The most valuable commodity I know of his information wouldn’t you agree you my name is W Clement stone as general manager of the Napoleon Hill associates it is my privilege to introduce you to Napoleon Hill how do you do I’m very happy to have this personal visit with you won’t you be seated please and now may I request that you forget all your problems and just relax while I bring you the master key with which you may unlock the door to any opportunities that your mind can conceive the master key consists of 17 principles the first of which is definiteness of purpose right here at the beginning of our visit I’m going to make you a promise if you will decide definitely what you want most during your entire lifetime and write it down on paper so that I can we I will give you the master key with which you may open the door to the attainment of your desires whatever they may be the exact moments when I will deliver this master key to you will depend entirely upon when you are ready to receive it this is the first of 13 messages that I will deliver to you in each message I will describe the master key in terms that you will understand if you are ready to understand and now I shall give you the first cue as to the nature of the great master key which has been responsible for all the great successes in every calling in every part of the world please listen carefully to what I have to say because you may discover the secret of the master key in this first visit you may get your first cue as to the nature of the great master key when I tell you that psychologists have discovered a natural law which is the very foundation of all personal successes and I can describe it to you in one short sentence so you can understand it whatever the mind can conceive and believe that mind can he isn’t a profound statement you’ll notice that it says nothing about the need for education but simply that whatever your mind can conceive and believe your mind can achieve now if you want evidence that the mind can achieve whatever the mind can conceive without the benefit of formal education you all have to remember that Thomas a Edison conceived the idea of becoming an inventor and lived to become the world’s greatest scientists in the field of invention with only three months of common school education when I first heard Andrew Carnegie described this natural law which makes it possible for you and I and everyone else to write his own price tag in life and retain it I became so enthused over it if I began to search for the power back of it and my curiosity let me finally through the discovery of the master key which I shall reveal to you if you are ready to receive it my search led me through the study of the spiritual forces with which all of us are blessed and it was in this field if I came upon a clue which is enable me to help millions of people to find their earthly business I want to describe my discovery in the simplest terms possible because it will reveal to you why it is true that’s whatever the mind can conceive and believe the mind can achieve regardless of how many times you may have failed in the past or how lofty or aims and hopes may be I caught my first reading glimpse of the profound law which provides the means but which we may choose our own purpose in life and attain it while I was being coached by Andrew Carnegie during the organization of the science of success philosophy I had just finished telling mr.

Carnegie that I feared he had chosen the wrong person to give the world the first practical philosophy of personal success because of my youth my lack of education and my lack of finances well at this point mr. Carnegie delivered a lecture that I shall never forget because it changed my entire life and paved the way for my helping to change the lives of millions of people some of them not yet born let me call your attention to a great power which is under your controls at mr.

Carnegie a power which is greater than poverty rate isms and lack of education greater than all of your fears and superstitions combined it is the power to take the station of your own mind and direct it to whatever ends you may desire this profound power mr. Carnegie continued is the gift of the Creator and it must have been considered the greatest of all of his gifts to man because it is the only thing over which man has the complete and unchallengeable right of control and direction when you speak of your poverty and lack of education mr. Carnegie explained you are simply directing your mind power to attract these undesirable circumstances because it is true that whatever your mind feeds upon your mind attracts to you now you see why it is important that you recognize that all success begins with definiteness of purpose with a clear picture in your mind of precisely what you want from life then mr.

Kurtik it continued his speech with a description of a great universal truth which made such an impact upon my mind that I began then there to give myself a new outlook on life and I set up for myself a goal so far above my previous achievements that it shocked my friends and relatives when they heard about it everyone said mr. Carnegie comes to the crisp lane blessed with the privilege of controlling his mind power and directing it to whatever is he may choose but he continued everyone brings over with him at Birth the equivalent of two sealed envelopes one of which is clearly labeled the riches you may enjoy if you take possession of your online and directed to ends of your own choice and the other is labeled the penalties you must be if you neglect to take the station of your mind and direct it and now it be revealed you said mr.

