91 Mistakes Smart Salespeople Make : How to Turn Any Mistake into a Successful Sale

... Mistakes Smart Salespeople Make 91 Template3 7/26/06 4:3 5 PM Page 20TIM CONNOR, CSP HOW TO TURN ANY MISTAKE INTO A SUCCESSFUL SALE Mistakes Smart Salespeople Make 91 91 Template3 7/26/06 4:3 5 ... and avoiding sales slumps, disappointments, andlost sales. 2 91 Mistakes Smart Salespeople Make 91 Template3 7/26/06 4:3 5 PM Page 2SALES QUIZWrite in or circle your answers before going any further ... Page 10 HOW TO TURN ANY MISTAKE INTO A SUCCESSFUL SALE 91 91ISBN-1 3: 978-1-4022-0812-6ISBN-1 0: 1-4022-0812-X$10.95 U.S./$13.95 CANSalesEANUPCLearn how to recover from costly,deal-breaking...

... through to new levels of sales revenue. Not, even with all the advance sales techniques that Steve, as a master sales trainer would be able to teach you. If, as a company, you are failing to deliver ... these.Both examples happened to me recently and encapsulate many of the principles you will learn about in this book.Example 1: The Barman – A bad customer attitude!I am a big fan of traditional British ... to contact me as I had a complaint about them, and wanted to speak to the managing director whose name forms part of the company name.I never heard back from them.On about the fifth day when...

...

... York.c. San Francisco, California.d. Paris, France.WHAT DO YOU DO AT A PARTY? a. A keg stand, my signature move.b. I always bring my knitting needles.c. I get into a debate about global warm-ing ... chocolate first and then roll the peanut butter into a ball and throw it in my mouth.d. I don’t—I only eat artisanal chocolate.WHAT DO YOU DO AT A PARTY? a. I do a keg stand and get wasted.b. ... Who was she if she wasn't The Makeover 111dressed in black? What if she wasn’t unique and special anymore? But at the same time, she really liked Peter and wanted to show she was capable...

... a certainlevel of scrap than to try to manage to a higher level of quality. It wasonly when Japanese firms began to really master quality, and as a directresult to capture market share, that ... have heard about SMART so often that theyare inured to the message, or whether not enough time was allocated to assess the goals against the SMART criteria.Whatever the cause, a high percentage ... only application that provides a return from corporate educa-tion. To allow participants to leave Phase II without clear goals andplans for application subverts the entire educational initiative.If...

... Visualizingistheactofholding a mentalpicture;idealizingistheactofperfectingthementalimageofallfactors,-thepicture,theprocessofsecuringitandtheactofmakingitreal.Youoftenignitetheheartofyouridealbyvividmentalpicturesandstrongfeelingsofdesire to possessthereality;butunlessconnectedupwithyourmotorpowerofaction,itremainsmerelyanurgentunfulfilledpictureofdesirewithinyou-anidealthatdoesnotbecome a reality.Clutchingyourideal to actioncannotbeeffectivelyaccomplishedby a picture.Letmeillustratethisclearly.Go to anartmuseum;lookat any paintingrepresenting a numberofpeople.If,aftergoingaway,youcloseyoureyesandvisualizethepainting,youholdinyourmind a mentalpictureofthepainting.Withcareandpracticeyoucan make thismentalpictureveryvividandincreaseyourability to re-seeinthemindeverydetailofsuch a painting-lines,formsandcolorsofthingsandpeople.Yet,itisstill a merepicture;itisflat,lackingaction,anditdoesnotimpel to action.ThatwhichIhavejustdescribedisthevisualizingprocess.Visualizinghasproducedmarvelousresultswhenthepersonvisualizinghasturnedsuchmentalpicture-making into theidealizedprocess,eveniftheyhavenotrecognizedthattheyhavedoneso.Idealizing,however,ismoreremarkablebecauseitincludesvisualizingandaddsallotherelements to it.Visualizationcomesfromusingthestored-upimagesofbutoneofoursenses,thesenseofsight.Idealizationcomesfromusingthestored-upimagesnotonlyofthesenseofsightbutofallothersenses. To attainthatwhichwedesireitisnecessary,notonly to seethevisualimage,but to act.Trynowanotherprocess:Idealizethepaintingyousawintheartmuseum;bringitvisually to yourmind;re-seeitjustasyoudidbytheprocesspreviouslydescribed.Thenimageaction,-everypersoninitinaction;feelthemdoingthethingtheyarepicturedasdoing;feelthemovement;feeltheactivities.Ifitportraysthemasspeaking,hearthetones,-hearwhattheysay.Imightcontinuewithallotherelementsofthepicture,butIthinkthisissufficient to showyouthedifferencebetweenvisualizationandidealization.Visualizationproduces a nonmoving,non-activepictureinthemind,eventhoughitbevividandclear.Beingnon-active,itdoesnotimpel to actionandhencemanyofourpicturedidealsdonotbecomerealities.Butifweidealizeaction,ifweusethementalclutchofconnectinguptheidealofthethingdesiredwiththeprocessofobtainingthatwhichwedesire,actionmustresult;andactionisoneoftheessentialfactorsinmaking any idealcometrue.THEPROCESSTHATMAKESIDEALSCOMETRUECHAPTER12Processisthewayofdoingthings.Thereareseveralwaysofdoingthings,buttheidealizedwayistheonlywaythatguaranteessuccess.Thenon-idealizedprocessesare:meredoing;purposefuldoing;plannedorthought-outdoing.Thefourthprocessistheidealizedprocess.Meredoingneverleads to success,-forbackofitthereisnoidealoftheprocess,nodesire to improveit,nothought-outplan,andnoideal.Inminesandstoresandfactoriesandoffices,therearemillionsofgoodworkers.Theylearn to doonething-theylearn to doitwell-andthen,foreverafterwards,theymerelydo.Theydrudge,ortoil,orlaborbuttheydonotwork;and-theydonotsucceed.Youyourselfmaydoyourworkperfectlymerelydoingit;youmaybealwaysatit;othersmaybeable to dependuponyoudoingyourworkexactly,withnolossoftime,notmissing a stroke.Butallthesedonotlead to attainment,-why,even a hay-pressdoesthosethings!Purposefuldoingisonestepinadvanceofmeredoing.Itisbaseduponanideaofprogressandisstimulatedby a desire.Butthatisnotsufficient.Why,thebank-robberhas a purposeinrobbing;hemaysucceednowandtheningettingwhathewantsandhealwayssucceedsinmakinghimself a uselessmemberofsociety,-yet,hislifeisnot successful andheisnot a success.Evenwellplanned,carefullythought-outdoingleads to thousandsoffailures.Many a youngman,intelligent,enthusiastic,hardworkingandearnest-startsinbusinessforhimselfandfails,-evenafterhehasplannedandthoughtouthisentireproblem.Whenhebegins,heseessuccess-bigsuccess-withintwoorthreeyearsatmost.Butinsixmonthsthesheriffmayclosehimupas a failure.Evenplanneddoing,baseduponideas,desiresandthought-outprocesses,failsunlesstheprocessisidealized.Itisonlyanidealizedaim,processandattitudethatalwayswin.SometimeagoanadditionalmainsubwaywasopenedinNewYorkCity.Itnecessitated a newroutingofpassengers.Morethansevenmillionpeoplehad to learn to travelbynewroutes.Fordaysbeforeitsopeningthepaperswerefullofthenewsystemand how to getfromonepoint to another.AtleastnineoutofeverytenofthemillionsofadultsinNewYorkmusthavereadthedirectionsprevious to theopening,althoughprobablynotonein a hundredthousand-whentheyreadthedirectionsoverandoveragain-idealizedthenewroute,noridealizedthemselvesgoingaboutthecityor to andfromworkonit.TheResultofNotIdealizingtheProcessonthedayoftheopening,intelligentmenandwomencrowdedandjammedeachother,wentwheretheydidnotwish to go,evengotlost,thoughmanyofthemhadknownNewYorkalltheirlives.Theconfusionandjammingofthemobattwotransferstationsweresogreatthatscoresofwomenfainted,andmanywereseriouslyhurt.Morethan a millionpeoplelosttheirheads-morethan a millionwereconfusedforweeks.Itwasnecessary to closethecrosstownsubwayfor a month to preventaccidents-actually to preventpeoplekillingthemselvesandeachother,becauseoftheirconfusedmobaction.Andallofthisconfusion,trouble,injuryanddelaycouldhavebeenpreventedifeachofthesevenmillionpeoplewhousethesubwayshadspentbutfiveminutesprevious to itsopeninginIdealizingtheProcessoftravelingonit. How IIdealizedtheProcessinthisCase:Itook a descriptionoftheroutesfrom a newspaper;readitcarefully.ThenIquietlyvisualizedthenewroutes.Next,Iidealizedaction,-Idealizedmyselfusingthenewroutefrommyhome to myoffice,picturingmyselfonthecars,changingwherethedescriptionsaidchangesmustbemade;idealizingeverybitofthejourney to myofficedoor.NextIidealizedonetripafteranother to otherpartsofthecity,untilIhadmyselfmentallyusedeverynewandoldroute.Afterthis,itwasimpossible to beconfused;impossible to make a mistake inusingthesubway.Millionsofothersthoughtofthenewroutes,butcertainlyveryfewconsciouslyidealizedthemselvestravelingonthem.YeteveryindividualinNewYorkcouldhavedoneitinfiveminutesiftheyhadonlybeeninthehabitofIdealizingtheProcessofDoingThings.Othershadideasofthenewroute,ofwheretheywanted to go,andof how to getthere.Iturnedmyideas into ideals.Idealizingtheprocessofdoingthething,includedmorethanthere-seeingofthementalpictureofthenewroute.Ididmorethanvisualizeit.Iput into itanelementofaction.Ikeptmy“clutch”insothatthepicturebecamemovement.Thatisalwaysessentialinattainingthatwhichyoudesire.THEACTOFMAKINGTHEREALITYYOURSCHAPTER13Thislastactivity-theactofmakingtherealityyours-comprisesthreesteps:idealizingyourattitude;unifyingthesubstanceoftheidealWITHthesubstanceofthereal;andmakingtheactualthing a partofyourpossessionsorplacingyourselfintheactualconditionsthatyouhaveidealizedanddesired.Yourattituderelates to yourself, to others, to conditions,and to theworldingeneral.Beginwithyourself.Consciouslyornot,youdotakesomekindofanattitudetowardyourself.Youmaythinkyourself a wormor a god.Youarefree to take any attitudetowardyourselfyoudesire to take;butthereisonlyoneattitudethatleads to