Chapter 1 -
THE ONLY FIVE FACTORS WHICH GUARANTEE
2 - THE PROCESS or
"VIVID THINKING" WHICH MAKES SUCCESS CERTAIN
Chapter 3 - THE "DOING
PROCESS" WHICH ALWAYS
Chapter 4 -
THE ONLY THREE MEANS WHICH YOU
5 - THE TONES YOU
CAN USE TO PERSUADE AND COMMAND
HOW TO USE ACTION INSTEAD OF WORDS TO
Chapter 7 - PHENOMENAL
SELLING BY MEANS OR
8 - HOW TO OVERCOME
CIRCUMSTANCES WHICH HINDER
9 - OVERCOMING
BODILY CONDITIONS WHICH SEEM IMPOSSIBLE
10 - HOW TO DEVELOP CAPACITIES WHICH SEEM TO BE LACKING
11 - HOW TO SECURE JUSTICE PROM OTHERS
12 - HOW TO INCREASE YOUR COMPENSATION
13 - AUGMENT YOUR SUCCESS BY LEADERSHIP
14 - DARE TO DO WHAT YOU WANT TO DO
is a divine plan for each one.
To miss what that is for us, is tragedy; to attain it, is what we call
In a very practical, understandable and attainable way, this book tells
story so well—checks you up at times so abruptly,
so much of your habitual conceit, and so enriches your life—that
an introduction seems like a fifth wheel.
The author shows us how we have deepened the narrow channels, which
thinking, repress our activities, and make
us unsuccessful, and
then—launches us out on the deep for the attainment of our
He has lived and proven what he writes.
star will lead you!
And never take you into wandering by-ways!
It's a five pointed star.
It dares you to be free, to do what you most want to do, to lead
render service, to demand justice!
It's the star of attainment.
It leads with certainty to a real pot of pure gold!
THE ONLY FIVE FACTORS WHICH
don't talk to me about how to succeed! I've read success advice and
articles. They're all ——"
"Good? They're too good! Why, when I've read just what to do to
go down to the office ready to tell the president to get out, so that I
show the world what real success is."
"Those books inspire me! They wind me up like an alarm clock all set
success. They make me dream Rocke-Morgan Vander-Gould dreams—and then
Friday, I wake up at the pay window for my five little five spots! "
"But," I interrupted, "you know that dreaming of success
is not enough. Men succeed because they do something—do it in a big
"Oh, I've read that 'do something' advice," he replied a little
irritably, "but—let me tell you—there's something left out! And, I
believe that very successful men know just how they succeed."
"They're geniuses, and geniuses can do things without knowing how they
"For instance, I can't play the piano, but my ten year old sister is a
musical genius. She can play any tune she hears. She can play anything
whistle! But she don't know HOW she does it, and she can't tell me how
"I am certain that these very successful men are success geniuses, and
isn't it true that they can succeed without knowing just how they do
What George said made me think:
"there's something left out . . . sister is a musical genius . . . she
play anything f whistle—but she don't know how she does it; and she
me how she does it."
Gazing into my grate fire, I forgot that George was there. My thoughts
I remembered several people I had known— each an especially gifted
was able to do some one thing astoundingly well without knowing how he
Geniuses are rare.
In degree of capacity, they differ from the rest of us, and so,
successful men—success geniuses—are able to succeed without being
how they do it.
I visioned the phenomenally successful men of today. There are not more
thirty of them. Most of the advice on success, which we read, comes
But since they are geniuses, perhaps they don't know just what makes
successful any more than the natural born musician knows what makes it
for him to play any air he hears without having been taught it.
I remembered my friend's daughter, Margaret. She is seventeen. As an
driver, I have not seen her equal. She's a driving genius—devilishly
cautiously reckless. A car does exactly what she wants it to do. She's
in driving a car; but as a mechanic—well, it would be wiser to trust my
washerwoman to overhaul a car than to leave it to my friend's daughter.
Although Margaret operates a car successfully, she knows nothing of the
parts which determine its action.
"Well," said George, "wake up; I can see by your eyes, you’ve
got an idea. What is it?"
"George," I replied, "You've made me think. You're right!
There's something left out! You need to know the process of succeeding,
means to be used. But, first you need to know which factors determine
"I've been thinking of the advice which the most successful men have
us. They think that the factors which determine success are hard work,
enthusiasm, honesty, persistency, and so forth. These are valuable
they are not the determining factors.
"Knowledge, for instance, is a valuable asset, but it does not
success—for there are thousands of men of knowledge who fail. Being
is a valuable asset, but not a determining factor—for thousands of
workers fail to become successful men. We must discover the
factors first. Then, we'll know the factors which will always insure
success—which will always make success certain."
The above conversation took place in August, 1915. The young man was
to me. He was earnest, faithful, a good worker, intelligent,
was not succeeding. He was then twenty-one years old, and was earning
twenty-five dollars a week.