Carnegie the contents of those two sealed envelopes in the one labeled riches is this list of blessings one sound help to peace of mind three a labor of love of your own choice for freedom from fear and worry five a positive mental attitude six material riches of your own choice and quantity in the sealed envelope labeled penalties mr. Carnegie continues is this list of the prices one must pay for neglecting to take possession of his own line one ill-health to fear and worry three indecision and doubt for frustration and the discouragement throughout life five poverty and want six and a whole flock of evils consisting of in the greed jealousy anger hatred and superstition now my mission in life is to help you and everyone who needs my help to open up and use the contents of the sealed envelope labored riches and the starting point from which you must take off if you wish to write your own ticket from here on out for the remainder of your lives I will describe for you in these simple instructions one procure a neat pocket size a notebook or something on the order of this one here blue sleeve affair and on page one write down a clear description of your major desire in life the ones circumstance or position or thing which you will be willing to accept as your idea of success and remember before you begin writing that your only limitations are those which you set up in your own mind or permit others to set up for you as to on page 2 of your notebook write down a clear statement of precisely what you intend to give in return for that which you desire from life and then start in right where you stand now to begin giving and 3 memorize both of your statements what you desire and what you intend to give in return for it and repeat them at least a dozen times daily and always and your statements with this expression of gratitude for the blessings with which you were gifted at birth I ask not for divine providence for more riches but more wisdom with which to accept and use wisely the riches I received at birth in the form of the power to control and direct my mind to whatever ends I desire if you are not too successful or self-satisfied to accept and Express this profound prayer if you accept it and express it in the same spirit of humble sincerity in which I pass it on to you a new and the better world will be an stuff to you a world in which you will see reflected the circumstances and the things which you yourself have created in my next visit I will give you a description of the second principle of success through the application of which you may make use of the education and experience of other people and get the necessary help you may need in attaining your definite major purpose in life and now let me close this our first visit to my favorite expression of gratitude Oh divine providence I ask not for more riches but more wisdom with which to make wiser use of the rich you gave your birth consisting in the power to control and direct my own mind to whatever end I desire we come now to the second of the 17 principles which lead to the master key with which you may open the door to the attainment of your definite major purpose in life this principle of success is called the mastermind principle I want you to understand the nature of the mastermind principle because you must use it before you can take possession of the master key and understandable definition of the mastermind is this it consists of two or more people who work in perfect harmony for the attainment of a definite purpose now here are some interesting facts about the mastermind which give you an idea of how important it is and how necessary that you embrace this principle and make use of it in attaining success in your chosen occupation first of all it is the principle through which you may borrow and use the education the experience the influence and perhaps the capital of other people in carrying out your own plans in life it is the principle through which you can accomplish in one year more than you could accomplish without it in a lifetime if you depended entirely upon your own efforts for success and I have heard well-informed Bible students say that the first known application of the mastermind was that which existed between the Nazarene and his twelve disciples one fact I am absolutely sure when you form a true mastermind alliance with others and work with them in a spirit of perfect harmony you can draw freely upon the spiritual forces within you in carrying out your plans and desires I also know that the mastermind principle can give you absolute protection against failure provided all is that your purpose is in using this principle is beneficial to all whom you influence in my research while organizing the science of success I had the collaboration of practically every outstanding successful man this country has produced during the past 50 years and I can tell you definitely that their success was due in the main to their knowledge and application of the mastermind principal I wish also to call your attention to the fact that our great American Way of life and our unmatchable system of free enterprise have been built upon the mastermind principle the greatest document effort conceived by the mind of man is a perfect example of the mastermind principle in action this is the Declaration of Independence and the best evidence of the importance of maintaining perfect harmony in a mastermind alliance may be found in the fact that the 56 men who signed the Declaration of Independence knew full well that it might turn out to be either a license of freedom for all mankind or a death warrant which would cause each of the signers to behave now let us see how the mastermind principle has brought success to people whom we all know first consider when Kate Smith began their career as a singer she had difficulty in earning enough from her singing to bear living expenses and she perhaps never would have made the her singing pay if she had not discovered and applied the mastermind principle which gave her access to the master key to success when she formed a mastermind alliance with Ted Collins and according to a report I saw in Reader’s Digest Kate Smith has earned upwards of 30 million dollars and she is still in the upper brackets of income – I remember when Edgar Bergen and that cute little block of wood known as Charlie McCarthy used to play anywhere they could get an engagement and our other suspect that often all they got further services was a meal but Edgar Bergen is a smart man in the field of entertainment so he formed a mastermind alliance which introduced him and Charlie to millions of people by radio and television and I suspect he is not concerned about money and in longer and you may be surprised when I tell you that the great Ford industrial empire started with the formation of a mastermind alliance between Henry Ford and his wife at the beginning of his career Henry Ford was and lacking self-confidence it was mrs.

