Friday, April 28, 2017

Some Different Examples of The Count to Four System

CTF Some Different Examples of The Count to Four System1

(An excerpt from If You Can Count to Four available on Amazon)

Some Different Examples of The Count to Four System

Unless you have experienced it, you do not know it for sure. If you have experienced it, you can share your experience and you can recognize your experience in other people’s experiences.

There are two major motives for sharing an experience. One is to impress others. The other reason is to help others. I am in the business of helping others, so I will share some of my experiences with you, along with some observations of other people’s experiences, which means something to me, because of the fact that I have experienced something similar.

Some of my experiences will have happened when I was quite young, when I was growing up on the farm in Tennessee, as a member of a large family of 14. Some will be after I left Tennessee, when I was 18 years of age, and lived in Phoenix, Arizona with my sister. Some, after I was married at the age of 20, in Phoenix, in 1937, up to the time I started the big experiment with big ideas and became well-known as a successful businessman, lecturer, television and radio personality, world traveler and writer.

There are two major periods in my life. One, the many years of poverty and a feeling of inferiority. Two, after I discovered the secret of genuine success so that I could use it consciously, and became, what the average man calls, rich and full of self-confidence.

First, I will share with you what I call an unusual example then I will share several usual examples.

A Multi-Million Dollar Business

In 1953, I reached a point in my research and the “The Count to Four System” that I decided to really give it the test. I had discovered that there are great laws or principles in the universe, which are invisible, but tangible and real, just like electricity, mathematics and chemistry. One of these principles is that if anyone will find a great human need, in which he has absolute confidence, and find an especially designed answer to that need, in which he believes with all his being, then burn all his bridges and dedicate his life to taking the answer to the need in quality and quantity, that he will experience a large measure of happiness, health and prosperity.

I have learned that principle was not limited by precedent and that the formula was based upon absolute laws in the universe. So, I decided to start from scratch, and use the formula to organize a company completely from the standpoint of the principle of genuine success and the formula. My focal point of attention would be entirely from the premise of the secret of genuine success, and not from the usual business point of view. In other words, our first interest would be “the customer’s point of view,” not making as much money as possible.

We would operate according to good, sound business methods, but our motives, that is our first motives, would be, “expressing the principle of genuine success,” which is a habitual attitude of rendering a genuine service to people. That would be our first source of joy. I knew that there is a law of compensation in the universe that always pays a man in the coin of the realm, yes, in dollars and cents, exactly, according to the quality and quantity of service he renders.

So, I knew that if I developed the habit of thinking, first of all, in terms of SERVICE, I would not only experience more joy and a feeling of gratification, but, since I would naturally render more quality and quantity of service with that attitude, I would automatically earn and receive more money.

I would be paid, according to the service rendered, so if I specialized in service and rendered millions of units of it, then I would become a millionaire in spite of myself.

Sounds like a beautiful dream, doesn’t it? Well, that is all it was in early 1953.

I had done pretty well up to that time in many ways, but I had never really made very much money. I started with the telephone company in 1937 at $15 per week, working up to $30 per week by 1941. Then went into the insurance business, and, along with my research in the field of the mental processes, I earned as high as $500 per month average, until I went into the Air Corps in 1943.

As a pilot instructor for the Air Corps, I earned as high as $500 per month. Then, in 1945, I was back in civilian life. From 1945 until 1948, I went to college in Los Angeles, lectured and sold insurance part-time. I made a living during those years, but little more. In 1948, I became a manager for a large life insurance company, and from then until 1951 I earned $10,000 per year and up to $20,000 at times, as I was on a commission. But all this time, I had not saved any money to speak of. So, in 1953, I started with no savings. I had three mortgages on my home, a lien on my car, a note at the bank, and I borrowed several thousand dollars from personal friends. With an absolute faith in the formula, I started my dream.

One, I identified my dream. My dream was to help hundreds of thousands of people in the nutritional field. I wanted a stable sales force in the entire 48 states, Canada, Alaska, Hawaii and eventually the entire world. I wanted all the necessary business structure to carry out such an operation. I knew it would take office buildings, a large staff of executives, accountants, attorneys, communication specialists, sales people by the tens of thousands, operating capital, etc. I had nothing but a house with three mortgages, and a million dollars worth of faith in the formula. It said, “Just identify your dream, don’t ask the price or how you are going to get it.” So, I identified my dream and that is all you have to do with the Phase One part of the formula.

Two, I started to “pretend” that I already had my dream. I organized a company and used my dining room table for a home office. I called it my private suite of offices and elected myself president. I did not actually have a business telephone, a business card, or anything that looked to the outsider like I had much of a dream. But in my mind, I was the president of the greatest idea that had ever been designed.

Yes, in every way possible, I pretended that my dream was already a reality. However, at the same time, I literally went out and made retail sales each day, and along with retail sales, I hired and trained sales people as I had the time. I earned enough money, the first month by doing that, to pay my expenses. But as frequently as I could, I kept my mind on my dream. One of the things you do in the Two portion of the formula is to occupy your dream as frequently as possible.

While I was actually doing the work of the janitor, the shipping clerk, the bookkeeper, the stenographer, the office boy, the office manager, the sales force, and the Vice-President and the President in those early days in 1953, as often as possible, I lived in my dream of being the President of a multi-million dollar organization, helping hundreds of thousands of people each month. Yes, the Two part is to pretend that you already are what you want to be. It did not cost anything to pretend that I was already in my dream.

Number Three is saying, “No thank you” to every interference. I received quite a lot of what the average man would call discouragement from the start. One of my most trusted associates became disloyal to the principle, became excited over the financial possibilities and tried to steal the whole thing. I said, “I have absolute confidence in the Principle and the formula, therefore, this man’s activities will not hurt at all.” It, of course, did not. He has disappeared into obscurity and the dream has progressed beyond our dreams.

At various times, close associates have become disloyal to the principle and more loyal to the idea of making a fortune, and have vanished into obscurity, but the dream continues to grow and fulfill itself. Yes, number Three is very important. When you practice it, there is absolutely nothing that can disturb your progress in realizing your dream. I knew that, and have not been disturbed at any time.

Now, number Four. How did dream start with so many apparent handicaps and attain such stature in just four years? That is Phase Four of the formula. As I said, I started out working from my dining room table with not much overhead. I went out every day and sold from 2 to 5 retail customers. Also, I arranged to have two meetings each week. If I remember correctly, they were on Monday evenings and Thursday evenings.

I had been lecturing, for several years, on the Napoleon Hill Philosophy of Achievement, so at my meetings each time I would do several things. I would give a lesson on the Success Philosophy, then I would tell my story from a recruiting point of view, then I would give some help and training to those who were already in the sales force. So, as we say, I killed three birds with one stone. For some reason, my meetings grew and grew from week to week.

Pretty soon, men and women of high caliber were attracted to the idea and were trained to conduct their own meetings. We celebrated our 60th day in business by going to a nice lunch at the lovely Statler Hotel in Los Angeles. We had over 60 stable associates doing well the first 60 days. By our first anniversary, we had objective of 1000 well-established producing associates. We reached our goal.

There is a difference in having 1000 contracts in your files and then having 1000 producing, happy, well integrated people as your associates.

After eight months, I moved from my dining room table to a small suite of offices. My overhead still was less than $200 per month, as far as operating the dream. We were primarily interested, from the beginning, in expressing the principle, and not just building a big business in the usual fashion, so we did not try to impress anybody with a big front. We never have and we never will. The dream continued to grow.

In the spring of 1955, when it was almost 2 years old, we ran our story in a national magazine. That did it. We had already drifted into several states, through the internal premise of expansion, but now, through the story in the national magazine, we received letters from every state in the United States and most every part of the Dominion of Canada.

In a few months, we were servicing a few in the entire 48 states, and soon in Canada. Early in 1955, we produced a color slide sound film, which help to communicate our wonderful story a great deal. Our number of units of service doubled in less than two months after we obtained the “point of sale” film. All the time, from the beginning, almost every penny was put back into the business so it would grow and grow and grow in its capacity to help people.

Because of the nature of the principle upon which the dream was founded, and from which it functions, by 1955, several extremely high caliber men and women came to join the dream. Through these men and women, many others of their type came, to become associated with the idea. Pretty soon, over 1000 people a month joined the team. Then 2000 per month, then three, then four, and now over 5000 per month are joining the idea.