successanditistheidealizedattitude!Incompletethinkingin“ideas”makesyouseeyourselfas a childofsin,suffering,sorrow,weakness, mistake andfailure.Thinkofyourselfasyouare: a sonofGod-idealizingtheendyoudesire,theprocessbywhichyouattain,andtheattitudeyouholdtowardyourself,others,conditions,andtheuniverseitself.Then,idealizeyourattitudetowardothers,"Thatwhichyeseekyeshallfind."Ifyouthinkthatallmenaretrying to crushyou,youwillbecrushed;first,becauseyourattitudeclosesyoureyes to theopportunitiesofferedyou;andsecond,becausesuchanattitudediscoversanddraws to youthosewhodonothelpyou.Ifyouidealizeothersaswilling to helpyou,youdraw to youmenandwomenwhowilldothesquarethingbyyouandhelpyou,-inthemyouwillfindhelpand a justreward.Thisidealizedattitudedoesnot make you a trustingsimpleton,fortheidealizedattitudealsoidealizeswisdominknowingothers.Theidealizedattitudechangesalltheconditionsoflife.Inbusiness,itleadsus to expectgoodresults,and,expectinggoodresults,weplanbetter.Whenweplanbetter,-thatis,in, a moreidealizedway-wegetbetterresults.Idealizetheworldingeneral.Theuniversemustbegood.Ifitwerenotgooditwouldgo to piecesovernight,-forevildisruptsanddestroys.Goodattractsandunitesandholdstogether.Youcannotidealizeyourbusiness,yourprofessionandyourworkwithoutconductingthewholeaffairasanidealizedservicethatinevitablywillforceyourideals to cometrue!YoumayidealizetheThingDesired,idealizetheProcessofAttainingItandCarryOuttheProcessinAction,-and,yet,byyourattitudekeeptherealityfrombecomingyours.With a groupofcongenialfriends,youcandesireandidealizeanevening'spleasureforyourselfandthegirlyoulove,youmaycallforherandgo to thegatheringtogether,-andyetyourattitude,ifdisagreeable,cankeepthepleasureoftheeveningfrombecomingyours.First,then,giveattention to yourattitude!Second,unifythesubstanceofyouridealwiththesubstanceofthethingorconditiondesired.Thesubstanceofyouridealisyours!Itisofyourmind.Thesubstanceoftherealitymaynotyetbeyours. To make ityours,youmust make thebodyofyouridealcoincidewiththebodyoractualityofthatwhichyoudesire.Re-readthechapterson How to FormanIdealthatWillComeTrue,FiringtheHeartDesireofYourIdeal,Giving a BodyofEthericSubstance to YourIdeal,andGivingYourIdealtheImpulseofAction to Make ItReal.Then,re-imageyouridealinaccordwiththosefourqualities-itsform,itsdesire,itssubstance,itsimpulse to action.Next,re-readthethreechaptersofTheSpiritofMatter:YourIdealsandWhatCompactnessofMatterGives to Them,YourDesiresandWhatAttractiveEnergyGives to Them,WhatMovementinMatterGives to theBodyofYourDesire.Donotneglect to re-readthese.Youremembermuch,butnotallthethings.Re-readthem,recognizing:thatthematerialdensity,ofthethingyoudesireisanethericsubstancecoincidinginnaturewiththesubstanceofyourideal;thatthematerialsolidityofthethingyoudesireisinfiniteattractiveenergywhichcoincidesinnaturewiththeholding-togetherenergyofyourideal;andthattheenergyofthematerialthingdesiredisethericforce-exactlythesameforceasexistsinyourideal.Now,imageeachdetailofyourideal,projectitoutofyourmind to theplaceoftheactuality,anduniteitwiththesamedetailofthematerialactualityyoudesire to beyours.Donotmiss a singledetail; make theprojectedidealcoincidewiththeactualthingineveryfeature-form,substance,energyandplace. To missnofactor,unifystepbystep,-as to color,sound,taste,smell,balance,heat,movement,directionofmovement,form,size,finenessorroughness,hardnessorsoftness,cold,weight,use,pleasuresfromuse,etcetera.Missnoneofthese!Then,third,takepossessionofthethingorwalk into theconditiondesired.Idealizeyourselfinaction:(1)theconditionofyourselfwheninaction;and(2)youruseofthemeans to beusedinperformingyouraction.Ifthisafternoonyouare to go to onemanor a groupofmen to discussordosomethingwhichitisnecessaryforyou to presentordoinorder to make youridealcometrue,imageyourselfwiththemanorwiththemen,imageyourselfatperfectease,imageyourconfidenceinyourself,imageyourself-controlwhentalking to them,whencontradictedbythem,evenwhenridiculedbyoneormoreofthem.Imagetheseconditionsinyourmindbeforeyougo.Itbuildsinbrain a paththatmakesthedoingofthethingbut a mererepetitionof a thingalreadydone.Isayimagethesethings,-notmerelyimaginethem;merelythinkingaboutthemwillnotbringresults.Imagealsotheimpressionsyouseeyourselfgiving to others:Areyouappearingassincereasyouaresincere!Areyouappearingasreliableasyouarereliable?Areyouappearingactiveandenergeticandsaneandsafe?Remember,itisnotonlywhatyouare,butwhatyoucommunicate to otherswhichdeterminesresultsindealingwithothers.Idealizingtheactionbuildsinbrainpaths.Then,whenyoucome to theactualdoing,youhavealreadyestablished a habitofdoingitsuccessfully.Themoretimesyouidealizethedoing,thestrongerandmorepermanentthesebrainpathsbecome.Hence,whenyougo into action,youaremerelyrepeatingwhatyouhavealreadydoneandwhatyouhavealreadysucceededindoing.Consequentlythereisnohesitancy,nodoubt,nolackofconfidence,nolackofease,andno mistakes inyouraction.And-becauseyoucenteryoureffortrightlythethingorconditionis a realityandbelongs to you!Where to centeryoureffortnowfollows.WHERE TO CENTERYOUREFFORTCHAPTER14Itisveryimportantthatyouidealizethatwhichyoudesire;but,sofarastheattainmentofitisconcerned,theprocessismuchmoreimportant,andidealizingtheprocessisthemostimportantofall.Iwillillustrate(1)by a littleincidentand(2)by a greatworldexperience.Inthespringof 1919 ,sometimeafterIhadreturned to theUnitedStatesfromoneofmysojournsabroad,Iwrote a letter to ElizabethTowne.IhadknownherformanyyearsbutwhileIwaslivingabroadwehadbeenquiteoutoftouch.WhenMrs.Townereceivedmyletteritawakened a desireinhermind.Therewas to be a conventionnearherhometownthefollowingweek.Shewishedme to speakatthatconvention. To havemespeakattheconventionwasheridealoftheThingDesired.DidshestopwiththeIdealofthethingdesired?Notatall.ShebeganIdealizingtheProcessofgettingmethere.Shepressedthebell-buttonimmediately;incame a stenographer;and a letterwassenttellingme how Icouldcomeandreturn-givinginformationofthetrains -how, bytravelingatnight,thetripwouldtaketheleastpossibletime.AtintervalsduringthatdayandnextshewentonIdealizingtheProcessofarrangingformewhilethere,-whereIshouldstay,whenIshouldspeak, how manytimesIshouldspeak,etcetera,etcetera.Shegavetenseconds to recognizingtheIdealoftheThingDesiredandanhourormoreIdealizingtheProcess:10seconds to theformer;3,600seconds to thelatter.That'sabouttherightproportion.Thinkthisover;itapplies to everythinginlife.-Giveabout a thousandtimesmoretimeandeffort to idealizingandworkingouttheprocessthanyougive to idealizingthethingyoudesireandyouridealwillcometrue. Turn fromthisverysimpleincident to considerthevalueofIdealizingtheProcessinattaininggreatthings -any verygreatthing-insuch a matteras a worldwar.ThegreatWorldWarwas a greatspiritualtestoftherace.WhentheGermansin 1914 wereattheMarne,theIdealoftheThingDesiredwas:theGermanArmymustbestopped!Thiswasnot a mereidea;itwas a lifeanddeathidealofthepeoplesoftheAlliedcountries.Greatleadersrecognizedthis.WhennewsthattheGermanArmywasbeingforcedbackwastickedoffintheLondonWarOffice,LordKitchenersaid,"Godmusthavedoneit";andLordRobertsreplied,"Itmeansthenationshavebeenpraying."Thefollowingyear,duringanothercrisis,LloydGeorgeexclaimed,"ThewarwillbelostunlessallEnglandgetsdownonherkneesinprayer;"andin 1918 thegreatFochfounddailycommunionnecessary.ThiswastheemphasisoftheIdeal.ButtheProcesswasnotneglected.Evenhe,whodailyspentanhourinprayeranddailywent to HolyCommunion,knewthatGodhelpsonlythosewhoknowenough to helpthemselves.Ouronenationalwar-idealwas:Win!Havingoncerecognizedthis,didwewastetimeharpinguponit?No!Andwesucceededbecausewecenteredmostofoureffortsupontheprocessesnecessary to winthewar.Whenitwasnecessary to savefoodwesavedit.Wewentwithoutthisorthat-withoutmeatonmeatlessdays;withoutwheatonwheatlessdays.Butwedidmorethanaccepttheprocess;weIdealizedit.Wemadeit a matterofpatriotism; a religionofbrotherlyhelp to ourallieswhoneededfood.When,weneededmoney,didwecontinueharpingontheIdeal?Notatall!WeIdealizedtheProcessoffurnishingthemeans to equipandfeedourboys.WeIdealizedtheProcess to suchanextentthathewhodidnotbuyallhecouldaffordand a littlemore,feltwronginside.Whenmoreshipswereneededcollegeboysandhighlypaidbusinessmendidmanualworkintheshipyards;andwhenmoremunitionswereneeded,womenwhosewhitehandshadneverbeforeknownthegreaseoffactorymachines-workedlonghoursbecausetheprocesswasIdealized.Whatwasnewinthis:wehadalwaysheldidealsandbeenforced to takepartintheprocessesoflifeinpeacetimes.Thenewthing-thethingthatbroughtphenomenalresults-wastheIdealizationoftheProcess.Noworkwasdrudgery;itwasanIdealizedPartoftheEffortsof a GreatHumanBrotherhood.SupposewehadneglectedtheProcess!Supposewehadmadenomunitions,builtnoships,soldnobonds,sentnomenoversea,-wouldsuchprocedurehavehelped to winthewar?!Such a processwouldhavebeenridiculous.Yet,inothermatters,weattempt to make ouridealsanddesirescometruebyholdingpersistentlydayafterdayandmonthaftermonth to theidealoftheThingDesired,givinglittleornoattention to idealizingtheprocessandputtingit into operation.Ifyouwant to win,ifyoureallywishthatwhichyoudesire,ifyoutrulydesire to make youridealscometrue -to  turn them into realities,firstformyouridealoftheThingDesiredbutgiveyourgreateffort to IdealizingtheProcessandputtingit into action.Thatbringsyouthereality!IDEALIZEDTHINGS MAKE FORTUNESCHAPTER15Inwhateveryouaredoingandinwhateveryouhope to doandattain,itisnecessary to dealwiththreefactors:things,wordsandpeople.Infact,whenyoucome to