Jl 
 
 Personal Efficiency 
 
 And 
 
 Mind Power Building 
 
 Course of 12 Lessons 
 
 BY/ 
 
 D. HERBERT (HEY WOOD 
 
 By D. Herbert Heywood 
 
 THOMSON - HEYWOOD COMPANY 
 
 CHRONICLE BUILDING 
 SAN FRANCISCO. CAL. 
 
Personal Efficiency 
 
 And 
 
 Mind Power Building 
 
 Course of 12 Lessons 
 
 BY 
 
 D. HERBERT {HEYWOOD 
 
 Copyright 1921 
 By D. Herbert Heywood 
 
 THOMSON - HEYWOOD COMPANY 
 
 CHRONICLE BUILDING 
 SAN FRANCISCO. CAL. 
 
FOREWORD 
 
 ... . Wfcat people. Now Want 
 
 *: V '' : '/: : : 
 
 The age^ of "exportation is past. Men and 
 
 w.^^j':\^ijf;X<5;kilo^ the why and how of 
 thifi3. * 'Thef bldTtnspxifn^o'f industry and econ- 
 omy have become stale. There is an industry 
 that keeps a man forever doing little things and 
 never attaining anything worth while. There is 
 an economy that starves the individual and pre- 
 vents the living of the larger, fuller life that 
 every person is entitled to in this age. What is 
 needed are bigger ideas and a better training for 
 one's life work. 
 
 DRAWING ON INEXHAUSTIBLE 
 FACULTIES 
 
 All persons have an indefinite feeling that 
 they possess faculties which if used would bring 
 to themselves all that they desire. And they 
 are right. Nature's instincts are true. 
 
 That is why people are no longer satisfied 
 with a doctrine of contentment. They want the 
 knowledge that will enable them to climb higher 
 in the commercial, professional and social world 
 and attain their fondest desires. They want 
 substantial, material things. Any knowledge 
 that falls short of this fails to satisfy. 
 
 To do greater things we must imitate 
 nature, who attains her ends in a prodigal 
 way. We have latent faculties that are 
 crying aloud to be used so that they can bring 
 abundance, and the more these faculties are 
 used the more they grow and produce. These 
 latent faculties are what we shall set forth 
 and explain, with the practical application to 
 the affairs of life. 
 
 (2) 
 
New Science of Self-Develop- 
 
 EVERY wide-awake man and woman now 
 realizes a quickening of tke pace of 
 human life and affairs. To some this 
 causes a feeling of doubt and apprehension 
 whether they will be able to keep up their end 
 in the race and work out their ambitions. 
 
 A subtle fear has crept into the popular mind 
 that we are approaching the breaking point, 
 when a greater proportion of men and women 
 must drop out of the ranks of money earners at 
 earlier ages than before. 
 
 To all such modern science and the best 
 rules of business practice bear a message of 
 joy and hope. New-found qualities of the 
 mind revealed in research laboratories and in 
 the crucible of great business enterprises, 
 show a realm of mental resources in mankind 
 never dreamed of in the past. These latent 
 faculties can be relied upon to carry men 
 upward and forward without stress and 
 strain, if only the laws governing the mind 
 are as well understood as the laws of mechan- 
 ical operations. 
 
 QUICKENED PACE DEMANDS NEW 
 POWERS 
 
 The best evidence of the truth of this state- 
 ment is the fact that the biggest men and women 
 in all lines of business and professional life are 
 living demonstrations of it. They have found 
 ways of carrying out big enterprises without 
 
 (3) 
 
wrecking their nervous systems. They have 
 learned to find a keener enjoyment in life as they 
 advane&'in years and f to faave more time for leis- 
 ure and' reereaticn: ; Wieir rules and methods 
 are giv^n ip. this^cowse. r t 
 
 'What ttfe'se individuals h'ave done every other 
 person in the whole working world can do to 
 some degree. With the knowledge which we 
 now possess about the operations of mind and 
 body every man can begin to relieve himself 
 from overstrain from the very first week that he 
 begins the study of this new art of living. 
 
 In the last two decades people have discovered 
 that the mind can heal many bodily ailments. 
 Having realized the mind's efficacy in this re- 
 spect, they have begun to feel that a broader 
 field is before them in the business and social 
 world. 
 
 The power of mind that could heal their 
 bodies and solace their souls contains the 
 elements that can control their destinies in 
 life. It is this broader phase of the mind 
 that we shall unfold in these lessons. 
 
 DISCOVERING YOUR LATENT 
 MENTAL RESOURCES 
 
 The supreme interest of life is its devel- 
 opment, to become what we are capable of 
 becoming. There is now as never before a 
 tendency of men and women everywhere to 
 study themselves, to search out the causes of 
 growth, physical and mental, to discover the 
 faculties that bring success and happiness and 
 to cultivate these faculties to the highest degree. 
 All such researches tend toward one end, the 
 building of mind power. 
 
 Everybody who amounts to anything is en- 
 gaged in this work, the mother with her child, 
 
 (4) 
 
the teacher with her pupil, the business man 
 with his employes, and everyone with himself 
 or herself. . * , . . ' >. . , 
 
 Individuals start in infancy with unlike 'tend- 
 encies and unequal mental erlergces. '"There .*s 
 great mental variety from the \ery inception of 
 life. The embryonic Washington was unlike 
 the embryonic Napoleon and their natural de- 
 velopment carried them on to different destinies. 
 
 The life that each person is fitted to live may 
 be settled before birth, but the life that each one 
 actually does live is largely a matter of acci- 
 dental circumstances at the outset, until the mind 
 assumes control and begins to shape the per- 
 son's destiny. 
 
 While there is a difference in natural powers, 
 there is less inequality in the mental make-up 
 and capacity than is generally supposed. Not all 
 can be great financiers or inventors, poets, ora- 
 tors or artists, but it is nevertheless true that 
 each person is supplied by nature with mental 
 faculties pointing to a higher plane than is 
 usually attained. 
 
 The greatest of all industries is the making 
 of men and women, strengthening and develop- 
 ing faculties, ennobling and bringing intelli- 
 gence to a higher level, in fact, mind building, 
 which is equivalent to MAN BUILDING. How 
 mind grows and how it can be made to realize 
 its own possibilities is the object of this Course. 
 
 PLAYING THE GAME OF LIFE 
 SKILLFULLY 
 
 Life is a game of skill and practical psy- 
 chology is an attempt to play the game as well 
 as possible, since by force of circumstances we 
 
 (5) 
 
must play it in some way. It is the science of 
 making the strenuous life a joyous one, full of 
 pleasiifa'ble tferiils: iojstead of a life of strains 
 and ills.'' ; ; ' ; '*' 
 
 >Tiho ".old; id^ajof &J(ieholbgy was the science 
 of mental phenomena, something for theoretical 
 discussion. The new idea of psychology is the 
 science of doing, feeling and thinking in a logi- 
 cal, powerful and effective waj^ and without 
 stress or strain. 
 
 For in this new age we are all driven to seek 
 a refuge from the nerve-racking complexity of 
 things. Our aim will be to show a new inter- 
 mediate path between the complex life and the 
 old simple life which is the simplified life, the 
 doing of all the hard and exacting things which 
 we have to do, in a happy and easy way. While 
 this may seem at first mention impossible, we 
 shall show that it is easily grasped and put into 
 operation with a little study and application. 
 We shall not present an intricate system, but 
 instead we shall introduce simple methods for 
 everyday use. 
 
 These studies in proficiency and mind power 
 building are based largely on the new discover- 
 ies in psychology of the latent powers and possi- 
 bilities of the mind. 
 
 The most impressive discovery in recent 
 years is that a dynamic and intelligent 
 power resides within each individual. Its 
 full significance is just coming to be realized. 
 Science has revealed beyond the world of the 
 senses and consciousness a wide and unknown 
 realm of human energies and resources. 
 
 These are the mental faculties of the modern 
 man and woman. The existence of these facul- 
 
 (6) 
 
ties was not even suspected fifty years ago. 
 They are as new as the later developments in 
 electricity and telephony, in aeronautics and 
 motor propulsion. Most of these new discover- 
 ies lie in the realm of the subconscious mind. 
 
 LAWS THAT GOVERN MIND POWER 
 
 Like all the laws governing the material 
 world, these laws of the mental world are simple 
 when once formulated. In this course we shall 
 reduce them to plain rules and methods which 
 can be used easily by any person of ordinary 
 education. 
 
 The directions will be so plain that within 
 a few weeks you can have a command of 
 mental and physical powers that you never 
 dreamed of before. You will also be shown 
 how you can employ these new-found powers 
 to do whatever you wish to do, to attain any 
 reasonable ambition, and to get the material 
 things you wish to possess. 
 
 This is not going to be done by any mere 
 hygienic regime, but by the knowledge of mental 
 laws. You will be shown how to develop the 
 executive faculties, a good memory, a wide 
 range of observation, creative imagination, cor- 
 rect judgment, alertness, resourcefulness, appli- 
 cation, concentration and the quick grasping of 
 opportunities at the psychological moment. 
 
 The mind is the instrument you will use in 
 this broader field of attainment. No one can get 
 the proper results from a machine unless he un- 
 derstands its mechanism. For this reason we 
 shall give you practical demonstrations of the 
 working of your own mind. 
 
 (7) 
 
LIKE A POST GRADUATE COURSE 
 
 If you are a college graduate and have taken 
 a course in psychology, or if you have already 
 studied other systems of mental culture, so 
 much the better. You will more easily grasp 
 the essential facts about proficiency in doing 
 things and mind power which will be brought 
 out in this course. No college heretofore has 
 included in its psychological lectures and experi- 
 ments a course in practical psychology. These 
 lessons will therefore be like a post-graduate 
 course, teaching how to make real use of the 
 psychology learned at college. This course will 
 give new discoveries about the mind and its 
 operations unknown to college psychology of a 
 few years ago. 
 
 The whole trend of this course will be to 
 familiarize you with the laws of achievement 
 and how to apply them to your own business 
 or profession. These principles will be made so 
 plain that you will be able to explain them to 
 others under you who thus far have not had a 
 glimmer of these principles which are of such 
 vital importance in modern industrial and com- 
 mercial life. This will be in line with teachings 
 in modern business schools. 
 
 You will not find it difficult to grasp and as- 
 similate this system. The various lessons will 
 proceed by easy stages. 
 
 Very soon your conception of your relations 
 to men and things will change. You will feel 
 a new realization of power coming over you. 
 You will become conscious in a new sense 
 that you are master of yourself and your des- 
 tiny. The successive parts of this course will 
 have a cumulative effect. All of a sudden you 
 
 (8) 
 
will reach a stage of sensation ' that is im- 
 measurably advanced over any mere succes- 
 sion of plodding steps. 
 
 To get full benefit from this course, it is de- 
 sirable that you try to grasp the underlying 
 principles. We would advise that you read this 
 lesson two or three times in order to reflect on 
 every fact put forth. If any portion of the 
 course is not clear at first, read it again. A little 
 repetition will enable you to be absolute master 
 not only of the ideas, but of the methods which 
 are outlined. With the mastery of methods will 
 come the practical benefits and the greater power 
 which you desire. 
 
 SECRETS OF PERSONAL DEVELOP- 
 MENT 
 
 The secret of personal development is con- 
 tained in three fundamental principles, as 
 follows: 
 
 1. Every person has two minds the con- 
 scious and subconscious. Your problem is to 
 get control of this double mind power which 
 includes all your latent faculties. 
 
 2. Realize the great big FACT that you 
 have the mechanism of a practically perfect 
 memory, and some other special faculty of 
 great power, either executive or overseeing 
 ability, inventive capacity, creative imagina- 
 tion, or the ability to do some one thing, 
 better than any other man or woman in the 
 world. . 
 
 3. In four to six weeks you can be defi- 
 nitely started on a new plane of life. This 
 statement is based on the discovery that new 
 ideas planted in the mind today grow and 
 
 (9) 
 
produce habits which begin to change the 
 whole character and performance of a person 
 in that length of time if a person is suf- 
 ficiently in earnest and studies and works 
 along right lines. It does not mean that you 
 will have attained all your ambitions in that 
 time but it does mean that you should be 
 well started. Thereafter your progress should 
 be continuous. 
 
 Since these principles are of such vital im- 
 portance, we shall take up each one and explain 
 it briefly now and elaborate upon it more fully in 
 following lessons in this course. 
 
 Principle 1. Your Two Minds, the Con- 
 scious and Subconscious. 
 
 If you know how to use both of these minds 
 and make them work in unison you have 1000 
 times the power of the average person. We 
 use this figure with mathematical exactness. For 
 psychological tests have shown that the power 
 of the subconscious mind acting in conjunction 
 with the conscious mind is 1000 times that of the 
 conscious mind alone. This is based on the 
 deduction that the subconscious mind is the cube 
 of the conscious mind. If an average man 
 functions 32 per cent consciously, his subcon- 
 cious power would be 32 x 32 x 32 = 32,768, 
 or slightly over 1000 times the conscious mind 
 power. 
 
 The great men or women who can project 
 their thoughts into enterprises reaching around 
 the world, or form organizations in which thou- 
 sands of persons are engaged, utilize this degree 
 of power. Some have stumbled upon it acci- 
 dentally and only after years of haphazard 
 methods. Others have attained this power 
 quickly by study and scientific, practical appli- 
 
 (10) 
 
cation of it. They are stronger and better 
 grounded because under all emergencies they 
 know just how to use their double mind and 
 how to direct others, because of this knowledge. 
 
 So you see that a knowledge of your two 
 minds is necessary from a practical standpoint. 
 Here is a simple explanation of your two minds. 
 Your conscious mind consists of the thoughts 
 which you think from moment to moment. This 
 thinking process takes place on the cortex of the 
 brain that is, on and near the upper surface of 
 the brain in the front part of the head. Your 
 subconscious mind is so called because it is the 
 working or functioning of the lower parts of 
 the brain, below the cortex ,and in the back part 
 of the head. The two terms are easily under- 
 stood if you will think of them in this way, that 
 the conscious mind operates in the top of your 
 head and the subconscious mind operates in the 
 cellar or sub-cellar of the head, as you might 
 say. 
 
 The subconscious mind also extends away 
 down below the head. It follows the spinal cord 
 down the backbone to those big sub-stations of 
 the brain the pulmonary plexus, which regu- 
 lates the breathing; the cardiac plexus, which 
 operates the heart, and the solar plexus, which 
 controls the digestion and other vital organs of 
 the body. 
 
 The subconscious mind is always at work di- 
 recting the processes of life, without any effort 
 on your part. It works while you sleep. It 
 must be a tremendous power to keep all this 
 wonderful mechanism going all the time. It will 
 do a whole lot more work for you if you know 
 how to use it, and it will do it in such a way that 
 you will not feel any weariness. The rules and 
 
 (ID 
 
formulas which we give in this course will en- 
 able you to bring this big subconscious mind 
 power of yours into action. 
 
 To understand what will follow in this course 
 it is necessary for you to have a ground work 
 in the knowledge of the brain and nerve system. 
 This we will proceed to explain as briefly as 
 possible, taking for granted that you already 
 have a good general idea of physiology. 
 
 We will make the following explanation for 
 the special purpose of giving a proper concep- 
 tion of the subconscious mind which is one of 
 the basic principles of this course in Mind Power 
 and Business Building. If you grasp that one 
 conception in this lesson the rest of the course 
 can be understood and applied with perfect ease. 
 So we will begin with short definitions and ex- 
 planatory paragraphs. 
 
 MECHANISM OF THE MIND AND 
 BRAIN 
 
 Mind is the inner force, the Real You, which 
 dominates the body. The brain is the seat of the 
 mind and the principal organ of the mind. The 
 nerves extending from the brain throughout the 
 body form the system of communication by 
 which messages, and impulses from the mind 
 are conveyed to all parts of the body. 
 
 The brain may be considered the operating 
 room for the entire nervous system. From this 
 central station we find nerves leading outward 
 to the eyes, ears, nose and mouth through open- 
 ings in the bones of the skull. The main nerve 
 cable leading downward from the brain to the 
 body is the spinal cord. All along the spinal 
 
 (12) 
 
cord are nerve centers called ganglions, which 
 are little brains or substations of the main brain. 
 In the vicinity of the heart, lungs and digestive 
 apparatus are the other nerve and brain centers 
 called plexuses, which are seats of nerve force 
 and subject to the control of the mind. 
 
 That is why a shocking piece of news, or an 
 unusual sight or sound may "stop your heart" 
 as the saying is, or retard your breathing, upset 
 your stomach and derange your digestion. All 
 of these organs are intimately connected with 
 the brain through the sympathetic nervous sys- 
 tem. The solar plexus, in the abdominal region, 
 controls several of the vital organs, and that is 
 why a blow on that part of the body will par- 
 alyze the whole body and the brain as well. 
 The solar plexus is one of the most important 
 of our little brains. It is a vulnerable point, like 
 Achilles' heel, but it can be made to serve a 
 very useful purpose. It can be used to stimulate 
 the entire body by sending a message of the 
 right kind down from the mind to the solar 
 plexus. 
 
 NERVE SYSTEM LIKE ELECTRICAL 
 APPARATUS 
 
 In addition to the sympathetic nervous system 
 which controls the vital organs there is the 
 sensory nervous system, which consists of 
 bundles of nerves radiating out from the brain 
 to all the organs of sense and to the skin, cover- 
 ing the entire surface of the body. The sensory 
 and motor nerves direct all the actions of the 
 body and are under the control of the mind. 
 
 The nerves work like an electrical apparatus. 
 Suppose you feel a pin prick OB *he end of your 
 
 (13) 
 
finger. The pin excites a nerve ending on the 
 finger, starting a movement of some kind which 
 travels up the arm and to the brain, like an 
 electric current. When this current arrives in 
 the brain the mind perceives it as a sensation. 
 The speed at which this current travels has been 
 measured and found to be much slower than 
 electricity by wire, but otherwise it is similar 
 to electricity. 
 
 This current of sensation on reaching the brain 
 makes some kind of impression on certain of 
 the brain cells. This is believed to be a furrow 
 or indentation which remains on the brain and 
 becomes a memory image. 
 
 We now come to our second fundamental 
 principle : 
 
 YOUR MEMORY MECHANISM 
 
 Principle 2. You have the mechanism of 
 a practically perfect memory and some other 
 exceptional faculties. 
 
 Later on in this course we shall devote several 
 lessons to memory rules, but right now we 
 merely state the fact that Nature has given you 
 a wonderful memory mechanism. It is worth 
 your while to understand it and thus be able to 
 use it at least as intelligently and effectively as 
 you try to use your automobile or any other 
 complicated and expensive machine that you 
 may possess. 
 
 Somewhere in that brain storehouse of yours 
 are the faculties for executive ability, invention, 
 professional skill, or making yourself a specialist 
 or fortune builder. The methods for doing this 
 
 (14) 
 
will be taken up and explained in this course. 
 We now come to the third fundamental prin- 
 ciple : 
 
 TIME OF MENTAL GROWTH 
 
 Principle 3. In four to six weeks you get 
 a start on a new plane of life. Ideas grow in 
 certain periods like flowers or vegetables. 
 
 You are now going to cultivate the garden of 
 the mind. So we will state some of the newly 
 discovered scientific facts about the mind which 
 will have a very practical bearing on all your 
 affairs of life. 
 
 Mind seems at first a very intangible thing 
 and difficult to understand and control. But in 
 the modern psychological laboratory it is meas- 
 ured by intervals of time down to the thousandth 
 of a second. Its workings and fluctuations are 
 noted as methodically as if it were a current 
 of electricity or a sound wave. 
 
 A comparatively simple experiment would 
 serve to show you how long it takes you to think. 
 You may believe that your thoughts are quick 
 as a flash, immeasurable. Quite the contrary. 
 The average time that it takes a keen, intelli- 
 gent person to think is about one and two-fifths 
 seconds. In fifteen minutes a test could be made 
 of you which would show the speed of your 
 thoughts. 
 
 So important is this subject that it is worth 
 while to go into it in some detail. If you can 
 think faster than another person with whom 
 you are engaged in an argument or in a business 
 deal which calls for all of your acumen, if you 
 can think even a fifth of a second faster than 
 
 (15) 
 
he, you have an immense advantage, as much, 
 in fact, as a sprinter who distances his rivals by 
 the fifth of a second. 
 
 HOW LONG IT TAKES YOU TO THINK 
 
 A simple way of testing a person is to pro- 
 nounce a series of words and after each word 
 have the subject utter the first word that occurs 
 to him. These answers are written down on a 
 chart. The examiner holds a stop watch and 
 records the time taken in making each answer. 
 About the quickest answers by an alert person 
 will be made in from three-fifths of a second to 
 one and two-fifths seconds, while most persons 
 take from one and two-fifths to two and three- 
 fifths seconds to. answer under very favorable 
 conditions. Puzzling words or words arousing 
 emotion may prolong this time to five or ten sec- 
 onds. A great deal depends upon the kind of 
 words used, starting with such simple words as 
 "hat" and "coat" and changing to emotional 
 words. Lists of words may be selected to fit 
 different classes of subjects. 
 
 These tests reveal individual differences of 
 age,training, physical condition and other quali- 
 ties. Such tests can be used to analyze the com- 
 parative mental efficiency of the worker at dif- 
 erent periods in the day's work, showing the 
 effects of long hours of work and also the effects 
 of monotony and variety of occupation. This 
 method can also be so applied as to detect ob- 
 scure mental tendencies and to uncover motives 
 or information that are being concealed. Emi- 
 nent physicians have found it one of the most 
 subtle means of determining the condition of 
 nervous patients. The bearing of these things 
 
 (16) 
 
in industrial work will be explained in the lesson 
 on Industrial and Vocational Efficiency. 
 
 Lawyers can use it in judging the mental con- 
 dition and character of clients or persons ac- 
 cused of crime. It may mean dollars to you to 
 learn these things. That is why big business 
 men are now studying this subject. 
 
 Having got a good idea of the nature and 
 workings of your own mind and other minds 
 from the facts and psychological laws stated in 
 this lesson, we ask you to think and ponder over 
 the following formulas for personal develop- 
 ment: 
 
 Form the idea that you are a growing 
 individual and that vast possibilities are be- 
 fore you. 
 
 A Dynamic Intelligent Power lies within 
 you ready to assist you. 
 
 The seat of this power is in your own Sub- 
 conscious Mind. All that you need to do to 
 get command of this source of latent Mind 
 Power is to understand the laws that govern 
 its use. 
 
 Assume the part you want to play in life, 
 and begin to play the part from this very day. 
 You can make your life drama as heroic as 
 you choose to plan it. 
 
 What is needed at the start to grasp this 
 course is a receptive attitude of mind. There 
 need be no strain of mind, or thought of strug- 
 gle or effort. The right kind of mental devel- 
 opment is like the growth of a plant or a child. 
 It is a simple, natural unfolding of your latent 
 powers. The following lessons will unfold this 
 process step by step till you are led to the object 
 of your greatest desire. 
 
 (17) 
 
IMPORTANT PRACTICE EXERCISES 
 
 We are going to give you two exercises to 
 work out. The first is a writing exercise, being 
 an incident which illustrates the principle that 
 nothing is ever lost if a person keeps his mental 
 poise and knows how to command himself and 
 control others. This is also a memory training 
 exercise. Read the following incident very 
 carefully without making any notes. Then lay 
 this text aside and write down the incident as 
 nearly as possible as it is stated here in every 
 detail. After you have written your answer, 
 compare it with the printed text and see just 
 how many errors and deviations from the text 
 you have made. 
 
 Writing Exercise No. I 
 
 NOTHING IS EVER LOST 
 
 A woman went to the cashier of a bank 
 and asked him to O. K. an out-of-town check 
 which she wished to deposit. The cashier 
 O. K.'d the check, placed it in the woman's 
 yellow pass book and handed the pass book 
 back to her. She then went to the receiving 
 teller's window to deposit the check. When 
 she reached into her hand bag to get her 
 yellow pass book it was gone In dismay the 
 woman rushed back to the cashier and cried, 
 "My pass book is lost." 
 
 "Madam," said the cashier, "nothing is ever 
 lost." The woman at once became calm and 
 reassured. The cashier then took her hand * 
 bag and looked through it carefully, but the v 
 yellow pass book was not there. 
 
 (18) 
 
"Look in all of your pockets," he said. She 
 put her hand into the left hand pocket of her 
 jacket and took out the yellow pass book with 
 the missing check safely inside it. The pass 
 book had not been lost at all. The woman 
 had merely lost her composure and poise. 
 Nothing is ever lost if we but know how to 
 use our minds and keep track of all things, 
 and control ourselves. The cashier who was 
 able to prevent things from being lost, and 
 to keep people from "losing their heads," 
 receives $10,000 a year. There must be some- 
 one at the head of every business who pos- 
 sesses this faculty. It may be you. 
 
