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business, successful, failure, money, marketing, employment, personal services, accumulation, connections, plans, followers, cooperation, pay, education, leadership.

Everything man creates or acquires, begins in the form of DESIRE, desire is taken on the first lap of its journey, from the abstract to the concrete, into the workshop of the IMAGINATION, where PLANS for its transition are created and organized.

The formation of a DEFINITE, practical plan, or plans, through which this transformation may be made is a very important step.

You will now be instructed how to build plans which will be practical: A. Ally yourself with a group of as many people as you may need for the creation, and carrying out of your plan, or plans for the accumulation of money---making use of the "Master Mind" principle.

(Compliance with this instruction is absolutely essential. Do not neglect it.)

B. Before forming your "Master Mind" alliance, decide what advantages, and benefits, you may offer the individual members of your group, in return for their cooperation.

No one will work indefinitely without some form of compensation.

or expect another to work without adequate compensation, although this may not always be in the form of money.

C. Arrange to meet with the members of your "Master Mind" group at least twice a week, and more often if possible, until you have jointly perfected the necessary plan, or plans for the accumulation of money.

D. Maintain PERFECT HARMONY between yourself and every member of your "Master Mind" group.

If you fail to carry out this instruction to the letter, you may expect to meet with failure.

The "Master Mind" principle cannot obtain where PERFECT HARMONY does not prevail.

You are engaged in an undertaking of major importance to you.

To be sure of success, you must have plans which are faultless.

You must have the advantage of the experience, education, native ability and imagination of other minds.

This is in harmony with the methods followed by every person who has accumulated a great fortune.

No individual has sufficient experience, education, native ability, and knowledge to insure the accumulation of a great fortune, without the cooperation of other people.

Every plan you adopt, in your endeavor to accumulate wealth, should be the joint creation of yourself and every other member of your "Master Mind" group.

CHECKED, AND APPROVED BY THE MEMBERS OF YOUR "MASTER MIND" ALLIANCE.

If the first plan which you adopt does not work successfully, replace it with a new plan, if this new plan fails to work, replace it, in turn with still another, and so on, until you find a plan which DOES WORK.

Right here is the point at which the majority of men meet with failure, because of their lack of PERSISTENCE in creating new plans to take the place of those which fail.

The most intelligent man living cannot succeed in accumulating money---nor in any other undertaking---without plans which are practical and workable.

Just keep this fact in mind, and remember when your plans fail, that temporary defeat is not permanent failure.

It may only mean that your plans have not been sound.

Thomas A. Edison "failed" 10,000 times before he perfected the incandescent electric light bulb.

That is---he met with temporary defeat ten thousand times, before his efforts were crowned with success.

Temporary defeat should mean only one thing, the certain knowledge that there is something wrong with your plan.

Millions of men go through life in misery and poverty, because they lack a sound plan through which to accumulate a fortune.

Henry Ford accumulated a fortune, not because of his superior mind, but because he adopted and followed a PLAN which proved to be sound.

A thousand men could be pointed out, each with a better education than Ford's, yet each of whom lives in poverty, because he does not possess the RIGHT plan for the accumulation of money.

Your achievement can be no greater than your PLANS are sound.

That may seem to be an axiomatic statement, but it is true.

Samuel Insull lost his fortune of over one hundred million dollars.

The Insull fortune was built on plans which were sound.

The business depression forced Mr. Insull to

CHANGE HIS PLANS; and the CHANGE brought "temporary defeat," because his new plans were NOT SOUND.

The information here conveyed will be of practical help to any person having any form of personal services to market, but it will be of priceless benefit to those who aspire to leadership in their chosen occupations.

One type is known as LEADERS, and the other as FOLLOWERS.

The successful leader must plan his work, and work his plan.

One of the penalties of leadership is the necessity of willingness, upon the part of the leader, to do more than he requires of his followers.

The successful leader must be in sympathy with his followers.

The world has just entered a new era of relationship between leaders and followers, which very clearly calls for new leaders, and a new brand of leadership in business and industry.

fears that one of his followers may take his position is practically sure to realize that fear sooner or later.

The able leader trains understudies to whom he may delegate, at will, any of the details of his position.

