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Conversations with God. Neale Donald Walsch. The Purpose Driven Life. Rick Warren. The E-Myth Revisited. Michael E. How to win friend and influence people. Dale carnegie. Emotional Intelligence. Daniel Goleman. As A Man Thinketh. James Allen. The Art of Mindfulness. Thich Nhat Hanh. Thinking, Fast and Slow.

Daniel Kahneman. Moonwalking with Einstein. Joshua Foer. Go Pro. Eric Worre. How to Talk to Anyone. Leil Lowndes. Daring Greatly. The Power of Habit. Charles Duhigg. Man's Search for Meaning.

Harold S. You Are Not Your Brain. Jeffrey Schwartz. Unlimited Power. Warrior of the Light. Paulo Coelho. Awaken the Giant Within. How to Stop Worrying and Start Living. The 4-Hour Workweek, Expanded and Updated.

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It requires certain emotional and spiritual satisfactions as well. It is important to accept that you possess just such a Success Mechanism. The Success "Instinct" in Action A squirrel does not have to be taught how to gather nuts, nor does it need to learn that it should store them for winter. A squirrel born in the spring has never experienced winter. Yet in the fall of the year it can be observed busily storing nuts to be eaten during the winter months when there will be no food to be gathered.

A bird does not need to take lessons in nest-building, nor does it need to take courses in navigation. Yet birds navigate thousands of miles, sometimes over open sea.

They have no newspapers or TV to give them weather reports, no books written by explorer or pioneer birds to map out for them the warm areas of the earth. Analyze all such instincts and you will find they assist the animal to successfully cope with its envi- ronment. Our Creator did not short-change us. On the other hand, we are especially blessed in this regard. Animals cannot select their goals. Their goals self-preservation and procreation are preset, so to speak.

Creative Imagination. Thus humans, of all creatures, are more than creatures; they are also creators. With imag- ination, they can formulate a variety of goals. They alone can direct their Success Mechanism by the use of imagination or imaging ability. You might say that animals are hard-wired, and that is that. But we operate with software and can continually alter our output. Thus, a formula emerges: But imagination is creative in everything we do. Although they did not understand why or how imagination sets our creative mechanism into action, serious thinkers of all ages, as well as hard-headed practical men, have recognized the fact and made use of it.

Kaiser, who attributed much of his success in business to the constructive, positive use of creative imagination. Consider the role of imagination in the remarkable rise of Starbucks Coffee.

In his book Pour Your Heart into It: How Starbucks Built a Company One Cup at a Time, its CEO Howard Schultz talks of strolling the streets of Italian towns and having his imagination cap- tured by the little sidewalk coffee or espresso bars, packed with happy people, infused with energy, even romance. Schultz saw an opportu- nity, as he puts it, to reinvent a routine commodity — coffee.

He noted: Schultz writes: Aroma triggers mem- ories more strongly than any of the other senses, and it obviously plays a major role in attracting people to our stores. Keeping that coffee aroma pure is no easy task. Such intense attention to every minute detail requires imagination! Pick just about any Disney attraction and look closely, and you will notice amazing attention to detail bom of the imagination.

If you were designing a restaurant with a New Orleans theme, the Blue Bayou restaurant, what would you picture in your mind? The Louisiana bayou country? Shadowy swamps? And what else? No shadowy, mysteri- ous swamp is complete without fireflies darting about Roasting cof- fee with chicory adulterating the brew adds to the unmistakable ambiance of the French Quarter.

Mike notes that you may not identify each of these and other details but that, combined, they transport you to a different place and time.

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It is no happy accident. It is imagination power put to the most practical of uses, for corporate profit. Of course, many people waste much of their imagination power, frittering it away on aimless daydreaming and fantasy, with no real appreciation for what it might do if applied purposefully. The imagination, aimless, may provide pleasant entertainment. Applied purposefully, it can effectively program your self-image and, in turn, your Automatic Success Mechanism to realize whatever goals you choose.

But in a very real sense, you have an awesomely powerful com- puter-like success machine at your disposal. Your physical brain and nervous system make up a servo-mechanism that you use and that operates very much like a computer, a mechanical goal-seeking device. Your brain and nervous system constitute a goal-striving mechanism that operates automatically to achieve a certain goal, very much as a self-aiming torpedo or missile seeks out its target and steers its way to it.

In Psycho-Cybernetics, we are learning to more effectively communicate with and through the self-image so as to better control the servo-mechanism within. That depends on what marching orders or programming it gets through your self- image.

When we conceive of the human brain and nervous system as a form of servo-mechanism, operating in accordance with cybernetic principles, we gain a new insight into the why and wherefore of human behavior. I must repeat. Psycho-Cybernetics does not say that a human being is a computer. Rather, it says that we have a computer that we use. Let us examine some of the similarities between mechanical servo-mechanisms, such as computers, and the human brain: The human brain and nervous sys- tem operate in both ways.

An example of the first type is the self-guided torpedo or the interceptor missile. The target or goal is known — an enemy ship or plane. The objective is to reach it. They must have some sort of propulsion How to Awaken the Automatic Success Mechanism within You 31 system that propels them forward in the general direction of the tar- get.