 Personal Analysis Exercise No. 2 
 
 The second exercise which we give you with 
 this lesson is the making out of an efficiency 
 chart of yourself. Write down your honest 
 conservative estimate of your self on each sub- 
 ject expressed in percentage figures. For in- 
 stance, to Question No 8, "Is your physical 
 condition good?" you might put down 50 per 
 cent, 75 per cent or 90 per cent, according to 
 your judgment. Bear in mind that very few 
 people are perfect or 100 per cent in anything. 
 Finally add up all the figures and divide by ten. 
 This will give you your percentage of efficiency. 
 One month later make a revised list of figures 
 and see how you stand in your percentage. 
 
 We shall be interested to know the result of 
 your second percentage at the end of your first 
 month's study. But write to us before that, be- 
 cause we want to help you get a good start. 
 
 (19) 
 
PERSONAL INVENTORY CHART 
 
 Name 
 
 Date Date.. 
 
 1. How good is your 
 
 memory? % 
 
 2. To what extent do 
 
 you plan your ^ 
 
 work ahead? % 
 
 3. Is your work prop- 
 
 erly s yst e m a- 
 
 tized? .% 
 
 4. Can you influence 
 
 ot h er people 
 along right lines? 
 
 5. What is your de- 
 
 gr e e of pr o- 
 ficiency in your 
 present work? 
 
 6. Can you do your 
 
 work without 
 
 stress or strain? 
 
 7. How do you rank 
 
 as an executive? 
 
 8. Is your physical 
 condition good? 
 
 9. Are you familiar 
 with the laws 
 of efficiency and 
 business success? 
 
 10. Are you happy in 
 
 your work? JLL- - 
 
 Total... 
 
 Divide by 10 to get 
 average percent % % 
 
 (20) 
 
Value of System 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Heywood 
 
 LECTURE II 
 
 IN THE first lecture we outlined Nature's 
 System in the make-up of a man, giving 
 him a mechanism of mind and body that is 
 practically perfect. It now remains for a man 
 to systematize his work, in order to get the best 
 results. System, instead of being a hard thing 
 to attain and use, is the easiest thing to acquire. 
 It makes the hardest work easy. It becomes 
 your first aid in all your troubles and com- 
 plexities. 
 
 Your system becomes your partner your 
 second self. It takes its abode in your office, 
 store, factory or home, and lives there twenty- 
 four hours of the day. It is there while you are 
 away or resting or recreating. It does your 
 work and takes care of your details. It runs 
 your business without your presence for long 
 periods, if necessary. System does not need an 
 entire office or factory in which to be operated. 
 It can be developed in a desk if that is all you 
 have, or in your vest pocket if you are an out- 
 side man. A clerk, or even an office boy who 
 has charge of a desk, or a woman in her home, 
 can develop the principles of system and capac- 
 ity for management. 
 
 System means a way of getting things done 
 without stress or strain, to have them done thor- 
 
oughly and on time. It does not mean a lot of 
 card indexes and fancy fixings and a lot of 
 assistants. It means doing the thing nearest at 
 hand that needs doing, doing it promptly and 
 completely and then dismissing the subject from 
 your mind. This saves worry and the fatigue 
 that comes from carrying a useless load of 
 things on your mind. If a man or woman fol- 
 lows these methods every day, year in and year 
 out, it makes no difference whether he or she is 
 making out slips on a clerk's desk or general 
 orders on a director's table, that person will 
 develop a system that will make him a power. 
 It matters not how lowly the desk may be, it 
 can be made a training course in system and 
 organization if the man at the desk chooses to 
 make it so. This will fit a man to take advantage 
 of opportunities when they come to him. 
 
 A clerk who keeps his desk in an orderly 
 manner and does his work systematically uses 
 much the same methods as the executive at the 
 head of the concern, and is in training for the 
 higher positions. The faculty of handling a 
 multiplicity of details with ease and clear head, 
 or assigning such details to others trained to do 
 them, eliminating red tape, completing every 
 task and checking up everything with absolute 
 accuracy overlooking no obligation or prom- 
 ise and forgetting nothing these are the best 
 rules for building business and character. The 
 daily habits thus formed fit a man to control 
 others and to take a larger part in the organiza- 
 tion with which he is connected. 
 
 A person is not necessarily born with these 
 qualifications of methodical work and thorough- 
 ness, but any one can cultivate them if he will 
 arouse in himself sufficient ambition a desire 
 
 (2) 
 
for advancement so strong that details become 
 easy when he realizes that they will lead to a 
 great object. Sometimes a man gets a drilling 
 in system from a benevolent superior who takes 
 an interest in him. But more often the sys- 
 tematic man has to train himself. 
 
 SPEED OF THOUGHT TEST 
 
 As an aid in answering some of the questions 
 given below, try the speed thought test on your- 
 self and others. Five letters are chosen at ran- 
 dom from the alphabet and each letter is given a 
 figure to represent it. The five figures are then 
 used many times over and arranged in the form 
 of a square with 100 numbers in it. The test is 
 to see how long it takes you to write the proper 
 letter, with pencil, over each one of the figures. 
 An ordinarily quick person will do it in three 
 minutes. This means one and four-fifths sec- 
 onds for each thought and muscular process of 
 writing. Deduct one-fifth of a second for the 
 writing and you have one and three-fifths sec- 
 onds as your speed of thought. Some do it 
 quicker and the slower mentalities take from 
 five to twenty minutes. This test was devised 
 and is used by Samuel C. Kobs of the pshcho- 
 logical bureau of the Chicago Police Detective 
 bureau. He uses it in testing the mentality of 
 adults and juveniles to try to get a line on 
 their vocational fitness for leading useful lives. 
 Take your own measure by this test and let us 
 know how you stand. You can vary the test in- 
 definitely by changing the letters, and so apply 
 it new and fresh to any number of persons. It 
 makes an interesting game. 
 
 (3) 
 
O S M U W 
 12345 
 
 Write the proper letter with pencil over each 
 
 figure in 
 
 following table: 
 
 it 
 
 2 
 
 1 
 
 3 
 
 4 
 
 5 
 
 1 
 
 2 
 
 3 
 
 5 
 
 4 
 
 3 
 
 4 
 
 1 
 
 5 
 
 4 
 
 2 
 
 1 
 
 5 
 
 3 
 
 2 
 
 1 
 
 2 
 
 3 
 
 1 
 
 3 
 
 4 
 
 5 
 
 2 
 
 4 
 
 1 
 
 4 
 
 3 
 
 5 
 
 2 
 
 4 
 
 3 
 
 1 
 
 3 
 
 2 
 
 5 
 
 3 
 
 1 
 
 4 
 
 5 
 
 1 
 
 5 
 
 2 
 
 1 
 
 5 
 
 3 
 
 4 
 
 2 
 
 5 
 
 1 
 
 2 
 
 3 
 
 1 
 
 5 
 
 4 
 
 2 
 
 5 
 
 4 
 
 2 
 
 4 
 
 3 
 
 1 
 
 4 
 
 2 
 
 3 
 
 5 
 
 2 
 
 5 
 
 4 
 
 3 
 
 4 
 
 5 
 
 2 
 
 1 
 
 5 
 
 3 
 
 1 
 
 4 
 
 3 
 
 2 
 
 5 
 
 1 
 
 3 
 
 4 
 
 2 
 
 1 
 
 5 
 
 3 
 
 2 
 
 1 
 
 2 
 
 4 
 
 5 
 
 3 
 
 1 
 
 4 
 
 
 
 
 Time 
 
 
 
 
 
 
 
 QUESTIONS. LECTURES I AND II 
 
 1. What should be the chief aim of every 
 person? 
 
 2. What are the three fundamentals of per- 
 sonal development? 
 
 3. What is the effect of applying these prin- 
 ciples to your life and affairs? 
 
 4. Why is your nervous system like an elec- 
 trical apparatus? 
 
 5. What is the value of your subconscious or 
 deeper mind to you? 
 
 6. How long does it take the average person 
 to think? 
 
 7. What is the practical value of knowing 
 your speed of thought and that of other persons? 
 
 8. How are you systematizing your day's 
 work? 
 
 9. What is needed to grasp these principles 
 and develop yourself? 
 
 10. To what extent are you using daily the 
 rules on page 17, for personal development? 
 
 (4) 
 
Developing Executive Ability 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Heywood 
 
 LECTURE III 
 
 IN THE first lesson of this course in self- 
 development ^e told how the system which 
 we shall set forth .can be made the founda- 
 tion of a well-developed personality and the 
 means of large achievements. The undertak- 
 ing of this course is in line with the spirit of the 
 day, which calls fbr a broader and more thor- 
 ough education of r all people engaged in busi- 
 ness pursuits, as well as professional, political 
 and social life. 
 
 In additiqn to whatever education a person 
 may already have, it is very desirable that every 
 man and woman take up some special study of 
 personal development. One of the greatest busi- 
 ness men of the age, H. Gordon Selfridge of 
 London, &ays that the secret of progress in the 
 comrnerqial. world is to "learn, and always 
 learn." , 
 
 To meet this requirement and to start a per- 
 son to cultivating executive ability and the other 
 faculties in a short period of time, this course of 
 lessons has been devised. This should be con- 
 tinuous and far-reaching in effects. 
 
 In the first lesson in this series we set forth 
 three fundamental principles. We shall now 
 restate them in slightly different words and pro- 
 ceed to show the practical application in each 
 case. 
 
1. Every person has two minds which can 
 be so used as to increase normal capacity 
 many hundred per cent, and thus build up a 
 strong personality. 
 
 2. Executive capacity, memory, inventive- 
 ness or any other special inherited tendency 
 can be rapidly developed by the right use of 
 the wonderful mechanism which nature has 
 given you, by proper training and by putting 
 your will to this task. 
 
 3. Four to six weeks should see you well 
 started in this self-development. 
 
 Principle No 1. Mind Power. A hard- 
 headed business man grasped this principle and 
 expressed it like this: "That's right. I never 
 can do anything worth-while till I get the back 
 of my head working." That was his way of 
 expressing the feeling of power which he got 
 from having all the latent faculties of his body 
 and mind working in unison. That is the feel- 
 ing which every person ought to have in begin- 
 ning every day's work. 
 
 Personality and Power. The first effect 
 of this is the increasing of one's personality. It 
 means getting self-control. First you think that 
 you wiS get control of this splendid body and 
 mind mechanism which you possess. Then you 
 feel that you have got control of it. That means 
 that the thought formed in the top of the head 
 has been flashed down over your whole nervous 
 system like a telegraphic message and you have 
 got the control of your whole mental and bodily 
 mechanism. The ability to do this is the be- 
 ginning of your rapid progress in the building 
 of personality and power. We shall give some 
 rules for developing this power systematically 
 at the end of this lesson. 
 
 (2) 
 
Principle No. 2. Developing Executive 
 Ability. One of the first steps in developing 
 executive ability is enlarging your range of at- 
 tention. By this we mean cultivating the ability 
 to see many things at once. That is the work of 
 the overseeing or superin tendency type of mind. 
 The ordinary routine worker is not only narrow- 
 minded, but narrow in his vision. You can 
 make an interesting test on a number of people 
 in the following way : 
 
 Bank Note Test. Get a brand new, crisp 
 bank note of any denomination. Show it to 
 several persons, asking if they see anything un- 
 usual about it. They will probably say no, ex- 
 cept that it is new. Put it back in your pocket 
 and ask them to draw on a piece of paper every- 
 thing they saw on that bank note the value, 
 the portraits, and all the other markings. Most 
 people will not even notice the picture of the 
 eagle on it. 
 
 Watch Test. Try another test.. Take out 
 your watch and show it to some one as if to 
 give him the time. Then ask him to write on a 
 card the numerals which he saw on the face of 
 that watch. The chances are he will write I, II, 
 III, IV while the watch is probably marked 
 IIII to indicate the fourth hour. Or the man 
 may write letter numerals when the watch had 
 figures for the hour numbers, simply because he 
 is accustomed to see letters instead of figures 
 on a watch face. 
 
 The point we want to make is that most people 
 do not see what is before them. They have 
 never been trained to see things accurately. The 
 man or woman who aspires to direct others must 
 learn to develop this faculty. The keen-visioned 
 people are always a lap ahead of others in every 
 
 (3) 
 
relation of life. They are the overseers, the 
 managers, the executives. 
 
 Gaining a wider range of vision can be culti- 
 vated in many ways. Here is the way that a 
 bank cashier in one of the large cities trained 
 himself. He made it a point to eat lunch each 
 day in some new place in different parts of the 
 city, among different classes of people. He was 
 able to observe new drifts of trade, the tendency 
 of real estate values to go up or down in differ- 
 ent localities, and many other fluctuations in the 
 city's life and growth. The result of this was 
 that he rose rapidly from one position to an- 
 other, while other associates in the bank re- 
 mained fixed from year to year. 
 
 Another business man says he makes it a rule 
 to ride on different car lines to and from his 
 store or to merely sit on different sides of the 
 car from day to day or to walk part of the way 
 by different routes. All these little things give 
 him a fresh viewpoint, new suggestions, keep 
 him growing and prevent him from falling into 
 a rut. 
 
 Alertness. Another quality which is a 
 characteristic of the executive or overseer is 
 quickness of thought. In the first lesson in this 
 series we explained the variation in speed of 
 thought of different people. It has been found 
 by careful tests that executives usually think 
 from one-fifth to three-fifths of a second faster 
 than the average man or woman. The follow- 
 ing time chart has been made in a research 
 laboratory: 
 
 First 
 Class 
 
 Executives 
 Managers 
 Superin- 
 tendents 
 
 Speed of 
 Thought 
 
 13-5 second 
 4-5 second 
 1 second 
 
 (4) 
 
[Profes- 
 sionals and 
 Educated 
 Wage 
 
 [earners 
 
 (Unskilled 1 
 
 | Manual [Speed of 
 
 [Labor J Thought 
 
 Second 
 Second 
 Class 
 
 Third 
 Class 
 
 Fourth ]n P f pr tivpq J Speed of 
 
 A-II 1 -L/cItJCllVco i rrvi i 
 
 Class [ [Thought 
 
 Speed of 
 Thought 
 
 11 1-5 seconds 
 1 2-5 seconds 
 1 3-5 seconds 
 
 (1 4-5 seconds 
 
 2 seconds 
 
 1 2 2-5 seconds 
 
 !3 seconds 
 5 seconds 
 10 seconds 
 
 So well recognized is this principle of an- 
 alyzing and classifying people according to their 
 degrees of alertness that it has become an axiom 
 among progressive managers. One department 
 store manager will not allow anyone to operate 
 the elevators who cannot see, think and act in 
 three-fifths to four-fifths of a second ordinarily 
 and never longer than one and one-fifth 
 seconds. 
 
 This does not mean that there is no place for 
 the slower thinkers in an organization. They 
 may be very useful in positions where absolute 
 accuracy, honesty, loyalty and painstaking 
 thoroughness are necessary. Later on in this 
 series we shall go into this subject more fully. 
 We bring out these points here to illustrate the 
 principle that alertness is one of the prime essen- 
 tials in the present-day business and social 
 world. 
 
 You have doubtless already tried out the 
 speed of thought exercise at the end of the sec- 
 ond lesson. This was given so that you might 
 already have some practical knowledge on this 
 important subject. 
 
 (5) 
 
You can now calculate for yourself just how 
 long it takes you to see, think and act under any 
 circumstances. The test we gave you is not as 
 accurate as those made in a research laboratory, 
 with delicate timing instruments, but the printed 
 test will illustrate the approximate time of men- 
 tal action of your mind and that of other people. 
 
 Salesmanship. Every executive has to deal 
 with the subject of salesmanship. This is a big 
 subject and we can only touch on it briefly here, 
 but every part of this course really is a training 
 in salesmanship, as will be shown later on. The 
 executive who is weak on salesmanship can 
 hardly hope to make a big success of any busi- 
 ness. If he does not have selling ability himself, 
 he must be able to select those who are sales- 
 men, or train men and women in salesmanship. 
 
 Every person, in a sense, must be a salesman 
 in order to sell his or her personal services to 
 advantage, or else be hopelessly left in the game 
 of life. There is another sense in which every 
 person must be a salesman. Every person in an 
 office, store or factory, the office boy, the stenog- 
 rapher, the bookkeeper and the manual oper- 
 ative, ought to hold the thought and belief that 
 sales will be made. They should hold that 
 thought every hour and minute of the day. 
 
 The cumulative effect of that thought, held 
 uppermost in the minds of a whole organization, 
 will bring business right out of the air, so to 
 speak. And the opposite attitude of mind on 
 the part of employes will just as surely kill busi- 
 ness. The selling end is what keeps the wheels 
 moving, keeps everybody employed and makes 
 for a happy, comfortable future for all con- 
 cerned. 
 
 (6) 
 
Executives are coming more and more to drill 
 this idea not only into members of their manag- 
 ing and selling staff, but into every one down to 
 the shipping clerk and factory operative. More- 
 over, they are asking or expecting as a condi- 
 tion of employment of each applicant that he or 
 she shall have that thought and purpose from 
 the very start. 
 
 Salesmanship is not simply a clever selling 
 talk. It requires, first, thorough knowledge 
 of the goods; second, knowledge of how to 
 handle the different classes of customers, 
 ability to remember their names, their tastes 
 and hobbies; and third, the personality of the 
 salesman. 
 
 This last element of personality is really the 
 biggest factor in salesmanship. The man or 
 woman who has such a warm, genial, attractive 
 personality that you feel a sort of radiance 
 emanating from them as soon as you enter the 
 room where they are, such salesmen or sales- 
 women are absolutely invaluable and are what 
 make a business grow. This element of sales- 
 manship implies education, refinement, mind 
 power and broad capacity. That is what this 
 course is designed to produce. 
 
 Analysis, Deduction and Decision. A 
 
 characteristic of the executive is the ability to 
 analyze a subject quickly, to make a deduction 
 and then a decision. First he applies his power 
 for observation and, taking in every angle of the 
 subject, he then makes a deduction as far as 
 possible free from personal bias. But the prob- 
 lem is not completed until the decision is made. 
 Right here lies the chief difference between the 
 big, strong men or women who do things and 
 
 (7) 
 
the average routine workers. The latter cannot 
 make deductions or decisions. It is pitiful to 
 watch them try to decide on any subject. They 
 usually end every such struggle by postponing 
 and never making a decision or taking any 
 action. Learn right now to go through this 
 whole process of analysis, deduction and de- 
 cision as each matter comes up during the day, 
 whether it be great or small. 
 
 Principle No. 3. Time Required in Per- 
 sonal Development. Many people never 
 make a start to develop themselves because they 
 think it is such a long, uncertain process. They 
 do not realize that one month of concentrated, 
 studious effort will often make them over into 
 new and stronger personalities. 
 
 LAW OF MENTAL DEMAND. 
 
 This brings us face to face with another great 
 psychological law of immense practical value 
 to those who wish to develop executive ability. 
 It is this : 
 
 You can draw upon the latent powers not 
 only of your own subconscious mind, but on the 
 minds of other people with whom you come in 
 contact, and get their aid toward the accom- 
 plishment of anything, great or small, if you but 
 make a mental demand for this aid and co- 
 operation. This may be called the Law of Men- 
 tal Demand. One of the wealthiest men in the 
 United States, who has built up a world-wide 
 enterprise, affirms that the use of this law has 
 been one of the most potent influences that ha 
 has used in the construction of his business. 
 
 (8) 
 
The working of this law of mental demand 
 must have been noticed by everyone. Have you 
 not observed the power of your demand upon 
 another person when you wanted to make him 
 understand you without speaking to him? Have 
 you not thought deeply on a subject and then 
 written a letter on this subject to an associate, 
 only to learn that the person addressed had been 
 impressed with the same idea before your letter 
 was received? Have you not thought intensely 
 on a subject and had a companion turn to you 
 and speak the very words you were about to 
 utter? Have you not desired greatly to see a 
 certain person and have him come to you in a 
 few hours without being summoned by any of 
 the ordinary means of communication? 
 
 With its first recognition and experience 
 will come a new sense of power and capacity 
 for achievement. You will realize that you 
 have summoned a latent faculty into being 
 and that henceforth it will be one of your 
 dependable assets. It will broaden your 
 scope of power immeasurably. For the most 
 potent thing in the world of affairs is influ- 
 encing other people, and this ability to send 
 out your ideas and wishes on the vibrating 
 waves of thought and have others respond to 
 your mental demand on them is the essence 
 of mind power and executive ability. 
 
 The exercise of this power reacts favorably 
 on yourself also. With every bit of energy 
 which you hurl into this demand on others you 
 strengthen your brain centers. This has the 
 effect of drawing to you outside forces that will 
 contribute to your mental power. With this 
 increased power from within and without you 
 
 (9) 
 
will be able to command all the talent, thought 
 and co-operation in the world necessary for 
 achieving your purpose. It will give you the 
 assurance that comes from the sense of ability, 
 and makes you master of any situation. 
 
 It always should be borne in mind, how- 
 ever, that to get results by this method there 
 must be absolute harmony among the mem- 
 bers of an organization. Inharmony breaks 
 the connection between mind and mind just 
 as when two wireless instruments are out of 
 synchronism they cannot exchange messages 
 with each other. 
 
 These methods of personal development re- 
 veal possibilities for individual progress greater 
 than any discoveries in the world of mechanics. 
 These new-found depths of the mental capacity 
 of man disclose energies and powers as much 
 greater than the limited mind of man of a gen- 
 eration ago as present-day electricity exceeds 
 steam power of the middle of the nineteenth 
 century. 
 
 If a man can understand and use his latent 
 faculties effectively, he has the power to 
 change himself and his circumstances through 
 hitherto unsuspected powers in his own be- 
 ing. He can build wealth, health, character 
 and capacity to almost any degree that he 
 may desire. He may become a wizard in 
 some particular line. 
 
 He can remove from his life what is detri- 
 mental to his health, happiness and prosperity. 
 He can gain possession of the material things 
 that are essential to his happiness. He becomes 
 conscious that the possibilities within him are 
 practically limitless. There is no limitation to 
 how he can grow and develop himself or his 
 
 (10) 
 
business, just as Luther Burbank has shown 
 there are no fixed limits to growth in the plant 
 world; and Edison, Marconi and DeForrest have 
 demonstrated that there are no limits to the 
 application of electricity to the uses of man in 
 world-wide communication. 
 
 This possibility of mind training is now re- 
 garded as a cardinal principle and the whole 
 human world is changing to harmonize with 
 this idea. 
 
 The first effect of this revolutionizing 
 thought is to make people no longer satisfied 
 with living a narrow, starved life. They no 
 longer consider that they must give up to 
 what seems the inevitable, because they have 
 found that they hold the key to powers that 
 will overcome any circumstances. So a man 
 may have his own way in almost everything 
 if his desires be right and just. 
 
 You can plan your future and your business 
 with the assurance that you have a right to ex- 
 pect to realize practically everything in a gen- 
 eral way and many things in particular that you 
 desire. This can be done by anyone who has 
 the intellect to understand the principles and 
 apply the laws governing human minds. 
 
 Not only must an executive think of himself 
 but of the latent faculties of all his employes. 
 
 DEPTH AND POWER OF THE MIND 
 
 One of the best explanations that has been 
 made of the conscious and subconscious mind 
 of every human being is by comparing them to 
 coral islands. On the surface there is a little 
 circular ridge of red rock surrounding a lake of 
 shimmering green water and on this ledge a 
 
 (in 
 
fringe of tropic vegetation, This is all there is 
 to be seen on the surface with no suggestion of 
 that mighty structure extending down to the 
 ocean's bed built by uncountable millions of coral 
 creatures. 
 
 The human mind of even the humblest per- 
 son is like this coral island. It is built up with 
 the associated sense impressions of all past ex- 
 periences. In the passing moment, certain per- 
 ceptions, emotions, impulses and ideas are 
 sparkling in the sunlight of consciousness. 
 
 Under the surface in the shadowy realm 
 of the subconscious is the mind that governs 
 the breathing and the heartbeat. It is the 
 mind of stored-up memories and powers, the 
 mind that contains the germs of all talents 
 and genius for future achievements. 
 
 It is this subconscious storehouse, or storage 
 battery it might be called, which you may be 
 able to set into action in your own case or in 
 other people. An executive must not be simply 
 a driver, but a leader and developer of men and 
 women. 
 
