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Title: Initiative Psychic Energy

Author: Warren Hilton

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Language: English

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*** START OF THE PROJECT GUTENBERG EBOOK INITIATIVE
PSYCHIC ENERGY ***

Applied Psychology

INITIATIVE
PSYCHIC ENERGY
Being the Sixth of a Series of
Twelve Volumes on the Applications
of Psychology to the Problems of
Personal and Business
Efficiency

BY

WARREN HILTON, A.B., L.L.B.
FOUNDER OF THE SOCIETY OF APPLIED PSYCHOLOGY

ISSUED UNDER THE AUSPICES OF

THE LITERARY DIGEST

FOR

The Society of Applied Psychology
NEW YORK AND LONDON
1920

COPYRIGHT 1914
BY THE APPLIED PSYCHOLOGY PRESS
SAN FRANCISCO

CONTENTS

Chapter Page

I. MENTAL SECOND WIND
STICKING TO THE JOB 3
THE LAGGING BRAIN 4
RESERVE SUPPLIES OF POWER 5
"BLUE" MONDAYS 6
HOW TO STRIKE ONE'S STRIDE 7
THE SPUR OF DESIRE 8
HOW TO RELEASE STORED-UP ENERGIES 9
THE LAWYER WHO "OVERWORKS" 10
EXCITEMENT AND THE HERO 12
ENDURING POWER OF MIND 15
II. RESERVES OF POWER
MAN'S POTENTIAL AND KINETIC ENERGIES 19
HOLDING THE TOP PACE 20
GENIUS AND THE MASTER MAN 21
MENTAL EFFECTS OF CITY LIFE 22
NEW-FOUND ENERGIES EXPLAINED 24
QUICKENED MENTALITY 25
FAST LIVING AND LONG LIVING 26
PROFESSOR PATRICK'S EXPERIMENTS 27
RATIO BETWEEN REPAIR AND DEMAND 28
PYGMIES AND GIANTS 29
TRANSFORMING INERTNESS INTO ALERTNESS 30

HOW THE MIND ACCUMULATES ENERGY 31
THE THRESHOLD OF INHIBITION 32
HIDDEN STRENGTH 33
GIVING A MAN SCOPE 34
III. THE INITIATIVE ENERGY OF SUCCESS
SOURCES OF PERSISTENCE 39
IMPORTANCE OF THE MENTAL SETTING 41
IDEAS ALL MEN RESPOND TO 42
HOW TO EXALT THE PERSONALITY 43
"GOOD STARTERS" AND "STRONG FINISHERS" 44
STEPS IN SELF-DEVELOPMENT 45
SAVING A THOUSAND A YEAR 46
LOOKING FOR A "SOFT SNAP" 47
DRAWING POWER FROM ON HIGH 48
THE MAN WHO LASTS 50
IV. HOW TO AVOID WASTES THAT DRAIN
THE ENERGY OF SUCCESS
SPEEDING THE BULLET WITHOUT AIMING 53
WHY MOST MEN FAIL 54
THE SUCCESSFUL PROMOTER 56
THE HUMAN DYNAMO 57
COOL BRAINS AND HOT BOXES 58
MARVELOUS INCREASED EFFICIENCY
HANDLING "PIG" 59
"OVERLOADED" HUMAN ENGINES 60
SCIENTIFIC MANAGEMENT OF SELF 61
PHYSIOLOGICAL CAUSES OF WASTE 62
TESTS FOR SENSORY DEFECTS 63
MENTAL FRICTION AND INNER WHIRLWINDS 65
PROMINENT TRAITS OF GREAT ACHIEVERS 67
WHY A MAN BREAKS DOWN 70
HOW TO ECONOMIZE EFFORT 71

HOW YOUR MENTAL CAPITAL IS DISSIPATED 72
CONQUERING INDECISION 73
WHY "CHRISTIAN SCIENCE" WORKS 74
HOW TO RELEASE PENT-UP POWER 75
PROPER RATIO BETWEEN WORK AND REST 77
DETERMINING YOUR NORM OF EFFICIENCY 79
V. THE SECRET OF MENTAL EFFICIENCY
WHERE ENERGY IS STORED 83
BODILY EFFECTS OF IDEAS 84
IMPULSES AND INHIBITIONS 85
TRAINING FOR MENTAL "TEAM-WORK" 87
RUST AND THE "DAILY GRIND" 88
IDEAS THAT HARMONIZE 89
FIVE RULES FOR CONSERVING ENERGY 90
BUSINESS LUCK AND "BLUE-SKY" THEORIES 94
DEVICES FOR COMMERCIAL EFFICIENCY 95

Chapter I
MENTAL SECOND WIND

Are you an unusually persevering and persistent person?
Sticking to the
Job Or, like most of us, do you sometimes find it difficult to
stick to the job until it is done? What is your usual
experience in this respect?
Is it not this, that you work steadily along until of a sudden you become
conscious of a feeling of weariness, crying "Enough!" for the time being,
and that you then yield to the impulse to stop?
Assuming that this is what generally happens, does this
The Lagging
feeling of fatigue, this impulse to rest, mean that your Brain
mental energy is exhausted?
Suppose that by a determined effort of the will you force your lagging brain
to take up the thread of work. There will invariably come a new supply of
energy, a "second wind," enabling you to forge ahead with a freshness and
vigor that is surprising after the previous lassitude.
Nor is this all. The same process may be repeated a second time and a third
time, each new effort of the will being followed by a renewal of energy.
Many a man will tell you that he does his best work in the
Reserve
Supplies of wee watches of the morning, after tedious hours of
Power persevering but fruitless effort. Instead of being exhausted
by its long hours of persistent endeavor, the mind seems
now to rise to the acme of its power, to achieve its supreme
accomplishments. Difficulties melt into thin air, profound problems find
easy solution. Flights of genius manifest themselves. Yet long before
midnight such a one had perhaps felt himself yield to fatigue and had tied a
wet towel around his head or had taken stimulants to keep himself awake.

