How To Win Friends And Influence People – Chapter One

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“If You Want To Gather Honey, Don’t kick Over The Beehive.”

 

On May 7, 1931, the most sensational manhunt New York City had ever known had come to it’s climax. After weeks of search, “Two Gun” Crowley – the killer, the gunman who didn’t smoke or drink – was at bay, trapped in his sweetheart’s apartment on West End Avenue. One hundred fifty policemen and detectives laid siege to his top-floor hideaway. They chopped a hole in the roof; and tried to smoke out Crowley, the “cop killer” with teargas. Then they mounted their machine guns on surrounding buildings, and for more than an hour one of New York’s fine residential areas reverberated with the crack of pistol fire and the rat-tat-tat of machine guns. Crowley, crouching behind the over-stuffed chair, fired incessantly at the police. Ten thousand excited people watched the battle. Nothing like it had ever been seen before on the sidewalks of New York.

 

When Crowley was captured, Police Commissioner E.P. Mulrooney declared that the two gun desperado was one of the most dangerous criminals ever encountered in the history of New York. “He will kill” said the commissioner, “at the drop of a feather.”

 

But how did “Two Gun” Crowley regard himself? We know, because while the police were firing into the apartment, he wrote a letter addressed “To whom it may concern. And, as he wrote, the blood flowing freely from his wounds left a crimson trail on the paper. In this letter Crowley said: “Under my coat is a weary heart, but a kind one that would do nobody any harm.” A short time before this, Crowley had been having a necking party with his girlfriend on a country road out on the Island. Suddenly a policeman walked up to the car and said, “let me see your license.” Without saying a word, Crowley drew his gun and cut the policeman down in a shower of lead. As the dying officer fell, Crowley leaped out of the car, grabbed the officer’s revolver, and fired another bullet into the prostrate body. And that was the killer who said: “Under my coat is a weary heart, but a kind one – one that would do nobody any harm.”

 

Crowley was sentenced to the electric chair. When he arrived at the death house in Sing Sing, did he say, “This is what I get for killing people?” No, he said, “This is what I get for defending myself.”

 

The point of the story is this: “Two Gun” Crowley didn’t blame himself for anything. Is that an unusual attitude among criminals? If you think so, listen to this: “I have spent the best years of my life giving people the lighter pleasures, helping them have a good time, and all I get is abuse, the existence of a hunted man.” That’s Al Capone speaking. Yes, America’s most notorious Public Enemy – the most sinister gang leader who ever shot up Chicago. Capone didn’t condemn himself. He actually regarded himself as a public benefactor – an unappreciated and misunderstood public benefactor. And so did Dutch Schultz before he was crumpled up under gangster bullets in Newark. Dutch Schultz, one of New York’s most notorious rats, said in a newspaper interview that he was a public benefactor. And he believed it.

 

I have had some interesting correspondence with Lewis Lawes, who was warden of New York’s infamous Sing Sing prison for many years, on this subject, and he declared that “few of the criminals in Sing Sing regard themselves as bad men. They are just as human as you and I. So they rationalize, they explain. They can tell you why they had to crack a safe or be quick on a trigger finger. Most of them attempting by a form of reasoning, fallacious or logical, to justify their antisocial acts even to themselves, consequently stoutly maintaining that they should never have been imprisoned at all.

 

If Al Capone, “Two Gun” Crowley, Dutch Schultz, and the desperate men and women behind prison walls don’t blame themselves for anything – what about the people with whom you and I come in contact?

 

John Wanamaker, founder of the stores that bear his name, once confessed: “I learned thirty years ago that it is foolish to scold. I have enough trouble overcoming my own limitations without fretting over the fact that God has not seen fit to distribute evenly the gift of intelligence.” Wanamaker learned this lesson early, but I personally had to blunder through this old world for a third of a century before it began to dawn on me that ninety-nine times out of a hundred, people don’t criticize themselves for anything, no matter how wrong it may be. Criticism is futile because it puts a person on the defensive and usually makes him strive to justify himself. Criticism is dangerous, because it wounds a person’s precious pride, hurts his sense of importance, and arouses resentment.

 

B.F. Skinner, the world-famous psychologist, proved through his experiments that an animal rewarded for good behavior will learn much more rapidly and retain what it learns far more effectively than an animal punished for bad behavior. Later studies have shown that the same applies to humans. By criticizing, we do not make lasting changes and often incur resentment.

