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Teaching, foi lhe Iiisl Tine in lhe
Hisloiy of lhe WoiId, lhe Tiue IhiIos-
ophy upon vhich aII IeisonaI Success
is uiIl.



Y
NAIOLLON HILL



1 9 2 8

IULISHLD Y
The RALSTON UNIVLRSITY IRLSS
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Llook veision Minding lhe Iuluie Lld, 2OO3, AII Righls Reseived
. .0 0 1 1 2 2 ) ) 3 3 0 0 4 4 5 56 6 3 3 7 7 8 89 93 3 : :9 94 4

Hi, I hope that you are as excited as I am about this brand new ebook release
oI the amazing 'The Law oI Success in Sixteen Lessons, written by
Napoleon Hill, the author oI the world-Iamous 'Think & Grow Rich.

I literally stumbled upon it by accident.and boy, am I certainly glad that I
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II you have never read 'Think & Grow Rich.then you will be amazed at
how Napoleon Hill manages to write so clearly, and with such obvious
enthusiasm, that you cannot help yourselI Irom getting caught up in how you
CAN make more oI your liIe.

II you have already read 'Think & Grow Rich.then you will understand
what makes Napoleon Hill`s writing so special. 'The Law oI Success has
Ior many years been hidden behind 'Think & Grow Rich, yet almost every
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bookshelI.

Because I had to go through the entire 1,170 page book at least ten times.I
can honestly say that 'The Law oI Success is THE most important book
that you have probably never read!

This ebook is a sample oI excerpts Irom the Iirst Iour Lessons Irom the main
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is contained inside.

All sixteen Lessons are available Irom http://www.law-oI-success.com Ior
an investment oI only $97.which also includes over 20 amazing additional
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Enjoy this sample.and remember.you can only achieve success by
putting into action what you have learned.and 'The Law oI Success
course will certainly help you do just that.

To Our Success!

Gary Vurnum, garylaw-oI-success.com
- 2 -











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- 3 -
A PERSONAL STATEMENT BY THE
AUTHOR

Some thirty years ago a young clergyman by the
name oI Gunsaulus announced in the newspapers oI
Chicago that he would preach a sermon the
Iollowing Sunday morning entitled:

"WHAT I WOULD DO IF I HAD A MILLION
DOLLARS!"

The announcement caught the eye oI Philip D.
Armour, the wealthy packing-house king, who
decided to hear the sermon.
In his sermon Dr. Gunsaulus pictured a great
school oI technology where young men and young
women could be taught how to succeed in liIe by
developing the ability to THINK in practical rather
than in theoretical terms; where they would be
taught to "learn by doing." "II I had a million
dollars," said the young preacher, "I would start
such a school."
AIter the sermon was over Mr. Armour walked
down the aisle to the pulpit, introduced himselI, and
said, "Young man, I believe you could do all you
said you could, and iI you will come down to my
oIIice tomorrow morning I will give you the million
dollars you need."
There is always plenty oI capital Ior those who
can create practical plans Ior using it.
That was the beginning oI the Armour Institute oI
Technology, one oI the very practical schools oI the
country. The school was born in the "imagination"
oI a young man who never would have been heard oI
outside oI the community in which he preached had
it not been Ior the "imagination," plus the capital, oI
Philip D. Armour.
Every great railroad, and every outstanding
Iinancial institution and every mammoth business
- 4 -
enterprise, and every great invention, began in the
imagination oI some one person.
F. W. Woolworth created the Five and Ten Cent
Store Plan in his "imagination" beIore it became a
reality and made him a multimillionaire.
Thomas A. Edison created the talking machine
and the moving picture machine and the
incandescent electric light bulb and scores oI other
useIul inventions, in his own "imagination," beIore
they became a reality.
During the Chicago Iire scores oI merchants
whose stores went up in smoke stood near the
smoldering embers oI their Iormer places oI
business, grieving over their loss. Many oI them
decided to go away into other cities and start over
again. In the group was Marshall Field, who saw, in
his own "imagination," the world' s greatest retail
store, standing on the selIsame spot where his
Iormer store had stood, which was then but a ruined
mass oI smoking timbers. That store became a
reality.
Fortunate is the young man or young woman who
learns, early in liIe, to use imagination, and doubly
so in this age oI greater opportunity.
Imagination is a Iaculty oI the mind which can be
cultivated, developed, extended and broadened by
use. II this were not true, this course on the FiIteen
Laws oI Success never would have been created,
because it was Iirst conceived in the author' s
"imagination," Irom the mere seed oI an idea which
was sown by a chance remark oI the late Andrew
Carnegie.
Wherever you are, whoever you are, whatever you
may be Iollowing as an occupation, there is room
Ior you to make yourselI more useIul, and in that
manner more productive, by developing and using
your "imagination."
Success in this world is always a matter oI
individual eIIort, yet you will only be deceiving
yourselI iI you believe that you can succeed without
- 5 -
the co-operation oI other people. Success is a matter
oI individual eIIort only to the extent that each
person must decide, in his or her own mind, what is
wanted. This involves the use oI "imagination."
From this point on, achieving success is a matter oI
skillIully and tactIully inducing others to co-
operate.
BeIore you can secure co-operation Irom others;
nay, beIore you have the right to ask Ior or expect
co-operation Irom other people, you must Iirst show
a willingness to co-operate with them. For this
reason the eighth lesson oI this course, THE HABIT
OF DOING MORE THAN PAID FOR, is one which
should have your serious and thoughtIul attention.
The law upon which this lesson is based, would,
oI itselI, practically insure success to all who
practice it in all they do.
In the back pages oI this Introduction you will
observe a Personal Analysis Chart in which ten well
known men have been analyzed Ior your study and
comparison. Observe this chart careIully and note
the "danger points" which mean Iailure to those who
do not observe these signals. OI the ten men
analyzed eight are known to be successIul, while
two may be considered Iailures. Study, careIully,
the reason why these two men Iailed.
Then, study yourselI. In the two columns which
have been leIt blank Ior that purpose, give yourselI
a rating on each oI the FiIteen Laws oI Success at
the beginning oI this course; at the end oI the course
rate yourselI again and observe the improvements
you have made.
The purpose oI the Law oI Success course is to
enable you to Iind out how you may become more
capable in your chosen Iield oI work. To this end
you will be analyzed and all oI your qualities
classiIied so you may organize them and make the
best possible use oI them.
You may not like the work in which you are now
engaged.
- 6 -
There are two ways oI getting out oI that work.
One way is to take but little interest in what you are
doing, aiming merely to do enough with which to
"get by." Very soon you will Iind a way out,
because the demand Ior your services will cease.
The other and better way is by making yourselI so
useIul and eIIicient in what you are now doing that
you will attract the Iavorable attention oI those who
have the power to promote you into more
responsible work that is more to your liking.
It is your privilege to take your choice as to
which way you will proceed.
Again you are reminded oI the importance oI
Lesson Nine oI this course, through the aid oI which
you may avail yourselI oI this "better way" oI
promoting yourselI.
Thousands oI people walked over the great
Calumet Copper Mine without discovering it. Just
one lone man used his "imagination," dug down into
the earth a Iew Ieet, investigated, and discovered
the richest copper deposit on earth.
You and every other person walk, at one time or
another, over your "Calumet Mine." Discovery is a
matter oI investigation and use oI "imagination."
This course on the FiIteen Laws oI Success may
lead the way to your "Calumet," and you may be
surprised when you discover that you were standing
right over this rich mine, in the work in which you
are now engaged. In his lecture on "Acres oI
Diamonds," Russell Conwell tells us that we need
not seek opportunity in the distance; that we may
Iind it right where we stand! THIS IS A TRUTH
WELL WORTH REMEMBERING!

NAPOLEON HILL,
Author oI the Law oI Success.

