaken him. 

Now Vaus was eventually released from the Army; he married 
and moved to California where he set up an electronics consultant 
business. One day a man known simply as Andy came to Jim and 
outlined a big idea for beating the races with an electronic device. 
Within weeks Jim was deeply involved with the underworld. And 
he was driving a nine thousand dollar car. He had a fine home in 
the suburbs, and more business than he could handle. 

One day Jim had an argument with his wife. She wanted to know 
where all the money was coming from, and he wouldn't say. So 
she started to cry. Jim couldn't stand to see his wife cry. For he 
loved her. Jim's conscience bothered him. Because he wanted to 
humor her, he suggested a ride out to the beach. On the way, they 
got caught in a traffic jam: hundreds of cars were pouring into a 
parking lot. 

"Oh look, Jim," said Alice. "It's Billy Graham! Let's go. It might 
be interesting." 



318 



And still trying to humor her, Jim went along. But shortly after he 
sat down he became emotionally disturbed: It seemed to him that 
Graham was talking directly to him. For Jim's conscience 
bothered him so badly that it seemed he had been singled out. 
Graham's text was: 

"What does it profit a man if he gains the whole world and loses 
his soul?" 

Then Graham was saying: 

"There's a man here who has heard all this before, who is 
hardening his heart. With pride he stiffens his neck, and he is 
determined to leave without making a decision. But this will be 
his last chance." 

His last chance? To Jim the thought was startling. Perhaps he had 
a premonition. Or perhaps he was ready. What did the preacher 
mean? 

Graham was giving a call to come forward. He wanted people to 
take a physical step that symbolized a decision. What was 
happening, Jim wondered. Why did he feel like crying? Suddenly 
he found himself speaking. "Let's go, Alice." Dutifully Alice 
walked to the aisle, and turned as if to go out of the tent. Jim, 
who was following her, caught her arm and turned her around. 

"No, dear," he said. "This way... " 

Years later, after Jim had changed his life completely, he was 
giving a speech in Los Angeles. And then he told of his 
experiences with the underworld. He told about the day of his 
decision, on which day he had been instructed to fly to St. Louis 
on a wire-tapping assignment. "I never reached St. Louis," he 
said. "I found the courage to reach my knees instead." 



319 



And in his speech Jim told of his blessings and how he had 
thanked God for them, asked for forgiveness, had tried to 
neutralize his wrongdoing, and stressed the application of the 
Golden Rule. 

After the lecture, a lady came up to him and said, "Mr. Vaus, I 
think you might like to know something. I was working in the 
Mayor's office at the time you were supposed to go to St. Louis. 
On that day a teletype was received from the FBI. It said, Mr. 
Vaus, that you were going to be met in St. Louis by a rival gang. 
And shot dead." 

A recommended formula for getting rid of guilt. Your own 
"last chance" may not be as dramatic as this. But there is a 
wonderful lesson in the story of Jim Vaus, nonetheless. How was 
Jim able to get rid of his guilt feelings? He did it by following a 
clearcut pattern. It is the pattern all of us can follow. 

. . . First of all, you listen as you hear advice, a lecture, an 
inspirational sermon that could change your life. 

. . . Then you count your blessings, and thank God for 
them. Feel sincerely sorry and ask for forgiveness. When 
you realize your blessings, it isn't difficult to become 
sincerely sorry for the wrongs you have done. And truly 
to repent Then you will have the courage to ask for 
forgiveness from God. 

. . . You must take the first step forward. This is important 
because it is a symbol through a physical gesture that you 
make in the direction of a changed life. When Jim walked 
down the aisle, he was making a public announcement 
that he had become sorry for his past and was now ready 
to change his life. 



320 



. . . Also, you must make amends by taking the second 
step forward: begin immediately to right every wrong. 

. . . And then the most important step of all: apply the 
Golden Rule. This should be easy. For now when you are 
tempted to do wrong, that "still, small voice" will whisper 
to you. And when it does, stop and listen. Count your 
blessings. Picture yourself in the other fellow's place. And 
then make your decision to do what you would want 
done if you actually were in his position. 

So this is the formula for getting rid of your guilt feelings. If you 
are having trouble with temptation, and if subsequent guilt is 
keeping you from using your energy in a constructive direction, 
learn the pattern for freedom from guilt Relate it to your own life. 
Apply it. And step away toward success. 

Success Through a Positive Mental Attitude urges you to use the 
powers of your conscious and subconscious mind to: 

• Seek the truth. 

• Motivate you to take constructive action. 

• Cause you to strive to achieve the highest ideals you can 
conceive, consistent with good physical and mental health. 

• Live intelligently in your society. 

• Help you abstain from that which will cause unnecessary 
injury. 

• Start you from where you are and get you to where you want 
to be regardless of what you are or what you have been. 

Anything which deters you from noble achievements in life 
should be cast aside. And this places upon you the burden to 
know or find out what is right or wrong, and to know what is 
good or evil under a given circumstance and at a given time. 



321 



You are acquainted with the Ten Commandments, the Golden 
Rule, and other standards of good in the society in which you 
live. And it is for you to determine the standards which will guide 
you to your desired goals. 

"It is one thing to know the goal, and quite another thing to work 
toward it," writes Bishop Fulton J. Sheen in Life Is Worth Living. 
Choose your goals! Work toward them! Direct your thoughts, 
control your emotions, get into action and you ordain your 
destiny. You can find the answer if you keep seeking it. How? 
One important aid is to "catch character." 

Catch. "Character is something that is caught, not taught," was a 
thought-provoking quotation of Arthur Burger, former Executive 
Director of the Boys Clubs of Boston. It appeared in a Reader's 
Digest article entitled "400,000 Boys Are Members of the Club." 

Catch has two distinct meanings: (1) "affected by exposure to 
environment" (often subconscious reaction); and (2) "seize and 
hold" (conscious action). 