The existence of this reserve supply of energy is manifested in physical as
well as mental effort.
Men who work with their heads and men who work with their hands,
scholars and Marathon runners, must alike testify to the existence of reserve
supplies of power not ordinarily drawn upon.
If we do not always or habitually utilize this reserve
"Blue"
power, it is simply because we have accustomed ourselves Mondays
to yield at once to the first strong feeling of fatigue.
Evidence of this same fact appears in our feelings on different days. How
often does a man get up from his breakfast-table after a long night's rest,
when he should be feeling fresh and invigorated, and say to himself, "I don't
feel like working today." And it may take him until afternoon to get into his
workaday stride, if, indeed, he reaches it at all.
You cannot yourself be immune from the feeling on
How to Strike
One's Stride certain days that you are not at your best. Somehow or
other, your wits seem befogged. You hesitate to undertake
important interviews. Your interest lags. And though crises arise in your
business, you feel weighted down and unable to meet them with that shrewd
discernment and decisiveness of action of which you know yourself
capable.
But you realize, in your inmost self, that if you continue to exert the will
and persistently hold yourself to the business in hand, sooner or later you
will warm to the work, enthusiasm will come, the clouds will be dispelled,
the husks will fly. Yet you have had no rest; on the contrary, you have, by
continued conscious effort, consumed more and more of your vital energy.
Obviously it was not rest that you needed.
The Spur of
Desire
What you required was the impulse of some strong desire
that should carry you over the threshold of that first inertia into the wide
field of reserve energy so rarely called upon and so rich in power.
Under the lashings of necessity, or the spur of love or ambition, men
accomplish feats of mental and physical endurance of which they would

have supposed themselves incapable. Here is what a certain lawyer says of
his early struggles:
"When I was twenty-three years old, married, and with a
How to
Release family to support, I entered the law course of a great
Stored-Up university. Of the many students in my class, seven,
Energies including me, were making a living while studying law.
"By special arrangement, I was relieved from attendance at lectures and
simply required to pass examinations on the various subjects, and was thus
enabled to retain my place as principal of a large public school. During the
third and last year of my law course, I was principal of a public day school
of two thousand children and an alternate night school with an enrolment of
seven hundred and fifty, and I worked at the law three nights in the week
and all day Sunday.
"After eight months of this, the final examinations came
The Lawyer
around. They consumed a full week—from nine in the Who
morning until five or six at night. I had no opportunity for "Overworks"
review, so I rented a room near the law school to save the
time going and coming and reviewed each night the subjects of examination
for the following day.
"I did not sleep more than two hours any night in that week. On Thursday,
while bolting a bit of luncheon, a fishbone stuck in my throat. Fearful of
losing the result of my year's effort, I returned to my work, suffering much
pain, and kept at it until Saturday night, when the examinations were
concluded. The next day the surgeon who removed the fishbone said there
was no reason why I should not have had 'a bad case of gangrene.'
"When I look back on that year's work I don't see how I stood it. I don't see
how I kept myself at it, day in, day out, month after month without rest,
recreation or relief. I am sure I could never go through it again, even if I
had the courage to undertake it.
"I ranked second in a class of one hundred and eighty in my law
examinations, won the second prize for the best graduating thesis, received
a complimentary vote for class oratorship, and much to my surprise was
soon after offered an assistant superintendency of the public schools by the

school board, who knew nothing of my studies and thought my work as a
teacher worthy of promotion.
"It was not only the hardest year's work but the best year's work I ever did.
It exemplifies my invariable experience that the more we want to do the
more we can do and the better we can do it."
The following is an extract from a letter quoted by
Excitement
and the Hero Professor James as written by Colonel Baird-Smith after
the siege of Delhi in 1857, to the success of which he
largely contributed:
"My poor wife had some reason to think that war and disease, between
them, had left very little of a husband to take under nursing when she got
him again. An attack of scurvy had filled my mouth with sores, shaken
every joint in my body and covered me all over with scars and livid spots,
so that I was unlovely to look upon. A smart knock on the ankle joint from
the splinter of a shell that burst in my face, in itself a mere bagatelle of a
wound, had been of necessity neglected under the pressing and insistent
calls upon me, and had grown worse and worse until the whole foot below
the ankle became a black mass and seemed to threaten mortification. I
insisted, however, on being allowed to use it until the place was taken,
mortification or no; and though the pain was sometimes horrible I carried
my point and kept up to the last.
"On the day after the assault I had an unlucky fall on some bad ground, and
it was an open question for a day or two whether I hadn't broken my arm at
the elbow. Fortunately it turned out to be only a severe sprain, but I am still
conscious of the wrench it gave me. To crown the whole pleasant catalogue,
I was worn to a shadow by a constant diarrhoea and consumed as much
opium as would have done credit to my father-in-law (Thomas De
Quincey).
"However, thank God, I have a good share of Tapleyism in me and come
out strong under difficulties. I think I may confidently say that no man ever
saw me out of heart or ever heard a complaining word from me even when
our prospects were gloomiest. We were sadly crippled by cholera, and it
was almost appalling to me to find that out of twenty-seven officers I could

only muster fifteen for the operations of the attack. However, it was done,—
and after it was done came the collapse.
"Don't be horrified when I tell you that for the whole of
Enduring
the actual siege, and in truth for some little time before, I Power of Mind
almost lived on brandy. Appetite for food I had none, but I
forced myself to eat just sufficient to sustain life, and I had an incessant
craving for brandy, as the strongest stimulant I could get. Strange to say, I
was quite unconscious of its affecting me in the slightest degree.
"The excitement of the work was so great that no lesser one seemed to have
any chance against it, and I certainly never found my intellect clearer or my
nerves stronger in my life."
Such is the profound resourcefulness and enduring power of the human
mind.