From the beginning, everything happened according to all the natural laws of the universe and the laws of the land. No laws have been violated. It has not been necessary to borrow millions of dollars as some businesses find it necessary to do, to build a business the size of the present operation. The most I have ever borrowed was $10,000, and that was when it was a year old.
Now, the dream is fulfilled in a measure at least. It has over 40,000 associates and over 5000 joining it each month. It is operating in 48 states and Canada, Hawaii and Alaska. A survey trip has been made of Europe, Asia, Australia, New Zealand and Mexico. In the next few years, it will take its expression to those areas of the world.

Yes, The Count to Four Formula made it possible to start from scratch and build a multi-million dollar business.

Learning To Walk

It not only works, if you will use it, to build a multi-million dollar business, but every time a baby learns to walk, it uses it. Let’s analyze it. The baby sees adults walking and decides it wants to walk too. It identifies a desire. That’s Phase One. It assumes that it can walk and it tries to take a step. That’s Phase Two. It tries it over and over and over.

Its parents and brothers and sisters and neighbors try to discourage it from trying it too soon, but it goes right ahead and keeps on trying and trying. It pays no attention to them. That is Phase Three. Every time it feels the urge to try to take another step, it takes it, and soon it is walking. That is Phase Four. Every time one feels the urge to do something that would take him closer to his dream, he should do it. I feel that you can see now how everyone uses the formula in reaching every desire.

Buying A Mansion

I call this one buying a mansion because I feel that everyone should think of their favorite home as a mansion. Don’t think of it as a shack.

I had a really dynamic experience in 1947 buying my first home which to me was a mansion. I had never owned a home. I had no savings, with the exception of maybe $150 or so in a checking account. At that time, my budget was $200 per month. I made a little more than that, but I lived it up, going to school and traveling around, lecturing, and not making expenses. But I decided that I would test the formula out in regard to buying my favorite home. The formula says that you can have anything you want to have. I said, “If that is true, then I can pick out the home that I want and get it. If I don’t get it, I will prove that it is just a theory, and won’t really work in practical things like buying a nice home.” At the time, due to my actual cash reserve and average income, I should not consider buying a home at all. If I should consider it, I should, according to the advice of my conservative acquaintances, and my banker, buy an inexpensive one with a real small down payment and a small monthly payment. But the formula said to identify your dream and don’t ask the price in the number one phase.

I decided to really give it the test and go all out on absolute faith in the formula. If it should work, boy, would I have discovered something! In September 1947, I decided to start looking for my dream home. I went to the nicest part of town and just looked from the standpoint of “do I want it” not “can I afford it.” Finally, and not over, I found one that just “sizzled” me. When I saw it, every cell in my being said, “That’s for me.” So, I started my 1, 2, 3, 4 process. I put my name on it according to the plan.

One that is, in my mind, I identified it as mine. I exercise my mental processes on the assumption that it was mine. Each day, after I finished my work, instead of going to my regular home, I would drive out to this mansion as though I already live there. I did that day after day. I asked myself a thousand times, “How would I really feel if I lived there and people knew that I owned the property?”

Occasionally, I would show it to a friend of mine and tell him that it was mine, and my handball partner told me I was crazy. He knew my size, financially, at the time, and the value of the property. I just grinned and said inside me, “No thank you, you just don’t understand.” I kept 100% of my attention on the assumption that it was mine, still not considering the fact that the price was the price of a mansion and I had a $200 per month budget. Now, number four. How did I actually purchase the house and move into it just a short time later? I will be happy to give you as much detail as I can remember.

Needless to say, I finally stopped and called on the owner. He agreed to sell it. I did not tell him that I was broke. I merely told him that I wanted the house very much and it would take me a little while to get my affairs in order so that I could put all the money in escrow. I gave him two dollars as a token of my interest, and I wrote a binding contract that he would not sell it to anyone for so many days. He was offered a cash prize in the meantime, but he could not sell it because I had a two dollar binding contract for the period of time. I wrote a check for $500 which the real estate man said he would hold in escrow and not cash, as I did not have it in the bank. That is how I put it in escrow.

During the 30 days or so it was in escrow, I had a million ideas on raising money for the down payment, and how I could raise my income so I could make the payments.

The payments, plus a gardener, plus taxes and insurance was more than I was making at the time, not counting the fact that it would cost that much more to furnish it. The point I want to make is, that when one goes through The Count to Four Formula something happens inside your mind that will never happen unless you dare to test the formula.

After I dared to go through the number one phase and the number two and three phases, with no doubt whatsoever for a period of time, something terrific happened in my mind. I began to have ideas come into my mind by the hundreds that had never come before. Ideas on how to raise money for the down payment, as well as how to earn and received more income.

The average man, just like I had been up to that time, is not keenly aware that he must get some good ideas some way, otherwise he is stuck where he is. The formula, if you will dare to test it, will put your mind through the paces and developed it so it will give you a million good ideas. I needed several thousands of dollars for the down payment. I got the idea of writing several of my friends and telling them that I had finally decided to buy myself a home and needed $1000 to complete the deal. Several responded.

While I was in the service, I had loaned a friend of mine about $1500 and had considered it a loss, but I contacted him and he came through to help me get the house. I still needed $4500 on the down payment. I was in the real estate office one afternoon talking about my problems and it was rather humorously suggested that all I needed was an angel to just walk in the door and let me have the money.

Just at that very moment a very charming elderly lady walked into the reception room at the real estate office. She inquired if she could find out who was trying to buy the lovely home next door to her, which just happened to be the dream home I had in mind and was trying to buy. I was introduced to her and we became friends. A day or two later I called on this lady and told her my story and she and her husband helped me to the extent of taking a third mortgage on the house. They were retired bankers from Canada. But, I still needed $1500 more.

It was about time to close escrow, and meantime, the owner of the property had become personally interested in helping me obtain the house. So, of all things, I had two cars paid for. One was a pretty good old “buggy” and the other one a second car.

My better car was worth about $2000 at the time, so I suggested that he take my better car for the difference. He did and gave me his old jalopy to boot. So the house cleared escrow and it was mine. It was mine, provided I could make the big payments. I started working on this project in September 1947. My wife’s birthday is November 19th. I delivered a deed, that is a copy of the deed, to her on her birthday as a complete surprise to her. She did not know that I was working on the plan at all at the time.

Meantime, my subconscious mind had been doing some thinking about how to increase my income. I had been an agent for an insurance company since 1941. But now, I had to really get busy and do something that would double my income. I got the idea of looking around and applying for a sales manager’s job with some insurance company. I made contact and became manager of a large life insurance company for the county in which was located my new dream home. I went to work day and night selling insurance, hiring and training men to sell life insurance and believe it or not, I made the payments and lived in the dream home from January 1948, until January 1955, until the 1,2,3,4 formula had worked so well, that I moved into my next dream home.

And, by the way, just last week I moved again to a nicer dream home still, where a 48 foot yacht sits in the private pier in the front yard. It is impossible to convey all the mental processes that take place in an experience like that. But I hope this experience will give many of you the courage to test the formula, as it has certainly worked in every case for me. I know now that it works.

Having Your Own Television Program

I have always been keenly interested in doing as much good for others as possible.

When television came along in the middle 40s, I immediately saw the vast possibilities of getting a message across to the millions on television. So, I said to myself that one day I would have my own program.

I wanted to share my message to others, via television, very much. In 1954, I decided that the time had come to start the 1,2,3,4 process.

So, we started it and went through the entire process. I identified myself as a television personality and every time I stood before an audience, I imagined that I was on television. I went through the 1,2,3, phases for a year, and part of phase 4. I did everything that I felt the urge to do. I went down to the various television stations and talk to them and told them of my ideas. I received nothing but discouragement for the first year.

One day, a man called me on the telephone. He said, “I hear that you are planning on doing a program on television, I think that I can help you.” At first, I said, “No, I am working with several other ideas right now.” But he insisted on arranging to have lunch with me. I had lunch with Ralph Rogers, and during our lunch together, I felt that at last I had found a man who understood my feelings, my true desire to do something for humanity. We began our work together in April 1955. In June, I started my first television program. I did 26 weeks on the ABC outlet in Los Angeles in 1955.

In 1956, I did 13 weeks on the ABC outlet in Minneapolis, Minnesota and Nashville, Tennessee. Also, under Ralph Rogers direction, I did 65 radio programs in 1956. I wrote 13 little booklets on the secrets of success in 1955 and have sold over 500,000 copies. At this time, we are filming shows for a syndicated network television program this fall. The 1,2,3,4 formula has worked again.

