Lesson One THE MASTER MIND

TIME is a Master Worker that heals the wounds of temporary defeat, and equalizes the inequalities and rights the wrongs of the world. There is nothing “Impossible” with time!

“You Can Do It if You Believe You Can!”

THIS is a course on the fundamentals of Success.

Success is very largely a matter of adjusting one’s
self to the ever-varying and changing environments of
life, in a spirit of harmony and poise. Harmony is
based upon understanding of the forces constituting
one’s environment; therefore, this course is in reality
a blueprint that may be followed straight to success,
because it helps the student to interpret, understand
and make the most of these environmental forces of
life.

Before you begin reading the Law of Success
lessons you should know something of the history of
the course. You should know exactly what the course
promises to those who follow it until they have
assimilated the laws and principles upon which it is
based. You should know its limitations as well as its
possibilities as an aid in your fight for a place in the
world.

From the viewpoint of entertainment the Law of
Success course would be a poor second for most any
of the monthly periodicals of the “Snappy Story”
variety which may be found upon the news stands of
today.

The course has been created for the serious-
minded person who devotes at least a portion of his or
her time to the business of succeeding in life. The
author of the Law of Success course has not intended
to compete with those who write purely for the
purpose of entertaining.

The author’s aim, in preparing this course, has
been of a two-fold nature, namely, first-to help the
earnest student find out what are his or her
weaknesses, and, secondly-to help create a DEFINITE
PLAN for bridging those weaknesses.

The most successful men and women on earth
have had to correct certain weak spots in their
personalities before they began to succeed. The most
outstanding of these weaknesses which stand between
men and women and success are INTOLERANCE,
CUPIDITY, GREED, JEALOUSY, SUSPICION,
REVENGE, EGOTISM, CONCEIT, THE TENDENCY
TO REAP WHERE THEY HAVE NOT SOWN, and the
HABIT OF SPENDING MORE THAN THEY EARN.

All of these common enemies of mankind, and
many more not here mentioned, are covered by the
Law of Success course in such a manner that any
person of reasonable intelligence may master them
with but little effort or inconvenience.

You should know, at the very outset, that the Law
of Success course has long since passed through the
experimental state; that it already has to its credit a
record of achievement that is worthy of serious
thought and analysis. You should know, also, that the
Law of Success course has been examined and
endorsed by some of the most practical minds of this
generation.

The Law of Success course was first used as a
lecture, and was delivered by its author in practically
every city and in many of the smaller localities,
throughout the United States, over a period of more
than seven years. Perhaps you were one of the many
hundreds of thousands of people who heard this
lecture.

During these lectures the author had assistants
located in the audiences for the purpose of
interpreting the reaction of those who heard the
lecture, and in this manner he learned exactly what
effect it had upon people. As a result of this study and
analysis many changes were made.

The first big victory was gained for the Law of
Success philosophy when it was used by the author as
the basis of a course with which 3,000 men and
women were trained as a sales army. The majority of
these people were without previous experience, of any
sort, in the field of selling. Through this training they
were enabled to earn more than One Million Dollars
($1,000,000.00) for themselves and paid the author
$30,000.00 for his services, covering a period of
approximately six months.

The individuals and small groups of salespeople
who have found success through the aid of this course
are too numerous to be mentioned in this Introduction,
but the number is large and the benefits they derived
from the course were definite.

The Law of Success philosophy was brought to
the attention of the late Don R. Mellett, former
publisher of the Canton (Ohio) Daily News, who
formed a partnership with the author of the course and
was preparing to resign as publisher of the Canton
Daily News and take up the business management of
the author’s affairs when he was assassinated on July
16, 1926.

Prior to his death Mr. Mellett had made
arrangements with judge Elbert H. Gary, who was then
Chairman of the Board of the United States Steel
Corporation, to present the Law of Success course to
every employee of the Steel Corporation, at a total
cost of something like $150,000.00. This plan was
halted because of judge Gary’s death, but it proves
that the author of the Law of Success has produced an
educational plan of an enduring nature. Judge Gary
was eminently prepared to judge the value of such a
course, and the fact that he analyzed the Law of
Success philosophy and was preparing to invest the
huge sum of $150,000.00 in it is proof of the
soundness of all that is said in behalf of the course.

You will observe, in this General Introduction to
the course, a few technical terms which may not be
plain to you. Do not allow this to bother you. Make no
attempt at first reading to understand these terms.
They will be plain to you after you read the remainder
of the course. This entire Introduction is intended
only as a background for the other fifteen lessons of
the course, and you should read it as such. You will
not be examined on this Introduction, but you should
read it many times, as you will get from it at each
reading a thought or an idea which you did not get on
previous readings.

In this Introduction you will find a description of
a newly discovered law of psychology which is the
very foundation stone of all outstanding personal
achievements. This law has been referred to by the
author as the “Master Mind,” meaning a mind that is
developed through the harmonious co-operation of two
or more people who ally themselves for the purpose of
accomplishing any given task.

If you are engaged in the business of selling you
may profitably experiment with this law of the
“Master Mind” in your daily work. It has been found
that a group of six or seven salespeople may use the
law so effectively that their sales may be increased to
unbelievable proportions.

Life Insurance is supposed to be the hardest thing
on earth to sell. This ought not to be true, with an
established necessity such as life insurance, but it is.
Despite this fact, a small group of men working for
the Prudential Life Insurance Company, whose sales
are mostly small policies, formed a little friendly
group for the purpose of experimenting with the law
of the “Master Mind,” with the result that every man
in the group wrote more insurance during the first
three months of the experiment than he had ever
written in an entire year before.

What may be accomplished through the aid of this
principle, by any small group of intelligent life-
insurance salesmen who have learned how to apply the
law of the “Master Mind” will stagger the imagination
of the most highly optimistic and imaginative person.

The same may be said of other groups of
salespeople who are engaged in selling merchandise

NO MAN HAS A
CHANCE TO ENJOY
PERMANENT SUCCESS
UNTIL HE BEGINS TO
LOOK IN A MIRROR
FOR THE REAL CAUSE
OF ALL HIS
MISTAKES.

Napoleon Hill.

and other more tangible forms of service than life
insurance. Bear this in mind as you read this
Introduction to the Law of Success course and it is not
unreasonable to expect that this Introduction, alone,
may give you sufficient understanding of the law to
change the entire course of your life.

It is the personalities back of a business which
determine the measure of success the business will
enjoy. Modify those personalities so they are more
pleasing and more attractive to the patrons of the
business and the business will thrive. In any of the
great cities of the United States one may purchase
merchandise of similar nature and price in scores of
stores, yet you will find there is always one
outstanding store which does more business than any
of the others, and the reason for this is that back of
that store is a man, or men, who has attended to the
personalities of those who come in contact with the
public. People buy personalities as much as
merchandise, and it is a question if they are not
influenced more by the personalities with which they
come in contact than they are by the merchandise.

Life insurance has been reduced to such a
scientific basis that the cost of insurance does not
vary to any great extent, regardless of the company
from which one purchases it, yet out of the hundreds
of life insurance companies doing business less than a
dozen companies do the bulk of the business of the
United States.

Why? Personalities! Ninety-nine people out of
every hundred who purchase life insurance policies do
not know what is in their policies and, what seems
more startling, do not seem to care. What they really
purchase is the pleasing personality of some man or
woman who knows the value of cultivating such a
personality.

Your business in life, or at least the most
important part of it, is to achieve success. Success,
within the meaning of that term as covered by this
course on the Fifteen Laws of Success, is “the
attainment of your Definite Chief Aim without
violating the rights of other people.” Regardless of
what your major aim in life may be, you will attain it
with much less difficulty after you learn how to
cultivate a pleasing personality and after you have
learned the delicate art of allying yourself with others
in a given undertaking without friction or envy.

One of the greatest problems of life, if not, in
fact, the greatest, is that of learning the art of
harmonious negotiation with others. This course was
created for the purpose of teaching people how to
negotiate their way through life with harmony and
poise, free from the destructive effects of
disagreement and friction which bring millions of
people to misery, want and failure every year.

With this statement of the purpose of the course
you should be able to approach the lessons with the
feeling that a complete transformation is about to take
place in your personality.

You cannot enjoy outstanding success in life
without power, and you can never enjoy power without
sufficient personality to influence other people to
cooperate with you in a spirit of harmony. This course
shows you step by step how to develop such a
personality.

Lesson by lesson, the following is a statement of
that which you may expect to receive from the Fifteen
Laws of Success:

I. A DEFINITE CHIEF AIM will teach you how
to save the wasted effort which the majority
of people expend in trying to find their
lifework. This lesson will show you how to
do away forever with aimlessness and fix
your heart and hand upon some definite, well
conceived purpose as a life-work.

II. SELF-CONFIDENCE will help you master
the six basic fears with which every person is
cursed-the fear of Poverty, the fear of 111
Health, the fear of Old Age, the fear of
Criticism, the fear of Loss of Love of
Someone and the fear of Death. It will teach
you the difference between egotism and real
self-confidence which is based upon definite,
usable knowledge.

III. HABIT OF SAVING will teach you how to
distribute your income systematically so that
a definite percentage of it will steadily
accumulate, thus forming one of the greatest
known sources of personal power. No one
may succeed in life without saving money.
There is no exception to this rule, and no one
may escape it.

IV. INITIATIVE AND LEADERSHIP will show
you how to become a leader instead of a
follower in your chosen field of endeavor. It
will develop in you the instinct for
leadership which will cause you gradually to
gravitate to the top in all undertakings in
which you participate.

V. IMAGINATION will stimulate your mind so
that you will conceive new ideas and develop
new plans which will help you in attaining
the object of your Definite Chief Aim. This
lesson will teach you how to “build new
houses out of old stones,” so to speak. It will
show you how to create new ideas out of old,
well known concepts, and how to put old
ideas to new uses. This one lesson, alone, is
the equivalent of a very practical course in
salesmanship, and it is sure to prove a
veritable gold mine of knowledge to the
person who is in earnest.

VI. ENTHUSIASM will enable you to “saturate”
all with whom you come in contact with
interest in you and in your ideas. Enthusiasm
is the foundation of a Pleasing Personality,
and you must have such a personality in
order to influence others to co-operate with
you.

VII. SELF-CONTROL is the “balance wheel” with
which you control your enthusiasm and direct
it where you wish it to carry you. This lesson
will teach you, in a most practical manner, to
become “the master of your fate, the Captain
of your Soul.”

VIII. THE HABIT OF DOING MORE THAN PAID
FOR is one of the most important lessons of
the Law of Success course. It will teach you
how to take advantage of the Law of
Increasing Returns, which will eventually
insure you a return in money far out of
proportion to the service you render. No one
may become a real leader in any walk of life
without practicing the habit of doing more
work and better work than that for which he
is paid.

IX. PLEASING PERSONALITY is the “fulcrum”
on which you must place the “crow-bar” of
your efforts, and when so placed, with
intelligence, it will enable you to remove
mountains of obstacles. This one lesson,
alone, has made scores of Master Salesmen.
It has developed leaders over night. It will
teach you how to transform your personality
so that you may adapt yourself to any
environment, or to any other personality, in
such a manner that you may easily dominate.

X. ACCURATE THINKING is one of the
important foundation stones of all enduring
success. This lesson teaches you how to
separate “facts” from mere “information.” It
teaches you how to organize known facts into
two classes: the “important” and the
“unimportant.” It teaches you how to
determine what is an “important” fact. It
teaches you how to build definite working
plans, in the pursuit of any calling, out of
FACTS.

XI. CONCENTRATION teaches you how to focus
your attention upon one subject at a time
until you have worked out practical plans for
mastering that subject. It will teach you how
to ally yourself with others in such a manner
that you may have the use of their entire
knowledge to back you up in your own plans
and purposes. It will give you a practical
working knowledge of the forces around you,
and show you how to harness and use these
forces in furthering your own interests.

If you must slander
someone don’t speak it-
but write it – write it in
the sand, near the water’s
edge!
– Napoleon Hill.

XII. CO-OPERATION will teach you the value of
team-work in all you do. In this lesson you
will be taught how to apply the law of the
“Master Mind” described in this Introduction
and in Lesson Two of this course. This lesson
will show you how to co-ordinate your own
efforts with those of others, in such a manner
that friction, jealousy, strife, envy and
cupidity will be eliminated. You will learn
how to make use of all that other people have
learned about the work in which you are
engaged.

XIII. PROFITING BY FAILURE will teach you
how to make stepping stones out of all of
your past and future mistakes and failures. It
will teach you the difference between
“failure” and “temporary defeat,” a difference
which is very great and very important. It
will teach you how to profit by your own
failures and by the failures of other people.

XIV. TOLERANCE will teach you how to avoid
the disastrous effects of racial and religious
prejudices which mean defeat for millions of
people who permit themselves to become
entangled in foolish argument over these
subjects, thereby poisoning their own minds
and closing the door to reason and
investigation. This lesson is the twin sister of
the one on ACCURATE THOUGHT, for the
reason that no one may become an Accurate
Thinker without practicing tolerance.
Intolerance closes the book of Knowledge
and writes on the cover, “Finis! I have
learned it all!” Intolerance makes enemies of
those who should be friends. It destroys
opportunity and fills the mind with doubt,
mistrust and prejudice.

XV. PRACTICING THE GOLDEN RULE will
teach you how to make use of this great
universal law of human conduct in such a
manner that you may easily get harmonious
co-operation from any individual or group of
individuals. Lack of understanding of the law
upon which the Golden Rule philosophy is
based is one of the major causes of failure of
millions of people who remain in misery,
poverty and want all their lives. This lesson
has nothing whatsoever to do with religion in
any form, nor with sectarianism, nor have
any of the other lessons of this course on the
Law of Success.

When you have mastered these Fifteen Laws and
made them your own, as you may do within a period
of from fifteen to thirty weeks, you will be ready to
develop sufficient personal power to insure the
attainment of your Definite Chief Aim.

The purpose of these Fifteen Laws is to develop or
help you organize all the knowledge you have, and all
you acquire in the future, so you may turn this
knowledge into POWER.

You should read the Law of Success course with a
note-book by your side, for you will observe that
ideas will begin to “flash” into your mind as you read,
as to ways and means of using these laws in advancing
your own interests.

You should also begin teaching these laws to those
in whom you are most interested, as it is a well known
fact that the more one tries to teach a subject the more
he learns about that subject. A man who has a family
of young boys and girls may so indelibly fix these
Fifteen Laws of Success in their minds that this
teaching will change the entire course of their lives.
The man with a family should interest his wife in
studying this course with him, for reasons which will
be plain before you complete reading this
Introduction.