One effective way to catch character is to place yourself or your 
children in an environment that will develop desirable thoughts, 
motives, and habits. If your selected environment it is not 
sufficiently effective after a reasonable time, make substitutions 
and changes. 

But character can also be taught. And if parents would devote 
more time to teaching character, both by precept and example, 
their children would catch and learn this admirable quality so 
necessary for success. 

What makes a delinquent? E. E. Bauermeister, former 
Supervisor of Education at the California Institution for Men at 
Chino, California, says: "Our youngsters need the guidance in 



322 



choosing right from wrong which they should receive at home... 
when we start talking about juvenile delinquency, we should 
rename it and put the responsibility where it belongs. We have a 
case of parent delinquency in America today. Parents are not 
assuming the obligations and responsibilities that are theirs. 

"Everyone has been born with a potential of good character. . . " 

J. Edgar Hoover made this statement: "You can read volumes 
upon volumes as to the cause of crime, but crime is literally 
caused by the lack of one thing, a feeling of moral responsibility 
on the part of people." 

And the reason the people lack a feeling of moral responsibility is 
because they lack a guilt feeling. Thus they do not develop their 
own characters, for their conscience is dulled and doesn't guide 
them. And from their faulty unmoral and amoral characters their 
children can neither catch nor learn character. 

When one virtue is in conflict with another. Sometimes it is not 
so easy to decide whether one should say yes or no. For the 
question to be resolved may involve a conflict between virtues. 
And every person at some time is faced with such a conflict and 
must make a decision. He must choose: between what he wishes 
to do and what he ought to do; or between what he wants and 
what society expects of him. 

And such a choice must necessarily be made between virtues, 
such as: love, duty, and loyalty. As examples: (a) love and duty to 
a parent in conflict with the love and duty to a husband or wife; 
(b) loyalty to an individual in conflict with loyalty to another 
individual; or (c) loyalty to an individual in conflict with loyalty 
to an organization or society. 



323 



Let's Illustrate with the story of the salesmen who worked with 
George Johnson. For they were faced with a conflict between 
loyalty to an individual and loyalty to another Individual and the 
organization he represented. 

George Johnson trained, encouraged, inspired, and financed a 
salesman whom we will call John Black. 

George had complete confidence in John. He liked him. He gave 
him a break. He let him service his best customers — long 
established accounts. In the company contract it was agreed that 
in the event of termination the salesman would in no way molest 
the company's business or interfere with its sales organization. 
Mr. Johnson gave Black the book Think and Grow Rich. It 
motivated John to action — the wrong action! John didn't read 
what was unwritten. His only interest was the acquisition of 
money. He believed the end justified any means. Because of his 
negative standards he responded aggressively with a negative 
mental attitude. 

"George Johnson is just like a father to me. Yes, I think of him as 
a father," the salesman said, but at the same time he secretly 
planned to transfer the company's customers and sales force to a 
competing concern for — money. 

John was welcomed in the homes of his fellow salesmen. For 
they were unaware of his thoughts or plans. When he called at 
their homes he relied upon the honesty and decency of the 
individuals to live up to a promise and not to betray his secret. He 
would ask, "How would you like to double your earnings? How 
would you like to have greater security?" The response would be: 
"Sounds good! What's it all about?" 



324 



Black would answer, "I don't want anyone to upset the apple cart; 
therefore, I'll tell you only if you promise me on your honor not to 
tell anyone. Do you make a solemn promise?" 

When the answer was yes, he endeavored to entice them over to 
the competing organization. He tried to neutralize their pangs of 
conscience by referring to real or imaginary dissatisfactions. 

The other salesmen were "on the spot." On the one hand, they had 
given John their solemn promise not to tell what he was doing. 
On the other hand, they knew what he was doing would be 
harmful to their employer. And they owed a greater loyalty to 
George Johnson and the organization he represented. 

The salesmen had the courage to try to clear the cobwebs of 
John's thinking and to show him that what he was contemplating 
was not right. When he didn't respond but persisted in his own 
way, they knew what to do: They gave George Johnson the facts. 
They chose adherence to courage, honesty, and loyalty. They 
knew how to decide between right and wrong when one virtue 
was in conflict with another. 

There are many such conflicts. In your life you will be faced with 
the necessity to make decisions in instances where virtues are in 
conflict with other virtues. And what will your decision be? 
Perhaps the following will aid you: 

Do that which your conscience tells you will not develop a guilt 
feeling. It's the right thing to do. To assist you in coming to the 
right decision under such circumstances, complete the Success 
Quotient Analysis in the following chapter. 

PILOT NO. 19 
Thoughts to Steer By 



325 



1. You have a guilt feeling. That's good! But get rid of that guilt 
feeling ! 

2. To get rid of that guilt feeling, make amends. 

3. A recommended formula to help you get rid of guilt is: 

(a) Listen to advice, a lecture, sermon, etc., and relate and 
assimilate the principles. 

(b) Count your blessings and thank God for them. 

(c) Then become truly sorry for your wrongdoings. True 
sorrow necessarily incorporates a sincere decision to stop 
the wrongdoing. 

(d) Take the first step forward: Acknowledge your guilt 
and your intention to make amends. 

(e) Make amends insofar as you are able. 

(f) Memorize, understand and try to apply the Golden Rule 
in your dealings with others. 

4. Anything which deters you from noble achievements in life 
should be cast aside. 

5. Character can be caught and taught. 

6. What do you do when two virtues are in conflict with one 
another? 

7. The burden is upon you to find what is right or wrong, and to 
know what is good or evil under a given circumstance and at a 
given time. One of the best ways to learn is to expose yourself 
with regularity to a religious environment, and to seek Divine 
Guidance daily. 

