SOMEOFTHEWORLD’S

MOSTSUCCESSFULMENPRAISE

ONEOFTHEWORLD’SMOSTAMAZINGBESTSELLERS

“This tremendously challenging bookwill inspire the reader to realizehismoral,spiritualandfinancialgoals!”

—WallaceE.Johnson,ViceChairman,HolidayInns,Inc.

“It’sinspiring.It’sterrific!Itmotivatesthereader.”—W.ClementStone,ChairmanandChiefExecutiveOfficer,CombinedInsuranceCompanyofAmerica

“Tremendous! OgMandino has created another living classic thatwilltouchthelivesofmillions.”

—Charles“T.”Jones,President,LifeManagementServices,Inc.

THEGREATESTSECRETINTHEWORLD

Thiseditioncontainsthecompletetextoftheoriginalhardcoveredition.

NOTONEWORDHASBEENOMITTED.

THEGREATESTSECRETINTHEWORLDABantamBook/publishedbyarrangementwith

FrederickFellPublishers,Inc.

PUBLISHINGHISTORYFrederickFelleditionpublishedMay1972

Bantamedition/May1978

Allrightsreserved.Copyright©1972byOgMandino.

Nopartofthisbookmaybereproducedortransmittedinanyformorbyanymeans,electronicormechanical,includingphotocopying,recording,orbyanyinformationstorageandretrievalsystem,

withoutpermissioninwritingfromthepublisher.Forinformationaddress:FrederickFellPublishers,Inc.

eISBN:978-0-307-42068-8

BantamBooksarepublishedbyBantamBooks,adivisionofRandomHouse,Inc.Itstrademark,consisting of the words “Bantam Books” and the portrayal of a rooster, is Registered in U.S.PatentandTrademarkOfficeandinothercountries.MarcaRegistrada.BantamBooks,NewYork,NewYork.

v3.1_r1

Contents

CoverTitlePageCopyright

ChapterIChapterIIChapterIIIChapterIVChapterVChapterVIChapterVIIChapterVIIIChapterIXChapterXChapterXIChapterXII

DedicationOtherBooksbyThisAuthorAbouttheAuthor

Themostvaluableresultofalleducationistomakeyoudothethingyouhavetodo,whenitoughttobedone,whetheryoulikeitornot.Itis the first lessonthatought tobe learned.Andhoweverearlyaman’strainingbegins,itisprobablythelastlessonthathelearnsthoroughly.

ThomasHuxley

TheLegendoftheTenScrollsFrom

THEGREATESTSALESMANINTHEWORLD

Onceuponatime,nearlytwothousandyearsago,ayoungcamelboynamedHafidfellinlovewithawealthymerchant’sdaughter.Toimprovehislowlystationinlife,inorderthathecouldaskforthe

fair Lisha’s hand in marriage, Hafid convinced his master, the greatcaravan merchant, Pathros, to give him an opportunity to prove hisabilityasasalesman.From the caravan’s supply wagon Pathros presented the youth with

onenewrobe,whichhechallengedhimtosell inthenearbyvillageofBethlehem.ForthreedaysinthatpoorhamletHafidfailedinhiseveryattempttoselltherobe…andfinally,inamomentofpity,hegavetherobetowarmanewbornbabyinacavenearthevillageinn.Theyoungmanreturnedtothecaravansofullofshameandself-pity

withhisfailureatbecomingasalesmanthathedidnotnoticethebrightstar shining above his head which accompanied him on his returnjourneyfromBethlehem.But Pathros noticed … and the old man interpreted the brightness

aboveasasignfromthegods…asignhehadbeenawaitingformanyyears…a signwhichwould releasehim fromhis secret possession ofTheTenGreatScrollsForSuccesswhichhehadreceivedwhenhehadalsobeenapooryouth.Theoldmerchant,beforehisdeath,presentedthetenscrollstoHafid,

whoemployedtheirprinciplestoeventuallybecomethewealthiest,themostsuccessful,TheGreatestSalesmanInTheWorld.SeveraldecadeslaterHafidpassedthetenscrollsontoaveryspecial

person.Now you hold them in your hands… and in this book youwill be

taughthow to read themandhow toapply theirwisdom toyourown

lifeplushowtochartyourday-to-dayprogresswithyourownSuccessRecordersothatyoucanachievelastingwealth,health,happiness,andmostimportant…peaceofmind.

ChapterI

Before you and I become involved in the Ten Great Scrolls ForSuccess,let’shaveahearttohearttalk.I’lltalk.Youlisten!Themoneyspentonthisbookhasbeenwasted.Whethersomeonewhocaresforyou,whowantsyouto“makeit”big,

who perhaps even loves you, gave you The Greatest Secret in theWorld…orwhetheryoupurchased ityourself… themoneyhasbeenwasted.Themoneyhasbeenwastedunlessyouarewillingtoaccept,andtry,

aplanwhichhasalreadyworkedforthousandsofothers.Themoneyhasbeenwastedunlessyouhavetheguts,thepersistence,

andthewill-powertofollowtheplanthroughtoitsfruition.Themoney has beenwasted unless you arewilling to give the plan

justtenminutesofyourtimeeachdayofyourworkweek…forforty-fiveweeks.IfIwereaNicktheGreek-type-oddsmakerI’dsaytheoddswereabout

75 to 1 against your letting this system for doubling or tripling yourincomewithinayearhelpyouasmuchasitcan.“ButI’mdifferent!”youremindme.Really?IfyoumadeanyNewYear’sresolutionslastJanuary1sthow

long did you keep them? What about those excess pounds you weregoingtolose,orthosecigarettesyouweregoingtoquitusing…orthatseconddrinkyouweregoingtostophaving?Howlongareyougoingtokeepkiddingyourself?Perhapsyoureallydohaveaburningdesire to succeed.Perhaps the

addedresponsibilityofmarriage,orparenthood,orthedesireforanewhome,evenanewcar,oramountingpileofdebtshave forcedyou to

come to termswith yourself and acknowledge that the solution to allyourneedsanddesiresisreallydependentonnoonebutyou.Butaburningdesiretosucceedisnotenough.AstheExecutiveEditorofSuccessUnlimited,amagazinedevotedtohelpingindividualsimprovetheirbusinessandpersonallife,Ilongagorecognizedthefactthatthereare two types of burning desire … and one type is phony andhypocritical. This phony type of burning desire is found in the personwho is constantly telling hiswife, his boss, and (worst of all) himself,that he really wants to succeed. He reads all the self-help bookspublishedandhegetshis“kicks”fromreadingaboutotherssucceedingjust as there are individuals who get their “kicks” from readingpornographicbooks.Unfortunatelyforourfriendswhoreadeithertypesof these books they never get into action. They live their livesvicariously through their imagined participation in the lives andactivitiesofothers.Tomorrow,tothistypeofdreamer,willbeagreatday.Tomorrownevercomes.If Ihavestrucka littlenervewithinyoudon’tbeconcerned.Letmewipe that frown fromyourbrowbyassuringyou thatallofuspossesssomeofthatphonykindofburningdesire.Wemakepromisestoothers,promises thatweknowwe can’t keep, in order to get ourboss or ourwifeoffourbacks…littlerealizingtheharmwearedoingtoourownpersonality,becauseweknowwe’relying.Todayisthedayyouwipethatslateclean.Nomorephonypromises,nomoregreatplansintheeveningwhichvanishwhenthesunrises,nomorekiddingyourself.Asyoumove,daybyday, through this simple successprogram,youwillslowlycometorealizeoneimportanttruth.Youarenature’sgreatestmiracle. Just to duplicate the computer you possess, called a brain,wouldrequiresufficientelectronicequipmenttofilltheentireinteriorofthe Empire State Building. You are rare and unique and the ultimateproductof severalmillionyearsof evolution.Both inmind, andbody,you are far better equipped than Solomon or Caesar or Plato tomakesomethingbeautifulandmeaningfulofyourlife.Youhaveagreaterpotential thananyonewhohasever livedbeforeyou!Butyou’llnever“makeit”bysittingonyourduffandtellingtheworld

how great you’re going to be, starting tomorrow. Sooner or later thatfriendlybillcollectoror landlordwill shakehisheadatyourpromises.Soonerorlater“credit”runsout.Soonerorlateryou“putup…orshutup.”This book will show you how to “put up” … if you will give it achancetoworkforyou.TheGreatestSalesmanintheWorld,thebookfromwhichthisguidewasdeveloped,hasbeenapublishingphenomenon since its first edition in1968. Few books, especially books on salesmanship, ever attain hardcoversalesofaquarterofamillioncopies,andneithertheauthornoritspublisherdaredtoimaginethatasmallvolumeaboutasalesmanlivinginthetimeofChristwouldbemetwiththeenthusiasticreceptionthatithasenjoyed.Evenmoreamazing…saleshaveincreasedeachyearsinceitspublication.Executivesresponsible for thesupervisionofsalesgroups throughoutthe country quickly recognized the potential impact of The GreatestSalesman in theWorld asamotivational tool.Soonafter itspublicationone firm purchased 30,000 copies! Copies have been purchased involumebyseveralhundredfirmsandsalesorganizationsincludingsuchcorporategiantsasCoca-Cola,AmwayCorporation,CombinedInsuranceCompany ofAmerica, Kraft Foods, SuccessMotivation Institute, Parke,Davis & Company, Sperry Hutchinson, Volkswagen, Valley SteelCompany, Genesco, Stanley Home Products, Norton International, TheSouthwestern Company, Stratford Squire International, AmericanGeneral Insurance Company of Delaware, Steamatic, Life Insurance ofKentucky,andSteak&AleRestaurantsofAmerica,Inc.Soonafterpublication,boththeauthorandpublisherreceivedanotherpleasant surprise.TheGreatest Salesman in theWorld,writtenprimarilyfor salespeople,hadsomehowfiltered farbeyond its intendedmarket.Letters,seekingmoreinformationaboutthescrolls,begantoarrivefromindividuals and organizations representing such widely diversifiedgroupsas:anartistcolony,prisonheadsconcernedwithrehabilitation,management consultants, politicians, college professors, armed forcespersonnel,themedicalprofession,students,professionalathletes…evenanationalcenterforbrain-damagedchildren.Onesalesman,afterpurchasingagun toendhis lifebecausehehadtakencompanyfunds,wrotethatthebooksavedhislife.Hewenttohis

firm,confessedhismistake,maderestitution…andwasgivenanotherchance.Manywrotethatthebook’stitlewasmisleading.TheGreatestSalesman

intheWorldsoundedlikea“salesman’sbook”whereasitwasabookforanyonesearchingforhisorhernicheinlife.Thebookbecame,andstillis,apopulargiftitem.Salesmanagerstotheirsalesmen,parentstotheirchildren,wivestohusbandswhoarestillstruggling.Hopefully,withmy“name-dropping”ofallthosecorporationsandthe

otherexamplescitedinthepastfewparagraphsIhavesoldyouonthefact that you are not holding just another “how-to” sales book loadedwithcomplicated theories, charts, and selling techniques that lookandsoundterrificbutwon’tdomuchforyou,tomorrow…ornextweek.Each Success Scroll will be beneficial to you, no matter what your

profession may be … providing you make one sincere promise toyourself…thatyouwillgiveitjusttenminutesofyourtime,eachworkday,forthenextforty-fiveweeks.Tenminutes…aboutthetimeittakesyoutoshowereachday.Isthattoomuchtoasktodoubleortripleyourincomeinthenexttenmonths?Whenhaveyoueverhadadeallikethisbefore?Now,I’mnotgoingtoaskyouwhatyouwantfromlife.I’mnotsure

youcouldanswerme.AndI’mnotgoingtoaskyoutolistyourassetsastheyarenowandthenmakeasecondlistshowingwhatyou’dlikethemtobeayearfromnow,fiveyearsfromnow…andsoon.Wedon’tneedto go through all that “pipe dream success bookkeeping” you find inmostself-helpbooks.Allwebothneed to knoware four facts.What is your job title and

whatisyourweeklyincome,today…pluswhatwouldyoulikeyourjobtitle to be andwhat do youwant to be earning forty-fiveweeks fromnowwhenyoucompleteyourSuccessRecorder.So…onapieceofpaper,whichIwantyoutokeepintheprivacyof

yourhome,I’dlikeyoutowriteamemotoyourself:

To:JohnSmithDate:Mypresentjobtitleis.………….Mypresentweeklyincomeis.………….Myjobtitle,45weeksfromnow.………….

Myweeklyincome,45weeksfromnow.………….

That’s all! Sign it … and tuck it away. Don’t even discuss it withanyone, except perhaps your wife. Do it now … right now!Procrastinationisoneofyourhabitswecan’tstartworkingonanytoosoon.Why didn’t I ask you for a long list of the things you wanted toachieve and acquire in the next 10months? Things like a new home,perhaps,orthebeginningofacollegefundforyourchildren,ormaybethatmoviecamerawitha10to1zoomlensyou’vewantedforsolong?Because it wasn’t necessary. If you have improved your job title andyourweeklyincomeasmuchasIthinkyou’veindicatedonthatprivatememo to yourself then all thematerial things youwant will begin tocomeyourway.Anylonglistsofyourdreamsisunnecessary!Youknowwhatyouwant…andyourSuccessRecorderDiarywillhelpkeepyouontherightcourse.