Chapter II
RESERVES OF POWER

Stored-up energy not in use has been given a name by
Man's
Potential andscientific men. They call it potential energy. In this way it
Kinetic is distinguished from kinetic or circulating energy by
Energies which is meant energy that is at work. For example, a ton
of coal in the bin contains a certain amount of potential
energy, which is capable of being converted into kinetic energy by
combustion.
You have a vast amount of potential energy over and
Holding the
above what you actually use. You have formed the habit of Top Pace
giving up trying a thing as soon as you have spent the
usual amount of effort on it, and this without regard to whether or not you
have accomplished anything.
While we all have the power of sustained mental activity, not one in ten
thousand of us holds to the top pace.
Worse still, even such mental energy as we do consume is dispersed and
scattered over a multitude of trivial interests instead of being focused upon
some one possessing aim.
We intend to show you how you can lose yourself in your work with an
absorbing passion and how you can at any time make special requisition
upon your hidden stores of potential energy and draw new supplies of
power that will sweep you on to your goal.
More than anything else, it is the ability to do this that lifts
Genius and
the Master the great men of the race above the common run of
Man mortals.
It is this that distinguishes genius from mediocrity. The master man
transforms his vast stores of reserve or potential energy into circulating or

kinetic energy. His work glows with living fire.
Yet, for every such man there are a multitude of others, equally gifted in
some respect, but wanting that mysterious "Open Sesame" which would
discover their hidden mental riches, arouse them from their accustomed
inferiority to their best selves, and transform potentiality into
accomplishment. So it comes about that most of us are gems that shine but
to illumine the "dark unfathomed caves of ocean," flowers born to "blush
unseen."
Take an illustration of the way in which this reserve or
Mental Effect
potential energy is transformed into circulating or kinetic of City Life
energy. Suppose that you are a countryman and come to
live in a large city. The speed with which we do things, our habits of quick
decision, the whirlwind of activities of the busy man in town, appal you.
You cannot see how we live through it. A day in the business district fills
you with terror. The tumult and danger make it seem "like a permanent
earthquake."
But settle down to work here. And in a year you will have "caught the pulse
beat," you will "vibrate to the city's rhythm," and if you only "make good"
in your work, you will enjoy the strain and hurry, you will keep pace with
the best of us, and you will get more out of yourself in a day in the city than
you ever did in a week on the farm.
This change in degree of mental activity does not necessarily mean that you
are making more of a success of life.
Your activities may be ill-directed. Your new-found powers may be
misspent and dissipated.
But you are mentally more alert Your mental forces have been stimulated by
the stirring environment.
And, mark this particularly, a number of mental pictures
New-Found
Energies will pass across the screen of your consciousness today in
Explained the same time that one mental image formerly required.
Now, you have learned that with every idea catalogued in memory, there is
wrapped up and stowed away an associated "feeling tone" and an

associated impulse to some particular muscular action.
Assuming this, you must at once see that here is an explanation of your
new-found energy.
Your quickened step, your new-found decisiveness of action, your more
observant eye, your clear-cut speech instead of the former drawling
utterance, your livelier manner, your freshened enthusiasm and enjoyment
of life—all of these are but manifestations of a quickened intelligence.
They are the working out through the motor paths of
Quickened
mental impulses to muscular action. Mentality

And these impulses to muscular action come thronging into consciousness
because the livelier environment brings about a more rapid reproduction of
memory pictures.
And here comes a particularly striking fact. One would naturally suppose
that the more energy a man consumed, and the faster he lived, the more
quickly his vitality would be exhausted and the shorter his life would be.
As a matter of fact, by the divine beneficence of Providence, your organism
is so ordered as to adapt itself within certain wide limits to the demands
made upon it.
You may call into play all the stored-up resources of your
Fast Living
and Long being and still not stake everything upon a single throw.
Living For the supply of mental energy is as inexhaustible as the
reservoir of all past experience, while the supply of
physical energy involved in brain and nerve activity is, like the immortal
liver of Prometheus, renewed as fast as depleted.
Two sets of facts that have been established by elaborate scientific
experiment will convince you of the truth of these propositions.
Professor Patrick, of the State University of Iowa,
Professor
conducted some of these experiments. He caused three Patrick's
young men to remain awake for four successive days and Experiments
nights. They were then allowed to go to sleep, the purpose
of the experiment being to determine just how much time Nature required

to recuperate from the long vigil. They were allowed to sleep themselves
out, and all woke up thoroughly rested. Yet the one who slept the longest
slept only one-third longer than his customary night's sleep.
You have doubtless had the same experience yourself many times. It all
goes to show that if we are awake four times as long as usual, we do not
make up for it by sleeping four times as long, but four times as soundly, as
customary. The hard-working mechanic requires no more hours of sleep
than the corner loafer, the active man of affairs no more than the dawdler.
The time of tissue repair is about the same with all men
Ratio Between
Repair and under all conditions. It is the rate of repair that varies with
Demand the demand that has been put upon the body.
Again, look at the same subject from the standpoint of food supply. On
what you now eat and drink you have a certain average weight. Eat, digest
and assimilate a larger quantity of food and your weight will increase. This
increase will be greatest at the start and will gradually slow up until you
shall have reached the point beyond which you can gain no more. Given the
same hygienic conditions that you have been accustomed to, you will
maintain yourself at the increased weight on the increased supply of food.
Now, all this involves clearly enough a greatly increased
Pygmies and
rate of activity on the part of the bodily organs of Giants
assimilation and repair. It is a situation on all fours with
that of the countryman whose rate of brain activity has been stimulated by
an increased mental demand.
No man will maintain that better, more nourishing and more liberal food
rations, transformed into increased bodily tissue, with a consequent greater
weight and greater muscular strength, would result in a loss of vitality or
the shortening of a man's life.
Pygmies cannot become giants physically or intellectually.
Transforming
Inertness into But as the puny youth can by systematic exercise broaden
Alertness his frame and develop his muscles into at least a
semblance of the athlete, and can then through his
healthier appetite and his faster rate of repair maintain himself without

effort at the new standard; so can the mentally inert call forth their reserves
of energy and maintain a higher standard of activity and fruitfulness.
Few men live on the plane of their highest efficiency. Few search the
recesses of the well-springs of power. The lives of most of us are passed
among the shallows of the mind without thought of the possibilities that
lurk within the deeper pools.
This accumulation of potential subconscious reserve
How the Mind
energy is a result of the evolution of man and the growing Accumulates
complexity of his life. Energy