YOU HAVE A GUILT FEELING — THAT'S GOOD. 
BUT GET RID OF THAT GUILT FEELING! 



326 



PARTV 

Action Please! 



NEGLIGENCE 



Remember that you and you alone can eliminate your real 
limitations when you learn and employ the art of motivation with 
PMA. These limitations are: 

1. A negative mental attitude and your neglect to change to a 
positive mental attitude 

2. Ignorance, through your neglect, to learn how to use the 
powers of your mind 

3. Your neglect to engage in thinking, study and planning time to 
set and achieve desirable goals 

4. Your neglect to take the necessary action when you know what 
to do and how to do it 

5. Your neglect to learn how to recognize, relate, assimilate and 
apply universal principles that, when applied, can help you 
achieve any objective you may have that doesn't violate the 
laws of God or the rights of your fellow men 

6. That which you set up in your own mind, or accept, as 
insurmountable 

Also remember: Negligence is one of the quickest and easiest 
habits to neutralize and overcome if you want to neutralize and 
overcome it. 



327 



CHAPTER 20 
Now It's Time to Test Your Own Success Quotient 

You have read all but the last three chapters of Success Through a 
Positive Mental Attitude. And now would be a good time to take 
a look at your own mental attitude. And you can do this for 
yourself. 

But before you do, we want you to know our attitude is: 

The burden of teaching is upon the person who wants to teach. 

And with whom does the burden of learning lie? Perhaps J. 
Milburn Smith has the answer. Now J. Milburn Smith rose from 
assistant to the office boy to president of the Continental Casualty 
Company of Chicago. He told us: 

The burden of learning is on the person who wants to learn, not 
on the person who wants to teach. And he also said: 

"A 'have-not' is a person who believes that an idea is not good for 
him unless he himself originates it. And I say: 

"Copy from success! Everything I have done I have borrowed 
from another person or business." And he continued: 

"Be respectful and listen to those who have experience. 

"For the experienced man had something I wanted. And that's 
why I associated with older and successful men. For I took what 
they had: the good, their knowledge and experience, but not their 
weaknesses. And then I added this to what I had. Thus I profited 
even by their mistakes as well as my own. 



328 



To learn one must pay the price. And I was willing to pay it for I 
was not taught. I learned. Knowledge? You must seek it out! " 

Copy from success, says J. Milburn Smith. 

And you can begin by asking yourself some questions: Am I 
willing to pay the price? Am I willing to take the good, the 
knowledge and the experience, but not the weaknesses of the men 
I have read about in this book? 

And if your answer is yes, then we have a suggestion that we 
know will help you. But let's first remind you that as you have 
read the pages of this book, you have frequently been called upon 
to answer questions about yourself. And although these may have 
appeared to have been simple questions, in reality: is there 
anything harder than to evaluate one's self correctly? "Know 
thyself" is probably the most difficult admonition ever given to 
man. 

And to assist you to know thyself the authors have prepared a 
personal analysis questionnaire which has helped many men and 
women to do this more satisfactorily. You have already taken 
many tests intelligence, aptitude, personality, vocabulary, and all 
the rest. 

But this one is different. We call it your Success Quotient 
Analysis. And it is based on the 17 success principles which have 
been responsible for the worthwhile achievements of the world's 
outstanding leaders in all fields. It has many purposes: 

To direct your thoughts in desired channels. 
To crystallize your own thinking. 

To indicate your present position on the road to success. 
To encourage you to decide exactly where you want to be. 



329 



To measure your chances of reaching your desired 

destination. 
To indicate your present ambitions and other characteristics. 
To motivate you to desirable action with PMA. 

Our suggestion. And now our suggestion is that you 
immediately try to answer the following Success Quotient 
Analysis: thoughtfully and truthfully, to the best of your ability. 
Try not to fool yourself. For this test will be valid only if you 
answer every question with the truth as you now see it. 

Success Quotient Analysis 

1 . Definiteness of purpose Yes No 

(a) Have you decided upon a definite major 

goal in life? 

(b) Have you set a time limit for reaching 

that goal? 

(c) Do you have specific plans for 

achieving your goal in life? 

(d) Have you determined what definite 

benefits your goal in life will bring you? 

2. Positive mental attitude Yes No 



(a) Do you know what is meant by a 
positive mental attitude? 

(b) Do you control your mental attitude? 

(c) Do you know the only thing over which 

330 



anyone has complete power of control? 

(d) Do you know how to detect a negative 

mental attitude in yourself and others? 

(e) Do you know how to make PMA a 

habit? * 

3. Going the "Extra Mile" Yes No 

(a) Do you make a habit of rendering more 

and better service than you are paid for? 

(b) Do you know when an employee is 

entitled to more pay? 

(c) Do you know of anyone who has 

achieved success in any calling without 

doing more than he was paid to do? 

(d) Do you believe anyone has a right to 

expect an increase in salary unless he is 

doing more than he is paid for? 

(e) If you were your own employer, would 

you be satisfied with the sort of service you 

are now rendering as an employee? 

4. Accurate thinking Yes No 

(a) Do you make it your duty constantly to 

learn more about your occupation? 

(b) Is it your habit to express "opinions" on 

subjects with which you are not familiar? 



331 



(c) Do you know how to find the facts 

when you need knowledge? 

5. Self-discipline Yes No 

(a) Do you hold your tongue when angry? 

(b) Is it your habit to speak before you 

think? 

(c) Do you lose your patience easily? 

(d) Are you generally even-tempered? 

(e) Is it your habit to allow your emotions 

to overpower your reason? 

6. The master mind Yes No 

(a) Are you influencing other people to help 

you attain your goal in life? 

(b) Do you believe that a person can 

succeed in life without the aid of others? 

(c) Do you believe a man can easily 

succeed in his occupation if he is opposed 

by his wife or other members of his family? 