ChapterII

You can begin your Success Recorder on any Monday during theyear … but once you commence you must not let anything except aseriousillnesspreventyoufromfollowingthrough,eachday.Oneexception.Ifavacationisonyourschedulewhileyou’reworking

onthisprogramgooffandenjoyyourself.Then,onyourfirstdaybacktowork,justpickupwhereyouleftoff.Youare about to readTheFirstGreat Scroll For Success.This scroll

contains the instructionsonhowandwhenyouare to read the scrollsthatfollow.Readthisscrollseveraltimesduringtheweek-endpriortotheMondayyoubeginthisprogram.Warning!Don’t let the simplicityof thescrolls’ instructions turnyou

off. Simplicity is the keynote of success in any endeavor. RememberVince Lombardi and his uncomplicated game plans relying on basicfundamentalsandtheminimumofplays.RememberthelettersK.I.S.S.…“Keepitsimple,stupid!”You are about to learn how to tangle with the worst enemy you

have… your bad habits. The Scroll Marked I contains the secret forgetting rid of them. Read slowly. Read with a pen or pencil in yourhand, if you like, and underline ideas which you feel are mostmeaningfulandrelevanttoyou.Asyouproceedyouwilldiscoverthatyouhavecompany.ME!I’llbe

withyoualltheway:

TheScrollMarkedI

TodayIbeginanewlife.TodayIshedmyoldskinwhichhath,toolong,sufferedthebruisesof

failureandthewoundsofmediocrity.TodayIambornanewandmybirthplaceisavineyardwherethereisfruitforall.TodayIwillpluckgrapesofwisdomfromthetallestandfullestvinesin thevineyard, for thesewereplantedby thewisestofmyprofessionwhohavecomebeforeme,generationupongeneration.TodayIwillsavorthetasteofgrapesfromthesevinesandverilyIwillswallow the seed of success buried in each and new life will sproutwithinme.The career I have chosen is ladenwith opportunity yet it is fraughtwith heartbreak and despair and the bodies of thosewho have failed,weretheypiledoneatopanother,wouldcastitsshadowdownuponallthepyramidsoftheearth.YetIwillnotfail,astheothers,forinmyhandsInowholdthechartswhich will guide me through perilous waters to shores which onlyyesterdayseemedbutadream.Failure no longer will be my payment for struggle. Just as naturemadenoprovisionformybodytotoleratepainneitherhasitmadeanyprovision formy life to suffer failure.Failure, likepain, isalien tomylife.InthepastIaccepteditasIacceptedpain.NowIrejectitandIamprepared for wisdom and principles which will guide me out of theshadowsintothesunlightofwealth,position,andhappinessfarbeyondmymostextravagantdreamsuntileventhegoldenapplesintheGardenofHesperideswillseemnomorethanmyjustreward.Time teaches all things to he who lives forever but I have not theluxuryofeternity.Yet,withinmyallottedtimeImustpracticetheartofpatience fornatureactsnever inhaste.Tocreate theolive,kingofalltrees,ahundredyearsisrequired.Anonionplantisoldinnineweeks.Ihave lived as an onion plant. It has not pleased me. Now I wouldstbecomethegreatestofolivetreesand,intruth,thegreatestofsalesmen.Andhowwillthisbeaccomplished?ForIhaveneithertheknowledgenortheexperiencetoachievegreatnessandalreadyIhavestumbledinignoranceandfallenintopoolsofself-pity.Theanswerissimple.Iwillcommence my journey unencumbered with either the weight ofunnecessary knowledge or the handicap of meaningless experience.Naturealreadyhassuppliedmewithknowledgeandinstinctfargreaterthan any beast in the forest and the value of experience is overrated,

usuallybyoldmenwhonodwiselyandspeakstupidly.In truth experience teaches thoroughly yet her course of instructiondevoursmen’syearssothevalueofherlessonsdiminisheswiththetimenecessary to acquire her special wisdom. The end finds it wasted ondeadmen.Furthermore,experienceiscomparabletofashion;anactionthat proved successful today will be unworkable and impracticaltomorrow.OnlyprinciplesendureandtheseInowpossess,forthelawsthatwillleadme togreatnessare contained in thewordsof these scrolls.Whattheywill teachme ismore toprevent failure than togain success, forwhat is success other than a state of mind? Which two, among athousandwisemen,willdefinesuccessinthesamewords;yetfailureisalwaysdescribedbutoneway.Failureisman’sinabilitytoreachhisgoalsinlife,whatevertheymaybe.Intruth,theonlydifferencebetweenthosewhohavefailedandthosewhohave succeeded lies in the difference of their habits.Good habitsare thekey toall success.Badhabitsare theunlockeddoor to failure.Thus,thefirstlawIwillobey,whichprecedethallothersis—Iwillformgoodhabitsandbecometheirslaves.AsachildIwasslavetomyimpulses;nowIamslavetomyhabits,asare all grown men. I have surrendered my free will to the years ofaccumulatedhabitsandthepastdeedsofmy lifehavealreadymarkedoutapathwhichthreatenstoimprisonmyfuture.Myactionsareruledby appetite, passion, prejudice, greed, love, fear, environment, habit,andtheworstofthesetyrantsishabitTherefore,ifImustbeaslavetohabitletmebeaslavetogoodhabits.Mybadhabitsmustbedestroyedandnewfurrowspreparedforgoodseed.Iwillformgoodhabitsandbecometheirslave.AndhowwillIaccomplishthisdifficultfeat?Throughthesescrolls,itwillbedone,foreachscrollcontainsaprinciplewhichwilldriveabadhabitfrommylifeandreplaceitwithonewhichwillbringmeclosertosuccess.For it isanotherofnature’s laws thatonlyahabitcansubdueanother habit. So, in order for these written words to perform theirchosen task, I must discipline myself with the first of my new habitswhichisasfollows:Iwill read each scroll for thirty days in this prescribedmanner, before Iproceedtothenextscroll.

First, Iwill read thewords in silencewhen Iarise.Then, Iwill readthewords in silence after I have partaken ofmymiddaymeal. Last, Iwill read the words again just before I retire at day’s end, and mostimportant,onthisoccasionIwillreadthewordsaloud.OnthenextdayIwillrepeatthisprocedure,andIwillcontinueinlike

mannerforthirtydays.Then,Iwillturntothenextscrollandrepeatthisprocedureforanotherthirtydays.IwillcontinueinthismanneruntilIhave livedwitheachscroll for thirtydaysandmyreadinghasbecomehabit.Andwhatwillbeaccomplishedwiththishabit?Hereinliesthehidden

secretofman’saccomplishments.As I repeat thewordsdaily theywillsoon become a part ofmy activemind, butmore important, theywillalsoseepintomyothermind,thatmysterioussourcewhichneversleeps,which creates my dreams, and often makes me act in ways I do notcomprehend.AsthewordsofthesescrollsareconsumedbymymysteriousmindI

willbegintoawake,eachmorning,withavitality Ihaveneverknownbefore. My vigor will increase, my enthusiasm will rise, my desire tomeet theworldwillovercomeevery fear Ionceknewatsunrise,andIwill be happier than I ever believed it possible to be in thisworld ofstrifeandsorrow.EventuallyIwillfindmyselfreactingtoallsituationswhichconfront

meas Iwascommanded in thescrolls to react,andsoon theseactionsand reactions will become easy to perform, for any act with practicebecomeseasy.Thus a new and good habit is born, for when an act becomes easy

throughconstantrepetitionitbecomesapleasuretoperformandifitisa pleasure to perform it is man’s nature to perform it often. When IperformitoftenitbecomesahabitandIbecomeitsslaveandsinceitisagoodhabitthisismywill.TodayIbeginanewlife.AndImakeasolemnoathtomyselfthatnothingwillretardmynew

life’s growth. I will lose not a day from these readings for that daycannotberetrievednorcanIsubstituteanotherforit.Imustnot,Iwillnot,breakthishabitofdailyreadingfromthesescrollsand,intruth,thefewmomentsspenteachdayonthisnewhabitarebutasmallpricetopayforthehappinessandsuccessthatwillbemine.

As I readandre-read thewords in the scrolls to follow,neverwill Iallowthebrevityofeachscrollnorthesimplicityof itswordstocausemetotreatthescroll’smessagelightly.Thousandsofgrapesarepressedto fillone jarwithwine,and thegrapeskinandpulpare tossed to thebirds.Soitiswiththesegrapesofwisdomfromtheages.Muchhasbeenfilteredandtossedtothewind.Onlythepuretruthliesdistilledinthewords tocome. Iwilldrinkas instructedandspillnotadrop.AndtheseedofsuccessIwillswallow.Todaymyoldskinhasbecomeasdust.Iwillwalktallamongmenandtheywillknowmenot,fortodayIamanewman,withanewlife.

Now, before you continue, go back and read the scroll again. ItcontainsonekeysentencethatIwantyoutounderline:“As I repeat the words daily they will soon become a part ofmy activemind, but more important, they will also seep into my other mind, thatmysterious source which never sleeps, which createsmy dreams, and oftenmakesmeactinwaysIdonotcomprehend.”Inmodernterminologywhatthatkeysentencemeansisthatyouareabouttomind-conditionyourself.Youareabouttobegintheprocessofimprinting new relays and transistors onto your subconsciousmind … that “control box” which mysteriously directs many of ouractionsandourambitions.There’snothingweirdor“far-out”aboutthistechnique. Many of the nation’s outstanding examples of successconstantly “program” themselves so that they instinctively react tovarioussituationsinamannerthatwillprovidethemwiththegreatestpossible benefit. W. Clement Stone, Chairman of the CombinedInsuranceCompanyofAmerica,andthecountry’soutstandingexpertonthe motivation of others, used this technique on himself to amass apersonalandself-madefortuneofmorethan$400,000,000.Perhaps your goal is not that high … but let’s make a run for it,anyway.

ChapterIII

Downhill ski racing is a battle of the individual against hisenvironment…andtheclock.Whathasalwayscausedmetoshakemyhead in sympathy for the losers is the infinitesimal difference in timebetweenthewinnerandthealso-rans.The winner is clocked in 1:37:22 … one minute, thirty-seven and

twenty-twoone-hundredthsseconds.Second place is clocked in 1:37:25… one minute, thirty-seven and

twenty-fiveone-hundredthsseconds.Inthiscase,thedifferencebetweenbeingachampionandjustanother

skier is three one-hundredths of a second!We can’t even blink our eyesthatfast.What reallywas the difference between the champion and the also-

ran?Aluckybreak?Maybe.Butperhapsthechampionpracticedjustalittle bit harder… and just a little bit longer. Perhaps the championworked on one bad habit, monotonous as this work is, until it wasremovedfromhisperformance…savinghimafractionofasecondoneachdownhillrun…enoughtospellsuccess.Now let’sget toyou…and let’s startoffbyadmitting thatweboth

know you’ve got some, or many, bad habits. Furthermore you knowexactlywhattheyare…perhapsprocrastination,orover-indulgence,orlaziness,orsloppiness,orabadtemperoraninabilitytofollowthrough.I’msureyoucanaddtothislist…andI’msureyoualsorecognizethatyou’renotgoingtogetveryfarsolongasthesevicesarefoulingupyourpistons.I’ve always pictured George Washington as he looks on my dollar

bills…whitecoiffuredwigframingafacebothcalm,confident,andthepersonificationof self-control.My imageof this greatmanwasalteredconsiderably when I read, recently, that George, in his younger days,

hadaflamingcropofredhair…andatempertomatch.Had George not learned to replace this bad habit with one of self-control,whichmusthavebeenextremelydifficultforhimashetriedtoleadanundisciplinedanduntrainedcivilians’armyagainsttheforcesofKingGeorge, theoddsaregreat thathewouldneverhavebecomeourfirstPresident.Benjamin Franklin was probably the greatest and most influentialindividual this country has ever produced. He was “a man for anyseason,” patriot, scientist, author, diplomat, inventor, printer, andphilosopher. He taught himself to read French, Spanish, Italian, andLatin and without his skillful guidance the United States might neverhaveattaineditsindependence.ButevenBenjaminFranklinhadbadhabits…andheknewit.Unlikemostofus,however,hedeterminedtodosomethingabouthis.Inventorthathewas,heworkedouta“magicformula”toridhimselfofhisbadhabits. First, he listed what he believed were the thirteen virtuesnecessary for true success: temperance, silence, order, resolution,frugality,industry,sincerity,justice,moderation,cleanliness,tranquility,chastity,andhumility.In his great autobiography he explained how he used the magicformula.“Myintentionbeingtoacquirethehabitofall thesevirtues,Ijudged itwouldbewellnot todistractmyattentionbyattempting thewholeatonce,buttofixitononeofthematatime;andwhenIshouldbemasterofthat,thentoproceedtoanother;andsoon,untilIshouldhavegonethroughthethirteen.”Foranother ingredient inhis“magic formula”Franklinreachedbackto the advice of Pythagoras that it was necessary to examine one’sactionseachday.HedesignedthefirstSuccessRecorder:“I made a little book in which I allotted a page for each of thevirtues…andinitspropercolumn,Imightmark,byalittleblackspot,everyfaultIfounduponexaminationtohavebeencommittedrespectingthatvirtueuponthatday.”Didthemagicformulaworkforthisgreatman?Frank Bettger, author of one of the all-time classic books on self-motivationinthesellingprofession,HowIRaisedMyself fromFailure toSuccess in Selling (Published by Prentice Hall) says, “When he wasseventy-nine years old, Benjamin Franklin wrotemore about this idea