No man could, if he would, respond to all the impulses to muscular action
aroused in him by sense-impressions. It would be still less possible for him
to respond to every impulse to muscular action awakened from the past
with the remembered thought with which it is associated.
Desire, interest, attention and the selective will must pick and choose
among these multitudinous tendencies to action.
Here, then, is another fact that has immediate bearing upon your ability to
carry out any ambition you may have. Your every action is the net result of
selection among a number of impulses and inhibitory forces or tendencies.
As a general thing, consciousness is made up of a number
The Threshold
of Inhibitionof conflicting ideas, each with its associated feeling and its
impulse to action. Just what you do in any particular case
depends upon what mental picture is strongest, is most vivid in
consciousness, and thus able to overcome all contrary tendencies.
As life becomes more and more complex, the number and variety of our
sensory experiences increase correspondingly. And so it comes about, that
we have untold millions of sensory experiences, carrying with them the
impulses to muscular response, none of which, on account of the
multiplicity of conflicting ideas, is ever allowed to find release and actually
take form in muscular activity.
The consequence is that only an exceedingly small
Hidden
proportion of the mental energy that is developed within us Strength
is ever actually displayed. The rest is somehow and

somewhere locked up behind the inhibitory threshold. It is stored away in
subconsciousness with the sensory experiences of the past with which it is
associated.
Quoting Mr. Waldo P. Warren: "Much of the strength
Giving a Man
Scope within men is hidden, awaiting an occasion to reveal it.
The head of a department in a great manufacturing concern
severed his connection with the firm, his work falling upon a young man of
twenty-five years. The young man rose to the occasion, and in a very short
time was conceded to be the stronger executive of the two. He had been
with the concern for several years, and was regarded as a bright fellow, but
his marked success was a surprise to all who knew him—even to himself.
"The fact is, the young man had that ability all the time and didn't know it;
and his employers didn't know it. He might have been doing greater things
all along if there had been the occasion to reveal his strength.
"Do you employers and superior officers in business realize how much of
this hidden strength there is in your men? Perhaps a word from you, giving
certain men more scope, would liberate that ability for the development of
both your business and your men.
"Do you workers know your own strength? Are you working up to your
capacity? Or are you accepting the limits which the circumstances place
about you?"

Chapter III
THE INITIATIVE ENERGY OF SUCCESS

In such instances as we have recounted, men have found
Sources of
that persistent effort along certain lines has had the effect Persistence
of making presently available what would otherwise be
simply unused storage batteries of reserve power. What was the source and
inspiration for this persistent effort?
You will say that it was ambition or patriotism or some similar semi-
emotional influence. And so it was. But what is ambition, what is
patriotism, what is any desire but a picturing to the mind's eye of the things
desired, an awakening of a mental image of the result to be attained, the
reward that is to follow certain efforts? And these mental pictures coming
into consciousness have brought with them their associated emotions and
their associated impulses to muscular action, impulses appropriate to the
picture and automatically tending to work its realization.
These impulses constitute the whole of man's achieving power. They are the
Initiative Energy of all Success.
When you are afflicted with doubt and fear, timidity and
Importance of
lack of confidence, this means that your mental inhibitions the Mental
are too numerous, too high or too strong. Remove them Setting
and access is had to the latent energy of accumulated and
creative thought complexes. You will then become buoyant, cheerful,
overflowing with enthusiasm, and ready for a fresh, definite, active part in
life.
Ideas, then, when latent, may be considered as possessing an energizing
influence.
The same idea does not necessarily have the same effect upon the same
persons at different times. What its effect may be at any time or with any

individual depends upon the make-up of the consciousness in which it finds
itself.
The setting of consciousness may be entirely different
Ideas All Men
Respond to upon the present appearance of the particular idea from
what it was on the occasion when this same idea last
appeared. Yesterday there may have been present no conflicting tendencies,
and this particular idea may therefore have been allowed free and joyous
expression. Today other thoughts may be in the ascendency so that we look
upon the idea of yesterday with a feeling of revulsion.
The thought that aroused new energy in you yesterday may then sicken you
at your task today. The thought that stirs the soul of a vigorous man may
shock the sensibilities of a delicate woman.
Yet there are some ideas to which all men in varying
How to Exalt
degrees seem alike to respond. How often in battle have the
the failing spirits of an army been revived by the Personality
appearance of the leader shouting his battle-cry and
waving his shining sword! How often have men been roused to heights of
heroic achievement by the strains of martial music! How often have troops
spent with exhaustion responded to the call of such simple phrases as "The
Flag," "Our Country," "Liberty," or such songs as "The Marseillaise," "God
Save the King," "Dixie"! These phrases are but the signs of ideas, yet the
sounding of these phrases has summoned these ideas into consciousness,
and the summoning of these ideas into consciousness has placed
undreamed-of and immeasurable foot-pounds of energy on the hair-trigger
of action.
And so it is with you. Down deep in the inmost chambers
"Good
Starters" and of your soul are untouched stores of energy that properly
"Strong applied will exalt your personality and illumine your
Finishers" career.
But to find and claim these hidden riches you must persevere. You must
endure.
In a Marathon race it is endurance that wins. The graceful sprinter who is
off with a leap at the bark of the pistol soon falls by the wayside.

Life is a Marathon in which persistence triumphs.
There are many "good starters," but few "strong finishers." That is why the
failures so outnumber the successes.
The man who travels fastest does more than he is told to
Steps in Self-
do. To merely comply with a fixed routine is to fall short Development
of one's duty. The progressive man adds to the work of
today his preparation for the work of tomorrow. He delights in attempting
more and more difficult tasks, because in every task he sets himself he sees
a step forward in the development of his own abilities. He loves his work
more than he loves his pay, and he delves deeper than the exigencies of the
moment require, because he craves the power to do more.
Most men start with enthusiasm. No hours are too long, no task too
difficult. But soon they tire. And lacking will-power to persist, they
succumb to the lure of distracting interests. They become disheartened and
indifferent. And so they fail.
A young man married. He was proprietor of a flourishing
Saving a
Thousand a "general" store in Princeton, Indiana. He and his bride
Year forthwith resolved that they could and would lay aside out
of their income a thousand dollars a year for ten years, by
which time they would have ten thousand dollars and accumulated interest
and could go into business in a big city. At the end of the first year, when
they took stock of their savings, they decided that thereafter, instead of
trying to save a thousand dollars a year for ten years, they would undertake
to save ten dollars a year for a thousand years and would be more apt to
succeed. Today they are just where they began.
You all know such men—men who are always starting and never finishing.
Ninety-five per cent of the men who go into business are
Looking for a
"quitters." The very first disappointment sends them "Soft Snap"
scurrying to cover. They begin to look for a "soft snap"
away from the firing line. Is it any wonder that so few reach any great
success?
That there is an enormous lack of appropriation of energy in most men's
lives is an undoubted fact. Just where this energy is stored, and just what its