 DEVELOPING LATENT POWER 
 
 As a means of strengthening and developing 
 yourself and other persons, follow these rules: 
 
 Eliminate Fear and Depressing Thoughts. 
 Rule 1. If images rise in your mind, in which 
 you see yourself healthy, successful and happy, 
 they tend to automatically manifest themselves 
 in such outward expressions and actions of body 
 as would be appropriate to your part in the 
 mind picture. At the same time they release 
 
 (12) 
 
emotions of health, vigor, capacity and power. 
 So cultivate this kind of thoughts. 
 
 Rule 2. On the other hand, if mental 
 images of misfortune, disease, death and fear 
 rise in your consciousness, they bring along 
 with them impulses that tend to retard the action 
 of your heart, liver, lungs, stomach and other 
 vital organs and to restrain all bodily action. 
 They also bring a train of thoughts of dejection 
 and melancholy. So form a habit of eliminating 
 this class of thoughts from your mind. 
 
 The vital reason for forming such a habit is 
 that the subconscious mind is intimately con- 
 nected, through the sympathetic nervous system T 
 with that department of the mind which directs 
 the nourishment and repair of the body and 
 automatically operates the vital functions. 
 
 Owing to this fact, it will be seen how 
 important it is to keep your thoughts in 
 proper channels, else they will speedily poison 
 the whole body. 
 
 When a strong, dominant idea is held in the 
 mind, the whole mental and physical system 
 vibrates in unison with it, and a person feels 
 the thrill of buoyant life. Then a man be- 
 comes a dynamo of energy. 
 
 In moments of doubt and perplexity, an ex- 
 actly opposite condition prevails. You feel 
 nerveless and listless. The reason of this is that 
 several conflicting ideas are struggling for mas- 
 tery of the subconscious mind, and your whole 
 internal make-up is like a troubled sea torn by 
 cross currents. 
 
 Rule 3. It then remains for the conscious 
 mind to give direction and stimulus to the better 
 
 (13) 
 
and wiser thoughts. Once these thoughts rise 
 to the surface of this troubled whirlpool, the seas 
 calm, your ship takes a true course, the heart 
 throbs strongly and you are on your way to 
 some purpose. 
 
 Here is a big point for business men and even 
 women in the home to consider. Get command 
 of yourself in the morning and keep command 
 of yourself all day. It is the secret of efficiency, 
 happiness and success. It is one of the most 
 necessary qualities for a person in an executive 
 position. 
 
 METHODS OF MIND AND BODY 
 CONTROL 
 
 Rule 4. It has been discovered by experi- 
 ments and experience that the period just pre- 
 ceding sleep, and just after awaking, when the 
 conscious mind is free from any dominating 
 thought, that the subconscious mind is then 
 most susceptible of being influenced. 
 
 If at such times you think of the thing 
 you most desire, that desire will sink deeply 
 into your subconsciousness, and a whole train 
 of ideas and emotions will be set to work to 
 realize that desire, without any conscious 
 effort on your part. This desire may be health 
 or any material object. Here we have ar- 
 rived at a law that is of vital importance. 
 
 Rule 5. Another time when commands 
 may be sent to the subconscious mind is just 
 before or after periods of intense application, 
 when the mind for an instant is "vacant," as 
 we say, and not under the control of any strong 
 idea. By introducing thoughts and commands 
 
 (14) 
 
about our desires we readily impress them on our 
 subconscious mind. 
 
 Rule 6. If you can control your trend of 
 thought, you can regulate the operation of your 
 bodily functions through your subconscious 
 mind. You can thus command physical effi- 
 ciency and keep yourself free from functional 
 disease. More than this, you can determine the 
 whole trend of your life by deciding what kind 
 of ideas shall be summoned from the subcon- 
 scious and made the dominant note of your 
 character. This control can be exerted to main- 
 tain health, to achieve success in business affairs 
 and to attain happiness. 
 
 Rule 7. If you can find a way to determine 
 the substance of your thoughts, you have gained 
 the secret of controlling your life. This can be 
 done by putting forth the ideas that will aid 
 your purpose and eliminating all that will be 
 antagonistic to it. When you have learned how 
 to do this you will be master of your own des- 
 tiny. You will be able to assemble your re- 
 sources, plan your campaign of achievement and 
 move forward to achievement as methodically 
 as a major-general carries out a military move- 
 ment. 
 
 The object of this course is to give you a code 
 that will enable you to determine the trend of 
 your thoughts and actions. With this code you 
 can live a highly efficient life, without strain or 
 effort, and realize from day to day its compensa- 
 tion in happiness, health and a reasonable 
 amount of material gains. The code which we 
 will give you must be built up unit by unit. We 
 have already given you three principles. 
 
 (15) 
 
FORMULA FOR MIND POWER 
 BUILDING 
 
 We will now add the following formula: 
 At night, just before retiring, turn all your ^ 
 attention upon the depths of your mind. De- \ 
 sire to arouse the strongest elements of your 
 subconscious personality. 
 
 Repeat this occasionally during the day 
 when you have a moment or two of mte*- 
 mission in your work. 
 
 Couple this demand on your subconscious 
 mind with a desire for some great object, land 
 also for the mental poise and tranquillity 
 which will give you happiness. 
 
 Desire deeply the full and harmonious ex- 
 pression of all the energies and forces in your 
 personality, which will fit you for r a position 
 of influence and leadership. Take some action 
 each day leading toward your chosen object. 
 
 When we believe we can do certain things 
 the subconscious mind concentrates all the 
 latent powers of the system into the faculty 
 required to do the things we have planned. 
 
 Your deeper mind will work for you while 
 you sleep, as well as when you are awake and 
 toiling with the sordid things of life. By fol- 
 lowing the above rules you will rapidly develop 
 executive power and personality. 
 
 In the next lesson methods for systematizing 
 your office, shop or home will be given, leading 
 to a high degree of personal efficiency and tend- 
 ing to reduce the stress and strain of every- 
 day life. 
 
 (16) 
 
Systematizing Office, Shop 
 or Home 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Hey wood 
 
 LECTURE IV 
 
 IN THE first three lectures of this course 
 we have stated how a man of any age can 
 get command of faculties that will start 
 him on the road to high achievement through 
 the right use of mind and body. It has been 
 shown how the exercise of these faculties brings 
 greater results with less effort and tends to 
 eliminate worry and fatigue. 
 
 We shall now take up methods of applying 
 system to your day's work. These methods are 
 designed to save time, to enable a hard day's 
 work to be done easily and without stress and 
 strain. We are going to begin at a vital point 
 your desk or work bench. A woman can ap- 
 ply these rules to her writing table and to every 
 department of the home. 
 
 The desk has two uses, first a table on which 
 to work and second a place in which to keep 
 "tools" and "work" in an prderly fashion. 
 
 A desk should not be a junk heap or a rem- 
 nant counter for unassorted material. It should 
 be a business work bench and every square inch 
 of its surface and every corner and compart- 
 ment of its drawers should be devoted to holding 
 just such things as are needed for the day's 
 work and no more. 
 
LETTER RACK 
 
 Desk arranged in orderly system with everything 
 right at hand. 
 
 It is the mark of a alovenly and incompetent 
 workman when you see a carpenter who throws 
 all his tools helter-skelter into a tool chest at 
 night and leaves some of them buried in the 
 chips and shavings of his day's work. He loses 
 a half hour's time the next morning in starting 
 his work and is nervous and flurried before he 
 has done a thing. 
 
 The same thing applies with even greater 
 force to the office man. The debris of the day's 
 work should be cleared away after it is finished. 
 Don't permit the chips and shavings of your 
 work to pile up in drawers and pigeon holes. 
 Don't allow matters that are "dead" to cover up 
 "live" stuff that you want to work with and 
 refer to constantly. So make your desk an or- 
 derly work bench, with every tool in its proper 
 place and nothing in its compartments that has 
 
 (2) 
 
DAY'S WORK FOLDER 
 
 Compartment folder for systematizing the day's work 
 
 no daily use. This is the beginning of system 
 in any office, shop or home. 
 
 Since this is a foundation principle we will 
 start housecleaning and office cleaning right 
 here. Let us begin with the deep lower right- 
 hand drawer of your desk, for that is generally 
 filled with dusty uncertainties. Is there really 
 any use for that jumble of newspapers, books 
 and bundles of papers piled in a foot deep? If 
 you had to locate instantly a contract you put 
 there a week ago, could you put your hand down 
 into that pile and pull it up with a smile? 
 Probably the opposite would occur. Very well, 
 then, clear out the junk, put the things else- 
 where under the proper classification or throw 
 
 (3) 
 
them away and save time and worry in the 
 future. There is a good use to make of this big 
 space which we shall outline in a moment. 
 
 Now turn your attention to the smaller lower 
 drawer on the left-hand side. How often have 
 you had occasion to consult a single one of the 
 catalogs and what-nots that you have been 
 throwing in there for months? Then clear those 
 out also and put them somewhere else in a 
 special file if they are worth while. Use that 
 space for something that you need to consult 
 often. 
 
 ANALYZE AND CLASSIFY THINGS 
 
 Now let us get down to a real system for the 
 whole desk. The first principles are classifica- 
 tion; everything right at hand and everything 
 always in the same place. A disorderly desk 
 means a disorderly mind, things overlooked and 
 forgotten and consequent distress of mind. This 
 can all be avoided by considering four essential 
 points and regulating the desk accordingly. 
 First, the unfinished matters which you are now 
 working on. Second, matters pending or bills 
 and other affairs to be attended to at some 
 future date. Third, completed matters, letters, 
 etc., that have been attended to that should be 
 filed, mailed or passed on to some one else. 
 Fourth, your working tools, stationery, clips, 
 shears, ruler, pens and ink, etc. 
 
 Let us begin with the first classification : mat- 
 ers that you are working on and that must be 
 completed today. These should not be placed 
 in the desk drawers at all, but kept on top and 
 placed in a folder called the "Day's Work." 
 This can be subdivided into sections labeled 
 "Letters to Be Answered," "Things to Be 
 Done," "Take up with B," and so on. 
 
 (4) 
 
The rest of the unfinished work, while it 
 should not be kept on top of the desk, should 
 be placed as near at hand as possible. For just 
 as quickly as you clear up the " Day's Work" 
 folder you want to go at the rest of your unfin- 
 ished work. So it is well to have another folder 
 labeled "Unfinished Work." This should be 
 placed in the upper right-hand drawer so that 
 It can be reached with one movement of the 
 right hand. 
 
 There is still another kind of unfinished work 
 which causes a great deal of mental trouble and 
 desk confusion. These are papers which it is 
 desirable to hold over for some future use or 
 consideration. Put such things in a "Hold 
 Over" file. This file should be put in the second 
 right-hand drawer. 
 
 With three-quarters of your desk work sys- 
 tematized it now remains to add a device to take 
 care of things you have already done and are 
 ready to pass on to someone else or to be posted. 
 For this purpose we would suggest a three- 
 decker wire basket or a messenger rack, with 
 three sections, marked "Letters to Mail," "For 
 Mr. J." or "Mr. M." Into each compartment 
 lay the various papers or letters and let your 
 office boy or secretary distribute them. 
 
 We now come to the important use to make 
 of the deep drawer. It is to take your personal 
 correspondence out of the vertical file in an- 
 other part of the office and to place it in a set of 
 folders right at your arm's reach. Consider the 
 economy and ease of being able to reach down 
 with your right hand, pull out a drawer and 
 with three motions get at any paper without 
 having to lose any time or move from your desk 
 chair. 
 
 (5) 
 
It now remains to take care of the useful 
 little things. The ruler, shears, blotter, pens, 
 clips, memo slips or tickler cards, pins, etc., 
 should be near at hand in the wide shallow 
 middle drawer. It will pay any man to have it 
 
 Private correspondence in follow-up file for lower 
 
 right hand deep drawer; get-at-able with three 
 
 motions of your hands. 
 
 (6) 
 
arranged in compartments as shown in our 
 diagram. This avoids throwing things into con- 
 fusion with the opening and closing of the 
 drawer. 
 
 EVERYTHING RIGHT AT HAND 
 
 There are now four drawers on the left avail- 
 able for other purposes. The top drawer should 
 be used for a brain box or tickler, which we 
 shall explain later on. The second left-hand 
 drawer is a good place to put stationery and 
 scratch pads. The next drawer may be used 
 for catalogs and advertising matter concerning 
 
 Form of card index for memory "tickler," with 31 
 
 cards tabbed for days of month and 12 cards 
 
 for months of year. 
 
 supplies which it may be desirable to order from 
 at an early date. The bottom drawer is a good 
 place for other printed matter which may con- 
 tain suggestions for advertising, selling cam- 
 paigns or general publicity and promotion work 
 which you may like to refer to in moments of 
 leisure. These lower drawers will need a little 
 rearranging and keeping orderly and up to date 
 once or twice a month. 
 
 With the new desk system inaugurated, you 
 are now ready for vigorous action and are 
 fitted to accomplish more with greater ease and 
 shorter hours than before. Some men have 
 
 (7) 
 
doubled their capacity by this system and short- 
 ened their working time 20 per cent. 
 
 In following lectures we shall take up the 
 subject of Memory and go into further details 
 about an Aid-to-Memory sj^stem to use in con- 
 nection with these desk methods outlined in this 
 lecture. 
 
 If you have no desk and are an outside man, 
 there still is a vest-pocket and coat-pocket sys- 
 tem that can be used with tremendous help to 
 you in doing your work and bringing mental 
 poise and relief from worry and strain. 
 
 QUESTIONS, LECTURES III AND IV. 
 
 1. Why is there a greater demand now for 
 trained minds? 
 
 2. How can a person develop executive 
 ability? 
 
 3. How can you eliminate timidity and de- 
 pressing thought? 
 
 4. Do you make a practice of getting com- 
 mand of yourself every morning and in just 
 what way? 
 
 5. How are you using the rules for keeping 
 yourself in good physical condition? 
 
 6. Are you planning a campaign of achieve- 
 ment, and along what lines? 
 
 7. Just how are you applying the formula for 
 mind power building? 
 
 8. What is the foundation principle of system 
 and efficiency in office, shop or home? 
 
 9. How are you using the principles and 
 methods outlined in this lesson for desk work, 
 in shop or home? 
 
 10. What degree or percentage of increased 
 efficiency do you estimate you have gained from 
 applying these methods? 
 
 (8) 
 
Training the Memory 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Heywood 
 
 LECTURE V 
 
 THE first four lectures of this course have 
 shown that your mind is a definite, meas- 
 urable force, and an instrument of great 
 power which you can use to attain any desired 
 objects in life. This knowledge can be applied 
 very effectively in developing memory. 
 
 In beginning memory training you should 
 understand that memory is a mechanical pro- 
 cess. If you have a knowledge of just how 
 memory images are made in your brain and the 
 mechanism by which they may be recalled, 
 memory cultivation becomes easy and very in- 
 teresting. 
 
 All impressions that reach the brain from the 
 skin, eyes, ears, nose, tongue, or any other part 
 of the body go in through nerves and leave a 
 definite mark on the brain. Our every-day ex- 
 periences, what we see, hear, smell, taste and 
 feel, are conveyed by nerve currents entering 
 the brain and leaving indentations on the brain 
 cells. The number of these cells of the brain is 
 computed to be something like a hundred mil- 
 lion. Each of these cells acts virtually like a 
 phonographic cylinder for recording and keep- 
 ing a memory picture for future use and repro- 
 duction at the call of the mind. 
 
 I The brain of the adult is a record of the ex- 
 periences of life through which the mind moves 
 in a manner similar to a phonographic needle 
 
 CD 
 
going over the indented wax cylinder. Going 
 back over the old impressions has the effect of 
 recalling the images of the things of which the 
 original impressions were made. However, the 
 brain is not entirely like a phonograph wax 
 cylinder. Its substance is live, plastic and some- 
 what elastic. The impressions made by ingoing 
 nerve currents are deepest just after the mak- 
 ing. The brain matter in the cell gradually 
 springs back, but in most instances it can never 
 recover so far as to obliterate the trace of the 
 impression entirely. If it could we should re- 
 member nothing. As it is we recall best within 
 a few minutes after an experience. After 
 twenty minutes the recoil of the matter has 
 almost been completed. Names and other things 
 that we can remember that long are pretty sure 
 to remain with us indefinitely. 
 
 These brain records are what constitute the 
 subconscious mind, which is your memory 
 mind. If you will bear this simple fact in 
 mind, it will be a great help in developing the 
 memory faculty. 
 
 KEY TO THE MIND'S MIGHTY 
 STOREHOUSE 
 
 Your subconscious mind really is the store- 
 house of all the knowledge, and all the impres- 
 sions you have ever heard, seen, felt or even 
 thought. It is your memory mind. It even 
 goes beyond this and embodies all the hereditary 
 traits of all your ancestors, and all the primi- 
 tive instincts of the race. Instincts are really 
 the inherited memory from our ancestors. 
 
 What a wonderful storehouse to draw from; 
 the fighting, aggressive powers of your ances- 
 
 (2) 
 
tors that you need in emergencies; the emo- 
 tional fire to nerve you up to great deeds; the 
 staying powers that have sustained your pro- 
 genitors in the age-long struggle upward to the 
 present plane; the ambition of your greatest 
 ancestor; the idealism of the sweetest women 
 and noblest men of your race. They are all 
 there, stored away in your subconscious mind 
 and brain. You only need the key to unlock 
 that treasure house. Cultivating the memory 
 will help you to use your reserve powers. 
 
 The practical value of a knowledge of the 
 subconscious mind can be demonstrated at once 
 by using it in memory and recall. It has been 
 shown that everything ever seen or heard is 
 stored away in the subconscious mind like a 
 record on a phonographic disk. In order to 
 recall any past impression, such as the name of a 
 person, it is only necessary to revive the original 
 impression made on the brain. 
 
 One effective way of doing this is to say to 
 yourself, "I want to recall that name." and 
 put yourself in an attitude of mind expecting 
 the name to come to your lips. If it does not 
 come at once do not fret or worry about it. 
 Say: "Never mind, it will come soon. I want 
 that name," as if you were giving an order to 
 a subordinate. Then dismiss the matter and 
 go on with some other subject of thought. 
 
 The message has gone down to your sub- 
 conscious mind and its faculties are at work 
 striving to revive the original impression. If 
 the name does not come to you when the subject 
 occurs to you again, try a few of the following 
 devices to help your latent faculties revive it. 
 
 Think over the letters of the alphabet and try- 
 to recall what was the first letter of the person's 
 
 (3) 
 
name, forming your lips as if to pronounce the 
 name if it began with A, B, C, etc. You will 
 probably get an impression of the right letter. 
 If it is M, keep repeating M. Move your lips 
 and try to connect the name with it. If this 
 device does not bring the name, again dismiss 
 the subject with the thought, "It will come." 
 In due course of time the name will pop up into 
 your consciousness like a cork rising to the sur- 
 face of water. 
 
 You can soon get your mind so trained that 
 you can recall almost anything, names, figures, 
 phrases, quotations, or any other classes of 
 recollections that are of practical use to you. 
 This will give you a sense of confidence in your 
 mental powers that will be as exhilarating to 
 you as the development of a new set of muscles 
 by an athlete. It is well to have a little fuller 
 knowledge of the laws governing memory in 
 order to get the best results. 
 
 VALUE OF VIVID FIRST IMPRESSIONS 
 
 It has already been explained that the brain 
 is similar to the wax cylinder of a phonograph. 
 On this plastic surface are recorded all the in- 
 coming impressions brought by nerve currents. 
 These impressions are strongest just after the 
 making. The stronger the first impression the 
 deeper is the impress made on the brain, and the 
 easier it will be to recall it at some future time. 
 
 For this reason take particular pains to get a 
 strong, distinct impression of the names of 
 people you meet and are introduced to. That is 
 the first step in establishing a good memory, 
 see that you understand a person's name clearly, 
 distinctly, before it is pigeonholed in the brain. 
 Pay special attention to the names of the friends 
 
 (4) 
 
present at the time of meeting and note any- 
 thing that is distinctive about the new acquaint- 
 ance. 
 
 It is a good plan to write down a name or 
 have it spelled to you if it is an unusual one. 
 When you want to recall this person's name at 
 a future time, if it does not come into your 
 mind at once, recall the names of your friends 
 whom he was with, and the other circumstances 
 of the first meeting. This will nearly always 
 lead up to his name coming into your mind. 
 
 The reason for this is that there are connec- 
 tions between the impressions on the brain, due 
 to the fact that these kindred impressions were 
 made at the same time. Each impression or 
 brain path represents an image or idea in the 
 mind and the clearness and ease of recollection 
 depends upon the strength of the impression, 
 and the brain pathways leading to it. If the 
 paths are deep and well defined your memory 
 will be good. If they are shallow and indis- 
 tinct, recollection will be difficult. If the paths 
 are all distinct the mind, after finding one of 
 these paths, can quickly run over the whole 
 network and find the particular dent that spells 
 the name or the object desired. 
 
 KEEP THE PHYSICAL SENSES KEEN 
 
 In order to have strong impressions made 
 on the brain it is vitally necessary to have all 
 the physical faculties keen, such as sight and 
 hearing. Any defect in these senses is apt to 
 result in blurred impressions on the brain, and 
 consequently poor memory and impaired men- 
 tality. Defective eyesight and hearing also are 
 now so easily corrected, by means of glasses 
 and ear contrivances, that no one should over- 
 
 (5) 
 
loak these matters, either for himse Tf , his family 
 or his employes. A great deal of the mental 
 backwardness of employes and children is due 
 to some physical defects that could be cured. 
 
 Another factor that assists greatly in making 
 a good memory is the number of brain paths 
 that lead up to a certain impression. If the same 
 thing happens to you, or you see the same thing 
 several times under different circumstances, this 
 thing will be imprinted upon the brain in several 
 ways. Some of these markings will cross each 
 other, and the mind, searching for this object, 
 will be led to it through several different chan- 
 nels. This is a very important point, for the 
 study of mental action indicates that the mind 
 does not readily, if ever, leave the paths already 
 made. If an impression of an idea has only one 
 path it will be more difficult for the mind to 
 trace its way to an idea than as if there were 
 numerous paths leading to the seat of this idea. 
 
 From these facts we can draw a very prac- 
 tical conclusion for use in everyday life. If 
 you wish to remember things well you must 
 consider that recollection is the result of the 
 mind having access and free use of a good set 
 of impressions on the brain. This is what makes 
 up what we term "Experience," which is simply 
 a large assortment of brain impressions. Good 
 memory is a mind that has rich and sharply de- 
 fined experiences to reproduce on call. 
 
 CULTIVATING ATTENTION 
 
 To make your memory images clear the fac- 
 ulty of Attention should be cultivated. Atten- 
 tion focuses the spotlight of the mind on what- 
 ever you direct it, whether it be a face or a 
 name, a picture, an argument or an assortment 
 
 (6) 
 
of goods In a store or a window. While the 
 spotlight of attention is playing upon an object 
 or a set of objects, every detail of the scene is 
 photographed on the retina of the eye and in 
 the brain cells that record this image. The pic- 
 ture thus formed will be as vivid as a film nega- 
 tive and ready for recall at any time. 
 
 This is really an easy faculty to acquire. It 
 does not require much effort of mind; in fact, 
 a certain passivity of mind is requisite. Some 
 detectives have a way of casting their eyes about 
 a room or a building in a dreamy kind of way 
 that sometimes looks stupid, and of watching 
 people in a crowd or on the street in the same 
 manner, and forming impressions that are 
 almost infallible. Any person can form the 
 habit of paying attention to things that interest 
 him or are of value to him so that he can recall 
 such things whenever desired, with the greatest 
 ease. 
 
 REMEMBERING NUMBERS 
 
 If you want to remember a number, listen to 
 it when spoken, speak it, write it and look at the 
 written figures. Form a distinct mental picture 
 of it. Pronounce it in rhythmic form, two or 
 three digits at a time, like 22, 57. Or speak it 
 in the easiest verbal form, as nineteen nineteen. 
 
 Many elaborate memory systems have been 
 devised, requiring hard and tedious study. They 
 often weary the mind without doing any particu- 
 lar good. Try the simple system we have out- 
 lined. Call upon the subconscious mind for 
 whatever you wish and make your brain im- 
 pressions from this time on as clear and distinct 
 as possible. You will find that your memory 
 will improve and you will take a positive zest in 
 training and using your mind and memory. 
 