POWER is one of the three basic objects of human
endeavor.

POWER is of two classes-that which is developed
through co-ordination of natural physical laws, and
that which is developed by organizing and classifying
KNOWLEDGE.

POWER growing out of organized knowledge is the
more important because it places in man’s possession a
tool with which he may transform, redirect and to
some extent harness and use the other form of power.

The object of this reading course is to mark the
route by which the student may safely travel in
gathering such facts as he may wish to weave into his
fabric of KNOWLEDGE.

There are two major methods of gathering
knowledge, namely, by studying, classifying and
assimilating facts which have been organized by other
people, and through one’s own process of gathering,
organizing and classifying facts, generally called
“personal experience.”

This lesson deals mainly with the ways and means of
studying the facts and data gathered and classified by
other people.

The state of advancement known as “civilization”
is but the measure of knowledge which the race has
accumulated. This knowledge is of two classes –
mental and physical.

Among the useful knowledge organized by man,
he has discovered and catalogued the eighty-odd
physical elements of which all material forms in the
universe consist.

By study and analysis and accurate measurements
man has discovered the “bigness” of the material side
of the universe as represented by planets, suns and
stars, some of which are known to be over ten million
times as large as the little earth on which he lives.

On the other hand, man has discovered the
“littleness” of the physical forms which constitute the
universe by reducing the eighty-odd physical elements
to molecules, atoms, and, finally, to the smallest
particle, the electron. An electron cannot be seen; it is
but a center of force consisting of a positive or a
negative. The electron is the beginning of everything
of a physical nature.

MOLECULES, ATOMS AND ELECTRONS: To
understand both the detail and the perspective of the
process through which knowledge is gathered,
organized and classified, it seems essential for the
student to begin with the smallest and simplest
particles of physical matter, because these are the A B
C’s with which Nature has constructed the entire
frame-work of the physical portion of the universe.

The molecule consists of atoms, which are said to
be little invisible particles of matter revolving
continuously with the speed of lightning, on exactly
the same principle that the earth revolves around the
sun.

These little particles of matter known as atoms,
which revolve in one continuous circuit, in the
molecule, are said to be made up of electrons, the
smallest particles of physical matter. As already
stated, the electron is nothing but two forms of force.
The electron is uniform, of but one class, size and
nature; thus in a grain of sand or a drop of water the
entire principle upon which the whole universe
operates is duplicated.

How marvelous! How stupendous! You may
gather some slight idea of the magnitude of it all the
next time you eat a meal, by remembering that every
article of food you eat, the plate on which you eat it,
the tableware and the table itself are, in final analysis,
but a collection of ELECTRONS.

In the world of physical matter, whether one is
looking at the largest star that floats through the
heavens or the smallest grain of sand to be found on
earth, the object under observation is but an organized
collection of molecules, atoms and electrons revolving
around one another at inconceivable speed.

Every particle of physical matter is in a
continuous state of highly agitated motion. Nothing is
ever still, although nearly all physical matter may
appear, to the physical eye, to be motionless. There is
no “solid” physical matter. The hardest piece of steel
is but an organized mass of revolving molecules,
atoms and electrons. Moreover, the electrons in a
piece of steel are of the same nature, and move at the
same rate of speed as the electrons in gold, silver,
brass or pewter.

The eighty-odd forms of physical matter appear to
be different from one another, and they are different,
because they are made up of different combinations of
atoms (although the electrons in these atoms are
always the same, except that some electrons are
positive and some are negative, meaning that some
carry a positive charge of electrification while others
carry a negative charge).

Don’t be afraid of a
little opposition. Remem-
ber that the “Kite” of
Success generally rises
AGAINST the wind of
Adversity – not with it!

Through the science of chemistry, matter may be
broken up into atoms which are, within themselves,
unchangeable. The eighty-odd elements are created
through and by reason of combining and changing of
the positions of the atoms. To illustrate the modus
operandi of chemistry through which this change of
atomic position is wrought, in terms of modern
science:

“Add four electrons (two positive and two
negative) to the hydrogen atom, and you have the
element lithium; knock out of the lithium atom
(composed of three positive and three negative
electrons) one positive and one negative electron, and
you have one atom of helium (composed of two
positive and two negative electrons)

Thus it may be seen that the eighty-odd physical
elements of the universe differ from one another only
in the number of electrons composing their atoms, and
the number and arrangement of those atoms in the
molecules of each element.

As an illustration, an atom of mercury contains
eighty positive charges (electrons) in its nucleus, and
eighty negative outlying charges (electrons). If the
chemist were to expel two of its positive electrons it
would instantly become the metal known as platinum.
If the chemist could then go a step further and take
from it a negative (“planetary”) electron, the mercury
atom would then have lost two positive electrons and
one negative; that is, one positive charge on the
whole; hence it would retain seventy-nine positive
charges in the nucleus and seventy-nine outlying
negative electrons, thereby becoming GOLD !

The formula through which this electronic change
might be produced has been the object of diligent
search by the alchemists all down the ages, and by the
modern chemists of today.

It is a fact known to every chemist that literally
tens of thousands of synthetic substances may be
composed out of only four kinds of atoms, viz.:
hydrogen, oxygen, nitrogen and carbon.

“Differences in the number of electrons in atoms
confer upon them qualitative (chemical) differences,
though all atoms of any one element are chemically
alike. Differences in the number and spacial
arrangement of these atoms (in groups of molecules)
constitute both physical and chemical differences in
substances, i.e., in compounds. Quite different
substances are produced by combinations of precisely
the same kinds of atoms, but in different proportions.

“Take from a molecule of certain substances one
single atom, and they may be changed from a
compound necessary to life and growth into a deadly
poison. Phosphorus is an element, and thus contains
but one kind of atoms; but some phosphorus is yellow
and some is red, varying with the spacial distribution
of the atoms in the molecules composing the
phosphorus.”

It may be stated as a literal truth that the atom is
the universal particle with which Nature builds all
material forms, from a grain of sand to the largest star
that floats through space. The atom is Nature’s
“building block” out of which she erects an oak tree or
a pine, a rock of sandstone or granite, a mouse or an
elephant.

Some of the ablest thinkers have reasoned that the
earth on which we live, and every material particle on
the earth, began with two atoms which attached
themselves to each other, and through hundreds of
millions of years of flight through space, kept
contacting and accumulating other atoms until, step by
step, the earth was formed. This, they point out, would
account for the various and differing strata of the
earth’s substances, such as the coal beds, the iron ore
deposits, the gold and silver deposits, the copper
deposits, etc.

They reason that, as the earth whirled through
space, it contacted groups of various kinds of nebulae,
or atoms, which it promptly appropriated, through the
law of magnetic attraction. There is much to be seen,
in the earth’s surface composition, to support this
theory, although there may be no positive evidence of
its soundness.

These facts concerning the smallest analyzable
particles of matter have been briefly referred to as a
starting point from which we shall undertake to
ascertain how to develop and apply the law of
POWER.

It has been noticed that all matter is in a constant
state of vibration or motion; that the molecule is made
up of rapidly moving particles called atoms, which, in
turn, are made up of rapidly moving particles called
electrons.

THE VIBRATING FLUID OF MATTER: In every
particle of matter there is an invisible “fluid” or
force which causes the atoms to circle around one
another at an inconceivable rate of speed.

This “fluid” is a form of energy which has never
been analyzed. Thus far it has baffled the entire
scientific world. By many scientists it is believed to
be the same energy as that which we call electricity.
Others prefer to call it vibration. It is believed by
some investigators that the rate of speed with which
this force (call it whatever you will) moves
determines to a large extent the nature of the outward
visible appearance of the physical objects of the
universe.

One rate of vibration of this “fluid energy” causes
what is known as sound. The human ear can detect
only the sound which is produced through from 32,000
to 38,000 vibrations per second.

As the rate of vibrations per second increases
above that which we call sound they begin to manifest
themselves in the form of heat. Heat begins with about
1,500,000 vibrations per second.

Still higher up the scale vibrations begin to
register in the form of light. 3,000,000 vibrations per
second create violet light. Above this number
vibration sheds ultra-violet rays (which are invisible
to the naked eye) and other invisible radiations.

And, still higher up the scale-just how high no
one at present seems to know-vibrations create the
power with which man THINKS.

It is the belief of the author that the “fluid”
portion of all vibration, out of which grow all known
forms of energy, is universal in nature; that the
“fluid” portion of sound is the same as the “fluid”
portion of light, the difference in effect between
sound and light being only a difference in rate of
vibration, also that the “fluid” portion of thought is
exactly the same as that in sound, heat and light,
excepting the number of vibrations per second.

Just as there is but one form of physical matter,
of which the earth and all the other planets-suns and
stars-are composed-the electron-so is there but one
form of “fluid” energy, which causes all matter to
remain in a constant state of rapid motion.

AIR AND ETHER: The vast space between the
suns, moons, stars and other planets of the universe is
filled with a form of energy known as ether. It is this
author’s belief that the “fluid” energy which keeps all
particles of matter in motion is the same as the
universal “fluid” known as ether which fills all the
space of the universe. Within a certain distance of the
earth’s surface, estimated by some to be about fifty
miles, there exists what is called air, which is a
gaseous substance composed of oxygen and nitrogen.
Air is a conductor of sound vibrations, but a non-
conductor of light and the higher vibrations, which are
carried by the ether. The ether is a conductor of all
vibrations from sound to thought.

Air is a localized substance which performs, in
the main, the service of feeding all animal and plant
life with oxygen and nitrogen, without which neither
could exist. Nitrogen is one of the chief necessities of
plant life and oxygen one of the mainstays of animal
life. Near the top of very high mountains the air
becomes very light, because it contains but little
nitrogen, which is the reason why plant life cannot
exist there. On the other hand, the “light” air found in
high altitudes consists largely of oxygen, which is the
chief reason why tubercular patients are sent to high
altitudes.

Render more service
than that for which
you are paid and you
will soon be paid for
more than you render.
The law of “Increasing
Returns” takes care of
this.

Even this brief statement concerning molecules,
atoms, electrons, air, ether and the like, may be heavy
reading to the student, but, as will be seen shortly,
this introduction plays an essential part as the
foundation of this lesson.

Do not become discouraged if the description of
this foundation appears to have none of the thrilling
effects of a modern tale of fiction. You are seriously
engaged in finding out what are your available powers
and how to organize and apply these powers. To
complete this discovery successfully you must
combine determination, persistency and a well defined
DESIRE to gather and organize knowledge.

The late Dr. Alexander Graham Bell, inventor of
the long distance telephone and one of the accepted
authorities on the subject of vibration, is here
introduced in support of this author’s theories
concerning the subject of vibration:

“Suppose you have the power to make an iron rod
vibrate with any desired frequency in a dark room. At
first, when vibrating slowly, its movement will be
indicated by only one sense, that of touch. As soon as
the vibrations increase, a low sound will emanate from
it and it will appeal to two senses.

“At about 32,000 vibrations to the second the
sound will be loud and shrill, but at 40,000 vibrations
it will be silent and the movements of the rod will not
be perceived by touch. Its movements will be
perceived by no ordinary human sense.

“From this point up to about 1,500,000 vibrations
per second, we have no sense that can appreciate any
effect of the intervening vibrations. After that stage is
reached, movement is indicated first by the sense of
temperature and then, when the rod becomes red hot,
by the sense of sight. At 3,000,000 it sheds violet
light. Above that it sheds ultra-violet rays and other
invisible radiations, some of which can be perceived
by instruments and employed by us.

“Now it has occurred to me that there must be a
great deal to be learned about the effect of those
vibrations in the great gap where the ordinary human
senses are unable to hear, see or feel the movement.
The power to send wireless messages by ether
vibrations lies in that gap, but the gap is so great that
it seems there must be much more. You must make
machines practically to supply new senses, as the
wireless instruments do.

“Can it be said, when you think of that great gap,
that there are not many forms of vibrations that may
give us results as wonderful as, or even more
wonderful than, the wireless waves? It seems to me
that in this gap lie the vibrations which we have
assumed to be given off by our brains and nerve cells
when we think. But then, again, they may be higher
up, in the scale beyond the vibrations that produce the
ultra-violet rays. [AUTHOR’S NOTE: The last
sentence suggests the theory held by this author.]

“Do we need a wire to carry these vibrations?
Will they not pass through the ether without a wire,
just as the wireless waves do? How will they be
perceived by the recipient? Will he hear a series of
signals or will he find that another man’s thoughts
have entered into his brain?

“We may indulge in some speculations based on
what we know of the wireless waves, which, as I have
said, are all we can recognize of a vast series of
vibrations which theoretically must exist. If the
thought waves are similar to the wireless waves, they
must pass from the brain and flow endlessly around
the world and the universe. The body and the skull
and other solid obstacles would form no obstruction to
their passage, as they pass through the ether which
surrounds the molecules of every substance, no matter
how solid and dense.

“You ask if there would not be constant
interference and confusion if other people’s thoughts
were flowing through our brains and setting up
thoughts in them that did not originate with ourselves?

“How do you know that other men’s thoughts are
not interfering with yours now? I have noticed a good
many phenomena of mind disturbances that I have
never been able to explain. For instance, there is the
inspiration or the discouragement that a speaker feels
in addressing an audience. I have experienced this
many times in my life and have never been able to
define exactly the physical causes of it.

“Many recent scientific discoveries, in my
opinion, point to a day not far distant perhaps, when
men will read one another’s thoughts, when thoughts
will be conveyed directly from brain to brain without
intervention of speech, writing or any of the present
known methods of communication.

“It is not unreasonable to look forward to a time
when we shall see without eyes, hear without ears and
talk without tongues.

“Briefly, the hypothesis that mind can
communicate directly with mind rests on the theory
that thought or vital force is a form of electrical
disturbance, that it can be taken up by induction and
transmitted to a distance either through a wire or
simply through the all-pervading ether, as in the case
of wireless telegraph waves.

“There are many analogies which suggest that
thought is of the nature of an electrical disturbance. A
nerve, which is of the same substance as the brain, is
an excellent conductor of the electric current. When
we first passed an electrical current through the
nerves of a dead man we were shocked and amazed to
see him sit up and move. The electrified nerves
produced contraction of the muscles very much as in
life.

