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Born_Rich

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Introduction 

Every human being has been "Born Rich;" it's just that 
most people are temporarily a little short of money! This book 
has been written in an attempt to bridge the gap between 
where you currently are and where you want to be. Step by 
step, chapter by chapter, it will help you piece together the 
puzzle we most often refer to as "life," so you can build a 
picture of prosperity in your mind, and then go on to create 
that prosperity in your life. Indeed, life is very much like the 
Rubic's Cube because we have all the right pieces, and all the 
right colors, but it is a frustrating, never-ending process, 
trying to get them to fit together. Inevitably, it seems, there are 
always at least one or two pieces we have left out. 

As you journey through this book, you will soon become 
very aware I am not telling you anything you do not already 
know. I am just expressing the ideas in an organized, coherent 
manner, which will enable you to achieve the results you have 
desired since you were first able to think. Every day, all over 
the world, millions of "dreamers" purchase lottery tickets, 
wishing for someone to fortuitously pick their names, and drop 
a fortune into their laps. These people never seem to 
understand that the real joy in life comes not from having 
money handed to them on a "silver platter," but from going out 
and actually earning it themselves. Moreover, if the truth were 
known to you, you would realize that you already have the 
ability to achieve those things which you presently only dream 
about. 

Let this book prove to be your Aladdin's Lamp. You have, 
in your hands, something which you have been searching for. 
This is a plan-a very simple plan-that will take you from where 
you are, to where you want to be. It is actually a deceptively 
simple plan. But do not let its apparent simplicity deceive you, 
because each chapter contains an idea which will prove to be 
of enormous value. These ideas are extremely effective. I have 
personally put each and every one of them to a test over the 
past quarter of a century. I have watched thousands of people, 


who have attended my seminars, put these ideas to a test as 
well. I can tell you, therefore, from both my first and 
secondhand experiences, the results in many cases have been 
extraordinary. 

For example, individuals with barely enough resources to 
meet their basic needs have become very wealthy. Others, who 
had pressing problems which caused them to be unhappy and 
depressed, have literally transformed themselves into happy, 
well-balanced individuals. 

Now you have the opportunity to put these ideas to the 
supreme test, in your own life. What is it that you want? Know 
you can have it-you can have all of the things you want-but 
you must clearly understand and apply all of the ideas I am 
about to present to you. No amount of reading or memorizing 
will give you the success you desire. It is only the 
understanding and application of right-thinking that counts. 
So, regardless of what I, or anyone else, might say, you are 
going to have to prove these ideas for yourself. 

I could have filled this book with scientific data, showing 
you-in black and white-exhaustive studies documenting the 
fact that these ideas actually do work. However, other than 
possibly satisfying the analytical side of your mind, that sort of 
information would be of little practical use to you. Although I 
do use many examples in the following pages which describe 
how individuals, or possibly families, have put these ideas to 
work and have explained the benefits which they have derived, 
I have deliberately omitted any scientific research, as I have 
found that it serves little purpose, from a practical, or result-
oriented, point of view. It will only slow you down and possibly 
cloud your thinking. 

This book has been written in such a way that it actually 
maps out a mental course for you to take to reach any 
objective that you would like to reach. You can journey from 
one chapter to the next, each successive chapter lifting you to 
a greater awareness of yourself-your true self-and of your true 
abilities. You must, however, keep in the forefront of your 


mind one important fact: the rewards which you will receive in 
this life, material or psychic, will not come to you because of 
your potential but, rather, because of your performance. 

Come with me and enjoy a sneak preview of the journey 
which you are about to take. In the first chapter, "Me And 
Money," we start to see what this elusive stuff called "money" 
actually is. We begin to relate to money as we should, and we 
develop an understanding of why all great thinking people 
burn a basic principle deep into the recesses of their mind: 
that is, "we should love people, and use money." We also find 
out what happens to anyone who is careless enough to get 
that equation reversed. This chapter will help you realize there 
is, in point of fact, no sin in great wealth. On the contrary, it is 
your duty to become wealthy. 

The second chapter, "How Much Is Enough," will help 
you take a careful inventory of your thoughts and your true 
financial situation. You will learn how to decide how much is 
enough for you. You will discover that you should have the 
amount of money you need, to provide you with the things you 
want, and to live in the style you choose. 

When this decision has been made, you will be prepared 
to march into chapter three, "The Image-Maker." You will gain 
the awareness that your entire life is governed by images. It 
necessarily follows, then, that you should be acutely aware of 
the images you are building in your mind and you should also 
be aware of the necessity of building these images which will 
produce the results that will move you onward and upward, 
toward your desired destination. You will begin to understand 
that you are, in truth, a co-creator. Make certain that you 
often review what your responsibility is, in your co-creative 
partnership. 

Chapter four, "Let Go And Let God," helps you develop a 
strong faith based on a deep understanding. It will assist you 
in freely letting go of your image, turning it over to the power 
within you, so that the power itself can go to work and begin 


to materialize in physical results, as an exact replica of your 
mental image. 

The next chapter, "Expect An Abundance," will prove to 
be a mind-expanding experience. The word "expectation" will 
take on a brand new meaning for you and you will witness the 
awesome power invoked by this mind-set. 

"The Law Of Vibration And Attraction," clears up many 
question marks that have been in our minds for years. It 
becomes evident why some people keep attracting what they 
do not want, while others attract exactly what they do want. 
You will learn how to magnetize yourself to the good that you 
desire. "The Risk-Takers" chapter clearly explains that there is 
absolutely no compensation for playing it safe. It is essential 
that you first step out, before you can begin to move toward 
the destination you have chosen for yourself. 

The real winners in life are, more often than not, only two 
or three percent more effective than those who lose. "The 
Razor's Edge" chapter clearly illustrates this point. You will 
quickly understand that you can be every bit as effective as 
anyone you read about or even hear about. Feelings of 
inferiority, as well as any doubts you may be entertaining 
relative to your capability, will quickly fall by the wayside and 
be left far behind, as you near your destination. 

As you come around the final turn on your road to 
achievement, you will be cautioned not to look back. The 
"Don't Think In Reverse" chapter will quickly clear up the 
question of why some people keep getting the same results, 
year after year. This illustrates one of the most basic, and yet 
one of the most important, rules governing success in life. 

As we go racing down the home stretch, "The Vacuum 
Law Of Prosperity" shows us how to open all of the doors, that 
will enable the good that we seek to come to us from all sides. 
This is not only a rewarding law, but a truly enjoyable one for 
you to learn. It will help pull all of the other ideas together, to 


complete your picture and get you to your desired destination 
safely and on schedule. 

Before you begin, let me caution you once again, that 
reading and memorizing will never "make it happen" for you. It 
is only understanding and application of the right ideas that 
will produce the results you desire. Think about each idea very 
closely. They are all simple and easy to understand, but you 
must act on them. Keep this book with you. Continually review 
it, and you will begin to see evidence of everything that is 
explained in it in your material world. This entire book has 
been prepared with the sincere hope that you will enjoy every 
step of your journey into a truly new way of living. 

- Bob Proctor 


Me and Money 

The Edgewater Beach Hotel 

In 1923, at the Edgewater Beach Hotel in Chicago, eight 
of the world's wealthiest financiers met. These eight men 
controlled more money than the United States' government at 
that time. They included: 

The president of the largest independent steel 
company; 
The president of the largest gas company; 
The greatest wheat speculator; 
The president of the New York Stock Exchange; 
A member of the President's cabinet; 
The greatest "bear" on Wall Street; 
The head of the world's greatest monopoly; 
The president of the Bank of International 
Settlement. 

Certainly, one would have to admit, that a group of the 
world's most successful men was gathered in that place; at 
least, men who had found the secret of "earning money." 

Now let's see where these men were twenty-five years 
later: 

The president of the largest independent steel company, 
Charles Schwab, lived on borrowed money for five years before 
he died bankrupt. 

The president of North America's largest gas company, 
Howard Hopson, went insane. 

The greatest wheat speculator, Arthur Cutton, died 
abroad, insolvent. 

The president of the New York Stock Exchange, Richard 
Whitny, was sent to Sing Sing Penitentiary. 


A member of the President's cabinet, Albert Fall, was 
pardoned from prison so he could die at home. 

The greatest "bear" on Wall Street, Jesse Livermore, died 
a suicide. 

The head of the greatest monopoly, Ivar Krueger, killed 
himself. 

The president of the Bank of International Settlement, 
Leon Fraser, also died a suicide. 

Each of these men learned well the art of earning money, 
but it would seem that not one of them had ever learned how 
to live the "rich life", which was their birthright. 

It is stories like this one that have caused many well 
meaning, but ignorant people to say, "See, I told you it is not 
good to have a lot of money, it's bad," or, "It just goes to show 
you that rich people really aren't happy;" but of course, that is 
just not true. For although these eight men would appear to 
have "slid off the track," there are many wealthy people who 
are very happy, and who do a tremendous amount of good 
with their money; they live healthy, well-balanced lives. 

Consider this-money will have a greater influence on your 
life than almost any other commodity you can think of. 
Indeed, the sudden loss or acquisition of money will affect 
your attitude to a tremendous extent. Therefore, you must 
agree that everyone should have a deep understanding of 
exactly what money is, and of the laws governing its 
attraction. Yet, the sad fact is that not one person in ten does. 
Ninety-five people out of a hundred settle for whatever they 
get, wishing they had more all the way from the cradle to the 
casket, never understanding that they could actually have had 
all they wanted. 

Let me digress for a moment-as you journey through this 
book, you might have a tendency to let your mind wander off, 
either thinking about someone you know who has earned a 


great deal of money or possibly about someone who has gone 
into bankruptcy. But I want to suggest that you attempt to 
keep focusing only on yourself, because what someone else 
has or does not have, is not going to affect you and it is your 
financial situation that you want to improve. 

Money Is Important 

One of the most prevalent misconceptions concerning 
money, relates to its importance. For example, how many 
times have you heard people say in conversation, "Money isn't 
everything." or "Money isn't important." or "I don't care about 
money." Well, the people who say these things might not care 
about money, but I'll bet their car dealer cares about it; their 
grocer does; and so does the person who holds their mortgage. 
In truth, there can be no denial of the fact that money is 
important to any person living in a civilized society. Therefore, 
to argue that it is not as important as this or that, is absurd. 
For nothing can take the place of money in the arena in which 
it is used! 

Money Is A Servant 

Now that I have affirmed the importance of money, let me 
backtrack to add this one word of caution- always remember, 
money is a servant; you are the master. Be very careful not to 
reverse that equation, because many people of high 
intelligence have already done so, to their great detriment. 
Unfortunately, many of these poor souls loved money and 
used people, which violated one of the most basic laws 
governing true financial success. You should always love 
people and use money, rather than the reverse! 

Another myth many people like to accept about money is 
that it only comes as a result of "luck" or "good fortune." For 
instance, whenever people gather to talk about someone they 
know who has been financially successful, there is always 
someone among them who will say, "Harry was just lucky," or 
"Harry was just in the right place at the right time." But I want 
to assure you in no uncertain terms, that although "luck" 


obviously plays some part in financial success, it is never 
sufficient in and of itself. Money is an effect and it must 
always be earned. Believe me, there are no free rides in this 
life and the only people who are making money the easy way 
either work in the mint or are on their way to jail, if they have 
not already arrived there. Therefore, always bear in mind that 
while "good fortune" is a factor in financial success, it must 
always be coupled with effort and hard work! 

Money Must Circulate 

A third thing you should know about money is that it is 
valuable only as long as it is being used. Once it has been 
taken out of circulation, it becomes as worthless as the "old 
newspapers" or "empty beer cans" that have been stashed 
away in the attic. To understand the truth of this principle, 
consider the following story. On a bookshelf, in my home, I 
have a silver beer stein that was given to me as a gift for a 
speech I made. Now, whenever I go into my house, I take all 
the change from my pockets and put it into the cup. Then, 
when the cup is almost filled, I give it to one of my children, or 
one of two young cousins. Each of them takes turns receiving 
the cup and of course they eagerly anticipate their turn. The 
point I want you to notice, however, is that while the cup is 
being filled, the money in it has absolutely no value 
whatsoever; it just sits there, serving no useful function and 
not even drawing any interest. 

However, as soon as the cup is filled and the money is 
turned over to one of the kids, it literally "flies into action." For 
instance, just last week, T. Jay, one of my young cousins, 
received the money. He immediately took it from my hand, 
rushed off to a golf school and purchased several golf lessons 
with his inheritance. Now, I can't honestly say what the golf 
pro did with the money once he got it, but I do feel fairly safe 
in saying that he didn't just return it to a cup on his book 
shelf! No, there really isn't any dispute about it; money is not 
meant to be taken out of circulation-rather, it is meant to be 
used, enjoyed and circulated! 


This brings me to an even more dramatic illustration of 
the same principle: namely, the story of "old Mr. Chapman." 
Mr. Chapman was an elderly gentleman who lived a few doors 
down the street from our family when I was just a boy. 
Although there was a tremendous age difference between us, 
Mr. Chapman and I became fast friends and I often used to 
watch him pushing his small junk cart up and down the 
block. You see, Mr. Chapman worked as a junk dealer and he 
made his living by picking up the things other people had 
thrown away. As the years went by, however, Mr. Chapman 
became more and more stooped from his arduous labors and 
one day, shortly after World War II, he passed away. Since he 
lived alone and apparently had no close relatives living nearby, 
the police entered his house to take stock of his possessions. 
Not surprisingly, they found the house littered with many old 
furnishings and assorted memorabilia from Mr. Chapman's 
past. However, much to their amazement, the police also 
discovered over one hundred thousand dollars ($100,000) in 
old bills packed in boxes throughout the house! 

Quick to pick up on so unusual an occurrence, the 
Toronto Daily Star carried a front-page story the next day 
about Mr. Chapman, in which it asked the obvious question: 
why would an individual worth well over $100,000, choose to 
keep his money stashed away in old boxes strewn haphazardly 
throughout his house? 

Although I was still quite young at the time, I asked 
myself a similar question: namely, why would a person like 
Mr. Chapman choose to live like a veritable pauper, when he 
had so much money at his disposal? He could have used his 
money for his own enjoyment. He could have invested it to 
earn a return for himself and to help create jobs for other 
people; or he could have just deposited it in the bank and 
earned interest on his money. But instead, he chose to put it 
in a "jar on the shelf," and he thereby rendered it absolutely 
useless. No, my friends, there isn't any doubt about it -money 
is not meant to be hoarded. Rather, it is meant to be used, 
enjoyed and circulated. So please, whatever you choose to do 


with your money, don't make the same mistake that poor old 
Mr. Chapman did! 

Please note that when I suggest that money should be 
kept in circulation, I do not mean it should be squandered. 
There is a world of difference between those two concepts and 
if you haven't found out what the difference is yet, I would 
suggest you find out as soon as possible. 

Prosperity Consciousness Exercise 

Now that we have touched upon some of the 
characteristics of money, let us turn briefly to a simple 
"technique" which you can begin using immediately to start 
attracting the amount of money you desire. The first thing that 
I want you to do is to picture yourself, in your mind's eye, 
sitting in a room with several of your friends. Then, I want you 
to visualize yourself announcing to them your intention of 
becoming wealthy; at least, wealthy enough to live the way you 
choose to live. Now, imagine how that would make you feel. If 
you are like most people, you would probably feel very 
uncomfortable. Perhaps you would feel so uncomfortable, that 
you might even retract what you had said by informing your 
friends you were only joking. You should understand, 
however, that people who are wealthy never feel uncomfortable 
when the subject of money is brought up. "Why don't they," 
you ask? The most obvious answer would be, because they 
already have "lots" of it. But that is not the correct answer. 
You should realize that people don't feel comfortable about 
money because they have it; they have it because they feel 
comfortable about it. In other words, one of the reasons that 
wealthy people have money is that they have developed that 
state of consciousness we will hereinafter refer to as, a 
"prosperity consciousness." Therefore, it follows, if we wish to 
attract money to ourselves, we must begin to foster a 
prosperity consciousness as well. 

The question you should now be asking yourself is this: 
"How do I go about developing this prosperity consciousness 
for myself?" Let me explain. The best way to develop a 


prosperity consciousness is to start seeing yourself, in your 
mind's eye, already in possession of the amount of money that 
you desire. The reason this is so is that since the 
subconscious mind cannot distinguish between the actual 
possession of money and mere visualization, you will soon 
become very comfortable with the "idea" of money. As a result, 
you will start attracting it to yourself. 

This may sound like a game you are playing, but let me 
assure you, it is one of the wisest things you can possibly do. 
For when you succeed in convincing your subconscious mind 
that you are wealthy and that it feels good to be wealthy, your 
subconscious mind will automatically seek ways of making 
your "imaginary" feelings of wealth manifest themselves in 
material form. 

If these last few lines seem like sheer fantasy to you, just 
ignore them for the time being and continue reading. We will 
be dealing with prosperity consciousness at different points in 
the book and I guarantee you that before you finish this book, 
those lines will start to make a lot more sense to you. 

Fear Not 

Now that I have touched upon a "technique" which will 
help you acquire greater wealth, let me offer this further word 
of warning. If you want to have money, one thing you should 
never, never do, is worry about whether or not you will get the 
money you desire, or whether you will keep it. Let me 
elaborate. 

In the Bible, Job, the great sufferer of biblical times, 
makes the following remark: "Behold, the thing I fear has come 
to visit upon me." Now, stop and ask yourself -if you will-what 
those biblical words mean to those of us concerned about 
money today. Well, one thing they certainly mean is that if we 
insist upon constantly worrying about not having enough 
money, or if we habitually worry about losing the money we do 
have, then we are absolutely guaranteed not to worry in vain. 


For just as surely as Job was afflicted by his many maladies, 
so too shall we be afflicted by the lack or the loss of money. 

To take a more contemporary example, let us again 
consider the tragic case of "poor old Mr. Chapman." As you 
will recall, he was the elderly gentleman who never spent any 
of his hard-earned savings. But the question is, "Why didn't 
he?" Most likely it was because he was afraid that if he spent 
his money, he would become poor and hence would be forced 
to live like a pauper. The irony was, however, that because of 
his fear, he lived like a pauper anyway! Or, to be more biblical 
about it, "The thing that he feared most came to visit upon 
him." 

In a later chapter you will be given a fuller explanation of 
the paradox of why we attract into our lives the very things we 
least desire. But for now, suffice it to say, worrying about 
money is always extremely counterproductive. This principle 
holds true, even if you rationalize your worry with the old 
platitude that you are "just saving a little for a rainy day." 

I must put forward one other caveat at this time: if you 
really want to significantly increase the amount of money you 
are presently earning, the first thing you must do is learn to 
pay substantially less attention to what others around you are 
saying and substantially more attention to what that "quiet 
voice" that speaks within you, is saying. Put more prosaically: 
you must strive to become much less susceptible to influences 
outside of yourself and much more inclined to trust the 
instincts and feelings that lie within you. Let me elaborate. 

Most people who fail to accumulate enough money to live 
in the style they choose are the same people who are most 
easily influenced by other people's opinions. For instance, they 
are often the people who let the writers of economic doom and 
gloom-whether in the newspapers or on news broadcasts -do 
their thinking for them. But, as Napoleon Hill pointed out in 
his great book, Think and Grow Rich, opinions are the 
cheapest commodities on earth. In fact, almost everyone has a 
flock of them ready to be foisted upon anyone who is willing to 


accept them. Therefore, if you know you have been unduly 
influenced in the past by other people's opinions, make up 
your mind right now-before you read any further-that from 
here on in, you are going to heed your own counsel, while 
keeping an attentive ear open for God's counsel. Remember, if 
you do, there is absolutely no reason why you cannot become 
financially successful within a very reasonable period of time. 

Understanding vs. Memorization 

As you read on through the pages in this book, you will 
develop an ever-increasing awareness of the talents and 
abilities that lie deep within you. You should realize, that with 
the proper instruction, you can begin using these undeveloped 
talents to attract the good that you desire. But let me caution 
you once again-no amount of reading or memorizing will bring 
you the success you seek. It is only the understanding and 
application of the ideas in this book that will make the 
difference for you. Therefore, don't be in any hurry to finish 
the book, because a complete reading should not be your 
objective. As stated previously, understanding and applying 
what you read is the objective. So if you are able to properly 
digest only one page a day, that might be all that is necessary 
for you to arrive at your goal. If you are wondering why this 
book is meant to be "sipped and tasted," rather than 
"devoured" at one reading, bear in mind it is based upon over 
twenty years of careful analysis of the methods of both the 
very successful and the very unsuccessful. 

Strength Through Sharing 

One more word of advice. Since very few-if any-people 
become great at anything by themselves, I would suggest you 
attempt to find at least one other person with whom you can 
share and discuss the ideas presented in this book. 

Prosperity Consciousness 

I believe you will agree it is an observable truth that 
human beings will never enjoy anything they are not yet 


consciously aware of. For example, we did not enjoy the luxury 
of traveling in airplanes at tremendous rates of speed, until 
the Wright Brothers became consciously aware of "how to fly." 
Thomas Edison developed the conscious awareness of the 
moving pictures and introduced us to a brand new form of 
entertainment. Dr. Jonas Salk became consciously aware of 
how to develop a serum that would combat the dreadful 
disease of infantile-paralysis-more commonly referred to as 
polio-and as a result of Salk's new awareness, you very rarely 
hear of anyone contracting that disease today. Alexander 
Graham Bell became consciously aware of how to transmit the 
human voice over metallic wires and, as a result, we all now 
enjoy the use of the telephone. 

Needless to say, I could go on and on citing example after 
example. However, the point I want to bring to the forefront of 
your mind is that these inventions-or the knowledge bringing 
about these inventions-have always been here. In fact, all the 
knowledge there ever was or ever will be, is evenly present in 
all places at all times. But it took an individual to bring those 
thought-patterns together and form ideas which developed 
into what we call consciousness, before we could begin to 
benefit from them. 

We are floating in an "ocean" of thought-energy, where all 
the knowledge there ever was or ever will be, is present. We 
are also surrounded by abundance. Indeed, everywhere we 
look in nature, our eyes come in contact with abundance; for 
nature knows no such thing as "failure." Therefore, there never 
has been, and there never will be, a lack of anything, except 
conscious-awareness. But if you are going to begin to 
penetrate this world of wealth, it is absolutely essential that 
you begin to think. In other words, you must open your mind 
to the stream of thought-energy which will create an image, or 
a consciousness of prosperity, in your mind. 

You are well aware there are literally thousands upon 
thousands of honest, good, hard-working people who labor 
diligently for their entire stay on this planet, yet never become 


wealthy. For those individuals, life is a constant grind from 
sun up until sun down. But the ideas presented on these 
pages have been put here in the hope they will jar your mind 
and inspire you to open it up to this new type of thinking. 

Consciousness is, and always has been, developed 
through thinking, and regardless of what your present 
situation in life may be, if you ever hope to improve it and 
truly become wealthy-as this book suggests you can-you must 
begin thinking of prosperity in your mind, now. Not when you 
finish the book. Not when you finish the chapter. Not 
tomorrow, next week, next month or next year. It must be 
done now. Thinking is the highest function of which a human 
being is capable. Yet, unfortunately, very few people "think." 
They merely trick themselves into believing that because there 
is some mental activity taking place in their mind, they are 
"thinking." But the truth is, most people are simply exercising 
the mental faculty called "memory." They are playing old 
movies, so old pictures just keep flashing back on the screen 
of their mind. 

It is imperative that you begin this new way of thinking at 
this moment, because as you do, every fibre of your being will 
become filled with this new thought-energy. Your body is 
comprised of millions upon millions of cells and each one of 
them is influenced in its movement by thought impulses. So 
the second you begin entertaining relaxing thoughts, your 
body becomes relaxed. The instant you begin entertaining 
worrisome, fearful thoughts, your body becomes rigid and 
tense. As you begin to hold thoughts of prosperity and begin 
thinking of yourself as a very wealthy, prosperous individual 
who is surrounded by an ocean of thought energy, swimming 
in a sea of plenty, your body and mind will instantly move into 
a prosperous vibration and you will begin to attract-just like a 
magnet-everything necessary for you to become wealthy. 

I know to the uninitiated, these ideas are just about as 
bizarre as anything a person could think of. Nevertheless, they 
are true. For mental awareness of prosperity always precedes 


wealth in your material world. It is not difficult, therefore, for 
children today, born into families of great wealth-like the 
Kennedy's or the Bronfman's-to think these prosperous 
thoughts and to have this prosperity consciousness, since that 
is the only type of thinking they were subjected to, right from 
birth. We say they have been conditioned in, or to, prosperity. 

However, the majority of people have not been born into 
that kind of an environment and so they were not surrounded 
by that type of thinking. We must, therefore, develop an 
understanding of: 

1. how we have been conditioned 
2. why we are getting the results we are getting, 
and 
3. how we can change our way of thinking or our 
conditioning. 


That is not an easy thing to do. It takes much discipline. 
It takes a tremendous desire. It takes a lot of diligent effort, 
which is the probable reason so few people ever actually 
change. Yet I want you to know that regardless of how difficult 
it may be, it can be done and it can be done in a relatively 
short period of time. The compensation you will receive for 
your effort will delight you. I know because I have done it and I 
know many, many other people who have done the same 
thing. Now it is necessary for you to do it. 

The very fact that you have picked up and started 
reading this book is all the proof you will ever need, that you 
truly do have a desire to change. Moreover, there is a way-a 
sure way-for you to receive your desired good, and this book 
will outline the way for you. 

There Is Real Power Within You 

Below the level of your consciousness is the great 
treasury of your subconscious mind and that is the part of 
your personality we want to begin to influence through our 
new thought-patterns. In order to make the issue definite and 


concrete, consider the following statement: any idea, plan or 
purpose may be planted in the subconscious mind by 
repetition of thought empowered by faith and expectancy. You 
might be asking: "Can this statement be demonstrated to be 
true through experimentation and observation or, is there any 
known method or technique by which the proof may be 
secured, and if there is such a method or technique, is it 
available to everyone?" These questions can all be answered 
with an emphatic yes. As you read, test, and experiment with 
the ideas that will come to you in the following pages, you will 
answer all of these questions for yourself. And, it is necessary 
that you answer them for yourself, because as human beings, 
we will not truly believe something until we actually discover it 
for ourselves. 

This book was written in the sincere hope that it would 
lead you to the many discoveries that lie within you by the 
repetition of these prosperity ideas. You must begin to see 
money as an obedient, diligent servant, that you can employ to 
earn more money, and that you can use to provide services far 
beyond the service that you could ever physically provide. It is 
necessary that you feel comfortable when you talk about 
money, because you have truly been "Born Rich." You have all 
the mental tools necessary to attract the thoughts you are 
surrounded by, to create the consciousness that you must 
create in order for you to have the wealth you choose to have. 
Lack and limitation can only exist when we make room for 
them in our minds. But prosperity consciousness knows no 
lack and no limitation. Resolve to completely remove the lid 
from your marvelous mind, with respect to your own earning-
ability, and understand that the wealth you are seeking is-and 
always has been-seeking you in return. So open wide the 
doors of your conscious mind now, and begin to receive it. 

Mental Money 

Begin immediately to play a mental game with yourself-
get into the habit of visualizing yourself in the possession of 
great wealth. Think of some of the things you would do with 


that money and then mentally start doing them. Since your 
subconscious mind cannot tell the difference between actually 
doing something and visualizing yourself doing it, this exercise 
will very quickly help you to develop a prosperity 
consciousness. Remember, it is an absolute law of your being, 
that you must have something mentally before you will ever 
have it physically! 