Writing a Book

For many years, I have had the idea that someday I would like to record my concept of success in a full-length book. But I did not want to just write a book. I wanted the finest title, the finest material that could be written from the standpoint of helping the average man. In the middle of 1956, I decided to test the formula, which at that time, I called the Alpha and the Omega. I did not call it The Count to Four Formula then. But the principal and the process was exactly the same. Anyway, I decided to identify the idea of the perfect title for my new book, which I would write as soon as I got the perfect title. I went through the whole process, over and over and over again. In fact, while on the trip around the world from October 15 to January 1, I did a lot of pretending that I had a real great title for my new book. 100 or more titles came through, but each time, my wife and I agreed that none of them were the real one. We knew, that when it did come, we would just know that it was the exact right one. No doubt about it!

Well, on January 24, 1957, I was in Cincinnati, Ohio, lecturing in a series. While taking a little nap, just before dinner at the hotel, I was half asleep and half awake, and my subconscious was really in a tizzy. It came through, just like a neon sign across the sky. “If You Can Count to Four…” You can be anything you want to be and have anything you want to have.

I knew that was it. I told my wife about it and she agreed, indeed, that was it. We called our Sales Manager, Mr. Earl Shoaff, and his wife, in the suite next to us, and told them about it, and they agreed right away that that was “it.” We called the home office, and arranged a conference telephone set up with our executive staff and told them about it, and they all agree that, at last, it had come through. So, the book is now written and you are reading “The Count to Four Formula” because of the principle behind the formula itself.

A Hayseed Moves To Town

As I have said, I was raised in a rural section of the middle part of the state of Tennessee in a large family of 14. We were poor, as far as this world’s goods were concerned, but my parents were the finest in the world. They had a large measure of the great values of the universe, which I call integrity, faith, courage and humility. I wore patched overalls to high school. I wanted to go to school more than anything else, and even though I had neither good clothes, nor any books, not even a pen or pencil of my own. The state did not furnish those things in those days.

I wanted an education so badly that I suffered the humiliation of wearing patched overalls to high school. This happened especially the first two years while I was attending a school called the Dibrell High School, a country high school about 6 or 7 miles from our farm. I rode a bus to this school.

In those days, there was a distinct caste system. The city boy and the country boy were so different that it appeared as though they were of different colors and lived in different countries. I was a poor, country boy. I do not think that any boy could ever feel anymore inadequate, inferior or more uncomfortable than I did. But I wanted to be a city boy more than anything in the world at that time.

I happened to be a pretty good basketball player during my freshman year and also my sophomore year. In 1934, while I was attending Dibrell High School, the county school, as a sophomore, the basketball team on which I was playing, won the district tournament. I made more points during the tournament than any player, even though I was playing the most unlikely position, which was called “back guard” at that time. I came to the special attention of the coach of the city high school because of my basketball efficiency. He invited me to come to the city in the fall and play football. I had never seen a football game at the time. The Dibrell High School did not have a football team and the city high school had had one for only a few years.

To my little mind at the time, to go to the city and attend school and play football was the most sizzling thing that could ever have been suggested to me. I was on fire for sure. My dear father was never athletically minded. He was too busy trying to make a little money so that his big, wonderful family could keep soul and body together.

I went home from the basketball tournament at all excited over the idea of going to town the next fall to school and play football. Boy! Did my father hit the roof! He sure did shut me up fast. The very idea was “ridiculous, impossible and silly, so if I even mentioned it again, I would do so at the risk of having my head knocked off,” as one would say in those days. Of course, none of the 14 kids ever literally got their heads knocked off, but we were pretty well convinced at times that we just might, if we should ever seriously entertain the idea of really crossing our wonderful, Puritan father. He was tough, and I do mean tough. At least he had us all completely convinced that he was.

But somehow, I, without knowing it at the time, used “The Count to Four Formula” on him. You see, the formula works if you will just identify your desire, pretend that you already have it, do not listen to any suggestion to the contrary, and do everything that you feel the urge to do that will gradually take you to your dream. I did just that with all of my being. Looking back and recapturing my inner thought movements, I wanted to go to the city and be a city boy, and play football more than anything in the world at the time. I was literally seething with a burning desire. If it had not been for the burning desire in my heart, I would not have dared go against my father’s orders. I not only respected my father, but I was afraid of him.

One, I sure did identify my dream. I pretended all summer, as I worked on the farm, that I was living with my big brother in the city and going to the city school as a city boy, playing football on the city team, boy, I lived that dream ten thousand times that summer. I would not listen to anyone if they said it could not be done. I was afraid to mention it very often to my father.

However, as my feelings grew into a condition of mind, I would mention it occasionally only as a possibility, to my father. At first, he would just sputter with objections.

Gradually, he broke down so that I could at least talk about it later on in the summer.

School was to start on a certain Monday morning in September. I had assumed that I was doing everything so realistically that I had persuaded my big brother and sister-in-law into letting me come and live with them and thereby fulfilling my dream. The stage was all set.

On Sunday afternoon, before the Monday morning that school was to start in the city, my big brother and his charming wife came out to visit us in the country. Everyone, with the possible exception of my father, knew what I intended to do. I was going to leave home and live with my brother at the risk of being disinherited by my father. I wanted to realize my dream so badly that I was willing to pay any price for it. When my brother and family got ready to go home late Sunday afternoon, I was all packed and I slowly left the house and made my way to their car, and went home with them.

My father still would not tell me that I could go. He had been so conditioned all summer by my persistent expression of my desire, that he stood stunned that Sunday afternoon and watched the whole drama take place without muttering a word. I wondered just what he would do. None of us would have been surprised at anything. But he lived through it graciously. He had been conquered by the “Count to Four Formula” Which he did not understand at the time. He lived to the wonderful age of 78, and passed on to a new expression, and in his last days he looked on me with a degree of wonderment that seemed to say in his heart, “What power did he use?”

I went to the city school, and became a football player. I doubt if I ever became a city boy in the sense that they were considered in those days. I learned to live as one of them, but as it has been said, “You can take the boy out of the country, but you can’t take the country out of the boy.”

Trip Around The World

I told you in the chapter on “imagination” how the Count to Four Formula worked in regard to obtaining your favorite automobile. So I won’t repeat the story, rather, I will tell you about how the formula worked in making it possible to take a trip around the world.

You know that there is really no such thing as “big” and “little” in a substantive sense.

Everything is big or little according to how it compares with something else.

Last year about this time, June 1956, I started planning to think largely. What would be the biggest test for the “Count to Four Formula” that I could think of? Here I was, dedicated to filling a great human need in the nutritional field and the success field. How could I express the formula in the largest possible fashion, to my mind in regard to my basic objectives?

I gave considerable thought to the idea. Soon, the idea of “taking a first-class trip around the world,” doing research in the field of nutrition, economic conditions, psychological conditions, etc., was forming in my mind. Also, we had bona fide inquiries from several countries in Europe and Asia regarding distribution of our products.

I brought up the subject to a few of my closest associates at a breakfast one Saturday morning in a hotel in San Diego, California, after having given a lecture there the Friday evening before. We all agreed that it would be one of the biggest examples of the application of the formula of success that we could consider at the time.

We all started putting it through the “process.” We define the idea. We began to assume or pretend or play as if we had already done it. (Of course, the fact that my associates gave me a beautiful globe for my birthday the year before had absolutely nothing to do with it). I had only gone around the world about 1000 times in my imagination during the time since I had received the lovely globe. Well, it worked like a charm. We breezed through the “Count to Four Formula” and the trip was planned by specialists.

Every detail was worked out so that we flew first class all the way, stayed at the best places, were met at each airport by an English-speaking guide and chauffeur, and appointments were made in advance with government officials, and key business people in each country.

We not only take care of our research, business wise, but it was my privilege to visit Edinburgh in Scotland and walk on the same ground that the great Thomas Troward walked. I visited India and talked to some of the great teachers of the Far East. I visited Pakistan, Siam, Singapore, Australia, the Olympic Games, New Zealand, the Fiji Islands, and spent Christmas in Honolulu.

Someone may ask, what did you do with your young children? What did you do with your many business enterprises? Were you not gone for months? Well, remember the Count to Four Formula takes care of everything. Yes, everything. We arranged to leave our two children with professional people. Our son, age 13, was in a private boarding school during the week and with my brothers and sisters and friends on weekends. Our six-year-old daughter stayed with our good neighbors, where she lived most of the time while we were at home. Neither of the children seemed to suffer for the two months while we’re were away from them. We joined them in two months in Honolulu for Christmas where we spent two weeks.

My main business enterprise almost doubled in “the number of units of service rendered in any one month” while we were gone. When you really go all out on the “Count to Four Formula” everything works out well for you. The trip around the world was made possible because of the formula because it appeared that there were a hundred reasons why it could not be done at the time.