“The nerves appear to act upon the muscles very
much as the electric current acts upon an
electromagnet. The current magnetizes a bar of iron
placed at right angles to it, and the nerves produce,
through the intangible current of vital force that flows
through them, contraction of the muscular fibers that
are arranged at right angles to them.

“It would be possible to cite many reasons why
thought and vital force may be regarded as of the same
nature as electricity. The electric current is held to be
a wave motion of the ether, the hypothetical substance
that fills all space and pervades all substances. We
believe that there must be ether because without it the
electric current could not pass through a vacuum, or
sunlight through space. It is reasonable to believe that
only a wave motion of a similar character can produce
the phenomena of thought and vital force. We may
assume that the brain cells act as a battery and that
the current produced flows along the nerves.

“But does it end there? Does it not pass out of the
body in waves which flow around the world
unperceived by our senses, just as the wireless waves
passed unperceived before Hertz and others discovered
their existence?”

EVERY MIND BOTH A BROADCASTING AND
A RECEIVING STATION: This author has proved,
times too numerous to enumerate, to his own
satisfaction at least, that every human brain is both a
broadcasting and a receiving station for vibrations of
thought frequency.

If this theory should turn out to be a fact, and
methods of reasonable control should be established,
imagine the part it would play in the gathering,
classifying and organizing of knowledge. The
possibility, much less the probability, of such a
reality, staggers the mind of man!

Thomas Paine was one of the great minds of the
American Revolutionary Period. To him more,
perhaps, than to any other one person, we owe both
the beginning and the happy ending of the Revolution,
for it was his keen mind that both helped in drawing
up the Declaration of Independence and in persuading
the signers of that document to translate it into terms
of reality.

Every failure is a bless-
ing in disguise, providing
it teaches some needed
lesson one could not have
learned without it. Most
so-called Failures are
only temporary defeats.

In speaking of the source of his great storehouse
of knowledge, Paine thus described it:

“Any person, who has made observations on the
state of progress of the human mind, by observing his
own, cannot but have observed that there are two
distinct classes of what are called Thoughts: those
that we produce in ourselves by reflection and the act
of thinking, and those that bolt into the mind of their
own accord. I have always made it a rule to treat these
voluntary visitors with civility, taking care to
examine, as well as I was able, if they were worth
entertaining; and it is from them I have acquired
almost all the knowledge that I have. As to the
learning that any person gains from school education,
it serves only like a small capital, to put him in the
way of beginning learning for himself afterwards.
Every person of learning is finally his own teacher,
the reason for which is, that principles cannot be
impressed upon the memory; their place of mental
residence is the understanding, and they are never so
lasting as when they begin by conception.”

In the foregoing words Paine, the great American
patriot and philosopher, described an experience
which at one time or another is the experience of
every person. Who is there so unfortunate as not to
have received positive evidence that thoughts and
even complete ideas will “pop” into the mind from
outside sources?

What means of conveyance is there for such
visitors except the ether? Ether fills the boundless
space of the universe. It is the medium of conveyance
for all known forms of vibration such as sound, light
and heat. Why should it not be, also, the medium of
conveyance of the vibration of Thought?

Every mind, or brain, is directly’ connected with
every other brain by means of the ether. Every thought
released by any brain may be instantly picked up and
interpreted by all other brains that are “en rapport”
with the sending brain. This author is as sure of this
fact as he is that the chemical formula H 2 will
produce water. Imagine, if you can, what a part this
principle plays in every walk of life.

Nor is the probability of ether being a conveyor
of thought from mind to mind the most astounding of
its performances. It is the belief of this author that
every thought vibration released by any brain is
picked up by the ether and kept in motion in
circuitous wave lengths corresponding in length to the
intensity of the energy used in their release; that these
vibrations remain in motion forever; that they are one
of the two sources from which thoughts which “pop”
into one’s mind emanate, the other source being direct
and, immediate contact through the ether with the
brain releasing the thought vibration.

Thus it will be seen that if this theory is a fact
the boundless space of the whole universe is now and
will continue to become literally a mental library
wherein may be found all the thoughts released by
mankind.

The author is here laying the foundation for one
of the most important hypotheses enumerated in the
lesson Self-confidence, a fact which the student
should keep in mind as he approaches that lesson.

This is a lesson on Organized Knowledge. Most
of the useful knowledge to which the human race has
become heir has been preserved and accurately
recorded in Nature’s Bible. By turning back the pages
of this unalterable Bible man has read the story of; the
terrific struggle through and out of which the present
civilization has grown. The pages of this Bible are
made up of the physical elements of which this earth
and the other planets consist, and of the ether which
fills all space.

By turning back the pages written on stone and
covered near the surface of this earth on which he
lives, man has uncovered the bones, skeletons,
footprints and other unmistakable evidence of the
history of animal life on this earth, planted there for
his enlightenment and guidance by the hand of Mother
Nature throughout unbelievable periods of time. The
evidence is plain and unmistakable. The great stone
pages of Nature’s Bible found on this earth and the
endless pages of that Bible represented by the ether
wherein all past human thought has been recorded,
constitute an authentic source of communication
between the Creator and man. This Bible was begun
before man had reached the thinking stage; indeed,
before man had reached the amoeba (one-cell animal)
stage of development.

This Bible is above and beyond the power of man
to alter. Moreover, it tells its story not in the ancient
dead languages or hieroglyphics of half savage races,
but in universal language which all who have eyes
may read. Nature’s Bible, from which we have derived
all the knowledge that is worth knowing, is one that
no man may alter or in any manner tamper with.

The most marvelous discovery yet made by man is
that of the recently discovered radio principle, which
operates through the aid of ether, an important portion
of Nature’s Bible. Imagine the ether picking up the
ordinary vibration of sound, and transforming that
vibration from audio-frequency into radio-frequency,
carrying it to a properly attuned receiving station and
there transforming it back into its original form of
audio-frequency, all in the flash of a second. It should
surprise no one that such a force could gather up the
vibration of thought and keep that vibration in motion
forever.

The established and known fact of instantaneous
transmission of sound, through the agency of the
ether, by means of the modern radio apparatus,
removes the theory of transmission of thought
vibration from mind to mind from the possible to the
probable.

THE MASTER MIND: We come, now, to the next
step in the description of the ways and means by
which one may gather, classify and organize useful
knowledge, through harmonious alliance of two or
more minds, out of which grows a Master Mind.

The term “Master Mind” is abstract, and has no
counterpart in the field of known facts, except to a
small number of people who have made a careful study
of the effect of one mind upon other minds.

This author has searched in vain through all the
textbooks and essays available on the subject of the
human mind, but nowhere has been found even the
slightest reference to the principle here described as
the “Master Mind.” The term first came to the
attention of the author through an interview with
Andrew Carnegie, in the manner described in Lesson
Two.

CHEMISTRY OF THE MIND: It is this author’s
belief that the mind is made up of the same universal
“fluid” energy as that which constitutes the ether
which fills the universe. It is a fact as well known to
the layman as to the man of scientific investigation,
that some minds clash the moment they come in
contact with each other, while other minds show a
natural affinity for each other. Between the two
extremes of natural antagonism and natural affinity
growing out of the meeting or contacting of minds
there is a wide range of possibility for varying
reactions of mind upon mind.

Some minds are so naturally adapted to each other
that “love at first sight” is the inevitable outcome of
the contact. Who has not known of such an
experience? In other cases minds are so antagonistic
that violent mutual dislike shows itself at first
meeting. These results occur without a word being
spoken, and without the slightest signs of any of the
usual causes for love and hate acting as a stimulus.

It is quite probable that the “mind” is made up of
a fluid or substance or energy, call it what you will,
similar to (if not in fact the same substance as) the
ether. When two minds come close enough to each
other to form a contact, the mixing of the units of this
“mind stuff” (let us call it the electrons of the ether)
sets up a chemical reaction and starts vibrations which
affect the two individuals pleasantly or unpleasantly.

The effect of the meeting of two minds is obvious
to even the most casual observer. Every effect must
have a cause! What could be more reasonable than to
suspect that the cause of the change in mental attitude
between two minds which have just come in close
contact is none other than the disturbance of the
electrons or units of each mind in the process of
rearranging themselves in the new field created by the
contact?

TO BELIEVE IN
THE HEROIC
MAKES HEROES.
-Disraeli.

For the purpose of establishing this lesson upon a
sound foundation we have gone a long way toward
success by admitting that the meeting or coming in
close contact of two minds sets up in each of those
minds a certain noticeable “effect” or state of mind
quite different from the one existing immediately
prior to the contact. While it is desirable it is not
essential to know what is the “cause” of this reaction
of mind upon mind. That the reaction takes place, in
every instance, is a known fact which gives us a
starting point from which we may show what is meant
by the term “Master Mind.”

A Master Mind may be created through the
bringing together or blending, in a spirit of perfect
harmony, of two or more minds. Out of this
harmonious blending the chemistry of the mind creates
a third mind which may be appropriated and used by
one or all of the individual minds. This Master Mind
will remain available as long as the friendly,
harmonious alliance between the individual minds
exists. It will disintegrate and all evidence of its
former existence will disappear the moment the
friendly alliance is broken.

This principle of mind chemistry is the basis and
cause for practically all the so-called “soul-mate” and
“eternal triangle” cases, so many of which
unfortunately find their way into the divorce courts
and meet with popular ridicule from ignorant and
uneducated people who manufacture vulgarity and
scandal out of one of the greatest of Nature’s laws.

The entire civilized world knows that the first
two or three years of association after marriage are
often marked by much disagreement, of a more or less
petty nature. These are the years of “adjustment.” If
the marriage survives them it is more than apt to
become a permanent alliance. These facts no
experienced married person will deny. Again we see
the “effect” without understanding the “cause.”

While there are other contributing causes, yet, in
the main, lack of harmony during these early years of
marriage is due to the slowness of the chemistry of the
minds in blending harmoniously. Stated differently,
the electrons or units of the energy called the mind
are often neither extremely friendly nor antagonistic
upon first contact; but, through constant association
they gradually adapt themselves in harmony, except in
rare cases where association has the opposite effect of
leading, eventually, to open hostility between these
units.

It is a well known fact that after a man and a
woman have lived together for ten to fifteen years
they become practically indispensable to each other,
even though there may not be the slightest evidence of
the state of mind called love. Moreover, this
association and relationship sexually not only
develops a natural, affinity between the two minds,
but it actually causes the two people to take on a
similar facial expression’ and to resemble each other
closely in many other marked ways. Any competent
analyst of human nature can easily go into a crowd of
strange people’ and pick out the wife after having
been introduced to her husband. The expression of the
eyes, the contour of the faces and the tone of the
voices of people who have long been associated in
marriage, become similar to a marked degree.

So marked is the effect of the chemistry of the
human mind that any experienced public speaker may
quickly interpret the manner in which his statements
are accepted by his audience. Antagonism in the mind
of but one person in an audience of one thousand may
be readily detected by the speaker who has learned
how to “feel” and register the effects of antagonism.
Moreover, the public speaker can make these
interpretations without observing or in any manner
being influenced by the expression on the faces of
those in his audience. On account of this fact an
audience may cause a speaker to rise to great heights
of oratory, or heckle him into failure, without making
a sound or denoting a single expression of satisfaction
or dissatisfaction through the features of the face.

All “Master Salesmen” know the moment the
“psychological time for closing” has arrived; not by
what the prospective buyer says, but from the effect of
the chemistry of his mind as interpreted or “felt” by
the salesman. Words often belie the intentions of
those speaking them but a correct interpretation of the
chemistry of the mind leaves no loophole for such a
possibility. Every able salesman knows that the
majority of buyers have the habit of affecting a
negative attitude almost to the very climax of a sale.

Every able lawyer has developed a sixth sense
whereby he is enabled to “feel” his way through the
most artfully selected words of the clever witness who
is lying, and correctly interpret that which is in the
witness’s mind, through the chemistry of the mind.
Many lawyers have developed this ability without
knowing the real source of it; they possess the
technique without the scientific understanding upon
which it is based. Many salesmen have done the same
thing.

One who is gifted in the art of correctly the
chemistry of the minds of others may, figuratively
speaking, walk in at the front door of the mansion of a
given mind and leisurely explore the entire building,
noting all its details, walking out again with a
complete picture of the interior of the building,
without the owner of the building so much as knowing
that he has entertained a visitor. It will be observed,
in the lesson Accurate Thinking, that this principle
may be put to a very practical use (having reference to
the principle of the chemistry of the mind). The
principle is referred to merely as an approach to the
major principles of this lesson.

Enough has already been stated to introduce the
principle of mind chemistry, and to prove, with the aid
of the student’s own every-day experiences and casual
observations that the moment two minds come within
close range of each other a noticeable mental change
takes place in both, sometimes registering in the
nature of antagonism and at other times registering in
the nature of friendliness. Every mind has what might
be termed an electric field. The nature of this field
varies, depending upon the “mood” of the individual
mind back of it, and upon the nature of the chemistry
of the mind creating the “field.”

It is believed by this author that the normal or
natural condition of the chemistry of any individual
mind is the result of his physical heredity plus the
nature of thoughts which have dominated that mind;
that every mind is continuously changing to the extent
that the individual’s philosophy and general habits of
thought change the chemistry of his or her mind.
These principles the author BELIEVES to be true.
That any individual may voluntarily change the
chemistry of his or her mind so that it will either
attract or repel all with whom it comes in contact is a
KNOWN FACT! Stated in another manner, any person
may assume a mental attitude which will attract and
please others or repel and antagonize them, and this
without the aid of words or facial expression or other
form of bodily movement or demeanor.

Go back, now, to the definition of a “Master
Mind” – a mind which grows out of the blending and
coordination of two or more minds, IN A SPIRIT OF
PERFECT HARMONY, and you will catch the full
significance of the word “harmony” as it is here used.
Two minds will not blend nor can they be co-ordinated
unless the element of perfect harmony is present,
wherein lies the secret of success or failure of
practically all business and social partnerships.

Every sales manager and every military
commander and every leader in any other walk of life
understands the necessity of an “esprit de corps”-a
spirit of common understanding and co-operation – in
the attainment of success. This mass spirit of harmony
of purpose is obtained through discipline, voluntary or
forced, of such a nature that the individual minds
become blended into a “Master Mind,” by which is
meant that the chemistry of the individual minds is
modified in such a manner that these minds blend and
function as one.