- 7 -


THE LAW OF SUCCESS
!"#$%&' )%*+ ,$--*. /.$
THE MASTER MIND



01*2 34. 5* 6' 7 ) 1*2 8$9 7 $:$ 1*2 34.;0

THIS i s a course on t he Iundament al s oI Success.
Success i s very l argel y a mat t er oI adj ust i ng one' s
sel I t o t he ever-varyi ng and changi ng envi ronment s oI
l i Ie, i n a spi ri t oI harmony and poi se. Harmony i s
based upon underst andi ng oI t he Iorces const i t ut i ng
one' s envi ronment ; t hereIore, t hi s course i s i n real i t y
a bl uepri nt t hat may be Iol lowed st rai ght t o success,
because i t hel ps t he st udent t o i nt erpret , underst and
and make t he most oI t hese envi ronment al Iorces oI
l i Ie.
BeIore you begi n readi ng t he Law oI Success
l essons you shoul d know somet hi ng oI t he hi st ory oI
t he course. You shoul d know exact l y what t he course
promi ses t o t hose who Iol l ow i t unt i l t hey have
assi mi l at ed t he l aws and pri nci pl es upon whi ch i t i s
based. You shoul d know i t s l i mi t at i ons as wel l as i t s
possi bi l i t i es as an ai d i n your Ii ght Ior a pl ace i n t he
worl d.
From t he vi ewpoi nt oI ent ert ai nment t he Law oI
Success course woul d be a poor second Ior most any
- 8 -
oI t he mont hl y peri odi cal s oI t he "Snappy St ory"
vari et y whi ch may be Iound upon t he news st ands oI
t oday.
The course has been creat ed Ior t he seri ous-
mi nded person who devot es at l east a port i on oI hi s or
her t i me t o t he busi ness oI succeedi ng i n l i Ie. The
aut hor oI t he Law oI Success course has not i nt ended
t o compet e wi t h t hose who wri t e purel y Ior t he
purpose oI ent ert ai ni ng.
The aut hor' s ai m, i n prepari ng t hi s course, has
been oI a t wo-Iol d nat ure, namel y, Ii rst -t o hel p t he
earnest st udent Ii nd out what are hi s or her
weaknesses, and, secondl y-t o hel p creat e a DEFINITE
PLAN Ior bri dgi ng t hose weaknesses.
The most successIul men and women on eart h
have had t o correct cert ai n weak spot s i n t hei r
personal i t i es beIore t hey began t o succeed. The most
out st andi ng oI t hese weaknesses whi ch st and bet ween
men and women and success are INTOLERANCE,
CUPIDITY, GREED, JEALOUSY, SUSPICION,
REVENGE, EGOTISM, CONCEIT, THE TENDENCY
TO REAP WHERE THEY HAVE NOT SOWN, and t he
HABIT OF SPENDING MORE THAN THEY EARN.
Al l oI t hese common enemi es oI manki nd, and
many more not here ment i oned, are covered by t he
Law oI Success course i n such a manner t hat any
person oI reasonabl e i nt el l i gence may mast er t hem
wi t h but l i t t l e eIIort or i nconveni ence.
You shoul d know, at t he very out set , t hat t he Law
oI Success course has l ong si nce passed t hrough t he
experi ment al st at e; t hat i t al ready has t o i t s credi t a
record oI achi evement t hat i s wort hy oI seri ous
- 9 -
t hought and anal ysi s. You shoul d know, al so, t hat t he
Law oI Success course has been exami ned and
endorsed by some oI t he most pract i cal mi nds oI t hi s
generat i on.
The Law oI Success course was Ii rst used as a
l ect ure, and was del i vered by i t s aut hor i n pract i cal l y
every ci t y and i n many oI t he smal l er l ocal i t i es,
t hroughout t he Uni t ed St at es, over a peri od oI more
t han seven years. Perhaps you were one oI t he many
hundreds oI t housands oI peopl e who heard t hi s
l ect ure.
Duri ng t hese l ect ures t he aut hor had assi st ant s
l ocat ed i n t he audi ences Ior t he purpose oI
i nt erpret i ng t he react i on oI t hose who heard t he
l ect ure, and i n t hi s manner he l earned exact l y what
eIIect i t had upon peopl e. As a resul t oI t hi s st udy and
anal ysi s many changes were made.
The Ii rst bi g vi ct ory was gai ned Ior t he Law oI
Success phi l osophy when i t was used by t he aut hor as
t he basi s oI a course wi t h whi ch 3, 000 men and
women were t rai ned as a sal es army. The maj ori t y oI
t hese peopl e were wi t hout previ ous experi ence, oI any
sort , i n t he Ii el d oI sel l i ng. Through t hi s t rai ni ng t hey
were enabl ed t o earn more t han One Mi l l i on Dol l ars
($1, 000, 000. 00) Ior t hemsel ves and pai d t he aut hor
$30, 000. 00 Ior hi s servi ces, coveri ng a peri od oI
approxi mat el y si x mont hs.
The i ndi vi dual s and smal l groups oI sal espeopl e
who have Iound success t hrough t he ai d oI t hi s course
are t oo numerous t o be ment i oned i n t hi s Int roduct i on,
but t he number i s l arge and t he beneIi t s t hey deri ved
Irom t he course were deIi ni t e.
The Law oI Success phi l osophy was brought t o
- 1O -
t he at t ent i on oI t he l at e Don R. Mel l et t , Iormer
publ i sher oI t he Cant on (Ohi o) Dai l y News, who
Iormed a part nershi p wi t h t he aut hor oI t he course and
was prepari ng t o resi gn as publ i sher oI t he Cant on
Dai l y News and t ake up t he busi ness management oI
t he aut hor' s aIIai rs when he was assassi nat ed on Jul y
16, 1926.
Pri or t o hi s deat h Mr. Mel l et t had made
arrangement s wi t h j udge El bert H. Gary, who was t hen
Chai rman oI t he Board oI t he Uni t ed St at es St eel
Corporat i on, t o present t he Law oI Success course t o
every empl oyee oI t he St eel Corporat i on, at a t ot al
cost oI somet hi ng l i ke $150, 000. 00. Thi s pl an was
hal t ed because oI j udge Gary' s deat h, but i t proves
t hat t he aut hor oI t he Law oI Success has produced an
educat i onal pl an oI an enduri ng nat ure. Judge Gary
was emi nent l y prepared t o j udge t he val ue oI such a
course, and t he Iact t hat he anal yzed t he Law oI
Success phi l osophy and was prepari ng t o i nvest t he
huge sum oI $150, 000. 00 i n i t i s prooI oI t he
soundness oI al l t hat i s sai d i n behal I oI t he course.
You wi l l observe, i n t hi s General Int roduct i on t o
t he course, a Iew t echni cal t erms whi ch may not be
pl ai n t o you. Do not al l ow t hi s t o bot her you. Make no
at t empt at Ii rst readi ng t o underst and t hese t erms.
They wi l l be pl ai n t o you aIt er you read t he remai nder
oI t he course. Thi s ent i re Int roduct i on i s i nt ended
onl y as a background Ior t he ot her Ii It een l essons oI
t he course, and you shoul d read i t as such. You wi l l
not be exami ned on t hi s Int roduct i on, but you shoul d
read i t many t i mes, as you wi l l get Irom i t at each
readi ng a t hought or an i dea whi ch you di d not get on
previ ous readi ngs.
- 11 -
In t hi s Int roduct i on you wi l l Ii nd a descri pt i on oI
a newl y di scovered l aw oI psychol ogy whi ch i s t he
very Ioundat i on st one oI al l out st andi ng personal
achi evement s. Thi s l aw has been reIerred t o by t he
aut hor as t he "Mast er Mi nd, " meani ng a mi nd t hat i s
devel oped t hrough t he harmoni ous co-operat i on oI t wo
or more peopl e who al l y t hemsel ves Ior t he purpose oI
accompl i shi ng any gi ven t ask.
II you are engaged i n t he busi ness oI sel l i ng you
may proIi t abl y experi ment wi t h t hi s l aw oI t he
"Mast er Mi nd" i n your dai l y work. It has been Iound
t hat a group oI si x or seven sal espeopl e may use t he
l aw so eIIect i vel y t hat t hei r sal es may be i ncreased t o
unbel i evabl e proport i ons.
Li Ie Insurance i s supposed t o be t he hardest t hi ng
on eart h t o sel l . Thi s ought not t o be t rue, wi t h an
est abl i shed necessi t y such as l i Ie i nsurance, but i t i s.
Despi t e t hi s Iact , a smal l group oI men worki ng Ior
t he Prudent i al Li Ie Insurance Company, whose sal es
are most l y smal l pol i ci es, Iormed a l i t t l e Iri endl y
group Ior t he purpose oI experi ment i ng wi t h t he l aw
oI t he "Mast er Mi nd, " wi t h t he resul t t hat every man
i n t he group wrot e more i nsurance duri ng t he Ii rst
t hree mont hs oI t he experi ment t han he had ever
wri t t en i n an ent i re year beIore.
What may be accompl i shed t hrough t he ai d oI t hi s
pri nci pl e, by any smal l group oI i nt el l i gent l i Ie-
i nsurance sal esmen who have l earned how t o appl y t he
l aw oI t he "Mast er Mi nd" wi l l st agger t he i magi nat i on
oI t he most hi ghl y opt i mi st i c and i magi nat i ve person.
The same may be sai d oI ot her groups oI
sal espeopl e who are engaged i n sel l i ng merchandi se
- 12 -