I might share with you the biggest thing I learned from the world tour. I learned that people everywhere are just wonderful people. That every country is doing the best it can at this time, considering the hundreds of traditions with which they are bound. It will take decades and maybe centuries to break the bonds of false beliefs and traditions and limitations in some parts of the world. But, at heart, they are wonderful people everywhere.

We came back to the United States with a new realization that we are in a country made up of free-thinking people, and we are truly the land of unlimited opportunities.

We have one language, one money system and one supreme national government that is founded under God and is dedicated to expressing the spirit of Abraham Lincoln, that is of being “a government of the people, by the people and for the people.” I believe that we will always be that kind of a country and that kind of a government, regardless of what the doubters may say.

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Thursday, April 27, 2017

Chapter 3 – Victims of the Will to Fail – 02

WUAL Chapter 3 - Victims of the Will to Fail

(An excerpt from The Strangest Secret Library available on Amazon)

Chapter 3 Victims of The Will to Fail

IF the Will to Fall announced its presence with symptoms as uniform and unmistakable as those which indicate measles or a bad cold, it would probably have been eradicated, or a technique for combating it would have been worked out, long ago.

But unfortunately its symptoms are varied and legion. If you were to drag a dining, dancing, theater-going, middle-aged metropolitan playboy away from his merry-go-round and introduce him to an unshaven, ill-clad cracker-box philosopher dreaming in the sun, saying, “I want you two to know each other; you have so much in common,” you would be thought mad, yet you would be right. The dreaming idler, the introvert, and the dancing extrovert – at the antipodes from the point of view of worldly circumstance – are motivated by the same impulse; unconsciously they are both trying to fail.

Their lives have a common denominator. “Do not act as if you had a thousand years to live,” Marcus Aurelius warned himself in his maxims. All those in the grip of the Will to Fail act as if they had a thousand years before them.

Whether they dream or dance, they spend their precious hours as though the store of them were inexhaustible.

But since there are as many ways of failing as there are divisions and subdivisions of the psychological types, we often do not recognize the presence of the Will to Fail in others or in ourselves. Here are a few of the innumerable ways of “acting as though you had a thousand years to live”:

There are, for instance, those who sleep from two to six hours a day more than they need to sleep to keep in perfect physical health. In any individual case, unless the sleeping hours far exceed the normal quota, it is very hard to be sure one has not to do with merely an unusually long sleeper. But when the note of compulsion enters, one can be sure of having found a true victim of failure. Those who are bad-tempered or only half alive if an early bedtime must be postponed, those who anxiously count each morning the exact number of hours spent in sleep the night before, mourning inconsolably any interruption, every hour of insomnia, every untimely doorbell, are looking to sleep for more than its normal restorative function. When an adult extends even this, making a nap or two a day a matter of routine, the diagnosis becomes simple.

Next, still among the inconspicuous failures, the “introverts,” are the waking sleepers: persons who allow some activity to pass before them almost without participation, or indulge in time-killing pursuits in which they take only the most minor and unconstructive parts: the solitaire-players, the pathological bookworms, the endless crossword puzzlers, the jigsaw puzzle contingent. The line between recreation and obsession is not hard to see once we know it is there.

Easiest of all to recognize as lovers of failure are the heavy drinkers. A volume could be written on them, but too many volumes have. Where drinking is so constant as to bring on a waking sleep, or, deeper, a kind of death in life, the presence of the Will to Fail is obvious to any observer. But there are thousands who show the symptoms in so faint a form that they pass almost unnoticed: all those who drink knowing that it means a bad morning the next day, a vague and woolly approach to every problem until the effects have passed off; those to whom any drinking means physical discomfort, whether acute or trifling. Anyone who has learned to expect these consequences and yet continues to lay himself open to them stands convicted of the desire to handicap himself, at least to that extent. It makes very little difference what the drink in question may be. If coffee disturbs you, if you cannot digest milk, and you nevertheless continue to drink it, you may escape the disapproval which is meted out to the highball drinker, but you are in the same class. And, plainly, unwise eating comes under the same head.

Turning to the active type, it may be said that the extroverts who pursue failure as their primary career find so many ways of doing it that the attempt to tabulate them all would be hopeless. But, as examples, there are the relentless movie- and theater-goers, the nightly dancers, all those who count the day lost which has not a tea or dinner or cocktail party in it . . . No, of course there is nothing against relaxation and recreation when they are really called for, after a period of contributory activity. But those who enter an objection to this classification too early and too angrily, crying that one must have recreation, give themselves dead away as setting an abnormal value on release.

Then there are the half-and-half failures, difficult to place, such as the embroiderers and knitters, although it is only fair to say here that sometimes a light task calling for only manual dexterity may go on while the mind is usefully engaged in solving a real problem. Complete honesty with oneself is all that is necessary to discover whether the rhythmical activity is being used in one way or the other. If a dull stupor sets in, or if, on the other hand, the work is just elaborate enough, calls for just enough conscious attention so that no automatic rhythm can be established, then it is rare indeed that this kind of motion can be put in the category of true creative activity, or that of being accessory to creative action.

As to aimless conversationalists, we can more easily see others fall in that group than that we are included ourselves. Sometimes we are startled into realizing that we have repeated the same anecdote to the same friend and for a few days go warily. That is a minor slip. No reminiscent ring, no forced smile on our auditor’s lips will stop us when we are habitually marking time with words when we have the same unevolving round of topics, the same opinions to repeat mechanically, the same half-aimless observations to make on the same recurring situations, the same automatic indignation at the same old abuses, the same illustrations to prove the same points, and a few lukewarm arguments to bolster up what may once have been opinions but are now seldom more than prejudices.

Sometimes we ride a verbal mannerism so hard that a hearer objects irritably.

(Suggestions for overcoming such mannerisms will be given later; here we are only considering the way in which they unconsciously betray in us the presence of a Will to Fail.) It is probably a great piece of luck to rouse a friend to this extent. If you learn with shocking suddenness that you are forever saying “I mean,” “Of course,” “I imagine,” “Do you see?” “You know,” “As a matter of fact,” you are likely to listen to your own voice for a period and discover that not only do these tag words occur over and over in your conversation, but that there is nothing particularly fresh or valuable about the ideas they have served to embellish. Here, as in the other categories, it is very easy to see that there is something wrong when one meets gross examples of the difficulty; an hysterical talker is obviously mentally ill. But that there are subtler forms of the same trouble, often hidden for years because we do our repeating to constantly changing audiences, seldom dawns on us.

There are still more obscure and unnoticeable ways of falling victim to the Will to Fail, ways to which introverts and extroverts are almost equally susceptible. Consider the innumerable persons, for instance, who deliberately undertake work which calls for only a small part of their abilities and training, and who then drive themselves relentlessly, exhausting themselves over useless details. There are the takers of eternal post-graduate courses, turning up on the campus year after year like so many Flying Dutchmen.

There are the “devoted” daughters and sons and mothers and wives (fathers are seldom found here, for some reason, although there may be an occasional husband) who pour out their lives into the lives of other adults, but whose offering, since they have never truly developed what was most valuable in themselves, adds no richness and only unimportant comfort to the objects of their “self-sacrifice.” There are those who undertake a task known by them to be beyond their powers, or engage in a specious “research” problem: there is a man in New York, for example, who has been gathering biographical details about an obscure Italian statesman since his sophomore year in college. This pseudo-biographer is now in his late forties, and not one word of that definitive Life has been written.

Perhaps the greatest class of all those whose goal is failure is that of the Universal Charmers. When you find yourself in the presence of more charm than the situation calls for, you are safe in saying to yourself, “Ah, a failure!” This is no diatribe against genuine warm-heartedness, against friendliness, or true sweetness of character. We are talking now about the Harold Skimpoles of the world, about the cajoling, winsome adult, either man or woman, who insists on being accepted by his or her contemporaries as just a great, big, delightful child – irresponsible, perhaps, not very thoughtful, but so exceedingly lovable, even to strangers! There are the whimsical teases and the humorous complainers, and if they are good to look at, quick-witted or amusing, they are more likely than not to be successful in arousing a momentary indulgence, a tolerant tenderness.

It is only in retrospect that one realizes there was no valid reason for the moment’s emotion. A healthy adult does not need the tenderness or indulgence of every casual acquaintance. Except for a guilty conscience, no one would ever dream of making a play for this kind of response. These victims are under the hard necessity of working at charm as convicts work at stone-crushing; they must go on being more and more charming to offset their waning attractions, or face the truth – admit that they have not adequately discharged their responsibilities. As long as their inadequacy is never seen except mirrored in the indulgent eyes of another they can go on without admitting the fact that they are failing. So on they go, cheating their way through life – unless by good fortune they can come to see who really suffers most from the exercise of their charm.

