Introduction

1. Ally yourself with a group of as many people as you may need for the creation and carrying out of your plan, or plans, for the accumulation of money, making use of the 'Master Mind' principle described in chapter 9.
2. Before forming your 'Master Mind' alliance, decide what advantages and benefits you may offer the individual members of your group in return for their cooperation. No one will work indefinitely without some form of compensation. No intelligent person will either request or expect another to work without adequate compensation, although this may not always be in the form of money
3. Arrange to meet with the members of you 'Master Mind' group at least twice a week, and more often if possible, until you have collectively perfected the necessary plan, or plans, for the accumulation of money.
4. Maintain perfect harmony between yourself and every member of your 'Master Mind' group. If you fail to carry out this instruction to the letter, you may expect to meet with failure. The 'Master Mind' principlecannot operate where perfect harmony does not prevail. Keep in mind these facts
   1. you are engaged in an undertaking of major importance to you. To be sure of success, you must have plans that are faultless
   2. You must have the advantage of the experience, education, natural ability and imagination of other minds. This is in harmony with the methods followed by every person who has accumulated a great fortune.

• You may originate your own plans, either in whole or in part, but see that those plans are checked and approved by the members of your 'Master Mind' alliance
• If the first plan you adopt does not work successfully, replace it with a new plan. If this new plan fails to work, replace it, in turn, with still another, and so on until you find a plan which does work. Right here is the point at which the majority of people meet with failure because of their lack of persistence in creating new plans to take the place of those which fail.
• Temporary defeat should mean only on thing - the certain knowledge that there is something wrong with your plan.
• no follower of this philosophy can reasonably expect to accumulate a fortune without experienceing 'temporary defeat'
• A quitter never wins - and a winner never quits

Planning the sale of services

• intelligent planning is essential for success in any undertalking designed to accumulate riches
• what else, except ideas and services, would one not possessed of propety have to give in return for riches?
• Braodly speaking, there are two types of people in the world, leaders and followers
• the follower cannot reasonably expect the compensation to which a leader is entitles, although many followers make the mistake of expecting such pay
• it is no disgrace to be a follower. On the other hand it is no credit to remain a follower
• most great leaders began in the capacity of follwers. They became great leaders because they were intelligent followers
• with few exceptions, people who cannot follow a leader intelligently cannot become efficient leaders. People who can follow a leader most efficiently are usually those who develop into leadership most rapidly
• An intelligent follower has many advantages, among them the opportunity to acquire knowledge from the leader

The major attributes of leadership

1. unwavering courage - based upon knowledge of self and of one's occupation. No follower wishes to be dominated by a leader who lacks self-confidence and courage. No intelligent follower will be dominated by such a leader for very long
2. self-control - people who cannot control themselves can never control others. sel-control sets a mighty examples for one's followers, which the more intelligent will emulate
3. a keen sense of justice - without a sense of fairness and justice, no leader can command and retain the respect of his or her followers
4. definiteness of decision - people who waver in decisions show that they are not sure of themselves. They cannot lead others successfully.
5. definiteness of plans - the successful leader must plan the work, and work the plan. A leader who moves by guessworld without practical, definite plans is comparable to a ship without a rudder. Sonner or later it will land on the rocks
6. the habit of doing more than paid for - one of the pentalties of leadership is the necessit of wilingness, upon the part of the leaders, to do more than they require of their followers
7. a pleasing personality - no slovenly, careless person can become a successful leader. leadership calls for respect. followers will not respect leaders who do not score highly on all factors of a pleasing personality
8. sympathy and understanding - successful leaders must be in sympathy with their followers. moreover, they must understand them and their problems
9. mastery of detail - successful leadership calls for mastery of details of the leader's position
10. willingness to assume full responsibility - successful leaders must be willing to assume reponsibility for the mistakes and shortcomings of their followers. If they try to shift this responsibility, they will not remain leaders. If followers make mistakes andbecome incompetent, it is the leader who has failed
11. cooperation - successful leaders must understand and apply the principle of cooperative effort and be able to induce followers to do the same. leadership calls for power, and power calls for cooperation