thinkofit,thereisnothingelsewithwhichyoucandeal.Consequently,idealizingtheprocessofattainingwhatyouwantincludesidealizingthethingswithwhichyouworkorthethingsyouare to handle;andoftengreatfortunesaremadefromidealizinglittlethingsandgreatfailuresresultfromnon-idealizationofthings,bigorlittle.Herearetheexperiencesoftwomenillustratingthepoint.ItwasonthetrainspeedingacrosstheStateofNewYorktowardChicago.Ihadleftthediningcar,gone to theClubcarand,observingthattheseatsaboutoneofthecardtableswereempty,satdowntheresothatImightbealone to read.Menwerecominginfromdinnerandsoon a mantook a seatacrossthetable.Ilookedup to determinewhetherotherswerewithhimand,ifso,whethertheymightnotwishthetableforcardplaying.Buthewasalone.Hehad a fineface,clean,clear-cut;evidently a manofeducation;perhaps, a manofculture.Hisface,hisbearing,hisattitudeallproclaimedhim to be a “manofideals.”Idonotmean a visionary,but a manwhodoesandwhohasalwaysdonethatwhichisrightandwhorefusesandhasrefused to dothatwhichiswrong.In a minutewewereinconversation.Itstartedregardingthehighcostofliving.Itwentfromonething to another.Hewascommunicativeanditwasnotlongbeforehementionedthathehadwishedthisyear to sendhisboy to collegebuthehadbeenunable to dosobecausehecouldnotaffordit." ;A collegeeducationcostsfourtimesasmuchtodayasitdidwhenIwent to college,"hesaid.ThefirstpointIwishyou to rememberisthis:hecouldnotafford to sendhisson to college.Iledhimonintheconversation,learnedthataftergraduatingfromcollegehehadbeen a schoolteacher;thatlaterhehadbeeninY.M.C. A. work; a welfareworkerin a manufacturingplantfor a year;andthatin 1913 ,he,with a friend,hadgone into a manufacturingbusinessofhisown."Whatlineofmanufacturing?"Iasked."Oh,justlittlewickerhandsatchels,suchasboysuse to carrybooks to andfromschool,"heanswered.ThisisthesecondpointIwishyou to remember:"Oh,justlittlewickerhandsatchels."Thisconversationtookplaceintheyear1920.Itindicatesthatafterhavingbeeninbusinesssevenyears,manufacturinganarticleofuse to atleasttenmillionschoolchildrenaswellashundredsofthousandsofothersinourcountry,this“manofideals”wasunable to sendhisboy to collegebecausehecouldnotaffordit.Wetalkedofotherthings;butbeforelongheleftme,goingback to hisprivatecar.Twoothermencameinandsatdown.Oneacrossthetable,onebesideme.LaterIlearnedthatonewas a coaloperatorofIndiana,andtheother,-well,therestofthestoryconcernstheotherman.Onelookatthismantoldmehewasnot a so-called“manofideals,”-thatis,notinaccordwiththeordinaryuseoftheterm.Helookedveryprosperous;hewastalkative-menarealwaysmorecommunicativeafterdinner,smoking a goodcigar,on a trainwithnothingelse to do.Thismanisthesoap-dyekingoftheworld.Only a fewyearsagoheand a friend,hiswifeandhisfriend'swife,startedinbusinessmakingsoap-dyes.Altogethertheyhad$800.Todayeachofthemismorethan a millionaire.Theirsoap-dyessellfortencents a package,yettheydo a businessofmanyhundredthousanddollars a month.Theysecuredtheoriginalpatentandconsequently,inaddition to theprofitsthey make fromtheirownconcern,theyarepaidroyaltiesbyallothersoap-dyecompanies. How didhedoit?Ihavesaidthatheisnot a manofideals.Thatstatementisbothtrueandnottrue.Heisnot a manofidealsofthePhariseekind,butheis a manwhoidealizesthethingwithwhichheworks. To himthesoap-dyeisoneofthegreatinventionsoftheage.Hisfaceglowedashetoldaboutit;hiseyesshone."Thinkwhatitmeans,"hesaid,"foreverywomanintheland-infact,allovertheworld,fornowwe'resellingsoap-dyes to Europe,Australia,IndiaandJapan -to beableintwominutes to changethecolorofhershirtwaist,of a pieceoflace,or any lighttrimmingmerelybydippingitinourdye,without any boiling,andwithoutstainingherhands."Fromtheverybeginninghehadidealizedthethingheproduced.Hehadidealizedthesoapinorder to selectthebestforthepurpose.Hehadidealizedthedyessoas to producethemostusefuldye,themosteasilyandquicklyuseddye, -a dyeneedingnoboiling, a dyethatdoesnotstainthehandsofthoseusingit.Hehadidealizedthechemicalsusedintheprocessofmakingthedye,and,ashetalkedof how hehadbuiltupthebusiness,IsawthathehadevenidealizedthekindofchemicalexperthewantedandhadthensearchedtheUnitedStatesuntilhefoundthemanthatfittedhisideal.Hehadidealizedjusticeandhadsecuredpatentrightsforhimselfandthosewhohadworkedforhim.Hisprocessofidealizingthething-thesoap-dye-didnotstopwhenhehadput a goodproductonthemarketandwhenthatproducthadearnedhimmillionsofdollars.Hetoldme how thatveryafternoonhehadspentthreehourswithJapanesegirlsinNewYork to provehissoap-dyeswouldnotstainthehandsoftheJapanesewomen.himmopthekitchenfloorsthatheranawayfromhome!Althoughhandicappedinchildhoodandyouthwithwhatmostofusconsiderinsurmountablephysicalhandicaps,yethehaslivedlong,workedmuchandretainsenduringvitality.Thoseinwhosetimehefirstworked-HelenWilmans,Dr.Adams,Mrs.Eddy,Dr.Stockhamandothers-havelongsincepassed into thegreaterlife.Yet,today(Iknowfromyearsofassociation),heoftenworkstwentyhoursoutoftwenty-fourandfindslifeandthework a joybecausehelovesboth.YouandImaynotwish to workthus,yetitgivesonegreatconsciousnessofpower to knowthatsomeonehasattainedsuchspiritualcontactwithLifethatheisable to doso.Hisrecreationispainting.After a day'swork,usuallyfromeighteen to twentyhours,hepaints to resthimselfbeforegoing to sleep.Hepaintsatsuchtimeswithphenomenalrapidity.Hehasworkedmuchandallhehasdoneorwrittenisoriginal.Inpointoffact,hehasdonesomanyoriginalthingsthatmanyfinditdifficult to keeptrackofhiswork.Morethantwentyyearsagohewroteofthevalueofvitamins,nowbeingacceptedbythemedicalprofession; a generationagoheprovedthesolarplexus to be a brainbyitself, a statementthenridiculedbybiologistsbutnowaccepted;seventeenyearsagohediscoveredthattoneismostresonantlyprojectedontheparaboliccurveanditisjustnowbeingusedbyengineers to securevaluablepatents;withinthisdecadehehasformulated a newscienceofsociologywhichconservativeFrenchthinkershavecalled"epochmaking."Hewasthefirstman to workout a newscienceoftheartsunifyingthebasicprinciplesofmusic,literature,painting,sculptureandarchitecture; to workoutneuralreaction;and to provethatnewbrainstructurecanbedevelopedbyconsciousfunctioningjustasBurbankprovedthatnewplantstructurescanbedeveloped.Inthisbookonethoughtdeservesmorethanpassingmention.Duringthecenturiesphilosophershavesoughtthebasisofthesoul'sfaithintheunityofallthings.Clearly to presentthatbasisofunityisnow,Iknow,BrownLandone'sonegreatlifeaim.Hemayormaynotsucceedinmakingtheworldconsciousofthisunity,butatleasttheattemptinTheSpiritofMattercomesnearermakingusknowthatthespiritualandmaterialworldareonethananythingwrittenpreviously.Withsuch a consciousnessoftheunityofallthingsofspiritandofmatter,thefaithisstrongandthewayisclear to make ouridealscometrue.HehaddonethisbecausereportshadcomefromJapanthatthedyesdidstainthehandsofJapanesegirls.Hebeganhisworkbyidealizingthethingheintended to manufacture;hehadidealizedthethingeverydaysincehefirstconceivedit;andheisstillidealizingthatsamething.Isit any wonderthathisfaceglows,thathiseyesshine,thathistoneisenthusiasticandthatheismakingmillions?Heisnot a so-called“manofideals,”butheputsidealizing into action.Heidealizeseverything,evencommonlabor;hewasactuallyhappytellingmethatheandhiswifemadethefirstdyesintheirownhomeinstewpotsanddish-pansandthat,whilehewasmakingtheboxesinwhich to shipthedyes,hiswifewasoutpeddlingthem.Hehasidealizedtheservicethedyesrender to millionsofwomenandthejustrewards to himself.Consequently,heis successful. Heisworthmillions,madeinlessthanfouryears;hewasable to sendhistwoboys to college.TherearePhariseestodayastherewereinChrist'stime.Whatvalueareyouridealsunlessyouusethem?Thegreatmasterhassaidthatunlessweusethetalentswehaveeventhatwhichwehaveshallbetakenaway.Itisnotholdingidealsthatmakesdesirescometrue.Itisusingideals.Thefirststepis to idealizethethingwithwhichyouareworking. A BILLIONDOLLARSBYIDEALIZINGTHEMOVEMENTOFTHINGSCHAPTER16Everyonewantsabundance-abundanceofallthings!And,specifically,everyonewantsmoneyandallthingsthattaketheplaceofmoney.Canyou turn a desireformoneydirectly into money?No,certainlynot!Moneyistheresultofabundance,notabundanceitself.Letusagreeuponthemeaningoftheterm.Whenonefriendisthinkingof a Persiancatandanotheristhinkingofanordinaryhousecat,bothwilldisagreewithwhatIamsayingabout a catifIamthinkingandtalkingof a wildcat.Thereforequalifyatoncethewordabundance.Onemeaningofthewordissufficiency-enough to meetallourtrueneeds,presentandfuture.IdealizingtheProcess to SecureAbundanceshouldnotbelimited to securingmoneydirectly.Otherfactorsaremoreimportant.Theyareanabundanceofideas,recognitionoftheabundantopportunitiesthatsurroundyou,andbeingabundantlyprepared to make useofthem.Lackofmaterialabundanceisnot a lackofideas;butmoney-lackalwaysindicates a povertyofidealsregardingtherightprocessesofgettingmoney.Onceallhairpinsweremadeofstraightwireandwerealwaysmoving-alwaysslippingoutofthelady'shair.Millionsofwomenweredisturbedaboutitforscoresofyearsandmanypeople-millionsofthem-hadideasaboutit.Hundredsofthousandsconsciouslydesiredandwishedforsomethingbetterandthoughtaboutit.Nothing,however,resultedfromtheideasandthoughtsofthesehundredsofthousands.Not a oneofthemevermade a centoutofhisorherideasorthoughts.Therewasnoabundanceinthem.But,therewasabundanceintheidealof a hairpinwhichofitselfpreventeditselffrommovingeasily.Themanwhoidealizedandproducedthecrinklywirehairpinisnow a multi-millionaire.Abundancealwaysresidesinanideal,-whetherofpropertyormanagementormanufacturingorpositionorwhatnot;itresidesinidealizingeventhedetailedpartsofthingsandthemovementofsocommon a substanceasoil.ThestepsintheIdealizingProcesswhichbroughtsuccess