(d) Are there advantages when an employer 

and an employee work together in 

harmony? 

(e) Are you proud when a group to which 

you belong is praised? 

332 



7. Applied faith Yes No 

(a) Do you have faith in Infinite 

Intelligence? 

(b) Are you a person of integrity? 

(c) Do you have confidence in your ability 

to do what you decide to do? 

(d) Are you reasonably free from these 

seven basic fears: (1) fear of poverty? (2) 

fear of criticism? (3) fear of ill health? 
(4) fear of loss of love? (5) fear of loss 
of liberty? (6) fear of old age? (7) fear 
of death? 

8. Pleasing personality Yes No 

(a) Are your habits offensive to others? 

(b) Is it your habit to apply the Golden 

Rule? 

(c) Are you liked by those with whom you 

work? 

(d) Do you bore others? 

9. Personal initiative Yes No 

(a) Do you plan your work? 

(b) Must your work be planned for you? 



333 



(c) Do you possess outstanding qualities 

not possessed by others in your line of 

work? 

(d) Is it your habit to procrastinate? 

(e) Is it your habit to try to create better 

plans for doing your work more 

efficiently? 

10. Enthusiasm Yes No 

(a) Are you an enthusiastic person? 

(b) Do you direct your enthusiasm toward 

carrying out your plans? 

(c) Does your enthusiasm overpower your 

judgment? 

1 1 . Controlled attention Yes No 

(a) Is it your habit to concentrate your 

thoughts on what you are doing? 

(b) Are you easily influenced to change 

your plans or your decisions? 

(c) Are you inclined to abandon your aims 

and plans when you meet opposition? 

(d) Do you keep working regardless of 

unavoidable distractions? 

12. Teamwork Yes No 



334 



(a) Do you get along harmoniously with 

others? 

(b) Do you grant favors as freely as you 

ask them? 

(c) Do you have frequent disagreements 

with others? 

(d) Are there great advantages in friendly 

cooperation among co-workers? 

(e) Are you aware of the damage one can 

cause by not cooperating with co-workers? 

13. Learning from defeat Yes No 

(a) Does defeat cause you to stop trying? 

(b) If you fail in a given effort, do you keep 

trying? 

(c) Is temporary defeat the same as failure? 

(d) Have you learned any lessons from 

defeat? 

(e) Do you know how defeat can be 

converted into an asset that will lead to 

success? 

14. Creative vision Yes No 

(a) Do you use your imagination 

constructively? 



335 



(b) Do you make your own decisions? 

(c) Is the man who only follows 

instructions always worth more than the 

man who also creates new ideas? 

(d) Are you inventive? 

(e) Do you create practical ideas in 

connection with your work? 

(f) When desirable, do you seek sound 

advice? 

15. Budgeting time and money Yes No 

(a) Do you save a fixed percentage of your 

income? 

(b) Do you spend money without regard to 

your future source of income? 

(c) Do you get sufficient sleep each night? 

(d) Is it your habit to employ spare time 

studying self-improvement books? 

16. Maintenance of sound health 

(a) Do you know five essential factors of 

sound health? 

(b) Do you know where sound health 

begins? 



336 



(c) Are you aware of the relation of 
relaxation to sound health? 

(d) Do you know the four important 
factors necessary for the proper 
balancing of sound health? 

(e) Do you know the meaning of 
"hypochondria" and "psychosomatic 
illness"? 



17. Using cosmic habit force as it pertains Yes No 

to your personal habits 

(a) Do you have habits which you feel you 

cannot control? 



(b) Have you recently eliminated 
undesirable habits? 

(c) Have you recently developed any 
new, desirable habits? 



Here's how to rate your answers. All the following questions 
should have been answered NO: 3c - 3d - 4b - 5b -5c - 5e - 6b - 
6c - 8a - 8d - 9b - 9d - 10c - lib - lie -12c - 13a - 13c - 14c - 
15b - 17a. All other questions should have been answered YES. 
Your score would have been 300 if all the questions had been 
answered "No" or "Yes" as shown above. This is a perfect score 
and very few people have ever made such a score. Now let's see 
what your score was. 



337 



Number of "No" answers instead of "Yes": X4 = 



If you answered "No" to any of the meaning questions that should 
have been answered "Yes," deduct four points for each one: 

Add the subtotals together, and subtract from 300. This will be 
your score. 

Illustration: 

Number of "Yes" answers instead of "No": 3 x 4 = 12 
Number of "No" answers instead of "Yes": 2x4= 8 

Total Number of Wrong Answers 20 

Perfect Score 300 

Minus Total Number of Wrong Answers - 20 

Your Score 280 

Find your rating below: 

300 points Perfect (Very Rare) 

275 to 299 points Good (Above Average) 

200 to 274 points Fair (Average) 

100 to 199 points Poor (Below Average) 

Below 100 points Unsatisfactory 

You have now taken an important step to success and happiness. 

You have tried to answer the questions in this Success Quotient 
Analysis searchingly and honestly. If not, you will. Now the 
important thing to remember is that these results are not final and 
unchangeable. If you scored high, it means you will be able to 
assimilate and practice the principles in this book rather quickly. 



338 



If your score was not so high don't despair! Apply PMA! You 
can achieve great success in life! 

When you need help from a psychologist to find out what 
business or profession you may be fitted for, he will frequently 
ask you to take a battery of tests. 

The picture that emerges from these tests may show you what 
your particular tendencies are. However, the psychologist does 
not regard the result of these tests as final. He always arranges for 
a personal interview to find out that which a test will not answer. 

He uses the results of the tests and the interview to counsel you 
and to evaluate your progress. 

In the same way you can use the first score on the questionnaire 
as a means of measuring your own ever-growing success- 
quotient. 