 

Hans Seyle, another great psychologist said, “As much as we thirst for approval, we dread condemnation.” The resentment that criticism engenders can demoralize employees, family members and friends, and still not correct the situation that has been condemned. George B. Johnston of Enid, Oklahoma, is the safety coordinator for an engineering company. One of his responsibilities is to see that employees wear their hard hats whenever they are on the job in the field. He reported that whenever he came across workers who were not wearing hard hats, he would tell them with a lot of authority of the regulation and that they must comply. As a result he would get a sullen acceptance, and often after he left, the workers would remove the hats. So he decided to try a different approach. The next time he found some of the workers not wearing their hard hat, he asked if the hats were uncomfortable or did not fit properly. Then he reminded the men in a pleasant tone of voice that the hat was designed to protect them from injury and suggested that it always be worn on this job. The result was increased compliance with the regulation with no resentment or emotional upset.

 

You will find examples of the futility of criticism bristling on a thousand pages of history. Take for example, the famous quarrel between Theodore Roosevelt and President Taft – a quarrel that split the Republican Party, put Woodrow Wilson in the White House, and wrote bold, luminous lines across the First World War and altered the flow of history. Let’s review the facts quickly. When Theodore Roosevelt stepped out of the White House in 1908, he supported Taft, who was elected president. Then Theodore Roosevelt went off to Africa to shoot lions. When he returned, he exploded. He denounced Taft for his conservatism, tried to secure the nomination for the third term for himself, formed the Bull Moose Party, and all but demolished the G.O.P. In the election that followed, William Howard Taft and the Republican Party carried only two states – Vermont and Utah. The most disastrous defeat the party had ever known.

 

Theodore Roosevelt blamed Taft, but did President Taft blame himself? Of course not. With tears in his eyes Taft said: “I don’t see how I could have done anything differently from what I have.” Who was to blame? Roosevelt or Taft? Frankly, I don’t know, and I don’t care. The point that I am trying to make is that all of Theodore Roosevelt’s criticism didn’t persuade Taft that he was wrong. It merely made Taft strive to justify himself and to reiterate with tears in his eyes: “I don’t see how I could have done any differently from what I have.”

 

Or take the Teapot Dome oil scandal. It kept the newspapers ringing with indignation in the early 1920’s. It rocked the nation! Within the memory of living men, nothing like it had ever happened before in American public life. Here are the facts of the scandal: Albert B. Fall, Secretary Of The Interior in Harding’s cabinet, was entrusted with the leasing of the government oil reserves at Elk Hill and Teapot Dome – oil reserves that had been set aside for the future use of the Navy. Did Secretary Fall permit competitive bidding? No sir. He handed the fat, juicy contract outright to his friend Edward L. Doheny. And what did Doheny do? He gave Secretary Fall what he was pleased to call a “loan” of one hundred thousand dollars. Then, in a high handed manner, Secretary Fall ordered United States Marines in the district to drive off competitors whose adjacent wells were sapping oil out of the Elk Hill reserves. These competitors, driven off their ground at the ends of guns and bayonets, rushed into court – and blew the lid off the Teapot Dome scandal. A stench so vile that it ruined the Harding Administration, nauseated an entire nation, threatened to wreck the Republican Party, and put Alfred B. Fall behind prison bars.

 

Fall was condemned viciously – condemned as few men in public life have ever been. Did he repent? Never! Years later Herbert Hoover intimated in a public speech that President Harding’s death had been due to anxiety and worry because a friend had betrayed him. When Mrs. Fall heard that, she sprang from her chair, she wept, she shook her fists at fate and screamed: “What! Harding betrayed by Fall? No! My husband never betrayed anyone. This whole house full of gold would not tempt my husband to do wrong. He is the one who has been betrayed and led to the slaughter and crucified.”

 

There you are: human nature in action, wrongdoers, blaming everyone but themselves. We are all like that. So when you and I are tempted to criticize someone tomorrow, let’s remember Al Capone, “Two Gun” Crowley, and Albert Fall. Let’s realize that criticisms are like homing pigeons. They always return home. Let’s realize that the person we are going to correct and condemn will probably justify himself or herself, and condemn us in return; or, like the gentle Taft will say: “I don’t see how I could have done any differently from what I have.”

 

On the morning of April 15, 1865, Abraham Lincoln lay dying in a hall bedroom of a cheap lodging house directly across the street from Ford’s theater, where John Wilkes Booth had shot him. Lincoln’s long body lay stretched diagonally across the sagging bed that was too short for him. A cheap reproduction of Rosa Bonheur’s famous painting The Horse Fair hung above the bed, and a dismal gas jet flickered yellow light. As Lincoln lay dying, Secretary of War Stanton said, “There lies the most perfect ruler of men that the world has ever seen.”