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The machine does not react or respond to positive feedback. It is doing the correct thing already and just keeps on doing what it is doing. There must be a corrective device, however, that responds to negative feedback. When negative feedback informs the mechanism that it is off the beam — e. If it overcorrects and heads too far to the left, this mistake is made known through negative feedback, and the cor- rective device moves the rudder so it steers the machine back to the right.

The torpedo accomplishes its goal by going forward, making errors, and continually correcting them. Norbert Weiner, who pioneered the development of goal- seeking mechanisms in World War II, believes that something very similar to the foregoing happens in the human nervous system when- ever you perform any purposeful activity, even in such a simple goal- seeking situation as picking up a pencil from a table.

All that the conscious thought does is to select the goal, trigger it into action by desire, and feed information to the automatic mechanism so that your hand continually corrects its course. In the first place, said Dr. Weiner, only an anatomist would know all the muscles involved in picking up the pencil. First of all, you have picked up a pencil or performed similar movements before.

Your automatic mechanism 32 Chapter Two has learned something of the correct response needed. But it should be, because the little process just described that we use to pick up a pencil or perform any number of other routine, unchallenging tasks is exactly the same process we can use to achieve much more complex and seemingly challenging goals.

No new goal- achieving capabilities are needed and none are lacking. In other words, if you can pick up a pencil, you can speak confidently and persuasively to large audiences, or write compelling advertising, or start a business, or play golf or — you name it.

The baby has little stored information to draw upon. Its hand zigzags back and forth and gropes obviously as it reaches. As learning takes place, correction becomes more and more refined. We see this in a person just learning to drive a car, who overcorrects and zigzags back and forth across the street.

Once, however, a correct or successful response has been accom- plished, it is remembered for future use. The automatic mechanism then duplicates this successful response on future trials.

It has learned how to respond successfully. It remembers its successes, forgets its failures, and repeats the successful action as a habit. This is why the most adept, successful achievers in different fields appear to be succeeding so effortlessly. Their responses have become habits — instinctive, in a way. How to Awaken the Automatic Success Mechanism within You 33 You already have reached this point with any number of things you do well. This fact, that you have done so, guarantees that you can do so again, for any other purpose you choose.

You know, or hope, there is a pencil on the table, along with a variety of other objects. Recalling a name temporarily forgotten is another example.

An electronic brain solves problems in much the same way. First, a great deal of data must be fed into the machine. It scans back through its memory until it locates the only answer that is consistent with and meets all the conditions of the problem. You are familiar with this in search engines on the Internet and search functions within computer software. The earliest versions of these in computers were relatively slow, awkward, and inefficient. People who become very committed prac- titioners of Psycho-Cybernetics get very, very good at using their internal search engines.

Yet are we not witnessing something just as amazing each time we see a center fielder catch a fly ball? He must compute just how fast he must run, and in what direction in order to arrive at the point of interception at the same time or before the. His built-in goal-striving mechanism computes it for him from data that he feeds it through his eyes and ears. The computer in his brain takes this information, compares it with stored data memories of other successes and failures in catching fly balls.

Weiner said that at no time in the foreseeable future will scientists be able to construct an electronic brain anywhere near comparable to the human brain.

To be sure, many miraculous computer-type machines and gadgets have come into our How to Awaken the Automatic Success Mechanism within You 35 hands since Dr. Weiner first tinkered with cybernetics. What once consumed rooms of space now fits in a hard drive that sits on your desk top.

Still, nothing compares with your system of imagination, self-image, servo-mechanism. But even should such a computer be built, it would lack a pro- grammer. A computer cannot pose problems to itself. It has no imag- ination and cannot set goals for itself.

It cannot determine which goals are worthwhile and which are not. It has no emotions. It cannot feel. Thomas Edison believed that he got some of his ideas from a source outside himself. Telepathy, clairvoy- ance, and precognition have been established by countless scientific laboratory experiments.

Our government, the Russian government, and other nations have quietly invested huge sums and many years of ongoing research into such matters.

In recent years people have brought these subjects to the public more as entertainment than science, such as Uri Geller or The Amazing Kresldn. Kreskin himself insists that everybody possesses the same abilities as he does; the difference is in development and use. This becomes a common experience and great benefit for those of us who regularly rely on Psycho-Cybernetics. It occurs because the servo-mechanism has access to a much more expansive storehouse of information than the conscious mind.

Many creative artists, as well as psychologists who have made a study of the creative process, have been impressed by the similarity between creative inspi- ration, sudden revelation, or intuition, and ordinary human memory. Searching for a new idea or an answer to a problem is, in fact, very similar to searching memory for a name you have forgotten.

If you really mean business, have an intense desire, and begin to think intensely about all angles of the problem, your creative mechanism goes to work and the scanner we spoke of earlier scans back through stored information or gropes its way to an answer. It selects an idea here, a fact there, a series of for- mer experiences, and relates them — or ties them together into a mean- ingful whole that will fill out the incomplete portion of your situation, complete your equation, or solve your problem.