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


- 13 -
and ot her more t angi bl e Iorms oI servi ce t han l i Ie
i nsurance. Bear t hi s i n mi nd as you read t hi s
Int roduct i on t o t he Law oI Success course and i t i s not
unreasonabl e t o expect t hat t hi s Int roduct i on, al one,
may gi ve you suIIi ci ent underst andi ng oI t he l aw t o
change t he ent i re course oI your l i Ie.
It i s t he personal i t i es back oI a busi ness whi ch
det ermi ne t he measure oI success t he busi ness wi l l
enj oy. Modi Iy t hose personal i t i es so t hey are more
pl easi ng and more at t ract i ve t o t he pat rons oI t he
busi ness and t he busi ness wi l l t hri ve. In any oI t he
great ci t i es oI t he Uni t ed St at es one may purchase
merchandi se oI si mi l ar nat ure and pri ce i n scores oI
st ores, yet you wi l l Ii nd t here i s al ways one
out st andi ng st ore whi ch does more busi ness t han any
oI t he ot hers, and t he reason Ior t hi s i s t hat back oI
t hat st ore i s a man, or men, who has at t ended t o t he
personal i t i es oI t hose who come i n cont act wi t h t he
publ i c. Peopl e buy personal i t i es as much as
merchandi se, and i t i s a quest i on i I t hey are not
i nIl uenced more by t he personal i t i es wi t h whi ch t hey
come i n cont act t han t hey are by t he merchandi se.
Li Ie i nsurance has been reduced t o such a
sci ent i Ii c basi s t hat t he cost oI i nsurance does not
vary t o any great ext ent , regardl ess oI t he company
Irom whi ch one purchases i t , yet out oI t he hundreds
oI l i Ie i nsurance compani es doi ng busi ness l ess t han a
dozen compani es do t he bul k oI t he busi ness oI t he
Uni t ed St at es.
Why? Personal i t i es! Ni net y-ni ne peopl e out oI
every hundred who purchase l i Ie i nsurance pol i ci es do
not know what i s i n t hei r pol i ci es and, what seems
more st art l i ng, do not seem t o care. What t hey real l y
- 14 -
purchase i s t he pl easi ng personal i t y oI some man or
woman who knows t he val ue oI cul t i vat i ng such a
personal i t y.
Your busi ness i n l i Ie, or at l east t he most
i mport ant part oI i t , i s t o achi eve success. Success,
wi t hi n t he meani ng oI t hat t erm as covered by t hi s
course on t he Fi It een Laws oI Success, i s "t he
at t ai nment oI your DeIi ni t e Chi eI Ai m wi t hout
vi ol at i ng t he ri ght s oI ot her peopl e. " Regardl ess oI
what your maj or ai m i n l i Ie may be, you wi l l at t ai n i t
wi t h much l ess di IIi cul t y aIt er you l earn how t o
cul t i vat e a pl easi ng personal i t y and aIt er you have
l earned t he del i cat e art oI al l yi ng yoursel I wi t h ot hers
i n a gi ven undert aki ng wi t hout Iri ct i on or envy.
One oI t he great est probl ems oI l i Ie, i I not , i n
Iact , t he great est , i s t hat oI l earni ng t he art oI
harmoni ous negot i at i on wi t h ot hers. Thi s course was
creat ed Ior t he purpose oI t eachi ng peopl e how t o
negot i at e t hei r way t hrough l i Ie wi t h harmony and
poi se, Iree Irom t he dest ruct i ve eIIect s oI
di sagreement and Iri ct i on whi ch bri ng mi l l i ons oI
peopl e t o mi sery, want and Iai l ure every year.
Wi t h t hi s st at ement oI t he purpose oI t he course
you shoul d be abl e t o approach t he l essons wi t h t he
Ieel i ng t hat a compl et e t ransIormat i on i s about t o t ake
pl ace i n your personal i t y.
You cannot enj oy out st andi ng success i n l i Ie
wi t hout power, and vou can never enf ov power wi t hout
suf f i ci ent personal i t v t o i nf l uence ot her peopl e t o
cooperat e wi t h vou i n a spi ri t of harmonv. Thi s course
shows you st ep by st ep how t o devel op such a
personal i t y.
- 15 -