 

What was the secret of Lincoln’s success in dealing with people? I studied the life of Abraham Lincoln for ten years and devoted all of three years to writing and rewriting a book entitled Lincoln the Unknown. I believe that I have made as detailed and exhaustive a study of Lincoln’s personality and home life as it is possible for any being to make. I made a special study of Lincoln’s method of dealing with people. Did he indulge in criticism? Oh, yes. As a young man in the Pigeon Creek Valley of Indiana, he not only criticized but he wrote letters and poems ridiculing people and dropped these letters on the country roads where they were sure to be found. One of these letters aroused resentments that burned for a lifetime.

 

Even after Lincoln had become a practising lawyer in Springfield, Illinois, he attacked his opponents openly in letters published in the newspapers. But he did this just one time too many. In the autumn of 1842 he ridiculed a vain, pugnacious politician by the name of James Shields. Lincoln roasted him through an anonymous letter published in the Springfield Journal. The town roared with laughter. Shields, sensitive and proud, boiled with indignation. He found out who wrote the letter, leaped on his horse, started after Lincoln, and challenged him to fight a duel. Lincoln didn’t want to fight. He was opposed to dueling, but he couldn’t get out of it and save his honor. He was given the choice of weapons. Since he had very long arms, he chose calvary broadswords and took lessons in sword fighting from a West Point graduate; and, on the appointed day, he and Shields met on a sandbar in the Mississippi River, prepared to fight to the death; but, at the last minute, their seconds interrupted and stopped the duel.

 

That was the most lurid personal incident in Lincoln’s life. It taught him an invaluable lesson in the art with dealing with people. Never again did he write an insulting letter. Never again did he ridicule anyone. And from that time on, he almost never criticized anybody for anything.

 

Time after time, during the Civil War, Lincoln put a new general at the head of the Army of the Potomac, and each one in turn – McClellan, Pope, Burnside, Hooker, Meade – blundered tragically and drove Lincoln to pacing the floor in despair. Half the nation savagely condemned these incompetent generals, but Lincoln, “With malice toward none, and charity for all,” held his peace. One of his favorite quotations was, “Judge not, that you be not judged.” When Mrs. Lincoln and others spoke harshly of the southern people, Lincoln replied: “Don’t criticize them; they are just what we would be under similar circumstances.”

 

Yet if any man ever had occasion to criticize, surely it was Lincoln. Let’s just take one illustration: The battle of Gettysburg was fought during the first three days of July 1863. During the night of July 4, Lee began to retreat southward while storm clouds deluged the country with rain. When Lee reached the Potomac with his defeated army, he found a swollen, impassable river in front of him, and a victorious Union Army behind him. Lee was in a trap. He couldn’t escape. Lincoln saw that. Here was a golden, heaven-sent opportunity, the opportunity to capture Lee’s Army and end the war immediately. So, with a surge of high hope, Lincoln ordered Meade not to call a council of war but to attack Lee immediately. Lincoln telegraphed his orders and then sent a special messenger to Meade demanding immediate action. And what did General Meade do? He did the very opposite of what he was told to do. He called a council of war in direct violation of Lincoln’s orders. He hesitated. He procrastinated. He telegraphed all manner of excuses. He refused point-blank to attack Lee. Finally the waters receded and Lee escaped over the Potomac.

 

Lincoln was furious, “What does this mean?” Lincoln cried to his son Robert. “Great God! What does this mean? We had them within our grasp, and had only to stretch forth our hands and they were ours; yet nothing that I could say or do could make the army move. Under the circumstances, almost any general could have defeated Lee. If I had gone up there I could have whipped him myself.” In bitter disappointment, Lincoln sat down and wrote Meade this letter. And remember, at this period of his life Lincoln was extremely conservative and restrained in his phraseology. So this letter coming from Lincoln in 1863 was tantamount to the severest rebuke.

 

My dear General, I do not believe you appreciate the magnitude of the misfortune involved in Lee’s escape. He was within our easy grasp, and to have closed upon him would, in connection with our other late successes, have ended the war. As it is, the war will be prolonged indefinitely. If you could not safely attack Lee last Monday, how can you possibly do so south of the river, when you can take with you very few, no more than two-thirds of the force that you had in hand? It would be unreasonable to expect and I do not expect that you can effect much. Your golden opportunity is gone, and I am distressed immeasurably because of it.

 

What do you suppose Meade did when he read the letter? Meade never saw the letter. Lincoln never mailed it. It was found among his papers after his death. My guess is – and it is just a guess – that after writing this letter, Lincoln looked out the window and said to himself, “Just a minute. Maybe I ought not to be so hasty. It is easy enough for me to sit here in the quietness of the White House and order Meade to attack; but if I had been up there in Gettysburg, and if I had seen as much blood as Meade has seen during the last week, and if my ears had been pierced with the screams and shrieks of the wounded and dying, maybe I wouldn’t be so anxious to attack either. If I had Meade’s timid temperament, maybe I would have done just what he has done. Anyhow, it is water under the bridge now. If I send this letter, it will relieve my feelings, but it will make Meade try to justify himself. It will make him condemn me. I will arouse hard feelings, impair all of his future usefulness as a commander, and perhaps force him to resign from the army.”