When this solution is served up to your consciousness — often at an unguarded moment when you are thinking of something else, or perhaps even as a dream while your consciousness is asleep — something clicks and you at once recognize this as the answer you have been searching for. In this process, does your creative mechanism also have access to stored information in a universal mind? Numerous experiences of cre- ative workers would seem to indicate that it does. How else, for exam- ple, can you explain the experience of Louis Agassiz, told by his wife?

He had been striving to decipher the somewhat obscure impression of a fossil fish on the stone slab in which it was preserved. Weary and per- plexed, he put his work aside at last and tried to dismiss it from his mind.

Shortly after, he waked one night persuaded that while asleep he had seen his fish with all the missing features perfectly restored. He went early to the Jardin des Plantes, thinking that on looking anew at the impression he would see something to put him on the track of his vision. In vain — the blurred record was as blank as ever. The next night he saw the fish again, but when he waked it disappeared from his memory as before.

Hoping the same experience might be repeated, on the third night he placed a pencil and paper beside his bed before going to sleep. Towards morning the fish reappeared in his dream, confusedly at first, but at last with such distinctness that he no longer had any doubt as to its zoological characters. Still half dreaming, in perfect darkness, he traced these characters on the sheet of paper at the bedside. He hastened to the Jardin des Plantes and, with his drawing as a guide, succeeded in chiseling away the surface of the stone under which portions of the fish proved to be hidden.

When wholly exposed, the fossil corresponded with his dream and his drawing, and he succeeded in classifying it with ease. Well, it turns out that Einstein was no Einstein either!

I can assure you that mine are far greater. He once described an experiment in which he imagined himself to be a photon moving at the speed of light, imagined what he as a photon saw and felt, then imagined him- self as a second photon pursuing the first. What kind of scientific experimentation is this? Where is the blackboard filled with chalky logarithms and formulas we typically associate with Einstein? He was a bril- liant target setter. You can too. You might think of Psycho-Cybernetics as a collection of insights, prin- ciples, and practical methods that enable you to do all of the following: Conduct an accurate inventory and analysis of the contents of your self-image.

Identify erroneous and restrictive programming imbedded in your self-image and systematically alter it to better suit your pur- poses.

Use your imagination to reprogram and manage your self-image. Use your imagination in concert with your self-image to effec- tively communicate with your servo-mechanism, so that it acts as an Automatic Success Mechanism, moving you steadily toward your goals, including getting back on course when confronted with obstacles. Effectively use your servo-mechanism as something like a giant search engine, to provide precisely the idea, information, or solu- tion you need for any particular purpose — even reaching beyond your own stored data to obtain it.

In a way, Psycho-Cybernetics is a communication system, for effectively communicating with yourself. Get a New Mental Picture of Yourself The unhappy, failure-type personality cannot develop a new self- image by pure willpower or by arbitrarily deciding to. There must be some grounds, some justification, some reason for deciding that the old picture of self is in error and that a new picture is appropriate. You cannot merely imagine a new self-image, unless you feel that it is based upon truth.

These kids were hanging out on the street, engaging in minor crime and violence, one foot mired in delin- quency, experimenting with drugs. Most people who observed them quickly concluded they were useless, hopeless, dangerous, very unlikely to achieve anything much beyond a jail sentence, and unwor- thy of any investment.

And through the activity of a chess club, he engineered an environment and a series of experiences that changed the way these kids saw themselves. However, there is no need to wait for someone else to do this for you. Every human being has access to a power greater than him- or herself. This means you. Prescription Read this chapter through at least three times per week for the first 2 1 days.

Study it and digest it. Look for examples, in your experiences and in the experiences of your friends, that illustrate the creative mechanism in action. You do not need to be a computer genius or a neurophysicist to operate your own servo-mechanism, anymore than you'have to be able to engineer an automobile in order to drive one or become an electrical engi- neer in order to turn on the light in your room.

Do not be discouraged because the means may not be apparent. It is the function of the auto- matic mechanism to supply the means when you supply the goal. Think in terms of the end result, and the means will often take care of themselves. All servo-mechanisms achieve a goal by negative feedback, or by going forward, making mistakes, and immediately correcting course.

Automatic course correction is one of the many benefits of Psycho- Cybernetics. You must let it work, rather than make it work. Moreover, its nature is to operate spontaneously according to the present need. Therefore, you have no guarantees in 42 Chapter Two advance. It comes into operation as you act and as you place a demand on it by your actions.

You must not wait to act until you have proof. You must act as if it is there, and it will come through. Devote just ten or fifteen minutes every day to taking that mental picture from a vague idea to a good sketch to a finely detailed, fully fleshed out and colored vision that occurs to you exactly the same way whenever called upon. If it helps to write out descriptions, or to draw illus- trations on paper, or to collect relevant pictures from magazines, do so.

Try this little experiment for 2 1 days, and see what happens. The Strengthened and Empowered Automatic Success Mechanism The ASM at Work Loose, meandering, tentative, time-consuming zig zags You accelerate personal development and goal achievement by providing your ASM with a clear, precisely detailed, vividly imagined, and perfectly communicated "target.