The methods through which this blending process
takes place are as numerous as the individuals
engaged in the various forms of leadership. Every
leader has his or her own method of co-ordinating the
minds of the followers. One will use force. Another

IF YOU DO NOT
BELIEVE IN CO-
OPERATION, LOOK
WHAT HAPPENS TO
A WAGON THAT
LOSES A WHEEL.

uses persuasion. One will play upon the fear of
penalties while another plays upon rewards, in order
to reduce the individual minds of a given group of
people to where they may be blended into a mass
mind. The student will not have to search deeply into
history of statesmanship, politics, business or finance,
to discover the technique employed by the leaders in
these fields in the process of blending the minds of
individuals into a mass mind.

The really great leaders of the world, however,
have been provided by Nature with a combination of
mind chemistry favorable as a nucleus of attraction
for other minds. Napoleon was a notable example of a
man possessing the magnetic type of mind which had a
very decided tendency to attract all minds with which
it came in contact. Soldiers followed Napoleon to
certain death without flinching, because of the
impelling or attracting nature of his personality, and
that personality was nothing more nor less than the
chemistry of his mind.

No group of minds can be blended into a Master
Mind if one of the individuals of that group possesses
one of these extremely negative, repellent minds. The
negative and positive minds will not blend in the
sense here described as a Master Mind. Lack of
knowledge of this fact has brought many an otherwise
able leader to defeat.

Any able leader who understands this principle of
mind chemistry may temporarily blend the minds of
practically any group of people, so that it will
represent a mass mind, but the composition will
disintegrate almost the very moment the leader’s
presence is removed from the group. The most
successful life-insurance sales organizations and other
sales forces meet once a week, or more often, for the
purpose of- OF WHAT?

FOR THE PURPOSE OF MERGING THE
INDIVIDUAL MINDS INTO A MASTER MIND
WHICH WILL, FOR A LIMITED NUMBER OF
DAYS, SERVE AS A STIMULUS TO THE
INDIVIDUAL MINDS!

It may be, and generally is, true that the leaders
of these groups do not understand what actually takes
place in these meetings, which are usually called “pep
meetings.” The routine of such meetings is usually
given over to talks by the leader and other members of
the group, and occasionally from someone outside of
the group, meanwhile the minds of the individuals are
contacting and recharging one another.

The brain of a human being may be compared to
an electric battery in that it will become exhausted or
run down, causing the owner of it to feel despondent,
discouraged and lacking in “pep.” Who is so fortunate
as never to have had such a feeling? The human brain,
when in this depleted condition, must be recharged,
and the manner in which this is done is through
contact with a more vital mind or minds. The great
leaders understand the necessity of this “recharging”
process, and, moreover, they understand how to
accomplish this result. THIS KNOWLEDGE IS THE
MAIN FEATURE WHICH DISTINGUISHES A
LEADER FROM A FOLLOWER!

Fortunate is the person who understands this
principle sufficiently well to keep his or her brain
vitalized or “recharged” by periodically contacting it
with a more vital mind. Sexual contact is one of the
most effective of the stimuli through which a mind
may be recharged, providing the contact is
intelligently made, between man and woman who have
genuine affection for each other. Any other sort of
sexual relationship is a devitalizer of the mind. Any
competent practitioner of Psycho-therapeutics can
“recharge” a brain within a few minutes.

Before passing away from the brief reference
made to sexual contact as a means of revitalizing a
depleted mind it seems appropriate to call attention to
the fact that all of the great leaders, in whatever walks
of life they have arisen, have been and are people of
highly sexed natures. (The word “sex” is not an
indecent word. You’ll find it in all the dictionaries.)

There is a growing tendency upon the part of the
best informed physicians and other health
practitioners, to accept the theory that all diseases
begin when the brain of the individual is in a depleted
or devitalized state. Stated in another way, it is a
known fact that a person who has a perfectly vitalized
brain is practically, if not entirely, immune from all
manner of disease.

Every intelligent health practitioner, of whatever
school or type, knows that “Nature” or the mind cures
disease in every instance where a cure is effected.
Medicines, faith, laying on of hands, chiropractic,
osteopathy and all other forms of outside stimulant are
nothing more than artificial aids to NATURE, or, to
state it correctly, mere methods of setting the
chemistry of the mind into motion to the end that it
readjusts the cells and tissues of the body, revitalizes
the brain and otherwise causes the human machine to
function normally.

The most orthodox practitioner will admit the
truth, of this statement.

What, then, may be the possibilities of the future
developments in the field of mind chemistry?

Through the principle of harmonious blending of
minds perfect health may be enjoyed. Through the aid
of this same principle sufficient power may be
developed to solve the problem of economic pressure
which constantly presses upon every individual.

We may judge the future possibilities of mind
chemistry by taking inventory of its past
achievements, keeping in mind the fact that these
achievements have been largely the result of
accidental discovery and of chance groupings of
minds. We are approaching the time when the
professorate of the universities will teach mind
chemistry the same as other subjects are now taught.
Meanwhile, study and experimentation in connection
with this subject open vistas of possibility for the
individual student.

MIND CHEMISTRY AND ECONOMIC, POWER:
That mind chemistry may be appropriately applied to
the workaday affairs of the economic and, commercial
world is a demonstrable fact.

Through the blending of two or more minds, in a
spirit of PERFECT HARMONY, the principle of mind
chemistry may be made to develop sufficient power to
enable the individuals whose minds have been thus
blended to perform seemingly superhuman feats.
Power is the force with which man achieves success in
any undertaking. Power, in unlimited quantities, may,
be enjoyed by any group of men, or men and women,
who possess the wisdom with which to submerge their
own personalities and their own immediate individual
interests, through the blending of their minds in a
spirit of perfect harmony.

Observe, profitably, the frequency with which the
word “harmony” appears throughout this Introduction!
There can be no development of a “Master Mind”
where this element of PERFECT HARMONY does not
exist. The individual units of the mind will not blend
with the individual units of another mind UNTIL THE
TWO MINDS HAVE BEEN AROUSED AND
WARMED, AS IT WERE, WITH A SPIRIT OF
PERFECT HARMONY OF PURPOSE. The moment
two minds begin to take divergent roads of interest the
individual units of each mind separate, and the third
element, known as a “MASTER MIND,” which grew
out of the friendly or harmonious alliance, will
disintegrate.

We come, now, to the study of some well known
men who have accumulated great power (also great
fortunes) through the application of mind chemistry.

Let us begin our study with three men who are
known to be men of great achievement in their
respective fields of economic, business and
professional endeavor.

Their names are Henry Ford, Thomas A. Edison
and Harvey S. Firestone.

Of the three Henry Ford is, by far, the most
POWERFUL, having reference to economic and
financial power. Mr. Ford is the most powerful man
now living on earth. Many who have studied Mr. Ford
believe him to be the most powerful man who ever

COURAGE IS THE
STANDING ARMY
OF THE SOUL
WHICH KEEPS IT
FROM CONQUEST,
PILLAGE AND SLAV-
ERY.
– Henry van Dyke

lived. As far as is known Mr. Ford is the only man
now living, or who ever lived, with sufficient power
to outwit the money trust of the United States. Mr.
Ford gathers millions of dollars with as great ease as a
child fills its bucket with sand when playing on the
beach. It has been said, by those who were in position
to know, that Mr. Ford, if he needed it, could send out
the call for money and gather in a billion dollars (a
thousand million dollars) and have it available for use
within one week. No one who knows of Ford’s
achievements doubts this. Those who know him well
know that he could do it with no more effort than the
average man expends in raising the money with which
to pay a month’s house rent. He could get this money,
if he needed it, through the intelligent application of
the principles on which this course is based.

While Mr. Ford’s new automobile was in the
process of perfection, in 1927, it is said that he
received advance orders, with cash payments, for more
than 375,000 cars. At an estimated price of $600.00
per car this would amount to $225,000,000.00 which
he received before a single car was delivered. Such is
the power of confidence in Ford’s ability.

Mr. Edison, as everyone knows, is a philosopher,
scientist and inventor. He is, perhaps, the keenest
Bible student on earth; a student of Nature’s Bible,
however, and not of the myriads of man-made Bibles.
Mr. Edison has such a keen insight into Mother
Nature’s Bible that he has harnessed and combined,
for the good of mankind, more of Nature’s laws than
any other person now living or who ever lived. It was
he who brought together the point of a needle and a
piece of revolving wax, in such a way that the
vibration of the human voice may be recorded and
reproduced through the modern talking machine.

(And it may be Edison who will eventually enable
man to pick up and correctly interpret the vibrations
of thought which are now recorded in the boundless
universe of ether, just as he has enabled man to record
and reproduce the spoken word.)

It was Edison who first harnessed the lightning
and made it serve as a light for man’s use, through the
aid of the incandescent electric light bulb.

It was Edison who gave the world the modern
moving picture.

These are but a few of his outstanding
achievements. These modern “miracles” which he has
performed (not by trickery, under the sham pretense of
superhuman power, but in the very midst of the bright
light of science) transcend all of the so-called
“miracles” described in the man-made books of
fiction.

Mr. Firestone is the moving spirit in the great
Firestone Tire industry, in Akron, Ohio. His industrial
achievements are so well known wherever automobiles
are used that no special comment on them seems
necessary.

All three of these men began their careers,
business and professional, without capital and with
but little – schooling of that type usually referred to as
“education.”

All three men are now well educated. All three
are wealthy. All three are powerful. Now let us
inquire into the source of their wealth and power.
Thus far we have been dealing only with effect; the
true philosopher wishes to understand the cause of a
given effect.

It is a matter of general knowledge that Mr. Ford,
Mr. Edison and Mr. Firestone are close personal
friends, and have been so for many years; that in
former years they were in the habit of going away to
the woods once a year for a period of rest, meditation
and recuperation.

But it is not generally known-it is a grave doubt
if these three men themselves know it-that there exists
between the three men a bond of harmony which has
caused their minds to become blended into a “Master
Mind” which is the real source of the power of each.
This mass mind, growing out of the co-ordination of
the individual minds of Ford, Edison and Firestone,
has enabled these men to “tune in” on forces (and
sources of knowledge) with which most men are to no
extent familiar.

If the student doubts either the principle or the
effects here described, let him remember that more
than half the theory here set forth is a known fact. For
example, it is known that these three men have great
power. It is known that they are wealthy. It is known
that they began without capital and with but little
schooling. It is known that they form periodic mind
contacts. It is known that they are harmonious and
friendly. It is known that their achievements are so
outstanding as to make it impossible to compare these
achievements with those of other men in their
respective fields of activity.

All these “effects” are known to practically every
school-boy in the civilized world, therefore there can
be no dispute as far as effects are concerned.

Of one fact connected with the cause of the
achievements of Edison, Ford and Firestone we may
be sure, namely, that these achievements were in no
way based upon trickery, deceit, the “supernatural” or
so-called “revelations” or any other form of unnatural
law. These men do not possess a stock of legerdemain.
They work with natural laws; laws which, for the most
part, are well known to all economists and leaders in
the field of science, with the possible exception of the
law upon which chemistry of the mind is based. As yet
chemistry of the mind is not sufficiently developed to
be classed, by scientific men, in their catalogue of
known laws.

A “Master Mind” may be created by any group of
people who will co-ordinate their minds, in a spirit of
perfect harmony. The group may consist of any
number from two upward. Best results appear
available from the blending of six or seven minds.

It has been suggested that Jesus Christ discovered
how to make use of the principle of mind chemistry,
and that His seemingly miraculous performances grew
out of the power He developed through the blending of
the minds of His twelve disciples. It has been pointed
out that when one of the disciples (Judas Iscariot)
broke faith the “Master Mind” immediately
disintegrated and Jesus met with the supreme
catastrophe of His life.

When two or more people harmonize their minds
and produce the effect known as a “Master Mind,”
each person in the group becomes vested with the
power to contact with and gather knowledge through
the “subconscious” minds of all the other members of
the group. This power becomes immediately
noticeable, having the effect of stimulating the mind
to a higher rate of vibration, and otherwise evidencing
itself in the form of a more vivid imagination and the
consciousness of what appears to be a sixth sense. It
is through this sixth sense that new ideas will “flash”
into the mind. These ideas take on the nature and form
of the subject dominating the mind of the individual.
If the entire group has met for the purpose of
discussing a given subject, ideas concerning that
subject will come pouring into the minds of all
present, as if an outside influence were dictating
them. The minds of those participating in the “Master
Mind” become as magnets, attracting ideas and
thought stimuli of the most highly organized and
practical nature, from no one knows where!

The process of mind-blending here described as a
“Master Mind” may be likened to the act of one who
connects many electric batteries to a single
transmission wire, thereby “stepping up” the power
flowing over that line. Each battery added increases
the power passing over that line by the amount of
energy the battery carries. Just so in the case of
blending individual minds into a “Master Mind.” Each
mind, through the principle of mind chemistry,
stimulates all the other minds in the group, until the
mind energy thus becomes so great that it penetrates
to and connects with the universal energy known as
ether, which, in turn, touches every atom of the entire
universe.

The modern radio apparatus substantiates, to a
considerable extent, the theory here expounded.
Powerful sending or broadcasting stations must be
erected through which the vibration of sound is
“stepped up” before it can be picked up by the much
higher vibrating energy of the ether and carried in all
directions. A “Master Mind” made up of many

MEN cease to interest us
when we find their
limitations. The only sin is
limitation. As soon as you
once come up to a man’s
limitations, it is all over with
him.
-Emerson.

individual minds, so blended that they produce a
strong vibrating energy, constitutes almost an exact
counterpart of the radio broadcasting station.

Every public speaker has felt the influence of
mind chemistry, for it is a well known fact that as
soon as the individual minds of an audience become
“en rapport” (attuned to the rate of vibration of the
mind of the speaker) with the speaker, there is a
noticeable increase of enthusiasm in the speaker’s
mind, and he often rises to heights of oratory which
surprise all, including himself.

The first five to ten minutes of the average
speech are devoted to what is known as “warming up.”
By this is meant the process through which the minds
of the speaker and his audience are becoming blended
in a spirit of PERFECT HARMONY.

Every speaker knows what happens when this
state of “perfect harmony” fails to materialize upon
part of his audience.

The seemingly supernatural phenomena occurring
in spiritualistic meetings are the result of the reaction,
upon one another, of the minds in the group. These
phenomena seldom begin to manifest themselves under
ten to twenty minutes after the group is formed, for
the reason that this is about the time required for the
minds -in the group to become harmonized or blended.

The “messages” received by members of a
spiritualistic group probably come from one of two
sources, or from both, namely:

First: From the vast storehouse of the
subconscious mind of some member of the group; or

Second: From the universal storehouse of the
ether, in which, it is more than probable, all thought
vibration is preserved.