eternal significance may be, is immaterial to our purpose.
It may be that this reserve is Nature's safeguard against our extravagance.
It may be, as some philosophers contend, that the subconscious, with its
vast stores of energy, is a higher, more spiritual phase of man.
It may be that the subconscious is for each one of us his
Drawing
Power from on individual segment of the Divine Essence—that it marks
High our "at-one-ment" with God.
It may be that to evoke these latent energies is to call upon those resources
of our being which are the embodiment within us of the spirit of the Creator
of all things.
It may be that this Divine Essence, if adequately aroused, may exert an
absolute transcendence over material things and lift humanity to a God-like
plane.
"What we call man," wrote Emerson, "the eating, drinking, planting,
counting man, does not, as we know him, represent himself, but
misrepresents himself. Him we do not respect; but the real soul whose
organ he is, would he let it appear through his action, would make our knees
bend." "I said, ye are gods," quoth the Psalmist. "Be ye perfect, even as
your Father," was the injunction of the Master.
Whatever the eternal significance of your latent energy may be, the fact
remains that it is yours, and yours to use.
If you are to succeed, if you are to do big things, you must be a man of
"doggedness." You must keep your eyes trained everlastingly upon the
vision of the thing you want. You must stay in the race until you get your
"second wind." You must be master of yourself and draw freely on your
stored-up powers.
Do as we shall tell you in this Course and you will become
The Man Who
Lasts a master man, the kind of man who "lasts," the kind of
man who works his imagination overtime, the kind of man
who can strain his energies to the utmost and then, finding himself still a

failure, can rise "like the glow of the sun" to do bolder and bigger things—
the kind of man who wins.

Chapter IV
HOW TO AVOID WASTES THAT DRAIN THE ENERGY OF
SUCCESS

We have shown you that you have within you the
Speeding the
potentialities of success in the form of latent mental Bullet Without
energy. We have shown you that your ability to achieve Aiming
depends upon your ability to utilize to the full your
underground mental resources.
But success demands that you do more than merely use all your mental
energies. You must use them intelligently.
Most men fail because they speed the bullet without
Why Most
Men Fail aiming. They fire at random, and so bag no game.
Your pent-up mental energy is the powder in the cartridge. Its usefulness
depends upon the man behind the gun.
To succeed in business you must intelligently control and direct (1) your
own mental energies, (2) the mental energies of others.
The course of the average man through life is an aimless zigzag. It has
neither direction nor purpose. It represents wasted energy capriciously
expended.
Mental energy is like water: it has a tendency to scatter. It is diffusive. It
seeks release in a thousand different directions at the same time.
As a boy, first learning to write, you were unable to prevent the
simultaneous squirming of tongue and legs, all ludicrously irrelevant to
your purpose of writing. So now, as a business man, unless you have
learned the secret of self-mastery, you are unable to concentrate your
efforts, your attention is easily distracted, you exhaust yourself in displays
of passion, you are forever doing things during business hours that have no

relation to your business, you are forever doing things in connection with
your business that do not contribute to its progress, you expend just as
much energy as the accomplished executive or the successful "hustler," but
you fritter it away in unprofitable activities.
To correct this is to gain mastery and power.
The Successful
Promoter
Concentrate your mental energies on one thing at a time.
Stop spreading them around. The promoter may have a dozen big
enterprises under way at once, but he takes them up one at a time. He
transfers his whole mind and thought from one to the next. You cannot of
course be eternally doing the same thing; but make no mistake about it, the
only way to succeed at anything is to consciously control your mental
energies. You may throw them now into this attack, now into another; but
you must always have a tight grip on yourself, or you cannot succeed.
You will often hear some "live-wire" business man spoken
The Human
Dynamo of as a "human dynamo." He has the faculty of turning out
a stupendous amount of work in a comparatively short
time. How he can carry in his mind the details of so many large projects,
how he can accomplish so much in actual, tangible results in many
directions, how he can pull the strings of so many enterprises without
getting lost in the maze of detail, is the marvel of his associates. And yet
this man is never "hurried, nor flurried, nor worried." But every word and
every act is straight to the point and productive of results worth while.
"A cool brain is the reverse of a hot box. It carries the
Cool Brains
business of the day along with a steady drive, and is and Hot Boxes
invariably the mark of the big man. The man who
dispatches his work quietly, promptly and efficiently, with no trace of fuss
and flurry, is a big man. It is not the hurrying, clattering and chattering
individual who turns off the most work. He may imagine he is getting over
a lot of track, but he wastes far more than the necessary amount of steam in
doing it. The fable of the hare and the tortoise would not be a bad primer for
a number of us, and the lesson relearned would not only be beneficial in a
business-producing way, but it would help us in the full enjoyment of our
work."