Ford who inspired Henry Ford with the faith and the courage to go ahead with the perfection of his horseless carriage although his relatives and neighbors generally tried to discourage him from wasting his time with the contraption as they called it for the Federation of states known as the United States of America is the richest and the most powerful nation civilization has yet produced and the secret of our strength and riches consists in our form of government through which all our states function in a spirit of harmony based on the mastermind principle through a central federal government located at Washington and now a word to you personally if you work for a salary or wages you have a marvelous opportunity to promote yourself into a higher income and a more responsible position by forming a mastermind alliance with your associate workers including the management in my next visit I will give you further instructions on how to apply the mastermind principle so as to increase your own income and promote yourself to a higher position with the full cooperation of your management yes that is correct I will show you how to write your own price tag picture on wages establish your own working hours and give yourself financial independence but right now I want you to do three things before our next visit first decide definitely where you wish to be in what you wish to be doing during the next three years and second decide how much money you desire to be making and what you are going to do to earn it and third form a mastermind alliance with at least one person in your immediate family and at least one other person among those to whom you are selling your services by taking these three steps you will have gone a long way toward appropriating the great master key to success there is no such thing as something for nothing everything including your personal success has a price that must be paid and the only price you are requested to pay for the present is the effort necessary to do three simple things that I have now before you begin to take the three steps I have suggested there is one important fact I wish to you to remember this is this control your middle a dude and make yourself friendly and agreeable with everyone with whom you are closely associated if you expect friendly cooperation in return indifference cannot create a mastermind Alliance for you a negative mental attitude can bring you nothing but failure remember always you are where you are and what you are because of your mental attitude in which you relate yourself to other people remember also your mental attitude is the one and the only thing over which you have complete control success is something which has to be planned and success is something which has to be earned in advance true there is such a thing as luck but just remember that luck is something you can create for yourself if you in order to lose and follow them just as I give them to you remember – the success in the higher brackets of achievement is something that can be had only by taking others along with you and the best definition of success which I know is this success is the knowledge with which to get whatever you want from life without violating the rights of others and by helping others to acquire it there is a known formula for the attainment of success and it is as definite and certain as are the rules of mathematics or the principles of science my purpose in these visits is to bring you that formula in simple terms that you can understand and apply but I can never give you that for which you are not ready if you are ready to advance into the higher brackets of success you will recognize this fact by your willingness to follow these simple instructions I shall give you as we go along if Kate Smith have not been ready for success when she formed the mastermind alliance with Ted Collins he couldn’t have brought her success this thing called success is a very profound and interesting thing because the the line of demarcation between success and failure is so slight that is often hard to tell where one ends and the other begins for example in my association with the late Henry Ford I recognized that he had thousands of people working for him who had much more education than he more magnetic personalities more ability to make friends and a much better chance of succeeding than mister for dad when he was working for wages but mr.

Ford had one simple quality the others who worked for him did not possess the same quality I will clearly describe for you in my future visits with you meanwhile I would be interested in knowing if you can describe this one simple quality Henry Ford possessed which made him the greatest industrialist this nation has ever produced in my next visit I will give you a definite clue as to the success quality which helped Henry Ford spread his influence throughout the world and to make himself richer than Croesus despite the fact that he had only a meager common school education until then please be of good cheer will you and to just remember that your only real limitation is the one you accept and set up in your own mind well this our third visit brings us to the success principle which has marked the turning point of every person who has promoted himself or herself from the Laura breakfast of success to the higher planes of achievement where one acquires everything he desires this principle is called the habit of going the extra mile which means the habit of rendering more service and better service than one is expected to render and doing it in a positive mental attitude I’m going to tell you all I know about this magic principle of self advancement because it is the one rule you must follow if you expect to write your own price tag and to be sure of getting it let me describe this success principle for you in a brief formula which you can easily remember I call it the Q Q and a formula which means the quality of service you rendered plus the quantity of service you rendered plus the metal added in which you render service determines the space you occupy in your chosen calling and the compensation you get from your services if you would examine carefully the people whom you know to be unusually successful you will discover that they follow the qqm a formula although they may do so unconsciously now I wish to give you a big advantage over those who follow this formula unconsciously I wish to show you how to make use of it deliberately with purpose of forethought so you may make the principle pay off in a big way and do it quickly and now I shall tell you some of the benefits you will enjoy by following the habit of going the extra mile one this habit will bring you to the favorable attention of those who can and will provide you with opportunities to promote yourself into a better circumstance two it will place back of you that great natural law of increasing returns through which the service you render will bring back greater than average compensations and three following this habit will make you indispensable in your chosen occupation or calling therefore it will place you in a position to write your own ticket and for this habit will help you to excel in your line of work because each time you render service you endeavour to do a better job than you did previously and five if you work for a salary or wages this habit will give you preference when work is slack and others are laid off and six it will help you to benefit by the law of contrast because the others around you will not be going the first mile let alone the second mile and seven following this habit of doing your very best in all of your efforts and doing it in a pleasing mental attitude will improve your personality and make you liked by others and eight it will also help you to develop a keen alert imagination because you will be continuously seeking new and better ways of rendering useful service 9 it will inspire you to move on your own personal initiative instead of waiting to be told what to do a habit which is the first step in leadership in all callings the habit of going the extra mile definitely develops the greater self-reliance and gives one more courage to move ahead without the fear of criticism from others and here is one thing it does which if it benefited you and no other way would justify you in adopting it it helps you to master the destructive habit of procrastination the one habit which heads the list of causes of failure 12 going the extra mile influences other people to respect your integrity and inspire them to go out of their way to cooperate with you in a friendly spirit and 13 the habit helps you to develop definiteness of purpose which is the starting point of all personal success and it stops you from drifting through life without knowing what you want or where you are going and number 14 and here is the grand payoff which this habit gives you it provides you with the one and only excuse for asking for a promotion to a better station in life or a higher pay obviously if you are doing no more than you are being paid for and you are receiving pay for all to which you are entitled and you have not a single excuse for asking for more pay or a better position you understand