Chapter 1
I
NTRODUCTION
—
THE MAN WHO “THOUGHT” HIS WAY INTO PARTNERSHIP WITH
THOMAS A. EDISON
TRULY, “thoughts are things,” and powerful things at that, when they are mixed
with definiteness of purpose, persistence, and a BURNING DESIRE for their
translation into riches, or other material objects.
A little more than thirty years ago, Edwin C. Barnes discovered how true it is that
men really do THINK AND GROW RICH. His discovery did not come about at
one sitting. It came little by little, beginning with a BURNING DESIRE to become
a business associate of the great Edison.
One of the chief characteristics of Barnes’ Desire was that it was definite. He
wanted to work with Edison, not for him. Observe, carefully, the description of
how he went about translating his DESIRE into reality, and you will have a better
understanding of the thirteen principles which lead to riches. When this DESIRE,
or impulse of thought, first flashed into his mind he was in no position to act upon
it. Two difficulties stood in his way. He did not know Mr. Edison, and he did not
have enough money to pay his railroad fare to Orange, New Jersey. These diffi-
culties were sufficient to have discouraged the majority of men from making any
attempt to carry out the desire.
But his was no ordinary desire! He was so determined to find a way to carry out
his desire that he finally decided to travel by “blind baggage,” rather than be defeated.
(To the uninitiated, this means that he went to East Orange on a freight
train). He presented himself at Mr. Edison’s laboratory, and announced he had
come to go into business with the inventor. In speaking of the first meeting between
Barnes and Edison, years later, Mr. Edison said, “He stood there before
me, looking like an ordinary tramp, but there was something in the expression
of his face which conveyed the impression that he was determined to get what he
had come after. I had learned, from years of experience with men, that when a
man really DESIRES a thing so deeply that he is willing to stake his entire future
on a single turn of the wheel in order to get it, he is sure to win. I gave him the opportunity
he asked for, because I saw he had made up his mind to stand by until
he succeeded. Subsequent events proved that no mistake was made.”
Just what young Barnes said to Mr. Edison on that occasion was far less important
than that which he thought. Edison, himself, said so! It could not have been
the young man’s appearance which got him his start in the Edison office, for that
was definitely against him. It was what he THOUGHT that counted. If the significance
of this statement could be conveyed to every person who reads it, there
would be no need for the remainder of this book.
Barnes did not get his partnership with Edison on his first interview. He did get
a chance to work in the Edison offices, at a very nominal wage, doing work that
was unimportant to Edison, but most important to Barnes, because it gave him
an opportunity to display his “merchandise” where his intended “partner” could
see it. Months went by. Apparently nothing happened to bring the coveted goal
which Barnes had set up in his mind as his DEFINITE MAJOR PURPOSE. But
something important was happening in Barnes’ mind. He was constantly intensifying
his DESIRE to become the business associate of Edison.
Psychologists have correctly said that “when one is truly ready for a thing, it puts
in its appearance.” Barnes was ready for a business association with Edison,
moreover, he was DETERMINED TO REMAIN READY UNTIL HE GOT THAT
WHICH HE WAS SEEKING.
He did not say to himself, “Ah well, what’s the use? I guess I’ll change my mind
and try for a salesman’s job.” But, he did say, “I came here to go into business
with Edison, and I’ll accomplish this end if it takes the remainder of my life.” He
meant it! What a different story men would have to tell if only they would adopt a
DEFINITE PURPOSE, and stand by that purpose until it had time to become an
all-consuming obsession!
Maybe young Barnes did not know it at the time, but his bulldog determination,
his persistence in standing back of a single DESIRE, was destined to mow down
all opposition, and bring him the opportunity he was seeking.
When the opportunity came, it appeared in a different form, and from a different
direction than Barnes had expected. That is one of the tricks of opportunity. It has
a sly habit of slipping in by the back door, and often it comes disguised in the form
of misfortune, or temporary defeat. Perhaps this is why so many fail to recognize
opportunity. Mr. Edison had just perfected a new office device, known at that
time, as the Edison Dictating Machine (now the Ediphone). His salesmen were
not enthusiastic over the machine. They did not believe it could be sold without
great effort. Barnes saw his opportunity. It had crawled in quietly, hidden in a
queer looking machine which interested no one but Barnes and the inventor.