 (7) 
 
Many persons who find their memory appar- 
 ently failing become alarmed and think that 
 there is something organically wrong with their 
 brain, indicating a loss of retentiveness. The 
 actual cause is the loss of interest in the things 
 around them or in ideals and ambitions. Their 
 poorer memory is the result of failure to form 
 vivid impressions of the things seen, heard, felt 
 and tasted. The brain is just as good as ever 
 and just as capable of rendering good service 
 up to extreme old age. 
 
 Interest is a mental quality. It springs from 
 desire. So the thing to do is to desire much, 
 just as you did in youth. That will keep your 
 memory young and will keep you young. 
 
 An essential thing in developing a good mem- 
 ory is to have good functional health. A little 
 later on we shall take up health culture as a vital 
 factor in personal efficiency. At this point we 
 shall merely consider the matter of health in 
 its relation to memory. The first step toward 
 getting good, vigorous health is to eliminate fear 
 and depressing thoughts and think and act along 
 constructive lines. 
 
 You may have observed that when people get 
 sick they are not able to recall things, and when 
 they get better their memory comes back to 
 them. So it is good business policy to keep well, 
 or if you are sick to make a business of getting 
 well just as soon as possible. The WILL can 
 work wonders in this line. Will Power and 
 command over yourself is an important element 
 in memory training. 
 
 You have doubtless learned your power of 
 command over yourself in one particular way. 
 You have found that if you make up your mind 
 to wake up at a certain time in the morning 
 you will awake almost at the precise minute, no 
 
 (8) 
 
matter at what time you went to bed. This is 
 a form of memory; it is remembering to wake 
 up. It shows how the unconscious or the sub- 
 conscious mind obeys orders given to it. You 
 must have been impressed by the mysterious 
 power within you which could do this. You can 
 apply this method in many ways and get that 
 same sense of power in whatever field or direc- 
 tion you turn your mind. 
 
 A young woman who has studied this mem- 
 ory lesson got a great inspiration from this sug- 
 gestion, and she writes us : 
 
 "This has brought to me a fuller realization 
 of my power than anything I have heard or 
 read for a long time. I have practiced this 
 method of awakening in the morning for a num- 
 ber of years and if I lie down for a nap of thirty 
 to forty-five minutes I give the command that I 
 shall awake at a certain time. I then go to sleep 
 and invariably wake up at almost exactly the 
 right minute. Since this is a form of memory, 
 I can begin to see how large a field there is for 
 a person to apply it and the opportunity it pre- 
 sents for training the memory. This had not 
 occurred to me before as a form of memory and 
 I am certainly glad to have it presented in that 
 light. I do not think I ever exactly understood 
 why or how I was able to do this, but I just did 
 it. I am sure this knowledge will be very useful 
 to me in the future and a source of increasing 
 power and capacity." 
 
 MEMORY METHODS FOR THE YOUNG 
 
 The teachers of India have long recognized 
 the value of memory, attention and concentra- 
 tion and applied it practically to their pupils. 
 The "Play of the Jewels," as applied to two 
 
 (9) 
 
boys, aptly illustrates this point. The one had 
 been taught to see things accurately, to dis- 
 criminate and to remember, and the other had 
 not. In testing the boys the teacher takes from 
 a table drawer a handful of gem stones and 
 throws them upon a tray. "Now, boys," he 
 says, "when you have counted and handled and 
 examined them so that you can remember all 
 about them, I will cover them with this paper 
 and you are then to write about them." 
 
 After the stones were covered up the untrained 
 boy wrote: "There are fifteen stones, five blue 
 ones, one big stone, one smaller and three very 
 small ones. There is one yellow stone that I 
 saw and one like a pipe stem. There are two red 
 stones, and I made the count fifteen, but two 
 I have forgotten. No, give me time. One was 
 ivory, little and brownish" and he shook his 
 head. He could not remember. 
 
 The other boy then read his test essay: 
 "First, there are two flawed sapphires, one of 
 two rupees and one of four rupees value, I 
 judge. The two-rupee stone is chipped at the 
 edge. There is one Turkestan turquoise, plain 
 with green veins, and there are two inscribed 
 with the name of God in gold. We have five 
 blue stones, four flawed emeralds, but one is 
 dulled, and there is one ruby of Burmah, one 
 carved ivory figure and a ball of crystal." The 
 test was perfect. 
 
 The teacher turned to the untrained boy and 
 said: "He has you beaten; he is your master 
 because he can remember." "That isn't fair," 
 the boy retorted. "I don't know anything about 
 stones and he does," and he added that if the 
 teacher would give him something about horses 
 or any other subject he could remember as well 
 
 (10) 
 
as the other boy. The teacher then gathered 
 odds and ends of things about the room, put 
 them into a pile and repeated the tests for the 
 boys. The result was the same. The boy who 
 had been trained wrote out a practically perfect 
 answer. The other boy saw only a part of the 
 things and those imperfectly. 
 
 This shows the value of training along the 
 lines of alertness, attention, observation and 
 memory. That is why we have taken such 
 pains from the very start of this course to set 
 forth, repeat and keep hammering on these 
 points. They are the basis of all proper educa- 
 tion, of business and efficient work of all kinds. 
 It is training along these lines that has devel- 
 oped such prodigies as the little son of Prof. 
 Boris Sidis, who was fit to enter Harvard Col- 
 lege at the age of 12. Many other similar cases 
 are being reported, without putting any strain 
 upon the boys or girls. 
 
 You can apply these points every day. For 
 instance, you know that there is a tendency for 
 a great many errors to appear in reports. A 
 judge made an interesting remark the other day. 
 He said that when people come into court those 
 on opposite sides of a case, or even those on 
 the same side of the case, fail to tell the same 
 story about the simplest things that had oc- 
 curred. If a certain thing happened on ship- 
 board, he said he would not expect them to even 
 remember which way the wind blew at the time. 
 The difficulty is not so much with the memory 
 as with the lack of attention and observation. 
 You can perhaps best improve your memory by 
 not thinking or feeling apprehensive about your 
 memory but by taking care of how you see 
 things and learn things. 
 
 cm 
 
HOW TO STUDY 
 
 A lawyer who rose to great eminence in his 
 profession said to a friend that he found that 
 at the end of a year he could visualize every- 
 thing that he had learned during that year and 
 practically all the details of every case. The 
 friend asked him how he could do this and the 
 attorney said it was a habit he had acquired in 
 the law college. When he studied law he did 
 it with the idea of using at some future time 
 everything that he read. His colleagues read 
 more than he did, but what he read he remem- 
 bered. 
 
 Improving your method of reading and study 
 is thus one of the secrets of good memory. 
 Many people read entirely too much. They 
 cannot digest any of it. It is what you digest 
 and apply that does you good. Mere reading 
 may be a mental dissipation. It is so with many 
 people. That is why we have made our printed 
 texts and instructions brief, so that you may 
 digest and apply every paragraph of them. 
 
 CALLING UP LONG FORGOTTEN 
 THINGS. 
 
 When you want to recall something which is 
 very hard to remember, put yourself in the same 
 situation you were in when you first heard, saw 
 or studied. Suppose you want to recall some- 
 thing you learned years ago. If it is possible 
 put yourself in the same place, with the same 
 surroundings, which existed when you first 
 learned it. Get yourself in the same attitude 
 of mind you were in at the time you originally 
 learned it. This will bring up a powerful chain 
 of associations, which are almost certain to re- 
 call the things you wish to remember. If you 
 cannot duplicate the place and surroundings, 
 
 (12) 
 
owing to time and distance, make the conditions 
 as nearly like the original situation as possible. 
 You will generally succeed in bringing to mind 
 what you wish to recollect. 
 
 You can make this principle and method serve 
 you in a very practical way. Sitting at a cer- 
 tain desk, you can easily remember all the things 
 connected with that department. By going into 
 another room or even to another desk in the 
 same room, you can take up an entirely differ- 
 ent line of thought, work or planning without 
 any strain or painful effort. The new associa- 
 tions and memories carry you through the dif- 
 erent kinds of work almost automatically. 
 Some men do things that are considered mar- 
 velous by this simple method. Sitting in a cer- 
 tain chair at a certain time of day or on a cer- 
 tain date will bring back names of friends or 
 business associates, things learned long ago 
 even forgotten speeches and poetry with a 
 vividness that is almost uncanny. 
 
 TESTING YOUR MEMORY. 
 
 We are now going to give you some memory 
 tests so you can guage yourself in this quality. 
 
 Memory Test No. 1. Read this list of 
 words slowly and carefully once, then turn over 
 the page and try to repeat them in the proper 
 order. Then repeat them as nearly as you can 
 backward. Write down the names as you repeat 
 them in both cases and compare with original 
 list and see how many you have got correct and 
 in proper order: 
 
 world power sunset Washington 
 
 sun war vigor century 
 
 star might Lincoln future 
 
 moon light great universe 
 
 electricity night liberty freedom 
 
 (13) 
 
Figure out your percentage. There are 
 twenty words. Each word counts for five. If 
 you remember fifteen of the twenty words, you 
 are 75 per cent perfect in memory. That is fair; 
 80 per cent is good and 90 per cent is extra good. 
 
 Memory Test No. 2. 
 
 A few days after taking this test use the 
 more elaborate chart test shown on the opposite 
 page. 
 
 This is a fifty-word test. In this case have 
 someone read the words to you, slowly, one at 
 a time. You are to answer by giving some other 
 word, as quickly as you can, while the other per- 
 son writes down the answer on the dotted line 
 opposite. At the same time let your questioner 
 write down the time it took you to answer one 
 second, two seconds, or more. If you have a 
 stop-watch, this is easily done and the time can 
 be written exactly to the fifth of a second. The 
 test then becomes a measure of your alertness 
 and is valuable as showing your mental status 
 as explained in a previous lesson. 
 
 After your questioner has gone all through 
 the list and written down all your answers, let 
 him begin at the first word in the printed list, 
 reading that again and asking you to state the 
 answer that you originally gave, putting a 
 cross opposite the errors which you make. Then 
 figure out your percentage. Do not read this 
 list of words over in advance with the idea of 
 memorizing certain answers, for that would de- 
 feat the object of the test. You can try this 
 chart test on many of your friends. It forms an 
 interesting game. Change the words where 
 there are several present so that each one will 
 be forced to give original answers. 
 
 (14) 
 
HEYWOOD SYSTEM OF PERSONAL EFFICIENCY 
 
 REACTION TIME TEST 
 
 
 TIME: 
 
 ANSWER 
 
 TIME: 
 
 ANSWER 
 
 hat. 
 
 
 _. slow 
 
 
 
 coat.. .. 
 
 
 . remember... 
 
 
 
 
 
 fun 
 
 
 
 blue 
 
 
 wild 
 
 
 
 run 
 
 
 .. _ sister 
 
 
 
 head 
 
 
 trae_ 
 
 
 
 -ooj ... 
 
 
 __ . ._ _ laugh 
 
 
 
 walk 
 
 
 clean. 
 
 
 
 
 
 h*rt>r 
 
 
 
 poor 
 
 
 friend 
 
 
 
 heart. 
 
 
 stupid 
 
 
 
 cry 
 child. 
 
 
 
 blood 
 
 ............. ......._.......... money .., 
 
 
 
 - 
 
 false, i 
 
 
 ..... ...._.... .. _ forget 
 
 
 
 body 
 
 
 -su . enemy 
 
 
 
 think. 
 
 parting 
 
 
 
 _ long 
 wife 
 haf 
 
 
 
 
 lave. _ 
 
 
 ............ strange 
 
 
 
 tteal. 
 
 
 God 
 
 
 
 bad 
 
 
 sad 
 
 
 
 dead 
 
 
 
 
 
 quick 
 
 
 lest 
 
 
 
 
 
 . . despise- 
 
 
 
 mother 
 
 
 hope 
 
 
 
 
 
 
 
 
 RESUME 
 
 Adaptability, 
 
 Relationship of Ideas. Emotion 
 
 Memory Date _^...191- 
 
 Name ....Examiner 
 
 (15) 
 
APPLICATION OF MEMORY RULES. 
 
 The new methods of memory training which 
 are set forth in this course are based upon the 
 recent psychological discovery that everything 
 a person has ever seen, heard or felt, or knowl- 
 edge acquired, has made a record on a brain 
 cell or nerve cell and can be visualized and re- 
 called if the proper methods be used. 
 
 A business man who has applied these new 
 methods says: "I found it easy to visualize a 
 word, to see it before me, to gGt in my mind the 
 letters in that word, just as a moving picture is 
 thrown upon a screen. I reasoned from this 
 experience that I could do the same with any 
 name, face, fact or figure that I desired to recall. 
 
 "So I began to train myself, as you direct, 
 with the conscious wish and determination to 
 visualize everything useful, to see things in my 
 mind's eye. I made a deliberate and concen- 
 trated effort, which soon became a habit, and 
 was easy to continue. I am convinced that most 
 forgetfulness is either mental laziness or igno- 
 rance of all memory rules and principles. From 
 not using the memory, a person's mental muscles 
 get flabby. A man must make the conscious 
 effort to remember, just as he would make the 
 conscious effort to strengthen the muscles of his 
 body by training in a gymnasium, or by other 
 physical exercises. I am convinced that any 
 man by practice can make his memory 90 per 
 cent perfect." 
 
 Improving the memory thus means a strength 
 ening of the whole personality. It gives a per- 
 son a new sense of physical and mental tone. 
 Cultivating the memory along these lines thus 
 becomes a most exhilarating exercise instead of 
 laborious study. 
 
 (16) 
 
First Aids to Memory 
 
 MIND POWER BUILD1NPG SERIES 
 
 Copyright 1921 by D. Herbert Hey wood 
 
 LECTURE VI 
 
 CARRY the big: things in your head aanf 
 the details in your vest poeket is air 
 axiom of business. Men ai the head of 
 large affairs know that a mind burdened with- 
 details is not efficient- Ambitious men or women* 
 whose attention is concentrated on big things? 
 acquire a habit of mind that tends to overlook 
 routine and detail. They need a mechanical help 
 for the memory. This may be a pocket memo- 
 randum, a> ctesk file, calendar pad, an inexpen- 
 sive pocket book or some other contrivance. 
 But whatever it is, the person should adopt a 
 systematic plan of using it and then follow it 
 conscientiously. 
 
 The simplest form of desk tickler is the cal- 
 endar pad with a leaf for emcyrdssy in the year. 
 Entries may be made ahead for any date. At 
 the close of each day the sheet fois flhat date 
 should be, removed and any unfinished items 
 transferred to the next day's list, together wit& 
 all other foreseen* duties. Upon reaching, your 
 diesk the next morning, you see tEe day's* pro- 
 gram staring, at you. 
 
 An improvement on the desk pad is the brain 
 box or card tickler. This is an adaptation of 
 the card index idea and does away, with rewrite 
 ing items on the pad. Moreover, anything can 
 be inserted at tha proper dates, visiting or busi- 
 ness cards or memos on slips of paper. This 
 tickler, need ha only an ordinary 3 by 5 card 
 
 (10 
 
index fitted into the upper left-hand drawer of 
 the desk, indexed with the thirty-one days of 
 the month and the twelve months of the year. 
 
 It matters not how trivial a task may be, there 
 should be a tickler note of it. It may be a 
 promise, financial obligation, appointment, or 
 date of shipment, but in any case make a tickler 
 memo of it. Confide to the tickler the responsi- 
 bility of bringing it to your attention at the right 
 time and then relieve your mind of it. 
 
 You will find that your memory is strength- 
 ened by these mechanical aids for the reason 
 that you have made a distinct image on the 
 brain every time you have made a memo of any 
 name, date or fact. 
 
 The sooner and oftener you can apply a fact 
 in a practical way the better you can remember 
 it. Talk about it, write about it and do some 
 act connected with it. Making the earliest pos- 
 ible use of some fact you wish to remember will 
 stamp it the most vividly on your mind. Ob- 
 serve the following laws: 
 
 Law of Repetition. Say it over and over 
 again. 
 
 Law of Contiguity. Relate the matter to 
 be remembered to other things occurring at the 
 same time. 
 
 Law of Correlation. Endeavor to link 
 each new thing to be remembered with an old 
 idea of a similar nature. Bind new facts to old 
 facts by relations of similarity, cause and effect, 
 in whole or in part. This may be a pleasurable 
 process. It is a natural instinctive way of re- 
 membering, just as you say, "By the way, that 
 reminds me of such and such a thing." You are 
 unconsciously following out the Law of Corre- 
 lation. It becomes easy to cultivate memory or 
 
 (2) 
 
any other faculty when you follow methods that 
 are in accord with natural instincts. 
 
 Law of Comparison. Note how the facts 
 to be remembered compare with other facts on 
 similar subjects already stored in the memory. 
 This involves a judicial process and tends to 
 develop a high order of mind. 
 
 Above all, observe the simple law of recall, 
 "I want that name." 
 
 Sight Memory Exercise. An effective way 
 of training the mind to remember details about 
 business is as follows: Look at a shop window, 
 observing carefully every detail in it. Then 
 walk on some distance, stop and write down all 
 you can remember. You can develop a wonder- 
 ful power of observation and memory in this 
 way. Apply this to a counter of goods that in- 
 terests you, or anything that you desire to get a 
 knowledge of. 
 
 The next day repeat this same process. The 
 point is to see how many more objects you see 
 on succeeding days. This has the elements of 
 a game, for you are keeping tab on yourself by 
 number. 
 
 You can keep this data in the form of a score 
 card. This may heighten the interest of this 
 little memory game. Very soon you can remem- 
 ber practically everything in the window or on 
 the counter and you will have a sense of greatly 
 increased power of memory. 
 
 You can carry this practice still further. After 
 remembering all the objects, train yourself to 
 recall the colors, sizes, shapes and positions of 
 all the objects. This will not only develop your 
 memory but improve your color and space sense 
 and heighten your whole perceptive process. 
 The advantage of this method of exercise is that 
 
 (3)' 
 
it takes on the interest of the game. It is so 
 simple that you can teach it to a child, or an 
 associate, or subordinate who needs developing 
 along these lines. 
 
 Tell yourself this: "Hear what you wish to 
 hear and see what you wish to see." You can 
 thus be oblivious to all sights and sounds that 
 are distracting, even in the midst of noise and 
 confusion. Your memory and power of con- 
 centration will be improved and your wholte 
 physical and mental system will acquire a new 
 strength and tone. The use of the WILL is a 
 great factor in developing a good memory. The 
 recalling of any desired thing is largely the 
 ability to COMMAND the subconscious mind 
 to reproduce what you wish. 
 
 QUESTIONS, LECTURES V AND VI. 
 
 1. What is a simple and effective way of re- 
 calling any name, date or fact? 
 
 2. State another device for recalling a name 
 or word. 
 
 3. Why should the physical senses be kept 
 keen? 
 
 4. What part does attention play in the pro- 
 cess of remembering? 
 
 5. Why should mechanical aids to memory 
 be adopted? 
 
 6. What memory tickler memorandum sys- 
 tem ar$ you using? 
 
 7. What effect does a good memory have on 
 the physical and mental system? 
 
 8. What memory exercises are you using each 
 day? 
 
 9. What is the sig&t memory exercise? 
 
 10. What is your memoiy percentage by 
 Tests No. 1 and^To. 2? 
 
 (A) 
 
Industrial and Vocational 
 Efficiency 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Heywood 
 
 LECTURE VII 
 
 THE previous lessons in this course have 
 shown how the mind works, how its 
 power can be multiplied, and how the 
 memory and other faculties may be made to 
 operate with greater harmony and efficiency. 
 At this state it is appropriate to open the door 
 upon new realms of discoveries in practical 
 psychology, which are of vital importance to 
 every person. These discoveries pertain to the 
 proper selection of a vocation, and adjusting 
 one's self to industrial efficiency or directing 
 others in this field. 
 
 To most people the word efficiency, which is 
 now the slogan of the business world, means 
 high pressure work and strain. Nothing could 
 be farther from the truth. Personal efficiency 
 means doing a given task without friction or 
 strain of any kind. It is accomplished by the 
 harmonious working together of body and 
 mind. It is generally the result of doing things 
 in the simplest and happiest way. The most 
 immediate effect is the gaining of dollars 
 and cents by this smooth-working human 
 mechanism. 
 
 Big business men all over the world are wak- 
 ing up to the need of a greater degree of per- 
 sonal efficiency in the organization of great in- 
 
dustries from the humblest workers up to the 
 managing staff. 
 
 How to accomplish this is the question of the 
 hour. The solution is near at hand; in fact, is 
 already being worked out in a very practical 
 way by men who are associating themselves 
 together for this purpose. This is one of the 
 most encouraging signs of the times, an evi- 
 dence that the gravest problem before the busi- 
 ness world can and will be solved in a spirit 
 of good will between workers and employers 
 because an avenue of mutual profit has been 
 found in which both can travel together. This 
 thoroughfare might be called the "Avenue of 
 Co-operation and Efficiency." 
 
 MAKING MEN OVER 
 
 Every business man worthy of the name has 
 introduced efficiency systems of some sort into 
 his office or shop work. Sometimes the results 
 have been disappointing and he blames the 
 "system." The chances are that the personal 
 element has been overlooked. His employes 
 have failed to grasp the idea and the method of 
 it. The thing to do then is teach them personal 
 efficiency. Impossible, you say men cannot 
 be made over. They can and are being made 
 over. 
 
 More than 1,000,000 men and women are 
 now working on improved efficiency plans in^ 
 big industrial establishments in this country. 
 They are earning 50 to 100 per cent more wages 
 than before and are turning out two to four 
 times the amount of work and with less physical 
 and mental strain. This system was not forced 
 upon employers by labor unions, but was 
 brought about by plodding workers and thinkers 
 
 (2) 
 
who joined hands and minds and hearts in this 
 great movement for human betterment. If any 
 business man does not know about these things 
 it is time for him to find out about them. More 
 and more progressive men in every community 
 are studying these vital facts and putting them 
 into practice. 
 
 WHY PERSONAL EFFICIENCY PAYS 
 
 Many employers shrink from attempting to 
 make a study of the personal efficiency or fit- 
 ness of each man for his particular task because 
 the subject seems so big and complex. They 
 argue to themselves that at the best they could 
 probably save only a small per cent by this new 
 scientific method. 
 
 They entirely underestimate the great varia- 
 tion in men. Careful observations have shown 
 that a first-class man in any trade or vocation 
 does from two to four times as much work as 
 an average man in his class or trade. That is 
 why it pays to employ only first-class men. It 
 means the difference between success or failure 
 in a business. 
 
 With this enormous variation in men it is 
 possible, by having only first-class men, to pay 
 high wages and yet have a low cost of labor. 
 The difference in the output of first-class and 
 average men is realized as little by the work- 
 men as by employers. 
 
 It is also true that high-grade men are not 
 only willing but anxious to work at their maxi- 
 mum capacity if they can get about 30 to 50 per 
 cent more wages than the average man in his 
 trade earns. Nor does such work tend to break 
 down men by excessive speeding, for it has 
 been found that they rise to a higher level of 
 
 (3) 
 
mental and bodily activity and thrive on it. In 
 other words, they undergo a distinct evolution 
 and rise to a higher state of manhood. 
 
 EFFICIENCY IS A NEW SCIENCE 
 
 Personal efficiency has been developed and 
 applied to such an extent in many departments 
 of industry that it has risen to the dignity of a 
 new science. It bids fair to play as astonishing a 
 part in human affairs during the twentieth cen- 
 tury as machinery did in the nineteenth century. 
 
 An instance of its use among the lowest class 
 of workers illustrates its possibilities. The pig 
 iron handlers at the Bethlehem steel works a 
 few years ago were loading iron on cars at the 
 rate of 12^K tons a day and getting less than $2 
 a day. Under the new scientific system of rest 
 periods these men were taught to load 48 tons 
 a day and were paid 60 per cent more. This 60 
 per cent increase in wages was voluntary on the 
 part of the management and was one of the 
 most profitable innovations ever adopted by that 
 company. 
 
 In a ball bearing factory in Massachusetts a 
 scientific system was adopted with the result of 
 getting thirty-five girls to do the work formerly 
 done by 120 in sorting metal bearings. The 
 hours were reduced from 10 K to 8^ and the 
 wages of the girls increased from $4.50 to $9 
 a week, while the cost to the manufacturers was 
 reduced and the output improved. 
 
 These examples show that the earning power 
 of American men and women is only just be- 
 ginning to be realized, when their energies are 
 properly directed. Besides the financial benefits 
 to both sides it has changed the attitude of the 
 employe from shirking and antagonism to help- 
 
 (4) 
 
ful, happy co-operation with the employer. Car- 
 ried to its logical goal, it means the peaceful 
 solution of all labor problems and an unbounded 
 field for American enterprise. 
 