Also understand that everyone talks to themselves 
mentally-in fact, some people even do it out loud. Therefore, 
whenever you are carrying on your private conversation with 
yourself, always talk about how good it feels to be wealthy. 
Congratulate yourself on becoming wealthy and hear others 
congratulating you as well. You should realize that although 
this might appear to be a game you are playing, you are doing 
one of the wisest things you can possibly do-you are working 
from a higher to a lower potential. 

You are embarking on a program of self-development. 
You are about to learn that there is much more to your self 
than meets the eye, and you must apprehend this "hidden 
factor of your personality," if you are ever to develop yourself 
properly. In truth, you will never see the greatest part of your 
being because it is nonphysical in nature. In fact, you will 
soon become aware that you are constantly living 
simultaneously on three distinct planes of being: you are 
spiritual, you have an intellect and you live in a physical body. 
To understand this abstraction better, you must keep in mind 
that you are living simultaneously on three distinct planes of 
existence. 

1. The Spiritual Plane of Thoughts (Highest 
Potential) 
2. The Intellectual Plane of Ideas (Middle 
Potential) 
3. The Physical Plane of Results (Lowest 
Potential) 


Therefore, by doing what I have suggested you do, you 
are merely using your "divine nature" to choose the thoughts 


(i.e. "Money is good," "I love people and I use money," "Money 
is a servant; I am the master,") which will build an idea. In our 
case, the idea happens to be that of "Great Personal Wealth," 
or "True Financial Success." Be very aware that ideas, such as 
the idea of "financial success," never form by themselves; the 
human personality must always enter into the process, by 
thinking the thoughts which can then be used to build the 
idea. That is the very thing that makes the human being 
"godlike," or you could say, a creative creature-the highest 
form of creation! So by holding this beautiful idea, or picture 
of financial success in your mind, you will ultimately be able 
to cause the idea to manifest itself in your life (i.e. in your 
results). As you progress through this book, you will see how 
this actually occurs! 

Now, let's take a couple of steps backward. You will 
remember that I wrote, in a previous paragraph, that you are 
working from a higher to a lower potential. What I meant by 
this is that you are working from- 

Thoughts ... (Spirit) 
to 
Idea ... (Intellectual) 
to 
Thing ... (Physical) 

rather than working from - 

Thing ... (Physical) 
to 
Thoughts ... (Spirit) 
to 
Idea ... (Intellectual) 

as you have probably done in the past and as the vast 
majority of people will continue to do in the future. That is to 
say, most people will look at a result in their life and then let 
that result dictate the Thoughts they will then use to build 
their Idea. For example, if they see that their bank account is 
empty (a result), they will choose to think thoughts of lack or 


loss and then they will use those thoughts to build the idea of 
poverty. However, since the idea they are holding in their mind 
must manifest in their future results, they are actually 
bringing about a repeat performance of the very thing which 
they say they don't want: namely, an empty bank account. It 
thus becomes a self-doom-fulfilling cycle they are living, and 
clearly, this is not the way our Maker has intended for us to 
live! 

You might very well be saying to yourself that this is an 
absurd argument; for if a bank account is empty, it's empty. It 
just isn't realistic to look at an empty bank account and be 
able to visualize great wealth. But I want you to know, this is 
the very kind of reasoning which perpetuates poverty and 
keeps poor people impoverished! 

You must begin to understand that the present state of 
your bank account, your sales, your health, your social life, 
your position at work, etc., is nothing more than the physical 
manifestation of your previous thinking. If you sincerely wish 
to change or improve your results in your physical world, you 
must change your thoughts and you must change them 
immediately. 

If you take the time to really think through the 
information which is being presented, you will conclude that 
what has just been said makes perfect sense. In fact, anyone 
who truly understands the "creative process," will tell you 
what I have just said is not only right, but it is a natural law of 
your being- it is the way God works with and through the 
individual. This is also called prayer in some "circles" ("prayer" 
being the movement that takes place between spirit and form, 
with and through the individual). God has given you the ability 
to build any idea which you desire. You were "Born Rich" and 
your abundance is contained in thought. So be good to 
yourself, choose magnificent ideas, and cease permitting your 
physical world to control your thinking. 

You can readily understand, by now, how everyone 
makes the "great mistake." In Emerson's essay on Self-


Reliance he said, "Envy is ignorance." In other words, to look 
at another person's "Accomplishments," or "Results," and then 
to envy them, is truly unwise. For those people first chose 
their thoughts, in order to build the picture in their mind of 
the good that is now manifest in their life; and they chose 
those thoughts from the infinite source of supply which is 
available to all of us-you as well! 

That is what the great artist, Vincent Van Gogh, meant 
when he was asked how he did such beautiful work. He said, 
"I dream my painting, and then I paint my dream." In other 
words, he saw the picture in his mind first and then he made 
a replica on canvas-in oil, of the original in his mind. In truth, 
there has never been an "original" "Van Gogh" sold! As I am 
writing this I can see you reading it, and can almost hear you 
thinking, "That makes a lot of sense-now I see." 

A few years ago Mary Snyder from California sat in one of 
my seminars with her husband Oscar. She gave me a quote by 
Lincoln which I truly love and which I have shared with 
thousands of people. Lincoln said, "To believe in the things 
you can see and touch is no belief at all; but to believe in the 
unseen is a triumph and a blessing." Isn't that beautiful? 
Thanks again, Mary. 

Hopefully by now you understand the wisdom of some of 
these mental exercises I have been suggesting. So keep 
repeating: "I am prosperous, I am wealthy, money is good." See 
yourself in your mind's eye, doing what you will do when you 
have the manifestation of your new attitude or consciousness. 
Visualize this great wealth and feel yourself already in 
possession of it. Remember though, money is the servant; you 
are the master-you love people and you use money. 

Before you continue on to the next chapter, re-read this 
chapter, "Me And Money," because re-reading it will help you 
release that old idea about money, which causes an 
uncomfortable feeling whenever the subject of money is raised. 
Repeat to yourself, several times each day, "Me And Money," 


until you become totally aware of how good you feel thinking 
about wealth. 

Refrain from talking to a lot of people about this new idea 
concerning money, until you have a firm grip on it yourself 
and feel confident about explaining what you have learned to 
others. Remember, hearing negative comments from people 
who do not understand the truth will not do you any good-if it 
does anything, it will only cause you to doubt yourself. You 
must not permit this to happen, because when you think 
about "Me And Money," you want a beautiful picture to fly 
onto the screen of your mind! 

"The good life is expensive. 
There is another way to live 
that doesn't cost as much 
but it isn't any good". 
- Spanish Distillers 

 


How Much is Enough? 

 

"Most people think they want more money 
than they really do, 
and they settle for a lot less 
than they could get." 
- Earl Nightingale 

For you to get this prosperity concept into highgear, you must be specific-exactly how much money doyou want? Remember, you are working with yoursubconscious mind and the subconscious does notthink. It merely accepts images and then moves theminto form. So for you to say, I want "lotsa money" isn'tgood enough, because no one, least of all thesubconscious mind, knows how much "lotsa" is. 

I strongly recommend that you get very seriousabout this chapter, because the idea it contains couldliterally change your life. But understand that thinking,
by itself, is not enough-you must move into action. Thereare certain things you must do and the first one is todecide how much money you want. 

For you to answer this question, it would probablybe a good idea for you to decide what you want themoney for. But to simply say, "I want the money to liveon," is not good enough. You should realize our society isstructured in such a way that the government will "keepyou." In fact, in most places, they will even mail a checkto you-you can sit at home and still receive a "livingwage." 

At this point you are probably saying to yourself,
"Oh yes, I know that, but I want to live better than that."
Well, let's get specific-how much better? Bearing in mindthat this kind of an exercise is going to require someserious planning on your part, get out a sheet of paperand draw up a list of all the "things," or "activities," that

 




you plan to spend money on over the course of the nextyear. To assist you in getting started with your list, Ihave outlined several sample categories below: 

Food, Rent/Mortgage, Clothes, Automobile,
Utilities, Education, Vacations, Recreation, Insurance,
Savings. 

Understandably, these are just a few of the manypossibilities; so keep working on your own list until it iscomplete! And remember, you do not fill in the amountsyou are now spending. Rather, you take each item on thelist, visualize how you want to live and then fill in theamount of money it will cost you to do so. For example,
you might only go out to a nice restaurant to dine onvery special occasions, but you might visualize yourselfspending a very enjoyable evening out for dinner once aweek, where the service is excellent, the food is evenbetter, and the environment is fit for royalty. How muchwould that cost? - that is the figure you're looking for. 

You could be driving a car that is getting old and isshowing signs of rust, but you might visualize yourselfdriving a brand new car of your choice, that you tradeevery year or two. How much would that cost?
Remember, you do not have a contract to live forever, noris this a practice run-this is your life and you should beenjoying it to the fullest extent humanly possible!
Therefore, you should have the amount of money youneed, to provide the things you want, to live the way youchoose to live. 

Let me caution you-it would not be unusual foryour mind to be playing tricks on you at this point. Youcould be thinking, "This is really crazy. I'm never going tohave the money to live the way this book suggests." Iwant to remind you, however, that there are many peoplewho do have enough money to live the way this booksuggests-and they weren't born with it-and no one left it




to them. They were "Born Rich" in the sense of havingthe God-given potential to succeed (everyone is), but likemost people, they were at one time short of money.
Understand that you too can succeed, and you will, ifyou will only do as this book suggests. 

As I am writing this, I feel compelled to digress for afew lines, to remind you that you have great resources oftalent and ability locked up, within you, just waiting tobe expressed. In this vein, I can vividly recall listening toa tape a number of years ago, that Earl Nightingale madeon "Attitude." I must have listened to that tape literallyhundreds of times and there was a part on it where hesaid, "Now, right here we come to a rather strange fact.
We tend to minimize the things we can do, the goals wecan reach, and yet, for some equally strange reason, wethink others can do things that we cannot." Earl went onto say, "I want you to know that that is not true. You dohave deep reservoirs of talent and ability within you, andyou can have the things you want." 

I wouldn't even want to speculate on how manytimes I heard that section, without really understandingwhat he meant; and then one day I heard it, and everycell in my brain seemed to resonate with the truth ofwhat he said. I suddenly realized what he was "drivingat" and I knew deep down inside of me, if they can do it,
so can I, if I am willing to pay the price. Pleaseunderstand you too can do it, because what Earl had tosay is as true of you as it was of me. But part of the pricefor you, is to figure out ... 

How Much Is Enough? 

Don't just pull a figure out of the sky. Do it right-
because when you're finished you will be glad you did.
Moreover, this exercise will also help you to develop amore disciplined mind. At this point you might bethinking this section doesn't even concern you, because




you are already too deeply in debt to start accumulatinga sizeable amount of money. But you will be happy toknow, we have a great idea which will help you deal withthat problem as well. Furthermore, you will be delightedto know that in many situations-and yours may be one ofthem-a person can become wealthy, even if he or shenever earns any more money than they are earningcurrently. That thought alone should give you theencouragement you need to continue reading. 

By now you should have completed your list andarrived at a figure; so take pen to paper and write thatnumber down in big bold figures. Now, clear your mindof that idea and move on with me to another veryimportant idea. Realize that although this idea might notapply specifically to you-at least at the present time-itcertainly will apply to many readers. Moreover, even if itdoes not apply to your particular situation, it is worththinking through anyway, because you certainly havemany friends and associates it does apply to and you willbe able to share it with them. 

I am going to explain this idea to you as if you werea married person with a family to support and you areeither the sole breadwinner or an important contributor. 

Now one of the principal reasons for wanting theamount of money you desire is to provide for your family,
and not just in an adequate manner. After all, you wantthem to live life to its fullest. Realize, therefore, that aslong as you live and are able to follow the plan outlinedin this book, you will be able to do as you want withrespect to your family. However, if you really stop andthink about it, you will very likely agree that you wouldwant your family to live "the good life," even if you weresuddenly removed from the picture-wouldn't you?
Jokingly you might say, "No, who cares if I'm gone." Butthis is not a joking matter. This is a very serious matter.




Of course you care-I know it and so do you! 

Now, if you're alive and healthy, you will create thiswealth for your estate. But what if you die or arepermanently disabled? Well, our society has taken careof that situation as well; we have "Life Insurance" and wehave "Disability Insurance." 

But, let's get back to your thinking again-you mightbe saying to yourself, "Life insurance, what a rip-off. Thisguy Bob Proctor really doesn't know where he is comingfrom." Well, let me tell you, that when it comes to lifeinsurance, I believe I can claim to be an authority ofsorts-for I have conducted seminars for the insuranceindustry for almost ten years, and I have had close to50,000 people from that industry "go through" myseminars. Therefore, I can assure you, that when I sayapproximately 95% of the people whom you talk to arealmost completely ignorant when it comes to the subjectof insurance, I am not "talking through my hat."
Granted, many of these people hold important positionsin business and industry, in government, or in theprofessions, and because of their positions, it would bevery easy to just assume they know "of whence theyspeak." But the sad fact of the matter is, many of themare either badly misinformed or completely uninformedwhen it comes to the important subject of life insurance. 

Understand this - there is no way to replace yourincome and create a certain and instant estate otherthan life insurance; and statistics indicate that althoughmost people are insured, the vast majority of people (atleast 90%), are dangerously under-insured. That is tosay, when they die, most people leave behind onlyenough money to pay for their funeral and possiblyenough money to cover their family's living expenses forone year! The unfortunate part is, that for a relativelysmall sum of money, these people could have had theirfinancial affairs set up in such a way that if something




did happen to them, their financial goals would bereached by their families automatically. 

Since this book is designed to help you reach asubstantial, financial goal, I felt duty-bound to includethe information on life insurance. The book could not becomplete without it. 

(Keep in mind there are only two ways to earnmoney: people at work, or money at work.) 

You will be happy to know the remainder of thisbook is designed for the person who is going to LIVE. 

Bloom Where You Are Planted-Start Now! 

When do you start to live this good life? Is that thequestion you are beginning to ask yourself? You startnow. 

Start by answering the following questions: 

How often do you pay your phone bill? 
How often do you pay your rent or mortgage? 
How often do you pay your grocery store? 
How often do you pay for gas for your car? 
How often do you pay your doctor? 
How often do you pay yourself? 

That last question seems like a strange one, doesn'tit? But do you realize that less than 5 people in every100 ever pay themselves. And, if you were to ask theother 95 why they don't, they would probably tell youthat by the time they pay everyone else, there is nothingleft for themselves! 

Clearly, those 4 or 5 people in every 100 who do"pay themselves," have found a way around this problem.
Although the idea which they are employing has beenaround for centuries, hardly anyone today is aware of it.




What is that idea, you ask? Simply put it is this: 

"They pay themselves FIRST!" 

(This is better known as the Babylonian law offinancial success.) 

A Part Of All You Earn Is Yours To Keep 

If you think about it, you must admit this "law," orprinciple, makes a lot of good sense. Therefore, let merepeat it - "A part of all you earn is yours to keep!" Morespecifically, what you earn Monday morning is yours tokeep, so it should go directly into a special account thatyou do not have easy access to. 

Your Financial Independence Account 

What you earn on Monday morning probablyrepresents ten percent of your income. Therefore, youshould pay yourself at least that ten percent, right off thetop (i.e. not after everyone else has been paid). 

From your "Financial Independence Account," youfirst pay your insurance premium, because thatinstrument creates your "Instant Estate." The remainderof the money then goes into savings, until such time asyou have accumulated enough capital to make a wiseinvestment. Remember, you do not "touch" this accountor the interest it will yield. Therefore, within a very shortperiod of time, you will witness sufficient progress to gainthe motivation and inspiration which you need tocontinue. Moreover, the knowledge that you have an"Instant Estate," if anything should happen to you, willgive you additional serenity of mind. 

Orderly Debt Repayment Program 

You could already have debts that seem to be eatingup your entire paycheck, leaving nothing for yourself.




But understand this-these debts can be retired.
(Although the amount of debt you have incurred will, ofcourse, determine the length of time it will take you toclear the slate.) And, for the purposes of the followingdiscussion, you must consider your mortgage or housepayment (probably one of your largest monthlypayments), as an investment, NOT a debt. 

Debt Clearance Account 

Whatever money you earn Monday afternoon andTuesday morning, should go directly into your DebtClearance Account. This represents twenty percent ofyour income. You should also sit down and draft a letterwhich you will send to all of your creditors, advisingthem of your plan. 

However, before you mail the letter, you should firstdraw up a list of your creditors to determine whatproportion of this twenty percent each of them wouldreceive. It could conceivably be more money than theyare presently receiving, or it could be less; but whicheverway it works out, that will be the sum of money they willeach receive. Nevertheless, whatever sum they do receive,
they will receive it regularly, on the stipulated dates. 

The following is a sample letter you could use as aguide in drafting your own letter: 

Dear Whomever: 

As you know, I am in debt to you for 
$________, and I intend to pay you in full, plus 
interest. In order to achieve this goal, I have 
been devising a plan during the past few days 
to put myself in a stable financial position. To 
this end, I have opened a "Debt Clearance 
Account" (DCA), and twenty percent of my 
income is going directly into that account. 
That will enable me to have sufficient 




resources to live on, without worry or stress, 
and it will prevent me from falling further into 
debt. 

Each week (or month) you will receive a 
check for $_____ from my "DCA," until my 
account with you is clear. I am aware that this 
is not the figure I had previously agreed to pay 
you, but I'm sure you will be understanding, 
and appreciate what I am doing. 

If you have any questions, please feel free 
to contact me. I am quite excited about my 
new plans and if you would like to have me 
review them with you so that you might help 
others who are in your debt, I would be 
pleased to do so. Thank you in advance for 
your kind cooperation. 

Have a wonderful day! 

Sincerely 

John Doe 

Understand that your letter to your creditor is astatement of fact and not a request-it is you who is incharge of your finances, not your creditors! 

Be sure to have your letters neatly typed andenclose your first new payment with your covering letter.
Realize there is an "outside chance" that someunreasonable person will not want to cooperate with you.
They might even go so far as to phone you and attemptto intimidate you with threats of taking you to court, etc.
But please hold your ground, because there is no courtin the country that would not congratulate you, whenyou explained your entire plan for FinancialIndependence. Moreover, you will find that 95% of the




people, to whom you write, will be most cooperative. 

Now give yourself a good "pat on the back," becauseas of this moment, you are well on your way to starting acompletely new way of life! 

Let's briefly review what you have accomplishedthus far: 

1. You have an instant estate if 
anything should happen to you. 
2. You have a savings account. 
3. You are paying yourself. 
4. You have an orderly debt 
repayment program. 
5. You have 70% of your income 
to live on; to run the house and for 
entertainment. 
6. Your mind is clear to carry on 
with the big ideas coming your way in the 
remainder of this book. 


From this moment on, never think "debt" again.
Remember, that has all been taken care of-so just focuson your savings account, and watch it grow. Repeat-I amwealthy; Money is good; I use money and I love people. 

Metaphorically speaking, getting your presentfinances in order is very similar to having yourautomobile tuned up for a journey which you are aboutto take. Realize that as of this moment, you are tuned upfor your journey. And, although you might only beearning "x" number of dollars per year presently, youmust see yourself, on the screen of your mind, alreadyearning the new annual income which you havecalculated you need, to buy the things you want, in orderto live the way you choose to live. 

If you are seriously interested in becomingfinancially independent and you have not yet acted on




the preceding ideas, I would strongly recommend you doso now. For to continue on to the next chapter, withouthaving done so, would be comparable to leaving on yourjourney with your car firing on only half its cylinders.
You can be almost certain that your automobile willbreak down, preventing you from reaching your desireddestination. But by making certain that everything isproperly "tuned up," you can relax and adopt a calm,
serene attitude, knowing that you will get to yourdestination; and you will certainly be able to enjoy thescenery along the way! 

If you find that the task of getting your financialworld in good order for this exciting journey is somethingwhich you are not able to do alone, I would stronglysuggest you seek out professional assistance. (This issomething that almost all wealthy people do.) That is tosay, wealthy individuals follow the advice of financialexperts. It is similar in principle to the idea that if aperson's body were sick, he or she would likely seek outa skilled physician for advice. Moreover, you should alsokeep in mind that even healthy people, if they are wise,
periodically go to a doctor for a checkup. In other words,
you do not always need to get sick in order to get better. 

It has already been brought to your attention thatvery few people ever develop real expertise in the area ofserious "financial planning." 

Therefore, you should seek out a competentfinancial counselor, in much the same manner as youwould seek assistance, in matters of a legal nature. Thereare companies that provide this type of financial servicein every city. In some places they are not too easy to find;
but they are there, if you will only look for them. 

I had the pleasure of being instrumental in thestart-up of just such a company, in the city of Toronto,
Canada in 1979 (the name of the company is The




McCrary Group). Today the company has almost fivethousand happy clients, who are well on their way tofinancial independence. The McCrary Group makes all ofits clients very aware of an interesting financial fact,
which I would like to share with you at this time. 

This fact is, people fall into three distinct categorieswith respect to "finances": 

1. Deficit position (in debt), 
2. Break-even position (just 
getting by, but debt-free), 
3. Surplus position. 


It would be very easy to "trick" oneself intobelieving, that if one were in category one or two, all onemust do is earn more money, and then one wouldautomatically graduate into the third category. But ofcourse, this is not necessarily true. For if a person is in adeficit financial position, it means they are in the "habit"
of spending more money than they earn. Similarly, if theyare in a break-even position, they are in the habit ofspending everything they earn. Since we are all"creatures of habit," it follows that earning more moneywould not necessarily change our overall financialposition. It is vitally important, that when you decide"how much is enough," you also design a new financialplan or have one designed for you which will force you todiscipline yourself-at least for a month or two-until youform the new habit of living by that new plan. 

The next chapter, "The Image Maker," will help youto understand how and why you must begin to seeyourself already earning that new figure. But for the timebeing, just bear in mind that as your income increases,
the ten percent you are saving increases and the twentypercent that is going into your DCA increases, whichmeans that you will be able to retire your debts faster.
Furthermore, you will then be left with 90% of your




income on which to live. (I can see you getting excitedabout this idea already!) 

 



 


The Image-Maker 

The ideas contained in this chapter could very well be the 
breakthrough for you, because Image-Making, once we get a 
firm grip on it, is a truly dynamic idea. 

I was speaking in Ohio a number of years ago, to a large 
group of business people, when an elderly gentleman in the 
audience suddenly stopped me as I was explaining the Image-
Making concept. He stood up and informed the audience that 
he was sixty-five years of age, before he understood this idea. 
He mentioned that he had read about it, thought about it, and 
even talked about it, but he never really understood it until he 
was sixty-five years old. 

I want to suggest, right at this moment, that you read 
this chapter over a few times, because most people live and die 
and never fully understand the power of Image-Making. 
Understand that we are relating this idea to "money" in this 
book; but I want you to know that once you fully understand 
the Image-Making concept, you can effectively use it for 
whatever good you desire. 

I am not able to tell you the exact date on which I myself 
gained an understanding of Image-Making, but I can tell you it 
has had as great an impact on my life as any idea I have ever 
learned. 

The knowledge of Image-Making eliminates competition 
from your life, by moving you from the competitive plane to the 
creative plane. You will soon understand therefore, that in 
truth, the only competition you will ever have is with your own 
ignorance. 

This idea truly excites me. To be more accurate, I should 
probably say sharing this idea with you excites me, because I 
know how it can improve every aspect of your life. I honestly 
love watching people grow or unfold as new ideas register in 
their consciousness. 


But before I delve into this idea, please understand that 
everyone is using the Image-Making concept and everyone 
always has. In fact, everything that has ever come into your 
life has come as a direct result of the Image-Making process. 
Therefore, if you will only become aware of the results which 
you have obtained, you will realize you have already employed 
this great mental tool. Just take a look at the results most 
people obtain. Generally speaking, you could say it is quite 
obvious that when they make use of their Image-Making 
ability, they almost always use it the wrong way. 

You Are An Image-Maker 

Most religions teach that God is responsible for 
everything made in this world and I would fully subscribe to 
this proposition. However, as co-creators, human beings must 
bear responsibility for WHAT God makes in their lives. 

The Minister And The Farmer 

A story I once heard illustrates this point exceedingly 
well. Many years ago, a minister was driving along a remote 
country road, when he happened upon a very beautiful farm. 
The farm was kept in absolutely magnificent condition. The 
fences were well cared for, the crops were a radiant green and 
although the house was set back some distance from the road, 
it was abundantly clear that it had a clean, fresh coat of white 
paint on it. Well-cultivated flower beds encircled the house 
and stretched all along both sides of the long, wide driveway, 
leading to it from the road. In a neat row along both sides of 
the drive as well, were straight lines of tall green poplar trees 
reaching up to a picturesque pale blue sky. The lawns 
surrounding the house were a deep rich green, and as well 
manicured as any putting green ever was. Indeed, the entire 
picture would have fit well on a post card, since it was 
absolutely breathtaking in its splendor. 

Then the minister looked off to his right, to the other side 
of the road. Here the fields were ploughed, the earth was the 
deepest black the minister had ever seen and he was amazed 


at how the furrows had been plowed in such a way that they 
stretched out in rows "as straight as clothes lines." Far off in 
the distance, the minister could see the farmer sitting up on 
his tractor, with a straw hat on the back of his head and clad 
in an old, light blue pair of overalls. It appeared that the 
farmer was moving toward the road as he was plowing. Since 
the minister was in no particular hurry, he pulled his car over 
to the side of the road, got out of it, and walked toward the 
fence. When he reached it, he just stood still, enjoying the 
light breeze, the warm sunlight and admiring the beauty of the 
farm and the farmer's ability to plough such straight furrows. 

As the farmer worked his way toward the road, he 
noticed the minister leaning against the fence. So he brought 
the tractor to a halt, climbed down from it, and slowly started 
to walk in the minister's direction. As the farmer got closer the 
minister smiled, raised his arm, and waved saying, "My good 
man, God has certainly blessed you with a beautiful farm." 

The farmer stopped, pulled out an old red and white 
polka-dot handkerchief from his pocket with his big, scarred 
and calloused hands. He raised his arm and wiped the sweat 
from his sun-scorched brow, still not saying a word. Then he 
reached up with his other hand, and gently took from his 
mouth the long piece of straw that had been bouncing and 
waving as he walked. 

He stood in silence for a moment, looking at the minister, 
and then he spoke. With a slow, steady voice be replied, "Yes 
Reverend, you're right. God has blessed me with a beautiful 
farm, but I just wish you could have seen it when he had it all 
to himself!" 

Understand that "images" are mental pictures that are 
made from thoughts, and the magnificence of the mind lies in 
the fact that it can "think." That is to say, it can tap into 
thought and create whatever image it chooses. 

Now play with your mind for a few minutes and become 
aware of how you can flash one picture or image after another 


on the screen of your mind. It is almost as if you were sitting 
inside your body at a great theatre, and you are the writer, 
producer and director of this movie you are watching. 

In a wonderful book I read a number of years ago titled 
The Science of Getting Rich, the author, Wallace D. Wattles, 
referred to "This thinking stuff that permeates, penetrates, and 
fills the interspaces of the cosmos." It's true that thoughts are 
everywhere and we can tap into this thinking stuff with our 
mind and form any image we choose. 

Now become aware of this truth. Everything we do is 
preceded by an image. We think first in order to form an 
image, then we do the work. 

Building The First Chair 

Consider for a moment how the first "chair" was built. We 
did not always have chairs, you know. I suppose many years 
ago when we first started to become civilized, someone became 
tired of sitting on the ground. Whoever this person was, he 
probably started to think, and began to see a picture in his 
mind. He probably saw himself sitting on a "thing" with his 
legs hanging down and his back leaning against something. 
This picture or idea appealed to him, because he imagined 
that it would be a more comfortable position in which to sit; 
certainly much more comfortable than sitting on the ground 
with his knees shoved up under his chin! 