Barnes knew he could sell the Edison Dictating Machine. He suggested this to
Edison, and promptly got his chance. He did sell the machine. In fact, he sold it
so successfully that Edison gave him a contract to distribute and market it all over
the nation. Out of that business association grew the slogan, “Made by Edison
and installed by Barnes.”
The business alliance has been in operation for more than thirty years. Out of
it Barnes has made himself rich in money, but he has done something infinitely
greater, he has proved that one really may “Think and Grow Rich.”
How much actual cash that original DESIRE of Barnes’ has been worth to him,
I have no way of knowing. Perhaps it has brought him two or three million dollars,
but the amount, whatever it is, becomes insignificant when compared with
the greater asset he acquired in the form of definite knowledge that an intangible
impulse of thought can be transmuted into its physical counterpart by the application
of known principles.
Barnes literally thought himself into a partnership with the great Edison! He
thought himself into a fortune. He had nothing to start with, except the capacity
to KNOW WHAT HE WANTED, AND THE DETERMINATION TO STAND BY
THAT DESIRE UNTIL HE REALIZED IT. He had no money to begin with. He
had but little education. He had no influence. But he did have initiative, faith, and
the will to win. With these intangible forces he made himself number one man
with the greatest inventor who ever lived.
Now, let us look at a different situation, and study a man who had plenty of tangible
evidence of riches, but lost it, because he stopped three feet short of the goal
he was seeking.
THREE FEET FROM GOLD
One of the most common causes of failure is the habit of quitting when one is
overtaken by temporary defeat. Every person is guilty of this mistake at one time
or another. An uncle of R. U. Darby was caught by the “gold fever” in the goldrush
days, and went west to DIG AND GROW RICH. He had never heard that
more gold has been mined from the brains of men than has ever been taken from
the earth. He staked a claim and went to work with pick and shovel. The going
was hard, but his lust for gold was definite.
After weeks of labor, he was rewarded by the discovery of the shining ore. He
needed machinery to bring the ore to the surface. Quietly, he covered up the mine,
retraced his footsteps to his home in Williamsburg, Maryland, told his relatives
and a few neighbors of the “strike.” They got together money for the needed machinery,
had it shipped. The uncle and Darby went back to work the mine.
The first car of ore was mined, and shipped to a smelter. The returns proved they
had one of the richest mines in Colorado! A few more cars of that ore would clear
the debts. Then would come the big killing in profits.
Down went the drills! Up went the hopes of Darby and Uncle! Then something
happened! The vein of gold ore disappeared! They had come to the end of the
rainbow, and the pot of gold was no longer there! They drilled on, desperately
trying to pick up the vein again-all to no avail.
Finally, they decided to QUIT. They sold the machinery to a junk man for a few
hundred dollars, and took the train back home. Some “junk” men are dumb, but
not this one! He called in a mining engineer to look at the mine and do a little
calculating. The engineer advised that the project had failed, because the owners
were not familiar with “fault lines.” His calculations showed that the vein would
be found JUST THREE FEET FROM WHERE THE DARBYS HAD STOPPED
DRILLING! That is exactly where it was found!
The “Junk” man took millions of dollars in ore from the mine, because he knew
enough to seek expert counsel before giving up. Most of the money which went
into the machinery was procured through the efforts of R. U. Darby, who was
then a very young man. The money came from his relatives and neighbors, because
of their faith in him. He paid back every dollar of it, although he was years
in doing so.
Long afterward, Mr. Darby recouped his loss many times over, when he made the
discovery that DESIRE can be transmuted into gold. The discovery came after he
went into the business of selling life insurance.
Remembering that he lost a huge fortune, because he STOPPED three feet from
gold, Darby profited by the experience in his chosen work, by the simple method
of saying to himself, “I stopped three feet from gold, but I will never stop because
men say `no’ when I ask them to buy insurance.”
Darby is one of a small group of fewer than fifty men who sell more than a million
dollars in life insurance annually. He owes his “stickability” to the lesson he
learned from his “quitability” in the gold mining business.