He must see things as in a vision , a dream of the whole thing. Schwab, Industrialist m magination plays a far more important role in our JL lives than most of us realize. I have seen this demonstrated many times in my practice.

A par- ticularly memorable instance concerned a patient who was literally forced to visit my office by his family. He was a man of about 40, unmarried, who held down a routine job during the day and kept to himself in his apartment when the work day was over, never going any- where, never doing anything. He had had many such jobs and never seemed able to stay with any of them for any great length of time.

His problem was that he had a rather large nose and ears that protruded a little more than normal. His nose was of the classical Roman type, and his ears, though somewhat large, attracted no more attention than those of thousands of people with 43 44 Chapter Three similar ears. In desperation, his family brought him to me to see if I could help him. I saw that he did not need surgery, only an under- standing of the fact that his imagination had wrought such havoc with his self-image that he had lost sight of the truth.

He was not really ugly. People did not consider him odd and laugh at him because of his appearance. His imagination alone was responsible for his misery. His imagination had set up an automatic, negative failure mechanism within him and it was operating full blast, to his extreme misfortune. Fortunately, after several sessions with him and with the help of his family, he was able gradually to realize that the power of his own imag- ination was responsible for his plight, and he succeeded in building up a true self-image and achieving the confidence he needed by applying creative imagination rather than destructive imagination.

You might say he needed emotional surgery, not physical surgery with an actual scalpel. In the latter years of my surgical practice, I became quite skilled at talking myself out of business! This is an analogy for the experiences of thousands of people, quite possibly, in one way or another, including you. No, you may not feel ashamed of your nose or ears or any other physical feature, and you may not be a recluse.

But many people believe there is something about them that causes others to look down on them, to ridicule them behind their backs, to reject them — something that prevents them from progressing in certain ways. One month he was living in a mansion, the next in a motel. The Ignition Key to Your Automatic Success Mechanism 45 Creative imagination is not something reserved for the poets, the philosophers, the inventors.

It enters into our every act. Imagination sets the goal picture that our automatic mechanism works on. We act, or fail to act, not because of will, as is so commonly believed, but because of imagination. This is the most important statement to be gleaned from this entire book: Human beings always act and feel and perform in accordance with what they imagine to be true about themselves and their environment.

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You cannot long escape or outperform that picture. You can dissect it, analyze it, uncover what is in it that is not true about yourself, and alter it. You can modify it without archaeological examination of the past. But you cannot escape it. You will always act and perform — and experience appropriate results — in accordance with what you imagine to be true about yourself and your environment. This is a basic and fundamental law of mind. It is the way we are built. When we see this law of mind graphically and dramatically demonstrated in a hypnotized subject, we are prone to think that there is something occult or supernormal at work, or to discredit it as sim- ple stage illusion.

Actually, what we are witnessing often is the normal operating processes of the human brain and nervous system. For example, if a good hypnotic subject is told that she is at the North Pole, she will not only shiver and appear to be cold, her body will react just as if she were cold, and goose pimples will develop. The same phenomena has been demonstrated on wide awake college stu- dents by asking them to imagine that one hand is immersed in ice water. Tell a hypnotized subject that your finger is a red hot poker and he will not only grimace with pain at your touch, but his cardiovascular and lymphatic systems will react just as if your finger were a red hot poker and produce inflammation and perhaps a blister on the skin.

In one demonstration, when college students, wide awake, 46 Chapter Three have been told to imagine that a spot on their foreheads was hot, tem- perature readings documented an actual increase in skin temperature.

Before long Bob is feeling queasy and weak. Bob may even actually become so sick he must lie down or go home.

Your nervous system reacts appro- priately to what you think or imagine to be true. This phenomenon that can be produced as a practical joke or by a hypnotist on stage for entertainment is actually identical to, or illus- trative of, the basic process that governs much of our behavior, and that can be taken ahold of and deliberately used to advantage.

Louis newspaper headlined: Ironically, the article reported that those who knew him considered him popular. To the world: When I was a child, other children abused and mistreated me because I was weaker and uglier than they.

I was a sensitive, bashful boy and was teased because of my face and long nose. The more they offended me, the more they teased. I became afraid of people. I knew that many of them hated me for things that I was not responsible for — my sentimental nature and my appearance. I was unable to speak to anyone. My confi- Imagination: At the time, a professor at the university judged this to be the most severe case of an inferiority complex ever known.

In fact, suicide among teenagers in recent years has reached epidemic proportions, though rarely discussed in the media. Anorexia is a chilling demonstration of the hypnotic power of negative imagination.

Ellen weighed only 82 pounds, and looked like a sickly child wasting away, but Ellen was firmly convinced she was fat.


As a result, she avoided meals, refused to eat or would even purge herself after eat- ing. The reporter then tried fact: Do you think that is a person who is fat? So, determined not to eat, Ellen would pull out the intravenous feeding needles if not closely supervised.

For parents, teachers, counselors, and coaches, this should be a cautionary tale, a vivid reminder of the need to be ever vigilant for some young person whose self-image is shrinking so dramatically that self-inflicted physical harm is likely to follow. For all, it is a vivid illustration of the incredible power of imagi- nation.