thananythingelsethateverhappenedtohiminhisentire life—fifteenpages—for to this one thing he felt he owed all his success andhappiness.”Franklinwrote,“Ihope,therefore,thatsomeofmydescendantsmayfollowtheexampleandreapthebenefit.”FrankBettgerfollowedFranklin’sexamples,appliedthemagicformulato what had been a mediocre career as a salesman, and became theleadinglifeinsuranceproducerinthecountry.Willthemagicformulaworkforyou?Let’s ask someonewho can speak from experience and results. Let’saskthemanwementionedearlier,W.ClementStone:“Benjamin Franklin’s magic formula has motivatedmany failures tosubsequently succeed when they recognized, related, assimilated andusedhisformula.Youcanuseit.Anyonecanuseit.Ihavenevermetaperson who employed the principles in Benjamin Franklin’s magicformula daily who failed to make progress toward the goals he wasstrivingfor.Youhaveanabsoluteguaranteethatanyyearcanbeyourrecordyearifyoufollowtheprinciplesofhisformuladaily.”In point of time it’s a long journey from the ten scrolls which TheGreatestSalesman InTheWorld followedduring the timeofChrist, toBenjamin Franklin’s formula, to the present day success of greatachievers such as W. Clement Stone and Frank Bettger. And yet theprinciples have not been altered, even in the smallest way, by thepassageofcenturies.TheMagicFormula,orSuccessRecorder,orwhatevernameyouwantto give it, lives on… a proven and simplemethodwhich can changeyourlife…ifyougiveitthechance.Italwayscomesbacktoyou,doesn’tit?

ChapterIV

Push-ups.Let’s thinkabout them, foramoment,beforeweget involved in the

nextscroll.If you got down on the floor, right now, howmany push-ups could

youdo?Six,ten,twelve.Let’ssayyoucandoten.Then,waittwoweeksandtryitagain.Howmany?Probablyten,again.But, ifyoudotentoday,andtryagain,tomorrow,andthenextday,

andnext,howmanydoyouthinkyoucouldbedoingaftertwoweeks?Probablythirty,forty,fifty,ormore.Why?Becausethemusclesinyourshouldersandyourarmsbecomestrongerwitheachday’sattempt.Youareconditioningthemtorespondtoagreaterchallengeeachdayandthedaily increase in the number of push-ups you can do is only a smallexampleofwhatyoucanaccomplishinaspecificperiodoftimewhich,today, seems almost impossible. You are, indeed, amiracle of nature,andwhatappliestoyourshouldermusclesalsoappliestothatbiggraymusclebetweenyourtwoears.Andyouareabouttobegintomakeitdothingswhich,atthismoment,seemimpossibletoyou.Areyoureadytobegin?Okay.Let’s review the rulesas theywere spelledout foryou inThe

Scroll Marked I. On the Monday which commences this program,sometimebetweenyourarisinganddepartureforworkyouaretoreadThe Scroll Marked II which you will find at the end of this chapter.Sometimearoundnoonyouaretoreaditagain,whichmeansyoumusttakethisbookwithyou.Tossitinyourbriefcase,perhaps,orleaveitinyourcar if youuse “wheels” inyourbusiness. In theevening,prior toyourretiring,youaretoreadthescrollforthethirdtime,andthistimeyou should read it aloud. (You may have to explain this seeminglycurious behavior to your spouse, but she’s on your side and certainly

wantsyoutomakegood.)FollowingthescrollyouwillfindyourSuccessRecorderfortheweek,andthefourweekstofollow,tohelpyouliveuptotheinjunctioninTheScrollMarkedIthateachscrollistoberead,thoughtabout,andactedonforthirtydays.Your Success Recorder was purposely designed to enable you toquickly conduct that “daily self-examination”whichBenjaminFranklininsistedwasanabsolutenecessityinaprogramsuchasthis.Incapsuleform it summarizes the virtues, the qualities, the goodhabits, and thepowersyouareworkingtoputintoyourlifeeachday.Whenyourfirstday’sworkisdoneturntoyourSuccessRecorderandplace a date in theMonday section. Then, in the proper box, indicatehowmanytimesyoureadthescroll, thatday.(Three, Ihope.)Finally,readthereviewparagraphandconsiderhowwellyoudid in followingthescroll’sprinciplessinceyouawoke.Rateyourselfwith1for“poor,”2for “good,” 3 for “very good,” and 4 for “excellent.” Be honest withyourself.Placeyourratinginthebox…andtallythetwoboxesfortheday.Thehighestratingyoucanhave,foranyday,is7.Thisratingwillserve as a daily andweekly accounting to yourself on your effort andyourimprovement.Continuewith this sameprocedure for theother fourworkdaysandthen place the total number of points you earned for the week in itsproperbox.Thengoontothenextweekandcontinuethispracticeforfiveweeks…atwhichtimeyouwillbeginanewchapter…andanewscroll.Isn’tthatsimple?I’llletyouinonasecret.It’ssosimplethatit’sgoingto“turnoff”alotofyourreadingcompanionsofthemomentwhobelievethatnothingcanbeveryworthwhileunlessit’sexpensiveorcomplicated.Butthen,theywouldn’t be doing many push-ups either, if that was our program’spurpose, so let themdrop outwith no regrets on our part.Mediocritywillalwaysbetheirwayoflife.As the first fewweeks pass youwill note a gradual change in bothyour attitude and your treatment of others, those you love and evencasualacquaintances.Youwillbeginhearingremarkslike,“What’scomeoveryou?”or“That’snottheoldSmithIknow!”Whenthatbeginstohappenyou’llknowthemessageofthescrollsand

your daily Success Recorder review are beginning to work and yoursubconscious mind has been imprinted with new personality tracingsthat will disclose themselves time and time again in your futurelife…andyouareonthewaytoagreatyear!Nowit’sthatfirstMonday.As you begin this important day in your life I ask only that yourememberthesewords:“Failurewillneverovertake thee if thydetermination tosucceed is strongenough.”

TheScrollMarkedII

Iwillgreetthisdaywithloveinmyheart.For this is the greatest secret of success in all ventures.Muscle cansplitashieldandevendestroylifebutonlytheunseenpoweroflovecanopentheheartsofmenanduntilImasterthisartIwillremainnomorethanapeddlerinthemarketplace.IwillmakelovemygreatestweaponandnoneonwhomIcallcandefendagainstitsforce.My reasoning they may counter; my speech they may distrust; myapparel they may disapprove; my face they may reject; and even mybargainsmaycausethemsuspicion;yetmylovewillmeltallheartslikentothesunwhoserayssoftenthecoldestclay.Iwillgreetthisdaywithloveinmyheart.AndhowwillIdothis?HenceforthwillIlookonallthingswithloveandIwillbebornagain.Iwilllovethesunforitwarmsmybones;yetIwill love the rain for it cleansesmy spirit. I will love the light for itshowsmetheway;yetIwilllovethedarknessforitshowsmethestars.I will welcome happiness for it enlarges my heart; yet I will enduresadnessforitopensmysoul.Iwillacknowledgerewardsfortheyaremydue;yetIwillwelcomeobstaclesfortheyaremychallenge.Iwillgreetthisdaywithloveinmyheart.AndhowwillIspeak?Iwilllaudmineenemiesandtheywillbecomefriends; I will encourage my friends and they will become brothers.AlwayswillIdigforreasonstoapplaud;neverwillIscratchforexcusestogossip.WhenIamtemptedtocriticizeIwillbiteonmytongue;when

IammovedtopraiseIwillshoutfromtheroofs.Isitnotsothatbirds,thewind,theseaandallnaturespeakswiththe

musicofpraisefortheircreator?CannotIspeakwiththesamemusictohischildren?Henceforthwill Irememberthissecretanditwillchangemylife.Iwillgreetthisdaywithloveinmyheart.And how will I act? I will love all manners of men for each has

qualitiestobeadmiredeventhoughtheybehidden.WithloveIwillteardownthewallofsuspicionandhatewhichtheyhavebuiltaroundtheirhearts and in its placewill I build bridges so thatmy lovemay entertheirsouls.I will love the ambitious for they can inspire me; I will love the

failures for they can teach me. I will love the kings for they are buthuman;Iwilllovethemeekfortheyaredivine.Iwilllovetherichfortheyareyetlonely;Iwilllovethepoorfortheyaresomany.Iwilllovetheyoungforthefaiththeyhold;Iwilllovetheoldforthewisdomtheyshare. Iwill lovethebeautiful for theireyesofsadness; Iwill love theuglyfortheirsoulsofpeace.Iwillgreetthisdaywithloveinmyheart.But howwill I react to the actions of others?With love. For just as

loveismyweapontoopentheheartsofmen,loveisalsomyshieldtorepulse the arrows of hate and the spears of anger. Adversity anddiscouragement will beat against my new shield and become as thesoftest of rains. My shield will protect me in the market place andsustainmewhenIamalone.Itwillupliftmeinmomentsofdespairyetitwillcalmmeintimeofexultation.Itwillbecomestrongerandmoreprotective with use until one day I will cast it aside and walkunencumberedamongallmannersofmenand,whenIdo,mynamewillberaisedhighonthepyramidoflife.Iwillgreetthisdaywithloveinmyheart.And how will I confront each whom I meet? In only one way. In

silence and tomyself I will address him and say I Love You. Thoughspokeninsilencethesewordswillshineinmyeyes,unwrinklemybrow,bring a smile tomy lips, and echo inmy voice; and his heartwill beopened.Andwhoistherewhowillsaynaytomygoodswhenhisheartfeelsmylove?Iwillgreetthisdaywithloveinmyheart.

And most of all I will love myself. For when I do I will zealouslyinspect all things which enter my body, my mind, my soul, and myheart. Never will I overindulge the requests of my flesh, rather I willcherishmybodywithcleanlinessandmoderation.NeverwillIallowmymindtobeattractedtoevilanddespair,rather Iwilluplift itwiththeknowledge and wisdom of the ages. Never will I allow my soul tobecome complacent and satisfied, rather Iwill feed itwithmeditationand prayer. Never will I allow my heart to become small and bitter,ratherIwillshareitanditwillgrowandwarmtheearth.Iwillgreetthisdaywithloveinmyheart.Henceforthwill I loveallmankind.From thismomentallhate is letfrommyveinsforIhavenottimetohate,onlytimetolove.FromthismomentItakethefirststeprequiredtobecomeamanamongmen.Withlove I will increase my sales a hundredfold and become a greatsalesman. If I have no other qualities I can succeed with love alone.WithoutitIwillfailthoughIpossessalltheknowledgeandskillsoftheworld.Iwillgreetthisdaywithlove,andIwillsucceed.