THE LAW OF SUCCESS
!"#$%&' )%*+ ,$--*. <=*
A Definite Chief Aim


The key-not e oI t hi s ent i re l esson may be Iound
i n t he word "deIi ni t e. "
It i s most appal l i ng t o know t hat ni net y-Ii ve per
cent oI t he peopl e oI t he worl d are dri It i ng ai ml essl y
t hrough l i Ie, wi t hout t he sl i ght est concept i on oI t he
work Ior whi ch t hey are best Ii t t ed, and wi t h no
concept i on what soever oI even t he need oI such a
t hi ng as a def i ni t e obj ect i ve t oward whi ch t o st ri ve.
There i s a psychol ogi cal as wel l as an economi c
reason Ior t he sel ect i on oI a def i ni t e chi ef ai m i n l i Ie.
Any def i ni t e chi ef ai m t hat i s del i berat el y Ii xed i n
t he mi nd and hel d t here, wi t h t he det ermi nat i on t o
real i ze i t , Ii nal l y sat urat es t he ent i re subconsci ous
mi nd unt i l i t aut omat i cal l y i nIl uences t he physi cal
act i on oI t he body t oward t he at t ai nment oI t hat
purpose.
Your def i ni t e chi ef ai m i n l i Ie shoul d be sel ect ed
wi t h del i berat e care, and aIt er i t has been sel ect ed i t
shoul d be wri t t en out and pl aced where you wi l l see i t
at l east once a day, t he psychol ogi cal eIIect oI whi ch
i s t o i mpress t hi s purpose upon your subconsci ous
mi nd so st rongl y t hat i t accept s t hat purpose as a
pat t ern or bl uepri nt t hat wi l l event ual l y domi nat e your
act i vi t i es i n l i Ie and l ead you, st ep by st ep, t oward t he
at t ai nment oI t he obj ect back oI t hat purpose.
- 16 -
The pri nci pl e oI psychol ogy t hrough whi ch you
can i mpress your def i ni t e chi ef ai m upon your
subconsci ous mi nd i s cal l ed Aut o-suggest i on, or
suggest i on whi ch you repeat edl y make t o yoursel I. It
i s a degree oI sel I-hypnot i sm, but do not be aIrai d oI
i t on t hat account , Ior i t was t hi s same pri nci pl e
t hrough t he ai d oI whi ch Napol eon l i It ed hi msel I Irom
t he l owl y st at i on oI povert y-st ri cken Corsi can t o t he
di ct at orshi p oI France. It was t hrough t he ai d oI t hi s
same pri nci pl e t hat Thomas A. Edi son has ri sen Irom
t he l owl y begi nni ng oI a news but cher t o where he i s
accept ed as t he l eadi ng i nvent or oI t he worl d. It was
t hrough t he ai d oI t hi s same pri nci pl e t hat Li ncol n
bri dged t he mi ght y chasm bet ween hi s l owl y bi rt h, i n
a l og cabi n i n t he mount ai ns oI Kent ucky, and t he
presi dency oI t he great est nat i on on eart h. It was
t hrough t he ai d oI t hi s same pri nci pl e t hat Theodore
Roosevel t became one oI t he most aggressi ve l eaders
t hat ever reached t he presi dency oI t he Uni t ed St at es.
You need have no Iear oI t he pri nci pl e oI
Aut osuggest i on as l ong as you are sure t hat t he
obj ect i ve Ior whi ch you are st ri vi ng i s one t hat wi l l
bri ng you happi ness oI an enduri ng nat ure. Be sure
t hat your def i ni t e purpose i s const ruct i ve; t hat i t s
at t ai nment wi l l bri ng hardshi p and mi sery t o no one;
t hat i t wi l l bri ng you peace and prosperi t y, t hen appl y,
t o t he l i mi t oI your underst andi ng, t he pri nci pl e oI
sel I-suggest i on Ior t he speedy at t ai nment oI t hi s
purpose.
On t he st reet corner, j ust opposi t e t he room i n
whi ch I am wri t i ng, I see a man who st ands t here al l
day l ong and sel l s peanut s. He i s busy every mi nut e.
When not act ual l y engaged i n maki ng a sal e he i s
roast i ng and packi ng t he peanut s i n l i t t l e bags. He i s
- 17 -
one oI t hat great army const i t ut i ng t he ni net y-Ii ve per
cent who have no def i ni t e purpose i n l i Ie. He i s
sel l i ng peanut s, not because he l i kes t hat work bet t er
t han anyt hi ng el se he mi ght do, but because he never
sat down and t hought out a def i ni t e purpose t hat
woul d bri ng hi m great er ret urns Ior hi s l abor. He i s
sel l i ng peanut s because he i s a dri It er on t he sea oI
l i Ie, and one oI t he t ragedi es oI hi s work i s t he Iact
t hat t he same amount oI eIIort t hat he put s i nt o i t , i I
di rect ed al ong ot her l i nes, woul d bri ng hi m much
great er ret urns.
Anot her one oI t he t ragedi es oI t hi s man' s work i s
t he Iact t hat he i s unconsci ousl y maki ng use oI t he
pri nci pl e oI sel I-suggest i on, but he i s doi ng i t t o hi s
own di sadvant age. No doubt , i I a pi ct ure coul d be
made oI hi s t hought s, t here woul d be not hi ng i n t hat
pi ct ure except a peanut roast er, some l i t t l e paper bags
and a crowd oI peopl e buying peanut s. Thi s man coul d
get out oI t he peanut busi ness i I he had t he vi si on and
t he ambi t i on Ii rst t o i magi ne hi msel I i n a more
proIi t abl e cal l i ng, and t he perseverance t o hol d t hat
pi ct ure beIore hi s mi nd unt i l i t i nIl uenced hi m t o t ake
t he necessary st eps t o ent er a more proIi t abl e cal l i ng.
He put s suIIi ci ent l abor i nt o hi s work t o bri ng hi m a
subst ant i al ret urn i I t hat l abor were di rect ed t oward
t he at t ai nment oI a def i ni t e purpose t hat oIIered
bi gger ret urns.
One oI my cl osest personal Iri ends i s one oI t he
best known wri t ers and publ i c speakers oI t hi s
count ry. About t en years ago he caught si ght oI t he
possi bi l i t i es oI t hi s pri nci pl e oI sel I-suggest i on and
began, i mmedi at el y, t o harness i t and put i t t o work.
He worked out a pl an Ior i t s appl i cat i on t hat proved t o
- 18 -
be very eIIect i ve. At t hat t i me he was nei t her a wri t er
nor a speaker.
Each ni ght , j ust beIore goi ng t o sl eep, he woul d
shut hi s eyes and see, i n hi s i magi nat i on, a l ong
counci l t abl e at whi ch he pl aced (i n hi s i magi nat i on)
cert ai n wel l known men whose charact eri st i cs he
wi shed t o absorb i nt o hi s own personal i t y. At t he end
oI t he t abl e he pl aced Li ncol n, and on ei t her si de oI
t he t abl e he pl aced Napol eon, Washi ngt on, Emerson
and El bert Hubbard. He t hen proceeded t o t al k t o
t hese i magi nary Ii gures t hat he had seat ed at hi s
i magi nary counci l t abl e, somet hi ng aIt er t hi s manner:
Mr. Li ncol n: I desi re t o bui l d i n my own
charact er t hose qual i t i es oI pat i ence and Iai rness
t oward al l manki nd and t he keen sense oI humor whi ch
were your out st andi ng charact eri st i cs. I need t hese
qual i t i es and I shal l not be cont ent ed unt i l I have
devel oped t hem.
Mr. Washi ngt on: I desi re t o bui l d i n my own
charact er t hose qual i t i es oI pat ri ot i sm and sel I-
sacri Ii ce and l eadershi p whi ch were your out st andi ng
charact eri st i cs.
Mr. Emerson: I desi re t o bui l d i n my own
charact er t hose qual i t i es oI vi si on and t he abi l i t y t o
i nt erpret t he l aws oI Nat ure as wri t t en i n t he rocks oI
pri son wal l s and growi ng t rees and Il owi ng brooks and
growi ng Il owers and t he Iaces oI l i t t l e chi l dren, whi ch
were your out st andi ng charact eri st i cs.
Napol eon: I desi re t o bui l d i n my own charact er
t hose qual i t i es oI sel I-rel i ance and t he st rat egi c
abi l i t y t o mast er obst acl es and proIi t by mi st akes and
devel op st rengt h out oI deIeat , whi ch were your
out st andi ng charact eri st i cs.
- 19 -
Mr. Hubbard: I desi re t o devel op t he abi l i t y t o
equal and even t o excel t he abi l i t y t hat you possessed
wi t h whi ch t o express yoursel I i n cl ear, conci se and
IorceIul l anguage.
Ni ght aIt er ni ght , Ior many mont hs, t hi s man saw
t hese men seat ed around t hat i magi nary counci l t abl e
unt i l Ii nal l y he had i mpri nt ed t hei r out st andi ng
charact eri st i cs upon hi s own subconsci ous mi nd so
cl earl y t hat he began t o devel op a personal i t y whi ch
was a composi t e oI t hei r personal i t i es.
The subconsci ous mi nd may be l i kened t o a
magnet , and when i t has been vi t al i zed and t horoughl y
sat urat ed wi t h any def i ni t e purpose i t has a deci ded
t endency t o at t ract al l t hat i s necessary Ior t he
Iul Ii l l ment oI t hat purpose. Li ke at t ract s l i ke, and you
may see evi dence oI t hi s l aw i n every bl ade oI grass
and every growi ng t ree. The acorn at t ract s Irom t he
soi l and t he ai r t he necessary mat eri al s out oI whi ch
t o grow an oak t ree. It never grows a t ree t hat i s part
oak and part popl ar. Every grai n oI wheat t hat i s
pl ant ed i n t he soi l at t ract s t he mat eri al s out oI whi ch
t o grow a st al k oI wheat .
It never makes a mi st ake and grows bot h oat s and
wheat on t he same st al k.
And men are subj ect , al so, t o t hi s same Law oI
At t ract i on. Go i nt o any cheap boardi ng house di st ri ct
i n any ci t y and t here you wi l l Ii nd peopl e oI t he same
general t rend oI mi nd associ at ed t oget her. On t he
ot her hand, go i nt o any prosperous communi t y and
t here you wi l l Ii nd peopl e oI t he same general
t endenci es associ at ed t oget her. Men who are
successIul al ways seek t he company oI ot hers who are
successIul , whi l e men who are on t he ragged si de oI
- 2O -



DO NOT TLLL
THL WORLD
WHAT YOU CAN
DO -
SHOW IT!