Theodore Xenophon Barber conducted extensive research into the phenomena of hypnosis, both when he was associ- ated with the psychology department of American University in Washington, D. Writing in Science Digest, he said: The phenomena of hypnosis have always seemed mysterious because it has always been difficult to Understand how belief can bring about such unusual behavior. It always seemed as if there must be something more, some unfathomable force or power, at work. However, the plain truth is that when a subject is convinced that he is deaf, he behaves as if he is deaf; when he is convinced that he is insensi- tive to pain, he can undergo surgery without anesthesia.

The mysterious force or power does not exist. Note that his comments were published in Today, hypno- sis as a tool of therapy is widely accepted and used. For many, hypno- sis and self-hypnosis to facilitate weight loss makes the surgical quick fix of liposuction unnecessary, a perfect analogy to my examples of emotional surgery versus actual surgery.

In these cases, hypnosis is the scalpel. In dentistry, hypnosis is used to facilitate treatment of the pho- bic patient with virtually uncontrollable anxiety and, in many instances, proves to be a perfectly successful alternative to the prob- lematic solution of anesthesia.

With regard to the links between childhood programming, past experiences and peer programming on one hand, and the imagination, the self-image and the servo-mechanism on the other, my conclusion is that people are literally hypnotized by their own self-images. Your Secret Power, a hypnotist is quoted as saying: In fact many of them live in a trance and need a dose of reality.

You are still in the hypnotic trance from forty years ago! Still, a little reflection will show why it is a very good thing for us that we do feel and act according to what we believe or imagine to be true. For example, a man does not need to stop and think that self-survival requires that he run if he meets a grizzly bear on a trail. He does not need to decide to become afraid.

The fear response is both automatic and appropriate. First, it makes him want to flee. His heart beat is quickened. Adrenaline, a powerful muscle stimulant, is poured into the bloodstream. All bodily functions not necessary to running are shut down. The stomach stops working and all available blood is sent to the muscles. Breathing is much faster and the oxygen supply to the muscles is increased manyfold.

All this, of course, is nothing new. Most of us learned it in high school. What we have not been so quick to realize, however, is that the brain and nervous system that reacts automatically to environment is the same brain and nervous system that tells us what the environment is.

In short, the man on the trail reacted to what he thought , believed, or imagined the environment to be. The messages brought to us from the environment consist of nerve impulses from the various sense organs. These nerve impulses are decoded, inter- preted, and evaluated in the brain and made known to us in the form of ideas or mental images. In the final analysis, it is these mental images that we react to.

In affecting your entire system, they are the same.

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You act and feel not according to what things are really like, but according to the image your mind holds of what they are like. You have certain mental images of yourself, your world, and the people around you, and you behave as though these images were the truth, the reality, rather than the things they represent. Suppose, for example, that the man on the trail had not met a real bear, but a movie actor dressed in a bear costume.

If he thought and imagined the actor to be a bear, his emotional and nervous reactions would have been exactly the same. Or suppose he met a large shaggy dog, which his fear-ridden imagination mistook for a bear. Again, he would react automatically to what he believed to be true concerning himself and his environment.

It follows that, if our ideas and mental images concerning our- selves are distorted or unrealistic, then our reaction to our environ- ment will likewise be inappropriate.

Consider the child raised in an intentionally segre- gated environment by racists. Either way, the child is programmed with certain beliefs that will govern her 'behavior.

In her imagination, she constructs certain truths that will be very dif- ficult to modify as she matures. However, some people make a degree change in their beliefs and behavior at some point in their lives. These days, this has even become a popular staple of the confronta- tion-style daytime TV talk shows.

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How does a person change? Through life experience broader and more diverse than her family upbringing, societal pressure, being befriended by people of the race Imagination: The Ignition Key to Your Automatic Success Mechanism 51 she was programmed to hate, one way or another, challenging what she believed to be true, discovering it is based on illusion, and replacing that truth with another truth.

Now consider the child raised in a poor family, made up of peo- ple who profoundly believe that their unhappy circumstances are the fault of evil rich people and a corrupt government, who constantly program the child with class warfare ideas, and who insist that they just cannot get ahead no matter what they do. But how does one person rise out of such a back- ground to become a highly successful entrepreneur, for example? Just as the Knights Of Spanish Harlem I mentioned earlier trans- formed from street toughs to chess champions, from likely criminals to model citizens pursuing adult careers as doctors, lawyers, and busi- nesspersons, you can change from anything to anything by changing your self-image, by providing it with new truth.

From clumsy and awkward to capable and graceful. In turn, it relays the appropriate new directives to your servo-mechanism, and a new truth exists, a new reality occurs. Why Not Imagine Yourself Successful?

Realizing that our actions, feelings, and behavior are the result of our own images and beliefs gives us the lever that psychology has always needed for changing personality. It opens a powerful psychological door to gaining skill, success, and happiness.

If we picture ourselves performing in a certain manner, it is nearly the same as the actual performance. Mental practice is as pow- erful as actual practice. When I first made this assertion, and when others began making it, it was a radical idea; that you could practice in your imagination and achieve comparable results to actual physical practice. Today, it is widely accepted, having been proved by countless trials and experi- ments.