So there are all these ways, and innumerable others, of filling one’s time with seemingly purposeless activity, or a falsely purposeful routine, and they are all the result of submitting to the Will to Fail.

For, remember, these activities are only apparently purposeless. There is in every case a deep intention, which may be stated in many ways.

We may say that the most obvious intention is to beguile the world into believing that we are living up to our fullest capacity. This is particularly true of those cases where the outward life is full of a thousand little matters, or one big job of drudgery conscientiously done. No one, surely, could ask us to do more than we are doing? Are we not plainly so busy that we have not one minute or a grain of strength to do anything more? Is it not our duty to do the dull, insignificant, unsatisfying task thoroughly? Those are questions which only the individual can answer honestly for himself, usually in the hours of insomnia or convalescence, when the mind which is usually so engrossed about trivial affairs finds time to stop and consider.

In the long run it makes little difference how cleverly others are deceived; if we are not doing what we are best equipped to do, or doing well what we have undertaken as our personal contribution to the world’s work, at least by way of an earnestly followed avocation, there will be a core of unhappiness in our lives which will be more and more difficult to ignore as the years pass.

The fritterers and players and the drudging workers are bent mainly on deceiving themselves, on filling every nook and cranny of their waking hours so that there is no spot where a suspicion of futility can leak through. And at night, of course, they are either still hard at play or too exhausted to consider realities. Yet such victims present a dreadful spectacle when once they are plainly seen – seen as insane misers, stuffing a senseless accumulation of trash, odds and ends of sensations, experiences, fads and enthusiasms, synthetic emotions, into the priceless coffer of their one irreplaceable lifetime.

Whatever the ostensible purpose may be, it is plain that one motive is at work in all these cases: the intention, often unconscious, to fill life so full of secondary activities or substitute activities that there will be no time in which to perform the best work, of which one is capable. The intention, in short, is to fail.

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Wednesday, April 26, 2017

Desire – Starting Point for All Achievement – 02

Desire - Starting Point for All Achievement

(An excerpt from The Strangest Secret Library – available on Amazon)

Desire Starting Point for All Achievement

The First Step toward Riches

WHEN Edwin C. Barnes climbed down from the freight train in Orange, N. J., more than thirty years ago, he may have resembled a tramp, but his thoughts were those of a king!

As he made his way from the railroad tracks to Thomas A. Edison s office, his mind was at work. He saw himself standing in Edison s presence. He heard himself asking Mr. Edison for an opportunity to carry out the one CONSUMING OBSESSION OF HIS LIFE, a BURNING DESIRE to become the business associate of the great inventor.

Barnes desire was not a hope! It was not a wish! It was a keen, pulsating DESIRE, which transcended everything else. It was DEFINITE.

The desire was not new when he approached Edison. It had been Barnes dominating desire for a long time. In the beginning, when the desire first appeared in his mind, it may have beFood and Farmersen, probably was, only a wish, but it was no mere wish when he appeared before Edison with it.

A few years later, Edwin C. Barnes again stood before Edison, in the same office where he first met the inventor. This time his DESIRE had been translated into reality. He was in business with Edison. The dominating DREAM OF HIS LIFE had become a reality. Today, people who know Barnes envy him, because of the break life yielded him. They see him in the days of his triumph, without taking the trouble to investigate the cause of his success.

Barnes succeeded because he chose a definite goal, placed all his energy, all his will power, all his effort, everything back of that goal. He did not become the partner of Edison the day he arrived. He was content to start in the most menial work, as long as it provided an opportunity to take even one step toward his cherished goal.

Five years passed before the chance he had been seeking made its appearance. During all those years not one ray of hope, not one promise of attainment of his DESIRE had been held out to him. To everyone, except himself, he appeared only another cog in the Edison business wheel, but in his own mind, HE WAS THE PARTNER OF EDISON EVERY MINUTE OF THE TIME, from the very day that he first went to work there.

It is a remarkable illustration of the power of a DEFINITE DESIRE. Barnes won his goal, because he wanted to be a business associate of Mr. Edison, more than he wanted anything else. He created a plan by which to attain that purpose. But he BURNED ALL BRIDGES BEHIND HIM.

He stood by his DESIRE until it became the dominating obsession of his life – and – finally, a fact.

When he went to Orange, he did not say to himself, I will try to induce Edison to give me a job of some soft. He said, I will see Edison, and put him on notice that I have come to go into business with him.

He did not say, I will work there for a few months, and if I get no encouragement, I will quit and get a job somewhere else. He did say, I will start anywhere. I will do anything Edison tells me to do, but before I am through, I will be his associate.

He did not say, I will keep my eyes open for another opportunity, in case I fail to get what I want in the Edison organization. He said, There is but ONE thing in this world that I am determined to have, and that is a business association with Thomas A. Edison. I will burn all bridges behind me, and stake my ENTIRE FUTURE on my ability to get what I want.

He left himself no possible way of retreat. He had to win or perish!

That is all there is to the Barnes story of success! A long while ago, a great warrior faced a situation which made it necessary for him to make a decision which insured his success on the battlefield. He was about to send his armies against a powerful foe, whose men outnumbered his own. He loaded his soldiers into boats, sailed to the enemy s country, unloaded soldiers and equipment, then gave the order to burn the ships that had carried them. Addressing his men before the first battle, he said, You see the boats going up in smoke. That means that we cannot leave these shores alive unless we win! We now have no choice – we win – or we perish!  They won.

Every person who wins in any undertaking must be willing to burn his ships and cut all sources of retreat. Only by so doing can one be sure of maintaining that state of mind known as a BURNING DESIRE TO WIN, essential to success.

The morning after the great Chicago fire, a group of merchants stood on State Street, looking at the smoking remains of what had been their stores. They went into a conference to decide if they would try to rebuild, or leave Chicago and start over in a more promising section of the country. They reached a decision – all except one – to leave Chicago.

The merchant who decided to stay and rebuild pointed a finger at the remains of his store, and said, Gentlemen, on that very spot I will build the world s greatest store, no matter how many times it may burn down.

That was more than fifty years ago. The store was built. It stands there today, a towering monument to the power of that state of mind known as a BURNING DESIRE. The easy thing for Marshal Field to have done, would have been exactly what his fellow merchants did. When the going was hard, and the future looked dismal, they pulled up and went where the going seemed easier.

Mark well this difference between Marshal Field and the other merchants, because it is the same difference which distinguishes Edwin C. Barnes from thousands of other young men who have worked in the Edison organization. It is the same difference which distinguishes practically all who succeed from those who fail.

Every human being who reaches the age of understanding of the purpose of money, wishes for it. Wishing will not bring riches. But desiring riches with a state of mind that becomes an obsession, then planning definite ways and means to acquire riches, and backing those plans with persistence which does not recognize failure, will bring riches.

The method by which DESIRE for riches can be transmuted into its financial equivalent, consists of six definite, practical steps, viz:

First. Fix in your mind the exact amount of money you desire. It is not sufficient merely to say I want plenty of money. Be definite as to the amount. (There is a psychological reason for definiteness which will be described in a subsequent chapter).

Second. Determine exactly what you intend to give in return for the money you desire. (There is no such reality as something for nothing.)

Third. Establish a definite date when you intend to possess the money you desire.

Fourth. Create a definite plan for carrying out your desire, and begin at once, whether you are ready or not, to put this plan into action.

Fifth. Write out a clear, concise statement of the amount of money you intend to acquire, name the time limit for its acquisition, state what you intend to give in return for the money, and describe clearly the plan through which you intend to accumulate it.

Sixth. Read your written statement aloud, twice daily, once just before retiring at night, and once after arising in the morning. AS YOU READ – SEE AND FEEL AND BELIEVE YOURSELF ALREADY IN POSSESSION OF THE MONEY.

It is important that you follow the instructions described in these six steps. It is especially important that you observe, and follow the instructions in the sixth paragraph. You may complain that it is impossible for you to see yourself in possession of money before you actually have it. Here is where a BURNING DESIRE will come to your aid. If you truly DESIRE money so keenly that your desire is an obsession, you will have no difficulty in convincing yourself that you will acquire it. The object is to want money, and to become so determined to have it that you CONVINCE yourself you will have it.

Only those who become money conscious ever accumulate great riches. Money consciousness means that the mind has become so thoroughly saturated with the DESIRE for money, that one can see one s self already in possession of it.

To the uninitiated, who has not been schooled in the working principles of the human mind, these instructions may appear impractical. It may be helpful, to all who fail to recognize the soundness of the six steps, to know that the information they convey, was received from Andrew Carnegie, who began as an ordinary laborer in the steel mills, but managed, despite his humble beginning, to make these principles yield him a fortune of considerably more than one hundred million dollars.