- 21 -
l i Ie al ways seek t he company oI t hose who are i n
si mi l ar ci rcumst ances. "Mi sery l oves company. "
Wat er seeks i t s l evel wi t h no Ii ner cert ai nt y t han
man seeks t he company oI t hose who occupy hi s own
general st at us Ii nanci al l y and ment al l y. A proIessor oI
Yal e Uni versi t y and an i l l i t erat e hobo have not hi ng i n
common. They woul d be mi serabl e i I t hrown t oget her
Ior any great l engt h oI t i me. Oi l and wat er wi l l mi x as
readi l y as wi l l men who have not hi ng i n common.
Al l oI whi ch l eads up t o t hi s st at ement :
That you wi l l at t ract t o you peopl e who
harmoni ze wi t h your own phi l osophy oI l i Ie, whet her
you wi sh i t or not . Thi s bei ng t rue, can you not see
t he i mport ance oI vi t al i zi ng your mi nd wi t h a def i ni t e
chi ef ai m t hat wi l l at t ract t o you peopl e who wi l l be oI
hel p t o you and not a hi ndrance? Suppose your
def i ni t e chi ef ai m i s Iar above your present st at i on i n
l i Ie. What oI i t ? It i s your pri vi l ege - nay, your
DUTY, t o ai m hi gh i n l i Ie. You owe i t t o yoursel I and
t o t he communi t y i n whi ch you l i ve t o set a hi gh
st andard Ior yoursel I.
There i s much evi dence t o j ust i Iy t he bel i eI t hat
not hi ng wi t hi n reason i s beyond t he possi bi l i t y oI
at t ai nment by t he man whose def i ni t e chi ef ai m has
been wel l devel oped. Some years ago Loui s Vi ct or
Eyt i nge was gi ven a l i Ie sent ence i n t he Ari zona
peni t ent i ary. At t he t i me oI hi s i mpri sonment he was
an al l -around "bad man, " accordi ng t o hi s own
admi ssi ons. In addi t i on t o t hi s i t was bel i eved t hat he
woul d di e oI t ubercul osi s wi t hi n a year.
Eyt i nge had reason t o Ieel di scouraged, i I anyone
ever had. Publ i c Ieel i ng agai nst hi m was i nt ense and
- 22 -
he di d not have a si ngl e Iri end i n t he worl d who came
Iort h and oIIered hi m encouragement or hel p. Then
somet hi ng happened i n hi s own mi nd t hat gave hi m
back hi s heal t h, put t he dreaded "whi t e pl ague" t o rout
and Ii nal l y unl ocked t he pri son gat es and gave hi m hi s
Ireedom.
What was t hat "somet hi ng"?
Just t hi s: He made up hi s mi nd t o whi p t he whi t e
pl ague and regai n hi s heal t h. That was a very def i ni t e
chi ef ai m. In l ess t han a year Irom t he t i me t he
deci si on was made he had won. Then he ext ended t hat
def i ni t e chi ef ai m by maki ng up hi s mi nd t o gai n hi s
Ireedom. Soon t he pri son wal l s mel t ed Irom around
hi m.
No undesi rabl e envi ronment i s st rong enough t o
hol d t he man or woman who underst ands how t o appl y
t he pri nci pl e oI Aut o-suggest i on i n t he creat i on oI a
def i ni t e chi ef ai m. Such a person can t hrow oII t he
shackl es oI povert y; dest roy t he most deadl y di sease
germs; ri se Irom a l owl y st at i on i n l i Ie t o power and
pl ent y.
Al l great l eaders base t hei r l eadershi p upon a
def i ni t e chi ef ai m. Fol l owers are wi l l i ng Iol l owers
when t hey know t hat t hei r l eader i s a person wi t h a
deIi ni t e chi eI ai m who has t he courage t o back up t hat
purpose wi t h act i on. Even a bal ky horse knows when a
dri ver wi t h a def i ni t e chi ef ai m t akes hol d oI t he rei ns;
and yi el ds t o t hat dri ver. When a man wi t h a def i ni t e
chi ef ai m st art s t hrough a crowd everybody st ands
asi de and makes a way Ior him, but l et a man hesi t at e
and show by hi s act i ons t hat he i s not sure whi ch way
he want s t o go and t he crowd wi l l st ep al l over hi s
t oes and reIuse t o budge an i nch out oI hi s way.
- 23 -

THE LAW OF SUCCESS
!"#$%&' )%*+ ,$--*. <>%$$
SELF-CONFIDENCE


You l earned i n Lesson Two t hat any i dea you
Ii rml y Ii x i n your subconsci ous mi nd, by repeat ed
aIIi rmat i on, aut omat i cal l y becomes a pl an or bl uepri nt
whi ch an unseen power uses i n di rect i ng your eIIort s
t oward t he at t ai nment oI t he obj ect i ve named - i n t he
pl an.
You have al so l earned t hat t he pri nci pl e t hrough
whi ch you may Ii x any i dea you choose i n your mi nd
i s cal l ed Aut o-suggest i on, whi ch si mpl y means a
suggest i on t hat you gi ve t o your own mi nd.
You mi ght wel l remember t hat Not hi ng can bri ng
vou success but voursel f . OI course you wi l l need t he
co-operat i on oI ot hers i I you ai m t o at t ai n success oI a
Iar-reachi ng nat ure, but you wi l l never get t hat
cooperat i on unl ess you vi t al i ze your mi nd wi t h t he
posi t i ve at t i t ude oI sel I-conIi dence.
Perhaps you have wondered why a Iew men
advance t o hi ghl y pai d posi t i ons whi l e ot hers al l
around t hem, who have as much t rai ni ng and who
seemi ngl y perIorm as much work, do not get ahead.
Sel ect any t wo peopl e oI t hese t wo t ypes t hat you
choose, and st udy t hem, and t he reason why one
advances and t he ot her st ands st i l l wi l l be qui t e
obvi ous t o you. You wi l l Ii nd t hat t he one who
advances bel i eves i n hi msel I. You wi l l Ii nd t hat he
backs t hi s bel i eI wi t h such dynami c, aggressi ve act i on
t hat he l et s ot hers know t hat he bel i eves i n hi msel I.
- 24 -

II you vanl a lhing
done veII, caII on
sone lusy peison lo
do il. usy peopIe aie
geneiaIIy lhe nosl
painslaking and
lhoiough in aII lhey
do.
- 25 -
You wi l l al so Ii nd t hat t he one who does not
advance shows cl earl y, by t he l ook on hi s Iace, by t he
post ure oI hi s body, by t he l ack oI bri skness i n hi s
st ep, by t he uncert ai nt y wi t h whi ch he speaks, t hat he
l acks Sel I-conIi dence. No one i s goi ng t o pay much
at t ent i on t o t he person who has no conIi dence i n
hi msel I.
He does not at t ract ot hers because hi s mi nd i s a
negat i ve Iorce t hat repel s rat her t han at t ract s.
In no ot her Ii el d oI endeavor does Sel I-
conIi dence or t he l ack oI i t pl ay such an i mport ant
part as i n t he Ii el d oI sal esmanshi p, and you do not
need t o be a charact er anal yst t o det ermi ne, t he
moment you meet hi m, whet her a sal esman possesses
t hi s qual i t y oI Sel I-conIi dence. II he has i t t he si gns
oI i t s i nIl uence are wri t t en al l over hi m. He i nspi res
you wi t h conIi dence i n hi m and i n t he goods he i s
sel l i ng t he moment he speaks.
We come, now, t o t he poi nt at , whi ch you are
ready t o t ake hol d oI t he pri nci pl e oI Aut o-suggest i on
and make di rect use oI i t i n devel opi ng yoursel I i nt o a
posi t i ve and dynami c and sel I-rel i ant person. You are
i nst ruct ed t o copy t he Iol l owi ng Iormul a, si gn i t and
commi t i t t o memory:

