how to own your own mind
TRANSCRIPT
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Copyright©2017byTheNapoleonHillFoundationPenguinsupportscopyright.Copyrightfuelscreativity,encouragesdiversevoices,promotesfreespeech,andcreatesavibrantculture.Thankyouforbuyinganauthorizededitionofthisbookandforcomplyingwithcopyrightlawsbynotreproducing,scanning,ordistributinganypartofitinanyformwithoutpermission.YouaresupportingwritersandallowingPenguintocontinuetopublishbooksfor
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LibraryofCongressCataloging-in-PublicationDataNames:Hill,Napoleon,1883-1970,author.Title:Howtoownyourownmind/byNapoleonHill.
Description:NewYork,NewYork:TarcherPerigee,[2017]|“ATarcherPerigeebook.”Identifiers:LCCN2017004367(print)|LCCN2017023688(ebook)|ISBN9781101992838|ISBN9780143111528
Subjects:LCSH:Success—Psychologicalaspects.|Knowledge.|Opportunity.|Psychology,Applied.Classification:LCCBF637.S8(ebook)|LCCBF637.S8H4852017(print)|DDC158.1—dc23
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Coverdesign:LinetHuamánVelásquezCoverimage:vtaurus/Shutterstock
Version_1
Contents
TitlePage
Copyright
INTRODUCTIONbyDonGreen
Epigraph
CHAPTERONE:CreativeVision
AnalysisofChapterOne
IntroductiontoChapterTwo
CHAPTERTWO:OrganizedThought
AndrewCarnegie’sViewsonOrganizedThinking
CHAPTERTHREE:ControlledAttention
AndrewCarnegie’sAnalysisofControlledAttention
HowtoOwnYourOwnMind
AbouttheAuthor
I
IntroductiontoHowtoOwnYourOwnMind,byDonGreen,
EXECUTIVEDIRECTOR,NAPOLEONHILLFOUNDATION
N1941,NAPOLEONHILLcreatedandpublishedseventeenbooklets,eachonesettingforthanexplanationoftheprinciplesofpersonalachievementMr.Hill
haddevelopedfromstudyinggreatAmericansuccessstoriesfortwentyyears.Hewasinspiredtodosowhen,asafledglingreporter,heinterviewedthegreatsteelmagnateAndrewCarnegie,whooutlinedtheprinciplesofsuccessandcommissionedyoungNapoleontocommenceanintensestudyofhowtheseprinciplescontributedtothesuccessofthegreatmenofthetime,andofearliertimes.HecalledtheseriesofbookletsMentalDynamite,aphraseMr.Carnegiehadusedtodescribetheseventeenprinciples.
Veryshortlyafterthebookletswerepublished,PearlHarborwasattackedandAmericaenteredWorldWarII.Inpreparingforandultimatelywinningthatwar,MentalDynamite,withsomanyotherthingsofsignificancebutlessimportancethanthewar,wassetasidebytheAmericanpublic.ItlaidgatheringdustinthearchivesoftheNapoleonHillFoundationuntilrecentlyitwasrediscovered,anditisnowbeingreprintedbythefoundationinbookform.
ThisbookwascreatedbyourfoundationputtingtogetherthreerelatedchaptersoftheMentalDynamitemasterpiece.Eachdealswithhowtothinkbeforeacting,andtherebyhowtorecognizeopportunities,defineone’sDefiniteMajorPurpose,andrefineituntilitistimetotakeaction.Whenthesechaptershavebeenmastered,youwillknowhowtoownyourownmind.
ThefirstchaptersetsforththeprincipleofCreativeVision.AndrewCarnegieexplainstoyoungNapoleoninMr.Carnegie’sstudyin1908thatimaginationisaprimarycomponentofit,andMr.Carnegieprovidesexamplesofhowimaginationenablespeopletobesuccessfulinsuchapparentlydiverseactivitiesasinventingandsales.Butimaginationhastobeapplied.“Fleetingthoughts”and“merewishes”arenotenoughtocreateinventionsandmakesales,
and“merewishes”arenotenoughtocreateinventionsandmakesales,accordingtoMr.Carnegie;onemustrecognizeopportunities,andactuponthem.ThisistheessenceofCreativeVision.Mr.CarnegiealsodetailsthetenprinciplesofsuccessthatareusedbyallpeoplewhosuccessfullyapplyCreativeVision.
Dr.HillfollowstheextensivequotationsfromhisinterviewofMr.Carnegiewithhisowncommentary,writtensomethirty-threeyearslater.HesuggestsanumberofideasforimprovingsocietyandindustrythatcouldbenefitfromtheuseofCreativeVision,andmanyareamazinglyaheadoftheirtime.HethenprovidesanumberofexamplesofpeopleofthethenpresentdaywhohadusedCreativeVisiontosucceed.
Consideredtogether,theinsightsofAndrewCarnegieandNapoleonHillprovideacompellinglessononhowallofuscanuseourCreativeVisiontorecognizeopportunitiesandattainourgoals.
ChapterTwodiscussestheimportanceoftheprincipleofOrganizedThought.Throughtheuseofthreecharts,Dr.HillexplainshowonecanattainandthenuseOrganizedThoughttosucceedincontrollingone’sdestiny.Ibelieveyouwillrealize,asIhave,thatthesethreechartsdeserverepeatedstudy,andthateachreadingofthemrevealssomethingnew.TheydisclosehowOrganizedThought,willpower,andself-disciplineinteractwiththefacultiesofthemind,thefivesenses,thebasichumanmotives,andothersuccessprinciplestoproduceresultswhen—andthisisessential—actionistaken.Thoughtswithoutactionareineffective.
Dr.HillexplainshowinductiveanddeductivereasoningandsocialhereditycontributetothedevelopmentofOrganizedThought.Heexplainstheimportanceofhabits,bothgoodandbad,ininfluencingone’sabilitytoachieveOrganizedThought.ThechapterconcludeswithexcerptsfromyoungNapoleon’s1908interviewwithAndrewCarnegie,inwhichMr.CarnegiedetailsthepositivethingswhichcanbeaccomplishedbyOrganizedThought,andhowitsusebyevilmenisdoomedtofail.
ChapterThreeisdevotedtothesuccessprincipleofControlledAttention.ControlledAttentionisconcentration,andmore.Itisthemeansbywhichone’splansareimpressedonthesubconsciousmind.Itistheprocessofcontrollingalltheactivitiesofthemindanddirectingthemtoagivenend.ItisessentialtotheimplementationofCreativeVisionandOrganizedThought.
Dr.Hillexplainshowtheuseofothersuccessprinciples,suchasGoingtheExtraMile,theMasterMind,andfaith,canintensifytheabilitytodevelopControlledAttentionandbolsterone’sconfidence.HeprovidesexamplesofpeoplewhohavecombinedmanyofthesuccessprincipleswithControlledAttentiontodeveloppreviouslyunknownsolutionstoproblems.Dr.Hillalso
setsforthtestimonialsfrommanyfamousandsuccessfulpeopleabouthowimportantControlledAttentionwastotheirlives.Acommonthemeisthatoneshouldcontrolattentionbyfocusingitononemajorpurposeratherthanmany.
ThechapterconcludeswithafurtherinterviewwithMr.CarnegieabouttheeffectsoftheuseofControlledAttention.ControlledAttentionleadstospecializationinone’slife,whichproducesgreaterrewardsthanageneralizedapproachtoabusinessorprofession.Itisessentialtoadvancementandpromotioninemployment.And,whenemployedbythecitizenry,itleadstothesuccessoffreeenterpriseanddemocracy,incontrasttoaSocialistsociety,inwhichControlledAttention,ifutilizedatall,ultimatelywithersanddies.
NapoleonHill’sbest-knownbookisThinkandGrowRich.Thechaptersinthebookbeforeyouhelpexplainthereasoningbehindthattitle.AsDr.Hillrepeatedlyemphasized,actioniscriticaltosuccess.Butyoumustthinkbeforeyouactoryouractionswillbewasted.
ThesetimelesschaptersabouttheimportanceofthoughtbeforeactionwillprovetobeveryinstructiveinhelpingyouattainyourownDefiniteMajorPurpose.Todoso,youmustlearnhowtoownyourownmind,andthisbookwilltellyouhowtodoit.
THEpowerwithwhichwethinkis“mentaldynamite,”anditcanbeorganizedandusedconstructivelyfortheattainmentofdefiniteends.Ifitisnotorganizedandusedthroughcontrolledhabits,itmaybecomea“mentalexplosive”thatwillliterallyblastone’shopesofachievementandleadtoinevitablefailure.
—AndrewCarnegie
A
CHAPTERONE
CreativeVision
PHILOSOPHERSAID,“Theimaginationistheworkshopofmanwhereinisfashionedthepatternofallhisachievements.”Anotherthinkerdescribedit
as“theworkshopofthesoulwhereinman’shopesanddesiresaremadereadyformaterialexpression.”
ThischapterdescribesthemethodsbywhichsomeofthegreatleadersofAmericahave,throughtheapplicationofCreativeVision,madetheAmericanwayoflifetheenvyoftheworld.
ThischapterbeginsintheprivatestudyofAndrewCarnegiein1908,withme,NapoleonHill,asthestudentandreporter.
HILL:Mr.Carnegie,youhavesaidthatCreativeVisionisoneoftheprinciplesof
individualachievement.Willyouanalyzethisprincipleanddescribehowonemaymakepracticaluseofit?
CARNEGIE:Firstofall,letushaveaclearunderstandingofthemeaningoftheterm
“CreativeVision,”aswearehereusingit,byexplainingthatthisisnotmerelyanothernameforimagination.Itistheabilitytorecognizeopportunitiesandtakeactiontobenefitfromthem.AnimportantelementofCreativeVisionistheuseoftheimagination.
Therearetwotypesofimagination.Oneisknownassyntheticimaginationandtheotherascreativeimagination.
Syntheticimaginationconsistsoftheactofcombiningrecognizedideas,concepts,plans,facts,andprinciplesinnewarrangements.Theoldaxiom“Thereisnothingnewunderthesun”grewoutofthefactthatthemajorityofthingswhichseemtobenewarenothingbutarearrangementofthatwhichisold.PracticallyallthepatentsrecordedinthePatentOfficearenothingmorethanoldideaswhichhavebeenarrangedinaneworder,orgivenanewuse.Patentswhichdonotcomeunderthisheadingareknownas“basicpatents”andtheyaretheworkofCreativeImagination;thatis,theyarebasedonnewlycreatedideaswhichhavenotbeenpreviouslyusedorrecognized.
CreativeImaginationhasitssource,asfarassciencehasbeenabletodetermine,inthesubconsciousmind,whereinexists,throughsomepowerunknowntoscience,theabilitytoperceiveandinterpretnewideas.Itisbelieved,bysome,thatthefacultyofCreativeImaginationtrulyis“theworkshopofthesoul.”Ofonefactwecanbesure,andthatistheundeniablerealityoftheexistenceofafacultyofthemindthroughwhichsomemenperceiveandinterpretnewideasneverbeforeknowntoman.LaterIshallcitewell-knownexamplesofsuchability.Moreover,Ishallendeavortodescribehowthisabilitymaybedevelopedandmadetoservepracticalends.
HILL:Whichofthetwotypesofimaginationisusedmoreofteninthefieldof
industry,andintheordinarywalksoflife?CARNEGIE:Syntheticimaginationismorecommonlyused.Creativeimagination,asthe
nameimplies,isusedonlybythosewhohaveattainedthemeanstoapplythisunusualskill.
HILL:Willyoumentionexamplesoftheapplicationofbothtypesofimagination,
givingasmanyofthedetailsaspossibleinorderthatthepracticalmethodsofapplicationoftheseprinciplesmaybeunderstood?
CARNEGIE:Well,letustaketheworkofThomasA.Edison,forexample.Bystudyinghis
achievementsweshallseehowhemadeuseofbothtypesofimagination,althoughheusedthesynthetictypemoreoften.
Hisfirstinventiontoattractworldwideattentionwascreatedbybringingtogether,inanewcombination,twooldandwell-knownprinciples.Irefertotheincandescentelectriclamp,theperfectionofwhichwasattainedonlyafterMr.Edisonhadtriedmorethantenthousanddifferentcombinationsofoldideaswithoutsatisfactoryresults.
HILL:Doyoumean,Mr.Carnegie,thatMr.Edisonhadthepersistencetokeepon
tryinginthefaceoftenthousandfailures?CARNEGIE:Yes,Imeanjustthat!AndImayaswellherecallyourattentiontothefact
thatmenwithakeensenseofimaginationseldomquittryinguntiltheyfindtheanswertotheirproblems.
Mr.Edisonperfectedtheincandescentelectriclampbycombiningtwowell-knownprinciplesinanewway.Thefirstoftheseprincipleswastheestablishedfactthatbyapplyingelectricenergytobothendsofapieceofwirearesistanceisestablishedthroughwhichthewirebecomesheatedtoawhiteglowthatwill
isestablishedthroughwhichthewirebecomesheatedtoawhiteglowthatwillproducelight.ThatprinciplehadbeenknownlongbeforethetimeofMr.Edison’sexperimentswiththeelectriclamp,butthetroublearosefromthefactthatnowayhadbeenfoundtocontroltheheat.PerhapsthefactswouldbebetterunderstoodifIsaidthatnoformofmetalorothersubstancehadbeenfoundthatcouldcarrythenecessaryamountofheattomakeasatisfactorylightformorethanafewseconds.Theintenseheatoftheelectricitysoonburnedoutthemetal.
Aftertryingeveryknownsubstancehecouldfind,withoutdiscoveringanythingthatwouldservethedesiredpurpose,Mr.Edisonstumbleduponanotherwell-knownprinciplewhichprovedtobetheanswertohisproblem.Isayhe“stumbled”uponit,butperhapsthatisnottheprecisewaytheprinciplecametohisattention.OfthatIshallhavemoretosaylateron.Atanyrate,therecameintohismindthewell-knownprinciplebywhichcharcoalisproduced,andherecognizedinittheanswertotheproblemthathadcausedhimmorethantenthousandfailures.
Brieflyexplained,charcoalisproducedbyplacingapileofwoodontheground,settingitonfire,andthencoveringthewholepilewithdirt.Thedirtpermitsjustenoughairtopassthroughtothefiretokeepitaliveandsmolderingbutnotenoughtoenablethefiretoblaze.Thesmolderingprocesscontinuesuntilthewoodbecomescharredthroughandthrough,leavingthelogintact,intheformofasubstanceknownascharcoal.
Youofcourselearned,inthestudyofphysics,thatwherethereisnooxygentherecanbenofire;thatbycontrollingtheinflowofoxygentheamountofheatofthefirecanbecontrolledproportionately.
Mr.Edisonhadknownofthisprinciplelongbeforehebeganexperimentingwiththeelectriclamp,butnotuntilafterhehadgonethroughthousandsoftestsdidhethinkofitasbeingtheprincipleforwhichhewassearching.
Assoonasthisprinciplewasrecognizedastheoneforwhichhewassearching,hewentintohislaboratory,placedacoiledwireinabottle,pumpedoutalltheair,sealedthebottlewithwax,appliedtheelectricenergytothetwoendsofthewire,andlo!theworld’sfirstsuccessfulincandescentelectriclampwasborn.Thecrudelyconstructedlampburnedformorethaneighthours.
Ofcourseitisobviousastowhathadhappened.Byplacingthewireinavacuumthatcontainednooxygenitcouldbeheatedsufficientlytocauseittoproducealightwithoutitsburningoutentirely,asithaddonewhenleftintheopenair.Thatsameprincipleisusedinthemakingofallincandescentelectriclampstoday,althoughthemethodhasbeengreatlyrefineduntilthemodernelectriclampismuchmoreefficientthanitwaswhenEdisonfirstdiscoveredhowtocontroltheheat.
Now,letusgobacktothequestionastohowMr.Edisoncametothinkof
Now,letusgobacktothequestionastohowMr.Edisoncametothinkofcombiningthesetwooldprinciplesinanewway.Isaidhe“stumbled”upontheideaofusingthecharcoalprincipleasameansofcontrollingtheheatoftheelectricenergy.Butthatisnotexactlythewaythisideaoccurredtohim.
Herebegins,then,theentryintothepictureoftheprincipleofcreativeimagination.Byhisrepetitionofthoughtinconnectionwithhisproblem,carriedonoveralongperiodoftime,throughthousandsofexperiments,Mr.Edisoneitherconsciouslyorunconsciouslychargedhissubconsciousmindwithaclearpictureofhisproblem,and,bysomequeerpowerwhichnooneunderstands,hissubconsciousmindhandedovertohimthesolutiontohisproblem,intheformofa“hunch”thatcausedhimtothinkofthecharcoalprinciple.
Indescribingtheexperiencemanyyearsafterward,Mr.Edisonsaidthatwhenthe“hunch”cametohimherecognizeditimmediatelyasbeingthemissinglinkforwhichhehadbeensearching.Moreover,hefeltassureditwouldwork,evenbeforehetestedit.Hemadethefurthersignificantstatementthatwhentheideaofusingthecharcoalprinciple“flashedintohismind”itbroughtwithitafeelingofassuranceofitssuitabilitysuchasdidnotaccompanyanyoneoftheotherthousandsofsimilarideashehadtested,throughsyntheticimagination.
Fromthisstatementwemaydrawtheconclusionthatthesubconsciousmindnotonlyhasthepowertocreatethesolutiontoproblems,butitalsohasameansofforcingonetorecognizethesolutionwhenitispresentedtotheconsciousmind.
WHEREVERyoufindaprosperousbusiness,youwillcomeuponsomeindividualwhohasCreativeVision.
HILL:Fromwhatyouhavesaid,Mr.Carnegie,Iconcludethatpersistencewasof
theessenceofMr.Edison’sdiscoveryofthesolutiontohisproblem.CARNEGIE:Yes,andsomeotherfactors,too.Firstofall,hebeganhisresearchwith
definitenessofpurpose,thusapplyingperhapsthemostimportantoftheprinciplesofindividualachievement.Heknewthenatureofhisproblem,butequallyasimportantasthis,hewasdeterminedtofinditssolution.Thereforehebackedhisdefinitenessofpurposewithanobsessionaldesireforitsattainment.Obsessionaldesireisthestateofmindwhichservestoclearthemindoffearanddoubtandself-imposedlimitations,therebyopeningthewayforthatstateof
doubtandself-imposedlimitations,therebyopeningthewayforthatstateofmindknownasFaith.Byhisrefusaltoacceptdefeat,throughmorethantenthousandfailures,Mr.EdisonpreparedhismindfortheapplicationofFaith.
HILL:WereallofMr.Edison’sinventionscreatedthroughthejointapplicationof
creativeimaginationandsyntheticimagination,asinthecaseoftheincandescentelectriclamp?
CARNEGIE:Oh,no!Notbyanymeans.Themajorityofhisinventionswerecreatedsolely
throughtheaidofsyntheticimagination,bythetrial-and-errormethodofexperimentation.Buthedidcompleteoneinventionsolelythroughtheaidofcreativeimagination,andasfarasIknow,thiswastheonlyinventionheperfectedthroughthisprinciplealone.Ihavereferencetothephonograph.Thatwasanewidea.NoonebeforeEdison,asfarasisknown,hadeverproducedamachinethatwouldrecordandreproducethevibrationsofsound.
HILL:WhattechniquedidMr.Edisonuseintheapplicationofcreativeimagination
inperfectingthetalkingmachine?CARNEGIE:Thetechniquewasverysimple.Heimpressedhissubconsciousmindwiththe
ideaofatalkingmachineandtherepassedovertohisconsciousmindaperfectplanforthebuildingofsuchamachine.
HILL:DoyoumeanthatEdisonreliedoncreativeimaginationentirely?CARNEGIE:Yes,entirely!Andoneofthestrangefeaturesofthisparticularinventionof
Mr.Edison’sisthefactthattheplanwhichhissubconsciousmindyieldedtohimworkedalmostfromthefirstattempttoapplyit.Theideaofhowsuchamachinecouldbeproduced“flashed”intoEdison’smind.Hesatdownthenandthereanddrewaroughpictureofthemachine,handedittohismodelmakerandaskedhimtoproducethemachine,andinamatterofhoursithadbeenfinished,tested,andlo!itworked.Ofcoursethemachinewascrude,butitwassufficienttoprovethatEdison’screativeimaginationhadnotfailedhim.
HILL:YousaythatMr.Edison“impressedhissubconsciousmind”withtheideaof
atalkingmachine.Now,howdidhegoaboutdoingthis,andhowlongdiditrequirebeforehissubconsciousmindhandedovertohimtheworkingprincipleofthemachine?
CARNEGIE:IamnotsurethatMr.Edisonstatedexactlyhowlonghehadbeenthinkingof
IamnotsurethatMr.Edisonstatedexactlyhowlonghehadbeenthinkingofsuchamachinebeforehissubconsciousmindpickeduphisthoughtsandtranslatedthemintoaperfectedplan,butIamundertheimpressionitwasnotmorethanafewweeks,atmost.Perhapsnotmorethanafewdays.Hismethodofimpressinghissubconsciousmindwithhisdesireconsistedofthesimpleprocedureofconvertingthatdesireintoanobsession.Thatis,thethoughtofamachinethatwouldrecordandreproducesoundbecamethedominatingthoughtofhismind.Hefocusedhismindonit,throughconcentrationofhisinterest,andmadeitthemajoroccupantofhismindfromdaytodayuntilthisformofautosuggestionpenetratedhissubconsciousmindandregisteredaclearpictureofhisdesire.
HILL:Isthatthewayoneconnectstheconsciousmindwiththesubconscious,Mr.
Carnegie?CARNEGIE:Yes,thatisthesimplestknownmethod.Yousee,therefore,whyIhave
emphasizedtheimportanceofintensifyingone’sdesiresuntiltheybecomeobsessional.Adeep,burningdesireispickedupbythesubconsciousandacteduponmuchmoredefinitelyandquicklythananordinarydesire.Amerewishappearstomakenoimpressiononthesubconscious!Manypeoplebecomeconfusedastothedifferencebetweenawishandaburningdesirewhichhasbeenstimulatedintoobsessionalproportionsbytherepetitionofthoughtinconnectionwiththedesire.
HILL:IfIunderstandyoucorrectly,Mr.Carnegie,theelementofrepetitionis
important.Why?CARNEGIE:Becauserepetitionofthoughtcreates“thoughthabits”inthemindwhich
causethemindtogorightonworkingonanideawithoutone’sconsciouseffort.Apparentlythesubconsciousconcernsitselffirstwiththosethoughtswhichhavebecomehabitsandespeciallyifthethoughtshavebeenstronglyemotionalizedbyadeepandburningdesirefortheirrealization.
HILL:Thenanyonemaymakeuseofcreativeimaginationbythesimpleprocessof
charginghissubconsciousmindwithdefinitedesires?CARNEGIE:Yes,thereisnothingtohinderanyonefromusingthisprinciple,butyoumust
rememberthatpracticalresultsareobtainedonlybythosewhohavegaineddisciplineovertheirthoughthabits,throughtheprocessofconcentrationofinterestanddesire.Fleetingthoughtswhichcomeandgointermittently,andmerewishes,whichareabouttheextentoftheaverageperson’sthinking,make
merewishes,whichareabouttheextentoftheaverageperson’sthinking,makenoimpressionwhatsoeveronthesubconsciousmind.
HILL:Willyoumentionsomeadditionalexamplesofthepracticalapplicationofthe
twotypesofimagination?CARNEGIE:Well,taketheexperienceofHenryFord,inconnectionwithhisperfectionof
aself-propelledvehicle,forexample.Theideaofsuchavehiclewasfirstsuggestedtohimbyasteam-propelledtractorthatwasbeingusedtohaulathreshingmachine.Fromthefirsttimethathesawthetractorhismindbegantoworkontheideaofahorselessbuggy.
Atfirstheusedonlytheprincipleofsyntheticimaginationbycenteringhismindonwaysandmeansofconvertingthesteamtractorintoarapid-movingvehicleforthetransportationofpassengers.Theideabecameobsessionalwithhim,andithadtheeffectofconveyinghisburningdesiretohissubconsciousmindwhereitwaspickedupandactedupon.Theactionofthesubconsciousmindsuggestedtohimtheuseofaninternalcombustionenginetotaketheplaceofthesteamengine,andhewenttoworkimmediatelyonthecreationofsuchanengine.Ofcoursehehadtheexperimentsofothermeninconnectionwithinternalcombustiongasenginesasaguide,buthisproblemwastofindawaytoconveythepoweroftheenginetothewheelsofavehicle.Hekepthismindchargedwithhismajorpurposeuntil,stepbystep,hissubconsciousmindpresentedhimwithideaswithwhichheperfectedtheplanetarysystemofpowertransmissionwhichenabledhimtoperfecthisfirstworkingmodelofanautomobile.
HILL:Willyoudescribethemajorfactorswhichenteredintothemodusoperandiof
Mr.Ford’smindwhilehewasperfectingtheautomobile?CARNEGIE:Yes,thatwillbeveryeasy.AndwhenIdescribethemyouwillhaveaclear
understandingoftheworkingprinciplesusedbyallsuccessfulmen,aswellasaclearpictureoftheFordmind,viz.:
a. Mr.Fordwasmotivatedbyadefinitepurpose,whichisthefirststepinallindividualachievements.
b. Hestimulatedhispurposeintoanobsessionbyconcentratinghisthoughtsuponit.
c. Heconvertedhispurposeintodefiniteplans,throughtheprincipleofOrganizedIndividualEndeavor,andputhisplansintoactionwithunabatingpersistence.
d. HemadeuseoftheMasterMindprinciple,first,bytheharmoniousaidofhiswife,andsecond,bygainingcounselfromotherswhohadexperimentedwithinternalcombustionenginesandmethodsofpowertransmission.Stilllater,ofcourse,whenhebegantoproduceautomobilesforsale,hemadeastillmoreextensiveuseoftheMasterMindprinciplebyallyinghimselfwiththeDodgebrothersandothermechanicsandengineersskilledinthesortofmechanicalproblemshehadtosolve.
e. BackofallthiseffortwasthepowerofAppliedFaith,whichheacquiredastheresultofhisintensedesireforachievementinconnectionwithhisDefiniteMajorPurpose.
HILL:Summarizedbriefly,Mr.Ford’ssuccesswasduetohishavingadopteda
DefiniteMajorPurposewhichhefannedintoawhiteheatflameofobsession,thusleadingtothestimulationofboththefacultiesofsyntheticimaginationandcreativeimagination.Doesthatstatethefacts?
CARNEGIE:Thattellsthestoryinonesentence!Thepartofthestorythatshouldbe
emphasizedisthefactthatMr.Fordmovedwithpersistence!Atfirsthemetwithoneformofdefeatafteranother.Oneofhismajordifficultieswaslackofcapitalwithwhichtocarryonhisresearch,beforeheperfectedhisautomobile.Afterthatcameastillgreaterdifficultyinconnectionwithprocuringthenecessaryoperatingcapitaltoproducehisautomobilesinquantityproduction.Thenfollowedaseriesofdifficulties,suchasdisagreementswiththemembersofhisMasterMindgroup,andothersimilarproblems,allofwhichcalledforpersistenceanddetermination.ThesequalitiesMr.Fordpossesses,andIthinkwemightsaythatheoweshissuccesstohisabilitytoknowexactlywhathewantsandhiscapacitytostandbyhiswantswithunrelentingpersistence.
IfonesinglequalitystandsoutintheFordcharacter,aboveallothers,itishiscapacityforpersistence.Letmeremindyou,again,thatdefinitenessofpurpose,backedwithaformofpersistencethatassumestheproportionofanobsession,isthegreatestofallstimulantsofboththesyntheticandthecreativeformsofimagination.Themindofmanisprovidedwithapowerwhichforcesthesubconsciousmindtoacceptandtoactuponobsessionaldesiresthataredefinitelyplanned.
HILL:
HILL:Willyounowcitesomeotherexamplesofthepracticalapplicationof
imagination?CARNEGIE:Take,forexample,Dr.AlexanderGrahamBell’sresearchinconnectionwith
themoderntelephone.Herewehaveanexampleoftheuseofcreativeimagination,forBell’sinventionwasnew.Letussaythathe,likeEdison,“stumbled”upontheprinciplethatmadethetelephonepractical,whilesearchingforsomemechanicaldevicewithwhichhecouldcreateahearingaidforhiswife,whosehearingwasimpaired.
Here,again,wefindamanwhowasinspiredbyadefinitepurposewhichassumedobsessionalproportions.Hiskeensympathyforhiswifewasthefactorthatgaveobsessionalforcetohispurpose.Inthiscase,asinallotherswheremengiveobsessionalproportionstotheirdesires,adefinitemotivewasbehindhisdesire.Motiveisthebeginningofalldesires.
Throughalongperiodofresearchthatistooinvolvedindetailsfordescriptionhere,Dr.Bell’ssubconsciousmindfinallypresentedhimwithanideawhichservedhispurpose.ItbecameknowntothescientificworldasBell’sexperiment,thesubstanceofwhichwasthis:
Arayoflightiscastuponaplateofselenium,whichsendstheraybacktoanotherplate—somedistanceaway—ofthesamemetal.Thislattercommunicateswithagalvanicbattery,towhichatelephoneisattached.Thewordsutteredbehindthefirstplatearedistinctlyheardthroughthetelephoneattheendofthesecondplate.Therayoflight,accordingly,hasservedasatelephonewire.Thesoundwaveshavebecometransformedintolightwaves,thelatterintogalvanicwaves,andthesehavebecomeonceagainsoundwaves.
Thusanewprincipleforconveyingsoundwaveswasuncovered.Ithasbeenclaimedthattheprinciple,inpart,wassuggestedtoDr.BellbytheexperimentsofamanbythenameofDolbear.Therewasalawsuitoverthepriorityofrighttotheprinciple,butMr.Dolbearlostthesuit,andDr.Bellwasdeclaredtohavebeenthediscovereroftheworkingprincipleofthemoderntelephone.
AtanyrateDr.Bell’sdesireforamechanicalhearingaidforhiswife,backedbyapersistentsearchforsuchadevice,ledtothediscoveryoftheprincipleheneeded.Itmustberememberedthatthesubconsciousmindmakesuseofeverypracticalmeansavailableforrevealingknowledgetothoseseekingitwithobsessionaldesire.Itperformsnomiracles,butitmakesintelligentuseofallpracticalmediaavailableincarryingoutitspurpose.
HILL:Now,Mr.Carnegie,letusgetawayfromthefieldofinventionandseehow
theprincipleofimaginationmaybeappliedinthelesscomplicatedfieldsofendeavor.
endeavor.CARNEGIE:Verywell,takeforexamplethefirstgreatmail-orderhousethatwas
establishedintheUnitedStates.Herewehaveafineexampleofsyntheticimaginationappliedtomerchandising.
AtelegraphoperatorwithwhomIformerlyworkedfoundthathehadextratimeonhishandswhichhecouldnotuseinconnectionwithhisdutiesasrailroadtelegrapher.Beingamanwithaninquisitivetypeofmind,hebegantosearchforsomethinghecoulddothatwouldkeephimoccupiedandatthesametimeaddtohisincome.Here,again,thequestionofmotiveenteredthepicture,themotiveoffinancialgain.
Afterhavingturnedthematteroverinhismindforseveralmonths,heenvisionedaprofitableoutletforhiseffortsbyusingtheidletelegraphlineforthepurposeofsellingwatchestohisfellowoperatorsinhisdivision,soheorderedhalfadozenwatches,atwholesalerates,andbegantoofferthemforsale.Theideacaughtfirefromtheverybeginning.Inaveryshorttimehehadsoldallsixofthewatches.Then,spurredonbyhissuccess,hisimaginationbegantoexpanduntilhetookonotheritemsofjewelry.Everythingwentwell,andhewasdoingaland-officebusiness,untilhissuperintendentfoundoutwhathewasuptoandfiredhimonthespot.
Everyadversitybringswithittheseedofanequivalentbenefit!Outofthistelegrapher’sadversitywasbornthefirstgreatmail-orderhouse.Heswitchedhismethodofsellingfromtelegraphytothemails,usingatfirstamimeographedcatalogueofhiswares.Moreover,headdedothersoutsidethefieldoftelegrapherstohislistofprospectivebuyers,mainlypeoplelivinginthevillagesandruraldistricts.Inalittlewhilehisbusinesshadgrowntowherehecouldaffordaprintedcatalogueillustratedwithpicturesofhismerchandise.FromthatpointonthestoryisknowntomillionsofpeoplethroughouttheUnitedStateswhonowpurchasemerchandisefromthemail-orderhouseheestablished.
Hethentookapartnerintothebusinesswithhim,therebymakinguseoftheMasterMindprinciple.Thispartnerprovedtobeaveritablegoldminebecausehehadakeensenseofadvertising.Severalyearslaterthebusinesswassoldouttoacorporationatapricewhichmadeitsownersmultimillionaires.Thatwasthebeginningofmail-ordermerchandisingonalargescale.
Now,therewasnothingverymysteriousaboutthisman’ssuccess.Hesimplyputhismindtoworkonadefinitepurposeandkeptbehindthatpurposeuntilitmadehimrich.Hedidnotcreateanythingnew.Hemerelyputanoldideatoanewuse.Inthismannermanyofthegreatfortuneshavebeenaccumulated.
HILL:IfIunderstandyoucorrectly,Mr.Carnegie,thetelegraphoperatorapplied
IfIunderstandyoucorrectly,Mr.Carnegie,thetelegraphoperatorappliedonlytheprincipleofsyntheticimagination.Isthatcorrect?
CARNEGIE:Yes,thatisit.Yousee,hedidnothingexceptapplytheprincipleof
merchandisinginanewway;butdonotforgetthatthisisaboutallthatmostsuccessfulmendo.Rarelydomencreatenewideas,throughtheapplicationofcreativeimagination,asDr.BellandMr.Edisondid.
Nowletustakethemodernrailroadrefrigeratorcar,forexample.Themanwhofirstmadepracticalapplicationofthisprinciplerevolutionizedthemeatpackingbusiness.Hewasapackerwhosebusinesswaslimitedduetothefactthathecouldshipfreshmeatonlyashortdistance.Motivatedbyadesiretoextendhisbusinessoveragreaterterritory,hebegantosearchforasuitablemethod.
Amangenerallyfindswhateverheislookingforifhegiveshisdesireobsessionalproportions.Well,thispackerwasmotivatedbythedesireforlargerfinancialgains,sohekepthismindonhisproblemuntilitoccurredtohimtoconvertanordinaryrailroadboxcarintoanoversizedicebox.Therewasnothinglefttobedoneexcepttogotoworkandexperimentwiththeidea,whichheproceededtodo.Theplanworkedsatisfactorily,althoughthefirstrefrigeratorcarwasaverycrudeaffair.Hekeptonimprovinghisideauntilhehadrefineditintothemodernrefrigeratorcar,asweknowittoday.Hisideanotonlyhelpedhimtoextendhismeatbusinessalmostwithoutlimitation,butitgaveanewimpetustothesaleanddistributionofotherlinesofmerchandise,particularlyfruitsandvegetables,untiltodaythatsingleideahasaddedhundredsofmillionsofdollarsofwealthtoindividuals,corporations,andthenationasawhole.
Therefrigeratorcarwasbroughtintoexistencesolelybytheapplicationofsyntheticimagination,throughthesimpleprocessofplacinganiceboxonwheels,sotospeak.
GeorgePullmanperformedasimilarfeatbyplacingbedsinrailroadcoaches,thusconvertingthemintosleepingquarters.Therewasnothingnewabouteitherthebedsortherailroadcoaches;buttheideaofcombiningthesetwotypesofservicewasnew.Thenewcombinationmadethemanwhocreateditanimmensefortune,tosaynothingofprovidingthousandsofjobsforothersandadesirableserviceforthetravelingpublic,forwhichitcontinuestopayahugesumannually.Ideas,suchasthese,aretheproductsofimagination.Themanwhotrainshismindtocreateideas,ortogiveoldideasanewandbetteruse,iswellontheroadtowardeconomicindependence.
Backoftheseideaswasthepersonalinitiativeofthemenwhocreatedthem,plustheprincipleofOrganizedIndividualEndeavorthroughwhichtheywere
madepractical.Boththesleepingcarandtherefrigeratorcarhadtobepromotedandsold,thusnecessitatingtheinvestmentoflargeamountsofcapital.Bothoftheseideas,andallothersimilarideasthataremadepractical,requiretheapplicationofsomecombinationoftheprinciplesofindividualachievement;butinfinalanalysissuchideasgenerallycanbetracedbacktotheiroriginatingsource,intheimaginationofoneperson.
HILL:Willyounamethesuccessprincipleswhicharemostcommonlyusedby
thosewhoapplytheprincipleofimagination?CARNEGIE:Well,thatdependssomewhatonthenatureoftheapplicationthatistobe
madeofimagination,andthepersonmakingit,butgenerallyspeakingthefollowingaretheprincipleswhicharemoreoftenalliedwithimagination:
a.Definitenessofpurpose.Themotivewhichmorecommonlyservestostimulatetheimaginationisthatofadesireforfinancialgain.Theprofitmotivehasbeen,withoutadoubt,thegreatestinspirationtothemenwhohavedevelopedindustrialAmerica.
b.TheMasterMindprinciple,throughwhichmengointoahuddleandfranklyexchangethoughtswiththeobjectofsolvingbusinessorprofessionalproblems,isalsoagreatstimulationoftheimagination.Itwasthisprinciple,morethanallothers,throughwhichthesteelindustryofwhichIwasthefounderbecameprosperous.Theso-called“roundtable”isagreatinstitution.Whenmensitdownandbegintopooltheirideas,inaspiritofharmonyandonenessofpurpose,theysoonfindasolutiontomostoftheproblemsthatconfrontthem,nomatterwhatbusinesstheymaybeengagedin,orwhatmaybethenatureoftheirproblems.
c.GoingtheExtraMilecomesinprominentlyforitsshareofcreditasastimulanttotheimagination.Whenamanmakesitahabittodomorethanheispaidfor,hegenerallybeginstodrawuponhisimaginationfornewsourcesthroughwhichtorenderthissortofservice.ThisfactalonewouldbesufficientcompensationforGoingtheExtraMile,eveniftherewerenotstillgreaterbenefitsavailable.
d.AppliedFaithisadefinitesourceofstimulationoftheimagination.Moreover,itisanessentialinconnectionwiththestimulationandapplicationofcreativeimagination.Menwithlittleornofaithwillneverreceivethebenefitsofcreativeimagination.
e.OrganizedIndividualEndeavordependsdirectlyupontheapplicationofimaginationforitseffectiveness,asallformsofdefiniteplanningare
carriedonthroughimagination.,
WHENyoupraydonotaskformoreblessings;butaskformorewisdom,thatyoumaybetterunderstandandenjoytheblessingsyoualreadyhave.
Therearemanyothersourcesofstimulationoftheimagination,butthesefiveareonthe“must”list.
Fearsometimesstimulatestheimagination,whileofcourseatothertimesitparalyzestheimagination.Whenamanisingreatdangerhisimaginationoftenperformsseeminglysuperhumanfeats;especiallywhereself-preservationisthemotive.
Failureandtemporarydefeatsometimeshavetheeffectofstirringone’simagination,althoughmoreoftentheyhavetheoppositeeffect.
Thequestionmethodwhichmastersalesmenoftenresorttohastheeffectofarousingtheimaginationandputtingittowork,andthereasonforthisisobvious.Byaskingquestionsthesalesmanforceshisprospectivebuyertothink.Moreover,hechoosesthelineofthoughttobeengagedin,bytheadroitnessofhisquestions.
Curiosityoftenstimulatesimaginationtoahighpitch.Curiosity,growingoutofdeathandtheuncertaintyoflife,andtheunknownandperhapsunknowablefactsofimmortality,hasbeenthechiefsourceofinspirationoutofwhichallthereligionshavegrown.
Self-expression,throughspeakingandwriting,isanever-endingsourceofstimulationoftheimagination,asaremanyotherformsofaction.Theverymomentamanbeginstoorganizehisthoughtsforthepurposeofexpression,whetherthroughwordsordeeds,hestartshisimaginationtowork.Forthisreasonchildrenshouldbeencouragedtogivefreeexpressiontotheirthoughts,asthisdevelopsimaginationearlyinlife.
Hungerisauniversalsourceofinspirationofimagination.Whenamanneedsfoodhisimaginationgoestoworkautomatically,withoutanyformofurge.Inthelowerorderoflifeinstinctgoestoworkinthefaceofhunger,andIhaveknownofingeniousapplicationsofinstinctundersuchanurge.
Thusweseethatwhereverwetouchlife,whetherinmanorthelowerordersoforganizedlife,imaginationandinstinctmaybefoundasessentialpartsoftheindividual’sworkingequipment.
Concentrationofattentiononadefiniteproblemorobjecttendstoputthe
Concentrationofattentiononadefiniteproblemorobjecttendstoputtheimaginationtoworkimmediately.Witness,forexample,theastoundingachievementsofDr.ElmerR.Gates,whocreatedhundredsofusefulinventionsby“sittingforideas.”ThesameprinciplewasusedbyThomasA.EdisonandDr.AlexanderGrahamBell.Byfixingtheirmindsondefiniteobjectives,throughdefinitenessofpurpose,theyputcreativeimaginationtoworkwithfar-reachingresults.
Scientists,andsometimeslaymen,puttheirimaginationstoworkbysettinguphypothesesoffactsorideaswhich,forthetimebeing,theyassumetoexist.Scientificresearchandexperimentwouldhardlybepracticalifhypotheticalcaseswerenotutilized,asoftenthefactsforwhichtheyaresearchingareentirelyunknown.Lawyersandtrialjudgesoftenresorttotheuseofhypothesesinordertoestablishfactsthatcannotbeuncoveredthroughanyothersource.Thechemistandthephysicistresorttothesamemethodwhensearchingforunknownfacts.Andsodoesthedoctor,whenothermeansofdiagnosisofdiseasefailhim.Detectivesoftenworkentirelythroughtheaidofhypothesesinthesolutionofcrime.
RightaftertheWarBetweentheStatesafoundryownerpurchasedalargequantityofunusedcannonballswhichhewishedtomeltforotheruses.Beforetheballscouldbemeltedconveniently,theyhadtobebrokenintosmallpieces.Thereseemednowaytodothejobexceptbyhiringmentobreaktheballswithheavyhammers,untilamanwithimaginationcamealong,lookedthecannonballsover,discoveredthattheywerehollowinside,andmadeaverylowbidforbreakingtheentirelot.Moreover,heastonishedthefoundrymanbyguaranteeingtobreaktheentirelothimself,andtodoitbythefollowingmorning.
Hewasgiventhecontract,afterwhichheturnedalltheballssothesmallopeningineachappearedonthetopside.Then,totheamazementofeveryone,hecalmlyfilledtheballswithwater.Thenightwasverycold,andthefollowingmorningthefoundrymanfoundeveryballnicelybrokenbytheexpansionofthefrozencontents.Hisonlycommentwas,“Whydidn’tIthinkofthatinthefirstplace?”
Weallhaveoccasion,attimes,towonderwhywehadn’tusedourownimaginationwhenweseeothersmakingprofitableuseoftheirs.
HILL:Whyisitthatsofewpeopleappeartohaveawell-developedimagination?Is
thecapacityforakeenimaginationamatterofheredity,Mr.Carnegie?CARNEGIE:No,thefacultyofimagination,likeallotherfacultiesofthemind,canbe
developedthroughuse.Thereasonsomanypeopleseemnottohaveakeen
developedthroughuse.Thereasonsomanypeopleseemnottohaveakeenimaginationisobvious.Mostpeopleallowthefacultyofimaginationtoatrophy,throughneglect.
HILL:Inasmuchaseveryonemustusesalesmanship,inonewayoranother,willyou
illustratehowimaginationcanbeusedinselling?CARNEGIE:Yes,Icangiveyouanendlessnumberofexamplesofthissort.Takethecase
ofalifeinsuranceagentwhomIknow,forinstance.Hebegansellinginsuranceafteranaccidentwhichincapacitatedhimforanysortofheavymanuallabor,andwithinayearhebecamethehighmaninsalesintheentireUnitedStatesinhiscompany.
Iwillgiveyouoneillustrationthatwilltellthestoryofhissuccess.But,beforeIdosoIthinkIshouldtellyouthatthismanbecameamasteratapplyingtheMasterMindprinciple.Healsobecameequallyproficientinapplyingmanyoftheotherprinciplesofachievement,amongthemOrganizedThought.
Onedayhewalkedintotheofficeofaverydistinguishedandwealthylawyerandcameout,withinhalfanhour,withanapplicationforamillion-dollarpolicyonthelawyer’slife,althoughthelawyerwasknowntohaverefusedtopurchaseinsurancefromahalfdozenormoreoftheablestinsurancemenofthecityinwhichhelived.
Andthisisthewayhedidit:Hecarriedwithhimafullyillustratednewspaperfeaturestoryofthelawyer’s
activities,setintypewithaheavystreamerheadlinewhichread“ProminentLawyerInsuresHisBrainsforaMillionDollars!”
Thestorytoldhowthelawyerhadcomeupfromthebottom,throughhisunusualskillasacorporationattorney,untilhewasinapositionwherehecommandedthemostselectclienteleinNewYorkCity.Thestorywaswellwritten.Itcarriedpicturesofthelawyerandthemembersofhisfamily,includingapictureofhisLongIslandestate.
Hehandedthestorytothelawyerandsaid,“Ihavemadearrangementsforthisstorytobereleasedinoverahundrednewspapersthemomentyouprovethatyoucanpassthenecessaryphysicalexamination.Ihardlyneedtosuggesttoamanofyourintelligencethatthestorywillbringyouenoughnewclientstomorethanpaythepremiumontheinsurancepolicy.”
Thelawyersatdownandreadthestorycarefully.Whenhehadfinished,heaskedhowtheinsurancemanhadprocuredsomuchinformationabouthim,andhowhemanagedtogetthosepicturesofhisfamily.
“Oh,”repliedtheinsuranceman,“thatwaseasy.Isimplymadearrangementswithanewspapersyndicatetodothejob.”
withanewspapersyndicatetodothejob.”Thelawyerreadthestoryasecondtime,madeafewcorrectionsinit,handed
itback,andsaid,“Let’shaveyourapplicationblank.”Thesalewasclosedinafewminutes,butmorethanthreemonthsofpreparationwentintoitbeforetheinsuranceagentmadehiscall.Heleftnodetailunattended.Hemadeithisbusinesstofindoutallaboutthelawyerbeforethestorywaswritten,andsawtoitthatthestorywassopreparedthatitgotunderthelawyer’sskinathisweakestpoint,whichwashisdesireforpublicity.
Whathereallysoldthelawyerwasnotaninsurancepolicyonhislife,butaninsurancepolicyonhisvanity!Thatstreamerheadlineturnedthetrick.Moreover,thesalesmannotonlyearnedafatpremiumonthesale,buthereceived$500fromthenewspapersyndicatefortheexclusiveuseofthestory.
Now,thatwasimagination,orImissmyguess!Salesmenwithimaginationoftensellsomethingentirelydifferentfromthat
whichtheyappeartobeselling.TheexperienceofDr.Harper,aformerpresidentoftheUniversityofChicago,aptlyillustrateswhatImean.
Dr.Harperwasoneofthegreatest“endowmentgetters”theeducationalworldhaseverknown.Hetookanotiontobuildanewbuildingonthecampusthatrequiredamillion-dollarendowment.Ifyouwishtoseeimaginationasitisemployedbyamaster,observethetechniquethroughwhichhegothismilliondollars.Observe,also,howmanyoftheprinciplesofindividualachievementheappliedinadditiontoimagination.
Firstofall,hechosehisprospectivedonorswithadroitness,confiningthenumbertotwowell-knownChicagomen,bothofwhomwerequiteabletodonateamilliondollars.
Itcouldnothavebeenpurelyaccidentalthatthesetwomenwereknowntobebitterenemies.OnewasaprofessionalpoliticianandtheotherwastheheadoftheChicagostreetrailwaysystem.Foryearsthesetwomenhadbeenfightingeachother,afactwhichwouldhavemeantnothingtoanyonewithlessimaginationthanDr.Harperpossessed.
Oneday,preciselyattwelveo’clock,Dr.Harperstrolledintotheofficeofthestreetcarmagnate,foundnooneondutyattheouterdoor(whichwasexactlyasheexpectedthesituationtobe),andwalkedintothestreetcarman’sprivateofficeunannounced.
Themagnatelookedupfromhisdesk,butbeforehehadtimetoprotest,thesuper-salesmansaid,“Ibegyourpardonforwalkinginunannounced,butIfoundnooneintheouteroffice.MynameisDr.Harper,andIjustcalledtoseeyouforaminute.”
“Pleasebeseated,”saidthestreetcarman.
“No,thankyou,”repliedtheeducator,“Ihaveonlyaminute,soIwilltellyouwhatIhaveinmindandthenbeonmyway.Ihavebeenthinking,forsometime,thattheUniversityofChicagoshoulddosomethingtorecognizeyouforthewonderfuljobyouhavedoneingivingthecitythefineststreetrailwaysysteminAmerica,andIhadinmindhonoringyouwithabuildingonthecampustobenamedforyou.WhenImentionedthemattertoourboard,oneofthemembershadthesameidea;buthewantedustohonor(namingthestreetcarman’senemy)soIjustcameintotellyouwhathadhappened,withthehopethatyoumightfindsomewaytohelpmedefeatthisboardmember’splan.”
“Well!”exclaimedthestreetcarman.“Thatisaninterestingidea.Dopleasebeseatedandletusseewhatwecanworkout,willyou?”
“Iamverysorry,”theeducatorapologized,“butIhaveanotherengagementinafewminutesandImusthurryontoit;butItellyouwhatIsuggest.Youthinkthematteroverduringthenightandtelephonemeinthemorningifanyplancomestomindthatmighthelpmetogettherightman’snameonthatbuilding.Goodday,sir!”
Withoutleavinganyopeningforfurtherconversation,themasterofimaginationbowedhimselfout.
Thenextmorningwhenhearrivedathisofficeattheuniversity,hefoundthestreetcarmanawaitinghim.Thetwomenwalkedinside,remainedthereaboutanhour,afterwhichtheywalkedoutagain,bothofthemsmiling.Dr.Harpercarriedacheckinhishands,wavingitbackandforthintheairtoblotit.Thecheckwasforonemilliondollars.
Thestreetcarmanhadfoundawaytobeathisenemytothedraw,asthecleverDr.Harperfiguredhewoulddo.Moreover,hehadsealedthebargainbydeliveringthemoneywiththeunderstandingthatDr.Harperwouldbecomepersonallyresponsibleforitsacceptance.
Now,ifitissalesmanshipbasedonimaginationthatyouwant,hereyouhaveit.Thosewhoknewthestreetcarmanbestsaidthatnootherplanthatcouldhavebeenconceivedwouldhavesucceeded.Andthatisanotherthingaboutthesemenwhodevelopimaginationthroughitsuse;theygenerallyknowthepreciseplanthatwillwork.Thisisanessentialpartoftheirtraining.
HILL:WasDr.Harper’ssuccesssolelytheresultofhisunderstandinganduseof
imagination,ordidotherfactorsenterintoit?CARNEGIE:InhiscaseIwouldsaythatheusedCreativeVision,andnotjustimagination
alone.HILL:WhatisthedifferencebetweenimaginationandCreativeVision?Thetwo
WhatisthedifferencebetweenimaginationandCreativeVision?Thetwotermsappeartobesynonymous.
CARNEGIE:No,theyarenotthesame.CreativeVisionisanacquiredabilitythrough
whichonedoestwoveryimportantthings,viz.:First,hebecomeskeenlyalertinrecognizingopportunitiesfavorabletotheattainmentofhisaimsandpurposes;second,hedevelopsthehabitofembracingtheseopportunitiesandactinguponthemthroughOrganizedIndividualEndeavor.
EDISONhadthepersistencetokeepontryinginthefaceoftenthousandfailures.
—ANDREWCARNEGIE
Amanmayhaveaverykeenimaginationinconnectionwithsomespecializedlineofwork,orsometechnicalsubject;such,forexample,astheinventor;buthemaybeentirelylackingintheCreativeVisionandactionnecessarytocommercializehisinventiveability.Wefindthistobetrueofmanyinventors.
Amanmayhavekeenimaginationasanartist,asinfactmostartistsdohave,yetbeentirelylackingintheCreativeVisionnecessarytomakeabusinesssuccessofhisartisticability.Doyouseethepoint?
HILL:Yes,Iseethepointplainly.WhatotherfactorsareassociatedwithCreative
Vision?CARNEGIE:Well,thebestanswerIcangiveyouistodescribetheprocedureoftheman
whohasCreativeVision.Youwillobserve,frommydescription,thatCreativeVisionoverlapsmanyoftheotherprinciplesofindividualachievement.
First,themanwithCreativeVision(suchamanasDr.Harper)developsthealertnessofmindtorecognizeopportunitiesfavorabletohisownadvancement.
Second,hemoveswithdefinitenessofpurposeinembracingopportunities.Third,heplanseverymovehemakes,throughOrganizedEndeavor.Fourth,herecognizesandusestheMasterMindprinciple,throughwhichhe
provideshimselfwiththeabilityandtheknowledgeofothers.Fifth,heremoveslimitationsfromhisownmindbyrecognizingandusing
AppliedFaith,therebyopeninghismindfortheguidanceofInfiniteIntelligence.
AppliedFaith,therebyopeninghismindfortheguidanceofInfiniteIntelligence.NomanmaypossessCreativeVisionwithouttheaidofFaith,andthisforthereasonthatFaithisoftheessenceofcreativeability.
Sixth,headoptsandfollowsthehabitofGoingtheExtraMile,therebyattractingfavorableopportunitiestohimself.