Before success comes in any man’s life, he is sure to meet with much temporary
defeat, and, perhaps, some failure. When defeat overtakes a man, the easiest and
most logical thing to do is to QUIT. That is exactly what the majority of men do.
More than five hundred of the most successful men this country has ever known,
told the author their greatest success came just one step beyond the point at which
defeat had overtaken them. Failure is a trickster with a keen sense of irony and
cunning.
It takes great delight in tripping one when success is almost within reach.
A FIFTY-CENT LESSON IN PERSISTENCE
Shortly after Mr. Darby received his degree from the “University of Hard Knocks,”
and had decided to profit by his experience in the gold mining business, he had
the good fortune to be present on an occasion that proved to him that “No”
does not necessarily mean no.
One afternoon he was helping his uncle grind wheat in an old fashioned mill.
The uncle operated a large farm on which a number of colored sharecrop farmers
lived. Quietly, the door was opened, and a small colored child, the daughter of a
tenant, walked in and took her place near the door.
The uncle looked up, saw the child, and barked at her roughly, “what do you
want?” Meekly, the child replied, “My mammy say send her fifty cents.” “I’ll not
do it,” the uncle retorted, “Now you run on home.” “Yas sah,” the child replied.
But she did not move. The uncle went ahead with his work, so busily engaged that
he did not pay enough attention to the child to observe that she did not leave.
When he looked up and saw her still standing there, he yelled at her, “I told you
to go on home! Now go, or I’ll take a switch to you.” The little girl said “yas sah,”
but she did not budge an inch. The uncle dropped a sack of grain he was about to
pour into the mill hopper, picked up a barrel stave, and started toward the child
with an expression on his face that indicated trouble.
Darby held his breath. He was certain he was about to witness a murder. He knew
his uncle had a fierce temper. He knew that colored children were not supposed
to defy white people in that part of the country.
When the uncle reached the spot where the child was standing, she quickly
stepped forward one step, looked up into his eyes, and screamed at the top of her
shrill voice, “MY MAMMY’S GOTTA HAVE THAT FIFTY CENTS!”
The uncle stopped, looked at her for a minute, then slowly laid the barrel stave on
the floor, put his hand in his pocket, took out half a dollar, and gave it to her. The
child took the money and slowly backed toward the door, never taking her eyes
off the man whom she had just conquered.
After she had gone, the uncle sat down on a box and looked out the window into
space for more than ten minutes. He was pondering, with awe, over the whipping
he had just taken. Mr. Darby, too, was doing some thinking. That was the first
time in all his experience that he had seen a colored child deliberately master an
adult white person. How did she do it? What happened to his uncle that caused
him to lose his fierceness and become as docile as a lamb? What strange power
did this child use that made her master over her superior? These and other similar
questions flashed into Darby’s mind, but he did not find the answer until years
later, when he told me the story.
Strangely, the story of this unusual experience was told to the author in the old
mill, on the very spot where the uncle took his whipping. Strangely, too, I had
devoted nearly a quarter of a century to the study of the power which enabled an
ignorant, illiterate colored child to conquer an intelligent man.
As we stood there in that musty old mill, Mr. Darby repeated the story of the unusual
conquest, and finished by asking, “What can you make of it? What strange
power did that child use, that so completely whipped my uncle?”
The answer to his question will be found in the principles described in this book.
The answer is full and complete. It contains details and instructions sufficient to
enable anyone to understand, and apply the same force which the little child accidentally
stumbled upon.
Keep your mind alert, and you will observe exactly what strange power came to
the rescue of the child, you will catch a glimpse of this power in the next chapter.
Somewhere in the book you will find an idea that will quicken your receptive
powers, and place at your command, for your own benefit, this same irresistible
power. The awareness of this power may come to you in the first chapter, or it
may flash into your mind in some subsequent chapter. It may come in the form of
a single idea. Or, it may come in the nature of a plan, or a purpose. Again, it may
cause you to go back into your past experiences of failure or defeat, and bring to
the surface some lesson by which you can regain all that you lost through defeat.