Only in this way may a leader multiply himself and prepare himself to be at many places, and give attention to many things at one time.

It is an eternal truth that men receive more pay for their ABILITY TO GET OTHERS TO PERFORM, than they could possibly earn by their own efforts.

An efficient leader may, through his knowledge of his job and the magnetism of his personality, greatly increase the efficiency of others, and induce them to render more service and better service than they could render without his aid.

Without imagination, the leader is incapable of meeting emergencies, and of creating plans by which to guide his followers efficiently.

The leader who claims all the honor for the work of his followers, is sure to be met by resentment.

The really great leader CLAIMS NONE OF THE HONORS.

He is contented to see the honors, when there are any, go to his followers, because he knows that most men will work harder for commendation and recognition than they will for money alone.

Followers do not respect an intemperate leader.

Moreover, intemperance in any of its various forms, destroys the endurance and the vitality of all who indulge in it.

Perhaps this should have come at the head of the list.

The leader who is not loyal to his trust, and to his associates, those above him, and those below him, cannot long maintain his leadership.

Disloyalty marks one as being less than the dust of the earth, and brings down on one's head the contempt he deserves.

Lack of loyalty is one of the major causes of failure in every walk of life.

9. EMPHASIS OF THE "AUTHORITY" OF LEADERSHIP.

The efficient leader leads by encouraging, and not by trying to instill fear in the hearts of his followers.

The leader who tries to impress his followers with his "authority" comes within the category of leadership through FORCE.

If a leader is a REAL LEADER, he will have no need to advertise that fact except by his conduct---his sympathy, understanding, fairness, and a demonstration that he knows his job.

The competent leader requires no "title" to give him the respect of his followers.

The man who makes too much over his title generally has little else to emphasize.

The doors to the office of the real leader are open to all who wish to enter, and his working quarters are free from formality or ostentation.

These are among the more common of the causes of failure in leadership.

Any one of these faults is sufficient to induce failure.

Study the list carefully if you aspire to leadership, and make sure that you are free of these faults.

Before leaving this book, your attention is called to a few of the fertile fields in which there has been a decline of leadership, and in which the new type of leader may find an abundance of OPPORTUNITY.

1. In the field of politics there is a most insistent demand for new leaders; a demand which indicates nothing less than an emergency.

They have increased taxes and debauched the machinery of industry and business until the people can no longer stand the burden.

He must deal more with PRACTICE and less with THEORY.

Newspapers of the future, to be conducted successfully, must be divorced from "special privilege" and relieved from the subsidy of advertising.

This means that the media through which the changes in human habits are promoted, must be adapted to the changes.

Display advertising is more desirable in the case of those who seek executive connections, the copy to appear in the section of the paper which is most apt to come to the attention of the class of employer being sought.

3. PERSONAL LETTERS OF APPLICATION, directed to particular firms or individuals most apt to need such services as are being offered.

Both the letter of application and the brief of experience or qualifications should be prepared by an expert.

In some instances, it may be more effective if the applicant offers personally, his services to prospective employers, in which event a complete written statement of qualifications for the position should be presented, for the reason that prospective employers often wish to discuss with associates, one's record.

Unless the applicant is experienced in the preparation of such briefs, an expert should be consulted, and his services enlisted for this purpose.

Successful merchants employ men and women who understand the art and the psychology of advertising to present the merits of their merchandise.

Attach to your brief a recent, unmounted photograph of yourself.

Have your brief neatly typed or mimeographed on the finest paper you can obtain, and bound with a heavy paper of the book-cover variety, the binder to be changed, and the proper firm name to be inserted if it is to be shown to more than one company.

If you seek employment through an advertising agency, or an employment agency, have the agent use copies of your brief in marketing your services.

6. Once you have your plan in mind, arrange with an experienced writer to put it on paper in neat form, and in full detail.

This line of procedure may take a few days or weeks of extra time, but the difference in income, in advancement, and in gaining recognition will save years of hard work at small pay.

It has many advantages, the main one being that it will often save from one to five years of time in reaching a chosen goal.

Every person who starts, or "gets in" half way up the ladder, does so by deliberate and careful planning, (excepting, of course, the Boss' son).

Men and women who market their services to best advantage in the future, must recognize the stupendous change which has taken place in connection with the relationship between employer and employee.