Seventh,hekeepshisminddefinitelyattunedtothecircumstancesandconditionsofthosearoundhim,observingnotonlythegeneraltrendofthetimes,butwatchingcloselytheproblems,needs,anddesiresofpeopleingeneral.
Eighth,hemovesonhisownpersonalinitiative,withoutbeingurgedtodoso.Ninth,heassumesfullresponsibilityforhisowndeedsanddependsuponthe
soundnessofhisownjudgment,intheformationofhisplans,havingfirstwiselyavailedhimselfofthecounselofothers,throughtheMasterMindprinciple.
Tenth,hedevelopsandusesboththefacultiesofsyntheticimaginationandcreativeimagination.Takenotice,however,thatthesetwofactorsconstitutebutone-tenthoftheprinciplesusedbythemanofCreativeVision.
IthinkthisshouldgiveyouafairunderstandingofthedifferencebetweenimaginationandCreativeVision.
HILL:Yes,thedifferenceisclear.Itisalsoverygreat!Isupposethisanswersmy
questionastowhytherearesofewpeoplewhoappeartouseimagination.CARNEGIE:Whatyoureallymeanttosaywasthattherearesofewpeoplewhouse
CreativeVision!Allnormalpeopleuseimagination,tooneextentoranother;butfewmakeuseofCreativeVision.AsIhaveclearlyshown,imaginationisbutoneofthefactorsofCreativeVision.
IndustrialAmerica,asweknowittoday,isthehandiworkofmenwithCreativeVision.Whenmenwiththissortofvisionputmoneytowork,theycreatewealthinitsmostusefulform:wealthintheformofemployment,wealthintheformofhighstandardsofliving,wealthintheformofeducationembracingexperienceandskillineverywalkoflife.
MenwithCreativeVisionarebuilders.Theyneverteardown.Theyarepositive,notnegative.Theybuildourgreatrailwaysystems;theyconstructourskyscrapersandextendtheboundariesofourgreatmetropolitancities;theygaveusthetelephone,andtheairplane,andtheautomobile,andthemultifariousdevicesforharnessingandusingelectricity.Theyalsogaveusthemostefficientsystemofgovernmentknowntothecivilizedworld,underwhicheveryAmericancitizenhastheprivilegeofexercisinghispersonalinitiativetothefullestextentofhisCreativeVisionandhisindividualability.
WhenyoulookunderthesurfaceofthisthingcalledCreativeVision,youfindittobetheforerunnerofcivilization.Backthroughtheageswemayfindevidencethatcivilizationhasevolvedthroughtheleadershipofarelativelysmallnumberofmen.TheseweremenwithCreativeVisionwhosealertnessofmindkeptthemalwaysaheadofthemasses.SuchmenwereSamuelAdams,RichardHenryLee,ThomasJefferson,JohnHancock,GeorgeWashington,ThomasPaine,andtheothergreatpatriotsoftheirtimewhoriskedlifeandfortunetogivebirthtotheAmericaweknowtoday.
MeasurethesemenbytheirdeedsandseehowdefinitelytheyusedthetenfactorsofCreativeVisionwhichIhavementioned.
HILL:WhatcausesmentodevelopCreativeVision,Mr.Carnegie?Or,isthisan
inborntraitwithwhichonlyafewmenaregifted?CARNEGIE:Icanansweryourquestionbestbyreferringyoutothebasicmotivesbehind
allactions.Motiveisthemainspringofallhumanendeavor.TakeanymanwhoisknowntopossessCreativeVision,analyzehimcarefully,andyoufindthathehasbeenspurredonbysomeimpellingmotive.
Themajormotiveofthemenwhogavethisnationitslibertywasthedesireforlibertyandfreedom.
ThemotiveofthegreatindustrialleaderswhogaveusourindustrialAmericawasadesireforfinancialgain,popularlyknownasthe“profitmotive.”Inmanyinstancesthesemenweremovedbythedesireforself-expression,whichisanotherofthebasicmotives.Butalwaystherewaspresentadefinitemotivewhichinspiredourleaderstoaction.
OneofthegreatestofthefactorsoftheAmericanwayoflifeisthatourentireeconomicsystemandourformofgovernmentaresodesignedandoperatedthattheyprovidepremiumsandrewardsfortheexpressionofpersonalinitiative.The“profitmotive”andpersonalinitiativeareinseparable.UndertheAmericanwayoflifethe“profitmotive”isthegreatestofallthemotiveswhichinspirepersonalinitiative.Ifthismotivewerekilledoff,orsubdued,thegreatestsourceofournationalwealthwouldbelikewisedepreciated.
Iwishtoemphasizethispoint,becauseIcanseeatendencytowardhabitsandpracticeswhichdiscouragemenfromexercisingtheirpersonalinitiative.Somemenhavethefalsenotionthatbylimitingtheamountofworkonemanispermittedtodo,newjobsarecreated.Withoutgoingintoadetailedanalysisofthisphilosophy,Icantellyouthatthemanwhopermitsanyonetolimittheamountofserviceherenderstherebyfixesadefinitelimitationupontheamounthemayearn,andthatlimitationusuallyissomewhereintheneighborhoodofthebarenecessitiesoflife,andnomore.
barenecessitiesoflife,andnomore.MenwithCreativeVisionneverlimittheamountofservicetheyrender.On
thecontrary,theyextendtheirservicesineverydirectionpossible,byGoingtheExtraMile.Thereisnootherwaybywhichamancanmakethefullestuseofhisprivilegeofpersonalinitiative.
Togetmorefromlifeonemustgivemore!Thisisatruismfromwhichnomancanescape.Naturefixeditinallnatural
laws;thereforeitisnotaman-maderule.HILL:Thenitwouldbeunfortunateifourformofgovernmentweresochangedthat
itwoulddiscouragepeopleoftheUnitedStatesfromembracingandactinguponthislaw.
CARNEGIE:Notmerelyunfortunate,buttragic!IfyouexaminetheFoundationStonesof
AmericanismcarefullyyouwillseethattheentireAmericanwayoflifeprovideseveryindividualwithadequaterewardsforembracingandusingthebestmotives.Nowhereintheeconomicsetupwillyoufindanythingthatdiscouragesmenfrombackingtheirpersonalinitiativewiththesemotives.AndImayaddthatourpresenthighstandardoflivingisdueentirelytothefactthattheAmericanformofgovernmenthasbeensodesignedthatitencouragesindividualstousethesemotives.
HILL:Doyoubelieve,Mr.Carnegie,thattheAmericanwayoflife,asithasbeen
providedunderourformofgovernment,isresponsibleforthefactthatthisnationisdistinguishedthroughouttheworldbecauseofthegreatnumberofmenwithCreativeVisionofwhomwecanboast?
CARNEGIE:Youhavehitthenailrightontheheadbythatquestion.Yes,withoutadoubt
thesupremacyofAmericanindustryandourleadershipinotherdirectionsareduetotheencouragementprovidedbyourformofgovernment.ReadtheConstitutionoftheUnitedStatescarefullyandobserve,withsignificance,howclearlyithasprovidedfortheprotectionoftherightoffreeenterpriseandtheprivilegeofpersonalinitiative.
Nowexamine,carefully,theelementsofCreativeVisionandnotehowalloftheselead,inevitably,tothequestionofpersonalinitiative.Takethatprivilegeawayfromaman,orlimititinanymanner,andyoustrikeattheveryheartofthegreatestprivilegethatisavailabletotheAmericanpeople.IthasbeenthepersonalinitiativeofthegreatleadersthathasmadeAmericatheenvyoftherestoftheworld.Fromthisconclusionthereisnoescape,tryaswemaytoavoidit.
HILL:IunderstandthatyouencouragedthemembersofyourMasterMindgroupto
becomewealthy.YourpolicyofoverpayingyourassociatesforGoingtheExtraMilewasyourmethodofencouragingpersonalinitiative.Isthattheidea?
CARNEGIE:That’stheideaprecisely!Thereisonlyonesatisfactorywaytogetmentodo
theirbest,andthatisbysettingupbeforethemamotivewhichissufficientlyattractivetoinspirethemtoactontheirowninitiative.Thenatureandscopeofthemotivemustbemeasuredbythepotentialabilityandthepersonalcharacteristicsofthemanwhomitisintendedtoinspire.Thisisusuallydeterminedbyanindividual’sambitionsandpersonallimitations.Somemenaspireonlytoacquireeconomicsecurity.Stillothersareself-limitedbyadesireforonlythenecessitiesoflife.Otherswantgreatriches,andtheycanbemovedbynoothermotivethanthatofabundance.
However,Imusttellyouthatofallthethousandsofassociateworkerswhohavebeenconnectedwithmyindustry,lessthanfiftyofthemweremotivatedbythedesireforgreatriches.Ihelpedmorethanfortyofthesetoattaintheobjectoftheirdesiresbybecomingmillionairesorbetter.Eightortenothershadthedesireforgreatriches,buttheyfellshortofattainingtheirdesirebecausetheyneglectedtoapplytherulesofindividualachievementwhichwouldhaveentitledthemtoattainit.
Ithinkitmaybeinterestingtoknowthatmostofthosewhofellbythewayside,aftertheyhadgonealongdistancetowardtheattainmentoftheirdesire,didsobecausetheybecameneglectfuloftheprincipleofGoingtheExtraMile.Successhadthereverseeffectonthemtothatwhichitshouldhavehad.Itcausedthemtobeginthinkingtheyshouldbepaidforwhattheyknewinsteadofthatwhichtheydid,orinducedotherstodo.Thisisamistakewhichisfataltomanywhomakeagoodstarttowardsuccess,butslowdownwhentheycomewithinsightofit.
HILL:Mr.Carnegie,aren’ttheresomeemployerswhosetarbitrarylimitationson
theamountofmoneytheywillpermittheirassociateworkerstomake?CARNEGIE:Yes,therearemanysuch,butnamemeoneofthem,ifyoucan,whohasever
becomeanoutstandingsuccessinhisfield.Successissomethingwhichamanhastogiveawayinordertokeepit.Themanwhohelpsthegreatestnumberofotherstosucceedis,himself,thegreatestsuccess.Ithasbeensosincethedawnofcivilization.Itwillalwaysbeso.ThefoundersofthisnationrecognizedthistruthandwroteitintotheConstitutionoftheUnitedStates,byprovidingeverycitizenwiththeutmostofpersonalprivilegesthatcouldbeconceived,withthe
citizenwiththeutmostofpersonalprivilegesthatcouldbeconceived,withtheobjectofinspiringindividualstoaimhighandacquiremuch.
HILL:WouldyousaythatthemenwhowrotetheConstitutionoftheUnitedStates
weremenofCreativeVision?CARNEGIE:Yes,andtheywerethemostoutstandingmeninthisrespectthatthisnation
oranyotherhaseverknown.WithoutCreativeVisiontheycouldnothavehadtheforesightandthewisdomtoprepareaconstitutionthatgivesequalrightstoallmen.Thosemenwerestatesmeninthetruesenseoftheword.Todaywehavemanypoliticians,butfewstatesmen.
HILL:Whathashappened,Mr.Carnegie,thathasbroughtabouttheshortageof
greatstatesmen,suchasthosewhogavebirthtothisnation?CARNEGIE:I’lltellyouwhathashappened.Thiscountryhasbecomesorichand
prosperous,andpersonallibertyandfreedomhavebecomesocheap,thatmenarenolongermotivatedbythedesireforpersonalfreedom,aswerethestatesmenofthepast.
HILL:Inotherwords,ouroverabundancehasmadeusindolentandindifferent.Is
thattheidea?CARNEGIE:Yes,ithasbecomesoeasyforamantogeteverythinghewantsinthis
countrythatthepioneeringspiritandthewillforself-determinationhavebeenweakened.Thereisdangerassociatedwithunearnedgifts.Thegiftsofpersonallibertyandtherighttofreeenterprise,whichwereprovidedbythefoundersofthisnation,havecomesoeasilythatthepeoplehavebeguntomistaketheirprivilegesfortheirlicensetoexpectsomethingfornothing.
HILL:FromyourremarksIdrawtheconclusionthatUncleSam’sgiftof
overabundance,intheformofpersonallibertyasprovidedbytheConstitutionoftheUnitedStates,sometimesproducestheeffectofcausinghisniecesandnephewstolooktoricholdUncleforwhattheywantinsteadofproducingitforthemselves,byrenderingusefulservice.Isthataboutthestory?
CARNEGIE:That’sthestoryexactly!Ofcoursethistrendwillrightitselfintime,butnot
untilthecountryisovertakenbysomegreatnationalemergencythatwillteachthepeoplethefallacyofexpectingsomethingfornothing.Thismaycomeintheformofawidespreaddepression,oritmaycomeintheformofawarinwhich
formofawidespreaddepression,oritmaycomeintheformofawarinwhichthepeoplewillbeforcedtojoinforcesandfightoncemorefortheprivilegeoflibertythatwasgiventothemwhenthisnationwasborn.Butcomewhatmay,thereisonethingcertain:Peoplecannotgoonforevercuttingdowntheamountofservicetheyrenderanddemandingmorepay,withoutcatastropheovertakingthem.
HILL:ThenyoudonotthinkthereisanythingwrongwiththeAmericansystemof
economics,butthereissomethingradicallywrongwiththepeoplewhoarelivingunderit?Isthatyourviewpoint,Mr.Carnegie?
CARNEGIE:Thatisnotmerelymyviewpoint,butitisthetruth!Itislittlewonderthatwe
havesuchacomparativelyfewmenwithCreativeVision,inviewoftheoverwhelmingnumberofpeoplewhoareviolatingeveryruleofCreativeVision.Thereisnothingwrongwithoursystemofgovernment,oroureconomicsystem;butthereisdefinitelysomethingwrongintheusewearemakingoftheseprivileges.
THEmindwithinitselfcanmakeaHeavenofHell,aHellofHeaven.
—JOHNMILTON
HILL:Mr.Carnegie,youaretherecognizedleaderinthesteelindustry.Your
achievementsinthisindustryhavesofaroutstrippedallothersthatthereisnoroomforcomparison.Youhavereducedthepriceofsteelfrom$130pertontoaround$20perton.YouhavemadethesteelindustrytheverybackboneofAmericanindustry.Now,willyoutellmehowyouhappenedtoadvancesofaraheadofallothersengagedinthatindustry?
CARNEGIE:YouhavetheanswertothatquestioninthetenfactorsofCreativeVision
whichIhavementioned.HILL:Doyoumeanthatyouhaveobservedandappliedtheseprincipleswhilesome
oftheothersengagedinthesteelindustryhavenot?CARNEGIE:Oh,Iwouldnotputitjustthatway.IwouldrathersaythatIhaveapplied
Oh,Iwouldnotputitjustthatway.IwouldrathersaythatIhaveappliedtheseprinciplesmorepersistentlythanhavemanyoftheothers.Thedifferencebetweenmyachievementsandtheachievementsofothersinthesteelindustryhasbeenduelargelytothedifferenceintheapplicationofprinciples.
HILL:Thenyoudonotclaimtohavegreaterabilitythantheothers,justagreater
capacityfortheapplicationofsoundprinciples?Isthattheidea?CARNEGIE:Yes,thatisit.AndImayaddthatthissamedifference,inthematterof
applicationofprinciples,isthemajordifferencebetweenthosewhosucceedandthosewhofailinotherwalksoflife.Theprinciplesofsuccessfulachievementareasdefiniteasaretherulesofmathematics.Somemenacquireanunderstandingoftheserulesandapplythempersistently.Othersmayunderstandthem,buttheyapplythemwithlesspersistence.Naturallythemorepersistentamanis,thegreateristhesuccess.
HILL:Mr.Carnegie,Ihavealwaysbeeninterestedinunderstandingmoreaboutthe
transitionbywhichonechangesfrompovertytoriches.PracticallyeverymanofgreatwealthintheUnitedStatesappearstohavestartedatscratch,withnothingbutasoundmindandanopportunitysuchaseverymanhas,undertheAmericanwayoflife.Now,whatIwouldliketoknowisthis:Whatisthefirstmoveamanmakeswhenheisthroughwithpovertyandhasbecomedeterminedhewillhaveriches?Whereistheprecisepointatwhichthetransitionfrompovertytakesplace,andhowmayonereachthatpoint?
CARNEGIE:Yourquestionscoverenoughgroundtokeepmebusytalkingforasolid
month,butIwilldomybesttoanswer.Tobeginwith,letmeansweryoucategoricallybyremindingyouthatitistheburdenoftheentirephilosophyofindividualachievementtoprovidetheanswertoallyourquestions.However,Iwillbemorespecificandgiveyouatleastastartingpointfromwhichyoumayarriveatyourownanswers.
Inthefirstplace,amanmusthavethenecessaryCreativeVisiontoenablehimtorecognizetheparticularopportunityforwhichheisbestsuited,consideringtheamountofricheshedesiresandthekindofservicehehastoofferinreturnfortheriches.Thatsurelyisthefirstthingtobeconsidered.
Next,itisawell-knownfactthateveryonewishesforriches;butgenerallythewishescontemplatesomethingfornothing,orsomethinggreaterthanthevalueofthatwhichistobegiveninreturnforit.Thesecondstep,then,istokilloffthisfallacybyrecognizingthetruththatthereisnosuchrealityassomethingfornothing,orsomethingforlessthanitstruevalue.
HILL:
HILL:Isee,bythewayyouarestartingoff,thatthequestionofchangefrom
povertytorichesisoneoforganizedpreparation.Isthatwhatyouaredrivingat,Mr.Carnegie?
CARNEGIE:Nowyouhavetheidea,exactly!Richesdonotcomefromwishing.They
comefromamoresubstantialsource,thenatureofwhichIshalltrytomakeclear.AndImayaswelladdtherearenoknownshortcutstoriches.Whiletheroadtorichesiswellmarked,itisratherlong,andatplacesthegoingisabithard.Thesehardspotsclaimmillionsofvictimswhobeginthejourney,mainlybecausewhenthegoingbecomeshardmostpeoplegiveupandturnbackordropoutoftheraceentirely.
Now,letusgetonwithmyanswertoyourquestions.Themanwhoprepareshimselftochangefrompovertytorichesissomething
likethefarmerwhowishestoconvertaforestintoaproductivefield.Hefirstclearsawaythetimberanddebris.Thenheplowsthegroundandconditionsthesoil.Afterthatheplantstheseed.Butallthesestepshavetobetakenintelligently,andattherightseasonoftheyear,ornocropwillberealized.
Itispreciselythesameprocedurewiththemanwhomakesuphismindtobedonewithpoverty.Hemustfirstclearhismindofallnegativesandself-imposedlimitations.Thenhemusttakeinventoryofhiseducation,experience,naturalaptitudes,andgeneralability,toseewhathehastooffer.Afterthishemustlookforamarketforwhateverserviceheiscapableofrendering.Hereentersoneofthemoreimportantoftheprinciplesofindividualachievement,theprincipleofGoingtheExtraMile.Ihaveneverheardofanyonechangingfrompovertytoricheswithoutapplyingthisprinciple,anddoingitasamatterofhabit.
Uptothispointthepreparationhasconsisted,mainly,oftheclearingawayoftheobstaclesthatstandbetweenmenandsuccess.Thenextstepisthatofmakingone’sselfsuccess-conscious:Richeshaveawayofgravitatingtowardthemanwhohasmadeuphismindtohavethem.Indolence,indifference,self-imposedlimitations,fear,anddiscouragementwillneverattractriches!
Afteramanhasattractedfavorableattentiontohimself,bythehabitofGoingtheExtraMile,heistheninapositiontoadoptaDefiniteMajorPurposeandtobeginexpressingitinaction,throughadefiniteplan.Hismajorpurposenaturallywillbebaseduponthesortofservicehehasforsale.
Fromthispointonheappliestheprinciplesofindividualachievementinwhatevercombinations,andunderwhatevercircumstances,hismajorpurposerequires.But,mindyou,hedoesnotquitwhenthegoingbecomeshard.Ifhehasproperlychargedhismindwithsuccessconsciousness,hewillnotwanttoquit.Thispreparationisanabsoluteessentialfortheacquisitionofriches.
Thispreparationisanabsoluteessentialfortheacquisitionofriches.Hereletmeofferthewarningthatthemanwhoseonlyobjectistoacquire
richeswillmorethanlikelymeetwithdisappointment.Thebestofallmentalattitudesinwhichtobeginthetransitionfrompovertytorichesisthatinwhichamancentershisthoughtsmoreupontheserviceherendersthanupontherichesheisseeking.
Richeswhicharesoughtmerelyforthesakeoftherichesalonehavemanyformsofevasivenessbywhichtheyavoidcapture!Alas,Ifeartherearetoofewwhorecognizethistruth.Isincerelybelievethatthebestwayforamantoaccumulaterichesisbymakinghimselfindispensable,throughsomeformofusefulservice.Allmyexperienceconfirmsthis.AllthatIhavelearnedfromtheexperiencesofothermensupportsthisthought.
HILL:Thenitisnotpossibleforamantoaccumulaterichesbyshortcutsorby
joiningwithotherswho,bytheforceofnumbers,demandmorethanthevalueoftheservicestheyrender?
CARNEGIE:Oh,yes,mencananddosometimestakeshortcutstoriches,buttheirchances
ofsuccessaresoremotethatthismethodishighlyhazardous.Notinfrequentlydoesitleadtoprison,andsometimestoaworsefate.Thosewho“getby”—andthenumberiscomparativelysmall—findthattheirgainsarenotpermanent.Theyhaveawayofmeltinglikethesnowunderablazingsun.Ill-gottengainisalwaysabadbargain.
Menwhogainsometemporaryadvantagebythesheerforceofnumbersmaydemandandreceive,foratime,morethanthefairvalueoftheirservices;buttheyarelikethemanwhokilledthegoosethatlaidthegoldenegg.Themarketfortheirservicesplaysout,sometimesbecausethepurchaserbecomesbankrupt,sometimesbecauseheflatlyrefusestobecheated.Cheating,nomatterinwhatformorunderwhatdisguiseitiscarriedon,comesbackonthecheaterlikeaboomerang,toembarrasshim.ThatiswhytheAppliedGoldenRuleis,ofnecessity,oneoftheprinciplesofindividualachievement.
Allthismaysoundlikeapreachment,butrememberthatitisalsosoundphilosophy!Itisthesumandthesubstanceoftheexperiencesofmenwhohavetriedallmethodsofaccumulatingriches.Fortunate,indeed,willbethemanwhoacceptsitassoundwithouthavingtolearnthistruthfromtryingitsopposite.
HILL:Whatisthemostimportantrequirementofmenwhoaspiretoaccumulate
riches,providingyoucanboiltheanswerdowntoonethingthatismoreimportantthanallothers?
CARNEGIE:
CARNEGIE:Icandothateasily!Themostimportantthingisabilitytonegotiatewith
otherswithaminimumoffriction,soastogainamaximumoffriendlycooperation.Thisissimplyanotherwayofsayingthemostimportantthinginlifeis“humanrelationships.”Allsuccessandallfailurearetheresultofhumanrelationships.Themanwholearnshowtonegotiatewithotherssoastogaintheirconfidenceandfriendlycooperationhasgonenine-tenthsofthewaytowardsuccess.Fromthereonthejourneywillbebothdefiniteandcomparativelyeasy.Inthisattainmentthegoldenruleandtheprincipleoftheextramilearevitallyimportant.
HILL:Doyouknowofanysoundargumentagainstanyprincipledescribedinthis
philosophy?CARNEGIE:Now,ifyouhadn’tincludedthatword“sound”inyourquestion,Iwould
havebeencompelledtoanswerintheaffirmative;but,answeringyourquestionjustasyoustatedit,Iamcompelledtosayno.Theonlyargumentanyoneisapttoraise,inconnectionwiththephilosophy,isthatwhichmayberaisedbythosewhowantsomethingfornothing,orthosewhowouldliketofindfaultwithmenwhohavesucceeded,becauseofenvy.Imightinclude,also,thosewhowouldliketodestroytheAmericanwayoflife.
Withtheseexceptionsyouwillfindnoonewhocanorwillbelikelytotrytoquestionthesoundnessofthisphilosophy.AsamatteroffactitissoobviouslysoundthatitdefieschallengebyallexceptthosewhomIhavementioned.
HILL:NowletusgobacktoyourdefinitionofCreativeVision,Mr.Carnegie.I
wishtomakesurethatIunderstandthefullmeaningofthisprinciple,andIalsowishthefullestunderstandingofitsapplicationinthepracticalaffairsofdailylife.Therefore,willyouanalyzethisprinciplemorefully?
CARNEGIE:InasmuchasIhavealreadydescribedwhattheprincipleis,andwhatonemay
accomplishbyitsapplication,perhapsitwouldbewellifInowtellyouwhatitisnot.
IcanthinkofnobetterillustrationofthelackofCreativeVisionthanthatexemplifiedbyanacquaintanceofminewhowasaskedtoinvest$5,000inHenryFord’sautomobileindustryatthebeginning,whenMr.Fordwasbadlyinneedofworkingcapital.
Thismanhadthemoney,andhewantedtoinvestit.HeconsultedmeaboutthepossibilitiesofaninvestmentintheFordindustry,andIstronglyurgedhim
togoaheadandputhismoneyin.SeveralmonthslaterIaskedhimifhehadfollowedmyadvice,andhesaidhehadnot.
“Inthefirstplace,”saidhe,“thisautomobileisanewfadanditwillsoonplayout.”
Now,thatwasmistakenumberone,whichshowedhislackofvision.“Andinthesecondplace,”heexclaimed,“Idon’tbelievethismanFord
knowswhatheisabout.”Thatwasmistakenumbertwo,whichshowedthathelackedvision.“Andinthethirdplace,”hewailed,“ifIputmymoneyinthatbusinessIhave
nosecurityforit,becausethebusinesshasnothingbutanidea.”Thatwasmistakenumberthree,whichshowedhislackofvision,because
menofvisionrecognizesoundideasasbeingamongthesafestandthemostvaluableofallassets.
AboutthesametimethatmyacquaintancehadanopportunitytoinvesthismoneywithHenryFord,anothermanbythenameofJamesCouzenscamealongwith$5,000plusakeensenseofcreativeimagination.HenotonlyinvestedhismoneyintheFordenterprise,butgavethebusinesshispersonalservicesaswell.Heisstillwiththebusiness,andwhileIdonotknowhowmuchhisinterestinthebusinessisworth,itwouldbemyguessthatitisnolessthantwentytimeshisoriginalinvestmentifnotmuchmore.
Yousee,JamesCouzensunderstoodthevalueofideas.Healsosawafutureintheautomobilebusiness,andofcourseIhardlyneedtomentionthathesawthatHenryFord“knewwhathewasabout.”
[Author’snote:ManyyearsafterthisstatementbyAndrewCarnegie,JamesCouzenslefttheFordbusiness,andIhaveheardfromreliablesourcesthatherealized$12,000,000fromhisinterestinthebusiness,nottomentiontheamountshereceived,fromsalaryandhisinvestment,whilehewasinthebusiness.]
HILL:Goingback,forthemoment,toyourstoryofDr.Harper,oftheUniversityof
Chicago.WouldyousaythatheappliedalltenoftheprinciplesofCreativeVision?
CARNEGIE:Well,youanalyzetheclevernesswithwhichhemanagedtoprocurea
million-dollarendowmentinafractionofanhourfromamanwhomhehadnevermetbefore,andyouwillhaveyouranswer.
However,IknewDr.Harperquitewell.ThereforeIaminapositiontotellyoudefinitelythathemadeithisbusinesstoapplytheprinciplesofCreativeVisioninpracticallyeverythinghedid.Hewasknownfarandnearastheablestmoneyraiserintheeducationalfield.
moneyraiserintheeducationalfield.NowletmeciteyouanotherexampleofamanwhohadCreativeVisionplus.
HisnameisHughChalmers,whoisnowtheheadofalargeautomobileplantinDetroit.
WhenMr.ChalmerswasthegeneralsalesmanageroftheNationalCashRegisterCompany,hiscompanybecameembroiledinacontroversywithitscompetitorswhichbroughtitnearthebrinkoffailure.Businesswasfallingoffatanalarmingrate.Thesalesmeninthefieldweresendingpessimisticreportsoftheirinabilitytoprocurebusiness,althoughMr.Chalmersknewwellenoughthattherewasplentyofbusinesstobehad.
BeingamanofCreativeVision,hediagnosedthecase,determinedthecauseofthedeclineinbusiness,andlaidaplantoremedytheevil.IfyouwillobservemenwhohaveCreativeVision,youwilllearnthattheydonotquitwhenthegoingbecomeshard.Instead,theygenerallyputonmoresteamandgirdthemselvesforbattle,nomatterwhatthedifficultymaybe.Well,Mr.Chalmerswaslikethat.
Havingformulatedadefiniteplanforthesolutionofhisproblem,Mr.Chalmerstelegraphedeverysalesmaninthefieldtoreportatthegeneraloffice,inDayton,Ohio,foraconference.Aftertheyhadarrived,hecalledameetinginthecompanyauditorium.Themeetingwascalledtoorder.ThenMr.Chalmersaroseandaddressedthesalesmenasfollows:
“Gentlemen,Isupposeyouarewonderingwhywesentyouahurry-upcalltocomein.Well,I’llcomestraighttothepointandsatisfyyourcuriosity.Forseveralmonthsyouhavebeenbombardingmewithallsortsofpessimisticexcusesforyourfailuretosendinorders.Someofyougiveoneexcuseforthedeclineinorders,andsomeofyougiveanother;butthereisonethingonwhichyouallseemtoagree,andthatisthefactthatsomethingiswronginthefieldwhichmakesitdifficultforyoutoprocureorders.
“NowIamgoingtotellyouwhattherealtroubleis.Ourcompetitorshavecirculatedthereportthatweareabouttofail,andyougentlemenhavepickedupthebackwashofthatreportandbuiltitintoafearcomplex.Thereisplentyofbusinessinthefield,butyouhavesoldyourselfabilloffearinsteadofsellingNationalCashRegisters.Icantellyou,hereandnow,thatunlessyouthrowoffthatfearandgobacktoworkyouwillhavesomethingrealtofear,becauseallofyouwillbelookingfornewjobs.
“Thisismyanalysisofthecase,butIamnotgoingtoforceitonyouwithoutgivingyouanopportunitytospeakforyourselves.Yougoahead,now,andtellme,inyourownwords,whatyouthinkthetroubleis.”
Havingthusfranklystatedhiscase,Chalmersthenopenedthemeetingforafreediscussioninwhicheverysalesmanpresentwasinvitedtoparticipate.
freediscussioninwhicheverysalesmanpresentwasinvitedtoparticipate.Thefirstmanaroseandbegantounburdenhimself.“Ican’tspeakfortheothersalesmen,”hebegan,“butIcanspeakformyself.
AllIknowisthatsomethinghashappenedwhichhastakenawaymycourage.Moreover,IfindallthemerchantshostiletoourcompanythemomentIannouncemybusinessandconnection.Inadditiontothis,thecropshavebeenafailureinmyterritoryandIdon’tthinkthemerchantswouldbuycashregisters,noteveniftheylikedourcompany.”
Withthatlittlebitofexpressedpessimism,thesalesmansatdown.Thenanotheraroseandbegantorelievehimselfofhisburdens.
“Icanendorseeverythingthathasjustbeensaid,”hebegan,“andIcangomuchstronger.Why,doyouknowthatinmyterritory,whichiscattlecountry,thepriceofcattlehasdeclineduntilithasdisturbedthewholecommunity?Alsothisisapresidentialelectionyearandeveryoneiswaitingtoseewhoisgoingtowinbeforebuyinganything.And,inadditiontothis—”
Hegotnofurtherwithhisremarks.AtthispointHughChalmersjumpeduponthetopofatable,helduphishandsforsilence,andexclaimed:“Iwantsomeonetogetupandtellmewhatisrightabouthisterritory.Getyourmindsoffwhatyouthinkiswrong,forthemoment,andgorightaheadandgivemesomeencouragingnews.Iknowyoucanifyouwillbehonestandtellthetruth,eventhoughyouhavetomakeembarrassingadmissionstodoit.”
Thenextsalesmanarose,andthisiswhathesaid:“Mr.Chalmers,Iseethepointexactly!I,too,cameinherepreparedtospill
anearfulofexcuses,butthetruthisIhavenotbeenworkingintherightmentalattitude.Icannotspeakforanyonebutmyself,butIcanpromiseyouthis:Iamgoingbackintomyterritoryandguaranteetosendinordersinsteadofexcuses.”
Hesatdown,andthenextmansprangtohisfeet.Saidhe:“Yes,andIcangothelastspeakeronebetter.I’mgoingbacktomyterritory
inadifferentspirit,andI’llguaranteetosendindoubletheamountofbusinessIhaveeverproducedfromthatterritoryinthepast.”
Ashesatdown,anothermanjumpedupandexclaimed:“Me,too,andIwishtosaythatIthinkweshouldallapologizeforthetrouble
wehavecausedyoubyhavingtocallusinhereforthismuch-deservedspanking.I’mgoingbackwithafirmdeterminationtodoublemybusiness.IfIfail,youmayconsidermyresignation.”
Thenoneafteranotheraroseandmadesimilarspeeches.Twohourslaterthemeetingbrokeup,andthemenbeganstartingfortheirterritories.Thefollowingmonththecompany’sbusinessincreasedtodoubletheamountofanypreviousmonths.AndIhavehearditsaidthatthisdramaticprocedureofamanwith
CreativeVisionsavedtheNationalCashRegisterCompanyfromfinancialdisaster.
Thusthestorygoes,whereveryoufindamanwithCreativeVision.Thesefellowsknownosuchwordas“impossible.”Theyconvertstumblingblocksintostepping-stones.LikeLutherBurbank,theymaketwobladesofgrassgrowwhereonegrewbefore.
Menofvisiondamgreatriversandwarmtheheartsofahappycitizenrywhocanreadtheirfavoritebooksafterworkinghourswithilluminationasampleasthenoondaysun.Theypressabuttonatsundownandlo!thesunrisesagain.
Inlikemanner,pioneermindstouchaspringonamachineanditbeginstotalk.
Thesepioneersspreadanetworkofrailroadsacrossadesert,andthelandyieldsgoldengrainsufficienttofeedthenation.
Theytinkerwithafewwheelsandoddpiecesofmetal,andconvertthemintoahorselessbuggythatrunsunderitsownpower.
Theyplaceafewpiecesoftininasmallreceiver,connectelectricpowertoit,andlo!itcarriesthesoundofthehumanvoiceacrossthecontinent.Accordingly,friendsindistantcitiesconverseasneighborsdo.
Theybuildtelegraphandcablelinesacrossoceansandcontinents,andbusinessbetweenthefarcornersoftheearthistransactedinafewmomentsfortheserviceofcustomersthroughoutatroubledworld.
Theybuildtransportationfacilitiesandgreatretailstores,andtheworld’smarketsarebroughttothefrontdoorofeveryman.
MenofvisionsendanarmyofworkerstoPanama,guidetheirlabor,andcuttwocontinentsinhalf,thussavingthousandsofmilesandmillionsofdollarsforshipping.
Thesemenofvisionrigupafewpiecesofbamboo,coverthemwithcloth,attachasmallgasolineengineforpower,andthethingtakestotheairlikeabird.
Likewise,menwithideasbeginwitheighteendollars’worthofwatches,offerthemforsaletoafewfriends,andevolvefromthathumblebeginningAmerica’slargestmail-orderhouse.
Similarly,forward-lookingmenfearlesslysigntheirnamestoadocumentwhichtheyknowfullwellmaybecometheirdeathwarrant,andbytheircourage,theygivelibertyandfreedomtotheworld’sgreatestnation.
Thesegreatspiritsplacetheirpentoaproclamation,signtheirname,andgivefreedomtoanenslavedrace.
Menofvisioninsertapieceofglassintoasmalltube,turnittowardtheheavens,andrevealworldsthehumaneyehadneverseenbefore.
Theyembarkuponanunchartedocean,infrailsailingvesselslittlemore
Theyembarkuponanunchartedocean,infrailsailingvesselslittlemoreseaworthythanarowboat,andkeeponuntiltheydiscoveranewworld.
Theyharnessthewavesoftheoceanandconverttheirpowerintoelectricalenergythatturnsthewheelsofindustry.
Theywriteanessaycalled“Compensation”andrevealtothewholeworldtheimpossibilityoftryingtogetsomethingfornothing.
Forward-lookingmenfillbottleswithapleasing,brown-coloreddrink,nameitCoca-Cola,cheermillionsofhearts,andquenchthethirstoftheworld,tosaynothingofpilingupfortunesforthosewhodistributethedrink.
OthermenofvisionpreachasimplepreceptknownastheSermonontheMountandsetthewholeworldanexampleinhumanrelationshipworthyofemulation.
Theyforetellthefuturebylookingbackwardintothepast.Menwithideaswritebooksthatlifttheirfellowsoutofthedepthsofdespair
andgivethemanewstartinlife.Pioneermindscombinethemetalsoftheearthintoalloysthatresistrustand
servemaninathousandusefulways.Theyspanthewidestriverswithbridgesthathangfromsteelwires.Infact,thesemenofcreativevisionprovidethehumblestcitizeninAmerica
withluxurieswhichkingsandpotentatesofbygoneagesneverknew.Verily,thereisnothingimpossibleforthemanwithCreativeVision!Heis
theforerunnerofcivilization,theinspirerofindividualinitiative,theprotectorofhumanfreedom.
Sothestorygoes,onandon,adinfinitum!WherevermenwithCreativeVisionarefound,onealsofindsprogress,prosperity,andhighstandardsofliving.
YouwantedtoknowmoreabouttheprincipleofCreativeVision?Verywell,lookwhereveryoufindaprosperousbusiness,andyouwillcomeuponsomeindividualwhohasthisability.Itmaybeamanhiddeninthebackground.Hemaybeoneofwhomthepublichearslittleornothing,buthewillbetherejustthesame.Hehastobe,orelsetherewouldbenosuccessfulbusiness.
AndIcantellyousomethingelsethatallthepeopleoftheUnitedStatesoughttoknow.WhenwestopencouragingmentouseCreativeVision,wemayaswellcloseupAmericanindustryandgohome,providedwehaveanyhomestogoto.MenofCreativeVisionareresponsibleforeveryfactory,andforeveryjobineveryfactory.TheyarealsoresponsiblefortheAmericanwayoflifeasweknowittoday.
HILL:FromyouranalysisofCreativeVision,Iconcludethatyoubelievethis
faculty,generallyspeaking,isdevelopedastheresultofsomedefinitemotive
faculty,generallyspeaking,isdevelopedastheresultofsomedefinitemotivewhichstimulatestheimaginationtoobsessionalproportions.
CARNEGIE:That’stheideainanutshell!ButthereissomethingelseIwishtosay
concerningthisquestionofmotive,anditisthis:InsteadofrewardingmenofCreativeVisionwithepithetsandbrickbats,theyshouldberewardedwithappropriatehonorariumsappropriatedfromthepublicfunds;notasameansofpayingthemfortheirservices,butasanacknowledgmentofthebenefitstheybringtomankind.
TheUnitedStatesgovernmentshouldsetupannualawards,tobegivenashonorariumstothosewho,ineachfieldofindustry,makethegreatestcontributiontoindustryasawholeandtothegeneralwelfarethroughtheirCreativeVision.
Thesameplanshouldbefollowedwithreferencetotheprofessions,andtrades,andbusiness,andfinance!
Thehonorariumshouldbesubstantial,ontheorderoftheNobelsystemofannualawardsforoutstandingachievements.Surely“therichestandthefreest”countryoftheworldisbigenoughandfarsightedenoughtorecognize,appropriately,thosewho,bytheirCreativeVision,havemadeandmaintainedtheAmericanwayoflifeforthebenefitofallthepeople.
Ifoundtheawardsystemhighlyprofitableinthesteelindustry;soveryprofitable,infact,thatmyannualawardtosomeoftheleaderswhoworkedwithmeamountedtooveramilliondollars!
Now,thisismyideaofhowtogoaboutdevelopingCreativeVision;notbyusingitasashiningmarkatwhichmenwithradicaltendenciesareencouragedtoshoot,butsettingitupasagoalforwhichallmenareencouragedtostrive.
Individualswhoarereallysmartwill,ofcourse,recognizethesoundnessofthissuggestion,andadoptitfortheirownself-promotion.Thosewhoarereallysmarthavealwaysdonethis.Theemployerwhooverlooksthepossibilitiesofsuchasystemofrecognitionforoutstandingachievementsamonghisassociateworkersissomethingliketheostrichthatsticksitsheadinthesandwhendangerthreatens.
HILL:Yoursuggestionseemsquitesound,Mr.Carnegie.Thebestevidenceofits
soundnessisthefactthatyouhavemadeitprovideyouwithahugefortune.CARNEGIE:Yes,ifyoumeanbytheword“fortune”theknowledgeIhavegainedfrom
myrelationshipswithmen.ThemoneyIhaveaccumulatedisbutaminorfractionofmyrealriches.EvidenceofthismaybefoundinthefactthatIamgivingmymoneyawayasfastasIcandososafely.Thebetterportionofmy
givingmymoneyawayasfastasIcandososafely.ThebetterportionofmyrichesconsistsoftheknowledgewhichIamgivingtothepeoplethroughyourcooperation.WhenyourjobwillhavebeenfinishedthepeopleofAmerica,andperhapsthepeopleoftheentireworld,willrecognizethetruththatCreativeVisionistheadvanceguardofcivilization,thefoundationofallhumanprogress,themajorsourceofallriches.
Iwantthepeopletobecomewealthy,butmyownexperienceteachesmethatthegreatestofallformsofwealthispracticalwisdomthroughwhichmenlearn,onceandforalltime,thatthereisnosuchrealityassomethingfornothing!Thateverythinghasitsprice,andthewholeoftheuniverseissoarrangedthatthispricemustbepaid;thatmaterialriches,thesameasallotherformsofriches,aretheresultofpersonalinitiativeexpressedthroughtheprincipleofGoingtheExtraMile.
ThepeopleoftheUnitedStatesareinneedofanewphilosophy.Iftheydonotgetit,thefutureofthisnationisdoomedtofailure.NonationcanthriveandgrowwithouttheleadershipofmenwithCreativeVision.Thepeopleofthiscountryarediscouragingthedevelopmentofthisquality;theyareplacingpenaltiesonpersonalinitiative;theyareformingthemselvesintogroupsandblocswhichseeksomethingfornothing;theyareencouragingmentosubstitutecrookedpoliticsforprofoundstatesmanship;theyarepermittingunscrupulousmentoinfiltratethemselvesintopublicofficeandlootthepublictreasuriesbytheirfailuretoexercisetheirrightoffranchise;theyaresubstitutingpersonalgreedforpublicservice;theyaresubstitutingKarlMarxforThomasJeffersonandothergreatmenofCreativeVisionwhogavethemtheirprivilegeoffreeenterpriseandpersonalinitiative;theyaresupplantingthechurchwiththepoliticallycontrolledsaloon!
WISDOMadornsrichesandsoftenspoverty.
—Socrates
ByrecognizingthesesignsofthetimesIcanforetellwhatisgoingtohappento“therichestandthefreest”nationoftheworldifthepeopledonotundergoarenaissancethatwillleadthembacktoarecognitionoftheprinciplesofhumanrelationshipwhichhavebeenresponsiblefortheFoundationStonesofAmericanism.IcanreadthefuturebylookingbackwardtothedaysoftheRomanEmpire,whenthepeopledestroyedthemselvesthroughthesame
weaknessesinwhichthepeopleoftheUnitedStatesarenowindulging.IdonotneedtobeaprophettoforetellthefutureoftheUnitedStates.Ineedonlytoreadthehistoryofthepast,andtounderstandthathistoryhasawayofrepeatingitself.
HILL:Mr.Carnegie,doyoubelievethepeopleoftheUnitedStateswillhavethe
commonsensetorecognizeasoundphilosophyofindividualachievementwhenitispresentedtothem?
CARNEGIE:IfIdidn’tthinkso,Iwouldnotbespendingmytimecoachingyoutoprovide
themwithsuchaphilosophy!Yes,IdobelievethepeopleoftheUnitedStateshavethecapacityforanawakening.Ofcoursetherewillbenosweepingrevivalofsoundthinking,butyouwillfindafewmeninalmosteveryindustryandeverycallingwhowillbesmartenoughtorecognizeandembracethephilosophyasameansofself-promotion.Throughtheirexampleofsuccessfulapplicationofthephilosophyitwillcatchtheattentionofothersandspread,justasChristianitybegan,inthemindsofamerehandfulofmen,andgraduallyspreaduntilitisthegreatestinfluenceofcivilization.
Keepthisonetruthinmind:Soundprinciples,whichobviouslyareofbenefittoindividualsfortheirself-promotion,willberecognizedandappropriatedwheneverandwherevertheyarelaiddownbythesideofunsoundprinciples.Truthwillstandoutbythesideoffalsehood,liketheshiningsuninfrontofabluebackgroundofspace,whereverthetwoareplacedsidebyside!
IbelievethepeopleoftheUnitedStateswillrecognizeandappropriatethephilosophyofindividualachievementbecauseIknowittobesound.MarkthesewordsandrememberwhatIhavesaid:Whereveryoufindamanwhorecognizestheworthofthisphilosophyyouwillfind,also,amanwhohastheinherentcapacityforCreativeVision!Watchthatmanclosely,andyouwillseehimthrowoffthespiritofdefeatismandtakeonanewleaseofpersonalinitiative.Hisimaginationwillbecomemorealert.Hewillblossomoutinunmistakablecontrastwithhisassociateworkers.Hisfriendswillnoticethechangethathascomeoverhim,andtheywillspeakofit.Hewillgoaheadinhischosencalling,byleapsandbounds.Hissuccesswillinspireotherstoinquireintoitssource.Inthiswaywillthephilosophyofindividualachievementgainafootholdandspread.
[Author’snote:ExperiencewithmanythousandsofpeoplewhohaveacquiredaknowledgeofthisphilosophyhasprovidedunavoidableevidenceofthesoundnessofAndrewCarnegie’sprophecyastothemannerinwhichitwouldspreadonitsownmerits.Alreadythephilosophyhasgainedafoothold
throughouttheUnitedStates.IthasbeentranslatedintothePortugueselanguage,forwidespreaddistributioninBrazil.AspecialeditionofithasbeenpublishedinAustralia,fordistributionthroughouttheBritishEmpire,andithasbeentranslatedintothemajordialectsofIndia,forspecialdistributionthroughoutIndia.NegotiationsareunderwayforitstranslationintotheSpanishlanguage,fordistributioninalltheLatinAmericancountries.IthasalreadybeenadoptedinthepublicschoolsofthePhilippineIslandsandinmanyschoolsintheUnitedStates.ThusmayoneobservewithwhatakeensenseofunderstandingdidAndrewCarnegieprophesythatthephilosophymightwellbecomealeaveningforceinatroubledworld.]
HILL:Howlongdoyouthinkitwillrequire,Mr.Carnegie,tosopopularizethe
philosophyintheUnitedStatesthatitwillbecomethesubstitutefortheradicalphilosophieswhicharenowunderminingtheFoundationStonesofAmericanism?
CARNEGIE:Noonecouldanswerthatquestionwithanydegreeofcertainty,butIcantell
youthis:Thetimerequiredwillbemuchshorterthanthetimeyouwillhavetospendinorganizingthephilosophy.AsIhavealreadystated,youwillhavetospendnolessthantwentyyearsofresearchbeforethephilosophywillbereadyforwidespreaddistribution.Afteryourworkisfinishedtherewillbeaperiodofseemingindifferencetowardyourwork,justastherehasbeenasimilarperiodofindifferencetowardtheachievementsofallmenwhohavebeeninadvanceoftheirtime.Ifthecountryshouldbeovertakenbysomegreatcatastrophe,suchasanationwidedepression,orawarthatwillupsettheeconomicconditionofthepeople,yourbigopportunitywillcomeontheheelsofthatcatastrophe,forthepeoplewillhavelearnedthateveryonemusthavesoundrulesbywhichtorelatehimselftoothers.
[Author’snote:Againwehaveevidence,inabundance,ofMr.Carnegie’sabilitytoforetellthefuturebylookingintothepast.Thisphilosophywasbegunin1908andcompletedandpublished,forthefirsttime,in1928;exactlytwentyyearsinthemaking.Thencamethenationwidedepressionwhichlastedmanyyears.AlreadythedemandforthisphilosophyhasbecomesodefinitethatithasbeenpublishedinmybookThinkandGrowRich,andnowinseventeenMentalDynamitelessonsinaformwhichmakesitofimmediateusetoallwhohavepersonalproblemsgrowingoutofthedisturbingconditionoftheworld.]
M
AnalysisofChapterOne
ByNapoleonHill
R.CARNEGIEhascoveredthesubjectofCreativeVisionsocompletelythatfurtheranalysisofthesubjectseemsunnecessary.However,Ishallbriefly
summarizethehighlightsofhisanalysis.
1. HeclearlyemphasizedthedifferencebetweenimaginationandCreativeVision,byshowingthatonedealslargelywithlocalizedcircumstanceswhiletheothercontemplateseveryfactorwhichconcernsanindividualinhisrelationshipwithothers.
2. HegraphicallypresentedexamplesdescribingbothimaginationandCreativeVisioninconnectionwiththeirpracticalapplicationintheaffairsofeverydaylife,thusrevealingthetechniquethroughwhichsuccessfulmenhaveappliedtheseprinciples.
3. HeemphasizedtheimportanceofthebasicmotivesasthesourceofallpersonalinitiativeandalsothesourceofstimulationofimaginationandCreativeVision.
4. HespecificallynamedthetenmajorcharacteristicsofmenwhounderstandandapplytheprincipleofCreativeVision.
5. HeappropriatelycalledattentiontothefactthatCreativeVisionhasbeenresponsibleforallhumanprogress,inallagesandallcountries.
6. Hecalledattention,againandagain,tothefutilityofthecommonpracticeoftryingtogetsomethingfornothing.
7. HemadeananalysisofthefutureofAmerica,basedonthecommontendencytodemandsomethingfornothing,whichshouldbeimpresseduponthemindofeverycitizenofthiscountry,andmustbeheededbyallwhoexpecttoacquirerichesinthefuture.
8. Hecalledattentiontotheimportanceofacquiringtheabilitytorecognizeandtoembraceopportunitiesfavorableforself-promotion,and
significantlymentionedthatonlythosewhobecomethusalertmayhopetoattainnoteworthysuccessinanycalling.
9. Hegaveafinedescriptionoftheprocedureonemustfollowinconnectionwiththetransitionfrompovertytoriches.
10. HeemphasizedthenecessitiesofGoingtheExtraMile,andappropriatelymentionedthefactthathehadneverknownofanyoneattaininganystationabovemediocritywithoutfollowingthishabit.
11. Hedescribed“humanrelationships”asthemostimportantthingtobeconsideredbythosewhoaspiretonoteworthysuccessinanycalling.
12. Last,butnotleastinimportance,herecommendedthatthepeopleoftheUnitedStatesstopthrowingbrickbatsatmenwithCreativeVisionandstartemulatingtheminstead.
Icome,now,tomyownanalysisofCreativeVision.Itisbasedontherequirementsofthischangingworldinwhichwelive.Mr.Carnegie’sanalysisofthissubjectwasmadeoverthirtyyearsago.SincethenthewholeofcivilizationhasundergoneandcontinuestoundergoshockingchangeswhichhavemadeCreativeVisionnotonlydesirable,butabsolutelynecessary.
AsIinterpretthenatureofthechangeswhicharetakingplaceintheUnitedStatestoday,thereisonedangerthreateningeveryAmericancitizenwhichoutshadowsallothers.
Itisthegrowingtendencytostandstill,withoutprotest,whileoneafteranotheroftherightsoffreeenterpriseare,byonepretenseoranother,beingremoved!
AsMr.Carnegiehassoappropriatelymentioned,thegreatestofalltheprivilegesenjoyedbytheAmericanpeopleisthatoftherighttoexercisepersonalinitiativewithoutmolestation.Hecalledattention,timeaftertime,tothefactthatpersonalinitiativeisthebasisofallachievements.Outoftherichnessofhisownpersonalcareerhedrewpictureafterpictureofcircumstancesthroughwhichmenhadsucceededbyactingontheirowninitiative.
CreativeVisionwillbeoflittleusetothemanwhoisforced,eitherbylaworbyarbitraryregulatoryrules,tolimittheamountofserviceherenders.
Ithasbeenknown,sincethedawnofcivilization,thattheserviceamanrendersiscauseandthepayhereceivesiseffect,andthatthelatterismeasuredwithpreciserelationshiptothequalityandthequantityoftheformer!
Justasalittlefireproducesasmallamountofheat,andalargeamountoffireproducesagreateramountofheat,sodoesapoorqualityandquantityofserviceproducepoorpay,andfinequalityandquantityofserviceproduceasatisfactory
producepoorpay,andfinequalityandquantityofserviceproduceasatisfactoryamountofpay.
Fromthisconclusionthereisnoescape!Alongwhileagoagreatphilosophersaid:“Thegreatestevilofallpeopleis
thatofrefusingtofacefacts!”Thetimehascomewhenweallneedtofacefactsandtorecognizethemfor
whattheyare.TheUnitedStatesstillisthelandof“opulenceandopportunity”!Westill
havetheFoundationStonesofAmericanismintact,thoughtheyarebeingattackedandunderminedfrommanyangles.
Westillhavetherightinthiscountrytochooseourownoccupation,althoughsomeofushavebeendeprivedoftheprivilegeofmakingthemostofthisright.
Westillhavetherighttovoteandtoelecttopublicofficethemenofourchoice,althoughwehavesoabusedthisprivilegebyourfailuretovotethatit,too,haslostmanyofitsbenefits.
Wemaystillbelongtoanychurchweplease,andworshipaccordingtothedictatesofourownbelief,butthroughourindifferencetothebenefitsofthechurchwehaveforceditintoasteadydeclineinitsinfluenceforgood.