to Mr.Rockefellerwere:First,heidealizedoilindetail.Theotheroilmen-thenwealthierthanMr.Rockefeller-thoughtofoilonlyasoil;ascostingsomuchperbarrel,assellingforsomuch,andasbringingsomuchprofit.Mr.Rockefellerthoughtofthesethings,butinadditionheidealizedoilinallitsdetails.Mentallyhevisionedothersubstancesinit-notatalllikeoil.Moreover,heidealizedtheprocessesofseparatingthesefromtheoil,andoutofthesecametheby-products.Today,itissaid,theStandardOilCompanycouldgiveawayallitsoilandyetpaygooddividendsoutoftheprofitsofitsby-products.Letusbejust:thiswealthfromthebyproductswasdue to thefactthatMr.Rockefellerwaslessrealisticthanothers;heidealizedtheoilthat to otherswasjustoilandnothingmore.Second,Mr.Rockefelleridealizedthemovementofoil.Otheroilmenthoughtoftransportingoiljustasbarrelsofflourandbarrelsofsugararetransported.ButMr.Rockefelleridealizeditinmotion;hesawitflowingandidealizeditflowinginpipes.Hencethepipelinesystem,thesecondgreatsourceofStandardOilprofitsandsupremacy.Againletusbejust-GodandHislawsrule:Mr.Rockefellerwonphenomenalfinancialsuccessbecauseheidealized,morethandidhiscompetitors,thedetailedpartsofthethinganditsmovement.Ontheotherhand,Mr.Rockefellerdidnotidealizehisrelation to therestofsociety.Hethoughtofhimselfas a manstandingalone.Forfortyyearshewassilent,-unwillingthatanyonewithinhiscompaniesshouldgive any  ... alwayscometrue!Youcannotpreventthemmorethanyoucanstopthewhizzingofelectronsorthewhirlingofstars.THEONLYTHREEACTIVITIESNECESSARYCHAPTER6First,thereistheIdealofSomethingDesired;Second,theProcessthatLeads to AttainingIt;andThird,theActofMakingtheRealityYours.Thesearethethreebasicactivitiesofattainingthatwhichyoudesire;theyaretheonlyoneswhichhavebeenandcanbesuccessfullyusedinattaining any qualityordegreeofdevelopmentwithinyourselforinobtaining any thing,conditionorpositioninsocietyortheworldaboutyou.Thesethreeactivitiesaresimplystatedbecausetheyaretrue,-notbecauseIwritethem.Basictruthsarealwayssimple;and,ifnotenvelopedin a massofsuperfluouswordsorintertwinedwith a webofentangledthoughts,theyarealwayseasilyunderstood.Whensimplystatedandeasilyunderstood,itiseasy to applythem.Ifyoupermityourideal to belostin a jungleofmanywordsandyourprocess to bemisdirectedby a multitudeofvaryingthoughtsandfeelings-eachpointingin a differentdirection-why,then,ofcourse,youridealwillnotandcannotbecome a reality.Unlessyoucanclearlyanddefinitelystateyourideal,itisnotsufficientlyconcrete to make any processofattainingit successful. Unlessyoucandefinitelyandsimplystatewhatyouare to doand how youare to doit,yourplanoftheprocessofattainingorobtainingthatwhichyouwantwillbeconfusedandyoureffortwillbepartlywastedandprobablyunsuccessful.Attainingthatwhichyoudesireiseasyandcertain:(1)ifyouconceive a clear-cutidealofwhatyoudesire;(2)ifyou turn theideal to theparticularprocessthatalwaysleads to attainingorobtainingthatwhichyouwish;and(3)ifyouknow how to make thereality a partofyouoryoursurroundings.Thatyoumayknow how to make yourideasanddesiresbecomerealities,Inowtakeuptheprocessinthissection: To AttainYouDesires,AllThreeMustbeUsed; How to FormanIdealthatWillComeTrue;FiringtheHeart-DesireofYourIdeal;Giving a BodyofEthericSubstance to YourIdeal;GivingYourIdealtheImpulseofAction to Make ItReal;TheProcessthatMakesIdealsComeTrue;TheActofMakingtheRealityYours;andWhere to CenterYourEffort. TO ATTAINYOURDESIRES,ALLTHREEMUSTBEUSEDCHAPTER7Ifyouidealizeanduseallthreeofthebasicactivitiesandonlythosethree,itiseasy to make youridealsbecomerealities.Youalwaysattainwhenyouidealizeandusethem;but,ifyouleaveout any oneofthethree,youfail to attainyourdesire,-andnoonecanbeblamedexceptyourself.Ifyouidealizeonlythatwhichyoudesireandholdfaithfully to thatideal,-thatis,ifyouuseonlythefirstofthethreeactivities,-youwillsucceedandjustlyinproportion to whatyoudo.SinceGodisjustice,theresultcorresponds to theeffort.Idealizingwhatyouwantandholdingfaithfully to theidealformonthsandevenyearsbringsyouthesuccessyoureffortmerits-evenafteryearsyouwillstillbeholding to theideal.And,ifyouidealizethatwhichyoudesireandattempt to takepossessionofitmentally-usingthefirstandthirdofthethreebasicactivities-yousucceedandjustlyinproportion to whatyoudo.If,wheninNewYork,youlearnof a footballgame to beplayedinBostonanddesire to bepresent,theidealoftheThingDesiredis to beinBoston.Ifyoudesire to drivebyautomobilefromNewYork to Boston,thatistheidealoftheProcessyouintend to use to get to Boston.Ifyougo to yourgarageandsitinyourcarfor a day, a monthor a year,holdingfaithfullyallthetime to theThingDesiredandholdingalso a mentalpictureofbeinginBoston-mentallypicturingthefirstandthirdsteps,butomittingthesecondone-beforetheyearpassesyourfriendswillwish to sendyou to themadhouse;andonlybecauseyoufailed to usethesecondactivity-thatoftheprocessofactuallystartingthemachineanddrivingfromNewYork to Boston.Itisnotenough to holdidealsoftheThingDesired,-thefirststep.Itisnotsufficientanditmaybedangerous to declarementallythatyoupossessit,-thethirdstep.Itisnotenougheven to havefaiththatyourdesirewillcometrue,thoughfaithisthesubstanceofthingshopedfor.Youmustputyourideals into idealizedactionforidealsarethesubstanceofthingsthatareandidealizedactionistheonlycertainprocessofattainment.“Faithwithoutworksisdead”doesnotstand-alone;Christandtheapostlespresentedthetruthmanytimes:"ImustworktheworksofHimthatsentMe....Return to God,anddoworks.-Whatdothitprofitthough a mansayhehathfaith,andhavenotworks?-Canfaithsavehim?-WasnotAbraham,ourfather,justifiedbyworks?Byworkswasfaithmadeperfect.-Iwillgiveuntoeveryoneofyouaccording to yourworks.-Hethatovercomethandkeepethmyworksuntotheend, to himwillIgivepoweroverthenations."Ofthenames to bewrittenintheBookofLife,theyare to bejudged"according to theirworks";andtheverylastmessage-lastchapterofRevelation-is"Behold,Icomequickly;andmyrewardiswithme, to giveeverymanaccordingashisworkshallbe.""Hitchyourwagon to a STAR"isnotsufficient.”"HITCHyourwagon to a star"bringsresults.” HOW TO FORMANIDEALTHATWILLCOMETRUECHAPTER8First,anideal to cometruemustbeanideal;anideawillnotdo.Second,anideal to become a realitymusthave a heartofdesire,-and a goodstrongheart.Third,anideal to come into manifestationmustbe a bodyofrealethericsubstance.Fourth,anideal to becomeanactualitymustpossessanimpulseofaction.Lacking any oneormoreofthese,youridealsdonotbecomerealities.Firstyouridealmustbeanideal,notanidea.Theidealwillcometrue.Sincemostpeoplethinkandplaninideas;theirthoughtsandplansseldommaterialize:Afterrepeatedfailures,somebecomediscouraged,despondentorresignedandsomelosefaithintheircapacity to attainthegreatgoalanddoubtthejusticeofsociety,theworldandGod.Othermenandwomenthinkinideals;withthemitis a habit.Suchmenandwomenare successful andattain to a greatextentthatwhichtheydesire.Theyattaininproportion to theirideals.Youmayidealizeyourthoughtsof-ethicalandspiritualadvancementandattainsoulconsciousness;yetwhenitcomes to othermattersyoumayuseonlyideasandfail.Ontheotherhand,althoughothersmaynotidealizeethicalandspiritualconceptsasyoudo,yettheydoidealize,-thatis, make perfectimagesoftheirthoughtsofdevelopment,advancement,work,andbusiness;andhencetheysucceedinthoselines to a greaterextentthanyoudo.Thisisjust;infact,itisGod'sJustice.Youfailinthatwhichyoudonotidealize;yousucceedinthatwhichyouidealize.Theyalsofailinthatwhichtheydonotidealizeandsucceedinthatinwhichtheyuseideals.Backofeverythingintheworldthereisanideal:backofthedesignofeverychair;thedecorationofeveryroom;thecutandmaterialofeverygownandeverysuitofclothes;backofeverythingthatevercomestrue.Thosewhothinkinlittleideals,succeedinlittlethings;thosewhothinkinbigideals,succeedinbigthings.Noadvanceofmankindhaseverbeeneffectedexceptitwasfirstformedbyidealsofsomekind:nopaintingwaseverpainted,nostatueeversculptured,nomusicevercomposed,-exceptfirstconceivedasideal.Nomotor,nodynamo,noengine,noprintingpress,nolinotype,noautomobile,noairplane-notonewaseverinventedexceptitfirstexistedasanideal.Nothingineducationwasevertaughtandnoethicalorspiritualconceptwaseverpreachedthatdidnotpreviouslyexistinidealforminthemind.Thosewhothinkideasneverattain to greatness.Greatmenandwomenalwaysthinkinideals.Changeyour“ideas” to “ideals!” How? Bymakingit a perfectimage,addingdesire,givingitbodysubstance,andcreatinginitanirresistibleimpulse to manifestitselfinaction. How canyoucompleteanideasoas to make itanideal?First,byaddingthefactorstheidealacks.Youhaveanideaofthecolorofanapple. How perfectisit?Takepaintsandtry to paint a pictureofanappleandyouwilldiscoverthattherearescoresoftintsandblendsofcolorsthatyourideadoesnotcontain.Youhaveanideaoftheprofileofthefaceofsomeoneyoulove.Take a pencilandtry to drawthatprofile!Youhaveanideaoftheshapeandformofthelegsofyourtable.Closeyoureyes;runyourfingersoveroneofthelegs;feeleveryindentation,everypartthatprojects,thenumberofringsaroundthelegs.Scoresofnewfactorsareadded to youridea. How canyoubecertainthatyouhaveaddedeverythingtheperfectimageought to containandleftouteverythingtheimageshouldnotcontain?Althoughtherearemanymillionsofdegreesofvariationandanunlimitednumberofcombinations,therearebut a fewdifferentbasicqualitiesthatenter into ourimages.Theyare:colors,sounds,tastes,odors,movementsanddirectionsofmovement,balanceorlackofbalance,finenessorroughness,hardnessorsoftness,heatorcold,lightnessorheaviness.Take any ideayouwish to cometrue.Imageitinyourmindasitnowis, -a