SELF-CONFIDENCE FORMULA

Fi rst . I know t hat I have t he abi l i t y t o achi eve t he
obj ect oI my def i ni t e purpose, t hereIore I demand
oI mysel I persi st ent , aggressi ve and cont i nuous
act i on t oward i t s at t ai nment .
Second. I real i ze t hat t he domi nat i ng t hought s oI my
mi nd event ual l y reproduce t hemsel ves i n out ward,
bodi l y act i on, and gradual l y t ransIorm t hemsel ves
i nt o physi cal real i t y, t hereIore I wi l l concent rat e
- 26 -
My mi nd Ior t hi rt y mi nut es dai l y upon t he t ask oI
t hi nki ng oI t he person I i nt end t o be, by creat i ng
a ment al pi ct ure oI t hi s person and t hen
t ransIormi ng t hat pi ct ure i nt o real i t y t hrough
pract i cal servi ce.
Thi rd. I know t hat t hrough t he pri nci pl e oI Aut o-
suggest i on, any desi re t hat I persi st ent l y hol d i n
my mi nd wi l l event ual l y seek expressi on t hrough
some pract i cal means oI real i zi ng i t , t hereIore I
shal l devot e t en mi nut es dai l y t o demandi ng oI
mysel I t he devel opment oI t he Iact ors named i n
t he si xt een l essons oI t hi s Readi ng Course on t he
Law oI Success.
Fourt h. I have cl earl y mapped out and wri t t en down a
descri pt i on oI my def i ni t e purpose i n l i Ie, Ior t he
comi ng Ii ve years. I have set a pri ce on my
servi ces Ior each oI t hese Ii ve years; a pri ce t hat
I i nt end t o earn and recei ve, t hrough st ri ct
appl i cat i on oI t he pri nci pl e oI eIIi ci ent ,
sat i sIact ory servi ce whi ch I wi l l render i n
advance.
Fi f t h. I Iul l y real i ze t hat no weal t h or posi t i on can
l ong endure unl ess bui l t upon t rut h and j ust i ce,
t hereIore I wi l l engage i n no t ransact i on whi ch
does not benef i t al l whom i t af f ect s. 1 wi l l
succeed by at t ract i ng t o me t he Iorces I wi sh t o
use, and t he co-operat i on oI ot her peopl e. I wi l l
i nduce ot hers t o serve me because I wi l l Ii rst
serve t hem. I wi l l el i mi nat e hat red, envy,
j eal ousy, sel Ii shness and cyni ci sm by devel opi ng
l ove Ior al l humani t y, because I know t hat a
negat i ve at t i t ude t oward ot hers can never bri ng
me success. I wi l l cause ot hers t o bel i eve i n me
because I wi l l bel i eve i n t hem and i n mysel I.
- 27 -
I wi l l si gn my name t o t hi s Iormul a, commi t i t t o
memory and repeat i t al oud once a day wi t h Iul l
f ai t h t hat i t wi l l gradual l y i nIl uence my ent i re
l i Ie so t hat I wi l l become a successIul and happy
worker i n my chosen Ii el d oI endeavor.

Si gned................


BeIore you si gn your name t o t hi s Iormul a make
sure t hat you i nt end t o carry out i t s i nst ruct i ons. Back
oI t hi s Iormul a l i es a l aw t hat no man can expl ai n. The
psychol ogi st s reIer t o t hi s l aw as Aut o-suggest i on and
l et i t go at t hat , but you shoul d bear i n mi nd one poi nt
about whi ch t here i s no uncert ai nt y, and t hat i s t he
Iact t hat what ever t hi s l aw i s i t act ual l v works'
Anot her poi nt t o be kept i n mi nd i s t he Iact t hat ,
j ust as el ect ri ci t y wi l l t urn t he wheel s oI i ndust ry and
serve manki nd i n a mi l l i on ot her ways, or snuII out
l i Ie i I wrongl y appl i ed, so wi l l t hi s pri nci pl e oI Aut o-
suggest i on l ead you up t he mount ai n-si de oI peace and
prosperi t y, or down i nt o t he val l ey oI mi sery and
povert y, accordi ng t o t he appl i cat i on you make oI i t .
II you Ii l l your mi nd wi t h doubt and unbel i eI i n your
abi l i t y t o achi eve, t hen t he pri nci pl e oI Aut o-
suggest i on t akes t hi s spi ri t oI unbel i eI and set s i t up
i n your subconsci ous mi nd as your domi nat i ng t hought
and sl owl y but surel y draws you i nt o t he whi rl pool oI
f ai l ure. But , i I you Ii l l your mi nd wi t h radi ant Sel I-
conIi dence, t he pri nci pl e oI Aut o-suggest i on t akes t hi s
bel i eI and set s i t up as your domi nat i ng t hought and
hel ps you mast er t he obst acl es t hat Ial l i n your way
unt i l you reach t he mount ai n-t op oI success.
- 28 -

THE LAW OF SUCCESS
!"#$%&' )%*+ ,$--*. ?*2%
THE HABIT OF SAVING


We are t he vi ct i ms oI our habi t s, no mat t er who
we are or what may be our l i Ie-cal l i ng. Any i dea t hat
i s del i berat el y Ii xed i n t he mi nd, or any i dea t hat i s
permi t t ed t o set i t sel I up i n t he mi nd, as t he resul t oI
suggest i on, envi ronment , t he i nIl uence oI associ at es,
et c. , i s sure t o cause us t o i ndul ge i n act s whi ch
conIorm t o t he nat ure oI t he i dea.
Form t he habi t oI t hi nki ng and t al ki ng oI
prosperi t y and abundance, and very soon mat eri al
evi dence oI t hese wi l l begi n t o mani Iest i t sel I i n t he
nat ure oI wi der opport uni t y and new and unexpect ed
opport uni t y.
Li ke at t ract s l i ke! II you are i n busi ness and have
Iormed t he habi t oI t al ki ng and t hi nki ng about
"busi ness bei ng bad" busi ness wi l l be bad. One
pessi mi st , provi di ng he i s permi t t ed t o cont i nue hi s
dest ruct i ve i nIl uence l ong enough, can dest roy t he
work oI hal I a dozen compet ent men, and he wi l l do i t
by set t i ng adri It i n t he mi nds oI hi s associ at es t he
t hought oI povert y and Iai l ure.
Don' t be t hi s t ype oI man or woman.
One oI t he most successIul bankers i n t he st at e oI
Il l i noi s has t hi s si gn hangi ng i n hi s pri vat e oIIi ce:
- 29 -



YOU aie a hunan
nagnel and you aie
conslanlIy alliacling lo
you peopIe vhose
chaiacleis hainonize
vilh youi ovn.


- 3O -
"WE TALK AND THINK ONLY OF
ABUNDANCE HERE. IF YOU HAVE A TALE OF
WOE PLEASE KEEP IT, AS WE DO NOT WANT IT. "
No busi ness Ii rm want s t he servi ces oI a
pessi mi st , and t hose who underst and t he Law oI
At t ract i on and t he Law oI Habi t wi l l no more t ol erat e
t he pessi mi st t han t hey woul d permi t a burgl ar t o roam
around t hei r pl ace oI busi ness, Ior t he reason t hat one
such person wi l l dest roy t he useIul ness oI t hose
around hi m.
In t ens oI t housands oI homes t he general t opi c oI
conversat i on i s povert y and want , and t hat i s j ust what
t hey are get t i ng. They t hi nk oI povert y, t hey t al k oI
povert y, t hey accept povert y as t hei r l ot i n l i Ie. They
reason t hat because t hei r ancest ors were poor beIore
t hem t hey, al so, must remai n poor.
The povert y consci ousness i s Iormed as t he resul t
oI t he habi t oI t hi nki ng oI and Ieari ng povert y. "Lo!
t he t hi ng I had Ieared has come upon me. "