WestillhavemenwithCreativeVisionastheleadersofAmericanindustry(thebackboneofourentireeconomicsystem),butweareshowingouringratitudebyrewardingthemwithepithetsandabuses.
WestillhavealltheoperatingcapitalthatisneededtocarryonthevastindustriesofAmerica,butwehaveshownsuchhostilitytothosewhohaveriskedtheircapitalthattheyhavebecomeshyandsuspicioustothepointofrefusingtoinvesttheirmoney.
SurelythissortofindifferencedoesnotencouragethedevelopmentoftheCreativeVisionthatthiscountrymusthaveinordertoremaintheworld’s“richestandfreest”nation.
THIScountrynowneedsleadersofCreativeVisionasithasneverneededthembefore.
Theseareonlyafewoftheevilswhichassailus!Letusfacethefactsandturnanabout-facebeforewelosetheprivilegesofwhichwehavesolongboasted.AsMr.Carnegiehassoappropriatelymentioned,allindividualinitiativeisbasedonmotive.Letmesee,therefore,whatmotivewecanfindthatwilljustifythereadersofthischapterindevelopingandusingCreativeVision.
SuggestedFieldsofOpportunityfortheApplicationofCreativeVision
Ideasarethebeginningofallachievements.Theyaretheseedlingsofallprogress.AsastarterletmementionafewideaswhichIconsiderworthyofanalysisandthought.
a.Thereisagreatneedforaseriesofnewspapercomicstripsthatwilleducateaswellasentertain.Uptothepresenttimethisneedhasbeensupplied,forthemostpart,bysubjectmatterwhichislackingineducationalvalue.The“comics”arethegreatnationalpastimeforchildren.Thereforetheyprovideanunparalleledopportunityformenandwomenwithabilitytocombineentertainmentwitheducation,plustheabilitytodofreehanddrawing.ThosewhocannotdrawpicturesbuthavesoundideasmighttakeadvantageofthisopportunitybyformingaMasterMindalliancewiththosewhocan.
b.Inthefieldofradiothereisasimilaropportunityfortheintroductionofradioprogramswhicheducateaswellasentertain.Here,asinconnectionwiththe“comic”strips,muchoftheprogrammaterialisinneedofelevation.Surelythereisenough“CreativeVision”intheUnitedStatestosaveradio(perhapsthegreatestofrecentdiscoveries)fromdisintegrationthroughtheinferiorityofitsprograms.
c.Thereisacryingneedforstorybooksforchildrenwhichwilleducateaswellasentertain.TheCreativeVisionwhichrescuesthe“comics”andtheradiomightwellbeturnedtotheproductionofbooksforchildrenthroughwhichtheymayacquireusefulknowledgeaswellasfindentertainment.Arecentexaminationoftheavailablestorybooksforchildrendisclosedtheastoundingfactthatthisfieldisparticularlylackinginbooksofthenatureheredescribed,andoneprominentpublisherofchildren’sbooksenthusiasticallyexpressedhishopethatsomeonewouldprovidehimwiththematerialforsuchbooks.Here,then,isanopenopportunityforsomeclevermanorwomanwhounderstandshowtocatertochildrenthroughpicturesandstories.
d.SomepersonwhohasyetfoundnooutletforhisCreativeVisionmaymakehimselfwealthybyinventingamethodofaddingtotheservices(andtothesourcesofrevenue)ofgasolinefillingstationswhicharetobefoundonthemostprominentcornersthroughoutAmerica.Thesefillingstationshaveextraparkingspaceforautomobiles;thereforetheyareexcellentlylocatedfor
thedistributionofalmostanysortofmerchandisethatpeopleuse.Themanwhofindsawaytomakeuseofthisavailableopportunitywillnotonlyconferalastingfavoronthosefillingstationoperatorswhoarebarelymakingaliving(andsomeofthemarenotdoingthatwell),buthewillfindhimselfinpossessionofaveritablegoldmine.
e.ThereisacryingdemandforCreativeVisioninconnectionwiththeperfectingofsafetydevicestolowerthehazardsofautomobiletraffic.Thehighdeathratefromautomobileaccidents(over36,000annually)hascreatedaneedforasystemofhighwayssodesignedastolessenthechancesofaccidents.Perhapsthisisanopportunitymoresuitedtoengineersthantolaymen,butthepersonwhocreatesanytypeofsafetydevice,eitherforautomobilesorinconnectionwiththeconstructionofhighways,whichwilllowerthepercentageofautomobileaccidentswillfindareadyoutletforhistalents.Asignalsystemsuchasisusedbytherailroadsmayofferoneapproachtothepartialsolutionofthisproblem.Butthechancesarethataroadwhichissoconstructedastokeepautomobilesatasafedistancefromoneanotherwhenpassing,andatroadintersections,maycomenearerservingthepurpose.
Thereisalsoagreatopportunityforthemanwhoperfectsabettertypeofmaterialforroadbuilding;somethingthatwillnotcontractandexpandwiththechangeofweatherconditions,withasurfacethatwillpreventskiddinginwetweather.Perhapsthisisafieldforthemanwithaknowledgeofchemistry.Itmaybethatanewtypeofbrick,muchlargerandheavierthantheordinarybuildingbrick,andsoconstructedthatthebricksareinterlockingwhenlaid,willservethepurpose.Somesuchbrickmightbemanufacturedfromthewastefromwoodworkingplantsandsawmills,perhapsbymixingthewastewoodwithacompositionthatwillresistwater.Whensuchabrickisperfected,itmayalsobecomepopularforhouseconstructionaswell.
f.Themillionsofcubicfeetofunusedseatingspaceintheautomobilesthattravelthepublichighwaysdailymightbeputtosomepracticalusethatwouldgoalongwaytowardpayingforthecostofoperationoftheautomobiles.SomeonewhohasCreativeVisionmayorganizethiswastedspaceintoanewtypeofsmallpackageorexpressservicethatwillbecomepopularaswellasprofitabletoallconcerned.
g.TheeducationalsystemofAmericacouldstandmodificationinthedirectionofsomesortofimprovementthatwouldinjectmoredynamichumaninterestandmoresubstantialentertainmentintoeducation,therebydiscouragingthepopulargameknownas“hooky.”Hereisagreatfieldformenandwomenwithanunderstandingofpedagogy,plusaknowledgeofthe
characteristicsofthehumanmindwhichcanbereachedonlybyentertainment.ThepersonwhowishestouseCreativeVisioninthisfieldmayalsofindawayofprojectinghisideasintothefieldofradio,throughsomesortofschooloftheair,thatwillcombineeducationandentertainment.Theideamaybeextended,also,tothetalkingpicturefieldwhereeducationhasalreadyfoundanoutletbutlackstherightsortofasystemtomakeituniversallyeffective.
h.Inthefieldoftoysthereis,andtherealwayswillbe,ademandfornewandnovelideasthatwillappealtochildren.Here,too,educationmightbecombinedwithentertainment.
i.ThereisalsoagrowingneedforconstructivemodificationoftheorthodoxmethodsofchurchmanagementwhichchallengesmenandwomenwithCreativeVision.Thechurchesneedsupplementaryservicesintwodirections.First,asystemthroughwhichreligioncanbemademoreinteresting,thusinsuringagainstemptypews;andsecond,someformofservicethroughwhichthechurchesmayhelptosolvethedailyproblemsoflifemoreeffectivelyaswellasattendtothespiritualrequirementsoftheirparishioners.
Theclergymanwhocontributestothesolutionoftheseproblemswillmakereligionmoreusableandunderstandable,tosaynothingofhavingtheprivilegeofpreachingtolargeraudiences.Theneedissogreatandtheopportunitysoobviousthatitshouldchallengetheablestintheclergy.Onlyagreatreligiousrenaissancecansavetheworldfromitsownfollies.But,letitberememberedbyallwhomaywishtotrytheirhandinthisfield,thatanyimprovementsthatproveeffectivewillhavetobealongthelineofpracticalserviceaimedathelpingpeopletolive;notaservicethatoveremphasizesthefearofdeath.
Wordsalonewillnotsuffice.Whatisneededisdeeds!Thisoldworldiseconomicallyill,andtheillnessaffectseverylivingperson.Here,then,isanopportunityforthechurchestointensifytheirinfluencebyrenderingmoreeffectivehumanservice.
TheprogramshouldhaveavailabletoallwhouseittheservicesofaMasterMindgroupmadeupofskillfulandexperiencedbusinessmen,bankers,lawyers,doctors,andothersofcommunityinfluencewhoarecapableofassistingpeopleinthesolutionoftheirdailyproblems.Suchagroupmaybeorganizedbyanychurch,merelyfortheasking,providedthesystemisdesignedtorendergenuinelyusefulservice,andnotmerelytotalk.Asregrettableasitmayseem,preachingneeds
notmerelytotalk.Asregrettableasitmayseem,preachingneedsreinforcement.Everyintelligentclergymanknowsthis,butnoteveryclergymanknowswhattodoaboutit.
j.Smallbusinessmenandretailmerchantsareinneedofcounselinordertomeetthecompetitionofthenewandimprovedmethodsofmerchandising.Hereisafieldformenandwomencapableofrehabilitatingthepresentworn-outmethods.Someareengagedinthisprofessionalready,butthenumberissmallincomparisonwiththeneed.Onesuchspecialistworksincooperationwiththeelectricpowercompanies,confininghimselfentirelytotherearrangementoflightingsystemssoastodisplaymerchandisetobetteradvantage.Withinoneweekhemadesuchimprovementsinoneretailstorethatthestore’sbusinesswasincreasedmorethan25percentoveritsbestpreviousmonth.Thisserviceshouldincluderearrangementofstock,newlydesigneddisplaycounters,newwindowdisplayequipment,andnewandbetteradvertisingmethods.Thepossibilitiesinthisfieldareunlimited.
k.Everyprintingplantthathasmodernequipmenthasanopportunityforsomeonewhoisskilledinthepreparationofnewideasandpracticalplansforprintingandadvertising.SomeonewhohasCreativeVisionmayenterthisfieldandmakehimselfsousefulthatverysoonhewillownandoperateaprinter’sservicesyndicatethroughwhichhewillsupplyprintingideasforachainofprintingestablishments.Onemanwroteabriefessayentitled“WhattoDowithBoysandGirls,”designedforusebybusinesscolleges,tobegivenawaybythemtothegraduatingclassesofthehighschools,andturneditovertoaprinterinChicago.Thelasttimehereceivedareportofthesales,theyhadgonewellbeyondtenmillioncopies,oneverythousandofwhichtheprintermade$3.Figureouthisprofitsforyourself!Anyoneskilledinwriting,orincreatingideasrequiringprintingfortheirpracticaluse,willfindthisaprofitablemillthatwillkeepongrindingoutprofits.
l.Thesoftdrinkfieldisabottledbonanza!ThepersonwhoputshisCreativeVisiontoworkandproducesadrinkthatwillbeaspopularasCoca-Colawillbewellontheroadtowealth.TheCoca-Colabusinesshasmademorepeoplewealthythananyothersoftdrinkinexistence,butthatdoesnotmeanthatitcannotbeequaled,ormaybeexcelled!Themoresoftdrinksthepublicconsumes,thelessintoxicatingbeveragesitwilldesire,sohereisafieldthatshouldchallengethepersonwhobelievesthatstrongdrinkisinjuringtheyouthsoftheland.
m.Thepersonwhoperfectsathrowawaybottlethatisstrongenoughtostandthepressureofcarbonateddrinkswillbeonthehighwaytoriches.Thebottleshouldbemadeofsomesuchmaterialascellophane,sothecontents
willbevisible.ThismaybeanideathatrequirestheMasterMindalliancewithachemistforitsperfection,butithaspossibilitiesthatareunlimitedfortheaccumulationofriches.Thebottlemustbemadecheaplyenoughtopermititsbeingthrownawayafterthecontentsareconsumed.
n.Somecleverwoman,withCreativeVision,willmakeherselffamousandricherthansheneedstobebyinventingsomesystemofsewingforchildrenthatwillteachtheartofsewingaswellasserveasentertainment.Thepatternsmaybemarketedthroughthefive-andtencentstores,togetherwithacourseofinstructiononsewing.Thesystemshouldbearrangedsoastointerestgirlsinmakingclothesfortheirownuse.Thedesireforprettyclothes,inherentinallgirls,willservetohelpputtheideaacross.o.Thebusinessofinterestingprospectivebuyersoflifeinsurance,
automobiles,realestate,andothercommodities,bytelephone,willprovideprofitableemploymentforwomenwithpleasingtelephonevoicesplusCreativeVision.Contractscanbemadewithagreatvarietyofmerchantsforthepurchaseofnamesofprospectivebuyers,andtheworkcanbecarriedonfromone’shome.
Andsothestorygoes,onandonwithoutend!
SomeWhoHaveFoundThemselvesThroughCreativeVision
Therecordofthosewhohavefoundthemselvesthroughtheinspirationalinfluenceofthisphilosophyisbothextensiveandphenomenal.Theyaretobefoundinalmosteverywalkoflife.Ifalltheirnameswereknownandpublished,therewouldbenospaceleftinthischapterforanythingelse.ButIshallmentionafewwhosecasesaretypicalofothers’.TheseedofCreativeVisionliessleepinginbrainswhereitisleastexpected,needingonlyanappropriatemotiveforitsawakening.Itexistsinmillionsofbrainswhoseownersliveandstruggleinpenuryandwant,andwillgobackfinallytothedustfromwhencetheycamewithouthavingdiscoveredtherichestheypossessed.
Shortlyafteraone-volumeinterpretationofaportionofthisphilosophywaspublishedin1937,underthetitleThinkandGrowRich,acopyofitfellintothehandsofasalesmanfortheFirestoneTire&RubberCompany.Whilehewasreadingthebooksomethinginit,ormaybeitwassomethingbackofthelines,
touchedoffthesparkofCreativeVisionwithinhismindandstartedhimonanewpathwaytoachievement.
Mindyou,thebookdidnotteachhimanythinghedidnotalreadyknow!Itmerelyawakenedsomethinghealreadypossessed,butdidnotknowhehad.Butthatwasenough.Withoutaskingforanappointment,hetelegraphedtheauthorofthebookthathewascomingforaninterview.WemetinNewYorkCityandtalkedfortwohours.WhenthesalesmantookthetrainbacktoIndiana,wherehelived,hetookwithhimadifferentattitudefromtheonehebroughtwithhimtoNewYork.
Whenhegotbackhome,thetownlookeddifferentfromthewayitlookedwhenheleftit.Hisfriendslookeddifferent.Hiswifelookeddifferent.Andtheyweredifferent,becausehehimselfhadchanged.Hehadcomeintopossessionofagiantamountofpowerthatwasdestinedsoontochangehiseconomicstatus.
Thefirstthinghedidwastofollowtheinstructionslaiddowninthisphilosophy,throughwhichhechoseanewDefiniteMajorPurpose.Thenhefollowedthroughbycreatingaplanfortheattainmentofthatpurpose.Hefollowedtheinstructionsofthephilosophytotheletter.Hispurposewasthatofself-promotionintoabiggerandbetter-payingjob.Anheirwasontheway,andheneededmoremoney.Thushehadadefinitemotiveforhischoiceofanewmajorpurpose.
Afterhisplanwascompleted,hetookthetrainforAkron,Ohio,topresentittohisemployer.Hecarriedwithhimnofeelingoffearordoubt.Heknewbeforehestartedthathisplanwassoundandthatitwouldwork.ThatisacharacteristicofthosewhoawakentheCreativeVisionthatliesdormantwithinthem.WhenhereturnedfromAkron,hiswifemethimatthetrain.Shesawhisfaceatthewindowbeforethetraincametoafullstop,andsheknewthathebroughtgoodnews.
Inhisinsidepocketwasanewcontractwithhisemployer.Itcalledforapositionasmanagerofabranchoffice.Yousee,whenamantakespossessionoftheCreativeVisionwithinhimselfhebecomesacenterofattraction,amagnetizedhumanbeingwhoattractstohimselfwhathewants!
And,ifyoushouldaskthisman,hewouldtellyouthatitwasaseasytosellhimselfintoamanagershipasitwastosellautomobiletirestodealers.Itwasallamatterofwhathehimselfdesired.
Asthischapterwasbeingwritten,IreceivedaletterfromaninsurancesalesmanexplaininghowhehaddiscoveredandusedCreativeVisionhimself.
THEmostsubstantialprogressisbasedonthelong-rangeview.
Theletterwasbrief.Onthesurfaceofittherewasnoindicationthatanymiraclehadhappened;buttomethelettertoldastorysimilartothosewhicharecomingfromallpartsoftheUnitedStatesandfromforeigncountries.
Iknewthata“miracle”hadhappened!Thatis,thatwhichhadtakenplaceinsidethesecretchambersofthesalesman’smindconstitutedthenearestthingtoamiracleofwhichIhaveanyknowledge,forsomethinghadhappenedtherewhichrevealedtohimtheonlysortofgeniusthatanymanpossesses,thatisthepowerofCreativeVision!
Brieflyreviewingtheoutwardappearanceofhiscase,Iseethatthisiswhathappened.Hecameintopossessionofacopyofthebookalreadyalludedto.Somewhere,ashereadthebook,heuncoveredthe“Aladdin’slamp”thatcalledtohimthegenieswhichhadbeensleepinginhisbrain.Respondingtoitsmagicinfluence,helaidthebookdown,lookedoffintospace,andbegantoaskhimselfquestions.
“Why,”hebegan,“haveIbeenspendingmytimesellingsmalllifeinsurancepolicieswhenIcouldjustaswellhavesoshapedmyplansthatIcouldselllargepolicies?
“Why,”hecontinued,“haveIoverlookedthissomethingthatInowfeelurgingmeontobiggerandbetterthings?
“WhyhaveInotliftedmysightsandaimedatthestarsinsteadofshootingatthedustbeneathmyfeet?”
Thentheanswercame!Itcameindefiniteterms,andheknewthathewasnotthesamemanwhohadbegunreadingthatbook.No,hewasanewman.Hehadadifferentattitudetowardtheworld.Hehadadifferentattitudetowardhimselfandtheworkhehadchosenasacareer.
Hedidn’tstopbymerelymeditating!HerecognizedthatapassiveFaithisnoFaithatall,sohebeganthenandtheretotakepossessionofthatstrangepowerwhichhadsorecentlyrevealeditselftohim,andtoexpressitintermsofactionassociatedwithhisoccupation.
Pickingupthecitydirectory,hebegantorunhisfingerdownthecolumnofnames.Finallyhecametoonethatbroughthimtoastop.Therewasthenameforwhichhewaslooking;itwasthenameofamanwhowasfinanciallyabletobuyalargelifeinsurancepolicy.
“Now,”hemusedtohimself,“whyhaven’tIbeentoseethismanbefore?WhyhaveIbeenspendingmytimecallingonmenwhocouldbuyonlysmall
WhyhaveIbeenspendingmytimecallingonmenwhocouldbuyonlysmalllifeinsurancepolicieswhenIcouldhavespentthesametimecallingonthosewhocanbuylargepolicies?”
Closingthedirectory,hearosefromhisseat,putonhishatandcoat,and,withouttakingthetimeforfurtherpreparation,hewentstraighttotheofficeofhisnewlychosen“prospect.”
Hewasadmittedwithcourtesy.Hestatedhisbusinessanddiscussedthedetailswhichlifeinsurancesalesmenusuallyhavetotalkaboutbeforetheymakeasale.Inalittlewhilehearosefromhisseat,shookhandswithhisnew“prospect,”andthankedhimforhiscourtesy.
AshewalkedbacktohisofficehecarriedwithhimanapplicationforthelargestlifeinsurancepolicyeversoldinDesMoines,orinthatpartofthecountry.Theapplicationcalledforatwo-million-dollarpolicy.
Thatismoreinsurancethanmostlifeinsurancemensellintencontinuousyearsofhardeffort!
Yet,hehadnotworkedhard!Infactithadnotseemedthathehadworkedatall,thesalewasmadesoeasily.AndthatisanotherofthequeertraitsofCreativeVision.Thosewhouseitgettheirworkdonewithaminimumamountofhardwork.
Whenhegotbacktohisofficehesatdownandhadalongvisitwithhimself.Hewentback,inhismemory,tothedayhebegansellinglifeinsuranceandcameup,stepbystep,overeveryinchofthejourney.Onebyonehecalledbacktohismindthepeopletowhomhehadtalkedwhohadrefusedtobuyfromhim,andwonderedwherehehadfallenshort.
Afterhehadreviewedinhismindallofhisformerinterviews,hemadeanotherdiscoverysoimportantinnaturethatitshouldbecomeknowntoeverymanwhoisengagedinthebusinessofsellinglifeinsurance.
Hediscoveredthatlifeinsuranceissoldtothelifeinsurancesalesmanhimself;soldbeforeheevercallsuponhisprospectivebuyer;soldbyhisownmentalattitude,hisownfaith,hisownconvictionthateverymanshouldprovidehimselfwiththissortofeconomicsecurity;soldthroughthepowerofhisownCreativeVision!
Andthebeautifulpartofthisdiscoveryisthefactthatitplacedthismaninpossessionofanassetthatwillremainwithhimuntilhenolongerneedsit.Nobusinessdepressioncanevertakeitfromhim.Themapoftheworldmaybechanged,andthepeopleoftheUnitedStatesmayperishthroughtheirownfailuretolookwithintheirownmindsforapowerthatcansavethem;butthismanwillneveragainbecomeaslavetoanythingoranyone,becausehehasdiscoveredthemanwithinhim—thatotherself—whichcannotbeenslaved.
ThisotherselfisknownasCreativeVision!
ThisotherselfisknownasCreativeVision!Thenewspaperreportersheardofthis“miracle,”andtheybesiegedthe
salesman’sofficeforastory.Whentheywrotethestory,theyneglectedtomentionthetitleofthebookthathadbroughthimtothemostimportantturningpointofhislife,referringtoitmerelyasa“miraclebook.”
Whenthestoryappeared,telephonecallsbegantocomeintothesalesman’soffice.ThewivesofothermeninDesMoineshadreadthestory,andtheywantedtoknowwheretheycouldgetthebookfortheirhusbands.Thebookstoreswereoverrunwithorders.Telegraphordersbegantopourintotheofficeofthepublisherofthebook,andthatishowwelearnedwhathadhappened.
ThesamethingishappeningthroughouttheUnitedStates.This“miracle”book,ThinkandGrowRich,ishelpingtounlocktheself-madeprisonsinwhichmenhavebeenconfinedbecauseoftheirlackofrecognitionoftheseedofCreativeVisionwithinthemselves
Abouttwoyearsafterthepublicationofthebookthatstartedthesetwomenonanewhighwaytoachievement,IpresentedanautographedcopytooneofmyfriendsinAtlanta,Georgia.
Sixmonthswentbyandnothingwasheardofthegift.ThenonedayIreceivedaletterwithwhichwasenclosedanewspaperclippingtellingthestoryofanother“miracle”thebookhadinspired.
Andherearethedetails:Somewhereinthepagesofthebookmyfriendmadeadiscoverythathe,too,wasblessedbythepowerofAladdin’slampintheformofCreativeVision.
Liketheothertwopersonsmentionedabove,henotonlyrecognizedthepowerofthisbook,butheproceededatoncetomakeuseofit.Whenthediscoverywasfirstmade,hewasworkinginacafeteria,atasalaryof$45aweek.
Oneeveningafterhisworkhadbeenfinished,heputonhishatandcoatandstrolleddownthestreetandbegantoputhisCreativeVisiontoworkinearnest.Hecountedthepeoplewhowerepassingthatcornerandmadeuphismindthatitwasasuitablelocationforacafeteria.Moreimportantthanthis,hedecided—mindyou,thedecisionwashisown;itwasreachedthroughhisowninitiative—thathewouldswaprolesforhimselfandbecometheownerinsteadoftheemployeeofacafeteriatobelocatedthere.
Buthedidnotstopmerelybythinking;thenextdayhebegantoputhisthoughtsintoaction.Bytheendoftheweekhehadrentedasuitablespaceforhisnewbusiness.Withinthreemonthshehadfinisheddecoratingandfurnishingtheplacewiththelatestrestaurantequipment,andmovedinandbeganbusiness.
Hedidallthiswithoutonepennyofmoneyofhisown.Hedidhisfinancing
Hedidallthiswithoutonepennyofmoneyofhisown.HedidhisfinancingbysellingenoughofthatCreativeVisionthathadbeenasleepwithinhimtoamanwithmoneywhosuppliedthenecessaryoperatingcapitalinreturnforahalfinterestinthebusiness.Hepaidforhisownhalfinterestwiththeexperiencehehadgainedinhisformerposition,plus—andthisisimportant—theuseofhisnewlydiscoveredCreativeVisionthatwassonecessaryinoperatingthebusiness.
Withinayearthenewcafeteriawasoutoftheredandintotheblacktothetuneof$1,000amonth.ThusCreativeVisionhadbeguntopaydividendsinthefirstyearofitsuse.Whatitpaysinthefutureisyettobedetermined.Alreadythealertmanagerhashadmanyoffersfrommenwhowishhimtoopenupbranchesofhisbusinessinotherplaces.Opportunityhasfoundhimout,anditisdogginghisfootsteps,beggingtoservehim.AndthatisanothercharacteristicofthemanwhouseshisCreativeVision:Hefindshimselfahumanmagnetandattractsfavorableopportunitiesasanelectricmagnetattractssteelfilings.
Todaytherestillareworldstoconquer.NotalldoorsareclosedtoCreativeVision.Theworldeagerlyawaitsthemanwhooriginates,creates,andexecutestheproductsofvision.
Inthefieldofindustrialchemistrythescopeisunlimitedforcreativevision.AgriculturepleadsformenofCreativeVision,whowillhelpthefarmertochecktheravagesofsyntheticscientificproductswhicharemakingsuchinroadsuponfarmproducts.
Intextiles,aviation,education,foodmanufacturing,plasticsandplywoods,cementandbuildingmaterials,automobiles,coaltarproducts,rayons,radio,telephones,andinmanyotherfields,thedooriswideopenforCreativeVision.
Somedaysomemanorwomanwithcreativevisionwillproduceanairplanewhichcanlandwithoutdanger,oranautomobilewhichuseslittleornogasoline,orahomewhichwillnotburn,oracureforthecommoncold.
Suchanindividualwillbequicklyrewarded,andmayturntheworldupsidedown.
ThepromiseofAmericaincludesamplerewardsforthosewhoexemplifythespiritofhardwork,ofinitiative,andofCreativeVision.
Andyouwhoarereadingthischapter!WhataboutyouandyourCreativeVision?Whatareyoudoingtoarouseitandputittoworkforyou?
Whenandwhereandhowareyougoingtosearchwithinyourownmindforthatpowertoconvertideasandaimsandplansintotherichesoflife?Itisthegoalofthischaptertohelpyouanswerthesequestions!ItisthepurposeoftheauthortoaidyouinconvertingyourshareofthegreatAmericanwayoflifeintowhateverformofrichesyoudesire,butthefirstmovemustbeyours!Ifyoumakethatmove,anditindicatesthatyouareinearnest,Iwilloffersuggestions
makethatmove,anditindicatesthatyouareinearnest,Iwilloffersuggestionsthatmayhelpyouwiththesecondstep.
Latein1909Isatinmyautomobile,atFortMyer,Virginia,andwatchedtheWrightBrothersastheytried,invain,togettheirairplaneofftheground.
Anoldmansatontherunningboardoftheautomobile,watchingtheattempttogetthemachineintotheair.Turningtomewithalookofdoubtonhisface,thisoldmansaid,“Aw,shucks,theyhain’tagoingtomakethattharthingfly.IfGodhadwantedmantofly,Hewouldhavegivenhimwingstodoitwith.”Nowweknowthattheoldgentlemanwasmistaken.GodhadnotgivenWilburandOrvilleWrightwingsasapartoftheirphysicalequipment,butHedidgivethemCreativeVisionwithwhichtheycreatedwingsanddidfly,justasHehasgivenvisiontomillionsofotherswhoareborn,liveanaturallifetime,andpassonwithouthavingcometoanactiverealizationoftheirpreciousgift.
Intheearlypartofthetwentiethcenturyayoungmechanicandhiswifewerebusilyengagedwitha“contraption”withwhichtheywereconcerned.Itconsistedofacrudepieceofpipeintowhichhadbeenfittedapistonthatmovedinandoutonacrankshaft.Workingoverthekitchensink,thewifepouredgasolineintothatpieceofpipedropbydrop,whileherhusbandworkedthepistonupanddownwithonehandandpressedabuttonthatsentanelectricsparkintothecompressedairofthepipewiththeother.Hourafterhourtheyworkedwithoutresults.Then,finally,thegasexplodedandthethinggaveonekickwhichsentthepistonoutward.Mindyou,itgavejustonelonekick,butinthatsinglestrokeofacrudelybuiltmachinewasthedestinyofanindustrywhichnowgivesemployment,directlyandindirectly,tonolessthansixmillionpeople.AtthepresentmomentthathugeindustryisfeverishlyengagedinmakingsomeofthematerialsthatwillbeneededtodefendthisnationagainstaninsidiouspowerthatthreatenstodestroytheCreativeVisionthatfoundedtheindustry.
Whataboutthis“genius”whofoundedtheautomobileindustryinAmerica?Whatabilitydoeshepossesswhichothersdonothave?YoucanboilitalldowntoonethingknownasCreativeVision.But,HenryFordhasnomoreofthispowerthanexistsinmillionsofotherminds.Thedifferenceisthathehasdiscoveredhispowerandhasputittowork,whileothershavenot!
HenryForddidnotstopbymerelydiscoveringthathecouldturnthewheelsofabuggywithacrudelybuiltgasolineengine.HekeptonusinghisCreativeVision,addingonerefinementafteranothertohisoriginalautomobile,untiltodaythemodernproductofhismindisaboutasperfectasapieceofmachinerycanbe.
Ineveryvillage,town,andcityoftheUnitedStatesthereisapotentialHenryFordwalkingaround,perhapswithoutemployment.Maybeheiscomplainingbecauseofthelackofopportunitytogetahead.Therearemillionsofsuchpeoplewhodonotrecognizethattheyarecarryingaroundwiththemtheseedofachievementwhich,ifitweregerminatedandfedthroughaction,wouldproducerichesasgreatasthosewhichHenryFordearned.
Howwillthesesleepingspiritsbeawakened?WhatstimulatingforcecanbeappliedtotheirmindsthatwillcausethemtolookwithinfortheseedofCreativeVisionwhichisthebeginningandtheendofallindividualachievements?
ThiscountryneedsCreativeVisionnow,asitneverneededitbefore.Theopportunityfortheexpressionofpersonalinitiativewasnevergreaterthanitisnow.Thecountryhasplentyofmusclepowerandbrawn,butitissufferingwithashortageofbrainpower!Andthetragedyofthisshortageisinthefactthatitisbrainpowerthatmakesjobsformenwhohaveonlymusclepowertosell.
ThereisnovalidreasonforanyyoungmanofhighschoolageorovertobeidleintheUnitedStatestoday;yetmillionsofyouthsofthisagearemakingnomovetomakeafutureforthemselves,althoughtheyknow,orshouldknowfullwell,thattoday’sleadershipwillbetheirstomorrow.
AlittlewhileagoIsentoutacallforamalesecretary.Backcamethereportfromthebusinesscollegesandthehighschoolsthattherewasashortageofmalegraduatesforthissortofwork.UponinquiryIdiscoveredthattheshortageisnationwide.Malestenographersarecomingtobeathingofthepast,although,aseverywell-informedbusinessmanknows,thereisnopositioninallindustrywhichprovidesayoungmanwithanopportunityforself-promotionequalingthatofasecretary.Sincethesecretarybecomesanunderstudytothemenwhoaremanagingindustry,hehasachancetogotoschoolunderthetrainedfacultiesofthegreatestofallschools,the“UniversityofPracticalExperience,”andtoreceivegoodpayfortheprivilege.
Whenyouhearanyoneasking,“Whataboutthisgenerationofyouths?Whatisgoingtohappentothemwhentheygoouttolookforjobs?”Ifeellikeshoutingfromthehousetopsthattheanswertothesequestionslieswithinthemindsoftheyouthsthemselves.ThosewhodiscovertheirdormantCreativeVisionandputittoworkwillmakejobsforthemselves,justasothersbeforethemhavedone.Theotherswillgoondownthedustyroadtofailure,inthemidstofanabundanceofopportunities,justasthisclassalwayshasdone.
TwothingsareessentialfortheunfoldinganduseofCreativeVision.OneisawillingnesstoworkandtheotherisadefinitemotivesufficienttoinspireonetoGotheExtraMilewiththerightmentalattitude.
Searchasyoumay,butyoucannotfindanythingtotaketheplaceofthese.
Searchasyoumay,butyoucannotfindanythingtotaketheplaceofthese.Workandmotive,bythemselves,arenotsufficientguaranteesofenduringsuccess.
WhataninterestingstorywefindwhenwedigintotheachievementsofamanlikeHenryFord.Heworks;hehasadefinitemotivebehindhiswork;heGoestheExtraMile,perhapsaddingafewadditionalmilesforgoodmeasure;but,fortunatelyforhim,andtheentireworld,heisgoingforward,notbackward.Insteadofusinghisvisiontorapetheworldassomeselfishmilitaryconquerorshavedone,Mr.Fordisusingittoputwheelsundertheeraofprogressinwhichhelives.
Anyonewhomastersthisphilosophyandlearnstoapplyitwillhavemuchmorepowerthananyhumanbeingiscapableofhandlingsafely,unless,inhisuseofthispower,hetrimshissailsinthedirectionofconstructiveservice,asHenryFordhasdone.
AsIapproachtheendofthischapter,Iofferasuggestionthatisrichinpossibilitiesforallwhorecognizeitsvalueandactuponit.Thesuggestioninvolvesnogreatamountoftimeorefforttocarryitout.Isuggestthatyoulaythechapteraside,afteryoufinishit,andtakepersonalinventoryofyourself.
THEcreativevisionofonegenerationdevelopsintothelawsandinstitutionsoflatergenerationsofmen.
Getawayintosomequietspot,whereyouwillnotbeinterruptedforanhour,andhaveavisitwithyourself,perhapssuchasyouhaveneverhadbefore.
Firstofall,findoutwhatyouwouldlikemosttodo.Thenlayoutplanstobegindoingitandbegin,rightwhereyouare,tocarryoutyourplans.
Second,recognizenowandforeverthatwhateveryougetfromlifewilldependuponwhatyougivetolife,throughsomeformofusefulservice.Perhapsyoumayhavesomeusefulplanorideawithwhichyouhavedonenothing.Bringitoutintotheopenandplaceadescriptionofitonpaper.
InWallace’sstoryofBen-Huristhedescriptionofascenethatservesasanappropriateclosingforthischapter.IthaditssettingsintheancientcityofAntioch,whentheRomanEmpirewasattheheightofitssplendor.
Therichandtheidlehadgatheredtoattendthechariotraces.Awealthymanwantedtocrownhimselfwithglorybyhavinghishorseswin,sohecalledhisslavestogetherandchoseonefromthegrouptobecomethedriver,promisinghimthatifhewontheracehewouldwinwithithisownfreedom.
himthatifhewontheracehewouldwinwithithisownfreedom.Theracesstarted.Aroundandaroundthearenathedriverslashedthehorses
fortheirlastbitofstrength,butoneofthedriversgainedtheleadfromtheverystartandneverlostit.Inonehandheheldthereins,andintheotherheheldthelashwithwhichhedrovethechargingsteedsforeverythingtheyhad.
Hismightyarmsstoodoutlikeropesofiron!Someoneyelledfromthegrandstand,“Thosearms!thosearms!Wheredidyougetthem?”Andheyelledback,“Atthegalley’soar!”forhewastheslavewhohadbeenpromisedhisfreedomforwinning.
Hehadamotive,andthegreatestofallmotivesatthat,forthemadnesswithwhichhedrovehismaster’shorsestovictory.Thatmotivewashisdesireforfreedom.
TheRomanEmpirecrumbledandfell.ThesplendidcityofAntiochhasallbutbeenforgotten,butstillmenfightonforpersonalfreedom.Mendonotrelyonstrongmusclesnow,asinthedaysoftheancients.Civilizationhasliftedustoanunderstandingofagreaterpower.ItisthepowerofCreativeVision,anditssourceisthebrain,notthebrawn.
WiththisthoughtIleavethischapterwithyou.Isincerelyhopethatbeforeyoulayitasideyouwillhavetakeninventoryofyourownmind,andthatyouwillhavefoundthereboththeseedofCreativeVisionandanappropriatemotivetoinfluenceitsdevelopmentthroughuse.
WHEREthereisnovisionthepeopleperish.
THElossofmoneyisunpleasant.Thelossofconfidenceinselfisfataltoachievement.
THEcombinedwisdomandgeniusofmankindcannotconceiveofanargumentagainstthelibertyofthought.
THINKbeforeacting,notafterward.
A
IntroductiontoChapterTWO
OrganizedThought
NDREWCARNEGIE’SANALYSISoforganizedthinkinghasbeenpresentedattheendofthischapterforthereasonthatitisessentialthatacomplete
perspectiveofeveryfactorthatentersintothoughtshouldfirstbeanalyzed.ThefirstpartofthischaptersetsforthwhatIhavelearnedaboutOrganizedThoughtfromMr.CarnegieandothermenIhaveinterviewed.
Theanalysisofthefirsthalfofthischapterincludesthreechartsinwhichhavebeenpresentedeveryfactorwhichisrelatedtoorganizedthinking.Thisisthefirsttimethatanyattempthasbeenmadetopresentacompletechartshowing,inclearperspective,alldepartmentsofthemind,allthesourcesofthoughtstimulation,andtheapproximaterelationshipandimportanceofalldepartmentsofthemind.
ChartNumber1isthekeytotheentirechapter,anditshouldbestudiedcarefullybeforeendeavoringtoreadtherestofthechapter.Asamatteroffact,itwouldbehelpfulifthechartwereenlarged,onapieceofpaperatleasteighteeninchessquare,andplacedwhereitcanbeseendailybythereader.Thedescriptivekeytothechart,whichappearsonthepageoppositetoit,shouldlikewisebecopiedinlargertype.
Donotbecomeconfusedbecauseoftheseemingcomplexityofthischart,foryouwillrecognize,bythetimeyoufinishthislesson,thatalldepartmentsofthemindhavebeensowiselycoordinatedthattheyoperateharmoniously,andwithlessdetailthanisrequiredtodialanumberonamoderntelephone.
ChartNumber2setsforththestepsnecessarytoattainmentofone’sdefinitemajorpurpose.Studyitcarefully,foritisessentialtoachievingsuccess.
ChartNumber3explainshowthoughtsareformed.AllofthefactorsdescribedinChartNumber3worksosmoothlythattheyfunctionautomatically,intheperformanceofapartoftheirrespectiveduties,andthewholesystemcanbeputintooperationbythesimpleprocessofusingthewillpower.
Iwishespeciallytocallyourattentiontotwoimportantfactorsshownonthischart:thefacultyofthewillandthefacultyoftheemotions.Thesearethetwodepartmentsofthemindwhichyoumustgetunderyourcontrolifyouareevertobecomeanorganizedthinker.Ineverybrainthereisaneternalconflict
tobecomeanorganizedthinker.Ineverybrainthereisaneternalconflictbetweentheemotionsandthepowerofwill,andwithavastmajorityofpeopletheemotionsgetthebetteroftheconflict.Itisnomerefigureofspeechwhenwesaythat“theworldiscontrolledbytheemotionsofmen.”
Now,theburdenofthischapteristoenablethereaderstoreversethisrulesothattheymaytruthfullysaythattheiremotionsareunderthecontroloftheirwillpower.
Thischapterpresents,frommanyangles,themeansbywhichonemaymakethefacultyofthewillthereal“boss”oftheotherdepartmentsofthemind.Mr.Carnegiehasgoneintothisangleofthelessonfromtheviewpointofapracticalbusinessleader,butitwillbeclearfromhisanalysisthatheplacesthefacultyofthewillattheheadofthelistofimportantfactorswhichdetermineone’ssuccessorfailureinlife.
Inthischapteryouwillcomeintoabetterunderstandingofthatmysteryofmysteriesknownasthepowerofthought.
Itisnoexaggerationtosaythatifyoumasterthischapteryouwillhaveaphilosophysufficient,byitself,forthesolutionofpracticallyeveryproblemoflife.Accuratethinkingisthebasisofallhumanachievements.Ihavepresentedacleardescriptionofeverymajorfactorthatentersintoaccuratethinkinginthischapter.Donotbecomediscouraged,therefore,ifyoudonotmasterthischapteratthefirstreading.
Andnowafewwordsastohowtoreadthischapter.Asyouread,beawarethatthemainobjectofthechapteristoinspire
thought.Readwithpencilinhandandmarkeverylinethatyoumaywishtoemphasize.Readslowlyandmakesurethatyouunderstandeverystatementbeforeyoufinishwithit.And,aboveall,thinkasyouread.Afteryoucompletethechapter,layitasideforafewdays,thencomebacktoitandreaditagain,andobservehowmuchcleareritwillbeonthesecondreading.
Lastly,rememberthatanimportantpartofthischapterhasnotbeenpresentedinthesepages.Itisthepartthatexistsinyourownmind,consistingofyourexperience,yourability,youreducation,andyourthoughthabits.Addthesetothatwhichappearsinthischapterandyouwillhaveenrichedyourownmindbyimmeasurableproportions.
Approachthischapterwiththethoughtinmindthatitssolepurposeistoacquaintyouwiththefunctioningpowersofyourmindbydescribinghowthesefunctionscanbecontrolledanddirectedtodefiniteends.Itishopedthatthroughthischapteryouwillbeenabledtotakepossessionofyourownmindanduseiteffectivelyinmanagingallthecircumstancesofyourlifetoyourbestadvantage.
Itwouldbesurprisingtomeifanyonereadsthischapterwithoutexperiencingadefiniteincreaseinself-reliance,willpower,andenthusiasmoverthe
adefiniteincreaseinself-reliance,willpower,andenthusiasmovertheopportunitiesoflife.Ithasbeentheexperienceofalltowhomthislessonhasbeentaughtthattheynoticeacompletechangeintheirentire“mentalattitude,”achangethatpracticallyeliminatesfear,doubt,indecision,andinaction.Thischaptershouldhavetheeffectofcausingthereadertobebornagainand,throughthatnewbirth,discovertheself,theselfhedidnotknowhepossessed.
Yes,everyonehas“anotherself.”Housedineverypersonisadualpersonality,afacttowhichthepsychologistsandpsychiatristswilltestify.Onepersonalityisnegative.Itthrivesonself-limitations,fear,doubt,andworry.Theotherispositive.Itfeedsonfaith,courage,definitebeliefinself,initiative,enthusiasm,andthewilltowin.
So,joinforceswithme,willyou,andletuscombineoureffortstotheendthatwewillkilloffthatnegativepersonalitywhichhasbeenstandingbetweenyouandthebetterthingsoflife.Thiswecanaccomplishbyfeedingandencouragingthepositive“otherself.”
“T
CHAPTERTWO
OrganizedThought
HOUGHTSARETHINGS,”saidagreatphilosopher,anditissignificantthatthoughtisoneofthefewthingsanindividualmaycontrolcompletely.
Thought“magnetizes”one’sentirephysicalbody,andattractstoonetheoutward,physicalthingswhichharmonize.Theburdenofthischapteristoshowhowthepowerofthoughtcanbeorganizedanddirectedtowarddefiniteends.
Thischapterisillustratedwiththreechartsoutlining,assimplyaspossible,themechanismofthemind,andthesourcesofthoughtstimuliwhichstartactioninthemind.
ChartNumber1:Hereispresentedtheroutethatmustbetakeninorganizingthoughtandexpressingitintheattainmentofadefiniteend.Observethatthestartingpointisdesire,basedupononeormoreoftheninebasicmotiveswhichinspireaction.Thestimulusneededtokeepdesireactiveissuppliedbysomecombinationoftheknownprinciplesofindividualachievement.
ChartNumber2:Hereisshownthethreestepswhichmustbetakenintheattainmentoftheobjectofone’sDefiniteMajorPurpose,togetherwiththeprincipleswhichmustbecombinedandappliedintheeffectiveuseoforganizedthought.
ChartNumber3:Hereisshownthetenfactorswhichconstitutethe“mechanism”ofthought,showingthesourcesofstimuliofthought.Observethatthesubconsciousmindisconnectedwithalldepartmentsofthemind,anditssourceofpowerisInfiniteIntelligence.Observe,also,thatthememory,thefivesenses,andtheemotionsrequireconstantself-discipline;thattheyarenotreliablewithoutthestrictestofdiscipline;andthattheyneedhighlyorganizedattentiontobringthemundercontrol.Thiscontrolisobtainedbytheexerciseofthepowerofwill,throughtheadoptionofvoluntaryhabits.
Studycarefullythethreeimportantstepsonemusttake,basedon(1)definitenessofpurpose(2)asoundplan,and(3)aMasterMindalliancewithexperiencedhelpers.
KEYTOCHARTNUMBER3
1. InfiniteIntelligence:Thesourceofallpowerofthought,availablethroughthesubconsciousmindonly.NotethatthechartshowsalldepartmentsofthemindentirelyencircledbyInfiniteIntelligence.
2. SubconsciousMind:TheconnectinglinkbetweentheconsciousmindandInfiniteIntelligence.Notsubjecttoself-discipline,butcanbestimulatedbythemeansdescribedinthischapter.
3. FacultyofWillpower:“Boss”ofalldepartmentsofthemind,withthepowertomodify,change,or“balance”theactionsofallmentalfunctions.
4. FacultyofReason:“Presidingjudge”thatmay,ifitispermitted,passjudgmentonallideas,plans,anddesires;butitsdecisionscanbesetasidebythepowerofwill,oroffsetbytheinfluenceoftheemotionswhenthewilldoesnotassertitself.
5. FacultyofEmotions:Theseatofmostoftheactionsofthemind,thesourceofmostofthethoughtsreleasedbythemind,andmaybeverydangerousifnotmodifiedbythefacultyofreason,underthedirectionofthepowerofwill.
6. FacultyofImagination:Thebuilderofallplans,ideas,andwaysandmeansofattainingdesiredends.Needsself-disciplineandconstantdirectionofthepowerofwilltoavoidexaggeration.
7. FacultyofConscience:Moralguideofthemindwhosechieffunctionisthatofmodifyingtheindividual’saimsandpurposessotheyharmonizewithmorallaws.
8. Intuition:The“sixthsense”bywhichonemakesdecisionsbasedonsubconsciousinformation.
subconsciousinformation.
9. TheFiveSenses:Thephysical“arms”ofthebrainthroughwhichitcontactstheexternalworldandacquiresinformation.Thesensesarenotreliable,andneedconstantdiscipline.Underanyformofhighlyemotionalactivitythesensesbecomeconfusedandhighlyundependable,asinthecaseoffear.
10. Memory:The“filingcabinet”ofthebrain,whereinisstoredallthoughtimpulses,allexperiences,andallsensationsthatreachthebrainthroughthefivephysicalsenses.Alsoundependable,andneedsself-disciplineforperfection.
SomeoftheKnownFactsConcerningtheNatureofThought
1. Allthought(whetherpositiveornegative,goodorbad,accurateorinaccurate)tendstoclotheitselfinitsphysicalequivalent,anditproceedsbyinspiringonewithideas,plans,andmeansofattainingdesiredends,throughperfectlylogicalandnaturalmedia.Afterthoughtonagivensubjectbecomesahabit,itistakenoverbythesubconsciousmindandautomaticallyactedupon,throughthemostavailablemedia.Everythingisthetoolofthought!
Itmaynotbeliterallytruethat“thoughtsarethings,”butitistruethatthoughtscreatethings,andthethingstheycreatearestrikingduplicatesofthethoughtsoutofwhichtheyarefashioned.
2. Throughtheapplicationofself-disciplinethoughtcanbeinfluenced,controlled,anddirectedthroughtransmutationtowardadesiredend,bythedevelopmentofvoluntaryhabitssuitablefortheattainmentofanygivenend.
3. Thepowerofthought(withtheaidofthesubconsciousmind)hascontrolovereverycellofthebody,encouragesthecellsinrepair,stimulatestheirgrowth,influencesalltheorgansofthebody,helpsthemtofunctionorderly,andassistsinfightingdiseasethroughwhatiscommonlycalled“bodyresistance.”Thesefunctionsarecarriedonautomatically,buttheymaybestimulatedbyvoluntaryaid.
4. Allofman’sachievementsbeginintheformofthought,organizedintoplans,aims,andpurposes,andexpressedintermsofaction.Allactionisstimulatedbyoneormoreoftheninebasicmotives,asshowninChartNumber1.
5. Therearetwosectionsofthemindthatdealwiththought,theconsciousandthesubconscious.Theconscioussection,operatingthroughthefivedepartmentsofthemind,isunderthecontrolofman.ThesubconscioussectionisunderthecontrolofInfiniteIntelligence.(SeeChartNumber3.)The“sixthsense”isunderthecontrolofthesubconscioussectionofthemind,anditfunctionsautomatically.
6. Boththesubconsciousandtheconscioussectionsofthemindworkinresponsetohabits,adjustingthemselvestowhateverhabitstheindividualmayform,whetherthehabitsarevoluntaryorinvoluntary.Whenhabitsareonceformed,themindproceedstocarrythemoutautomatically,unlesstheyaremodifiedbyotherandstrongerhabits.
7. Themajorityofallthoughtsacteduponbythemindarenotnecessarilyaccurate,beingbasedonpersonal“opinions,”bias,prejudice,fear,andtheresultofemotionalexcitementinwhichthefacultyofreasonhasbeengivenlittleopportunitytomodifythemrationally.Thefivesensesaresountrustworthythattheycanbeeasilydeceived,especiallywhentheyfunctionunderemotionalexcitement,suchasfear,love,sex,orinfactanyoftheotheremotions,withoutthe“balancing”influenceofthefacultyofreason.
8. Thefirststepinaccuratethinkingisthatofseparatingfactsfrommereindicationsorhearsayevidence.
9. Thesecondstepisthatofseparatingfacts(aftertheyhavebeenidentifiedassuch)intotwoclasses,viz.:importantandunimportant.Animportantfactisanyfactwhichcanbeusedtohelponeattaintheobjectofone’smajorpurpose.Allotherfactsarerelativelyunimportant.Theaveragepersonspendshislifedealingwith“inferences”baseduponunreliablesourcesofinformation,andseldomcomeswithinsightofthatformofself-disciplinewhichdemandsfacts.Moreover,theaveragepersonnever,duringhisentirelifetime,learnstodistinguishthedifferencebetween“important”and“unimportant”facts,whichmayaccountfortherebeingsomanyfailuresintheworld.Itisamatterofevaluation—puttingfirstthingsfirst.
10. Desire,basedonadefinitemotive,isthebeginningofallvoluntarythoughtactionassociatedwithindividualachievement.Thepresenceinthemindofanintensedesiretendstostimulatethefacultyofimaginationwiththe
purposeofcreatingwaysandmeansofattainingtheobjectofthedesire.Ifthedesireispersistentlyheldinthemindthroughrepetitionofthoughtitispickedupbythesubconscioussectionofthemindandautomaticallycarriedouttoitslogicalconclusion,bythemostpracticalmeansavailable.
11. Theknownsourcesofstimulationofthoughtare:a. Thefivephysicalsenses(veryunreliable).b. Thestorehouseofthememory(alsounreliable).c. Thesubconsciousmind,throughwhichthoughtmaybestimulatedbythe
influenceofInfiniteIntelligence.Itisbelievedbymanythatthisisthesourceofthoughtstimulationofthosewhoarerecognizedas“geniuses,”theassumptionbeingthatthepersonwho,throughself-disciplineandpractice,developstheabilitytousehissubconsciousmindatwilltherebyplaceshimselfinapositiontodrawuponthepowerofInfiniteIntelligenceforguidanceincarryingouthisaimsandpurposes.
d. Theemotions,theseatofalldesires.Fromthissourcecomesallthethoughtstimulationbaseduponthemajoremotions,andinasmuchastheseemotionalfeelingsexpressthemselvesvoluntarilyitisnecessarytogaincontroloverthem,throughself-discipline.Thisisthesourcefromwhichmostofthethoughtstimulationarises,afactwhichaccountsforthesayingthat“emotionrulestheworld.”
e. Facultyofthewill,the“boss”ofallotherdepartmentsofthemind.Althoughthisfacultyisthe“boss”ofthemind,ithasbeenmentionedlastforthereasonthatitisusedtheleast,bythemajorityofpeople.Byfarthegreaterpartofallthoughtstimulationoftheaveragepersoncomesfromtheemotions,andneitherthefacultyofreasonnorthewillpowerisconsultedinconnectionwithmostofthesethoughts,anerrorwhichisresponsibleforsomanymistakesinjudgmentofwhichthemajorityofpeopleareguilty.
Asfarasisknown,thesefivesourcesaretheonlysourcesofthoughtstimulation.Studythemcarefully(inChartNumber3)andestablishaclearpictureinyourmindofthefactorsyoumustdealwithinordertoacquiretheabilitytoorganizeyourthoughts.Thischartshouldbeconsultedregularlyuntilyouunderstandit,foritisanactual“picture”oftheworkingequipmentofallthinking.Thechartcannotbemasteredbyacasualglance.
BeginyourstudyofthechartbyobservingthatInfiniteIntelligence,thesourceofallpowerofthought,isplacedatthetop.Observe,also,thatnofacultyofthemindhasdirectconnectionwithInfiniteIntelligence;butalldepartmentsofthemindhaveaccesstoitthroughthemediumofthesubconscioussectionofthemind.
themind.Youwillnoticethatthefirstfivedepartmentsofthemind(willpower,reason,
emotions,imagination,andconscience)areconnectedseparatelywiththesubconscioussectionofthemind;also,theyareconnecteddirectlywithoneanother.