• there are two forms of leadership
  • the first, and by far the most effective, is leadership by consent o, and with the sympathy of, the followers
  • the second is leadership by force, without the consent and sympathy of the followers

the 10 major causes of failure in leadership

1. inability to organise details - efficient leadership calls for ability to organise and to master details. No genuine leader is ever 'too busy' to do anything which may be required as a leader. When a leader or follower is 'too busy' to change plans or give attention to any emergency, it is an indication of inefficiency. The successful leader must be the master of all details connected with the position. That means, of course, that the habit of delegating details to capable lieutenants must be acquired
2. unwillingness to render humble service - truly great leaders are willing, when occassion demands, to perform any sort of labour that they would ask another to perform. 'the greatest among ye shall be the servant of all' is a truth that all able leaders observe and respect
3. expectation of pay for what they 'know' instead of what they do with what they know - the world does not pay for what people 'know'. It pays them for what they do, or induce others to do
4. fear of competition from followers - the leader who fears that one of his followers may take his position is practically sure to realise that fear sooner or later. Able leaders train understudies to whom they may delegate at will.Only in this way may leaders multiply themselves and prepare to be at many places, and give attention to many things, at one time. It is an eternal truth that people receive more pay for their ability to get others to perform than they would possibly earn by their own efforts. Efficient leaders may, through knowledge of their jobs and the magnetism of their personalities, greatly increase the efficiency of others, and induce them to render more service and better service than they could by themselves
5. lack of imagination - without imagination, leaders are incapable of meeting emergencies, and of creating plans by which to guide followers efficiently
6. selfishness - leaders who claim all the honour for the world of their followers are sure to be met by resentment. Really great leaders claim none of the honours. They are content to see the honours go to their followers because they know that most people will work harder for commendation and recognition than they will for money alone
7. intemperance - followers do not respect an intemperate leader. moreover, intemperance in any of its various forms destroys the endurance and the vitality of all who indulge in it
8. disloyalty - perhaps this should havecome at the head of the list. leaders who are not loyal to their trust and to their associates - those above and below them - cannot long maintain their leadership. Disloyalty marks people as being less than the dust of the earth, and brings down on their head the contempt they deserve. lack of loyalty is one of the major causes of failure in every walk of life
9. emphasis of the 'authority' of leadership - efficient leaders lead by encouraging, not by trying to instil fear in the hearts of their followers. leaders who try to impress followers with their 'authority' come within the category of leadership through force. real leaders have no need to advertise that fact except by their conduct, sympathy, understanding, fairness and a demonstration of knowledge of the job.
10. emphasis of title - competent leaders require no 'title' to gain the respect of their followers. leaders who make too much of their title generally have little else to emphasize. the doors to the office of real leaders are open to all who wish to enter, and their working quarters are free from formality or ostentation

media through which services may be marketed

1. employment agencies - care must be taken to select only reputable agencies, the management of which can show adequate records of achievement of satisfactory results
2. advertising - in newspapers, trade journals, magazines and on the internet. Classified advertising may usually be relied upon to produce satisfactory results in the case of those who apply for clerical or ordinary salaried positions. display advertising is more desireable in the case of those who seek executive connections, the copy to appear in the section of the paper most likely to come to the attention of the class of employer being sought. When preparing the advertistment it is advantageous to get advice from an expert who understands how to inject sufficient selling qualities to produce replies.
3. personal letters of application - directed to paricular firms or individuals most likely to need the services being offered. letters should be neatly types, always, and sign by hand. with the letter should be set a complete CV or outline of the applicant's qualifications. both the letter of application and the cv should be prepared with advice from and expert
4. application through personal acquaintances - when possible, the applicant should endeavour to approach prospective employers through some mutual acquaintance. this method of approach is particularly advantageous in the case of those who seek executive connections and do not wish to appear to be 'peddling' themselves
5. application in person - in some instances it may be more effective if applicants offer their services personally to prospective employers. in such cases a complete written statement of qualifications for the position should be presentedso that prospective employers may discuss the applicant's record with associates