In the future, the "Golden Rule," and not the "Rule of Gold" will be the dominating factor in the marketing of merchandise as well as personal services.

The future relationship between employers and their employees will be more in the nature of a partnership consisting of: a.

OF THE 3RD PARTY, THE PUBLIC THEY SERVED.

The depression served as a mighty protest from an injured public, whose rights had been trampled upon in every direction by those who were clamoring for individual advantages and profits.

When the debris of the depression shall have been cleared away, and business shall have been once again restored to balance, both employers and employees will recognize that they are NO LONGER PRIVILEGED TO DRIVE BARGAINS AT THE EXPENSE OF THOSE WHOM THEY SERVE.

The real employer of the future will be the public.

This should be kept uppermost in mind by every person seeking to market personal services effectively.

Nearly every railroad in America is in financial difficulty.

Who does not remember the day when, if a citizen enquired at the ticket office, the time of departure of a train, he was abruptly referred to the bulletin board instead of being politely given the information?

The street car companies have experienced a "change of times" also.

There was a time not so very long ago when street car conductors took pride in giving argument to passengers.

Many of the street car tracks have been removed and passengers ride on a bus, whose driver is "the last word in politeness."

All over the country street car tracks are rusting from abandonment, or have been taken up.

Where-ever street cars are still in operation, passengers may now ride without argument, and one may even hail the car in the middle of the block, and the motorman will OBLIGINGLY pick him up.

That is just the point I am trying to emphasize.

Moreover, the change is reflected not merely in railroad offices and on street cars, but in other walks of life as well.

It has been supplanted by the "we-are-obligingly-at-your-service, sir," policy.

The bankers have learned a thing or two during this rapid change which has taken place during the past few years.

Impoliteness on the part of a bank official, or bank employee today is as rare as it was conspicuous a dozen years ago.

In the years past, some bankers (not all of them, of course), carried an atmosphere of austerity which gave every would-be borrower a chill when he even thought of approaching his banker for a loan.

The thousands of bank failures during the depression had the effect of removing the mahogany doors behind which bankers formerly barricaded themselves.

They now sit at desks in the open, where they may be seen and approached at will by any depositor, or by anyone who wishes to see them, and the whole atmosphere of the bank is one of courtesy and understanding.

It used to be customary for customers to have to stand and wait at the corner grocery until the clerks were through passing the time of day with friends, and the proprietor had finished making up his bank deposit, before being waited upon.

PUSHED THE OLDTIME MERCHANTS INTO THE BACKGROUND.

"Courtesy" and "Service" are the watch-words of merchandising today, and apply to the person who is marketing personal services even more directly than to the employer whom he serves, because, in the final analysis, both the employer and his employee are EMPLOYED BY THE PUBLIC THEY SERVE.

If they fail to serve well, they pay by the loss of their privilege of serving.

Among several very significant discoveries, was the fact that greed on the part of operators and their employees was the chief cause of the loss of business for the operators, and loss of jobs for the miners.

"WHATSOEVER A MAN SOWETH, THAT SHALL HE ALSO REAP."

The QUALITY and the QUANTITY of service rendered, and the SPIRIT in which it is rendered, determine to a large extent, the price, and the duration of employment.

Remember the "QQS" formula, but do more-APPLY IT AS A HABIT!

1. QUALITY of service shall be construed to mean the performance of every detail, in connection with your position, in the most efficient manner possible, with the object of greater efficiency always in mind.

Adequacy of QUALITY and QUANTITY of service is not sufficient to maintain a permanent market for your services.

Andrew Carnegie stressed this point more than others in connection with his description of the factors which lead to success in the marketing of personal services.

He stressed the fact that he would not retain any man, no matter how great a QUANTITY, or how efficient the QUALITY of his work, unless he worked in a spirit of HARMONY.

If one has a personality which PLEASES, and renders service in a spirit of HARMONY, these assets often make up for deficiencies in both the QUALITY, and the QUANTITY of service one renders.

My analysis work proved that there are thirty major reasons for failure, and thirteen major principles through which people accumulate fortunes.

2. LACK OF A WELL-DEFINED PURPOSE IN LIFE.

There is no hope of success for the person who does not have a central purpose, or definite goal at which to aim.