Thethreesourcesofthoughtstimulationatthebottomofthechart(intuition,thefivesenses,andmemory)havebeenseparatedfromtheotherdepartmentsofthemindforthereasonthattheyarethethreesourcesofthoughtstimulationwhicharetheleastsubjecttothecontrolofthewill;thereforetheyneedspecialattentionthroughstrictself-discipline.
Threefacultiesofthemind(reason,imagination,andconscience)performdefinitefunctionsintheprocessofthinkingbutapparentlynothoughtstimulationcomesfromthese.Allthreeofthesefacultiesmodifythoughtafteritissubmittedtothembuttheydonotoriginatethought.Thefacultyofreasoncomparesallthoughtwithone’spastexperience(asrecalledfromthememory)andformsalljudgmentsandopinions.Thefacultyoftheimaginationshapesone’sthoughtsintoideas,plans,andwaysandmeansofattainingdesiredends.Theconsciencegivesmoralguidancetoallthoughts.Ifconsultedatalltimes,beforeoneengagesinexpressinganythoughtintermsofaction,thesethreefacultiesofthemindwillbecomestronganddependable.Iftheyarenotconsulted,andoneformsthehabitofactingonthoughtwithouttheirmodifyinginfluence,theywillatrophyandbecomeuseless.
Allfacultiesofthemindmaybedevelopedandmadedependableinthesamemannerthatonemaydevelopastrongarm,namely,bysystematicuse,throughorganizedhabitsofthought.Thereisnootherwaytogaincontroloverthemindexceptsystematicuse,underaplanthatwillgiverecognitiontoeverydepartmentofthemind,accordingtotheinstructionsoutlinedhere.
Donotbecomediscouragedifyoudonotgraspthecompleteplanoftheoperationofthemindthefirsttimeyoureadthischapter.
Itisnoeasymattertodrawapictureoftheoperationofthemindsoitcanbeunderstoodataglance.Readthechapterthrough;thenlayitasideanddosomethinkingonyourownaccount,comingbacktothethreechartstorefreshyourmemoryfromtimetotime.Ifyoumasterthischapterafteradozensuchreadings,youwillbefortunate.Remember,however,thatallthetimeyouspendwillbejustifiedbecauseyouareheredealingwiththemostimportantforcethataffectsyourlife—thesubjectofaccuratethinking.
Letmehereintroduceanotherfactorofgreatimportanceinorganizedthinking—onethathasnotbeenincludedinanycharts.Itistheimportanceofacquiringthenecessaryself-disciplinetoenableyoutobelieve.Forexample,
whenyouadoptaDefiniteMajorPurposeyoumustfocusallyouremotionalfeelingontheobjectofthatpurpose,inaspiritofabsolutebeliefinitsattainment.
Letyourdailysloganbe,“Youcandoitifyoubelieveyoucan!”Bysomestrangepowerwithwhichnooneisfamiliar,thesubconsciousmind
actsdirectlyandimmediatelyuponthethoughtswhicharebaseduponabsolutebelief,andproceedstocarrysuchthoughtsouttotheirlogicalconclusionbypracticalandnaturalmediawhichareavailable.
Allgreatleadersareablebelievers!Therearecertainbasicrequirementsofsuccessinwhichonemustbelieveinordertosucceed.Someofthemare:
a. BeliefinInfiniteIntelligence(God).b. Beliefinone’sself.c. Beliefinone’schosenassociates.d. Beliefinrightoverwrong;thatrightwillprevailifonepersistsinbelieving
inright.e. Beliefintheprovenlawsandfactsofscience.f. BeliefinthepowerofthemindtoconnectitselfwithInfiniteIntelligence
andbecome,therefore,irresistible.
Beliefinthesesixsubjectsisafundamentalrequirementofsuccess.Acceptthemassuch,anddonotstopuntilyouautomaticallybelieveinthemall.
Asstrangeasitmayseem,thegreatestpoweravailabletomankindisanintangiblepower,neitherthenaturenorthesourceofwhichisunderstood.Itisman’sonlyirresistiblepower,andthereisbutonewayinwhichitcanbeappropriatedandusedinthepracticalaffairsofdailylife.
Thispowerhasgiventheworldthebestofeverythingthatweenjoyinmodernlife.IthasmadetheUnitedStatestherichestandthefreestcountryintheworld.Ithaswoneverywarinwhichthiscountryhasengaged.IthasbuiltthegreatsystemofrailroadsandthepowerfulindustrialempireofAmerica.Ithasuncoveredamyriadofusefulinventions.Ithasconqueredtheairandmasteredtheoceans.Ithasgivenusthepowerofinstantaneouscommunicationwithnearlyallpartsoftheearth.Ithasgivenusthehigheststandardoflivingknowntocivilization.
Statedinonesentence,itis“thecapacityofmentobelieveinsomething.”Justthatalone,withoutanymodifyingdefinitions;thesimple,clearlydemonstrablepowerofbelief;thepowerthathasworkedmiraclesdownthroughtheages.Notallthescientificknowledgeknowntomankindcancopewiththisintangibleformofpower.Itbafflesthemindsoftheshrewdestofmenanddefies
intangibleformofpower.Itbafflesthemindsoftheshrewdestofmenanddefiesanalysis.Ithasnothingincommonwithlogicorreason,anditoverridesbothatwill.Itisalawuntoitself,andthestrangestfeatureofthispoweristhatitcanbeappropriatedandusedbythehumblestpersonthesameasbythemosteducatedandrenowned.
GeorgeWashingtonbelievedhislittlehandfulofsoldierscouldwhipavastlysuperiorarmyandthentheydidit,althoughhisachievementhasremainedoneofthemostbafflingmilitarytriumphsofalltimes.
Edisonbelievedthathecouldharnesselectricenergyandmakeitserveasalight.Hestoodsteadfastlybehindthatbeliefthroughmorethantenthousandfailuresandlivedtoseehisbeliefjustified,althoughothersbeforehimhadtriedtoaccomplishthesameresultandfailed—failed,perhaps,becausetheylackedthecapacityforunshakablebelief.
JamesJ.HillbelievedthathecouldbringtheEastandtheWesttogetherwithagreattranscontinentalrailroad,andthoughhewasonlyahumbletelegraphoperator,withoutmoneyandwithfewinfluentialfriends,hetranslatedhisbeliefintoasplendidreality.
TheWrightbrothersbelievedtheycouldbuildamachinethatwouldcarryamansafelythroughtheairandbackedthatbeliefpersistentlythroughmanyheartbreakingfailuresuntil,atlonglast,theyprovedoncemorethateventhelawofgravitationisnomatchforthepowerofman’sbelief.
AhumblefarmerbythenameofMiloC.Joneswasstrickenwithparalysis,andthedoctorstoldhimhecouldneverwalkagain.Fortunatelytheydidnottellhimhenevercouldusehismindagain,forhetookpossessionofthatmind,begangivinginstructionstothemembersofhisfamily,andlivedtoseehisbeliefinonesimpleideaearnhimmorethanamilliondollars.ThatideabecameknownthroughoutAmericaas“LittlePigSausage.”
Searchtherecordsofmankindwhereveryouwill,goasfarbackasyouplease,andyouwilldiscoverthatthestrongmen,thegreatmen,thesuccessfulmen,havebeenthosewhobelievedinsomething.
Theworldbelongstomenwhobelieve!Italwayshasanditalwayswill.Therefore,inorganizingyourmindpowerbesuretoincludeinyourplansadefiniteprogramofbeliefinthethingsyouwishtobecomereal.Letyourbeliefbepositive.Believeinsomething,notagainstsomething,rememberingmeanwhilethatbeliefiscontagious;thatbeliefinonethingtendstoopenthewayforbeliefinmanythings,whileunbeliefworksinthesamemanner
Noonecanriseabovemediocrityunlesshebelievesinhisownabilitytobecomeandtoremainself-determining.Astudentofthisphilosophywhohadjustdiscoveredhowtotakepossessionofhisownmind,throughorganizationofhismindpower,expressedhisgratitudeforthenewpowerrevealedtohimin
hismindpower,expressedhisgratitudeforthenewpowerrevealedtohiminthesewords:
IthankGodforunwindingThetangledskeinofmylife,TherebyfreeingmymindforeverFromallformsoffearandstrife.
Truly,themindthathasbeenbroughtunderself-discipline,throughproperorganizationofthedepartmentsofthemind,maybe“foreverfreefromallformsoffearandstrife.”Adisorganizedmindcanneverbefree.Mindorganizationmustbeginwithaninventoryofthefactorswhichenterintothinking,astheyhavebeenpresentedinChartNumber3.Thesefactorsmustbebroughtunderself-disciplineanddirectedtodefiniteends,throughOrganizedEndeavor.Theminddevelopsandbecomesstrongonlythroughaction.Evenbeliefisuselessunlessitisfollowedbysomesortofactionappropriatetoitsnatureandpurpose.Passivebeliefproducesnoresultswhatsoeversavefailureanddefeat.
WhenHenleywrotethefollowingpoemhehadinmindanactivebelief,althoughhedidnotmakethisfactquiteclearinhislines:
Outofthenightthatcoversme,Blackasthepitfrompoletopole,IthankwhatevergodsmaybeFormyunconquerablesoul.InthefellclutchofcircumstanceIhavenotwincednorcriedaloud.UnderthebludgeoningofchanceMyheadisbloody,butunbowed.BeyondthisplaceofwrathandtearsLoomsbuttheHorroroftheshade,AndyetthemenaceoftheyearsFinds,andshallfind,meunafraid.Itmattersnothowstraitthegate,Howchargedwithpunishmentsthescroll,Iamthemasterofmyfate:Iamthecaptainofmysoul.
Yes,onemaybecomethe“captainofhissoul”ifhewilltakepossessionofhisownmind,organizeit,and,walking“humblybeforehisGod,”expressitintermsofOrganizedEndeavor,behinddefinitenessofpurpose.Whatapity
termsofOrganizedEndeavor,behinddefinitenessofpurpose.WhatapityHenleydidnotaddonemorestanza,makingthisfactclear.
AndthisisaprivilegewhichtheCreatorlefttoeveryhumanbeing!Toemphasizethegreatpossibilitiesofthisprivilegeitwassingledoutandmadetheonlyprivilegeoverwhichanyhumanbeinghascompletecontrol.Menmaylosealltheirworldlypossessions,includingsoundhealth.Theymaybecheated,imposedupon,maligned,andslanderedbyothers,ortheymaybeunjustlythrownintoprisonanddeprivedoftheirphysicalliberty,buttheystillmaythinktheirownthoughtsandusetheirownmindpowerwithouttheconsentofanyotherperson.
Howinconsistentitisthattheonlythingoverwhichahumanbeinghascompletecontrolistheonethingwhichmostpeoplemaketheleastattempttocontrol.Theinconsistencybecomesallthemoreastoundingwhenonerecognizesthefactthatthepoweroforganizedthoughtoffersthesolutiontoallofone’sproblems,andnothingelsedoes.
Testthisstatementbyanycircumstanceoflifeyouchooseandobservehowaccurateitis.Whatevermandesires,hemayacquirewiththeaidofhispowerofthought,providedhewillorganizehisthoughtsandapplyhisthoughtpowerinaspiritofbeliefinhisownabilitytomakeitservehisneeds.Thought,appliedinaspiritofbelief,unlocksprisondoorsandgivesmentheirfreedom.Itdevelopsbodyresistanceandfreesmenfromdiseasewhereeverythingelsefails.Itsupplantspovertywithopulence.Itdispelsfear,worry,anddiscouragementandfillstheirplaceswithhope,faith,andpeaceofmind.Moreover,itworkswiththespeedoflightning,requiringnothingbutadeterminedwilltoputitintoaction.
GeneralInstructionsforOrganizedThinkingAccuratethinkingisbasedupontwoimportantfundamentals,viz.:
a. INDUCTIVEREASONING,basedontheassumptionofunknownfacts,orhypothesesoffacts.
b. DEDUCTIVEREASONING,basedonknownfacts,orwhatisbelievedtobefacts.
AsIexpressedbefore,therearetwomajorstepsnecessaryinaccuratethinking.First,onemustseparatefactsfrommerefiction,opinions,andhearsayevidence.Second,onemustseparatefactsintotwoclasses:importantand
unimportant.Animportantfactisanyfactthatcanbeusedtoadvantageintheattainmentofone’saimsandpurposes.
“Opinions,”whichformthebasisofmostso-calledthinking,generallyarenotreliable,andoftentheymaybeverydangerous,becausetheyarefrequentlybasedonbias,prejudice,intolerance,guesswork,hearsayevidence,oroutrightignorance.Thefollowingfactsconcerning“opinions”shouldbeknowntoallwhowishtolearnhowtothinkaccurately:
a. Noopinionmaybesafelyrelieduponunlessbaseduponknownfacts,oruponfaithintheDivinePlan,andnooneisentitledtoexpressanopiniononanysubjectwithoutreasonableassurancethatitisfoundedonfacts.Opinionsarethefreestthingintheworld,andmostofthemareworthexactlywhattheycost—nothing!
b. Freeadvice,volunteeredbyfriends,relatives,andchanceacquaintances,oftenisnotworthyofconsideration,andalwaysshouldbescrutinizedverycarefullybeforebeingacceptedasareliableguideinthinking.
c. Accuratethinkerspermitnoonetodotheirthinkingforthem.Theyascertainthesourcesofsuchfactsastheydesireandmakewiseuseofthesourcesfortheirguidance.
d. Scandalmongersandgossipersarenotreliablesourcesfromwhichtoprocurefactsonanysubject,yettheywieldamightyinfluenceinthelivesofmostpeople.
e. Wishesoftenarethefatherstothoughts,andmanypeoplehaveabadhabitofassumingfactstoharmonizewiththeirwishes.Inyourownbehalfwatchthiscommonhumanweaknesscarefully.
f. Generalinformationisabundant,andmostofitisfree,butfactshaveanelusivehabit,andgenerallythereisapriceattachedtothem.Thepriceispainstakinglaborinexaminingthemforaccuracy.
SomeAcidTeststoBeMadeinSeparatingFactsfromMereInformationorInference
Scrutinizewithgreatcareeverythingyoureadinbooks,regardlessofwhowrotethem,andneveraccepttheconclusionsofanywriterasbeingconclusivewithoutaskingthefollowingquestionsandsatisfyingyourselfastothecorrectnessoftheanswers:
1. Isthewriterarecognizedauthorityonthesubjectonwhichhewrites?2. Didthewriterhaveanulteriororselfishmotiveotherthanthatofimparting
accurateinformation?3. Isthewriterapaidpropagandistwhoseprofessionisthatoforganizing
publicopinionforaprice?Ifheis,weighhisconclusionswithunusualcare.
4. Hasthewriteraprofitinterestorotherpersonalinterestinthesubjectonwhichhewrites?Ifso,makeallowanceforthisintheacceptanceofhisconclusions.
5. Isthewriterapersonofsoundjudgment,andnotafanaticonthesubjectonwhichhewrites?Fanaticsareinclinedtoexaggerate,evenwhenstatingfacts,andtocolorfactssotheymayconveymisleadingimpressions.
6. Aretherereasonablyaccessiblesourcesfromwhichthewriter’sstatementsmaybecheckedandverified?Ifso,consultthembeforeacceptinghisconclusions.
7. Ascertain,also,thewriter’sreputationfortruthandveracity.Somewritersarecarelessconcerningthetruth.Half-truthsarefrequentlythemostdangeroustruths.
8. Becarefulaboutacceptingasfactsthestatementsofoverzealouspersonswhohavethehabitofallowingtheirimaginationstorunwild.Suchpeopleareknownas“radicals”andtheirconclusionsmaybemisleadingifreliedupon.
9. Learntobecautiousandtouseyourownjudgment,nomatterwhoistryingtoinfluenceyou.Ifastatementdoesnotharmonizewithyourownreasoningpower(andyoushouldtrainyourreasontofunctionclearly),ifitisoutofharmonywithyourownexperience,holditupforfurtherexaminationbeforeacceptingitasfact.Falsehoodhasaqueerwayofbringingwithitsomewarningnote,perhapsinthetoneofone’svoice,orintheexpressiononone’sface,ifitcomesthroughthespokenword.Trainyourselftorecognizethiswarningandtobeguidedbyit.
10. Inseekingfactsfromothers,donotdisclosetothemwhatfactsyouexpecttofind,asmanypeoplehavethebadhabitoftryingtoplease,eveniftheyhavetoexaggerateorfalsifyinordertodoso.
11. Scienceistheartoforganizingandclassifyingfacts!Whenyouwishtomakesureyouaredealingwithfacts,seekscientificsourcesfortheirtestingwhereverpossible.Menofscienceusuallyhaveneitherthemotivenortheinclinationtomodifyorchangefactsforanypurposewhatsoever.
12. Youremotionsarenotalwaysreliable,andgenerallytheyinfluenceyoutoreachdecisionsregardlessoffacts.Beforebeinginfluencedtoofarbyyour
emotions,giveyourreasoningfaculty(your“head”)achancetopassjudgmentonthebusinessathand,whateveritmaybe.Theheadisalwaysmoredependablethantheemotions(the“heart”).Thepersonwhoforgetsthisgenerallylivestoregrethisneglect.
13. Thesearesomeofthecommonestenemiesofsoundthinking,andtheyshouldbescrutinizedcarefullybeforereachingdecisions:a. Theemotionsofloveandsex.Eitheroftheseemotionsmayeasily
overridefactsandrenderthefacultyofreasonuseless.Don’tletthemdoit!
b. Hatred,anger,jealousy,fear,revenge,greed,vanity,egotism,procrastination,andthedesireforsomethingfornothing,usuallyknownasthe“gamblinginstinct.”Theseemotionsfrequentlydistortfacts.
c. Uncontrolledenthusiasmandimagination.Keepaclosewatchoverthesetwo,astheymaybeasdangerousastheyarebeneficial,becausetheyareclevertoolsofself-deceit.
Letyourmindbealwaysaneternalquestionmark.Notinasenseofbeingaconfirmedskepticwhobelievesinnothing,butasacautiouspersonwhowishestobeaccurateinhisthinking.Questioneverythingandeveryoneuntilyousatisfyyourselfthatyouaredealingwithfacts.Dothisquietly,inthesilenceofyourownmind,andavoidbeingknownasa“DoubtingThomas.”Bealwaysagoodlistener,butalsobeanaccuratethinkerasyoulisten,whenothersarespeaking.
Remember,youarelivinginanagewhenthedistributionofpropagandahasbecomeahighlyskilledprofession.Themostdangerousformsofpropagandaarethosewhosesourcesoforiginorwhosepurposearenotrecognizable.Infact,ifeitherthesourceorthepurposeareobvious,theattempttoinfluenceisnotpropaganda;itisplainadvertising!
Remember,also,thatyouhavebeengiventhreeimportantfact-findingdepartmentsofthemind,namely:(1)thepowerofwill,(2)thefacultyofreason,and(3)thefacultyofconscience.Thesedepartmentsofthemindbecomestrongandreliableonlythroughdiscipline,training,anduse.Givethemachancetopassoneverythingyouwishtoacceptasfacts.Formthehabitofrelyingupontheirdecisions.Ifyoufailtodothis,youmayneverbeanaccuratethinker.
Beverycarefulaboutacceptingasfactsanythingthatoriginatesinthesethreeareasofthemind:(1)thefivesenses,(2)theemotions,and(3)thememory.Allthreeofthesesourcesarefaulty,andtheyrequirethestrictestofself-disciplinebeforetheybecomedependable.Anypracticalpsychologistcandeceiveyouthroughallfiveofyourphysicalsenses,andyouaredoubtlesslydeceiving
yourselfthroughthesesenses,almostdaily.Forexample,ifyoucrossthesecondfingerofeitherhandoverthefirstfinger,andplaceasmallobjectbetweenthetipsofthetwofingerssothatittouchesboth,yoursenseoftouchwilldeceiveyoubeforeyourveryeyes,byregisteringtwoobjectsinsteadofone.Themomentyoutakeyourfingersoutoftheiraccustomedpositions,andtherebyinterferewiththeir“habits,”theyceasetoinformyouaccurately.Similarly,allofthefivesensesmaybedeceived.
Theemotions,likewise,canbeeasilydeceived.Forexample,whenoneissubmittedtofear,throughanysortofanemergencywhichcausestheemotionoffeartobecomestimulated,thatemotionwilldeceivethesenseofsight,orthesenseofsound,orthesenseofsmell,orthesenseoftouch—afactwhichhasbeenestablishedbeyondanyroomfordoubt.Itisinresponsetofalseimpressionsoftheemotions,orthefivesenses,thatmenandwomenbecomehypochondriacs(peoplewhosufferwithimaginaryillness).Thecureinsuchcasesusuallycanbeaffectedonlybythepsychiatrist,orthedoctorwhoisskilledinsuggestivetherapeutics.
Thisdiscussionisintendedtosuggesttoyouthatyoushouldbecautiousinacceptinginformationreceivedfromothers,butverycautiousindeedinacceptingtheinformationyoureceivefromyourself.Itseemsregrettablethatoneshouldbewarnedagainsttheacceptanceofinformationthatoriginatesinhisownmind,butthewarningisjustifiedbythegreatnumberofpeoplewhogodowntofailurebecausetheydeceivethemselvesintheirownthinking.Theartof“kiddingyourself”isadangerousonetouse.
Themindisaqueerpieceofmechanism.Itactsupontheimpulsesofthought,whethertheyaredestructiveorconstructive,accurateorinaccurate,atruthwhichcanbeverifiedbythefactthatthehistoryofhealingisfilledwithcasesofpeoplewhosefaultythinkinghasactuallyproducedthephysicalsymptomsofdiseasewheninrealitytherewasnobasisforthediseaseexceptthatofthought.
Ifone’sdominatingthoughtsarebasedupontheacceptanceofpoverty,thesubconsciousmindproceedstocarryoutthoughtstotheirlogicalconclusion.Themindworksinthesamemannerwhenone’sdominatingthoughtsareofopulenceandplenty.Gaincontrolofyourownmind,forceittofeeduponthoughtsofyourownchoosing,andyouwillthenbeinreality“themasterofyourfate,thecaptainofyoursoul,”asHenleyexpressedthisthoughtinhispoem.
YourThinkingHabitsAretheResultofSocialandPhysicalHeredity
PhysicalHeredityThischapteronorganizedthinkingwouldnotbecompletewithoutabriefdescriptionoftwoimportantlawsofnaturethroughwhicheveryhumanbeingisinfluencedorcontrolled.Oneisknownasthelawofsocialheredityandtheotherasthelawofphysicalheredity.
Throughthelawofphysicalheredityoneacquiresallofone’sphysicaltraits,consistingofthegeneticcharacteristicspasseddownbythegenerationsofone’sancestors.Thislawprovidesuswithaphysicalestatethatispermanentandfixedasfarasthebodyisconcerned,andthereisnothingwecandotochangethehereditaryfactorsofthatestate.However,theCreatorprovidedmanwiththemeansbywhichthephysicalinheritancemay,toanextent,beovercome,guided,controlled,modified,andmadetoservetheindividualaccordingtohisownwaysofthinking,throughwhatisknownasthelawofsocialheredity.
Statedinthesimplestpossibleterms,socialheredityconsistsofenvironmentalinfluences,education,experience,andimpulsesofthoughtproducedbyexternalstimuli—especiallythosereceivedthroughthefollowingsources:
a. Religioustraining.b. Educationaltraining.c. Politicalandeconomictraining.d. Socialintercourseofeverynaturewhatsoever.e. Traditionpassedonfromparentstochildren.f. Business,professional,andoccupationalhabitsandinfluences.
Here,then,arethesixmajorenvironmentswhichinfluencethought,anditistothesesourceswemustturntogetaclearunderstandingofwhywethinkaswedo.Throughtheoperationofthelawofsocialhereditymostpeopleacquiretheirideas,beliefs,opinions,andthinkinghabits.Wemustunderstandthistruthifwearetobecomeaccuratethinkers.Wemustfacethefactthatmostofthatwhichweexpressasourindividualbeliefisbutareflectionofthebelief,orpretendedbelief,ofthosenearestus.Thisissotruethatanypracticalpsychologistcanmakeasurprisinglyaccurateanalysisofthemajorityofpeoplebystudyingtheirdailyassociates,knowing,ashedoes,thatmostpeopleabsorbthethoughthabitsofthosewithwhomtheyassociateclosely.
Childrenarefarmoresusceptibletotheinfluenceofsocialhereditythanareadults,becausetheirmindsareopen,alert,receptive,andnotgenerallytrainedinthenecessityofquestioningtheinfluencesaroundthem.Itisthiswell-known
factwhichaccountsforthestatement,oncemadebytheleaderofacertainreligioussect,thatifheweregivencompletecontrolofanychildfromthetimeofitsbirthuntilitreachedtheageofseven,hecouldsothoroughlyinstillhisreligiousviewsinthechild’smindthatthoseviewscouldneverberemoved.
Notallchildren,ofcourse,arefullysusceptibletosuchcompletecontrolandshapingoftheirmindsonreligion,oranyothersubject,butthemajorityofthemare.Onceinagreatwhileachildisbornwho,forreasonsunknowntoanyone,takespossessionofitsownmindanddoesitsownthinking.Whenthathappenstheworldhasfoundapotentialfreethinker;buttheworldneverhasmanyofthistypeatanygivenperiod.Mostpeopledotheirthinkingatsecondhand,sotospeak,bymerelyreflectingthethoughts,ideas,andbeliefsofthosearoundthem,andthisappliestobothchildrenandadults.
Wehardlyneedtocallattentiontothefactthatthissortofthinkingisnotdependable,andseldomisitaccurate,takingitasawhole.
WeprobablyhavemoreaccuratethinkersintheUnitedStatesthanexistinanyothercountry,regardlessofthepopulationorthenatureofthesystemofliving,andthisforthereasonthattheAmericanwayoflifeprovidesthepeoplewiththegreatestpossibleincentiveforindependentthinking.ContrasttheAmericanwayoflifewiththatexistingincountrieswheretheschools,thechurches,thenewspapers,theradio,andeveryotherpossiblesourceofinfluenceareunderthestrictcontrolandcensorshipofthegovernment!
InacountrylikeRussia,orGermany,forexample,thegovernmentcananddoesliterallyproducearaceofpeoplewhobelievethatwhichthoseincontrolofthegovernmentwishthemtobelieve.Thepeoplecandonothingelse;atleasttheyouthswhocomeundertheinfluenceofthegovernmentpropagandamachinefromthedateoftheirbirthcandonothingelse,becausetheirthinkingismadetoorderforthemandforceduponthem,throughthelawofsocialheredity.Theirthoughtpatternsareforcedonthemthroughtheirschooling,theirreligioustraining,theirreading,andtoalargeextentthroughtheirsocialintercoursewiththemembersoftheirownfamiliesandtheirneighbors.
Ifweplacedalltheleadingcontributinginfluencesofsocialheredityunderthecontrolanddirectionofoneman,hereintheUnitedStates,thatmancouldmoldthemindsofyouthssothatinonegenerationhecouldenforceuponthemanyidea,belief,orpurposehechose.Hereisthegreatestofalltheevilsofaone-mangovernment.Itproducesanationofone-manthinkers,destroystheprivilegeofindependentthoughtandpersonalinitiative,andmakesthepeoplesubmissiveandwillingtoacceptwhateverlivingconditionsareimposeduponthem.
Ifthereisonetragedygreaterthanallothersthatcanovertakeanindividual,itisthatofbeingrobbedatbirthofhisGod-givenrighttotakepossessionofhisownmindanduseitinhisownway.Theveryfactthatmanwassocreatedthathehascontroloverbutonething,andthatonethingistherighttodirecthisownthoughts,clearlysignifiestheCreator’spurposeandplantogivemankindfreedomthroughself-effort.ItisnotlikelythattheCreatoreverintendedthatanyhumanbeingshouldbeenslavedbyanyone,bybeingdeprivedofhisprivilegeofthinkinghisownthoughts.Theideaofusingthelawofsocialhereditytodeprivepeopleoftheprivilegeofdoingtheirownthinkingispurelyaman-madeidea,anditisoneofthemosttragicabusesofnaturallawknowntocivilization.
OneofthegreatestblessingsoftheAmericanwayoflifeconsistsinthemarvelouspublicschoolsystemwhich,becauseofitsdecentralization,makesitwell-nighimpossibleforonemanoronegroupofmentofixanyideapermanentlyinthemindsoftheyouthsofAmericabythecontroloftheschoolsystem.Inourcountrythepublicschoolsareunderthecontroloflocalcitizensineachschoolcommunity,andbeitsaidtotheireverlastingcreditthatforthemostpartthemenandwomenontheboardsofeducation,theschoolsuperintendents,theprincipals,andtheteachersareAmericancitizenswhosecharacter,integrity,loyaltytocountry,andjudgmentareofthehighestorder.
UnderourschoolsystemtheyouthsaretaughttorespecttheflagoftheUnitedStates,butthatisabouttheextentofanysingleideathatisimposedupontheyouthsofalltheschoolsasawhole,andeventhatisnotforceduponthem;itistaughtthembymethodswhichpermitthemtousetheirownfacultyofreason.
IntheUnitedStatesallthemajorsourcesofthoughtinspiration,suchasthenewspapers,radio,schools,andbooks,aresomanagedthateveryindividualmayacceptorrejectanyideathatispassedonthroughthesesources.Thereforewehaveeveryopportunityinthiscountrytobecomeuntrammeledthinkers,touseourmindsastheCreatorintendedweshouldbepermittedtousethem.
Ifaperson’sthinkingisfaultyinthiscountry,thefaultisoftheman’sownmaking,andnotimposeduponhimbyanysystemdesignedtopervertthelawofsocialhereditytounworthyends,asisdoneinmanyothercountries.
Despitethegreatadvantagesofoursystemwhichencouragesindependentthought,thefactstillremainsthatthemajorityofourpeopleneglecttheirprivilegeofthinkingforthemselves,andbecomethevictims,toalargedegree,ofthefaultythinkingofthosenearestthem.Thisisdue,toalargeextent,tothelackofunderstandingofthefactorsofsocialheredity.Withallthemanyadvantagesofourpublicschoolsystem,ithasfailedtoprovidetheyouthsofAmericawithaclearunderstandingoftheprocessofsoundthinking,andithastaughtthemtoolittleoftheinfluencesofsocialheredity,orthemediawhich
taughtthemtoolittleoftheinfluencesofsocialheredity,orthemediawhichinspiremostoftheirthinking.Thisobviousweaknesshasmadeitseemnecessaryformetoexplainthelawofsocialheredityasanessentialpartofthephilosophyofindividualachievement,asnoonemaybecomeself-determiningwithoutaclearunderstandingofthesourcesofhisownthoughts.
HowWeAcquire“Opinions”ThroughtheInfluenceofSocialHeredity
Most“opinions”arenotonlyvalueless,buttheyaredangerouswhentheyarenotbasedonsoundpremises!Letushavealookatthesourcesfromwhichmanyopinionscome.
Mostpoliticalalliancesarebaseduponimpressionsonegetsfromassociationwithrelativesandfriends,duringyouth.ThelateBobTaylor(formerlygovernorofTennessee)oncebroughthometoayoungman,inadramaticmanner,thesourcefromwhichhederivedhispoliticalviewpoint.“Why,”askedGovernorTaylor,“areyousuchaconfirmedDemocrat?”Quickasaflashoflightningtheyoungmanreplied,saying,“IamaDemocratbecauseIliveinTennesseeandmyfatherandmygrandfatherwereDemocrats.That’swhy!”“Well,”chuckledthejoculargovernor,“wouldn’tyoubeinabadfixifyourfatherandyourgrandfatherhadbeenhorsethieves?”
Itisdoubtfulwhetheronepersonoutofeverythousandwhoisalliedwitheitherofthetwomajorpoliticalpartiesofthiscountrycouldintelligentlydescribethedifferencebetweenthetwoparties.Yetmostpeoplehaveverystrongconvictionsthatthepoliticalpartytowhichtheybelongistheonlypartyworthyoftheirsupport.Thosewhocouldexplainthedifferencesbetweenthesetwopartiesprobablycouldnotgiveasatisfactoryreasonwhytheybelongtotheirchosenparty,norwouldtheysuspectthattheiralliancemaybetheresultoftheinfluencestowhichtheyhavebeensubmittedsincechildhood,ratherthansoundreasoningastotherelativemeritsofthetwoparties.
Inreligiononewouldfindthesamesortofcondition.WesuspectthatthereareonlyafewchurchmembersofanydenominationwhocouldclearlydefinethedifferencebetweenthevariousreligiousdenominationsoftheUnitedStates,anditmaybenogreatexaggerationtosaythatthemajorityofthosewhobelongtochurchescouldnotdescribe,accurately,thereligioustenetsoftheirownchurch,letalonethoseofotherchurches.Yettheyhavestrongconvictionsthattheirchurchisthepreferredone,littlerealizingthattheir“opinions”aretheresultofsocialheredityandnottheoutcomeofcarefullythought-outreligious
resultofsocialheredityandnottheoutcomeofcarefullythought-outreligiousconvictions.
Mostpeopleformthehabitofembracingthebeliefsofthosewithwhomtheyassociatemostcloselywithoutregardtothesoundnessoftheirbeliefs.ThemannerinwhichpeoplecomebytheirbeliefswasaptlydefinedinfourlinesbyAlexanderPope,whodescribedhowonedevelopscriminaltendencies,viz.:
Viceisamonsterofsofrightfulamien,As,tobehated,needsbuttobeseen;Yetseentoooft,familiarwithherface,Wefirstendure,thenpity,thenembrace.
Andthatistrueofanyideaweembrace.Atfirstwemaynotaccepttheidea,butcloseassociationwithitgraduallyinfluencesustoendureit,thentoembraceitasourown,oftenforgettingtheactualsourcefromwhenceitcame.
Themindabsorbsanyideatowhichitisrepeatedlysubmitted,whethertheideabesoundorunsound,rightorwrong,andexperiencedcriminologiststellusthatnearlyallyouthswhodevelopbadhabitsdosobecauseofcloseassociationwithotheryouthsoradultswhosettheexample.
Thedrinkinghabit,forexample,becamepopularduringtheProhibitionera,whenthesneakingofadrinkfrombehindlockeddoorswaslookeduponasanactof“smartness.”PeoplewhonevertookadrinkofintoxicatingliquorpriortothedaysofProhibitiondevelopedthehabitbecause“everybodywasdoingit.”
Inalikemannerthecigarettehabitbecamethe“nationalpastime”foryouthsandadultsalike.Wehaveneveryetheardofanyonebeginningthehabitwithouthavingtocultivateatasteforcigarettes,whichshowsclearlythatthehabitisnottheresultofanaturallikingforcigarettes,butitistheresultofthecommontendencyofpeopletoimitatethethingstheyseeothersdoing,andthisappliestothinkingthesameastoallotherhabits.
Itistherarestsortofexperiencetofindanyperson,anywhere,atanytime,wholiveshisownlife,thinkshisownthoughts,developshisownhabits,andmakeseventheslightestattempttobehimself!Takealookatthosewhomyouknowbest,studythemcarefully,andbeconvincedofthistruth.Mostpeopletrailalong,acceptingandactingonthethoughtsofothers,verymuchinthesamemannerthatsheeptrailalongafteroneanother,overestablishedpathsinthepasturefields.Onceinagreatwhilesomeonewillpullawayfromthecrowd,blazehisowntrailofthought,formhisownhabits,thinkhisownthoughts,andbehimself,andwhenyoufindsuchaperson,behold!youareface-to-facewithathinker.
Inbusiness,intheprofessions,inartandmusicandthetrades,wefindthe
Inbusiness,intheprofessions,inartandmusicandthetrades,wefindthemajorityofpeopletrailingalongafterthosewhohavegonebeforethem,makingnottheslightestattempttobeoriginal,ortothinkforthemselves.Thelegalprofession,forexample,islargelyinfluencedbyprecedent.Theyaresodependentuponprecedentthatjudgesrender“opinions”onthebasisofwhatsomejudgebeforethemhasdecided,andonsuchopinionsarethemeritsoflegalcasesadjudicated.Thedoctorsarealmostasdefinitelyboundbyprecedentasarethelawyers,bothofwhichstatementsarereadilyadmittedbyphysiciansandlawyers.
Themanwhosaidthat“halfofthatwhichwebelieveisnottrue”statedthetruthverymodestly.Hemightwellhaveincreasedthepercentage,insomeinstancestowherehemighthavesaid,“Mostthatwebelieveispartlyuntrue,”withoutbeingveryfarwrong.
Itisarareexperiencetofindamanwhodoesnotmakethemistakeofbelievingthatbecausesomestatementappearsinthenewspapersitistrue,andtherearepeoplewhoacceptastruththestoriesthatappearinbooks,solelyonthebasisoftheantiquityofthebooks!
Itwouldbedifficulttofindapersonwhodoesnothavean“opinion”onewayoranotheronEinstein’stheoryofrelativity,althoughifyouaskedmostofthemtoexplainthetheory,theywouldnotbeabletodoso.
Anotherweaknessofmostpeopleisthecommonhabitofunbelief!WhentheWrightbrothersannouncedthattheyhadbuiltamachinethatcouldbeflownthroughtheair,andaskedthenewspaperreporterstocomeouttotheirflyinggroundandseeforthemselves,thenewspapermenweresoskepticalthattheyrefusedtogo.Theideaofaflyingmachinewasnew;thereforenoonebelievedinitexceptthetwomenwhohadcreatedthemachine.“Contemptpriortoexamination,”asonephilosopherexpressedit,isacommonfaultinallthinking.
WhenMarconiannouncedthathecouldsendamessagethroughtheether,withouttheuseofwires,hisownrelativesbecamesoalarmedthattheyhadhimexaminedbyaspecialist,believinghehadactuallylosthisreason.Noonehadeversentamessageinthatmannerbefore;therefore,thepseudo-thinkers“reasoned”itcouldnotbedone.Asimilarexperiencehasbeenthepartofeverymanwhohascreatedsomethingentirelynew.
Peoplesimplymusthave“precedents”bywhichtogoverntheirthinking.Itneverseemstooccurtothemtoexaminethefactsandgetfirsthandinformation.ThosewhodoaretheThomasA.Edisons,theHenryFords,theAlexanderGrahamBells,andtheotherexceptionswhohavebeenthepioneersandtheadvanceguardofhumanprogress;thinkers,all!
ControlledHabit,theBasisofOrganizedThinkingNowletuscombinethetwoimportantprinciplesofhabitandofsocialheredityandseewhattheywillreveal.Thelawwhichforcesuponeverylivingthingthedominatinginfluencesoftheenvironmentinwhichitlivesisanaturallaw,anditisdifficulttochange.Thislawworksthroughwhatwecall“socialheredity”—influenceswederivefromsocialrelationships.Itisdifficulttochange.However,itcanbeusedtogreatadvantagebycombiningwithittheprincipleofcontrolledhabit!Andletusrememberthathabitissomethingwecancontrol.
Here,then,beginsthestoryoforganizedthinkingwhichIwishtopresentintermssosimplethatanychildwhocanreadcanunderstand.Readslowlyandthinkasyouread,forIamhereapproachingtheanalysisofoneofthegreatestofmiracles—themiracleofcreativethought—throughwhichonemaytranslatetheimpulsesofthoughtintotheirphysicalorfinancialorspiritualequivalents.
Ifthereisoneportionofthisphilosophywhichismoreprofoundthananyother,itisthisportionwhichIamnowpresenting,forweareheredealingwiththerealpowerbehindhumanachievements;thepowerthatisresponsible(throughitsmisuse)formuchhumanmisery;thepowerthatbringssuccessorfailure,accordingtothewayitisapplied.
InasmuchasIampresentingawordpictureofanintangiblepower,letmeuseawell-knownsimilethroughwhichtoconveythispicture.Letusassumethatweareactuallytakingaphysicalpictureofthepowerofthought,usingthemindasthesensitiveplateofthecameraandcontrolledhabitasthelens,throughwhichanydesiredobjectmaybephotographed.
Theplateofthecamerawillregisteranyobjectreflecteduponitthroughthelens.Itdoesnotpickandchoose,butregisterseverythingthatiscastuponit,whethergoodorbad.Tomakeaclearpicture,thelensmustbeproperlyfocusedandtheobjecttobephotographedmustbefloodedwiththeproperamountoflight,allofwhichdependsupontheskillofthepersonoperatingthecamera.
Thus,theoperatorworksthroughcontrolledhabit!Hedoesnotregisterthepictureontheplateofthecamera;thelightandthechemicalsonthesurfaceofthe“sensitized”platedotheregistering;buttheoperatordoeschoosetheobjecttobephotographed.Hetimestheexposuresoastogiveittheproperamountoflight,andhefocusesthelenssoitwillpickuptheproperdetailsoftheobjecttobephotographed.Thepicturehegetswillbeinexactproportiontohisskillincontrollingallthesefactors.Hemayalsochoosetheobjectwhichhephotographs.
Nowletmeshiftthescenefromthecameratothehumanbrainandseehowperfectlythetworesembleoneanotherinthemanneroftheiroperation.Theindividualchoosesthesubjecthewishestoregisterinthecellsofhisbrain,thebrainservingastheplateofthecamera.HecallsthesubjectchosenaDefiniteMajorPurpose.Hewantsthebraintopickupaclearpictureoftheobjectofthatpurpose,registerit,andturnitovertohissubconsciousmindfortranslationintoitsphysicalreality.Thereforeheproceeds,throughtheprincipleofcontrolledhabit,toplaceinhisconsciousmindapictureofthatwhichhewants.Daybydayhere-createsthatpicture(throughcontrolledhabit),recognizing,astheskilledthinkerdoes,thatthementalimpulseofthoughtthroughwhichheispaintingthepictureinhisbrainmustbegiventherightamountoftime(throughrepeatedexposures)toregister,anditmustalsobeaccompaniedbytheproperproportionof“light”(emotionalfeeling)toenablethebraintopickupaclearoutlineofthethought.
Inthisprocessofpaintinginthebrainaclearpictureofapurposeonedesirestoachieve,oneeitherconsciouslyorunconsciouslyusesthe“mechanism”ofthebrain,asdescribedinChartNumber2.Thereforeletusturnbacktothatchartandretracethestepsonemusttake.
Firststep:TheadoptionofaDefiniteMajorPurpose.Secondstep:Thecreationofapracticalplanforattainingthepurpose.Thirdstep:AMasterMindalliancewithotherswhoseexperience,education,skill,andinfluencemaybeneeded.Fourthstep:Immediateactionincarryingouttheplanadopted.
Observethatallfourstepsarewellwithinthepossibilityofeasycontrolofanyone,butnothingwillhappenunlessallfourstepsaretakenandpersistentlycarriedouttotheirlogicalconclusion.Thiscallsforcontrolledhabit!Itcallsforconstantapplicationofthenecessaryhabitsuntiltheobjectdesiredhasbeenattained.
Here,then,enterstheeffectofcontrolledhabituponsocialheredity.Afteronevoluntarilyproceedstocarryoutone’splans,intheattainmentofone’sDefiniteMajorPurpose,thelawofsocialheredityfixesone’sactionsintheformofpermanenthabits;bothphysicalhabitsandhabitsofthought;however,soonaftercontrolledhabitisused,thesubconscioussectionofthemindtakesoverthecontrolledhabitandcarriesitouttoitslogicalconclusionbywhateverpracticalmeansavailable.
Thisdoesnotmean,however,thatthejobshouldbeleftentirelytothesubconsciousmind.Theindividualmustproceedonhisownaccount,justasif
subconsciousmind.Theindividualmustproceedonhisownaccount,justasifheexpectednohelpfromhissubconsciousmind.Whatthesubconsciousmindactuallydoesisthis:Itinspiresone(throughthefacultyofimagination)withideas,plans,andwaysandmeansofattainingtheobjectofhispurpose,andthatisallthatneedbeexpectedofit.
Intakingthefourstepsheredescribed,onemustmakeuseofalltheprinciplesofthisphilosophyoutlinedinChartNumber2,allofwhichconstituteapartofthatwhichwecallcontrolledhabit.Theseprincipleswillnotworkmerelybyone’shavingreadandunderstoodthem.Theymustbeputintoaction!Theactionmustbepersistedinuntilitbecomesfixedhabit.Iamrepeatingthisinmanydifferentwaysbecausetooverlookitwillmeandefeat.Thus,yourowncontrolledhabitmaysupplantthehabitswhichenvironmenthadoriginallysuggested.
Organizedthinkingconsistsofpersistentactioninapplyinganycombinationoftheprinciplesofthisphilosophy.Withoutactiontherewillbenocontrolledhabits.Withoutcontrolledhabitstherewillbenodependableregistrationinthebrainofthepictureofthatwhichonedesires.Thereforetherewillbenothingwhichthesubconsciousmindcantakeoverandactupon.
NowletusturntoChartNumber3andstudythesourcesofpowerandthefacultiesofthemindwhichareinvolvedintakingthefourstepsIhavedescribed.
ThesourceofallpowerofthoughtisInfiniteIntelligence,shownatthetopofthechart.Thisintelligencecannotbedirectlyappropriatedbythebrainofman(forreasonswithwhichnooneisfamiliar).ThereforetheCreatorhasprovidedmanwithaconnectinglinkbetweenInfiniteIntelligenceandthebrain,knownasthesubconscioussectionofthemind.Thesubconsciousmindservesasa“mixingchamber”inwhichthedesiresofmanaregiventhecreativepowernecessarytoenablehimtoconvertthemintoanyformsofphysicalequivalentshechooses.
Nextonthechartisthefacultyofwillpower.Thisisunderone’scontrol,anditisthemajortoolwithwhichcontrolledhabitsareformed.(Ifonedoesnotformone’sownhabits,bythepowerofone’swill,“tramp”habitswilltakepossessionofthemind,corresponding,precisely,tothenatureofone’senvironmentalinfluences.Thesestrayhabitsareformedthroughthelawofsocialheredity.)
Thefacultyofthewillisthe“boss”ofallotherdepartmentsofthemind.Itcanmakehabitsanditcanunmakethem.Itcanchooseaimsandpurposes,anditcanchangethem.Itcancountermandanydesireoftheemotions,andsetasideanydecisionofthefacultyofreason.Itcanevensetasideanydecisionoftheconscience.
conscience.Thefacultyofthewillisthetoolwithwhichonepaintsaclearpictureofthat
whichonedesires,anditdoesthisbypresentingthatpictureintheconsciousmindrepeatedly.Thisrepetitionofdesireorpurpose,followedbyappropriateactionincarryingoutthedesireorpurpose,isthemethodbywhichcontrolledhabitisformed.
Ifthefacultyofthewillissufficientlydetermined(asitiswhenone’sDefiniteMajorPurposeisanobsession),itcananditdoescallintoactioneveryotherregionofthemind.Itcommandstheemotionstogointoactionandtheycomply.Itheedsthefacultyofreason,orrefusestodoso.Itdirectsthefacultyoftheimaginationtoworkoutwaysandmeansofattainingdesiredends,andthatfacultygoestowork.Itdigsdeeplyintothestorehouseofthememoryandbringsoutsuchmaterials(knowledge,experience,etc.)asareavailablethere.ItspursthesubconscioussectionofthemindintoactionandcausesittocallinagreaterflowofInfiniteIntelligence.
Itsimulatesthe“sixthsense”andputstheprincipleofintuitionintooperation.But,rememberalwaysthatitdoesthesethingsonlywhenbackedandinspiredbyastrongdesire,oranobsessionalmotive,intheformofaDefinitePurpose.
Thestartingpointofcontrolledhabit,therefore,isdefinitenessofpurpose.Ifthatpurposeisobsessional,inproportionitispickedupimmediatelybythefacultyofthewill.Ifthepurposeisvague,orlackinginemotionaldesire,thefacultyofthewillwillhavenopartofit,andnothingwillhappen.
Itmightbesaid,therefore,thattheemotionsserveasamediumforbuildingafireunderthefacultyofthewill,tostartitintoaction.Organizedthoughtisamixtureofthepowerofwillandthepoweroftheemotions,properlybalancedanddirectedtotheattainmentofdefiniteends.Disorganizedthoughtisthatwhichisinspiredbytheemotions,withoutthemodifyinginfluenceofthewill—thatis,emotionwithoutcontrol.Thatsortofthoughtiswithoutvalue.Itmaybe,anditusuallyis,verydangerous.Italwaysisdangerousifitisnotmodifiedbythefacultyofreason.Thefacultyofwillpoweristhemediumthatmaybeusedtobalancetherelationshipbetweentheemotionsandthefacultyofreason.
HowHabitsAreFormedHabitsareformedintwoways.Oneisbyvoluntaryrepetitionofanydesiredthoughtoraction,usingthewillpower,ifnecessary,toenforcetherepetition.Mostvoluntaryhabits,however,growoutoftherepeatedexpressionofadesirebasedonadefinitemotive.Motiveisthegreatestofallthemediaforthe
basedonadefinitemotive.Motiveisthegreatestofallthemediafortheformationofhabits.
Theothertypeofhabitisinvoluntary.Itdevelops,throughthelawofsocialheredity,fromone’senvironmentalinfluences.Suchhabitsarenotcontrolled.Suchhabitsfollowthelineofleastresistance.Theyleadtoprocrastination,indifference,andindefiniteness,endingfinallyinforcingtheindividualintowhatiscommonlycalleda“rut.”Letitberememberedthatthelawofsocialheredityisalwaysandeverywhereinoperation;thatitdirectsmen’sthoughtsandactionhabits.
Afteranyhabithasbeenwellestablishedbyrepetitionofthoughtorphysicalaction,itautomaticallyexpressesitselfthroughphysicalactivityappropriatetoitsnature.Attentionshouldbegiventocontrollingthehabitsofthoughtsinceallthoughthabitsreflectthemselves,inonewayoranother,throughphysicalaction.Allphysicalaction,therefore,beginsintheformofathought.Tocontrolphysicalactiononehasonlytocontrolthoughts.Thepresenceofanythoughtinthemindhasatendencytosetupanappropriatephysicalactioninsomeportionofthebody.
Ihaveemphasizedtheimportanceofvoluntary,controlledactionofboththephysicalbodyandthemind.Whileitistruethatthemerepresenceofanythoughtinthemindhasatendencytosetupanappropriatephysicalactioninthebody,itisatendencyonly.Successfulpeoplecannotwaiton“tendencies.”Theymustadoptandapplydependablerulesthatbringdesiredresults,andbringthemwhenandwheretheyareneeded.Therefore,anyhabitonewishestodevelopshouldbevoluntarilybegunandrepeatedindefinitely,untilitbecomesautomaticinitsfunctioning.Thereisnootherwayofdevelopingdesirablehabits.Habitsofanyothernaturearenotcontrolled,butontheotherhandtheycontroltheindividual,leadinghimtomisery,poverty,andfailuremoreoftenthantosuccess.
Themethodbywhichhabitsareformedmaybecomparedwiththemethodbywhicha“rut”iscutinadirtroadbythewheelsofawagon.Onetimeovertheroadmakesaslightindentureinthedirt.Asecondtripmakesadeeperindenture,andsoon,untilfinallythe“rut”becomessodeepthatwhenoncethewheelsfallintoittheyareguidedbyit.Finally,ifunattended,the“rut”becomesasmallgulleysogreatastoimpedeprogressentirely.
Themindworksinpreciselythesamemanner.Onethoughtofagivensubjectmakesonlyaslightimpressiononthebrain.Arepetitionofthatthoughtmakesadeeperimpression,andmanyrepetitionsmaketheimpressionsodeepthatit,too,becomesa“mentalrut”intowhichthe“wheels”ofthoughtfallandoperate
automatically.Ifthegulleyisnotstopped,itwillintimebecomesoseriousthatitwilldemoralizethought.
ÉmileCouéhadthisprincipleofthoughthabitinmindwhenheadmonishedhisfollowerstorepeat,manytimesdaily,hisfamoushealthandsuccessformula,“DaybydayineverywayIambecomingbetterandbetter.”Tothepersonunfamiliarwiththemannerinwhichthoughthabitsareformed,suchaformulamightseemuseless;butnotsowiththepersonwhounderstandshowthepowerofthoughtoperates.
Youwillknowwhenahabithasbeenproperlyestablishedbyyourownstateofmindandbytheresultsyougetfromit.Whenthehabithasbeenproperlydevelopedyouwillexperienceafeelingofcontinuousenthusiasminconnectionwithyourplans.Thisenthusiasmwilldriveyouduringyoureveryconsciousmoment.Itwillevencontinuedrivingyou,throughyoursubconsciousmind,whileyousleep,andyouneednotbesurprisedwhenyoursubconsciousmindawakensyoufromsleep,withsomeideaorplanusefulincarryingouttheobjectofyourDefiniteMajorPurpose.Workwillnolongerbeadrudge;itwillbeapleasureinwhichyouwillengageaseagerlyasyoueatyourmealswhenhungry.Moreover,thingswillbegintohappenoutsideyourownmindthatwillgiveyoucourage.Peoplewillbegintocooperatewithyouinaspiritofenthusiasm.Unexpectedopportunitiesforthepromotionofyourpersonalinterestsandplanswillspringupallaroundyou.Yourimaginationwillbecomekeenerandmoreactive.Youcanworklonghourswithoutbecomingfatigued.Youwillexperiencebetterhealththanyoueverhadbefore.Graduallythedarkglassesofdespairyouhavebeenwearingwillchangetheircolorandyouwillseethewholeworldaroundyouthroughcrystal-clearglassesofhopeandfaith,foryouwillhavechangedtheentirevibrationofyourbeing,andwiththischangewillcomeanimprovementinyourfinancial,social,andoccupationalstatus.