Information to be supplied in a written CV

1. education - state briefly, but definitely, what schooling you have had, and in what subjects you specialized, giving the reasons for that specialization
2. experience - if you have had experience in connection with positions similar to the one you seek, describe it fully, stating names and addresses of former employers. be sure to bring out clearly any special experience you may have had which would equip you to fill the position you seek
3. references - practically every business firm desires to know all about the previous records of prospective employees who seek positions of responsibility. be prepared to present to the employer, if asked, the names of people who can provide information about your experience and capabilities, such as
   1. former employers
   2. teachers under whom you studied
   3. prominent people whose judgment may be relied upon
4. apply for a specific position. avoid application for a position without describing exactly what position you seek. never apply for 'just a positino'. That indicated you lack specialized qualifications
5. state you qualifications for the particular position for which you are applying. give full details as to the reason you believe you are qualified for the particular position you seek. this is the most important detail of you application. if will determine, more than anything else, what consideration you receive
6. offer to goto wok on probation. In the majority of instances, if you are determind to have the position for which you apply, it will be most effective if you offer to work for a week, or a month or for a sufficient length of time to enable your prospective employer to judge your value without pay. this may appear to be a radical suggestion, but experience has proved that it seldom fails to win at least a trial. if you are sure of your qualifications, a trial is all you need. incidentally, such an offer indicates that you have confidence in your ability to fill the position you seek. it is most convincing. if your offier is accepted and you make good, more than likely you will be paid for your 'probation' period. make clear the fact that your offer is based upon:
   1. you confidence in your ability to fill the position
   2. your confidence in your prospective employer's decision to employ you after trial
   3. your determination to have the position you seek
7. knowledge of your prospective employer's business. before applying for a position, do sufficient research in connection with the business to familiarize yourself thoroughly with that busienss, and indicate in your brief the knowledge you have acquired in this field. this will be impressive, as it will indicate that you have imagination and a real interest in the position you seek
8. do not be afraid of making your CV too long. emplyers are just as interested in purchasing the servies of well-qualified applicants as you are in securing employment. In fact, the success of most successful employers is due, in the main, to their ability to select well-qualified lieutenants. They want all the information available

how to get the exact position you desire

1. decide exactly what kind of job you want. if the job doesn't already exist, perhaps you can create it
2. choose the company, or individual, for whom you wich to work
3. study your prospective employer as to policies, personnel and chances of advancement
4. by analysis of yourself, your talents and capabilities, work out what you can offer, and plan ways and means of giving advantages, services, developement and ideas that you believe you can successfully deliver
5. forget about 'a job'. forget whether or not there is an opening. forget the usual routine of 'have you got a job for me'. concentrate on what you can give
6. once you have your plan in mind. arrange with an experienced writer tohelp you put it on paper in meat form, and in full detail
7. present it to the proper person with authority to make the decision. every company is looking for people who can give something of value, whether it is ideas, servies or 'connections'. every company has toom for the person who has a definite plan of action to advantage of that company

The new way of marketing services

• both the employer and the employee of the future will be considered as fellow-employeeswhose business it will be to serve the public efficiently
• the real employer of the future will be the public
• courtesy and service are the watch words of merchandising today
• if employee and employer fail to serve the public, they pay by the loss of their priviledge of serving

What is your 'QQS' rating

1. quality of service means the performance of every detail, in connection with your position, in the most efficient manner possible, with the object of greater efficiency always in mind
2. quantity of service means the habit of giving all the service of which you are capable, at all times, with the purpose of increasing the amount of service as you develop greater skill through practice and experience. emphasis is again placed on the word habit
3. spirit of service means the habit of agreeable, harmonious conduct that will induce cooperation from associates and fellow employees
4. adequacy of quality and quantity of service is not sufficient to maintain a permanent market for your services. the conduct, or the spirit, in which you deliver service is a strong determining factor in connection with both the price you receive and the duration of employment

the capital value of your services

• the person whose income is derived entirely from the sale of their services is no less than a merchant who sells commodities
• the actual capital value of your brains may be determined by the amount of income you can produce (by marketing your services

