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1




THE LIBRARY

OF

THE UNIVERSITY
OF CALIFORNIA

LOS ANGELES



applies



v SPECIFIC
APPLICATIONS^

Being the Twelfth of a Series of

Twelve Volumes on the Applications

of Psychology to the Problems of

Personal and Business

Efficiency

BY

WARREN HILTON, A.B., L.L.B.

FOUNDER OF THE SOCIETY OF APPLIED PSYCHOLOGY



ISSUED UNDER THE AUSPICES OF

THE LITERARY DIGEST

FOR

&ocittg ot flpplic

NEW YORK AND LONDON
1919



COPYRIGHT 1914

BY THE APPLIED PSYCHOLOGY PRESS
SAN FRANCISCO



Ed. - Psych.
Libra




CONTENTS

I. BASIC PRINCIPLES OF MONEY-

MAKING Pa

SUCCESS AND THE AVERAGE MAN 3
PSYCHOLOGY APPLIED TO WEALTH ACCUMU-

LATION 4

MATHEMATICAL CERTAINTY OF GETTING RICH 6

II. A FINE OPENING FOR THE RIGHT

MAN

CRAFT, CHICANERY, DOUBLE-DEALING 9

UNAPPROPRIATED MILLIONS IO

PROFITS OF BUSINESS PIONEERING I I

BASIS FOR UNDERTAKING BIG ENTERPRISES I 2

SELLING THAT WHICH IS VALUELESS I 3

MANUFACTURING FOR EXPORT 14

NEW FIELDS FOR COMMERCIAL EXPLOITATION I J

ID-CENT STORES AND MAIL-ORDER HOUSES I 6

SOURCES OF WEALTH I 7

AS TO GETTING RICH QUICK. I 8

HOW RICHES ARE REALIZED 19

LAWS OF ACTUALIZATION 2O

VIGILANCE, MASTERY AND POWER IN FINANCE 2 I

III. SCIENTIFIC METHODS FOR FOR-
TUNE-BUILDING

CONSCIOUSNESS OF PERSONAL POWER 2J

THE DEFINITE BUSINESS GOAL 26



Contents

Chapter Page
THE MAGNETISM OF COVETOUSNESS 27
HOW TO UTILIZE EVERY OPPORTUNITY 28
HOW TO CRYSTALLIZE ONE'S AIMS 29
GOING AFTER A GENERAL AGENCY 30
DEALING WITH AN EMPLOYER 31
FORESIGHT AND THE AUTOMATIC CONSCIOUS-
NESS 32
LOADSTONE OF PERSONALITY 33
MANIFESTING THOUGHT IN ACTION 34
ZONES OF THOUGHT INFLUENCE 3$
MENTAL BACILLI OF FAILURE 37
THE KIND OF MEN TO TIE TO 39
FILLING THE PURSE OF POVERTY 40
UPBUILDING A GREAT INDUSTRY 41
BEING A MAN OF ACTION 42
SPECIFIC METHODS FOR ACQUIRING FINANCIAL

ABILITY 44

IV. THE ULTIMATE AIM

HAPPINESS DIVORCED FROM RELIGION 49

SOURCES OF THE INNER CONTENT 5!

POSmVENESS OF HAPPINESS 54

HOW TO REACH THE PINNACLE OF HOPE 56

MAKING LIFE WORTH LIVING 57

THE CHEAPEST THING IN THE WORLD 58

V. THE INNER SECRET OF MENTAL
HARMONY

TWO WAYS OF REALIZING DESIRES 63

THE UNFAILING FOUNTAIN OF INWARD JOY 64

BAD TEMPER, DESPONDENCY AND FAILURE 68

HOW TO CONTROL THE INNER ATTITUDE 70



Contents

Chapter

VI. HOW TO ACQUIRE POISE, SEREN-
ITY, PEACE Page

HOW TO DISPEL SADNESS, GLOOM, REMORSE 75

THE SINGLE HIGHWAY TO SELF-FULFILMENT 78
THE COMPASS OF CONCENTRATION 8l



BASIC PRINCIPLES OF
MONEY-MAKING



CHAPTER I

BASIC PRINCIPLES OF
MONEY-MAKING



THE vast majority of

J J and the

men success means but one Average Man



T

thing Riches.

In this book we shall
show you how the principles and meth-
ods set forth in this Course may be
applied to the accumulation of wealth.
And when we say "wealth" we mean
wealth in a literal sense, as signify-
ing the material things you want to
have.