 THE PSYCHOLOGY OF EFFICIENCY 
 
 This is why the psychology of efficiency has 
 been invoked to help this great human need. 
 Although it is a new field, the results in the last 
 few years have been surprising. One of the 
 most notable advances has been made in the 
 selection of new and economical ways of work- 
 ing. The scientific selection of employes is a 
 matter of special moment, owing to the work- 
 men's compensation laws, which are being en- 
 acted in many states. As an employer is abso- 
 lutely liable for any personal injuries that an 
 employe may receive, even as a result of the 
 employe's carelessness, it becomes of great in- 
 terest to the employer to use every possible aid 
 that science can afford to find out the inattentive 
 and unfit. Casualty insurance companies are 
 particularly interested in this subject. 
 
 Great improvements have been made in the 
 mechanical arrangements of factories, stores, 
 railroads and other industries, but managers are 
 only just beginning to take into consideration 
 the scientific selection and assignment of em- 
 ployes. The bodily movements of bricklayers, 
 coal heavers and other workers have been 
 studied with moving picture machines so as to 
 find out just where a motion could be saved in 
 various forms of manual labor. New forms of 
 tools and appliances have been devised. New 
 ways have been suggested of handling men with 
 a view to developing the workingman's initia- 
 tive. They are now considering the innate fit- 
 
 (5) 
 
ness or unfitness of the workers for the labor 
 in which they are engaged. 
 
 The psychological research department of 
 Harvard University a few years ago addressed 
 letters to about a thousand employers of labor 
 in the United States asking them what atten- 
 tion they were giving to the innate mental fit- 
 ness of their employes for their work. The 
 university director emphasized the fact that he 
 was not referring to such more or less moral 
 qualities as temperance or intemperance, indus- 
 try or laziness, honesty or dishonesty, and so 
 forth, but that he had in mind such strictly 
 mental elements as power of attention, memory, 
 imagination, space-sense, time-sense, judgment, 
 and so on. The replies indicated that nobody 
 had ever given much thought to the matter be- 
 fore. They were all hiring men and women and 
 putting them to work on different tasks promis- 
 cuously. But employers were quick to perceive 
 what vast economies could be made if practical 
 means could be devised for determining the 
 mental fitness of the worker in advance. 
 
 ADAPTATION TO VOCATION 
 
 It has been abundantly proven that tests de- 
 vised in the psychological laboratory can be made 
 to furnish a clew to the adaptability of the 
 individual for any kind of employment. Such 
 tests are based upon the fact that we can 
 measure and compare the speed with which 
 the minds of different people act in perform- 
 ing any act. 
 
 The United States Army now uses a very 
 elaborate set of psychological tests in selecting 
 men for the aviation service. In this way they 
 are able to learn whether a man has the innate 
 qualities that fit him for a flyer before the gov- 
 
 (6) 
 
ernment goes to the expense of a long training 
 only to find that the recruit was a hopeless fail- 
 ure in that branch of the service. This was one 
 of the big discoveries of the recent war. 
 
 One of the chief reasons for the amazing 
 efficiency of our army of civilian soldiers was 
 the fact that psychological methods were used 
 in sorting out and assigning the men to the 
 kinds of service for which they were best fitted. 
 This was something new in military procedure. 
 One instance will illustrate the utility of this 
 principle. 
 
 A big muscular six-foot volunteer, full of 
 energy and courage, was first put into the infan- 
 try and drilled in trench digging. But the rec- 
 ord card which was made of him showed that he 
 had had experience in a chemical research labor- 
 atory. He was withdrawn from trench work 
 and set to work as a supervisor in a munition 
 factory making gas shells, where he did the kind 
 of work that was equivalent to an army of 
 10,000 or perhaps 100,000 men in trench work. 
 
 Innumerable examples of this kind have dem- 
 onstrated to the industrial world the necessity 
 of using scientific methods in selecting and as- 
 signing men and women to proper vocations. 
 
 The first lesson in this course showed that 
 compared with the velocity of light and sound 
 and other physical agencies, the mind is a slow 
 moving mechanism. Any person's simplest men- 
 tal processes can be accurately timed in tenths 
 of a second, while a really intellectual operation 
 takes from one second to several seconds. In 
 the light of the psychological laws already set 
 forth we now ask you: 
 
 Does your mind work effectively in your 
 social and practical activities? Are you in the 
 right line of work or business? If not you had 
 
 (7) 
 
better shape your course toward a desired end. 
 How fast does your assistant's mind operate? 
 Your chauffeur's or your secretary's? Are they 
 up to the standard of those engaged in similar 
 work? 
 
 SCIENTIFIC SELECTION OF 
 EMPLOYES 
 
 One of the first instances of the practical use 
 of scientific selection of employes was in the 
 bicycle ball-bearing factory in Massachusetts , 
 already alluded to. In this instance a practical 
 psychologist went into this establishment and 
 found 120 girls engaged in going over the little 
 steel balls for defects. Each girl would lay a 
 row of these little balls on the back of her hand 
 in the line between the second and third fingers 
 and then with a pointed magnet would pick out 
 those that showed breaks in the surface or other 
 flaws. 
 
 The psychologist analyzed this work and 
 found that it required sharp eyesight, a con- 
 centrated type of attention and quick-acting 
 muscles. He then tested a number of girls and 
 selected those that possessed these qualities in 
 highest degree. The result, as stated before, is 
 that thirty-five girls are now doing the work 
 that formerly required 120. Their hours have 
 been reduced, their pay has been more than 
 doubled and yet the factory has made a very 
 large saving. 
 
 Practically all of the girls dismissed from 
 this work were at once put to work in the 
 same plant at some other kind of work for 
 which they were better fitted and at which 
 they could earn more money with vastly 
 greater comfort, health and satisfaction in 
 their work. 
 
 (8) 
 
These great results in the saving of time, 
 labor and overhead costs are based on three 
 principles : 
 
 * 1. Time efficiency. 
 
 2. Arrangement of tools and materials. 
 
 3. Adjustment of the man to the job. 
 
 The time element is the first to consider and 
 in solving this problem in most cases you will 
 have worked out the other two principles. Time 
 study is a comparatively simple matter by using 
 the chart method. You begin by scheduling a 
 day's work either for yourself or someone else. 
 
 DAY'S ACTIVITIES CHART 
 
 Suppose you take your own job as an ex- 
 ecutive, which is the most complex of all. Rule 
 a chart something like the following, only di- 
 vided into quarter hours instead of hours and 
 see whether you are utilizing your time to the 
 best advantage. 
 
 As the day's work progresses check up on 
 this chart the time devoted to the various activi- 
 ties and see whether there has been any waste 
 or unprofitable time. If you check up fairly 
 well your chart will be marked about like the 
 following one. Put down efficiency percentage 
 in last column. Readjust the day's plan and the 
 time devoted to each activity till you finally get 
 it down to the arrangement that works out best, 
 and the percentage figures out highest. 
 
 We will next take a simple work chart. Ap- 
 j ply this to any task, whether it be a shoveling 
 job or in the shipping department or manufac- 
 turing, or household work. 
 
 (9) 
 
(10) 
 
WORK CHART 
 
 The first two time columns show the sched- 
 uled time for starting and finishing a job, and 
 the last two columns show when it actually was 
 finished. You can then calculate the percentage 
 of efficiency in right hand column. There is 
 usually a wide variation at first between the 
 estimated time and the actual time used. But 
 in repeated tests you finally arrive at a standard, 
 after making due allowance for human and 
 machine delays. 
 
 Nearly every business establishment has some 
 kind of time charts. These can be used as they 
 are or slightly changed to make a study of any 
 new operations. A woman can apply the same 
 principle in the home. The principle applies 
 equally well to making pies or building a ship. 
 It is simply a method of analyzing and visual- 
 izing an operation and then working it out prac- 
 tically. 
 
 Principle 2. Arrangement of Tools and 
 Materials. This is as important as the time 
 element. The proper arrangement of things in 
 advance is the key to time saving. A good 
 workman may not work as fast as a beginner 
 or the careless man. But he arranges all his 
 tools and materials so there is no lost time or 
 effort, and he does two to four times as much 
 work without fatigue. He uses his left hand to 
 help his right hand, and he saves every possible 
 step and every useless motion of the body. 
 
 These processes have been called scientific 
 management, but that makes it seem very diffi- 
 cult and complex. The better way to think of 
 it is the art of simplifying things and that makes 
 it seem easy. 
 
 (ID 
 
0> 
 
 ft 
 
 CHART. 
 
 i 
 
 1 
 
 Q *' 
 
 I 
 
 (12) 
 
People who have never stopped to think or 
 study out things in this way have no idea the 
 amount of time and effort that can be saved. 
 Once a person begins to chart and check up the 
 time on work, he finds wonderful possibilities 
 in time saving. 
 
 For instance the head of a hardware depart- 
 ment of a big store began to investigate the 
 various operations in his section. He found 
 that a stove assembling job had been taking six 
 minutes, but by observing principles 1 and 2, 
 time efficiency and arrangement of tools and 
 materials, the job was done more easily in 4 
 minutes or a 50 per cent saving. The manager 
 then turned his attention to uncrating a certain 
 class of goods. This job had been taking 49 
 seconds but the applying of principles 1 and 
 2 reduced the time to 8 seconds, a saving of 
 600 per cent. 
 
 Another manager of a big store took hold of 
 one of the smaller departments which was 
 mostly manual labor and checking up. By these 
 principles he cut down the working force from 
 six men to two, and placed the other four men 
 at work where they could earn more money 
 for themselves and be more profitable to the 
 firm. Another operation that young girls per- 
 formed he reduced from 2 minutes and 35 sec- 
 onds, to 25 seconds. This job was simplified 
 chiefly by arrangement of materials and some 
 very cheap equipment. 
 
 These examples show how easy it is to work 
 great savings of time and labor if some person 
 in a concern will just begin to study one opera- 
 tion after another. The idea becomes con- 
 tagious and soon one person after another takes 
 it up. Ttyey like it because it becomes an inter- 
 US ) 
 
esting game, and there is the pleasure of dis- 
 covering some new process. 
 
 Progressive employers give recognition to 
 employes who do these things. But the idea 
 and example has to start usually with the 
 higher ups. 
 
 Principle 3. The Human Element, Ad- 
 justing the Man to the Job. This is the most 
 complex part of the executive's work. But this 
 too can be worked out comparatively easily and 
 simply. Some of the best results in testing 
 persons for mental alertness have been per- 
 formed with an ordinary stop watch, as was de- 
 scribed in detail in a previous lesson. But many 
 different kinds of devices have been invented 
 for measuring the fitness of employes in differ- 
 ent lines of work. Such tests furnish an almost 
 infallible means for detecting the unfit in time 
 to avoid hiring them instead of after a long and 
 costly experiment in actual service. 
 
 In cotton mills there are certain operatives 
 who are called upon to look after the operations 
 of a number of looms at the same time. To suc- 
 ceed at such work they must have an expanded 
 type of attention, the sort of mind that sees 
 many things at once, but none in such detail or 
 with such clear minuteness as is necessary to 
 the girl in the bicycle ball-bearing factory. 
 
 Every well-equipped psychological laboratory 
 has an instrument called a tachistascope by 
 which it is possible in a few moments to test a 
 person as to the possession of this sort of ex- 
 panded vigilance. Every vocation can be 
 analyzed and the elements for success scien- 
 tifically catalogued. Scientific methods can be 
 devised and applied for showing the person's 
 
 (14) 
 
fitness for the work. One of the most interest- 
 ing features of this work is the extreme sim- 
 plicity of the devices required to measure the 
 speed of the mind in action. A device for test- 
 ing the alertness and capacity for quick thought 
 and action of men in dangerous occupations is 
 called a psychometer and is so simple that any 
 intelligent person with a little training and prac- 
 tice can operate it. The tachistascope is just a 
 machine with an opening like a camera shutter 
 for giving accurately timed glimpses of objects 
 behind it. The actual measuring of the mind is 
 as easy as the timing of an automobile or a horse 
 on a racetrack. 
 
 Many employers are now using application 
 blanks for new employes that are really care- 
 fully studied out psychological tests to de termine 
 the applicant's fitness for that particular job. 
 
 It is coming to be generally recognized by 
 employers, teachers and people generally that 
 all the senses, particularly sight and hearing, 
 should be tested from time to time , in the cases 
 of persons employed in delicate or difficult work 
 requiring accuracy in the use of those senses. 
 Simple instruments can be obtained for this 
 purpose. 
 
 SELECTION OF A VOCATION 
 
 With the analysis we have made of qualities 
 required in various vocations, a proper question 
 for you to ask yourself is, "Am. I in the right 
 vocation, or what is the right vocation for my 
 son or daughter?" The first thing to be con- 
 sidered is, what do you or they desire to do or 
 to be? Desire is the keynote to successful at- 
 
 (15) 
 
tainment. Determine upon the object that you 
 most ardently desire, the thing that you natur- 
 ally yearn for and dream about. No great suc- 
 cess can be attained in any line until a person 
 has formed a passionate and all absorbing desire 
 for something. It may be money or professional 
 eminence or achievement and distinction in 
 some other line. 
 
 When you are sure of your one great fixed 
 desire, the thing to do is to adopt a course of 
 incessant activity leading toward that end. Ap- 
 ply all the rules for self testing and self analysis 
 which have been given thus far in this course. 
 Still other methods will be outlined in the fol- 
 lowing lessons. Your speed of thought, your 
 range of attention, the quality of your physical 
 senses, your knowledge of special subjects, all 
 these will have a bearing in determining your 
 proper niche in life, and your adaptation to some 
 vocation that is in the line of your ambition. 
 
 We have taken pains in this lesson to give a 
 ground work in practical efficiency and scien- 
 tific management subjects because it is along 
 this line that great progress is now being made 
 and is going to be made in the future. These 
 are subjects that the mass of people know noth- 
 ing about. A knowledge of them puts you in 
 touch with the advanced thought and methods of 
 the day. We are on the eve of great develop- 
 ments along these lines. Perhaps you can 
 originate some methods that will revolutionize 
 the field of activity in which you are engaged. 
 For the time is ripe for the harnessing of the 
 human faculties in ways of usefulness never 
 dreamed of before. 
 
 (16) 
 
Building a Double Brain 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Heywood 
 
 LECTURE VIII 
 
 WE HAVE already outlined a method 
 of desk arrangement, and "aid to 
 memory," tickler, which are designed 
 to increase any person's capacity 100 per cent. 
 The man or woman who follows such a system 
 really has a double brain. It is doubtful if even 
 two brains, without the aid of the tickler and 
 desk system, could handle the same volume of 
 details and planning ahead. 
 
 The tickler habit will give you a quick start 
 when combined with the other memory rules 
 which we have given. These habits, well fixed, 
 together with consulting the tickler faithfully 
 every morning for the program of the day, will 
 give you a memory good enough to fit any posi- 
 tion, even up to the presidency of a corporation. 
 
 For the outside man the loose-leaf memoran- 
 dum book may be used to advantage to suit in- 
 dividual needs. One method is to date ten to 
 twenty pages ahead and make notes of things 
 to be done on those dates. 
 
 Two little things, the note book and tickler, 
 moreover, can be made the means of caring for 
 much more than mere routine details. Another 
 use for them is to collect ideas, impressions and 
 thoughts. An alert person is constantly picking 
 up suggestions, hints and schemes that can be 
 used at some future time. They come in the 
 
day's mail, in conversation, in newspapers and 
 magazines and in speeches. Most people say : 
 "That's interesting/' or "A good idea; I'll use 
 it some time," and then forget about it. Don't 
 allow yourself to forget. Catch the bright idea 
 on the fly and make a brief note of it. At the 
 first lull in your work, elaborate the note and 
 file it some days ahead in the card tickler. If 
 you can't use it then, file it ahead thirty days. 
 Keep pushing it forward till the right time to 
 use it arrives. Some day it will occur to you 
 how you can use that idea and your memo sys- 
 tem will deserve the credit for it. 
 
 Sometimes a man receives an idea that thrills 
 him, but he cannot see just how he can make 
 practical application of it the ordinary man lets 
 it pass out of his existence, but the extraor- 
 dinary man cherishes that idea, holds on to it 
 till in the course of time it comes to him in a 
 flash how he can apply it and it may make him 
 a fortune or be the crowning of his career. 
 
 FORM HABIT OF THINKING AHEAD 
 
 An index covering a year ahead is a simple 
 device, but its psychological effect is very great. 
 It is a constant suggestion for you to think 
 ahead in terms of months instead of days. The 
 principal difference between large businesses 
 and small stores is that in big enterprises men 
 plan a long way ahead; in small business, they 
 think mostly from week to week. You don't 
 need to have an office at all in order to form the 
 habit of thinking ahead on the larger scale. 
 You can get a pocket diary and carry your plans 
 for a year ahead. But don't make it a record of 
 petty things done from day to day in the old- 
 fashioned way. Use it as a series of pegs for 
 
 (2) 
 
hanging up ideas and plans to be acted upon at 
 certain definite times in the future. 
 
 In addition to notes, there will be letters, 
 papers and clippings that your memo book or 
 card file cannot take care of. These should be 
 put in the deep drawer file in your desk or in 
 some convenient place in your home. You can 
 thus have all this matter arranged in a follow- 
 up system covering an entire year, including 
 correspondence about future work, plans, sell- 
 ing, credits and obligations. You have the as- 
 surance that everything will come to your atten- 
 tion on the proper dates. 
 
 As an executive, your time will be saved and 
 your range of capacity vastly increased by this 
 method. As a secretary or department man- 
 ager, you will be able to render assistance to 
 those above you that will make you invaluable. 
 This system can be made the foundation for 
 constant growth and ever enlarging powers. 
 
 In this way, employes have secured rapid ad- 
 vancement, big businesses have been built, great 
 stories written and orations prepared. When the 
 right time comes, you can gather up these ideas 
 and facts and put them together like a child 
 builds a house of blocks, and it will be just 
 play for you. That is the way most big things 
 are done. You need only have the nucleus of 
 your big plan in mind, and know where you can 
 put your hands on the ideas and details required 
 for carrying it out. 
 
 As a quickener of thought and action it is a 
 good thing to have a watch or miniature clock 
 on your desk. It acts as a sort of pacemaker. 
 You have learned the value of seconds and frac- 
 tions of seconds in the psychological tests you 
 have had. This should make you value the 
 minutes all the more. This will stop much 
 
 (3) 
 
waste of time for there is nothing that is 
 wasted so much as time. Keep track of the 
 minutes. Fix a time schedule for all your work 
 and keep up to it. Don't let anybody break in 
 on you and waste your time needlessly. You 
 have systematized your work and your desk or 
 shop. Now systematize your time. 
 
 QUESTIONS, LECTURES VII AND VIII 
 
 1. What is the new idea and definition of per- 
 sonal efficiency? 
 
 2. How much more work does a first-class 
 man or woman do than the average person in 
 any trade or vocation? 
 
 3. What examples can you quote to show re- 
 duction of hours and increase of wages as result 
 of personal efficiency applied in factories? 
 
 4. What personal or business problems have 
 you worked out by applying the three essential 
 principles of efficiency? 
 
 5. How will the application of these prin- 
 ciples and methods tend to bring about a better 
 mental attitude between employers and em- 
 ployes? 
 
 6. What psychological tests given in this 
 course have you found of the most practical 
 use to you? 
 
 7. What is an essential quality to determine 
 selection of vocation? 
 
 8. What are the first steps to take toward a 
 chosen vocation? 
 
 9. What process of analysis should be applied 
 to yourself or to other persons as a test of 
 fitness for a vocation? 
 
 10. How are you applying the system outlined 
 in this lesson for collecting facts and ideas and 
 making future use of them? 
 
 (4) 
 
Concentration and Creative 
 Imagination 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Hey wood 
 
 LECTURE IX 
 
 preceding lessons have explained the 
 I laws of Mind Power Building and per- 
 sonal and business efficiency so that 
 anyone who has followed this course carefully, 
 should now be able to apply these principles 
 with ease and understanding. The most ef- 
 fective way that the mind can be used toward 
 any desired end is by means of Concentration 
 and Creative and Constructive Imagination. 
 This is the age of thoroughness and of the 
 specialist who has concentrated upon one line of 
 thought and action. The essence of specializa- 
 tion is the acquiring of a complete understand- 
 ing of one subject, which can be attained only 
 by concentration. 
 
 The new type of individuals that are now 
 being evolved, the superior man and superior 
 woman are simply the embodiment of these 
 traits, thoroughness and concentration. Con- 
 centration does not imply the making of a con- 
 stant and wearisome effort for sustained thought 
 and action on some one subject. Your knowl- 
 edge of your mental and physical mechanism 
 now enables you to understand this fact: 
 
 If you simply form an idea of a definite 
 object you wish to accomplish, you will be 
 
 (D 
 
driven toward that object, through the force 
 of your subconscious energies, until you gain 
 your end. 
 
 PRACTICAL VALUE OF IMAGINATION 
 
 With all the mental devices that may be 
 given to a man he will not attain any great 
 things unless he cultivates a creative, con- 
 structive imagination. It is the faculty of be- 
 ing able to see possibilities of profit in new 
 lines of endeavor that has been the basis of 
 nearly all large fortunes. There is a class of 
 people who think that wealth is gotten only 
 by robbing others, double dealing and chican- 
 ery, and that is true of some individuals. But 
 the general quest for wealth is now on higher 
 lines. 
 
 A revolution is being wrought in some in- 
 dustry every day. Some man is making a 
 fortune every day out of a new idea. The 
 secret of these successes lies in creative 
 thought. Everything new arises from mind 
 in action. First there must be thought. Out 
 of this thought comes an idea. Such an idea 
 held in consciousness tends to create the means 
 for its materialization or fulfillment. 
 
 This form of thought is the highest that 
 can be conceived of. Yet it is something that 
 any man or woman can cultivate. Creative 
 thought is not supernatural. It follows 
 natural laws. The first essential is to keep 
 your mind filled with thoughts directed toward 
 some end that you desire. To be in the frame 
 of mind to induce creative thought, think of 
 health, wealth and other things which raise 
 your consciousness out of the plane of disease, 
 poverty and the distressing things of life. You 
 
 (2) 
 
will be surprised how easily you can originate 
 ideas if you adopt this mental attitude. A cer- 
 tain process of reasoning will help you as 
 follows: 
 
 ORIGINATING AN IDEA 
 
 The mind tends to bring about the realiza- 
 tion of images that are held in the mind. 
 
 Your attention directed toward a certain 
 desired object will involuntarily bring into 
 your mind other related things necessary to 
 its accomplishment. 
 
 Concentrated thinking will summon all 
 your subconscious faculties into action to 
 work out a constructive idea. The completed 
 idea will often come in a flash of inspiration, 
 that is, fully constructed from your sub- 
 conscious mind. 
 
 You can thus deliberately set about the 
 creation of an idea, the same as you would 
 plan the building of a house. With the idea 
 created, it is then only a matter of routine 
 work to carry it on to a realization. This is 
 the way that practically all great enterprises 
 have their inception. The man or woman who 
 can follow out this process becomes one of 
 those who do things in the world. He or she 
 will then rise above the ranks. 
 
 Suppose you decide to make an invention 
 to extend the use of the wireless telephone. 
 From that time on you will find that all your 
 faculties become keen to select anything that 
 you see, hear or feel that will contribute 
 towards your invention. Upon that subject 
 you concentrate your attention. 
 
 Every fact and passing circumstance that 
 pertains to etheric radiations, every paragraph 
 
 (3) 
 
you see in the newspapers or current literature, 
 cling to your mind like iron filings attracted 
 to a magnet. All impressions that are irrele- 
 vent to your purpose henceforth are side- 
 tracked into your subconscious storehouse and 
 pass into the realm of forget fulness. There 
 they will lie till summoned into consciousness 
 by some future need or emergency. 
 
 THE PSYCHOLOGICAL MOMENT 
 
 You will find, moreover, that ideas and facts 
 in your past experience whose value you did 
 not recognize before, will constantly bubble up 
 into your consciousness, and fit into your new 
 scheme of thought. You will have flashes of 
 inspiration and solve problems automatically 
 that have previously defied all your laborious 
 efforts. This is when your deeper, subcon- 
 scious mind has been drawn into service and 
 made to serve you in the highest degree. It 
 was this attitude of mind that the poet con- 
 ceived of when he pictured the sculptor 
 patiently at work: 
 
 Waiting the time when at God's command, 
 His life dream passes o'er him. 
 