ChapterV

Stillwithus?Lookaroundyou.Thegrouphasthinnedoutconsiderably.Thosethat

have already dropped out all cameupwith at least one excuse not tocontinuewiththeirSuccessRecorderanditisnotcoincidentalthatthisis the same groupwhose past performance shows the same “dropout”habitintheirpreviousattemptstomakesomethingofthemselves.Theseare the individuals with the “phony” type of burning desire which Imentionedearlier.Alltalk…noaction.Of course, when you stop feeling sorry for them, the realization

suddenlyhits you thatwhat theyhavedone ismake it easier for you.Thecompetition is less.WilliamDanforth, inhisgreatself-helpclassic,“IDareYou,”wrotethat95%ofallindividualslackthedeterminationtocallontheirunusedcapacities.Thistremendousmajorityquicklysettleon the plateau ofmediocrity… and bewail theirmisfortune and “badbreaks” for the rest of their liveswhile the daring 5% continue on toleadership levels.He speaks to that small and surviving band of gutsyindividuals,includingyou,whenhesays:“Thedayofdefendingyourpresentpossessionsisgone.Fromnowon

youarenotgoingtoworryaboutholdingyourjob.PuttheworryonthefellowaboveyouaboutholdingMs.Fromthisdayonwardwrongthingsareputonthedefense.Youhavemarshalledrightthingsfortheattack.Your eyes are turned toward your strength, not your weakness.Henceforth,youwillwakeinthemorningthinkingofwaystodothings,ratherthanreasonswhytheycannotbedone!”Andhenceforth,forthenextfiveweeks,youwillawakeeachmorning

toreadandabsorbtheprinciplesin:

TheScrollMarkedIII

IwillpersistuntilIsucceed.In theOrient young bulls are tested for the fight arena in a certainmanner.Eachisbroughttotheringandallowedtoattackapicadorwhopricks themwith a lance. The bravery of each bull is then ratedwithcareaccordingtothenumberoftimeshedemonstrateshiswillingnesstochargeinspiteofthestingoftheblade.HenceforthwillIrecognizethateachdayIamtestedbylifeinlikemanner.IfIpersist,ifIcontinuetochargeforward,Iwillsucceed.IwillpersistuntilIsucceed.Iwasnotdelivereduntothisworldindefeat,nordoesfailurecourseinmyveins.Iamnotasheepwaitingtobeproddedbymyshepherd.Iama lionand I refuse to talk, towalk, to sleepwith the sheep. Iwillhearnotthosewhoweepandcomplain,fortheirdiseaseiscontagious.Letthemjointhesheep.Theslaughterhouseoffailureisnotmydestiny.IwillpersistuntilIsucceed.The prizes of life are at the end of each journey, not near thebeginning; and it is not given to me to know how many steps arenecessaryinordertoreachmygoal.FailureImaystillencounteratthethousandth step, yet success hides behind the next bend in the road.NeverwillIknowhowcloseitliesunlessIturnthecorner.Always will I take another step. If that is of no avail I will takeanother,andyetanother.Intruth,onestepatatimeisnottoodifficult.IwillpersistuntilIsucceed.Henceforth, Iwill consider each day’s effort as but one blow ofmybladeagainstamightyoak.Thefirstblowmaycausenotatremorinthewood,northesecond,northethird.Eachblow,ofitself,maybetrifling,and seem of no consequence. Yet from childish swipes the oak willeventuallytumble.Soitwillbewithmyeffortsoftoday.Iwillbelikentotheraindropwhichwashesawaythemountain;theantwho devours a tiger; the starwhich brightens the earth; the slavewhobuilds apyramid. Iwill buildmy castle onebrick at a time for Iknowthatsmallattempts,repeated,willcompleteanyundertaking.IwillpersistuntilIsucceed.I will never consider defeat and I will remove frommy vocabulary

suchwordsandphrases asquit, cannot,unable, impossible, outof thequestion,improbable,failure,unworkable,hopeless,andretreat;fortheyarethewordsoffools.Iwillavoiddespairbutifthisdiseaseofthemindshould infectme then Iwill work on in despair. I will toil and Iwillendure.Iwillignoretheobstaclesatmyfeetandkeepmineeyesonthegoalsabovemyhead,forIknowthatwheredrydesertends,greengrassgrows.IwillpersistuntilIsucceed.IwillremembertheancientlawofaveragesandIwillbendittomygood.Iwillpersistwithknowledgethateachfailuretosellwillincreasemychanceforsuccessatthenextattempt.EachnayIhearwillbringmeclosertothesoundofyea.EachfrownImeetonlypreparesmeforthesmile tocome.Eachmisfortune Iencounterwillcarry in it theseedoftomorrow’s good luck. I must have the night to appreciate the day. Imustfailoftentosucceedonlyonce.IwillpersistuntilIsucceed.Iwill try, and try, and try again. Each obstacle Iwill consider as ameredetourtomygoalandachallengetomyprofession.Iwillpersistanddevelopmy skills as themariner developshis, by learning to rideoutthewrathofeachstorm.IwillpersistuntilIsucceed.Henceforth,Iwilllearnandapplyanothersecretofthosewhoexcelinmywork.Wheneachdayisended,notregardingwhetherithasbeenasuccess or failure, I will attempt to achieve onemore sale.WhenmythoughtsbeckonmytiredbodyhomewardIwillresistthetemptationtodepart. I will try again. I will make one more attempt to close withvictory,andifthatfailsIwillmakeanother.NeverwillIallowanydaytoendwitha failure.Thuswill Iplant the seedof tomorrow’s successandgainaninsurmountableadvantageoverthosewhoceasetheirlaborat a prescribed time.When others cease their struggle, thenminewillbegin,andmyharvestwillbefull.IwillpersistuntilIsucceed.Nor will I allow yesterday’s success to lull me into today’scomplacency,forthisisthegreatfoundationoffailure.Iwillforgetthehappeningsofthedaythatisgone,whethertheyweregoodorbad,andgreet thenewsunwithconfidencethat thiswillbethebestdayofmylife.

So long as there is breath inme, that longwill I persist. For now Iknowoneofthegreatestprinciplesofsuccess;ifIpersistlongenoughIwillwin.Iwillpersist.Iwillwin.

ChapterVI

Isn’tthissimple?If you’ve come this far you already have the habit of reading your

scrollthreetimesaday.Nothingtoit…justastherewouldbenothingto your doing a hundred push-ups by now if you had started that tenweeksago.Whatadifferencetenweeksmakes!Andcompletingeachday’sSuccessRecorder…that’ssimple,too,isn’t

it?Sosimplethatyoucan’tevengetoutofdoingitwiththeexcusethatyou’retoobusy…ortootired.Butdoyourealizewhatyouhavealreadydoneforyourselfbysimply

readingandimprintingonyoursubconsciousmindthewordsfromTheScrollMarkedIIandTheScrollMarkedIII three timeseachday…forfiveweekseach?Youare,nodoubt,alreadycommunicatingbetterwiththose around you, you have relieved friction from some quarters, andyouhavehardenedthatspinesothatyoucontinuetotry,andtryagainwhen, in the past, youwould have headed home after a few failures,withyourtailbetweenyourlegs.Now your personality is more open, you are a warmer person, you

make friendseasier,andyetyouknowhowtohang in thereuntilyoumakesalesorcompletetaskswhichyouwouldneverhavecomeclosetocompletingbeforeyoustartedthisprogram.Furthermore,yoursalesoryour duties are coming easier, because you’re a friendlier and morelikeable person, so you rarely have to call upon that new persistenceyou’ve developed. The scrolls, you are discovering, aswith all virtues,are not separate, but related. When you improve on one they allimprove.Whenonebadhabitissubdued,thenextisovercomewithlessstruggle.Itoldyouthatyouwereamiracleofnature…andnowI’llproveitto

youin:

TheScrollMarkedIV

Iamnature’sgreatestmiracle.Since the beginning of time never has there been another with mymind,myheart,myeyes,myears,myhands,myhair,mymouth.Nonethat camebefore, none that live today, andnone that come tomorrowcanwalkandtalkandmoveandthinkexactlylikeme.AllmenaremybrothersyetIamdifferentfromeach.Iamauniquecreature.AlthoughIamoftheanimalkingdom,animalrewardsalonewillnotsatisfy me. Within me burns a flame which has been passed fromgenerationsuncountedanditsheatisaconstantirritationtomyspirittobecome better than I am, and I will. I will fan this flame ofdissatisfactionandproclaimmyuniquenesstotheworld.Nonecanduplicatemybrushstrokes,nonecanmakemychiselmarks,nonecanduplicatemyhandwriting,nonecanproducemychild,andintruth, none has the ability to sell exactly as I. Henceforth, I willcapitalize on this difference for it is an asset to be promoted to thefullest.Iamnature’sgreatestmiracle.Vainattempts to imitateothersno longerwill Imake. Insteadwill Iplacemyuniquenessondisplay in themarketplace. Iwillproclaimit,yea, I will sell it I will begin now to accent my differences; hide mysimilarities. So too will I apply this principle to the goods I sell.Salesman and goods, different from all others, and proud of thedifference.Iamauniquecreatureofnature.Iamrare,andthere isvalue inall rarity; therefore, Iamvaluable. Iamtheendproductof thousandsofyearsofevolution; therefore, Iambetterequippedinbothmindandbodythanalltheemperorsandwisemenwhoprecededme.Butmyskills,mymind,myheart,andmybodywillstagnate,rot,anddielestIputthemtogooduse.Ihaveunlimitedpotential.OnlyasmallportionofmybraindoIemploy;onlyapaltryamountofmymusclesdoI flex. A hundredfold or more can I increase my accomplishments ofyesterdayandthisIwilldo,beginningtoday.Nevermore will I be satisfied with yesterday’s accomplishments nor

willIindulge,anymore,inself-praisefordeedswhichinrealityaretoosmalltoevenacknowledge.IcanaccomplishfarmorethanIhave,andIwill,forwhyshouldthemiraclewhichproducedmeendwithmybirth?WhycanInotextendthatmiracletomydeedsoftoday?Iamnature’sgreatestmiracle.I amnot on this earth by chance. I amhere for a purpose and thatpurpose is to grow into amountain, not to shrink to a grain of sand.HenceforthwillIapplyallmyeffortstobecomethehighestmountainofallandIwillstrainmypotentialuntilitcriesformercy.Iwillincreasemyknowledgeofmankind,myself,andthegoodsIsell,thusmysaleswillmultiply.Iwillpractice,andimprove,andpolishthewordsIuttertosellmygoods,forthisisthefoundationonwhichIwillbuildmy career andneverwill I forget thatmanyhave attainedgreatwealthand successwithonlyone sales talk,deliveredwithexcellence.AlsowillIseekconstantlytoimprovemymannersandgraces,fortheyarethesugartowhichallareattracted.Iamnature’sgreatestmiracle.Iwillconcentratemyenergyonthechallengeofthemomentandmyactionswillhelpmeforgetallelse.Theproblemsofmyhomewillbeleftinmyhome.IwillthinknaughtofmyfamilywhenIaminthemarketplace for thiswill cloudmy thoughts. So toowill the problems of themarketplacebe left inthemarketplaceandIwill thinknaughtofmyprofessionwhenIaminmyhomeforthiswilldampenmylove.Thereisnoroominthemarketplaceformyfamily,noristhereroominmyhomeforthemarket.EachIwilldivorcefromtheotherand,thuswill Iremainweddedtoboth.Separatemusttheyremainormycareerwilldie.Thisisaparadoxoftheages.Iamnature’sgreatestmiracle.IhavebeengiveneyestoseeandamindtothinkandnowIknowagreat secret of life for I perceive, at last, that all my problems,discouragements, and heartaches are, in truth, great opportunities indisguise. Iwill no longer be fooledby the garments theywear formyeyesareopen.IwilllookbeyondtheclothandIwillnotbedeceived.Iamnature’sgreatestmiracle.Nobeast,noplant,nowind,norain,norock,no lakehadthesamebeginning as I, for I was conceived in love and brought forth with apurpose.InthepastIhavenotconsideredthisfactbutitwillhenceforth

shapeandguidemylife.Iamnature’sgreatestmiracle.Andnatureknowsnotdefeat.Eventually,sheemergesvictoriousand

sowillI,andwitheachvictorythenextstrugglebecomeslessdifficult.Iwillwin,andIwillbecomeagreatsalesman,forIamunique.Iamnature’sgreatestmiracle.

ChapterVII

Fifteenweekshavenowpassed.Youhavecomealongway,mygoodfriend.Ifyouhavereadthescrollsthreetimesaday;ifyouhavetakenafew

moments each evening to examine your actions of the day … thenwithoutdoubtyouareachangedpersonfromtheindividualyouwere.And isn’t it amazing… everyone around you seems to have changed,too.Perhapsthisoldlegendwillhelpyouunderstandwhathashappened

toyou:TherewasanoldQuakerwhostoodatthevillagewell,greetingweary

travelers who passed along the way. And to each who asked, “Whatmanner of people live hereabouts?” he would respond with anotherquestion,“Whatmannerofpeopledidtheefindinthylastabode?”If the traveler said thathehad leftacommunitywherepeoplewere

bright and gay; genial and fun-loving, the Quaker would answerconfidentlythatthequestingonewouldfindthemmuchthesameinhiscommunity.Buttotravelerswhocomplainedthattheyleftacommunitywhere people were ugly, quarrelsome, and ill-tempered, the patriarchwouldsadlyshakehisheadandsay“Alas,heretheewillfindthemmuchthesame.”You are about to embark on five very interestingweeks.More than

anyotherscroll,Ipromiseyouthatasyoubegintolivetheinjunctionsin The ScrollMarked V youwill be noticed by strangers, friends, andfoesalike.HenryVanDykeoncewrotethatsomepeoplearesoafraidtodiethat

theyneverbegintolive.Forthenextfiveweeksyouarebeingaskedtoimagine that each day, when you arise, will be your last day onearth…andyouaretoactaccordingly.