Athletes of every stripe routinely rely on mental or imagination practice. For example, consider Dr. Before you play any shot, you need to have a mental picture of how you want the ball to react once you deliver the clubhead to the ball. You need to have a definite, positive visualization of what your shot will look like. The picture should indicate the trajectory, the direction, the spot where you intend the ball to land, and how far you want the ball to roll when it lands Your options in this visualization are limited only by your imag- ination.

You might see the green as a pin cushion ready to accept your shot Visualization is one of the most individual aspects of golf psychology. And so on. Nicklaus has never read this book, although he has likely been influenced by the many other golfers and golf coaches who have. Let me first tell you about some of the scientific doc- umentation that supports the entire idea of imagination practice. In one of the first controlled experiments I read about, psychologist R. Vandll proved that mental practice in throwing darts at a target, wherein the person sits for a period each day in front of the target, and imagines throwing darts at it, improves aim just as much as actually throwing darts.

Research Quarterly reported an experiment on the effects of men- tal practice on improving skill in sinking basketball free throws. One group of students actually practiced throwing the ball every day for 20 days, and were scored on the first and last days. A second group was scored on the first and last days, and engaged in no sort of practice in between.

A third group was scored on the first day, then spent 20 min- utes a day, imagining that they were throwing the ball at the goal. The second group, which had no sort of practice, showed no improvement. This particular experiment has been widely reported and refer- enced, and since repeated at many universities over the years.

Of course, none of this is infallible. Inner Training for Peak Performance , provided an excellent, detailed prescription for relieving pain and accelerating recovery from injury. This visualization stimulates your mind and body and cre- ates an intention to heal. When you use imagination, mental pictures and suggestion, you can communicate with your body and make it respond.

This is medical, scientific truth not mumbo- jumbo. If every hospital patient and every person entering physical rehabilitation were given a copy of Psycho-Cybernetics, they would be considerably better off.

Keep this in mind if you ever have a loved one or friend in such circumstances. You will also find other articles, book reviews and book excerpts directly related to this book, in a special section of this web site. And what is this magic that accomplishes so much for salespeople? From Mr. It is something called role-playing, and you should know about it, because if you will let it, it may help you to double your sales. What is role-playing? Well it is simply imagining yourself in various sales situations, then solv- ing them in your mind, until you know what to say and what to do when- ever the situation comes up in real life.

The reason why it accomplishes so much is that selling is simply a mat- ter of situations. One is created every time you talk to a customer. He says something or asks a question or raises an objection. If you always know how to counter what he says or answer his question or handle the objection, you make sales A role-playing salesman, at night when he is alone, will create these situ- ations. He will imagine the prospect throwing the widest kind of curves at him.

Then he will work out the best answer to them No matter what the situation is, you can prepare for it before-hand by means of imagining yourself and your prospect face to face while he is raising objections and creating problems and you are handling them properly. I suspect Mr. But countless sales books, sales training pro- grams, and professional sales trainers have since incorporated this idea into their methods and advice to sales professionals.

It is a letter I received from a professional brought in by a company to represent it in a very complex and chal- lenging negotiation with millions of dollars at stake, with the CEO of a public company, famous for being difficult. While I cannot reveal the names involved, I assure you the letter is in my possession.

Here it is, excerpted in part: Dear Dr. I read a book he had written, books and articles about him, watched video tapes of interviews with him from TV networks and programs, analyzed his biography, and ultimately produced a walking, talking replica of him in my imagination, so that I could carry on conversations with him.

I did not have means to have someone else ably act as this person in actual role-play, as politicians do when preparing for debates, so instead I created an imaginary clone. Frankly I chose not to let any of my associates know exactly what I was doing, for fear of having the men in white coats called!

Anyway, I followed the instructions I found in your book, Psycho- Cybernetics, as inspiration for my approach. Soon I found my imagined clone actively raising issues, questions and arguments on his own. Once I recall sitting in my easy chair, eyes closed, immersed in this imaginary meeting, catching myself losing my temper and pounding my fist on the arm of the chair!

I even went so far, after many viewings, to write it out word for word, as if a courtroom transcriptionist was there to accurately record our conversation word for word. Here is what is remarkable: The Ignition Key to Your Automatic Success Mechanism 57 as I had many times in the mental movie as you might expect, but he also per- formed as if working from the very same script!

In his letter, he goes on to describe a very successful outcome, the earning of a substantial fee. By the way, I received this letter in , 14 years after the first publication of my book.

You may very well be reading this book 30 or 40 years after its first edition, and even after I have left the living. It will not matter. These techniques will be used by top professionals in every field of endeavor long after the bulky computer has been reduced to a device you can wear on your arm like a wristwatch. There is now a book based on Psycho-Cybernetics specifically for professional salespeople: Zero Resistance Selling, published by Prentice-Hall, and available in bookstores, from online booksellers, or at www.

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If you have an impor- tant interview coming up, such as making an application for a job, his advice was: Go over in your mind all the various questions that are likely to be asked. Think about the answers you are going to give. Then rehearse the interview in your mind. Even if none of the questions you have rehearsed come up, the rehearsal practice will still work wonders.