It may be of further help to know that the six steps here recommended were carefully scrutinized by the late Thomas A. Edison, who placed his stamp of approval upon them as being, not only the steps essential for the accumulation of money, but necessary for the attainment of any definite goal.

The steps call for no hard labor. They call for no sacrifice. They do not require one to become ridiculous, or credulous. To apply them calls for no great amount of education. But the successful application of these six steps does call for sufficient imagination to enable one to see, and to understand, that accumulation of money cannot be left to chance, good fortune, and luck. One must realize that all who have accumulated great fortunes, first did a certain amount of dreaming, hoping, wishing, DESIRING, and PLANNING before they acquired money.

You may as well know, right here, that you can never have riches in great quantities, UNLESS you can work yourself into a white heat of DESIRE for money, and actually BELIEVE you will possess it.

You may as well know, also that every great leader, from the dawn of civilization down to the present, was a dreamer. Christianity is the greatest potential power in the world today, because its founder was an intense dreamer who had the vision and the imagination to see realities in their mental and spiritual form before they had been transmuted into physical form.

If you do not see great riches in your imagination, you will never see them in your bank balance.

Never, in the history of America has there been so great an opportunity for practical dreamers as now exists. The six year economic collapse has reduced all men, substantially, to the same level. A new race is about to be run. The stakes represent huge fortunes which will be accumulated within the next ten years. The rules of the race have changed, because we now live in a CHANGED WORLD that definitely favors the masses, those who had but little or no opportunity to win under the conditions existing during the depression, when fear paralyzed growth and development.

We who are in this race for riches, should be encouraged to know that this changed world in which we live is demanding new ideas, new ways of doing things, new leaders, new inventions, new methods of teaching, new methods of marketing, new books, new literature, new features for the radio, new ideas for moving pictures. Back of all this demand for new and better things, there is one quality which one must possess to win, and that is DEFINITENESS OF PURPOSE, the knowledge of what one wants, and a burning DESIRE to possess it.

The business depression marked the death of one age, and the birth of another. This changed world requires practical dreamers who can, and will put their dreams into action. The practical dreamers have always been, and always will be the pattern-makers of civilization.

We who desire to accumulate riches, should remember the real leaders of the world always have been men who harnessed, and put into practical use, the intangible, unseen forces of unborn opportunity, and have converted those forces, [or impulses of thought], into sky-scrapers, cities, factories, airplanes, automobiles, and every form of convenience that makes life more pleasant.

Tolerance, and an open mind are practical necessities of the dreamer of today. Those who are afraid of new ideas are doomed before they start. Never has there been a time more favorable to pioneers than the present. True, there is no wild and woolly west to be conquered, as in the days of the Covered Wagon; but there is a vast business, financial, and industrial world to be remolded and redirected along new and better lines.

In planning to acquire your share of the riches, let no one influence you to scorn the dreamer. To win the big stakes in this changed world, you must catch the spirit of the great pioneers of the past, whose dreams have given to civilization all that it has of value, the spirit which serves as the life-blood of our own country – your opportunity and mine, to develop and market our talents.

Let us not forget, Columbus dreamed of an Unknown world, staked his life on the existence of such a world, and discovered it!

Copernicus, the great astronomer, dreamed of a multiplicity of worlds, and revealed them! No one denounced him as impractical after he had triumphed. Instead, the world worshiped at his shrine, thus proving once more that SUCCESS REQUIRES NO APOLOGIES, FAILURE PERMITS NO ALIBIS.

If the thing you wish to do is right, and you believe in it, go ahead and do it! Put your dream across, and never mind what they say if you meet with temporary defeat, for they, perhaps, do not know that EVERY FAILURE BRINGS WITH IT THE SEED OF AN EQUIVALENT SUCCESS.

Henry Ford, poor and uneducated, dreamed of a horseless carriage, went to work with what tools he possessed, without waiting for opportunity to favor him, and now evidence of his dream belts the entire earth. He has put more wheels into operation than any man who ever lived, because he was not afraid to back his dreams.

Thomas Edison dreamed of a lamp that could be operated by electricity, began where he stood to put his dream into action, and despite more than ten thousand failures, he stood by that dream until he made it a physical reality. Practical dreamers DO NOT QUIT!

Whelan dreamed of a chain of cigar stores, transformed his dream into action, and now the United Cigar Stores occupy the best corners in America.

Lincoln dreamed of freedom for the black slaves, put his dream into action, and barely missed living to see a united North and South translate his dream into reality.

The Wright brothers dreamed of a machine that would fly through the air. Now one may see evidence all over the world, that they dreamed soundly.

Marconi dreamed of a system for harnessing the intangible forces of the ether. Evidence that he did not dream in vain, may be found in every wireless and radio in the world.Moreover, Marconi s dream brought the humblest cabin, and the most stately manor house side by side. It made the people of every nation on earth back-door neighbors. It gave the President of the United States a medium by which he may talk to all the people of America at one time, and on short notice. It may interest you to know that Marconi s friends had him taken into custody, and examined in a psychopathic hospital, when he announced he had discovered a principle through which he could send messages through the air, without the aid of wires, or other direct physical means of communication. The dreamers of today fare better.

The world has become accustomed to new discoveries. Nay, it has shown a willingness to reward the dreamer who gives the world a new idea.

The greatest achievement was, at first, and for a time, but a dream.

The oak sleeps in the acorn. The bird waits in the egg, and in the highest vision of the soul, a waking angel stirs. DREAMS ARE THE SEEDLINGS OF REALITY.

Awake, arise, and assert yourself, you dreamers of the world. Your star is now in the ascendency. The world depression brought the opportunity you have been waiting for. It taught people humility, tolerance, and open-mindedness.

The world is filled with an abundance of OPPORTUNITY which the dreamers of the past never knew.

A BURNING DESIRE TO BE, AND TO DO is the starting point from which the dreamer must take off. Dreams are not born of indifference, laziness, or lack of ambition.

The world no longer scoffs at the dreamer, nor calls him impractical. If you think it does, take a trip to Tennessee, and witness what a dreamer President has done in the way of harnessing, and using the great water power of America. A score of years ago, such a dream would have seemed like madness.

You have been disappointed, you have undergone defeat during the depression, you have felt the great heart within you crushed until it bled. Take courage, for these experiences have tempered the spiritual metal of which you are made-they are assets of incomparable value.

Remember, too, that all who succeed in life get off to a bad start, and pass through many heartbreaking struggles before they arrive. The turning point in the lives of those who succeed, usually comes at the moment of some crisis, through which they are introduced to their other selves.

John Bunyan wrote the Pilgrim s Progress, which is among the finest of all English literature, after he had been confined in prison and sorely punished, because of his views on the subject of religion.

0.    Henry discovered the genius which slept within his brain, after he had met with great misfortune, and was confined in a prison cell, in Columbus, Ohio. Being FORCED, through misfortune, to become acquainted with his other self, and to use his IMAGINATION, he discovered himself to be a great author instead of a miserable criminal and outcast. Strange and varied are the ways of life, and stranger still are the ways of Infinite Intelligence, through which men are sometimes forced to undergo all sorts of punishment before discovering their own brains, and their own capacity to create useful ideas through imagination.

Edison, the world s greatest inventor and scientist, was a tramp telegraph operator, he failed innumerable times before he was driven, finally, to the discovery of the genius which slept within his brain.

Charles Dickens began by pasting labels on blacking pots. The tragedy of his first love penetrated the depths of his soul, and converted him into one of the world s truly great authors. That tragedy produced, first, David Copperfield, then a succession of other works that made this a richer and better world for all who read his books. Disappointment over love affairs, generally has the effect of driving men to drink, and women to ruin; and this, because most people never learn the art of transmuting their strongest emotions into dreams of a constructive nature.

Helen Keller became deaf, dumb, and blind shortly after birth. Despite her greatest misfortune, she has written her name indelibly in the pages of the history of the great. Her entire life has served as evidence that no one ever is defeated until defeat has been accepted as a reality.

Robert Burns was an illiterate country lad, he was cursed by poverty, and grew up to be a drunkard in the bargain. The world was made better for his having lived, because he clothed beautiful thoughts in poetry, and thereby plucked a thorn and planted a rose in its place.

Booker T. Washington was born in slavery, handicapped by race and color. Because he was tolerant, had an open mind at all times, on all subjects, and was a DREAMER, he left his impress for good on an entire race.

Beethoven was deaf, Milton was blind, but their names will last as long as time endures, because they dreamed and translated their dreams into organized thought.