After I had described to Mr. Darby the power unwittingly used by the little colored
child, he quickly retraced his thirty years of experience as a life insurance sales
man, and frankly acknowledged that his success in that field was due, in no small
degree, to the lesson he had learned from the child.
Mr. Darby pointed out: “every time a prospect tried to bow me out, without buying,
I saw that child standing there in the old mill, her big eyes glaring in defiance,
and I said to myself, `I’ve gotta make this sale.’ The better portion of all sales I
have made, were made after people had said `NO’.”
He recalled, too, his mistake in having stopped only three feet from gold, “but,”
he said, “that experience was a blessing in disguise. It taught me to keep on keeping
on, no matter how hard the going may be, a lesson I needed to learn before I
could succeed in anything.”
This story of Mr. Darby and his uncle, the colored child and the gold mine, doubtless
will be read by hundreds of men who make their living by selling life insurance,
and to all of these, the author wishes to offer the suggestion that Darby
owes to these two experiences his ability to sell more than a million dollars of life
insurance every year.
Life is strange, and often imponderable! Both the successes and the failures have
their roots in simple experiences. Mr. Darby’s experiences were commonplace
and simple enough, yet they held the answer to his destiny in life, therefore they
were as important (to him) as life itself. He profited by these two dramatic experiences,
because he analyzed them, and found the lesson they taught. But what of
the man who has neither the time, nor the inclination to study failure in search of
knowledge that may lead to success?
Where, and how is he to learn the art of converting defeat into stepping stones to
opportunity?
In answer to these questions, this book was written. The answer called for a description
of thirteen principles, but remember, as you read, the answer you may
be seeking, to the questions which have caused you to ponder over the strangeness
of life, may be found in your own mind, through some idea, plan, or purpose
which may spring into your mind as you read.
One sound idea is all that one needs to achieve success. The principles described
in this book, contain the best, and the most practical of all that is known, concerning
ways and means of creating useful ideas.
Before we go any further in our approach to the description of these principles,
we believe you are entitled to receive this important suggestion....WHEN RICHES
BEGIN TO COME THEY COME SO QUICKLY, IN SUCH GREAT ABUNDANCE,
THAT ONE WONDERS WHERE THEY HAVE BEEN HIDING DURING ALL
THOSE LEAN YEARS.
This is an astounding statement, and all the more so, when we take into consideration
the popular belief, that riches come only to those who work hard and long.
When you begin to THINK AND GROW RICH, you will observe that riches begin
with a state of mind, with definiteness of purpose, with little or no hard work.
You, and every other person, ought to be interested in knowing how to acquire
that state of mind which will attract riches. I spent twenty-five years in research,
analyzing more than 25,000 people, because I, too, wanted to know “how wealthy
men become that way.
Without that research, this book could not have been written. Here take notice of
a very significant truth, viz:
The business depression started in 1929, and continued on to an all time record of
destruction, until sometime after President Roosevelt entered office. Then the depression
began to fade into nothingness. Just as an electrician in a theatre raises
the lights so gradually that darkness is transmuted into light before you realize it,
so did the spell of fear in the minds of the people gradually fade away and become
faith.
Observe very closely, as soon as you master the principles of this philosophy, and
begin to follow the instructions for applying those principles, your financial status
will begin to improve, and everything you touch will begin to transmute itself
into an asset for your benefit. Impossible? Not at all!
One of the main weaknesses of mankind is the average man’s familiarity with the
word “impossible.” He knows all the rules which will NOT work. He knows all
the things which CANNOT be done. This book was written for those who seek the
rules which have made others successful, and are willing to stake everything on
those rules. A great many years ago I purchased a fine dictionary. The first thing I
did with it was to turn to the word “impossible,” and neatly clip it out of the book.
That would not be an unwise thing for you to do. Success comes to those who
become SUCCESS CONSCIOUS.
Failure comes to those who indifferently allow themselves to become FAILURE
CONSCIOUS.
minds from FAILURE CONSCIOUSNESS to SUCCESS CONSCIOUSNESS.
Another weakness found in altogether too many people, is the habit of measuring
everything, and everyone, by their own impressions and beliefs. Some who will
read this, will believe that no one can THINK AND GROW RICH. They cannot
think in terms of riches, because their thought habits have been steeped in poverty,
want, misery, failure, and defeat.