THE SLAVERY OF DEBT

Debt i s a merci l ess mast er, a Iat al enemy oI t he
savi ngs habi t .
Povert y, al one, i s suIIi ci ent t o ki l l oII ambi t i on,
dest roy sel I-conIi dence and dest roy hope, but add t o i t
t he burden oI debt and al l who are vi ct i ms oI t hese
t wo cruel t ask-mast ers are pract i cal l y doomed t o
Iai l ure.
No man can do hi s best work, no man can express
hi msel I i n t erms t hat command respect , no man can
ei t her creat e or carry out a deIi ni t e purpose i n l i Ie,
wi t h heavy debt hangi ng over hi s head. The man who
i s bound i n t he sl avery oI debt i s j ust as hel pl ess as
- 31 -
t he sl ave who i s bound by i gnorance, or by act ual
chai ns.
The aut hor has a very cl ose Iri end whose i ncome
i s $1, 000 a mont h. Hi s wi Ie l oves "soci et y" and t ri es
t o make a $20, 000 showi ng on a $12, 000 i ncome, wi t h
t he resul t t hat t hi s poor Iel l ow i s usual l y about $8, 000
i n debt . Every member oI hi s Iami l y has t he "spendi ng
habi t , " havi ng acqui red t hi s Irom t he mot her. The
chi l dren, t wo gi rl s and one boy, are now oI t he age
when t hey are t hi nki ng oI goi ng t o col l ege, but t hi s i s
i mpossi bl e because oI t he Iat her' s debt s. The resul t i s
di ssensi on bet ween t he Iat her and hi s chi l dren whi ch
makes t he ent i re Iami l y unhappy and mi serabl e.
It i s a t erri bl e t hi ng even t o t hi nk oI goi ng
t hrough l i Ie l i ke a pri soner i n chai ns, bound down and
owned by somebody el se on account oI debt s. The
accumul at i on oI debt s i s a habi t . It st art s i n a smal l
way and grows t o enormous proport i ons sl owl y, st ep
by st ep, unt i l Ii nal l y i t t akes charge oI one' s very
soul .
Thousands oI young men st art t hei r marri ed l i ves
wi t h unnecessary debt s hangi ng over t hei r heads and
never manage t o get out Irom under t he l oad. AIt er t he
novel t y oI marri age begi ns t o wear oII (as i t usual l y
does) t he marri ed coupl e begi n t o Ieel t he
embarrassment oI want , and t hi s Ieel i ng grows unt i l i t
l eads, oIt ent i mes, t o open di ssat i sIact i on wi t h one
anot her, and event ual l y t o t he di vorce court .
A man who i s bound by t he sl avery oI debt has no
t i me or i ncl i nat i on t o set up or work out i deal s, wi t h
t he resul t t hat he dri It s downward wi t h t i me unt i l he
event ual l y begi ns t o set up l i mi t at i ons i n hi s own
mi nd, and by t hese he hedges hi msel I behi nd pri son
- 32 -
wal l s oI FEAR and doubt Irom whi ch he never
escapes.
No sacri Ii ce i s t oo great t o avoi d t he mi sery oI
debt !
"Thi nk oI what you owe yoursel I and t hose who
are dependent upon you and resol ve t o be no man' s
debt or, " i s t he advi ce oI one very successIul man
whose earl y chances were dest royed by debt . Thi s man
came t o hi msel I soon enough t o t hrow oII t he habi t oI
buyi ng t hat whi ch he di d not need and event ual l y
worked hi s way out oI sl avery.
Most men who devel op t he habi t oI debt wi l l not
be so Iort unat e as t o come t o t hei r senses i n t i me t o
save t hemsel ves, because debt i s somet hi ng l i ke
qui cksand i n t hat i t has a t endency t o draw i t s vi ct i m
deeper and deeper i nt o t he mi re.
The Fear oI Povert y i s one oI t he most dest ruct i ve
oI t he si x basi c Iears descri bed i n Lesson Three. The
man who becomes hopel essl y i n debt i s sei zed wi t h
t hi s povert y Iear, hi s ambi t i on and sel I-conIi dence
become paral yzed, and he si nks gradual l y i nt o
obl i vi on.
There are t wo cl asses oI debt s, and t hese are so
di IIerent i n nat ure t hat t hey deserve t o be here
descri bed, as Iol l ows:
1. There are debt s i ncurred Ior l uxuri es whi ch
become a dead l oss.
2. There are debt s i ncurred i n t he course oI
proIessi onal or busi ness t radi ng whi ch represent
servi ce or merchandi se t hat can be convert ed back i nt o
asset s.
The Ii rst cl ass oI debt s i s t he one t o be avoi ded.
The second cl ass may be i ndul ged i n, provi di ng t he
one i ncurri ng t he debt s uses j udgment and does not go
- 33 -
beyond t he bounds oI reasonabl e l i mi t at i on. The
moment one buys beyond hi s l i mi t at i ons he ent ers t he
real m oI specul at i on, and specul at i on swal l ows more
oI i t s vi ct i ms t han i t enri ches.
Pract i cal l y al l peopl e who l i ve beyond t hei r
means are t empt ed t o specul at e wi t h t he hope t hat t hey
may recoup, at a si ngl e t urn oI t he wheel oI Iort une,
so t o speak, t hei r ent i re i ndebt edness. The wheel
general l y st ops at t he wrong pl ace and, Iar Irom
Ii ndi ng t hemsel ves out oI debt , such peopl e as i ndul ge
i n specul at i on are bound more cl osel y as sl aves oI
debt .
The Fear oI Povert y breaks down t he wi l l -power
oI i t s vi ct i ms, and t hey t hen Ii nd t hemsel ves unabl e t o
rest ore t hei r l ost Iort unes, and, what i s st i l l more sad,
t hey l ose al l ambi t i on t o ext ri cat e t hemsel ves Irom.
t he sl avery oI debt .
Hardl y a day passes t hat one may not see an
account i n t he newspapers oI at l east one sui ci de as
t he resul t oI worry over debt s. The sl avery oI debt
causes more sui ci des every year t han al l ot her causes
combi ned, whi ch i s a sl i ght i ndi cat i on oI t he cruel t y
oI t he povert y Iear.
Duri ng t he war mi l l i ons oI men Iaced t he Iront -
l i ne t renches wi t hout Il i nchi ng, knowi ng t hat deat h
mi ght overt ake t hem any moment . Those same men,
when Iaci ng t he Fear oI Povert y, oIt en cri nge and out
oI sheer desperat i on, whi ch paral yzes t hei r reason,
somet i mes commi t sui ci de.
The person who i s Iree Irom debt may whi p
povert y and achi eve out st andi ng Ii nanci al success,
but , i I he i s bound by debt , such achi evement i s but a
remot e possi bi l i t y, and never a probabi l i t y.
Fear oI Povert y i s a negat i ve, dest ruct i ve st at e oI
- 34 -
mi nd. Moreover, one negat i ve st at e oI mi nd has a
t endency t o at t ract ot her si mi l ar st at es oI mi nd. For
exampl e, t he Fear oI Povert y may at t ract t he Iear oI
Il l Heal t h, and t hese t wo may at t ract t he Fear oI Ol d
Age, so t hat t he vi ct i m Ii nds hi msel I povert y-st ri cken,
i n i l l heal t h and act ual l y growi ng ol d l ong beIore t he
t i me when he shoul d begi n t o show t he si gns oI ol d
age.
Mi l l i ons oI unt i mel y, namel ess graves have been
Ii l l ed by t hi s cruel st at e oI mi nd known as t he Fear oI
Povert y!
Less t han a dozen years ago a young man hel d a
responsi bl e posi t i on wi t h t he Ci t y Nat i onal Bank, oI
New York Ci t y. Through l i vi ng beyond hi s i ncome he
cont ract ed a l arge amount oI debt s whi ch caused hi m
t o worry unt i l t hi s dest ruct i ve habi t began t o show up
i n hi s work and he was di smi ssed Irom t he bank' s
servi ce.
He secured anot her posi t i on, at l ess money, but
hi s credi t ors embarrassed hi m so t hat he deci ded t o
resi gn and go away i nt o anot her ci t y, where he hoped
t o escape t hem unt i l he had accumul at ed enough
money t o pay oII hi s i ndebt edness. Credi t ors have a
way oI t raci ng debt ors, so very soon t hey were cl ose
on t he heel s oI t hi s young man, whose empl oyer Iound
out about hi s i ndebt edness and di smi ssed hi m Irom hi s
posi t i on.
He t hen searched i n vai n Ior empl oyment Ior t wo
mont hs. One col d ni ght he went t o t he t op oI one oI
t he t al l bui l di ngs on Broadway and j umped oII. Debt
had cl ai med anot her vi ct i m.
- 35 -