Thosewithlittlefaith,andlesscourage,wouldshrivelupinacorneriftheyknewthiswasreallytheirlastdayonearth…butsinceyouhavepersistedtothispointwithyourSuccessRecorderIhavelittledoubtofyourabundanceoffaith…orcourage.Youmaywishtokeepadditionalnotesabouthowothersreacttoyouduring these next five weeks … especially those above you in the“pecking order” of your company. Along with what you have alreadyaccomplished in transforming your personality, these weeks usuallyproduce confrontations with superiors which lead to interestingdevelopments…likepromotionsandraises.Solet’sgetstartedwiththisimportantscroll:

TheScrollMarkedV

Iwilllivethisdayasifitismylast.AndwhatshallIdowiththislastpreciousdaywhichremainsinmykeeping? First, Iwill seal up its container of life so that not one dropspills itself upon the sand. I will waste not a moment mourningyesterday’s misfortunes, yesterday’s defeats, yesterday’s aches of theheart,forwhyshouldIthrowgoodafterbad?Cansandflowupwardinthehourglass?Willthesunrisewhereitsetsand set where it rises? Can I relive the errors of yesterday and rightthem?CanIcallbackyesterday’swoundsandmakethemwhole?CanIbecome younger than yesterday? Can I take back the evil that wasspoken, the blows that were struck, the pain that was caused? No.YesterdayisburiedforeverandIwillthinkofitnomore.Iwilllivethisdayasifitismylast.AndwhatthenshallIdo?ForgettingyesterdayneitherwillIthinkoftomorrow.Whyshould I thrownowaftermaybe?Can tomorrow’s sandflow through the glass before today’s? Will the sun rise twice thismorning? Can I perform tomorrow’s deeds while standing in today’spath? Can I place tomorrow’s gold in today’s purse? Can tomorrow’schild be born today? Can tomorrow’s death cast its shadow backwardand darken today’s joy? Should I concernmyself over events which Imay never witness? Should I torment myself with problems that may

never come to pass?No I Tomorrow lies buriedwith yesterday, and Iwillthinkofitnomore.Iwilllivethisdayasifitismylast.ThisdayisallIhaveandthesehoursarenowmyeternity.Igreetthissunrisewithcriesofjoyasaprisonerwhoisreprievedfromdeath.Iliftminearmswiththanksforthispricelessgiftofanewday.Sotoo,Iwillbeat upon my heart with gratitude as I consider all who greetedyesterday’ssunrisewhoarenolongerwiththelivingtoday.Iamindeeda fortunateman and today’s hours are but a bonus, undeserved.WhyhaveIbeenallowedtolivethisextradaywhenothers,farbetterthanI,have departed? Is it that they have accomplished their purpose whilemineisyettobeachieved?IsthisanotheropportunityformetobecomethemanIknowIcanbe?Isthereapurposeinnature?Isthismydaytoexcel?Iwilllivethisdayasifitismylast.Ihavebutonelifeandlifeisnaughtbutameasurementoftime.WhenIwasteoneIdestroytheother.IfIwastetodayIdestroythelastpageofmylife.Therefore,eachhourofthisdaywill Icherishfor itcanneverreturn. Itcannotbebankedtodaytobewithdrawnonthemorrow, forwhocantrapthewind?EachminuteofthisdaywillIgraspwithbothhands and fondle with love for its value is beyond price.What dyingmancanpurchaseanotherbreaththoughhewillinglygiveallhisgold?WhatpricedareIplaceonthehoursahead?Iwillmakethempriceless!Iwilllivethisdayasifitismylast.Iwillavoidwithfurythekillersoftime.ProcrastinationIwilldestroywith action; doubt Iwill bury under faith; fear Iwill dismemberwithconfidence.Where there are idlemouths Iwill listen not;where thereare idlehands Iwill lingernot;where thereare idlebodies Iwillvisitnot.Henceforth Iknowthat tocourt idleness is tosteal food,clothing,andwarmthfromthoseIlove.Iamnotathief.Iamamanofloveandtodayismylastchancetoprovemyloveandmygreatness.Iwilllivethisdayasifitismylast.The duties of today I shall fulfill today. Today I shall fondle mychildrenwhiletheyareyoung;tomorrowtheywillbegone,andsowillI.TodayIshallembracemywomanwithsweetkisses;tomorrowshewillbegone,andsowillI.TodayIshallliftupafriendinneed;tomorrowhewillno longercryforhelp,norwill Ihearhiscries.TodayIshallgive

myselfinsacrificeandwork;tomorrowIwillhavenothingtogive,andtherewillbenonetoreceive.Iwilllivethisdayasifitismylast.Andifitismylast,itwillbemygreatestmonument.ThisdayIwill

make thebestdayofmy life.Thisday Iwilldrinkeveryminute to itsfull.Iwillsavoritstasteandgivethanks.Iwillmaketheveryhourcountand eachminute Iwill trade only for something of value. Iwill laborharder thaneverbeforeandpushmymusclesuntil they cry for relief,andthenIwillcontinue.Iwillmakemorecallsthaneverbefore.Iwillsellmoregoodsthaneverbefore.Iwillearnmoregoldthaneverbefore.Eachminuteoftodaywillbemorefruitfulthanhoursofyesterday.Mylastmustbemybest.Iwilllivethisdayasifitismylast.Andifitisnot,Ishallfalltomykneesandgivethanks.

ChapterVIII

Doyougetmoody?Ofcourseyoudo.Therearedayswhenyou’d,liketocrawlintoahole

and just hide from theworld. Everything you touch turns to sawdust.Youjustcan’twin.Youcan’tmakeasale.What’sthesensetoanything?Right?Andthenthereareotherdayswhenyoucandonothingwrong.From

the time you awake you’re wearing rose colored glasses and enjoyingevery minute of it. Sales? Completed projects? You can’t miss.Everythingisgoingyourway.Whatcausesthesefluctuationsinouremotionallevel?Wedon’tknow,

butsometimeagoIwasfortunateenoughtoworkcloselywithProfessorEdwardR.Dewey,headoftheFoundationfortheStudyofCyclesattheUniversity of Pittsburgh. We co-authored a book entitled “Cycles, TheMysteriousForcesthatTriggerEvents”(HawthornBooks).One of the many cycles we dealt with was the emotional cycle in

human beings. Several years ago a scientific study was conducted byProfessorRexHerseyof theUniversityofPennsylvania.His conclusionwasthattheemotionalcycleinmanhasanaveragelengthofaboutfiveweeks.Thisisthetypicallengthoftimeittakesforanormalindividualtomovefromoneperiodofelationdownthescaletoafeelingofworry(themostdestructiveemotionaccordingtoHersey)andbackupagaintothenextperiodofelation.Fiveweeks!Maybeyouremotionalcycle is longerorshorterbut I’m

sureyou’llagreethatitwouldbegreattoknowyour“high”and“low”periods. Here’s a simple method to learn this important secret aboutyourself.Justprepareachartsimilartotheonebelow:

Everyeveningtakeamomenttoreviewyourgeneralmoodoftheday.Thenplace adot in theboxwhich seems to fit your stateofmind forthatday.Connectthedotsastimegoeson.Soon you will see a pattern forming. This is your natural moodrhythm,andinmostcasesitwillcontinue.Afterafewmonthsyouwillknow,withamazingaccuracy,whenyournext“high”isdueandwhenyoushouldprepareforyournext“low.”Withthisknowledge,thisabilitytopredictyourfuturebehavior,youwillbeabletoadjustyouractivitiesto suit your mood. When you are going through your high period ofelation, you will think twice before making rash promises, impossiblecommitments,ormisguidedinstallmentpurchases.Youwillalsobeableto live throughyour lowperiods,whennothing isgoingright,becausenowyouknowthatthiswillsoonpass.TheScrollMarkedVIwiselyremindsyouofanotherfact…thatyourprospect or customer or supervisor or spouse is also going through amood cycle. You may be “up”… but if that other person is “down”you’vegotatoughroadaheadofyou…yetthisshouldnotdiscourageyou. In a few days that individual, now “up” in his mood will becompletelyreceptivetoyouandyourideas.Okay,nowweknowwehavemoods…butwe justcan’t stayhomeduring those “down” weeks or half a year’s productivity goes out thewindow. So what do we do to remain productive even when we’re“down?”For centuries man believed that his thoughts controlled his actions.Then,alongcame thatgreatpsychologistWilliamJameswhosaid that“your actions can control your thoughts… and yourmood.” In otherwordsifyouacthappyyouwillfeelhappy…ifyouactenthusiasticallyyouwillfeelenthusiastic…ifyouacthealthyyouwillfeelhealthy.You

can call itmind-control or any other nameyouwish…but Iwant toassure you that it works. Yet it remains a deep, dark secret to mostsalesmenorindividualsineverywalkoflife.Now,youcanmakeeverydayagreatdayasyouwilllearnin:

TheScrollMarkedVI

TodayIwillbemasterofmyemotions.Thetidesadvance; thetidesrecede.Wintergoesandsummercomes.Summerwanesand thecold increases.Thesunrises; the sunsets.Themoon is full; the moon is black. The birds arrive; the birds depart.Flowers bloom; flowers fade. Seeds are sown; harvests are reaped. Allnature is a circle ofmoods and I ama part of nature and so, like thetides,mymoodswillrise;mymoodswillfall.TodayIwillbemasterofmyemotions.It isoneofnature’s tricks, littleunderstood, thateachday Iawakenwith moods that have changed from yesterday. Yesterday’s joy willbecome today’s sadness; yet today’s sadnesswill grow into tomorrow’sjoy. Insideme isawheel,constantly turning fromsadness to joy, fromexultationtodepression,fromhappinesstomelancholy.Liketheflowers,today’s full bloomof joywill fade andwither into despondency, yet Iwillrememberthatastoday’sdeadflowercarriestheseedoftomorrow’sbloomso,too,doestoday’ssadnesscarrytheseedoftomorrow’sjoy.TodayIwillbemasterofmyemotions.And how will I master these emotions so that each day will beproductive?Forunlessmymoodisrightthedaywillbeafailure.Treesand plants depend on the weather to flourish but I make my ownweather, yea I transport it with me. If I bring rain and gloom anddarknessandpessimismtomycustomersthentheywillreactwithrainandgloomanddarknessandpessimismandtheywillpurchasenaught.If I bring my joy and enthusiasm and brightness and laughter to mycustomers theywill reactwith joy and enthusiasm and brightness andlaughterandmyweatherwillproduceaharvestofsalesandagranaryofgoldforme.TodayIwillbemasterofmyemotions.

AndhowwillImastermyemotionssothateverydayisahappyday,andaproductiveone?Iwilllearnthissecretoftheages:Weakishewhopermitshisthoughtstocontrolhisactions;strongishewhoforceshisactionstocontrolhisthoughts.Eachday,whenIawake,IwillfollowthisplanofbattlebeforeIamcapturedbytheforcesofsadness,self-pityandfailure—IfIfeeldepressedIwillsing.IfIfeelsadIwilllaugh.IfIfeelillIwilldoublemylabor.IfIfeelfearIwillplungeahead.IfIfeelinferiorIwillwearnewgarments.IfIfeeluncertainIwillraisemyvoice.IfIfeelpovertyIwillthinkofwealthtocome.IfIfeelincompetentIwillrememberpastsuccess.IfIfeelinsignificantIwillremembermygoals.TodayIwillbemasterofmyemotions.

Henceforth, I will know that only those with inferior ability canalwaysbeattheirbest,andIamnotinferior.TherewillbedayswhenImust constantly struggle against forces which would tear me down.Thosesuchasdespairandsadnessaresimpletorecognizebutthereareotherswhichapproachwithasmileandthehandoffriendshipandtheycanalsodestroyme.Againstthem,too,Imustneverrelinquishcontrol—IfIbecomeoverconfidentIwillrecallmyfailures.IfIoverindulgeIwillthinkofpasthungers.IfIfeelcomplacencyIwillremembermycompetition.IfIenjoymomentsofgreatnessIwillremembermomentsofshame.IfIfeelall-powerfulIwilltrytostopthewind.IfIattaingreatwealthIwillrememberoneunfedmouth.IfIbecomeoverlyproudIwillrememberamomentofweakness.IfIfeelmyskillisunmatchedIwilllookatthestars.TodayIwillbemasterofmyemotions.

AndwiththisnewknowledgeIwillalsounderstandandrecognizethemoodsofheonwhomIcall. Iwillmakeallowances forhisangerandirritationoftodayforheknowsnotthesecretofcontrollinghismind.IcanwithstandhisarrowsandinsultsfornowIknowthattomorrowhe

willchangeandbeajoytoapproach.NolongerwillIjudgeamanononemeeting;nolongerwillIfailtocallagaintomorrowonhewhomeetsmewithhatetoday.Thisdayhewillnotbuygoldchariotsforapenny,yettomorrowhewouldexchangehishomeforatree.Myknowledgeofthissecretwillbemykeytogreatwealth.TodayIwillbemasterofmyemotions.Henceforth Iwill recognizeand identify themysteryofmoods inallmankind, and in me. From this moment I am prepared to controlwhatever personality awakes inme each day. IwillmastermymoodsthroughpositiveactionandwhenImastermymoodsIwillcontrolmydestiny.TodayIcontrolmydestiny,andmydestinyistobecomethegreatestsalesmanintheworld!Iwillbecomemasterofmyself.Iwillbecomegreat.