Since this picture appealed to the person, the person 
thought of it often, until a desire to have such a thing began to 
develop. The desire moved the person into action, and with the 
picture in his mind, he began to build something outside of 
himself-in his physical world-that was, as close as possible, a 
replica of the image he held in his mind. Once the thing was 
completed, the person sat on it. He let his legs hang and his 
back lean and he found that it was good. He then called the 
thing a "chair." The word "chair" is a symbol that has a 
corresponding image and when you see or hear the symbol 
chair, it triggers an image on the screen of your mind. From 


that day to this, others have been building images of more 
comfortable chairs-chairs with padding, chairs that fold and 
chairs that recline. Then someone got lonely sitting alone and 
the person began to think and they built an image in their 
mind of a very long chair. They constructed that long chair, 
found it was good and they called it a "sofa." 

Need we continue? Someone got tired of sleeping under a 
tree and they built an image of a roof over their head and on 
and on we go. Out of the cave into a condominium. We have 
truly built the world we live in. 

Columbus imaged a new world and you and I are living in 
it. The Wright Brothers imaged us being propelled through the 
air and introduced us to a new kingdom. Samuel Morse 
imaged himself interrupting the flow of energy through 
metallic wires and gave us the telegraph with the Morse code. 
Copernicus imaged a multiplicity of worlds and now we have 
been there. 

Through the years, history has recorded the results of 
great visionaries. In fact, everything ever accomplished was at 
first, and for a time, nothing more than an image held in the 
mind of the architect. Realize, now, that you too are the 
"mental architect" of your own destiny. 

Going To The Movies 

Consider this: Jack Nicklaus, the world famous golfer, 
explains he will not even pick up a club until he has a very 
clear image on the screen of his mind, showing exactly how 
the ball will fly through the air, how it will hit the ground and 
where it will roll after it hits. Nicklaus calls this "going to the 
movies" and he has become so proficient at it that he has 
become known throughout the world. Fame and fortune are 
his for the asking. 

In a previous paragraph, I made reference to the 
statement by Wallace D. Wattles: "There is a thought stuff that 
permeates, penetrates and fills the interspaces of the cosmos." 


In truth, there is a thought stuff everywhere around you and 
within you. So become aware of this truth and tap into it now. 
Use it to form an image on the screen of your mind; see 
yourself already in possession of the amount of money you 
want, to provide the things you need, to live in the style you 
choose to live. 

Personal Prosperity 

You are using mental faculties that everyone has. They 
are exactly the same mental faculties used by Copernicus, 
Buddha and Morse whom we previously mentioned. You might 
have formed the habit of thinking that people like those just 
mentioned are different than you and I. But I want you to 
know the only difference between you and them, or anyone 
else, is only in appearance and accomplishments. We all live in 
different physical bodies and we all use our inherent mental 
faculties in a different way; but our basic structure is 
fundamentally the same. 

I am well aware there are many professors and other 
professional people who will tell you what I have just said is a 
lot of nonsense. But disbelievers like these have always existed 
and they are, in my opinion, little people. For all of the truly 
great leaders are in complete agreement with what I have just 
explained, about your equality with great people of the past 
and present. 

Even Jesus tried to tell the world, as he was doing his 
great work some two thousand years ago, that you too were 
capable of doing what he was doing. In fact, He even went a 
step further in saying, "Even greater things are you capable 
of." Believe Him, He spoke the truth. The little people will say, 
that is not what He meant. But let me assure you, it is exactly 
what Jesus meant. If you can see it and believe it-you can do 
it. 

Napoleon Hill spent almost his entire life studying five 
hundred of the world's greatest achievers and the essence of 
his exhaustive studies and writings is contained in his great 


book, Think and Grow Rich. "Whatever the mind can conceive 
and believe it can achieve." Not many people believe this, but 
the ones who do, prove it to themselves. Why don't you prove 
it to yourself, now. 

Just build the image of prosperity on the screen of your 
mind and watch what happens. Remember though, regardless 
of how tough things get, you must continue to hold the picture 
of personal prosperity. You will very likely run up against a 
series of circumstances that will, for a time, almost have you 
convinced you are actually going backwards; but, persistence 
is the key. Continue to hold the picture of personal prosperity 
and understand that what is happening to you, is what must 
happen, to prepare you to receive the good you desire. 

"Persistence"-Napoleon Hill devoted an entire chapter in 
Think and Grow Rich to persistence. In that chapter he said, 
"There may be no heroic connotation to the word persistence, 
but the character is to the quality of man what carbon is to 
steel." Hill also pointed out in another part of the same 
chapter, that the only thing which separated Thomas Edison 
or Henry Ford from the rest of the people in the world was 
persistence. For both of these great men had an image and 
they would not let anyone or anything dissuade them-they 
were persistent. One illuminated the world, the other put the 
world on wheels. Both were, of course, richly rewarded. 

In a previous chapter, we explained money is a reward for 
service rendered. These men provided a tremendous service to 
millions of individuals and their reward was in direct 
proportion to the service rendered. So build your image of 
prosperity and be persistent. The way for your image to 
materialize will be shown to you. Persistence Always Pays 

A number of years ago, John Kanary, a friend and 
business partner of mine, was discussing Hill's chapter on 
"persistence" with me. We both seemed to be equally 
impressed with the importance of this quality, as well as with 
the necessity of a person having it, if they were to reach any 
worthwhile goal. After a time and nearing the end of our 


discussion, we each agreed we would read the chapter on 
"persistence", once every day for thirty days. I don't even have 
to ask John to find out if this exercise helped him-I know it 
did; and the exercise has most certainly benefited me on 
numerous occasions. 

There is an interesting story concerning John Kanary, 
which would be very appropriate to share with you here, since 
it illustrates both the power of "imaging," as well as 
"persistence." 

Although I had known John Kanary for a couple of years 
and had talked with him on many occasions, I certainly did 
not know him as intimately as I do at the time of this writing. 
It is important that I bring this out here, as I will be referring 
back to it shortly. The incident I am about to relate, took place 
in 1971. 

I was living in Chicago at the time and had just 
completed a speaking engagement in Edmonton, Alberta. 
When I returned to my room, there was a telephone message 
for me to call John Kanary, in Belleville, Ontario, Canada. I 
returned the call and after a couple of minutes of small talk, 
John said it was rather important that he meet with me, as he 
had something he wanted to discuss and he preferred not to 
"go into it" on the telephone. I asked John to wait while I 
looked over my calendar; it was, in the vernacular-packed 
tight. I was busy, to say the least; almost every day I had 
either a seminar or speaking engagement in a different city in 
North America. I explained this to John and told him that 
although I would love to visit, I really didn't know when I 
could. John was persistent, so I said, "Listen, I'm leaving 
Edmonton for Chicago tonight at midnight. To get to Chicago I 
have to go through Toronto. I'll arrive there at 7 a.m. I'll have 
to change terminals and I leave from the second terminal, one 
hour and fifty minutes later. I'll be happy to talk to you then, 
although I don't promise to be too alert after flying all night." 

It is also worth mentioning that John had to get up early 
enough to drive the 125 miles from Belleville to Toronto, to 


meet my 7:00 a.m. arrival. I remember that all John said was, 
"I'll be there." 

The next morning I sat in the airport coffee shop and 
listened as John explained how he "wanted to do what I was 
doing." He wanted to conduct seminars. He also explained that 
he was prepared to pay the price, whatever it might be. 

As I listened, it was like hearing a popular song on the 
radio-you keep hearing it, over and over again. In almost every 
seminar I conduct there is a man or woman in the seminar 
who wants to do "what I am doing." I've heard it in Biloxi, 
Mississippi; Butte, Montana; Los Angeles, New York, Moncton 
and Montreal-it was an old tune. Now, here I was in Toronto 
with a friend who, as I have already mentioned, I did not know 
that well, and he was asking what "he had to do." 

As I was listening, the same images, which I had with all 
the others, were flashing through my mind. I was 
remembering all the traveling and the fear of standing up and 
speaking in a large hotel ballroom crowded with people who 
wanted you to get them excited, but who were mentally 
putting you on trial at the same time, thinking, "Does this guy 
know what he is talking about?" In many situations, such as a 
sales convention, you had forty minutes from beginning to end 
in which to build rapport with a few hundred strangers and 
get them excited about themselves. 

The years of staying up nights reading and studying, the 
years of learning by attending seminars all over the continent, 
the years of working for next to nothing to prepare oneself to 
hold the attention of a group of people all day in a seminar, 
these were the images racing across my mind. It had taken me 
eleven years to get to that point. 

But how do you say, "No, you'll never do it," when 
someone like John asks you, especially when the essence of 
what you teach is -you can do anything. Yet, how can you say 
"yes," when everyone you know, with the exception of two or 
three others besides yourself, cannot earn a living in the 


public speaking business unless they are a celebrity. (And that 
is a whole different story.) 

When John Kanary finished, I told him what I had told all 
the others: "Yes, you can do it, but it's tough. Make sure you 
understand that, John. It's tough. You will have to do a 
tremendous amount of studying, because you not only have to 
know what to say, but you must also have the answers to a 
thousand and one questions arising as a result of what you 
say. Some of the questions will come from professional people-
medical doctors, engineers and lawyers-who, in most cases, 
know what they are talking about. So you not only have to be 
right, but confident as well, or you will be discredited with 
your entire audience; and that only has to happen a couple of 
times and you're "out of business." 

You not only have to study these ideas, but you must use 
them as well, or there will be no conviction in your talks. (Not 
to mention the fact that you will be a walking physical 
contradiction to what you teach.) It is next to impossible, for 
example, to have a sick person teaching 'health'. 

You must develop showmanship and voice control, and 
on and on it goes. In short, John, for every one who makes it, 
a thousand fail miserably." 

Usually when this is explained, the person says they still 
want to go ahead, but you never hear from them again. John 
was no exception, in one sense-he still wanted to go ahead. 
However, in every other way he was an exception. I did see 
him again. I told him what to read and what to do and he read 
it and did it. John read hundreds of books-he "devoured" 
them. He narrated them onto tapes and then played the tapes 
in the car. At his own expense, he followed me all over the 
country and sat in hundreds of seminars. He wrote thousands 
of pages of notes and studied them diligently. 

Finally, I would have him open and close the seminars. 
Then he would conduct part of a seminar himself. In the 
beginning he was full of fear, he was soaking wet. Sometimes 


he would be so worried about what the audience thought of 
him, that he would forget everything he knew and, as you 
know, an audience can be very cruel. But despite all this he 
continued. (Keep in mind this was costing him money; he was 
not being paid.) 

John Kanary had built an image of himself doing "what I 
was doing" and he would not quit. He was persistent and it 
worked. It always has and it always will. Today he has earned 
the respect of many of the world's largest corporations. He has 
spoken in almost every major city in North America. He has 
also earned more in one day than he was earning in a year 
when I first met him! 

So if someone with numerous degrees after their name 
tells you Image-Making and Persistence don't work, just look 
John Kanary up and ask him. He will tell you, "I know you can 
do it, because I did it!" 

Philip Nacola, a minister in Santa Anna, California, 
preached a sermon on a similar idea one Sunday that I was 
fortunate enough to hear when I was living there. He said, 
"Keep your mind on a higher image rather than a lower 
concern." I realize that is not always an easy thing to do, but it 
sure pays great dividends for the person who develops the 
mental strength to do it, and that is what it takes-mental 
strength. 

Build your image now and develop the mental strength to 
hold it. 

A number of years ago, prior to Napoleon Hill's death, 
Earl Nightingale condensed and narrated Think and Grow 
Rich onto a long-playing record. At the end of the record Mr. 
Hill comes on to close the record. He said, "And now as I 
stretch out the hand of friendship through time and space, let 
me remind you, not to go searching for opportunity in the 
distance, but reach out and embrace it right where you are." 


Wattles said, "This thinking stuff, permeates and 
penetrates the entire universe." They are both telling us the 
same thing. So build your image now, right where you are. 
Don't even wait until you finish this book. Build it now and let 
the remaining pages in this book strengthen the image. You 
don't even have to try, just let the image of a more prosperous 
you float to the center of your consciousness. It's already here, 
so let it appear. 

For many years now, I have been very aware of the power 
that flows through you to accomplish good in your life, when 
you hold the proper image in your mind; and this great truth 
has been responsible for many wonderful things happening in 
my own life. Moreover, I have also seen numerous examples of 
what a proper image will do in the lives of other people. 

Paul Hutsey's Story 

I would be remiss if I concluded this chapter without 
sharing Paul Hutsey's story with you. It all began when I 
received a telephone call from Charlie Beck, who was the Vice 
President of Sales for the southwestern Home Office of the 
Prudential Insurance Company of America, in Houston, Texas. 
He invited me to speak at the company's Regional Business 
Conferences, to be held in Toronto, Canada. He explained they 
had four different regions and each region was coming in for 
three days to the conference. (This meant that they wanted me 
to work in Toronto for approximately 12 days.) Although I was 
living in Los Angeles at the time, Toronto was my home town-
where I grew up. My family and friends all lived there, so 
naturally the idea appealed to me. But I asked Charlie how 
long I could have on the program and he said, "about an 
hour." I think it is worth mentioning, at this point, that I have 
not as yet learned to teach anyone much in an hour, and I told 
him so. I explained that if he would give me two mornings on 
the program-with each region-I would be glad to come and do 
the job for him. I wanted two and one-half hours each 
morning. 


Charlie's southern accent was interrupted by a real deep 
belly laugh as he explained that they had never done anything 
like that, in the 100 year history of the company. All of their 
executives had to take part in the program and so they never 
gave anyone that much time. However, I stood firm. I gave him 
the name of a couple of other vice-presidents in his company 
whom I had worked for and I suggested that he call them, to 
find out if my idea had any merit. But as I hung up the phone, 
I did so rather reluctantly because I really wanted the job. I 
must admit that I was somewhat surprised, therefore, when 
one of Charlie's aides phoned me back to say they were "going 
for it." He also told me he didn't know how I had talked Charlie 
into doing it, but I was given two mornings on the program. I 
made up my mind right on the spot that I was going to leave 
these people with something special-and if they chose to use 
it-they could literally change their lives overnight. (Not to 
mention what it would do for their sales records.) I was going 
to speak on the power of an image or, to be more specific, the 
power of a self-image and the benefits of holding a positive 
one. 

At the conclusion of the program for one of the regions, a 
gentleman came up to me and said it was imperative he talk to 
me. He said he had a problem, and he felt I had the answer to 
the problem, because he was impressed with the ideas I had 
explained during the seminar presentations. There were 
approximately 200 people in each one of these conventions 
and I explained to this man that many of the people wanted to 
talk to me, but I did not have the time to talk to everyone 
individually, since I was only one person. I also explained to 
him I had another appointment and had to leave immediately 
to be there on time. Still, he was persistent, so I agreed to 
meet him the following morning in the coffee-shop for 
breakfast. 

I can remember our meeting as if it were yesterday. The 
two of us sat down, just inside the door of the coffee-shop at 
the Hyatt House Hotel on Avenue Road. As soon as we sat 
down, he started talking. He informed me that he had to tell 


me something about himself, so I could understand his 
problem. He said he did not want me to think he was bragging, 
but it was necessary for me to have this information. 

He began by telling me he was a "good man," and I 
already knew that about him, just by looking at him. I could 
"feel" it about him. He then went on to explain he had worked 
for Prudential for more than 20 years, had been in 
management for all but two of those years, and he concluded 
by saying, "I'm a good manager." Next he stated he had a good 
record, good people, and he was well-respected by the 
executive staff of this company. No sooner had he uttered 
those words than Charlie Beck and Dick Merrill, the Senior 
Vice-President from Houston, came walking in. They came 
over to our table, congratulated Paul on his year, exchanged a 
few words with us and then went to their own table. Paul and I 
sat down again and resumed our conversation. He said, "They 
meant what they said." I knew it was true; it wasn't mere 
flattery. It was a sincere, merited compliment that Paul had 
received from his two senior executives. Finally, he said, "Now, 
this is my problem. 

I run a district office in Wichita, Kansas. Out of over 500 
offices Prudential has, our office stands in 175th place. Now," 
he said, "that's not bad, nothing to be ashamed of." And it 
wasn't-it was a fairly good standing. He then said, "My 
problem is, I know we are good enough to be in the top 100, 
and we're not. Every year I go for it, but I never seem to make 
it." At that moment I knew what the cause of Paul Hutsey's 
problem was. I explained to him that he was letting the sales 
sheet dictate the image he was holding in his mind. He saw 
himself as being number 175, and he was doing his utmost to 
move into the top 100. He worked hard, he worked with his 
people and, as he explained previously, he had good people. I 
showed Paul that it was imperative he see himself in the top 
100, regardless of what the sales sheet said. In other words, 
he had to act as if he were already in the top 100. He had to 
become mentally what he wanted to be on the physical plane. 


He also had to learn how to communicate this idea to his 
entire staff. 

Suddenly, I started to see the lights go on in Paul's mind. 
We talked for a while longer, and I explained as much as I 
could about the mind to him-how it worked and especially 
about the power of holding the proper image there. Paul 
thanked me for the time I had given him and returned to 
Wichita, Kansas. As his region moved out of the Hyatt House, 
another one moved in. But about a day or so later, I received a 
long-distance call from Wichita, Kansas, and it was from Paul 
Hutsey. He wanted to know where I would be holding seminars 
when the conferences were completed. I told him I would be in 
southern Illinois for Prudential's mid-western home office. He 
then asked if he could join me and travel with me for two or 
three days. I explained to Paul that I had already made a deal 
with Charlie Beck to do our entire series of seminars for the 
whole of the southwestern home office, and one of the sites 
chosen was Paul's town-Wichita, Kansas. 

Nevertheless, since we weren't going to be there for at 
least six weeks, he explained that he wanted to join me 
immediately. So, at his own expense, he flew some 600 miles 
to spend three days with me. We went together from Lichfield, 
Illinois, to LaSalle, Illinois. We spent hours talking as we were 
driving from one city to another, and he sat in the seminar 
and took copious notes, all day long. In the evening we would 
spend more hours conversing. 

Finally, Paul returned to Wichita and started to apply 
these ideas. Specifically, he started to work with the proper 
image and, as a result, the sales started to climb. For some 
strange reason Paul's superiors saw fit to move him from 
Wichita, where he had been for a number of years, to 
Pittsburgh, Kansas, where the district office stood in 163rd 
position. This certainly didn't seem like a very fitting reward 
for all the effort he had advanced on the Company's behalf. 
Still, Paul accepted the move as a challenge, and a mere six 
months later the district in Pittsburgh, Kansas, stood number 


11 in the entire Prudential Insurance Company! Each year, 
Prudential recognizes the top fifty-two districts, which is the 
top 10%, by awarding them a citation. The Pittsburgh district 
had not had a citation in nine years. But just a short six 
months after Paul Hutsey took over the helm, they were in the 
top 2%. Just two years later, they missed the number one spot 
by a matter of a few percentage points. Today, Paul Hutsey is 
Vice-President of Sales in Houston, Texas, for the 
southwestern territory. Clearly, he is a man who learned well 
the awesome power of an image held in the mind. If you were 
to talk to Paul Hutsey today, he would be quick to tell you that 
he will never let present results dictate the image that he holds 
in his mind. Rather, he holds the image of what he wants and 
then acts as if he already has it. 

Paul Hutsey is, without question, one of the best 
examples you will ever find when it comes to the subject of 
"building an image in the mind" and then executing it. He has 
become a serious student of the mind, and I am happy to 
count him among my good friends. 

Understand this-you could be doing precisely what Paul 
Hutsey had been doing all those years. So if you are, then 
make up your mind right now to do what I have suggested you 
start doing. Start right where you are-build the image of what 
you want and then act as if you have already received it. 
Expressed somewhat differently, "Act like the person you want 
to become." For as Goethe, the German philosopher, once 
wrote, "Before you can do something, you first must be 
something." 

As you finish this chapter, lay the book down and then 
become very relaxed. Let creative energy fill your 
consciousness and then mould it into an image of yourself in a 
much more abundant state of life. See yourself already in 
possession of what you previously only dreamed of. Become 
extremely conscious of the truth that your entire being is not 
only filled with, but also is surrounded by, the original 
substance all images are made of. So do not just keep reading 


page after page of the book without acting on the "suggestions" 
which I have been giving you. 

In the introduction to this book, and then again in the 
first chapter, we emphasized the fact that, no amount of 
reading or memorizing will make you successful in life. It is 
the understanding and application of wise thought which 
counts. Understanding and application are the keys which will 
unlock the door to a truly abundant life. 

It would be very tempting for you to flip from one page or 
idea to the next, thinking, "I know this, I know that." However, 
let me remind you, it makes no difference how accurately you 
can parrot back these concepts. In fact, you might even be 
able to recite them verbatim. Nevertheless, if you are not 
witnessing the results in your own life of the good you desire, 
you simply do not understand the power-and in fact the 
necessity-of acting on these ideas. Therefore, make the time 
right now, this very minute, to build the image in your mind of 
yourself already in possession of prosperity. Write a brief 
description of your image on a card, carry it in your pocket 
and read it every day, a number of times, until the image fills 
your consciousness. 

Begin your written statement with: 

I am so happy. I now see myself with: 

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Be good to yourself. Treat yourself to the very best life 
has to offer. Remember, quality is not expensive, it's priceless! 


Let Go and Let God 

 

"Something wonderful is happening." 
- John Kanary 
The Personal Coach 

How many times have you been faced with what 
appeared to be an insurmountable problem and you silently 
wished you could "turn it over" to somebody else for a 
solution. Or have you ever sat day dreaming-building 
magnificent images on the screen of your mind-wishing you 
had a certain sum of money, wanting to take a trip to some 
exotic place, or possibly hoping to be able to purchase the 
automobile you have always wanted? Wouldn't it be fantastic if 
there was some "magic formula" that would give us the things 
we want and permit us to live the way we choose? Well there 
is, and it has been around since time began. Therefore, you 
can have the things you want-all of them-and you will have 
them if you will only make the ideas in this book a part of your 
way of thinking; a part of your way of life. 

Make up your mind to read this chapter over and over-
100 times if necessary - until you feel deep inside that you 
really comprehend the idea being expressed. For if you fail to 
grasp the idea presented to you in this chapter, the rest of the 
book will be of little value to you. However, once you do 
understand this chapter, it will be as if a tremendous light has 
gone on in your mind-truly illuminating your life-and you will 
realize you will never again be the same person you once were. 
No person, thing, or circumstance will intimidate you ever 
again. Your days of idle-wishing will be brought to a halt. 
Happiness, health and prosperity will follow you all the days of 
your life and you will spend the rest of your years wanting to 
share your new understanding with everyone and anyone who 
is willing to take the time to listen and learn. 

Be aware, however, that many of the people whom you 
try to share your new awareness with are simply not ready for 


it. In fact, nine out of ten people will laugh and tell others you 
are odd, when you have shared your formula-Let Go And Let 
God-with them. You must realize this is because the vast 
majority of people whom you encounter every day, treat God 
like some cosmic bellboy, who is supposed to run and fetch 
and then deliver. These individuals erroneously believe that 
merely because a person verbalizes certain thoughts in their 
mind-"God please get me this," or "God give me that,"- they 
will receive what they have asked for. But unfortunately, these 
people do not understand the true nature of prayer and what 
is even more tragic-they don't even know, that they don't 
know! 

Potential Is Everywhere Always 

Understand this - everything you see in this universe, 
yourself included, is nothing but the expression of an infinite 
power. This power is forever flowing into and through you. 
Scientists will tell you that everything is energy. I choose to 
say that everything is Spirit. Let Go And Let God. 

For centuries there has been a select group of people who 
are the real thinkers. These individuals have always known 
there is a power which permeates, penetrates and fills the 
interspaces of the cosmos, and that everything you see around 
you is an expression of that power. The power operates in a 
very precise manner, which is generally called law. In other 
words, everything comes from one source, and that source 
power always flows and works to and through the individual-
that is you. Stated slightly differently, the image that you have 
formed can only come to you on the physical plane of life (your 
results) in one way, and that way is By Law and through 
Faith. 

The Mormon religion has a scripture in its Doctrine and 
Covenants which demonstrates this point extremely well, and 
although I am not a Mormon myself, I have grown to love these 
lines: 


"There is a law; irrevocably decreed in heaven 
before the foundations of this world upon which all 
blessings are predicated. 

And when we obtain any blessing from God, it 
is by obedience to that law upon which it is 
predicated." 

- D & C 130:20-21 

The more you study this scripture, the more you will 
appreciate just how perfect it is. The more you understand its 
truth, the easier it will be for you to improve the quality of 
your life. 

Clarence Smithison's Story 

A number of years ago, when I was working in Chicago, 
Illinois, I became close friends with a man by the name of 
Clarence Smithison. Since Clarence is not a celebrity, by any 
means, I am sure you have never heard his name before. In 
fact, he is such a modest, self-effacing person, that if he were 
to walk into a room crowded with people, you would probably 
not even notice him. Nevertheless, there is a certain 
indefinable spark in Clarence Smithison which makes him one 
of the most remarkable individuals I have ever had the 
pleasure to know. In an attempt to identify this elusive quality, 
I have come up with the following hypothesis: Clarence 
Smithison incorporates, within his very being, the principle 
upon which this entire chapter is based-namely, if a person 
will let go and let God (i.e. have faith that whatever must 
happen for him to achieve his goal, will indeed occur), all 
things become possible. 

One day I confronted Clarence and asked him to share 
with me his view of faith and more specifically, his explanation 
of why he personally seemed to possess such a cornucopia of 
this important attribute. True to his nature, he explained to 
me he had not developed a complicated philosophy with 
respect to the subject. He said everything he believed about 


Faith could be summarized in a simple definition; and it was 
this definition which gave him the strength he needed to 
endure the trials and tribulations in his own life. "Faith," he 
said, "is the ability to see the invisible and believe in the 
incredible and that is what enables believers to receive what 
the masses think is impossible." I have fallen in love with this 
particular definition and have shared it with countless 
numbers of people, since Clarence first shared it with me. 

Using a slightly different vocabulary, I would make the 
observation: "If you can show me a person who achieves great 
things, I can show you a person who has great faith in his 
God-given ability to achieve what he images." In fact, there is 
absolutely no question in my mind that faith has always been 
the miracle worker throughout history. It is the connecting 
link between God and You, and therefore, it is your most 
valuable nonphysical possession. In truth, it is the 
cornerstone to everything you will ever build or achieve during 
the course of your entire lifetime. 

Comparatively few people today realize just how much 
faith in oneself (that part of oneself which is spiritual, perfect) 
has to do with achievement, because the great majority of 
people never seem to conceive of faith as being a genuine 
creative force. Yet the truth is that not only is Faith a bona 
fide power, but it is the greatest one we will ever encounter. In 
fact, I would go so far as to say that whatever you accomplish 
in your lifetime, will be in direct proportion to the: 

1. intensity, and 
2. persistence of your faith. 


David And Goliath 

Consider, for example, the biblical story of David and 
Goliath, which surely must rank as one of the greatest 
testaments ever written on the subject of faith. As you will 
recall, Goliath, the giant of Gath, came into the Israelite camp 
boasting pompously and taunting the Israelites to select a 
man to do battle with him. The Israelites, naturally, were 


terrified and, not surprisingly, none of them leaped forward to 
accept the challenge. 

Sometime later, however, when Goliath returned to 
reiterate his challenge, David, an Israelite youth, overheard 
the giant's obnoxious boasting and he stepped forward to pick 
up the gauntlet. Finally, after much pleading before his elders 
for the dubious honor of facing Goliath in battle, the youth 
was accorded the great "privilege" of going forth to do battle. 
The elders insisted, however, that David clothe himself in 
heavy protective armor. They also gave him a sword with 
which to smite his powerful adversary. But David said, "I am 
not used to these things, I cannot fight with these handicaps. 
These are not my weapons. I have other weapons with which 
to fight the giant." So he stripped himself of all his armor, and 
went into battle with no weapon other than a simple slingshot 
and a few pebbles which he had gathered from the nearby 
brook. 