Neither any known natural law nor human reason
supports the theory of communication with individuals
who have died.

It is a known fact that any individual may explore
the store of knowledge in another’s mind, through this
principle of mind chemistry, and it seems reasonable
to suppose that this power may be extended to include
contact with whatever vibrations are available in the
ether, if there are any.

The theory that all the higher and more refined
vibrations, such as those growing out of thought, are
preserved in the ether grows out of the known fact
that neither matter nor energy (the two known
elements of the universe) may be either created or
destroyed. It is reasonable to suppose that all
vibrations which have been “stepped up” sufficiently
to be picked up and absorbed in the ether, will go on
forever. The lower vibrations, which do not blend with
or otherwise contact the ether, probably live a natural
life and die out.

All the so-called geniuses probably gained their
reputations because, by mere chance or otherwise,
they formed alliances with other minds which enabled
them to “step up” their own mind vibrations to where
they were enabled to contact the vast Temple of
Knowledge recorded and filed in the ether of the
universe. All of the great geniuses, as far as this
author has been enabled to gather the facts, were
highly sexed people. The fact that sexual contact is
the greatest known mind stimulant lends color to the
theory herein described.

Inquiring further into the source of economic
power, as manifested by the achievements of men in
the field of business, let us study the case of the
Chicago group known as the “Big Six,” consisting of
Wm. Wrigley, Jr., who owns the chewing gum
business bearing his name, and whose individual
income is said to be more than Fifteen Million Dollars
a year; John R. Thompson, who operates the chain of
lunch rooms bearing his name; Mr. Lasker, who owns
the Lord & Thomas Advertising Agency; Mr.
McCullough, who owns the Parmalee Express
Company, the largest transfer business in America;
and Mr. Ritchie and Mr. Hertz, who own the Yellow
Taxicab business.

A reliable financial reporting company has
estimated the yearly income of these six men at
upwards of Twenty-five Million Dollars

($25,000,000.00), or an average of more than Four
Million Dollars a year per man.

Analysis of the entire group of six men discloses
the fact that not one of them had any special
educational advantages; that all began without capital
or extensive credit; that their financial achievement
has been due to their own individual plans, and not to
any fortunate turn of the wheel of chance.

Many years ago these six men formed a friendly
alliance, meeting at stated periods for the purpose of
assisting one another with ideas and suggestions in
their various and sundry lines of business endeavor.

With the exception of Hertz and Ritchie none of
the six men were in any manner associated in a legal
Partnership. These meetings were strictly for the
purpose of co-operating on the give and take basis of
assisting one another with ideas and suggestions, and
occasionally by endorsing notes and other securities to
assist some member of the group who had met with an
emergency making such help necessary.

It is said that each of the individuals belonging to
this Big Six group is a millionaire many times over.
As a rule there is nothing worthy of special comment
on behalf of a man who does nothing more than
accumulate a few million dollars. However, there is
something connected with the financial success of this
particular group of men that is well worth comment,
study, analysis and even emulation, and that
“something” is the fact that they have learned how to
coordinate their individual minds by blending them in
a spirit of perfect harmony, thereby creating a “Master
Mind” that unlocks, to each individual of the group,
doors which are closed to most of the human race.

The United States Steel Corporation is one of the
strongest and most powerful industrial organizations
in the world. The Idea out of which this great
industrial giant grew was born in the mind of Elbert
H. Gary, a more or less commonplace small-town
lawyer who was born and reared in a small Illinois
town near Chicago.

Mr. Gary surrounded himself with a group of men
whose minds he successfully blended in a spirit of
perfect harmony, thereby creating the “Master Mind”
which is the moving spirit of the great United States
Steel Corporation.

Search where you will, wherever you find an
outstanding success in business, finance, industry or
in any of the professions, you may be sure that back
of the success is some individual who has applied the
principle of mind chemistry, out of which a “Master
Mind” has been created. These outstanding successes
often appear to be the handiwork of but one person,
but search closely and the other individuals whose
minds have been co-ordinated with his own may be
found. Remember that two or more persons may
operate the principle of mind chemistry so as to create
a “Master Mind.”

POWER (man-power) is ORGANIZED

KNOWLEDGE, EXPRESSED THROUGH

INTELLIGENT EFFORTS!

No effort can be said to be ORGANIZED unless
the individuals engaged in the effort co-ordinate their
knowledge and energy in a spirit of perfect harmony.
Lack of such harmonious co-ordination of effort is the
main cause of practically every business failure.

An interesting experiment was conducted by this
author, in collaboration with the students of a well
known college. Each student was requested to write an
essay on “How and Why Henry Ford Became
Wealthy.”

Each student was required to describe, as a part
of his or her essay, what was believed to be the nature
of Ford’s real assets, of what these assets consisted in
detail.

The majority of the students gathered financial
statements and inventories of the Ford assets and used
these as the basis of their estimates of Ford’s wealth.

Included in these “sources of Ford’s wealth” were
such as cash in banks, raw and finished materials in
stock, real estate and buildings, good-will, estimated
at from ten to twenty-five per cent of the value of the
material assets.

YOU cannot become a
power in your
community nor
achieve enduring
success in any worthy
undertaking until you
become big enough to
blame yourself for
your own mistakes
and reverses.

One student out of the entire group of several
hundred answered as follows:

“Henry Ford’s assets consist, in the main, of two
items, viz.: (1) Working capital and raw and finished
materials; (2) The knowledge, gained from experience,
of Henry Ford, himself, and the co-operation of a well
trained organization which understands how to apply
this knowledge to best advantage from the Ford
viewpoint. It is impossible to estimate, with anything
approximating correctness, the actual dollars and
cents value of either of these two groups of assets, but
it is my opinion that their relative values are:

“The organized knowledge of the Ford
Organization 75%

The value of cash and physical assets of every
nature, including raw and finished materials …25%”

This author is of the opinion that this statement
was not compiled by the young man whose name was
signed to it, without the assistance of some very
analytical and experienced mind or minds.

Unquestionably the biggest asset that Henry Ford
has is his own brain. Next to this would come the
brains of his immediate circle of associates, for it has
been through co-ordination of these that the physical
assets which he controls were accumulated.

Destroy every plant the Ford Motor Company
owns: every piece of machinery; every atom of raw or
finished material, every finished automobile, and
every dollar on deposit in any bank, and Ford would
still be the most powerful man, economically, on
earth. The brains which have built the Ford business
could duplicate it again in short order. Capital is
always available, in unlimited quantities, to such
brains as Ford’s.

Ford is the most powerful man on earth
(economically) because he has the keenest and most
practical conception of the principle of ORGANIZED
KNOWLEDGE of any man on earth, as far as this
author has the means of knowing.

Despite Ford’s great power and financial success,
it may be that he has blundered often in the
application of the principles through which he
accumulated this power. There is but little doubt that
Ford’s methods of mind co-ordination have often been
crude; they must needs have been in the earlier days
of this experience, before he gained the wisdom of
application that would naturally go with maturity of
years.

Neither can there be much doubt that Ford’s
application of the principle of mind chemistry was, at
least at the start, the result of a chance alliance with
other minds, particularly the mind of Edison. It is
more than probable that Mr. Ford’s remarkable insight
into the laws of nature was first begun as the result of
his friendly alliance with his own wife long before he
ever met either Mr. Edison or Mr. Firestone. Many a
man who never knows the real source of his success is
made by his wife, through application of the “Master
Mind” principle. Mrs. Ford is a most remarkably
intelligent woman, and this author has reason to
believe that it was her mind, blended with Mr. Ford’s,
which gave him his first real start toward power.

It may be mentioned, without in any way
depriving Ford of any honor or glory, that in his
earlier days of experience he had to combat the
powerful enemies of illiteracy and ignorance to a
greater extent than did either Edison or Firestone,
both of whom were gifted by natural heredity with a
most fortunate aptitude for acquiring and applying
knowledge. Ford had to hew this talent out of the
rough, raw timbers of his hereditary estate.

Within an inconceivably short period of time Ford
has mastered three of the most stubborn enemies of
mankind and transformed them into assets constituting
the very foundation of his success.

These enemies are: Ignorance, illiteracy and
poverty!

Any man who can stay the hand of these three
savage forces, much less harness and use them to good
account, is well worth close study by the less
fortunate individuals.

This is an age of INDUSTRIAL POWER in which
we are living!

The source of all this POWER is ORGANIZED
EFFORT. Not only has the management of industrial
enterprises efficiently organized individual workers,
but, in many instances, mergers of industry have been
effected in such a manner and to the end that these
combinations (as in the case of the United States Steel
Corporation, for example) have accumulated
practically unlimited power.

One may hardly glance at the news of a day’s
events without seeing a report of some business,
industrial or financial merger, bringing under one
management enormous resources and thus creating
great power.

One day it is a group of banks; another day it is a
chain of railroads; the next day it is a combination of
steel plants, all merging for the purpose of developing
power through highly organized and co-ordinated
effort.

Knowledge, general in nature and unorganized, is
not POWER; it is only potential power-the material
out of which real power may be developed. Any
modern library contains an unorganized record of all
the knowledge of value to which the present stage of
civilization is heir, but this knowledge is not power
because it is not organized.

Every form of energy and every species of animal
or plant life, to survive, must be organized. The
oversized animals whose bones have filled Nature’s
bone-yard through extinction have left mute but
certain evidence that non-organization means
annihilation.

From the electron-the smallest particle of matter –
to the largest star in the universe: these and every
material thing in between these two extremes offer
proof positive that one of Nature’s first laws is that of
ORGANIZATION. Fortunate is the individual who
recognizes the importance of this law and makes it his
business to familiarize himself with the various ways
in which the law may be applied to advantage.

The astute business man has not only recognized
the importance of the law of organized effort, but he
has made this law the warp and the woof of his
POWER.

Without any knowledge, whatsoever, of the
principle of mind chemistry, or that such a principle
exists, many men have accumulated great power by
merely organizing the knowledge they possessed.

The majority of all who have discovered the
principle of mind chemistry and developed that
principle into a “MASTER MIND” have stumbled upon
this knowledge by the merest of accident; often failing
to recognize the real nature of their discovery or to
understand the source of their power.

This author is of the opinion that all living
persons who at the present time are consciously
making use of the principle of mind chemistry in
developing power through the blending of minds, may
be counted on the fingers of the two hands, with,
perhaps, several fingers left to spare.

If this estimate is even approximately true the
student will readily see that there is but slight danger
of the field of mind chemistry practice becoming
overcrowded.

It is a well known fact that one of the most
difficult tasks that any business man must perform is
that of inducing those who are associated with him to
coordinate their efforts in a spirit of harmony. To
induce continuous co-operation between a group of
workers, in any undertaking, is next to impossible.
Only the most efficient leaders can accomplish this
highly desired object, but once in a great while such a
leader will rise above the horizon in the field of
industry, business or finance, and then the world hears
of a Henry Ford, Thomas A. Edison, John D.
Rockefeller, Sr., E. H. Harriman or James J. Hill.

Power and success are practically synonomous
terms!

One grows out of the other; therefore, any person
who has the knowledge and the ability to develop
power, through the principle of harmonious

NEVER, in the history
of the world, has there
been such abundant
opportunity as there is
now for the person who
is willing to serve before
trying to collect.

co-ordination of effort between individual minds, or
in any other manner, may be successful in any
reasonable undertaking that is possible of successful
termination.

It must not be assumed that a “Master Mind” will
immediately spring, mushroom fashion, out of every
group of minds which make pretense of co-ordination
in a spirit of HARMONY!

Harmony, in the real sense of meaning of the
word, is as rare among groups of people as is genuine
Christianity among those who proclaim themselves
Christians.

Harmony is the nucleus around which the state of
mind known as “Master Mind” must be developed.
Without this element of harmony there can be no
“Master Mind,” a truth which cannot be repeated too
often.

Woodrow Wilson had in mind the development of
a “Master Mind,” to be composed of groups of minds
representing the civilized nations of the world, in his
proposal for establishing the League of Nations.
Wilson’s conception was the most far-reaching
humanitarian idea ever created in the mind of man,
because it dealt with a principle which embraces
sufficient power to establish a real Brotherhood of
Man on earth. The League of Nations, or some similar
blending of international minds, in a spirit of
harmony, is sure to become a reality.

The time when such unity of minds will take
place will be measured largely by the time required
for the great universities and NON-SECTARIAN
institutions of learning to supplant ignorance and
superstition with understanding and wisdom. This time
is rapidly approaching.

THE PSYCHOLOGY OF THE REVIVAL
MEETING: The old religious orgy known as the
“revival” offers a favorable opportunity to study the
principle of mind chemistry known as “Master Mind.”

It will be observed that music plays no small part
in bringing about the harmony essential to the
blending of a group of minds in a revival meeting.
Without music the revival meeting would be a tame
affair.

During revival services the leader of the meeting
has no difficulty in creating harmony in the minds of
his devotees, but it is a well known fact that this state
of harmony lasts no longer than the presence of the
leader, after which the “Master Mind” he has
temporarily created disintegrates.

By arousing the emotional nature of his followers
the revivalist has no difficulty, under the proper stage
setting and with the embellishment of the right sort of
music, in creating a “Master Mind” which becomes
noticeable to all who come in contact with it. The very
air becomes charged with a positive, pleasing
influence which changes the entire chemistry of all
minds present.

The revivalist calls this energy “the Spirit of the
Lord.”

This author, through experiments conducted with
a group of scientific investigators and laymen (who
were unaware of the nature of the experiment), has
created the same state of mind and the same positive
atmosphere without calling it the Spirit of the Lord.

On many occasions this author has witnessed the
creation of the same positive atmosphere in a group of
men and women engaged in the business of
salesmanship, without calling it the Spirit of the Lord.

The author helped conduct a school of
salesmanship for Harrison Parker, founder of the Co-
operative Society, of Chicago, and, by the use of the
same principle of mind chemistry which the revivalist
calls the Spirit of the Lord, so transformed the nature
of a group of 3,000 men and women (all of whom were
without former sales experience) that they sold more
than $10,000,000.00 worth of securities in less than
nine months, and earned more than $1,000,000 for
themselves.

It was found that the average person who joined
this school would reach the zenith of his or her selling
power within one week, after which it was necessary
to revitalize the individual’s brain through a group
sales meeting. These sales meetings were conducted
on very much the same order as are the modern revival
meetings of the religionist, with much the same stage
equipment, including music and “high-powered”
speakers who exhorted the salespeople in very much
the same manner as does the modern religious
revivalist.