Thisisnoidlepromise!Iknowitwillberealizedbyyou,ifyoufollowinstructions,becauseithashappenedtothousandsofotherstudentsofthisphilosophy.Defeatmayovertakeyou,asitovertakeseveryone;butyouwilluseitasachallengetogreatereffort,becauseyouwillhavediscoveredthatorganizedthoughtisanirresistibleforcecapableofmakingstepping-stonesoutofstumblingblocks.
How,mayIask,couldanyonebepermanentlydefeatedwhohasacquiredtheabilitytotransmuteeveryemotion,everyfeeling,everyfear,andeveryworryintoaconstructivepositivedrivingforcefortheattainmentofdefiniteends?Andthisispreciselywhatorganizedthoughtenablesonetodo.
EVERYstudentofthisphilosophyshouldhavethewordACTIONburnedintohisconsciousness,foritisoneofthekeywordsoftheentirephilosophy.
—ANDREWCARNEGIE
T
AndrewCarnegie’sViewsonOrganizedThinking
HISINTERVIEWTOOKplaceinMr.Carnegie’sprivatestudy,morethanthirtyyearsago,whilethegreatsteelmasterwascoachinghisprotégé,Napoleon
Hill,inpreparationfortheorganizationofthePhilosophyofAmericanAchievement.
HILL:Youhaveexplainedthatanimportantprincipleofindividualachievementis
OrganizedThought.Youhavestated,also,thatnoonemaybesureofsuccesswithouttheabilitytoorganizehisthinkinghabits.Therefore,willyougoahead,Mr.Carnegie,andexplainthemeaningoftheterm“organizedthought”?Ihaveageneralideawhatitmeans,butIwouldliketohaveadetailedstatementofitsmeaning—alsoaclearunderstandingofhowthisprincipleisappliedinthepracticalaffairsoflife.
CARNEGIE:Beforediscussingtheorganizationofthought,letusexaminethoughtitself.
Whatisthought?Withwhatdowethink?Isthoughtsubjecttoindividualcontrol?
Thoughtisaformofenergythatisdistributedthroughthebrain,butithasonepeculiarqualityunknowninconnectionwithallotherformsofenergy;ithasintelligence!
Thoughtcanbecontrolledanddirectedtowardtheattainmentofanythingmanmaydesire.Infactthoughtistheonlythingoverwhichanypersonhascomplete,unchallengedcontrol.Thesystemofcontrolissocompletethatnoonemaypenetratethemindofanotherwithouthisconsent,althoughthissystemofprotectionoftenissolooselyguardedthatone’smindmaybeenteredatwillbyanypersonskilledintheartofthoughtinterpretation.Manypeoplenotonlyleavetheirmindswideopenforotherstoenterandinterprettheirthoughts,buttheyvoluntarilydisclosethenatureoftheirthoughtsbyunguardedexpressionsofspeechandtheirpersonalconduct,theirfacialexpression,andthelike.
HILL:Isitsafeforonetoleavehismindopentofreeentrybyothers?CARNEGIE:Justaboutassafeasleavingthedoortoone’shouseunlocked,withallof
Justaboutassafeasleavingthedoortoone’shouseunlocked,withallofone’svaluablesleftinsidethehouse,exceptthatthelossofpurelymaterialthingsisasnothingcomparedwiththelossonemaysufferbyleavinghismindopentoentrybyanystraytrampwhomaywishtogoinandtakepossession.
Yousee,thehabitofleavingone’smindopenandunguardednotonlypermitsotherpeopletoenterandbecomefamiliarwithone’smostprivatethoughts,butthishabitpermitsallsortsof“tramp”thoughts,releasedfromthemindsofothers,toenterone’smind.
HILL:Youbelieve,then,thatthoughtsdopassfromonemindtoanother.CARNEGIE:Yes,one’smindisbeingconstantlybombardedwiththeimpulsesofthought
releasedfromthemindsofothers—especiallythosewithwhomwecomeintoclosecontactdaily.Onenegative-mindedworkman,iflefttoassociatewithotherworkmen,willpassonhisnegativethoughtstoeveryotherpersonwithintherangeofhisinfluence,althoughheneverspeaksawordormakesasinglemoveindicatinghisstateofmind.IhaveseenthisverythinghappensooftenthatIcouldnotbemistakenaboutit.
HILL:Andthatiswhyyouemphasize,sostrongly,thenecessityofharmony
betweenmenassociatedinaMasterMindalliance?CARNEGIE:ThatisoneofthemajorreasonswhyIhaveemphasizedtheimportanceof
harmony.The“chemistry”ofthebrainissuchthatthemindpowerofagroupofmencanbeorganizedsoitfunctionsasoneunitofpoweronlywhenthereisperfectrapportbetweenthemindsoftheindividuals.
HILL:Oneoftheimportantsteps,inorganizedthought,seemstobethatofthe
MasterMindalliance,throughwhichmenpooltheirmindpower,theirexperience,education,andknowledge,andmoveinresponsetoacommonmotive.Isthistherightidea,Mr.Carnegie?
CARNEGIE:Youhavestatedthematterperfectly.YoumighthavesaidthattheMaster
Mindallianceisthemostimportantsteponemaytakeinconnectionwithorganizedthought,forthatistrue.Butorganizedthoughtbeginswiththeorganizationoftheindividual’sthinkinghabits.TobecomeaneffectivememberofaMasterMindallianceanindividualmustfirstformdefinite,controlledhabitsofthought!AgroupofmenworkingtogetherundertheMasterMindprinciple,eachofwhomhassodisciplinedhimselfthathecontrolshisthoughthabits,representsorganizedthoughtofthehighestorder.Asamatteroffact
habits,representsorganizedthoughtofthehighestorder.AsamatteroffacttherenevercanbefullassuranceofharmonyinaMasterMindgroupunlesseachmemberofthegroupissoself-disciplinedthathecancontrolhisownthoughts.
HILL:DoIunderstandyoutosaythatanindividualmayactuallydisciplinehimself
sothathecontrolsthenatureofhisthoughts?CARNEGIE:Yes,thatistrue,butrememberthatonegainscontroloverhisthoughtsby
formingdefinitethoughthabits.Youknow,ofcourse,thatwhenhabitsareonceformedtheyfunctionautomatically,withoutanyvoluntaryeffortontheindividual’spart.
HILL:ButMr.Carnegie,isn’titverydifficultforonetoforcehismindtofunction
throughdefinitehabits?Howmayonegoaboutthissortofself-discipline?CARNEGIE:No,thereisnothingdifficultabouttheformationofhabits.Asamatteroffact
themindisconstantlyformingthoughthabitswithouttheconsciousknowledgeoftheindividual,responding,astheminddoes,toeveryinfluencethatreachesitfromone’sdailyenvironment.Throughself-disciplineonemayswitchtheactionofhismindfromresponsestothecasualinfluencesaroundhimtosubjectsofhisownchoiceinstead.Thisisaccomplishedbysettingupinthemindadefinitemotive,basedonadefinitepurpose,andintensifyingthatpurposeuntilitbecomesanobsession.
Statingthematterdifferently,onemayfillhismindwithadefinitepurposethatissointerestingitleaveshimnotimeoropportunitytodwelluponothersubjects.Inthismannerheformsdefinitethoughthabits.Themindrespondstowhateverstimulionefeedsit.Whenamanisdrivenbyastrongdesiretoachievesuccessinanygivendirection,hismindrespondstothatdesireandformsdefinitethoughthabitsconnectedwiththeattainmentofthatdesire.
HILL:Thenorganizedthoughtbeginswithdefinitenessofpurpose?CARNEGIE:Everythingmanachievesbeginswithdefinitenessofpurpose.Nameasingle
instance,ifyoucan,whereamanhasachievedanyformofsuccesswithoutadefinitemotive,basedonadefinitepurpose,carriedoutthroughadefiniteplan.But,youmustrememberthatthereisonemorefactorthatmustbeconsideredinconnectionwithdefinitenessofpurpose.Thepurposemustbeexpressedintermsofintenseaction.Hereiswherethepoweroftheemotionsgivesanaccountof
itself.Theemotionalfeelingofdesirefortheattainmentofadefinitepurposeisthepowerthatgiveslifeandactiontothatpurpose,andinfluencesonetomoveonhisowninitiative.Toensuresatisfactoryresults,one’sdefinitepurposeshouldbegivenobsessionalproportions.Itshouldbebackedbyaburningdesireforitsattainment.Desiresofthissorttakefullpossessionofone’smindandkeepitsofullyoccupiedthatithasnoinclinationoropportunitytoentertainstraythoughtsreleasedbythemindsofothers.
HILL:IbelieveIseewhatyoumean.Forexample,ayoungmanwhoisinlovehas
nodifficultyinkeepinghismindontheobjectofhislove,andnotinfrequentlydoeshismindworkoutwaysandmeansofinducingaresponsetohisaffections,fromthewomanofhischoice.Inthissortofcircumstanceonehasnodifficultyinformingcontrolledthoughthabits.
CARNEGIE:Yourillustrationisperfect!Nowswitchitovertosomeothersortofpurpose
such,forexample,asthedevelopmentofabusiness,oraprofession,ortheattainmentofadefiniteposition,ortheaccumulationofmoney,andyouwillhaveanideaofhowtheseendsareattained,throughobsessionaldesirefortheirattainment.
HILL:But,Mr.Carnegie,oneusuallycannotputthesamesortofemotionaldesire
intotheattainmentofmaterialthingsthatheexperiencesinhisloveforthewomanofhischoice.
CARNEGIE:No,ofcoursenot;butthereareotheremotionswithwhichhecanstimulate
hisdesireformaterialthings.Studytheninebasicmotivesandyouwillobservethatanysortofadesireisemotionalinitsnature.Thereisthedesireformaterialriches,anditisaratheruniversalandwell-developeddesirewithmostpeople;thedesireforpersonalexpressionleadingtorecognitionandfame;thedesireforself-preservation;andthedesireforfreedomofbodyandmind.Allofone’semotions,including,ofcourse,theemotionoflove,canbeconvertedtotheattainmentofanydesiredend.Thedesirefortheaccumulationofmaterialrichesmay,forexample,becombinedwithone’sloveforthewomanofhischoice,wherethedesireformoneyisassociatedwithone’sdesiretoprovidethewomanofhischoicewiththecomfortsthatmoneywillbuy.Insuchacircumstanceonewouldhaveadoublemotivefortheaccumulationofmoney.
HILL:Oh,yes!Iseewhatyoumean.Asamatteroffactonemightbeinfluencedby
allofthesevenpositivemotives,asadrivingforcebehindone’smajorpurposeinlife,couldhenot?
inlife,couldhenot?CARNEGIE:Yes,bythesevenpositivemotivesand,throughtransmutationofemotion,by
thetwonegativemotivesaswell.Youknow,ofcourse,thatanyemotion,whetherpositiveornegative,maybecomeaninspirationtoactionthatcanbedirectedtotheattainmentofanydesiredend.Themotiveoffear,forexample,oftenservesasapowerfulinspirationtoaction.Tobenefitbyitonehasonlytocontrolhisactionhabits,untilthosehabitsbecomeautomatic.
HILL:Doyoumeanthathabitsfunctionvoluntarily,withoutanyeffortonthepart
ofanindividual?CARNEGIE:Yes,thatisexactlywhatanyhabitdoeswhenitbecomesfixed.HILL:Yousay“whenitbecomesfixed”?Whatfixesahabit?Mustanindividualdo
that,andifso,howdoesheproceedtomakeahabitpermanent?CARNEGIE:Habitsbecomefixedbysomeunknownlawofnaturewhichcausesthe
impulsesofthoughttobetakenoverbythesubconsciousmindandvoluntarilycarriedout.Thislawdoesnotmakehabits.Itonlyfixesthemsotheyoperateautomatically.Theindividualbeginsahabitbyrepeatingathoughtoraphysicalact.Afteratime(dependingupontheemotionalfeelingthatgoesintothethought)one’sthoughthabitsaretakenoverandfollowedvoluntarily.
HILL:Thentheformationofhabitsissomethinganindividualmaycontrol?CARNEGIE:Oh,yes!AndmayIremindyouthatthecontrolofhabitformingisan
importantpartoforganizedthinking?Yousee,anindividualmaysetupanysortofhabitshechooses,gothroughthemforawhile,verymuchinthesamemannerthatonewouldgothroughwithaphysicalculturesittingupexercise,afterwhichthehabitswillbecomeautomaticallyperpetuatedwithouthisconsciousattentiontothem.
HILL:Andyousaythatsomeunknownlawofnaturefixesone’shabitssothey
perpetuatethemselves?CARNEGIE:Yes,thatisanestablishedfact.Itisoneofthemostimportantfactsinthe
entirefieldofmentalphenomena,foritisliterallythemediumbywhichanindividualmaytakepossessionofhisownmind!Themanwhouncoversthe
secretbywhichnaturefixesman’shabitswillhavemadeastupendouscontributiontoscience—agreatercontribution,perhaps,thanthatmadebyNewton,whodiscoveredthelawofgravitation.Perhapswhenthediscoveryismade,ifiteverismade,itwillberevealedthatthelawwhichfixesmen’shabitsandthelawofgravitationarecloselyrelated,ifnotactuallyoneandthesame.
HILL:Yourhypothesisintriguesme,Mr.Carnegie!Couldyouelaborateuponit?Allweknowdefinitelyabouthabitisthefactthatanythoughtorphysicalact
thatisrepeatedtendstobecomeperpetuated,throughsomeforcewhichcarriesonthehabitautomatically.Weknowthathabitscanbechanged,modified,oreliminatedaltogether,bythesimpleprocessofvoluntarilyadoptingopposinghabitsofastrongernature.Forexample,thehabitofprocrastination(ahabitwithwhicheveryoneismoreorlessafflicted)canbemasteredbysettingupdefinitehabitsofpromptinitiative,basedonasufficientlystrongmotivetoensurethenewhabitsadominatinginfluenceintheminduntiltheybecomeautomaticintheiroperation.
Thus,youseethatmotiveandhabitaretwinbrothers!Almosteveryhabitoneadoptsvoluntarilyistheresultofadefinitemotive,orpurpose.Yousee,therefore,thatonemayestablishanyhabithedesires,oreliminateanyundesirablehabit,byapplyingenoughself-disciplinetofixhishabitsuntiltheybecomeautomatic.Ifhabitsarenotfixedvoluntarily,theydevelopwithoutone’sconscioushelp.Itisinthismannerthatmostundesirablehabitsareformed.
HILL:Itisobvious,then,thattheprincipleofself-disciplineisanecessarytoolin
theformationofhabitsonedeliberatelyforms?CARNEGIE:Yes,self-disciplineandorganizedthinkingarealmostsynonymousterms.
Therecanbenoorganizedthinkingwithoutstrictself-discipline,forafterall,organizedthoughtisnothingbutcarefullychosenthought.Thoughthabitscanbeestablishedonlythroughstrictself-discipline.Motive,orobsessionaldesire,makesself-disciplineveryeasy.Itisnotroubleatalltoformthoughthabitsifonehasadefinitemotive,backedbyastrongemotionaldesirefortheattainmentoftheobjectofthemotive
HILL:Doyoumeanthatitiseasyforonetoformthoughthabitsinconnectionwith
subjectsinwhichonehasakeenpersonalinterest?CARNEGIE:That’stheidea,exactly.Theprocrastinatordriftsthroughlife,afailure,
becausehehasnoobsessionalmotivefordoinganythinginparticular.Histhinkingisnotorganizedbecausehehaschosennospecificcallingfororganized
thinkingisnotorganizedbecausehehaschosennospecificcallingfororganizedplanning.
HILL:Mr.Carnegie,willyoubrieflydescribethemajorbenefitsoforganized
thinking,fromtheviewpointofthemanwhowishestomakethebestuseofhistimeandability?
CARNEGIE:Thebenefitsaresonumerousthatitisdifficulttodecidewheretobeginor
wheretostop,butthesearesomeofthemoreobviousadvantagesofthishabit:
a. Organizedthinkingenablesonetobecomethemasterofhisownmind.Thisheaccomplishesbytraininghisfacultyofwilltocontrolhisemotions,turningthemonandoffasoccasionmayrequire.
b. Organizedthinkingforcesonetoworkwithdefinitenessofpurpose,therebyenablinghimtosetupahabitthatprohibitsprocrastination.
c. Itdevelopsthehabitofworkingwithdefiniteplansinsteadofblunderingaheadbythehit-or-missmethod.
d. Itenablesonetostimulatethesubconsciousmindtogreateractionandmorereadyresponse,intheattainmentofdesiredends,insteadofallowingthesubconsciousmindtorespondtothe“tramp”thoughtsanddestructiveinfluencesofone’senvironment.
e. Itdevelopsself-reliance.f. Itgivesonethebenefitoftheknowledge,experience,andeducationof
others,throughthemediumoftheMasterMindalliance,whichisanimportantmediumusedbyallablethinkers.
g. Itenablesonetoconverthiseffortsintogreatermaterialresourcesandlargerincome,sinceanorganizedmindcanproducemorethanonethatisnotorganized.
h. Itdevelopsthehabitofaccurateanalysis,throughwhichonemayfindthesolutiontohisproblemsinsteadofworryingoverthem.
i. Itaidsinmaintainingsoundhealth,becausemindpowerthatisorganizedanddirectedtowardtheattainmentofdesirableendshasnotimetobewastedinconnectionwithself-pityorimaginaryailments.Idlemindstendtodevelopailingbodies.
j. Last,butbynomeansleast,organizedthinkingleadstopeaceofmindandthatformofpermanenthappinesswhichisknownonlytothemanwhokeepshismindfullyoccupied.Noonecanbeeitherhappyorsuccessfulwithoutaplannedprogramfortheuseofhistime.Plannedprogramsarebasedonorganizedthinking.
AsIhavestatedbefore,thebrainissomethinglikearichgardenspotinthatitwillvoluntarilygrowafinecropofweedsifitisnotorganizedandkeptbusygrowingamoredesirablecrop.Theweedsarerepresentedbythestraythoughtsthattakepossessionoftheunorganized,idlemind,astheresultofone’sdailyenvironment.
Studythislistofbenefitscarefullyandyouwillreachtheconclusionthatanyoneofthemofferssufficientrewardtojustifyalltheeffortoneputsintoorganizinghisthinkinghabits.Thesumtotalofallthesebenefitsrepresentsthedifferencebetweensuccessandfailure.Successisalwaystheresultofanorderedlife.Anorderedlifecomesthroughorganizedthinkingandcarefullycontrolledhabits.
HILL:Itakeit,fromwhatyouhavesaid,thatworkandorganizedthinkingare
essentiallyrelated.CARNEGIE:Nothingcantaketheplaceofwork,asapartoforganizedthinking.Yousee,
workisthoughtpowertranslatedintophysicalaction!Organizedthinkingcanneverbereliedupontobecomeahabituntilitisexpressedinsomeformofaction.
HILL:Youhavestatedthatorganizedthinkingbeginswiththeadoptionofa
DefinitePurpose;thatthepurposemustbefollowedbyaplan,expressedinactionuntiltheactionbecomesahabit.Now,willyoustatewhetherornotonemayworkaseffectivelyinexpressingaplanofactioninconnectionwithsomeformoflaborhedoesnotliketoperformashecanifheperformsworkthathelikes?
CARNEGIE:Amanwillalwaysbemoreeffectivewhenengagedinthesortofworkhe
likesbest.Thatiswhyone’smajorpurposeinlifeshouldbeofhisownchoice.Peoplewhodriftthroughlife,performingworktheydonotlike,merelybecausetheymusthaveanincomeasameansofliving,seldomgetmorethanalivingfromtheirlabor.Yousee,thissortoflabordoesnotinspireonetoperformserviceinanobsessionaldesiretowork.Itisoneofthetragediesofcivilizationthatwehavenotfoundawaytogiveeverymanthesortofworkhelikesbesttodo.Thatsortofworkisneveradrudgery.
HILL:Thenitwouldbepropertosaythatorganizedthinkingcanbestbedonewhen
amanmoveswithadefinitemotive,intheperformanceofworkofhisownchoice,underconditionsthatinspirehimtomakehisworkanobsessionaldesire?
desire?CARNEGIE:Thatwouldbeonewayofstatingthematter.Youwillobserve,asyoubegin
toanalyzemenwhosucceedandthosewhofail,thatthesuccessfulmenalwaysareengagedinworktheyliketoperform.Hoursmeannothingtothem.Theyconsiderthejoyoftheirlabortobeanimportantpart—perhapsthemostimportantpart—oftheircompensation.
HILL:Doyouthinkthetimewillevercomewhenorderedsocietywillfindways
andmeansofaidingeveryonetodothatwhichhelikesbesttodo?CARNEGIE:Yes,Ithinkthattimewillcome,becausethatsortofasystemwouldbenot
onlyeconomical,butitwoulddoawaywithmuchofthemisunderstandingthatnowprevailsbetweenemployersandemployees.Themanwhoisengagedinworkofhisownchoiceisworthmuchmorethanthemanwhoperformsworkthathedoesnotlike,nomatterwhatthewagescalemaybe.
HILL:Isn’tittheresponsibilityoftheemployerstofindawaytoassignall
workmentothesortofworktheylikebest?CARNEGIE:Perhapsitis,butourpresentsystemofindustrydoesnotalwaysmakethisan
easymatter.Yousee,thereareonlyacertainnumberofjobsofeachclassofworktobeperformedinabusinessorindustry,andgenerallytheonesmenlikebesttodoarethoseofwhichtherearethefewestnumber.Thesolutionofthisproblemwillcallforanimprovedsystemofemployment—onethatwillenableanemployertoselectmenwhoaresuitedforeachparticularjob,withreferencetotheirnativeability,training,andpreferenceforjobs.Itwillalsocallforadifferentsystemofcompensation—asystemthatwillgivemenanopportunitytoearnmoremoneywhenperformingworkthatislessdesirable,therebyestablishingamotivefortheirputtingmoreintosuchwork.
HILL:Icanseethattheanalysisofthissubjectleadsone,immediately,intodeep
water.Itseemsthatthesolutionoftheproblemwillhavetobeginwhiletheindividualisbeingeducated,throughasystemthatwillpreparehimtoperformworkofhisownchoice.Then,alleducationalinstitutionsshouldcoordinatetheireffortsinsuchamannerthattheywouldnotturnouttoomanymenforsometypesofworkandtoofewforothertypes.Thiswouldrequireaperiodicsurveyofindustry,business,andtheprofessions,toenableeducationalinstitutionsto
determinehowmanymenofeachclassificationcouldbeabsorbedinemployment.
CARNEGIE:Yes,thesystemwouldhavetobeconductedinsomesuchmanner.Right
now,forexample,theschoolsareturningoutdoctors,teachers,andlawyersingreaternumbersthanareneededinthesefields,withtheresultthatsomeofthemembersoftheseprofessionshaveahardtimemakingaliving.
HILL:Itakeit,fromyouranalysis,thatorganizedthinkingshouldbeginwiththose
engagedineducationalworkandthosewhomanageindustryandbusiness.CARNEGIE:Yes,thatisoneplacewhereitshouldbegin,butdonotoverlookthefactthat
thehabitoforganizedthinkingisalsoanindividualresponsibility,andtheindividualwhooverlooksitmustacceptfromlifewhateverhecanget.Thebetterthingsoflifegoalwaystomenwhoformhabitsoforganizedthinking.Ithasalwaysbeenthisway.Italwayswillbe.Thinkingconstructivelyisoneresponsibilitywhichnoonecandelegatetoanother.Itisanindividualresponsibility.
HILL:Granted,Mr.Carnegie,thatorganizedthinkingisanindividualresponsibility,
theremustbeastartingpointfromwhichonebeginstoacquiretheabilitytoorganizehisthinking,andatleastafewsimplerulesbywhichonemaybeguidedinthisbusinessoforganizinghisthoughts.Couldyounamesomeoftherules?
CARNEGIE:Well,thefirstthingonemustrecognize,inordertobecomeanaccurate
thinker,istheknownfactthatthepowerwithwhichwethinkis“mentaldynamite”thatcanbeorganizedandusedconstructivelyfortheattainmentofdefiniteends,butifitisnotorganizedandused,throughcontrolledhabits,itmaybecomea“mentalexplosive”thatwillliterallyblastone’shopesofachievementandleadtoinevitablefailure.
Statingthematterinanotherway,oneshouldrecognizethatthepowerofthoughtisprobablyaprojectedportionofInfiniteIntelligence,buteveryindividualhasbeengiventheprivilegeofappropriatingandusingthispowerfortheattainmentofendsofhisownchoice;thatthemediumofappropriationandcontrolisvoluntaryhabits!OnecannotcontrolInfiniteIntelligence,butonecancontrolhisownmentalandphysicalhabits,thusindirectlyhemayappropriateanduseInfiniteIntelligence,becauseInfiniteIntelligencefixesone’shabitsandmakesthempermanentandautomaticintheiroperation.
Next,theaccuratethinkermustlearnhowtoavailhimselfofreliablesources
Next,theaccuratethinkermustlearnhowtoavailhimselfofreliablesourcesofinformation;wheretoobtaindependablefactswhichhewillneedinconnectionwithorganizedthinking.Guessworkandhopefulwishing(themostcommonsourcesofinformationtoamajorityofthepeople)canneverbereliedupontosupplantaccuratesourcesoffacts.
HereiswheretheMasterMindprinciplebecomesindispensable,asitenablesonetosupplementhisownstockofknowledgewiththeknowledge,education,experience,andnativeabilityofallotherswithwhomhehasaMasterMindalliance.IfonechooseshisMasterMindallieswisely,asmostsuccessfulbusinessandindustrialleaderschoosetheirs,onemayhaveathiscommandthemostreliablesourcesofknowledgethatschoolingandhumanexperiencehavetooffer.Thus,inhisbusinessofthinking,planning,andorganizinghehasnotmerelyhisownbraintoguidehim,butthebrainsofeachmemberofhisMasterMindalliance.
ThereisnoescapefromthefactthattheformationofaMasterMindallianceisoneofthemostimportantmajorstepsonemusttakeinordertoorganizehisthinking,evidenceofwhichmaybefoundinthefactthatallsuccessfulpeopleareallied,inonewayoranother,withotherswhoseknowledgetheyusefreely.Withoutsuchanalliancetherecanbenosuchrealityaseffectivelyorganizedthinking,andthisforthereasonthatonebrain(nomatterhowcapableitmaybe)isnevercompletebyitself.Whenwespeakofaman’swifeashis“betterhalf”wegenerallyexpressmuchmoreofthetruththanwerealize,foritisawell-knownfactthatnoman’smindiscompletewithoutaharmoniousalliancewiththemindofawoman.Therefore,everymanshouldincludeatleastonewomaninhisMasterMindalliance.Whenthemindsofmaleandfemalearecombined,orblended,inaspiritofharmony,thealliancetunesinandappropriatesamuchgreaterproportionofthatforcewhichwecall“spiritualpower”thaneithercanappropriatewhenoperatingindependently.Themanwhooverlooksthistruthwillsufferanirreparablelossofpotentialmindpower,asthereisnothingthatcantaketheplaceofspiritualpower.
Now,Icannottellyouwhat“spiritualpower”reallyis,butIassumethatitissimplyagreatervolumeofInfiniteIntelligencethanthatwhichisavailablewherethefeelingwedescribeas“spiritual”isnotpresent.Therearecertainemotionswhichliftoneintothisexaltedfeeling,suchastheemotionofloveandtheemotionoffaith.Whileone’smindisstimulatedbythisexaltedfeeling,thefacultyoftheimaginationbecomesmorealert,one’swordstakeonamagneticinfluencethatmakesthemimpressive,fearandself-limitationdisappear,andonedarestoundertaketaskshewouldnotthinkofbeginningwhenhismindisstimulatedonlybythepurelymentalprocessesofenthusiasmanddesire.
HILL:
HILL:Doyoumean,Mr.Carnegie,thatonemaysorelatehimselftoothersunder
theMasterMindprinciple,thathemaylifthimselfabovetheordinaryprocessesofmentaloperationofthemind,andplacehimselfundertheguidinginfluenceofthatpowerknownasspiritual?Andthis,too,isapartoforganizedthinking?
CARNEGIE:Imeanpreciselythat!Theterm“organizedthinking”meanseverythingthe
twowordsconnote.Thatis,thinkingbasedoneveryknownadvantage,everyknownmindstimulant,everyknownsourceofaccurateknowledge,andthehighestformofability,whetheritbenativeabilityoracquiredability;whetheritbeindividualabilityortheabilityavailabletoonethroughthemindsofothers.
HILL:Pardonmyseemingfacetiousness,butItakeitfromwhatyouhavejustsaid
thatamanwhoishighlyskilledasanorganizedthinkerisasortofsuper-man!CARNEGIE:Tobecandid,youarecorrect!AndIamgladtoknowthatyouhaveatlast
caughtthefullsignificanceofwhatIhavebeentryingtotellyou;namely,thatthepowerofthoughtisanirresistibleforce;thatithasnolimitationssavethosesetupbytheindividual,eitherbyhislackofunderstandingofthepossibilitiesofthoughtpower,orlackofknowledgeastohowtoorganize,appropriate,andsupplythispower.
HILL:Whataboutthemanwhoacquiresgreatknowledgeinconnectionwith
organizedthinking,butuseshispowerunfairly,togainadvantageoverothers?Istherenotadangerinteachingmenhowtobecomesuper-men,inviewofthefactthatsomemenhavegreatcapacitytousetheirminds,butlackawell-groundedsenseofmoralobligationtoothers?
CARNEGIE:Anall-wiseCreatorhasprovidedforsuchacircumstance,evidenceofwhich
maybefoundinthefactthatthemanwhouseshismindpowertodamageordestroyotherssooneliminateshimselfbythelossofhispower,andtheCreatorhasalsoverywiselyprovidedthatthissortofpowerissomethingthatcannotbepassedonfromonetoanother,throughphysicalheredity.Itisapowerthateachindividualmustacquireforhimself,orhedoesnotbecomeprivilegedtobenefitbyit.
Gobackintohistoryandexaminetherecordsofthosewhohaveundertakentobecomeworldconquerors,andobservewhathappenedtothem!Nero,AlexandertheGreat,JuliusCaesar,NapoleonBonaparte,andothersofsimilardeterminationmadegreatstridestowardworlddomination;butlookwhat
happenedtothemandtheirachievements.Notoneofthemaccomplishedhisaim,notoneofthempassedontohisfollowersanymeansbywhichhisgainscouldbemaintained;buttheseselfishleadersdidpassontotheirfollowersacursethatwipedoutallthegainstheymade.
Applytheprincipleanywhereyouchoose,atanyperiodofcivilization,andobservethattheeffectisthesame.Onlythegainsofmenwhousedtheirmindpowerbeneficiallyhavebeenpreserved.StudythegainsmadebytheNazarene,forexample,andobservethatalthoughtheywereinfinitesimalduringhislifetime,theyhavelivedandspreaddownthroughnineteencenturiesuntiltheinfluenceofChristianityisnowarecognizedforceineverypartoftheworld.
Giveyourselfnoworryoverthemanwhouseshismindpowerforthedetrimentofothers,forhehasfixedhisowndestinybythenatureofhisdeeds.Ifheisnotcutdownsooner,hewillbewipedoutwithintheacceptedthreescoreandtenyearsofaverageagethatmenlive.Thetrendofcivilizationisupward,andthoughthelinemayzigzagupwardanddownwardatgivenperiods,itmoveseternallyupward,asawhole.Wisemenrecognizethistruthandadaptthemselvestoit.
HILL:Iagreewithwhatyouhavesaid,Mr.Carnegie,buttherearesofewwise
men!Theworldseemspopulatedwithtoomanywhoeitherfailtorecognizetheadvantagesofrelatingthemselvestoothershelpfully,orgrosslyneglecttodoso,believing,nodoubt,thattheyaresmartenoughtomaketheirownrulesoflifeandgetbywiththem.Whatshouldbedonewith,orfor,suchpeople?Shouldtheynotbeeithertaught,orforcefullymadetoconformtotherulesofdecenthumanrelationship?
CARNEGIE:Yes,theyareforcedtoconform,toacertainextent.Practicallyeveryman-
madelawthatexistsisevidenceoftherecognitionoftheneedofameansofrestraint.Ifeveryoneunderstoodandrespectedthelawsofnaturetherewouldbenoneedforman-madelaws.Butforceisnotenoughtobringmenintoanunderstandingofthelawsofnature.Educationisalsonecessary.ThatiswhyyouwerechosentoorganizethePhilosophyofAmericanAchievement.Inthisphilosophyyouhavethenecessarymotivesandinducements,intheformofpromiseofindividualbenefits,toinfluencepeopletoapplythephilosophyvoluntarilyandoftheirownfreewill.Thissortofeffortisfarsuperiortothatwhichisproducedthroughforce.Mendobestthatwhichtheywishtodo!
HILL:Oh,Iseewhatyoumean!Itisbettertoteachapersontoadapthimselfto
rulesofhumanrelationshipthatarebeneficialtoothersaswellashimselfthanitistoforcehimtodoso.Isthatyouridea?
istoforcehimtodoso.Isthatyouridea?CARNEGIE:Thatistheidea,exactly!Inrearingchildren,forexample,itisfarbetterto
induceachildtowishtodosomethingthanitistouseforce.Parentswhounderstandthispsychologymanagetheirchildrenbydirectingtheirintereststothingsthatarehelpfultothemandnotobjectionabletoothers,ratherthanbyforcingthemtorefrainfromdoingobjectionablethings.
Inasenseweadultsareonlylittlechildren,andwedobestthatwhichwehavebeeninfluencedtowishtodo.Wealsoresentbeingforcedtodoortorefrainfromdoinganything!Thisisaninherentpartofhumannature.Itisapartofeveryone,atallages.
Everyonelikesfreedomtoactonhisowninitiative.Destroythisfreedomandyouretardthementalandspiritualgrowthoftheindividual.Youmightsay,also,thatyoudestroyeconomicandfinancialachievementsthemomentyoudestroythedesireforpersonalinitiative.
ItisarecognizedfactthatthepeopleoftheUnitedStatesenjoythehigheststandardoflivingknowninthehistoryoftheworld.Withthisknownfactconsider,also,thefactthattheAmericanpeoplearedistinguishedbecauseoftheirnaturalinclinationtobecomeself-determining,andthefurtherfactthatwehavemorepersonalfreedomthananyotherpeoplehavehad.Thewholesystemoffreeenterprise,undertheAmericanwayoflife,isthenearestapproachtoadaptationtonature’splanforthegrowthofmanthroughself-effortthattheworldhaseverknown.
HILL:Thenorganizedthinkingandtheprivilegeoffree,unmodified,personal
initiativearecloselyrelated,aretheynot?CARNEGIE:Youhavetherightidea.OrganizedThoughtmustbefollowedbyexpression,
throughorganizedplansofaction!Onedoesnotgrowmentallyorspirituallybypassivethoughtalone.Growthistheresultofthoughtexpressedthroughvoluntarilydevelopedanddefinitelycontrolledhabitsofaction.
HILL:Andthatiswhythemanwithpracticalexperienceintheapplicationofany
formoftheoreticalknowledgehasmoreabilitythanthemanwhohasonlythetheory,isitnot,Mr.Carnegie?
CARNEGIE:Youhavehitthenailsquarelyonthehead.Ability,initsmosteffectiveform,
isbaseduponsoundtheoryexpressedindefinitelyorganizedformsofaction.Thatiswhymostcollegegraduateshavetoacquirepracticalexperienceintheapplicationoftheknowledgegainedfromtheirschooling,beforetheybecome
applicationoftheknowledgegainedfromtheirschooling,beforetheybecomeefficient.
HILL:Wouldyousay,then,thatorganizedthinkingisacombinationofknowledge
andorganizedactionintheexpressionofknowledge?CARNEGIE:Iwouldsaypreciselythat!Knowledgehasnovaluewhatsoeverunlessand
untilitisexpressedintermsoforganizedaction.Thisexplainswhythemanwithnothingbut“booklearning”isseldompracticalintheapplicationofknowledgegainedfrombooksalone.
HILL:But,booklearningishelpful,isitnot?CARNEGIE:Yes,booklearningisessentialasafoundationofeducation,butremember
thatitisonlyafoundation.Aneducatedpersonisonewhohassodevelopedhismind,throughacombinationofknowledgeandtheexpressionofknowledge,thathecanreshapeanysetofcircumstancestomeettherequirementsofhisdesires.Thatsortofabilityconsistsofboththeoryandpractice,mostlythelatter.
Amanmightreadeverybookeverwrittenonengineering;yethewouldbeunabletolayoutaplanandbuildabridgeuntilhehadcombinedhistheoreticalknowledgewithpracticalexperience.Ofcoursehecouldbuildabridgeontheoryalone,buttherewouldbenoassurancethatitwouldstandunderanygivenweight.Practicalengineersknowpreciselyhowmuchweightabridgewillcarry,andtheyknowhowtosupervisethebuildingofsuchabridgesoitcanbedependedupon.
HILL:Couldamanbecomeanablesalesmanbyreading,alone?CARNEGIE:Theprincipleofcombiningtheorywithpracticeappliesthesameto
salesmanshipastothebuildingofbridges,oranythingelse.Theprincipleisfundamental.Thereforeitisanessentialpartoforganizedthinking.Amandoesnotbecomeanablelawyer,ordentist,ordoctorbymerelyacquiringadegreeintheseprofessions.Hebecomesablebyapplyingthetheoryhelearnsinschool,inthepracticalfieldofexperience,andinnootherway.ThereisnoschoolthatequalsthegoodoldUniversityofExperience,andthisisoneschoolinwhich“cribbing”isnotpossible.Oneeithergraduatesonmeritoronedoesnotgraduateatall.Cheatingisimpossible!Andtheteacheristheindividualhimself.WhenamanenterstheUniversityofExperiencehestands,atlast,infrontofonecounteronwhichthemerchandiseisplainlymarkedandheisboththesalesmanandthepurchaser.Ifhegetsthemerchandisehedesires,hepaysthe
salesmanandthepurchaser.Ifhegetsthemerchandisehedesires,hepaysthepricethatlifehasplaceduponit.
HILL:Fromallyouhavesaidonthesubjectoforganizedthinking,Mr.Carnegie,I
reachtheconclusionthatskillisdevelopedinthisartfirst,bycoordinationbetweenthefacultiesofthemindandthephysicalbody,throughdefinitelycontrolledhabits;andsecond,bycoordinationwithone’sassociates,undertheMasterMindprinciple,fortheattainmentofdefiniteobjectives.
CARNEGIE:Youhavecomeprettyneartodescribingthemodusoperandioforganized
thinking,butyoushouldhaveemphasizedonethingyouomitted,thenecessityofaction!Youarecorrectinstatingthatorganizedthinkingbeginsbycoordinationbetweenthefacultiesofthemindandthephysicalmeansofexpressingthought,butdonotforgetthatskillandperfectionareattainedonlybyhighlydevelopedanddefinitelycontrolledhabitsofaction!Ihaverepeatedthisidea,overandoveragain—notthatIdonotbelieveyouunderstandit,butforthereasonthatIknow,fromassociationwiththousandsofmen,howlongitrequirestogetonetobecomeawareoftheimportanceofthispoint.
Unlessamanbecomes“actionconscious”hewillneverbecomeanorganizedthinker.Hemaythinkfrommorninguntilnight,butunlessheputshisthoughtsintoactionhewillbenothingbutadaydreamer.Hemaytheorize,buthewillneverlearntobuildabridge,orperformanysortofpracticalservice.Righthereiswheremanypeopledeceivethemselvesintobelievingthattheyarethinkers.Ihaveheardnotafewmensay,“Ihavebeenthinkingofdoingthisorthat,butsofarIhavefoundnowaytodoit.”Now,whatisthetroublewithsuchmen?Theyhaveleftoutoftheirthinkingoneimportantfactor,andthatisphysicalaction!
Ifyouwishtodosomething,startrightwhereyoustand,andbegindoingit—NOW!
“What,”youmayask,“shallIusefortools?WherewillIgetthecapital?Whowillhelpme?”
AndIshallreplythatmenwhoaccomplishanythingworthyofmentionalwaysbeginbeforeeverythingtheyneedisinhand.IhaveneveryetbeenentirelyreadyforanythingIhavebegun,andIdoubtifanyoneelseeverhasbeen.Itisoneofthestrangephenomenaofhumanexperiencethatthemanwhobegins,wherehestands,anddoesthebesthecanwithwhatevermeanshemayhave,verysoonfindsotherandbettermeansofaccomplishinghisobjectives.Mysteriously,thetoolsareplacedathisdisposal.
Thisquestionofone’snotbeingreadyusuallyisnothingbutanexcusewithwhichhedeceiveshimself.Youwerenotreadytobeginorganizingtheworld’s
firstpracticalphilosophyofindividualachievement.Youneededmoreschooling.Youneededamonetarysubsidytocarryyouthroughtwentyyearsofprofitlessresearch.Youneededageandmaturityofthought,andyouneededpracticalexperienceinmanydifferentfieldsofendeavor.Yes,youneededallthesethings,andmanymore,beforepresentingtheworldwithadependablephilosophyofachievement.But,whatdidyoudowhenIgaveyouyouropportunitytoorganizesuchaphilosophy?I’lltellyouwhatyoudid.Withintwenty-ninesecondsofthetimethatIgaveyoutheopportunity,yougrabbeditandwenttoworkonitandIwouldstakemylifethatnothingbutdeathcouldstopyoufromfinishingthejob.Menwhostartwheretheystand,whentheywishtodosomething,usuallyfindawayoffinishingthatwhichtheyundertake.
Ikeepawatchinmydeskforthesolepurposeoftimingmen’sreactionstoideasandopportunities.ThatwatchhastickedoffthedestinyofhundredsofmentowhomIhavegivenopportunitiesforself-advancement.Thewatchneverlies!Ittellsexactlyhowlongittakesamantomakeuphismindwhenhehasallthenecessaryinformationbeforehimtoenablehimtoreachadecision.Ittellspreciselyhowmuchactionconsciousnessamanhas.Yourreactiontimewastwenty-nineseconds.Youhadthirty-onesecondsstilltogowhenyoureachedadecisionandembracedtheopportunityIgaveyou.Ifyouhadgonethirty-onesecondslongeryouwouldhavelostyourchance,for,asIhavetoldyoubefore,Ihadallowedyouonlysixtysecondsinwhichtosayyesorno.Ipurposelykeyeduptherequirements,inyourcase,byallowingyouonlyabrieftimeinwhichtodecide.Thiswasdonebecauseofthetremendousamountof“sticking”qualitiesneededtodothesortofjobIhadlaidoutforyou.Ihavelearnedfromexperiencethataman’sendurance,or“sticking”qualities,canbemeasuredinexactratiotohisreactiontimeinmakinguphismindtoundertakeajob.
HILL:FromyourremarksIconcludethatorganizedthinkingcallsfordefiniteness
ofdecisionaswellasaction.CARNEGIE:That’stheidea!Lifeisshort,atbest.Timefliesinahurry.Animportantpart
ofself-disciplineisthatofdevelopingthehabitofquickanddefinitedecisions,always,oneverysubject.Themanwhohesitates,whenhehasallthenecessaryinformationbeforehimtoenablehimtoreachadecision,willnevergetanywhere.Hewillfindhimselfoutmodedbyfasterthinkers.Righthereyouwillfindoneofthemajordifferencesbetweenmenwhosucceedandmenwhofail.Themanwhosucceedsoftenhaslessability,lesseducation,lessexperiencethanthemanwhofails,buthehasmoreactionconsciousness.
HILL:AsIlistentowhatyousay,Mr.Carnegie,Iamimpressedmoreandmore
AsIlistentowhatyousay,Mr.Carnegie,Iamimpressedmoreandmorewiththethoughtthatsuccessismoreamatterofrightmentalattitudethanitiseducation.
CARNEGIE:Thatismycontention,exactly!Notalltheeducationamancanacquireina
lifetimecantaketheplaceofdefinite,decisiveaction!Ifone’sthinkingdoesnotproducethatsortofaction,thenyoumaybesurehisthinkingisnotorganized.
Organizedthoughtissomethinglikethewaterinadam.Onlythatportionofthewaterwhichisharnessedanddirectedoverthewheelisbeneficial.Thewaterthatpoursaimlesslyoverthedamturnsnowheels,performsnoservice.Itjustdriftsbacktothesea.
Everymanhasareservoirofthoughtpower,butmostmenallowthispowertobedissipatedthroughidledreaming,nevertakingthetimetoharnessitanddirectittowarddefiniteends.Likethewaterinadam,itpoursoverthedam,dissipatingitspowerwithoutperforminganyservice.
HILL:Why,Mr.Carnegie,dosofewmenlearntoharnessandusetheirthought
power?FromallyouhavesaidaboutorganizedthinkingIseenothingdifficultaboutit,buttheremustbesomefundamentalreasonwhythevastmajorityofthepeoplegothroughlifeinpovertyandmisery,withoutusingthepowerthatwouldgivethemeverythingtheyneedordesire.
CARNEGIE:Thereisbutonemajorreasonforthis,andIcanstateitinonesentence,lack
ofdefinitenessofpurpose!Mostpeopledriftthroughlife,acceptingwhatevertheycangetwithoutdrawingontheforcesoftheirminds.LackofaDefiniteMajorPurposeisthemostdeadlyformofself-limitation.Ithasbeenplainlywrittenintherecordsofmenthatallwhodemandsomethingdefinitefindwaysandmeansofgettingitiftheypersistintheirdemands.Animportantpartofpersistenceisaction—thesortofactionIhavebeentalkingabout;actioninmakingastart;actioninkeepingongoing,evenwhenthegoingishard;actioninmakinganewstartwhenoneistemporarilydefeated.Action,action,action!Letthatwordburnitselfintoyourconsciousnessuntilitstandsoutliketheshiningsunonacloudlessday.
Whatyouare,whatyoubecome,whatyouacquire,allaretheresultsofyouraction.Thinking,education,knowledge,nativeability,opportunityarenothingbutemptywordsunlesstheyaretranslatedintoaction.Rememberthis,andemphasizeitthroughoutthephilosophyofindividualachievement.NeverallowanystudentofthisphilosophytopassunderyourinfluencewithouthavingthewordACTIONburnedintohisconsciousness,foritisoneofthekeywordsoftheentirephilosophy.
theentirephilosophy.Themanwholeadstheentiresalesorganizationofoneofthelargestlife
insurancecompaniesisoneoftheyoungestmenonthestaff.Hehasbeensellinglifeinsurancelessthanone-fourththetimethatothersalesmenhaveworkedforthecompany;hehaslesspersonalitythanthemajorityoftheothersalesmen;heknowslessaboutlifeinsurancethanmanyoftheothers,buthehasonethingthatgiveshimtoppositioninsalesproduction,andthatisanindomitablewillandawhirlwindofactionwhichtheydonotpossess.
Andhereishowheexpresseshisactionconsciousness:Whenhemakesasale,heinducesthebuyertogivehimalistofother
prospectivebuyersofinsurance.Healsooftenmanagestogethisclientstogowithhiminpersonandintroducehimtotheirfriends.Ithinkhissuperiorsalesrecordrestsalmost,ifnotentirely,uponthisoneactionfeat.Yousee,heformshisclientsintoanendlesschainofcooperativeeffort,andhas,ineffect,alargegroupofmenassistinghiminsellingwithouthavingthemonhispayroll.
HILL:Whydotheothersalesmennotprofitbythisman’sexampleanddolikewise?CARNEGIE:IfIcouldanswerthatquestionIwouldchangemynamefromCarnegieto
Solomon,andsetmyselfupasanunravelerofhumanproblems.Yourquestionisonethathasoccurredtomemanytimes,notonlyinconnectionwiththisparticularlifeinsurancesalesmanandhisfellowsalesmen,butalsoinrelationtomyownorganization.Itisawell-knownfactthatcertainofmyassociateworkershaverisenfromtheranksofthehumblestsortoflaborweperform,andhavebecomeprincipalsinthebusiness.Themethodsbywhichtheypromotedthemselvesarewellknowntoeveryworker.ThemajorprinciplethathasenteredintotheirpromotionisthatofGoingtheExtraMile.Yet,thepercentageofmenwhohavechosentopromotethemselvesbythissimpleprocedurehasbeennegligible!
Inthefinalanalysisitallgoesbacktothatprincipleofdefinitenessofpurpose.
Thelifeinsurancesalesmansellsmoreinsurancethananyoftheothersbecausehewillstodoso.ThatishisDefiniteMajorPurposeandheworksatitincessantly.Theothersworkwithlesswillpower,withlessdefinitenessofpurpose.Whytheydothisissomethingwhicheventheyprobablycannotexplain.Theysimplylackthenecessaryurge.Theirdesiresarelessobsessional.
HILL:FromyourremarksIconceivethatself-disciplineisanimportantfactorina
man’sachievements.CARNEGIE:
CARNEGIE:Ofcourse!Thelifeinsurancesalesmanwholeadstheentirestaffdisciplines
himselfthroughdefinitelyestablishedhabitsofaction.Hemakescallswhenothersalesmenplaygolf.Hesellslifeinsurancewhenothersalesmenareasleep.Hehashistimedefinitelybudgeted,andhefollowsthebudgetschedulewithstrictself-discipline.Icantellyouthis,althoughIhaveneverseentheman.AndIcantellyouanotherimportantfactconcerninghim.Hehasmadethebusinessofsellinglifeinsuranceanobsession.Idoubtnotthathissubconsciousmindgoesrightonsellinginsurancewhileheisasleep,forIhavehearditsaidthatononeoccasionhegotoutofbed,lateatnight,andtelephonedaprospectivebuyerofinsurance,askingfortheprivilegeofconveyingthe“prospect”toaconventionheknewtheprospectdesiredtoattendthenextmorning.Hesaidnothingaboutsellinglifeinsurance,buthehadthatultimateenddefinitelyinmind.Renderinghisprospectivebuyerafavorwasbutthefirststepofadefiniteplantosellhiminsurance.Yousee,whenamanchargeshismindwiththissortofanobsession,hissubconsciousmindtakesoverhisobsessionandaidshimintranslatingitintoitsphysicalorfinancialequivalent.
HILL:Obsessionaldesire,then,isalsoanimportantpartoforganizedthinking?CARNEGIE:Yes,averyimportantpart!Asamatteroffactitisthepartwhichstartsaction
andkeepsactiongoing.Amanhasnodifficultyindoingthatwhichhedesirestodo.Obsessionaldesirecomestoaman’srescueintimesofdefeat,throughunforeseenemergencies,andaidshiminmakinganewstartwithoutthelossofconfidenceinhimself.Itkeepshimmovingwhenotherwisehewouldyieldtothehabitofprocrastination.Ittakesthedrudgeryoutofhislabor.
HILL:Andthisbringsusback,again,tothequestionof“mentalattitude”basedon
motive.Obsessionaldesireisamentalattitudeonecanacquireifonehasadefinitemotivebackofthedesire.Isthattheidea?
CARNEGIE:You’vestateditperfectly.“Mentalattitude”representsthesumtotalofone’s
emotionalfeelingsatanygiventime.Throughself-disciplineamancandeterminewhichofhisemotionswillhavethefullestexpressionandwhichofthemwillbemodified,controlled,andredirected,throughtransmutation.Mentalattitudeiscontrolledthroughestablishedhabitsbasedondefinitemotives.Here,again,entersthequestionofaction.Habitsofcontrolovermentalattitudecanbeestablishedonlybyappropriateexpressionoftheemotions,throughphysicalaction.
HILL:
HILL:Supposeamanislackinginambition,andhasaweakimagination.Howcan
hebeinducedtoovercometheseweaknesses?CARNEGIE:Inyourquestionyouhave,consciouslyorotherwise,describedtheactual
conditionofthemajorityofpeople.Lackofambitionstandsneartheheadofthelistofcausesoffailure.Thereisnohopeofsuccessforsuchapersonuntilhehasbeenfiredwithsufficientambitiontocausehimtowantsomethinghedoesnotpossess.Desirebasedonadefinitemotiveis,aswehavestatedmanytimes,thebeginningofallachievements.AndrighthereIwishtocallyourattentiontoanimportantfactwehavenotmentionedpreviously,namely,thateverysuccessfulpersonoweshissuccess,inalargemeasure,totheinfluenceofsomeotherpersonwhocrossedhislifesomewhereandsomehow.
Takeyourowncase,forexample.Youcametointerviewmeforthepurposeofwritingastoryaboutmypersonalachievements.BeforeyouwerethroughwiththeinterviewIinfluencedyoutochangeyourentireplanoflife,giveupyouraimofbecomingalawyer,andgivetheworldapracticalphilosophyofindividualachievement.
Inasimilarmannereverysuccessfulmancomesundertheinfluenceofsomeotherpersonwhofireshisimaginationwithanideathatbecomesobsessionalwithhim.Sometimesthesourceofthisoutsideinspirationisattainedbyremotecontrol,throughthereadingofabook.Butalwaysthereisaturningpointineverysuccessfulperson’slifewhichmarkstheplaceatwhichhecameundertheinfluenceofanothermindthatinspiredhimwithhigheraimsandnoblerpurposes.
Veryoftensuccessfulmenlosesightoftheoriginalsourceoftheirinspiration,andnotinfrequentlydotheyforgetitconvenientlybecausetheyprefertohavetheworldbelievetheirachievementstobeoftheirowndoingentirely.
HILL:Thatisanentirelynewthought,Mr.Carnegie,butIcanseethatitissound.
Thenisitnottruethatanimportantpartoforganizedthinkingconsistsinone’sdeliberateeffortstoassociatewiththosewhoarecapableofinspiringhimwithhigherandnobleraims?