These unfortunate people remind me of a prominent Chinese, who came to America
to be educated in American ways. He attended the University of Chicago. One
day President Harper met this young Oriental on the campus, stopped to chat
with him for a few minutes, and asked what had impressed him as being the most
noticeable characteristic of the American people.
“Why,” the Chinaman exclaimed, “the queer slant of your eyes. Your eyes are off
slant!” What do we say about the Chinese? We refuse to believe that which we do
not understand. We foolishly believe that our own limitations are the proper measure
of limitations. Sure, the other fellow’s eyes are “off slant,” BECAUSE THEY
ARE NOT THE SAME AS OUR OWN. Millions of people look at the achievements
of Henry Ford, after he has arrived, and envy him, because of his good fortune, or
luck, or genius, or whatever it is that they credit for Ford’s fortune. Perhaps one
person in every hundred thousand knows the secret of Ford’s success, and those
who do know are too modest, or too reluctant, to speak of it, because of its simplicity.
A single transaction will illustrate the “secret” perfectly.
A few years back, Ford decided to produce his now famous V-8 motor. He chose
to build an engine with the entire eight cylinders cast in one block, and instructed
his engineers to produce a design for the engine. The design was placed on paper,
but the engineers agreed, to a man, that it was simply impossible to cast an eightcylinder
gas engine block in one piece.
Ford said, “Produce it anyway.” “But,” they replied, “it’s impossible!” “Go ahead,”
Ford commanded, “and stay on the job until you succeed no matter how much
time is required.”
The engineers went ahead. There was nothing else for them to do, if they were
to remain on the Ford staff. Six months went by, nothing happened. Another six
months passed, and still nothing happened. The engineers tried every conceivable
plan to carry out the orders, but the thing seemed out of the question; “impossible!”
At the end of the year Ford checked with his engineers, and again they informed
him they had found no way to carry out his orders.
“Go right ahead,” said Ford, “I want it, and I’ll have it.” They went ahead, and
then, as if by a stroke of magic, the secret was discovered.
The Ford DETERMINATION had won once more!
This story may not be described with minute accuracy, but the sum and substance
of it is correct. Deduce from it, you who wish to THINK AND GROW RICH, the
secret of the Ford millions, if you can. You’ll not have to look very far. Henry Ford
is a success, because he understands, and applies the principles of success. One
of these is DESIRE: knowing what one wants. Remember this Ford story as you
read, and pick out the lines in which the secret of his stupendous achievement
have been described. If you can do this, if you can lay your finger on the particular
group of principles which made Henry Ford rich, you can equal his achievements
in almost any calling for which you are suited.
YOU ARE “THE MASTER OF YOUR FATE, THE CAPTAIN OF YOUR
SOUL,” BECAUSE...
When Henley wrote the prophetic lines, “I am the Master of my Fate, I am the Captain
of my Soul,” he should have informed us that we are the Masters of our Fate,
the Captains of our Souls, because we have the power to control our thoughts.
He should have told us that the ether in which this little earth floats, in which we
move and have our being, is a form of energy moving at an inconceivably high
rate of vibration, and that the ether is filled with a form of universal power which
ADAPTS itself to the nature of the thoughts we hold in our minds; and INFLUENCES
us, in natural ways, to transmute our thoughts into their physical equivalent.
If the poet had told us of this great truth, we would know WHY IT IS that we are
the Masters of our Fate, the Captains of our Souls. He should have told us, with
great emphasis, that this power makes no attempt to discriminate between destructive
thoughts and constructive thoughts, that it will urge us to translate into
physical reality thoughts of poverty, just as quickly as it will influence us to act
upon thoughts of riches.
He should have told us, too, that our brains become magnetized with the dominating
thoughts which we hold in our minds, and, by means with which no man
is familiar, these “magnets” attract to us the forces, the people, the circumstances
of life which harmonize with the nature of our dominating thoughts.
He should have told us, that before we can accumulate riches in great abundance,
we must magnetize our minds with intense DESIRE for riches, that we must become
“money conscious until the DESIRE for money drives us to create definite
plans for acquiring it.