It gives you confidence. And even though real life has no set lines to be recited like a stage play, rehearsal practice will help you to ad lib and react spontaneously to whatever situation you find yourself in, because you have practiced reacting spontaneously.

This should come as no surprise, based on everything I just had to say about mental rehearsal for sales professionals: In a job interview, you are selling yourself. You are the product and its sales representa- tive. Like the negotiator, you may even have the luxury of time — sev- eral weeks, maybe even several months — to plan and prepare to search 58 Chapter Three for a new or better position.

He hated practice and seldom practiced for any length of time at the actual piano keyboard. It should be memorized and played in the mind before ever touching fingers to the keyboard.

The Ignition Key to Your Automatic Success Mechanism 59 AJex Morrison, perhaps the best-known golf instructor in the world at the time I was writing the first edition of this book, actually worked out a system of mental practice to improve your golf score while sitting in an easy chair and practicing mentally what he called the Seven Morrison Keys.

In his book, Better Golf Without Practice, Morrison told how he taught Lew Lehr to break 90 for the first time, with no actual practice whatsoever! Morrison had Lehr sit in an easy chair in his living room and relax while he demonstrated for him the correct swing and gave a brief lecture on the Morrison Keys. Lehr was instructed to engage in no actual practice on the links, but instead spend five minutes each day, relaxing in his easy chair, visualizing himself attending to the Keys correctly.

Morrison goes on to report how several days later, with no phys- ical preparation whatever, Lehr joined his regular foursome, and amazed them by shooting 9 holes in an even par, Clearly See the Target, and Let Your Automatic Success Mechanism Take Care of the Details Johnny Bulla, a well-known professional golfer, wrote an article in which he said that having a clear mental image of just where you wanted the ball to go and what you wanted it to do was more impor- tant than form in golf. Most of the pros, said Bulla, have one or more serious flaws in their form.

Yet they manage to shoot good golf. If your grip was wrong, and your stance not in the best form, your subconscious would still take care of that by directing your muscles to do whatever was necessary to compensate for the error in form. Golf is such an excellent laboratory for these techniques because, unlike many other sports, it is stripped down to pure competition with yourself.

He set the goal of breaking 80 while playing only once weekly, receiving no technical instruction, and otherwise relying on practice in his imagination, in one year or less.

At that time, he played only several times a year, scor- ing between 95 and His diary of that experiment is included in his book The Inner Game of Golf His book is well worth reading whether you have any interest in golf or not, as it is a thoroughly detailed case history in the triumph of mind over mechanics or technical informa- tion — actually the triumph of Psycho-Cybernetics.

Some engineered improvement in their performance with only this book and. In , Dave Stockton was struggling to survive on the pro tour. Times reporter. In fact, he became famous for his putting! And 22 years later, Dave won the U. Senior Open. Napoleon, for example, practiced soldiering in his imagination, for many years before he ever went on an actual battlefield. He imagined himself as a com- mander, and drew maps of the island of Corsica showing where he would place his calculations with mathematical precision.

As a boy, he used to play that he was a hotel operator. He said that, when he spotted such a property to acquire, he ceased seeing its actual condition, instead forming a vividly detailed collection ot pho- tographs in his mind of the hotel as it would appear after its makeover.

By seeing what would be, he saw value invisible to others. In , she coached the U. Olympic equestrian team competing in Sydney. She describes an instance in which imagination power superceded probabilities: Take, for example, my experience at the screening trials for the North American Championships in I did have a top horse, Zapatero, but the other facts were: These facts made it difficult to imagine the perfect test.

So I visualized the awards ceremony instead. Several times over the course of the day, I would find a quiet spot, close my eyes, relax and visualize leading the vie- 62 Chapter Three tory lap. When the results were posted, Zapatero and I were, in fact, there to lead the lap of honor. It sounds incredible, and I in no way minimize the necessity for all the preparation and hard work involved.

But mentally zeroing in on desired results as if they were already in existence was a significant factor in our ultimate success. It was important to focus on a positive outcome as a foregone conclusion rather than allow my rather vivid imagination to conjure up failure pictures.

My mind servo-mechanism could then sup- ply the means to achieve my goal by helping me to letting me ride skill- fully and effectively. Of course, the skeptic would want to attribute this incident to coincidence or luck. But Jane Savoi is a skilled practitioner of Psycho- Cybernetics, with many evidentiary incidents to support her convic- tions.

In fact, she has utilized Psycho-Cybernetics for many years as an instructor and coach of champion riders, as noted, most recently with the Olympic team. Even a single, simple, vividly imagined picture of successful achievement can be sufficient to block out doubts, fears, insecurities, and worries, and direct the Success Mechanism to the desired target. Full-scale mental rehearsal is even more powerful. There is simply no sensible case to be made anymore against incorporating mental rehearsal into your own daily regimen, whether you are a pro or weekend athlete, sales professional, entrepreneur, executive, school teacher, doctor, whatever.