ChapterIX

Standonanybusycornerandlookatfaces.Howmanyaresmiling?Howmanyevenseempleased,orhappy?We

arebecominganationof frowningrobots, rushing likeblindants fromplacetoplace,worryingabout,well,younameit. IwishwehadsomestatisticsonsmilesandlaughterforIwonderwhatpercentageofus,onanyparticularday,neverlaughorevensmile,fromthetimewerisetothetimeweretire.Aren’t we foolish … as we stagger around with the weight of the

world on our shoulders and that frown addingwrinkleswhere they’renot needed?Our sombermood is even killing us. Dr. JamesWalsh ofFordhamUniversity says, “Peoplewho laugh actually live longer thanthose who don’t laugh. Few people realize that health actually variesaccordingtotheamountoftheirlaughter.”Not only have we forgotten how to laugh, we’ve forgotten how

important it is. Our forefatherswho could afford it trotted jesters andbuffoons past their dinner table to make them laugh so that theirdigestionwasimproved.Apparentlythereareatremendousnumberofnon-laughersoutthere

because, sinceTheGreatestSalesman in theWorldwaspublished Ihaveprobably receivedmoremail concerningTheScrollMarkedVII,whichyouareabouttobeginreading,thananyother,withmostoftheremarksdirectedatthescroll’sspecificinjunctiontostartlaughingatyourself.SammyDaviswas once asked to define success. I’ll never forget his

answer:“Idon’tknowwhatsuccessis,butIknowwhatfailureis.Failureistryingtopleaseeverybody.”If you’re trying to please everybody, and you’ve forgotten how to

laugh at others, and yourself, now is the time to learn how to say “toheckwithit.”Stoptakingothers,andyourself,tooseriously.Youarea

miracle of nature but that doesn’t mean you were put here to be asourpuss,asyouwilldiscoverin:

TheScrollMarkedVII

Iwilllaughattheworld.Nolivingcreaturecanlaughexceptman.Treesmaybleedwhentheyarewounded,andbeasts inthefieldwillcry inpainandhunger,yet Ihave the gift of laughter and it is mine to use whenever I choose.HenceforthIwillcultivatethehabitoflaughter.I will smile and my digestion will improve; I will chuckle and myburdenswillbelightened;Iwilllaughandmylifewillbelengthenedforthisisthesecretoflonglifeandnowitismine.Iwilllaughattheworld.Andmostofall,Iwilllaughatmyselfformanismostcomicalwhenhetakeshimselftooseriously.NeverwillIfallintothistrapofthemind.For though I be nature’s greatest miracle am I not still a mere graintossedaboutby thewindsof time?Do I trulyknowwhence IcameorwhitherIambound?Willmyconcernforthisdaynotseemfoolishtenyears hence? Why should I permit the petty happenings of today todisturbme?Whatcantakeplacebeforethesunsetswhichwillnotseeminsignificantintheriverofcenturies?Iwilllaughattheworld.And how can I laugh when confronted with man or deed whichoffendsmesoastobringforthmytearsormycurses?FourwordsIwilltrainmyselftosayuntiltheybecomeahabitsostrongthatimmediatelytheywillappearinmymindwhenevergoodhumorthreatenstodepartfromme. These words, passed down from the ancients, will carrymethrough every adversity and maintain my life in balance. These fourwordsare:Thistooshallpass.Iwilllaughattheworld.For all worldly things shall indeed pass. When I am heavy withheartache I shall console myself that this too shall pass; when I ampuffedwithsuccessIshallwarnmyselfthatthistooshallpass.WhenIamstrangledinpovertyIshalltellmyselfthatthistooshallpass;whenI

amburdenedwithwealthIshalltellmyselfthatthistooshallpass.Yea,verily,where is hewhobuilt thepyramid? Is henot buriedwithin itsstone?Andwillthepyramid,oneday,notalsobeburiedundersand?IfallthingsshallpasswhyshouldIbeofconcernfortoday?Iwilllaughattheworld.I will paint this day with laughter; I will frame this night in song.NeverwillIlabortobehappy;ratherwillIremaintoobusytobesad.Iwillenjoytoday’shappinesstoday.Itisnotgraintobestoredinabox.Itisnotwine tobe saved ina jar. It cannotbe saved for themorrow. ItmustbesownandreapedonthesamedayandthisIwilldo,henceforth.Iwilllaughattheworld.Andwithmylaughterallthingswillbereducedtotheirpropersize.Iwilllaughatmyfailuresandtheywillvanishincloudsofnewdreams;Iwilllaughatmysuccessesandtheywillshrinktotheirtruevalue.Iwilllaughatevilanditwilldieuntasted;Iwilllaughatgoodnessanditwillthrive andabound.Eachdaywill be triumphant onlywhenmy smilesbringforthsmiles fromothersandthis Ido inselfishness, for thoseonwhomIfrownarethosewhopurchasenotmygoods.Iwilllaughattheworld.Henceforth will I shed only tears of sweat, for those of sadness orremorseor frustrationareofnovalue in themarketplacewhilst eachsmilecanbeexchanged forgoldandeachkindword, spoken frommyheart,canbuildacastle.Never will I allow myself to become so impatient, so wise, sodignified, so powerful, that I forget how to laugh at myself and myworld.InthismatterIwillalwaysremainasachild,foronlyasachildamIgiventheabilitytolookuptoanother.Iwillnevergrowtoolongformycot.Iwilllaughattheworld.Andso longas Ican laughneverwill Ibepoor.This then, isoneofnature’sgreatestgifts, and Iwillwaste itnomore.Onlywith laughterand happiness can I truly become a success. Only with laughter andhappiness can I enjoy the fruitsofmy labor.Were itnot so, farbetterwould itbeto fail, forhappiness is thewinethatsharpensthetasteofthemeal.ToenjoysuccessImusthavehappiness,andlaughterwillbethemaidenwhoservesme.Iwillbehappy.

Iwillbesuccessful.Iwillbethegreatestsalesmantheworldhaseverknown.

ChapterX

You’vehungonsowell,andyou’relookingsogreat!I’mproudofyou.I’msoproudofyouthatI’mgoingtoletyouinonthegreatestsecret

in theworld. Thepresident of your companyknows it…and sodoeseveryotherindividualwhoevermadeittothetopinhisownparticularcareer. It really shouldn’t be classified as a secret because successfulpeopleconstantlytalkaboutitopenly…butnobodyislistening!Includingyou.Maybeyou’llpayattention,now.The greatest secret in the world is that you only have to be a small,

measurableamountbetterthanmediocrity…andyou’vegotitmade.Readthatagain.Burnitintoyourmindandneverforgetit.We live in a world of mediocrity… andmediocre individuals. You

knowit,withouttakingmywordfor it.Thinkofthat lastnewcaryouboughtandhowsloppilyitwasassembledbypeoplewhojustdidtheirjobwellenoughtogetby.Andhowmanythingswereunfinishedinthatnew house you bought? Remember that jacket with the pockets stillsewn together … and that magazine you bought with sixteen pagesmissing?Charles H. Brower, one of our century’s most able and brilliant

business executives, put his finger on it all when he said, “We, inAmerica,arelivinginthehightideofthemediocre,thegreateraofthegoof-off, theageofthe jobhalf-done.Thelandfromcoasttocoasthasbeenenjoyingastampedeawayfromresponsibility.Itispopulatedwithlaundrymenwhowon’t iron shirts,withwaiterswhowon’t serve,withcarpenters who will come around some day maybe, with executiveswhosemindsareonthegolfcourse,withteacherswhodemandasinglesalaryschedulesothatachievementcannotberewardednorpoorwork

punished,with studentswho take cinchcoursesbecause thehardonesmakethemthink,withspiritualdelinquentsofallkindswhohavebeentriumphantly determined to enjoy what was known until the presentcrisisasthe‘newleisure.’”Youdon’thavetomoveaheadtobeasuccess!Juststandfastwhereyouare,doing thebestyoucan,andwithoutyouradvancingone inchforwardyou’llbeaheadofthepack.Why?Becausetheotherswillhaveall retreated! The struggle was too rough for them. They quit… andran…andthereyouarebecausethere’snooneremaining.Mr.Success!For, asMr.Brower concluded, “I amamanofgreat faith.Hereandthereyouseebrightmindswhoarenotinterestedinclockwatchingandgoofingoff.AndIwouldliketosaytothem,donotbediscouragedwhenyoufindyourselfafloat inaseaofmediocrity.Donotbedownheartedwhen the tides of foolishness are running high. It is the earnest anddevotedfewwhocanturnthattide.”I purposely waited until we were this far along in the book beforesharing this secret with you. And I have purposely “buried” it, in thetext,sothatthecasualbrowserwon’tfindit.Thosewhomwehavelost,alongtheway,onlyhelptoprovethesecretthey’llneverknow.You…aresomethingspecial,andyouareworthafortunetoyourselfandthoseyoulove,ifyouwillonlyheedthewordsin:

TheScrollMarkedVIII

TodayIwillmultiplymyvalueahundredfold.Amulberryleaftouchedwiththegeniusofmanbecomessilk.Afieldofclaytouchedwiththegeniusofmanbecomesacastle.Acyprustreetouchedwiththegeniusofmanbecomesashrine.Acutofsheep’shairtouchedwiththegeniusofmanbecomesraimentforaking.If it is possible for leaves and clayandwoodandhair tohave theirvaluemultipliedahundred,yeaathousandfoldbyman,cannotIdothesamewithclaywhichbearsmyname?TodayIwillmultiplymyvalueahundredfold.Iam liken toagrainofwheatwhich facesoneof three futures.The

wheat canbeplaced in a sack anddumped in a stall until it is fed toswine.Or it canbeground to flourandmade intobread.Or it canbeplaced in the earth and allowed to grow until its golden head dividesandproducesathousandgrainsfromtheone.Iamlikentoagrainofwheatwithonedifference.Thewheatcannotchoose whether it be fed to swine, ground for bread, or planted tomultiply. IhaveachoiceandIwillnot letmylifebefedtoswinenorwillIletitbegroundundertherocksoffailureanddespairtobebrokenopenanddevouredbythewillofothers.TodayIwillmultiplymyvalueahundredfold.Togrowandmultiply it isnecessary toplant thewheatgrain in thedarknessof theearthandmy failures,mydespairs,my ignorance,andmyinabilitiesarethedarknessinwhichIhavebeenplantedinordertoripen.Now,likethewheatgrainwhichwillsproutandblossomonlyifitisnurturedwithrainandsunandwarmwinds, I toomustnurturemybody and mind to fulfill my dreams. But to grow to full stature thewheatmustwaitonthewhimsofnature.IneednotwaitforIhavethepowertochoosemyowndestiny.TodayIwillmultiplymyvalueahundredfold.AndhowwillIaccomplishthis?FirstIwillsetgoalsfortheday,theweek,themonth,theyear,andmylife.Justastherainmustfallbeforethewheatwillcrackitsshellandsprout,somustIhaveobjectivesbeforemy life will crystallize. In setting my goals I will consider my bestperformanceofthepastandmultiplyitahundredfold.Thiswillbethestandardbywhich Iwill live in the future.Neverwill I beof concernthatmy goals are too high for is it not better to aimmy spear at themoon and strike only an eagle than to aimmy spear at the eagle andstrikeonlyarock?TodayIwillmultiplymyvalueahundredfold.TheheightofmygoalswillnotholdmeinawethoughImaystumbleoftenbefore theyare reached. If I stumble Iwill riseandmy fallswillnotconcernmeforallmenmuststumbleoftentoreachthehearth.Onlyawormisfreefromtheworryofstumbling.Iamnotaworm.Iamnotanonionplant. Iamnota sheep. Iamaman.Letothersbuildacavewiththeirclay.Iwillbuildacastlewithmine.TodayIwillmultiplymyvalueahundredfold.Andjustasthesunmustwarmtheearthtobringforththeseedlingof

wheatso,too,willthewordsonthesescrollswarmmylifeandturnmydreamsintoreality.TodayIwillsurpasseveryactionwhichIperformedyesterday.Iwillclimbtoday’smountaintotheutmostofmyabilityyettomorrow Iwill climb higher than today, and the nextwill be higherthantomorrow.Tosurpassthedeedsofothersisunimportant;tosurpassmyowndeedsisall.TodayIwillmultiplymyvalueahundredfold.And just as thewarmwind guides thewheat tomaturity, the same

windswill carrymyvoice to thosewhowill listen andmywordswillannouncemygoals.OncespokenIdarenotrecallthemlestIloseface.Iwillbeasmyownprophetandthoughallmaylaughatmyutterancestheywillhearmyplans,theywillknowmydreams;andthustherewillbenoescapeformeuntilmywordsbecomeaccomplisheddeeds.TodayIwillmultiplymyvalueahundredfold.Iwillcommitnottheterriblecrimeofaimingtoolow.Iwilldotheworkthatafailurewillnotdo.Iwillalwaysletmyreachexceedmygrasp.Iwillneverbecontentwithmyperformanceinthemarket.Iwillalwaysraisemygoalsassoonastheyareattained.Iwillalwaysstrivetomakethenexthourbetterthanthisone.Iwillalwaysannouncemygoalstotheworld.Yet,neverwillIproclaimmyaccomplishments.Lettheworld,instead,

approachmewith praise andmay I have thewisdom to receive it inhumility.TodayIwllmultiplymyvalueahundredfold.One grain of wheat when multiplied a hundredfold will produce a

hundred stalks.Multiply these a hundredfold, ten times, and theywillfeedallthecitiesoftheearth,AmInotmorethanagrainofwheat?TodayIwillmultiplymyvalueahundredfold.Andwhen it isdone Iwilldo it again, andagain, and therewill be

astonishmentandwonderatmygreatnessas thewordsof thesescrollsarefulfilledinme.