CARNEGIE:Yes,andImightaddthatthewisemanneverwasteshistimewithanyone
fromwhomhecannotacquirebenefitsortowhomhecannotcontributesomethingworthwhileinoneformoranother.Personalassociationsareimportant,becauseeveryoneacquiressomethingofthephilosophy,thepersonality,andthementalattitudeofthosewithwhomheassociatesclosely.As
personality,andthementalattitudeofthosewithwhomheassociatesclosely.AsIhavestated,thereisalawofnaturewhichcontrolsthis.
HILL:Bytheselfsameruleisitnotalsotruethatmanyofaman’sdestructive
qualities,suchasanegativementalattitude,areacquiredfromassociationwithothers?
CARNEGIE:Yes,thatistrue.Ihaveneveryetheardofayoungpersongettingintoserious
troublethatdidnotgrowoutofhisassociationwithundesirablecharacters.Humanassociationsaremuchmoreresponsibleforone’ssuccessorfailureinlifethanmostpeoplebelievethemtobe.Nowisepersonwouldanymoreformclosefriendshipswithpeoplewithnegativemindsthanonewoulddrinkwaterfromawellheknewtobecontaminatedwithdiseasegerms.Humantraitsarecontagious,boththegoodandthebad.
HILL:Asyouunfoldthissubjectoforganizedthinking,Mr.Carnegie,thereseems
tobenoendtotheconditionsandcircumstancesthatenterintoit.CARNEGIE:Thatisright.Theconditionswhichinfluenceorganizedthinkingare,infact,
asnumerousasarethefactswhichenterintoallhumanintercourse.Everywordamanspeaks,everywordspokeninhispresence,everythoughtamanthinks,modifieshisthinkinghabitsinonewayoranother.Naturally,ifamanjockeyshimselfintosucharelationshipwithothersthatheassociatesonlywiththosewhoinspirehimtothinknoblethoughtsandengageincommendabledeeds,hebenefitsbyimprovingthenatureofhisownthoughts.Thereverseistrueifbycarelessnessorindifferenceheallowshimselftodriftintothecompanyofpeoplewhosemindsarenegative.
HILL:Thenyouwouldn’tsayitwasselfishforamantorefusetoassociatewithany
exceptthosefromwhomhecangainsomesortofbenefitorcontributesomethingworthwhile?
CARNEGIE:Thatmightbecalledselfishness,butitisajustifiableformofselfishness.No
matterbywhatnameitiscalled,itisessentialforsuccessthroughorganizedthinking.Amandoesnothesitatetodemandthebestfoodhecangetforhisphysicalbody,althoughhemayknowtherearepeoplewhoareinwantofeventhecoarsestoffood.Why,therefore,shouldamanbelesscarefulaboutthefoodhefeedshismind?Andmakenomistakeaboutit:Everyinfluencethatreachesamanthroughhisassociationwithothersconstitutesmentalfoodforhismind.I
haveseentrampsfishingdiscardedfoodfromswillbarrels,butIhavealsoseenmenwhowerenottrampsfishing“mentalfood”fromthemindsoftheirassociateswhichwasfarmoredetrimentaltotheirwell-beingthanwouldbethediscardedfoodfromaswillbarrel.Thisisnotaprettysimile,butitisaccurate.
HILL:Whenyouspeakofdailyassociates,doyouhavereferencetoaman’s
businessorsocialassociates?CARNEGIE:Ihavereferencetoallhisassociateswithwhomheentersintofriendly
intercourse.Listedintheorderoftheirimportancefromtheviewpointoftheinfluenceaman’sassociateshaveonhim,Iwouldsaythathisfamilyassociatescomefirst,thenhisbusinessoroccupationalassociates,thenhissocialfriends,andlastlyhiscasualassociates.Norelationshipisasimportantasthatofaman’sfamilyassociates.Hereiswheremostmenaremadeorunmade,accordingtothenatureoftheirhomerelationships.Thisrelationshipexercisesapowerfulinfluenceinaman’slife,anditbeginsatbirthandcontinuesallthroughlife.Thatoldsayingthatamancanbemadeorbrokenbytheinfluenceofhiswifeistrueinallbutafewrarecaseswhereamanisstrongenoughtothrowofftheinfluenceofanegativewife.Ontheotherhandacleverwifecan,andoftenshedoes,inspireherhusbandtoaimhigherandachievetheobjectofhisaim.Fortunate,indeed,isthemanwhoselectsawifewhoseinfluenceonhimisinspiringandconstructive.
HILL:Ofcourseyouhavenotintentionallyoverlookedmentioningaman’sMaster
Mindassociatesasbeinganimportantfactorinhisbusinessoroccupationalachievements.Wouldthesenotcomebeforeallotherinfluences?
CARNEGIE:Asfarasone’sbusinessachievementsareconcerned,yes.But,ifyouhave
referencetoaman’ssuccessasawhole,Istillsaythathisfamilyrelationshipscomefirst,becausehereiswhereamanhashismoreintimaterelationships,anditisthesethatmakeordisrupthispeaceofmind.Theidealrelationship,ofcourse,isoneinwhichaman’swife(ifheismarried)becomesalsoamemberofhisMasterMindalliance.Shemaynotparticipateinthebusinessconferenceshehaswiththeothermembersofhisalliance,butshecanhavealottodowiththe“mentalattitude”inwhichheenterstheseconferences,andinthatwayexerciseapowerfulinfluenceonthegroupasawholethataffecthim.
HILL:YouemphasizetheimportanceofknowingwellyourMasterMindallies.
Yougoonthetheory,Isuppose,thatanenemyrecognizedisanenemyhalfcontrolled?
controlled?CARNEGIE:Yes,andyoumightaddthatifyouknowagreatdealaboutyourenemiesyou
standafairchanceofbeingabletoconvertthemintofriends.Thehabitofunderratingone’senemies,orcompetitors,isacostlyhabit.Noorganizedthinkerindulgesinsuchcostlymistakes.Theorganizedthinkeracceptsasgristeverythingthatcomestohismill,buthetakescaretoseparatethewheatfromthechaffinthegrindingprocess.Thechaffcanbeconvertedintousefulserviceifitisrecognizedandclassified.
HILL:Meaning,byyoursimile,justwhat,Mr.Carnegie?CARNEGIE:Well,I’llgiveyouanillustrationofexactlywhatImean.Ioncehadaclose
businessassociatewhosehomelifebecamedangerouslydisturbedbyhisinterestsinanotherwoman.Thisman’swifecametomewithherstoryandaskedmyaidinbreakinguptheaffair.Iwentrighttoworkonit,notbymentioningtheaffairtomyassociate,butdealingindirectlywiththewomaninthecase.
InsideofamonthIhadconvincedthewomanoftheinappropriatenessofthewholeaffair,andofthedamageitwasdestinedtodomybusinessassociateifitwerenotdiscontinued.ThedetailsIcannotmention,butsufficeittosaythatthehomerelationshipofmyassociatewassatisfactorilyrestored,therebysavingembarrassmenttomanypeople.IfIhadignoredthefactswhentheywerefirstcalledtomyattention,Iwouldeventuallyhavelostanablebusinessassociate,andhiswifewouldhavelostafinehusband.Byusingcommonsenseandworkingtogether,undertheprincipleoforganizedthinking,hiswifeandIavertedwhatwouldotherwisehavebecomeatragedy.
HILL:Oh!Iseewhatyoumean.Organizedthinkingmakesitnecessaryforamanto
departfromhisregularroutinewhenemergencies,suchastheoneyouhaverelated,threatentointerferewiththeattainmentofhisowngoalinlife.Isthattheidea,Mr.Carnegie?
CARNEGIE:ThatisjustwhatImean.Itwasnotmyresponsibilitytointerferewithmy
businessassociate’sprivatelife,butitwasmyprivilegetodoso,andIactedonthatprivilegeinwhatIconsideredthebestinterestofallconcerned.
HILL:Supposethatyoureffortstodealwiththewomaninthiscasehadnotbeen
successful.Wouldyouhavegivenupthematter?CARNEGIE:
CARNEGIE:Theorganizedthinkernevergivesupanythingheundertakesuntilhehas
exhaustedeveryefforttofinishit,andyoumayputthatdownasanotheressentialoforganizedthinking.No,ifmyfirstefforthadfailedIwouldhavetriedanotherplan,andstillanother.AsalastresortImighthavedisassociatedmyselffrommyassociateuntilhelearnedtheerrorofhisways,thenhavemadeanewalliancewithhim.Everyproblemhasasolutionofsomesort,althoughitmaynotalwaysbethesolutiononewouldlike.Thetroublewithpeoplewhodonotorganizetheirthinkingisthattheygiveupandquitwhentheyrunintoopposition.Quittingneversolvedanyproblem.
HILL:Thenpersistenceisalsoanimportantfactorinorganizedthinking?CARNEGIE:Indeeditis.Asamatteroffact,“persistence”isakeywordinallformsof
individualachievement.Withoutitnoonecangoveryfarinanyundertaking.Persistencetakesitsplacealongwithaction.Thetwoareinseparable.
HILL:Howmayoneacquirepersistence,Mr.Carnegie?CARNEGIE:Bydevelopingthepowerofthewill.Persistenceisnothingbutan
indomitablewill,plusadefinitemotivetoinspireaction.Bringtogetherthesethreefactors—motive,action,andwillpower—andtheyresultinwhatwecallpersistence.
HILL:Isupposeonedevelopsthepowerofwillinthesamemannerbyexpressinga
definitedesire,ormotive,intermsofaction.CARNEGIE:Yes,thepowerofwillrespondsonlytomotive,butitbecomesstrongerthe
moreitisused.Whenamantakespossessionofhisownwillpower,hehasalltheotherfacultiesofhismindunderhiscontrol,foritisthebossofthemall.
HILL:Thenonecannotbecomeanorganizedthinkerwithoutgainingcontrolofhis
willpower.Isthatcorrect?CARNEGIE:Thatispreciselycorrect.Anddonotforgetthatthewillrespondsto
controlledhabits,basedondefinitemotives,whichisthesameassayingthatthewaytogaincontrolofthewillisbydevelopingactionhabitsthatarerelatedtotheexerciseofthewill.
HILL:Thankyou,Mr.Carnegie,forexplainingtheelementsandimportanceof
Thankyou,Mr.Carnegie,forexplainingtheelementsandimportanceofOrganizedThoughtinsuchdetail.
EVERYstudentofthisphilosophyshouldhavethewordACTIONburnedintohisconsciousness,foritisoneofthekeywordsoftheentirephilosophy.
—ANDREWCARNEGIE
IFYOUcannotgetthatwhichyouwant,youcanchangeyourdesiresandwantsomethingyoucanget.
IFYOUwishtoknowthe“motive”whichinspiresonetoconcentratehismindonadefinitepurpose,observetheactionsofthosewhoareinlove.Obsessionaldesire,basedonintenseemotion,isthesourceofallgenius.
H
CHAPTERTHREE
ControlledAttention
IDDENINthetwowords“ControlledAttention”isastrangepowerthatissufficienttoremovealltheordinaryself-imposedlimitationswhichpeople
accept,andbywhichtheyareboundthroughouttheirlives.Thepowerisliterally“mentaldynamite,”asitiscapableofblastingthecause
ofself-imposedlimitations,andgivingonethemeansbywhichhemaytakechargeofhisownmind.
WhenyoumasterthischapteryouwillunderstandmorefullywhyonemusthaveaDefiniteMajorPurposeinordertoattainsuccess.Youwillknow,also,whyone’sDefiniteMajorPurposeshouldbewrittenout,memorized,andrepeatedoften.Youwillunderstandwhyone’s“mentalattitude”playssuchanimportantpartincarryingouttheobjectofone’smajorpurpose,oranyminorpurpose.
ThesubjectofControlledAttentionisthebasisofmanysectsandreligions,althoughitmaybecalledbyothernames.Ithasbeenthemajorweaponusedbypowerfulmilitaryleaders,someofwhomhavenotalwaysmadeconstructiveuseofit.
ThroughthischapterweshallgetabetterunderstandingoftheMasterMindprinciple,theresultsofwhichhavebaffledmenofscienceandastoundedlaymenwhohavewitnesseditsoperations.
Theallianceoftwoormoreminds,workinginperfectharmonyfortheattainmentofadefinitepurpose,hastheeffectofstimulatingthemindofeachpersoninthealliance,andresultsinprovidingthemembersofthealliance,orsomeindividualinthegroup,withasourceofknowledgethatsometimescannotbetracedtotheaccumulatedknowledgeofanyoftheindividuals.
Thisresultwearefamiliarwith,becauseitisaresultthatistakingplaceintheresearchlaboratoriesandthebusinessandindustrialcouncilsthroughouttheworld,almostasadailyroutine.Weseeevidenceoneveryhandthatsuchacombinationofmindsgivesmenvision,courage,imagination,andinitiativewhichtheydonotpossesswhentheyactindependentlyandalone,andweknowthatthispowerisavailableeventomenwhoseavowedpurposeinitsuseisthedestructionofthebestthatcivilizationhasgiventheworld.
destructionofthebestthatcivilizationhasgiventheworld.AndrewCarnegieincludedtheprincipleofControlledAttentionasoneofthe
principlesofindividualachievement,buteventhegreatsteelmasterfailedtoassociatethisprinciplewiththemeansbywhichcivilizationmaybeadvanced.Hesawinitapowerthatisadaptabletoone’sneedsinthesolutionofeconomicandpersonalproblemsofamaterialnature,butbeyondthispointhemadenomentionofitspossibilities.
Mr.CarnegiereadilyacknowledgedthathishugefortunewasaccumulatedsolelythroughtheeffortsofacombinationofmindsconsistingofsometwentymenwhowerealliedwithhimasaMasterMindgroup,forthepurposeofmakingandmarketingsteel.Heacquiredthetechniquenecessarytoinducethosementoworkwithhiminaspiritofharmony.Heknewthatthecreativevision,imagination,initiative,andinspirationproducedthroughthisMasterMindallianceweregreat,buthemadenoattempttoexplainthesourceofthesuperpowertheygavehim.
SinceMr.Carnegiefirstbroughtthisprincipletomyattention,morethanaquarterofacenturyofintenseresearchintothecausesofitspowerhasbeencarriedon.Themindsofthousandsofpeoplehavebeenexplored,theirreactionstothoughtstimulihavebeenexamined,andconclusionshavebeenreachedwhichmaybeoftheutmostimportancetothisandfuturegenerations,inthematterofadjustmentofhumanrelationships.
Comewithmenow,forabriefelementarylessoninorganicchemistry,forhereiswherewefindthefirstconvincingcluetowhathappenswhentwoormoremindsareblended,inaspiritofharmony,fortheattainmentofasinglepurpose.
Inchemistry,welearnthattwoormoreelementsofanentirelydifferentnaturecanbesocombinedthattheyproducesomethingdifferentfromeitheroftheelements.Forillustration,water,whichisknowninchemistryasH20,isacompoundconsistingoftwopartsofhydrogenandoneatomofoxygen,buttheresultisneitheroxygennorhydrogen.Thismarryingoftheelementsproducesanentirelynewproduct.
Wealsolearninchemistrythatcertainharmlessdrugscanbesocompoundedthattheybecomedeadlypoisonous,whilestillothercombinationsofdrugs,addedtothepoison,willneutralizeitspoisonouseffect.
Throughoutnatureweseethateveryatomofmatterandeveryunitofenergyisdefinitelymodifiedbyitsnearestassociates.Vegetation,thethingsthatgrowoutoftheground,aredefinitelymodifiedbytheelementsofthesoilonwhichtheyfeed,afactthatiswellknowntoeveryfarmerandeveryhorticulturist.Yes,theatomsofmatterareinfluencedbythepresenceoftheir“neighbors,”thesameaspeopleare.Theworldinwhichweliveandthematerialportionofthe
aspeopleare.Theworldinwhichweliveandthematerialportionoftheuniversewhichwecanobservearemadeupofelectrons,which,infinalanalysis,consistofpositiveandnegativeunitsofenergysoarrangedthatthetwoforcesbalanceeachotherandarepracticallyinseparablebyanymethodknowntoscience.
Thematerialportionoftheuniverseconsists,asfarassciencehasbeenabletodeterminethefacts,ofonlytwothings,energyandmatter.Anditappears,ifonewishestobestrictlytechnicalinthestatementoffacts,thattheso-calledmaterialportionoftheuniverseisnothingbutenergy,sinceobviouslytheelectronsofmatterareknowntobenothingbuttwoopposingformsofenergy,one“pushing”andtheother“pulling”insuchamannerastoneutralizetheircombinedenergy.
Takingourcuefromthechemistryofmatterwecome,now,totheanalysisofthepowerofthought.Obviously,thoughtisenergy,andforallthatsciencehaslearnedaboutit,oritscause,itmaybepreciselythesamesortofenergythatholdstheopposingforcesoftheelectrontogether.Ifthatistrue,thenitisclearthattheenergyofthoughtrespondstothesamemodifyinginfluencesthatchangethenatureoftheelementsofmatter,oneofwhich,aswehaveseen,isthemannerinwhichtheatomsofmatterarecombined.
Therearetwofactsofwhichwearesure.First,thatthenatureofmattercanbechangedbycombiningtheelementsofothermatter,andsecond,thatthenatureofthoughtcanbemodifiedandchangedbytheallianceoftwoormoreminds,andthisdespitethenatureofthealliance,orforwhatpurposeitismade.Thesearefactssowellknown,eventolaymen,thattheyarereadilyacceptedassuch.
Weknowthattherearecertaintypesofmindswhich,whentheycontacteachotherthroughanysortofintercourse,becomedefinitelyantagonistictoeachother.Inthiscircumstancewefindareasonablehypothesisforthebeliefthatthechemistryofthebrainandthechemistryofmatterinotherfields,arethesame;thatthesamelawofnaturewhichchangesharmlesschemicalelementsintodeadlypoison,bythemereactofcombiningthem,changesalsothevibrationsofthought,whenmixedincertaincombinations,toanantagonizinginfluence.
Inotherwordstherearecertaincombinationsofthoughtenergywhich“fight”themomenttheycomeintocontactwitheachother.Noristhisfactdemonstrablealoneintherelationshipoftwoormoreindividuals;itcanalsobeseenintheoperationsofanindividualmind,foritiswellknownthattherearetypesofthoughtwhich“repel”assoonastheycometogether.Theemotionoffearandtheemotionoffaith,forexample,aresounfriendlythatbothcannotpossiblyoccupythebrainatthesametime.Oneortheothermust,anditalways
does,dominate.Therearecertainmeansbywhichanindividualmaydeterminewhichofthesetwoemotions,oranyotheremotions,shalldominatehisbrain,andoneofthemoreimportantofthesemethodsisControlledAttention.
AsapartofthisdescriptionImustnowcallattentiontoalawofnaturethroughwhichlikeattractslike.Wesometimescallthislawthelawofharmoniousattraction.Throughitsoperationthingsthataresuitedtooneanother,inthegreatschemeoflife,haveanaturaltendencytogettogether.
Weseethislawinoperationinconnectionwithvegetationthatgrowsfromthesoil.Throughsomestrangeandunknownprocessthislawmanagestobringtogetherthechemicalelementsofthesoilandcombinethemwiththeunitsofenergyoftheelementsoftheairsoastoproduceeverylivingthingthatgrowsfromtheground.Herethereisnoantagonism,no“fighting”amongtheelementsofmatterortheunitsofenergy.Theydotheirworkinresponsetothelawofharmoniousattraction,withoutoppositionamongthemselves.
Whenwecometotherelationshipbetweenmen,wefindanothersituationthroughwhichthelawofharmoniousattractionisoftendisregarded,andunfriendlyforcesofthoughtenergybreakuprelationshipsofharmony.Sometimesthishappensbecauseofman’signoranceofthelawofharmoniousattraction;sometimesitistheresultofman’sdeliberatesubstitutionofnegativethoughtswhichareknowntobedestructiveoftheinfluenceofthelawofharmoniousattraction.
Thepersonwhohasmasteredthisphilosophyandhasformedthehabitofapplyingitinallhisrelationshipswithotherpeoplefindshimselfbenefitedbythelawofharmoniousattraction.Hehasconditionedhisbraintoattracttohimselfonlysuchpeopleandmaterialthingsashedesires.Nowletusseehowhegoesabouttheprocessofconditioninghisbrainsoastoenablehimtoadapthimselftotheinfluenceofthelawofharmoniousattraction,viz.:
1.DEFINITENESSOFPURPOSE:Hedecidespreciselywhathewants,laysoutaplanforacquiringit,andthenproceedstoconcentratethemajorportionofhisthoughtsanddeedsonthatend,followinghisthoughtswithappropriatephysicalaction.Here,then,enterstheprincipleofControlledAttention,andletusnotoverlookthefactthatthishastheeffectofgivinghimthebenefitofthelawofharmoniousattraction,intwodifferentways.First,heattractstheforcesofapositivementalattitudewhichcreateharmonywithinhisownmind.Second,heattractspeopleandmaterialthingswhichharmonizewiththenatureofhispurpose.
ThroughControlledAttention,andbythatmethodalone,mayoneimpressthenatureofhisdesires,aims,andplansuponhissubconsciousmind,wherethelawofharmoniousattractionappearstofindcontactwiththem.
2.THEMASTERMIND:Havingmadethefirststepinthedevelopmentof
2.THEMASTERMIND:HavingmadethefirststepinthedevelopmentofthehabitofControlledAttention,bytheadoptionofaDefiniteMajorPurpose,hemustformaMasterMindalliancewithotherswhohavethenecessaryexperience,education,nativeability,andwhohavebeensuppliedwiththenecessarymotive,tohelpattaintheobjectofhismajorpurpose.
ThisMasterMindrelationshipintensifiestheapplicationoftheprincipleofControlledAttention,becausethealliancecreatesapowerful“masspsychology”whichgivesoneincreasedself-reliance,imagination,enthusiasm,initiative,andthewilltowin.AmanwillkeeponmovinginthedirectionofhisDefiniteMajorPurposewhenheisassociatedwithotherswholendhimaidandencouragement,whereashewouldbeinclinedtoslowdown,andtodiverthisattentionfromhismajorobjective,ifheworkedalone.
TheMasterMindalliance,whenitiskeyedupandactivelyengagedincarryingoutsomedefiniteobjective,isControlledAttentioninitshighestform!Suchanalliancekeepsonecontinuouslyremindedofhispurposeinlife;particularlywhereoneisassociateddailywiththemembersofhisMasterMindgroup,asarethesuccessfulleadersofindustrialandbusinessorganizations.
3.APPLIEDFAITH:ThemanwhohasadoptedaDefiniteMajorPurpose,andhassurroundedhimselfwithagroupofotherpeople,inaMasterMindalliance,andisactivelyengagedincarryingouttheobjectofhisalliance,therebydemonstrateshisfaithinhisabilitytoattainhisobjective.Therefore,theelementoffaithentersintohisapplicationoftheprincipleofControlledAttention,thusfurtherintensifyinghispowerofconcentration.Bythetimethisthirdstephasbeentaken,indevelopingthehabitofControlledAttention,one’smentalattitudehasbecomepredominantlypositive;manyoftheself-imposedlimitationsofdoubtanddiscouragementandlackofself-reliancehavedisappeared;onemoveswithdefinitenessinallhedoes;hehasnoroomleftinhismindforthoughtsoffailure;heissobusilyengagedincarryingouttheobjectofhismajorpurposethathehasnotimetohesitateorprocrastinate;moreover,hehasnodesiretodoso.
ThethirdstepinthedevelopmentofControlledAttentionwouldbesufficienttoensuresuccess,inamajorityofcases,butthemasterofthisphilosophydoesnotstophere.Heproceedsto“freeze”thegainshehasmadebytakingthefourthstep:
4.GOINGTHEEXTRAMILE:Theapplicationofthisprincipleensurescontinuousaction.Itbringsintooperationtheprincipleofincreasingreturnsthroughwhichone’seffortsaregreatlymultiplied.Itcreatesanaddedmomentumbehindone’seffortswhichinspiresboththeindividualandhisMasterMindassociates,aswellasotherswhoaredefinitelyrelatedtotheobject
ofhisDefiniteMajorPurpose.Italsoservestomodifyhismentalattitudebymakingitmorepositive.Whileitmaynotbringhimdirectmaterialbenefitsoneveryoccasionthatthisprincipleisapplied,ithasthegeneraleffectofcreatinggoodwillandattractingthecooperationofothers,inaspiritoffriendliness.ThusitservesasfueltofeedthefireofControlledAttention!
Butthisisnotthestoppingpoint!ThemasterofthisphilosophyfurtherensureshissuccessfulattainmentoftheobjectofhisDefiniteMajorPurposebytakingthefifthstepinthedevelopmentofthehabitofControlledAttention:
5.ORGANIZEDINDIVIDUALENDEAVOR:Throughtheapplicationofthisprincipleoneorganizeshisplans,then,withtheaidofhisMasterMindalliesheanalyzeshisplans,teststhem,andmakessurethattheyaresound.Bythistimehehasestablishedasoundreasonforhisfaith;thereforehemoveswithself-assurancethatpracticallydefiesopposition!Heisnolongerheldbackbyindecisionanddoubt.Heknowspreciselywhathewants,hehasdefiniteplansforacquiringwhathewants,andheisactivelyengagedincarryingouthisplans,flankedandaidedbyMasterMindalliesinwhomhehasconfidence,andwho,inturn,inspirehimwithgreaterconfidenceinhimselfandhisplans.But,hedoesnotstophere.Hetakesthesixthstepinconsolidatinghisgains,byapplyinganotherimportantprincipleofthisphilosophy,viz.:
6.SELF-DISCIPLINE:Throughtheaidofthisprincipletheemotionsareharnessedandbroughtundercontrol.Henolongerdissipateshisenergies,eitherbytheoverindulgenceofhispositiveemotionsorbygivingexpressiontohisnegativeemotions.Hismindbeginstofunctionlikeaperfectlyconstructedpieceofmachinery,withnolostmotion,nodissipationofenergy.Hehasacquiredtheartoftransmutationofhisemotions;thereforehisnegativeemotions(ifandwhentheypresentthemselvestohismind)areconvertedintopositiveaction.
Hehasbeguntoacquirecompletecontroloverhisfacultyofwill,withtheaidofwhichalltheotherdepartmentsofthemindarebroughtunderhiscontrolandmadetodoconstructiveduty.HeisapproachingtheapexofefficiencyintheartofControlledAttention.Fromhereonhehaseverythingundercontrol,buttherearestillotherstepstobetakenwhichputthefinishingtouchesontheconsolidationofhisgainsoverhimselfandthecircumstancesofhislifewhichaffecthisattainmentofhisDefiniteMajorPurpose.Movingmoreswiftlynow,becauseofthegainshehasmadethroughthesixstepshehastaken,hetakestheseventhstep,viz.:
7.CREATIVEVISION:Bythetimetheprevioussixstepshavebeentakenthefacultyoftheimaginationwillhavebecomesokeenandalertthatitbeginstofunctionautomatically,thusfurtherconsolidatingone’seffortstodevelopthehabitofControlledAttention.Bythistimethesubconsciousmindwillhave
swungintoactiononitsownaccount,anditwillhavebeguntoexpressitselfthroughplansandideasthatwillappearintheformof“hunches.”Newopportunitieswillbeginmysteriouslytoappear,andnewandunexpectedformsofcooperationfromotherswillbegintopresentthemselves.EverythinghetoucheswillappeartobecomeatoolplacedinhishandswithwhichhemaypromotetheobjectofhisDefiniteMajorPurpose.Eventhelawofchancewillappeartobeoperatinginhisfavor.Hisfriendswillbegintospeakofhimasonewhoisblessedby“luck.”But,letnoonebedeceivedonthispoint.Backofthesefavorablecircumstanceswhatwillappearfromalldirectionsisadefinitecause,andthemasterofthisphilosophywillunderstandthatthis“cause”maybeexplainedbytheapplicationofthesevenprinciplesherementioned.
But,thepersonwhohasmasteredthisentirephilosophywillnotbecontenttorestonhisoarsatthispoint.HewillproceedtofurtherconsolidatehisgainsinthedevelopmentofControlledAttentionbytakingtheeighthstep.
8.ORGANIZEDTHOUGHT:Longbeforethispointwillhavebeenreachedthemasterofthisphilosophywillhavestopped“guessing,”andhewillhaveformedthehabitofbuildingplansbasedonknownfacts,orreasonablehypothesesoffacts.Asamatteroffacthewillhavebegun,simultaneouslywiththeadoptionofaDefiniteMajorPurpose,toorganizehisthinking.
BynomeansshoulditbeassumedthathewillwaituntilhehastakentheeighthstepinthedevelopmentofControlledAttentiontoapplytheprincipleofOrganizedThought.Atthispoint,however,thisprinciplewillhavebecomeobviouslyanecessityinthedevelopmentofthehabitofControlledAttention.Remember,wearenowtalkingaboutthehabitofControlledAttention,thefoundationforwhichmustbelaidbytheapplicationofOrganizedThoughtbeginningwiththeadoptionofaDefiniteMajorPurpose.
9.LEARNINGFROMDEFEAT:Bythistimethestudentofthisphilosophywillhaveacquiredthehabitofconvertingeveryexperienceofhislifeintosomedefinitebenefit.Defeatwillhavebecomenothingbutasignalforgreaterandmoredeterminedeffort.Hewillhaveacquiredthehabitofsearchingforthe“seedofanequivalentbenefit”thatistobefoundinallformsofdefeat.Defeat,therefore,willbecomeaformofusefulfuelwithwhichhefeedsthefireofhisownwillpower.Hewillnotonlyconvertcurrentdefeatsintoanurgetogreaterendeavor,buthewillhaveacquiredthehabitofgoingbackintohismemoryandprofitingbyallhispreviousdefeats.Thishewillaccomplishbytakingretrospectiveinventoryofhimselfeveryfewmonths,thusenablinghimselftoanalyzedefeatfromitsresults,throughthelapseoftimesufficienttoremovethestingoftheexperience.
Bythistimethemasterofthisphilosophywillhavebecomeliterallya“giant”ofpower,comparedwithhisformerself,andtherewillbenospaceleftinhis
ofpower,comparedwithhisformerself,andtherewillbenospaceleftinhisbrainforthehousingoffear,discouragement,worry,orself-limitationsofanyothernature.Hewillknowwhathewantsandwhereheisgoinginlife,andhewillrecognizethatheiswellonhiswaytowardhisdestination.Theroadaheadofhimwillbeclear,andalthoughitmayhavemanycurvesbeyondwhichhecannotsee,hewillknowthatwhenhereachesthesetheroadwillcontinueonwardtowardhisdestination.Thisisagloriousfeeling,aseverypersonwhohasexperiencednoteworthyachievementcantestify.
Havinglearnedtheartofconvertingdefeatintoastimulusforgreatereffort,thestudentofthisphilosophygoesthetenthstepinthedevelopmentofControlledAttention:
10.INSPIRATION:Thegainsattainedthroughtheapplicationofthenineprinciplesheredescribedleadtothedevelopmentofthehabitofenthusiasm,theactionproducingqualitythatinspiresonetotaketheinitiativeinsteadofbeingtoldwhattodo.TheInspiredFeelingofenthusiasmtakesthedrudgeryoutofworkandconvertsone’sphysicalactionintoapleasantexperience,thussimplifyingthedevelopmentofControlledAttention.Enthusiasminconnectionwithanyplan,purpose,ormotiveautomaticallyleadstotheconcentrationofattentionuponthatsubject.Throughtheprincipleofinspirationthedominatingthoughtsofone’smindarequicklyimpresseduponthesubconsciousmind,wheretheyareactedupon;thusthepersonwhosemindisdominatedbyenthusiasmhasthedirectsupportofwhatisassumedtobetheconnectinglinkbetweentheconsciousmindandInfiniteIntelligence.AtthispointhehasattainedahighdegreeofefficiencyintheapplicationofControlledAttention.
Meanwhile,themasterofthisphilosophywillhaveaddedmomentumtohisefforts,insupportofthetenprinciplesheredescribed,bytheapplicationoftheeleventhprinciple,throughwhichhewillhavetakenthenextstepindevelopingthehabitofControlledAttention,viz.:
11.ATTRACTIVEPERSONALITY:WhilethisismentionedastheeleventhstepinthedevelopmentofthehabitofControlledAttention,thestudentwillhavebegunapplyingthisprincipleimmediatelyfollowinghisadoptionofaDefiniteMajorPurpose.ByapplicationofthequalitiesofanAttractivePersonalityhewillhaveremovedmuchoftheoppositionofotherpeople,andhewillhaveattractedthefriendlycooperationofmanyalliesotherthanthosealliedwithhiminhisMasterMindgroup.Hewillhave,also,improvedhisownmentalattitude,thuspreparingthewayforthedevelopmentofanydesiredhabit,includingthehabitofControlledAttention.
Itisobvious,therefore,thatControlledAttentionistheresultoftheapplicationofalltheprinciplesherementioned,andnotamatterofchance.Itisobvious,also,thatthemethodbywhichthehabitofControlledAttentionis
obvious,also,thatthemethodbywhichthehabitofControlledAttentionisdevelopedinvolvesnoeffortbeyondtheabilityoftheaverageperson;itcallsfornospecialtrainingoreducationotherthanthatherementioned;itisasuccessqualitywellwithinthereachofthepersonofaverageability;itsdevelopmentcallsfornounreasonableamountofsacrificeorlabor,themajorrequirementsbeingthewilltowinandawillingnesstopaythepriceofachievementintermsofhonestapplication.
Havingmasteredtheseelevenprinciples,throughsystematicapplicationanduse,thestudentofthisphilosophyfindshimselfpushedforwardintothetwelfthandlaststepinthedevelopmentofthehabitofControlledAttention.Inmasteringtheelevenprincipleshehasautomaticallydevelopedthetwelfth,andlo!hefindshimselfthemasterofhimself,the“masterofhisfate,thecaptainofhissoul!”
Althoughonlytwelveoftheprinciplesofthisphilosophyhavebeenconsidered,thepersonwhohasmasteredtheseisnowinpossessionofhisownmind.Heknowswhathewants.Hehasaplanforacquiringit.HehassurroundedhimselfwithtrustworthyaidsinacquiringtheobjectofhisDefiniteMajorPurpose.Hefeelsthethrillofpersonalpower.Hehasthenecessaryself-disciplinetoenablehimtousethispowerwisely;nay,hehasnodesiretouseitinanyotherthanaconstructivemannerthatbenefitsallwhomitinfluences.
HehasbecomeaconstructiveunitofthegreatAmericanwayoflife,andassuchhehasgivenhimselfimmunityagainstthesubtleforcesseekingtodestroytheAmericanformofself-determinationandpersonalfreedom.Hehaslearnedhowtoacquirehisneedswithoutdamagingothers.Henolongerdesiressomethingfornothing,forhehaslearnedabetterwayofacquiringhisneeds.Hehasfoundpeaceandharmonywithinhisownmind.Hehaslearnedtoacceptthecircumstancesoflifeashefindsthemandtomakethemostofthem.Hehasacquiredtheartofpeacefulandharmoniousnegotiationwithothersthroughwhichherelateshimselftootherpeopleinamannerthatworksforthegoodofall.
LetusnowgiveattentiontoanotherfeatureofControlledAttention,whichsuggeststhewaytopersonalpower,throughacombinationofprinciples.
AsIhavestated,thereisachemistryofthebrainthroughwhichthemindpowerofindividualsismodifiedbytheinfluenceofonemindonanother.Thisfactisobvious,eventothelaymanwhohasgivennoparticularstudytothesubjectofmentalphenomenaorpersonalities.
Wehaveseen,also,thatinthefieldoforganicchemistrycertainharmlesselementsmaybesocombinedastocreateadeadlypoison.Fromtheseobservationswemaysafelyassumethateverything,fromtheindividualatomofmattertoahumanbeing,ismodifiedorchangedinsomeformbythepresence
mattertoahumanbeing,ismodifiedorchangedinsomeformbythepresenceofotherthings.
Knowingthesefactstobesuchweshallhavenodifficultyinassumingthatthepresence,inthemind,ofacombinationofthoughtsmayconvertthemintoapowerthatcannotbeidentifiedwithanyindividualthought,andonethatmaybegreaterthanallofthemcombined.
Forexample,weknowfromobservationandexperiencethatthefollowingprinciples,whenassembledinthemindthroughacombinationofthoughts,mayproducemindpowerborderinguponthe“miraculous”:
a. DefinitenessofPurposeb. Self-discipline,throughcontroloftheemotionsc. ControlledAttentiond. Autosuggestion,appliedtotheobjectofone’spurposee. Thepowerofwill,activelyengaged
Hereisacombinationofprinciplescapableofproducingsufficientpowerforthesolutionofalmostanyproblembywhichoneisconfronted.Thepowercomesfromthecombination,notfromanysingleprinciple.Letusseehowtheprinciplesareappliedtoproducepower:
Letussaythatamanisfacedbyoneofthecommonestofallproblems,theneedofacertainamountofmoneyforsomespecificpurpose,withinaspecifiedtime.Therearetwomajorwaysofdealingwiththeproblem.First,byworryingaboutitbutdoingnothingtoraisethemoney.Thisistheusualwayofhandlingsuchproblems.Second,bycombiningthefiveprinciplesherementionedandgoingafterthemoneyinearnest.
Theamountofmoneyrequiredisknownandonehasmadeuphismindtogetit.Thatisdefinitenessofpurpose.
Themindisputtowork(throughthefacultyoftheimagination)acquiringthemoney,totheexclusionofallotherproblems.ThatisControlledAttention.
Themindisclearedofallfearanddoubtthatthemoneycannotbeprocured.Thatisself-discipline.Thecontroloftheemotionoffearthuspreparesthemindfortheexerciseoffaith.
Themindisputtowork(throughthefacultyoftheimagination)oncreatingsomethingofanequivalentvaluethatistobegiveninreturnforthemoney,orforitstemporaryuse,anditiskeptatworkuntilitsinglesoutonespecificidea.Thatisautosuggestion.
Themindisgivenrepeatedsuggestionsthattheamountofmoneydesiredwillbeprocured,nomatterwhatthecostmaybeorwhatconditionshavetobecompliedwith,andthereitremains,set,determined,persistent.Thatis
compliedwith,andthereitremains,set,determined,persistent.Thatiswillpower,inaction,
LINCOLN’SMINDwaslikeapieceofsteel—veryhardtoscratchanythingonitandalmostimpossible,afteryougetiton,torubitout.
Whenthesefiveprinciplesarecombined,andappliedinthemannerdescribedwithvariationstosuiteachdifferentcircumstance,thesubconsciousmindgoestoworkandcreatesaplan—sometimesavarietyofplans—bywhichthemoneymaybeprocured.
Ifoneexperiencesfailure,itisbecausetherehasbeenaslackeningofeffortinconnectionwithoneormoreoftheseprinciples.Ihaveseenthiscombinationofprinciplesproduceresultsthatwerealmostunbelievable.Ihaveheardhighlysuccessfulmenendorsethiscombinationofprinciplesashavingsuperpowerwhichtheymadenoefforttoexplainbecauseitseemsinexplicable.
ThecombinationofthefiveprinciplesIhavejustmentionedprovidesonewithpowerthatisnotattributabletoanyoneoftheseprinciplesalone.Theexperiencesofmenofgreatachievementbearthisout.FirstweshallhearfromThomasA.Edison,whosestatementonthesubjectisquotedasnearlyverbatimasmemorywillpermit:
“Youaskme,”saidMr.Edison,“tonamethemostimportantessentialinthefieldofinvention.Well,Icandescribeitverybriefly.Itconsists,first,ofdefiniteknowledgeastowhatonewantstoachieve[definitenessofpurpose].Onemustfixhismindonthatpurposewiththatsortofpersistencewhichknowsnosuchwordas‘impossible,’andbeginsearchingforthatwhichheseeks,makinguseofalltheaccumulatedknowledgeonthesubjecthecanfind,drawinguponhisownexperience,andmakinguseoftheexperienceofotherpeople[theMasterMind,ControlledAttention,autosuggestion].Hemustkeeponsearching,nomatterhowmanytimeshissearchleadstoadeadendstreet[powerofwill].Hemustrefusetobeinfluencedbythefactthatsomeoneelsemayhavetriedthesameideawithoutsuccess[self-discipline,masteryoffearanddoubt].Hemustkeephimself‘sold’ontheideathatthesolutionofhisproblemexistssomewhere,andthathewillfindit[autosuggestion].”
ThenMr.Edisonwentontosay,“Whenamanmakesuphismindtosolveaproblemhemay,atfirst,meetwithdoggedopposition;butifheholdsonand
keepssearchinghewillbesuretofindsomesortofasolution.Ineverknewtheplantofail.[Acombinationofallfiveoftheprinciplesisinvolvedhere.]
“Thetroublewithmostpeople,”hecontinued,“isthattheyquitbeforetheystart.”Bythishemeant,ofcourse,thatself-imposedlimitationsprohibitmostpeoplefrombeginningtaskswhichtheymighteasilycompleteiftheymadeastartandkeptongoing,intherightsortofmentalattitude.
“Inallmyexperience,”Mr.Edisonsaid,“Idonotrecalleverhavingfoundthesolutiontoanyproblemconnectedwithinventionthroughmyfirsteffort,withtheexceptionofthetalkingmachine.AndoneofthemostsurprisingofallthingsisthefactthatwhenIhavediscoveredthatforwhichIamsearching,Igenerallyfindthattheanswerwaswithinmyreachallthetime,butnothingbutpersistenceandawilltowinwouldhaveuncoveredit.”
NowletushearfromDr.AlexanderGrahamBell,theinventorofthemoderntelephone.
“Idiscoveredtheprincipleofthelongdistancetelephonewhilesearchingforthemeansofproducingamechanicalhearingaid,forthebenefitofmywifewhosehearingwasimpaired.ImadeupmymindtofindthatforwhichIwassearchingifitrequiredtheremainderofmylife.AfterinnumerablefailuresIfinallyuncoveredtheprincipleforwhichIwassearching,andwasastoundedatitssimplicity.IwasstillmoreastoundedtodiscoverthattheprincipleIrevealedwasnotonlybeneficialintheconstructionofamechanicalhearingaid,butitservedalsoasameansofsendingthesoundofthevoiceoverawire.”
Dr.Bellmadeuseofallfiveoftheprinciplesheredescribed,althoughhemayhavedonesounconsciously.“Anotherdiscoverythatgrewoutofmyinvestigations,”saidDr.Bell,“wasthefactthatwhenamangiveshisbrainanordertoproduceadefiniteresult,andstandsbythatorder,itseemstohavetheeffectofgivinghima‘secondsight’thatenableshimtoseerightthroughordinaryproblems.WhatthispowerisIcannotsay;allIknowisthatitexists,anditbecomesavailableonlywhenamanisinthatstateofmindinwhichheknowsexactlywhathewantsandisdeterminedtogetjustthat.”
IshallnowintroduceJohnWanamaker,thelate“merchantkingofPhiladelphia.”
“Onnumerousoccasionsduringtheearlypartofmybusinesscareer,”saidMr.Wanamaker,“IfoundmyselfinneedoffundsfortheoperationofmybusinesswhichIcouldnotprocurethroughanyoftheusualcommercialorbankingchannels.OneverysuchoccasionImadeitmybusinesstogoouttotheparkandbeginwalking,thinkingasIwalkedofnewsourcesofapproachtothesolutionofmyproblem.OnonesuchoccasionIneededaverylargesum,duetothefactthatwehadhadanoffseasonandfoundourshelvesstockedwithmerchandisewecouldnotconvertintoreadycash.Imadeupmymindnottogo
merchandisewecouldnotconvertintoreadycash.ImadeupmymindnottogobacktothestoreuntilIhadsolvedmyproblem.Ikeptmymindoniteverysecond!Attheendofaboutthesecondhouranideaburstintomymindthatenabledmetowalkrightbacktothestoreandraisethenecessaryamountofmoneywithin15minutes.ThestrangestpartoftheexperiencewasthefactIdidnotthinkofthatideaatthestart.”
Controlledattention,plusDefinitenessofPurpose,formedthecombinationthatservedMr.Wanamakerinthisinstance.PerhapsAppliedFaithwasapartofthecombinationofprinciplesheusedbutofthathemadenomention.Hedidsay,however,that“Idoubtthatthereisanysuchrealityasanunsolvableproblemforthemanwhohaslearnedhowtoholdhismindonhisproblemwithafirmdeterminationtofinditssolution.”Thatwastheequivalenttosayingthatthereisnosuchthingasanunsolvableproblemforthemanwhoknowshowtousefaith.
NowletushearfromDr.ElmerR.Gates,oneofthedistinguishedscientistsandinventorsofthreedecadesagowhocollaboratedintheorganizationofthisphilosophy.
“Thereissomehiddensourceofpower,”saidDr.Gates,“whichcomestoaman’saidwhenhesetshismindonadefinitegoalandbecomesdeterminedtoattainit.WiththeaidofthispowerIhaveuncoveredthesecretsofmorethan200inventions,notoneofwhichexistedinmyaccumulatedknowledgeatthebeginningofmysearch.Itispossibletofixtheattentiononagivenproblemandtokeepitthereuntilthesolutionoftheproblemseemstofloatintothemindfromtheair.Thegreatestofallproblemsisthatofmaintainingsufficientwillpowertokeepone’smindconcentrateduponasinglepurposelongenoughtoenableonetotapthismysterioussourceofinwardsight.”
Whenaskedtoexplainwhathemeantbytheterm“inwardsight”Dr.Gatesreplied,“IhavereferencetothesixthsensethroughwhichthesubconsciousmindseemstoyieldtheanswertoproblemssubmittedtoitinthementalattitudeIhavedescribed.”
Remember,thesemenwereamongthemostdistinguishedmenofachievementknowntothepeopleofAmericaduringtheirlifetime.Eachwasarecognizedsuccessinhisownfield.
LetushaveawordnowfromthelatePresidentWoodrowWilson.“WhentherequestcamefromtheGermanmilitaryauthoritiesforan
armistice,in1918,”saidMr.Wilson,“itpresentedoneofthegreatestandmostprofoundproblemsofmytwotermsintheWhiteHouse.Iknewadecisionhadtobemade.Iknewthatthelivesofthousandsofpeopledependeduponthatdecision.AndIknewthatIhadtomakethedecision.Ilaidtherequestasideforafewminutes,closedmyeyes,andbecamedeterminedtoseekguidancefroma
afewminutes,closedmyeyes,andbecamedeterminedtoseekguidancefromasourcegreaterthanmyownfacultyofreason.InalittlewhileIpickedupthepaperandwalkedoutontotherearporchoftheWhiteHouse,stoodtherewithmyeyesclosed,thepaperclenchedinmyhand,andaskedforDivineguidance.Iwasresolvednottorelyuponmyownjudgmentalone.
Inalittlewhile—itwasnotmorethanfiveminutes—theanswercame!Itwassodefinite,soobviouslysound,thatIwentrightbacktomystudyandwrotethereplyinshorthand.SubsequenteventsprovedthatImadetherightanswer,foritwasbutalittlewhileafterIsentitthattheGermanKaiserhadbeendethronedbyhisownpeopleandwasonhiswayintoexile.”
WhatwasthisstrangepoweronwhichthewarPresidentreliedforhisanswer?Hemadenoattempttoexplainit!Onecanonlysurmiseastowhathebelievedittobe,butthereisonefactofwhichthereisnodoubt;thePresidentforcedhismindtoseekthesolutionofagraveproblemanditproducedthedesiredresults.HisexperiencewasControlledAttentionofthemostprofoundnature.
ItappearsthatControlledAttentionismoreeffectiveduringanemergency,whenoneisforcedtoconcentratehisthoughtsuponsomedefiniteproblem.AndletitnotbeforgottenthatControlledAttentionhasagreatdealofpowerwhenitismotivatedbyfear,butthepowerseemstobelimitedtothemediumofphysicalexpressionofpower.Whenfrightened,amanmaydevelopgreatphysicalstrength,becauseheconcentratesallofhiseffortsinsomeparticulardirection,butthissortofpowerissmallindeed,incomparisonwiththespiritualpowerthatbecomesavailablethroughtheemotionoffaith.
ControlledAttention,inspiredbyfaith,isafardifferentpowerfromthatwhichiscreatedthroughfear!IfWoodrowWilsonhadconcentratedhisminduponhisanswertotheGermangovernment’srequestforanarmisticeinaspiritoffear,Idoubtthathewouldhavereceivedthesortofguidancethathedid,whichenabledhimtosendananswerthatputanendtotheformerKaiserofGermany.
Dr.Belldiscoveredtheprinciplewhichmadethetelephonepossibleastheresultofanemergency,occasionedbyhiswife’sdeafness.Ofcoursethesignificanceofthe“emergency”isthis:Itcausesonetocontrolhisattentioninamorehighlyconcentratedformthanhewouldunderordinarycircumstances.Itappearsthattheseunexplainedresults(sometimescalled“miracles”)experiencedbypeoplewhorelyupontheirownminds,generallyoccurunderthestressofsomeemergencywhenbytheverynatureofthecircumstance,theyareforcedtointensifytheconcentrationoftheirthoughtsuponadefinitesubject.
Twofactorsarealwayspresentundersuchcircumstances.First,theemergencystepsupthevibrationofthoughttoahighlyintensestateof
emergencystepsupthevibrationofthoughttoahighlyintensestateofemotionalfeeling.Second,thatemotionisconcentratedupononeDefiniteMajorPurpose!
ThepurposeofControlledAttention,asfarasthisphilosophyisconcerned,isthatofenablingonetobringtogetherallthedepartmentsofthemindandharnesstheircombinedpowerforuseinconnectionwithagivenpurpose.Thatiswhatcontrolledattentionamountsto.Itstimulatescoordinatedactionby(1)thefacultyofthewill,(2)thefacultyoftheemotions,(3)thefacultyofreason,(4)theconscience,(5)thememory,(6)thefacultyoftheimagination,(7)thesixthsense,(8)thesubconscioussectionofthemind;anditseemsareasonablehypothesistoassumethatthecombinedforcesofthesedepartmentsofthemindmakedirectcontactwithInfiniteIntelligence,underanycircumstancewhichbringsallofthemintoactionsimultaneously.
Thishypothesisseemsallthemorelogicalbecauseithastheendorsement,inaboutthesametermsinwhichwehavedescribedit,ofthelateThomasA.Edison,Dr.ElmerR.Gates,Dr.AlexanderGrahamBell,PresidentWoodrowWilson,AndrewCarnegie,andmanyothersequallycapableofreachingalogicalconclusiononsoprofoundasubject.
Thefactsuponwhichthishypothesisisbased,withoneexception,areknowntobeaccurate.Itisknownthatthecombinedpoweroftheeightfactorsofthemind,whentheyarecoordinatedandexpressedinaction,throughControlledAttention,enablesonetoperformdeedswhichborderonthe“miraculous.”Thesourceofpowerthatmakesthispossiblehasnotbeenisolateddefinitely,buttheresultsaresoastoundingthattheycouldnotbeattributedtoanypowershortofInfiniteIntelligence.
Theburdenofthislesson,however,isnottodefinethesourceofthepower,buttodescribeworkablemethodsbywhichitmaybedrawnuponandusedinconnectionwiththedailyproblemsofmen.IntheperformanceofthisresponsibilityIdonothavetorelyuponhypotheses,forIhavecarefullytestedandaccuratelyprovedformulasonwhichtodepend—formulaswhichIknowtobesoundandpracticalbecausetheyhavebeenusedsuccessfullybymenofoutstandingachievementsineverywalkoflife.Morethanfivehundredmenofthiscaliber,whocollaboratedthroughalongperiodofyearsintheorganizationofthisphilosophy,werespecificallyquestionedonthismatterofControlledAttention,andhereisabrieftranscriptofwhatsomeofthemsaid:
AsaCandler,founderoftheCoca-Colabusiness:“Myopinionofthevalueofconcentratedeffortcanbestbestatedbymention
ofthefactthatwespendahugefortuneannuallyforthesolepurposeofconcentratingtheattentionofthepubliconthename‘Coca-Cola.’Itmayinterestyoutoknowthatthisnameisworthmanymillionsofdollars,butit
interestyoutoknowthatthisnameisworthmanymillionsofdollars,butitwouldsoonbecomeworthlessifweneglectedtokeepthepublic’sattentionconcentratedonit.”
HenryFord,founderoftheFordMotorCompany:“Mywholelifeworkspeaksforitselfastomyopinionofthevalueof
concentratedaction.Ourfortune,ourskilledtalent,andallourotherassetsarecombinedforthesolepurposeofgivingthepublicthegreatestpossibleamountoftransportationservicefortheleastpossiblecost.Thesuccessofourbusinesshasdepended,verylargely,uponourneverhavingdeviatedfromthispolicy.”
WilliamWrigley,Jr.,thechewinggum“king”:“WhatIthinkaboutconcentratedeffortcanbestbedescribedbyexamining
thefive-centpackageofchewinggum,tothemanufactureanddistributionofwhichIhavedevotedallmytime.Temptationstodivertmyattentionandsomeofmymoneyintootherchannelshavebeenmanyandvaried,butIstucktomyoriginalDefiniteMajorPurposebecauseIrecognized,earlyinlife,thatnomancansucceedifhesplitshisenergiesanddivertshisattentioninmanydifferentdirections.”
(Incidentally,Mr.WrigleywasthefirststudentofmyPhilosophyofAmericanAchievement,afterithadbeenorganizedandtested.)
AndrewCarnegie,themanwhoinspiredtheorganizationofthephilosophy,anddirectedtheearlierstagesofitsorganization,hadafavoritesloganwhichheexpressedoneveryappropriateoccasion.Itwasthis:
“Placeallyoureggsinonebasket:thenwatchthebasketcloselytoseethatnoonekicksitover.”
Bythathemeant,ofcourse,toconcentrateallofone’sattentionuponasingleDefiniteMajorPurpose.Hedidpreciselythat,inthedevelopmentofthegreatsteelindustryhefounded,andintheaccumulationofhishugefortune.