We make but one demand of you,
and that is a previous careful study and



A Applied Psychology

Psychology assimilation of the books that have gone
Applied to i> e f ore

Wealth ociore -

Let us sum up the substance of our
teachings to this point with special ref-
erence to the acquisition of material
things :

1. You must first intelligently for-
mulate in your own mind the one thing
you most desire.

2. You must form a distinct and
definite mental picture of the thing you
iwant, a picture expressive of purpose,
faith and thankfulness in its prophecy
(of actualization.

3. You must persistently practice
Self-Analysis, Study for Knowledge,
Mental Demand, Visualization and
Affirmation.

4. By these concentrative methods



Specific Applications r

you will summon, control and direct Psychology
all your mental energies upon the one jj

desire. Accumulation

5. By these concentrative methods
all your outward activities will be un-
consciously focused upon the creation
of the one object of desire.

6. By these concentrative methods
you will develop Psychic Power and
Initiative, you will saturate your con-
sciousness with a purposive faith in
your success, and unexpected resources
of energy will well forth from the sub-
conscious reservoir to compass the thing
you want.

If you have thoroughly mastered the
Course to this point, you will have ac-
cepted these statements of basic prin-
ciples. You will know their absolute



6 Applied Psychology

aticai truth. You will have the unquestioning
faith of one whose mind and reason

Getting Kick

have been convinced.

And you will at once joyously and
confidently act upon our teachings, and
in so doing you will yourself exemplify
their truth.

For the principles we expound are
thoroughly scientific. They are as reli-
able as the laws of physics or geometry.

And it is a mathematical certainty
that success will come to every man
that follows our directions confidently,
intelligently and persistently.



A FINE OPENING FOR
THE RIGHT MAN,



CHAPTER II

A FINE OPENING FOR
THE RIGHT MAN

TO BEGIN with, you must get Craft
it out of your head that for
you to have more wealth
implies that someone else
must have less.

The wealth you want and the wealth
you must have is wealth you are going
to create. It is not necessary to despoil
your neighbor. It is not necessary to
lie or cheat or steal.

The money that you want does not
represent existing wealth. There is no
satisfaction in the gain that is another's



Applied Psychology



Unappropriated loss. Besides, it is the most difficult to

ir-n* ' ''

Mtlhons

acquire.

The supply of wealth is unlimited.
It is as boundless as matter. For wealth
is inert matter molded into useful forms.

Lay aside all thought of craft, chi-
canery and double-dealing. Put your
thoughts to work upon the boundless
universe of wealth yet unappropriated.

Untold millions of treasure are yet
buried in every square mile of the
earth's surface. Part of this is yours.
'And it will come to you if you do as
<we say.

Civilization's most profitable work
is that of the pioneer. Seven thousand
dollars was spent on the voyage of Co-
lumbus and the returns are growing
with the years.



Specific Applications I I

Ten thousand ships would have Profits of
accompanied Columbus westward, and
their crews would have braved every
hardship and peril if only they had
known beforehand what the fruits of
the venture were to be. The difference
lay in this, that Columbus was willing
to stake all on the strength of his con-
victions.

Every decade sees the discovery of
some kind of new world. Printing,
steam, electricity, telegraphy, wireless
telegraphy, the phonograph, the aero-
plane each has revealed a new world;
each is but a prophecy of greater dis-
coveries yet to come.

Who will make these new discov-
eries? What is to be your part in un-
locking the wonders of tomorrow?



Applied Psychology



Basis for Every new world of achievement lies

Undertaking , .

Big Enterprises beyond the sea. The biggest things
in business are undertaken on faith.
Oceans unknown are crossed in follow-
ing the lead of convictions.

Even now forces may be at work in
distant lands upon the building of your
fortune.

But you must lay aside all thought
of the riches that you see about you.
You must cease to covet the riches of
other men.

Your fortune may yet He uncreated.
It is yours to create.

This does not mean that you are to
have no business dealings with other
men.

It does mean that your business deal-
ings are to be to the ddiJdniage tif others



Specific Applications i i

as well as of yourself. It means that Selling that

. . . which is

you cannot afford to sell to another that y a iueiess
which will be valueless to him.

It means that your fortune is to come
out of the creation and distribution of
new forms of tangible riches for which
all the world will be your debtor.

The oil an'd canvas and colors that
went into the composition of a Rem-
brandt were in themselves of no value,
yet the masterpiece is priceless. The
pen and ink and paper employed in
outlining a more efficient system for a
factory are worthless, yet the outline
itself may turn a loss into a handsome
profit.

If you are a merchant or manufac-
turer, your 'first concern should be to
discover just what the people want,



14 Applied Psychology

Manufacturing instead of pursuing the unfortunate

for Export . .

policy of many business men who lay
all the emphasis on the making and
selling end. It matters not how well
made or how artfully offered your
wares may be, if they do not meet a
real demand you must change your
methods or you will fail.