this point and appreciated significance to you not 15 last but not least the habit of going the extra mile conditions your mind to maintain a mastermind alliance with others ever so often I hear people complain about their not receiving favorable breaks in their relations with others I never hear this sort of complaint from one of my students of the science of success nor from anyone with ever read any book that I have written because all of my students have learned the secret of how to create their own favorable bricks they do it by following the habit of going the extra mile I can tell you frankly I have never received a major favorable break during my entire life that did not come from having applied the Epistle of going the extra mile sometimes I hear people complain also that their positions are such that they are not permitted to go the extra mile and my counsel to these people is all the same change positions and the marketer services where it pays to go the extra mile I am sincere in giving this advice because I know that no one can do better than earn a mere living unless and until he begins going the extra mile during my business career I suppose I have employed at one time or another at least a score of private secretaries all of whom followed the habit of going the extra mile but I have never been able to keep but one of those secretaries for more than a year because invariably they promoted themselves into better paying jobs elsewhere and they did so with my full blessings the one exception is my present chief secretary who has been with me for over 10 years I married her to make sure I wouldn’t lose her the reason I know definitely that the habit of going the extra mile is a sound procedure is the fact that I have checked this principle as I did all of the other 16 success principles to make sure they were in harmony with natural laws I can give you a fine example of how nature forces man to go the extra mile in order that he may produce the food with which to exist the farmer for example must follow the habit of clearing the ground fencing it plowing it and planting the seed at the right season of the year all of which he must do in advance without compensation of any kind if he does his part of the work properly he then has the job over to nature sits down and waits for her to do her part and within a brief period nature germinates the seed the farmer plants matures it and used back to him the seed he planted plus perhaps an increase of a hundred times that amount to compensate him for having gone the extra mile thus we see that the law of increasing returns comes to the aid of the man who goes the extra mile and this principle applies the same in rendering service in a job as it does in the fee use of the farmer if the farmer did not follow the habit of going the extra mile the human race would starve to death in one scene and I am sure you will agree that anytime we can copy mother nature’s habits we will not go wrong in doing so you now have a possession of the third principle of personal achievement which brings you three steps nearer the secret by which you may take possession of the master key to success in order that you may test the magic power of this third principle I’m going to offer you a suggestion which may bring you such overwhelming success that you will not need to attend further visits with me my suggestion is this first start tomorrow and whatever occupation you are engaged to render some form of useful service to someone near you which you are not expected to render and for which you neither expect nor ask for compensation and to render this service in a pleasing mental attitude which will show clearly that you enjoy doing it and three follow this practice seven days in succession and then notice what a changed atmosphere you will enjoy in your association with those nearest you in carrying out these instructions do not make known your plan to anyone but go ahead and do it in the most natural way possible by the end of the seventh day you will find yourself so much happier and so much better like by those around you that you will never desire to give up the habit then you will be within the easy reach of the supreme secret of success which comes from the master key to success in my fourth visit with you I will give you a very definite clue as to the means by which you may appropriate and use the great master key and in this same clue I will introduce you to the source of a form of power which does not recognize the word impossible and helps you to transmute all failures and defeats and all adversities into assets of great benefit to you and now until our next visit may I remind you that if you believe it you can do it we come now to the fourth visit where I shall introduce you to your greatest asset and with this introduction the master key to success will be within your easy reach I say this is your greatest asset because it is the forth of the 17 success principles with which you may tap and draw upon the supreme power which created you and runs this entire universe the name of this principle is applied faith and I want you to remember it is not something I am bringing to you but it is something you already possess although you may not have made use of it in the past and now let me tell you what applied faith is and what you can do with it applied faith is the mental attitude wherein you may clear your mind of all fears and doubts and direct it to the attainment of whatever you desire in life in our first visit I told you that you and I and every person we’re blessed with the privilege of complete control over but one thing and that is the exclusive right to take possession of our own minds and direct them to the attainment of whatever we desire in life applied faith is a mental attitude we must cultivate and maintain before we can take complete possession of our minds it is the means by which we may break the seal of that envelope I mentioned in our first visit and take full possession of the six forms of riches we get in return for taking possession of our minds and using them those six riches were as you may remember sound health peace of mind a labor of love of your own choice freedom from fear and worry a positive mental attitude and material riches of your own choice and quantity we are now this very moment standing in front of the Gateway which can be opened only with the great master key to success and I’m giving you the closest clue I have yet mentioned as to you may take possession of this key in order that you may condition your mind to embrace and use apply faith you must understand that there are two ways in which you can use faith you can put it into reverse gear and use it in a negative way by allowing your mind as well upon the circumstances and the things you do not want such as poverty ill health failure defeat and this is precisely what the majority of people do which explains why the majority of people go through life in misery and want or you can take possession of your mind and direct it to think of the six riches which came over with you in that sealed envelope and you will attract these riches to bless and serve you all through your life isn’t it a strange fact that most people make a negative application of their great power of faith by thinking about and bleeding in poverty ill health fear failure and defeat when it would be so easy for they’ve just exchanged their thinking over to these circumstances and things they desire now let me give you a description of the one thing which represents the main difference between a successful person and the faith please listen carefully and think for yourself as I speak because failure to recognize the truth I am about to give you is the starting point of most failures successful people in all occupations all profession and all callings have one trait which distinguishes them from the failures it is their capacity for belief the failures see the hole in the donut but do not see the donut around the hole the successes see the hole also but they see the donut around the hole Thomas a Edison believed that he could perfect an incandescent electric lamp and despite the fact that he failed over 10,000 times before he was crowned with success he made his belief uncover the secret for which he was searching give one gear sister time’s the average person must fail before he quits fails because of the lack of capacity for belief how many times can you meet with defeat before you give up the ghost and quit Henry Ford believed he could build his self-propelled vehicle which would take the place of the horse and buggy and despite the ridicule of relatives and neighbors and the lack of finances he transmuted his belief into an industrial empire which changed the entire American Way of life my new Ford did this with very little education and no operating capital to begin with right here let me ask you a question which may well change your entire life are you perhaps have an idea or a plan which would be useful to other people but you have done nothing about it because you lack the self-confidence to give you a start in other words you are now aware Henry Ford was before he built the first model of his world-famous automobile mr.