ChapterXI

Some very brilliant individuals at our National Bureau of Standardshave been telling us that this still beautiful earth on which we allperform is slowing down in its daily rotation. Eventually, they claim,this will produce a twenty-five hour day … 1,800,000 centuries fromnow!But you can’t wait until then for that extra bonus hour to sell or

producemoregoodsforahigherincome…andintruth,howmuchofthisday’s23hours,56minutes,4.09secondsdoyouusewisely?George Severance, who represents the Ohio National Life Insurance

Company,isoneofthemostoutstandingandproductivesalesmenintheentire insurance industry … now. But there were leaner and almostdesperate days before he took stock of himself, as he disclosed toW.ClementStoneinanarticleforSuccessUnlimited:“One day the total amount of my debts struck me like a bolt of

lightning. I was faced with a real financial crisis. Then I recalled astatementIhadreadsomewhere,‘Don’texpectwhatyoudon’texpect.’”George decided to keep a record of how he spent his time, every

salesman’sgreatestasset.“IfoundthatIhadbeenspendingasmuchas32 hours in a single month drinking coffee with my friends. I wasamazed,forIrealizedthatthiswasequivalenttofourworkingdays.Andthen I realized thatmy lunchhoursweresometimesa fullhour longerthantheyshouldhavebeen.”Just as you are using your Success Recorder as a means of self-

examining how you perform daily regarding one specific successprinciple,George developedwhat he called a Social TimeRecorder sothathecouldaccount,tohimself,forhisproductiveandnon-productivetimeeachday.“When I looked back, I found that in many respects I was a social

success during business hours. But when I developed my Social TimeRecorder,Irealized:“‘Ifabusinessdayisasocialsuccess,ithasbeenabusinessfailure.’”The italics in the above statement aremine. If I could convincemypublisher to print that statement in 32-point Day-glow letters I’d doit…forIwantyounevertoforgetwhatyouhavejustread:“If a business day is a social success, it has been a businessfailure.”Why is it easier to make any day a social success than a businesssuccess?Youknowtheanswer…becauseyou’vebeenthere. I’vebeenthere.Socializingiseasy,it’sfun.Selling,working,doingthethingsthataredifficulttodo,isroughandnotfun.So,liketherestofnaturewhichalso follows the line of least resistance we procrastinate, we stall, wemakeinnumerableexcusestoavoidwhatweknowshouldbedone.We avoid getting into action, productive action, as long as possible,and if there is any single identifying characteristic of those 95%whohavesettledforalifeofmediocrityitisthistraitofinactivity.Butthat’snotforyou.You’vecometoofartoletthisbadhabitdefeatyou. Procrastination can be driven from your personality through thesimple technique of constantly commanding yourself to get intoaction…andthenobeyingthatcommandimmediately.Youbeginyourbasictrainingonthisbadhabitwithlittleactssuchas:Youwalkacrossyour living roomrug.On the rug is apieceof tornpaper.The“oldyou”wouldleaveitforyourwifetoattendtowhenshecleanstheroom.The“newyou”picksitup,now.Youpullyourautomobileoutofthegarageinthemorning.Thecity’srubbish pick-up service has already come by and emptied your twocontainers.The“oldyou”would leave them in thedrivewayuntil youreturnedfromworkthateveningbeforeputtingthembackinthegarage.The“newyou”putsthemback,now.The“oldyou”reviewshismorningmailandthenanswersonlythosememosand letterswhichabsolutelymustbehandledandputs therestasideforlater.The“newyou,”knowinghowmuchtimecanbesavedbyhandlingeverypieceofcorrespondenceonlyonce,answerseverypiece,now.The“oldyou”getsapain,ofonesortoranother, inyourchest,andresolves to go to a doctor, some day when you’re not so “busy.” The

“newyou”goes,now. (That “someday” for the“oldyou”mightnevercome!)I’mreasonablycertainthatyoucouldfillmanypageswiththethingsyoudothatfitintothis“put-off”category.Yet,ifyoucannotovercomethisvicethenallthetimeyouhaveputintoyourSuccessRecorderhasbeenwasted andwe’ve both got toomuch invested in you to let thathappen.Solet’sgetintoaction!Let’sbeginreading!

TheScrollMarkedIX

Mydreamsareworthless,myplansaredust,mygoalsareimpossible.Allareofnovalueunlesstheyarefollowedbyaction.Iwillactnow.Neverhastherebeenamap,howevercarefullyexecutedtodetailandscale,whichcarrieditsowneroverevenoneinchofground.Neverhasthere been a parchment of law, however fair, which prevented onecrime.Neverhastherebeenascroll,evensuchastheoneIhold,whichearned somuchasapennyorproduceda singlewordofacclamation.Action,alone, is the tinderwhich ignites themap, theparchment, thisscroll,mydreams,myplans,mygoals,intoalivingforce.Actionisthefoodanddrinkwhichwillnourishmysuccess.Iwillactnow.MyprocrastinationwhichhasheldmebackwasbornoffearandnowI recognize the secretmined from thedepths of all courageoushearts.Now I know that to conquer fear Imust always actwithouthesitationandthefluttersinmyheartwillvanish.NowIknowthatactionreducesthelionofterrortoanantofequanimity.Iwillactnow.Henceforth,Iwillrememberthelessonofthefireflywhogivesoffitslightonlywhenitisonthewing,onlywhenitisinaction.Iwillbecomeafireflyandeveninthedaymyglowwillbeseeninspiteofthesun.Letothersbeasbutterflieswhopreentheirwingsyetdependonthecharityofaflowerforlife.Iwillbeasthefireflyandmylightwillbrightentheworld.

Iwillactnow.IwillnotavoidthetasksoftodayandchargethemtotomorrowforI

know that tomorrow never comes. Let me act now even though myactionsmaynotbringhappinessorsuccessforitisbettertoactandfailthannot toactand flounder.Happiness, in truth,maynotbe the fruitpluckedbymyactionyetwithoutactionallfruitwilldieonthevine.Iwillactnow.Iwillactnow.Iwillactnow.Iwillactnow.Henceforth,Iwillrepeat

thesewordsagainandagainandagain,eachhour,eachday,everyday,untilthewordsbecomeasmuchahabitasmybreathingandtheactionswhichfollowbecomeas instinctiveas theblinkingofmyeyelids.WiththesewordsIcanconditionmymindtoperformeveryactnecessaryformy success.With thesewords I can conditionmymind tomeet everychallengewhichthefailureavoids.Iwillactnow.Iwillrepeatthesewordsagainandagainandagain.WhenIawakeIwillsaythemandleapfrommycotwhilethefailure

sleepsyetanotherhour.Iwillactnow.When I enter the market place I will say them and immediately

confrontmyfirstprospectwhilethefailurepondersyethispossibilityofrebuff.Iwillactnow.WhenIfaceacloseddoorIwillsaythemandknockwhilethefailure

waitsoutsidewithfearandtrepidation.Iwillactnow.When I face the temptation Iwill say them and immediately act to

removemyselffromevil.Iwillactnow.WhenIamtemptedtoquitandbeginagaintomorrowIwillsaythem

andimmediatelyacttoconsummateanothersale.Iwillactnow.Onlyactiondeterminesmyvalueinthemarketplaceandtomultiply

myvalueIwillmultiplymyactions.Iwillwalkwherethefailurefearsto walk. I will workwhen the failure seeks rest. I will talk when thefailureremainssilent.Iwillcallontenwhocanbuymygoodswhilethefailuremakesgrandplanstocallonone.Iwillsayitisdonebeforethe

failuresaysitistoolate.Iwillactnow.Fornowisall Ihave.Tomorrowis thedayreserved for the laborofthelazy.Iamnotlazy.Tomorrowisthedaywhentheevilbecomegood.Iamnotevil.Tomorrowisthedaywhentheweakbecomestrong.Iamnotweak.Tomorrowisthedaywhenthefailurewillsucceed.Iamnotafailure.Iwillactnow.Whenthelionishungryheeats.Whentheeaglehasthirsthedrinks.Lesttheyact,bothwillperish.Ihunger for success. I thirst forhappinessandpeaceofmind.Lest IactIwillperishinalifeoffailure,misery,andsleeplessnights.Iwillcommand,andIwillobeymineowncommand.Iwillactnow.Successwillnotwait.IfIdelayshewillbecomebetrothedtoanotherandlosttomeforever.Thisisthetime.Thisistheplace.Iamtheman.Iwillactnow.

ChapterXII

DoesGodexist?If you’re positive he does not … then you can skip these last five

weeksof your SuccessRecorder…becauseTheScrollMarkedXdealswith a prayer and there’s notmuch sense praying if youdon’t believethatanyoneislistening.In1958,astheircontributiontohonortheInternationalGeophysical

Year,G.P.Putnam’sSonspublishedabookentitledTheEvidenceofGodinanExpandingUniverse. Foranyonewhohasdoubted, atone timeoranother,thatthereisaPowerbeyondanyweknow(andwhoofushaveperfectfaith?)Istronglyurgeyoutofindacopyandreadit.InitspagesyouwillmeetnotonereligiousleaderorBiblicalexpert.

Instead, forty men of science, each with his own long record ofaccomplishmentsandhonors,presentshisscientificreasonsforbelievingthatthereisaGod.Iwasamazedthen,andstillamtoday,thatthislearnedgroupofmen

would expose their personal beliefs to ridicule from so many of theirscientificpeerswhosephilosophyisusuallyoneofatheisticmaterialismandwhoseonlygodismoderntechnicalachievement.Yet, there they were, men like biophysicist Frank Allen, zoologist

Edward Luther Kessel, physiologist Walter Oscar Lundberg,mathematician and physicist Donald Henry Porter, geneticist JohnWilliam Klotz, geochemist Donald Robert Carr, astronomer Peter W.Stoner, chemical engineer Olin Carroll Karkalits, medical internistMalcolm Duncan Winter, Jr., biologist Cecil Boyce Hamann, researchchemist Edmund Carl Kornfield, soil scientist Lester John Zimmermanandtwenty-eightothercreativescientists.AndeachpresentedlogicandreasonfortheexistenceofGodfromhisownfieldofsciencewhichdidmore to buttress my wavering faith than all the sermons I had ever

heard.I’mgoingtoassume,althoughassuminganythingisagoodwaytogetinto trouble, thatyoudobelieve inaPoweror forcewhichdoeshavesomecontroloveryourlifeandalthoughyoumighthavedoneverylittletomaintain “lines of communication” in recent years you still believethatthereis“somethingthere.”That’sallIask.IwillnotdarehopethatIcantouchyouasmuchasafamoussurgeononcewasaffectedbyalittlegirlonwhomhewasabouttooperate.Ashewasabouttoplaceherontheoperatingtablehesaid,“Beforewecanmakeyouwellwemustputyoutosleep.”Shesmiledupathimandsaid,“IfyouaregoingtoputmetosleepImust saymy prayers first.” Andwith that she jumped from the table,kneltonthemarblefloorandprayed,“NowIlaymedowntosleep…”Later, the surgeon said that he prayed that night for the first timesincehewasachild.During thenext fiveweeks (andhopefully foreverafter)youarenotgoingtoprayforhelporpersonalgainofanysort…onlyforguidance.Did you know that in Washington, D.C., hundreds of our lawmakersmeet each week in private prayer breakfasts which end with thesepowerfulindividualsontheirkneesseekingdivineguidance?Can you picture generals, admirals, cabinet members, senators,representatives,WhiteHouse staffmembers, individualswith themostpowerfulpositionsinthemostpowerfulcountryintheworld…ontheirknees…inaspiritofhelplesshumility…praying?Can youpicture that two-hundredpound, six feet three, rugged andhandsome Senator Harold Hughes of Iowa, wearing a wrist watchcontainingthetwelvelettersJUSTFORTODAYinsteadofnumbers,fallto his knees after conducting a seminar for visiting foreign dignitariesandeducators…andleadingtheminprayer?Dotheyknowsomethingwedon’tknow?Perhaps.Andwhat theyknow is that theycan’t “hack it”alone.Butthey never ask for favors or petty victories … only for the guidancewhich will enable them to make their own choice to resolve theirproblemsandchallengesoftheday.Itismybeliefthatprayersutteredforpersonalgainortoresolvesomecrisis inyour life fallondeafears like themanandhis sonwhowereplowing their field inGeorgiawhena terrible lightning stormerupted.