Do you know why the United States
buys from the people of South America
twice as much as it sells them? It
is because the manufacturers of the
United States do not study the special
requirements of the people of South
America, but simply try to sell them
the same kinds of merchandise that
"take" in the home market. Mean-
while European manufacturers get the
bulk of South American business by



Specific Applications 1 5

exporting articles specially adapted to New Fields for
South American requirements.

Success attends the merchant or man-
ufacturer who begins at the beginning
with a sympathetic and appreciative
mental realization of the needs of
others.

The field of commercial exploit is
unlimited. Every department of art,
commerce and manufacture holds with-
in itself at this moment the germs of
countless opportunities for the discov-
ery and exploitation of improvements.
Humanity has not reached its zenith
with our generation. Human progress
will not halt. Each step will be taken
as soon as men clearly see it, and the
man who is to win is the man whose
perceptions are alert and unclouded.



1 6 Applied Psychology

stores The tallest business block in New

ntt/i

Mail-Order York City was built by the man who
louses Develoed the "5- and 10-cent coun-



ters" into "5- and 10-cent stores." He
was merely doing an old thing in a
new way. He was capitalizing an idea.

The mail-order house that goes past
the country merchant into the home of
the consumer is a great oak that has
grown from the tiny acorn of one man's
big idea.

All the creative ideas have not been
thought. Many a big idea is waiting
to be claimed. And the world will
award its richest prizes to the claim-
ants.

This is a creative age. It calls for
work that is born of creative thought.
It calls for work like that of the artist



Specific Applications



who, when asked what he mixed his Sources of

colors with, replied, " With brains,

sir."

Matter is powerless, passive, inert.

Mind is Force, Energy and Power.

Mind is King. Mind shapes and
controls matter. Matter in useful
forms is but the manifestation of con-
sciousness.

The secrets of creation are locked up t
in the thinking consciousness.

There is no thing but is the embodi-
ment of pre-existing thought. The
house you live in was first erected in
the consciousness of him who planned
it. The aeroplane, the steam-engine,
the diamond, the dollar all are but
materializations of human thought out
of formless matter.



I 8 Applied Psychology

As to Getting And back of formless matter was
God's Creative Thought.

Every conceivable force and fact
arose from MIND in action. And the
action of mind is orderly and depend-
able.

So thus creation presupposes thought.
And thought, held in consciousness,
tends to create its material embodiment.

How? If you think of an auto-
mobile, will it take shape before your
eyes? If you think of a cut-glass vase,
will it rise up shimmering before you?

By no means. Not outside fairyland
does the mind work its way with the
magic suddenness of Aladdin's lamp.

The Creative Thought that planned
the universe wrought its evolution out
of chaos during countless ages.



Specific Applications



The Creative Thought that imaged HOW Riches

... , . . are Realised

man in his world is yet working its
fulfilment.

The Creative Thought that brings
the grain to its day of ripening follows
established lines of growth.

The Creative Thought that visioned
the Panama Canal found fulfilment
through long years and the employ-
ment of vast forces.

Creative Thought works no magic
transformations. It obeys natural laws.
It releases natural energies. It sets in
motion natural forces. // attains ful-
filment through its conscious and un-
conscious influences upon you, upon
your outward conduct, upon your
friends and acquaintances, and upon the
whole of your environment.



2,o Applied Psychology

Laws of You can originate thoughts. You are

Actualization f . . .

a thinking unit.

And since thoughts are creative of
the things they dwell upon, you can
create for yourself the things you think
about.

Mark, then, these

LAWS OF ACTUALIZATION

1. Consciousness tends to product
the realization of its images.

2. You can control the content of
your consciousness by controlling your
attention.

3. "By controlling your attention you
can produce in consciousness the image
of the thing you want.

4. 'By concentrated thinking you can
bring all your bodily activities to bear



Specific Applications 2 I

upon the 'creation of the thing you vigilance,

.1 t i . Mastery, and

think about. P , wer y in

5. You can thus cause the creation
'for yourself of the thing you want.

Every man can do this. Few make
the effort

And no puny effort will suffice. A
multitude of influences are arrayed
against you. To steadfastly keep your
consciousness filled with thoughts of
riches, health and life in the midst of
evidences of poverty, disease and death
takes constant effort. It requires cease-
less vigilance, mastery and power.

But the man who can do this thing
can smile in the face of 'Death, can
commune 'with the Mighty. The world
lies at his feet.