When the giant leader of the Philistines, protected as he 
was with armor from head to toe, armed with mighty weapons 
and preceded by his shield-bearer, saw the unarmed, 
unprotected Israelite youth approaching, he was infuriated. He 
said to David, "Come to me and I will give thy flesh unto the 
fowls of the air and to the beasts of the field." Young David, 
however, never one to be intimidated, answered the giant 
saying, "Thou comest to me with a sword and with a spear, 
and with a shield, but I come to thee in the name of the Lord 
of hosts, the God of the armies of Israel whom thou has defied. 
This day will the Lord deliver thee into mine hands." While the 
giant Goliath placed his faith in physical objects like armor, 
swords and shields, David placed his solely in an unseen God. 
The result-the young Israelite shepherd defeated his far 
mightier foe! With nothing, save a single stone from his sling, 
David struck Goliath, and the giant fell lifeless to the ground. 

By accepting the principle "Let Go And Let God", and 
believing that whatever must happen for you to reach your 
goal, will happen-like David-you too will successfully conquer 


the "giant" in your life (i.e. you will witness the physical 
manifestation of your image, and in the proper time). You see, 
the trouble with those of us who fail to achieve what we desire, 
is not that we lack the ability to do so, but that we lack the 
faith implicit in the "Let Go And Let God" principle, which 
dictates whatever is necessary for us to reach our goal will 
indeed occur. 

We do not believe we can simply tap into the great 
spiritual reservoir that lies within us, to make connection with 
divinity, all-supply, or whatever else you wish to call that 
power which sustains each one of us. However, if you fail to 
make this connection in your own mind, or if you lack the 
divine self-confidence born of faith in omnipotence, you will 
never be what you long to be, or have what you rightly deserve 
to have. All of your prayers will return to you unanswered; 
your best efforts will bear no fruit and your negative attitudes 
will thwart the realization of your goal. 

A mind "saturated" with fear of failure or images of 
unwanted results, can no more accomplish, create, or produce 
anything of value, than a stone can violate the law of gravity 
by flying upwards in the air. You must realize the creator does 
not alter the law of gravity to accommodate a person who 
walks off the roof of a house. (Even though the person may do 
it unconsciously or in a drugged state.) Similarly, the creative 
principle of the law of achievement cannot be violated with 
impunity. Therefore, you will achieve what you desire, be what 
you long to be, only when you become obedient to that 
inexorable law of life. 

To recapitulate - the first step in the creative process is to 
relax and see yourself already in possession of the good that 
you desire. (Build the image.) The second step is to-Let Go And 
Let God. 

In working with Spirit, it helps to focus on the truth that 
Spirit is in all places at all times. Since this is so, it follows 
that you possess the godlike ability to tap into positive 
thoughts anytime you wish and anywhere you choose. 


Moreover, once you become aware of your kinship with the 
creative power, that you are in truth a child of spirit, you 
cannot possibly be anything other than positive, forceful, 
radiant and self-reliant in your dealings with the world (a 
conqueror of those forces which would attempt to drag you 
down or hold you back). Once this happens, all the forces in 
the universe will come together to help you reach your goal or 
the manifestation of your Image. Finally, gaining the 
understanding that you are made in the image of the creator of 
the universe-and are a living part of eternal spirit-will 
ultimately transform the results that you are achieving in your 
life, every day. 

Another thing you should know about Spirit is that it is a 
power which is forever flowing into and through you (we also 
call this power "thought"). But as Spirit or thought flows into 
you, you choose the image you will then form with it. 
Experiment for yourself-sit back, relax and then become fully 
aware of this great creative capacity. You can actually form 
one image or picture, after another, on the screen of your 
mind (images of things which already exist physically, like 
your car, your home, your place of business, or images of 
things that do not yet exist-such as your short-term and long-
term goals). 

But the point I want to impress upon you now, is that 
although Spirit is the very essence of your being, it will never 
move into form or into an image, without your assistance. So 
those people who sit back and do nothing, saying, "God will 
look after me," are just fooling themselves. For since it is true 
that God helps only those who first help themselves, it follows 
that you must always do your part to start the creative process 
in motion. You must always build the image and know in your 
heart the image will materialize. You must come to look upon 
God as being a great unseen provider who inhabits every fibre 
of your being and you must also understand that the instant 
you form the image in your mind, God will go to work in God's 
Perfect Way and move you into an entirely new vibration (i.e. 
you will begin to feel differently). So always remember, the new 


feeling coming over you is really God at work and although 
you may sometimes express your elation by saying you feel 
enthusiastic, remember that the word Enthusiasm is just a 
derivation from the early Greek-"en theos"-meaning in God. 

Your enthusiastic attitude will, in turn, cause your 
actions to change and you will start behaving differently. 
Moreover, not only will you begin to act differently yourself, 
but because of the new vibration you are in, you will begin to 
gravitate toward, and to attract to you, other like-minded 
people. Strange and wonderful things will begin to happen to 
you and with such regularity that you will be at a loss to 
explain or even to comprehend what is going on-so "don't even 
make the attempt." Just understand it is "God's Way," or "The 
Way of the Creative Force," and accept the good as it comes 
and expect more of the same in the future. 

The skeptics will begin to say you are just lucky, and you 
should let it go at that. For as long as you continue to hold the 
image in your mind of the good you desire, you will always be 
rewarded. Just have faith that what should happen must 
happen, and in the right time, it will happen. Always 
remember that, the image which you keep affirming in your 
heart or your subconscious mind is being impressed upon 
Spirit, and Spirit has the ability to convert your present 
dreams into your future reality. 

On the surface, it might appear, from time to time, that 
things are not going well and you may begin to worry you are 
moving in the wrong direction. But let me assure you, this will 
not be the case, as long as you keep the image of the good you 
desire firmly planted in your subconscious mind. For if you do 
this, you will continue to move in the only direction in which 
you can move, in order to get to where you want to go. 

Don't forget, it is never sufficient to believe in yourself 
(that part of you which God created in His image) only when 
you feel particularly enthusiastic or when some particular 
good fortune has befallen you. It is never adequate to have 
FAITH sporadically; to get enthusiastic over your prospects 


and then to undermine all of your mental kingdom. It won't do 
to keep dropping down, again and again, like the frog trying to 
get out of a well, but is feeling weaker and more discouraged 
after each fall. Any person who starts that type of process in 
motion, is letting go of his Image of Prosperity and is using his 
creative powers to build images of poverty instead. 

And as we have already said, God, being a just God, will 
always work to bring about your ultimate good. But always 
bear in mind it is your innermost thoughts and images you are 
requesting; not the words to which you might only be paying 
lip-service. Therefore, make it a habit to begin and end each 
day with A Declaration of Faith in yourself (created after God's 
image), and in His power (whatever you choose to call it). 
Guard this faith zealously, as you would your most precious 
possession and ensure that it never be imperiled by weak, 
downhearted and negative thoughts. 

Doubts, fears, pessimism, and negative thinking poison 
the very source of life. They sap energy, enthusiasm, ambition, 
hope, faith and everything else which makes life purposeful, 
joyful and creative. You must consciously entertain only the 
mental allies of your ambition and those attributes which will 
help you realize the manifestation of your goal. For when you 
are firmly grounded in Faith, negative thoughts will have no 
power over you, because they will not be in harmonious 
vibration with your new image. You will be mentally strong 
through the conscious awareness of God's power within you. 

When Times Get Tough 

When things get tough you must get tougher and you 
can. 

As Dr. Robert Schuller said, "Tough times never last, but 
tough people do." So if you find your faith slipping or you find 
yourself running low on this great motor power which 
accomplishes so many wonderful things, you can do 
something about it. The following exercise works for me-it has 
for years-and I know it will work for you too. You can build 


huge reservoirs of mental power by simply employing a daily 
auto-suggestive technique, for the acquisition and the 
strengthening of this greatest and most necessary of all 
human attributes-Faith. 

Note that when you are giving yourself this "mental 
treatment," you should always go off by yourself and speak out 
loud to yourself in a firm, decided tone of voice (verbalize what 
you are saying, just as earnestly as if you were speaking to 
someone else whom you wished to impress with the great 
importance of what you were asserting). When you speak to 
yourself, begin with your own name and continue as follows: 

"YOUR NAME", You are a child of God and the being God 
made was never intended for the sort of weak, negative life you 
are leading. God made you for success not failure. God never 
made anyone to be a failure. You are perverting the great 
object of your existence by giving way to these miserable 
doubts of yourself, of your ability to be what you desire with 
all your heart to be. You should be ashamed to go out amongst 
your associates with a long, sad, dejected face, as though you 
were a misfit, as though you lacked creative power within, as 
though you did not have the ability to do what your Creator 
sent you here to do. You were made to express what you long 
to express. Why not do this? - why not stand and walk like a 
conqueror, like a David who slew Goliath, instead of giving way 
to discouragement and doubt and carrying on like a failure? 
The Image of Perfection, the Image of your Creator lies within 
you. You must bring it to the center of your conscious thought 
and express it to the world. Don't disgrace your Maker by 
violating that image, by being everything but the magnificent 
success God intended you to be." 

There is a tremendous achievement force, an up-building 
and strengthening power in the asserting of confidence in the 
Creator and that you are created in His image. This is not 
egotism, not the glorification of the parody of the man or 
woman which wrong-thinking or wrong-living has made. It is 
simply the assertion of your kinship with God. 


Do Not Force It To Happen 

There should be no force associated with the 
manifestation of your image, because "Force Negates." Trying 
to do it your way, by forcing things to happen, is not 
necessarily God's way. Therefore, learn to follow the quiet 
voice within that speaks in feelings rather then words; follow 
what you "hear" inside, rather than what others may be telling 
you to do. Be aware that the quiet voice within often tells you 
to do things which run counter to the way most people live 
their lives. But do not be unduly concerned by this. Many of 
the world's greatest leaders were considered heretics by their 
peers, simply because they chose to "march to the tune of a 
different drummer!" These individuals were following the quiet 
voice within them, rather than doing the things considered 
fashionable in their day. 

Let your image sink deep into the treasury of your 
subconscious mind. Let yourself get totally and emotionally 
involved with your Image, because by doing this you are 
"Letting Go and Letting God." 

Understand, moreover, that if you should falter-for any 
reason-and go your own way, the minute you recognize your 
error and reaffirm your image, Spirit will pick up right where it 
left off when you chose to take over the controls. Then you will 
instantaneously be back in the right vibration and on the 
correct pathway, leading to success in life. 

Follow the instructions below, to the letter. 

First Principle 

Relax and see yourself already in possession of the good 
that you desire. 

Second Principle 

Let Go And Let God! 


Expect An Abundance 

"The mind is a powerful magnet and as such, it 
attracts whatever corresponds to its ruling state. 
Expectation dictates what that ruling state will be 
and therefore governs what corresponds to the mind 
and is attracted into your life. Expectation can be 
either a blessing or a curse but either way it is 
certainly one of the most powerful unseen forces in 
your life." 

- John Kanary 
Public Speaker, Author, Entrepreneur 


What are you doing to increase your income? 

If your answer to this question is "nothing" or if you are 
just beginning to think seriously about what you could do, you 
have probably not yet grasped the ideas presented in the 
previous chapters. You should be aware that the chapters in 
this book resemble the individual pieces of a jigsaw puzzle. 
Each chapter is related, one to the other, in such a way that if 
we put them all together, we can see the entire picture. Since 
you are now well into the heart of the book, I would ask you to 
pay particularly close attention to the ideas which follow, so 
you can use them to successfully tie all the pieces together. 
You will soon discover that if the ideas in this chapter are 
applied with intelligence, Expectation can be the triggering 
mechanism which attracts into your life, every good you 
desire. However, if you do not exercise extreme caution, 
Expectation can also turn, just as rapidly, into a destructive, 
lethal enemy. Therefore, you must be cognizant of how you are 
exercising this invisible, but powerful, force. 

I believe you already understand you cannot have wealth 
in your material world until you have first visualized the 
wealth in your mind. But what does this really mean? It 
means that before any of us can even begin to overcome the 
poverty which surrounds us in our external world, we must 


first conquer the impoverishment that is buried deep within 
ourselves. 

In the preceding pages, I explained how prosperity-
properly understood-is simply the inward awareness of the 
opulence, wholeness and completeness that abounds within 
the spiritual realm. In other words, it is impossible to feel poor 
when you are conscious of being enveloped in the protective 
care of a loving God, universal spirit, or whatever else you may 
wish to call the spiritual-center of our universe. Let me repeat-
there never is, and there never has been any lack of supply 
other than that which we have created for ourselves because 
of our own limited awareness. 

The Lightbulb Tale 

The following story should help underscore this great 
truth about your infinite source of supply. Visualize, if you 
will, a poor couple who have spent their entire lives living in 
the "backwaters" of civilization. Then imagine them suddenly 
transported to a small village where, to their astonishment, 
they discover that their new home is being lighted by 
"electricity." Since they have had no previous experience with 
that force-in fact they have never even seen an electric light 
before, they are completely mesmerized by the little eight 
candlepower electric bulbs which light their home. 

Several months pass by and eventually the couple start 
to regard the light-bulbs as an accepted facet of modern life. 
However, one day a smooth-talking salesman appears at their 
door, telling them their eight candlepower electric bulbs are no 
longer adequate for their needs. He tells them they should buy 
the new sixty candle-powered bulbs which have just "come on 
the market." Since the couple has now become slightly more 
adventuresome, they agree to let the salesman demonstrate 
his "newfangled" product. As soon as the new bulb is plugged 
in and the electricity turned on, the couple becomes transfixed 
once again; for not only does the new bulb emit a light, it 
actually illuminates the entire room. Never in their wildest 
fantasies had the couple ever imagined that the source of the 


new flood of illumination had been there all the time. Nor had 
they realized this enormously increased light could originate 
from the same current which fed their little eight candlepower 
bulb. 

It's strange! We smile at the naivete demonstrated by this 
poor couple, but the truth is, most of us are even less aware of 
our own power, than this couple was of the power of electric 
current. For like the couple in the story, we never even dream 
that the infinite current which surrounds us could flood our 
lives with a light more magnificent than the most powerful 
light bulb ever devised. We never grasp the simple truth that 
all we need to do to improve our results is to plug a larger, 
more prosperous idea into the infinite current of life. Instead, 
most of us strangle our supply with energy-impoverished 
thoughts of doubt and fear, which entirely cutoff the inflow of 
prosperity. 

I want to exhort you, therefore, to resolve to change your 
habitual pattern of thinking now. That's right, change it now, 
and remember, the stream of plenty always flows towards the 
open, expectant mind. You must understand you already have 
in substance, if not in physical form, everything necessary to 
produce prosperity in your material world. The two 
determining factors for you to attain the results you want are: 

1. desire, and 
2. expectation. 


Up to this point you might have been living the way the 
masses live their entire lives, simply because you are 
harboring the false assumption that desire is the only thing 
which you need to reach your goal. But you must understand, 
if your desire is not combined with the expectation that you 
will receive what you desire, you will find yourself continually 
frustrated and disappointed whenever you begin working 
toward any kind of material goal. 

When you cast your mind back over the experiences of 
your own life, you will soon realize that whenever you did 


reach a desired goal, you not only desired that goal but you 
actually expected to attain it as well. 

Let me repeat - desire without expectation is nothing 
more than wishful thinking and as we have already pointed 
out, since the vast majority of people wish positive but expect 
negative, they seldom attain what they are after. 

In his magnificent book The Science of Getting Rich, the 
author, Wallace D. Wattles, gave us an excellent definition of 
"desire." He said: "Desire is the effort of the unexpressed 
possibility within seeking expression without through your 
action." 

In other words, your ideal, dream or goal - this wealth 
you wish to see materialize - can only become a desire once it 
has been properly planted in the subconscious mind. However, 
once your desire has been firmly established, it is the 
expectant attitude which ensures that your goal or dream is 
not uprooted or replaced by any opposing or competing ideas. 

In an effort to help you kindle this expectant attitude 
toward "real wealth," let us journey together through some of 
the preceding chapters in this book. As you will remember, we 
began by discussing "money." We attempted to understand the 
"true nature" of money and we arrived at the conclusion it is a 
"useful, obedient servant." However, like all servants, we 
learned it is useful to us only when it is being employed. 
Therefore, we concluded, money must always be kept working 
or otherwise circulating. For if it is not, as we have already 
mentioned, it will become as useless as old newspapers 
stashed away in an attic. 

Next, we explored the idea relating to exactly "how much 
money you want." You become aware of the fact it is necessary 
to be very specific about how much money you need, to 
provide the things you want, to live in the style you choose. 
Once this figure had been decided upon, we then examined 
the importance of building the image of ourselves already in 
possession of this wealth, on the screen of our conscious 


mind. We also talked briefly about the manner in which 
images are formed and the role they play in our lives. 

Then we examined the idea of "consciousness" and how it 
was imperative to develop the prosperity which we seek in our 
mind first, before we can ever attain it in our bankbooks. We 
learned how we had to bathe our subconscious minds in a 
concept of prosperity and how we had to see wealth as being 
already in our possession. 

In the chapter "Let Go And Let God," we became aware 
we were co-creators. We became aware of how we had, in our 
conscious mind, the ability to choose any thoughts we wanted, 
to build any images which we chose to build. We then learned 
how we could turn that image over to our subconscious mind 
(the spiritual center of our being, and that part of us which 
takes any idea or image we give to it, then willingly accepts it 
and instantly begins to move it into physical form in our 
world). We discovered that when we truly understand this 
creative process of life and our role in it expectation becomes a 
natural mind-set, regardless of how things might appear in 
our outside world or what others might be saying to us. We 
were told this absolute and unshakeable faith or belief in the 
fact that our images are moved into form, is essential if we are 
to become successful in our lives. We also gained an 
awareness that all of this will happen once we begin to see 
ourselves as nonphysical entities encased in physical bodies. 
Once we realize our bodies are nothing other than the physical 
manifestation of our nonphysical selves, we will understand 
they are obedient servants of our mind, and they move and 
have their being according to the vibratory rate of our minds. 

You must reach the stage in your mental development 
where you don't just believe that your image of material wealth 
will manifest in form, but you actually know it will. It is at that 
point you will begin to expect to receive the physical 
expression of your image of wealth. No one and no thing will 
be able to cause you to see in your mind anything but that. 


Always remember, the truth is not always in the appearance of 
things. 

An elderly, wealthy gentleman being interviewed by a 
newspaper reporter was asked at what point he became 
successful. His answer was, "I was successful when I was 
sleeping on a park bench because I knew where I was and I 
knew where I was going." At this juncture in the book, you 
know where you are and you know where you are going. So 
expect to get there! 

Your desire is the motor-power which will move you in 
the direction of your dream and expectation is the attractive 
force that will move your dream in your direction. So see 
yourself moving toward the wealth you visualize and see the 
wealth you visualize being attracted to you. Know that you will 
come in contact with the wealth that is moving to you, and at 
the right time. No one knows what period of time must elapse, 
so don't become impatient if it doesn't materialize "overnight." 
All we know for sure is a certain period of time must elapse 
and the period of time which your image must take to 
materialize is governed by the law of gender. The law of gender 
decrees there is a gestation or incubation period for the 
manifestation of all seeds, and, make no mistake about it, the 
image of wealth you chose to build on the screen of your 
conscious mind and then turned over to your subconscious 
mind is a seed; and it is growing into physical form, in the 
most fertile field of which you could ever conceive. 

It is not necessary, at this point, for anyone else to see 
this new wealth. It is not even necessary for anyone else to 
believe you will receive it. The only thing necessary is that you 
see it and you believe it. You see, the premise that Napoleon 
Hill built his life's work on is absolutely true-anything the 
mind can conceive and believe, it will achieve. Expressed 
another way, "As a person thinketh in their heart, so are they." 
(The early Greeks referred to the subconscious mind as the 
heart.) Note that your subconscious mind can no more change 
or alter your image, than an ordinary mirror can reflect back 


to you an image different than the object you are holding in 
front of it. But remember, as you think so are you, does not 
mean as you tell people you think or as you would wish the 
world to believe you think; it means your innermost thoughts, 
which only you control, know the truth. That is what you 
expect, so that is what you attract and that is what you will 
ultimately receive! 

Through studying the power of your subconscious mind, 
or studying in depth the power or modus operandi of Spirit, it 
will become easier and easier for you to come to expect the 
good you desire. For all things are possible in Spirit, because 
in its original state, Spirit is a sensitive, unseen, creative 
substance whose sole purpose is expansion and fuller 
expression; in other words, "growth." However, spirit or 
creative substance, can only reproduce, expand and express 
itself in a greater way in accordance with the limitation placed 
upon the instrument through which it expresses itself. 

Since Spirit is flowing to and through you, you are the 
instrument. Therefore, the image or the ideas you hold in your 
mind dictate the limits which are placed on the spiritual power 
flowing to and through you. In this respect, you may be 
compared to the light bulb the elderly couple had in their 
home. You are an instrument through which spirit flows, just 
as a light bulb is an instrument through which electricity 
flows. When the old couple plugged in the eight candlepower 
bulbs, the electricity was limited in its expression by the power 
of the bulb. However, when the salesman plugged in the 60 
candlepower bulb, the electricity was free to express itself to a 
greater degree, and yet even then it was limited by the form 
through which it flowed; namely, the new bulb. A 100 
candlepower bulb would have permitted an even greater 
expression, and so on and so on. Therefore, if you held an 
image of poverty, that is what you will have seen expressed in 
your results or your material world. However, since you are 
now holding an image of prosperity, that is the image you will 
see expressed in your material world. 


The nonphysical creative substance, which is Spirit, 
flows to and through the seed and expresses itself in its polar 
opposite, physical form. As we have discussed on previous 
pages, the modus operandi of Spirit is law and, of course the 
law of attraction is a cause, and growth or expansion is the 
effect. So keep visualizing yourself as a perfectly endowed 
spiritual instrument without limitations of any kind. For if you 
do, you will find it easy-in fact natural-to expect the good you 
desire. You will understand that doubt simply obstructs the 
unfoldment of your desire, so when you continually originate 
images of doubt, you know you will never see the 
materialization of the image you desire. Only the reproductive 
creative spirit of life knows what you think, until your 
thoughts become physical facts and materialize in your body 
or your affairs. Then everyone with whom you come in contact 
may know, because the intelligent energy rewards you openly 
by reproducing your thoughts in physical form. 

As A Man Thinketh 

"As you think, that is what you become," should be kept 
in the forefront of our minds constantly. For when you expect 
something wonderful to happen, that is watching and praying 
without ceasing. At those times when we are not feeling quite 
up to par physically or our mind is becoming clouded with 
doubt, we should realize it is time to pray with all the more 
conviction or work at developing a stronger feeling of 
expectation. 

You must guard your mind constantly against doubt, 
because it is a crippling vibration. Whereas most of the 
preceding pages have been dedicated to the power of positive 
thoughts (namely, the building of the image of prosperity), 
doubt is the flip side of the coin (i.e. negative thinking). And, 
when you are entertaining doubts, what you are actually doing 
is creating images of the things you don't want. Moreover, 
justifying your doubt to yourself by originating reasons for it 
(i.e. rationalizing), will do you absolutely no good. You cannot 
strike a bargain with your subconscious mind, because the 


subconscious has no sense of fairness, no sense of humor, 
and it cannot even determine what is good or what is bad for 
you. Every image just IS, to the subconscious mind. Therefore, 
your negative, worrisome and doubtful images will be accepted 
just as quickly and as willingly as will your images of 
prosperity. 

The instant you become aware you are entertaining 
thoughts which create doubt, become quiet, start relaxing and 
image yourself already in possession of the prosperity you 
desire. When you do this, you are altering the mental current 
which is flowing into your marvelous mind. 

Expect, with all of your consciousness, to receive your 
good in your material world-"You think in secret and it comes 
to pass, environment is but your looking glass." James Allen 
wrote those words three-quarters of a century ago, but they 
are still true today and they will always remain true in the 
future. 

So program your "personal computer" to expect good 
results and that is exactly what you will receive. 

Pat And John's Story 

As I was writing these lines, I received a telephone call 
from a beautiful couple-Pat and John-whom I would definitely 
number among my close friends. They called to tell me they 
were moving into their new home the following Tuesday, and I 
was elated to hear this delightful news. You see, less than two 
months earlier, I spent approximately five hours talking with 
them about the image-making concept and the awesome 
power of the "Expectant Attitude." During the course of the 
conversation, I asked John what he wanted more than 
anything else in the world, and, after a long period of silence, 
he looked me squarely in the eye and said, "I would like Pat, 
Toni (Pat's daughter) and me to be in a house of our own by 
Christmas and I would like my son to spend Christmas day 
with us." (Although John's son lives with his mother, he and 
John have a very warm relationship.) I then asked him why he 


didn't just go out and make his dream become a reality. He 
replied he couldn't, because he lacked the money to do so. I 
then had the audacity to remind John, that all things are 
possible for those who believe, and therefore, he definitely 
could make his dream come true; perhaps he just didn't know 
how to go about doing it. The three of us then spent about an 
hour discussing the kind of house they wanted, until we all 
had a very clear image of their dream home etched upon the 
screens of our minds. We talked about Expectation and I 
explained to them that many good things would begin to 
happen for them the instant that they began to "Expect" to be 
in the house for Christmas. 

Sure enough, the first thing that happened to them once 
this new attitude permeated their consciousness, was that 
both their minds moved over to the "How To" side of the ledger. 
New ideas began to flow like water, and questions came forth 
in rapid succession. How much would a house like this cost? 
How much would they have to "put down?" Where would they 
find such a house? To get answers to their questions, they 
needed the expertise of a real estate agent; I suggested John 
call Natalie Kopman-a lady I know who is a real estate 
professional-and tell her of his dream. He should ask her what 
he would need in the way of finances to make his dream or 
image become a reality. Finally, I told him he would have to 
get busy focusing all of his conscious attention on earning the 
amount of money he would need to achieve his goal; and he 
would have to actually "Expect" to earn whatever the amount 
was-and in the allotted time. Surprisingly, it turned out that 
the amount of money they required was far less than the 
figure they had previously thought it would be. 

Moreover, since John and Pat are both commissioned 
sales people, their road to achieving this financial goal was not 
riddled with as many obstacles as is the road for many other 
people. Nevertheless, without going into detail about the many 
hurdles they did have to overcome, suffice it to say, with 
Natalie's help, Pat and John succeeded. Next Tuesday they 
move into their new house, next Saturday is Christmas day. 


Just before I hung-up the receiver, I congratulated them on 
their new home and I asked John if his son would be spending 
Christmas day with them. Quietly, but with a voice brimming 
over with happiness, he answered, "Yes he is, and it sure 
makes a difference when you Expect what you do want, rather 
than Expecting what you don't want, doesn't it Bob?" I just 
smiled and said, "Yes John, it sure does." 

Many people today live their entire lives on the basis of 
"seeing is believing." That is to say, the only images they get 
emotionally involved with are the ones they can discern with 
their physical senses. But the individuals of real "vision", down 
through the ages, have always known the overriding principle 
is, "What you see is what you get." Expressed somewhat 
differently, what this means is that the images in people's 
minds actually precede the concrete images which pervade our 
material world. Therefore, you should be aware of the fact that 
the fascinating physical world we see before us, with all of its 
conveniences for making our lives more comfortable, has been 
built largely by image-makers-men and women of vision who 
knew what they could do and "Expected" everything else to 
"fall into place," regardless of what their critics might say to 
the contrary. 