Progress in mental efficiency must result from the
Marvelous
Increased application of knowledge of the mental machine. Just as
Efficiency we watch the steam-engine and the electric motor to see
Handling that they are not "overloaded," so we must watch the
"Pig"
mental machine, that no more power be turned on than can
be profitably employed.
This principle has already been applied to physical labor by Mr. Frederick
W. Taylor in his ground-breaking studies in "scientific management." Mr.
Taylor's celebrated experiments in the handling of pig-iron, by which the
quantity handled in a day by one man was increased from twelve and one-
half tons to forty-seven and one-half tons, "showed that a man engaged in
such extremely heavy work could only be under load forty-three per cent of
the working day, and must be entirely free from load for fifty-seven per
cent, to attain the maximum efficiency."
There is no reason why efficiency in mental effort should
"Overloaded"
not be gauged just as accurately as in muscular activity. If Human
there are times when your wits are not as keen, when you Engines
have not the same grasp of fundamentals, as at other times,
it is because you are mentally "overloaded." It may be the result of a great
variety of causes. It may be from too many hours of continuous mental
effort. But the probabilities are that it is the result of vexation, worry,
dissipation, or allowing the mind to be burdened with the strain of vicious,
or at least irrelevant and distracting, impulses and desires. And so efficiency
is lost.
The "human dynamo" is a man who long ago learned the
Scientific
Management lesson of scientific management of his own mental forces.
of Self He does one thing at a time, and does it the best he knows
how. He directs the whole power of his mentality to the
one problem and solves it with accuracy and dispatch. There is no more of a
"load" on his "gray matter" than there is on that of the fretting, fuming,
finger-biting fritterer, but every pound of steam is spent in useful work.
Look at the victim of St. Vitus' dance. There you have an illustration of
wasted energy. And it is mental energy, for every muscular movement

represents the release of thought power. The mental lives of most men are
equally aimless. They are lives of ceaseless activity producing nothing.
Sometimes it happens that a man is not working to
Psychological
advantage because of some defect in his physical make-up. Causes of
He may have defective vision or some peculiarity of Waste
hearing that renders him unable to respond as quickly as
he should to the demands made upon him. If these defects are ascertained, it
is usually a simple matter to correct the defects by mechanical means or
readjust the relative duties of different persons so that the defects will be
minimized.
Where large numbers of people are employed, it is
Tests for
Sensory comparatively easy to use tests for discovering defects of
Defects sight or hearing by simple apparatus without requiring the
services of a high-priced expert. By adopting these test
methods any manager of a large industrial establishment can satisfy himself
whether his employees are up to certain normal standards. He can even
apply the tests to himself.
Optical tests can be conducted by securing an ordinary letter chart such as is
used by oculists and opticians. Seat the subject twenty feet away. If he can
read all the lines of letters from the largest down to the smallest his eyesight
is practically perfect. In a large percentage of cases the smaller lines of type
are blurred and invisible. To detect the cause and degree of defects of the
eyes it is necessary to try out the eyes by using a trial spectacle frame and
inserting detached lenses before the right eye and the left eye alternately.
One of the most common forms of defective vision is astigmatism. A chart
has been designed with a series of circles and straight lines radiating from
the center. If the subject is astigmatic he will see some of the straight lines
distinctly while others will be blurred. For instance, one or two of the
vertical lines may appear very black and strong while all others will look
like a hazy network. This defect, due to unevenness of the spherical surface
of the eyeball, is easily corrected with properly ground glasses.
Defects in hearing can be easily determined by means of an "acoumeter."
This little instrument measures the acuteness of the hearing very accurately
by means of shot dropped from varying heights upon strips of glass, copper

and cardboard. Tests with this device indicate whether the subject's hearing
is above or below normal.
Stop wasting your energy.
Mental
Friction and
Heretofore you have used your powers in a more or less Inner
haphazard way, with a vast amount of waste and no Whirlwinds
efficient direction. From now on you are to exercise more
intelligence in this respect and make all your energies contribute to your
business progress and your personal success.
You are losing power in fruitless outward activities.
You are losing power in the thinking of useless thoughts. You cannot stop
the ceaseless activity of the mind. But you can conserve its forces by
directing them into channels that are worth while.
You are losing power in a turmoil of inward mental strains and inharmonies.
Catch yourself at some moment when you are forging ahead in a crowded
day's work. You will then see what an inner whirlwind of excitement is in
progress, what stresses and strains are at work, what contrary impulses,
what frictions and obstacles are being overcome.
Now, to the engineer every one of these words—friction, obstacle, strain—
spells loss of efficiency, and in this Course we shall teach you how you may
do away with antagonistic impulses, may bring your combined mental
forces to bear upon the common enemy, and may hurl yourself into the
struggles of business and practical life with a joyful and headlong
impetuosity that no obstacle can withstand.
Professor Walter Dill Scott, of Northwestern University,
Prominent
Traits of Great has said: "In studying the lives of contemporary business
Achievers men, two facts stand out pre-eminently. The first is that
their labors have brought about results that to most of us
would have seemed impossible. Such men appear as giants in comparison
with whom ordinary men sink to the size of pygmies. The second fact,
which a study of successful business men (or any class of successful men)
reveals, is that they never seem rushed for time.

"Such men have time to devote to objects in no way connected with their
business. It cannot be regarded as accidental that this characteristic of mind
is found so commonly among successful men during the years of their most
fruitful labor. According to the American ideal, the man who is sure to
succeed is the one who is continuously 'keyed up to concert pitch'—who is
ever alert and is always giving attention to his business or profession."
And again: "It is not necessarily true that the greatest and most constant
display of energy accompanies the greatest presence of energy. The tug-boat
on the river is constantly blowing off steam and making a tremendous
display of energy, while the ocean liner proceeds on its way without noise
and without commotion. The man who frets and fumes, who is nervous and
excited, is strung up to such a pitch that energy is being dissipated in all
directions."
Many business men know they are going at a pace that kills, and at the
same time they feel that they are accomplishing too little. For such the
pertinent question is, How may I reduce the expenditure of energy without
reducing the efficiency of my labor?
One of the busiest and most efficient men in England is quoted as having
explained his own accomplishment of big results with the least expenditure
of effort: "By organizing myself to run smoothly, as well as my business; by
schooling myself to keep cool, and to do what I have to do without
expending more nervous energy on the task than is necessary; by avoiding
all needless friction. In consequence, when I finish my day's work, I feel
nearly as fresh as when I started."
The late Professor James, of Harvard University, often
Why a Man
referred to as the founder of modern psychology, spoke Breaks Down
thus disparagingly of untrained effort: "Your convulsive
worker breaks down and has bad moods so often that you never know
where he may be when you most need his help,—he may be having one of
his 'bad days.' We say that so many of our fellow-countrymen collapse and
have to be sent abroad to rest their nerves, because they work so hard. I
suspect that this is an immense mistake, I suspect that neither the nature nor
the amount of our work is accountable for the frequency and the severity of
our breakdowns, but that their cause lies rather in those absurd feelings of