 Who has not at times been impressed with 
 a mysterious feeling of having all the knowl- 
 edge and all the power necessary to do a great 
 thing and the road before us clear and ready 
 for its accomplishment? This is a psychologi- 
 cal moment. If the inspiration is followed up 
 by vigorous action you are then started on the 
 way toward great achievement. The knowl- 
 edge to do this thing had been in your brain 
 
 (4) 
 
archives all the time, but had lain dormant be- 
 cause no demand had been made upon it. 
 
 MOTIVE POWER OF IDEAS 
 
 We now are going to dip down into your 
 deeper, subconscious mind again and disclose 
 two other great psychological laws. They are 
 as follows: 
 
 (1) The subconscious mind is the great 
 energizer of ideas, and (2) every idea has an 
 impelling power. 
 
 The subconscious mind is where emotion is 
 linked to latent mental impressions, putting 
 into them the breath of life, or as the psy- 
 chologist would say, giving ideas emotional 
 energy. If you wish to start yourself on a 
 new line of action you can do so by sending 
 a message down to your subconscious mind 
 and getting it to set all your physical and 
 mental faculties at work in that direction. 
 
 You can extract from its musty pigeonhole 
 in the brain a dormant idea, set it into action 
 and make it change and glorify your whole 
 career. To do this it is simply necessary for 
 you to bring the dormant idea up out of the 
 subconscious into the sunlight of consciousness. 
 Think it over, enthuse over it, revel in it till 
 it has become blended with your emotions. 
 From that time on it becomes a potent force in 
 your life. 
 
 Then instead of having to be summoned by 
 you through conscious effort, it will come to 
 your assistance automatically, buoy you up 
 and carry you along towards the fulfillment of 
 your desire and the object for which you first 
 conceived it in your mind. 
 
 (5) 
 
FINDING THE KEY TO YOUR LOST 
 COMBINATIONS 
 
 A vast wealth of facts is stored in the treas- 
 ure vaults of every person's mind, as we have 
 already explained, but there are certain inner ( 
 compartments to which you have lost the com- 
 bination. 
 
 It is an important day in one's life when 
 he begins to discover himself, when he finds 
 the key to these lost combinations of his sub- 
 conscious self. But before your subconscious 
 mind will begin to work for you, you must 
 form a conscious idea of what you want to do 
 or what you want to possess. 
 
 DYNAMIC POWER OF DESIRE 
 
 We want you to get a new idea of the word 
 Desire. It is a common old word and was 
 formerly not held in very high favor by moral- 
 ists. In fact it was supposed that to be good 
 and great we must stifle most of our desires. 
 But psychologists in seeking the springs of 
 human endeavor traced back every course of 
 action to a special desire. They discovered 
 that Desire is the most dynamic word in our 
 language. It is the gasoline of endeavor. 
 Feed your physical and mental engine with 
 desire and it will go any distance and overcome 
 any obstacles. 
 
 It is a rich world we live in and every 
 person is entitled to everything that he or she 
 can earn by honest effort, by the exer- 
 cise of unusual talents, or the utilizing of all 
 his physical and psychic powers. If you want ^ 
 to quicken any of your faculties or liven up f 
 another person, harness up some idea with the 
 
 (6) 
 
lure of a desire. Then the spotlight of your 
 mind will be turned upon it, all your sub- 
 conscious faculties, all your past experiences 
 will rush into action, and you will be stirred 
 with a fervor like the ambition of youth. 
 
 NEED OF CONCENTRATION 
 
 Having formed a great Desire it is neces- 
 sary that you adopt concentration toward that 
 end. The practice of concentration has been 
 thought so difficult as to deter many from at- 
 tempting it. Formerly concentration was con- 
 sidered a secret art connected with the miracu- 
 lous and was shrouded in mystery and oc- 
 cultism. Modern psychology has torn the mask 
 off of mysticisms. Concentration has been 
 analyzed, and found to be easily understood 
 and applied. Exercises and methods for con- 
 centration have two elements. One of these is 
 to arouse the interest of the subject. Then, 
 having focused the attention, direct the mind 
 towards belief that a hope or object can be 
 realized. 
 
 This is really the essense of prayer in all 
 religions. It is what has worked such wonders 
 in the past that many times they have been 
 called miracles. It is undoubtedly the most 
 powerful mental agency known to man, as 
 well as a spiritual agency. Its spiritual side 
 has been made the basis of religious worship. 
 But it will not interfere with a person's 
 religious devotion to invoke its aid in material 
 affairs. This use of it is essentially a mental 
 device, but one that calls for the exercise of 
 the most exalted faculties. 
 
 There is a distinct advantage in knowing 
 the underlying truth of this mental process. 
 
 (7) 
 
You know the principles with which you have 
 to deal. They are demonstrable truths of 
 modern science, as well as the foundation 
 stones of religion. Here is where science, 
 practical affairs and religion meet on a com- | 
 mon basis. 
 
 USING YOUR DYNAMIC POWER 
 
 There is a power greater than your con- 
 scious efforts. It is the stream of conscious- 
 ness flowing up from your subconscious mind. 
 It is a seething torrent of activity in which 
 your strongest mental, emotional and physical 
 forces are blended. It comes from the same 
 source that causes your heart to beat with un- 
 ceasing rhythm, that carries on the whole 
 mighty mechanism of your body. 
 
 A good illustration of this up-bubbling 
 stream of activity from the subconscious 
 depths, is the Giant Spring of Montana. If 
 you go a few miles out on the plains from the 
 city of Great Falls you will suddenly come 
 upon a big pool of water. It is crystal clear 
 and boils up in hundreds of points. It is like 
 a violently agitated tea kettle over a hot fire , 
 yet the water is cold. The water is pushed up 
 from below by some mighty unseen hydraulic 
 power. The spring flows away, a turbulent 
 mighty stream to the Missouri River. The 
 Indians thought that the Great Spirit caused 
 these waters to boil. Of course we know it is 
 a natural artesian well. But in its mysterious 
 subterranean power it is like the hidden force 
 of your subconscious mind. 
 
 It is no effort for a healthy person to merely A 
 Uve. Neither should it be ar T effort for you 
 to keep moving toward a great object. All 
 
 (8) 
 
you have to do is to set your mental helm. 
 The rest should be automatic. Your sails will 
 then naturally catch every favoring wind of 
 circumstance, and your own physical dynamo 
 within should drive you on to your port. 
 
 We have called this well spring from the in- 
 ner self, a stream of consciousness. But it is 
 something more. It is consciousness with a 
 Will. It can flow uphill if necessary, rising 
 and overflowing all barriers. It is a conscious- 
 ness that is imbued with all-seeing vigilance 
 and will work unceasingly day and night to 
 preserve you, to fight your battles and carry 
 you on toward practical success. It is the 
 least expensive agency you can invoke, for it 
 asks no compensation but your approval and is 
 willing to continue its service till the end 
 of life. 
 
 Make a daily practice of thinking of your 
 object as a beloved ideal. This will not only 
 carry you forward toward it, but will have 
 the effect of establishing certain inhibitory 
 faculties, to keep you from useless activities. 
 Anything that does not contribute toward your 
 main object will be unconsciously eliminated 
 from your life. This does not mean that music, 
 the drama, literature, religion, and healthful 
 sports will be denied you. These are all essen- 
 tial to development, and in fact will contribute 
 toward any worthy object. But you will in- 
 voluntarily refrain from cheap, characterless 
 pleasures, that militate against your main ob- 
 ject. You will stop wasting your time, effort 
 and emotions on irrelevant things. You will 
 save from an hour of anger sufficient energy 
 to carry you through a successful day's work. 
 
 The cherishf^ng of your ideal will soon be- 
 come a habit. Instead of being an effort it 
 
 (9), 
 
will be an inspiration that will strengthen and 
 exhilarate. Ihis habit will build up a mental 
 machine that will operate of its own volition, a 
 well oiled mechanism that will work without 
 friction, effort or even conscious thought on 
 your part. A habit thus formed and operating 
 constitutes the very essence of concentration 
 and efficiency. 
 
 GETTING THE CONFIDENT LOOK 
 
 This plan of life will not make you an 
 emotionless creature. On the contrary concen- 
 tration, by giving you greater devotion to a 
 cause arouses in you a new absorbing passion. 
 Under its influence, the trivial things of life 
 will have no effect upon you. You will lose 
 the fretful jaded look that so many men and 
 women carry around with them. Your natural 
 unaffected expression of face will be that of 
 the confident, successful, triumphant man or 
 woman. It is an expression of inward power 
 and poise that draws people to you and in- 
 spires confidence in you, both from inferiors 
 and superiors. 
 
 The form of concentration we have described 
 begets faith, perfect self-confidence ,and un- 
 shaken resolve. It leads to self realization in 
 the highest degree. With such a mental atti- 
 tude you cannot avoid focusing all your activi- 
 ties toward a desired end. 
 
 - By a natural psychological law only such 
 physical impulses will be released in action 
 as are associated with the trend of your 
 thought and desire. 
 
 So without conscious effort you will in- 
 stinctively act in the right way as opportuni- 
 ties arise. This is the key to success. 
 
 (10) 
 
The concentrated mind influences others. 
 There is so much vacillation, indecision and 
 lack of purpose among people in general, that 
 a man who has a positive purpose bends nega- 
 tive minds to his will. Influencing others is 
 one of the highest forms of human activity. 
 It is also the cardinal principle in money mak- 
 ing and great achievements. 
 
 INFLUENCING OTHERS 
 
 The man or woman whom you wish to in- 
 fluence is a problem to be solved. He or she 
 has moods, interests, tastes and habits. He 
 has affections, hatreds, prejudices and resist- 
 ances, a few fixed ideas, and many associations 
 of ideas. He, like you is an animated con- 
 sciousness, a being of impulses. 
 
 If you can but press the button, that releases 
 the right impulse, you can make him do the 
 thing you desire, if it be morally right. The 
 easy way is to avoid the subjects that arouse 
 his antagonism, and fill his mind with pleasant 
 images. His consciousness, like a child's, is 
 incessantly busy grasping for new impressions. 
 If you can present a series of subjects or 
 images to his mind's eye in the exact rhythm 
 in which his mental activity moves, you can 
 gain complete possession of his consciousness. 
 In this way you will be able to concentrate his 
 attention upon you and your demand. 
 
 You have then only to ask him to do the 
 thing you wish, and his natural instinct will 
 be to comply. This is the basis of all effec- 
 tive educational work. This is also the under- 
 lying principle of salesmanship, of the ora- 
 tor's art and the lawyer's plea. 
 
 (ID 
 
Children have this faculty as a natural 
 instinct. They talk to a parent about the thing 
 that they desire, ask for it and generally get 
 it. But strangely enough as people grow older 
 they usually lose this art. Conventionalities 
 make them conceal their thoughts and desires 
 and their demands upon others. But this lost 
 art is one that must be rediscovered. The 
 great strong men and women are the ones that 
 go through life holding on to their faith in 
 others, asking for the things they want, and 
 they usually get them. 
 
 Bear in mind that in influencing others, your 
 measure of success will lie in your ability to 
 concentrate their attention on your demands. 
 You can do this only by concentrating your 
 own attention upon some subject or object. 
 You will thus control your own words and 
 actions and be able to set up an inductive train 
 of thought force that will have a dominating 
 effect on others. You will succeed if your 
 demands be right. The normal person revolts 
 against what is morally wrong. 
 
 Concentration is an art, but it is not difficult 
 if you understand the law governing it. That 
 law is Desire. If you wish a certain thing 
 deeply enough, you will involuntarily bring all 
 your latent energies to work toward its attain- 
 ment. A great physician once laid down a 
 hard regime for a patient to follow to regain 
 health. 
 
 "Do this," he said, "and all the pleasures of 
 life will be yours." The effect was electri- 
 fying. It was no effort thereafter for the 
 patient to diet and exercise. "All the pleas- 
 ures of life," acted like the most marvelous 
 stimulant. Who would not be thrilled by a lure 
 like that? 
 
 (12) 
 
An old-fashioned theologian might condemn 
 such a promise, with its worldly suggestion. 
 But the physician was after a certain result 
 and so he appealed to the deepest instinct in 
 human nature, the desire for pleasure, and he 
 won. The patient was restored to health and 
 he then saw that the greatest "pleasures in 
 life" were health and right living. The physi- 
 cian's object was to get his patient to concen- 
 trate on a desire to attain health, instead of 
 wandering in a maze of gloomy hopeless 
 thoughts, and gratifying of passion. 
 
 Being sure that you now see the logical need 
 for concentration, we will append the follow- 
 ing seven rules for the daily and systematic 
 practice of concentration. 
 
 SUMMARY OF RULES FOR 
 CONCENTRATION 
 
 1. Make up your mind on one definite ob- 
 ject you wish to possess or accomplish. 
 
 2. Form a plear mental image of the object 
 you desire, and picture yourself as already 
 possessing it. 
 
 3. Cherish this in your mind till it is asso- 
 ciated with pleasing emotions and a roseate 
 setting. 
 
 4. Think of ways and means of accom- 
 plishing it and have perfect faith in its 
 realization. 
 
 5. Saturate your mind with all the knowl- 
 edge you can get pertaining to the desired 
 object. Tabulate and chart it in words and 
 diagrams. 
 
 6. Summon all your powers of mind and 
 body to its attainment. 
 
 7. Give free rein to all outward activities 
 that lead toward your desire. 
 
 (13) 
 
These are concentrative processes which will 
 develop Mind Power and lead to Success. 
 Practice the mental processes at night when 
 retiring, for a few moments. Go to sleep with 
 the comforting faith that you are one day nearer 
 your heart's ambition. This pleasing thought 
 carried into sleep will give you refreshment 
 and you will awake with the buoyancy of 
 youth, fitted to take up the quest of your 
 object w r ith renewed zest. 
 
 On awaking call the cherished image to your 
 mind for a few moments. At these times 
 there need be no hard thinking and planning, 
 but merely joyous anticipation. Leave the 
 actual work connected with your object, to the 
 regular hours of the business day. The mental 
 pursuit of your object must be a pleasure. The 
 mind needs this pleasurable element in order 
 to recreate your faculties and keep your 
 efficiency up to the highest point. 
 
 The laws and rules which we have stated 
 are as well proven as the laws of electricity 
 and mechanics. It is absolutely certain that 
 success will crown your efforts if you will follow 
 these laws conscientiously and continuously. 
 If followed in this way, you will enjoy the 
 pursuit of your object as much as its reali- 
 zation. All the pathway of life will be bright- 
 ened from the moment you first really grasp 
 these principles and begin to apply them. 
 
 THE SUPERIOR MEN AND WOMEN: 
 TYPES NOW DEVELOPING 
 
 Mankind has risen to the present plane by 
 the fact that man can create what he wants 
 
 (H) 
 
to create. Human progress is not going to 
 halt now. The same forces are at work now 
 as in the past, and will carry men to greater 
 achievements than in the past. The past cen- 
 tury witnessed great mechanical inventions, and 
 the spreading of industries over vast stretches 
 of new territory. The present century is being 
 marked by the revelations of mind power, in 
 the building up of great human organizations 
 and the bringing to the front of individuals 
 who can plan such stupendous systems. These 
 leaders are men and women of concentration 
 and creative imagination. By the mastery of 
 their mind power they easily keep their leader- 
 ship These are the superior men and women. 
 
 What they do others can do. Nothing is 
 insuperable to those who will look up, desire 
 largely and make the best possible use of their 
 minds. Like most great things, this method, 
 too, is simple when once understood. The 
 psychological laws which we have stated are 
 easily understood and if conformed with, open 
 the way to all worthy achievement. The new 
 types of humanity are developing along these 
 lines. They foreshadow what the men and 
 women of the future will be. 
 
 Success in a reasonable degree can be at- 
 tained by any normal person by conforming to 
 certain rules and laws. To understand these 
 laws does not require any unusual powers. 
 They can be learned by the average man or 
 woman and applied as easily as the rules for 
 playing the game of whist, baseball or billiards. 
 It then becomes simply a matter of practice 
 and application. Following are ten laws of 
 Success : 
 
 (15) 
 
LAWS OF SUCCESS 
 
 1. Your success will be in direct proportion 
 to the degree you are able to inspire and 
 direct others. One-man success is limited. 
 
 2. Make organization and co-operation the 
 key-notes of your life plan. 
 
 3. Order and system are the bases of effi- 
 ciency and the foundation of any successful 
 business. 
 
 4. Make time and motion studies of every 
 operation in order to save time, money and 
 useless effort. 
 
 5. Have a time schedule and keep up to it 
 throughout the day. 
 
 6. Develop a good memory, the power of 
 accurate observation and a wide range of at- 
 tention. These qualities make a superintend- 
 ent or executive. 
 
 7. Pleasure taken in doing work doubles or 
 quadruples the output in office, shop or home. 
 
 8. Moderate profit and rapid turnover are 
 what build up big business. 
 
 9. Form a habit of getting command of 
 yourself every morning and keeping com- 
 mand of yourself all through the day. 
 
 10. Find the simple and happy way of doing 
 everything. Practice smiling as a business 
 asset. 
 
 In the following lessons we shall state other 
 fundamental laws and methods to insure bodily 
 health and well being and mental powers to 
 attain any material things that a man or 
 woman can reasonably desire, through the 
 power of mind, and the use of right methods 
 and principles. 
 
 (16) 
 
Thinking Ahead 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Hey wood 
 
 LECTURE X 
 
 YOU now know how an ordinary card 
 "tickler" can be made an appointment 
 calendar and a reference index for im- 
 portant matters. You can carry its use still 
 further and make it your automatic private 
 secretary. 
 
 If you are a manager and have occasion to 
 say: "I want that order filled by the 15th," 
 who is there to remind you if the order is not 
 filled? Your card index should do it. Place 
 a note of your order under date of the 15th, 
 and if it is not filled on that morning, your 
 note of it is right at hand. You will soon be 
 known as a person who never overlooks 
 anything. 
 
 If you are a salesman or correspondent, a 
 secretary, an organizer, a professional man or 
 a promoter and have to deal with many people, 
 it is well to have a separate card index for 
 dealing with persons and subjects. 
 
 If you are a salesman, this method is almost 
 indispensable in putting down a customer's 
 peculiarities. If a certain man likes golf, you 
 can always score a hit on your approach by 
 some allusion to his favorite sport. 
 
 When you are going out to see a number 
 of customers, take their cards out of the file, 
 put them in your pocketbook and consult each 
 man's card before calling on him. After the 
 interview, make notes of any new points in 
 his character. If people begin to wonder about 
 
 CD 
 
your knowledge of human nature, you can 
 merely "look wise" or take them into a cor- 
 ner and whisper the secret of your wonderful 
 memory. 
 
 A good plan, if you are a salesman, cor- 
 respondent or writer, is to have a subject card 
 index also, perhaps in the same drawer with 
 the personal index. On these subject cards 
 you can jot down answers to objections: "Can't 
 afford it"; 'Trice top high"; "Will buy later," 
 etc. Every new point that is gleaned on any 
 of these and other subjects should be noted. 
 This keeps a person's stock of ideas and argu- 
 ments always fresh and up to the minute. You 
 are fortified at every turn and can soon be a 
 top-notcher in your line. 
 
 HOW TO BECOME THE MAN OF THE 
 HOUR 
 
 If you are called upon to write an article 
 make a speech or train men and women, you 
 can pull out your subject cards at any time and 
 and have a whole bunch of telling points to set 
 forth without any effort whatever. You are 
 prepared for any contingency, and you know 
 what this means in the business or social 
 world. You become the man or woman of 
 the hour or the minute. 
 
 If you are offered a position higher up or 
 if you are called away from the office or need 
 to take a trip on the road, you can turn your 
 system over to an assistant, and your depart- 
 ment can be carried on with perfect ease. 
 When it is learned by the higher-ups that you 
 have this faculty of systematizing things, there 
 will always be better positions for you, and 
 you will soon be one of the higher-ups your- 
 self. You will then know how to systematize 
 any business and train others in these methods. 
 
 2) 
 
FORMING HABIT OF CONSTRUCTIVE 
 THINKING 
 
 In the lesson just before this, the under 
 lying principles of concentration and creative 
 imagination have been fully explained. We 
 will now suggest a method of using these two 
 qualities in a very practical way a way great 
 achievers have used in building fortunes. 
 
 Take fifteen minutes each day and devote 
 to sizing up things in solitude. Then plan the 
 work for tomorrow, next week, next month, 
 next year. Do it in solitude because then is 
 when you see things in their right proportions. 
 Weigh things, strike a balance, decide 
 whether you are going forward or backward. 
 Apply this planning to your business some 
 time during the day. In the evening, make a 
 mental survey of the day and outline the mor- 
 row's work, and call up some big ideal to cheer 
 and inspire you. 
 
 GET THE LONG RANGE VISION 
 
 The man who goes along without this prac- 
 tice of sizing up things in solitude is like the 
 merchant who keeps no record, who pays his 
 bills from the cash drawer and takes what is 
 left for profit. He will still be running a little 
 shop in twenty years, while his competitor, 
 who sized things up each day, will be in the 
 wholesale business or manufacturing or living 
 on the interest of his money. 
 
 Try sizing things up in solitude for two 
 weeks and the effect will be so good you will 
 keep on of your own accord. Think. 
 
 A simple device that many business men 
 and women find very helpful in concentrating 
 
 (3) 
 
is to have a small bright object on the desk. 
 It may be a mirror, a miniature picture, a little 
 image, a watch or a glass ball as a paper 
 weight. As the eyes are arrested and focused 
 on this object, the rnind concentrates naturally 
 on any desired subject. 
 
 Many do not know the reason why they like 
 to have such an object at hand to look at, but 
 by understanding the scientific truth about it 
 you can use this device all the more effectively. 
 Try it. Then take out your pencil and chart 
 out the images and ideas that come into your 
 mind. 
 
 QUESTIONS LECTURES IX AND X 
 
 1. What is the first step toward forming 
 the habit of concentration? 
 
 2. How can a person automatically move 
 toward a chosen object? 
 
 3. What process are you adopting for get- 
 ing the confident look? 
 
 4. What is an easy and effective way of 
 influencing others? 
 
 5. Which of the seven rules for concen- 
 tration do you find the most effective? 
 
 6. What is a good plan for originating an 
 idea? How have you applied it? 
 
 7. Just how are you using the card index 
 for persons and subjects? 
 
 8. To what degree have you systematized 
 your work by the methods outlined in this 
 system? Give a specific example. 
 
 9. Have you attempted to train others in 
 these methods, and with what success? 
 
 10. What methods of concentration and 
 planning ahead are you applying to your daily 
 work? 
 
 (4) 
 
Art of Letter Writing 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Heywood 
 
 LECTURE XI 
 
 YOU HAVE now acquired methods of 
 systematizing your work, attending to 
 details with ease and eliminating stress 
 and strain in your day's work. There is one 
 other very important thing to consider in con- 
 nection with personal efficiency. That is letter- 
 writing. Whether you simply write social let- 
 ers or business letters, there are some essen- 
 tial poirits to be observed for getting the 
 desired results. 
 
 There is too much "I" and "We" in the be- 
 ginning of the average letter. It's "We have 
 this," or "I have done so and so." The thing 
 that warms the heart of your correspondent is 
 something about him or his affairs in the first 
 sentence. Then you can bring in your purpose 
 and object of writing to him. This should be 
 a very simple and direct statement of the thing 
 in a nutshell so that he can grasp the idea at 
 once. Then you can go on and state the neces- 
 sary details in following paragraphs. As far 
 as possible, never let your business letter run 
 over one page. 
 
 MAKE A DISTINCT REQUEST 
 
 At the conclusion, summarize things in a 
 pithy sentence and make a distinct and well- 
 defined request for what you wish, coupled 
 with some more cordial sentiment in closing 
 than the conventional, "Yours truly." Extend 
 
your "best wishes' ' or something real hearty. 
 With a cordial beginning and ending of aM 
 letters, your correspondents will soon get to 
 looking forward to receiving your letters with 
 pleasure, and you usually will get what you 
 want from them. 
 
 Now a word about form letters. It is well 
 to have a carefully worked-out set of para- 
 graphs, numbered and pasted on a cardboard, 
 easy for the correspondent and the stenog- 
 rapher to handle. In this way, letters can 
 easily be dictated by using the numbers of the 
 paragraphs. But the tendency in using form 
 letters is to overlook the particular inquiry in 
 your correspondent's letter that no form para- 
 graph can answer. If you don't do that, he 
 is lost as a friend or a customer. 
 
 ANALYZE YOUR CORRESPONDENT 
 
 The man who writes a successful letter must 
 divine his customer's mental attitude, his tastes, 
 needs and tendencies. He must be able to 
 look into the mind of his correspondent and 
 make his argument conform to the other per- 
 son's attitude. 
 