Ford broke through that wall of fear which may now be holding you back and put his idea into operation by making use of the mastermind principle I mentioned in our second visit through an alliance with his wife now the question I wish to ask you is this why don’t you form a mastermind alliance for someone and begin putting your ideas to work for you belief is truly a magic word because it is the beginning of all successes it is the very foundation of civilization it is the one quality you must develop before you can make use of the great master key to success to be successful you must become a person with a great capacity for beliefs and the place to start believing is with yourself you should begin by recognizing that you were born with the privilege of complete control over your own mind you should also recognize that by the application of the master key to success which I am passing on to you through these visits you can take full possession of mind and make it easy whatever you demand in life observe I used the word demand not big the Creator never intended for you to beg for anything if he had he would not have blessed you with full control over your own mind if your life is not what you want it to be you can change it as a matter of fact you can do anything within reason that you desire to do if you embrace the principle of applied faith and to keep it directed to the attainment of the things you want and off the things you do not want I should know what I’m talking about because I was handicapped at Birth by the Four Horsemen which keep most people in bondage all the days of their lives poverty fear illiteracy and superstition I have discovered the master key which gives one deliverance from all the evils one does not want and opens wide the gateway to the riches which the Creator intended every person to enjoy on this earth applied faith is the only means by which the master key can be appropriated and used therefore I give you these instructions to which you may create a mental attitude which is favorable for the expression of faith one know what you want and believe that you can and will get it to give expressions of gratitude many times daily for having received that which you want even before you actually get physical possession of it possession starts first in the mind so please remember this third keep your mind open for hunters from within and when you are inspired to action do not wait but move on your own personal initiative at once remember there can be no application of applied faith without action for it when overtaken by defeat you may be many times remember that man’s faith is tested many times before he is crowned with final victory and accept your defeat there is nothing more than a challenge to keep on trying and 5 a burning desire for the things or circumstances you want is the starting point of all applied faith be definite believe and act and keep on acting if at first you meet with defeat 6 when doubt creeps into your mind remember that whatsoever a man believeth that shall he also reap remember faith is not something you get faith is something you already have but you may be using it in reverse gear by believing in the circumstances and things you do not want the things you fear remember also that faith is guidance only is not a power which will bring you what you want but a power that can guide you to go after what you want and get it remember too that your faith is limited only by your own capacity to believe you can do whatever you make up your mind to do I believed I could give the world a practical philosophy of success which would free men and women from their fears and limitations I stood firmly back of that belief through twenty odd years of effort and I saw my belief give freedom to millions of people do the things that Emerson and you shall have the power may I approach this great truth by saying believe and you shall receive and now until our next visit will you please remember that your life is exactly what you make it by your own mental attitude I’m happy to be with you for our fifth visit and our subject is a pleasing personality your personality determines whether people are attracted to you or shy away from you it is the show window in which your you display your character to the world and it is the one thing which distinguishes you from all other human beings it is your trademark by which if people recognize you and it is the thing which determines your success or failure in selling yourself through life therefore you should see your personality just as others see it so you may improve it where it needs improvement your personality consists of more than 30 different factors traits and the characteristics because of the limit of time I can devote to this visit with you I can mention a little more important of your traits of personality but before I begin to describe these traits I want you to know that every trait which goes into your personality is under your control and you can improve it so it will be whatever you want it to be let us start with the most important trait of your personality your mental attitude this is a trait with which you attract people to you and cause them to like you or repel them and cause them to dislike you your metal attitude must be positive if you attract people to you how do other people know whether your mental attitude is positive or negative you may ask well the answer is easy first of all other people tune in and pick up your middle attitude by telepathy without your saying a word or making a move but there are other ways they can tell whether your mental attitude is negative or positive you disclose this information by the tone of your voice or that is pleasant or harsh by the expression on your face whether it is soft and pleasing or harsh and scowling by the courtesy and consideration you show other people or the lack of these so you see there is no escape from revealing to others the exact nature of your personality the next most important trait of your now they consist of your flexibility of your mental attitude or your lack of it if you have flexibility you adjust yourself to all the