Read Success Through a Positive Mental Attitude from cover to 
cover once more. And again. And again. Read it aloud with your 
husband, wife, or a close friend, discussing it point by point. 
Read it until every principle becomes a part of your life, 
motivating your every action. 

Then, when you have earnestly applied these principles for three 
months, take the S.Q. test again. Not only will many wrong 
answers become right ones, but answers you gave correctly the 
first time will be more emphatic and confident. 

Your Success Quotient can serve you as more than a yardstick, 
however. It can serve to underline those areas where you need to 
work hardest for self-improvement. It will also reveal your areas 
of special strength. 



339 



For your future is ahead of you. You have the power to direct 
your thoughts and control your emotions. Just awaken the 
sleeping giant within you. 

How? 

You will find your answer in the next chapter. 

PILOT NO. 20 
Thoughts to Steer By 

1 . Review the Success Quotient Analysis frequently until you can 
truthfully state to yourself: "I can now make the right answer to 
each question." Each of the questions will direct your mind in a 
specific channel whereby you can easily determine what you can 
and should do. 

2. There is a value in solving problems or developing desirable 
habits by asking yourself the proper questions. Write them down, 
and then, in your thinking time, strive to find the proper solutions 
to obtain the results you desire. 

SOW AN ACT AND YOU REAP A HABIT. 

SOW A HABIT AND YOU REAP A CHARACTER. 

SOW A CHARACTER AND YOU REAP A DESTINY. 



340 



CHAPTER 21 

Awaken the Sleeping Giant 
Within You 

You are the most important living person. 

"Stop and think about yourself: In all the history of the world 
there was never anyone else exactly like you, and in all the 
infinity of time to come, there will never be another." 

You are the product of your: heredity, environment, physical 
body, conscious and subconscious mind, experience, and 
particular position and direction in time and space... and 
something more, including powers known and unknown. 

You have the power to affect, use, control or harmonize with all 
of them. And you can direct your thoughts, control your emotions 
and ordain your destiny with PMA. 

For you are a mind with a body. 

And your mind consists of dual, invisible gigantic powers: the 
conscious and subconscious. One is a giant that never sleeps. It is 
called the subconscious mind. The other is a giant which when 
asleep is powerless. When awakened, his potential power is 
unlimited. This giant is known as the conscious mind. When the 
two work in harmony, they can affect, use, control or harmonize 
with all known and unknown powers. 

What wouldst thou have? "What wouldst thou have? I am ready 
to obey thee as thy slave — I and the other slaves of the lamp," 
said the genie. 



341 



Awaken the sleeping giant within you! It is more powerful than 
all the genii of Aladdin's lamp! The genii are fictional. Your 
sleeping giant is real! 

What wouldst thou have? Love? Good health? Success? Friends? 
Money? A home? A car? Recognition? Peace of mind? Courage? 
Happiness? Or, would you make your world a better world in 
which to live? The sleeping giant within you has the power to 
bring your wishes into reality. 

What wouldst thou have? Name it and it's yours. Awaken the 
sleeping giant within you! How? 

Think. Think with a positive mental attitude. 

Now the sleeping giant, like the genie, must be summoned with 
magic. But you possess this magic. The magic is your talisman, 
with the symbols PMA on one side and NMA on the other. The 
characteristics of PMA are the plus characteristics symbolized by 
such words as faith, hope, honesty, and love. 

You are launched on a great journey. We have called the 
resumes at the end of the chapters "pilots." That is because you 
are going somewhere. You are not standing still. You are on your 
way through rough and often unfamiliar waters. To reach the end 
of your journey successfully, you will need many of the skills of 
the navigator. As the compass of a ship is affected by disturbing 
magnetic influences, requiring the pilot to make certain 
allowances in order to keep the vessel on its right course, so you 
must take account of the powerful influences affecting you as you 
navigate through life. 

A compass is corrected to give true readings regardless of 
variation and deviation. The same applies to life where the 
variations are environmental influences. And the deviations are 



342 



the negative attitudes within your own conscious and 
subconscious mind. You must correct these deviations as they 
occur in your plotting. 

Ahead of you may be disappointments, adversities, and dangers. 
These are the rocks and hidden shoals past which you must sail 
on your course. And this you can do when your compass is 
compensated for variation. For if you are aware of the coral reefs 
and tides, you can capitalize on each. You can select the 
environmental influence of the light of a lighthouse or sound of a 
buoy to steer a course that will bring you towards your 
destination without serious mishap. 

Now when plotting a course, you must rely upon the accuracy of 
your compass. Compensating the compass is not an exact science. 
A necessary safeguard is unceasing watchfulness on the 
navigator's part. It is possible, however, to correct a compass very 
effectively. 

Just as a magnetic needle is in direct line with the north and south 
magnetic poles, so when your compass is compensated, you will 
automatically react in line with your objective, your highest ideal. 
And the highest ideal of man is the will of God. 

This book will now go with you on your journey to success. 

Success Through a Positive Mental Attitude will bring you 
success, wealth, physical, mental and spiritual health, and 
happiness when — you react favorably to it. Remember what 
Andrew Carnegie said: 

'Anything in life worth having is worth working for. " Awaken the 
sleeping giant! In the next chapter entitled "The Amazing Power 
of a Bibliography" you will discover the art of reading an 
inspirational book in a manner that will help you to awaken the 
sleeping giant within you. 



343 



PILOT NO. 21 
Thoughts to Steer By 

1. What wouldst thou have? Love? Good health? Success? 
Friends? Money? A home? A car? Recognition? Peace of mind? 
Courage? Happiness? Or would you make your world a better 
world in which to live? 

2. Name it and it can be yours — if you learn and employ the 
principles found in this book that are applicable to you. 

3. Think. Think with a positive mental attitude. And follow 
through with desirable action. 

4. Compensate your compass to avoid dangers and thus arrive 
safely at your chosen destination. 

5. The highest ideal of man is the will of God. 

6. Awaken the sleeping giant within you! 



AWAKEN THE SLEEPING GIANT 
WITHIN YOU! 