 

So, as I have already said, Lincoln put the letter aside, for he had learned by bitter experience that sharp criticisms and rebukes almost invariably end in futility.

 

Theodore Roosevelt said that when he, as president, was confronted with a perplexing problem, he used to lean back and look up at a large painting of Lincoln which hung above his desk in the White House and ask himself, “What would Lincoln do if he were in my shoes? How would he solve this problem? The next time we are tempted to admonish somebody, let’s pull a five-dollar bill out of our pocket, look at Lincoln’s picture on the bill, and ask, “How would Lincoln handle this problem if he had it?”

 

Mark Twain lost his temper occasionally and wrote letters that turned the paper brown. For example, he once wrote to a man who had aroused his ire: “The thing for you is a burial permit. You have only to speak and I will see that you get it.” On another occasion he wrote to an editor about a proofreader’s attempts to “improve my spelling and punctuation”. He ordered: “Set the matter according to my copy hereafter and see that the proofreader retains his suggestion in the mush of his decayed brain.” The writing of these stinging letters made Mark Twain feel better. They allowed him to blow off steam, and the letters didn’t do any real harm, because Mark’s wife secretly lifted them out of the mail. They were never sent.

 

Do you know someone you would like to change and regulate and improve? Good! That is fine. I am all in favor of it, but why not begin on yourself? From a purely selfish standpoint, that is a lot more profitable than trying to improve others – yes, and a lot less dangerous. “Don’t complain about the snow on your neighbor’s roof,” said Confucius, “when your own doorstep is unclean.”

 

When I was still young and trying to impress people, I wrote a foolish letter to Richard Harding Davis, an author who once loomed large on the literary horizon of America. I was preparing a magazine article about authors, and I asked Davis to tell me about his method of work. A few weeks earlier, I had received a letter from someone with this notation at the bottom: “dictated but not read.” I was quite impressed. I felt that the writer must be very big and busy and important. I wasn’t the slightest bit busy, but I was eager to make an impression on Richard Harding Davis, so I ended my short note with the words: “Dictated but not read.” He never troubled to answer the letter. He simply returned it to me with this scribble across the bottom: “Your bad manners are only exceeded by your bad manners.” True, I had blundered, and perhaps I deserved this rebuke. But being human, I resented it so sharply that when I read of his death of Richard Harding Davis ten years later, the one thing that still persisted in my mind – I am ashamed to admit – was the hurt that he had given me.

 

If you want to stir up a resentment tomorrow that may rankle across the decades to endure until death, just let us indulge in a little stinging criticism, no matter how certain we are that it is justified.

 

When dealing with people, let us remember that we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity. Bitter criticism caused the sensitive Thomas Hardy, one of the finest novelists ever to enrich English literature, to give up forever the writing of fiction. Criticism drove Thomas Chatterton, the English Poet, to suicide.

 

Benjamin Franklin, tactless in his youth, became so diplomatic, so adroit at handling people, that he was made American Ambassador to France. The secret of his success? “I will speak ill of no man,” he said, “and speak all the good I know of everybody.” Any fool can criticize, condemn, and complain – and most fools do. But it takes character and self-control to be understanding and forgiving. “A great man shows his greatness,” said Carlyle, “by the way he treats little men.”

 

Bob Hoover, a famous test pilot and frequent performer at air shows, was returning to his home in Los Angeles from an air show in San Diego. As described in the magazine Flight Operations, at three hundred feet in the air, both engines suddenly stopped. By deft maneuvering he managed to land the plane, but it was badly damaged although nobody was hurt. Hoover’s first act after the emergency landing was to inspect the airplane’s fuel. Just as he suspected, the World War Two propeller plane he had been flying had been fueled with jet fuel rather than gasoline. Upon returning to the airport, he asked to see the mechanic who had serviced his airplane. The young man was sick with the agony of his mistake. Tears streamed down his face as Hoover approached. He had just caused the loss of a very expensive plane and could have caused the loss of three lives as well. You can imagine Hoover’s anger. One could anticipate the tongue lashing that this proud and precise pilot would unleash for his carelessness. But Hoover didn’t scold the mechanic; he didn’t even criticize him. Instead, he put his big arm around the man’s shoulder and said, “To show you that I’m sure you will never do that again, I want you to service my F-51 tomorrow.”