circumstances in your relations with others without losing your composure or allowing yourself to become irritable or angry just remember if you have flexibility of your mental attitude it will be impossible for anyone to make you angry or as it irritates you without your consent our cooperation now this is worth knowing isn’t it you cannot control the actions of other people which might justify you becoming irritated by them but you can control your reaction to all such circumstances by exercising your trait of flexibility and you will observe that all people in the higher brackets of success have this flexibility and they do control their reaction to the influences of other people the third most important trait of a pleasing personality is the ability to control and direct your emotion of enthusiasm enthusiasm is one of the means by which you can give forceful lists of your words but you must be able to turn it on and off at will as definitely as you can turn on and off water at the spigot uncontrolled enthusiasm often makes people bores them it also may open wide the window to one’s mind through which other people may enter and influence one in ways he does not wish to be influenced the fourth most important trait of a pleasing personality is a sincerity of purpose the person who is not sincere in all relationships with others is soon detected and rejected because no one is attracted to the person who thus endeavours to deceive others sincerity is one quality of character which cannot be successfully faked not even by the most astute rascal or the most efficient actor because insincere to ever more carries with it some warning sign which other people recognise you have only to go back into your own experience with insincere people prove the truth of what I stated there are 26 other important traits which give one a pleasing personality but I do not have time to give them to you in this visit now let us turn our attention to some of the common habits which destroy a pleasing personality please check yourself as I describe these negative habits and you may make discoveries about yourself sufficient to enable you to rebuild your entire personality so it will become a master salesman in your behalf one one of the most destructive habits which make one’s personality objectionable is that of breaking in and running away with the conversation when others are speaking and to sarcasm expressed by insinuations and wisecracks which are not so wise is near the head of the list of habits which give one a negative personality and third vanity expressed by either words or actions is sure to make one unpopular and for indifference in listening while others are speaking is sure to be noticed and resented it is more profitable to be a good listener than it is to be a good talker because what is always apt to learn something while listening to others but never learns anything from hearing himself talk 5 the attempt to flatter where flattery is obviously not deserved will bring quick resentment from others also it will put them on notice if they are wise that the flatterer wants something he perhaps should not get and 6 the habit of finding fault with the world at large and people in general is never a popular habit and it is no part of a pleasing personality it is far better to direct conversation to the circumstances and things which are right than to complain of those which one believes to be wrong and 7 one of the very worst habits which destroy a pleasing personality is that as openly and directly challenging those with whom one may not agree where there is no obvious reason for doing so except the desire to beyond the opposite side and the habit of volunteering unsolicited advice to others who have not requested it can make one an intolerable bore free advice usually is considered to be worth just what it costs which is nothing but the patience with which to listen to it and 9 the habit of speaking of one’s physical ailments worries and personal problems may be tolerated by others but this habit will never make one welcome more pleasing if you wish to make yourself welcome in your relations with others and manage to talk about things which interest and concern those to whom you are speaking you will never be bored some to the person to whom you are speaking of himself and the things which interest him a truth which all master salesman understand and respect and the 10 – habit of endeavoring to convey an impression of superiority through the use of words and topics unfamiliar to others is a surefire destroyer of popularity if you wish to sell yourself to others successfully you must negotiate with them on their own level through terms which they understand and 11 envy of those who are successful is a trait which destroys a pleasing personality the truly great men and women have all been known to be generous sympathetic and a joyous in connection with the good fortunes of others and twelve sovereign – in body posture and in clothing never attracts but always repels others clothes make not the man as has been said but they surely give you a mighty good start if they are appropriate and properly warned carelessness in body carriage and posture is immediately traceable to a negative mental attitude if you are free from these twelve common habits which make one unpopular you probably have a very pleasing personality there are five other negative habits which make one unpopular which I have not had the time to mention remember this please if you are not liked by other people you may be sure there is a reason which you can detect and correct it is unnatural for one person to dislike another without a cause before you can make full use of the master key to success you will need to make your personality pleasing this will require courage on your part and honesty with yourself a pleasing personality stands near the head of the list of assets which make one truly rich I was impressed with his truth many years ago when I heard Andrew Carnegie say that he paid his right-hand mastermind a lie Charles M swab seventy five thousand dollars a year for the services he rendered directly but he often gave mr.