SCIENTIFIC METHODS FOR
FORTUNE-BUILDING



CHAPTER III

SCIENTIFIC METHODS FOR
FORTUNE-BUILDING



N THIS chapter are given eight Consciousness
regimes for scientific fortune- Personal Power



I building, each regime being cor-
respondingly designated by one
of the first eight letters of the alphabet.

A. Banish all doubts and fears.

You have the inherent power to think
what you want to think.

And, having that power, you can
create what you want to create. You
can do and be and acquire what you
choose to do and be and have.

Fix these principles in your mind.

25



2,6 Applied Psychology

The Definite Let no contrary ideas intrude upon

Business

Goal your consciousness.

Listen to no arguments that would
tend to unsettle your faith.

Do nothing, say nothing, hear noth-
ing, read nothing, think nothing that
is not in harmony with these ideas.

For these ideas are Truth, absolute
and immutable, and it follows that all
else is Falsehood or Error.

And having accomplished this much
you will have taken your first deliber-
ate and scientific step towards riches.

B. Next determine in your own
mind the one definite thing that you
want first.

You cannot create anything until you
first make up your mind as to just what
it is to be.



Specific Applications

A mere general wish for wealth The
will never do. Every man, with one
motive or another, has that general
desire.

Nor will it do for you to have a mere
indefinite longing for the things that
money will buy. The child that asks
his father for a gift does not couch his
request in general terms. He wants one
thing, and he asks for it and begs for
it and longs for it, and, as a rule, he
gets it.

So when you call upon your own
segment of the Infinite Mind, the
Father of all Good, be sure that you
know what you want what one thing
most and first of all.

C. Having settled upon the thing
you want, get it clearly in your mind.



28 Applied Psychology

How to Visualize it. Form a definite and

life - like mental p icture of *

The only way to obtain what you
want deliberately and scientifically is
to concentrate your mind upon it. You
must keep its image before your mind
as the batsman keeps his eye upon the
ball. Let not your attention waver.

The more you hold the picture be-
fore your mental vision the more keenly
will you covet it. And the more you
covet it the more persistently will con-
sciousness cling to its vision.

And so will realization come about.
For every man you meet, every word
you hear, every statement you read,
every thing you see, every thought you
have, every past, present and future
experience of your life, will be tried in



Specific Applications 29

the same light, will be put to the same HOW to

f , . .-. . Crystallize

test the test of adaptability and one's
utility for the attainment of the thing
desired. Those that fit into your men-
tal picture will be retained and utilized
and will form the springs of action.
Those that do not meet this test will
be shunted aside into subconscious
obscurity.

This selective, process will not be a
conscious one. You will know nothing
of it. Your thought must be and will
be engrossed in your vision.

For know that the more clear and
definite you make that vision the more
certainly will it be realized.

D. Nor. is this all. Your vision must
be conceived in unwavering Faith.

Therefore, picture to yourself the



* o Applied Psychology

J

Going thing as here. See it as a present reality,

General A* See yOUFSelf in the picture with it,

having it, using it, enjoying it.

Let us suppose that you desire the
distributing agency for some article of
manufacture. See yourself closing the
contract, renting your offices, organ-
izing your selling forces, planning your
advertising campaign, doing the thou-
sand and one things necessary to make a
business prosper, and then see yourself
reveling in a sheaf of orders and laying
aside a satisfactory balance at the end
of the year.

If it be a better situation, with an
increase in salary, see yourself doing
all the things necessary to make you
the man for the place. See yourself
applying for it, hear what you have to



Specific Applications * \

-^

say in your own behalf. See your em- Dealing

, . . , . with an

ployer protesting, objecting. See mm Employer
waver and yield. Picture all the de-
tails of your efforts in the new posi-
tion, your new ideas, your ingenious
devices, and finally your complete and
unqualified success. Enter upon all the
details of the desired employment in
your imagination. Live it mentally,
and in due time its mantle will in real-
ity descend upon your shoulders.

This does not mean that you will
be only a dreamer. It does not mean
that the fruits of the earth will come
without toil.

But you need not concern yourself,
'with these details.

Rest assured that if your vision is
clear enough, if you really live in mind



3 2 Applied Psychology

Foresight the life you want to live in the flesh,

Aromatic ^ a ^ vour thoughts are concentrated

Consciousness upon the one goal, then the energy, the

application, the persistence, the ability

and the work, all that you have and

need to have, will be sure to manifest

themselves with no further care on your

part.

For every idea is a pent-up reservoir
of energy, and every idea must find its
release in action, and every thought
complex has its emotional element, and
every harmonized state of consciousness
is energizing, purposive and effective.