imperfectidea.Then,takethefactorofcolors.Imageitagain,mentallyseeingeverycolorithaspossessed,doespossessorcouldpossess.Inthissamewaygoovertheideaofthatwhichyoudesire.Useeveryoneoftheelementsofcolor,sound,taste,odor,heat,cold,motion,directionofmotion,form,size,balance,fineness,roughness,hardness,softness,lightness,heaviness.Donotleaveout a singleone.Whenyouhavefinishedyouwillhavetheformof a perfectimage-ofanideal,butitwillstillbeonlytheform-without a heartofdesire,withoutanethericbody,andwithoutimpulse to impelaction.Next,adddesire!FIRINGTHEHEART-DESIREOFYOURIDEALCHAPTER9Wishesarebutwishes;theyleadonly to wishingmorewishes.Desiresareheartbeatsofsoul;theydemandandimpel to action. A wishturnsever to itself,wishingthatsomethingwillcome to make itselftrue. A desiregoesoutfromself;itdaringlyreachesout,demandingthethingdesired,anddivinelycreatesitinreality.Putthefollowingtruthstogether:Desireistheheartofyourideal;inthisheartarethefiresofattainment;sometimestheydiedownandaredim;sometimestheyburnbrightlyandglowwithhopeandsetfire to action;unlesstheythusburnwiththelightofhopeandthefireofaction,youridealwillnotcometrue.Whenthefiresofdesirearedimmedbydisappointmentsordiscouragement,ormemoriesofthefailuresofthepast,whatareyougoing to doaboutit?Feedthefireswithyourfeelingsandemotions!Yourthoughtswillnotdo;theyarebutdampwoodandwetsand.Desiresareoftheheart;theycannotbemade to burnbrightlybyaddingideasandthoughtsofthemind.Isit a thing -a materialthing-youhavedesiredandforwhichdesireburnslowbecauseofpastfailures to attainit,orisit a newdesirethatdaresnotburnbrightlyforfearofdisappointmentshoulditnotbeattained?Fireyourdesiresothatitwillcometrue.FireitwithYOURfeelingsandemotions.Areyou a youngwomanandisit a daintyrose-coloredgownyoudesire?Imagethecolorofitandfeelthejoyofgowningyourselfinthatcolor.Feelthepleasureitwouldgiveyou to lookatyourselfinthatcolor.Thinkofitscoloragain,-thecolorofroses.Imaginethatyouhaveperfumedthegownwithjust a touchofessenceofroses.Feelthejoyofsmellingthesweetodorofroses.Feelthejoyofsmellingtheperfumewithwhichyourdressisscented.Thinkofthefeelofthematerial, -how softanddelicate.Feelthejoyyoufeelinfeelingit.Thinkofthelightnessofthedress.Feelthejoyyouexperienceinhandlinglightanddaintyandfluffythings.Feelthejoyyouwouldfeelinputtingonthatdressandinwaitingforyoursweetheart to call.Feelthejoyyouwouldfeelasheadmireditandcomplimentedyouuponit.Feelthejoyyouwouldfeeldressedinthatgown,whenwith a groupofpeople.Isnotyourdesirefiredandburningwithimpulse to act?Willyounotdosomething to getthatdress;and,idealizingyourdoing,youwilldoitintherightwayandgetitintherightway.Areyou a youngmandesiring a newsuitofclothes?Fireyourdesirewithyourfeelings.Imagethesuityouwish-itscolor,cut,form,material,andfit to you.Feel how happyyouwouldfeeldressedinthatsuitcallingonthegirlyoulove.Feel how proudyouwouldfeelifyoucouldwearitwhengoinghome to seemother.Feel how satisfiedyouwouldfeelwalking into theofficedressedinthatsuit.Feelallyourgoodfeelings-feltunderallotherconditions-inrelation to thatsuit.Isnotyourdesirefired to thepointwhereyouwilldosomething to getitand,idealizingyourdoing,youwilldotherightthingandgetitintherightway?Isit a positionyoudesire?Feelthejoytheincomeofthatpositionwouldgiveyou.Feelthepleasuresyoucouldobtainwiththatincome.Feelthejoyoftheopportunitiestheincomewouldgive.Feelthetrueprideofadvancement.Feelthejoyofknowingyouhaveattainedthepositionandmadegood.Feelthejoyofgenerouslyhelpingotherswheninthatposition.Feelwhatthatpositionwouldmean to youamongyourfellows.Feelwhatitwouldmean to youamongbusinessmen.Feelallthesefeelings-feedingyourdesireswithyourFEELINGSinsteadofwithwishesandthoughts-andyouwilldosomething to attainthatwhichyoudesire.Think,think,thinkofwishesandyouwilllive a nervouswreckanddieinthementalmadhouseofunfulfilledmentaldesires.Feedthedesiresofyouridealswithyourownfeelingsandemotions-andthehigherthefeelingsandemotions,thestrongerthefire-andyourdesireswill turn to actionthatcannotbeprevented.Andsinceyourdesiresareheartsofideals,thatwhichyoudowillberight.GIVING A BODYOFETHERICSUBSTANCE TO YOURIDEALCHAPTER10Thenextstepis to create a bodyforyourideal -a bodyofrealethericsubstance.Imagetheidealofthethingyouwant.Doesthethingitselfseemsocompactanddensethatyoucannotre-formandre-createit to accordwithyourideal?Itsformcanbechanged,butonlyifyougive a body to yourideal.First,giveform to thesubstanceoftheideal. Turn backandreadagainmythirdchapter.Then,re-idealizeyourimageofthethingdesiredasmadeofinfiniteenergy-space.Bydoingthisyouactuallygroupthespiritualsubstance into form.Thisis a firststepincreatingthebodyofyourideal.Second,givethebodyattractivepower.Readagainthefourthchapterofthisbook.Then,re-imageyouridealofthethingyouwant.Realize,thatwhateverthesubstanceofthethingdesired,thatwhichmakesitsactualitypossibleisinfiniteattractiveenergy;thatitisthissameenergythatholdsalltheparticlesofyouridealtogetheranddraws to itallthefactorsnecessaryformanifestation.Bythusimagingyouridealyougiveitsolidity.Theparticlesofthisspiritualsubstancebecomesfixedsothattheidealwillpersist;sothatitwillnotchange,asanideachanges,orevaporateinvainimaging’s.Bythisprocessyoualsogiveitpower to attractanddraw to itallthoseconditions,qualities,thoughts,feelingsandattitudesnecessary to make itreal,-necessary to make itsactualitypossible.Third,createthebodyofself-activesubstance. Turn backandreadthefifthchapter.Realizethateverythingyouwish to changeisininfinitemotion,thrillingwithlife;thateventhepieceofcopperwirethatleads to yourelectriclightiscomposedofwhirlingcentersofspace,infinitelysmall,capableofmoving660,000,000milesanhourandable to changetheirpositions40,000,000times a second,Bythisprocessyouridyoursoulof any ideathat any so-calledmaterialthingcanoppose-themanifestationofyourideal.Andyougive to theideal -to itsbodysubstance-thesamequalityofinfinite,infinitelyrapidpowerofmovement,powerofaction,power to  make itselfcometrue.Imagethebodyofyouridealcomposedofspiritsubstance,vibratingatthistremendousrate,exertingenormouspower,andyougiveitadditionalpower to make itself into anactuality. To thispointintheprocess,whatisyourideal?First, a perfectimage-includingonlythoseelementsitshouldpossessandnonethatitshouldnotpossess.Second,anidealwith a heartofdesire,fired to actionbyallyourfeelingsandsouldesires:(1)increasedbyimagingthebeautyandutilityoftheidealandthepleasuresitwillgiveyouand(2)augmentedbyeveryconceivableelementofdesireyoucanawakenbyimagingeverythingcomposingitsimage-color,sound,etcetera.Third,anidealbody-formedoftheinfinitespiritsubstance,energy-ether; a bodyofthesamematerialastheessenceofmatterwhichmakesiteasyfortheideal to manifestasanactuality; a bodyheldtogetherandmadepermanentbyinfiniteattractiveenergy; a bodycomposedofethericsubstancewhoseparticlesvibrateat a ratesorapidthatimaginationcannotconceiveit; a bodycomposedofethericsubstanceanounceofwhichhasgiganticpower,sufficient-iffreedatonetime -to tosstheAlps into theAtlanticOcean.Nowgivetheidealthesoulimpulse to act,andyoucannotpreventitscomingtrue.GIVINGYOURIDEALTHEIMPULSEOFACTION TO MAKE ITREALCHAPTER11Thereisonemorestepintheprocessofmakingyouridealcomplete.Itpossessesinfiniteenergy,butyoumustgiveittheimpulseofaction. How canyoudothis?InthisIdifferfrommanyothers.Iholdthatvisualizationisnotsufficient.Visualization,althoughitoftenaccomplisheswonders,isafterallbut a picturingofanidea.Itdoes make theideavividbutitadds to itonlyoneofseveralelements-onlytheimagesofthesightsense.InsteadofvisualizationIuseidealization-theperfectimage.Thisincludesthefactorofvisualizationandthatoftheelevenotherfactors.Usingtheotherfactors-especiallythoseofmotionanddirectionofmotion-wegivetheidealanimpulse to moveandthisin turn givesittheactionpowerthatmakestheidealmanifestas a reality. HOW TO TURN YOURDESIRESANDIDEALS INTO REALITYByBrownLandonePREFACE–THEMANWHOWORKEDOUTTHEPROCESSItisunusualIassumefor a businessman to accepttheobligationofwriting a foreword to a bookofidealism,and any attemptonmypart to add to itsspiritualcontentwouldbevainassumption.ButsinceIknowofthephenomenalresultsofidealizingtheprocess,Icanperhapsgivesomemeasureoffaithandhope to thosewhohavenotalwayssucceededandwhonowdoubtthepossibilityofmakingtheiridealsbecomerealities.Mycertaintyoftheresultsofthisprocessbasesitselfuponmanyyears'personalcontactwiththeattainmentsofBrownLandone,uponmyownindividualandbusinesssuccessinusingtheprocess,anduponmyintimateacquaintancewiththemanyexecutiveswhohavewithhisaidmadetheiridealscometrue.Someoftheseidealshavebeenofthehigherthingsoflife;someofmoremundaneaffairs,suchasincreasingone'ssalaryfromtwoorthreethousand a year to a thousand a monthormoreby a fewweeks'useoftheprocess.BrownLandone,theman,likeallofus,hashisindividualhabitsandhobbiesknownonly to intimatefriends.Forinstance,heneverreadsanythingidealisticimmediatelybeforegoing to sleep."IfIdo,"hesays,"mymindreactsandIhaveunpleasantdreams;but,ifIreadsomethingweird,mysoulreactsandIlivethenightin a stateofhighspiritualconsciousness."Thenthereisthepassionof"cleaningupthings."Today,thisismostannoying to someoftheintimatefriendswhomhevisits,fornosoonerisheinthehomethanhemakesforthebasementorattic to satisfyhissoul'sdesire to make thingsclean.Itis a passionwithhim;itwasborninhim.As a childhewouldcleanuphisplayroomratherthanplaywithhistoys.WhenbutfiveyearsoldhebecamesoangrybecausetheservantswouldnotletClickHere To GetTheaudioVersion+55FREERareSelfHelpEbook. ... Visualizingistheactofholding a