Swab a bonus at the end of the year of a million dollars for the influence he exerted on his associate workers because of his pleasing personality you see therefore Andrew Carnegie who has been said to have been the greatest judge of man this nation has ever known placed a value on a pleasing personality of more than ten times as much as he valued the personal services of his right-hand man perhaps this will give you a clue that may help you up the market value of your personality and now until we meet again may I wish you health wealth and peace of mind this visit brings us to the sixth principle of success without which the fire Prince Philip’s I have given you previously would be useless it is the principle of self discipline self discipline as I am presenting it to you here as reference not only to your mastery of negative habits which stand in the way of your success but more particularly to your development and enforcement of the positive habits you will need in order to avail yourself of the six assets you brought over with you in that sealed envelope I mentioned in our first visit now let me give you a list of the more important things over which you will have to exercise self-discipline before you can embrace and you the great master key to riches one you will have to gain mastery over your tongue by acquiring the habit of thinking first and then speaking after you’re sure that’s what you save will benefit you and not injure others a loose tongue often is one’s greatest liability – you will have to exercise self-discipline in mastering the common tendency to strike back at those at whom you have a cause real or imaginary for a grievance you must remember that everything you do – or for another you do – or for yourself because your every thought and every act which benefits or injures another person comes back to you in kind greatly multiplied so if you feel that you must slander another person do not speak it but write it write it in the stands near the water’s edge then move away from it until the tides have flown three you will have to exercise self-discipline over all of your emotions particularly your emotions of love hate fear and six these are the big four of your emotions and they can make you or break you according to the extent of discipline you exercise over them for your mental attitude needs discipline and control at all times lacking this discipline it can and it often does drive away friends destroy opportunities to get ahead brings on physical and mental illness develops stomach ulcers and mixed peace of mind impossible 5 I have reserved the emotion of sex or special mission because failure to exercise self-discipline over this emotion probably heads the list of all the causes of personal failure the emotion of sex is the most powerful of all emotions and it is nature’s great creative instrument with which all species of living things are perpetuated the proper means of self-discipline the emotion of sex is transmutation the control and direction of this great emotional feeling toward the attainment of worthy purposes such as the fulfillment of one’s major purpose in life the great leaders artists orators industrialists and professional people have learned the art of sex transmutation through the proper system of self-discipline because of the delicacy of the subject of sex emotion I am limited as to the information I can give you about it on this visit but I have covered the subject to much more in detail in some of my books and six your stomach also needs discipline through the proper habits of dieting and fasting because information on dieting in fact they should come from your own doctor I will not go into details concerning them except to call your attention to the need for knowledge on this subject personally I attribute my sound physical health mainly through the habits of dieting and fasting which I have developed through the years and seven you will need to exercise self-discipline in relation to religion and politics because our country which is the most acceptable form of society civilization has yet produced is made up of people of varying beliefs in connection with both of these subjects to be happy and prosperous in our country we must learn to live Antalya to give others the privileges we ask and demand for ourselves and this often calls for strict discipline over cell 8 but I have reserved until the last my reference to the most important circumstances over which you must exercise the strictest of self-discipline if you are to embrace and use the great master key to riches I have reference to your profound privilege of taking possession of your own mind and directing it to whatever ends you may desire you cannot take possession of your own mind or directed to dividends without a practical system I have devoted the better portion of my laughs to the revelation and presentation of such a system and I know that this system works because it has been successfully used by many millions of people throughout the world the system is not only practical and workable but it is so simple that anyone who is ready for it may master it and use it successfully its use does not call for a genius nor a great amount of formal education it called only for a will to take possession of one’s own mind and a definite purpose to which the mind is to be directed self disciplined by Thomas a Edison made him the world’s greatest inventor who revealed to mankind during the first half of the 20th century more of nature’s secrets than had been uncovered during the entire previous history of civilization self-discipline carried Wilbur and Orville Wright through a multitude of failures and enable them finally to give the world its first practical airplane an achievement which has made the world smaller and change the entire trend of civilization self-discipline helped Helen Keller to triumph over deathless blindness and dumbness a combination of afflictions such as most people never experience self-discipline helped me to carry on through years of heart aching discouragement and defeat and give the world the first practical philosophy of success based on the know-how gained by hundreds of men and women who spent a lifetime by the trial and error method in discovery of the principles which lead to personal success self-discipline is among the top ranking features of all the great religions including of course the Christian faith and there are some people who believe that our major purpose on earth is that of developing wisdom through struggle and the self-discipline one thing is certain no one ever becomes very wise without the aid of self-discipline and no one ever finds peace of and happiness without the strict exercise of self-discipline self-discipline is the only means of transmuting sorrow into faith it is the only means by which we may transmute hatred of others into the milder emotion of sympathy for them it is the only means by which we may reveal and profit by the seed of an equivalent benefit which comes with every adversity and every defeat it is the only means by which we may shut out of our minds the deadly effects of past experiences of suffering and unpleasantness and it is the means by which we may discover that other self we carry around with us that self which has great capacity for belief and does not become influenced by failure and defeat self-discipline can give us freedom from the fear of death the most difficult to master of all of our fears it can free us from the disease of hypochondria the fear of imaginary illness with which so many people suffer and