Before passing to the next chapter, kindle anew in your mind the fire of hope, faith, courage, and tolerance. If you have these states of mind, and a working knowledge of the principles described, all else that you need will come to you, when you are READY for it. Let Emerson state the thought in these words, Every proverb, every book, every byword that belongs to thee for aid and comfort shall surely come home through open or winding passages. Every friend whom not thy fantastic will, but the great and tender soul in thee craveth, shall lock thee in his embrace.

There is a difference between WISHING for a thing and being READY to receive it. No one is ready for a thing, until he believes he can acquire it. The state of mind must be BELIEF, not mere hope or wish. Open-mindedness is essential for belief. Closed minds do not inspire faith, courage, and belief.

Remember, no more effort is required to aim high in life, to demand abundance and prosperity, than is required to accept misery and poverty. A great poet has correctly stated this universal truth through these lines:

I bargained with Life for a penny, And Life would pay no more, However I begged at evening When I counted my scanty store.

For Life is a just employer, He gives you what you ask, But once you have set the wages, Why, you must bear the task.

I worked for a menial s hire, Only to learn, dismayed, That any wage I had asked of Life, Life would have willingly paid.


As a fitting climax to this chapter, I wish to introduce one of the most unusual persons I have ever known. I first saw him twenty-four years ago, a few minutes after he was born. He came into the world without any physical sign of ears, and the doctor admitted, when pressed for an opinion, that the child might be deaf, and mute for life.

I challenged the doctor s opinion. I had the right to do so, I was the child s father. I, too, reached a decision, and rendered an opinion, but I expressed the opinion silently, in the secrecy of my own heart. I decided that my son would hear and speak. Nature could send me a child without ears, but Nature could not induce me to accept the reality of the affliction.

In my own mind I knew that my son would hear and speak. How? I was sure there must be a way, and I knew I would find it. I thought of the words of the immortal Emerson, The whole course of things goes to teach us faith. We need only obey.

There is guidance for each of us, and by lowly listening, we shall hear the right word.

The right word? DESIRE! More than anything else, I DESIRED that my son should not be a deaf mute. From that desire I never receded, not for a second.

Many years previously, I had written, Our only limitations are those we set up in our own minds. For the first time, I wondered if that statement were true. Lying on the bed in front of me was a newly born child, without the natural equipment of hearing. Even though he might hear and speak, he was obviously disfigured for life. Surely, this was a limitation which that child had not set up in his own mind.

What could I do about it? Somehow I would find a way to transplant into that child s mind my own BURNING DESIRE for ways and means of conveying sound to his brain without the aid of ears.

As soon as the child was old enough to cooperate, I would fill his mind so completely with a BURNING DESIRE to hear, that Nature would, by methods of her own, translate it into physical reality.

All this thinking took place in my own mind, but I spoke of it to no one. Every day I renewed the pledge I bad made to myself, not to accept a deaf mute for a son.

As he grew older, and began to take notice of things around him, we observed that he had a slight degree of hearing. When he reached the age when children usually begin talking, he made no attempt to speak, but we could tell by his actions that he could hear certain sounds slightly. That was all I wanted to know! I was convinced that if he could hear, even slightly, he might develop still greater hearing capacity. Then something happened which gave me hope. It came from an entirely unexpected source.

We bought a victrola. When the child heard the music for the first time, he went into ecstasies, and promptly appropriated the machine. He soon showed a preference for certain records, among them, It s a Long Way to Tipperary. On one occasion, he played that piece over and over, for almost two hours, standing in front of the victrola, with his teeth clamped on the edge of the case. The significance of this self-formed habit of his did not become clear to us until years afterward, for we had never heard of the principle of bone conduction of sound at that time.

Shortly after he appropriated the victrola, I discovered that he could hear me quite clearly when I spoke with my lips touching his mastoid bone, or at the base of the brain. These discoveries placed in my possession the necessary media by which I began to translate into reality my Burning Desire to help my son develop hearing and speech. By that time he was making stabs at speaking certain words. The outlook was far from encouraging, but DESIRE BACKED BY FAITH knows no such word as impossible.

Having determined that he could hear the sound of my voice plainly, I began, immediately, to transfer to his mind the desire to hear and speak. I soon discovered that the child enjoyed bedtime stories, so I went to work, creating stories designed to develop in him self-reliance, imagination, and a keen desire to hear and to be normal.

There was one story in particular, which I emphasized by giving it some new and dramatic coloring each time it was told. It was designed to plant in his mind the thought that his affliction was not a liability, but an asset of great value. Despite the fact that all the philosophy I had examined clearly indicated that EVERY ADVERSITY BRINGS WITH IT THE SEED OF AN EQUIVALENT ADVANTAGE, I must confess that I had not the slightest idea how this affliction could ever become an asset. However, I continued my practice of wrapping that philosophy in bedtime stories, hoping the time would come when he would find some plan by which his handicap could be made to serve some useful purpose.

Reason told me plainly, that there was no adequate compensation for the lack of ears and natural hearing equipment. DESIRE backed by FAITH, pushed reason aside, and inspired me to carry on.

As I analyze the experience in retrospect, I can see now, that my son s faith in me had much to do with the astounding results. He did not question anything I told him. I sold him the idea that he had a distinct advantage over his older brother, and that this advantage would reflect itself in many ways. For example, the teachers in school would observe that he had no ears, and, because of this, they would show him special attention and treat him with extraordinary kindness. They always did. His mother saw to that, by visiting the teachers and arranging with them to give the child the extra attention necessary. I sold him the idea, too, that when he became old enough to sell newspapers, (his older brother had already become a newspaper merchant), he would have a big advantage over his brother, for the reason that people would pay him extra money for his wares, because they could see that he was a bright, industrious boy, despite the fact he had no ears.

We could notice that, gradually, the child s hearing was improving. Moreover, he had not the slightest tendency to be self-conscious, because of his affliction. When he was about seven, he showed the first evidence that our method of servicing his mind was bearing fruit. For several months he begged for the privilege of selling newspapers, but his mother would not give her consent. She was afraid that his deafness made it unsafe for him to go on the street alone.

Finally, he took matters in his own hands. One afternoon, when he was left at home with the servants, he climbed through the kitchen window, shinnied to the ground, and set out on his own. He borrowed six cents in capital from the neighborhood shoemaker, invested it in papers, sold out, reinvested, and kept repeating until late in the evening. After balancing his accounts, and paying back the six cents he had borrowed from his banker, he had a net profit of forty-two cents. When we got home that night, we found him in bed asleep, with the money tightly clenched in his hand.

His mother opened his hand, removed the coins, and cried. Of all things! Crying over her son s first victory seemed so inappropriate. My reaction was the reverse. I laughed heartily, for I knew that my endeavor to plant in the child s mind an attitude of faith in himself had been successful.

His mother saw, in his first business venture, a little deaf boy who had gone out in the streets and risked his life to earn money. I saw a brave, ambitious, self-reliant little business man whose stock in himself had been increased a hundred percent, because he had gone into business on his own initiative, and had won. The transaction pleased me, because I knew that he had given evidence of a trait of resourcefulness that would go with him all through life. Later events proved this to be true. When his older brother wanted something, he would lie down on the floor, kick his feet in the air, cry for it – and get it. When the little deaf boy wanted something, he would plan a way to earn the money, then buy it for himself. He still follows that plan!

Truly, my own son has taught me that handicaps can be converted into stepping stones on which one may climb toward some worthy goal, unless they are accepted as obstacles, and used as alibis.

The little deaf boy went through the grades, high school, and college without being able to hear his teachers, excepting when they shouted loudly, at close range. He did not go to a school for the deaf.

WE WOULD NOT PERMIT HIM TO LEARN THE SIGN LANGUAGE. We were determined that he should live a normal life, and associate with normal children, and we stood by that decision, although it cost us many heated debates with school officials.
While he was in high school, he tried an electrical hearing aid, but it was of no value to him; due, we believed, to a condition that was disclosed when the child was six, by Dr. J. Gordon Wilson, of Chicago, when he operated on one side of the boy s head, and discovered that there was no sign of natural hearing equipment.

During his last week in college, (eighteen years after the operation), something happened which marked the most important turning-point of his life. Through what seemed to be mere chance, he came into possession of another electrical hearing device, which was sent to him on trial. He was slow about testing it, due to his disappointment with a similar device. Finally he picked the instrument up, and more or less carelessly, placed it on his head, hooked up the battery, and lo! As if by a stroke of magic, his lifelong DESIRE FOR NORMAL HEARING BECAME A REALITY! For the first time in his life he heard practically as well as any person with normal hearing. God moves in mysterious ways, His wonders to perform.