The evidence mandates that you learn to use this tool and do so regularly, for a myriad of pro- ductive purposes. It is fair to insist that if you are not utilizing this approach, you are operating without benefit of one of the fundamen- tal, universal, most relied-on psychological tools of success we know of: It is much like being a carpenter choosing to operate without ben- efit of electric power and power tools.

You could, but why? Why Mental Picturing Is So Powerful The science of Cybernetics gives us insight into why mental picturing produces such amazing results. I find that the more people understand about why this works so well, the more likely they are to use it. This Automatic Success Mechanism within you — a highly com- plex automatic goal-seeking machine that steers its way to a target or Imagination: The Ignition Key to Your Automatic Success Mechanism 63 goal by use of feed-back data and stored information, automatically correcting course when necessary — can Operate in only one way.

It must have a target to shoot at. As the famous golf instructor Alex Morrison said, you must first clearly see a thing in your mind before you can do it. As stated earlier, this new concept does not mean that you are a machine, but that your physical brain and body functions as a machine that you operate.

You are not relieved thereafter from effort and work, but your efforts are used to carry you forward toward your goal, rather than in futile mental con- flict which results when you want and try to do one thing, but picture to yourself something else. Finding Your Best Self This same creative mechanism within you can help you achieve your best possible self if you will form a picture in your imagination of the self you want to be and see yourself in the new role.

This is a neces- sary condition to personality transformation, regardless of the method of therapy used. I myself have witnessed veritable miracles in personality trans- formation when an individual changes his or her self-image. However, today we are only beginning to glimpse the potential creative power that stems from the human imagination, particularly images concern- ing ourselves.

Consider the implications, for example, in the following 64 Chapter Three news release, which appeared in under an Associated Press date- line: Some mental patients can improve their lot and perhaps shorten their stay in hospitals just by imagining they are normal, two psy- chologists with the Veterans Administration at Los Angeles reported.

Harry M. Grayson and Dr. Leonard B. Olinger told the American Psychological Assn, they tried the idea on 45 men hospitalized as neuro- psychiatrics. The patients first were given the usual personality test. They had to imagine themselves in the role of a well-adjusted person. I am not certain what became of these good doctors and their innovative experiments. Of course, you are probably not clinically insane or addicted to chemicals, but more likely a successful individual looking to Psycho- Cybernetics to help you do even better or to improve some aspect of your life.

Discover the Truth About Yourself The aim of self-image psychology is not to create a fictitious self that is all-powerful, arrogant, egoistic, all-important. Such an image is as Imagination: Our aim is to find the real self. However, it is common knowledge among psy- chologists that most of us underrate ourselves, short-change ourselves, sell ourselves short. Actually, there is no such thing as a superiority complex.

How can you discover the truth about yourself? How can you make a true evaluation? It seems to me that here psychology must turn to religion. If we really believe in an all-wise, all-powerful, all-lov- ing Creator, then we can draw some logical conclusions about what He has created — Man. In the first place such an all-wise and all-pow- erful Creator would not turn out inferior products, anymore than a master painter would paint inferior canvases.

Such a Creator would not deliberately engineer the product to fail, anymore than a manu- facturer would deliberately build failure into an automobile. What brings more glory, pride, and satis- faction to a father than seeing his offspring do well, succeed, and express to the full their abilities and talents?

Have you ever sat by the father of a football star during a game? I have had no difficulty navigating these different waters, and we have always found common ground in the basic premise of liberating individuals from their own inner, mental, often unconscious self-sab- otage, and the corollary premise of individuals being intended if not engineered to succeed, not fail.

If you will choose a target to apply this to, and give it a solid, honest 2 1 -day trial, you will be so gratified with the results that you will cer- tainly choose to continue using this tool for the rest of your life, and benefit enormously by doing so, just as countless athletes, entertain- ers, doctors, lawyers, business leaders, and others have before you.

Here are a few exercises to get you started: Mental Training Exercise Your present self-image was built on your own imagination pictures of yourself in the past, which grew out of interpretations and evaluations you placed on experience. Now you are to use the same method to build an ade- quate self-image that you previously used to build an inadequate one.

Set aside a period of 30 minutes each day where you can be alone and undisturbed. Relax and make yourself as comfortable as possible. Now close your eyes and exercise your imagination.

The Ignition Key to Your Automatic Success Mechanism 67 Many people find they get better results if they imagine themselves sitting before a large motion picture screen and imagine that they are seeing a motion picture of themselves. The important thing is to make these pic- tures as vivid and as detailed as possible. You want your mental pictures to approximate actual experience as much as possible.

The way to do this is to pay attention to small details, sights, sounds, objects, in your imagined environment. Details of the imagined environment are all-important in this exercise because, for all practical purposes, you are creating a practice expe- rience.

And if the imagination is vivid enough and detailed enough, your imagination practice is equivalent to an actual experience, insofar as your nervous system is concerned.

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The next important thing to remember is that during these 30 minutes you see yourself acting and reacting appropriately, successfully, ideally. You do not need to try to have faith you will act in the ideal way tomorrow.

Your nervous system will take care of that in time — if you continue to practice. See yourself acting, feeling, being as you want to be. If you have been shy and timid, see yourself moving among people with ease and poise and feeling good because of it.