 Drop all stilted, meaningless phrases like: 
 "Your letter at hand, and replying to the 
 same." Write as you would talk. Use simple, 
 colloquial English. Sometimes slang is per- 
 missible if you know your correspondent likes 
 that kind of thing. 
 
 With these principles in mind, turn loose 
 all your wit and enthusiasm and make every 
 letter a live-wire message. Put all your psy- 
 chology and dynamic power into your every- 
 day letters, and you will soon be surprised 
 at the responses that will flood in upon you. 
 
 (2) 
 
FUNDAMENTAL PRINCIPLES 
 
 We are now approaching the end of this 
 series of lessons. 
 
 The principles and methods outlined in them 
 are fundamental. They can be applied to 
 any occupation or any station in life. The 
 methods may be modified to suit your pecu- 
 liar circumstances. That should be your indi- 
 vidual study. Add to this constructive 
 thought, self-analysis and creative imagina- 
 tion and any person can become a growing 
 power in some field of achievement. 
 
 It is not a difficult process. The right 
 kind of development comes as simply and 
 naturally as the growth of a plant or a child. 
 It begins by acquiring a certain receptive 
 mental attitude, and then learning and apply- 
 ing certain principles and methods. They are 
 the same principles and methods that the 
 heads of large concerns have applied either 
 consciously or unconsciously in building 
 themselves up. 
 
 By studying these things early in life, you 
 may be able to get started toward the high 
 places younger than those who have not had 
 the advantage of this knowledge. 
 
 Or, if you are getting older and yet not 
 progressing as fast as you wish, perhaps all 
 you need is a little keying up of the facul- 
 ties to give you command of greater powers 
 than you ever dreamed of. There is practi- 
 cally no age limit for the man or woman who 
 looks up and is fired by a great ambition. 
 
 About the only difference between men is 
 their ideas. Whenever men or women really 
 make a start and go after big things, they 
 usually find that they are able to match wits 
 
 (3) 
 
with the best of their fellowmen. When they 
 begin to play to win, they get their share of 
 the prizes of life. It is only the man or 
 woman who hasn't awakened and has no 
 object who gets nowhere. | 
 
 WAKE UP TO YOUR POSSIBILITIES 
 
 The object of these lessons is to show peo- 
 ple their own possibilities and how to use 
 their faculties so as to do all the hard and 
 exacting things which they have to do in a 
 simple and happy way. By doing things in 
 this way, they can do more and better work 
 in eight hours than they formerly did in nine 
 or ten hours. They can eliminate fatigue and 
 take a positive joy in their work. 
 
 Employers are now looking for men and 
 women who can do a day's work in shorter 
 hours. They don't want the slow pokes and 
 the long grind. 
 
 It has been discovered that an idea held in 
 the mind for three minutes each day , or a 
 thing that you do for that short length of 
 time daily, in six weeks will have become 
 a fixed habit, so that you will do and think 
 that way thereafter. 
 
 That is why we have laid this out as a six 
 weeks to twelve weeks course. In that length 
 of time you should be well grounded in all 
 the essential principles of personal efficiency. 
 
 The following lecture will deal with the Laws 
 of Wealth and Laws of Health. Not only read 
 them but practice them continuously, zealously. 
 They may work miracles for you. Concentrate 
 upon them and work them out for your great (I 
 good and the benefit of others with whom you 
 are associated. 
 
 (4) 
 
Laws of Wealth and Laws 
 of Health 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Heywood 
 
 LECTURE XII 
 
 IN AN early part of this course it has 
 been intimated that old maxims about 
 industry, economy and early to bed and 
 early to rise, are no longer dependable guides 
 to success and wealth. The reason for this 
 is that something more is necessary in these 
 days when wealth has ceased to be counted 
 by mere thousands, but by millions and bil- 
 lions, and the world's big tasks demand 
 a superior type of men and women. Many peo- 
 ple who are perfectly capable of achieving dis- 
 tinction or wealth are on the lower rungs of 
 the ladder because their mental conceptions 
 have not been large enough and their aims 
 not sufficiently definite. 
 
 There is a kind of wealth that makes a 
 man mean, stingy and small-minded; and the 
 chances are it was accumulated under the 
 old maxims. But the great fortunes of the 
 present day have mostly been made by men 
 who blocked out a large idea, and then 
 worked up to it. They have made money by 
 investing all their own money and borrowing 
 as much more as their financial and moral 
 credit would permit. They have set count- 
 less forces at work and brought prosperity 
 to many others, in their own progress up- 
 ward. Wealth, with them, was a mental crea- 
 
tion. It was at first only an idea based on 
 a possibility of achievement. 
 
 Wealth is not an invariable consequence of 
 industry, but is the result of a logical idea 
 followed by mental effort with well chosen 
 conditions. A multitude of people are in- 
 dustrious but never get rich. An essential 
 thing is that their industry shall be directed 
 toward a profitable possibility. Unless guid- 
 ed by mental forces with a well chosen 
 object, industry simply devotes itself to labor 
 of the humblest kind. It shovels dirt, saws 
 wood, carries mortar, works on railroad 
 tracks and builds roads. These are all useful 
 occupations, but they are what we are all 
 trying to avoid doing ourselves and leaving 
 for those of less mentality and mere physical 
 powers. 
 
 WHAT MASTER MINDS DO 
 
 It takes high mental forces to conceive of 
 and guide the enterprises in which common 
 labor is employed. Such enterprises provide 
 the men of undeveloped mentality with op- 
 portunity for sustenance. Wealth thus em- 
 ployed stretches railroads across the conti- 
 nent, opens mines. It engages in real estate 
 projects, builds skyscrapers and colonizes 
 large tracts and constructs towns. It estab- 
 lishes schools and universities. 
 
 In its manifold workings many men, be- 
 sides the original projectors rise to compe- 
 tence and wealth. Even the humblest lines 
 of industry give some alert men the stimulus 
 and opportunity which start them on the 
 road to achievement and wealth. The pro- 
 motors of these great enterprises are not 
 
 (2) 
 
always men of wealth. Sometimes these 
 things are done by men and women with 
 only a vision and others furnish the capital. 
 These are the master minds that make civi- 
 lization and progress. 
 
 Back of all great things is mind power. 
 Perhaps the day will arrive when all will be 
 compensated alike, from track worker to rail- 
 road president, but until that day arrives, 
 men and women must use their mental 
 forces in such a way as to get a certain 
 degree of wealth so as to surround them- 
 selves and their families with the comfort- 
 able and pleasing things of life. 
 
 This course of lessons thus far has dealt 
 with the various phases of the mind, from 
 the simplest processes up to concentration 
 and creative imagination. If you have fol- 
 lowed this method of mental development up 
 to this point you will be prepared to take the 
 next step upward to the highest plane of 
 human endeavor, and the application of 
 mind power in carrying you forward in the 
 working out of plans for material or intel- 
 lectual achievement. 
 
 We assume that the wealth that you w T ant, 
 you are desirous of creating, of supplying 
 some useful need for which people will be 
 glad to give you a reasonable compensation. 
 Wealth in its truest sense is inert matter 
 welded into useful forms, or service ren- 
 dered. Uncountable millions are still buried 
 in the earth, or concealed in the air ready 
 for the magic touch of human effort and 
 ideas to bring forth the materialized riches. 
 
 The first thing to consider is the making 
 of the greatest possible use of your mind 
 power. Mind power developed to a high 
 
 (3) 
 
degree, under full control of your conscious- 
 ness and will, puts you in position to attain 
 anything possible to a human being. 
 
 Psychology, which is the science of mental 
 processes and operations, must be the ulti- 
 mate study of every man and woman who 
 wants to master the art of doing things with 
 the least friction of body and mind. All this 
 stress and struggle of modern life is a proc- 
 ess in which one person is seeking to control the 
 trol the bodily activities and influence the 
 minds of other people. Employers want to 
 direct the conduct of their employes. Em- 
 ployes want to win the confidence of their 
 superiors and convince them of the value of 
 their services. Wives want to influence their 
 husbands and help them in their careers. 
 Mothers and fathers want to control and 
 direct the minds of their children. Teachers 
 want to exercise an uplifting and command- 
 ing influence over their pupils. The manu- 
 facturer, the buyer, the seller, the adver- 
 tiser, the lawyer, all are seeking to control 
 the human elements they come in contact 
 with and thereby accomplish certain results, 
 with the least possible amount of time, ef- 
 fort and worry. How to do this can be 
 learned by a constant study and application 
 of the laws governing the human mind. 
 
 DEVELOPING MENTAL SECOND WIND 
 
 In embarking upon high achievement you 
 will soon come to a point where it is neces- 
 sary to make more than an ordinary effort. 
 The athlete always faces this situation in any 
 contest. The first part of a sprint is made 
 with spontaneous energy. Then comes the 
 
 (4) 
 
period when the physical energy lags. The 
 will then comes into play and makes the 
 runner keep on. Presently the feeling of 
 fatigue disappears and the sprinter is able to 
 make a new burst of speed. This is a well 
 known fact and is called "second wind." 
 
 There is a mental "second wind" that oper- 
 ates in the same way. It is called into operation 
 by making a distinct effort of will at the 
 point where the first feeling of fatigue oc- 
 curs. Men who have attempted difficult 
 things, who have entered into strenuous finan- 
 cial enterprises, know well this sensation of 
 weariness at a certain point and the will 
 power that carries them on to the next level 
 of physical and mental effort. Those who 
 are able to scramble up to this higher plane 
 of effort are the winners of the prizes of 
 life. 
 
 ART OF VISUALIZATION 
 
 There are supreme moments in a person's 
 life when he needs to use all his mind power. 
 To one engaged in great pursuits these mo- 
 ments come often, every day, in fact life 
 seems a continuous succession of them. So it 
 is well to have a way of meeting them without 
 stress, or worry. A device that wil help you 
 to do this is to practice visualization. 
 
 When such a critical moment is impending, 
 sit down in your office or any secluded place, 
 close your eyes and make yourself unconscious 
 of present sensations. Expel all distracting 
 thoughts from your mind. Make a mental im- 
 age of yourself in just the position you are 
 about to be. Picture all the surroundings. 
 Imagine all the other persons who will enter 
 into it. See yourself facing the situation, in 
 
 (5) 
 
the way you wish to. Picture yourself as 
 resourceful, diplomatic, persuasive, triumphant, 
 succeeding in getting what you are after. Feel 
 the thrill of joy in accomplishment. 
 
 As your mind comes back to your surround- 
 ings, from this vision, you will find that you 
 have become possessed of the qualities you need 
 for this emergency. When you meet the real 
 situation you will be fortified at every turn. 
 All the expedients you devised in advance will 
 be ready to use and other resources will spring 
 out of your subconsciousness to aid you. You 
 will thus play your part masterfully and the 
 chances are all in favor of your winning. 
 
 AID TO ACHIEVEMENT 
 
 You can apply this method to any circum- 
 stances or conditions. You can visualize a 
 coming interview as you walk along the street 
 on the way to keep an appointment. When 
 you arrive at the office of the person you are 
 to see, you can have so refreshed and fortified 
 yourself that you will be invincible. By this 
 process of Visualization, you create ideas that 
 aid you in bringing about the results you de- 
 sire. It carries you on to higher plane of 
 thought and action, and helps you to get your 
 "second wind" whenever the need arises. The 
 habit of Visualization will bring many a flash 
 of inspiration from your subconscious mind. 
 It will suggest hitherto undreamed of expe- 
 dients and modes of action. 
 
 It is a good plan to set aside for Visualiza- 
 tion the drowsy moments just preceding sleep 
 at night, and upon awakening in the morning. 
 At such times the mind is peculiarly responsive 
 to conjuring up mental images and sending 
 
 (6) 
 
messages down to your deeper mind to in- 
 duce action at the appropriate time. There is 
 another very practical method and time for 
 visualization which is used by directors of 
 great enterprises. It is in midst of the hurry 
 and whirl of the business day, as already de- 
 scribed. 
 
 SEEING THROUGH BRICK WALLS 
 
 While sitting at your office desk, by an ef- 
 fort of will you can make your consciousness 
 rise up and beyond your body until you feel 
 as if you are above your business place and 
 looking down upon all the workers and man- 
 agers and their operations. 
 
 Your mind's eye penetrates roof, floors, walls 
 and no secrets are hidden from you. You see 
 everything that is being done and you hear 
 what is said in all departments. You have a 
 consciousness that you are in touch with every 
 person and every detail of the place. You have 
 heard of men who could do this. Any person 
 of intelligence can cultivate this faculty. There 
 is no mystery about it. It is a phase of brain 
 and mind evolution. 
 
 You can carry this process still farther. You 
 can allow your imagination to carry you to dis- 
 tant countries, on pleasure or business projects. 
 Your expanding mind will seem to be cogni- 
 zant of things beyond the knowledge possible 
 to acquire in any other way. Many a great 
 business project has been started in this man- 
 ner. Many an inspiration for a great career 
 has been received while a person's mind was on 
 such a voyage of discovery. 
 
 This is not occultism or mysticism or clair- 
 voyance. It is simply a phase of the creative 
 imagination, and Visualization, two of the 
 
 (7) 
 
greatest faculties of the human mind. These 
 are attributes of the newly evolving man, 
 the superior man. 
 
 We will now recapitulate: 
 
 The reason most people do not get ahead in 
 the world is because their mental conceptions 
 are not large enough and their aims not suf- 
 ficiently definite. 
 
 Plenty of people have a vague idea of be- 
 coming rich, but this does not get them any- 
 where. What they should do is to form a 
 definite plan and take immediate steps to 
 work out that plan. 
 
 We ask you now to reflect on the following 
 resume, and ten basic Laws of Wealth. 
 
 TEN LAWS OF WEALTH 
 
 1. Make a mental conception of the degree 
 and kind of wealth you desire. 
 
 2. Form a definite plan of acquiring it and 
 take some step or action each day leading 
 toward your object. 
 
 3. Fortunes are made by blocking out a 
 large idea and then working up to it. 
 
 4. Invest all you can and borrow all you 
 can, if necessary, to carry out your enterprise. 
 No man gets very far if he is afraid to borrow 
 money to back up his enterprise. 
 
 5. Get the best counsel and advice you can 
 from successful men in the line of business 
 you propose to follow. 
 
 6. Make a mental demand on others from 
 whom you feel you may rightfully expect aid 
 and co-operation needed in carrying out your 
 plans. 
 
 7. Be sure your idea is logical and practical 
 and select a place for operation where con- 
 ditions are favorable. 
 
 (8) 
 
8 The more mentality and imagination you 
 can put into your enterprise the greater will 
 be its scope and profit. 
 
 9. Make a chart or diagram on paper of 
 your enterprise and keep adding to the data. 
 10. Study and review the plan every day 
 and devote fifteen minutes each day to con- 
 structive thinking. 
 
 CONSERVING AND DIRECTING YOUR 
 ENERGY 
 
 Every aspiring man and woman should bear 
 in mind that efficiency means economy of oper- 
 ation, not excessive and strenuous work. So 
 mental efficiency means economy of effort and 
 conservation of energy. A man may be very 
 successful and effective in his work. But at 
 the same time he may be doing his work with 
 such a waste of physical and mental energy 
 that he is hastening towards a breakdown. That 
 is the condition of thousands of the ablest men 
 in this country today. It is a great mistake. 
 There is always an easier and more harmonious 
 way of doing things if they are really worth 
 doing. There are assistants that can be called 
 in to do some of the hard grinding work. 
 There is co-operation to be secured from equals 
 and subordinates that will lighten the load, if 
 a man but reaches out for this kind of help. 
 
 It takes thought and study to find out these 
 avenues toward the attainment of the best ways 
 of doing things. But if a man will adopt the 
 receptive mental attitude and be willing to seek 
 this knowledge and learn from all sources of 
 information, he can rise easily to higher levels 
 of achievement. He can also enjoy his work 
 and have a greater degree of health and happi- 
 ness. 
 
 (9) 
 
KEEPING IN GOOD PHYSICAL CON- 
 DITION 
 
 It has been shown in the preceding lessons 
 how the mind controls all the activities of the 
 body and shapes a person's entire career. You 
 are now familiar with the influence of the 
 mind in causing feelings of exhilaration and 
 acting as a stimulus to endeavor. It is only a 
 step further to apply mental principles to the 
 avoidance and cure of all functional disease. 
 By functional disease is meant ailments that 
 are due to disordered conditions of the natural 
 functions of the body, such as headaches, 
 stomach troubles, constipation and the like. 
 These are by far the most numerous and an- 
 noying maladies that afflict humanity. If a 
 person can free himself from such ailments he 
 has gone a long way toward reaching an ideal 
 condition for effective work and happy exist- 
 ence. 
 
 You have already seen how all the vital parts 
 of the body, stomach, heart, lungs, liver and 
 other organs are directly connected with the 
 brain by means of the sympathetic nervous 
 system. So you can readily understand how an 
 effort of will exerted by the conscious mind can 
 send a message down to the subconscious mind, 
 which relays the message to any given organ 
 and affects the action of that organ. But at 
 this point a distinction should be observed be- 
 tween functional and organic diseases. 
 
 Functional diseases are those in which there 
 is no actual loss of tissue. Organic diseases are 
 those in which an actual destruction of bodily 
 tissue has occurred, such as tuberculosis, cancer 
 and blood diseases. All these as well as sur- 
 gical cases and germ disease need all the skill 
 
 (10) 
 
of modern medical science. Yet even in the 
 case of organic diseases the mind can be made 
 to play an important part in recovery by stim- 
 ulating the natural functions of the body. 
 
 Neurasthenia, the great American disease, 
 can be cured and is being cured every day by 
 mind power. Neurasthenia is functional de- 
 rangement of the nervous system with depres- 
 sion of the vital forces, due to prolonged over- 
 work or nervous strain. 
 
 Since functional diseases come properly with- 
 in the scope of mind control, every person 
 should be familiar with scientific and practical 
 methods of warding off or curing this class of 
 ailments. Functional disease is really a per- 
 verted form of bodily action, caused usually by 
 mind strain, fear, worry or nervous shock. The 
 remedy consists in restoring harmonious action 
 to the organ that has been deranged. Obvious- 
 ly the thing to do is to correct the mental con- 
 dition and the body will then tend of its own 
 accord to resume its normal action. 
 
 FIRST PRINCIPLES OF HEALTH 
 
 It is a well known fact in physiology that 
 the processes of secretion and repair of the body 
 are dependent on blood supply. All the millions 
 of living cells of which the body is composed, 
 are kept alive and in working order by the 
 vital fluids they draw from the blood. An 
 abundance of good blood actively circulating 
 through the body is necessary to maintain a 
 person in a state of health. Blood is made by 
 the assimilation of food and air. So the qua- 
 lity and amount of your blood is dependent on 
 the kind of air you breathe and the kind of food 
 that you eat. Pure air and good food are thus 
 the first essentials to physical well being. 
 
 (ID 
 
By great mental effort a person may be able 
 to keep himself in working order with an in- 
 adequate supply of food and air, but at the risk 
 of future physical breakdown and depletion of 
 body forces. The better and simpler way is to 
 recognize the body's physical needs, comply 
 with them as far as possible and save your 
 mental energies for the greater uses of life. 
 Having given your body a proper amount of 
 good food and pure air you can feel that you 
 are entitled to call upon all your physical or- 
 gans for normal healthful action and to aid you 
 in the pursuit of your chosen objects. 
 
 While we might lay down a long regime for 
 curing functional diseases, there are two rules 
 that form a short cut to this same end. They 
 are as follows : 
 
 1. Avoid the mental attitude which tends 
 to produce a certain ailment ; 
 
 2. Assume the contrary state of mind. 
 
 For instance, headache is usually caused by 
 mental excitement and worry. This condition 
 tends to lesson the blood supply to the digestive 
 organs and to produce derangement of the 
 stomach, liver and bowels. You can deliberately 
 make up your mind that you will not permit 
 yourself to become so excited and nervous as to 
 cause indigestion and constipation. You may 
 at first think that the nature of your work is 
 such that you cannot avoid mental strain. But 
 if you will analyze your work in the light of 
 the processes stated in the lesson on industrial 
 efficiency, you will probably be able to devise 
 ways of doing your routine tasks without un- 
 due stress. If after careful and continued ef- 
 fort you cannot do so, then you had better 
 make a change in your work. For you cannot 
 
 (12) 
 
make any great success if you are constantly 
 being incapacitated by physical or mental strain, 
 
 Most of the mental strain of a business day 
 may be counteracted by cultivating a pleasant 
 state of mind; putting on a smile in the morn- 
 ing at the same time you put on your coat, and 
 wearing it all day. This is in line with the 
 second rule stated before, that to avoid certain 
 physical ills you should assume the opposite 
 state of mind from that connected with a cer- 
 tain ailment. 
 
 DRIVE OUT DISEASE THOUGHTS 
 
 The mental condition that invites disease 
 is depression of thought and brooding over a 
 disease, its aspects and symptoms. To correct 
 this habit or tendency you can now call to 
 your aid the knowledge you have acquired 
 about Visualization. You know that an image 
 held in the mind will tend to reproduce itself 
 in bodily expression. If you desire to be well 
 and free from any ailment avoid thinking 
 about diseases. Avoid talking about disease 
 and bad symptoms. Give no time to such un- 
 pleasant and depressing subjects. Adopt rea- 
 sonable precautions against disease and then 
 keep your mind filled with happy, healthful 
 thoughts, thoughts of your work and pleasure. 
 
 If conversation about disease is forced upon 
 you by other people, banish such thoughts 
 and turn the discourse into happy, healthful 
 and useful channels. This does not mean that 
 you should have no sympathy for those who 
 are sick and in distress. There is a way of 
 feeling and expressing sympathy for them 
 and at the same time doing them the most 
 good by lifting their minds out of the de- 
 
 (13) 
 
pressing levels of disease and sorrow and set- 
 ting them to thinking of health and happiness. 
 The most effective way to bar out sickly 
 thoughts is to keep your mind occupied with 
 stimulating, invigorating and pleasurable ideas. 
 This will have the effect of stimulating the 
 bodily organs to perform their functions in a 
 normal, healthful way. 
 
 CURING YOURSELF 
 
 Where a natural function has become per- 
 verted and you are actually in the grip of an 
 ailment, some such treatment as this may be 
 followed: Place your hand on the affected 
 part and by an effort of the will direct a sup- 
 ply of blood to or from that organ. Picture 
 to yourself that organ resuming its natural 
 functioning and pulsating with healthful life. 
 In the case of headache bear in mind that the 
 cause is elsewhere, usually a disordered stom- 
 ach or liver and constipation, resulting in a 
 congestion of those organs and the sending 
 of an excess of blood to the head. So in such 
 cases the blood should be directed away from 
 the head and to the digestive organs. Give 
 frequent treatments of this sort to the af- 
 fected organs during the day, just before go- 
 ing to sleep at night and upon arising in the 
 morning. 
 
 Where an ailment has become chronic, hold 
 in mind constantly the idea of a healthy con- 
 dition of the affected organ. If you are 
 troubled with indigestion, select certain ar- 
 ticles of food that you know are healthful, eat 
 them with a relish and the confident thought 
 that they will nourish you and do you good. 
 Nature will take care of the rest of the digest- 
 ive process. You have only to give the appe- 
 
 (14) 
 
tite what it craves without overeating. Drink 
 a plentiful supply of water in some form, avoid- 
 ing ice water. Two quarts of water a day will 
 go a long way towards correcting most func- 
 tional ills and keeping you in a good healthy 
 condition. As a simple matter of health abstain 
 from alcoholic liquors as a beverage. 
 
 To this simple system of right thinking, 
 wholesome eating and drinking, add deep 
 breathing and plenty of fresh air whenever 
 and wherever you can get it, during the day. 
 Then get an abundance of fresh air at night 
 so that you will wake up every morning with a 
 feeling of refreshment. A volume might be 
 added on this subject but your own good sense 
 will tell you how to best regulate your every- 
 day habits of life. You will then find that you 
 will have very few ills that your mind will have 
 to be called upon to cure. Let the following be 
 your Ten Commandments of Health. 
 
 DECALOGUE OF HEALTH 
 
 1. Avoid the mental attitude which tends 
 to produce a certain ailment and assume the 
 contrary state of mind, thinking only health 
 thoughts. 
 
 2. Headaches and indigestion are functional 
 disorders which any person can cure by mind 
 power and right living. Command yourself 
 to be well. 
 
