INCREASE YOUR SALARY

                                    ABOUT YOUR SALARY

              PERSON: MR. CARNEGIE, I WOULD LIKE TO HAVE YOU GO BACK TO THE BEGINNING OF YOUR CAREER AND DESCRIBE TO ME, BY STEP, THE PRINCIPLES OF ACHIEVEMENT THROUGH WHICH YOU BEGAN, WITHOUT GREAT INFLUENCE AND WITH BUT LITTLE SCHOOLING, AND LIFTED YOURSELF INTO A POSITION OF GREAT AFFLUENCE AND WEALTH. INASMUCH WHO HAVE NEITHER THE TIME NOR THE OPPORTUNITY TO ACQUIRE KNOWLEDGE OF THE RULES OF SUCCESS FROM THOSE WHO HAVE BEEN SUCCESSFUL, I ASK THAT YOU FOREGO ALL FORMALITIES AND SPEAK TO ME PLAINLY AND FANKLY, IN TERMS THAT ANY PERSON OF AVERAGE INTELLIGENCE MAY UNDERSTAND. 

           CARNEGIE: VERY WELL, I SHALL DESCRIBE THE RULES OF PERSONAL ACHIEVEMENT WHICH HAVE BEEN RESPOSIBLE FOR MY OWN ACCOMPLISHMENTS, BUT I DO SO ON CONDITION THAT YOU ORGANIZE AVAILABLE TO EVERY PERSON WHO HAS THE AMBITION TO MASTER AND USE IT.

             WHAT I AM ASKING YOU TO DO IS ONE OF THE CONSTRUCTIVE MEANS I HAVE FOR THE DISTRIBUTION OF MY FORTUNE. THE MONEY I HAVE ACCUMULATED I WILL GIVE AWAY, IN DUE TIME, THROUGH SOURCES THAT WILL DO THE LEAST AMOUNT OF HARM AND THE GREATEST POSSIBLE GOOD, BUT MY REAL WEALTH, THE PORTION OF IT WHICH I WISH TO DONATE FOR THE GOOD OF MANKIND, CONSISTS OF THE PRICIPLES OF PERSONAL ACHIEVEMENT WHICH I AM ENTRUSTING TO YOU.

           IN LENDING YOU MY AID IN THE ORGANIZATION OF THE RULES OF PERSONAL ACHIEVEMENT, I DO SO WITH THE UNDERSTAND THAT YOU WILL CARRY ON A CONTINUOUS RESEARCH UNTIL YOU SHALL HAVE COMPARED MY OWN EXPERIENCE WITH THE EXPERIENCE OF OTHER MEN WHO HAVE BEEN RECOGNIZED AS SUCCESSESS IN MANY FIELDS OF ENDEAVOR, IN ORDER THAT YOU MAY GIVE THE WORLD A SUCCESS PHILOSOPHY OF SUFFICIENT FLEXIBILITY THAT IT WILL SERVE THE NEEDS OF ALL PEOPLE,  REGARDLESS OF THEIR CALLING OR PURPOSE IN LIFE. A SOUND PHILOSOPHY OF INDIVIDUAL ACHIEVEMENT MUST PRESENT A CLEAR UNDERSTANDING OF THE PRINCIPLES THAT BRING SUCCESS AND THOSE THAT LEAD TO FAILURE.

          PERSON : YOUR CONDITIONS ARE ACCEPTED, MR. CARBEGIC, AND YOU MAY REST ASSURED, SIR, THAT I WILL NEVER STOP UNTIL THE JOB HAS BEEN FINISHED, REGARDLESS OF THE TIME REQUIRED. YOUR FAITH IN MY ABILITY TO DO THE JOB IS ALL THE INSPIRATION I NEED TO INSURE MY CARRYING ON UNTIL I FINISH. WITH YOU BEGIN, NOW, AND GIVE ME AN UNDERSTANDABLE ANALYSIS OF ALL THE PRINCIPLES OF SUCCESS WHICH YOU HAVE USED IN YOUR PERSONAL ADVANCEMENT ?

       CARNEGIE  : TO BEGIN WITH, LET ME STATE THAT THERE ARE SEVENTEEN MAJOR PRINCIPLES OF SUCCESS, AND EVERY PERSON WHO ATTAINS THE OBJECTIVE OF HIS MAJOR GOAL, IN ANY UNDERTAKING, MUST USE SOME COMBINATION OF THESE PRICIPLES.

       WE SHALL NAME, FIRST THE MOST IMPORTANT OF THESE PRINCIPLES, IT STANDS AT THE HEAD OF THE LIST OF THE SEVENTEEN PRICIPLES OF ACHIEVEMENT BECAUSE NO ONE HAS EVER BEEN KNOWN TO SUCCEED WITHOUT APPLYING IT. YOU MAY CALL IT THE PRINCIPLE OF DEFITENESS OF PURPOSE.