30 major causes of failure

1. unfavourable hereditary background - little, if anything, can be done for people who are born with a deficiency in brainpower, this philosophy offers but one method of bridging this weakness - through the aid of the master mind. observe with profit, however, that this is the only one of the 30 causes of failure that may not be easily corrected by any individual
2. lack of a well-defined purpose in life - there is no hope of success for the person who does not have a central purpose, or definite goal, at which to aim. ninety-eight out of every hundred of those whom I have analyzes had no such aim. perhaps this was the major cause of their failure
3. lack of ambition to aim above mediocrity - we offer no hope for the person who is so indifferent as ot to want to get ahead in life, and who is not willing to pay the price
4. insufficient eduction - this is a handicap that may be overcome with comparative ease. experience has proven that the best-educated people are often those who are known as 'self-made' or self-educated. it takes more than a university degree to make one a person of education. any person who is educated has learned to get whatever they want in life without violating the rights of others. education consists not so much of knowledge, but of knowledge effectively and persistently applied. people are paid not merely for what they know, but more particularyly for what they do with that they know.
5. lack of self-discipline - discipline comes through self-control. this means that you must control all negative qualities. before you can control conditions, you must first control yourself. self-mastery is the hardest job you will ever tackle. if you do not conquer self, you will be conquered by self. you may see at one and the same time both you best friend and your greatest enemy, by steppintg in front of a mirror
6. ill health - no person may enjoy outstanding success without good health. many of the causes of ill health are subject to mastery and control. these, int he main are:
   1. overeating of foods not conducive to health
   2. wrong habits of thought; giving expression to negatives
   3. wrong use of, and overindulgence in sex
   4. lack of proper physical exercise
   5. an inadequate supply of fresh air, due to improper breathing
7. unfavourable environmental influences during childhood - 'as the twig is bent, so shall the tree grow' most people who have criminal tendencies acquire tem as a result of bad environment and improper associates during childhood
8. procrastination - this is one of the most common cuases of failure. 'old man procrastination' stand within the shadow of all people, awaiting the opportunity to spoil their chances of success. most of us go throgh life as failure because we are waiting for the 'time to be right' to start doing something worthwhile. do not wait. the time will never be 'just right'. start where you stand, work with whatever toolds you may have at your command, and better tools will be found as you go along
9. lack of persistence - most of us are good 'starters' but poor 'finishers' of everything we begin. moreover, people are prone to give up at the first signs of defeat. there is no substitute for persistence. the persistent person discovers that 'old man failure' finally becomes tired and goes away. failure cannot cope with persistence
10. negative personality - there is no hope of success for the person who repels people through a negative personality. success comes through the application of pwer, and pwer is attrained through the cooperative efforts of other people. a negative personality will not induce cooperation
11. lack of controlled sexual urge - sex energy is the most powerful of all the stimuli that move peoepl into action. because it is the most powerful of the emotions, it must be controlled through transmutation and converted into other channels
12. uncontrolled desire for 'something for nothing' - the gamling instinct drives millions of people to failure. evidence of this may be found in a study of the dot.com fiasco of the early 2000's during which millions of people tried to make money by investing in fly-by-night companies
13. lack of a well-defined power of decision - people who succeed reach decisions prompty, and change them - if at all - very slowly. people who fail reach decisions - if at all - very slowly, andchange them frequently and quickly. indecision and procrastination are twins. where one is found, the other may usually be found also. kill off this pair before they completely tie you to the treadmill of failure
14. one or more of the six basic fears - they must be mastered before you can market your services effectively
    1. poverty
    2. criticism
    3. ill health
    4. loss of love of someone
    5. old age
    6. death
15. wrong selection of a mate in marriage - this is a most common cause of failure. the relationship of marriage brings peolpe into contact. unless this relationship is harmonious, failure is likely to follow. moreover, it will be a form of failure marked by misery and unhappiness, destroying all signs of ambition
16. over-caution - the person who takes no chances generally has to take whatever is left when others have finished choosing. over-caution is a bad as under-caution. both are extremes to be guarded against. life itself is filled with the element of chance.
17. wrong selection of associates in business - this is one of the most common causes of failure in business. in marketing your services, you should take great care to select an employer who will be an inspiration, and who is intelligent and successful. we emulate those with whom we associate most closely. pick and employer who is worth emulating.
18. superstition and prejudice - superstition is a form of fear. it is also a sign of ignorance. people who succeed keep open minds and are afriad of nothing
19. wrong selection of a vocation - no one cansucceed in a line of endeavour they do not like. the most essential step in marketing your servies is selecting an occupation into which you can throw yourself wholeheartedly.
20. lack of concentration of effort - the 'jac-of-all-traes' is seldom good at any. concentrate all your efforts on one definite chief aim
21. the habit of indiscriminate spending - spendthrifts cannot succeed, mainly because they stand eternally in fear of poverty. form the habit of systematic saving by putting aside a definite percentage of your income. money in the bank gives you a very safe foundation of courage when bargaining for the sale of your services. without money, you must take what you are offered, and be glad to get it
22. lack of enthusiasm - without enthusiasm one cannot be convincing. moreover, enthusiasm is contagious, and the person who has it, under control, is generally welcome in any group of people
23. intolerance - the person with a 'closed' mind on any subject seldom gets ahead. intolerance means that one has stopped acquiring knowledge. the most damaging forms of intolerance are those connected with religious, racial and political differences of opinion
24. intemperance - the most damaging forms of intemperance are connected with eating, strong drink and sexual activities. overindulgence in any of these is fatal to success
25. inability to cooperate with others - more people lose their positions and their big opportunities in life because of this fault than for all other reasons combined. it is a fault which no well-informed business executive or leader will tolerate
26. possession of power not acquired through self-effort power in the hands of one who did not acuiqre it gradually is oftenfatal to success. quich riches are more dangerous than poverty
27. intentional dishonesty - there is no substitute for honesty. one may be temporarily dishonest by fiorce of circumstances over which one has no control, without permanent damage. but there is no hope for people who are dishonest by choice. sooner or later, their deeds will catch up with them, and they will pay by lss of reputation, and perhaps even loss of liberty
28. egotism and vanity - these qualities serve as red lights that warn others to keep away. they are fatal to success
29. guessing instead of thinking - most people are too indifferent or lazy to acquire facts with which to think accurately. they prefer to act on 'opinions' created by guesswork or snap-judgements
30. lack of capital - this is a common cause of failure among those who start out in business for the first time without sufficient reserve of capitakl to absorb the shock of their mistakes, and to carry them over until they have estalished a reputation