Call it religion, psychology, mind chemistry or
anything you please (they are all based upon the same
principle), but there is nothing more certain than the
fact that wherever a group of minds are brought into
contact, in a spirit of PERFECT HARMONY, each
mind in the group becomes immediately supplemented
and re-enforced by a noticeable energy called a
“Master Mind.”

For all this writer professes to know this
uncharted energy may be the Spirit of the Lord, but it
operates just as favorably when called by any other
name.

The human brain and nervous system constitute a
piece of intricate machinery which but few, if any,
understand. When controlled and properly directed
this piece of machinery can be made to perform
wonders of achievement and if not controlled it will
perform wonders fantastic and phantom-like in nature,
as may be seen by examining the inmates of any
insane asylum.

The human brain has direct connection with a
continuous influx of energy from which man derives
his power to think. The brain receives this energy,
mixes it with the energy created by the food taken into
the body, and distributes it to every portion of the
body, through the aid of the blood and the nervous
system. It thus becomes what we call life.

From what source this outside energy comes no
one seems to know; all we know about it is that we
must have it or die. It seems reasonable to suppose
that this energy is none other than that which we call
ether, and that it flows into the body along with the
oxygen from the air, as we breathe.

Every normal human body possesses a first-class
chemical laboratory and a stock of chemicals
sufficient to carry on the business of breaking up,
assimilating and properly mixing and compounding
the food we take into the body, preparatory to
distributing it to wherever it is needed as a body
builder.

Ample tests have been made, both with man and
beast, to prove that the energy known as the mind
plays an important part in this chemical operation of
compounding and transforming food into the required
substances to build and keep the body in repair.

It is known that worry, excitement or fear will
interfere with the digestive process, and in extreme
cases stop this process altogether, resulting in illness
or death. It is obvious, then, that the mind enters into
the chemistry of food digestion and distribution.

It is believed by many eminent authorities,
although it may never have been scientifically proved,
that the energy known as mind or thought may become
contaminated with negative or “unsociable” units to
such an extent that the whole nervous system is
thrown out of working order, digestion is interfered
with and various and sundry forms of disease will
manifest themselves. Financial difficulties and
unrequited love affairs head the list of causes of such
mind disturbances.

A negative environment such as that existing
where some member of the family is constantly
“nagging,” will interfere with the chemistry of the
mind to such an extent that the individual will lose
ambition and gradually sink into oblivion. It is
because of this fact that the old saying that a man’s
wife may either “make” or “break” him is literally
true. In a subsequent lesson a whole chapter on this
subject is addressed to the wives of men.

Any high-school student knows that certain food
combinations will, if taken into the stomach, result in
indigestion, violent pain and even death. Good health
depends, in part at least, upon a food combination that
“harmonizes.” But harmony of food combinations is
not sufficient to insure good health; there must be
harmony, also, between the units of energy known as
the mind.

A man is half whipped
the minute he begins
to feel sorry for
himself, or to spin an
alibi with which he
would explain away
his defects.

“Harmony” seems to be one of Nature’s laws,
without which there can be no such thing as
ORGANIZED ENERGY, or life in any form
whatsoever.

The health of the body as well as the mind is
literally built around, out of and upon the principle of
HARMONY! The energy known as life begins to
disintegrate and death approaches when the organs of
the body stop working in harmony.

The moment harmony ceases at the source of any
form of organized energy (power) the units of that
energy are thrown into a chaotic state of disorder and
the power is rendered neutral or passive.

Harmony is also the nucleus around which the
principle of mind chemistry known as a “Master
Mind” develops power. Destroy this harmony and you
destroy the power growing out of the co-ordinated
effort of a group of individual minds.

This truth has been stated, re-stated and presented
in every manner which the author could conceive, with
unending repetition, for the reason that unless the
student grasps this principle and learns to apply it this
lesson is useless.

Success in life, no matter what one may call
success, is very largely a matter of adaptation to
environment in such a manner that there is harmony
between the individual and his environment. The
palace of a king becomes as a hovel of a peasant if
harmony does not abound within its walls. Conversely
stated, the hut of a peasant may be made to yield more
happiness than that of the mansion of the rich man, if
harmony obtains in the former and not in the latter.

Without perfect harmony the science of
astronomy would be as useless as the “bones of a
saint,” because the stars and planets would clash with
one another, and all would be in a state of chaos and
disorder.

Without the law of harmony an acorn might grow
into a heterogeneous tree consisting of the wood of
the oak, poplar, maple and what not.

Without the law of harmony the blood might
deposit the food which grows finger nails on the scalp
where hair is supposed to grow, and thus create a
horny growth which might easily be mistaken, by the
superstitious, to signify man’s relationship to a certain
imaginary gentleman with horns, often referred to by
the more primitive type.

Without the law of harmony there can be no
organization of knowledge, for what, may one ask, is
organized knowledge except the harmony of facts and
truths and natural laws?

The moment discord begins to creep in at the
front door harmony edges out at the back door, so to
speak, whether the application is made to a business
partnership or the orderly movement of the planets of
the heavens.

If the student gathers the impression that the
author is laying undue stress upon the importance of
HARMONY, let it be remembered that lack of
harmony is the first, and often the last and only, cause
of FAILURE!

There can be no poetry nor music nor oratory
worthy of notice without the presence of harmony.

Good architecture is largely a matter of harmony.
Without harmony a house is nothing but a mass of
building material, more or less a monstrosity.

Sound business management plants the very
sinews of its existence in harmony.

Every well dressed man or woman is a living
picture and a moving example of harmony.

With all these workaday illustrations of the
important part which harmony plays in the affairs of
the world – nay, in the operation of the entire universe
– how could any intelligent person leave harmony out
of his “Definite Aim” in life? As well have no
“definite aim” as to omit harmony as the chief stone
of its foundation.

The human body is a complex organization of
organs, glands, blood vessels, nerves, brain cells,
muscles, etc. The mind energy which stimulates to
action and co-ordinates the efforts of the component
parts of the body is also a plurality of ever-varying
and changing energies. From birth until death there is
continuous struggle, often assuming the nature of open
combat, between the forces of the mind. For example,
the life-long struggle between the motivating forces
and desires of the human mind, which takes place
between the impulses of right and wrong, is well
known to everyone.

Every human being possesses at least two distinct
mind powers or personalities, and as many as six
distinct personalities have been discovered in one
person. One of man’s most delicate tasks is that of
harmonizing these mind forces so that they may be
organized and directed toward the orderly attainment
of a given objective. Without this element of harmony
no individual can become an accurate thinker.

It is no wonder that leaders in business and
industrial enterprises, as well as those in politics and
and other fields of endeavor, find it so difficult to
organize groups of people so they will function in the
attainment of a given objective, without friction. Each
individual human being possesses forces, within
himself, which are hard to harmonize, even when he is
placed in the environment most favorable to harmony.
If the chemistry of the individual’s mind is such that
the units of his mind cannot be easily harmonized,
think how much more difficult it must be to harmonize
a group of minds so they will function as one, in an
orderly manner, through what is known as a “Master
Mind.”

The leader who successfully develops and directs
the energies of a “Master Mind” must possess tact,
patience, persistence, self-confidence, intimate
knowledge of mind chemistry and the ability to adapt
himself (in a state of perfect poise and harmony) to
quickly changing circumstances, without showing the
least sign of annoyance.

How many are there who can measure up to this
requirement?

The successful leader must possess the ability to
change the color of his mind, chameleon-like, to fit
every circumstance that arises in connection with the
object of his leadership. Moreover, he must possess
the ability to change from one mood to another
without showing the slightest signs of anger or lack of
self-control. The successful leader must understand
the Fifteen Laws of Success and be able to put into
practice any combination of these Fifteen Laws
whenever occasion demands.

Without this ability no leader can be powerful,
and without power no leader can long endure.

THE MEANING OF EDUCATION: There has long
been a general misconception of the meaning of the
word “educate.” The dictionaries have not aided in the
elimination of this misunderstanding, because they
have defined the word “educate” as an act of imparting
knowledge.

The word educate has its roots in the Latin word
educo, which means to develop FROM WITHIN; to
educe; to draw out; to grow through the law of USE.

Nature hates idleness in all its forms. She gives
continuous life only to those elements which are in
use. Tie up an arm, or any other portion of the body,
taking it out of use, and the idle part will soon
atrophy and become lifeless. Reverse the order, give
an arm more than normal use, such as that engaged in
by the blacksmith who wields a heavy hammer all day
long, and that arm (developed from within) grows
strong.

Power grows out of ORGANIZED KNOWLEDGE,
but, mind you, it “grows out of it” through application
and use!

A man may become a walking encyclopaedia of
knowledge without possessing any power of value.
This knowledge becomes power only to the extent that
it is organized, classified and put into action. Some of
the best educated men the world has known possessed
much less general knowledge than some who have
been known as fools, the difference between the two
being that the former put what knowledge they
Possessed into use while the latter made no such
application.

An “educated” person is one who knows how to
acquire everything he needs in the attainment of his
main Purpose in life, without violating the rights of

SEEK the counsel of
men who will tell you
the truth about
yourself, even if it
hurts you to hear it.
Mere commendation
will not bring the
improvement you
need.

his fellow men. It might be a surprise to many so-
called men of “learning” to know that they come
nowhere near qualification as men of “education.” It
might also be a great surprise to many who believe
they suffer from lack of “learning” to know that they
are well “educated.”

The successful lawyer is not necessarily the one
who memorizes the greatest number of principles of
law. On the contrary, the successful lawyer is the one
who knows where to find a principle of law, plus a
variety of opinions supporting that principle which fit
the immediate needs of a given case.

In other words, the successful lawyer is he who
knows where to find the law he wants when he needs
it.

This principle applies, with equal force, to the
affairs of industry and business.

Henry Ford had but little elementary schooling,
yet he is one of the best “educated” men in the world
because he has acquired the ability so to combine
natural and economic laws, to say nothing of the
minds of men, that he has the power to get anything of
a material nature he wants.

Some years ago during the world war Mr. Ford
brought suit against the Chicago Tribune, charging
that newspaper with libelous publication of statements
concerning him, one of which was the statement that
Ford was an “ignoramus,” an ignorant pacifist, etc.

When the suit came up for trial the attorneys for
the Tribune undertook to prove, by Ford himself, that
their statement was true; that he was ignorant, and
with this object in view they catechized and cross-
examined him on all manner of subjects.

One question they asked was:

“How many soldiers did the British send over to
subdue the rebellion in the Colonies in 1776?”

With a dry grin on his face Ford nonchalantly
replied:

“I do not know just how many, but I have heard
that it was a lot more than ever went back.”

Loud laughter from Court, jury, court-room
spectators, and even from the frustrated lawyer who
had asked the question.

This line of interrogation was continued for an
hour or more, Ford keeping perfectly calm the
meanwhile. Finally, however, he had permitted the
“smart Aleck” lawyers to play with him until he was
tired of it, and in reply to a question which was
particularly obnoxious and insulting, Ford
straightened himself up, pointed his finger at the
questioning lawyer and replied:

“If I should really wish to answer the foolish
question you have just asked, or any of the others you
have been asking, let me remind you that I have a row
of electric push-buttons hanging over my desk and by
placing my finger on the right button I could call in
men who could give me the correct answer to all the
questions you have asked and to many that you have
not the intelligence either to ask or answer. Now, will
you kindly tell me why I should bother about filling
my mind with a lot of useless details in order to
answer every fool question that anyone may ask, when
I have able men all about me who can supply me with
all the facts I want when I call for them?”

This answer is quoted from memory, but it
substantially relates Ford’s answer.

There was silence in the court-room. The
questioning attorney’s under jaw dropped down, his
eyes opened widely; the judge leaned forward from the
bench and gazed in Mr. Ford’s direction; many of the
jury awoke and looked around as if they had heard an
explosion (which they actually had).

A prominent clergyman who was present in the
court-room at the time said, later, that the scene
reminded him of that which must have existed when
Jesus Christ was on trial before Pontius Pilate, just
after He had given His famous reply to Pilate’s
question, “What is truth?”

In the vernacular of the day, Ford’s reply knocked
the questioner cold.

Up to the time of that reply the lawyer had been
enjoying considerable fun at what he believed to be
Ford’s expense, by adroitly displaying his (the
lawyer’s) sample case of general knowledge and
comparing it with what he inferred to be Ford’s
ignorance as to many events and subjects.

But that answer spoiled the lawyer’s fun 1

It also proved once more (to all who had the
intelligence to accept the proof) that true education
means mind development; not merely the gathering
and classifying of knowledge.

Ford could not, in all probability, have named the
capitals of all the States of the United States, but he
could have and in fact had gathered the “capital” with
which to “turn many wheels” within every State in the
Union.

Education-let us not forget this-consists of the
power with which to get everything one needs when he
needs it, without violating the rights of his fellow
men. Ford comes well within that definition, and for
the reason which the author has here tried to make
plain, by relating the foregoing incident connected
with the simple Ford philosophy.

There are many men of “learning” who could
easily entangle Ford, theoretically, with a maze of
questions none of which he, personally, could answer.
But Ford could turn right around and wage a battle in
industry, or finance that would exterminate those same
men, with all of their knowledge and all of their
wisdom.

Ford could not go into his chemical laboratory
and separate water into its component atoms of
hydrogen and oxygen and then re-combine these atoms
in their former order, but he knows how to surround
himself with chemists who can do this for him if he
wants it done. The man who can intelligently use the
knowledge possessed by another is as much or more a
man of education as the person who merely has the
knowledge but does not know what to do with it.

The president of a well known college inherited a
large tract of very poor land. This land had no timber
of commercial value, no minerals or other valuable
appurtenances, therefore it was nothing but a source
of expense to him, for he had to pay taxes on it. The
State built a highway through the land. An
“uneducated” man who was driving his automobile
over this road observed that this poor land was on top
of a mountain which commanded a wonderful view for
many miles in all directions. He (the ignorant one)
also observed that the land was covered with a growth
of small pines and other saplings. He bought fifty
acres of the land for $10.00 an acre. Near the public
highway he built a unique log house to which he
attached a large dining room. Near the house he put in
room log houses along the road, these he rented out to
tourists at $3.00 a night, each. The dining room,
gasoline filling station and log houses brought him a
net income of $15,000.00 the first year. The next year
he extended his plan by adding fifty more log houses,
of three rooms each, which he now rents out as
summer country homes to people in a near-by city, at
a rental of $150.00 each for the season.