And if your mental vision is clear,
definite and all-absorbing, every ex-
perience that you have, every situation
in which you may be placed, will arouse
a prompt, appropriate, automatic and



Specific Applications

advantageous response from your intent Loadstone of
and watchful consciousness.

So your part is simply to concentrate
your thoughts, and, doing this, to know
that the transfiguration is at hand.

E. Cultivate a cheerful expression.
If doubts arise, if anxious thoughts per-
sist in appearing at the threshold of
consciousness, a smile, however forced,
will drive them into the depths from
which they came.

The more unwavering your faith, the
more inflexible your purpose and the
more vivid the pictures of your aims,
\ the more speedily will come the reali-
zation of your desires, the more quickly
will you become rich and successful.
For every thought you hold tends to
manifest itself in action.



3 A Applied Psychology

You know that if you like a man he

Thought in , . . . _.

Action a 1S attracted toward you. On the



other hand, if for any reason you con-
ceive a feeling of hostility toward him,
he quickly draws away. And this, not-
withstanding your every care to conceal
your feelings, and even though you are
serenely confident that you have not
permitted any suggestion of them to
appear.

Love begets its love, and the one
grown cold, the other perishes.

There is a scientific reason for this.
Thoughts manifest themselves in bodily
action, and the minds of others are alert
to interpret the faintest and most fleet-
ing sign.

Know, then, that the thoughts you
hold of the things you yearn for will



Specific Applications q r

certainly and surely go forth even Zones of

,i_ i i Thought

though unspoken. muence

Thoughts will tincture your environ-
ment.

Thoughts will make and unmake
friendships and alliances.

Thoughts will permeate the world
about you.

Thoughts will create and constitute
an aura that will determine your place
as a man among men.

As the zone of your thought influ-
ence radiates and widens, it will carry
with it the impress of your mental
vision. Other minds, constituting other
units of creative force, will feel the
stirrings of your impellent thought.
Other agencies will be invoked and
other physical forces set in motion to



3 6 Applied Psychology

Zones of achieve the accomplishment of your

Thought , .
Influence " esire S

None can foresee the limits of such
an influence. Who knows but that by
physical impulses unconsciously given,
unconsciously received and uncon-
sciously transmitted men and women
in distant lands, knowing nothing of
you, may ignorantly even now be work-
ing the fulfilment of your desires?

Therefore, let no negative thoughts
enter your mind, or if they come thrust
them from you. Every negative thought
in consciousness tends to repress and
neutralize the creative thought of your
desire, tends to inhibit its expression,
tends to express itself in outward action
unfriendly to your purpose.

Fear, doubt and worry are the very



Specific Applications 37

antitheses of creative thought Not only Mental

, , ...... Bacilli of

do they inhibit its expression, but they Failure,
set in motion contrary influences and
energies.

Why? What are doubts and fears
and worries?

Are they emotions? No. They are
thoughts. They are mental pictures of
yourself in all the circumstances and
surroundings that you would like most
to avoid. They are a mental chamber
of horrors in which you see yourself
in failure, poverty, squalor, disease and
misery.

Since worries and fears are thoughts,
and as such tend to work their hideous
reality, shun them as you would a pes-
tilence. They are the bacilli of mental
disease. They are the virus of failure.



-7 8 Applied Psychology

Just as you have no friends so loyal,

Bacilli of . , , , t

Failure nc " anc * powerful as your own creative
thoughts, so you have no enemies
so wicked and terrible as your own
thoughts of unbelief.

Therefore, watch over your con-
sciousness. Scrutinize your thoughts.
They set the course that you are sure
to follow.

F. Things you hear and see, your en-
vironment in other words, the sense-
perceptions that crowd in upon you
operate through the laws of association
to make active in consciousness such
thoughts as are associated with them.

It follows that scenes of poverty,
sickness and wretchedness will make it
more difficult for you to hold the right
kind of creative thoughts. Your vision



Specific Applications o p

will be subtly influenced and clouded The Kind of
by the darkness of your surroundings, j^ te

Therefore, associate yourself as far
as possible with people in the circum-
stances you hope to attain.

You cannot fill the purse of poverty
while you yourself are poor, nor soothe
the sufferings of sorrow while you
yourself are in despair.

Talk with the poor about the better
circumstances they are coming into.
Talk with the sick as convalescents
planning on what they will do when
well and strong.

Thereby you confer a double favor.
You benefit them as well as yourself.

Do not imagine for a moment that
to do these things is to become sordid


1

Online LibrarySociety of Applied PsychologyApplied psychology ... : a series of twelve volumes on the application of psychology to the problems of personal and business efficiency (Volume 12) → online text (page 1 of 2)