For example, two young mechanics from Ohio introduced 
us to an entirely new kingdom by building and holding an 
image of an airplane in flight; but if they had not "Expected" to 
succeed, they would surely have quit the first time they met 
with defeat. Since they did not, we are now only hours away 
from anywhere in the world-in fact, we can even reach other 
planets within a very short span of time. Edison built and held 
an image which illuminated the entire world and, as a result, 
we no longer need to spend half of our days groping in 
darkness. You should realize that you too can change your 
world, just as John and Pat did, by building an image in your 
mind of exactly the way you would like to live. But always 
remember, you will only receive what you truly "Expect", not 
what you only wish for. 


There are three certain steps for achieving prosperity in 
all areas of your life. Number one, build the image in your 
mind. Number two, turn it over to Spirit (Let Go And Let God). 
Number three, expect with your heart and soul that Spirit will 
reward you openly for your faith. 

Expect An Abundance 


The Law of Vibration and Attraction 

 

"Any idea that is held in the mind 
that is either feared or revered will, begin at once 
to clothe itself in the most convenient 
and appropriate physical forms available." 

- Andrew Carnegie 

Dr. Wernher von Braun 

In an interview held with Dr. Wernher von Braun in 
February of 1976, Dr. von Braun was quoted as follows: "After 
years of probing the spectacular mysteries of the universe, I 
have been led to a firm belief in the existence of God. The 
grandeur of the cosmos serves only to confirm my belief in the 
certainty of a creator. I just cannot envision this whole 
universe coming into being without something like divine will. 
The natural laws of the universe are so precise that we have 
no difficulty building a spaceship to fly to the moon and can 
time the flight with the precision of a fraction of a second. 
These laws must have been set by somebody." Dr. von Braun 
went on to say, that "science" and "religion," properly 
understood, are not antagonistic pursuits. On the contrary, he 
affirmed, they are "sister disciplines." Through the scientific 
method, one learns more about "creation," whereas, by virtue 
of the study of religion, one gains a greater insight into the 
"creator." By employing the tools of science, man attempts to 
harness the forces of nature which surround him; through 
religion, on the other hand, he endeavors to control the "forces 
of nature," which are at work within him. After a brief pause, 
he added, "There would not be a single great accomplishment 
in the history of mankind without faith ... Any person who 
strives to accomplish something needs a degree of faith in 
himself and when he takes on a challenge that requires more 
and more moral strength than he can muster, he needs faith 
in God." 


Years before anyone would accept the idea of a man 
traveling to the moon and back, Dr. von Braun was asked, 
"What would it take to make a rocket to reach the moon." He 
replied simply, "The will to do it." von Braun was, clearly, a 
brilliant man who possessed a great understanding of life and 
a tremendous awareness of the laws of the universe. In fact, 
he is considered, by many experts in the field, to be the 
"Father" of the space program. Like all great achievers, he had 
gained a profound insight into the "spiritual" laws of life, and 
one of those laws is the Law of Attraction. This is the law I 
would like to delve into now. 

Indeed, an understanding of this particular law is 
actually the key to understanding this entire book. The reason 
this is so, is that "The Law of Attraction" is the underlying 
principle which governs the level of your personal prosperity. 
However, to help you achieve a really solid grasp of this 
concept, it will be necessary for us to focus briefly on another 
law; namely, the "Law of Vibration." 

The Law of Vibration accounts for the difference between 
mind and matter; between the physical and the nonphysical 
worlds. 

According to the Law of Vibration, we postulate that 
everything vibrates or moves; nothing sits idle. Everything is in 
a constant state of motion, and therefore, there is no such 
thing as "inertia", or a state of rest. From the most ethereal, to 
the most gross form of matter, everything is in a constant state 
of vibration. 

Moving from the lowest to the highest degree of vibration, 
we discover there are literally millions upon millions of 
intervening levels or degrees; from the electron to the universe, 
everything is in vibratory motion. (Energy is manifested in all 
the varying degrees of vibration.) 

"Rates of vibration" are called "frequencies," and the 
higher the frequency, the more potent the force. Since thought 


is one of the highest forms of vibration, it is very potent in 
nature and therefore, it must be understood by all of us. 

Now, the Law of Vibration may be explained in many 
different ways, depending upon the purpose for which it is 
being explained. In this chapter, however, it is our intention to 
confine our inquiry to thoughts alone, so we may thereby 
improve our understanding of the Law of Attraction. 

Vibration 

To vibrate means: "to move backwards and forwards, to 
oscillate, to shake, to quiver, to swing, to waver, to cause to 
quiver." 

To obtain a more graphic conceptualization of the idea of 
Vibration, just stretch out one of your arms straight in front of 
you. Then hold it perfectly still. While you are holding it still 
and are unable to perceive any motion in that arm at all, know 
that the electrons which compose the arm, are moving, 
shaking, quivering, or vibrating, at the rate of 186,300 miles 
per second. 

The arm appears still to you, but in reality it is in a 
constant state of motion. Of course, although such motion is 
imperceptible to the naked eye, under a high-powered 
microscope it would become very apparent, indeed. 

Now, begin to shake your arm. You, yourself, are now 
causing the arm to vibrate. It was already vibrating of its own 
accord, in obedience to the Law of Vibration (which teaches 
that everything is in constant motion). But you have stepped 
up, or increased, the rate of that vibration. You have pushed 
down on the vibratory accelerator pedal, as it were. 

Positive And Negative Personalities 

"The mind in itself and in its own place 
can make a hell out of heaven 
or a heaven out of hell." 


- John Milton 

People, as a rule, can be classified as positive 
personalities (optimists) or negative personalities (pessimists). 

Those individuals who are positive in their thoughts 
always tend to look upon the brighter side of life. With their 
faces turned toward the sunshine, they attempt to see the 
good, even in the bad. Such individuals habitually think 
thoughts of a positive nature and they are a blessing to the 
world. They are in a "Positive Vibration," and therefore attract 
other positive personalities to them. 

Negative personalities, on the other hand, habitually look 
upon the dark, gloomy, and depressing side of life. Even the 
good holds some bad for them. They dwell on the bad and the 
negative. They think about it, anticipate it, expect it, and 
invariably they receive what they have been seeking. Due to 
the negative vibration which they keep themselves in, they of 
course attract other miserable personalities to them. As you 
are already aware, "misery loves company." 

Their state of mind can be compared to the person who, 
upon being asked how he felt, said, 

"I feel alright today, but I might feel bad tomorrow." 

Negative personalities are depressing to everyone around 
them. Their faces take on the expression, in physical form, of 
the negative thoughts which they are holding in their minds. 
Each day, one can observe such individuals passing on the 
street. No cheer, no joy radiates from them-just gloom, frowns 
and hostility. Having created their own hell for themselves, 
they seem to enjoy wallowing in it. 

The law of Polarity and Relativity states that for every 
positive there is an equal and opposite negative. Therefore, 
both of these personality types are necessary, so you can 
develop the awareness to distinguish one from the other, and 
in that manner, choose the one which will advance you in life. 


You do have Free Will. You can choose which of these two 
personality types you wish to adopt. Therefore, if a person is 
constantly negative, but tires of that state, the person may, 
through awareness and proper effort, change himself into a 
positive personality type of individual. 

Understand this-The Law of Vibration will give people the 
awareness they require, to make the personality changes they 
desire. 

The Brain - The Body 

The human body, believe it or not, is one of the most 
efficient electrical instruments in this entire universe. The 
human brain, similarly, is probably the most efficient electrical 
instrument ever created. Both are truly marvels. 

The brain is the part of the body where all manner of 
frequencies are transformed from one frequency level into 
another. In the brain, for example, sensations are transformed 
into muscular action. Sound, heat, light and thought are also, 
each in their turn, transformed into other frequencies, each 
affecting the body. 

Within the brain there are centers which control and 
regulate the functioning of all organs and parts of the body. By 
means of the proper stimulation of these centers, the 
functioning of the organs may thereby be controlled. In our 
seminars, we refer to this phenomenon as the vibratory control 
of the body. 

In the final analysis, the brain is simply a vibratory 
instrument. To begin to understand its functioning you must 
undertake the study of the Law of Vibration. 

Since the early 1940's, we have had at our disposal the 
EEG (electroencephalograph), which reads the electrical 
activity of the brain, and the ECG (electrocardiograph), which 
traces the electrical changes which occur during heart 
contractions. 


Therefore, vibrations are certainly not something which 
are new to us. Indeed, all of us have an awareness of them. 
However, the problem which we encounter is that the vast 
majority of people are not aware of the connection between 
their vibrations and their results in life. 

It is, unfortunately, a very common sight to see people in 
bad or confused vibrations, busily attempting-through force-to 
achieve good results. However, due to the negative vibration 
which they are in, they are continually being bombarded by all 
manner of negative people and situations, which by law, are 
being attracted to them. Consequently, at some point, their 
battle must become overwhelming for them. 

These people may be likened to a person who is jumping 
off the top of a building, and trying to go up, at one and the 
same time. The result, in either case, would be equally 
predictable and equally disastrous. 

Everything Is Energy, Everything Vibrates 

For you to gain a better awareness of how you are to take 
control over your results (i.e. to better understand how and 
why the thoughts and things come into your life as they do), 
you must go back to the basic premise with which we started: 
namely, everything vibrates and nothing stands still. There is, 
in truth, no such thing as inertia. Scientists today support 
this thesis and every new scientific discovery tends to lend 
even more credibility to it. 

However, by virtue of your Free Will and the many other 
mental factors in your marvelous mind, you have the Co-
Creative ability to cause vibratory changes to take place at 
your bidding in your life. The cause for our lack of ability to 
exercise this tremendous power for good is nothing other than 
our own ignorance about the Law of Vibration. 

Let There Be Light-Your Connecting Link 


Slowly but surely, let us see with our inner eye of 
understanding, how you may "connect" with the good that you 
desire, to improve the quality of your own life. 

Two objects whose electromagnetic fields are the same 
are operating on the same frequency. Therefore, we can say 
they are in resonance, in harmony, or in rapport. When two 
objects are in resonance or vibrating at the same speed, the 
vibratory rate may be transmitted from one to the other 
through the medium of the electron. ("Resonance" as a field of 
study, is concerned with the electromagnetic fields 
surrounding objects.) 

For example, we find a globe in a chandelier will vibrate 
when in resonance with a certain key on a piano; yet it will not 
vibrate to any other note on the piano keyboard. 

The two objects under discussion are composed of 
entirely different material and they have completely different 
shapes. Still, they are in resonance with one another, due to 
the fact their ultimate magnetic fields are the same. They are 
within the same sphere of relative motion, and this holds true, 
irrespective of their size, shape, or the elements of which they 
are composed. 

All electromagnetic waves, or quantums, have their own 
particular rate or frequency, which corresponds to the number 
of changes in direction they make per second. The 
electromagnetic wave spectrum is simply a "Scale of 
Vibration," and it is subdivided into specific regions. 

Nevertheless, one must always remember these regions 
are not actual divisions, but merely arbitrary spaces covering 
frequencies that manifest in our senses in different ways. Each 
region actually "blends" into the one above and the one below, 
and in truth, there are no definite lines of demarcation. 

Everything Is An Expression Of The Same Thing 


Everything in this entire universe is connected to 
everything else in this entire universe, through the Law of 
Vibration. Just as the colors in a rainbow are connected in 
such a way that you are not able to tell where one color stops 
and the other begins, so too are you unable to distinguish 
where one "thing" starts and another one stops. Everything in 
this universe is connected to everything else in this universe, 
just as the water that boils is connected to the steam into 
which it transmutes, and the steam is connected to the ether 
or air into which it changes. 

You too are connected to everything in the universe. 
Whether you can see it with the naked eye or not is 
unimportant. The only physical difference which exists 
between one thing and another, relates to the density or the 
amplitude of their vibration. 

Therefore, as soon as you choose certain thoughts, your 
brain cells are affected. These cells vibrate and send off 
electromagnetic waves. When you concentrate on those 
thoughts, you increase the amplitude of vibration of those 
cells, and the electric waves, in turn, become much more 
potent. 

Know that it is you who is originating those electric 
waves and know that you are also determining the density of 
them by your own free will. You must also know, since you are 
originating these electric waves, your whole being is being put 
in that particular vibration. 

We have already covered the point that two objects may 
be of entirely different material and shape, and yet still be in 
Resonance. This is due to the fact their ultimate magnetic 
fields are the same, because they are within the same sphere 
of relative motion. (Keep in mind that resonance is the factor 
governing the transmutation of vibrations.) 

When you hold the image of your goal on the screen of 
your mind, in the present tense, you are vibrating in harmony 
(in resonance) with every particle of energy necessary for the 


manifestation of your image on the physical plane. By holding 
that image, those particles of energy are moving toward you 
(attraction) and you are moving toward them-because that is 
the law. 

All things are merely manifestations of energy or Spirit. 

When the world comes to understand this great truth, we 
will be aware that all people are the same; they only appear to 
be different. The true dividing lines for mankind are not 
borders, color or language, but simply ignorance and its polar 
opposite, understanding. 

Know The Truth 
And The Truth Will Set You Free. 

Helping Others Feel Better 

You automatically like people who cause you to feel good. 
It would necessarily follow, therefore, that others will like you 
when you cause them to feel good, or when you move them 
into a more positive vibration. 

Example 

Vibratory control of the body, mind and soul of a person 
gives you a means for the restoration of positive vibrations, 
through the medium of resonant electric waves of the brain 
cells, from you to another person. 

As already stated, the human body, including the brain, 
is a high-powered electrical instrument. Therefore, you are a 
veritable "broadcasting station," relative to other people. When 
the "tune in" between you and them has been completed, or 
when the composite personality has been established between 
you and the other person, the other person receives and 
becomes conscious of the vibrating thought which is being 
broadcast by you. 


Under the Law Of The Perpetual Transmission And 
Transmutation Of Energy, the other person, being a low 
potential of energy, takes on this added energy which is being 
sent out by you. And, like a weak battery, the other person 
becomes recharged, more energetic, and more positive as a 
result of his contact with you. 

The process of transmitting energy between you and the 
other person is exactly the same as the process which takes 
place between the broadcasting station and the radio. That is 
to say, laws which are identical in nature, govern both 
phenomena. 

Vibrations And Attitude 

Every physical thing throws off a vibration. Everything 
which you see, hear, smell, taste, or touch, throws off a 
vibration because these things, like everything else, are in a 
constant state of motion. Whenever you get near enough to 
them to enter into their "sphere of vibration," you will be 
affected by that vibration, whether you realize it or not. Have 
you ever noticed, for example, how peaceful you feel (vibrate) 
while walking alone in the woods? 

The Law operates exactly in the same way in the mental 
realm. For when a person thinks a thought, it means the 
person has consciously or unconsciously started a group of 
brain cells vibrating abnormally. Once these brain cells, being 
things, begin to vibrate abnormally, they throw off a wave of 
electronic energy which moves out seeking a place to land. 

If you are in the sphere (space) of their vibrations and 
you happen to have similar cells which are in rapport (in 
harmony or agreement) with the ones vibrating in the other 
person's brain, then you receive these vibrations and are 
affected mentally by them, either negatively or positively. (It is 
clear that everyone in sales or management will thoroughly 
understand this information.) 


Let us suppose that another person is vibrating to "Anger 
Concepts." If you are the type of person who becomes easily 
angered and you happen to enter the vibratory field of those 
anger vibrations, then those vibrations will strike the "anger 
cells" in your own brain. A condition of resonance being 
present, those vibrations will start your brain cells vibrating 
and your entire being will move into that vibration. You will 
become irritated or angry (even though you may, or may not 
know, the cause of your own anger). If you do not understand 
what has happened, you will be at a loss to change the 
conditions which caused the effect in the first place. 

The same principle applies to all mental vibrations. As 
soon as a person starts to think, he starts brain cells 
vibrating. Energy is released, therefore, in the form of 
electrons which travel out according to the intensity of the 
thought involved. Whoever stops that energy, is affected by it. 
But bear in mind, the only thing which stops a thought, is 
that which resonates with that thought. This means, if you 
should run into an electromagnetic vibratory field of negative 
thoughts, you will, if you are that type of person, become 
negative yourself. Conversely, if you run into a positive 
vibratory field, you will experience the opposite of the negative; 
namely, the positive. 

Since the air we breathe is literally "filled" with both types 
of vibrations, they are constantly bouncing into your brain. As 
a result, you could become like a "ship without a rudder," 
tossed about at the mercy of whatever is vibrating or "in the 
air." However, once you understand the Law of Vibration, you 
are in a position to insulate yourself against the negative 
vibrations. You can then be in control of yourself, in the true 
sense of the word, and you will begin to attract to you the 
things and circumstances that you choose. 

Become A Mental Magnet 

Attract What You Need 
For The Physical Manifestation Of Your Image 


If it is true that energy, or Spirit, is neither created nor 
destroyed and everything in its original state is either energy 
or Spirit, it necessarily follows that everything you will ever 
want is already here. It is simply a matter of choosing the 
thoughts which will put you into harmonious vibration with 
the good that you desire. 

Everything you are seeking is seeking you in return. 
Therefore, everything you want is already yours. So you don't 
have to get anything; it is simply a matter of becoming more 
aware of what you already possess. 

The moment you bring your life into harmony with the 
Law, into harmony with the current of Divine Order, you will 
find that the "negative" will have "taken wings." For its cause 
will have been removed and you will no longer attract what 
you don't want. 

The secret to receiving, on the physical plane, the results 
you desire is always locked into the Law of Attraction. This 
entire book has been designed to help you understand how to 
get into harmonious vibration with the good you desire, and 
then how to stay in that positive vibration, so you will begin to 
attract whatever you need for your image of prosperity to move 
into form. 

The Acorn Analogy 

In Raymond Holliwell's magnificent book, Working with 
The Law, Holliwell points out in the chapter entitled "The Law 
of Success," the following: "All of the processes of nature are 
successful. Nature knows no failures. She never plans 
anything but success. She aims at results in every form and 
manner. To succeed in the best and fullest sense of the term 
we must, with nature as our model, copy her methods. In her 
principles and laws we shall discover all the secrets of 
success." 

Keep in mind that everything in this universe you can see 
with the naked eye and everything you cannot see, is an 


expression of Spirit. Also bear in mind that Spirit operates by 
exact laws. You are subject to those laws, in just the same 
manner nature is. Therefore, Holliwell is right-we definitely 
should copy nature's methods. 

For years I have held up an acorn in the seminar and 
used it as a device for helping people to gain a better 
understanding of how the law of attraction actually works in 
their lives. So please visualize, if you will, an acorn. Then 
think-really think-about what it is you are looking at. 

Although the acorn may appear to be a solid object, by 
now you should clearly understand that the acorn, like 
everything else which appears to be solid, is in truth, "a mass 
of molecules at a very high speed of vibration." Within the 
acorn, there is a nucleus or a patterned plan that dictates the 
vibratory rate at which these molecules will move. Moreover, 
the same principle holds true for all seeds. In other words, 
every seed has a nucleus or a patterned plan within it, which 
dictates the vibration it will be in and which thereby governs 
the end-product into which it will expand or grow. 

I believe you are all aware of this fact: everything in the 
universe is governed by a basic law-"Either create or 
disintegrate." Therefore, it follows that, if something is not in 
the process of growing, it must, by the law of its being, be 
dying. For example, so long as the acorn is kept out of the 
earth, it is slowly but surely disintegrating. However, as soon 
as you plant the acorn in the earth, the patterned plan or the 
vibratory rate of the acorn sets up an attractive force and the 
acorn begins to attract everything that vibrates in harmony 
with it. If you were able to observe with the naked eye exactly 
what is taking place, you would see a "parade" of particles of 
energy-a never-ending stream of them-marching in a very 
orderly manner toward the acorn. As they came in contact 
with the molecules making up the acorn, they would join, 
marry, become one, and of course, the acorn would expand, 
become larger, grow. 


Now consider this - if you were to put two drops of water 
and two drops of oil on an arborite table and then you were to 
move them together, the two drops of water would resonate 
and become one larger drop of water, as they came in contact 
with each other. On the other hand, if you were to move the 
water toward the oil, they would actually repel each other 
because they are not in harmonious vibration. Likewise, with 
the acorn, the only things which join with the acorn are those 
particles of energy which are vibrating in harmony with it. All 
the other particles of energy, which make up the earth, are 
repelled. 

As the acorn expands from the never-ending stream of 
molecules which are attracted to it, little shoots begin to come 
out of the bottom and out of the top of it. These shoots, in 
turn, begin to develop into roots. As they grow or expand and 
burst through the earth into the earth's atmosphere, this 
attractive force continues, and particles of energy from the 
atmosphere are attracted to it (just as the particles of energy 
in the earth were attracted to it). As the acorn continues to 
expand, at some point it ceases to be an acorn and it begins to 
become an oak tree. The roots, the trunk, the bark, the 
branches, the twigs, and the leaves, are all in the universe and 
they are attracted to the acorn, because of the nucleus or the 
patterned plan which rests within the seed. 

Now, unlike the human creature, the acorn does not have 
the ability to change its vibratory rate. It can therefore only 
grow into what it has been programmed to grow into; namely, 
an oak tree. You are much like the acorn in many respects. 
For example, you are also a "seed," relative to the whole 
scheme of things. However, the difference between you and the 
acorn is that since you are a co-creator, you can choose your 
own programming. Therefore, the image you choose to hold, 
on the screen of your conscious mind, and plant deeply in the 
treasury of your subconscious mind is the patterned plan or 
the nucleus which determines what you will eventually grow 
into. It dictates the vibration you will be in and also controls 
what you will attract to you and what you will repel. 


This is an orderly universe; nothing happens by accident. 
The images which you plant in your marvelous mind instantly 
set up an attractive force, which governs your results in life. 
You must remember though, if your image is continually 
fluctuating, you will continually be growing into something 
different and that sets in motion a most chaotic process. 
Unfortunately, those individuals who are unaware of these 
very exact laws are planting images of plenty in their minds 
one minute and then images of poverty the next. They are 
continually "switching" vibrations, so they are attracting good 
things one minute and then bad things the next. The sad truth 
is, the vast majority of people spend their entire lives 
oscillating between these two extreme positions, with the 
resulting effect that their lives become disordered and chaotic 
to the "nth" degree. 

Although it is true that everything you will ever want is 
already here, it is up to you to get into harmony with it. 
Clearly, you will never get into harmony with prosperity, if you 
insist upon holding images of lack and limitation in the 
storehouse of your marvelous mind. Since you are always 
magnetized toward something, it follows it can never be 
anyone else's fault, when something comes into your life you 
supposedly do not want. Understand you have ordered it and 
it is being delivered to you, right on schedule! 


The Risk-Takers 

The days of defending your present "possessions" and 
"positions" are gone forever. Therefore, from this day forward, 
you will never have to concern yourself with such problematic 
issues as "maintaining your present job", or "keeping up your 
current standard of living." Instead, you will put the things 
which "can go wrong" on the defensive, and you will put the 
things which "must go right", in ready formation for the 
attack. As of today, you are a dynamic, vigorous risk-taker, 
whose eyes are always turned toward your strengths and 
assets, rather than toward your weaknesses and liabilities. 
Henceforth, you will wake up in the morning, thinking only of 
"ways to do the things you want to do", rather than waking up 
thinking of "all the reasons why you cannot do those things." 

As of today, you will think repeatedly of the many 
achievements which you are going to accomplish in the future, 
that are vastly superior to anything you have ever done in the 
past. Clearly, these are the results that can only be obtained if 
you are first willing to take some kind of a risk. Believe me, 
once you undertake this process, it won't be long before you 
start winning-and in a big way. You should understand, 
however, that as you become increasingly involved in the risk-
taking process, you will find yourself forced to draw upon 
resources which you previously didn't even realize you 
possessed. At first, this may prove very frightening to you. 
Nevertheless, you must always remember you will never hear 
of, read about, or see anyone who achieves anything of 
greatness in his or her own life, without first taking some kind 
of a risk. 

As a case in point, just consider the monumental risks 
which all of our great religious leaders have undertaken 
during the course of their heroic lives. Then stop and reflect 
upon the enormous risks which all of our great business 
leaders have also undertaken, during the span of their 
illustrious careers. Finally, as you seriously meditate upon 
these stupendous accomplishments, you will become 


increasingly aware of the fact that you too must become a 
risk-taker for you to develop the greatness you were born with. 
Moreover, you should understand, that in truth, no genuine 
satisfaction in life can ever be attained by you or anyone else, 
who simply refuses to take risks. For the life of anyone who 
chooses to live with extreme caution will never amount to 
anything more than a succession of dull, soporific days, 
continuing on, without interruption. 

The Diving Board Analogy 

To help you grasp the full implication of what I am 
saying, consider the following analogy. Just cast your mind 
back to the time when you were a child and attempt to recall 
the degree to which you admired "the neighborhood kid" who 
went right up the ladder, and dived off the high diving board 
without any hesitation whatsoever. Then see if you can recall 
the feelings which you harbored in yourself, as you watched 
him take that first "risky" leap into the water below. If you are 
like most of us, you probably lost just a little bit of your own 
self-respect at that time, until finally, out of sheer 
embarrassment, you too mustered up enough courage to 
jump. Finally, see if you can recollect how good you felt once 
you actually made the plunge and proved to the world that you 
could do it too. 

Now that you have taken your mind on this mental 
journey through your past, bring it forward to the present 
time. Let it become fully aware of the legions of men and 
women today who-like the young child looking longingly at the 
high diving board-would dearly love to quit their jobs, set out 
on an independent path and do their own thing. However, due 
to their overwhelming fear of failure, these unfortunate people 
never quite work up enough courage to step out and actually 
take the plunge. As a result, such individuals miss out on 
many of the opportunities that life affords us all, and what is 
even sadder, they never get a chance to plumb "the depths" of 
their own innate resources. Since they are afraid they might 
not make it, afraid they might lose, afraid they might fail, they 


simply choose to maintain the status quo and do nothing. The 
irony is, however, that even if a person should assiduously 
attempt to avoid all risks, he or she will still inevitably end up 
failing from time to time! But the point is, so what? What 
difference does it really make? After all, "failing" does not make 
us a "failure", and the only time we do become a failure is 
when we decide to stop trying any more. Therefore, even if we 
should falter along the way, we never really fail because we 
always retain the capacity to try once more. 

Flip Wilson's Story 

Flip Wilson, the famous comedian, is best known for his 
ability to make people laugh. But here is what he said in a 
somewhat more serious vein, about his own experience with 
the risk-taking process. "I fell down and got up, I fell down and 
got up. For sixteen years I did practically nothing else but fall 
down and get up." 

Even so, do you think Flip Wilson ever thought of himself 
as a failure? You bet your life he didn't. For if he had, he 
would never have found the courage to try "just one more 
time," and you and I would probably have never even heard 
his name! 

You should understand, at this juncture, that as soon as 
you seriously set a big goal for yourself, you are going to 
become involved in a process of risk-taking which will add a 
dimension of excitement, indeed a whole new flavor to the 
course of your life. But at the same time you should be aware 
that as you start engaging in more risk-taking behavior, the 
majority of people will be trying to avoid it "at all costs." In 
other words, instead of taking meaningful risks, most people 
will continue to ensure themselves in a series of empty 
compromises. These compromises, in turn, will ultimately 
have the effect of reducing their existence to the level of a 
meaningless charade. To understand how this phenomenon 
operates, just consider the people whom you know who have 
compromised when buying their new home. "Why did they 
compromise?" you ask-because they were afraid that they 


wouldn't be able to make the mortgage payments on that 
"dream home" they truly wanted to live in. 