 3. Drink two quarts of water each day. 
 
 4. Eat moderately of nourishing food with 
 only a few varieties at each meal. 
 
 5. Get plenty of fresh air and insist on 
 proper ventilation wherever you are. 
 
 6. Breathe deeply so as to thoroughly vital- 
 ize your blood. 
 
 (15) 
 
7. Get as nearly eight hours sleep a day as 
 you can. 
 
 8. Dismiss all unpleasant thoughts in the 
 evening and go to bed in a happy state of 
 mind. 
 
 9. Upon retiring relax completely by lying 
 on your back, raising your hands three times 
 and letting them fall by your side, then 
 breathe deeply twelve times. 
 
 10. In the morning upon awaking, think 
 "I am happy to be alive and well," and breathe 
 deeply ten times while standing absolutely 
 erect. 
 
 If you adopt this decalogue of health, you 
 will feel fresh and eager for work every day. 
 
 Those who put into practice the methods: 
 outlined in this course will become conscious 
 of a new force in their character. The effort 
 of will soon becomes a habit, and the constant 
 pressure of the will will occur automatically 
 and without weariness. This sharpened 
 faculty will arouse new physical energies and 
 you will find that you are not only moving on 
 a higher mental plane, but that you have 
 gained bodily strength and vigor. You are 
 becoming a Superior Man or Woman. The 
 fact is you have undergone an evolution to a 
 higher personality. You have developed more 
 convolutions and gray matter in your brain. 
 You are a different man physically as well as 
 mentally. This is akin to what is termed in 
 religion "regeneration" or being born again. 
 
 There is a growing conception of God as the 
 Universal Mind, and man the highest evolu- 
 tion and Materialization of Mind. The cultiva- 
 tion of mind power thus leads up to the very 
 door of religion. Success to you on your road 
 to High Endeavor. 
 
 (16) 
 
Personal Problem Supple- 
 ment 
 
 MIND POWER BUILDING SERIES 
 Copyright 1921 by D. Herbert Hcywood 
 
 GUIDE TO QUESTIONS AND ANSWERS 
 and 
 
 Solutions Worked Out by Men and Women 
 Who Have Taken This Course. 
 
 AS A summary of foregoing lessons we 
 wish to make a brief review of some of 
 the essential ideas and principles set 
 forth in these lectures as a guide to you in 
 answering questions, in applying these things 
 in every-day life, and molding your future. 
 
 The methods outlined in this course are 
 founded on well established psychological laws. 
 If followed regularly and persistently they will 
 cause a person to instinctively act on these 
 higher levels of thought, without conscious ef- 
 fort. This is the essence of that supreme qual- 
 ity, character, which insures a person against 
 lapses, and weak decisions, which enables him 
 to pass by temptations without being tempted, 
 because such things have no allurements. 
 
 It may take a man ten years to learn a thing 
 but it requires only a minute to tell it and for 
 another to profit by it. It has taken psychol- 
 ogists and business men more than thirty years 
 ,to discover the mental laws and efficiency meth- 
 * ods stated in this course. But you can learn and 
 begin to apply them in thirty days. 
 
 (1) 
 
ANSWERS TO LESSON QUESTIONS 
 AND PERSONAL PROBLEMS 
 
 We are now going to submit to you answers 
 given to questions by students of this course. 
 Some are by men and others by women. This 
 will aid you in framing your own answers. 
 Working out these answers and solutions to 
 personal problems will be one of the greatest 
 benefits you will get from this course. We hope 
 you will not overlook, nor neglect this feature 
 of the course. 
 
 REALIZATION OF PERSONAL 
 POWERS 
 
 ANSWERS TO LESSONS I AND H. 
 
 From R. H. Sinclair, 1309 Victoria Avenue, Fort William, 
 Ontario, Canada. 
 
 To discover, use and develop our latent 
 powers to the fullest extent should be the chief 
 aim of every person. 
 
 The three fundamentals of personal develop- 
 ment are, (1) The full use of both minds, the 
 conscious and subconscious; (2) Knowledge of 
 the fact that we all have the mechanism or 
 working parts for a practically perfect memory 
 and some other faculty or faculties which when 
 developed will lead to superiority in some par- 
 ticular line; (3) The acts and habits are the 
 products of previous thought and that we can 
 become what we will by directing pur thoughts 
 along constructive lines and refusing to enter- 
 tain thoughts which are not in harmony with 
 our best interests. 
 
 The application of these principles arouse am- 
 bition and a new sense of security and power 
 over circumstances. 
 
 (2) 
 
The subconscious mind works along grooves 
 previously worn in the brain cells; it works 
 continuously; if properly used it will solve all 
 problems without strain. On the other hand, 
 the conscious mind works laboriously, using up 
 tremendous energy. 
 
 I have drawn up a schedule of my day's work 
 for the purpose of simplifying and systematiz- 
 ing things. 
 
 Ambition and application are the keynotes to 
 progress. 
 
 I am applying these principles by developing 
 my powers of observation, memory, judgment, 
 etc. 
 
 USEFUL APPLICATION OF THIS 
 STUDY 
 
 ANSWERS TO QUESTIONS, LESSONS 
 I AND II. 
 
 From Harriet C. Gary, 1434 N. Mount Street, 
 Baltimore, Maryland. 
 
 I am able to put aside fearful apprehen- 
 sions; to look hopefully towards the future 
 with a calmness born of perfect assurance that 
 whatever my desires may be all will work out 
 well for me. 
 
 A person gets a new conception of his mind 
 power and how to use it by this study. 
 
 To every person it is valuable to know of the 
 great "I" within, that which when properly 
 aroused can accomplish all things. 
 
 A man's superiority above his associates can 
 be measured by his capacity for rapidity of 
 thought. 
 
 I am planning my work which is to be done 
 the day before, and doing so much of it in a 
 
 (3) 
 
given time, never permitting hurry or worry to 
 interfere with my plans. 
 
 For personal development careful study is 
 needed, with a determination to succeed, rein- 
 forced by an indefatigable will. 
 
 By using these principles I can plan fear- 
 lessly and execute my plans hopefully, looking 
 toward the future with joy, believing that it 
 holds great good for me which I am certain 
 to obtain. 
 
 A GREAT HELP IN SCHOOL WORK. 
 
 From Elizabeth P. Way, 814 Glen Oak Avenue, 
 Peoria, Illinois. 
 
 The chief ami of every person should be 
 efficiency. 
 
 The three fundamentals of personal develop- 
 ment are: 
 
 (a) To know how to use your brain. 
 
 (b) To cultivate your memory. 
 
 (c) To think quickly. 
 
 The effect of applying these principles will be 
 more power, the power to control not only your- 
 self but circumstances. 
 
 Speed of thought gives you the same ad- 
 vantage that any other form of speed may give. 
 You get there first. You think all around your 
 rival and get ahead of him. 
 
 The speed of thought test was easy, but of 
 course I am constantly correcting papers and 
 so ought to be speedy. It is the grade teacher's 
 only salvation, otherwise she would be hope- 
 lessly swamped. 
 
 (Miss Way's test was one of the quickest we 
 have on record, being 3/5 of a second.) 
 
 I am systematizing my day's work by decid- 
 ing definitely just what to do and then putting 
 
 (4) 
 
my whole mind on that thing, doing it as quickly 
 as possible, then taking up the next thing on my 
 schedule. 
 
 Three things are needed to grasp these prin- 
 ciples, open-mindedness, concentration and per- 
 severance. 
 
 I am using the rules for personal develop- 
 ment daily at every opportunity. 
 
 Psychology is part of the Normal Course and 
 your application of it is very interesting. I find 
 I am gaining, I do not get so tired and seem to 
 have more reserve. 
 
 The grade which I have is very difficult to 
 control and I dreaded taking it up again, but 
 I really think that your methods are going to 
 help a lot. In Memory I find I need accuracy, 
 and I am going to work on that. 
 
 BUILDING EXECUTIVE ABILITY 
 ANSWERS TO QUESTIONS, LESSONS 
 
 in AND iv. 
 
 From A. L. Palmer, 661 Holbrook Building, 
 San Francisco. 
 
 1. There is a greater demand for trained 
 minds because they can do a greater amount of 
 work in less time and do it better. 
 
 2. Executive ability can be cultivated by 
 forming the habit of analysis, deduction and 
 decision; by increasing the range of attention; 
 by demanding the mental co-operation of the 
 whole office force and expecting without a doubt 
 to receive it; by picturing one's self as being 
 required to discharge the duties of the head of 
 the department or concern and determining in 
 detail how you would do it. 
 
 3. Business tone can be acquired by directing 
 your ideas so as to aid your purposes; by calling 
 
 (5) 
 
up from the subconsciousness images opposed 
 to fear and depression; by having a definite 
 standard or object to accomplish to employ the 
 energies constructively. 
 
 4. I get command of myself every morning 
 by a few minutes of calisthenics and a cold 
 shower, and endeavoring to think cheerful, 
 happy thoughts, confident of the ability to dis- 
 charge the duties of the day and expecting that 
 something unusually good and satisfying will 
 occur. 
 
 5. I keep myself in good physical condition 
 by endeavoring to control my thoughts, by 
 avoiding destructive emotions, as anger, fear 
 and depression; by self command; by positive 
 direction of the thoughts and ideas so as to 
 avoid unfavorable reactions; by assuming an 
 attitude of confidence and the expectation that 
 disease shall not occur to my body. 
 
 6. These studies about developing the ex- 
 ecutive quality are very helpful, and your sug- 
 gestion to hold the expectation that oppor- 
 tunity for greater achievements will appear in 
 good time, is a good attitude for every one to 
 assume. 
 
 7. I am applying formulas for general devel- 
 opment on retiring or in other leisure moments, 
 endeavoring to fix in the mind the principles so 
 far presented in this Course, with the belief 
 that they will be the foundation of a larger 
 mental life. 
 
 8. The foundation principle of efficiency and 
 good management is to get things done in the 
 quickest possible way, with the least possible 
 expenditure of energy. 
 
 9. I am using the following system and 
 methods; at home and in the office I have a 
 
 (6) 
 
portfolio of three or four compartments, for 
 caring for many personal matters. 
 
 On the work table in my office one tray is 
 assigned to receiving all incoming matters re- 
 quiring attention, another for papers to be filed, 
 and a third for papers needing the attention of 
 others. 
 
 I use the right end of the roll top desk for 
 placing papers for dictation, and the left end of 
 the desk for holding papers in pending matters 
 which have to be kept under the hand until they 
 are disposed of. 
 
 I devote the drawers of the work table by 
 my desk to stationery and tools used every day. 
 The desk drawers are used for storage pur- 
 poses, for the most part for articles needed close 
 at hand. The lesson suggests some improve- 
 ments here which I expect to make by installing 
 files in drawers. 
 
 INTERESTING MEMORY EXERCISES 
 
 ANSWERS TO MEMOR? LESSONS. 
 
 From Ethel L. Walker, Mcgraw, N. Y. 
 
 1. A simple and effective way of recalling any 
 name, date or fact is to tell yourself that you 
 want that certain name, in the form of a mental 
 command, and then recall all the objects or facts 
 associated with it. 
 
 2. If the name is still illusive, begin with the 
 first letter of the alphabet and ask yourself if 
 the name begins with A, B, C, D, etc. This 
 usually results in bringing to your lips the de- 
 sired name or word. 
 
 3. It is necessary to keep the physical senses 
 keen because through them the mental images 
 are registered on the subconscious mind and by 
 
 (7) 
 
these images we remember. So the clearness 
 of our memory depends on the vividness of the 
 images stored away in the subconscious mind. 
 
 4. If we give poor attention to things the im- 
 pressions which we form are weak. The 
 grooves in the brain tissues are therefore shal- 
 low and are soon lost. But if we give good at- 
 tention a deep impression is made and the fact 
 is easily recalled. 
 
 5. Mechanical aids to memory should be 
 adopted because it is better to remember the 
 big things well and have aids for the details 
 than to remember them all imperfectly and have 
 your mind overtaxed. These aids also help to 
 train the memory, as each time a fact is recalled 
 or acted upon the impression is stronger. 
 
 6. I am trying the shop window device to see 
 how many more things I can remember each 
 day. 
 
 7. A good memory gives one confidence and 
 poise. It exhilarates and strengthens all the 
 physical organs as well as the mind. It quiets 
 the nerves, and gives one a calm and happy 
 atmosphere in which one feels sure of himself. 
 
 8. I am practicing the remembering of the 
 principal expressions of speakers and trying 
 to remember a long list of names of persons 
 that I am introduced to, and am using other de- 
 vices given in the lessons. 
 
 9. I am much pleased with the idea of a desk 
 calendar pad and shall use that when I take up 
 my school work in September. 
 
 10. These laws strengthen one's faculties, for 
 each repetition, comparison or association 
 strengthens the power of the mind. Just as 
 muscles develop by exercise and also gain in 
 flexibility and efficiency, so does the mind. 
 
 (8) 
 
THE WILL AS A FACTOR IN MEMORY 
 TRAINING 
 
 ANSWERS TO MEMORY LESSONS. 
 
 From Henry Shato, 2438 Poplar Street, 
 Philadelphia, Pa. 
 
 ANSWERS TO LESSONS V AND VI. 
 
 I always put forth the will in the effort to re- 
 member. 
 
 It is necessary to keep the perceptive powers 
 at their best and the effort of continuing the 
 exercise of the perceptive faculties will develop 
 a greater alertness, attention and will power as 
 well as the capacity for accurate observation. 
 
 Persistent attention is essential, watchfulness 
 and a certain detective attitude in ascertaining 
 facts to remember and imprint the true mental 
 image on the brain cells, of things which you 
 may need to recall in the future. Continuous 
 alertness and persistent attention form a very 
 important part in memory training. 
 
 I adopted a memorandum plan along the lines 
 indicated in the lessons and in my w r ork have 
 formed a mechanical habit which never fails 
 me up to 95% of perfection. 
 
 A good memory will give one a better self- 
 control and ability to meet his superior oppon- 
 ents in everything. 
 
 In my studies I am making notes of the lec- 
 tures which I re-write from memory later on. 
 
 The sight memory exercise is to observe 
 everything one sees and write it down later 
 from memory and continue this exercise until 
 he has developed and perfected his sight and 
 memory to the desired degree. 
 
 To develop and strengthen my faculties de- 
 pends upon study, time and application of these 
 psychological laws, which will build up my per- 
 
 (9) 
 
sonality and expand my thought mechanism 
 over a wider field. 
 
 NOTE. I have adopted an alphabetical filing 
 index where I file everything of importance and 
 ideas which I think may be of use in the future. 
 
 Along with this I started to use the Day's 
 Activities Chart and the Work Chart given in 
 the Industrial Efficiency Lecture. 
 
 The Day's Activity Chart has proved a great 
 help to me and I am doing things quicker than 
 I ever did before. 
 
 BENEFITS OF MEMORY STUDY. 
 
 ANSWERS TO MEMORY LESSON 
 QUESTIONS. 
 
 From Miss Lizzie Walsh, Springfield, Ohio. 
 
 I notice an improvement already in my mem- 
 ory, which I thought formerly was poor. The 
 way I do is to follow the lesson rules which 
 you give, by trying to think of something,then 
 go on with something else, not getting nervous 
 about it and presently it comes to me. 
 
 A good memory has a most exhilarating effect 
 on the mental and physical system. 
 
 In Memory Test No. 1, I remembered 13 
 words out of 20, 65%. In Test No. 2, I missed 
 only 8 words out of 50, which made 84%. 
 (This is 20% above the average.) 
 
 The memory exercise I use every day is to try 
 to observe new and different things, to meet 
 and be introduced to new acquaintances and to 
 remember their names. 
 
 I also use the sight memory exercise by train- 
 ing myself to see and remember a great many 
 things, not being content with just the larger 
 or more important things, but also the smaller 
 details about them, and find them exceedingly 
 interesting and important. 
 
 (10) 
 
These psychological laws strengthen and de- 
 velop your faculties by changing your whole 
 personality and giving you a new interest in 
 life. 
 
 CONCLUSIONS DRAWN FROM LEC- 
 TURE ON CONCENTRATION AND 
 PRACTICAL APPLICATION 
 TO A DAY'S WORK 
 
 From Joseph Sima, Prairie du Chien, Wisconsin. 
 
 By concentrated thinking I develop greater 
 devotion to my cause. The small things of life 
 will have less effect upon me and I shall attain 
 poise and self control. 
 
 If your desire is deep enough it will control 
 your words and actions and develop thought 
 force that will have the proper effect on others. 
 To do this you must have a positive purpose. 
 
 Not being an office man I cannot use system 
 exactly as explained in text, but I keep order in 
 my tool chest and dresser drawers. I plan my 
 work ahead and have a note book for dating 
 things ahead and for keeping suggestions and 
 facts that I like or think I can use later. 
 
 When I am at work I keep my mind on what 
 I am doing and keep interested in it. I study 
 what is to be done and how. I figure how long 
 it will take or should take. I form an idea of 
 the amount of work I will do tomorrow and 
 thus keep up my ambition. 
 
 I get command of myself in the morning by 
 thinking of the day ahead as a successful day; 
 also making up my mind not to worry or lose 
 my temper, no matter what happens. 
 
 I think I do about 25% more work since 
 applying system. I lose no time in looking for 
 tools and a feeling of contentment gives me 
 greater working capacity. 
 
 (ID 
 
VALUE OF CONCENTRATION 
 
 From Mary E. Cole, Normangee, Texas. 
 
 Concentration is sustained thought and action 
 on one subject. 
 
 A person can automatically move toward a 
 certain object by setting his mental helm in that 
 direction. 
 
 By concentrating we acquire greater devotion 
 to some cause, which eliminates the effect of 
 trivial affairs and gives us the successful look. 
 
 I find the 2nd of the several rules most ef- 
 fective: "Form a clear mental image of the 
 object you desire and picture yourself as already 
 possessing it." 
 
 A good plan for originating an idea is to con- 
 centrate all thoughts so as to summon all your 
 subconscious faculties into action to work out a 
 constructive idea. 
 
 I have not had the opportunity to teach these 
 principles to adults, but have talked to those 
 with enough intelligence to understand and they 
 are wonder struck to have their thoughts which 
 seem so scattered or hidden brought to view 
 and controlled. 
 
 I concentrate my thoughts upon each per- 
 formance of each child in my school and try to 
 discover his ability and inclination to certain 
 vocations. I plan such things as well be enjoyed 
 as well as give necessary enlightenment and try 
 to present lesson subjects in the way that I think 
 will be awakening and easiest understood. 
 
 I can't thank you enough for the help these 
 lessons have given me. You may rest assured 
 that my thanks will be given in earnest efforts 
 towards making known to as many others as 
 possible your very helpful principles. 
 Yours respectfully, 
 MARY E. COLE. 
 
 (12) 
 
APPLYING PRINCIPLES TO BUSINESS 
 
 From Edna L. Anderson, with Arrerican Druggists 
 Syndicate, New Ycrk. 
 
 A person learns from the first lesson in your 
 Course that he has the mechanism of a prac- 
 tically perfect memory and how to develop and 
 use it. You also learn that each person has the 
 ability to do some one thing better than any 
 other person in the world. 
 
 You notice a change in the whole character 
 and performance of a person in the course of 
 six weeks if he or she studies and works out 
 these principles and methods. 
 
 From these efficiency principles you see the 
 need of keeping everything in an orderly man- 
 ner, completing every task, checking up every- 
 thing, overlooking no obligation or promise and 
 forgetting nothing. A person also learns the 
 necessity of cultivating the habit of methodical 
 work and thoroughness. I am applying these 
 rules and methods daily in everything. 
 
 Executive capacity or some special ability can 
 be developed by every person by proper train- 
 ing and putting the will to the task. I am using 
 the methods you recommend in the lesson for 
 getting aid and co-operation in my work. Being 
 handicapped in many ways I knew that I had 
 to prove efficiency and I have succeeded by ap- 
 plying similar methods of my own. Your sug- 
 gestions are an added help. 
 
 Your memory system strengthens and tones a 
 person up. Your explanation of how to make 
 your memory images as vivid as a film negative 
 is very helpful. Your methods are an effective 
 way of training the mind to observe and remem- 
 ber in detail. Add to this the exercise of the 
 will and its ability to command the subconscious 
 
 (13) 
 
mind to reproduce what you wish and a person 
 is suprised at results. 
 
 The industrial efficiency methods you state 
 enable a person to do rapid work without break- 
 down and at the same time to rise to a higher 
 level of mental and bodily activity and thrive 
 on it. 
 
 LEADS TO HIGHEST SUCCESS 
 
 Answers from Mrs. Alice Haynes, 1521 Morton Street, 
 Alameda, California. 
 
 The achievement of success is the commend- 
 able aim of every life worth living. Success to 
 one may mean acquiring money, to another at- 
 taining scientific knowledge and distinction, to 
 another political position, to others social pres- 
 tige, but to those of the broadest vision it is a 
 complete life, the accomplishment of a definite 
 purpose. 
 
 The effect of applying the principles and 
 methods presented in these lessons to your life 
 affairs is efficiency, which tends to keep a person 
 aroused arid active. Personal efficiency con- 
 sists of development of a strong will, intelli- 
 gence, ability to think, genuineness, ambition 
 and a desire to do things. 
 
 AID TO ACHIEVEMENT. 
 
 From H. W. K. Irvine, Altuna, Santa Lucia, Cuba. 
 
 The chief aim of every person should be to 
 analyze his character and mental powers, find 
 out his weak spots, and then set about to train 
 and strengthen the weak parts to the fullest pos- 
 ible degree, using the strong points in his 
 character to help accomplish this end. 
 
 By getting control of one's double mind 
 power a man obtains the use of the marvelous 
 storehouse of his subconscious mind, and these 
 
 (14) 
 
two minds, the conscious and the subconscious, 
 working in harmony, give one character and 
 strength. 
 
 The effect of applying the principles set forth 
 in these lessons is that you get confidence and 
 control of your mental powers, which leads to 
 efficiency and doing work with less effort. 
 
 The greatest discovery that a man ever makes 
 is that he has a deeper mind than he is ordinarily 
 conscious of, which is the storehouse of all his 
 past thoughts, knowledge and experience, which 
 if used and directed properly is of untold value. 
 
 The value of knowing your speed of thought 
 is useful in business and social matters, for if 
 you can think faster than the person with whom 
 you are dealing it gives you an immense ad- 
 vantage and also confidence. In cases of emer- 
 gency a person who thinks the fastest may avert 
 a disaster or save a life. 
 
 I am systematizing my work as far as possible 
 along the lines you mention so as to save time 
 and energy. 
 
 To grasp these principles one has to know 
 the laws governing the mental process of think- 
 ing and how to obtain control of the mind. He 
 must then cultivate the habit of control and hold 
 the thought of desire and ambition, or perhaps 
 I should say aspiration, and live up to these 
 ideas. 
 
 I am trying to develop my dynamic power by 
 the means mentioned by you in these lessons, by 
 gaining control of myself, getting confidence 
 and cultivating happy thoughts, and by striving 
 to get rid of ignoble and weak qualities. 
 
 Executive ability can be developed by learn- 
 ing to get control of your dual mind power, by 
 building up your personality, by enlarging your 
 range of attention, by being alert, by observing, 
 
 (15) 
 
noting and remembering what you see. A man 
 cannot command others till he has got com- 
 mand of himself. So I make a practice of get- 
 ting command of myself each morning by tak- 
 ing deep breathing exercises, and getting con- 
 trol of my subconscious mind, or getting the 
 back of my head working, as you might say, 
 then going over the day's work and planning it 
 to the best of my ability and trying not to let 
 trivial things annoy me. 
 
 I am planning to advance in my profession 
 and am studying along that line. I am also 
 working out a scheme to develop a business. I 
 am using rules for orderliness and desk system, 
 getting rid of all unnecessary papers and ma- 
 terial, attending to the main business of the day 
 first and then taking up other matters in due 
 order. 
 
 HOW TO WRITE YOUR ANSWERS 
 
 The answers given here are brief and merely 
 suggestive. To get the greatest good from this 
 course, write out your own original answers in 
 full to all questions. Afterwards compare them 
 with this supplement for help in arriving at the 
 best possible answers or solutions of personal or 
 business problems. The answers and solutions 
 given by others in this supplement will be a help 
 to you. Make out one set of ten answers each 
 week, if you conveniently can. Give plenty of 
 time and thought to this work. 
 
 Some answers are so good that with your per- 
 mission we would like to copy and show them to 
 other students as an aid and inspiration to them. 
 Address answers and inquiries to 
 CORRESPONDENCE DEPARTMENT, 
 
 THOMSON-HEYWOOD Co., 
 Chronicle Building, 
 
 San Francisco, Cal. 
 (16) 
 
YA 0184 
 
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