 

Often parents are tempted to criticize their children. You would expect me to say “don’t”. But I will not, I am merely going to say, “Before you criticize them, read one of the classics of American journalism, “Father Forgets.” It originally appeared as an editorial in the Women’s Home Journal. We are reprinting it here with the author’s permission, as condensed in the Reader’s Digest. “Father Forgets” is one of those little pieces which – dashed in a moment of sincere feeling – strikes an echoing chord in so many readers as to become a perennial reprint favorite. Since it’s first appearance, “Father Forgets” has been reproduced, writes the author, W. Livingston Larned, in hundreds of magazines and house organs, and in newspapers the country over. It has been reprinted almost as extensively in many foreign languages. I have given personal permission to thousands who wished to read it from school, church, and lecture platforms. It has been ‘on the air’ on countless occasions and programs. Oddly enough, college periodicals have used it, and high school magazines. Sometimes a little piece seems to mysteriously ‘click’. This one certainly did.

 

FATHER FORGETS W, LIVINGSTON LARNED

Listen, son: I am saying this as you are lying asleep, one little paw crumpled under your cheek and the blond curls stickily wet on your damp forehead. I have stolen into your room alone. Just a few minutes ago, as I sat reading my paper in the library, a stifling wave of remorse swept over me. Guiltily I come to your bedside. There are things I was thinking son: I had been cross to you. I scolded you as you were dressing for school because you gave your face merely a dab with the towel. I took you to task for not cleaning your shoes. I called out angrily when you threw some of your things on the floor. At breakfast I found fault too. You spilled things. You gulped down your food. You put your elbows on the table. You spread butter too thick on your bread. And as you started off to play and I made for my train, you turned and waved a hand and called, “Goodbye Daddy!” and I frowned, and said in reply, “Hold your shoulders back!” Then it began all over again in the late afternoon. As I came up the road I spied you, down on your knees, playing marbles. There were holes in your stockings. I humiliated you in front of your boyfriends by marching you ahead of me to the house. Stockings were expensive – and if you had to buy them you would be more careful! Imagine that, son, from a Father! Do you remember, later, when I was reading in the library, how you came in timidly, with a sort of hurt look in your eyes? When I glanced up over my paper, impatient over the interruption, you hesitated at the door. “What is it you want?” I snapped. You said nothing, but ran across in one tempestuous plunge, and threw your arms around my neck and kissed me, and your small arms tightened with an affection that God had set blooming in your heart and which neglect could not wither. And then you were gone, pattering up the stairs. Well son, it was shortly afterward that my paper slipped from my hands and a terrible sickening fear came over me. What has habit been doing to me? The habit of finding fault, or reprimanding – this was my reward to you for being a boy. It was not that I did not love you; it was that I expected too much of youth. I was measuring you by the yardstick of my own years. And there was so much that was good and fine and true in your character. The little heart of you was as big as the dawn itself over the wide hills. This was shown by your spontaneous impulse to rush in and kiss me good night. Nothing else matters tonight, son. I have come to your bedside in the darkness, and I have knelt there ashamed! It is a feeble atonement; I know you would not understand these things if I told them to you during your waking hours. But tomorrow I will be a real daddy! I will chum with you, and suffer when you suffer, and laugh when you laugh. I will bite my tongue when impatient words come. I will keep saying as if it were a ritual: “He is nothing but a boy – a little boy!” I am afraid that I have visualized you as a man. Yet as I see you now, son, crumpled and weary in your cot, I see you are still a baby. Yesterday you were in your mother’s arms, your head on her shoulder. I have asked too much, too much.

 

Instead of condemning people, let’s try to understand them. Let’s try to figure out why they do what they do. That’s a lot more profitable and intriguing than criticism; and it breeds sympathy, tolerance, and kindness. “To know all is to forgive all.” As Dr. Johnson said, “God himself sir does not propose to judge man until the end of his days.” Why should you and I?

 

PRINCIPLE 1.1 – DON’T CRTICIZE, CONDEMN, OR COMPLAIN.

 

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There Is Nothing Impossible

anim 7

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One of the main weaknesses of mankind is the average man’s familiarity with the word “impossible”. He knows all the rules which will NOT work. He knows all the things which CANNOT be done. This book was written for those who seek the rules which have made others successful, and are willing to stake EVERYTHING on those rules.

 

Here’s the thing. There are rules that govern success and winning in life. Since that is the case, we need to learn what those rules are and then practise them. There are few who are willing to spend the time and the effort to learn the laws of success. Therefore, and because of that most of the world’s population is mediocre, poor, lacking in achievement, unsatisfied, and unfulfilled. Many despise and even hate the rich and successful people in this world. They are jealous and envious. Many have turned to crime and even murder to try to get the good things of this world. Many wars have been fought over the possession of money, land, and natural resources.