mentalpicture;idealizingistheactofperfectingthementalimageofallfactors,-thepicture,theprocessofsecuringitandtheactofmakingitreal.Youoftenignitetheheartofyouridealbyvividmentalpicturesandstrongfeelingsofdesire to possessthereality;butunlessconnectedupwithyourmotorpowerofaction,itremainsmerelyanurgentunfulfilledpictureofdesirewithinyou-anidealthatdoesnotbecome a reality.Clutchingyourideal to actioncannotbeeffectivelyaccomplishedby a picture.Letmeillustratethisclearly.Go to anartmuseum;lookat any paintingrepresenting a numberofpeople.If,aftergoingaway,youcloseyoureyesandvisualizethepainting,youholdinyourmind a mentalpictureofthepainting.Withcareandpracticeyoucan make thismentalpictureveryvividandincreaseyourability to re-seeinthemindeverydetailofsuch a painting-lines,formsandcolorsofthingsandpeople.Yet,itisstill a merepicture;itisflat,lackingaction,anditdoesnotimpel to action.ThatwhichIhavejustdescribedisthevisualizingprocess.Visualizinghasproducedmarvelousresultswhenthepersonvisualizinghasturnedsuchmentalpicture-making into theidealizedprocess,eveniftheyhavenotrecognizedthattheyhavedoneso.Idealizing,however,ismoreremarkablebecauseitincludesvisualizingandaddsallotherelements to it.Visualizationcomesfromusingthestored-upimagesofbutoneofoursenses,thesenseofsight.Idealizationcomesfromusingthestored-upimagesnotonlyofthesenseofsightbutofallothersenses. To attainthatwhichwedesireitisnecessary,notonly to seethevisualimage,but to act.Trynowanotherprocess:Idealizethepaintingyousawintheartmuseum;bringitvisually to yourmind;re-seeitjustasyoudidbytheprocesspreviouslydescribed.Thenimageaction,-everypersoninitinaction;feelthemdoingthethingtheyarepicturedasdoing;feelthemovement;feeltheactivities.Ifitportraysthemasspeaking,hearthetones,-hearwhattheysay.Imightcontinuewithallotherelementsofthepicture,butIthinkthisissufficient to showyouthedifferencebetweenvisualizationandidealization.Visualizationproduces a nonmoving,non-activepictureinthemind,eventhoughitbevividandclear.Beingnon-active,itdoesnotimpel to actionandhencemanyofourpicturedidealsdonotbecomerealities.Butifweidealizeaction,ifweusethementalclutchofconnectinguptheidealofthethingdesiredwiththeprocessofobtainingthatwhichwedesire,actionmustresult;andactionisoneoftheessentialfactorsinmaking any idealcometrue.THEPROCESSTHATMAKESIDEALSCOMETRUECHAPTER12Processisthewayofdoingthings.Thereareseveralwaysofdoingthings,buttheidealizedwayistheonlywaythatguaranteessuccess.Thenon-idealizedprocessesare:meredoing;purposefuldoing;plannedorthought-outdoing.Thefourthprocessistheidealizedprocess.Meredoingneverleads to success,-forbackofitthereisnoidealoftheprocess,nodesire to improveit,nothought-outplan,andnoideal.Inminesandstoresandfactoriesandoffices,therearemillionsofgoodworkers.Theylearn to doonething-theylearn to doitwell-andthen,foreverafterwards,theymerelydo.Theydrudge,ortoil,orlaborbuttheydonotwork;and-theydonotsucceed.Youyourselfmaydoyourworkperfectlymerelydoingit;youmaybealwaysatit;othersmaybeable to dependuponyoudoingyourworkexactly,withnolossoftime,notmissing a stroke.Butallthesedonotlead to attainment,-why,even a hay-pressdoesthosethings!Purposefuldoingisonestepinadvanceofmeredoing.Itisbaseduponanideaofprogressandisstimulatedby a desire.Butthatisnotsufficient.Why,thebank-robberhas a purposeinrobbing;hemaysucceednowandtheningettingwhathewantsandhealwayssucceedsinmakinghimself a uselessmemberofsociety,-yet,hislifeisnot successful andheisnot a success.Evenwellplanned,carefullythought-outdoingleads to thousandsoffailures.Many a youngman,intelligent,enthusiastic,hardworkingandearnest-startsinbusinessforhimselfandfails,-evenafterhehasplannedandthoughtouthisentireproblem.Whenhebegins,heseessuccess-bigsuccess-withintwoorthreeyearsatmost.Butinsixmonthsthesheriffmayclosehimupas a failure.Evenplanneddoing,baseduponideas,desiresandthought-outprocesses,failsunlesstheprocessisidealized.Itisonlyanidealizedaim,processandattitudethatalwayswin.SometimeagoanadditionalmainsubwaywasopenedinNewYorkCity.Itnecessitated a newroutingofpassengers.Morethansevenmillionpeoplehad to learn to travelbynewroutes.Fordaysbeforeitsopeningthepaperswerefullofthenewsystemand how to getfromonepoint to another.AtleastnineoutofeverytenofthemillionsofadultsinNewYorkmusthavereadthedirectionsprevious to theopening,althoughprobablynotonein a hundredthousand-whentheyreadthedirectionsoverandoveragain-idealizedthenewroute,noridealizedthemselvesgoingaboutthecityor to andfromworkonit.TheResultofNotIdealizingtheProcessonthedayoftheopening,intelligentmenandwomencrowdedandjammedeachother,wentwheretheydidnotwish to go,evengotlost,thoughmanyofthemhadknownNewYorkalltheirlives.Theconfusionandjammingofthemobattwotransferstationsweresogreatthatscoresofwomenfainted,andmanywereseriouslyhurt.Morethan a millionpeoplelosttheirheads-morethan a millionwereconfusedforweeks.Itwasnecessary to closethecrosstownsubwayfor a month to preventaccidents-actually to preventpeoplekillingthemselvesandeachother,becauseoftheirconfusedmobaction.Andallofthisconfusion,trouble,injuryanddelaycouldhavebeenpreventedifeachofthesevenmillionpeoplewhousethesubwayshadspentbutfiveminutesprevious to itsopeninginIdealizingtheProcessoftravelingonit. How IIdealizedtheProcessinthisCase:Itook a descriptionoftheroutesfrom a newspaper;readitcarefully.ThenIquietlyvisualizedthenewroutes.Next,Iidealizedaction,-Idealizedmyselfusingthenewroutefrommyhome to myoffice,picturingmyselfonthecars,changingwherethedescriptionsaidchangesmustbemade;idealizingeverybitofthejourney to myofficedoor.NextIidealizedonetripafteranother to otherpartsofthecity,untilIhadmyselfmentallyusedeverynewandoldroute.Afterthis,itwasimpossible to beconfused;impossible to make a mistake inusingthesubway.Millionsofothersthoughtofthenewroutes,butcertainlyveryfewconsciouslyidealizedthemselvestravelingonthem.YeteveryindividualinNewYorkcouldhavedoneitinfiveminutesiftheyhadonlybeeninthehabitofIdealizingtheProcessofDoingThings.Othershadideasofthenewroute,ofwheretheywanted to go,andof how to getthere.Iturnedmyideas into ideals.Idealizingtheprocessofdoingthething,includedmorethanthere-seeingofthementalpictureofthenewroute.Ididmorethanvisualizeit.Iput into itanelementofaction.Ikeptmy“clutch”insothatthepicturebecamemovement.Thatisalwaysessentialinattainingthatwhichyoudesire.THEACTOFMAKINGTHEREALITYYOURSCHAPTER13Thislastactivity-theactofmakingtherealityyours-comprisesthreesteps:idealizingyourattitude;unifyingthesubstanceoftheidealWITHthesubstanceofthereal;andmakingtheactualthing a partofyourpossessionsorplacingyourselfintheactualconditionsthatyouhaveidealizedanddesired.Yourattituderelates to yourself, to others, to conditions,and to theworldingeneral.Beginwithyourself.Consciouslyornot,youdotakesomekindofanattitudetowardyourself.Youmaythinkyourself a wormor a god.Youarefree to take any attitudetowardyourselfyoudesire to take;butthereisonlyoneattitudethatleads to successanditistheidealizedattitude!Incompletethinkingin“ideas”makesyouseeyourselfas a childofsin,suffering,sorrow,weakness, mistake andfailure.Thinkofyourselfasyouare: a sonofGod-idealizingtheendyoudesire,theprocessbywhichyouattain,andtheattitudeyouholdtowardyourself,others,conditions,andtheuniverseitself.Then,idealizeyourattitudetowardothers,"Thatwhichyeseekyeshallfind."Ifyouthinkthatallmenaretrying to crushyou,youwillbecrushed;first,becauseyourattitudeclosesyoureyes to theopportunitiesofferedyou;andsecond,becausesuchanattitudediscoversanddraws to youthosewhodonothelpyou.Ifyouidealizeothersaswilling to helpyou,youdraw to youmenandwomenwhowilldothesquarethingbyyouandhelpyou,-inthemyouwillfindhelpand a justreward.Thisidealizedattitudedoesnot make you a trustingsimpleton,fortheidealizedattitudealsoidealizeswisdominknowingothers.Theidealizedattitudechangesalltheconditionsoflife.Inbusiness,itleadsus to expectgoodresults,and,expectinggoodresults,weplanbetter.Whenweplanbetter,-thatis,in, a moreidealizedway-wegetbetterresults.Idealizetheworldingeneral.Theuniversemustbegood.Ifitwerenotgooditwouldgo to piecesovernight,-forevildisruptsanddestroys.Goodattractsandunitesandholdstogether.Youcannotidealizeyourbusiness,yourprofessionandyourworkwithoutconductingthewholeaffairasanidealizedservicethatinevitablywillforceyourideals to cometrue!YoumayidealizetheThingDesired,idealizetheProcessofAttainingItandCarryOuttheProcessinAction,-and,yet,byyourattitudekeeptherealityfrombecomingyours.With a groupofcongenialfriends,youcandesireandidealizeanevening'spleasureforyourselfandthegirlyoulove,youmaycallforherandgo to thegatheringtogether,-andyetyourattitude,ifdisagreeable,cankeepthepleasureoftheeveningfrombecomingyours.First,then,giveattention to yourattitude!Second,unifythesubstanceofyouridealwiththesubstanceofthethingorconditiondesired.Thesubstanceofyouridealisyours!Itisofyourmind.Thesubstanceoftherealitymaynotyetbeyours. To make ityours,youmust make thebodyofyouridealcoincidewiththebodyoractualityofthatwhichyoudesire.Re-readthechapterson How to FormanIdealthatWillComeTrue,FiringtheHeartDesireofYourIdeal,Giving a BodyofEthericSubstance to YourIdeal,andGivingYourIdealtheImpulseofAction to Make ItReal.Then,re-imageyouridealinaccordwiththosefourqualities-itsform,itsdesire,itssubstance,itsimpulse to action.Next,re-readthethreechaptersofTheSpiritofMatter:YourIdealsandWhatCompactnessofMatterGives to Them,YourDesiresandWhatAttractiveEnergyGives to Them,WhatMovementinMatterGives to theBodyofYourDesire.Donotneglect to