Then turn your mind to the veritable armies of 
individuals, who remain in positions at work which they find 
dull and unrewarding. Why do they stay?- simply because 
they fear they would not be able to "cope with" the position 
which they would truly love to "tackle." The irony is, of course, 
if these people would simply put themselves "out on a limb"-by 
going after that better job or, that dream home, or whatever 
else it is they truly desire-they would then demand a 
commensurately better performance from themselves. As a 
result, they would soon discover that the risk they had taken 
was actually paying big dividends in all aspects of their life. 

The Young Millionaires 

Several years ago, I read an excellent book on the subject 
of risk-taking. It was entitled The Young Millionaires, and it 
contained the true-life stories of eighteen individuals, each of 
whom had earned in excess of one million dollars. In fact, 
some of these people had actually earned many millions of 
dollars, over and above the one million dollar mark, during the 
course of their highly successful careers. Throughout the 
book, the author made many interesting observations about 
the "law of financial success," but the most important one was 
the one which he kept coming back to: namely, although these 
individuals came from a variety of different backgrounds and 
although each had earned their money in a different way, they 
all shared one thing in common. 

"What was that one thing?" you ask. Simply put, it was 
this-even though everything they owned was riding on the 
outcome of virtually every major business decision which they 
made, none of them considered themselves to be taking 
"risks." The reason they didn't, he went on to explain, was 
because they were living their lives "as though it were 
impossible to fail!" (Note, however, that in the eyes of most 
people, there would be no question that these individuals were 
taking tremendous risks-and on an almost daily basis). 


Fighter-Pilot Study 

In a similar vein, research done many years ago which 
investigated the lives of fighter pilots in World War II, 
determined conclusively that, contrary to what you might 
think, many of the pilots who "played it safe" during the war, 
were among the first to be killed in combat. By way of 
contrast, the study also found that, practically without 
exception, not only were the surviving aces individuals who 
refused to "play it safe," but they were the greatest risk-takers 
throughout the war. Indeed, as one has the opportunity to 
observe the performance of individuals from all walks of life, it 
soon becomes evident that whoever "plays it safe" in life, dies, 
and dies relatively young. For although many of these 
individuals remain "clinically" alive for numerous years, when 
their hearts finally cease beating it is a mere formality, 
because the truth is, they have never really lived! 

By now you have probably said to yourself, "All of this 
sounds eminently reasonable, but why should it be,?" or "Why 
are so many of us destined to go through our entire lives in 
this condition of self-imposed misery, simply because we are 
unable, or unwilling, to take meaningful risks?" Well, it seems 
to me if we will only cast our minds back to the formative 
years of our own lives, we will soon recognize where this 
reluctance to engage in risk-taking behavior has its source. 
Once we have arrived at that point, I believe we will have come 
a long way in our attempt to combat, and ultimately 
neutralize, this insidious problem. I exhort you to pay very 
strict attention to the information which will now be set-out 
before you. 

When you were a young child-in fact, even as far back as 
the time when you were an infant-your parents desperately 
wanted to see you succeed. As a consequence of this wish, 
they were terrified by the prospect you might somehow fall 
short of their expectations of you. This was perfectly natural, 
in light of the fact they loved you very dearly. Unfortunately, 
however, it motivated them to attempt to shelter you from 


every potential harm which might come up in your life. For 
example, when you first started to walk, they were right by 
your side and as soon as you even looked like you were going 
to stumble, they quickly grabbed onto you, so you would not 
fall and hurt yourself. 

Similarly, when you engaged in your first fist fight with 
"the little terror next door," your parents were there to soothe 
the bruised feelings. They probably tried to console you by 
saying "You were right dear, and the other wrong - the other 
child was a bully." Next, they probably said something like, "In 
the future, dear, be very careful and try to stay away from kids 
like that." Moreover, if your upbringing was typical of that of 
most of us, your first bicycle probably brought with it repeated 
warnings such as: "be careful," "don't fall," "watch out," and so 
on. In this manner, you were slowly but surely "programmed" 
to make every move in your life with a brilliant caution light 
burning brightly on the screen of your impressionable young 
mind. 

You must gain the awareness, therefore, that regardless 
of what anyone may have told you to the contrary, none of us 
was ever "born" with a fear of taking risks. As I have clearly 
indicated above, the fear of taking risks is something which we 
learned, only after we entered this wonderful world of ours. In 
fact, contrary to what many people have mistakenly been led 
to believe, the human being-if left to his or her own devices-is 
a born risk-taker who is "naturally" programmed to follow the 
path which will eventually lead to greatness in his or her own 
life. 

But, be that as it may, before you embark on this exciting 
path of risk-taking, you should remember to never lose sight of 
the fact that becoming a risk-taker does not mean becoming 
an irresponsible individual. If you really think it through, you 
will realize these two concepts are mutually exclusive. For 
becoming a risk-taker means to act courageously, and to act 
courageously is considerably different from acting foolishly 
(which is how a person acts when he or she behaves in an 


irresponsible manner). You might encounter a few situations 
where the line separating these two concepts becomes 
extremely narrow. Nevertheless, it is absolutely essential you 
never cross over that line, inadvertently, or otherwise! Another 
thing which you must be aware of, is that risk-taking is always 
a relative term. In other words, behavior which represents a 
risk to one person may not necessarily represent a risk to 
another person. Moreover, if the same behavior were carried 
out by a third party, one might even be tempted to deem it 
irresponsible conduct. It is clear, therefore, that one must be 
able to distinguish among these different concepts with a 
significant degree of accuracy. In order to achieve this, it 
becomes necessary to go back to one of the basic principles 
involved in the process of self-development. 

You must be able to see yourself, with your inner eye, 
already in possession of the good you desire. 

Risk-Taking vs. Irresponsibility 

People who are irresponsible very rarely accomplish 
anything of importance and quite often they invite real harm 
to themselves. They might occasionally become involved in 
some activities which are successful, but these results occur 
so infrequently, and they are so overshadowed by negative 
results that they are hardly even worth mentioning. 

Consider, for example, the individual who dives off a high 
cliff and into a shallow body of water, simply because he has 
been "dared" to do so by a group of his peers. Although the 
person in question is afraid to dive, for some strange reason he 
is even more afraid of what the others might say to him, or 
even think about him, if he chose not to dive. Clearly, the 
person's fear of diving is perfectly reasonable, in view of the 
fact he has had absolutely no training as a diver. Furthermore, 
as a result of his lack of training, when he does contemplate 
what might happen if he did dive, he visualizes himself being 
very seriously injured. Obviously, for an individual such as 
this to go ahead and dive, would be extremely foolish-to say 


the least-and the person's actions would have to be considered 
irresponsible by anyone's standards. 

On the other hand, however, if this same person trained 
to become a professional diver and if he were skilled at taking 
all of the various factors into consideration (i.e. if he were able 
to visualize himself successfully going through all of the 
necessary motions such as swimming to shore, stepping back 
on land unharmed, etc.), then it would be a totally different 
situation. For although the person would still be taking a 
definite risk, no one could accuse him of acting in an 
irresponsible manner. 

Consider for a moment, the "stunt people" who work in 
the movie industry. These individuals are constantly 
performing dangerous acts. In fact, that is precisely what they 
get paid for. But do not be deceived! For the men and women 
who perform these stunts are not amateurs by any means. 
They are all competent professionals, highly skilled in the 
performance of their dangerous trade. They always check and 
then double check every calculation, before they make even 
the simplest move. As a result of these precautions, they are 
very rarely ever injured. No, there cannot be any question 
about it-stunt people are "Risk-Takers" to be sure, but they 
are very rarely irresponsible individuals! 

Investments 

Now, turn your attention to the person who invests his or 
her hard-earned savings in a venture about which he or she 
knows practically nothing. Perhaps someone, possibly a 
relative whom the person may have held in high esteem, 
suggested this investment was a great idea and the investors 
stood to earn an extraordinarily high rate of return on it. 
Assume, moreover, that despite the person's very grave 
misgivings about going into the venture at all, he is also being 
strongly motivated by greed, to seek the highest possible rate 
of return which can be earned on the money invested. Finally, 
suppose that the tremendous fear of loss notwithstanding, the 


person decides to go ahead and makes the investment anyway. 
What happens next? 

After the investment has been made, most of the person's 
waking hours will probably be spent: 

1. worrying about the investment, and 
2. visualizing himself reduced to a 
state of abject poverty. 


It is abundantly clear, therefore, that this sort of behavior 
must be deemed the polar opposite of financial responsibility 
and the person involved must be considered imprudent and 
irresponsible, rather than a "bona fide" risk-taker. The usual 
outcome in a situation such as this is predictable, if not 
pleasing. The individual in question loses the money, not to 
mention the former friendship of the individual who originally 
suggested the investment. (The reason is that foolish, 
irresponsible people seldom blame themselves for making 
such errors.) 

On the other hand however, if that person listened 
carefully to the suggestion of his friend or relative and then 
studied the situation for himself, he could have formed an 
opinion which was based on sound knowledge rather than 
hearsay, and which was motivated by genuine interest rather 
than simple greed. At that point, the individual could have 
gone ahead and invested a sum of money which would not 
have placed his total financial situation in jeopardy. Then, as 
he gathered more information based on actual experience, he 
could have gradually increased his investment if such action 
appeared to be in his best interest. 

Clearly, if our hypothetical individual followed this 
second course of action, he would still certainly be taking a 
risk. However, one could not justifiably say he was behaving in 
the manner of a fool or an irresponsible person. Moreover, 
even in the eventuality that this person made a bad 
"judgement call," and lost his money, that would have been all 
he had lost. For he would still have his friendship and he 


would still have his own self-respect, because he would realize 
he had been guilty of nothing more than an error in 
judgement. An added benefit of this second approach is that 
the individual would not automatically reject future 
investment possibilities, should they arise. 

I am sure you are getting my message "loud and clear": 
risk-takers are knowledgeable people who study situations 
carefully, have confidence in their own abilities and have a 
very healthy self-image. Put more succinctly, we can say risk-
takers, unlike irresponsible people, are "nobody's fool." 

Business Failures 

Consider this - if one were to examine the statistics 
regarding the number of business failures each year, without 
closely studying each situation separately, one could very 
easily conclude that going into business for oneself is an 
"irresponsible act." However, that is just not the case! The 
truth of the matter is, many of the people who have gone into 
bankruptcy, should never have gone into business for 
themselves in the first place, either because they weren't 
properly prepared for such an undertaking or because they 
simply didn't know what they were doing. They lacked the 
skill, the knowledge, or the proper support to get their 
business "off the ground." Bear in mind that although it takes 
most new companies at least three years before they are 
properly established, some of these individuals didn't allow for 
three months, or even three weeks, to give their business a 
chance. 

It is also significant to note, that prior to setting out on 
their own, many of these people were those employees who 
thought their boss was incompetent, or the owners of the 
company which employed them didn't know what they were 
doing. Obviously, everyone who fails to get a new business 
going does not fall into this category, but there are certainly 
many people who do. 


Nevertheless, despite the woeful statistics, there certainly 
are many individual risk-takers who have succeeded in 
establishing businesses of their own. For example, just 
consider the story of my good friend, Bob McCrary. Bob had 
worked in the electronics industry for many years and, 
although he had never earned what one might consider "big 
money," he certainly earned a better than average income. He 
owned his own home, he raised three beautiful daughters, and 
accomplished all of this while working for someone else. But 
despite his undisputed success, Bob harbored a desire to go 
into business for himself and I suppose fear was the only thing 
holding him back from doing so. The truth of the matter was, 
that with all the things he had going for him, Bob couldn't 
help but succeed. Unfortunately, however, he was unaware of 
this because he had never been "out on his own" before. 
Moreover, he had been raised to believe the "old idea": that a 
person should "get a good steady job and then work for a 
pension." 

Still, the desire of Bob, and his wife Pat, to work in their 
own business persisted. It eventually grew to the point where 
they were actually able to visualize their business operating 
successfully. Since it is impossible to hold an image in the 
mind without also expressing it, the end result of Bob and 
Pat's imaging, was the birth of their own company, "Pensacola 
Electronics." 

That happy event occurred just a few short years ago 
and, although both Bob and Pat have worked many hard 
hours, and still do today, they have the satisfaction of looking 
at what they have created together. They gainfully employ 
numerous people and they properly service hundreds of clients 
located in various American states. They have both earned a 
sizeable income and the net value of their company today-if 
they were to sell it-is greater than all of the money Bob had 
earned working for the other company, for all those years. 

Did Bob and Pat make the right decision? Just ask them! 
Would they make it again? You know what their answer would 


be! Are they Risk-Takers? I don't think there is any question 
about that! 

Bob and Pat McCrary left their jobs and invested many 
thousands of dollars to do something which they had never 
done before. They had no written guarantee they would 
succeed in their venture, but they were not irresponsible, nor 
were they acting imprudently. Were they afraid? Well, I have 
never asked them directly, but after studying human nature 
for the greater part of twenty years, I feel quite confident in 
asserting they were. The salient point for our purposes is, 
despite their trepidation, they had the courage to act in the 
face of their fear. For the person who analyzes a situation 
carefully, prepares himself accordingly and then proceeds in 
the face of fear with the image of success in mind, is a genuine 
risk-taker. Furthermore, as you are already aware, risk-takers 
very rarely lose; and even when they do, they usually bounce 
right back to try again. In other words, risk-takers live 
exciting, creative lives, because they are living the kind of life 
that we are all intended to live. 

So put a smile on your face, because as of this moment, 
you too can become a bona fide risk-taker! How? Simply by 
doing the thing you have dreamed about-off and on-for 
months, or possibly even years. 

In the great musical South Pacific, Mary Martin sang, "If 
you don't have a dream, if I don't have a dream, how are we 
going to make a dream come true?" It is my belief that 
everyone of us has our own dream. We all have a vision, an 
idea or a picture of some great or grand thing or 
accomplishment, which will float to the surface of our 
consciousness from time to time. Moreover, for a few brief 
moments, we permit ourselves the luxury of enjoying ourselves 
doing, being or having, whatever that dream might be. There is 
no doubt in my mind that you too "hold" a picture of 
something which floats to the surface of your consciousness 
periodically, and if the truth were to be known, you would 
dearly love to execute that dream. 


Well, the simple truth is you can. But in all likelihood, it 
is going to require a considerable amount of courage on your 
part. Remember, it makes no difference, at this moment, how 
bizarre your idea may appear. In fact, you might even regard it 
yourself as being sheer fantasy. Nevertheless, you can begin to 
turn it into a reality, by making a written description of 
whatever it is you would like to do, have, or be. Write out your 
ambition in as much detail as possible and in the present 
tense. Do not write it out as something that you are "planning" 
to do; rather, write it out as if it were something you are doing 
currently. In big bold letters write, "I can" and then yell it, say 
it, sing it-drill the idea that you are now going to do this thing, 
into your subconscious mind. Then, choose a friend who has a 
lot of confidence in you-someone whose thinking is compatible 
with your own, not someone who will put you down and laugh 
at your idea-to share your idea with. Select someone who will 
build you up and help instill confidence in you, with respect to 
your idea. 

Remember, it makes no difference whether your goal is 
starting a new business, buying or building a new home, 
getting a new automobile, a new position at work, setting a 
sales record, or getting an honors mark in school. Whatever it 
may be, you must step out and boldly pursue it. Keep 
reminding yourself that you have tremendous reservoirs of 
potential within you, and therefore, you are quite capable of 
doing almost anything you "set your mind to." All you must do 
is figure out how you can do it, not whether or not you can. 
Begin to visualize yourself as a risk-taker and then start 
telling yourself you are one. Become fully aware of the "good 
vibrations" you get simply by virtue of practising these simple 
mental exercises. 

But before you proceed any further with your quest, find 
yourself a pad and a pen. Then, prepare a balance sheet by 
taking an 8-1/2" x 11" sheet of paper, and drawing a straight 
line down the centre of the page. 


On the left-hand side, place a minus sign, and on the 
right-hand side place a plus sign. Under the minus sign, write 
out the very worst thing that could happen to you, if you were 
to follow through with your idea. On the right-hand side, write 
out all the good things-the very best things-that could happen 
to you, if you were to go ahead with your plan. Clearly 
understand, that so long as what you plan to do is honest and 
honorable, whatever goes on the left-hand side of the page is 
not going to be disastrous. On the other hand, however, what 
goes on the right-hand side of the page could turn out to be 
absolutely magnificent. 

Therefore, by creating the balance sheet in this manner, 
you are demonstrating to yourself, for your own edification, 
the fact you actually have "nothing to lose." It has already 
been brought to your attention numerous times in this book, 
that simply "missing the mark," does not make you a failure; it 
only means that your plan did not work out as you had 
anticipated. So even if you should lose everything you own, 
you still retain the capacity to bounce back, to try once again. 

For several years now I have been in the habit of reading 
the biographies and autobiographies, of men and women who 
have truly accomplished "something of significance" in their 
lifetime. I have found, moreover, that almost without 
exception, these individuals had fallen short of their goals on 
numerous occasions, but that never deterred them! Indeed, I 
myself have experienced "failure to hit the mark," on a number 
of occasions; and I will readily admit it hurts a little and it 
even causes a certain amount of embarrassment. But be that 
as it may, it has never stopped me from trying again and it 
need not stop you either, because we all possess the ability to 
get up and get going once again. Therefore, this very moment, 
make up your mind that you are going to become the "Risk-
Taker" you truly wish to become. 


The Razor's Edge 


You are only one inch ... one step ... 
one idea ... away from turning 
onto the boulevard of beauty 
in your own life. 

It has often been said the line which separates winning 
from losing is as fine as a razor's edge - and it is. (I am talking 
about winning in a big way and in all areas of your life.) 

W. Somerset Maugham wrote an entire book entitled The 
Razor's Edge, and Daryl F. Zanuck spent four million dollars 
producing a movie which had the same title. Both of these 
great men-author and movie maker alike-knew there wasn't a 
big difference among people; there was only a big difference in 
the things they accomplished. (That was the theme of the 
movie as well as the book.) 

One person "just about" starts a project, the other person 
starts it. One individual "almost" completes a task, the other 
does complete it. One person sees an opportunity, the other 
acts on it. One student "nearly" passes the exam, the other 
does pass it-and although the difference in their marks may be 
only one percentage point out of a hundred, it's that one point 
that makes all the difference. 

The annals of sport's history are rich with dramatic 
illustrations of the Razor's Edge concept. For example, at the 
1976 Olympic games in Montreal, Canada, there were eight 
finalists competing in the one-hundred meter dash, but the 
runner who won the Olympic gold medal was only one-tenth of 
a second faster than the runner who finished in last place. 

In 1947, ARMED -the first race horse in the history of 
United States' racing to win over one million dollars in prize 
money over the duration of his career-had earnings of 
$761,500. But the horse which finished second in earnings 
that same year-a horse which often lost races a mile long by 


only "a nose"-won only $75,000. Now, if one were to look at 
their winnings alone, it would appear that ARMED was 
thirteen times better than his closest competitor. However, 
when you compare "the times" that were actually registered by 
those two horses in their races, you discover he really wasn't 
even four percent superior! 

Now, you may have grown up with the idea that some 
people have it and some people don't. Or, because some people 
are much better than others, they enjoy much more of the 
abundance of life. But I want you to understand, right here 
and now, this idea is absolutely false! For you are every bit as 
good, or as powerful, as anyone you see, know, or even hear 
about. Remember, since the difference between them and you 
is only in the area of accomplishments, and since there is 
something you can do that will vastly improve the results you 
are achieving presently, you have the potential to become even 
more successful than they are. You may already know how to 
do what others are doing (if you don't, you can learn), and 
since your potential power is unlimited, you can do even 
greater things than they are now doing. 

The "something" that you must do to become more 
successful may not be what you think it is. But whatever it 
may be, rest assured, you are quite capable of doing it. Always 
bear in mind, however, that because each person's world is 
just a little bit different, the something which you must do is 
not necessarily the same thing the person you live with or 
work with, must do. Nevertheless, there is no question that 
you will eventually find out what it is that you must do. So 
make up your mind-immediately-when you do figure out what 
that Razor's Edge is for you, you will do it. 

Heinz Daues' Story 

As I was writing this chapter, a very dear friend of mine-
Heinz Daues-telephoned to thank me for an idea I had given 
him. But before I let you in on what that idea was, permit me 
to give you some background information. Heinz Daues works 
for a large insurance company in Toronto and every October 


his company holds a contest which is referred to as, "A 
President's Month." All of the salespeople in the company 
"gear" themselves up for this contest and they each perform at 
their peak level of productivity. Their reward, if they should 
win the contest, is both fame and fortune. (The company 
always recognizes its proven leaders.) 

As he does every year, Heinz had an exceptional 
"President's Month." But, in keeping with his practice of 
previous years, he was planning to "relax a bit" in November, 
or at least to revert to what he considered to be "normal 
production." As I was talking to him one afternoon, however, I 
noticed that his usual high degree of enthusiasm had levelled 
off considerably. I knew something was amiss, so I asked him 
what was bothering him. He then explained he was 
experiencing a "big let down," now that his "big month" had 
come to an end. In an attempt to raise Heinz's spirits, I asked 
him the following question: "Heinz, what would you do with 
the extra commission you would earn, if you were to repeat 
your October performance in November?" (He actually earned 
three times his usual monthly income in October.) 

Seeing the true meaning behind my question, Heinz's 
face brightened considerably and a broad smile appeared 
across his face. Then I quickly added, "We both know you are 
quite "capable" of repeating your October performance in 
November; there is absolutely no question about that." By this 
time Heinz had become thoroughly convinced, that not only 
was he capable of repeating his performance, but he definitely 
would repeat it. He said, with his customary confidence and 
vigor fully restored, "All right Bob, I'm going to do it." 

The Razor's Edge - he did it - Heinz Daues beat his own 
record of October in November! Think of the difference this will 
make in his annual income, not to mention his standing in the 
company. You just know he will duplicate or better his 
performance next November, following "President's Month." 

The "something" for Heinz Daues turned out to be 
nothing more sophisticated, than deciding to do the same 


thing in November, which he had already done in October. 
Perhaps you are saying to yourself, "anyone could have figured 
that out," and you're right-they could have. But there are a few 
thousand people selling for the same company that Heinz sells 
for and I'll bet you "dollars to donuts," there weren't five others 
who did! 

Vince Lombardi, former football coach of the outstanding 
Green Bay Packers football team, described the Razor's Edge 
concept in football very well when he said, "Most games are 
won or lost in the last two minutes of the first and second 
half." But what Lombardi is best remembered for-with respect 
to football's Razor's Edge-is the "Second Effort" concept, which 
he introduced for the edification of his players. In a nutshell, 
the "Second Effort" concept simply meant, that when a player 
was initially stopped by the opposing team, he would always 
surge forward a second time, with the added thrust of a 
"second effort." 

Now, just consider the tremendous difference you could 
create in your own life if you were to adopt a similar mental 
attitude. For example, if you are a person who is working in 
sales and currently selling only three units a week, what 
would the consequences be for you if you were to decide to 
make one additional sale per week, through a conscientious 
application of the second effort concept? Well, on a weekly 
basis, it might not appear to be a major breakthrough. 
However, viewed over the time frame of an entire career, it 
would actually amount to well over two thousand extra sales. 
Moreover, from a monetary standpoint, it would mean you 
would actually receive an extra ten years' income over the 
span of a forty-year career. Yes, that one sale would be the 
Razor's Edge difference, which could catapult you into "the big 
leagues" in your chosen career. 

Milt Campbell's Triumph 

One individual who discovered the Razor's Edge 
difference for himself, in his own life, is Milton Campbell. You 
see, Milt went to the Olympic Games in 1952, to compete in 


the decathlon event. He performed with distinction, finishing 
in second place in the world and as a result, brought home an 
Olympic silver medal. However, Milt's ambition has always 
been to win the Olympic gold medal. Therefore, when he 
returned home, he gave it that old second effort and he started 
his training program all over again. For the next four years, 
Milt Campbell dedicated himself single-mindedly to a training 
schedule, which would culminate with his winning the 
Olympic gold medal for his country at the 1956 Olympic 
games. In the aftermath of that spectacular achievement, I had 
the pleasure of speaking with Milt on numerous occasions. He 
often confided to me that many of the athletes against whom 
he competed in high school were far superior to him at that 
time. But at some point, they had made the decision to 
abandon a sports career and the Razor's Edge difference for 
Milt was that he kept training. The result-the day they pinned 
the gold medal on Milt, he was recognized as the best athlete 
in the entire world! 

One of the most powerful illustrations of the fine line 
which separates winning from losing was revealed in the 
filming of the movie, The Razor's Edge. The cast for the movie 
was comprised of eight "principal actors," and eight "stand-
ins." (That is to say, each "principal" had a "stand-in" to do the 
hard, grueling and tiresome work for him, while the stars did 
"the rest!") After the film had been completed, Life Magazine 
published a story in which the pictures of the eight 
"principals" were exhibited on one page, and the eight "stand-
ins" were shown on the opposite page. 

The stand-in for "the star" of the film, Tyrone Power, was 
a man by the name of Thomas Noonan. Noonan was a close 
associate of Power's and they had even attended the same high 
school at the same time. Both men were about the same size, 
they were equal in intelligence, they dressed almost 
identically, and they resembled one another very closely, even 
in their physical appearance. In point of fact, as close a 
resemblance as was humanly possible existed between each 
"principal actor" and his or her "stand-in." But in one way-and 


one way only-the "principal actors" and their "stand-ins" were 
completely dissimilar. For the combined salaries received by 
the eight "principals" for the picture amounted to, what was at 
that time, a staggering $489,000. The combined salaries for 
the eight "stand-ins," on the other hand, amounted to a paltry 
$6,534. The "principals" may only have been slightly more 
talented than their "understudies" were, but the monetary 
compensation which they received was seventy-five times 
greater! 

As your awareness becomes increasingly great with 
respect to "The Razor's Edge" concept, you will be astounded 
by the number of such examples you encounter every day. As 
a case in point, just consider how much kindlier you feel 
towards a particular retail store, where the cashier smiles and 
"thanks you for your business," and then asks you to come 
back "real soon", as compared to one where you are greeted 
with a stern, "Well, are you going to buy anything or not," 
attitude. 

Or consider this illustration-approximately one year ago, 
a family attended one of my seminars in Toronto. They were a 
truly beautiful family, but they had a serious problem and 
they asked me if I could help them solve it. They informed me, 
to begin with, that they were the owners of an automobile 
repair shop. But they also explained their business had gone 
sour, so "sour," in fact, they were seriously contemplating 
"closing their doors," and going to work for someone else. 

In an attempt to assist them, I visited them on the 
premises of their shop and I asked them a series of related 
questions. Then, I "sat back" and listened very carefully to the 
answers which they provided me with. It wasn't long before I 
ascertained, that whenever I asked a question having to do 
with their ability as mechanics, they answered with great 
enthusiasm and literally overflowing with confidence. In fact, 
they soon had me convinced not only were they very skillful 
mechanics, but they were exceptionally hard workers as well. 


On the other hand, however, I also discerned, that 
whenever I asked them a question which touched upon the 
public relation's side of their business, they exhibited 
absolutely no enthusiasm, whatsoever. In fact, an aura of 
pessimism and despondency actually came over them. It was 
fairly obvious to me, therefore, the only problem which this 
family really had was dealing with their own mental attitudes. 

Once I had identified the exact nature of the problem, I 
was able to suggest corrective action. I told them they must 
begin to "visualize their shop full of cars which needed to be 
repaired." I suggested, moreover, that every time they 
visualized themselves doing work on a car, they also visualize 
themselves vacuuming the inside of the car, washing the 
outside, and making sure the windows were spotless. I pointed 
out to them, that because most people don't really understand 
very much about the mechanical aspects of a car, the only 
thing which they would notice, was "how it looked," and since 
almost everyone feels better driving a car that looks good, 
these little extra touches would soon start paying great 
dividends for them. 