The building material cost him nothing, for it
grew on his land in abundance (that same land which
the college president believed to be worthless).

Moreover, the unique and unusual appearance of
the log bungalows served as an advertisement of the
plan, whereas many would have considered it a real
calamity had they been compelled to build out of such
crude materials.

Less than five miles from the location of these
log houses this same man purchased an old worked-out
farm of 150 acres, for $25.00 an acre, a price which
the seller believed to be extremely high.

By building a dam, one hundred feet in length,
the purchaser of this old farm turned a stream of water
into a lake that covered fifteen acres of the land,
stocked the lake with fish, then sold the farm off in
building lots to people who wanted summering places
around the lake. The total profit realized from this
simple transaction was more than $25,000.00, and the
time required for its consummation was one summer.

Yet this man of vision and imagination was not
“educated” in the orthodox meaning of that term.

Let us keep in mind the fact that it is through

WHEN you lose your
sense of humor, get a
job running an
elevator, because your
life will be a series of
UPS and DOWNS,
anyway

these simple illustrations of the use of organized
knowledge that one may become educated and
powerful.

In speaking of the transaction here related, the
college president who sold the fifty acres of worthless
(?) land for $500.00 said:

“Just think of it! That man, whom most of us
might call ignorant, mixed his ignorance with fifty
acres of worthless land and made the combination
yield more yearly than I earn from five years of
application of so-called education.”

There is an opportunity, if not scores of them, in
every State in America, to make use of the idea here
described. From now on make it your business to
study the lay of all land you see that is similar to that
described in this lesson, and you may find a suitable
place for developing a similar money-making
enterprise. The idea is particularly adaptable in
localities where bathing beaches are few, as people
naturally like such conveniences.

The automobile has caused a great system of
public highways to be built throughout the United
States. On practically every one of these highways
there is a suitable spot for a “Cabin City” for tourists
which can be turned into a regular money-making mint
by the man with the IMAGINATION and SELF-
CONFIDENCE to do it.

There are opportunities to make money all around
you. This course was designed to help you “see” these
opportunities, and to inform you how to make the
most of them after you discover them.

WHO CAN PROFIT MOST BY THE LAW OF
SUCCESS PHILOSOPHY?

RAILROAD OFFICIALS who want a better spirit of
co-operation between their trainmen and the public
they serve.

SALARIED PEOPLE who wish to increase their
earning power and market their services to better
advantage.

SALESPEOPLE who wish to become masters in their
chosen field. The Law of Success philosophy covers
every known law of selling, and includes many
features not included in any other course.

INDUSTRIAL PLANT MANAGERS who understand
the value of greater harmony among their
employees.

RAILROAD EMPLOYEES who wish to establish
records of efficiency which will lead to more
responsible positions, with greater pay.

MERCHANTS who wish to extend their business by
adding new customers. The Law of Success
philosophy will help any merchant increase his
business by teaching him how to make a walking
advertisement of every customer who comes into his
store.

AUTOMOBILE AGENTS who wish to increase the
selling power of their salesmen. A large part of the
Law of Success course was developed from the
lifework and experience of the greatest automobile
salesman living, and it is therefore of unusual help
to the Sales Manager who is directing the efforts of
Automobile Salesmen.

LIFE INSURANCE AGENTS who wish to add new
policy-holders and increase the insurance on
present policy-holders. One Life Insurance
Salesman, in Ohio, sold a Fifty Thousand Dollar
policy to one of the officials of the Central Steel
Company, as the result of but one reading of the
lesson on “Profiting by Failures.” This same
salesman has become one of the star men of the New
York Life Insurance Company’s staff, as the result
of his training in the Fifteen Laws of Success.

SCHOOL TEACHERS who wish to advance to the top
in their present occupation, or who are looking for
an opportunity to enter the more profitable field of
business as a life-work.

STUDENTS, both College and High School, who are
undecided as to what field of endeavor they wish to
enter as a life-work. The Law of Success course
covers a complete Personal Analysis service which
helps the student of the philosophy to determine the
work for which he or she is best fitted.

BANKERS who wish to extend their business through
better and more courteous methods of serving their
clients.

BANK CLERKS who are ambitious to prepare
themselves for executive positions in the field of
banking, or in some commercial or industrial field.

PHYSICIANS and DENTISTS who wish to extend
their practice without violating the ethics of their
profession by direct advertising. A prominent
physician has said that the Law of Success course is
worth $1,000.00 to any professional man or woman
whose professional ethics prevent direct advertising.

PROMOTERS who wish to develop new and
heretofore unworked combinations in business or
industry.

The principle described in this Introductory Lesson
is said to have made a small fortune for a man who
used it as the basis of a real estate promotion.

REAL ESTATE MEN who wish new methods for
promoting sales. This Introductory Lesson contains a
description of an entirely new real-estate promotion
plan which is sure to make fortunes for many who
will put it to use. This plan may be put into
operation in practically every State. Moreover, it
may be employed by men who never promoted an
enterprise.

FARMERS who wish to discover new methods of
marketing their products so as to give them greater
net returns, and those who own lands suitable for
subdivision promotion under the plan referred to at
the end of this Introductory Lesson. Thousands of
farmers have “gold mines” in the land they own
which is not suitable for cultivation, which could be
used for recreation and resort purposes, on a highly
profitable basis.

STENOGRAPHERS and BOOKKEEPERS who are
looking for a practical plan to promote themselves
into higher and better paying positions. The Law of
Success course is said to be the best course ever
written on the subject of marketing personal
services.

PRINTERS who want a larger volume of business and
more efficient production as the result of better
cooperation among their own employees.

DAY LABORERS who have the ambition to advance
into more responsible positions, in work that has
greater responsibilities and consequently offers
more pay.

LAWYERS who wish to extend their clientele through
dignified, ethical methods which will bring them to
the attention, in a favorable way, of a greater
number of people who need legal services.

BUSINESS EXECUTIVES who wish to expand their
present business, or who wish to handle their present
volume with less expense, as the result of greater
co-operation between their employees.

LAUNDRY OWNERS who wish to extend their
business by teaching their drivers how to serve more
courteously and efficiently.

LIFE INSURANCE GENERAL AGENTS who wish
bigger and more efficient sales organizations.
CHAIN STORE MANAGERS who want a greater
volume of business as the result of more efficient
individual sales efforts.

MARRIED PEOPLE who are unhappy, and therefore
unsuccessful, because of lack of harmony and
cooperation in the home.

To all described in the foregoing classification
the Law of Success philosophy offers both DEFINITE
and SPEEDY aid.

AN AIM IN LIFE IS
THE ONLY FORTUNE
WORTH FINDING;
AND IT IS NOT TO BE
FOUND IN FOREIGN
LANDS, BUT IN THE
HEART ITSELF.
-Robert Louis Stevenson.

SUMMARY OF INTRODUCTORY LESSON

The purpose of this summary is to aid the student
in mastering the central idea around which the lesson
has been developed. This idea is represented by the
term “Master Mind” which has been described in great
detail throughout the lesson.

All new ideas, and especially those of an abstract
nature, find lodgment in the human mind only after
much repetition, a well known truth which accounts
for the re-statement, in this summary, of the principle
known as the “Master Mind.”

A “Master Mind” may be developed by a friendly
alliance, in a spirit of harmony of purpose, between
two or more minds.

This is an appropriate place at which to explain
that out of every alliance of minds, whether in a spirit
of harmony or not, there is developed another mind
which affects all participating in the alliance. No two
or more minds ever met without creating, out of the
contact, another mind, but not always is this invisible
creation a “Master Mind.”

There may be, and altogether too often there is,
developed out of the meeting of two or more minds a
negative power which is just the opposite to a “Master
Mind.”

There are certain minds which, as has already
been stated throughout this lesson, cannot be made to
blend in a spirit of harmony. This principle has its
comparable analogy in chemistry, reference to which
may enable the student to grasp more clearly the
principle here referred to.

For example, the chemical formula H 2 (meaning
the combining of two atoms of hydrogen with one
atom of oxygen) changes these two elements into
water. One atom of hydrogen and one atom of oxygen
will not produce water; moreover, they cannot be
made to associate themselves in harmony!

There are many known elements which, when
combined, are immediately transformed from harmless
into deadly poisonous substances. Stated differently,
many well known poisonous elements are neutralized
and rendered harmless when combined with certain
other elements.

Just as the combining of certain elements changes
their entire nature, the combining of certain minds
changes the nature of those minds, producing either a
certain degree of what has been called a “Master
Mind,” or its opposite, which is highly destructive.

Any man who has found his mother-in-law to be
incompatible has experienced the negative application
of the principle known as a “Master Mind.” For some
reason as yet unknown to investigators in the field of
mind behavior, the majority of mothers-in-law appear
to affect their daughters’ husbands in a highly
negative manner, the meeting of their minds with
those of their sons-in-law creating a highly
antagonistic influence instead of a “Master Mind.”

This fact is too well known as a truth to make
extended comment necessary.

Some minds will not be harmonized and cannot be
blended into a “Master Mind,” a fact which all leaders
of men will do well to remember. It is the leader’s
responsibility so to group his men that those who have
been placed at the most strategic points in his organ-
ization are made up of individuals whose minds CAN
and WILL BE blended in a spirit of friendliness and
harmony.

Ability so to group men is the chief outstanding
quality of leadership. In Lesson Two of this course the
student will discover that this ability was the main
source of both the power and fortune accumulated by
the late Andrew Carnegie.

Knowing nothing whatsoever of the technical end
of the steel business, Carnegie so combined and
grouped the men of which his “Master Mind” was
composed that he built the most successful steel
industry known to the world during his life-time.

Henry Ford’s gigantic success may be traced to
the successful application of this selfsame principle.
With all the self-reliance a man could have, Ford,
nevertheless, did not depend upon himself for the
knowledge necessary in the successful development of
his industries.

Like Carnegie, he surrounded himself with men
who supplied the knowledge which he, himself, did
not and could not possess.

Moreover, Ford picked men who could and did
harmonize in group effort.

The most effective alliances, which have resulted
in the creation of the principle known as the “Master
Mind,” have been those developed out of the blending
of the minds of men and women. The reason for this is
the fact that the minds of male and female will more
readily blend in harmony than will the minds of males.
Also, the added stimulus of sexual contact often enters
into the development of a “Master Mind” between a
man and a woman.

It is a well known fact that the male of the
species is keener and more alert for “the chase,” let
the goal or object of the chase be what it may, when
inspired and urged on by a female.

This human trait begins to manifest itself in the
male at the age of puberty, and continues throughout
his life. The first evidence of it may be observed in
athletics, where boys are playing before an audience
made up of females.

Remove the women from the audience and the
game known as football would soon become a very
tame affair. A boy will throw himself into a football
game with almost superhuman effort when he knows
that the girl of his choice is observing him from the
grandstand.

And that same boy will throw himself into the
game of accumulating money with the same
enthusiasm when inspired and urged on by the woman
of his choice; especially if that woman knows how to
stimulate his mind with her own, through the law of
the “Master Mind.”

On the other hand, that same woman may, through
a negative application of the law of the “Master Mind”
(nagging, jealousy, selfishness, greed, vanity), drag
this man down to sure defeat!

The late Elbert Hubbard understood the principle
here described so well that when he discovered that
the incompatibility between himself and his first wife
was dragging him down to sure defeat he ran the
gamut of public opinion by divorcing her and
marrying the woman who is said to have been the main
source of his inspiration.

Not every man would have had the courage to
defy public opinion, as Hubbard did, but who is wise
enough to say that his action was not for the best
interest of all concerned?

A man’s chief business in life is to succeed!

The road to success may be, and generally is,
obstructed by many influences which must be removed
before the goal can be reached. One of the most
detrimental of these obstacles is that of unfortunate
alliance with minds which do not harmonize. In such
cases the alliance must be broken or the end is sure to
be defeat and failure.

The man who has mastered the six basic fears,
one of which is the Fear of Criticism, will have no
hesitancy in taking what may seem to the more
convention-bound type of mind to be drastic action
when he finds himself circumscribed and bound down
by antagonistic alliances, no matter of what nature or
with whom they may be.

It is a million times better to meet and face
criticism than to be dragged down to failure and
oblivion on account of alliances which are not
harmonious, whether the alliances be of a business or
social nature.

To be perfectly frank, the author is here
justifying divorce, when the conditions surrounding
marriage are such that harmony cannot prevail. This is
not intended to convey the belief that lack of harmony
may not be removed through other methods than that
of divorce; for there are instances where the cause of
antagonism may be removed and harmony established
without taking the extreme step of divorce.

While it is true that some minds will not blend in
a spirit of harmony, and cannot be forced or induced
to do so, because of the chemical nature of the

IF you cannot do great
things yourself, remember
that you may do small
things in a great way.

individuals’ brains, DO NOT BE TOO READY TO
CHARGE THE OTHER PARTY TO YOUR ALLIANCE
WITH ALL THE RESPONSIBILITY OF LACK OF
HARMONY – REMEMBER, THE TROUBLE MAY BE
WITH YOUR OWN BRAIN!

Remember, also, that a mind which cannot and
will not harmonize with one person or persons may
harmonize perfectly with other types of minds.
Discovery of this truth has resulted in radical changes
in methods of employing men. It is no longer
customary to discharge a man because he does not fit
in the position for which he was originally hired. The
discriminating leader endeavors to place such a man in
some other position, where, it has been proved more
than once, misfits may become valuable men.

The student of this course should be sure that the
principle described as the “Master Mind” is
thoroughly understood before proceeding with the
remaining lessons of the course. The reason for this is
the fact that practically the entire course is closely
associated with this law of mind operation.

If you are not sure that you understand this law,
communicate with the author of the course and secure
further explanation by asking such questions as you
may wish concerning points in connection with which
you believe you need further information.

You cannot spend too much time in serious
thought and contemplation in connection with the law
of the “Master Mind,” for the reason that when you
have mastered this law and have learned how to apply
it new worlds of opportunity will open to you.

This Introductory Lesson, while not really
intended as a separate lesson of the Law of Success
course, contains sufficient data to enable the student
who has an aptitude for selling to become a Master
Salesman.

Any sales organization may make effective use of
the law of the “Master Mind” by grouping the
salesmen in groups of two or more people who will
ally themselves in a spirit of friendly co-operation and
apply this law as suggested in this lesson.

An agent for a well known make of automobile,
who employs twelve salesmen, has grouped his
organization in six groups of two men each, with the
object of applying the law of the “Master Mind,” with
the result that all the salesmen have established new
high sales records.