             MY OWN MAJOR PURPOSE IS THAT OF MAKING AND MARKETING STEEL. I CONCEIVED THAT PURPOSE WHILE WORKING AS A LABORER. IT BECAME AND ABSESSION WITH ME. I TOOK IT TO BED WITH ME AT NIGHT, AND I TOOK IT TO WORK WITH ME IN THE MORNING, MY DEFINITE PURPOSE BECAME MORE THAN A MERE WISH, IT BECAME MY BURNING DESIRE! THAT IS THE ONLY SORT OF DEFINITE PURPOSE WHICH SEEMS TO BRING DESIRED RESULTS.

           NO GREAT ACHIEVEMENT IS POSSIBLE WITHOUT THE AID OF OTHER MINDS. LATER ON I WILL EXPLAIN HOW SUCCESSFUL MEN GO ABOUT INDUCING OTHERS TO GIVE THEIR CO OPERATION. 

        PERSON   : BEFORE YOU ACHIEVED THE OBJECT OF YOUR DEFINITE MAJOR PURPOSE YOU HAD A HAVE THE USE OF MONEY, A LARGE AMOUNT OF IT, AS OPERATING CAPITAL. HOW DID YOU MANAGE TO PROCURE SO HUGE AN AMOUNT OF MONEY, STARTING, AS YOU DID, WIHTHOUT MONEY OF YOUR OWN? I WISH YOU WOULD ANSWER THIS QUESTION IN DETAIL, MR. CARNEGIE, BECAUSE NEARLY EVERY PERSON ARRIVES AT THE POINT, SOONER OR LATER, AT WHICH HE MIGHT RISE TO GREAT HEIGHTS OF ACHIEEMENT, IF ONLY HE HAD THE CAPITAL WITH WHICH TO MAKE THE RIGHT START.

      CARNEGIE : THE FIRST STEP FROM POVERTY TO RICHES IS THE MOST DIFFICULT. IT MAY SIMPLIFY MY STATEMENT IF I TELL YOU THAT ALL RICHES, AND DIFFICULT. IT MAY SIMPLIFY MY STATEMENT IF I TELL YOU THAT ALL RICHES, AND ALL MATERIAL THIGS THAT ANYONE ACQUIRES THROUGH SELF-EFFORT, BEGIN IN THE FORM OF A CLEAR, CONSISE MENTAL PICTURE OF THE THING ONE SEEKS. WHEN THAT PICTURE GROWS, OR HAS BEEN FORCED TO THE PROPORTIONS OF AN OBSESSION, IT IT TAKEN OVER BY THE SUBCONSCIOUS MIND, THROUGH SOME HIDDEN LAW OF NATURE WHICH THE WISEST OF MEN DO NOT UNDERSTAND. FROM THAT POINT ON ONE IS DRAWN, ATTRACTED OR GUIDED IN THE DIRECTION OF THE PHYSICAL EQUIVALENT FO THE MENTAL PICTURE.  

I SHALL COME BACK TO THIS SUBJECT OF THE SUBCONSCIOUS MIND MANY TIMES BEFORE WE FINISH, AS IT IS ONE OF THE VITAL FACTORS IN CONNECTION WITH ALL OUTSTANDING ACHIEVEMENTS.

SPEAKING OF MY OWN EXPERIENCE IN TAKING THE FIRST STEP TOWARD THE ACHIEVEMENTS OF MY MAJOR PURPOSE IN LIFE, I CAN DESCRIBE IT VERY CLEARLY, IN A FEW WORDS.

FIRST I KNEW THAT I WANTED TO GO INTO THE MAKING OF STEEL, I WHIPPED UP THAT DESIRE UNTIL IT BECAME A DRIVING OBSESSTION WITH ME, BY THIS I MEAN THAT MY DESIRE DROVE ME DAY AND NIGHT..

THEN I TOOK THE NEXT STEP IN CARRYING OUT MY MAJOR PURPOSE, BY  SELLING MY IDEA TO ANOTHER WORKAN. HE WAS A FRIEND OF MINE WHO HAD NO MONEY, BUT HE DID HAVE THE MENTAL CAPACITY OF RECOGNIZE THE VALUE OF MY IDEA, AND THE COURAGE TO JOIN WITH ME IN CARRYING IT OUT. BETWEEN THE TWO OF US WE INDUCED TWO OTHERS, MEN WITH VISION, COURAGE AND INITIATIVE, TO BECOME INTERESTED IN OUR PLAN FOR THE MAKING AND MARKETING OF STEEL.

WE FOUR MEN FORCED THE NUCLEUS OF A MASTER MIND GROUP WHICH WE LATER INCREASED UNTIL IT CONSISTED OF MORE THAN TWENTY MEN, THE MEN WHO HELPED ME ACQUIRE MY FORTUNE, TO SAY NOTHING OF HAVING MADE FORTUNES FOR THEMSELVES THROUGH OUR JOINT EFFORTS, THROUGH THE COMBINED ENTHUSIASM OF MY MASTER MIND GROUP, WE INCLUDED OTHER MEN TO SUPPLY THE MONEY NECESSARY TO CARRY OUT OUR IDEA. I WILL EXPLAIN THE "MASTER MIND" PRINCIPLE IN DETAIL LATER ON IN OUR CONVERSATION. WHAT WE ARE CONCERNED WITH NOW IS THE STARTING POINT FROM WHICH I TOOK OFF IN PURSUIT OF MY MAJOR PURPOSE.