Approximately two weeks later, I received a phone call 
from one of the family members. She told me that none of 
them quite understood how "something so basic," could make 
such a tremendous difference. But nevertheless, they had 
become so busy in the next two weeks since I had visited 
them, their only problem now was completing all of the work 
which they had attracted to themselves. The Razor's Edge 
difference that changed their business from a loser into a 
winner, turned out to be nothing more dramatic than a 
hospitable attitude and a few additional touches on each and 
every automobile. Was it worth it? Just ask the Jacob's family 
of Toronto, Canada! 

Most educators will admit - with some coaxing - that the 
average individual reads at only about a grade six or seven 
level. The reason for this is we are taught to read by the time 
we reach grade six or seven, and then we never bother to 


improve our reading skills beyond that point. You should 
realize, moreover, that what is true about "reading," is also 
true of most other skills which we acquire in life. Once people 
have become proficient in the basics in any particular field, 
they usually choose to stop learning, and of course, from that 
point forward they cease to improve. Since this is true of most 
people, it follows that it is only the small minority of people in 
any given field who will go on to become the acknowledged 
experts in their chosen vocation. Therefore, they are the people 
who can demand and who will receive the lion's share of the 
income in their field. (Just reflect upon the vast difference in 
the incomes of the actors in the movie The Razor's Edge.) 

Taking this information into account, consider the job 
you are doing presently and ask yourself the following 
questions: "How good am I at doing it?," and "How much better 
could I be?" Realize, that if you would study your chosen field 
for one hour per day, in five years time you would have 
studied for 45 forty-hour weeks, which amounts to almost a 
full year of study. Moreover, since you would only be studying 
for one hour at any given time, you would be able to give the 
material your undivided attention. Therefore, it would actually 
be the equivalent of "a full year" of concentrated study. This 
means that by the end of the first year, you would already 
have put in nine forty-hour weeks of invaluable study time. 
Although this amounts to only one hour of study per day, if 
you were to follow this schedule rigorously, in a relatively 
short span of time you would stand among your peers like a 
giraffe in a herd of field mice. 

In fact, when you really think about it, you will soon 
understand there isn't any competition at all, because there 
are so few people in the race, that even the losers are winners. 
Therefore, you need not do a tremendous amount of studying 
to gain the understanding you require, because again, the 
difference between knowledge and ignorance, may be as fine 
as "the Razor's Edge." 


Let's get down to specifics again-as I have explained to 
audiences on numerous occasions, I do a great deal of 
studying by listening to educational tapes while I am driving 
my car. I'd like to suggest that you turn your radio off and 
your tape-recorder on when you get into your car, as it could 
make as big a difference for you, as it has for me. You should 
be aware that those people who drive twenty-five thousand 
miles per year spend thirteen forty-hour weeks sitting behind 
the wheel of their car. Therefore, they are in an excellent 
position to have a wealth of invaluable information deposited 
in their subconscious minds, while they are, otherwise, 
engaged in the routine activity of driving. Remember, it is 
virtually impossible to keep exposing your mind to great ideas 
without having those ideas expressed in your physical world. 
Moreover, it is probably only one idea you need to make the 
difference in your life. 

Consider this illustration-by merely moving an index 
finger a fraction of an inch, a person can transform a cold 
piece of metal into a deadly weapon. Or, by simply shouting 
the word "Fire," a person can turn a room full of happy people 
into a screaming, panic-stricken mob. Obviously, these are 
both very negative examples. Nevertheless, they do graphically 
illustrate the important truth, that "the Razor's Edge can cut 
both ways." In other words, since the law of opposites is at 
work in every aspect of life, it follows, that if you are not 
consciously striving to move across that fine line to improve 
the quality of your life, you could be inadvertently moving in 
such a way, that your particular position in life is actually 
starting to backslide. 

Let me elaborate. A couple of weeks ago, I was doing a 
talk show on the radio. A lady phoned in and she was in a 
fairly negative frame of mind because the reality of her life, as 
she perceived it, was far different from what she had dreamed 
it would be when she was still a student in university. 
Apparently, at that time, she had dreamed of having an 
exciting career as a famous author. However, she felt her 
plans had been ruined because she married shortly after 


graduation and now had two young children to contend with. 
The children, she explained, were still quite young and they 
were, as she described it, "under my feet, most of the day." 
She said that due to this circumstance of life, she was unable 
to go away by herself to write and this made her feel very 
resentful towards her family and towards life in general. 

I suggested to her, however, it was not necessary to "go 
away" to write her book, even though it is quite true some 
writers do go off to some south sea island, just to write. But I 
assured her, these individuals were in the minority, and there 
are, in fact, very few authors who devote all their time to 
writing (or who even earn a major portion of their income, 
while engaged in this activity). Therefore, I continued, there 
was absolutely nothing preventing her from writing at least 
one page per day-and if she followed this schedule religiously, 
in a year's time she would have completed a good-sized book 
(365 pages), or possibly two or three smaller ones. Yes, just 
getting out of bed one hour earlier in the morning could be the 
Razor's Edge difference which would permit her to realize her 
dream. Moreover, she would have the additional benefit of 
having her family near her to provide "moral support." 

First Artificial Heart 

As I am writing this particular chapter, the media is 
literally inundating us with stories about the "first artificial 
heart," ever to have been placed in the chest of a human 
patient. The Toronto Daily Star, for example, printed one story 
a few days ago, in which it quoted the chief surgeon for the 
operation, Dr. William DeVries. According to the newspaper, 
he said that his credo, with respect to surgery, had always 
been-"Rehearse ... rehearse ... and then rehearse some more! 
For if you 'stick to' this principle," he continued, "when it 
comes time to perform the actual operation, the procedure will 
have become almost routine for you." 

Dr. DeVries is an exemplary case of an individual who 
gave that little bit extra. For he took the time and effort to 
rehearse the operation on the screen of his own mind, before 


he actually performed it in the hospital operating room. 
(Incidentally, that Razor's Edge difference has enabled Dr. 
DeVries to become a world renowned surgeon, who is destined 
to be "written up" in the annals of medical history, not to 
mention the fact that it enabled him to prolong the life of one 
Dr. Barney Clark!) 

Another excellent illustration of "going that extra mile" by 
trying one more time, is offered in the same historic event. For 
Dr. Robert Jarvik-only 36 years of age-and the man who 
designed the world's first artificial heart, is another prime 
Razor's Edge candidate. For you see, Dr. Jarvik is also a man 
who was rejected, at least three times, by every medical school 
in the entire United States of America. In fact, he was even 
advised by one teacher, whose course he was failing, to apply 
to dental school. 

But Robert Jarvik was a man with a vision, and he would 
not be denied it. He intuitively grasped that he was the master 
of his fate, and he must have innately understood the Razor's 
Edge concept-for he would not accept defeat. As a result of his 
remarkable perseverance, he was finally accepted into the 
University of Utah School of Medicine, Salt Lake City, in 1972. 
A mere decade later, young Robert Jarvik achieved a medical 
breakthrough, the likes of which had never been seen before. 

Speaking of her husband, Dr. Jarvik's wife Elaine said, 
"He has qualities which are very difficult to measure-he is 
creative, and that is something you cannot measure with a 
test." Clearly, young Robert Jarvik entered the fierce 
competition for a place in medical school, with none of the 
conventional assets-superior grades, a prestigious academic 
degree, and a high score on the medical entrance exam. 
Nevertheless, he did possess those all important intangibles: 
namely, perseverance and a consuming passion to be 
successful. 

Now, I am in no way suggesting that all of us will one day 
make medical history. Still, we might resemble Dr. Jarvik, in 
the sense that our particular talents and aptitudes, like his, 


may not translate well onto standardized tests of ability. 
Therefore, like Robert Jarvik, it may be necessary for us to 
bring our particular talents to bear, through tenacity, 
perseverance, and courage; and just "one more bite at the 
apple," may be all that is required for us to succeed. 

Napoleon Hill devoted an entire chapter in his classic 
book, Think and Grow Rich, to the subject of "persistence." He 
said, "There may be no heroic connotation to the word 
persistence, but the quality is to the character of man, what 
carbon is to steel." 

In another part of that same chapter, he wrote, "I had the 
happy privilege of analyzing both Mr. Thomas Edison and Mr. 
Henry Ford, year by year, over a long period of years, and 
therefore the opportunity to study them at close range. 
Therefore, I speak with actual knowledge when I say that I 
found no quality, save Persistence, in either of them, that even 
remotely suggested the major source of their stupendous 
achievements." 

Surely you would have to agree there was a tremendous 
difference in the accomplishments of these two men, as 
compared with the accomplishments of most other people. Yet 
by their own admission, neither of these men were 
intellectually superior-in fact, in terms of their I.Q.- they may 
actually have been inferior to many other people. Nevertheless, 
because both men possessed the vital quality of "persistence," 
their results in life were invariably superior to those of the 
masses. 

Therefore, perhaps the factor which will catapult you into 
the "big leagues," which will multiply your income from a 
material, as well as a psychic point of view, will be your own 
ability to persist. So the next time you step out to do 
something, and "the going gets tough," just remember that the 
Razor's Edge difference for you could well be your own ability 
to persevere. Just try one more time-with enthusiasm-and you 
could watch your accomplishments go from the very ordinary, 
to the very extraordinary! 


Let me share a brief anecdote from my own experience. 
To complete this book, I am forming a new habit. Each 
morning I get up before everyone else at home, shower quickly 
and pour myself a cup of coffee (which I drink on my way to 
the office). I arrive at the office before seven a.m. and then I 
start writing. Since it is absolutely quiet at this hour in the 
morning-no telephones ringing, no interruption-I am able to 
write without any distractions and I really enjoy it. By the time 
the other people arrive to begin work, I have several pages 
already written, so I am then free to get busy with the other 
work which I have scheduled for the day. 

Simulation 

Now try to relate this story to your own situation, for just 
a moment. For example, if you are employed in a "sales" 
capacity, consider the dynamic sales presentation which you 
could be delivering in a month or two, if you did a similar 
thing each morning. In other words, if, instead of writing as I 
do, try to simulate a sales presentation with an imaginary 
prospect, or possibly with one of your associates. (I used the 
word simulate rather than role play, because the latter usually 
turns out to be exactly what the word suggests-play, and the 
exercise often turns into a game. The word simulate, on the 
other hand, came into popular parlance when we learned how 
astronauts prepared for their space missions. When they were 
simulating, they were actually pre-living the in-space 
experience, as if it were already happening.) Therefore, I would 
suggest that if you practised your sales presentation in a 
similar manner, every morning-for one or two hours-you 
would witness an incredible improvement in your 
performance, in a relatively short span of time. With a year or 
two of diligent effort under your belt, you would become so 
proficient, you would rarely miss a sale. So remember, "If the 
need is there, and the means are there and you still haven't 
made the sale, it is probably because you are not good 
enough, yet!" 


A guaranteed way to become "good enough," is to do what 
Dr. DeVries prescribed: namely, "Rehearse, rehearse, and then 
rehearse some more." For in this manner, you will attain the 
stature of a true professional, and of course, you will receive 
the compensation a true professional deserves. And, although 
I am only suggesting you set aside one hour per day for 
preparation, like the actors in Zanuck's movie, you will 
probably be rewarded many times over. 

Consider the following account. Several years ago, I was 
traveling through the southeastern United States with Rudy 
Michaud, the Senior Vice-President of one of the world's 
largest insurance companies. Rudy had some papers out that 
he was working on, as we were flying from one city to the next, 
and I was also busy working on a project. Suddenly Rudy 
turned to me and showed me some figures he had written on a 
sheet of paper. He then pointed out to me: there were actually 
individual salespeople, in his company, who were earning 
more money themselves, than the combined incomes of the 
thirty or forty people who constitute "a district sales 
operation." 

Do you think these individuals were really thirty or forty 
times better than their colleagues? - of course not! For like the 
race horse ARMED, they were probably only three or four 
percent more effective. But in terms of annual income, there 
was absolutely no comparison. What made the difference for 
them? Perhaps they planned their day, while others didn't; or 
maybe they practised for that one hour, while the others did 
not. Nevertheless, whatever it was that they did, you can be 
sure the difference was as fine as a Razor's Edge! 

Now stop reading, sit back, relax, and think, really think-
what is it in your life that will make the Razor's Edge 
difference for you? You know what it is? Good-then do it now! 


Don't Think In Reverse 

"Let us not look back in anger 
nor forward in fear 
but around us in awareness." 
- Leland Val Van De Wall 

You will never obtain any substantial measure of 
material wealth if you insist upon living your life as if you were 
looking back through the rearview mirror of your automobile. 
Nevertheless, this seems to be a very common error which 
many people have turned into a pernicious habit. That is to 
say, many of us spend most of our present moments, 
"floundering mentally," in the time zone of the dead and 
should-be-forgotten past. 

Let The Dead Bury The Dead 

Remember the old adage which says, "Let the dead bury 
the dead." In other words, what you want to do is to stop 
looking back in your life and worrying about things which 
have already occurred and which you can no longer alter. For 
pursuing that kind of mental activity will never lead to any 
worthwhile accomplishments in your life. You should 
understand, moreover, that all of the great achievers of the 
past have been visionary figures; they were men and women 
who projected into the future and did not belabor over things 
which had already past. They thought of what could be, rather 
than what already was, and then they moved themselves into 
action to bring these things into fruition. 

Think of the magnificent legacy which these forward-
thinking individuals have left for us living today. Due to their 
formidable efforts, we are now able to enjoy breakfast in Paris, 
lunch in New York and dinner in Toronto. We are now able to 
live our lives in brightness and light (twenty-four hours a day 
if we so desire). We can hear the voice of a loved one on the 
other side of the ocean, merely by pressing some buttons on a 
telephone. All of these miraculous possibilities, and so much 
more, are available to us, simply because ordinary human 


beings-like you and me-have built extraordinary images on the 
screen of their minds, of things which had never been before. 

The pioneering spirit of men and women of all faiths, 
creeds, and color has been put to great use. Those 
praiseworthy individuals were able to look into the future, to 
see what could be rather than what already was, and then 
they ignored those who scoffed and said, "It couldn't be done." 
Also understand that all great achievers always expect to do 
great things and then they turn around and do them! Do not 
be misled by your sensory factors-we are endowed with the 
same, basic mental tools which the Wright's, the Edison's and 
the Bell's possessed, and we all have the God-given ability to 
employ those tools, just as they did. All of us have been 
blessed with the mental capacity to gaze into the future and to 
see our lives in a richer and much more satisfying state. 

Therefore, regardless of the present circumstances in 
which you find yourself, clearly understand that if you can 
build the image of something new in your mind, something 
that far surpasses anything that has occurred up until now, 
you have the ability to realize that result in the physical world. 
It could not be more clear, that all of us have been "Born 
Rich", in the sense of having a magnificent God-given 
potential, which we owe ourselves to nurture. 

Just how great is this human potential? 

Let's check with the experts. Dr. Alexander Rich, 
Professor of Biophysics at M.I.T., has estimated our central 
nervous system contains from 10 to 100 million cells, each 
one of which has a storage capacity equal to that of a large 
computer. If his estimates are even close to being correct, it 
would imply that the human mind has the capacity to store all 
of the known information in the world-with room to spare! 

Other specialists in the field of human creativity are 
similarly convinced that all people have uncharted reservoirs 
of untapped potential, locked up within the confines of their 
incredible minds. For example, Dr.W. Ross Addey, of the Space 


Biology Laboratory of the Brain Research Institute at U.C.L.A., 
has said that, "The ultimate creative capacity of your brain 
may be, for all practical purposes, infinite." One must 
conclude, therefore, the more a person delves into the 
potential of the human being, the more that person will 
become aware of how great he or she truly is; and the more 
that person becomes aware of his or her own potential, the 
easier it will be to build images of ideas or things which have 
never even been contemplated up until the present time. 

Now, pause for just a moment and reflect upon the 
degree to which you have been utilizing this incredible power 
to improve the quality of your own life, and the lives of those 
people who surround you. If you know, for a fact, that you 
have not been tapping into these great reservoirs of talent and 
ability, then you should ask yourself very candidly why you 
have not been. For if you do this, you might just discover you 
have been "telling yourself" for such a long period of time that 
you can't do certain things, that you have actually 
manufactured a genuine "mental block" in your own conscious 
mind. 

But, you should remove these mental blocks by putting 
yourself into a very relaxed state and by then becoming 
consciously aware that you can do the things you want to do-
you probably just don't know how to go about doing them. If 
this is the position which you currently find yourself in, then 
you should start getting excited; for the ideas which are being 
brought to you in the pages of this book will show you exactly 
how to go about doing the things you most wish to do. 

Also, please be advised you need not feel regret because 
you have not fully utilized this great power in the past. For the 
truth is, there are few people anywhere who understand the 
real truth concerning their own "hidden resources." That is the 
very reason why so few people live dynamic exciting lives and 
so many people live confused, unproductive lives. Moreover, 
just on the basis of what you have read up to this point, you 


have already far surpassed most other people with respect to 
your understanding of this important potential. 

It would appear to be the case, that the masses of people 
have always lived their lives in the past tense. That is to say, 
by virtue of holding onto old images, they have limited 
themselves to only "half a life." Indeed, even as far back as the 
turn of the century, William James (1842-1910)-one of the 
world's most distinguished early psychologists-reached the 
conclusion, the average individual was using only a small 
portion of his or her real potential (perhaps as little as 10%). 
He considered this to be one of his most important 
psychological discoveries and, in this connection, he wrote, 
"Most people live, whether physically, intellectually, or morally, 
in a very restricted circle of their potential being. They make 
use of a very small portion of their possible consciousness, 
and of their soul's resources in general, much like a person 
who, out of their whole bodily organism, gets into the habit of 
using and moving only their little finger." 

One might have expected, that in this modern age in 
which we now live, James' findings would have become 
anachronistic. But unfortunately, this is just not true. For the 
sad reality is, that most of us are continuing to live our lives in 
much the same manner as our grandparents did. The reason 
we do this, you will be interested to know, is that most of us 
have never been trained to measure our "true abilities" 
correctly. 

Indeed, during the formative years of our lives, we have 
been inculcated with the belief that our results in school 
would be the factor determining whether we would win or lose 
in life. This notion has been "fired" at us from virtually every 
conceivable angle, until eventually, most of us have not only 
come to accept it intellectually, but we have actually become 
emotionally involved with the idea as well. The result is: the 
lives of untold numbers of individuals have been needlessly 
sacrificed, "on the altar of failure." 


I feel time has come for us to free ourselves from these 
mental shackles of the past. Let us, therefore, begin this 
"healing process," by getting in touch with the wide variety of 
beautiful images which we have the ability to form on the 
screen of our own minds. Then, let us begin to actually expect 
to receive the physical manifestation of each one of these 
images, in our own lives. 

Remember, if we are able to see ourselves doing, being or 
having something, on the screen of our conscious minds, then 
we are able to do, be, or have it, on the physical plane of life as 
well. You see, the adage is true: "What you see, is what you 
get." Therefore, always look forward into the bright future 
which lies just ahead of where you currently are situated. 

Let me make it clear that I am not referring, in this 
context, to the things which you can actually "see," with your 
physical sense of "sight" (that is looking at what was or what 
is). Rather, I am referring to your creative inner eye which 
enables you to see what can be. The creative inner eye is that 
magnificent part of your personality which permits you to see 
into the vast reaches of the "creative, nonphysical world." (This 
is the area where all life begins, or originates.) 

The past, conversely, is the place where all life ends. But 
unfortunately, it is also the place where 95% of the people 
spend 95% of their time (which is, sadly, also their life). For 
example, it is an accepted ritual in our culture, for old friends 
to spend hours upon hours reminiscing or harping back on, 
"the good old days" of yesteryear. Hours upon wasted hours, of 
precious present "living time" is squandered, discussing people 
who are dead and gone, or reflecting upon things which used 
to be, but are no more. In fact, there are actually numerous 
individuals who spend their days collecting "things from the 
past"-or antiques, as they are sometimes called. These people 
collect everything from old match boxes to antique furniture. 

Then, there is another large category of people, who 
consume the majority of their waking hours, reliving in their 
minds, past negative events which have occurred in their lives. 


They either spend valuable hours thinking of some past 
injustice which someone has done to them, or possibly about 
some unkind remark which someone had once directed in 
their direction. They bemoan and agonize over past failures, or 
missed opportunities which they somehow "let slip through 
their fingers." Unfortunately for them, these individuals 
maintain such a negative vibration, that there is not even the 
most remote possibility of a positive thought entering their 
level of consciousness. 

Indeed, the only thing this type of thinking will ever 
create is resentment and/or guilt-both deadly emotional 
states. But until these poor souls come to terms with the fact 
that it is they themselves who have been the authors of their 
own misfortune, and until they realize it is up to them to alter 
the course of their own lives, they are doomed to repeat their 
past failures over and over again. As long as they persist in 
believing that others are the cause of their problem, they 
cannot be successful (because, of course, you can never 
successfully change anyone but yourself). Therefore, to the 
extent that these people hold onto their false beliefs, they will 
continue to "Think in Reverse;" and it goes without saying, you 
cannot move ahead while your mind is traveling in the 
opposite direction. 

Take a good look at yourself. Could you be one of the 
individuals whom I have just portrayed? 

If you are, I would strongly suggest that you bring your 
mind to a "screeching halt." Then reevaluate your present 
position and reexamine your future goal. Look straight ahead 
and fill your consciousness with great and grand thoughts of 
what you ultimately could do and what you eventually can be. 
Become acutely aware of the direction your mind is traveling, 
because ultimately, that is the way your life is going to unfold. 

Polaroid Camera Analogy 

I have often likened the human mind and the material 
world to a polaroid camera and a photograph. For once you 


have "snapped" a picture, the course for that photograph has 
been incontrovertibly set. There is a short gestation period 
which must elapse, but then the photograph must begin to 
appear; and it will do so, exactly as it had originally been 
"shot." 

To carry our analogy one step further, I would suggest 
that the shutter of the camera is quite like the conscious 
mind, in that it is responsible for "snapping" the picture. 
Similarly, the camera itself may be likened to the 
subconscious mind, because it is responsible for "doing the 
work." Finally, the photograph is analogous to your results, as 
it merely shows the world the physical replica of the picture 
which you have already taken, "with your mind." 

Clearly, if you were to take a picture of the same object-
over and over again-you would do nothing more than 
reproduce the same photograph, over and over again. Yet this 
is precisely the course, which many people set, for their own 
lives. Therefore, you must constantly be reminding yourself, 
that if you persist in "thinking in reverse," you will only 
reproduce the same results in your life, over and over again. If 
you wish to change this pattern, on the other hand, you must 
look bravely into the bright future, which lies ahead, and see 
yourself already doing what you now only dream about doing, 
"someday." 

Patti's Cruise 

Patti Moir first came to my seminar, with her parents, 
when she was only eleven years old. By the age of fifteen she 
was already speaking in the seminars and sharing with the 
audience the manner in which a concept in the seminar had 
moved her from failing miserably in French-at school-to 
honor's grades (and in a relatively short period of time, to 
boot!) 

Five years later she was working with me in the seminar 
business. One day I noticed her attitude seemed to be slipping 
badly and it appeared to me that she was not enjoying herself 


one iota (note that these are the first telltale symptoms of an 
individual who is without a goal). So I asked her what it was 
she really wanted and her immediate response was, "What do 
you mean by that?" I explained to her, that since she wasn't 
working toward anything, she didn't have anything to look 
forward to, and this made life extremely difficult, to say the 
least. Then she said, "But I don't have any money, so I can't do 
anything." I reminded her, however, that it doesn't cost even 
one penny to want or to dream. A radiant smile suddenly came 
across Patti's face, and she told me that what she wanted, 
more than anything else, was to go on a south sea cruise. I 
said to her, "That would probably be a lot of fun." I told her I 
had done it a number of times myself, and I described to her 
how beautiful it was. I also expressed my expectation, that she 
would have a truly marvelous time. I pointed out, moreover, 
that she would retain the memories from the trip for the rest of 
her life and she could then relive them, over and over again, 
whenever she desired it. 

At this juncture, I asked her what was holding her back. 
Again, the same response was forthcoming from Patti, "I don't 
have any money." This type of negative thinking had been 
crippling her, by preventing her from undertaking something 
in her life which she felt was very important. 

But the real reason I bring this story up here, is to 
illustrate that even though Patti was mature, had no ties and 
had no real reason not to go on the trip, her own thinking was 
holding her back from doing so. Clearly, she was a young lady 
who was "thinking in reverse." She had thoroughly convinced 
herself it was a lack of finances which thwarted her desire, but 
of course, that just wasn't the case. Nevertheless, whatever the 
source of her real frustration may have been, it was certainly 
holding her back from realizing her dream. 

Understand, that untold numbers of people are making 
the same error Patti made-daily-and it is a great tragedy. 
Perhaps you have been making this same error in your own 


life. If you have, I hope "Patti's story" will be the inspiration 
you need to get you moving in the direction you wish to go. 

In any case, one day Patti and I went to lunch together 
and we had a very serious discussion. I said, "Listen Patti, if 
you really want to go on a cruise, you must quit looking back 
or looking at "what is," because looking at present results is a 
very common form of thinking in reverse. You must commence 
to look ahead and you must start applying what we profess in 
the seminars. So go ahead and book your trip-make definite 
plans-and don't give one thought to anything going wrong. 
Know that whatever you need for your goal to materialize, will 
begin to be attracted to you, as soon as you accept the idea 
that you are going, and make definite plans to do so. If it is 
money that you need, you will have it. It might not all be in 
place until the very last moment; but if you see it, and you 
believe it, and you expect it, you most certainly will receive it." 

I won't bore you with the details of how things all came 
together, but I will tell you they came together in wondrous 
and unexpected ways. Eventually, Patti actually attracted 
more money than she required for her trip. I was at the airport 
at approximately 6 a.m. with Patti's parents-on the morning 
that she left, and it was a tremendously gratifying experience 
for me, to see her face aglow with nervous excitement. Suffice 
it to say, she went on her cruise. She had enough courage to 
travel alone and she enjoyed a trip which she will surely 
remember all the days of her life. But what is even more 
important than the trip itself is the awareness Patti gained 
from the experience. For she now knows, through her own 
personal experience, that if you think in reverse, you will only 
see reasons why you can't. However, if you will but look into 
the future with a positive, even expectant attitude, you will see 
that you "can do." Patti will be able to apply this awareness 
toward the achievement of all of her future wishes. 

Have you been dreaming of a trip? If you have, go out 
and book your reservations. It doesn't matter if the 
reservations are for six months or a year from now; make them 


immediately and then enjoy the anticipation which precedes 
the actual event. I honestly believe that in Patti's particular 
case, the excitement leading up to her trip was equally as 
enjoyable and exciting as the actual trip itself (not to mention 
the enjoyment which she will derive from the memories of her 
trip, which she will carry with her for the rest of her life). 

The probable reason that so few people make plans or set 
goals, similar to the one discussed above, is that most people 
are unable-in their own mind-to figure out how everything 
necessary will come together. But you must understand, you 
need not know how everything will come together. All you have 
to understand is the underlying principle, by which your good 
comes; namely, everything which you receive in life comes by 
virtue of the "Law of Attraction." 

The Paul Hutsey story - in chapter three - is an excellent 
example of a conscientious, intelligent, hardworking person, 
who was attempting to do something which was tantamount to 
a person jumping off the front porch of his home, and then 
expecting, somehow, to land on the roof-you know that this is 
never going to happen. Yet Paul had spent twenty years: 

1. letting the sales sheets in his office 
control the image that he held of his operation, 
and 
2. attempting to improve the results he 
was getting through sheer force of will, dogged 
determination and long hard hours of 
agonizing toil. 