Four years later he was earning $10,000 a YEAR!
How did he do it? The content of this book was first worked out for
tells you the factors he employed, the process he followed, and the
First, I collected and classified those factors which eminently
considered essential. These I gathered from talks with big men, from
letters, from printed interviews, and from books. Thus, I had before me
ideas of thirty-one of the big men of our country.
Although their ideas differ, yet certain factors are listed by each of
men; and seventeen qualities are mentioned more than twenty times. They
health, good appearance, hard work, enthusiasm, industry, persistence,
sincerity, earnestness, self-confidence, concentration, determination,
good memory, self-control, tact, patience, and imagination.
qualities are not determinants of success. They do not guarantee
Of course, they are important. They are valuable assets, but not
factors. For instance, a man must "work hard" to succeed, but
"hard work" does not always bring success.
Health: I know a man in perfect physical health; he has
and the strength of two ordinary men; his complexion is clean; his skin
ruddy; his eyes are clear. Yet, he is a failure—his wife supports him.
another man, who has been in poor health for twenty years. He is an
successful man. Health is a valuable asset, but it is not a determining
Good Appearance: I know a man with the bearing of a Royal
pleasing manners, and attractive smile. He looks you directly in the
resides at Sing Sing.
Enthusiasm, Industry, Persistence, Sincerity, Self-Confidence:
I know a
man who spent a year trying to collect money to publish certain
be distributed among the boys in the trenches. He wished to convince
soldiers that they should worship the Lord on Saturday instead of
was enthusiastic, persistent, sincere, earnest, and self-confident. He
Concentration, Determination, Honesty: There is a certain
concentrates so intently on his work that he often forgets to eat and
he's determined to win, and he is absolutely honest. He has been
years to invent a shirt which will not wear out, and which need not be
His honesty, concentration, and determination have not made him
is in an asylum in Pennsylvania.
Memory, Self-Control, Tact, Patience: I know a man who
names of hundreds of people; he never confuses one with another. He has
self-control, tact, and infinite patience. He has not succeeded
greatly. He is
the footman who opens the doors of the limousines of the women who shop
certain department store.
Imagination: I know of a girl, who for ten years ran a
machine in a shoe
factory. When I once questioned her of what she thought each day during
work, she replied, "Oh, I just start the machine a-goin' and then I
imagine I'm one of them duchesses I read about in the novels."
Since many character factors are helpful assets, but not the
factors, what are the personal factors which make success certain?
To succeed greatly, you must (1) climb up from under the limitations of
circumstances and conditions; and (2) do some-thing in such a way that
become a leader in rendering service and securing just compensation for
service. Read that again. It suggests the personal factors which will
effort successful. It also suggests the process of succeeding, and the
carrying out the process.
The determining factors are: (1) freeing yourself of hindering
and conditions; (2) doing something; (3) being a leader in what you do;
rendering service to others; and (5) securing just compensation for the
My discovery of these determining factors was very important to the
It revolutionized his efforts and changed him from failure to success.
also a great revelation to me. Previously, I had believed that success
on determin-ation, enthusiasm, hard work, et cetera. These are
succeeding, but they are not determinants of success.
Assume that I wish to be successful in producing a light green colored
paint. White lead as the basis and linseed oil as the medium are
assets. A basis and a medium are essentials. But, I can mix a new batch
white lead and linseed oil every day for a year and fail to produce a
green paint. White lead and Linseed oil are essential in making a light
paint, but they do not determine greenness. Green pigment is the only
which is a determinant in producing a green paint. To be successful in
producing a green paint, I must use a green pigment.
So it is in determining success. Hard work, honesty, enthusiasm, et
valuable assets—you cannot succeed without them. But, they do not
your success. Hence, my discovery of the five determining factors was a
revelation to me, and it is most important in the attainment of success.
So, also, I was astounded, when I worked out the process of succeeding,
means to be used. I found that the process usually employed may succeed
then, but that it does not make success certain. And, I found that the
which is the least used, is the most efficient. These I present to you
To begin the change which will lead you to success, consecrate yourself
use of the five determinants of success.
If you dare to free yourself from hindering circumstances, if you do
in such a way that you make yourself a leader in your work, if your
work is of
service to others, if you dare to secure just compensation for your
you ARE a success!
Let us commit:
FREEDOM—the daring to overcome the limitations of circumstances and
and express yourself—is the first determining factor.
ACTION—doing something, not merely thinking about it, or dreaming of
wishing for it—is the second.
LEADERSHIP—doing your work letter, or more rapidly, or more
more effectively than others would do it— is the third.
SERVICE—doing your work in such a way that it renders service to
then, in addition, giving service—is the fourth.
art of securing just compensation for the services you
the way you deal with people, and by the means you use in doing so—is
determining factor which guarantees success!
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