Overjoyed because of the Changed World which had been brought to him through his hearing device, he rushed to the telephone, called his mother, and heard her voice perfectly. The next day he plainly heard the voices of his professors in class, for the first time in his life! Previously he could hear them only when they shouted, at short range. He heard the radio. He heard the talking pictures. For the first time in his life, he could converse freely with other people, without the necessity of their having to speak loudly. Truly, he had come into possession of a Changed World. We had refused to accept Nature s error, and, by PERSISTENT DESIRE, we had induced Nature to correct that error, through the only practical means available.

DESIRE had commenced to pay dividends, but the victory was not yet complete. The boy still had to find a definite and practical way to convert his handicap into an equivalent asset.

Hardly realizing the significance of what had already been accomplished, but intoxicated with the joy of his newly discovered world of sound, he wrote a letter to the manufacturer of the hearing-aid, enthusiastically describing his experience. Something in his letter; something, perhaps which was not written on the lines, but back of them; caused the company to invite him to New York. When be arrived, he was escorted through the factory, and while talking with the Chief Engineer, telling him about his changed world, a hunch, an idea, or an inspiration – call it what you wish – flashed into his mind. It was this impulse of thought which converted his affliction into an asset, destined to pay dividends in both money and happiness to thousands for all time to come.

The sum and substance of that impulse of thought was this: It occurred to him that he might be of help to the millions of deafened people who go through life without the benefit of hearing devices, if he could find a way to tell them the story of his Changed World. Then and there, he reached a decision to devote the remainder of his life to rendering useful service to the hard of hearing.

For an entire month, he carried on an intensive research, during which he analyzed the entire marketing system of the manufacturer of the hearing device, and created ways and means of communicating with the hard of hearing all over the world for the purpose of sharing with them his newly discovered Changed World. When this was done, he put in writing a two-year plan, based upon his findings. When he presented the plan to the company, he was instantly given a position, for the purpose of carrying out his ambition.

Little did he dream, when he went to work, that he was destined to bring hope and practical relief to thousands of deafened people who, without his help, would have been doomed forever to deaf mutism.

Shortly after he became associated with the manufacturer of his hearing aid, he invited me to attend a class conducted by his company, for the purpose of teaching deaf mutes to hear, and to speak. I had never heard of such a form of education, therefore I visited the class, skeptical but hopeful that my time would not be entirely wasted. Here I saw a demonstration which gave me a greatly enlarged vision of what I had done to arouse and keep alive in my son s mind the DESIRE for normal hearing. I saw deaf mutes actually being taught to hear and to speak, through application of the self-same principle I had used, more than twenty years previously, in saving my son from deaf mutism.

Thus, through some strange turn of the Wheel of Fate, my son, Blair, and I have been destined to aid in correcting deaf mutism for those as yet unborn, because we are the only living human beings, as far as I know, who have established definitely the fact that deaf mutism can be corrected to the extent of restoring to normal life those who suffer with this affliction. It has been done for one; it will be done for others.

There is no doubt in my mind that Blair would have been a deaf mute all his life, if his mother and I had not managed to shape his mind as we did. The doctor who attended at his birth told us, confidentially, the child might never hear or speak. A few weeks ago, Dr. Irving Voorhees, a noted specialist on such cases, examined Blair very thoroughly. He was astounded when he learned how well my son now hears, and speaks, and said his examination indicated that theoretically, the boy should not be able to hear at all. But the lad does hear, despite the fact that X-ray pictures show there is no opening in the skull, whatsoever, from where his ears should be to the brain.

When I planted in his mind the DESIRE to hear and talk, and live as a normal person, there went with that impulse some strange influence which caused Nature to become bridge-builder, and span the gulf of silence between his brain and the outer world, by some means which the keenest medical specialists have not been able to interpret. It would be sacrilege for me to even conjecture as to how Nature performed this miracle. It would be unforgivable if I neglected to tell the world as much as I know of the humble part I assumed in the strange experience. It is my duty, and a privilege to say I believe, and not without reason, that nothing is impossible to the person who backs DESIRE with enduring FAITH.

Verily, a BURNING DESIRE has devious ways of transmuting itself into its physical equivalent. Blair DESIRED normal hearing; now he has it! He was born with a handicap which might easily have sent one with a less defined DESIRE to the street with a bundle of pencils and a tin cup. That handicap now promises to serve as the medium by which he will render useful service to many millions of hard of hearing, also, to give him useful employment at adequate financial compensation the remainder of his life.

The little white lies I planted in his mind when he was a child, by leading him to BELIEVE his affliction would become a great asset, which he could capitalize, has justified itself. Verily, there is nothing, right or wrong, which BELIEF, plus BURNING DESIRE, cannot make real. These qualities are free to everyone.

In all my experience in dealing with men and women who had personal problems, I never handled a single case which more definitely demonstrates the power of DESIRE. Authors sometimes make the mistake of writing of subjects of which they have but superficial, or very elementary knowledge. It has been my good fortune to have had the privilege of testing the soundness of the POWER OF DESIRE, through the affliction of my own son. Perhaps it was providential that the experience came as it did, for surely no one is better prepared than he, to serve as an example of what happens when DESIRE is put to the test. If Mother Nature bends to the will of desire, is it logical that mere men can defeat a burning desire?

Strange and imponderable is the power of the human mind! We do not understand the method by which it uses every circumstance, every individual, every physical thing within its reach, as a means of transmuting DESIRE into its physical counterpart. Perhaps science will uncover this secret.

I planted in my son s mind the DESIRE to hear and to speak as any normal person hears and speaks. That DESIRE has now become a reality. I planted in his mind the DESIRE to convert his greatest handicap into his greatest asset. That DESIRE has been realized. The modus operandi by which this astounding result was achieved is not hard to describe. It consisted of three very definite facts; first, I MIXED FAITH with the DESIRE for normal hearing, which I passed on to my son. Second, I communicated my desire to him in every conceivable way available, through persistent, continuous effort, over a period of years. Third, HE BELIEVED ME!

As this chapter was being completed, news came of the death of Mme. Schuman-Heink. One short paragraph in the news dispatch gives the clue to this unusual woman s stupendous success as a singer. I quote the paragraph, because the clue it contains is none other than DESIRE.

Early in her career, Mme. Schuman-Heink visited the director of the Vienna Court Opera, to have him test her voice. But, he did not test it. After taking one look at the awkward and poorly dressed girl, he exclaimed, none too gently, With such a face, and with no personality at all, how can you ever expect to succeed in opera? My good child, give up the idea. Buy a sewing machine, and go to work. YOU CAN NEVER BE A SINGER.

Never is a long time! The director of the Vienna Court Opera knew much about the technique of singing. He knew little about the power of desire, when it assumes the proportion of an obsession. If he had known more of that power, he would not have made the mistake of condemning genius without giving it an opportunity.

Several years ago, one of my business associates became ill. He became worse as time went on, and finally was taken to the hospital for an operation. Just before he was wheeled into the operating room, I took a look at him, and wondered how anyone as thin and emaciated as he, could possibly go through a major operation successfully. The doctor warned me that there was little if any chance of my ever seeing him alive again. But that was the DOCTOR S OPINION. It was not the opinion of the patient. Just before he was wheeled away, he whispered feebly, Do not be disturbed, Chief, I will be out of here in a few days. The attending nurse looked at me with pity. But the patient did come through safely. After it was all over, his physician said, Nothing but his own desire to live saved him. He never would have pulled through if he had not refused to accept the possibility of death.

I believe in the power of DESIRE backed by FAITH, because I have seen this power lift men from lowly beginnings to places of power and wealth; I have seen it rob the grave of its victims; I have seen it serve as the medium by which men staged a comeback after having been defeated in a hundred different ways; I have seen it provide my own son with a normal, happy, successful life, despite Nature s having sent him into the world without ears.

How can one harness and use the power of DESIRE? This has been answered through this, and the subsequent chapters of this book. This message is going out to the world at the end of the longest, and perhaps, the most devastating depression America has ever known. It is reasonable to presume that the message may come to the attention of many who have been wounded by the depression, those who have lost their fortunes, others who have lost their positions, and great numbers who must reorganize their plans and stage a comeback. To all these I wish to convey the thought that all achievement, no matter what may be its nature, or its purpose, must begin with an intense, BURNING DESIRE for something definite.

Through some strange and powerful principle of mental chemistry which she has never divulged, Nature wraps up in the impulse of STRONG DESIRE that something which recognizes no such word as impossible, and accepts no such reality as failure.

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