 

Yet the laws of success DO exist. But notice that Napoleon Hill said that it was necessary to stake EVERYTHING on the rules that have made others successful. There is a price to pay. It requires that you learn the laws of success and then you put ALL of your life and resources and EVERYTHING that you are on these laws. It will take a total commitment.

 

This sounds harsh to the uninitiated and unlearned, but the fact is that you really can achieve anything in life that you desire and you can have anything that you want in life as well. For such a great prize, is it not worth the price that is required? The greater the prize, the greater the price. Yet you will be dealing with what you desire more than anything else in the world, so it will not seem like such a great price when you have to pay it. The point that I am making is that you are being offered the ability, the secret, and the power of how to get anything in life that you desire. You do not have to accept second best any longer. You can have the very best that life offers. So I admonish you to make a quality decision to seek the rules that have made other people successful, and be willing to stake EVERYTHING on those rules.

 

A great many years ago I purchased a fine dictionary. The first thing I did with it was to turn to the word “impossible”, and neatly clip it out of the book. That would not be an unwise thing for you to do.

 

It’s time to get rid of the word “impossible” from our vocabulary. The only things that are impossible are those things that you say, believe and accept as being impossible. People said that for people to fly was impossible. To fly to the moon was impossible. To cure polio, tuberculosis, and many childhood diseases was impossible. For man to travel faster than 20 mph was impossible. To cross the ocean was impossible. For a man to run a four minute mile was impossible. To fly an airplane across the Atlantic Ocean was impossible. All of these things and many more were called impossible and now have been done. There is nothing impossible. Only those things which are misunderstood are called impossible. The only thing that is necessary is to learn how these things are done and to do them. There really is nothing that is impossible. Jesus said that all things are possible to the one who believes.

 

Success comes to those who become SUCCESS CONSCIOUS. Failure comes to those who indifferently allow themselves to become FAILURE CONSCIOUS. The object of this book is to help all who seek it, to learn the art of changing their minds from FAILURE CONSCIOUSNESS to SUCCESS CONSCIOUSNESS. Another weakness found in altogether too many people, is the habit of measuring everything, and everyone, by their own impressions and beliefs. Some who will read this, will believe that no one can THINK AND GROW RICH. They cannot think in terms of riches, because their thought habits have been steeped in poverty, want, misery, failure, and defeat.

 

The greatest thing that you can do for yourself, perhaps, is to change your thinking from failure consciousness to success consciousness. As long as you are failure conscious that is all that you will experience in life. What you think and believe is what will govern and control your life. There is no getting around it. If you change your thinking to success consciousness, then that is what you will begin to experience. Your changed thought and belief pattern will also change what you experience. It will take a lot of hard work, and it will not happen overnight, but you can do it if you want to do it. And the battle will just make the victory sweeter.

 

You need to stop measuring everyone and everything by your own impressions and beliefs. That is the natural thing to do. But it is also the wrong thing to do. Just because you think or believe a certain way that doesn’t make it so. There are natural laws and spiritual laws that govern this planet. They will be correct and constant for as long as this earth remains. The creator made them and man is powerless to change them. So no matter what you think or believe about these laws, if you think incorrectly about them, then it is your own thoughts and beliefs that are wrong. This will be so 100% of the time. So the wise choice is to learn the laws that govern this world and to change your thinking to be in perfect agreement with these laws.

 

These unfortunate people remind me of a prominent Chinese, who came to America to be educated in the American ways. He attended the University of Chicago. One day President Harper met this young Chinese on the campus, stopped to chat with him for a few minutes, and asked what had impressed him as being the most noticeable characteristic of the American people. “Why”, the Chinaman exclaimed, “The queer slant of your eyes. Your eyes are off slant!” What do we say about the Chinese? We refuse to believe that which we do not understand. We foolishly believe that our own limitations are the proper measure of limitations. Sure, the other fellow’s eyes are “off slant”, BECAUSE THEY ARE NOT THE SAME OF OUR OWN. 

 

People are always thinking that what they know and understand are the correct ways things are done. A young boy once watched me washing vegetables in the sink and told me that I was doing it wrong. I asked him why, and he responded that it wasn’t the way that his mother did it. We are all like that boy. We think that the way things are done in our culture, our city, and our family is the correct way to do things. The truth is that this is only the way that WE UNDERSTAND HOW TO DO THINGS. Other people will always do things in their own way and it will most likely be different than how we do it. Wisdom would tell us to observe other people and to learn from them. It is very likely that we can learn something of value from every person that we meet. It is of the greatest importance that we be open to observe and to learn the laws of success, and to adopt them into our thinking and into our actions. Let go of what has produced failure and heartache and embrace what will produce success and happiness.