hurry and having no time, in the breathlessness and tension, that anxiety of
feature and solicitude for results, that lack of inner harmony and ease, in
short, by which with us the work is apt to be accompanied."
The fact is that to be a truly busy man you must be never
How to
Economize in a hurry. You must work systematically. You must
Effort economize effort. You must permit no distractions and do
your work leisurely. You must take time to think things
over in a natural way. You must waste no thoughts in business hours on
social or pleasurable pursuits that would dissipate your mental capital. You
must work when you work, and you may play when you play, but your
business must be the most fascinating of games and the only one you play
during business hours.
Another thing you need is poise. One trouble with you
How Your
now is that you waste your priceless powers in useless Mental
anxiety. Capital is
Dissipated
The minute business falls off you begin to worry. You
fritter your mental energies in fretting until you are incapable of real
thought, and being unable to think your way out you get excited.
Remember it is all just a game, and you are in it only for the fun of the
thing. You will never win out if you persist in tearing your hair.
Before he crossed the Rubicon Julius Cæsar was staggered at the greatness
of the undertaking before him. The more he reflected and took counsel of
his friends, the greater loomed the difficulties of the attempt and the more
appalling the calamities his passage of that river would bring upon the
Roman world. But when at last with the cry, "The die is cast!" he plunged
into the river, there was an end for him to mental dissension, a freedom to
plan and execute, an expansion of courage and power.
So it will be with you. With doubt and uncertainty the
Conquering
Indecision pressure may be high in the gauge, but the engine does not
move. Make up your mind, and you release energies
previously wasted in conflicts between opposing thought complexes
struggling for supremacy.

A fine illustration of this is shown in the religious
Why
experience known as conversion. To the convert, "Christian
conversion means the profound acceptance of a mighty Science"
spiritual truth. It means positive knowledge taking the Works
place of doubt or indifference. Conflicting ideas are no
longer present in his consciousness. Pent-up energies are released. He wants
to do things. His soul is fired with overmastering impulses to action. He
wants to go forth and preach the gospel of his faith. He is lifted to a high
plane of exhilaration. He experiences the "peace that passeth
understanding."
"Christian Science," "Truth," "The New Thought," and similar movements
all achieve their really marvelous results in much the same way. All
proclaim doctrines of exuberant optimism, having a tendency to banish
fear-thoughts and self-consciousness and self-depreciation, and to set up in
their stead ideas of courage and of achievement and of individual power. If
these teachings are successful—that is to say, if they inherently possess the
right appeal for the particular individual—they have the happy effect of
begetting a stoical indifference to petty physical disorders and social
vexations and bringing about a concentration upon the main business of life
of the mental energies thus previously wasted.
Decide the matter that is troubling you. Make an end of
How to
Release Pent- hesitation and uncertainty and fear. Your very act of
Up Power decision will release large stores of pent-up mental power
and add immeasurably to your effectiveness.
So long as you are in doubt and perplexity conflicting ideas and impulses
balance each other. You are not then a man of action; you are a wavering
coward. You are afflicted with paralysis of will and mental stagnation.
Decide the matter—that is to say, let one mental picture assume a greater
vividness than the other until it possesses your soul—and forthwith the
banked fires of your mental energy will burst into flame.
Another thing: Stop wasting your time.
How much time do you spend in rest and relaxation? How much should you
spend? Can you answer these questions accurately?

Thomas A. Edison has contended for years that four hours'
Proper Ratio
sleep a day was sufficient for any man. He has conducted Between Work
experiments with a large number of men, giving careful and Rest
attention to matters of diet and exercise, and the results
have seemed in a measure to support his theory.
Dr. Fred W. Eastman reports that owing to pressure of work he was recently
unable to get more than three or four hours' sleep out of the twenty-four
during a period of many months, and that so far from being hurt by it he
gained five pounds. He says: "If restoration during sleep is a task so
relatively small, the question arises whether, in order to complete
restoration, it is necessary for us to spend so much time in sleep as we do.
Perhaps on account of popular opinion and personal habit, we waste much
time in this jelly-fish condition that could more profitably be spent in active
pursuit of our ambitions. The answer, of course, depends upon the nature of
our occupations. If there is muscular effort involved, with a correspondingly
large amount of waste in the cells and blood, eight hours or more are
probably necessary. But if the work is of a sedentary nature, and mainly of
the brain, there is naturally a smaller quantity of accumulated waste, and
less time is required for removal. Many are the instances of great men, past
and present, who have lived healthily and worked unceasingly and
strenuously on only four or five hours of sleep, or half the laborer's portion.
Surely we do not suppose that these men were or are physically different
from others, but rather that by inclination or necessity they have developed
a habit of sleeping intensely for a short period, with resulting gain of time
and efficiency."
So far as this matter of relaxation, rest and sleep is
Determining
Your Norm of concerned, the rule to follow is obviously this: Determine
Efficiency accurately by experiment the proper relation between
periods of work and periods of rest in your own case, then
increase your efficiency by maintaining this relation.
In Denmark they feed cows scientifically. Day by day they increase the
allowance of milk-producing food. Day by day the yield of milk increases.
At last there comes a day when measurement shows that there is no longer
any increase in the production of milk. They then decrease the food till the
output of milk diminishes. So they determine the normal.

So with you and your hours of work and leisure. Give more and more time
to your business each day until there comes an impairment in the quality of
your work. Stop short of this. You have found your norm of efficiency.