re-readthese.Youremembermuch,butnotallthethings.Re-readthem,recognizing:thatthematerialdensity,ofthethingyoudesireisanethericsubstancecoincidinginnaturewiththesubstanceofyourideal;thatthematerialsolidityofthethingyoudesireisinfiniteattractiveenergywhichcoincidesinnaturewiththeholding-togetherenergyofyourideal;andthattheenergyofthematerialthingdesiredisethericforce-exactlythesameforceasexistsinyourideal.Now,imageeachdetailofyourideal,projectitoutofyourmind to theplaceoftheactuality,anduniteitwiththesamedetailofthematerialactualityyoudesire to beyours.Donotmiss a singledetail; make theprojectedidealcoincidewiththeactualthingineveryfeature-form,substance,energyandplace. To missnofactor,unifystepbystep,-as to color,sound,taste,smell,balance,heat,movement,directionofmovement,form,size,finenessorroughness,hardnessorsoftness,cold,weight,use,pleasuresfromuse,etcetera.Missnoneofthese!Then,third,takepossessionofthethingorwalk into theconditiondesired.Idealizeyourselfinaction:(1)theconditionofyourselfwheninaction;and(2)youruseofthemeans to beusedinperformingyouraction.Ifthisafternoonyouare to go to onemanor a groupofmen to discussordosomethingwhichitisnecessaryforyou to presentordoinorder to make youridealcometrue,imageyourselfwiththemanorwiththemen,imageyourselfatperfectease,imageyourconfidenceinyourself,imageyourself-controlwhentalking to them,whencontradictedbythem,evenwhenridiculedbyoneormoreofthem.Imagetheseconditionsinyourmindbeforeyougo.Itbuildsinbrain a paththatmakesthedoingofthethingbut a mererepetitionof a thingalreadydone.Isayimagethesethings,-notmerelyimaginethem;merelythinkingaboutthemwillnotbringresults.Imagealsotheimpressionsyouseeyourselfgiving to others:Areyouappearingassincereasyouaresincere!Areyouappearingasreliableasyouarereliable?Areyouappearingactiveandenergeticandsaneandsafe?Remember,itisnotonlywhatyouare,butwhatyoucommunicate to otherswhichdeterminesresultsindealingwithothers.Idealizingtheactionbuildsinbrainpaths.Then,whenyoucome to theactualdoing,youhavealreadyestablished a habitofdoingitsuccessfully.Themoretimesyouidealizethedoing,thestrongerandmorepermanentthesebrainpathsbecome.Hence,whenyougo into action,youaremerelyrepeatingwhatyouhavealreadydoneandwhatyouhavealreadysucceededindoing.Consequentlythereisnohesitancy,nodoubt,nolackofconfidence,nolackofease,andno mistakes inyouraction.And-becauseyoucenteryoureffortrightlythethingorconditionis a realityandbelongs to you!Where to centeryoureffortnowfollows.WHERE TO CENTERYOUREFFORTCHAPTER14Itisveryimportantthatyouidealizethatwhichyoudesire;but,sofarastheattainmentofitisconcerned,theprocessismuchmoreimportant,andidealizingtheprocessisthemostimportantofall.Iwillillustrate(1)by a littleincidentand(2)by a greatworldexperience.Inthespringof 1919 ,sometimeafterIhadreturned to theUnitedStatesfromoneofmysojournsabroad,Iwrote a letter to ElizabethTowne.IhadknownherformanyyearsbutwhileIwaslivingabroadwehadbeenquiteoutoftouch.WhenMrs.Townereceivedmyletteritawakened a desireinhermind.Therewas to be a conventionnearherhometownthefollowingweek.Shewishedme to speakatthatconvention. To havemespeakattheconventionwasheridealoftheThingDesired.DidshestopwiththeIdealofthethingdesired?Notatall.ShebeganIdealizingtheProcessofgettingmethere.Shepressedthebell-buttonimmediately;incame a stenographer;and a letterwassenttellingme how Icouldcomeandreturn-givinginformationofthetrains -how, bytravelingatnight,thetripwouldtaketheleastpossibletime.AtintervalsduringthatdayandnextshewentonIdealizingtheProcessofarrangingformewhilethere,-whereIshouldstay,whenIshouldspeak, how manytimesIshouldspeak,etcetera,etcetera.Shegavetenseconds to recognizingtheIdealoftheThingDesiredandanhourormoreIdealizingtheProcess:10seconds to theformer;3,600seconds to thelatter.That'sabouttherightproportion.Thinkthisover;itapplies to everythinginlife.-Giveabout a thousandtimesmoretimeandeffort to idealizingandworkingouttheprocessthanyougive to idealizingthethingyoudesireandyouridealwillcometrue. Turn fromthisverysimpleincident to considerthevalueofIdealizingtheProcessinattaininggreatthings -any verygreatthing-insuch a matteras a worldwar.ThegreatWorldWarwas a greatspiritualtestoftherace.WhentheGermansin 1914 wereattheMarne,theIdealoftheThingDesiredwas:theGermanArmymustbestopped!Thiswasnot a mereidea;itwas a lifeanddeathidealofthepeoplesoftheAlliedcountries.Greatleadersrecognizedthis.WhennewsthattheGermanArmywasbeingforcedbackwastickedoffintheLondonWarOffice,LordKitchenersaid,"Godmusthavedoneit";andLordRobertsreplied,"Itmeansthenationshavebeenpraying."Thefollowingyear,duringanothercrisis,LloydGeorgeexclaimed,"ThewarwillbelostunlessallEnglandgetsdownonherkneesinprayer;"andin 1918 thegreatFochfounddailycommunionnecessary.ThiswastheemphasisoftheIdeal.ButtheProcesswasnotneglected.Evenhe,whodailyspentanhourinprayeranddailywent to HolyCommunion,knewthatGodhelpsonlythosewhoknowenough to helpthemselves.Ouronenationalwar-idealwas:Win!Havingoncerecognizedthis,didwewastetimeharpinguponit?No!Andwesucceededbecausewecenteredmostofoureffortsupontheprocessesnecessary to winthewar.Whenitwasnecessary to savefoodwesavedit.Wewentwithoutthisorthat-withoutmeatonmeatlessdays;withoutwheatonwheatlessdays.Butwedidmorethanaccepttheprocess;weIdealizedit.Wemadeit a matterofpatriotism; a religionofbrotherlyhelp to ourallieswhoneededfood.When,weneededmoney,didwecontinueharpingontheIdeal?Notatall!WeIdealizedtheProcessoffurnishingthemeans to equipandfeedourboys.WeIdealizedtheProcess to suchanextentthathewhodidnotbuyallhecouldaffordand a littlemore,feltwronginside.Whenmoreshipswereneededcollegeboysandhighlypaidbusinessmendidmanualworkintheshipyards;andwhenmoremunitionswereneeded,womenwhosewhitehandshadneverbeforeknownthegreaseoffactorymachines-workedlonghoursbecausetheprocesswasIdealized.Whatwasnewinthis:wehadalwaysheldidealsandbeenforced to takepartintheprocessesoflifeinpeacetimes.Thenewthing-thethingthatbroughtphenomenalresults-wastheIdealizationoftheProcess.Noworkwasdrudgery;itwasanIdealizedPartoftheEffortsof a GreatHumanBrotherhood.SupposewehadneglectedtheProcess!Supposewehadmadenomunitions,builtnoships,soldnobonds,sentnomenoversea,-wouldsuchprocedurehavehelped to winthewar?!Such a processwouldhavebeenridiculous.Yet,inothermatters,weattempt to make ouridealsanddesirescometruebyholdingpersistentlydayafterdayandmonthaftermonth to theidealoftheThingDesired,givinglittleornoattention to idealizingtheprocessandputtingit into operation.Ifyouwant to win,ifyoureallywishthatwhichyoudesire,ifyoutrulydesire to make youridealscometrue -to  turn them into realities,firstformyouridealoftheThingDesiredbutgiveyourgreateffort to IdealizingtheProcessandputtingit into action.Thatbringsyouthereality!IDEALIZEDTHINGS MAKE FORTUNESCHAPTER15Inwhateveryouaredoingandinwhateveryouhope to doandattain,itisnecessary to dealwiththreefactors:things,wordsandpeople.Infact,whenyoucome to thinkofit,thereisnothingelsewithwhichyoucandeal.Consequently,idealizingtheprocessofattainingwhatyouwantincludesidealizingthethingswithwhichyouworkorthethingsyouare to handle;andoftengreatfortunesaremadefromidealizinglittlethingsandgreatfailuresresultfromnon-idealizationofthings,bigorlittle.Herearetheexperiencesoftwomenillustratingthepoint.ItwasonthetrainspeedingacrosstheStateofNewYorktowardChicago.Ihadleftthediningcar,gone to theClubcarand,observingthattheseatsaboutoneofthecardtableswereempty,satdowntheresothatImightbealone to read.Menwerecominginfromdinnerandsoon a mantook a seatacrossthetable.Ilookedup to determinewhetherotherswerewithhimand,ifso,whethertheymightnotwishthetableforcardplaying.Buthewasalone.Hehad a fineface,clean,clear-cut;evidently a manofeducation;perhaps, a manofculture.Hisface,hisbearing,hisattitudeallproclaimedhim to be a “manofideals.”Idonotmean a visionary,but a manwhodoesandwhohasalwaysdonethatwhichisrightandwhorefusesandhasrefused to dothatwhichiswrong.In a minutewewereinconversation.Itstartedregardingthehighcostofliving.Itwentfromonething to another.Hewascommunicativeanditwasnotlongbeforehementionedthathehadwishedthisyear to sendhisboy to collegebuthehadbeenunable to dosobecausehecouldnotaffordit." ;A collegeeducationcostsfourtimesasmuchtodayasitdidwhenIwent to college,"hesaid.ThefirstpointIwishyou to rememberisthis:hecouldnotafford to sendhisson to college.Iledhimonintheconversation,learnedthataftergraduatingfromcollegehehadbeen a schoolteacher;thatlaterhehadbeeninY.M.C. A. work; a welfareworkerin a manufacturingplantfor a year;andthatin 1913 ,he,with a friend,hadgone into a manufacturingbusinessofhisown."Whatlineofmanufacturing?"Iasked."Oh,justlittlewickerhandsatchels,suchasboysuse to carrybooks to andfromschool,"heanswered.ThisisthesecondpointIwishyou to remember:"Oh,justlittlewickerhandsatchels."Thisconversationtookplaceintheyear1920.Itindicatesthatafterhavingbeeninbusinesssevenyears,manufacturinganarticleofuse to atleasttenmillionschoolchildrenaswellashundredsofthousandsofothersinourcountry,this“manofideals”wasunable to sendhisboy to collegebecausehecouldnotaffordit.Wetalkedofotherthings;butbeforelongheleftme,goingback to hisprivatecar.Twoothermencameinandsatdown.Oneacrossthetable,onebesideme.LaterIlearnedthatonewas a coaloperatorofIndiana,andtheother,-well,therestofthestoryconcernstheotherman.Onelookatthismantoldmehewasnot a so-called“manofideals,”-thatis,notinaccordwiththeordinaryuseoftheterm.Helookedveryprosperous;hewastalkative-menarealwaysmorecommunicativeafterdinner,smoking a goodcigar,on a trainwithnothingelse to do.Thismanisthesoap-dyekingoftheworld.Only a fewyearsagoheand a