 

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Success and Motivation Quotes

NH 6

 

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This is the prize that many are after. There is a long drawn out battle to learn all the pieces of the puzzle that compromises your own success. But when the last piece is put into place and the picture is complete, then things will move very quickly. Stay with it. Keep trying new things until you discover what works. Never quit. Keep your emotions charged with positive feelings. You will make it. You will succeed. You will win.

 

NP 3

 

These are words to live by. The only sure path to success is to make a firm decision written in granite that will never change. You decide to never quit. Your definite chief aim in life is what you will do and accomplish for the remainder of your time here on earth. All that you need in knowledge, resources, help, ability, and strength will come to you as you take action toward the accomplishment of your dream. They will inexplicably be drawn to you. So just take action and never quit.

 

NH 5

 

Your desire needs to be a strong one. Not an ordinary everyday thing or a New Year’s resolution. It has to be a BURNING DESIRE that is so intense that it consumes your thoughts and imagination. It becomes the ONE THING that you desire above all others.

 

NH 11

 

If you never fall into the trap of quitting when under pressure, then you will never be defeated. As long as you keep on working toward the accomplishment of your goal, you are a winner. Just keep at it without ever quitting and the results will take care of themselves.

 

NP 6

 

Think big thoughts and dream big dreams. Don’t settle for leftovers when you can have the very best. Shoot for the stars. You deserve the very best in life if you learn how the law of success works and you diligently use that law to succeed.

 

TR 20

 

As the old saying says, “Keep on Truckin”. Just simply don’t ever quit. Everyday is made up of twenty-four hours. Use them to your advantage and for the construction of your dreams and goals. Everyday just keep working on your dream. You are constructing it. A building is built by daily taking action and doing what is necessary to construct it.

 

NH 8

 

Conceive your dream in your own thoughts. Then believe in it and in your ability to achieve it. Then do all of the work necessary to achieve your dream. Continue to believe and to work at achieving it FOREVER. Never quit, never stop, never give up, and never give in. Be a winner. With correct knowledge of how the law of success works and much hard work, you will be a winner in life.

 

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Thoughts On Having A Definite Chief Aim

NP 6

 

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The best rose bush, after all, is not that which has the fewest thorns, but that which bears the finest roses. (Henry Van Dyke)

What wisdom can be drawn from this? The thorns on a rose bush can prick your fingers and hands, draw blood, and cause pain. If you concentrate on those negative facts about a rose bush, then you will miss the benefits of one of the most aromatic and beautiful flowers that there is, the rose.

In the same manner, whatever you want in life is going to cost you. The price may be time, effort, hard work, temporary setbacks, pain, frustration, fatigue, money, and many other discomforts as well. The question is, Is it worth it to you? With full knowledge of the price that you will have to pay to get this desire of yours, Is it worth the price that you will be required to pay for it? You need to answer this question and decide the matter for yourself, before you ever begin to seek this thing that you desire. Weigh carefully the costs with the gains. You must want the thing that you desire so badly that you are willing to pay any price, no matter how high, in order to get it. The price that you pay must seem as just a small, insignificant amount in comparison to great value your goal presents to you.

If this is not the case with you, then the goal or desire that you have set for yourself is the wrong one. To have a definite chief aim in life is to desire the one thing that is worth more than all else to you. Of necessity your definite chief aim will be different than mine. We are not the same. Our likes and dislikes, our desires and ambitions are all different. I remember a humorous story I once heard. Two elderly gentlemen were talking and one of them said to his friend, “I’m so glad that God made everyone different. Because if he made all men like me, then they would all want my wife.” His companion answered, “And if God made all men like me, then they wouldn’t have her.”

The reason that there are so many kinds of cars, restaurants, clothing, soft drinks, food, breeds of dogs, varieties of flowers, and so many other things as well, is because all people are different. We all desire different things. Your main job in order to succeed will be to decide exactly what it is that you want in life. That one thing that will motivate you to make any sacrifice, and take as much time as is necessary to get it. If you can decide just that one thing, then you are halfway to achieving the life of your dreams. That is just it. You need to have a dream to dream.

You can do it if you believe you can!