This same organization has created what it calls
the “One-A-Week Club,” meaning that each man
belonging to the Club has averaged the sale of one car
a week since the Club was organized.

The results of this effort have been surprising to
all!

Each man belonging to the Club was provided
with a list of 100 prospective purchasers of
automobiles. Each salesman sends one postal card a
week to each of his 100 prospective purchasers, and
makes personal calls on at least ten of these each day.

Each postal card is confined to the description of
but one advantage of the automobile the salesman is
selling, and asks for a personal interview.

Interviews have increased rapidly, as have, also,
sales!

The agent who employs these salesmen has
offered an extra cash bonus to each salesman who
earns the right to membership in the “One-A-Week
Club” by averaging one car a week.

The plan has injected new vitality into the entire
organization. Moreover, the results of the plan are
showing in the weekly sales record of each salesman.

A similar plan could be adopted very effectively
by Life Insurance Agencies. Any enterprising General
Agent might easily double or even triple the volume
of his business, with the same number of salesmen,
through the use of this plan.

Practically no changes whatsoever would need to
be made in the method of use of the plan. The Club
might be called the “Policy-A-Week Club,” meaning
that each member pledged himself to sell at least one
policy, of an agreed minimum amount, each week.

The student of this course who has mastered the
second lesson, and understands how to apply the
fundamentals of that lesson (A Definite Chief Aim)
will be able to make much more effective use of the
plan here described.

It is not suggested or intended that any student
shall undertake to apply the principles of this lesson,
which is merely an Introductory Lesson, until he has
mastered at least the next five lessons of the Law of
Success course.

The main purpose of this Introductory Lesson is
to state some of the principles upon which the course
is founded. These principles are more accurately
described, and the student is taught in a very definite
manner how to apply them, in the individual lessons
of the course.

The automobile sales organization referred to in
this summary meets at luncheon once a week. One
hour and a half is devoted to luncheon and to the
discussion of ways and means of applying the prin-
ciples of this course. This gives each man an
opportunity to profit by the ideas of all the other
members of the organization.

Two tables are set for the luncheon.

At one table all who have earned the right to
membership in the One-A-Week Club are seated. At
the other table, which is serviced with tinware instead
of china, all who did not earn the right to membership
in the Club are seated. These, needless to say, become
the object of considerable good-natured chiding from
the more fortunate members seated at the other table.

It is possible to make an almost endless variety of
adaptations of this plan, both in the field of
automobile salesmanship and in other fields of selling.

The justification for its use is that it pays!

It pays not only the leader or manager of the
organization, but every member of the sales force as
well.

This plan has been briefly described for the
purpose of showing the student of this course how to
make practical application of the principles outlined
in this course.

The final acid test of any theory or rule or
principle is that it will ACTUALLY WORK! The law
of the “Master Mind” has been proved sound because
it WORKS.

If you understand this law you are now ready to
proceed with Lesson Two, in which you will be
further and much more deeply initiated in the
application of the principles described in this
Introductory Lesson.

A WINNER NEVER
QUITS,
AND A
QUITTER
NEVER
WINS!

NOTICE

Study this chart carefully and com-
pare the ratings of these ten men
before grading yourself, in the two
columns at the right.

Grade yourself in
these two columns, before and
after completing
the Law of Success course.

laws of success chart

The ten men who have been analyzed, in the above chart, are well known throughout the world. Eight of these are known to be success-ful, while two are generally considered to have been failures. The failures are Jesse James and Napoleon Bonaparte. They have been analyzed for comparison. Carefully observe where these two men have been graded zero and you will see why they failed. A grading of zero on any one of the Fifteen Laws of Success is sufficient to cause failure , even though all other grades are high.

Notice that all the successful men grade 100% on a Definite Chief Aim. This is a prerequisite to success, in all cases, without exception. If you wish to conduct an interesting experiment replace the above ten names with the names of ten people whom you know, five of whom are successful and five of whom are failures, and grade each of them. When you are through, GRADE YOURSELF, taking care to see that you really know what are vour weaknesses.

YOUR SIX MOST DANGEROUS ENEMIES

An After-the-Lesson Visit With the Author

The Six Specters are labeled: Fear of Poverty,
Fear of Death, Fear of Ill-Health, Fear of the
Loss of Love, Fear of Old Age, Fear of
Criticism.

Every person on earth is afraid of something. Most
fears are inherited. In this essay you may study the
six basic fears which do the most damage. Your fears
must be mastered before you can win in any worth-
while undertaking in life. Find out how many of the
six fears are bothering you, but more important than
this, determine, also how to conquer these fears.

IN this picture you have the opportunity to study
our six worst enemies.

These enemies are not beautiful. The artist who
drew this picture did not paint the six characters as
ugly as they really are. If he had, no one would have
believed him.

As you read about these ugly characters analyze
yourself and find out which of them does YOU the
most damage!

The purpose of this essay is to help the readers of
this course throw off these deadly enemies. Observe
that the six characters are at your back, where you
cannot conveniently see them.

Every human being on this earth is bound down to
some extent by one or more of these unseen FEARS.
The first step to be taken in killing off these enemies
is to find out where and how you acquired them.

They got their grip upon you through two forms
of heredity. One is known as physical heredity, to
which Darwin devoted so much study. The other is
known as social heredity, through which the fears,
superstitions and beliefs of men who lived during the
dark ages have been passed on from one generation to
another.

Let us study, first, the part that physical heredity
has played in creating these six BASIC FEARS.
Starting at the beginning, we find that Nature has been
a cruel builder. From the lowest form of life to the
highest, Nature has permitted the stronger to prey
upon the weaker forms of animal life.

The fish prey upon the worms and insects, eating
them bodily. Birds prey upon the fish. Higher forms of
animal life prey upon the birds, and upon one another,
all the way up the line to man. And, man preys upon
all the other lower forms of animal life, and upon
MAN!

The whole story of evolution is one unbroken
chain of evidence of cruelty and destruction of the
weaker by the stronger. No wonder the weaker forms
of animal life have learned to FEAR the stronger. The
Fear consciousness is born in every living animal.

So much for the FEAR instinct that came to us
through physical heredity. Now let us examine social
heredity, and find out what part it has played in our
make-up. The term “social heredity” has reference to
everything that we are taught, everything we learn or
gather from observation and experience with other
living beings.

Lay aside any prejudices and fixed opinions you
may have formed, at least temporarily, and you may
know the truth about your Six Worst Enemies, starting
with:

THE FEAR OF POVERTY! It requires courage to
tell the truth about the history of this enemy of
mankind, and still greater courage to hear the truth
after it has been told. The Fear of Poverty grows out
of man’s habit of preying upon his fellow men,
economically. The animals which have instinct, but no
power to THINK, prey upon one another physically.
Man, with his superior sense of intuition, and his more
powerful weapon of THOUGHT, does not eat his
fellow man bodily; he gets more pleasure from eating
him FINANCIALLY.

So great an offender is man, in this respect, that
nearly every state and nation has been obliged to pass
laws, scores of laws, to protect the weak from the
strong. Every blue-sky law is indisputable evidence
of man’s nature to prey upon his weaker brother
economically.

The second of the Six Basic Fears with which
man is bound down is:

THE FEAR OF OLD AGE! This Fear grows out of
two major causes. First, the thought that Old Age may
bring with it POVERTY. Secondly, from false and
cruel sectarian teachings which have been so well
mixed with fire and brimstone that every human being
learned to Fear Old Age because it meant the approach
of another and, perhaps, a more horrible world than
this.

The third of the Six Basic Fears is:

THE FEAR OF ILL HEALTH: This Fear is born
of both physical and social heredity. From birth until
death there is eternal warfare within every physical
body; warfare between groups of cells, one group
being known as the friendly builders of the body, and
the other as the destroyers, or “disease germs.” The
seed of Fear is born in the physical body, to begin
with, as the result of Nature’s cruel plan of permitting
the stronger forms of cell life to prey upon the
weaker. Social heredity has played its part through
lack of cleanliness and knowledge of sanitation. Also,
through the law of suggestion cleverly manipulated by
those who profited by ILL HEALTH.

The fourth of the Six Basic Fears is:

THE FEAR OF LOSS OF LOVE OF SOMEONE:
This Fear fills the asylums with the insanely jealous,
for jealousy is nothing but a form of insanity. It also
fills the divorce courts and causes murders and other
forms of cruel punishment. It is a holdover, handed
down through social heredity, from the stone age when
man preyed upon his fellow man by stealing his mate
by physical force. The method, but not the practice,
has now changed to some extent. Instead of physical
force man now steals his fellow man’s mate with
pretty colorful ribbons and fast motor cars and bootleg
whisky, and sparkling rocks and stately mansions.

Man is improving. He now “entices” where once
he “drove.”

The fifth of the Six Basic Fears is:

THE FEAR OF CRITICISM: Just how and where
man got this Fear is difficult to determine, but it is
certain that he has it. But for this Fear men would not
become bald-headed. Bald heads come from tightly
fitting hat-bands, which cut off the circulation from
the roots of the hair. Women seldom are bald because
they wear loose fitting hats. But for Fear of Criticism
man would lay aside his hat and keep his hair.

The makers of clothing have not been slow to
capitalize this Basic Fear of mankind. Every season
the styles change, because the clothes makers know
that few people have the courage to wear a garment
that is one season out of step with what “They are all
wearing.” If you doubt this (you gentlemen) start
down the street with last year’s narrow-brimmed straw
hat on, when this year’s style calls for the broad brim.
Or (you ladies), take a walk down the street on Easter
morning with last year’s hat on. Observe how
uncomfortable you are, thanks to your unseen enemy,
the FEAR OF CRITICISM.

The sixth, and last of the Six Basic Fears is the
most dreaded of them all. It is called:

THE FEAR OF DEATH! For tens of thousands of
years man has been asking the still unanswered
questions – “WHENCE?” and “WHITHER?” The more
crafty of the race have not been slow to offer the
answer to this eternal question, “Where did I come
from and where am I going after Death?” “Come into
my tent,” says one leader, “and you may go to Heaven
after Death.” Heaven was then pictured as a wonderful
city whose streets were lined with gold and studded
with precious stones. “Remain out of my tent and you
may go straight to hell.” Hell was then pictured as a
blazing furnace where the poor victim might have the
misery of burning forever in brimstone.
No wonder mankind FEARS DEATH!

Take another look at the picture at the beginning
of this essay and determine, if you can, which of the
Six Basic Fears is doing you the greatest damage. An
enemy discovered is an enemy half whipped.

Thanks to the schools and colleges man is slowly
discovering these Six Enemies. The most effective
tool with which to fight them is ORGANIZED
KNOWLEDGE. Ignorance and Fear are twin sisters.
They are generally found together.

But for IGNORANCE and SUPERSTITION the
Six Basic Fears would disappear from man’s nature in
one generation. In every public library may be found
the remedy for these six enemies of mankind,
providing you know what books to read.

Begin by reading The Science of Power, by
Benjamin Kidd, and you will have broken the strangle
hold of most of your Six Basic Fears. Follow this by
reading Emerson’s essay on Compensation. Then
select some good book on auto-suggestion (self-
suggestion) and inform yourself on the principle
through which your beliefs of today become the
realities of tomorrow. Mind In the Making, by
Robinson, will give you a good start toward
understanding your own mind.

Through the principle of social heredity the
IGNORANCE and SUPERSTITION of the dark ages
have been passed on to you. But, you are living in a
modern age. On every hand you may see evidence that
every EFFECT has a natural CAUSE. Begin, now, to
study effects by their causes and soon you will
emancipate your mind from the burden of the Six
Basic Fears.

Begin by studying men who have accumulated
great wealth, and find out the CAUSE of their
achievements. Henry Ford is a good subject to start
with. Within the short period of twenty-five years he
has whipped POVERTY and made himself the most
powerful man on earth. There was no luck or chance
or accident back of his achievement. It grew out of his
careful observation of certain principles which are as
available to you as they were to him.

Henry Ford is not bound down by the Six Basic
Fears; make no mistake about this.

If you feel that you are too far away from Ford to
study him accurately, then begin by selecting two
people whom you know close at hand; one
representing your idea of FAILURE and the other
corresponding to your idea of SUCCESS. Find out
what made one a failure and the other a success. Get
the real FACTS. In the process of gathering these
facts you will have taught yourself a great lesson on
CAUSE and EFFECT.

Nothing ever just “happens.” Everything, from the
lowest animal form that creeps on the earth or swims
in the seas, on up to man, is the EFFECT of Nature’s
evolutionary process. Evolution is “orderly change.”
No “miracles” are connected with this orderly change.

Not only do the physical shapes and colors of
animals undergo slow, orderly change from one
generation to another, but the mind of man is also
undergoing constant change. Herein lies your hope for
improvement. You have the power to force your mind
through a process of rather quick change. In a single
month of properly directed self-suggestion you may
place your foot upon the neck of every one of your Six
Basic Fears. In twelve months of persistent effort you
may drive the entire herd into the corner where it will
never again do you any serious injury.

You will resemble, tomorrow, the DOMINATING
THOUGHTS that you keep alive in your mind today!
Plant in your mind the seed of DETERMINATION to
whip your Six Basic Fears and the battle will have
been half won then and there. Keep this intention in
your mind and it will slowly push your Six Worst
Enemies out of sight, as they exist nowhere except in
your own mind.

The man who is powerful FEARS nothing; not
even God. The POWERFUL man loves God, but
FEARS Him never! Enduring power never grows out
of FEAR. Any power that is built upon FEAR is bound
to crumble and disintegrate. Understand this great
truth and you will never be so unfortunate as to try to
raise yourself to power through the FEARS of other
people who may owe you temporary allegiance.

Man is of soul and body formed for deeds
Of high resolve; on fancy’s boldest wing
To soar unwearied, fearlessly to turn
The keenest pangs to peacefulness, and taste
The joys which mingled sense and spirit yield;

Or he is formed for abjectness and woe,
To grovel on the dunghill of his fears,
To shrink at every sound, to quench the flame
Of natural love in sensualism, to know
That hour as blest when on his worthless days
The frozen hand of death shall set its seal,
Yet fear the cure, though hating the disease.
The one is man that shall hereafter be,
The other, man as vice has made him now.

-SHELLEY

ONE of the most
destructive evils is
slanderous talk. It
breaks human hearts
and ruins reputations
with a ruthlessness
unknown in connection
with all other evils.