344 



CHAPTER 22 

The Amazing Power of 
a Bibliography 

This chapter is a bibliography. And this bibliography has 
amazing potential power. For within it may lie the hidden button 
which pushed can be used to unleash the power within you — the 
untapped, unused vast resources that you alone possess. And we 
hope it will start a chain reaction that will help you in achieving 
true success. For if you want to motivate yourself and others: Say 
it with a book. 

Say it with a book. In Success Through a Positive Mental 
Attitude the authors have used a technique that has proved 
exceedingly effective in their writings, lectures, and counseling 
service. We recommend self-help books which experience has 
proved cause a desirable and positive reaction in the reader. 

Now in the twentieth century, America has been particularly 
fortunate in developing a group of authors who have the unique 
talent to write in a manner that sows seeds of thought which 
motivate those who are searching for self-improvement to find it. 
The reader reacts with desirable action. 

While some of the books we recommend are out of print, the 
universal truths contained in them are just as true today as the day 
they were written. And such books can be obtained from used 
bookstores or rented from your library. 

Again we urge you to read, study, understand, and apply the 
principles in inspirational, self-help action books, magazines and 
newspaper articles. Read everything you can find about those 
who had successful careers in your own field to determine what 
principles you can use to succeed. Also read success stories about 



345 



people in other kinds of work and find the common denominator, 
the principle involved. 

Share with others a part of what you possess that is good and 
desirable: an inspirational, self-help action book, article, editorial 
or poem. 

Now, that's what Nate Lieberman has done. For many years he 
was a manufacturer's representative. He had a Magnificent 
Obsession. Over a period of years, he shared thousands of 
inspirational books with his friends. And it was Nate Lieberman 
who made Emerson and Mr. Stone close friends with a gift of 
Emerson's Essays. And likewise he introduced him to the authors 
of Suggestion and Autosuggestion, The Law of Psychic 
Phenomena and Invention and The Unconscious, and many more. 

Now this sharing of ideas and ideals is a marvelous thing — you 
give them away and still keep them for yourself, too. 

Brownie Wise knew this. Brownie needed to support herself and 
her son, who was ill. Her meager salary wasn't enough to pay for 
her son's medical care. Therefore she obtained a part-time sales 
job for Tupperware Home Parties, Inc., to augment her income. 

She needed money. With it, her son could have the best medical 
attention. They could move to a climate that would help restore 
his health. Brownie Wise prayed for help. She found it. 

She read an inspirational book, Think and Grow Rich. She read it 
once and then read it again. In fact. Brownie read the book six 
times. Then she recognized the principles she was looking for and 
something happened. She made it happen! She saw how she 
could apply these principles to her own situation and these ideas 
were put into action. It wasn't long before her earnings from 
Tupperware exceeded $18,000 a year. And within a few years, 



346 



her income rose to over $75,000 annually. In due course she 
became vice-president and general manager of the company. 
Brownie Wise enjoyed the distinction of being recognized as one 
of the outstanding woman sales managers in the United States. 
She continued her successful career and eventually became 
president of Viviane Woodard Cosmetics Corporation. 

This outstanding business woman's success began with a book 
and continued with a book. Much of her achievement is due to 
the successful motivation of her representatives. She shared what 
she had learned from reading Think and Grow Rich. Brownie 
Wise bought copies of the book for her sales representatives. 
They were urged to read Think and Grow Rich as many times as 
she had, and to apply the principles in their own lives. 

And the story of Lee S. Mytinger and William S. Casselberry, 
Ph.D., is another example of the value of inspirational, self-help 
action books in the achievement of success. These men helped 
nature bring good health to men, women, and children through 
the sale of Nutrilite, a food supplement which contains vitamins 
and minerals. Their sales grossed many millions of dollars 
annually. 

Mytinger and Casselberry read Think and Grow Rich. They 
assimilated what they read and got into action. Part of their 
success was due to their ability to motivate their distributors with 
mental and spiritual vitamins. They did this with the same book 
that had inspired them. Each new employee received an 
inspirational lecture course teaching him the fundamentals of 
success. They distributed thousands of self-help books because 
they knew what amazing effects these books have on sales repre- 
sentatives' productivity and success. 

W. Clement Stone uses inspirational literature extensively in his 
organization. His company buys thousands of books for 



347 



distribution to employees, stockholders, and representatives. The 
success and growth of his companies have been phenomenal — 
not by accident. 

How to read a book. There is an art to reading a self-help book. 
When you read, concentrate. Read as if the author were a close 
personal friend and were writing to you — and you alone. 

Now you recall that Abraham Lincoln, when he read, took time 
for reflection in order that he might relate and assimilate the 
principles into his own experience. It would be wise to follow his 
good example. 

Determine what you are looking for before you read a self-help 
book. If you know what you are looking for you are more apt to 
find it than if you don't have a specific purpose. If you really 
want to recognize, relate, assimilate and apply success principles 
that are contained between the covers of an inspirational book, 
you must work at it. A self-help book is not to be skimmed 
through the same way that you might read a detective novel. 
Mortimer /. Adler in How to Read a Book urges the reader to 
follow a definite pattern. Here's an ideal one: 

Step A. Read for general content. This is the first reading. It 
should be a fast reading, to grasp the sweeping flow of 
thought that the book contains. But take the time to 
underline the important words and phrases. Write notes 
in the margins and write down briefly the ideas that 
flash into your mind as you read. Now this obviously 
may only be done with a book that you own. But the 
notations and markings make your book more valuable 
to you. 

Step B. Read for particular emphasis. A second reading is for 
the purpose of assimilating specific details. You should 



348 



pay particular attention to see that you understand and 
really grasp any new ideas the book presents. 