take an inventory of yourself

• Your annual self-analysis should be made at the end of each year so you can include in your New Year's resolutions any improvements that the analysis indicates should be made. Take this inventory by asking yourself the following questions, and by checking your answers with the aid of someone who will not permit you to deceive yourself as to their accuracy

1. have I attained the goal that I established as my objective for this year? (you should work with a definite yearly objective to be attained as a part of your major life objective)
2. have I delivered services of the best possible quality of which I was capable, or sould I have improved any part of the service?
3. have I delivered service in the greatest possible quantity of which I was capable?
4. has the spirit of my conduct been harmonious and cooperative at all times?
5. have I permitted the habit of procrastination to decrease my efficience, and if so, to what extent?
6. have I improved my personality, and if so, in what ways?
7. have I been persistent in following my plans through to completion?
8. have I reached decisions promptly and definitely on all occasions?
9. have I permitted any one or more of the six basic fears to decrease my efficiency?
   1. poverty
   2. criticism
   3. ill health
   4. loss of love of someone
   5. old age
   6. death
10. have I been either 'over-cautious' or 'under-cautious'?
11. has my relationship with my colleagues in work been pleasant or unpleasant? If it has been unpleasant, has the fault bee partly or wholly mine?
12. have I dissipated any of my energy through lack of concentration of effort?
13. have I been open-minded and tolerant in conenctions with all subjects?
14. in what ways have I improved my ability to provide service?
15. have I been intemperate in any of my habits?
16. have I expressed, either openly or secretly, and form of egotism?
17. has my conduct towards my colleagues been such that it has induced them to respect me?
18. have my opinions and decisions been based upon guesswork, or accuracy of analysis and thought?
19. have I followed the habit of budgeting my time, my expenses and my income, and have I been conservative in these budgets?
20. how much time have I devoted to unprofitable effort which I might have used to better advantage?
21. how may I re-budget my time and change my habits so I will be more efficient during the coming year?
22. have I been guilty of any conduct that was not approved by my conscience?
23. in what ways have I provided more service and better service than I was paid for?
24. have I been unfair to anyone, and if so, in what way?
25. if I had been the purchaser of my own services for the year, would I have been satisfied with my purchase?
26. has the purchaser of my serices been satisfied with the service I have provided, and if not, why not?
27. what is my present rating on the fundamental principles of success? (QQS)

where and how to find opportunities to accumulate riches

• we live in a society where every law-abiding citizen enjoys freedom of thought and freedom of deed
• the average family ha easy access to food, shelter, and clothing. the average citizen has other privileges and advantages available in return for modest effort, not exceeding eight hours per day of labour

the 'miracle' that has provided these blessings

• the name of this mysterious benefactor of human kind if capital. capital consists not of money alone, but more particularly of highly organized, intelligent groups of people who plan ways and means of using money efficiently for the food of the public, and profitably for themselves
• stated briefly, the capitaists are the brains of civilization because they supply the entire fabric of which all education, englightenment and human progress consts
• money without brains is always dangerous. properly userd, it is the most important essential of civilization
• I have here analyzed, the economic advantages of the capitalistic system for the two-fold purpose of showing:
  • that all who seek riched must recognize and adapt themselves the system that controls all approaches to fortunes, large or small, and
  • that they must present the side of the picture opposite to that being shown by politicians and demagogues who refer to organized capital as if it were something poisonious
• opportunity has spread its wares before you. step up to the front, select what you want, create your plan, put the plan into action and follow through with persistence. 'capitalistic' society will do the rest
• capitalistic society guarantees every person the opportunity to provide useful service and to collect riches in proportion to the value of service
• the law of economics itself irrevocably controls the system that neither recognized or tolerates for long getting without giving.