KingGillette,producerofthefirstpracticalsafetyrazor:“Byconcentratingallmyattentionandmyfortuneupontheproductionofa
safetyrazorIhavenotonlyfulfilledamissioninlifethathasgivenmegreatsatisfactionandastablefortune,butIhaverenderedapricelessservicetomillionsofmenwhousemyproduct.IhavestucktothisoneDefiniteMajorPurposebecauseIrealizedthatanaveragelifetimeisnotlongenoughtopermitonetoattainmorethanonemajorgoal.”
EdwinC.Barnes,nationaldistributorofthe“Ediphone”andtheonlybusinesspartnerthatThomasA.Edisonhad:
“IhaveconfinedmyeffortsentirelytothesaleanddistributionofEdiphones[Edisondictatingmachines]becauseIlearnedfromMr.Edison,quiteearlyinlife,thebenefitsofconcentratedeffort.OneofthefirstofMr.Edison’straitsof
characterwhichIobservedwashishabitofcontrollinghisattentionupononethingatatime.Whileitistruethathecreatedmanydifferentinventions,itmustberememberedthatheconcentratedallofhisattentioninthefieldofinvention,andalwaysfixedhisattentionononeinventionatatime.Tothisonehabitmorethananyother,perhaps,doesheowehisastoundingsuccessasaninventor.”
JohnWanamaker,the“merchantking”ofPhiladelphia:“ControlledAttention,behindasinglepurpose,isthesecretofallhuman
achievement.Themanwhoacquiresthisartandappliesitskillfullytherebyconnectshimselfwithasourceofpowerthatisnotavailabletohimthroughanyothermethod.Whatthispoweris,howitcanbestbetappedandused,arequestionsbeyondmysphereofactivity,butIdoknowthatitexistsforIhaveuseditasthebasisofallmybusinessexperience.AndIcantellyouthisaboutit:Itbecomes,undercertaincircumstances,anirresistiblepowersufficientforthesolutionofallhumanproblems.”
JamesJ.Hill,founderoftheGreatNorthernRailwaysystem:“Themanwhospreadshisenergiesovermanydifferententerprisesresembles
themanwhoshutshiseyeswhenheaimsatanobjectandfiresagun.Hemayspreadhisshotinmanydifferentdirectionswithouthittingthetarget.ControlledAttentionhasbeenmygreatestasset.Ihaveuseditduringmostoftheadultperiodofmylife,andparticularlyinbuildingandoperatingtheGreatNorthernRailway.”
JohnD.Rockefeller,Sr.,founderoftheStandardOilCompany:“FromtheveryfirstdaythatItookmyfirstjob,asabookkeeper,untilthis
verymoment,Ihavefollowedtheplanofcenteringmyattentionupononethingatatime.ControlledAttentionplacesamanincontactwithasourceofpowerthatgiveshimwhatamountstoasortofsuperwisdominthemanagementofhisaffairs.Ihaveinvestedlargesumsofmoneyinmanydifferentbusinessesandindustries,butIearnedthismoneyinthebusinessonwhichIhaveconcentratedmostofmythought,theoilbusiness.NopartofmyattentionhasbeengiventoanyoftheindustriesinwhichIhavemadeinvestments,exceptmyown.”
WilburWright,co-inventoroftheWrightairplane:“MybrotherOrvilleandIalwaysfollowedthehabitofconcentratingour
attentionupononemajorpurpose,andthatwastheperfectingofaheavierthanairflyingmachine.IfwehadsplitourattentionIdoubtthatwewouldeverhavebuiltamachinethatcouldhaveflownsuccessfully.”
FrankW.Woolworth,founderoftheWoolworthfive-andtencentstores:“FromthedaythatIoriginatedthemodernFiveandTenCentStoreplanI
havedevotedallmyattentiontomyDefiniteMajorPurpose,theoperationofourstores.Controlledattentionplayedamuchmoreimportantpartinthesuccessofourbusinessthananyotherfactor.Imitatorssoonenteredthefieldwithplans
ourbusinessthananyotherfactor.Imitatorssoonenteredthefieldwithplanssimilartoours,andsomeofthemdidquitewell,butweremainedsteadfastincarryingoutouroriginalplan.Perhapsthisiswhywehavebeenknownastheleadersinthisfieldforsomanyyears.”
ArthurW.Nash,founderoftheNashmade-to-orderclothingbusiness:“Ourrealsuccessbeganwhenwediscoveredthatabusinessthrivesbest
wheneveryoneconnectedwithitconcentrateshisminduponthesuccessofthebusiness.Beforewemadethisdiscoverywewereworkingatcross-purposes.BycombiningDefinitenessofPurpose,theGoldenRuleApplied,andControlledAttention,weconvertedabusinessthatwasinsolventintoabusinessthatnowpaysadequatedividendstoeverypersonwhoworksinit.Thecombinationofthesethreeprinciplesgaveusaccesstoasourceofpowerwehadnotbeenusingbefore.”
GeorgePullman,inventorofthemodernPullmansleepingcar:“ThechangeinmyeconomicaffairscamewhenIdiscoveredthatamancan
dobutonethingatatime,ifhedoesitwell.MyentiretimehasbeenconcentratedupontherefinementofthePullmancar.Thishasbeenresponsible,morethananythingelse,forthesuccesswehaveenjoyed.”
JuliusRosenwald,formerownerofSears,Roebuck&Company:“ControlledAttention,incombinationwithDefinitenessofPurpose,the
GoldenRuleApplied,andCreativeVision,havemadeourcompanytheacknowledgedleaderinthemail-ordermerchandisingfield.OftheselatterthreeprinciplesIwouldemphasizethefirst,becausewithoutittheothertwowouldlosemuchoftheireconomicsignificance.”
MiloC.Jones,theWisconsinfarmerwhomadeafortuneafterbeingstrickenbydoubleparalysis:
“AfterIlosttheuseofmybodyIconcentratedallthepowersofmymindonasingleidea,themakingofLittlePigSausage,andIwasamazedtolearnthatIcouldaccomplishbyControlledAttentionalonemuchmorethanIhadpreviouslybeenabletoaccomplishwiththefulluseofmybody.WiththeaidoftheMasterMindprincipleIcouldusethephysicalcapacitiesofothermembersofmyfamily,inthemanagementofthebusiness,buttheplanningthatwasnecessarytookplacethroughtheconcentrationofmyownmindonthatsinglepurpose.”
WalterC.Chrysler,thefounderoftheChryslerMotorCompany:“IagreewithAndrewCarnegiethatitisasoundpolicyforonetoplaceallhis
eggsinonebasketandthenwatchthebasket.Thebetterportionofmylifehasbeendevotedtothemanufactureandsaleoffinemotorcars.IhaveconcentratedallmyenergiesonthisoneDefiniteMajorPurpose.Itissurprisingwhatamancanaccomplishwhenhegainsthenecessaryself-disciplinetoenablehimto
canaccomplishwhenhegainsthenecessaryself-disciplinetoenablehimtocontrolhisattentionbyholdingitononethingatatime.WhateversuccessIhaveattainedhasbeenlargelytheresultofDefinitenessofPurpose,theMasterMindprinciple,CreativeVision,OrganizedIndividualEndeavor,Self-Discipline,andControlledAttention,withstrongemphasisonthelatter.”
Manyreaderswillrememberthattragicyear1933,whenFranklinD.RooseveltbecamethePresidentforhisfirstterm.Thebusinessdepressionhadspreadfearinthemindsofthepeople,andthewholeeconomicstructurewasinastateofwildchaos,withbanksfailingandbusinessessuspendingandmenbeingthrownoutofjobsbythetensofthousands.Scareheadlinesaboutthe“BusinessDepression”filledthenewspapers,andeveryonewastalking,thinking,andactingintermsoffearanddoubt.
THOMASA.Edisonbecametheworld’sgreatestinventor,withpracticallynoschooling,solelybylearningtoconcentratehisfullattentionononethingatatime.
Beinganexperiencedstudentofpsychology,thePresidentwenttoworktostopthestampedeoffear.HisfirstmovewasdesignedtomakeuseoftheprincipleofControlledAttention—notonthepartofafew,butonthepartofallthepeopleoftheUnitedStates.Letusanalyzehisaction,forherewefindmanyoftheprinciplesofthisphilosophyinoperationinapracticalway,inoneofthegreatestemergenciesthiscountryhaseverknown.
ThePresident’sfirstmovewastocalltheleadersofbothhousesofCongresstotheWhiteHouseforaconferenceatwhichhesoldthemtheideaofforgettingpartyaffiliationsandconcentratingalltheireffortsontheonetaskofreestablishingconfidenceinthemindsoftheAmericanpeople.
Thenhecalledintherepresentativesofthenewspapersandengagedtheminasimilarcommitment.Thechurchleaderswereaskedtoengageinthesameundertaking,regardlessoftheirdenomination,andtheycompliedwillingly.
Theradioannouncerswereenlistedinthesamecauseandtheywenttoworkinearnest,selling“Americanism”tothepeopleofAmerica.ThePresidenthimselfinauguratedhisfamous“firesidetalks”programandspokedirectlytotheAmericanpeople.
IntheseandothersimilarendeavorstoonumeroustomentionthepeopleofAmericawerebroughttogether,inonemasterstroke,utilizingapplicationofthe
principleofControlledAttention,forthesolepurposeofrestoringconfidenceintheAmericanwayoflife,intheAmericaninstitutions,and,aboveall,intheAmericanpeoplethemselves.
Theresultswerelikemagic!Almostovernightthescareheadlinesabout“BusinessDepression”were
droppedandtheirplaceswerefilledwithheadlinesabout“BusinessRecovery.”Everyadultremembersthiscircumstance,butoneofthegreattragediesofitliesinthefactthatsofewpeoplecaughtthefullsignificanceofthepowerthatbroughtthisrapidchangeabout—thepowerofControlledAttentionfocuseduponaDefiniteMajorPurpose.
Anemergencywasathand.Infactitwasanationalemergencysuchasthepeoplehadneverseenbefore.Spurredonbytheseriousnessofthisemergency,thepeopledroppedtheirpersonalprejudicesofrace,creed,andpoliticalleanings,andconcentratedtheirmindsupontheonetaskofrestoringconfidence,withtheresultthatthewholeeconomicpicturebegantoswingbackfromfailuretosuccess.
HereisanimpressiveexampleofwhathappenswhenpeopleblendtheirmindsandplacetheircombinedmindpowerbackofaDefiniteMajorPurpose,inaspiritofControlledAttention.
Theprincipleworksaswellforindividualsasitworkedforthenationasawhole!Thereissufficientpoweravailablethroughanynormalbrain,ifitisorganizedanddirectedtoadefiniteendthroughControlledAttention,tobringthesolutionoftheindividual’smajorproblemsoflife,nottomentionthesolutionoftheminorproblems,mostofwhichwouldnotexistifonefollowedthehabitofControlledAttentionindealingwiththeseproblems.
Successfulbusinessmen,andotherswhohavegiventhoughttothesubject,havelongknownthatthebestwaytodealwithunpleasantproblemsistotacklethehardestofthemfirst,andtodoitwithoutfearorprocrastination,bycenteringtheattentionuponitandkeepingitthereuntilasolutionhasbeenfound.Itissurprisingtolearnhowquicklythemostembarrassingproblemswillmeltawayintonothingwhenoneconcentrateshisattentionuponthemwithadeterminedwilltoliquidatethem.
Butthisisnotthewaytheaveragepersonhandlessuchproblems.Mostpeoplehandleunpleasantproblemsaboutthesamewaythatthelazyhousekeeperkeepshouse,bysweepingthedirtunderthecarpet.Littleproblemsgrowintobigoneswhenlefttoruntheircourse,withoutattention.
AsonenotedpsychologistexplainedthepowerofControlledAttention,“Itburnsaholestraightthroughtheheartoftheknottiestofproblemsifoneplacesbackofitadeterminedwill.”AndhemightwellhaveaddedthatControlledAttentionnotonlyburnsaholethroughtheheartofaproblem,butitkeepson
Attentionnotonlyburnsaholethroughtheheartofaproblem,butitkeepsonuntilitliquidateswhatisleftaroundthehole.
ThelateCyrusH.K.Curtis,theformerowneroftheSaturdayEveningPost,hadthistosayabouttheprincipleofControlledAttention:“WhenIfirstpurchasedtheSaturdayEveningPostitconsistedmainlyofitsnameandsomedebts.MyDefiniteMajorPurposewastomakethePostthegreatestmagazinepropertyintheUnitedStates.BackofthisaimIconcentratedallmyattention,allmymoneyandallmyinfluencewithmyfriends,withafaithinthefutureofthemagazinewhichhadnolimitations.
“Becauseoflackofoperatingcapital,thefirstyearsofthePostwerefraughtwithdifficultiessufficienttohavediscouragedanyonewithlessfaiththanIhad.ThereweretimeswhenIowedmoremoneythanIcouldhaveraisedifIhadsoldeverythingIpossessed,includingthePost,andsometimesmycreditorswerenotgenerous.
“MyclosestfriendsbeggedmetogiveupthePostanddevotemyeffortstosomethingrequiringlessworkandlessoperatingcapital;butIhadcommittedmyselftodoajobandIwasdeterminedtodoit,nomatterhowlongitrequired,orwhatefforthadtobeputintoit.
“Iwentthroughmanyyearsofthissortofexperience,someofthempushingmesofarintotheredthatitlookedasifImightnevergetout.Thatis,itlookedthatwaytoeveryoneexceptmyself.
“AllthroughthoseyearsofhardshipIkeptmymindconcentratedonthejobaheadofme,andnotonthepleadingsofmyfriendswhowishedmetogiveitupandquit.Ihavealwaysfeltacontemptforaquitter,andespeciallythequitterwhogivesupbeforehehasmadeanearnestefforttowin.
“Nowthebigfightisover,andIhavewon!IhavemadethePostexactlywhatIstartedouttomakeit,afacttowhichevenmycompetitorswilltestify.
“WouldIgothroughthesamefightagain,ifIhadittodooveragain?Why,yes,ofcourseIwould!Thereisasortofcompensationthatisexperiencedbythemanwhohashadastifffightbuthaswonthebattle—aformofcompensationwhich,Ifear,othersneverknow.”
WheneveryouseeacopyoftheSaturdayEveningPost,justsaytoyourself:HereisphysicalevidencethatControlledAttention,backedbyDefinitenessofPurpose,cannotbedefeated.
Thatisaboutthewaythestorygoeswithallmenwhohaveattainednoteworthysuccess.Allofthemgothroughtheir“testingtime,”asAndrewCarnegieexpressedit;thatshowswhatsortofmettletheyaremadeof.Ihaveneverheardofanypersonachievinggreatsuccesswithouthavinggonethrough
difficulties,andunpleasantexperiences,andtheonequalitywhichbeststandsoutduringtheseperiodsof“testingtime”isControlledAttention.
TheSaturdayEveningPostisnowoneofthegreatmagazinesofthecountry.Itistheenvyofthemagazinepublishers’field,butwewonderifthemillionsofpeoplewhoreaditeachweekevertakethetimetostudyitsearlyhistory,orknowthatitistheproductofoneman’smind—amanwhohadvision,andimagination,andenthusiasm,andpersonalinitiative,andthefortitudetocarryonwhenthegoingwashard.Iwonder,too,howmanypeoplerecognizethatthegreatnessoftheSaturdayEveningPost,ascomparedwithmanyothermagazinesthathavecomeandgonesinceitsbirth,ismeasuredinalmostexactproportiontothedifficultiesthroughwhichCyrusH.K.Curtisnurseditduringitsearlyhistory.
IhavesingledouttheSaturdayEveningPostbecausealmosteveryoneisacquaintedwithit.Thesameillustrationmightwellheappliedtoalmostanyothergreatindustry,foralwaysthereissomeoneperson,orasmallgroupofpersons,whoconcentratetheirmindsuponadefinitepurposeandcarryabusinessthroughits“testingtime”beforesuccessarrives.
Perhapsthereisnogreaterexampleinallhistoryofthepowerofconcentratedeffortthanthatwhichisassociatedwiththehistoryofourowncountry.TheAmericanwayoflife,asweknowittoday,wasbornofstruggleandhardshipandpersonalsacrificethathasrarely,ifever,beenexperiencedbythoseofuswhoenjoytheprivilegesofthiscountry.
ItwouldpayeveryreadertospendafeweveningsreadingoftheearlyhistoryoftheUnitedStates—especiallythatportionofitwhichbeganwiththeDeclarationofIndependence,whenfifty-sixbravemensignedtheirnamestothemostimportantcompactdesignedtobringfreedomtoapeoplethattheworldhaseverknown.
Today,thepeopleoftheUnitedStates,aswellasthepeopleofmostoftheothercountriesoftheworld,arefacedbyaworldemergencywhichthreatensthedestructionofthegreatAmericanwayoflife,withallofitsblessingsandrightsofpersonallibertyanditsabundanceofopportunities.
AsItakeinventoryofwhatishappeninginthiscountrytodestroytheunityofthepeople,Iampuzzledtoknowwhythepeopledonotprofitbytheexperienceofthosebravemenwhogavethecountryitssolidityanditssecuritywhenthecountrywasyoungandweak.Iwant,too,toknowwhythepeoplehavesosoonforgottenthemethodsbywhichthePresidentoftheUnitedStatesstoppedthestampedeoffearin1933,andreestablishedtemporaryconfidence,throughtheprincipleofControlledAttention,backedbyadefinitepurpose.
Iftheseprinciplesweresoundinthepast,theymustbeequallyassoundtoday.Ifunityofthepeoplewerehelpfulalittleover165yearsago,whenthe
today.Ifunityofthepeoplewerehelpfulalittleover165yearsago,whenthenationwasbeingwrestedfromtyranny,suchsolidarityshouldbeequallyhelpfultoday,inourpresentcrisis.Andwemightwelladdthatifthisprinciplewerehelpfultothenationasawhole,itmaybeequallyhelpfultoanysmallgroupwhosetouttoaccomplishadesirableend,undertheMasterMindprinciple.
Whereverpeoplecoordinatetheireffortsinaspiritofharmonyfortheattainmentofadefinitepurpose,andbegintoworkforitsattainment,theyfindthemselvesaidedbyamysteriouspowerwhichgivesmomentumtotheirefforts.Iftheyhappentobemartyrswhohavebeenbroughttogetherthroughpersecution,thepoweravailabletothemis,forsomestrangereason,apparentlyincreased.
AboutahundredyearsagoamanbythenameofJosephSmithfoundedareligionknownas“Mormonism.”AreligiouswarsprangupinthecommunitywhereSmithandhisfollowerslived,whichresultedinthemurderofhimandhisbrotherHyrum,whiletheywereconfinedinajailinIllinois.TheleadershipofthegroupwastakenoverbyBrighamYoung,whomovedamajorityofthemintothethenwildernessofUtah,twothousandmilesfromthemorepopuloussectionoftheUnitedStates.Theycarriedwiththembarelyenoughfoodandseedforplantingandutensilsforhouseholdandfarmingpurposestokeepthemfromstarvingtodeath.Aftercuttingtheirwaythroughtwothousandmilesofwilderness,fightingIndiansandbattlingagainsttheelements,theyfinallyarrivedatwhatisnowSaltLakeCity,Utah,andsettled.Theyplantedwhatseedtheycarriedwiththem,butithadnosoonersproutedabovethegroundthanitwassetuponbygrasshoppersandalmostdevoured.
ToaddtotheirmiseriestheUnitedStatesgovernmentsentsoldierstoUtah,ostensiblytoputdownpolygamy.TheywentatthejobsocrudelythattheyantagonizedtheentireMormonpopulation,buttheMormonsheldoutandthelittlecolonysurvived.
ThestoriestoldbytheMormons,oftheirsacrifices,werealmostunbelievable,buttheyhavebeensubstantiatedinalloftheessentialdetails.TheyearswentbyandtheMormonsgrewandprospered,makingtheirlivingentirelyfromthesoil.Itisgenerallyconcededthatnogroupofpeople,throughoutthepioneeringdaysofthiscountry,fromtheearlypilgrimsettlersondowntothepresent,wereharassedandpersecutedasseverelyasweretheMormons.
Today,alittlelessthanahundredyearsaftertheMormonssettledinUtah,wefindthemapeacefulandprosperouspeople,stillmakingtheirliving,forthemostpart,fromthesoiloftheearth.DuringtheDepression,whilemillionsofpeoplewereongovernmentreliefthroughoutthenation,theMormonswerethefirsttoannouncethatthereafternoMormonwouldaskforcharity.Theyhadfoundawaytobecomeself-sustainingand-determining.
foundawaytobecomeself-sustainingand-determining.Now,wearenotinterestedintheMormonreligionassuch,norarewe
interestedintheMormonpeopleexcepttocallattentiontowhathappenswhenagroupofpeopleisdriventomartyrdom,astheMormonswere.HerewehaveaconvincingexampleofthesoundnessofAndrewCarnegie’smottothat“adversitycarrieswithittheseedofanequivalentbenefit.”
TheMormonsmetwithadversityonascalealmostbeyondhumanendurance.Astothemeritsordemeritsoftheircause,ortheirreligion,ortheirformerdomesticrelationships,weareinnowayinterested;butwearekeenlyinterestedinlearningthesecretbywhichagroupofpeoplemaysocombinetheirfortunesandtheireffortsthateachindividualmaygetthenecessitiesoflifewithoutaskingforpubliccharity.
StudytheMormonscarefullyandyouwillfindthatthe“secret”oftheirself-determination,ifthereisanythingaboutitthatcanbecalledsecret,datesbacktothespiritofperseverancewhichtheydevelopedwhilefightingfortheirlives.Theyweredriventopooltheirscanteconomicresourcesandtheirspiritualresourcesfortheirdefenseagainstasocietythatwastryingtoexterminatethem.
Informingthatpooltheydiscoveredsomethingwhichshouldbeofkeeninteresttotherestofus.Theydiscoveredthatthereispowerinunityofpurposeandcoordinationofphysicaleffort.TheynotonlydiscoveredtheMasterMindprinciple,buttheyusedittosavethemselvesfromtotalannihilationandusedittosavethemselvesfromthehumilityofacceptingpubliccharity,inanerawhenmillionsofotherpeoplewhowereneverpersecutedwereseekingsubsidythroughgovernmentrelief.
TheMormonsnotonlyunderstandtheprincipleofControlledAttention,butthatprinciplehasbeenusedbythemsosuccessfullythattheyhavewrestedvictoryfromdefeat,inaworldthatwasbentupondestroyingthem.Theirapplicationofthisprinciplewas,atfirst,amatterofnecessity.TheywereforcedtoconcentratetheirattentionuponaDefiniteMajorPurposeorbeannihilated.Later,perhaps,theybeganmakinguseoftheprincipleoutofpreference,becausetheyhadlearnedofitsstupendouspowerwhilefightingforexistence.
BeforeleavingthesubjectoftheMormonsIwishtomakeoneotherobservationconcerningthem.TodaytheyhavemissionariesinpracticallyeverypartoftheUnitedStates,andinmostofthecountriesoftheworld.Havingmadeaplaceforthemselvesunderthemostsevereconditions,theyarenowbeingrecognizedthroughouttheworld,asfavorablyastheywereoncepersecuted.
ThereisnospiritofrevengeamongtheMormonpeopletoday.Iftheyeverfeltrevengefulforthepersecutiontheywereforcedtoundergo,ithasnowbeensubdued.Theyholdnogrudgesagainstanyoneonanyscore.Perhapsthatmay
beonereasonwhytheyarebeingacceptedsofreelythroughouttheworld.Their“mentalattitude”ispositiveandconstructive.TheyareloyalAmericancitizens,conformingineverywaytothebestandmostapprovedhabitsoftheAmericanwayoflife.
InallthiscountrynofinerexampleofthesoundnessofEmerson’sessayoncompensationcanbefoundthanthatoftheMormons.Thatwhichwastakenfromthembythegenerationofahundredyearsagoisnowbeingfreelyandwillinglyrepaidtothembythisgeneration.Hereisfoodforthoughtofthehighestorder!
Letusrecognizetruthwhereverwefindit.Moreover,letusappropriatetruthandmakeuseofit,nomatterfromwhatsourceitmaycome.IftheMormonshaveabetterwayofrelatingthemselvestooneanotherthanhavetherestofus,letusdiscovertheirwayandmakeuseofit.Letusbefair—toourselvesatleast—andanalyzetheMormonwayoflife,notbytheirhabitsofahundredyearsago,buttheirhabitsoftoday!
Thewholeworldisinastateofmaladjustment.Humanrelationshipshavebeendisturbedinthisandallothercountries,toapointofdangerwhichthreatenscivilization.Itbehoovesus,therefore,toobservethemethodsofanyindividualorgroupofindividualswhohavefoundawaytorelatethemselvestolifeharmoniously.
Whenwefindevenonepersonwhohasdiscoveredhowtoliveharmoniouslywiththerestoftheworld,letusinquireintohisphilosophy,fordespitethefactwemaycomeintohispresencetoscoff,wemayfinditadvantageoustoremainandpray!
ControlledAttentionmakesthissortofanalysispossible.Itenablesonetopiercetheoutercoveringofthingsandpeopleastheyappeartobe,andtolearnwhatexistsunderthecovering!Theworldneedsthissortofanalysisrightnow.Mostofusaretoomuchinclinedtoviewtheoutwardappearancesandthematerialaspectsofthingsandpeople,overlookingtherealitythatliesunderneath.Andthistragichabithasbroughtthewholeworldtotheverybrinkofspiritualbankruptcy.
Thisphilosophywasintended,originally,asaphilosophyofindividualachievement,designedmainlytoenablepeopletoprocurethematerialneedsoflifewithoutviolatingtherightsofothers.Mr.Carnegiehadthisinmindwhenheinspiredtheresearchwhichresultedinthephilosophy.Butthechangedconditionsoftheworld,sinceMr.Carnegie’stime,haveledmetolookatanentirelynewworld;aworldofspiritualwealth;aworldinwhichthefinerartsofhumanrelationshiphavebeenrevealed;anditisthegreaterspiritofunderstandingthatIwishthereaderofthischaptertoacquire.
IhaveendeavoredtoshowthatthereisadifferencebetweenControlledAttentionandordinaryconcentrationofefforts.Letusmakesurethatweunderstandthenatureandextentofthisdifference.Theword“control”isthekeytotheexplanationofthedifference.ControlledAttentionmeanstheactofcoordinatingallthefacultiesofthemindanddirectingtheircombinedpowertoagivenend!Suchisanactwhichrequiresself-disciplineofthehighestorder.Italsorequiresthedevelopmentofcontrolledhabits.Asamatteroffactonecannotcontrolattentionwithoutthesupportinginfluenceofwell-developedhabitsofthought.
NowletusconsidersomeofthecircumstancesunderwhichControlledAttentionisapplied,viz.:
(a)Prayer:Whenoneprays,ifheunderstandsthetruemeaningofprayer,andpraysinastateofmindthathasbeenclearedofallfearanddoubt,hedoessobysettingasidehisownfacultyofreason,hisfacultyofwill,andallotherfacultiesofthemindexceptthefacultyoftheemotions.Withthemindundercontrolheconcentratesallhispositiveemotions,especiallytheemotionoffaith,ontheobjectofhisprayer,havingsuchadeepfaithinitsattainmentthathecanseehimselfalreadyinpossessionofit.UnderthissortofControlledAttentiononemakesdirectconnectionwithInfiniteIntelligence.Iftheprayerisansweredfavorablytheanswercomesintheformofaninspiredidea,plan,ormethodbywhichonemay,throughhisownefforts,acquirethatforwhichheprays.
Thewordsusedinprayerareimmaterial.Thestateofmindinwhichtheprayerisofferedisthethingthatcounts!Thefactoroffaithmustbepresent.Theslightestshadeoffearordoubtorindecisioninconnectionwithone’srighttogetthatforwhichheprayswillbringnegativeresults.Themindmustbefreefromeveryotherthoughtexceptthatconnectedwiththeobjectoftheprayer.Theprayermustcontinueuntilitproducesthedesiredresults.Sometimesthishappenswithinamatterofseconds;atothertimestheanswermaybedeferredforhours,days,months,oryears,accordingtothenatureoftheprayerandwhatisnecessaryforitsfulfillment.
Prayerexpressedintimesofemergency,whenthemindisdominatedbyfear,hasseldombeenknowntoproducethedesiredresults,althoughtheonewhopraysmaybeingreatneedofaid.
Prayerbasedonarequestforsomethingwhichwouldcallforthecessationofnaturallaw,orthecircumventionorviolationofnaturallaw,willbringnegativeresults.
Prayeraskingforresultsthatwoulddamnothersfails,also,andfortheveryunderstandablereasonthatthepersonwhomakessucharequesthasinhismindsomeformofrevenge,greed,selfishness,orothernegativeemotionwhichrenderstheprayerineffective.
renderstheprayerineffective.Successfulprayerdependsuponadequatepreparationofthemindforthe
expressionofprayer.ThatpreparationisControlledAttentionbasedonfaith!
PrayerIsPowerDr.AlexisCarrel,whodevotedthirty-threeyearstobiologicalresearchattheRockefellerInstitute,andistheauthorofMan,theUnknown,analyzedprayerasfollows:
“Prayerisnotonlyworship;itisalsoaninvisibleemanationofman’sworshipingspirit—themostpowerfulformofenergythatonecangenerate.Theinfluenceofprayeronthehumanmindandbodyisasdemonstrableasthatofsecretingglands.Itsresultscanbemeasuredintermsofincreasedphysicalbuoyancy,greaterintellectualvigor,moralstamina,andadeeperunderstandingoftherealitiesunderlyinghumanrelationships.
“Ifyoumakeahabitofsincereprayer,yourlifewillbeverynoticeablyandprofoundlyaltered.Prayerstampswithitsindeliblemarkouractionsanddemeanor.Atranquilityofbearing,afacialandbodilyrepose,areobservedinthosewhoseinnerlivesarethusenriched.Withinthedepthsofconsciousnessaflamekindles.Andmanseeshimself.Hediscovershimself.Hediscovershisselfishness,hissillypride,hisfears,hisgreed,hisblunders.Hedevelopsasenseofmoralobligation,intellectualhumility.Thusbeginsajourneyofthesoultowardtherealmofgrace.
“Prayerisaforceasrealasterrestrialgravity.AsaphysicianIhaveseenmen,afterallothertherapyhadfailed,liftedoutofdiseaseandmelancholybythesereneeffortofprayer.Itistheonlypowerintheworldthatseemstoovercomethesocalled‘lawsofnature’;theoccasionsonwhichprayerhasdramaticallydonethishavebeentermed‘miracles’!Butaconstant,quietermiracletakesplacehourlyintheheartsofmenandwomenwhohavediscoveredthatprayersuppliesthemwithasteadyflowofsustainingpowerintheirdailylives.
“Toomanypeopleregardprayerasaformalizedroutineofwords,arefugeforweaklings,orachildishpetitionformaterialthings.Wesadlyundervalueprayerwhenweconceiveitintheseterms,justasweshouldunderestimaterainbydescribingitassomethingthatfillsthebirdbathinourgarden.Properlyunderstood,prayerisamatureactivityindispensabletothefullestdevelopmentofpersonality—theultimateintegrationofman’shighestfaculties.Onlyinprayerdoweachievethatcompleteandharmoniousassemblyofbody,mindandspiritwhichgivesthefrailhumanreeditsunshakablestrength.
spiritwhichgivesthefrailhumanreeditsunshakablestrength.“Thewords,‘Askanditshallbegiventoyou,’havebeenverifiedbythe
experienceofhumanity.True,prayermaynotrestorethedeadchildtolifeorbringrelieffromphysicalpain.Butprayer,likeradium,isasourceofluminous,self-generatingenergy.
“Howdoesprayerfortifyuswithsomuchdynamicpower?Toanswerthisquestion(admittedlyoutsidethejurisdictionofscience)Imustpointoutthatallprayershaveonethingincommon.Thetriumphanthosannasofagreatoratorio,orthehumblesupplicationofanIroquoishunterbeggingforluckinthechase,demonstratethesametruth:thathumanbeingsseektoaugmenttheirfiniteenergybyaddressingthemselvestotheInfinitesourceofallenergy.Whenwepray,welinkourselveswiththeinexhaustiblemotivepowerthatspinstheuniverse.Weaskthatapartofthispowerbeapportionedtoourneeds.Eveninasking,ourhumandeficienciesareminimizedandwearisestrengthenedandrepaired.
“ButwemustneversummonGodmerelyforthegratificationofourwhims.Wederivemostpowerfromprayerwhenweuseitnotasapetition,butasasupplicationthatwemaybecomemorelikeHim.PrayershouldberegardedaspracticeofthePresenceofGod.Anoldpeasantwasseatedaloneinthelastpewofthevillagechurch.‘Whatareyouwaitingfor?’hewasasked;andheanswered,‘IamlookingatHimandHeislookingatme.’ManpraysnotonlythatGodshouldrememberhim,butalsothatheshouldrememberGod.
“Howcanprayerbedefined?PrayeristheeffortofmantoreachGod,tocommunewithaninvisiblebeing,creatorofallthings,supremewisdom,truth,beauty,andstrength,fatherandredeemerofeachman.Thisgoalofprayeralwaysremainshiddentointelligence.ForbothlanguageandthoughtfailwhenweattempttodescribeGod.
“Wedoknow,however,thatwheneverweaddressGodinferventprayerwechangebothsoulandbodyforthebetter.Itcouldnothappenthatanymanorwomancouldprayforasinglemomentwithoutsomegoodresult.‘Nomaneverprayed,’saidEmerson,‘withoutlearningsomething.’
“Onecanprayeverywhere.Inthestreets,thesubway,theoffice,theshop,theschool,aswellasinthesolitudeofone’sownroomoramongthecrowdinachurch.Thereisnoprescribedposture,timeorplace.
“‘ThinkofGodmoreoftenthanyoubreathe,’saidEpictetus,theStoic.Inorderreallytomoldpersonality,prayermustbecomeahabit.Itismeaninglesstoprayinthemorningandtolivelikeabarbariantheremainderoftheday.Trueprayerisawayoflife;thetruestlifeisliterallyawayofprayer.
“Thebestprayersareliketheimprovisationsofgiftedlovers,alwaysaboutthesamethingyetnevertwicethesame.Wecannotallbeascreativeinprayer
thesamethingyetnevertwicethesame.WecannotallbeascreativeinprayerasSaintTeresaorBernardofClairvaux,bothofwhompouredtheiradorationintowordsofmysticalbeauty.Fortunately,wedonotneedtheireloquence;ourslightestimpulsetoprayerisrecognizedbyGod.Evenifwearepitifullydumb,orifourtonguesareoverlaidwithvanityordeceit,ourmeagersyllablesofpraiseareacceptabletoHim,andHeshowersuswithstrengtheningmanifestationsofHislove.
“Today,asneverbefore,prayerisabindingnecessityinthelivesofmenandnations.Thelackofemphasisonthereligioussensehasbroughttheworldtotheedgeofdestruction.Ourdeepestsourceofpowerandperfectionhasbeenleftmiserablyundeveloped.Prayer,thebasicexerciseofthespirit,mustbeactivelypracticedinourprivatelives.Theneglectedsoulofmanmustbemadestrongenoughtoassertitselfoncemore.Forifthepowerofprayerisagainreleasedandusedinthelivesofcommonmenandwomen;ifthespiritdeclaresitsaimsclearlyandboldly,thereisyethopethatourprayersforabetterworldwillbeanswered.”
QuotedbypermissionfromtheReader’sDigest.(b)DefinitenessofPurpose.Hereonemustunderstandthefullsignificanceof
AndrewCarnegie’semphasisontherelationshipofperfectharmonybetweenallthemindsofaMasterMindgroup.LackofharmonyonthepartofoneindividualofthegroupwilldestroytheControlledAttentionfeatureofthealliance.Itisobvious,therefore,thatControlledAttentionismoreeasilyattainedbyanindividualthanitisbyagroupofindividuals,becauseofthedifficultyinbringingtogetheragroupofpeopleallofwhomwillsubordinatetheirpersonaldesiresandmotivesfortheattainmentofacommonend.
TheMormonpeopleaccomplishedthisend,buttheywereinspiredtodosobyoneofthestrongestofallmotives,thedesireforself-preservation.Itisveryeasyforonetosubordinatehispersonaldesiresforthegoodofhisassociateswhenhisverylifedependsuponmutualcoordinationofeffort,inspiritaswellasindeed.
Mr.Carnegiehascalledattention,timeandagain,tothenecessityofperfectharmonyinaMasterMindalliance.HisgeniusinmaintainingthatrelationshipbetweenthemembersofhisMasterMindgroupandhimselfwasthemajorsecretofhisstupendousachievements.HesoarrangedhisrelationshipwithhisMasterMindalliesthatallofthembecamewealthyfarbeyondanythingtheymighthaveaccomplishedworkingindependently,withouthisaid.Beingtheastutejudgeofhumannaturethathewas,herecognizedthatmencontroltheirattentionbecauseofadequatemotive,andfornootherreason.Heprovidedhis
MasterMindallieswithmanymotivesforcooperatingwithhiminaspiritofperfectharmony,nottheleastofthesebeingthedesireforfinancialgain.
Salesmanagerswhounderstandpracticalpsychologyofteninspiretheirsalesmentoexertextraeffortbyholdingouttothemextracompensationintheformofbonuses,prizes,personalprivileges,etc.Themoresuccessfulsalesmanagersusuallymanagetohavesomesortofasystemofextracompensationinoperationallofthetime,becauseexperiencehasprovedthatthisisthebestknownmethodofinducingmentotakepossessionoftheirownmindsandworktowardacommonendinaspiritofharmony.
Thesalesmanageroflessexperienceoftenresortstoothermethodsforsalesproductionresults,suchasholdinghissalesmeninfearofthelossoftheirjobs.Suchmethodssometimesproducetemporaryresultsthatseemtobesatisfactory,buttheyareonlytemporary.Permanentsuccessinanysortofhumanrelationshipmustbefoundedonmutualconfidenceandthespiritofharmony.Humanrelationshipsbasedonanyotherfoundationaredestinedtofail,nomatterwhatmaybethenatureoftherelationship,orforwhatpurposeitisformed!Letusallrememberthis,withprofit.
Theworldisnowpassingthroughanemergencywhenmostofthepeopleseemtohaveoverlookedtheimportanceofharmonioushumanrelationships!Therecanbenoharmonyofhumanrelationshipsinaworldthatisdominatedbyselfishness,greed,envy,revenge,hatred,lust,avarice,fear,doubt,indecision,andthedesireforsomethingfornothingwhicharesoevidentthroughouttheworldtoday.
Therecanbenopeaceofmindorpermanentsuccessfortheindividualwhoisdominatedbyanyofthesenegativestatesofmind.ControlledAttentionisoneofthemajorprinciplesbywhichallnegativestatesofmindmaybeeliminated.
InarecentradioaddressPopePiusexpressedtheopinionthattheworldwarisGod’swayofpurgingasin-sickworldofitssins.Commonsensesuggeststhatthepeopleoftheworld(withexceptions,ofcourse)havebeenrelatingthemselvestooneanother,sincethebeginningoftheFirstWorldWar,inamannerdeservingofcorrection.
(c)Love:Hereisastateofmind,ahumanemotion,whichheadstheentirelistofallemotionsforeffectivenessinestablishingharmoniousrelationshipsbetweenpeople.Loveisofthespirit;itisofDivineorigin.IfyouwishtoseeControlledAttentioninoperationinitshighestform,observethemanandwomanwhohaveconsolidatedtheirinterestsinaspiritoflove.Observe,also,howeasilythisstateofmindclearsthemindofallotherthoughts.Wheretrueloveprevails,thepresenceofenvy,greed,revenge,lust,selfishness,andthedesireforsomethingfornothingclaimnopartofthemindsofthelovers.
Iamnotreferringtothatformofsentimentalismknownas“puppylove,”nor
Iamnotreferringtothatformofsentimentalismknownas“puppylove,”northeemotionofsexwhichisoftenmistakenforlove.Iamspeakingofthatspiritualpowerwhichbringspeopletogetherinaspiritofoneness;thatrelationshipthroughwhicheachpersonbecomes(spiritually)apartoftheother!
Loveisspiritualharmonybetweentwopeople.Therelationshipisnotconfinedtomenandwomen.ItisthesortofrelationshipthatexistsbetweenpeoplewhereverthetruespiritofChristianityprevails.Ithasnothingincommonwithdogmaorcreed.Itisthehighestformofhumanintercourse.Whereitbecomesthedominatingfactorinhumanrelationships,harmonyandunderstandingexist.ItisControlledAttentiondirectedtoaDefinitenessofPurposeamongpeople.Hewhomitaffectsrecognizes,willingly,thatheis“hisbrother’skeeper.”
ItwasthisDivinespiritoflovewhichinspiredthesignersoftheDeclarationofIndependencevoluntarilyandwillinglytopawntheirownlivesinorderthatlibertymightbethecommonprivilegeoftheirfellowmen.Theirmotivehadnothingofthenatureofselfishnessinit.Ithadnorelationshiptofear.Itwastheproductofanenduringfaiththatwassharedalikebyfifty-sixmenwhoweresosureofthejusticeoftheircausethattheysawittriumphant,attheoutset.Wherevermencontroltheirattentionanddirectittoadefiniteend,inthisspirit,theyavailthemselvesofasourceofpowerwhichmaysuccessfullydefyopposition.Thatsortofpowerneverisusedbydespots,foritisanimpossibilitytousespiritualpowerdestructively.Spiritualpowerbuilds,butnevertearsdown.
ControlledAttentionleadstomasteryinanysortofendeavor,becauseitenablesonetofocusthepowersofhisminduponadefiniteobjectiveandkeepitsodirected,atwill.ControlledAttentionisself-masteryofthehighestorder,foritisanacceptedfactthatthemanwhocancontrolhisownmindcancontroleverythingthatgetsinhisway.
Themanwhoknowsexactlywhathewants,andwhoconcentrateshisattentionupongettingitwiththefullbackingofhiswilltowin,usuallyisnotdisappointed.Nothingcandefeathimexceptastrongeropposingwill.Thatsortofconcentratedeffortfindsawaytomasterobstacleswhichseeminsurmountable.ItwasthissortofwillpowerthatHarrietBeecherStowehadinmindwhenshewrote:“Whenyougetintoatightplaceandeverythinggoesagainstyou,untilit
seemsasthoughyoucouldnotholdonaminutelonger,nevergiveupthenforthatisjusttheplaceandtimethatthetidewillturn.”
Yes,thetideseemsalwaystoturninone’sfavorifoneisdeterminedtoseethatitdoes.Thestateofmindhasalottodowiththe“tide.”Platohadinmindthissamethoughtwhenhesaid:
thissamethoughtwhenhesaid:“Thefirstandbestvictoryistoconquerself;tobeconqueredbyselfis,ofall
things,themostshamefulandvile.”Everygreatphilosopherwhohasgiventhoughttothepowersofthemindhas
discoveredthatthemindhaswithinitqualitiessufficientforeveryemergency.HenryWadsworthLongfellowrecognizedthetruthofthiswhenhesaid:“Anenlightenedmindisnothoodwinked;itisnotshutupinagloomyprison
tillitthinksthewallsofitsowndungeonarethelimitsoftheuniverse,andthereachofitsownchaintheoutervergeofintelligence.”
WhileLongfellowdidnottrytoexplainthesourceofthemind’spower,hedefinitelyrecognizedtheirresistiblepowerofthemind,justaseverydeepthinkerrecognizesit.
Parkmanshowedhisunderstandingofthemindandparticularlythepowerofaconcentratedmindwhenhewrote:“Hewhowoulddosomegreatthinginthisshortlifemustapplyhimselfto
workwithsuchconcentrationofhisforcesas,toidlespectators,wholiveonlytoamusethemselves,lookslikeinsanity.”
AndAnnieBesantexpressedherdeepandmatureunderstandingofthepowerthatisavailablethroughthemindwhenshesaid:“Knowledgeisessentialtoconquest;onlyaccordingtoourignorancearewe
helpless.Thoughtcreatescharacter.Charactercandominateconditions.Willcreatescircumstancesandenvironment.”
ThomasFowellBuxtonexpressedagreattruthinconnectionwiththepowerofconcentratedthoughtwhenhewrote:“ThelongerIlive,themoredeeplyIamconvincedthatthatwhichmakesthe
differencebetweenonemanandanother—betweentheweakandthepowerful,thegreatandtheinsignificant—isenergy,invincibledetermination,apurposeonceformedandthendeathorvictory.”
EverymanwhohastriumphedoverprolongeddefeatwillunderstandthemeaningofBuxton’sstatement.
ArnoldBennettexpressedhisunderstandingofmindpowerwhenhesaid:“Themannerinwhichonesinglerayoflight,onesingleprecioushint,will
clarifyandenergizethewholementallifeofhimwhoreceivesit,isamongthemostwonderfulandheavenlyofintellectualphenomena....Ithinkitratherfine,thisnecessityforthetensebracingofthewillbeforeanythingworthdoingcanbedone.Ifeelitisthechiefthingthatdifferentiatesmenfromthecatbythefire.”
Wheneveronetunesinonthethoughtsofmenwhoreallythink,hediscoversevidenceoftheirrecognitionoftheirresistiblepowerofthemindwhenthat
powerisorganizedandturnedtoadefinitepurpose.
MANISnotacreatureofcircumstances,butacreatorofcircumstances.Hemakeshisowncircumstances,hisownopportunities.
JohnQuincyAdamsexpressedhisbeliefintheprofoundnatureofthepowerofthemindinthesewords:“Courageandperseverancehaveamagictalismanbeforewhichdifficultiesdisappearandobstaclesvanishintoair.”
WashingtonIrvingexpressedhisrespectforthepowersofthemindwhenhesaid:“Greatmindshavepurposes,othershavewishes.Littlemindsaretamedand
subduedbymisfortune;butgreatmindsriseabovethem.”Yes,thatistrue;greatmindsdoriseabovemisfortunes,andletusnotforget
thatoneofthequalitieswhichmakeagreatmindisthatofdefinitenessofpurposebackedbyconcentrationofeffort.JohnFosterexpressedagreattruthconcerningtheinfluenceofapositivemindthatisbackedbydetermination,whenhesaid:“Whenafirm,decisivespiritisrecognizeditiscurioustoseehowthespace
clearsaroundamanandleaveshimroomandfreedom.”Ihaveobservedthetruthofthis,manytimes,bywatchingadeterminedman
whoknewwherehewasgoing,ashewalkeddownthestreet.Ihaveactuallyseenpeoplelookbackovertheirshoulders,becomeconfused,andquicklysidestepoutofhisway.Thedeterminedmindprojectsaninfluencethatisfeltbyeveryonewithinitsrange.Youcanrecognizethatsortofmindthemomentonewhopossessesitwalksintoaroomthatiscrowdedbypeople,eventhoughyoumaynotactuallyseetheman.Hispresencemakesitselffelt!
RalphWaldoEmersondisclosedhisprofoundunderstandingofthepowerofthoughtinthesewords:“Thekeytoeverymanishisthought....BewarewhenthegreatGodlets
looseathinkeronthisplanet.”Itakeyou,now,toMr.Carnegie’sanalysisofthisconcept,butIwishto
remindyouthatthemethodbywhichthehabitofControlledAttentioncanbestbedevelopedhasbeendescribedinthefirstportionofthischapter.Mr.Carnegie’sanalysiswilldealmainlywiththeeffectsofcontrolledattention,ratherthanthemethodbywhichthisdesirablehabitmaybeacquired.
T
AndrewCarnegie’sAnalysisofControlledAttention
HEANALYSISBEGINSinMr.Carnegie’sprivatestudyin1908whenIfirstmetandinterviewedhim.
HILL:Mr.Carnegie,willyoudescribehowControlledAttentioncanbeappliedin
thepracticalaffairsoflife?CARNEGIE:Nowletusdefinetheterm“ControlledAttention,”andmakesurewe
understandexactlywhatitmeans.Itistheactofcombiningallthefacultiesofthemindandconcentratingthemupontheattainmentofadefinitepurpose.Thetimeinvolvedintheactofconcentrationofthoughtonagivensubjectdependsuponthenatureofthesubjectanduponthatwhichoneexpectsinconnectionwithit.Takemyowncase,forexample.Thedominatingforcesofmymindare,andhavebeenformanyyears,concentrateduponthemakingandthemarketingofsteel.Ihaveothersalliedwithmewholikewiseconcentratetheirdominatingthoughtsuponthesameobjective.ThuswehavethebenefitofControlledAttentionincollectiveform,consisting,asitdoes,oftheindividualmindpowerofagreatnumberofpeople,allworkingtowardthesameend,inaspiritofharmony.
HILL:Couldyounothavecarriedonotherbusinessactivitiesjustassuccessfullyas
youconductedthesteelindustry,andatthesametime?Wouldn’ttheMasterMindprinciplehavemadethispossible?
CARNEGIE:Yes,Ihaveknownmentoconductmanyseparate,unrelatedbusinesses
successfully,withtheaidoftheMasterMind;butIhavealwaysbelievedtheywouldhavedonemuchbetterhadtheyconfinedtheireffortsentirelytoonelineofbusiness.Splittingone’sattentionhastheeffectofdividingone’spowers.Thebestplanforanyonetofollowistodevoteallhisenergiestosomespecificfield.Thisconcentrationenablesonetospecializeinthatfield.
HILL:But,whataboutthedoctorswhoengageingeneralpractice?Dotheynothave
abetteropportunitytoaddtotheirincomethanthosewhospecializeinone
abetteropportunitytoaddtotheirincomethanthosewhospecializeinoneparticularbranchofmedicine?
CARNEGIE:No,theexactoppositeistrue.Ifyoueverhaveoccasiontoengageaspecialist
toremoveyourappendix,asIhavehad,youwilllearnthatspecializationinmedicinepays.WhenIwasasmallboytheoldfamilyphysicianwhousedtolookafterthehealthofthepeopleofourneighborhoodwouldhaveremovedanappendixfor$25,andIsuspecthecouldhavedonethejobaboutaswellasthespecialistwhochargedmemorethantentimesthatamount.But,Icalledinthespecialistjustthesame.
HILL:Doesthissameruleapplyinthefieldofretailmerchandising?CARNEGIE:Yes,itappliesineverylineofbusinessandeverycalling.Modern
merchandisinghaspracticallymadetheold-fashionedgeneralstoreobsolete.Whilethemostprosperousstoresaredepartmentalized,theyarenotthesameastheoldgeneralmerchandisestores,becauseeachdepartmentismanagedbyaspecialistwhodevotesallhistimetothatdepartment.Youmightsaythatamoderndepartmentstoreisnothingbutagroupofhighlyspecializedstores,alloperatingunderoneroofandonegeneraloverhead,butpossessingincreasedbuyingpowerthatgivesthestoreatremendousadvantageoversmallerstores.
HILL:Youwouldsay,then,thatthedepartmentstoreismanagedundertheprincipleofControlledAttention?
CARNEGIE:Thatandotherprinciplesofthephilosophyofindividualachievement,
especiallytheMasterMindprincipleandDefinitenessofPurpose.HILL:Whataboutthebankingbusiness?Isitmanaged,also,byapplicationofthe
principleofControlledAttention?CARNEGIE:Verymuchso!Everydepartmentofalargebank,andpracticallyevery
individualpositionineachdepartment,ishighlyspecialized.Thesameistrueofrailroading.Practicallyeverypositionintherailroadbusinessisspecialized.Promotionsarefromthebottomupward,andthemenholdingthemoreresponsiblepositionshavehadtraininginnearlyallthesubordinatepositions,buttheyneverundertaketoholdtwojobsatthesametime.Itisthesameinthesteelindustry.Menbecomehighlyskilledbyconfiningtheireffortstospecializedwork.Here,too,promotionsarefromthebottomupward.Allofour
headmenhaveservedtheirapprenticeshipinsubordinatejobsintheoperatingendofthebusiness.
HILL:Youbelieve,then,thatthebetteropportunitiesofthefuturewillbeavailable
tothosewhoconcentratetheireffortsalongsomespecializedlines?CARNEGIE:Ithasalwaysbeenthatwayanditalwayswillbe.HILL:Whatabouttheprofessionofteaching?Isitnotpossibleforateacherto
preparehimselftoteachmanydifferentsubjects?CARNEGIE:Oh,yes,itispossible,butnotadvisable.Thebiguniversitiesarenothingbut
agroupofassociatedcolleges,eachspecializinginsomeparticularbranchofeducation.Ifitwerepracticalforateachertodobetterworkbydevotinghiseffortstoadiversityofsubjects,theuniversitieswouldhavediscoveredthislongago.
HILL:Whataboutthestudentwhoispreparinghimselfforalifework?Shouldhe
specializeinsomeparticularbranchofeducation?CARNEGIE:Yes,ifheknowswhathisDefiniteMajorPurposeinlifeistobe.Otherwise
heshouldconfinehiseffortstoageneraleducationalcourseuntilsuchtimeashechoosesagoal.Thenheshouldcontinuehiseducationthroughspecializedtraining.Thelawyer,forexample,usuallytakesacourseingeneraleducation,andthenspecializesinlaw.Thedoctorusuallydoeslikewise.Generaleducationgivesoneanapproachtoorganizedthinking,self-discipline,andself-reliance—allessentialqualitiesforsuccessinanycalling.
HILL:Whataboutthestenographer?Shouldheorsheconcentrateononelineof
work?CARNEGIE:Well,thestenographermustspecialize,obviously,beforeprocuringa
position.Afterthathemayhavetoengageingeneralserviceforatime,butthestenographerwhodoesnotwishtoremaininthatsortofworktakesstockofhisopportunitieswhileengagedingeneralofficework,andsoonerorlaterspecializesinsomeparticulardepartmentthroughwhichhecanpromotehimselftoabetterposition.Manyofthemoresuccessfulbusinessandindustrialleadersofourtimesgottheirstartthroughstenographicpositions,wheretheyhadanopportunitytostudythemethodsoftheirsuperiors.Thisisamongthefinestofalltypesofofficeworkasfaraspreparationforexecutiveresponsibilitiesis
alltypesofofficeworkasfaraspreparationforexecutiveresponsibilitiesisconcerned.Thestenographerliterallygoestoaschooltaughtbyhighlyskilledexecutivesandispaidfordoingso.