Step C. Read for the future. This third reading is more of a 
memory feat than it is a reading task. Literally 
memorize passages that have particular meaning to you. 
Find ways they can relate to problems you are currently 
facing. Test new ideas; try them; discard the useless and 
imprint the useful indelibly on your habit patterns. 

Step D. Read — later — to refresh your memory, and to rekindle 
your inspiration. There is a famous story about the 
salesman who is standing up in front of a sales manager 
saying: '"Gimme that old sales talk again, I'm getting 
kinda discouraged." All of us may become discouraged. 
We should re-read the best of our books at such times 
to rekindle the fires that got us going in the first place. 



We shall list some inspirational, self-help action books (a few are 
instructional) that can motivate you to desirable action. Each 
contains hidden treasures that you can discover for yourself. 

But before you go over the list and thus complete your first 
reading of Success Through a Positive Mental Attitude, let us 
once more remind you: share with others apart of what you have 
that is good and desirable, and awaken the sleeping giant within 
you. Then this book, Success Through a Positive Mental Attitude, 
will not be an ending. It will be the beginning of a new era in 
your life. 

Make the ending what you choose. 



349 



The Bible 

(a) Let us walk honestly, as in the day; not in rioting and 
drunkenness, not in chambering and wantonness, not hi strife 
and envying. But put ye on the Lord Jesus Christ, and make 
not provision for the flesh, to fulfill the lusts thereof. (Romans 
13:13-14) 

(b) As a man thinketh in his heart, so is he. (Proverbs 23.7) 

(c) If thou canst believe, all things are possible to him that 
believeth. (Mark 9:23) 

(d) Lord, I believe; help Thou mine unbelief. (Mark 9:24) 

(e) According to your faith be it unto you. (Matthew 9:29) 

(f) Faith without works is dead. (James 9:20) 

(g) What things soever ye desire, when ye pray, believe that ye 
receive them, and ye shall have them. (Mark 11:24) 

(h) If God be for us, who can be against us? (Romans 8:31) 

(i) Ask and it shall be given you; seek and ye shall find; knock 
and it shall be opened unto you. (Matthew 7:7) 

(j) Naked, and ye clothed me; I was sick and ye visited me; I was 
in prison, and ye came unto me. (Matthew 25:31-35) 

(k) Go ye into all the world. (Mark 16:15) 

(1) For the good that I would I do not: but the evil which I would 
not, that I do. (Romans 7:19) 



350 



(m) For what I would, that I do not; but what I hate that I do. 
(Romans 7:15) 

(n) Silver and gold have I none; but such as I have I give thee. 
(Acts 3:6) 

(o) The love of money is the root of all evil. (I Timothy 6:10) 

(p) Thou shalt not steal. (Exodus 20:15) 

Books for further reading 



1 . Adler, Mortimer J. 



2. Alger, Horatio 



3. Baudoin, Charles 



How to Read a Book 
published by Simon & Schuster 

Robert Coverdale 's Struggle 
published by Hurst & Company 

Suggestion and Autosuggestion 
published by The Macmillan 
Company 



4. Beaty, John Y. 



Luther Burbank, Plant 
Magician, published by Julian 
Messner, Inc. 



5. Bettger, Frank 



How I Raised Myself from 
Failure to Success in Selling 
published by Prentice-Hall, Inc. 



6. Bienstock, Louis 



7. Brande, Dorothea 



The Power of Faith 

published by Prentice-Hall, Inc. 

Wake Up and Live 



351 



published by Simon & Schuster 



8. Brazier, Mary A.B. 



The Electrical Activity of the 
Nervous System — A textbook 
for students, published by 
Macmillan Company 



9. Bristol, Claude M. 



The Magic of Believing 
published by Prentice-Hall 



10. Bristol, Claude M. & 
Sherman, Harold 



TNT, Power within You 
published by Prentice-Hall 



11. Burbank&Hall 



Training of the Human Plant 
published by The Century 
Company 



12. Campbell, Walters. 



Writing: Advice and Devices 
published by Doubleday 



13. Carnegie, Andrew 



Autobiography of Andrew 
Carnegie, published by 
Houghton Mifflin Company 



14. Carnegie, Dale 



How to Win Friends and 
Influence People, published by 
Simon & Schuster 



15. Clarke, Edwin Leavitt 



The Art of Straight Thinking 
published by Appleton- 
Century-Crofts, Inc. 



16. Clason, George S. 



The Richest Man in Babylon 
published by Hawthorn Books, 
Inc. 



352 



17. Collier, Robert 



Secret of the Ages published by 
Robert Collier 



18. Colson, Charles 



19. Copi, Irving 



20. Coue, Emile 



Born Again 

published by Chosen Books 

Introduction to Logic published 
by The Macmillan Company 

Self-Mastery Through 
Conscious Autosuggestion 
published by American Library 
Service 



21. Dakin & Dewey 



Cycles 

published by Henry Holt & 

Company 



22. Danforth, William H. 



23. Dewey, Edward R. & 
Mandino, Og 



I Dare You 

published by the "I Dare You" 
Committee, Checkerboard 
Square, St. Louis, Missouri 

Cycles: The Mysterious 
Forces That Trigger Events 
published by Hawthorn Books, 
Inc 



24. Dey, Frederic 

Van Rensselaer 



25. Douglas, Lloyd C. 



The Magic Story 
published by DeVorss & 
Company 

Magnificent Obsession 



353 



26. Dumas, Alexander 



published by Houghton Mifflin 
Company 

The Question of Money 



27. Durant,Will 



The Story of Philosophy 
published by Simon & Schuster 



28. Eddy, Mary Baker 



Science and Health, With Key 
to the Scriptures, published by 
Charles H. Gabriel 



29. Einstein, Albert 



30. Elliot, Paul L. & 

Wilcox, William S. 