Theman ran for the farmhouse, looked back and saw his son staringskyward.“Hey,”heyelled,“whatintarnationyoudoin’?”“I’mprayin’,Dad.”“Prayin’!Ascaredprayerain’tworthadamn,Son—run!”TheSalesman’sPrayer,inthefinalscroll,isanidealfinaleforalltheweeks you have labored so long to keep your Success Recorder. In itstextyouwillfindareviewofallthesuccessprincipleswhichyouhaveconcentratedon,individually,toimproveyourlife.Andthroughit,you,Iknow,willfindthestrengthandtheinspirationtocontinuemovingforwardnomatterwhatfatehasinstoreforyou.Remember, “Failure will never overtake you if your determination tosucceedisstrongenough.”Haveahappyandbeautifulfiveweekswith:

TheScrollMarkedX

Who is of so little faith that in a moment of great disaster orheartbreak has not called on his God? Who has not cried out whenconfrontedwithdanger,death,ormysterybeyondhisnormalexperienceor comprehension? From where has this deep instinct come whichescapesfromthemouthofalllivingcreaturesinmomentsofperil?Move your hand in haste before another’s eyes and his eyelids willblink.Tapanotheronhiskneeandhislegwill jump.Confrontanotherwithdarkhorrorandhismouthwillsay“MyGod”fromthesamedeepimpulse.My lifeneednotbe filledwith religion inorder forme to recognizethis greatest mystery of nature. All creatures that walk the earth,includingman,possess the instinct tocry forhelp.Whydowepossessthisinstinct,thisgift?Are not our cries a form of prayer? Is it not incomprehensible in aworldgovernedbynature’slawtogivealamb,oramule,orabird,orman the instinct to cry out for help lest some great mind has alsoprovided that the cry shouldbeheardby some superiorpowerhavingtheabilitytohearandtoanswerourcry?HenceforthIwillpray,butmy

criesforhelpwillonlybecriesforguidance.NeverwillIprayforthematerialthingsoftheworld.Iamnotcallingtoaservanttobringmefood. Iamnotorderingan

innkeepertoprovidemewithroom.Neverwill Iseekdeliveryofgold,love,goodhealth,pettyvictories, fame,success,orhappiness.Onlyforguidance will I pray, that I may be shown the way to acquire thesethings,andmyprayerwillalwaysbeanswered.TheguidanceIseekmaycome,ortheguidanceIseekmaynotcome,

but are not both of these an answer? If a child seeks bread from hisfatheranditisnotforthcominghasnotthefatheranswered?Iwillprayforguidance,andIwillprayasasalesman,inthismanner

—

Ohcreatorofallthings,helpme.ForthisdayIgooutintotheworldnakedandalone,andwithoutyourhandtoguidemeIwillwanderfarfromthepathwhichleadstosuccessandhappiness.

I ask not for gold or garments or even opportunities equal to myability; instead, guideme so that Imay acquire ability equal tomyopportunities.

Youhavetaughtthelionandtheeaglehowtohuntandprosperwithteethandclaw.Teachmehow tohuntwithwordsandprosperwithloveso that Imaybea lionamongmenandaneagle in themarketplace.

Helpmetoremainhumblethroughobstaclesandfailures;yethidenotfrommineeyestheprizethatwillcomewithvictory.

Assignmetaskstowhichothershavefailed;yetguidemetoplucktheseedsof success from their failures.Confrontmewith fears thatwilltemper my spirits; yet endow me with courage to laugh at mymisgivings.

Sparemesufficientdaystoreachmygoals;yethelpmetolivethisdayasthoughitbemylast.

Guidemeinmywordsthat theymaybearfruit;yetsilencemefrom

gossipthatnonebemaligned.

Disciplinemeinthehabitoftryingandtryingagain;yetshowmetheway tomakeuseof the lawofaverages.Favormewithalertness torecognize opportunity; yet endow me with patience which willconcentratemystrength.

Bathemeingoodhabits that thebadonesmaydrown;yetgrantmecompassionforweaknessesinothers.Suffermetoknowthatallthingsshallpass;yethelpmetocountmyblessingsoftoday.

Exposemetohatesoitnotbeastranger;yetfillmycupwithlovetoturnstrangersintofriends.

Butallthesethingsbeonlyifthywill.Iamasmallandalonelygrapeclutching the vine yet thou hast made me different from all others.Verily,theremustbeaspecialplaceforme.Guideme.Helpme.Showmetheway.

Letmebecomeallyouplannedformewhenmyseedwasplantedandselectedbyyoutosproutinthevineyardoftheworld.

Helpthishumblesalesman.Guideme,God.

TheEnd…ortheBeginning

Commencement days are always fun … until the keynote speakerarisestoremindyouthatcommencementis“thetimeofbeginning”andso far as duties and responsibilities are concerned you haven’t reallylivedatall,yet,andallthemarvelouschallengesandopportunitiesarestillbeforeyou.Afterworkingsohardandsolong,forthatdiploma,thelastthingin

theworldyouwanttohearanybodytellyouisthattheroadisgoingtogetrougher,upahead!AndafterworkingandpersistingwithyourSuccessRecorderallthese

weeks the last thing you want to hear from me is that I’ve got youscheduledformorework,morereading,moreself-examination.Butthat’sexactlywhatI’mtellingyou!NowthatyouhavecompletedyourSuccessRecorderthefirstthingI

wantyoutodoisdigupthatmemoyousentyourselfbeforeyoubeganthisprogram.Onthatmemoyouhadindicatedwhatyouwantedtobeearning inweekly incomeandwhatyouwantedyour title tobewhenyoucompletedthisprogram.Likethosepush-ups, I’llwageryoudida lotbetterthanyouthought

you’d do.Now, do it again. Send yourself a similarmemo spelling outspecificallywhatyouwanttobeearninginincomeandwhatyouwantyourtitle tobeoneyear fromthedateofyourmemo. Ifyoulike,alsoinclude some other 12-month objectives as material rewards for yourcourageandhardwork…avacationinAcapulco,anewDatsun240-Z,thatminkcoatyou’vebeentelling“Mama”shewasgoingtoget,someday.But what force will continue to motivate and spur you onward for

another year now that you have completed The Greatest Secret in theWorld?WhathaveIgotupmysleeveforyou,now?

InthenexttwelvemonthsIwantyoutoreadasmanyasyoucanofthetwelvegreatestself-help,self-knowledge,andself-inspirationalbooksoverwritten.Admittedly,naminganytwelvebooksasthe“greatest”inanycategoryisanexerciseinimpudenceonmypartandmyjudgmentispurely subjective. However, in nearly a decade of editing self-helpmaterialitisreasonablysafetosaythatnearlyeveryso-calledself-help“classic”hascrossedmydesk.FromFranklin’s,“Autobiography,”GreatBritain’s Samuel Smiles and his “Self-Help,” Marden’s “Pushing to theFront” down through the Shermans, Bristols, Carnegies, Hills, Peales,andStones tosomeof thepresentandunfortunatelydifferentgroupof“motivators”whowritebookswithexotictitleslike,“HowtoInvigoratethe Psychic Power of Your Liver to Dynamically MasterOthers”…hundredsofbookshavebeenreadbymeandconsideredforpossibleexcerptioninSuccessUnlimitedMagazine.WhatIhopetodoforyou,with the list I amabout to suggest, is to saveyoumanyhoursofnon-profitablereadingbyhelpingyouavoidtheconsiderableamountoftripethatisbeinghustledtodayundertheguiseof“self-helpliterature.”Just remember that every bookwhich beginswith “How to…”won’tmakeyouamillionaireorasaint.Althoughsomeofthis listmaybeoutofprint I’msureyouwill findmany of them at your local library. Regular visits to your library is ahabityoushoulddevelop,anyway,ifyou’renotalreadydoingit.Here aremy selections, not in any preferential order, for they’re allgreat:

TheTwelveGreatestSelf-Help

Books

TheAutobiographyofBenjaminFranklinbyBenjaminFranklinThinkandGrowRichbyNapoleonHillSuccessThroughaPositiveMentalAttitudebyW.ClementStoneandNapoleonHill

ThePowerofFaithbyLouisBinstock

YourGreatestPowerbyJ.MartinKoheIDareYoubyWilliamDanforthAcresofDiamondsbyRussellH.ConwellTheAbilitytoLovebyDr.AllanFrommeHow I Raised Myself from Failure to Success in Selling by FrankBettger

TheMagicPowerofEmotionalAppealbyRoyGarnAsaManThinkethbyJamesE.Allen

Butthat’sonlyeleven,yousay.Well…theoddsareexcellentthatyoualreadyhavethetwelfthoneinyourhome.Perhapsyouhaven’topeneditforyearsbutit’sthere,waitingpatientlytoserveyou…anditistheunlimited reservoirwhich has been used, andwill be used, for nearlyeveryself-helpbook…theHolyBible.Iwouldalsohope, ifyouhaven’talready, that somewherealong thewayyoumanagetoreadthebook,TheGreatestSalesmanintheWorld,fora deeper insight into the ten scrollswithwhich you have lived for solong.Beforeourfinalpartingletmegiveyouawordofwarningsothatyouwill be armed to defend yourself against thosewho put down all self-help literature as the destroyer of moral values and voice of thematerialistic “establishment.” Every few years somewriter, usually anassociate professor with a foundation grant, puts together a volumewhich rips into every self-help author and inspirational book everwritten.TheprivatelifeofHoratioAlgerisgleefullyexposed,BenjaminFranklinispaintedasasnobwithaphony“homespun”exterior,AndrewCarnegie with a schizo-type personality, Norman Vincent Peale as amaterialistic businessman masquerading as a preacher, Orison SwettMardenasabumblingeditor,andDaleCarnegieasaseducerofman’sego.Theseanti-self-helpbooks followacommoncoursewhose logic isasfollows: America is not, and neverwas, a great country except in thematerialistic senseand since the self-helpwritingsof thepasthundredyears have been creditedwith creatingmuch of themotivationwhichproduced our tremendous materialistic success then the self-help

writings must accept a considerable portion of the blame for the“terrible”conditionourcountryisin,today.To supply youwith a biographical sketch of every Americanwhose

successstoryandcontributionstomankindarearebuttaltothiswarpedlogicwouldfillyourlivingroomwithbooks.Butwhat ismost interesting tome is that this small groupof “anti”

writers have been blinded by their ownprejudices so that they fail torealize that in order to complete theirown book theyneeded to applynearly all the virtues such as persistence, hard work, faith, courage,industry, resolution, order, sincerity, concentration, and action whichtheycondemnothersforsuggestingweuse.The “anti”writers, in the final reckoning, are perfect examples that

whattheysaywon’tworkdoeswork!Oh,yeoflittlefaith…Imustleaveyou,now,andIcanthinkofnobetterwaythanwiththe

words of Dr. Reinhold Niebuhr at another commencement exercise,manyyearsago:“Nothing that is worth doing can be accomplished in your lifetime;

therefore youwill have to be saved by hope. Nothing that is beautiful willmakesenseintheimmediateinstance;therefore,youmustbesavedbyfaith.Nothing that is worth doing can be done alone, but has to be done withothers;thereforeyoumustbesavedbylove.”Peace!

Tothegreatest“successrecorder”inmylife,withlove…

…mywife,Bette

BantamBooksbyOgMandino

ABETTERWAYTOLIVETHECHOICETHECHRISTCOMMISSIONTHEGIFTOFACABAR(withBuddyKaye)THEGREATESTMIRACLEINTHEWORLDTHEGREATESTSALESMANINTHEWORLDTHEGREATESTSALESMANINTHEWORLD,PARTII:TheEndoftheStoryTHEGREATESTSECRETINTHEWORLDTHEGREATESTSUCCESSINTHEWORLDMISSION:SUCCESS!OGMANDINO’SUNIVERSITYOFSUCCESSTHERETURNOFTHERAGPICKER

ABOUTTHEAUTHOR

OGMANDINOisthemostwidelyreadinspirationalandself-helpauthorintheworldtoday.Hisfourteenbookshavesoldmorethantwenty-fivemillioncopiesineighteenlanguages.ThousandsofpeoplefromallwalksoflifehaveopenlycreditedOgMandinowithturningtheirlivesaroundandforthemiracletheyhavefoundinhiswords.Hisbooksofwisdom,inspiration,andloveincludeABetterWaytoLive;TheChoice;TheChristCommission; The Gift of Acabar; The Greatest Miracle in the World; TheGreatestSalesmanintheWorld;TheGreatestSalesmanintheWorld,PartII:TheEndoftheStory;TheGreatestSecretintheWorld;TheGreatestSuccessintheWorld;Mission:Success!;OgMandino’sUniversityofSuccess;andTheReturnoftheRagpicker.