So much is said in that small phrase. Jesus said it this way, “If you can believe, all things are possible to the one who believes.” It is in believing that something is possible that all of the knowledge, ability, wisdom, power, resources, material, talent, and anything else that is necessary to make it become a reality, will be released to you. Settle on your dream and then believe in it. Just doing that will win much of the battle for you. There are laws that govern planet earth that are not known by all. Many know of the law of faith, but only few know how to get it to work for themselves. Many are aware that there are laws that govern success, but only few know how they work. Decide right here and now to be one of these people who learn how to use the law of faith and the laws of success. You can do it if you believe you can!

YOU are at the beginning of a course of philosophy which, for the first time in the history of the world, has been organized from the known factors which have been used and must always be used by successful people.

When Napoleon Hill wrote these words, he was revealing the law of success for the first time. He thought that it would literally transform the world. Apparently it did a lot of good while he was alive and able to expound upon it to people. But since then it has fallen into nearly the “unknown” category among modern people. Do you know why that is? After many years of study and thought about it, I believe that I have an answer.

The laws of success are a “deep” subject matter. It deals with not only mental and psychological laws, but spiritual ones as well. It takes most people a long time to understand these things, and most give up before they learn enough to do them much good. It requires learning the art of meditation and deep thought. It requires discipline. And quite frankly, it also requires someone to explain it all in simpler terms than in which it was written. The teaching presented by Napoleon Hill is too concentrated and needs to be diluted with water like Campbell’s original soup does. I started studying these laws many years ago. Sometimes there were long gaps in between the times that I studied them. The end result has been that these laws have become real to me and I can now dilute them, or explain them in ways that people can understand them better. So this is my purpose in writing these books. I am using the best course on success that was ever written, and I am amplifying it, and explaining it in a way that people will better understand.

The known factors contained in this course are the ones that must always be used by successful people. Just as people learned other great natural laws such as gravity, motion, thrust, and lift; so must the laws of success be identified and learned one by one. There is only one set of laws that govern success. When they are learned and put into practice, they will cause anyone to succeed in their chosen work in life. The only limitations are the ones placed there by yourself.

 

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Thoughts Are Things

TR 20

 

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We often think of thoughts as being only intangible things without any reality in them. But they are much more than that. Everything that exists in this world that has been created by man all had it’s beginning with a thought. We think and then we take action. We think about food, and what kind of food sounds good before we ever get anything to eat. We think of what clothes to wear before getting them and putting them on. We plan our day in the morning before we ever leave our home to do anything. Everything starts with a thought. Even spur of the moment things begin with thoughts. They might be quick bursts of thought, but we thought about it before acting nonetheless.

 

Napoleon Hill said, “Truly, thoughts are things, and powerful things at that, when they are mixed with definiteness of purpose, persistence, and a BURNING DESIRE for their translation into riches, or other material objects.”

 

So thoughts become very powerful when they are mixed with some very important ingredients. Thoughts all by themselves do not have any power. But when they are mixed with these other ingredients, they become extremely powerful. Gunpowder is very powerful when all of the ingredients to make it are together in their proper mixture. If one of the ingredients is missing then it isn’t gunpowder, and will not have any power. We need to learn the proper mixture of how to make our thoughts powerful.

 

First, is definiteness of purpose. This is the ability to know what you want. It isn’t as easy as it sounds. I spend most of my life not knowing what I really wanted in life. I have met people trying to find their calling in life. We are all born with certain talents, abilities, likes and dislikes. In a free society you have the freedom to choose what it is that you want to do with your life. You need to learn what you really like and what you want to do. Discover your talents and abilities. Locate the one things that you desire above all else. Only that one thing will motivate you to take action without ever quitting, no matter what happens to you. And it is that one thing that you will love to do. It won’t seem as work to you because you love doing it.

 

Next, persistence is required. The attitude of persistence is “I get knocked down, I get up again, because nothing can ever keep me down.” Life will throw all types of problems, hurt, heartache, pain, temporary defeat, and all sorts of things against you. It is persistence that will see you through. You have made a decision to stay with your dream forever and to never quit no matter what happens.

 

A burning desire is developed because you think about your dream all of the time, you image your life having the dream already in living color, and you take action toward it’s accomplishment. You cannot any longer imagine your life not having your coveted goal or dream. It consumes you. You have decided what your life consists of and you refuse to accept anything other than your dream as a reality. You eat, sleep, and drink your dream. You are consumed with it every waking hour. This is what will produce a burning desire inside of you. It is the burning desire that unleashes powerful forces that will bring it to pass.

 

This is the path for translating thoughts into material things, circumstances, and riches. Learn the rules that govern this law, and you will unlock your own success and happiness in life. You CAN create the life of your dreams if you carefully learn and follow these steps. There is tremendous power inside of you waiting to be discovered and used. Every human being has this same power and ability. It’s amazing that so few people ever discover it and even fewer who use it. I wish you the best on your quest.

 

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