Ninety-eight out of every hundred of those whom I have analyzed, had no such aim.

LACK OF AMBITION TO AIM ABOVE MEDIOCRITY.

We offer no hope for the person who is so indifferent as not to want to get ahead in life, and who is not willing to pay the price.

This is a handicap which may be overcome with comparative ease.

Experience has proven that the besteducated people are often those who are known as "self-made," or selfeducated.

It takes more than a college degree to make one a person of education.

Any person who is educated is one who has learned to get whatever he wants in life without violating the rights of others.

Education consists, not so much of knowledge, but of knowledge effectively and persistently APPLIED.

This means that one must control all negative qualities.

Before you can control conditions, you must first control yourself.

Self-mastery is the hardest job you will ever tackle.

If you do not conquer self, you will be conquered by self.

You may see at one and the same time both your best friend and your greatest enemy, by stepping in front of a mirror.

No person may enjoy outstanding success without good health.

Many of the causes of ill health are subject to mastery and control.

Wrong habits of thought; giving expression to negatives.

Wrong use of, and over indulgence in sex.

This is one of the most common causes of failure.

"Old Man Procrastination" stands within the shadow of every human being, waiting his opportunity to spoil one's chances of success.

Start where you stand, and work with whatever tools you may have at your command, and better tools will be found as you go along.

The person who makes PERSISTENCE his watch-word, discovers that "Old Man Failure" finally becomes tired, and makes his departure.

There is no hope of success for the person who repels people through a negative personality.

Success comes through the application of POWER, and power is attained through the cooperative efforts of other people.

A negative personality will not induce cooperation.

Evidence of this may be found in a study of the Wall Street crash of '29, during which millions of people tried to make money by gambling on stock margins.

These fears have been analyzed for you in another eBook.

Unless this relationship is harmonious, failure is likely to follow.

Moreover, it will be a form of failure that is marked by misery and unhappiness, destroying all signs of AMBITION.

17. WRONG SELECTION OF ASSOCIATES IN BUSINESS.

This is one of the most common causes of failure in business.

In marketing personal services, one should use great care to select an employer who will be an inspiration, and who is, himself, intelligent and successful.

Pick an employer who is worth emulating.

Form the habit of systematic saving by putting aside a definite percentage of your income.

More people lose their positions and their big opportunities in life, because of this fault, than for all other reasons combined.

It will be helpful if you can induce someone who knows you well to go over this list with you, and help to analyze you by the thirty causes of failure.

The folly of ignorance in connection with self was displayed by a young man who applied to the manager of a well known business for a position.

Your value is established entirely by your ability to render useful service or your capacity to induce others to render such service.

Annual self-analysis is an essential in the effective marketing of personal services, as is annual inventory in merchandising.

Having read and assimilated the information conveyed through this book, you are now ready to create a practical plan for marketing your personal services.

In this book will be found an adequate description of every principle essential in planning the sale of personal services, including the major attributes of leadership; the most common causes of failure in leadership; a description of the fields of opportunity for leadership; the main causes of failure in all walks of life, and the important questions which should be used in self-analysis.

This extensive and detailed presentation of accurate information has been included, because it will be needed by all who must begin the accumulation of riches by marketing personal services.

Those who have lost their fortunes, and those who are just beginning to earn money, have nothing but personal services to offer in return for riches, therefore it is essential that they have available the practical information needed to market services to best advantage.

aspire to attain leadership in any calling.

It will be particularly helpful to those aiming to market their services as business or industrial executives.

Complete assimilation and understanding of the information here conveyed will be helpful in marketing one's own services, and it will also help one to become more analytical and capable of judging people.

The information will be priceless to personnel directors, employment managers, and other executives charged with the selection of employees, and the maintenance of efficient organizations.

If you doubt this statement, test its soundness by answering in writing the twenty-eight self-analysis questions.

That might be both interesting and profitable, even though you do not doubt the soundness of the statement.

Now that we have analyzed the principles by which riches may be accumulated, we naturally ask, "where may one find favorable opportunities to apply these principles?"

Very well, let us take inventory and see what the United States of America offer the person seeking riches, great or small.