WHO loId you il
couIdn'l le done` and,
vhal gieal achievenenl
has he lo his ciedil lhal
enlilIes hin lo use lhe
void "inpossilIe" so
fieeIy`

- 36 -
HOW TO MASTER THE FEAR OF POVERTY

To whi p t he Fear oI Povert y one must t ake t wo
very deIi ni t e st eps, provi di ng one i s i n debt . Fi rst ,
qui t t he habi t oI buyi ng on credi t , and Iol l ow t hi s by
gradual l y payi ng oII t he debt s t hat you have al ready
i ncurred.
Bei ng Iree Irom t he worry oI i ndebt edness you
are ready t o revamp t he habi t s oI your mi nd and re-
di rect your course t oward prosperi t y. Adopt , as a part
oI your DeIi ni t e Chi eI Ai m, t he habi t oI savi ng a
regul ar proport i on oI your i ncome, even i I t hi s be no
more t han a penny a day. Very soon t hi s habi t wi l l
begi n t o l ay hol d oI your mi nd and you wi l l act ual l y
get j oy out oI savi ng.
Any habi t may be di scont i nued by bui l di ng i n i t s
pl ace some ot her and more desi rabl e habi t . The
"spendi ng" habi t must be repl aced by t he "savi ng"
habi t by al l who at t ai n Ii nanci al i ndependence.
Merel y t o di scont i nue an undesi rabl e habi t i s not
enough, as such habi t s have a t endency t o reappear
unl ess t he pl ace t hey Iormerl y occupi ed i n t he mi nd i s
Ii l l ed by some ot her habi t oI a di IIerent nat ure.
The di scont i nuance oI a habi t l eaves a "hol e" i n
t he mi nd, and t hi s hol e must be Ii l l ed up wi t h some
ot her Iorm oI habi t or t he ol d one wi l l ret urn and
cl ai m i t s pl ace.
Throughout t hi s course many psychol ogi cal
Iormul as, whi ch t he st udent has been request ed t o
memori ze and pract i ce, have been descri bed. You wi l l
Ii nd such a Iormul a i n Lesson Three, t he obj ect oI
whi ch i s t o devel op Sel I-conIi dence.
- 37 -
These Iormul as may be assi mi l at ed so t hey
become a part oI your ment al machi nery, t hrough t he
Law oI Habi t , i I you wi l l Iol l ow t he i nst ruct i ons Ior
t hei r use whi ch accompany each oI t hem.
It i s assumed t hat you are st ri vi ng t o at t ai n
Ii nanci al i ndependence. The accumul at i on oI money i s
not di IIi cul t aIt er you have once mast ered t he Fear oI
Povert y and devel oped i n i t s pl ace t he Habi t oI
Savi ng.
The aut hor oI t hi s course woul d be great l y
di sappoi nt ed t o know t hat any st udent oI t he course
got t he i mpressi on Irom anyt hi ng i n t hi s or any oI t he
ot her: l essons t hat Success i s measured by dol l ars
al one.
However, money does represent an i mport ant
Iact or i n success, and i t must be gi ven i t s proper val ue
i n any phi l osophy i nt ended t o hel p peopl e i n becomi ng
useIul , happy and prosperous.
The col d, cruel , rel ent l ess t rut h i s t hat i n t hi s
age, oI mat eri al i sm a man i s no more t han so many
grai ns oI sand, whi ch may be bl own hel t er-skel t er by
every` st ray wi nd oI ci rcumst ance, unl ess he i s
ent renched behi nd t he power oI money!
Geni us may oIIer many rewards t o t hose who
possess i t , but t he Iact st i l l remai ns t hat geni us
wi t hout money wi t h whi ch t o gi ve i t expressi on i s but
an empt y, skel et on-l i ke honor.
The man wi t hout money i s at t he mercy oI t he
man who has i t !
And t hi s goes, regardl ess oI t he amount oI abi l i t y
he may possess, t he t rai ni ng he has had or t he nat i ve
geni us wi t h whi ch he was gi It ed by nat ure.
There i s no escape Irom t he Iact t hat peopl e wi l l
wei gh you very l argel y i n t he l i ght oI bank bal ances,
- 38 -
no mat t er who you are or what you can do. The Ii rst
quest i on t hat ari ses, i n t he mi nds oI most peopl e,
when t hey meet a st ranger, i s, "How much money has
he?" II he has money he i s wel comed i nt o homes and
busi ness opport uni t i es are t hrown hi s way. Al l sort s oI
at t ent i on are l avi shed upon hi m. He i s a pri nce, and as
such i s ent i t l ed t o t he best oI t he l and.
But i I hi s shoes are run down at t he heel s, hi s
cl ot hes are not pressed, hi s col l ar i s di rt y, and he
shows pl ai nl y t he si gns oI i mpoveri shed Ii nances, woe
be hi s l ot , Ior t he passi ng crowd wi l l st ep on hi s t oes
and bl ow t he smoke oI di srespect i n hi s Iace.
These are not pret t y st at ement s, but t hey have one
vi rt ue - THEY ARE TRUE!
Thi s t endency t o j udge peopl e by t he money t hey
have, or t hei r power t o cont rol money, i s not conIi ned
t o any one cl ass oI peopl e. We al l have a t ouch oI i t ,
whet her we recogni ze t he Iact or not .
Thomas A. Edi son i s one oI t he best known and
most respect ed i nvent ors i n t he worl d, yet i t i s no
mi sst at ement oI Iact s t o say t hat he woul d have
remai ned a pract i cal l y unknown, obscure personage
had he not Iol l owed t he habi t oI conservi ng hi s
resources and shown hi s abi l i t y t o save money.
Henry Ford never woul d have got t o Ii rst base
wi t h hi s "horsel ess carri age" had he not devel oped,
qui t e earl y i n l i Ie, t he habi t oI savi ng. Moreover, had
Mr. Ford not conserved hi s resources and hedged
hi msel I behi nd t hei r power he woul d have been
"swal l owed up" by hi s compet i t ors or t hose who
covet ousl y desi red t o t ake hi s busi ness away Irom
hi m, l ong, l ong years ago.
Many a man has gone a very l ong way t oward
- 39 -
success, onl y t o st umbl e and Ial l , never agai n t o ri se,
because oI l ack oI money i n t i mes oI emergency. The
mort al i t y rat e i n busi ness each year, due t o l ack oI
reserve capi t al Ior emergenci es, i s st upendous. To t hi s
one cause are due more oI t he busi ness Iai l ures t han t o
al l ot her causes combi ned!
Reserve Funds are essent i al i n t he successIul
operat i on oI busi ness!
Li kewi se, Savi ngs Account s are essent i al t o
success on t he part oI i ndi vi dual s. Wi t hout a savi ngs
Iund t he i ndi vi dual suIIers i n t wo ways: Ii rst , by
i nabi l i t y t o sei ze opport uni t i es t hat come onl y t o t he
person wi t h some ready cash, and, second, by
embarrassment due t o some unexpect ed emergency
cal l i ng Ior cash.
It mi ght be sai d, al so, t hat t he i ndi vi dual suIIers
i n st i l l a t hi rd respect by not devel opi ng t he Habi t oI
Savi ng, t hrough l ack oI cert ai n ot her qual i t i es
essent i al Ior success whi ch grow out oI t he pract i ce oI
t he Habi t oI Savi ng.
The ni ckel s, di mes and penni es whi ch t he average
person al l ows t o sl i p t hrough hi s Ii ngers woul d, i I
syst emat i cal l y saved and properl y put t o work,
event ual l y bri ng Ii nanci al i ndependence.
- 4O -