friend,hiswifeandhisfriend'swife,startedinbusinessmakingsoap-dyes.Altogethertheyhad$800.Todayeachofthemismorethan a millionaire.Theirsoap-dyessellfortencents a package,yettheydo a businessofmanyhundredthousanddollars a month.Theysecuredtheoriginalpatentandconsequently,inaddition to theprofitsthey make fromtheirownconcern,theyarepaidroyaltiesbyallothersoap-dyecompanies. How didhedoit?Ihavesaidthatheisnot a manofideals.Thatstatementisbothtrueandnottrue.Heisnot a manofidealsofthePhariseekind,butheis a manwhoidealizesthethingwithwhichheworks. To himthesoap-dyeisoneofthegreatinventionsoftheage.Hisfaceglowedashetoldaboutit;hiseyesshone."Thinkwhatitmeans,"hesaid,"foreverywomanintheland-infact,allovertheworld,fornowwe'resellingsoap-dyes to Europe,Australia,IndiaandJapan -to beableintwominutes to changethecolorofhershirtwaist,of a pieceoflace,or any lighttrimmingmerelybydippingitinourdye,without any boiling,andwithoutstainingherhands."Fromtheverybeginninghehadidealizedthethingheproduced.Hehadidealizedthesoapinorder to selectthebestforthepurpose.Hehadidealizedthedyessoas to producethemostusefuldye,themosteasilyandquicklyuseddye, -a dyeneedingnoboiling, a dyethatdoesnotstainthehandsofthoseusingit.Hehadidealizedthechemicalsusedintheprocessofmakingthedye,and,ashetalkedof how hehadbuiltupthebusiness,IsawthathehadevenidealizedthekindofchemicalexperthewantedandhadthensearchedtheUnitedStatesuntilhefoundthemanthatfittedhisideal.Hehadidealizedjusticeandhadsecuredpatentrightsforhimselfandthosewhohadworkedforhim.Hisprocessofidealizingthething-thesoap-dye-didnotstopwhenhehadput a goodproductonthemarketandwhenthatproducthadearnedhimmillionsofdollars.Hetoldme how thatveryafternoonhehadspentthreehourswithJapanesegirlsinNewYork to provehissoap-dyeswouldnotstainthehandsoftheJapanesewomen.himmopthekitchenfloorsthatheranawayfromhome!Althoughhandicappedinchildhoodandyouthwithwhatmostofusconsiderinsurmountablephysicalhandicaps,yethehaslivedlong,workedmuchandretainsenduringvitality.Thoseinwhosetimehefirstworked-HelenWilmans,Dr.Adams,Mrs.Eddy,Dr.Stockhamandothers-havelongsincepassed into thegreaterlife.Yet,today(Iknowfromyearsofassociation),heoftenworkstwentyhoursoutoftwenty-fourandfindslifeandthework a joybecausehelovesboth.YouandImaynotwish to workthus,yetitgivesonegreatconsciousnessofpower to knowthatsomeonehasattainedsuchspiritualcontactwithLifethatheisable to doso.Hisrecreationispainting.After a day'swork,usuallyfromeighteen to twentyhours,hepaints to resthimselfbeforegoing to sleep.Hepaintsatsuchtimeswithphenomenalrapidity.Hehasworkedmuchandallhehasdoneorwrittenisoriginal.Inpointoffact,hehasdonesomanyoriginalthingsthatmanyfinditdifficult to keeptrackofhiswork.Morethantwentyyearsagohewroteofthevalueofvitamins,nowbeingacceptedbythemedicalprofession; a generationagoheprovedthesolarplexus to be a brainbyitself, a statementthenridiculedbybiologistsbutnowaccepted;seventeenyearsagohediscoveredthattoneismostresonantlyprojectedontheparaboliccurveanditisjustnowbeingusedbyengineers to securevaluablepatents;withinthisdecadehehasformulated a newscienceofsociologywhichconservativeFrenchthinkershavecalled"epochmaking."Hewasthefirstman to workout a newscienceoftheartsunifyingthebasicprinciplesofmusic,literature,painting,sculptureandarchitecture; to workoutneuralreaction;and to provethatnewbrainstructurecanbedevelopedbyconsciousfunctioningjustasBurbankprovedthatnewplantstructurescanbedeveloped.Inthisbookonethoughtdeservesmorethanpassingmention.Duringthecenturiesphilosophershavesoughtthebasisofthesoul'sfaithintheunityofallthings.Clearly to presentthatbasisofunityisnow,Iknow,BrownLandone'sonegreatlifeaim.Hemayormaynotsucceedinmakingtheworldconsciousofthisunity,butatleasttheattemptinTheSpiritofMattercomesnearermakingusknowthatthespiritualandmaterialworldareonethananythingwrittenpreviously.Withsuch a consciousnessoftheunityofallthingsofspiritandofmatter,thefaithisstrongandthewayisclear to make ouridealscometrue.HehaddonethisbecausereportshadcomefromJapanthatthedyesdidstainthehandsofJapanesegirls.Hebeganhisworkbyidealizingthethingheintended to manufacture;hehadidealizedthethingeverydaysincehefirstconceivedit;andheisstillidealizingthatsamething.Isit any wonderthathisfaceglows,thathiseyesshine,thathistoneisenthusiasticandthatheismakingmillions?Heisnot a so-called“manofideals,”butheputsidealizing into action.Heidealizeseverything,evencommonlabor;hewasactuallyhappytellingmethatheandhiswifemadethefirstdyesintheirownhomeinstewpotsanddish-pansandthat,whilehewasmakingtheboxesinwhich to shipthedyes,hiswifewasoutpeddlingthem.Hehasidealizedtheservicethedyesrender to millionsofwomenandthejustrewards to himself.Consequently,heis successful. Heisworthmillions,madeinlessthanfouryears;hewasable to sendhistwoboys to college.TherearePhariseestodayastherewereinChrist'stime.Whatvalueareyouridealsunlessyouusethem?Thegreatmasterhassaidthatunlessweusethetalentswehaveeventhatwhichwehaveshallbetakenaway.Itisnotholdingidealsthatmakesdesirescometrue.Itisusingideals.Thefirststepis to idealizethethingwithwhichyouareworking. A BILLIONDOLLARSBYIDEALIZINGTHEMOVEMENTOFTHINGSCHAPTER16Everyonewantsabundance-abundanceofallthings!And,specifically,everyonewantsmoneyandallthingsthattaketheplaceofmoney.Canyou turn a desireformoneydirectly into money?No,certainlynot!Moneyistheresultofabundance,notabundanceitself.Letusagreeuponthemeaningoftheterm.Whenonefriendisthinkingof a Persiancatandanotheristhinkingofanordinaryhousecat,bothwilldisagreewithwhatIamsayingabout a catifIamthinkingandtalkingof a wildcat.Thereforequalifyatoncethewordabundance.Onemeaningofthewordissufficiency-enough to meetallourtrueneeds,presentandfuture.IdealizingtheProcess to SecureAbundanceshouldnotbelimited to securingmoneydirectly.Otherfactorsaremoreimportant.Theyareanabundanceofideas,recognitionoftheabundantopportunitiesthatsurroundyou,andbeingabundantlyprepared to make useofthem.Lackofmaterialabundanceisnot a lackofideas;butmoney-lackalwaysindicates a povertyofidealsregardingtherightprocessesofgettingmoney.Onceallhairpinsweremadeofstraightwireandwerealwaysmoving-alwaysslippingoutofthelady'shair.Millionsofwomenweredisturbedaboutitforscoresofyearsandmanypeople-millionsofthem-hadideasaboutit.Hundredsofthousandsconsciouslydesiredandwishedforsomethingbetterandthoughtaboutit.Nothing,however,resultedfromtheideasandthoughtsofthesehundredsofthousands.Not a oneofthemevermade a centoutofhisorherideasorthoughts.Therewasnoabundanceinthem.But,therewasabundanceintheidealof a hairpinwhichofitselfpreventeditselffrommovingeasily.Themanwhoidealizedandproducedthecrinklywirehairpinisnow a multi-millionaire.Abundancealwaysresidesinanideal,-whetherofpropertyormanagementormanufacturingorpositionorwhatnot;itresidesinidealizingeventhedetailedpartsofthingsandthemovementofsocommon a substanceasoil.ThestepsintheIdealizingProcesswhichbroughtsuccess to Mr.Rockefellerwere:First,heidealizedoilindetail.Theotheroilmen-thenwealthierthanMr.Rockefeller-thoughtofoilonlyasoil;ascostingsomuchperbarrel,assellingforsomuch,andasbringingsomuchprofit.Mr.Rockefellerthoughtofthesethings,butinadditionheidealizedoilinallitsdetails.Mentallyhevisionedothersubstancesinit-notatalllikeoil.Moreover,heidealizedtheprocessesofseparatingthesefromtheoil,andoutofthesecametheby-products.Today,itissaid,theStandardOilCompanycouldgiveawayallitsoilandyetpaygooddividendsoutoftheprofitsofitsby-products.Letusbejust:thiswealthfromthebyproductswasdue to thefactthatMr.Rockefellerwaslessrealisticthanothers;heidealizedtheoilthat to otherswasjustoilandnothingmore.Second,Mr.Rockefelleridealizedthemovementofoil.Otheroilmenthoughtoftransportingoiljustasbarrelsofflourandbarrelsofsugararetransported.ButMr.Rockefelleridealizeditinmotion;hesawitflowingandidealizeditflowinginpipes.Hencethepipelinesystem,thesecondgreatsourceofStandardOilprofitsandsupremacy.Againletusbejust-GodandHislawsrule:Mr.Rockefellerwonphenomenalfinancialsuccessbecauseheidealized,morethandidhiscompetitors,thedetailedpartsofthethinganditsmovement.Ontheotherhand,Mr.Rockefellerdidnotidealizehisrelation to therestofsociety.Hethoughtofhimselfas a manstandingalone.Forfortyyearshewassilent,-unwillingthatanyonewithinhiscompaniesshouldgive any ...

... ...

... class="bi x0 y0 w16 h0" alt="" ...

... National history and geography: Historical events; Geographical places.* Media: TV; Newspaper; Radio.* Arts: Literature; Cenima.* Language variation: Cockney ( Here the main focus is on how language ... with a low level of English also have a lowintellect generally. Kramsch (199 2: 125) states “intercultural awareness, as a fundamentalfeature of language and an integral part of language learning, ... being a native speaker is not always an advantage, because in an interculturalapproach, the teacher needs to know something about both cultures. Because this approach iscomparative and is based...

... theblueprint that helps you organize your facts and ideas, so it mustreflect what’s included in your basic essay. For example, many essayscontain five paragraphs: an introductory paragraph, explaining ... ConvinceWhat is the difference between writing an essay to support an idea andan essay to convince someone to think about an idea in a certain way?When you come down to it, both take a position on a ... the war. After Gettysburg, Lee’s armywas never strong enough to go on the attack again. How to Ace Any Test52c04.qxd 6/29/04 1 2:4 1 PM Page 52 (PANTONE 180 U plate)As you write your essay,...