To begin with, let us remember, all of us, that we live in a country where every law-abiding citizen enjoys freedom of thought and freedom of deed unequaled anywhere in the world.

Most of us have never taken inventory of the advantages of this freedom.

We have never compared our unlimited freedom with the curtailed freedom in other countries.

even for the presidency of the United States.

We have other forms of freedom, but this list will give a bird's eye view of the most important, which constitute OPPORTUNITY of the highest order.

This advantage of freedom is all the more conspicuous because the United States is the only country guaranteeing to every citizen, whether native born or naturalized, so broad and varied a list of freedom.

Next, let us recount some of the blessings which our widespread freedom has placed within our hands.

Take the average American family for example (meaning, the family of average income) and sum up the benefits available to every member of the family, in this land of OPPORTUNITY and plenty!

Next to freedom of thought and deed comes FOOD, CLOTHING, and SHELTER, the 3 basic necessities of life.

Because of our universal freedom the average American family has available, at its very door, the choicest selection of food to be found anywhere in the world, and at prices within its financial range.

It is not very difficult to obtain FOOD in our country!

Observe that this simple breakfast was gathered, by some strange form of magic (?) from China, South America, Utah, Kansas and the New England States, and delivered on the breakfast table, ready for consumption, in the very heart of the most crowded city in America, at a cost well within the means of the most humble laborer.

This family lives in a comfortable apartment, heated by steam, lighted with electricity, with gas for cooking.

the apartment is cleaned with a vacuum sweeper that is run by electricity.

Hot and cold water is available, at all times, in the kitchen and the bathroom.

The food is kept cool in a refrigerator that is run by electricity.

The wife curls her hair, washes her clothes and irons them with easily operated electrical equipment, on power obtained by sticking a plug in the wall.

The husband shaves with an electric shaver, and they receive entertainment from all over the world, 24 hours a day, if they want it, without cost, by merely turning the dial of their radio.

There are other conveniences in this apartment, but the foregoing list will give a fair idea of some of the concrete evidences of the freedom we, of America, enjoy.

(And this is neither political nor economic propaganda). CLOTHING. Anywhere in the United States, the woman of average clothing requirements can dress very comfortably and neatly, and the average man can dress also. Only the 3 basic necessities of food, clothing, and shelter have been mentioned. The average American citizen has other privileges and advantages available in return for modest effort, not exceeding eight hours per day of labor. Among these is the privilege of automobile transportation, with which one can go and come at will, at very small cost. The average American has security of property rights not found in any other country in the world. He can place his surplus money in a bank with the assurance that his government will protect it, and make good to him if the bank fails. If an American citizen wants to travel from one state to another he needs no passport, no one's permission. He may go when he pleases, and return at will. Moreover, he may travel by train, private automobile, bus, airplane, or ship, as his pocketbook permits. In Germany, Russia, Italy, and most of the other European and Oriental countries, the people cannot travel with so much freedom, and at so little cost.

We often hear politicians proclaiming the freedom of America, when they solicit votes, but seldom do they take the time or devote sufficient effort to the analysis of the source or nature of this "freedom."

These groups consist of scientists, educators, chemists, inventors, business analysts, publicity men, transportation experts, accountants, lawyers, doctors, and both men and women who have highly specialized knowledge in all fields of industry and business.

They support colleges, hospitals, public schools, build good roads, publish newspapers, pay most of the cost of government, and take care of the multitudinous detail essential to human progress.

Properly used, it is the most important essential of civilization.

The simple breakfast here described could not have been delivered to the New York family at any other price, if organized capital had not provided the machinery, the ships, the railroads, and the huge armies of trained men to operate them.

Some slight idea of the importance of ORGANIZED CAPITAL may be had by trying to imagine yourself burdened with the responsibility of collecting, without the aid of capital, and delivering to the New York City family, the simple breakfast described.

To supply the sugar, you would have to take another long swim to Cuba, or a long walk to the sugar beet section of Utah.

I am not attempting to present a brief for or against any group of men or any system of economics.

Millions of men and women throughout the nation are still engaged in this popular pastime of trying to GET without GIVING.

Some of them are lined up with labor unions, where they demand SHORTER HOURS AND MORE PAY!

Others do not take the trouble to work at all.