Everybody - by doing all of these things - certainly will 
improve their results to some degree; but they will never 
witness a dramatic improvement in their results, until they 
have first altered the image, which they are holding in their 
mind's eye. Paul Hutsey is a prime illustration of a person who 
fully believed he was looking ahead, when in actual fact, he 
was guilty of "thinking almost completely in reverse." For he 
spent the vast majority of his time consciously focusing on 
present results, present thoughts and present images. 


If you have been guilty of allowing your sales-sheets, your 
bank account, or the x-rays the doctor takes of your body, 
control the way you feel, think, or view your sales, financial 
position or health, I can assure you that-just as certain as it's 
going to get dark tonight-there will not be any marked 
improvement in your life in any of these areas. On the other 
hand, if you will let the present, physical results serve only as 
an indication of the images which you have been holding in 
the past, and then you proceed-by virtue of your own higher 
mental faculties-to look into the bright future and to build an 
image of the good that you desire (just as Patti and Paul did), 
you will see your image materialize. But again, as long as you 
continue to let your present or past results control your 
thinking process, you will never live to see your dreams come 
true. 

Therefore, look up, look ahead and form the image of the 
life you choose to live, then everything you touch or come in 
contact with will grow and expand and express itself in a 
greater and greater way. 

Individuals who are thinking in reverse, very rarely, if 
ever, originate ideas which lead them to providing meaningful 
service to others. The reason for this is that they are only able 
to see what someone else has already done. As a result of their 
limited mind-set, the rewards which they will ultimately 
receive in life are destined to be equally limited. 

The 333 Story 

I was doing a seminar, which ran from Thursday night to 
Sunday, at the Deerhurst Lodge, which is a resort 
approximately 100 miles north of Toronto. On the Friday 
night, a tornado swept through Barrie, Ontario, a town about 
40 miles south of Deerhurst. The tornado killed a dozen people 
and did millions of dollars worth of damage. On the Sunday 
night, as I was coming home, I stopped the car when I got to 
Barrie. I got out on the side of the highway and looked around. 
It was a mess. Everywhere I looked, there were smashed 
houses and cars turned upside down. 


That same night, another gentleman, Bob Templeton, 
was driving down the same highway. He and I had never met, 
however, an idea from my seminar was about to bring us 
together in a lasting friendship. He stopped to look at the 
disaster, just as I had, only his thoughts were different than 
my own. Bob was the Vice-President of Telemedia 
Communications, a company which owns a string of radio 
stations in Ontario and Quebec. As he stood there viewing the 
disaster, he thought there must be something he could do for 
these people (with the radio stations he had). That thought 
kept returning to his mind that night and all the next day. 

The following night, I was doing another seminar in 
Toronto. Bob Templeton and Bob Johnson, another vice-
president from Telemedia, came in and stood at the back of 
the room. They were evaluating my seminar, trying to decide if 
I could help their company reach its goals, which I ultimately 
did. Because of Bob Templeton's influence, I subsequently 
worked for the entire Canadian broadcasting industry. He 
loved what I was doing in my seminars because it was in 
harmony with his way of thinking. Bob Templeton became 
fascinated with the laws of the universe, particularly The Law 
of Polarity or as it is often referred to, The Law of Opposites. 
This law clearly states everything has an opposite. You cannot 
have an up without a down, hot without cold or in without 
out. By the same token, if you can figure out why something 
you want to do cannot be done, by law, you must be able to 
figure out how it can be done. People who accomplish great 
things are aware of the negative, however, they give all of their 
mental energy to the positive. After the seminar, Bob 
Templeton went back to his office. He told me it was late but 
this one idea he picked up had him excited. It also had him 
committed to the idea of raising millions of dollars and giving 
it to the people who had been caught in the tornado, and he 
was going to raise the money immediately! Futhermore, he was 
not remotely interested in why he couldn't. 

The following Friday he called all of his executives at 
Telemedia into his office. At the top of a flip chart in bold 


letters, he wrote three 3's. He said to his executives "How 
would you like to raise 3 million dollars, 3 days from now, in 
just 3 hours and give the money to the people in Barrie?" 
There was nothing but silence in the room. 

Finally someone said, "Templeton, you're crazy. There is 
absolutely no way we could raise 3 million dollars, in 3 hours, 
3 days from now!" 

Bob said, "Wait a minute. I didn't ask you if we could or 
even if we should. I just asked you if you would like to." Bob 
Templeton was wise; he was appealing to the charitable side of 
their nature. It was important for those present to openly 
admit that this was something they wanted to do. Bob 
Templeton knew that his new idea could show anyone how to 
accomplish anything they wanted by working with the law. 

They all said, "Sure, we'd like to." He then drew a large T 
underneath the 333. On one side he wrote, 'Why We Can't.' On 
the other side he wrote, 'How We Can.' Under the words, 'Why 
We Can't,' Bob Templeton drew a large X. As he placed the X 
on the flip chart, he said, "Now there is no place to record the 
ideas we think of which explain why we can't raise 3 million 
dollars, in 3 hours, 3 days from now, regardless of how valid 
they might be." He continued by explaining, "When anyone 
calls out an idea which suggests why we can't, everyone else 
must yell out as loud as they can, NEXT. That will be our 
command to go to the next idea. Ideas are like the cars on a 
train, one always follows the other. We will keep saying Next 
until a positive idea arrives." 

Bob smiled and continued to explain that, "Opposite the 
X on the other side of the flipchart, directly under the words, 
'How We Can,' I will write down every idea that we can come 
up with on how we can raise 3 million dollars, in 3 hours, 3 
days from now." He also suggested in a very serious tone of 
voice, that everyone will remain in the room until we figure it 
out. "We are not only going to think of how we can raise 3 
million dollars immediately, after we originate the ideas we are 
going to execute them!" There was silence again. 


Finally, someone said, "We could do a radio show across 
Canada." 

Bob said, "That's a great idea," and wrote it down under, 
'How We Can.' 

Before he had it written on the right hand side of the 
flipchart, someone said, "You can't do a radio show across 
Canada. We don't have radio stations across Canada!" Since 
Telemedia only had stations in Ontario and Quebec, you must 
admit that was a pretty valid objection. However, someone in 
the back of the room, in a rather soft tone said, "Next." 

Bob Templeton replied, "Doing a radio show is how we 
can. That idea stays." But this truly did sound like a 
ridiculous idea, because radio stations are very competitive. 
They usually don't work together and to get them to do so 
would be virtually impossible according to the standard way of 
thinking. 

All of a sudden someone suggested, "You could get 
Harvey Kirk and Lloyd Robertson, the biggest names in 
Canadian broadcasting, to anchor the show." These gentlemen 
are anchors of national stature in the Canadian television 
industry. Someone clearly spoke out saying, "They're not going 
to go on radio." But, at that point the group yelled, "NEXT." 
Bob said, that was when the energy shifted; everyone got 
involved and it was absolutely amazing how fast and furious 
the creative ideas began to flow. 

That was on a Friday. The following Tuesday they had a 
radiothon, where 50 radio stations, from all across the 
country, agreed to work in harmony for such a good cause. 
They felt it didn't matter who got the credit, as long as the 
people in Barrie got the money. Harvey Kirk and Lloyd 
Robertson anchored the show and they succeeded in raising 3 
million dollars, in 3 hours, within 3 business days! 


You see, you can have whatever you want; all things are 
possible when you put your focus on how you can and "Next" 
every idea telling you why you can't. 

This may be a difficult exercise in the beginning, 
however, when you persist "Next-ing" any and all negative 
concepts, the flow of positive ideas will roar into your 
marvelous mind. 

Alfred Adler, the renowned psychologist, coined the 
extraordinary phrase "I am grateful to the idea that has used 
me." There can be no doubt that creative, forward-thinking 
ideas literally breathe new life into every fibre of your being. 
They awaken a part of you that you never even knew was 
sleeping. 

Bob Templeton never received five cents for the 
leadership role he played, in marshalling 50 radio stations 
from right across Canada, to raise the three million dollars for 
the people of Barrie, Ontario in Canada. However, you must 
remember that this is truly an orderly universe; God's way of 
running this show is exact-when you put good out, it must 
come back. 

I shared this story, when it happened, with two good 
friends of mine, Jack Canfield and Mark Victor Hansen. They 
were so intrigued by the story, they published it in their book 
Chicken Soup for the Soul. 

I was recently doing a satellite television broadcast for 
RE/MAX Real Estate with Mark Victor Hansen and he was 
telling me that, at last count, they had sold six million copies 
of their book. He also told me they are constantly receiving 
letters from people who read the '333 story' and use it to 
perform similar mental magic in their lives. 

Think of it, millions upon millions of people are making 
positive things happen in their lives because Bob Templeton 
would not listen to the reasons why he and his staff could not 
raise 3 million dollars, in 3 hours, just 3 days after they began 


to brainstorm the idea. By the way, Bob Templeton has told 
me he and his staff have formed the habit of '333-ing' their 
wants and, as a result, he has gone on to become the 
President of NewCap Broadcasting company, a highly 
profitable corporation, with stations right across Canada. It is 
my opinion that Bob Templeton has set up a force for good 
that will follow him wherever he goes. Profit has become his 
second name. Begin at once to '333' all of your wants and 
profit will follow you as well. 


The Vacuum Law of Prosperity 


Nature absolutely abhors a vacuum. 

Marg Made It Happen 

I must dedicate this chapter to my aunt Marg, in 
appreciation of her childlike faith in, and her profound 
understanding of, this most magnificent law which governs 
one's prosperity. Even today, it is very seldom that I visit her, 
without her expressing her heartfelt gratitude to me, for 
having taught her this great truth about "the vacuum law of 
prosperity." As a consequence of her acquiring that knowledge, 
Marg and her entire family enjoy many of the comforts of life 
which they had previously been unable to experience. 
Moreover, the simple truth is they would still not be enjoying 
these "finer things in life," if it were not for the fact that she 
gained her new awareness. 

Although Marg happens to be my aunt, she is only a few 
years older than I am and we have been very good friends 
since our childhood days. I love Marg and her entire family 
very deeply. Therefore, it should come as no surprise that I 
have derived a great degree of satisfaction from sharing the 
ideas contained in this chapter, with Marg and her family, over 
many years. It has been a particular joy for me to have had the 
opportunity of witnessing them apply this new knowledge, in 
such a way, that today they are living their lives in an entirely 
new way. 

Marg's first introduction to this dynamic law dates back 
approximately ten years, to a time when she and her family 
were attending a series of seminars, which I was then 
conducting, on the subject of "prosperity." Soon after the 
seminars had been completed, I visited Marg at her home. 
She, her husband Don, and I, were discussing many ideas-all 
of which had to do with the subject of prosperity. At some 
point, during the course of our discussion, the issue of "their 
home" was raised. Marg looked at her living room, became 


visibly upset, and angrily proclaimed that she was "sick and 
tired of living the way they had been living." 

She then pointed to the curtains in her living room and 
said, "You know something, I absolutely detest those old 
drapes." I smiled at her and replied, "No you don't Marg, you 
love them. Otherwise you wouldn't have kept them so close to 
you." I continued, "For the only things we have in our life, are 
those things that we love or are in harmony with." Marg told 
me that she had a difficult time accepting the idea that she 
could actually "be in love with" something she found so utterly 
displeasing. 

By this point, Don was thoroughly convinced that we had 
both "gone off our rockers"; Marg for even attempting to 
understand what I had been explaining, and me, for actually 
believing it! Nevertheless, I continued with my explanation and 
I informed them, that if a person remains continually in close 
proximity with something-be it another person or an object-it 
can only be because the person is in harmonious vibration 
with them, or it. The reason I could say this, I explained, was 
that "love" is just another word for resonance or harmonious 
vibration. I told them, finally, that what I had just stated was a 
law of the universe. (Whether or not they fully understood it, 
or even believed it, made absolutely no difference whatsoever.) 

I explained to Marg that if it was true she really did 
detest the drapes-as she claimed she did-she would already 
have taken them down, had them cleaned and given them 
away to the Crippled Civilians, the Salvation Army, St. Vincent 
de Paul, or some charity that would have been able to put 
them to good use. Don looked at me in a state of 
bewilderment. Then he firmly asserted, that "She's not taking 
those drapes down, because we have nothing to replace them 
with, nor can we afford to purchase a replacement." I can 
remember saying to him in reply, "Don, please understand, 
you will never hang new drapes, or new curtains, until you 
have first made a space for them." "Indeed," I continued, "the 
real secret behind the vacuum law of prosperity lies in the fact 


that, by giving the old drapes away, you would automatically 
have been making room for the new." In other words, you can't 
get something until you are first willing to give something 
away. (Bear in mind, however, that "giving" means letting go of 
completely or totally abandoning, to another.) Clearly, this is 
an extremely difficult concept for a person who is solely 
attached to the material world, to even comprehend, let alone 
practise. 

We discussed the information summarized above for a 
while longer and then Marg moved herself into action. She 
began by taking down the living room drapes which she had 
looked at in anger for so many years. By doing this, she was 
immediately ridding herself of the source of so many years of 
frustration. For every time she looked at, or even thought 
about, those drapes, a very negative image would instantly 
flash across the screen of her mind. She would then move 
herself into a negative vibration, and thereby begin to attract 
more of what she did not want into her life. As she started 
removing the drapes from their hooks, Don came very near to 
exploding in a fit of rage. Nevertheless, Marg would not back 
down, even in the face of this tremendous opposition, and she 
continued to act on the idea which I had planted in her mind. 

Don's response at this point, was to say, "Well I guess we 
are going to have to buy some new ones now, whether I like it 
or not." I then explained to them that they should not worry 
about how they would obtain the new drapes, at this juncture. 
The important thing was that they would soon have what they 
needed. The reason this was so, I explained, is not really all 
that difficult to comprehend; reduced to it's most simple level, 
we can say that, "people will soon become tired of living their 
lives in a fish bowl." 

For a little while, Don and Marg lived without any drapes 
hanging on their window. But then one day I visited their 
home, and sure enough, Marg had the drapes which she 
wanted, and she had them right where she wanted them! Little 


by little, the awareness of this great truth had begun to creep 
into her consciousness. 

It wasn't long after this, that there was no furniture left 
in their living room. Marg had become tired of living with it 
after so many years, so she simply gave it away. By doing so, 
she automatically created the space she required for the good 
which she desired. Soon their entire home had been 
completely refurnished and redecorated, and now she has it, 
"just the way she wants it." 

A few days ago, my wife and I were visiting Don and Marg 
in their home. As we were driving away, Linda said to me, 
"Their home really looks nice, doesn't it." I couldn't help but 
smile, knowing the background and having been an integral 
part of the many battles which had taken place, each time 
something else had been given away. The last time I spoke to 
Marg on the telephone she said, "Isn't it incredible, what a 
tremendous difference a little bit of knowledge can make in 
your life. You only have to learn a little bit, to receive so 
much." That statement is oh so true. For a little bit of 
awareness, does make a tremendous difference in results. 
Therefore ask yourself, what do you have lying around you 
that you really don't like? Then ask yourself why don't you just 
package it up, give it away, and make space for the good that 
you really do desire. Remember, this "law" which I have been 
discussing, applies to every aspect of your life. 

On numerous occasions during the course of my 
seminars, I have discussed this law. I have explained to 
audiences, that although almost everyone likes to have new 
clothes, most people have no room in their closets for hanging 
any new clothes. In fact, when you hang something in your 
closet, you probably have to push other clothes aside, just to 
fit another hanger on the bar. The irony is, however, that 
many of the clothes that are hanging in your closet, you 
probably don't even wear! 

In saying this, I am well aware that some of your clothes 
may have been expensive, so you are rather reluctant to 


dispose of them. However, you know as well as I do, some of 
the clothes which you have hanging in your closet, are 
hanging there simply because they don't feel comfortable to 
you when you do put them on (there is something about them 
you do not like). Therefore, I would strongly suggest, simply 
give them away. By doing this, you will automatically be 
making room for the new clothes which are inevitably going to 
follow. 

Set the following project for yourself and then carry it 
out, right now. Check your own clothes closet very carefully-as 
if with a "fine-toothed comb"-and then remove all of the 
clothes you no longer wear. Once you have done this, simply 
give them away. By doing this, you will thereby create a 
vacuum or void. Moreover, since "nature abhors a vacuum," it 
will only be a relatively short period of time before your closet 
is once again full of clothes. Only this time, however, it will be 
full of the clothes that you really do want to wear. 

The process which I have been alluding to is a never-
ending one. Therefore, it is something which you should plan 
to practice all the days of your life. In other words, you must 
continually be "making space," for the good which you desire. 
Keep this information constantly in the forefront of your mind; 
for the crucial element in this vacuum law of prosperity is that 
you must let go of the old before you will ever make room for 
the new. 

Another word of caution: never sell the articles which you 
no longer want-just give them away. I realize this advice might 
run contrary to the way in which you have been conditioned to 
live your life; but you must understand, that "in giving, you 
will also be receiving." On the other hand, if you sell the 
articles, the money which you receive for them will be all that 
you will get, in the bargain. This may sound like a rather 
peculiar approach to take, but it is nonetheless the proper 
one. 

Please understand, you can never give too much of 
anything. Nevertheless, when you do give, fully expect to 


receive something in return. Very rarely will you receive from 
that source, to which you gave. But, receive you must, just as 
surely as rain must fall when two clouds collide. 

Therefore, gaining a good grounding in this universal law 
will be of great personal benefit to you. Remember also, that 
you are not working with specific individuals or with specific 
things; rather, you are dealing with an infinite power which 
operates in a very exact way. As a consequence, whenever we 
wish to receive anything new into our life, we must trigger the 
process by making room for it! 

This "law" applies not only to our physical world, but also 
to our mental domain. So understand, that whenever we wish 
to entertain new ideas, we must first be willing to "let go of," or 
to challenge some of our old ones. 

Unfortunately, there is a very large segment of the 
population which has an exceedingly difficult time achieving 
this end. Because of this, these "troubled" individuals often 
entertain opposing and contradictory ideas, at one and the 
same time. They live their entire lives in a state of oscillation, 
thinking "do it, don't do it, do it, don't do it," etc. This mental 
state is commonly referred to as "indecision," and it leads to 
considerable mental anguish and confusion. Be aware that 
"indecision" or "confusion" can be one of the greatest-if not the 
greatest-cause, of people being held back from accomplishing 
great things in their lives. 

Why We Hold On To The Old 

Why is it that we hold on, so strongly, to old ideas or to 
old things? I have no doubt that you will agree, this is an 
intriguing question. In fact, it is so intriguing, that if you were 
to ask a thousand different people this same question, you 
would probably obtain enough answers to fill a book. 
Unfortunately, however, almost all of the answers which you 
would receive, would be dealing with the secondary causes, 
and not the primary one, of this horrendous problem. 


But if you were to go directly to the primary cause of the 
problem, you would soon discover, that although it lies deep 
within each individual, it is virtually the same, for everyone. 
Let me not hold you in suspense any longer-the answer to the 
question would be as follows: we hold on to old ideas and old 
things, because we lack faith in our ability to obtain new ideas 
and new things. This of course, leads to a condition of 
insecurity, which stems, at its root, from an inability to 
understand who, and what, you are. And, a lack of awareness 
of your true relationship with the infinite power will always 
leave you with a distorted image of yourself. 

Therefore, you must reach the point where you realize 
that your "true self" knows no limits; that in truth, you are 
quite capable of having, doing, or being, virtually anything you 
desire to be. But when individuals fail to appreciate this basic 
truth, when they are honestly convinced that their supply is 
limited and that their real security lies in money or things, 
they will be afraid to try anything new. Indeed it takes no great 
wisdom to understand that they will want to hold on to what 
they already have, and then they will try to accumulate even 
more of the same. 

If you so desire, you may put this vacuum law of 
prosperity to a very simple and practical test yourself. Just 
take an ordinary cup and set it on a table, or on your desk. 
Then ask yourself whether you are able to put anything else 
where that cup rests. The answer, of course, is that you 
cannot; at least, not until you remove the cup. The same 
principle holds true with respect to a piece of furniture. 
Therefore, as long as your sofa sits where it is presently 
sitting, you cannot put a new sofa in its place. Similarly, as 
long as your clothes hang where they are hanging, you cannot 
put new clothes in their place. 

The identical principle is also applicable in the realm of 
ideas. For example, if you have one idea in your mind 
suggesting you should be traveling east, and then all of a 
sudden another idea pops into your mind suggesting you 


should be traveling west, it goes without saying that you will 
be placed in a serious bind. For there is absolutely no way that 
you can travel in both directions, simultaneously. Clearly, it is 
absolutely essential that you "let go" of the one idea, before 
you can move yourself into action on the other. The reason for 
this, as we have already stated, is that "nature truly abhors a 
vacuum." 

Therefore, if you sincerely desire to receive something 
which is new, you must first make room for it by ridding 
yourself of that which is old. This is an ironclad law of life, and 
yet, you might encounter one person in a thousand who truly 
understands it. Nevertheless, when you do encounter that one 
person in a thousand, you will see before you, someone who 
not only lives in extreme comfort today, but someone who is 
also moving ahead in life each day; and at a fairly rapid rate of 
speed. 

So put the law to the test in your own life. Use the ideas 
contained in the various chapters of this book and you will 
find that the law works every time-it never fails. 
Remove The Kinks From Your Mind 

God never expresses Himself other than perfectly. 
Therefore, whatever imperfection does exist, it is always the 
result of our individual or collective modes of thinking. Since 
this is true, it is not necessary that you hold onto anything, 
"for fear of losing it." In fact, the truth is, you will never truly 
enjoy anything you must hold on to, because freedom in all 
negative areas of your life is absolutely essential if you are to 
grow into the truly great human being who you are quite 
capable of one day becoming. Stated slightly differently, we 
can say that energy must flow through you freely without any 
obstructions, if you are to achieve the good which you desire. 

At this point you may be asking, "What are these 
obstructions?" that I have been referring to. Let me list some of 
them. They include doubt, guilt, resentment, and any 
thoughts of lack or limitation. They include any negative ideas 
which have a tendency to block the flow of creative energy, to 


and through you. For example, you might very well be 
attempting to get a beautiful image in your mind, which would 
cause you to feel wonderful, and yet because of these 
"inhibitors," as they are sometimes called, you end up with 
nothing but frustration. 

Your problem - whether you realize it or not - is that you 
haven't created the space for the beautiful image which you 
are trying to create. Therefore, you must resolve yourself to let 
go of all of these obstructions, to enable you to make a space 
for the good you desire. 

You should visualize your body as being an instrument 
through which a nonphysical, creative energy flows. You 
should liken it to an ordinary garden hose, which you may be 
using to water the garden at the back of your home. Suppose, 
for a moment, that you decide to water the flower-bed in the 
front of your home. In order to accomplish this, you must drag 
the hose to the front of the house. But while you are dragging 
it, suppose that you form a loop in the hose and as you pull on 
it-unbeknownst to you-it kinks. 

Although there is an abundance of water at the source, 
the water will just be trickling out of the hose, a drop at a 
time, onto the flower bed. The reason for this is that the kink 
is obstructing the flow of the water, which could, if it were 
allowed to flow freely, actually breathe new life into the plants. 

In a similar manner, these negative concepts which you 
hold in your mind are obstructing the flow of energy which 
could, if it were given a chance to, breathe new life into you 
and into your results in life. 

In the case of the garden hose, you would immediately 
investigate to find the cause of the interrupted flow of water. 
Once you found the kink, you would then proceed to remove 
it, so the water could resume flowing freely in a steady stream. 

Now, be aware of this-the process that I have described 
for the garden hose, is exactly the same process that you must 


undertake, yourself, with respect to your marvelous mind. 
That is to say, you must let go of all of the obstructions that 
are hampering you-release the mental kinks-and you will 
immediately find that there is no lack of creative energy at the 
source. In truth, there never has been any, and there never 
will be any. The mental kinks which you have carelessly-and 
very likely-unconsciously built, are actually limiting the flow of 
the life-giving power which ultimately transforms your results 
in life. 

Each chapter in this book highlighted various concepts, 
which you must begin to use, if you are to enjoy the benefits 
that may be derived by simply permitting this power to flow 
freely through you. You have now read the entire book. I would 
like to suggest that you go back to the beginning of the book, 
to compare the results you are presently obtaining in your life, 
with the results you could obtain, were you to make proper 
use of each idea. Study each chapter very seriously-but in a 
relaxed state-and keep acting on each idea until it becomes a 
fixed part of your personality structure. 

Remember, regardless of how the results of your life may 
presently appear to you, you have truly been "Born Rich." 

"God's gift to you 
is more talent and ability 
than you will ever use in one lifetime. 
Your gift to God 
is to develop and utilize 
as much of that talent and ability 
as you can, in this lifetime." 
- Steve Bow 

The Beginning 


 

Acknowledgments 

As far back as my memory will take me, there have been 
people wanting to help me improve various aspects of my life. 
For the first twenty-five years, I rejected most of this help; for 
the past twenty-five years, I have gratefully accepted it. 
Anything I have accomplished of any consequence has been 
largely due to the assistance of others. Some of these people 
whom I would like to recognize are: 

Joe Farkas 

Joe has become a very close friend who has given me far 
more than I could ever give back. He has been largely 
responsible for the completion of this book. Joe has spent 
hundreds of hours polishing up my ideas, and has 
transformed a few thousand pages of rough ideas into a 
smooth-flowing manuscript for the publisher. As you read 
each page, realize that a lot of Joe Farkas is blended into the 
ink. 

Lois Ward 

On many occasions, I have stated that Lois has to be, 
without question, one of the most competent people I have 
ever had the pleasure of working with. Lois typed every page of 
this book, over and over, many times. There have been 
thousands of edits and every time the page, or chapter, went 
back to Lois for typing. Not once did she complain. Late 
nights, early mornings and long weekends, she pounded away 
on the keyboard and always with a smile. We could all learn 
something about attitude from Lois. Joe and Lois actually did 
the hard, gruelling, tiresome work to make this book possible. 

Marguerite Proctor 

My mother is an excellent example of what this book is 
all about. She has been a real inspiration to our entire family 


and we all love her dearly. When she had every reason to 
believe I would never win, she kept telling me I could do 
anything. Those positive seeds she planted in the garden of my 
subconscious mind, just had a long incubation period. I would 
have still been living in the dark were it not for her help. 

Raymond Douglas Stanford 

Ray was the best friend I will ever have. Although Ray 
has been gone for many years and I truly miss him, he 
continues to influence me and my life. Ray, and his wife Lynn, 
had a tremendous impact on my development. Ray was not 
only wise, but he had a unique way of making a person see the 
truth. Many times he made me angry because of his candid 
approach, but I will forever be grateful to him, because he 
made me think. 

Leland Val Van De Wall 

My teacher; it almost appears as if Val has a direct line to 
infinite intelligence, which is always open. For almost 10 
years, I spent hours every day studying human potential, and 
yet it was still a puzzle in my mind. It only took Val about two 
hours to show me how to make the pieces fit together. I have 
learned more from him than from anyone else I have ever met. 
I will forever owe him, and when you finish this book, you will 
as well. 

Ben Hughes 

A good friend and the greatest center of influence a 
salesperson could hope for. Ben has probably been 
responsible, directly or indirectly, for at least half of the sales I 
have made over the past ten years. That may seem 
unbelievable, but nevertheless, it is true. I believe Ben knows 
how much I appreciate it. 

 


ore Great Products By Bob Proctor 

 

 


 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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Or go here: http://bobproctor.com/a.asp?bpap&1002&detail.asp?PRODUCT_ID=2 

 

 

 

 


 

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