HILL:Whataboutthefarmer?Shouldhespecialize,also?CARNEGIE:Yes,heshould,butusuallyhedoesnot.Thisisoneofthemajorweaknesses
ofagriculture.Themenwhoaremakingthemostmoneyfromthesoilarethosewhospecializeincertaincrops,suchaswheat,rye,barley,andcorn.Thefarmerwhoraisesalittleofeverythingveryseldomreceivesmuchforanythingheraises.
HILL:Whataboutthebookkeeper?Shouldhespecialize,too?CARNEGIE:Yes,unlessheiscontentedtoremainalwaysabookkeeper,andeventhenhe
willmakemorefromhisworkifhespecializesinaparticularbranchofaccounting.Thebetter-paidmeninthisfieldusuallybranchoutfromgeneralbookkeepingtoauditingandtheinstallationofaccountingsystems.Aclevermaninthisfieldfindsitquiteprofitable,foreverybusinessbeyondtheone-mansizeneedsdependablerecordsofitstransactions.Thejack-of-all-tradesusuallyisgoodatnone!
Thereissomepartthateveryonecantakeintheschemeofaffairs—somepartthroughwhichhecanrenderusefulserviceandgainhisjustcompensation.Itiseveryone’sresponsibilitytofindoutwhatthispartis,andtopreparehimselfforit.Allwell-orderedliferequirespreparation.Beforeonebeginstoprepare,heshouldknowforwhatheispreparinghimself.That,withinitself,isconcentrationofeffort.Themanwhohasnodefinitepurposeinlife,whocannotdosomeonethinganddoitwell,islikeadryleafonthebosomofthewind.Hewillbetossedhereandthere,whereverthewindsofchancecarryhim,but,liketherollingstone,hewillgathernomoss.Unfortunately,themajorityofpeoplespendtheirlivesinthusrolling!
HILL:DoyoumeanthatamanshouldchoosehisDefiniteMajorPurposebefore
beginninghiseducation,andpreparehimselftospecializeinconnectionwiththataim?
CARNEGIE:No,notalways.Seldomisaveryyouthfulperson,whohasnotfinishedhis
basiceducation,inapositiontoadoptaDefiniteMajorPurpose.Inthatcaseheshouldcompletehisessentialeducation,throughthegradesandhighschool.Ifhestillisunabletochooseamajorpurposeinlifeheshouldeithergotowork
hestillisunabletochooseamajorpurposeinlifeheshouldeithergotoworkandlearn,fromexperience,ofthepossibilitiesofdifferentoccupations,orgotocollegeandtakeageneralliberalartseducationalcourse.Afterthatoneshouldbeabletodecidewhatcallinghewishestofollow.
HILL:SupposeapersonchoosesaDefiniteMajorPurpose,butfinds,afterhe
pursuesitforawhile,thathedislikesit,orhefindssomethinghelikesbetter?Shouldhemakeachange?
CARNEGIE:Yes,byallmeans!Amanwillsucceedbestinthatwhichhelikesbest,all
elsebeingequal.Itisadvisableforonetochange,providedhedoesnotgetintothehabitofchangingeverytimetheworkhehaschosenbecomesdifficult,orhemeetswithtemporarydefeat.Changingfromonelineofworktoanotherinvolvesatremendousloss.Itissomethinglikeanindustrialplant,themanagementofwhichchangesfromoneproducttoanother.Thesuccessfulpersonmustreachthestageofspecialization,soonerorlater;thesooner,thebetter.
HILL:Isitadvisableforabusinessmantoengageinpolitics?CARNEGIE:Notifhewishestosucceedinbusiness.Politicsisaprofessionuntoitself,
andnotaverydependableoneatthat.Butitisaprofession,andthosewhosucceedbestatitarethosewhodonothingelse.
HILL:Whatsortofcareerwouldyouadviseayoungmantochoose?Aprofessional
careerorabusinesscareer?CARNEGIE:Thatdependsupontheyoungman,hislikesanddislikes,hisnativeability,
hisphysicalconditions,etc.GenerallyspeakingIwouldsaythatbusinessandindustryoffermuchbroaderopportunitiesthandotheprofessions,becausetheprofessionsareovercrowdedalready.Thisisessentiallyanindustrialnation.Industryisthebackboneofoureconomicstructure.AndIhaveneverseenthetimewhenareliable,loyal,andcapablemancouldnotfindhisplaceinindustry.Hereiswheremostofthelargerfortunesaremade,which,withinitself,partlyanswersyourquestion,sincemostpeoplechooseacareerwiththeobjectofearningalivingandaccumulatingasmuchwealthaspossible.Therealwayshasbeenashortageofcapablemenattheheadofindustry,butneverashortageintheprofessions.
HILL:Whataboutthearmy,orthenavy,orthegovernmentserviceasacareer?Are
Whataboutthearmy,orthenavy,orthegovernmentserviceasacareer?Aretheredesirableopportunitiesinanyofthesethreebranchesofservice?
CARNEGIE:AgainImustsaythatthisdependsverylargelyonthepersonwhoischoosing
thecareer.Ifamanwishesanopportunitytoengageinacreativeeffort,hewouldnotchoosethegovernmentserviceascareer,sincehischancestherewouldbecomeamatterofthewhimsofpoliticians.Hewouldfarebetterineitherthearmyorthenavy,sincethesearesomewhatfurtherremovedfrompoliticalinfluence.Somehavemadecommendablerecordsinbothofthesefieldsoftheservice,butgenerallytheyweremenwholikedthatsortoflife.
Thelineofpromotioninboththearmyandthenavyisratherlongandbynomeanseasy.Militaryservicecallsforconcentratedeffortandadefinitelimitationofambition,asthepossibilitiesofadvancementareknowninadvance.Somemenarenotsuited,bynature,tolimitthemselvesinthismanner.Theyprefertotaketheirchancesinbusinessorindustry,wheretherisksmaybegreaterandtheworkharder,butthepossibilitiesofachievementarewithoutanyfixedlimits.
HILL:Thenyourecommendconcentrationofeffort,throughspecialization,inall
callings?Youbelieve,obviously,ina“one-track”mind?CARNEGIE:Specialization,throughconcentrationofeffort,givesonegreaterpower.It
saveslostmotioninboththoughtandphysicalaction.ItharmonizeswiththeprincipleofDefinitenessofPurpose,thestartingpointofallachievement.Ibelieveinaone-trackmindifyouallowmetodescribeitthisway:awiderangeofknowledgebasedonfactsrelatedtoone’smajorpurpose,butexpressedthroughorganizedplansfortheattainmentofthatpurpose.ImightmakemymeaningbetterunderstoodifIstateditthisway:Amanshouldhaveamultiple-trackmindfortheaccumulationofknowledge,butasingle-trackmindfortheexpressionofthatknowledge,whichisaboutthesameassayingthatoneshouldhaveareserveofbothgeneralandspecificknowledge,butheshouldconcentrateitsuseupontheattainmentofaDefiniteMajorPurpose.
YOUMAYhaveeverythingyoudesireifyoudesireitbadlyenoughtoinspireyoutokeepyourmindfixedonitsattainment.
Knowledgegivesonenopoweruntilitisorganizedandexpressedinaction!
Knowledgegivesonenopoweruntilitisorganizedandexpressedinaction!Thatrequiresconcentrationofeffort.Amanmaybeawalkingencyclopediaofgeneralknowledge,andIhaveknownsuchpeople—buthisknowledgewillbepracticallyuselessuntilheorganizesitandgivesitsomeformofexpression,throughdefinitenessofpurpose.
Now,ifyouwishanexcellentexampleofthepowerofControlledAttentionI’llgiveyouone.Youareayoungman,withmostofyourlifeaheadofyou.Soonerorlater,nodoubt,youwillgivesomethoughttomarriage,butbeforeyoumakeachoiceyoumaylookaroundconsiderably,analyzingmany“suspects,”beforeyoufindanacceptable“prospect”formarriage.Whenyoufindonewhomyoubelievetobeyourchoice,observehowquicklyanddefinitelyyouwillbegintoconcentrateyourattentionuponthisonewoman!There’sthetimeandtheplacetowatchyourstep,forconcentrationofeffortleadstoclimaxofaction,andthisappliesnotonlyinthechoiceofamateinmarriage,butinallotherhumanrelationships.Concentrationofattentionleadstolastingfriendships,andpermanentbusinessalliances,andtootherpermanentrelationships.Itleadstorepeatedsuccesses,andovertime“successconsciousness”becomesahabit.
HILL:Youspeakof“successconsciousness”asbecomingahabit.Ihaveobserved
thatmostpeoplehavea“failureconsciousness.”Howisthishabitacquired?CARNEGIE:Bythesamemethodthatthe“successconsciousness”isacquired;the
concentrationofattentionuponfailureandhabitsthatleadtofailure.Suchhabits,forexample,asprocrastination,fear,indecision,andindifferencetoopportunity.Throughtheprincipleofautosuggestion,one’sdominatingthoughtsandphysicalhabitsbecomeafixedpartofone’spermanentcharacter.Concentrationofthoughtonanysubjectattractstoonethecircumstancesbywhichthephysicalcounterpartofthethoughtiscreated.
HILL:Anditisbythismeansthatthoughtbecomestransformedintophysical
things?CARNEGIE:Iwouldstateitslightlydifferently.Itisbythismeansthatthoughtattracts
onetoitsphysicalcounterpart.Thoughtdoesnotactuallybecometransformedintomaterialthings;oratleastwehavenosubstantialevidencethatitdoes;butthoughtdoesattractsomecombinationofcircumstancesbywhichitsphysicalcounterpartisassembledordrawntoone.Anditdoesthisbytheaidofwhatevernaturalmeansareavailable.Forexample,DefinitenessofPurposeinspiresonetoengageinphysicalactionincarryingouttheobjectofthatpurpose.Thus,
whilethoughtdidnotactuallyattractthephysicalcounterpartofthepurpose,itinspiredtheindividualtoprocureit,throughthemostlogicalmeansavailable.
HILL:Thenthereisnomysteryconnectedwithyourstatementthatone’s
dominatingthoughtstendtoclothethemselvesintheirphysicalcounterpart?CARNEGIE:Nonewhatsoever.Themethodbywhichthistakesplaceisasunderstandable
asthemultiplicationtableortherulesofgrammar.HILL:Butthereareschoolsofthoughtwhosefollowerswouldhaveonebelievethat
one’sdominatingthoughts,suchasoneengagesinwhenpraying,canattracttheirphysicalcounterpartthroughsomeinexplicablemystery,orsupernaturallaw.
CARNEGIE:Well,theycouldberightaboutthis,butIhaveneverknowinglyacquiredany
desirableresultsfromthought,throughanymeansthatIcouldnotexplainbythelawsofnatureandtherulesofordinaryhumanrelationship.Ihaveneverdependeduponsupernaturallaw,fortruthfullyIknowofnosuchlaw.
Iwillsaythis,however:ThecircumstancesthroughwhichDefinitenessofPurposeattractsopportunitiesfavorabletotherealizationofthepurposeoftenaresounexpectedthattheyappearinexplicable.Isuspect,however,thataccurateanalysiswoulddisclosethatthereisaperfectlylogicalandpurelynaturalcauseforeveryeffect!Sometimestheeffectsofcertainexperiencesofourlivesaresofarremovedfromtheactualcausethatwecompletelylosesightofthecause.
IwillgiveyouasplendidexampleofwhatImean:SomeyearsagoIcalledinayoungmanwhohadbeenservingasthesecretarytooneofourexecutives,and,withverylittleexplanation,promotedhimtoaveryresponsibleexecutiveposition,atabigincreaseinsalary.Hewassosurprisedthathetoldoneofhisfriendsthatthepromotionwasa“miracle.”
Well,itmayhaveseemedlikeamiracletohim,butletmetellyouwhatcausedit!Thatyoungmanhadacquiredcertaindesirablehabitswhichmadehimmorevaluableinahigherposition.Forexample,hearrivedathisworkahalfhourearlierthantherulesofhisdepartmentrequired,anddidnotquitworkforanhourormoreaftertheothersinhisdepartmenthadgonehomefortheday.Onmanyoccasionshecamebackatnight,whentherewasextraworktobedone.Nooneaskedhimtodothis.Hewasnotgivenextrapayfordoingit.But,hemovedentirelyonhisowninitiative,thusadvertisingtothemanagementthathepossessedinitiativeofahighorder.Now,rememberthatpersonalinitiativeisararequality,anditisoneofthemajoressentialsofthosewhoassumetheresponsibilityofleadershipinanycalling.Well,thehabitofGoingtheExtra
responsibilityofleadershipinanycalling.Well,thehabitofGoingtheExtraMilewasthefirstqualitythatattractedourattentiontothisyoungman.
Afterhehadcometoourattentioninthisfavorablelight,wealsoobservedthathehadthehabitofdoinghisworkmoreneatlyandthoroughlythanotherswhowereengagedinsimilarwork.
Thenwenoticedthathehadanabundanceofenthusiasmthroughwhichheinspiredthosearoundhimtoworkintherightsortofmentalattitude.Wesentoutaninvestigatoranddiscoveredthathewastakinganightcourseinengineering,thusprovingthathehaddefinitenessofpurpose.Theinvestigatordiscovered,also,thatthisyoungman’shomelifewaspleasantandhewaspopularwiththeneighbors,thusprovingthathehadanattractivepersonality.
Now,inviewofthesediscoveries,doyouseeanythinginconnectionwithhispromotionthatsavoredofthesupernatural,orthemiraculous?Yet,thesearethesortof“miracles”whichenablesometogetaheadwhileothersaroundthem,whohavejustasmucheducationandasmuchknowledgeoftheirwork,failtogetahead.
Wepromotedthisyoungmanbecause,byhisownhabits,hisownmentalattitudeandself-discipline,hehadearnedtherighttopromotion.Whenthepromotioncame,itcameastheresultofthenaturalcauseofpromotions.Perhapsthepromotionseemedlikea“miracle”tohimbecauseitcamebeforehehadplannedit.Andthatisanotherqueerthingaboutmenwhopreparethemselvesforthebetterthingsoflife.Thebetterthingshaveawayofappearingbeforetheyareexpected.
HILL:Andyoubelievethatitisthroughsimilarcircumstancesthatallmenwho
succeedattaintheirsuccess?CARNEGIE:Iamsureofit!Ihavehadtheprivilegeofpromotingasmanymenashasany
otherindustrialistinAmerica,ifnotinfactmore.IhavecarefullyanalyzedthecauseofeverypromotionIhavemadeandIcanstatedefinitelythateverysuchpromotionwasearnedwellinadvancebythepersonwhowaspromoted.TheonlypartItookinthetransactionwastodiscoverthosewhohadearnedpromotions,andgenerallyspeakingIdidnothavetospendmuchtimeinthisdirection,becausemenwhopreparethemselvesforpromotiondevelophabitswhicharesoobviousthattheycannotbeoverlookedbyanintelligentemployerwho,ifhesucceeds,mustbeeternallyonthelookoutformenwhoarecapableofassumingresponsibilities.
Youmaythinkthatapromotionisagreatfavortotheonepromoted,butletmetellyouthatitisnogreaterfavortohimthanitistothemanwhodoesthepromoting,providedhepicksthemanwhoisentitledtopromotion.But,infinal
promoting,providedhepicksthemanwhoisentitledtopromotion.But,infinalanalysis,alljustpromotionsareself-acquired,throughself-discipline,training,andpreparation.
HILL:Youdonotbelieve,then,thatchanceorluckfavorsoneundersuch
circumstances?CARNEGIE:Onlytothisextent:Itsometimeshappensthatthetimeofaman’spromotion
istheresultofsomeformofluckorchance,suchasthedeathofapersontowhosepositionheispromoted,oranemergencycallingforsomespecialformoftalentwhichthepromotedpersonpossesses,butthe“luck”isrelatedonlytothetime.Suchapersonwhoisentitledtopromotionwillgetitsoonerorlater,luckornoluck,becauseeverymangravitatestotheplaceinlifewherehebelongs,bypreparationandacquiredhabit,asnaturallyaswaterflowsdownhill.Nothingcanchangethis,nomatterbywhatnameonecallsthecircumstance.Hecancallitluck,orafortunatebreak,orwhateverhepleases;butletmetellyouthattheonlysortofluckanymancandependuponisthatwhichheprovidesforhimself,throughpainstakingpreparationforwhateverhedesiresinlife.
HILL:YouranalysisindicatesthatControlledAttentionisanimportantfeaturein
one’spreparationforpromotion,ortheattainmentofanydefinitepurpose.CARNEGIE:Yes,anindispensablefeature,youmightsay.Itisimpossibleforamanto
developthehabitofself-discipline—sonecessaryasameansofpreparationfortheattainmentofadefinitepurpose—withoutconcentrationofhisattention.Heshouldpracticethisartuntilitbecomesahabit.Theplacetobeginiswiththesmalldetailsofone’sdailywork,whereonehasadefinitemotiveforconcentrationofhisattention.Ifoneslightstheminordetailsofhiswork,hewillbesuretoslightthemoreimportantfeatures.Thoroughness,throughconcentratedattention,isavirtueofpricelessvalue.
HILL:But,isitnottrue,Mr.Carnegie,thatbusyexecutivesdonotspendtheirtime
inmanagingminordetailsconnectedwiththeirresponsibilities?CARNEGIE:Yes,thatistrue,butyouoverlookoneimportantfact.Thesuccessful
executiveusuallyattainshispositionbyhavingfirstacquiredtheartofmasteringdetails.Ifheremainsasuccessfulexecutivehemustcontinuetobethemasterofdetails,butheusuallyrelegatesminordetailstosubordinateswhoactforhim.Thus,bytheuseoftheMasterMindprinciple,hecontinuestoattendtoallnecessarydetails.
allnecessarydetails.Amanispaidforthatwhichhedoesorthatwhichhecaninfluenceothersto
do.Theableexecutiveisthemanwhohassorelatedhimselftoothersthathecanincreasetheirefficiency,therebyaddingtohisown.Themanwhoiscleveratgettingworkdone,anddonewell,byothersisworthmuchmorethanthemanwhodoesit!But,hemustknowdetails.Ifhedoesn’t,hewillnotknowhowtorelegatedetailstosubordinates.
HILL:DoesControlledAttentionbringotherbenefitsthanthosewhichareavailable
fromitsapplicationinhumanrelationshipssuchasyouhavementioned?CARNEGIE:Yes,manyofthem!Letusnameafewofthemajorbenefits:First,Controlled
Attentionisthemeansbywhichanindividualgainscontroloverthefacultiesofhisownmind,throughself-discipline.Thatisimportantenoughtojustifyallthetimeonemightputintodevelopingthehabitofconcentration,butthereareotheradvantages.
Itisthemajormeansbywhichallvoluntaryhabitsaredeveloped!Itisalsothemeansbywhichonemayeliminateundesirablehabits.Itcanbeusedtoclearthemindoffearanddoubt,thuspreparingthewayfor
theexerciseoffaith.Itisthemediumbywhichthemindmaybeclearedforprayer,for
concentrationonadefinitedesire,inaspiritoffaith,isprayer.Allthesearebenefitsanindividualmayenjoy,throughtheapplicationof
concentratedattention,withoutcontactwithanyone.HILL:Itseems,fromyouranalysis,thatControlledAttentionisassociated,inone
wayoranother,witheveryfunctionofboththebodyandthemind.CARNEGIE:Thatistrue!Youmightwellhavesaiditisassociatedwitheveryfunctionof
themindandthebody,andeveryimportanthumanrelationshipaswell.Youshouldobserve,also,thatControlledAttentionisadegreeofself-hypnosis,throughwhichamancanpreparehismindforanyrealityhehastomeetinlife.Intenseconcentrationofthoughtgivesonethebenefitofthepowerofthatstrangestateofmindknownashypnotism.Somehaveusedthispowereffectivelyincuringcertainformsofdisease.Itcanbeusedtomastersorrowandgriefanddisappointment,whereitisappliedinconjunctionwiththepowerofthewill.
HILL:Isn’tControlledAttentionalwaystheresultoftheuseofthefacultyofthe
will?
will?CARNEGIE:No,itmaybeappliedthrougheitherthefacultyoftheemotionsorthefaculty
ofthewill.Itmayalsobeappliedthroughacombinationofboththeemotionsandthewill.Whenitisappliedbythepowerofwill,itbecomesthemasteroftheemotions!
HILL:Andthatisthemeansbywhichonemayplaceallemotionsunderthecontrol
ofthewill?CARNEGIE:Correct!Intenseconcentrationoftheattentionuponagivensubject,through
theaidofthewill,leavestheemotionsnomeansofexpression.Theordercanbereversed,asitgenerallyis,andthemindmaybesointenselyconcentratedonagivensubject,withtheaidoftheemotions,thatthefacultyofthewillbecomespowerlesstooperate.Thechoicebetweentheemotionsandthewill,inanygiveninstance,iswiththeindividual.
HILL:Whichisthesaferchoice,theemotionsorthewill?CARNEGIE:Thewillissafer,provideditisappliedinconjunctionwiththefacultyof
reasonandtheconscience.Theemotionsandreasonoftendisagree.Thatisonethingthatcausestroubleforsomanypeople.Theyallowtheiremotionstohavefullsway,withoutthemodifyinginfluenceofthereason.Thepersonwhohasdevelopedahighdegreeofself-disciplinehasthepowertogiveexpressiontoeitherhiswillorhisemotions,ortosubdueoneinfavoroftheother,ashechooses.Thisistheidealattainmentinself-control.
HILL:FromallyouhavesaidIdeducethatthesortofthoughtpowerwhichliftsone
abovetheordinarylimitationsoffearandsorrowanddiscouragementisthatwhichoneattainsonlybyControlledAttention,backedbydefinitenessofpurpose.Perhapstheleaderswhoriseabovemediocrityandmakehighplacesforthemselves,intheirchosencalling,arethosewhohaveacquiredthehabitofconcentratedeffort?
CARNEGIE:Yes,andthebestevidencethatthisistruemaybefoundinthefactthatthe
moresuccessfulpeopleoftheworld,fromasfarbackaswehaveanyrecordsofhumanachievement,havealwaysbeenone-ideapeople.Thatis,theyhaveacquiredanobsessionfortheattainmentofsomesinglepurpose,andtheyhaveconcentratedthemajorportionoftheirtimeandthoughtuponthatsubject.Itis
oftenamistaketoassumethattheterm“one-trackmind”isanepithet,foritmayconnotedistinguishedhonor,instead.
Whenaskedbyafriendwhathebelievedtobethegreatesthumanproblem,adistinguishedphilosopherreplied,“Thegreatestproblem?Why,thegreatestproblembywhichanyoneisconfrontedisthatoflearninghowtoconcentratehisthoughtpoweronhisproblemsuntilheburnsaholethroughthem.”
WiththatstatementIfullyagree!Ithasalwaysbeenasourceofastonishmenttome,whysomanypeople
wasteenoughenergyworryingaboutproblemswhenitcouldenablethemtofindasolution,iftheenergywereconcentrateduponthatdefiniteend.
HILL:DopeoplewhohaveaDefiniteMajorPurposeinlife,anddevotetheirtimeto
itsattainment,worryoverproblemsthesameasthosewithoutsuchapurpose?CARNEGIE:No,theydonot!Definitenessofpurpose,backedbyaplanfor
itsattainment,tendstoconserveone’senergiesforthesolepurposeofattainingthatpurpose.Worryisthebrainchildofthemanwhoisnotdefinite!Theverymomentonedecideswhatactionheisgoingtotakeinconnectionwithanyproblem,andbeginstocarryouthisdecision,heusuallyceasestowasteanyofhisenergiesworryingoverit.
HILL:Actionmustaccompanydecision,however?Decision,withoutphysical
action,maystillleaveoneroomforworry?CARNEGIE:Youhavetheideacorrectly.Oneofthegreatestofallformsofconcentrated
actionisthatofintenseeffort,behindadefinitepurpose,commonlyknownaswork!Ihaveknownthistocorrectphysicalailments,anditistheworld’sfinestformulaformentaldisturbances.Mostso-called“baddispositions”couldbecuredthroughastiffworkoutinsomesortofphysicallaborsufficienttoworkupagoodsweat.
Analyzeabusyman,inwhatevercallingyouchoose,andobservehowverylittletimehewastesoverworries.And,ifhehappenstobeamanwhohasacquiredanunderstandingofthepowerofconcentratedeffort,throughthecoordinationofthoughtandphysicalaction,youwillfindhimspendingnotonesecondonworries.
Butyouwillfindthathemakesdecisionsdefinitelyandpromptly;movesonhisowninitiative,withoutsupervisionorurgefromothers;hasanabundanceofenthusiasm;hasconfidenceinhimselfandfaithsufficienttodrivehimforwardinthepursuitoftheobjectofhispurpose.
HILL:Yes,IseenowwhyyousaythatControlledAttentionisthemasterkeythat
Yes,IseenowwhyyousaythatControlledAttentionisthemasterkeythatunlocksthedoorstothesolutionofmanyproblemsontheonehand,andunlocksthedoorstogreateropportunitiesontheotherhand.
CARNEGIE:Thatstatesthematterveryclearly!Itmightalsobestatedthisway:
ControlledAttentionlocksthedoorsbehindthingswedonotwantandopensthedoortothethingswedowant.Therefore,itisamasterkeyinfactaswellasintheory.
HILL:WoulditbecorrecttosaythatControlledAttentionbecomesamasterkey
thatlocksthedoorsagainstthingsonedoesnotwantandopensthedoorsofopportunitytothingsonedoeswant,becauseitconditionsthemindforthatstateofmindknownasfaith?
CARNEGIE:Thatwouldbeliterallycorrect,butControlledAttentiondoesmorethan
preparethewayforfaith;itinspiresphysicalactionbackofone’sfaith.Italsoinspiresothersuccessqualities,suchasenthusiasm,initiative,self-discipline,definitenessofpurpose,creativevision,andorganizedthought.
ControlledAttentionmagnetizesthebrainwiththenatureofone’sdominatingthoughts,aims,andpurposes,thuscausingonetobealwaysinsearchofeverynecessarythingthatisrelatedtoone’sdominatingthoughts.
Forexample,letussaythatamanmakesuphismindtofindamoreresponsibleandbetter-payingposition.Fromthemomentthathereachesadecisioninhismindtofindsuchapositionhewillfindhimselfsearchingthe“HelpWanted”columnsofthenewspapers,andmakinginquiriesamongfriends.Hisimaginationwillbecomekeenerandhewillbegintodevisewaysandmeansoffindingwhathedesires.Inproportionasheconcentrateshismindonthesubjectwillheextendthescopeofhissearch,untilhewilleventuallyfindthatforwhichheissearching.Itmaycomefromasourceheleastexpects,butcarefulanalysiswouldbealmostcertaintoprovethatitcamebecauseofsomephysicalaction,orsomespokenwordonhispart.
Concentrationonadefinitepurpose,inaspiritofenthusiasm,putsthesubconsciousmindtoworkonestablishingwaysandmeansofcarryingoutthatpurpose.
Ihaveheardexperienceddetectivessaythatrarelyisacrimecommittedthatcannotbesolvedbyconcentrationofattention.Oftenthereisnoevidencewhatsoeverastowhotheperpetratorofacrimewas,buttheseasoneddetectivecantakeholdofsuchacaseand,bythesimpleprocessofaskingquestionsamongthosewhoarefamiliarwiththecrime,verysoonunearthcluesthatleadtothesolution.ControlledAttentionisthedetective’sgreatestaidinthesolution
tothesolution.ControlledAttentionisthedetective’sgreatestaidinthesolutionofcrime.Asamatteroffactmanysuccessfuldetectiveshavenootheroutstandingqualificationinthisfieldexceptkeenpowerofobservationandthepowerofintenseconcentrationoftheirminds.Ifthesetwoqualitiesareusefulinthesolutionofcrimes—andobviouslytheyare—theyareequallyhelpfulinthesolutionofothersortsofproblems.
HILL:Yes,Icanseethatalertnessinobservationmightbeashelpfulinsearching
forhiddenopportunitiesforself-advancementasitisinthedetectionofcrime.Howdoesonedevelopthepowerofalertnessofobservation?
CARNEGIE:Itistheresultofhabitbasedonmotive.WhenamanadoptsaDefiniteMajor
Purposeandbacksitwithastrongmotiveforitsattainment,hebeginsautomaticallytodevelopalertnessofobservationinconnectionwitheverythingandeveryonewhichmaybeevenremotelyassociatedwiththeattainmentofthatpurpose.Yousee,motivemagnetizesone’smindwithapowerthatattractseverythingwhichaffectsthatmotive.
Thepolicemanwhowalksadefinitebeatdayafterdaywillseemuchmoreofwhatgoesonalonghisbeatthanwilltheaveragepersonwhogoesthereonlyoccasionallyandhasnoparticularreasonforobservingdetailsinthatneighborhood.
ItissaidthatanIndianwarriororhuntercantrackamanorananimalthroughaforest,althoughnotracksvisibletotheuntrainedpersonareinevidence.Hehastrainedhimself,throughControlledAttention,toobservedetailstheuntrainedpersonneverwouldrecognize,andhismotiveisthatofself-preservation.TheIndianbecomesalertintheobservationofphysicaldetailsofhisenvironmentbecausehislivingdependsuponit.
Followtheillustrationonthroughandyouwillobservethatmostoftheso-called“self-made”menhaveakeenimagination,initiative,self-relianceandperseverance,andthisisdue,inthemain,tothefactthattheywerethrownontheirownresponsibilityandforcedtodevelopthesequalities.Theyhadadefinitemotivefortheactionwhichledtotheirsuccess.Amanwithoutanobsessionalmotiveisamanwithoutpower;or,ifbychancehecomesintopower,hewillnotbeabletoholdit.
HILL:Yourillustrationseemstosuggestthatmotivemaybeanimportantfactorin
education.Theteacherwhocaninspirethestudentwiththestrongestmotiveforlearningmightteachhimmorethanthepersonwhoendeavoredtoforcehimtostudybecauseoffearoffailureatexaminationtime.
CARNEGIE:
CARNEGIE:Youhavelaidyourfingerononeofthemostimportantfactorsofpedagogy.
Andthesametheorywouldapply,intherelationshipbetweenemployerandemployee,orparentandchild.Thebestwaytoinduceanyonetodoanythingisbytheprovisionofamotivesufficienttoattracthisattentionandarousehisdesire.
Takeyourownmissioninlife,asanexample.YourDefiniteMajorPurposeistoorganizeanddistributeaphilosophyofindividualachievement.Whileyourjobmayseemformidableastoitsscopeandthetimerequiredinwhichtodoit,yetyouarefortunateinthatdistributionofthephilosophywillappealtopeoplethroughpracticallyallofthebasicmotives.Therewillbenoneed,therefore,totrytoforceitsacceptance,becauseitoffersapracticalapproachtothethingsallnormalpeoplewantmost,particularlythese:
1. Materialwealth2. Love3. Freedomofbodyandmind4. Desireforpersonalexpressionleadingtofame5. Self-preservation
Anytimeyoucanofferanyoneanythingthatappealstohimthroughthesefivemotivesyoumaybesureofitsreadyandwillingacceptance.Hereyouhavefiveofthestrongestmotivesthatmovepeopletoaction,underthemoreimportantcircumstancesoflife.Therefore,noteacherofthisphilosophywilleverfinditnecessarytopenalizeanystudentofthephilosophyinordertoinfluencehimorhertostudy.Themotiveforstudyalreadyexistsinthemindsofallnormaladults!
Forthissamereasonnostudentofthephilosophywillfinditdifficulttoconcentratehisorherattentiononthestudyofthephilosophy.And,youseewhatanadvantagethisfactprovidesthestudent,becauseallhabitsarerelatedtohabitsofasimilarnature.ThehabitofControlledAttentioninconnectionwiththestudyandapplicationofthisphilosophywilldevelopotherhabitsofconcentrationthatwillleadtoaseriesofrelatedmotivesassociatedwithopulenceandpersonalachievement.
Itisthispeculiarityastothemultiplicityofmotivesthatwillinducepeopletomasterandapplythisphilosophy,andwhichenabledmetolookaheadintothefutureandforeseethatitwillgathermomentumandbecomeanationwideinfluence.
Inthisfactyoumayfindyourmajormotivefordevotingtwentyyearsormoreoftemporarilyprofitlessresearchtotheorganizationofthephilosophy,
moreoftemporarilyprofitlessresearchtotheorganizationofthephilosophy,whichyouwillbecompelledtodobeforeitwillhavebeenprovedandacceptedbythepublic.You,too,willmoveinresponsetothefivemotivesIhavementioned,foryourworkoffersrewardthrougheachofthese.
WiththistheoryinmindIamnowpreparedtotellyouthatthemajorportionoftheremainderofyourlifewillbedevotedtotheorganizationandthedistributionofthisphilosophy.Youhavealreadybecomesufficientlyinterestedinthejobaheadofyoutoenablemetoprophesythatyoucouldnomorequityourjobbeforeithasbeenfinishedthanaflycouldescapefromasheetofflypaper,butnotforthesamereason.Youwillstickbecauseyouwilldesiretodoso.Yourdesireisbasedonatleastfivestrongmotives;therefore,youwillhavenodifficultyinconcentratingyourattentiononyourjob.Butyouwouldhaveplentyofdifficultyintryingnottodoso.
HILL:Andnow,Mr.Carnegie,inasmuchasthephilosophyofindividual
achievementisbeingorganizedtoservethepeopleoftheUnitedStates,willyouanalyzetheopportunitiesforself-advancementundertheAmericanwayoflife,byexplainingwhyconcentratedeffortisnecessaryforindividualsuccessunderoureconomicsystem?
CARNEGIE:Yes,buttheanalysiswillhavetobebrokendownintomanysubjectsbefore
therealreasonforconcentratedeffortisclear.Wehavealreadyexplainedwhyanindividualmustorganizehisthought
powerandconcentrateitupononethingatatime,forthisisthewaytoindividualself-masteryuponwhichpersonalpowerisbased.LetusnowturnourattentiontotheexternalcircumstanceswithwhichanindividualmustdealinhisstrugglefortheattainmentofhisDefiniteMajorPurpose,orfortheattainmentofamerelivingifhisambitioncarrieshimnofurther.
TobeginwithletusobservethattheAmericanwayoflifeisfoundeduponasystemofgovernmentthatwasdesignedtoconsolidatethepowerofallthepeopleinsuchamannerthatitautomaticallyprovideseverycitizenwiththeutmostamountofliberty,personalfreedom,andtheprivilegeofmarketinghistalents,throughhisowninitiative,inproportiontotheirvalueasaservicetoothers.Here,then,webegintoseeconcentrationofpoweronascalesuchasdoesnotexistanywhereelse;concentrationunderasystemthatgivesthehumblestcitizenmorerightsandprivilegesandgreateropportunitiesfortheaccumulationofprivatewealththanwerepossessedbykingsandpotentatesoftheagesthathavepassed.
HILL:
ThevastvarietyofopportunitiesforpersonalpromotionandimprovementthatexistintheUnitedStatesisthedirectresultofthepowerthepeoplehaveconcentratedintheirformofgovernment.Thusitistheapplicationofconcentratedeffort,onahugescale,whichprovideseveryindividualwiththeprivilegeofconcentratinguponworkofhisownchoice?
CARNEGIE:Thatstatesthematterperfectly.Concentrationofthemanyprovidesthe
privilegeofconcentrationbyindividuals.Thusconcentratedpowerbecomesaformofinsuranceagainstinterferencewithpersonalrightsandpropertyrights,underthegreatestsystemofhumanrelationshipknowntotheworld.
Nowletusseewhatthepeoplehavedonewiththeprivilegetheyenjoyunderthissystem,forhereiswherethegreatestvarietyofpersonalopportunitiesexist.First,letusrecognizethatthisisessentiallyanindustrialcountry,themajorbusinessofwhichisthemakingandthedistributionofusefularticles.Themanufacturingandthedistributionarecarriedonbythepeoplethemselves,underanindustrialmanagementsystemknownasfreeenterpriseoperatingundertheprofitmotive.Itwouldnotoperateforthebenefitofallunderanyothersystem,fortheremustbeamotivetoinspireactioninallwalksoflife.
Wehaveamotivebehindourindustrialsystemwhichiselasticenoughtoprovideeveryoneconnectedwithitwiththenecessaryinspirationforactionbasedonhisbestefforts,sincethesystempaystheindividualaccordingtohistalents,education,experience,nativeability,andingenuityofmind.Thesystemhasnostopgapsonindividualtalent,butithasbeensoingeniouslydesignedthatitencourageseveryonetorenderthegreatestserviceofwhichheiscapable,knowing,inadvance,thathisremunerationwillbeinproportiontotheserviceherenders.Thissystemencouragesthedevelopmentofdefinitenessofpurpose,personalinitiative,self-reliance,enthusiasm,imagination,creativevision,organizedthought,andtheothersuccessprinciplesincludedinthisphilosophy.
Nowletussee,whoownsAmericanindustry?Weoperateunderasystemofcorporationsinwhichthehumblestpersonmayownaninterestaccordingtohisfinancialresources,andthelargercorporations,suchastherailroadcompanies,thesteelindustry,andthetelephoneandcommunicationcompanies,areownedbyacross-sectionofthepeoplerepresentingalmosteverytypeofpersonineverycallingwhohaveinvestedtheirsavingsinthesharesofthesecorporations.
Tomakeitconvenientfortheownersofthesharestoacquireandselltheirholdingsintheseshares,atwill,wemaintainastockexchangewhereanyonemayeithersellorbuysharesinalmostanycorporationthatislistedashavingtherighttoofferitssharestothepublic.Thustheownershipoftheindustriesissoflexiblethatitneverremainsthesametwodaysinsuccession.
Here,again,weseeconcentrationonahugescale:theconcentrationofthe
Here,again,weseeconcentrationonahugescale:theconcentrationofthesavingsofmillionsofmenandwomenwhoownthesharesofthecorporationsthatoperateindustry.Thesharesinthewell-managedcorporationsaresoflexiblethattheirownersmayusethemascollateralforborrowingmoneyatbanksintimesofemergencies,withoutlosingtheirinterestinthecorporation.Thusonemayhavehismoneyinvestedinindustryandstillhavetheuseofitforotherpurposes.
Themanpowerthatoperatestheindustriesismadeupofmenknownasthe“management”andothersknownasthe“workers,”bothofwhichgroupsmaybealsoownersinthebusiness,ornot,astheychoose.Generally,however,amajorityofthemenwhoworkinbothofthesegroupsownsharesinthebusinessforwhichtheywork.Thustheyare,inabroadersense,workingforthemselves.Thisisanothermethodofprovidingmenwithanappropriatemotiveforrenderingusefulservicetotheextentoftheircapacity,education,andexperience.
Itisapracticeinallthebetter-managedcorporationstoleavethedoorofopportunityforindividualpromotionswideopentoeveryworker.Thusnooneneedremaininalowlypositionifhehasambitionforabetterposition,orcandevelopsuchabilitythroughhisexperience.
Thesystemofindividualpromotionissoefficientthatmanyofthelargercorporationshave“talentscouts”constantlyinsearchofmenwhohavetheabilityforleadership.Therealwayshasbeenandperhapstherealwayswillbeashortageofmeninthemanagementgroup,atthetop.Thisconditionprovidesthegreatestofmotivesfortheexerciseofindividualinitiative,imagination,andalertnessonthepartoftheworkers.Never,inthehistoryofmankind,hasamoreefficientsystemofhumanrelationshipinthefieldofeconomicsbeendevised,foritobviouslyprovideseverypersonwithanoutletforsuchtalentsashemaypossess,anditgoesmuchfurtherbyprovidingonewithanadequatemotiveforimprovinghistalentsbystudyandspecialtrainingcourses.
HILL:Itwouldbecorrect,then,tosaythatadvancementisrapidandsureforthose
whomasterandapplytheprinciplesofthisphilosophy?CARNEGIE:Tobesure!Thatisthepurposeoforganizingthephilosophy;toenable
ambitiouspeopletolearnhowtoconcentratealltheirenergiesupontheattainmentofwhateverstationinlifetheyaspiretohold.
Now,sumupallthesefactorsIhavementionedandobservethatIhavebeendescribingtheAmericanwayoflife,underwhicheveryindividualmayhavetheuseandbenefitsofhisshareofthestupendouspoweroftheUnitedStates—apowerthathasbeendevelopedbytheconcentrationandharnessingofthe
powerthathasbeendevelopedbytheconcentrationandharnessingofthepeople’scombinedwealth,talents,specialabilities,andeducationalfacilities.
HILL:CanyouthinkofanyimprovementsintheAmericanwayoflife,andour
economicsystem,whichyoubelievemightaddtothebenefitsitprovidestheindividualswhoparticipateinit?
CARNEGIE:Thesystemisthebestthatcivilizationhasyetproduced,andalthoughitis
subjecttominorrefinements,itisbasicallysoundbecauseitprovidestheutmostofpersonalliberty,rewards,personalinitiative,andencouragestheutmostofpersonalambitionbyprovidingeveryindividualwithanadequatemotiveforgrowththroughusefulservice.
Theimprovementsshouldbeinthemethodofoperatingthesystem,notinthesystemitself!
HILL:Thatisonlyanotherwayofsayingthattheimprovementsshouldbein
individualsandnotinthesystem?CARNEGIE:That’stheexactideaIhadinmind,andthemajorpurposeofthisphilosophy
istohelpbringaboutimprovementsinindividuals,sotheymaybetterenjoytheprivilegesoftheAmericanwayoflifebyrenderinggreaterserviceunderthesystem.
HILL:Youbelieve,then,thatoneofthemajorimprovementsthatanindividual
couldmakeinhimselfisthatofconcentratingallhisenergiesuponsomeDefiniteMajorPurposeassociatedwiththeAmericanwayoflife?
CARNEGIE:Yes,thatisthepurposeofmyPhilosophyofAmericanAchievement.Itis
designedtogiveeveryindividualthefullestpossiblebenefitofthebestthathasbeenlearnedfromtheexperienceofthemostsuccessfulmentheAmericanwayoflifehasproduced.
ThephilosophyisacombinationofthetheoryandthepracticeofsoundfundamentalsthatharmonizewiththeAmericanwayoflife.Itnotonlyexplainswhattodoinordertoachieveindividualsuccess,butitalsodescribeshowtodoit!Theentirephilosophyisahighlyconcentratedpresentationoftherulesofhumanrelationshipthatareknowntobesoundandworkablebecausetheyhavebeentriedandfoundefficient.
HILL:Whatdoyoubelievetobethegreatestdangerthatmaydisruptthehuman
relationshipsundertheAmericanwayoflife?
relationshipsundertheAmericanwayoflife?CARNEGIE:Thegreatestdangerconsistsinthephilosophyofasmallminorityofpeople
withSocialistictendencieswhowishtobreakupthepowerwhichhasbeenconcentratedforthebenefitofthepeople,throughtheAmericanwayoflife.Thesemisguidedpeoplewouldhaveusbelieveithelpfultodecentralizethepowerthathasbeenaccumulatedthroughtheconsolidationofthemoneyandthetalentsofthepeople,underourindustrialsystem.
Insteadofourbeingpermittedtopooloursavingsandusethemasoperatingcapitalinthemanagementofthecorporations,aswenowdo,theSocialistswouldhaveusdestroythisconsolidationofpowerbydividingitupamongindividuals,notrecognizingthefallacyinthefactthatnooneindividualwouldhaveenoughcapitaltoproduceanautomobile,orprovideatransportationsystemsuchastherailroads,orbuildahome,orsupplyanyoftheothermodernluxuriesandnecessitiesoflifesuchaswenowenjoyunderourpresentstandardofliving.
DecentralizingthewealthofAmericawouldbeaboutthesameasdecentralizingthepowerofthearmy,bygivingeverysoldiertherighttoconducthimselfindependentlyoftheothers,thusleadingtothedestructionofthepowerthatcomesfromconcentratedeffort.
HILL:Youbelieve,then,inconcentrationofpowerunderasystemthatfunctions
throughchosenleaders?CARNEGIE:Yes—chosenleaders;notleaderswhohaveassumedthepowerofleadership
withouttheconsentofthosewhomtheylead.Wehave,intheAmericanindustrialsystem,thefinestexampleofconcentratedpowerthatisadministeredthroughleaderschosenbythosefromwhomthepowerisobtained.Thisispuredemocracyinitsfinestworkingorder.
Thepowercomesfromconcentrationofthewealthandthepersonalservicesofthosewhooperateindustry.Itisadministeredbyleaderswhoarechosenbytheownersoftheoperatingcapital(madeup,astheyare,ofpeopleofallwalksoflife)knownas“management.”
Hereleadersarechosenonthebasisoftheirqualificationsforleadership,consistingoftheireducation,experience,andnativeability.Ifamistakeismadeinchoosinganyindividualleader,itcanbecorrectedfromthesamesourcethatthemistakeismade.
ThesystemunderwhichAmericanindustryisoperatedissimilartothesystemunderwhichthegovernmentoperates.ThepoweroftheUnitedStates(whichistheenvyoftheworld)consistsofthecoordinationbetweenoursystem
(whichistheenvyoftheworld)consistsofthecoordinationbetweenoursystemofgovernmentandtheothersystemsofoureconomicandindustriallife,allofwhichconstitutewhatwecalltheAmericanwayoflife.
HILL:What,inyouropinion,Mr.Carnegie,isthegreatesttangiblevirtueofthat
whichyoucalltheAmericanwayoflife?CARNEGIE:Itsgreatestvirtueconsistsinthefactthatitprovidesallthepeoplewiththe
utmostpersonallibertyandtheprivilegeoflivingtheirownlivesintheirownway,withthegreatestopportunityforself-determinationandtheaccumulationofindividualwealth.
Insteadofpenalizingpersonalambitionandindividualdesires,asisthecaseundermanyothersystemsthathavebeentriedandarebeingtriedinothercountries,theAmericanwayoflifeplacesapremiumonthesehumantraits,byrewardingeveryoneinproportiontohiscontributionstosocietyasawhole.
HILL:Onemightsay,then,thattheAmericanwayoflifeistheworld’smost
impressivedemonstrationofthepowerofconcentrationofhumanendeavor?CARNEGIE:Thatwouldbestatingthefactscorrectly!Oursisthemostpowerful
governmentoftheworld.Oursistherichestcountryoftheworld.Ourpeoplearethefreestpeopleoftheworld,andtherichestasindividuals.Oursystemofeconomicsandoursocialsystemsprovidethepeoplewithmoreluxurythananyotherpeopleenjoy,andthoseofuswhoadjustourmentalattitudetoharmonizewiththeAmericanwayoflifehavemorepeaceofmindthananyotherpeopleoftheworld.
HILL:YouradvicetotheAmericanpeople,Iassume,wouldbetoletwellenough
alone,bymakingthemostoftheAmericanwayoflife?CARNEGIE:Yes,myadvicewouldbetolettheAmericanwayoflifealoneasitis.Those
whofeelthatimprovementsshouldbemadeinanyportionofoureconomicorsocialsystemshouldbegintheimprovementstheyrecommendbyapplyingthemintheirownlives.IfanyonethinkshecanimprovetheAmericanwayoflife,lethimfirstdemonstratethesoundnessofhisplanbymakingitworkinhisownlife.Thentherestofuswillbegladtoadopthissystem,ifitprovestobebetterthanourpresentsystem.
HILL:
Inotherwordsyouwouldrecommendtothosewhowishtodivideupthewealthequally,thattheygettogether,formacolonyoftheirown,anddivideuptheirpersonalpossessions.Then,aftertheyprovethattheycanlivebetterandbemoreprosperousandenjoymoreoftheluxuriesoflifethanwepossess,whobelieveinandadheretotheAmericanwayoflife,wemaybeinfluencedtoscrapourpresentsystemandadopttheirs?
CARNEGIE:That’stheidea!ButImustcallyourattentiontothefactthatmanysuch
colonieshavebeentriedalready.Sofarnotoneofthemhasworked,andthosewhostartedtheideawereforcedtocomebacktoourpresentsystem,wheretheycouldavailthemselvesofthebenefitsoftheconcentrationofwealthandpersonalendeavor,underademocraticsystemofleadership.
HILL:Whatwasmissinginthosecollectiveefforts,whichpreventedthemfrom
succeeding,Mr.Carnegie?Itwouldappearthattheywerebasedonconcentratedeffort,throughmutualconsentofallconcerned.
CARNEGIE:Manyessentialsweremissing.First,theprofitmotive,whichcauses
individualstoexerttheirbesteffortsandactontheirowninitiative,wasmissing.Second,thespiritofself-determinationwasmissing.Takeawayfromamanhisdesiretobecomeindependentandyourobhimofmuchofhisinitiative,enthusiasm,imagination,andself-discipline.Whenamangivesuphisprivilegeofindependence,healsogivesupaproportionateamountofhisenthusiasmandambition.Oneofthemostessentialfactorsthatwasmissingwasthepowerthatisacquiredthroughtheconsolidationofavastamountofwealthwithanequallyvastamountofmanpower,suchasweenjoyundertheAmericanwayoflife.
HILL:Iseewhatyoumean.TheSocialistexperimentshavenotworkedbecausethe
individualsengagedinthemovementlostthespiritofself-determinationthatispossessedbythemanwhomovesonhisowninitiative,fixeshisownhabitsofliving,liveshisownlife,andengagesinhischoiceofoccupations.
CARNEGIE:Well,thatwaspartiallythecauseoftheirfailure.TheimportantfactIwishto
emphasizeisthis:Socialisticcolonieshavenotsucceeded,whereastheAmericanwayoflifehassucceeded!Theseeffectswearefamiliarwith.Astothecausewemaydisagree,butastotheeffectstherecanbenodisagreement,forthefactsspeakforthemselves.
EvenwhereSocialisticcolonieshaveexistedforatime,theyhavenotfoundanymethodofprovidingtheirmemberswiththeluxuriesoflifethattheaveragepersonenjoysundertheAmericanwayoflife.Atmosttheyhaveprovidedthe
personenjoysundertheAmericanwayoflife.Atmosttheyhaveprovidedthescantiestsortofaliving,underconditionswhichdeprivethemembersoftheprivilegeofpersonalinitiative.Therefore,themembersmusthavebeendeprived,also,ofthepeaceofmindpossessedbythemanwholiveshisownlife.
HILL:Yettherehavebeenmanydifferentsystemsofcooperativesocietieswhich
seemtohaveworkedprettywell,Mr.Carnegie.CARNEGIE:Nowyouaregettingintoanentirelydifferentfield.Cooperationisvastly
differentfromSocialism.Theprincipleofcooperationisoneoftheprinciplesofthephilosophyofindividualachievement,undertheAmericanwayoflife;butithasnothingincommonwithSocialism.Cooperationbringsbenefitswithoutthelossofindividualinitiativeandtherightoffreeenterprise.
Cooperationdoesnotdepriveamanofthemotivewhichinspireshimtousehisimagination,enthusiasm,andcreativevision.CooperationisapartofthegreatAmericanwayoflifethroughwhichthematerialresourcesandthemanpowerarecoordinatedsoastoproducethegreatercombinedpowerthatisavailableforthepeopleofAmerica.
ThereiscooperationinSocialisticcolonies,buttherightmotivetoproduceenduringpowerismissing.
ControlledAttention,Napoleon,isessentialtoademocraticfreeenterprisesystem,andisdiscouraged,diminished,andultimatelyabsentinaSocialistsystem.
C
HowtoOwnYourOwnMind
LOSEATTENTIONtothechaptersofthisbookwillpermitthereadertolearnwhatMr.Carnegietaughtmemanyyearsago.Onemustrecognize
opportunitythroughCreativeVision,conceivehowtocapitalizeonopportunitythroughOrganizedThought,andcontrolthemind’sactivitiesanddirectthemtoagivenendwithControlledAttention.Youwillthenownyourownmindandbereadytotakenecessaryactiontoachieveyourgoal.
THEHUMANwillcanovercomeanyobstacleoranyhandicap,ifamanhasenoughbackbonetouseit.
THATSECRETpowerfromwithin,whichhastheanswertoallproblems,canbecontactedthroughconcentrationofthoughtbasedondefinitenessofpurpose.
WHENTHOMASJeffersondecidedtoact,nounexpectedobstaclecouldswervehimfromhiscourse;forhehadconsideredcarefullyandwell.
YOUAREthearchitectofyourowncareer.
—FRANKCHANNINGHADDOCK
AbouttheAuthor
NapoleonHillwasbornin1883inWiseCounty,Virginia.Heworkedasasecretary,a“mountainreporter”foralocalnewspaper,themanagerofacoalmineandalumberyard,andattendedlawschool,beforehebeganworkingasajournalistforBobTaylor’sMagazine—ajobthatledtohismeetingsteelmagnateAndrewCarnegie,whichchangedthecourseofhislife.CarnegieurgedHilltointerviewthegreatestindustrialists,inventors,andstatesmenoftheerainordertodiscovertheprinciplesthatledthemtosuccess.Hilltookonthechallenge,whichlastedtwentyyearsandformedthebuildingblockfirstforTheLawofSuccess(alsopublishedbyTarcherPerigee),andlaterforThinkandGrowRich,thewealth-buildingclassicandall-timebestsellerofitskind.Afteralongandvariedcareerasanauthor,magazinepublisher,lecturer,andconsultanttobusinessleaders,themotivationalpioneerdiedin1970inSouthCarolina.
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