sometimes die self-discipline is the means by which we may think our own thoughts live our own lives as we wish to live them and remain forever free from the evils of fears and limitations which we have inherited from the dark ages before the dawn of civilization the Creator never gives one an asset or benefit without passing along with it the means by which it may be embraced and used self-discipline therefore is the means by which the Creator provided us with a method of embracing and using the only thing over which we have unchallengeable control the power of our own thoughts and – now until our next visit may I remind you that the habit of taking the line of least resistance makes all rivers and some men crooked well this brings us to the seventh visit and I hope to hand you the master key to success before I finish because my subject will leave you so near through the master key that you will be able to recognize it as I have suggested in previous visits a positive mental attitude can clear away all obstacles which stand between you and your major purpose in life because of the importance of the subject of our visit I shall not only tell you that a positive mental attitude heads the entire list of the twelve great riches in life but I’m going to give you explicit instructions as to what you must do to keep your mind positive in all the success books I have written I have never suggested to my readers what they should do without clearly telling them how to do it are you ready if you are ready this visit may bring the most important change in your life you have ever experienced one learn to adjust yourself to other people’s state of mind and difficulties so as to get along peacefully with them and to refrain from taking notice of trivial circumstances in your relations with other people by refusing to allow them to become controversial incidents great people always avoid small incidents of controversy when possible to establish for yourself a definite fixed system of conditioning your mind at the beginning of each day so you will keep it positive under all circumstances 3 learn the art of selling yourself to other people by indirection such as asking leading questions which will bring out the sort of reactions from others which you desire and do not permit yourself to be drawn into argument over unimportant subjects or adopt the habit of having a good heart and laugh every time you become irritated or angry and it will help you if you begin each day with one minute of hearty laughing this will change the chemistry of your brain and start you out with a positive mental attitude however you had better get out of sight when you take your laughing exercise 5 start each day with an expression of gratitude for all the adversities defeats failures you have experienced in the past and the search for the seed of an equivalent benefit these have yielded you through the passing of time then give thanks for the blessings you expect to receive during the day 6 learn to concentrate your attention on the can-do portion of all of your problems and desires and start action where you stand in carrying out this portion no matter what may be your problem or your desire there is always something you can do right now that will help you find out what this something is and do it 7 learn to transmute all unpleasant circumstances into immediate action which calls for a positive mental attitude and make this a fixed habit for example when you are angry switch your mind to some sort of action in connection with your hobby or your major purpose in life and to keep it busy with that subject for 5 minutes 8 recognize that every circumstance which influences your life whether it is a pleasant or unpleasant circumstance is wrist or your mill of life and so use it to make it pay you dividends in one form or another remembering meanwhile that your strength grows out of your struggles follow this instruction and you will soon learn that there is no such thing as an unprofitable experience 9 look upon your life as a continuous process of Education of learning from all your experiences good and bad and to be always on the alert for gains of wisdom which come to you a little at a time in both your plans and unpleasant experiences 10 make the world over to fit your own pattern if you choose but begin with yourself in some sort of self-improvement which will make you more open-minded patient and Jen relations with others 11 express gratitude twice daily for your recognition of the fact that you have been given complete control over your own mind and ask for guidance in order that you may use this profound gift wisely in all your thoughts and acts 12 go out of your way daily to comment enthusiastically on the good qualities of those with whom you live and work but do not mention there are negative qualities then observe with benefit to yourself how quickly others will begin to concentrate on your good qualities remember I’m still talking about how to keep your mind positive and 13 accept all criticism of yourself as an occasion for self-examination to determine how much of it is justified and you will be sure to make startling discoveries about yourself which will help you to the remainder of your lives 14 do not accept from life or anyone else anything you do not desire and remember that Mahatma Gandhi proved himself to be more powerful than the great British military forces by this simple method of passive resistance 15 remember always that there are two kinds of circumstances which cause you to worry those you can do something about and those you can do nothing about nothing that is except to use passive resistance and refuse to permit them to worry you 16 keep your mind eternally engaged in thinking of that which you desire most your major purpose in life so no time will be left for you to waste on thinking of that which you do not want and let me digress here while I tell you we are now rubbing elbows with the great master key of success this very moment and 17 if you should ever be so unfortunate as to feel sorry for yourself look around until you find someone who is worse off than yourself and start where you stand or give him he’ll make this procedure a habit and you will witness one of the great bear of life because that which you do to or for another you do to or for yourselves and 18 choose some person whom you consider to be the sort of person you would like to be then go to work and emulate that person in every way possible great people have always been hero worshipers but they picked the right sort of people to emulate 19a cultivate your tone of voice so that your words have a pleasing musical sound and remember that the sound of your voice is an open window through which other people look into your very soul it will be a profitable investment if you will get a tape recording machine and record samples of your voice daily while you practice the art of expressing yourself through a friendly sounding voice if you are engaged in selling this practice will quickly pay off in military dividends 20 last but by no means the least write out this sentence and paste it in a prominent place where you work and on a mirror where you see yourself in your home whatever the mind can conceive and believe the mind can achieve remember also that you’re the only person who can provide you with a positive mental attitude what are you going to do about it on your answer to this question rest your entire future the most valuable commodity I know of as information wouldn’t you agree

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