3 1 . Franklin , B enj amin 



Essays in Science 
published by Philosophical 
Library 

Physics, A Modern Approach 
published by The Macmillan 
Company 

Autobiography of Benjamin 
Franklin 



32. Freud, Sigmund 



An Outline of Psychoanalysis 
published by W. W. Norton 
& Company 



33. Gordon, Arthur 



34. Hayakawa, S. I. 



Norman Vincent Peale: 
Minister to Millions, published 
by Prentice-Hall, Inc. 

Language in Thought & 
Action, published by Harcourt, 
Brace & Company 



354 



35. Hill, Napoleon 



The Law of Success 
published by Hawthorn 
Books, Inc. 



Think and Grow Rich 
published by Hawthorn 
Books, Inc. 



36. Hudson, Thomson Jay 



37. Hunter, Edward 



38. James, William 



39. Jones, Francis A. 



How to Raise Your Own 
Salary, published by Combined 
Registry Company 

Science of Success Course 
published by Combined 
Registry Company 

The Divine Pedigree of Man 
published by Hudson-Cohan 
Publishing Company, Inc. 

The Law of Psychic 
Phenomena, published by 
A. C. McClurg & Company 

Brainwashing 

published by Farrar, Straus 

& Cudahy 

Principles of Psychology 
published by Henry Holt 
& Company 

The Life Story of Thomas A. 
Edison, published by Grosset 
and Dunlap 



355 



40. Jones, Jim 



41. Kobe, Martin J. 



If You Can Count to Four 
published by Whitehorn 
Publishing Company, Inc. 
Your Greatest Power 
published by Combined 
Registry Company 



42. Maltz, Maxwell 



Psycho - Cybernetics 
published by Prentice-Hall, Inc. 



43. Mandino, Og 



The Greatest Salesman in the 
World, published by Frederick 
Fell Publishers, Inc. 



The Greatest Secret in the 
World, published by Frederick 
Fell Publishers, Inc. 



44. Marden, Orison Swett 



Pushing to the Front 
published by Success Company 



45. Mills, Clarence, M.D. 



Climate Makes the Man 
published by Harper and 
Brothers 



46. Moutmasson, Joseph-Marie Invention and the Unconscious 

published by Harcourt, Brace 
& Company 



47. Moore, Robert E. and 
Schultz, Maxwell I. 



Turn on the Green Lights in 
Your Life, published by 
Hawthorn Books, Inc. 



48. Newman, Ralph 



Abraham Lincoln: His Story 
in His Own Words, published 



356 



by Doubleday & Company 



49. Osborn, Alex F. 



Applied Imagination 
published by Charles 
Scribner's Sons 
Your Creative Power 
published by Charles 
Scribner's Sons 



50. Overstreet, Harry and 
Bonaro 



What We Must Know About 
Communism, published by 
W. W. Norton & Company 



5 1 . Packard, Vance 



The Hidden Persuaders 
published by David McKay 
Company, Inc. 



52. Peale, Norman Vincent 



The Power of Positive Thinking, 
published by Prentice-Hall, Inc. 



53. Rhine, Joseph B. 



New World of The Mind 
published by William Sloan & 
Associates 



The Reach of the Mind 
published by William Sloan & 
Associates 



54. Rhine, Joseph B. and 
J. C. Pratt 



Parapsychology 
published by C. C. Thomas 



55. Rickover, Rear Admiral 



Education and Freedom 



357 



H.G 



56. Scheinfeld, Amram 



57. Sheen, Msgr. Fulton J. 



58. Smiles, Samuel 



59. Stone, W. Clement 



published by E. P. Dutton & 
Company 

The New YOU & HEREDITY 
published by J. P. Lippincott 

Life Is Worth Living published 
by McGraw-Hill Co. 

Self-Help 

published by Belford, Clarke 

& Company 

The Success System That Never 
Fails, published by Prentice- 
Hall, Inc. 



60. Sweetland, Ben 



61. Walker, Harold Blake 



I Can 

published by Cadillac 

Publishing Company 

/ Will 

published by Prentice-Hall 

Power to Manage Yourself 
published by Harper and 
Brothers 



62. Walker, Mary Alice and 
Walker, Harold Blake 



Venture of Faith 
published by Harper & 
Brothers 



63. Winkler, John K. 



John D., A Portrait in Oils 
published by Vanguard Press 



358 



64. Witty, Dr. Paul Andrew The Gifted Child published by 

D. G. Heath & Company 

PILOT NO. 22 
Thoughts to Steer By 

1. Like Brownie Wise, Mytinger and Casselberry, W. Clement 
Stone and many other managers of successful sales 
organizations, you can motivate yourself and others to desirable 
action with inspirational self-help books — books that can be 
evaluated by actual results achieved by the reader. 

2. Brownie Wise found it necessary to read Think and Grow Rich 
six times before she recognized the principles that she could 
apply. Then something happened. She made it happen. 
Develop your mind power by studying Success Through a 
Positive Mental Attitude as often as is necessary to understand 
how to achieve any desirable goal that doesn't violate the laws 
of God or the rights of your fellow men. 

3. When you read an inspirational, self-help action book: 

(a) Concentrate. 

(b) Read as if the author were a close personal friend and were 
writing to you — and you alone. 

(c) Know what you are looking for. 

(d) Get into action — try the principles that are recommended. 

4. Evaluate the book Success Through a Positive Mental Attitude 

by what you actually think and do to make yourself a better 



359 



person, and to make your world a better world for you and 
others to live in. 

5. You are a better person and your world will be a better world in 
which to live because you have read Success through a Positive 
Mental Attitude. Isn't that true? 

SUCCEED THOUGH PMA— 

YOU CAN IF YOU REALLY WANT TO ! 

DO YOU? 



**** "pjjE en])**** 



360