But, being a poet, and not a philosopher, Henley contented himself by stating a
great truth in poetic form, leaving those who followed him to interpret the philosophical
meaning of his lines.
Little by little, the truth has unfolded itself, until it now appears certain that the
principles described in this book, hold the secret of mastery over our economic
fate.
We are now ready to examine the first of these principles. Maintain a spirit of
open-mindedness, and remember as you read, they are the invention of no one
man. The principles were gathered from the life experiences of more than 500
men who actually accumulated riches in huge amounts; men who began in poverty,
with but little education, without influence. The principles worked for these
men. You can put them to work for your own enduring benefit.
You will find it easy, not hard, to do.
Before you read the next chapter, I want you to know that it conveys factual information
which might easily change your entire financial destiny, as it has so
definitely brought changes of stupendous proportions to two people described.
I want you to know, also, that the relationship between these two men and myself,
is such that I could have taken no liberties with the facts, even if I had wished to
do so. One of them has been my closest personal friend for almost twenty-five
years, the other is my own son. The unusual success of these two men, success
which they generously accredit to the principle described in the next chapter,
more than justifies this personal reference as a means of emphasizing the far-
flung power of this principle.
Almost fifteen years ago, I delivered the Commencement Address at Salem College,
Salem, West Virginia. I emphasized the principle described in the next chapter,
with so much intensity that one of the members of the graduating class defi-
nitely appropriated it, and made it a part of his own philosophy. The young man
is now a Member of Congress, and an important factor in the present administra-
tion. Just before this book went to the publisher, he wrote me a letter in which
he so clearly stated his opinion of the principle outlined in the next chapter, that
I have chosen to publish his letter as an introduction to that chapter. It gives you
an idea of the rewards to come.
“My dear Napoleon:
“My service as a Member of Congress having given me an insight into the problems of men and
women, I am writing to offer a suggestion which may become helpful to thousands of worthy
people.
“With apologies, I must state that the suggestion, if acted upon, will mean several years of
labor and responsibility for you, but I am en-heartened to make the suggestion, because I know
your great love for rendering useful service.
“In 1922, you delivered the Commencement address at Salem College, when I was a member’
of the graduating class. In that address, you planted in my mind an idea which has been responsible
for the opportunity I now have to serve the people of my State, and will be responsible, in
a very large measure, for whatever success I may have in the future.
“The suggestion I have in mind is, that you put into a book the sum and substance of the address
you delivered at Salem College, and in that way give the people of America an opportunity to
profit by your many years of experience and association with the men who, by their greatness,
have made America the richest nation on earth.
“I recall, as though it were yesterday, the marvelous description you gave of the method by
which Henry Ford, with but little schooling, without a dollar, with no influential friends, rose to
great heights. I made up my mind then, even before you had finished your speech, that I would
make a place for myself, no matter how many difficulties I had to surmount.
“Thousands of young people will finish their schooling this year, and within the next few years.
Every one of them will be seeking just such a message of practical encouragement as the one I
received from you. They will want to know where to turn, what to do, to get started in life. You
can tell them, because you have helped to solve the problems of so many, many people.
“If there is any possible way that you can afford to render so great a service, may I offer the
suggestion that you include with every book, one of your Personal Analysis Charts, in order that
the purchaser of the book may have the benefit of a complete self-inventory, indicating, as you
indicated to me years ago, exactly what is standing in the way of success.
“Such a service as this, providing the readers of your book with a complete, unbiased picture of
their faults and their virtues, would mean to them the difference between success and failure.
The service would be priceless.
“Millions of people are now facing the problem of staging a come-back, because of the depression,
and I speak from personal experience when I say, I know these earnest people would welcome
the opportunity to tell you their problems, and to receive your suggestions for the solution.
“You know the problems of those who face the necessity of beginning all over again. There are
thousands of people in America today who would like to know how they can convert ideas into
money, people who must start at scratch, without finances, and recoup their losses. If anyone
can help them, you can.
“If you publish the book, I would like to own the first copy that comes from the press, personally
autographed by you. “With best wishes, believe me
,
“Cordially yours,
“JENNINGS RANDOLPH”
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