THEY DEMAND GOVERNMENT RELIEF AND ARE GETTING IT.

rights of freedom was demonstrated in New York City, where violent complaint was registered with the Postmaster, by a group of "relief beneficiaries," because the Postmen awakened them at 7:30 A.M. to deliver Government relief checks.

They DEMANDED that the time of delivery be set up to 10:00 o'clock.

where nearly everybody can live with but little effort, where many may live well without doing any work whatsoever.

However, you should know the full truth concerning this FREEDOM of which so many people boast, and so few understand.

There is but one dependable method of accumulating, and legally holding riches, and that is by rendering useful service.

No system has ever been created by which men can legally acquire riches through mere force of numbers, or without giving in return an equivalent value of one form or another.

There is a principle known as the law of ECONOMICS!

It is a law no man can beat.

more powerful than all the politicians and political machines.

It is above and beyond the control of all the labor unions.

It cannot be swayed, nor influenced nor bribed by racketeers or self-appointed leaders in any calling.

Moreover, IT HAS AN ALLSEEING EYE, AND A PERFECT SYSTEM OF BOOKKEEPING, in which it keeps an accurate account of the transactions of every human being engaged in the business of trying to get without giving.

Sooner or later its auditors come around, look over the records of individuals both great and small, and demand an accounting.

"Wall Street, Big Business, Capital Predatory Interests," or whatever name you choose to give the system which has given us AMERICAN FREEDOM, represents a group of men who understand, respect, and adapt themselves to this powerful LAW OF ECONOMICS!

Their financial continuation depends upon their respecting the law.

Most people living in America like this country, its capitalistic system and all.

I must confess I know of no better country, where one may find greater opportunities to accumulate riches.

Judging by their acts and deeds, there are some in this country who do not like it.

That, of course is their privilege; if they do not like this country, its capitalistic system, its boundless opportunities, THEY HAVE THE PRIVILEGE OF CLEARING OUT!

Always there are other countries, such as Germany, Russia, and Italy, where one may try one's hand at enjoying freedom, and accumulating riches providing one is not too particular.

America provides all the freedom and all the opportunity to accumulate riches that any honest person may require.

When one goes hunting for game, one selects hunting grounds where game is plentiful.

When seeking riches, the same rule would naturally obtain.

If it is riches you are seeking, do not overlook the possibilities of a country whose citizens are so rich that women, alone, spend over 200 million dollars annually for lip-sticks, rouge and cosmetics.

Think twice, you who are seeking riches, before trying to destroy the Capitalistic System of a country whose citizens spend over 50 million dollars a year for GREETING CARDS, with which to express their appreciation of their FREEDOM!

If it is money you are seeking, consider carefully a country that spends hundreds of millions of dollars annually for cigarettes, the bulk of the income from which goes to only four major companies engaged in supplying this national builder of "nonchalance" and "quiet nerves."

By all means give plenty of consideration to a country whose people spend annually more than 15 million dollars for the privilege of seeing moving pictures, and toss in a few additional millions for liquor, narcotics, and other less potent soft drinks and giggle-waters.

Do not be in too big a hurry to get away from a country whose people willingly, even eagerly, hand over millions of dollars annually for football, baseball, and prize fights.

And, by all means, STICK by a country whose inhabitants give up more than a million dollars a year for chewing gum, and another million for safety razor blades.

Remember, also, that this is but the beginning of the available sources for the accumulation of wealth.

Only a few of the luxuries and non-essentials have been mentioned.

But, remember that the business of producing, transporting, and marketing these few items of merchandise gives regular employment to MANY MILLIONS OF MEN AND WOMEN, who receive for their services MANY MILLIONS OF DOLLARS MONTHLY, and spend it freely for both the luxuries and the necessities.

Here our AMERICAN FREEDOM comes to one's aid.

If one has superior talent, training, experience, one may accumulate riches in large amounts.

EVERY PERSON THE OPPORTUNITY TO RENDER USEFUL SERVICE, AND TO COLLECT RICHES IN PROPORTION TO THE VALUE OF THE SERVICE.

This present edition is not sponsored or endorsed by, or otherwise affiliated with, Napoleon Hill or his family and heirs or the Napoleon Hill Foundation.