Chapter V
THE SECRET OF MENTAL EFFICIENCY

You are called upon to master and conserve the innate
Where Energy
energies of your mind. This means that you must (1) find Is Stored
out where these energies are stored, and (2) learn the
conditions that determine their activity.
All past experiences are conserved within us in the form of complexes.
These complexes consist of ideas, emotions and impulses to muscular
activity. By the primary law of association the recall to consciousness of
any one of these component elements of a complex brings with it all the
rest.
For example, the ideas pertaining to any terrifying
Bodily Effects
of Ideas experience, when recalled to consciousness, bring with
them the trembling, the wildly beating heart, the shaking
knees, with which they were originally accompanied. The victim of stage-
fright feels his knees give way and that he is sinking to the floor; his heart
beats tumultuously, cold perspiration covers his body, he blushes, his mouth
is dry, and his voice sticks in his throat. Afterwards, alone in his own room,
the memory of that dreadful moment, the thought of another appearance
before that audience, will be accompanied by the same physiological
effects.
Every such bodily movement is an expression of energy.
Impulses and
The recall to consciousness of the terrifying experience, Inhibitions
the recall of the picture of the assembled audience, these
things automatically produce bodily activities. So we must conclude that
Every idea in memory has associated with it the potential energy necessary
for the production of muscular movement.
It does not necessarily follow that the recall to consciousness of a given
idea will be invariably followed by an outwardly visible muscular activity
expressive of its energy. Just as the mere presence of an idea in

consciousness tends to bring about a movement, so the presence of a
contrary idea will tend to inhibit it.
Try to imagine that you are bending your forefinger. At the same time hold
it straight. Your finger will actually tremble with the dammed-up energy of
the repressed impulse. But the finger will not actually move, because the
idea of its not moving is just as much a part of your consciousness as the
idea of its moving. Put out of your consciousness this thought of the finger's
not moving, and forthwith the finger will bend.
Your conduct during your waking hours is thus always the result of
opposing forces, some tending in one direction, others tending to counteract
the first. Thus there comes about a great waste of mental power and an
appalling loss of individual efficiency.
In the language of sport, you are suffering from a lack of
Training for
Mental "Team- mental "team work." The effect is the same as if the
Work" members of a football team, instead of combining their
forces against the opposing side, should spend their time in
restraining one another.
It requires but one step, and not a difficult one at that, to lead you to the
conclusion that the solution of this problem lies in having in consciousness
at any one moment only such ideas as harmonize. Let that condition prevail,
and the potential energies of all ideas in consciousness must flow together
in a broad stream of useful and exhilarating activity.
Your work should be a source of pleasure to you. If it is
Rust and the
simply a disagreeable task that has to be performed, if it is "Daily Grind"
a "daily grind," if you have to hold yourself to it by
unremitting effort of the will, you are no better than a rusty engine, and all
your workings will be accompanied by jars, frictions, and complaining
squeaks that bespeak a positively wicked loss of power.
Hold the right thoughts persistently in mind, and you cannot help working
steadily on toward the goal you are thinking of. Keep steadily at work with
the right thoughts persistently in mind and success is sure to come.
Success, then, lies in the concentration of mental energies. And this
concentration is to be brought about by holding in consciousness only those

ideas that harmonize.
There must be the greatest discrimination and care used in
Ideas That
Harmonize the selection of these ideas that are to constitute such a co-
ordinating consciousness. There must be a "re-imaging" or
imagination in a literal and practical sense of those ideas only that carry
with them impulses to motion in the same general direction. You must have
a set purpose in life, and you must yield your powers without hindrance and
without reservation to the accomplishment of that set purpose.
I. You must exercise deliberate, patient and persistent
Five Rules for
watchfulness to detect and repress all useless bodily Conserving
movements. You have all sorts of silly habits, twitchings, Energy
jerkings, itchings, winkings, shrugs, frowns, coughs,
snifflings and odd and meaningless gestures. Watch yourself. Do these
things no more. Save your eyes and ears and hands and nerves, all your
mental energy, for useful effort.
II. You must give yourself, mind and body, to one thing at a time,
disregarding all that would lure you from your chosen task.
III. You must acquire a self-conscious sense of your own self-mastery. It will
help you to acquire this feeling if you will continually assert, "I can and will
accomplish anything that I am determined upon! I have the power of will! I
will accomplish this thing! I will!" Make these assertions with all the force
and intensity of your whole being until you are pervaded with a sense of
your own power. Do this faithfully, and in time this courageous and manly
attitude will become an inherent part of your personality.
IV. You must have confidence. And when we say confidence we do not
mean a purely intellectual conviction. We mean a profoundly emotional
faith. It will help you to cultivate this feeling of confidence if you will
affirm many times a day, "I have implicit confidence in myself! I have
perfect faith in my own powers! I am absolute master of myself and of my
career!" Practice affirmations of this kind persistently, and in time your
mind will have permanently acquired the habit of facing the facts of life in
the way essential to success.

V. You must exert a favorable influence upon the mental attitude of those
about you. This is not so difficult as it would appear. You cannot yourself
acquire will-power, confidence and courage without impressing others with
your possession of these qualities. Personalities are revealed one to another
by faint and suggestive activities all unconsciously perceived. Your
concentration of energy will inspire others. You will radiate an
"atmosphere" of success. You will subtly influence your associates. You
will be a force to reckon with, and the world will know it. Your air of
success will draw others to you, will bring business and goodwill, and men
and money will seek a share in your enterprises.
Master your mental energies, train them, concentrate them,—thus only may
you win riches with honor.
Thus broadly put, there is, or perhaps it would be more accurate to say there
seems to be, nothing startlingly new about this proposition.
The world has always realized that singleness of purpose, concentration of
effort, is essential to success.
But in the past the world has possessed no formula by which these qualities
might be acquired.
Men have endeavored to create in themselves the necessary qualities for
success, having no knowledge of the mental elements that went into their
composition.
They have tried to run the mental engine knowing nothing of its mechanism.
Some few have been lucky, but the path has been strewn
Business Luck
and "Blue- with a thousand failures to one that passed on to success.
Sky" Theories
There are some business men who look upon psychology
as "blue-sky" theorizing or "new thought." There are others who have a
hazy idea that it is a sort of unfathomable mystery intended to amuse long-
haired scientists. The truth is that every one of these same business men, if
he is getting ahead, is unconsciously using psychological principles to the
profit of his own business every day in the year.

In the books that are to follow we shall show you the
Devices for
immense practical value of a truly scientific psychology. Commercial
You shall come into the psychological laboratory with us Efficiency
and work out rational, scientific and exact methods by
which, without possibility of failure and with but reasonable effort, you can
at any moment completely concentrate your mental powers. You shall be
instructed in simple devices for mastering scattered energies, repressing
wasteful habits, banishing depressive moods and raising yourself to a far
higher level of commercial efficiency.

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