LE T US REA S ON TO GE THER

UM A N IN T E LLIG ENCE is th e mo st p ote n t p o wer in th e

w o rl d . A ll th in gs e lse on e a rth o we alle gia nce to it .

A n a l y tic a l r easo n is th e su p re me attrib ute o f th e h um a n min d

and to it m an o wes h is p resen t e n vironmen t . Were it n ot for

th is f a cu l ty there w o ul d be no l a d s, no bo a ts,
tel esc op e, n o r a i ro

no te l e gr a p h , n o tel e p h on e, n o m a c h in er y —
there wo u l d b e n o

in ventio ns, n o p ro g ress, w h a tever Lo n g a ge s a go m a n rea l ize d

.

th a t ev er y C a use prod uce d a resp on d in g E ffec t a nd th a t e v er y

Effec t in dic ated a corresp o ndin g C a use From these fun d amen ta l
.

p rincip l es is b uil ded the w o nd er fu l scien ce o f m a th em atic s w h ic h

t each es us h o w to ta ke a C a use a nd m a them a tic a ll y ( ex a ct l y )
ded uce th e E ffec t, or to ta ke a n E ffec t a nd a rrive a t the C a use .

A ll th in g s a n d all con d itions a re th e E ffec t o f a C a use a n d

a re th ere fore na tur a l, an d w ha te ver is natura l is possib le .

We are l ook in g fo r men an d w o men who h ave developed th is

l o gic a l re aso nin g f acul ty somew h at ( the g reater th e development,
th e better) ; wh o c an rea son fro m C a u se to Effect a nd fro m

Effect to Ca use; wh o h a ve lea rned t h at S usp icio n an d P rej ud ice

a r e th e c h il d ren o f I gn or a nce; wh o c a n d istin g uis h tr uth s fro m

mere a ssertion s; wh o c a n rel y o n t h eir o wn j ud g men t, fo rm th eir

o wn co nc l usio ns a n d w o r k o ut their o wn p robl ems T o such we .

o ffer fin a ncial in dep en de nce !

If yo u a re n o t in th is c l ass, it w ill b e u seless for y o u to r ea d

furth er . T h e pro p er course fo r y o u to p ursue is to p l a ce yourse lf
o n a br a in food d iet, g o b a c k to th e p r imer
-
c l a ss a n d g e t a

new sta rt .
—
You a re a cip her a lone, yo u rep resent n oth in g
a n d a re use fu l o n l y in d etermin in g th e va l ue o f the o t h er fig ures .

2
 E! P LA N A T I O N

Du r ing th e past two and on e half y ea r s we hav e distr ibut ed

-

so m e T wo Hund r ed Th ousand D o lla r s in b en efits

am on gst our patr ons at an av er ag e p r ofi t to living m emb er s
of o v er 2 00 p er c ent p er a nn um ( H er e is an E ff ect s eek th e
.
,

C aus e Th e f oll owing pag es will aid you ) In vi ew o f th e fact

. .

that this has b een accomplish ed in th e fac e of th e most pow er

ful opposi ti on that could b e b r ought to b ea r as w ell as almost
un iv er sal p op ula r p r ej u dic e th e r ati onal r easoning min d should
,

r ealiz e that th er e must b e som ething uncomm on l y s ubsta n tial

a b out it f or n o or dina r y b u sin ess could exist und er such c on
,

d itions let alon e th e ma r v el ous p r ofi ts r etu r n ed

,
.

Th e oppositi on was vici ous v en em ou s and unp r in cipl ed

,
.

S land er ous li es w er e th e chi ef w eap on s us ed ; o r dina r y busin ess

g r eed an d j eal ousy fur nish e d th e anim u s .

Failur es ar e n ot a ttack ed th ey ar e simply d evou r ed O ur

,
.

o n ly off ens e to th e r av en ous busin ess j ackals is in b eing suc

c essf ul .

Th e cau s e of th e univ er sal p r ejudic e is th e p r evailin g ign or

anc e of what we a r e d oing an d h ow we a r e d oi n g it T h e usual .

“ ” “
c ont en ti on of th e m en tal ban kr u pts is that th e busin ess is
bad b ecau s e it is too g o od ”
S om e a r e appar ently so h e p e
.

l essly i n an e that th ey c an see n o di ff er en c e b etw een an intelli

g en t r eas on an d a figu r e of sp eech Th ey ar e simply human
.

ph onog r aphs an d d o n othin g but r ep r o du c e th e sp eech of oth er s .

Yo u hav e met s om e of th em hav e you n ot ? S om e of th em g o

,

in to th e n ewsp ap er b u sin ess so that th ey can ta lk b efor e a

wh ol e lot of p eopl e at onc e .

why it is bad “
N o int ellig en t r eas on has ev er b een giv en in expla n ati on of
”
. Man y fallaci ous a r g um ents and stat em ents
a r e mad e by o ur opp on ents h ow ev er that hav e d ec eiv ed th e
, ,

th oughtl ess and indi ff er ent to th ei r own d et r im en t Th ousands .

wh o hav e b e en ask ed to inv estigat e this syst em th or oughly

hav e ei th er b een to in d ol en t or f ea r ful to do it or els e ar e d e
,

v oid of th e facult y of r eas oning fr o m Caus e to E fi ec t a n d hav e

thu s l ost th e b en efits th ey oth er wis e w ould hav e r ec eiv ed Th ey .

hav e th ei r r ewa r d !
 P er haps it was but natur al that ever ybody who l earn ed
in a vagu e and c r ud e mann er that we had set out to d o some »

“
thing hast en ed to t ell th ei r n eighb or that we w er e att emptin g
“
“
” ”
to d o s om ething imp ossibl e that we w ould fail ; that we
w er e s ea r chin g f or suck er s etc ,
It is th os e who ar e th em
.

s elv es co n taminat ed with th e inh er ent w eakn ess of d e c eit and

dish on esty who d ecla r e us fr auds t r ickst er s an d fak er s and
, ,

ev er y kindr ed epith et which a r e wo r ds that pic tu r e th e d e g en

,

er a te fanci es of th ei r ow n minds b ecaus e we hav e pro v en that

,

we ar e n eith er fr a u ds nor trickst er s by doing ev en g r eat er

thin gs an d b est owing g r eat er b en efits on o th er s than we an
n ounc ed we w ould d o wh en we sta r t e d Th er efo r e if th ey .
,

imagin e evil wh er e n on e exists is it n ot of and W ithin th em

,

s elv es ?
W e hav e fulfill ed ev er y p r omis e ; we hav e met ev er y obliga '

ti on ; we d o not owe any man a d olla r in sp ite of th e r a n ti n g

of th e poo r ,
d elud ed f ools wh o a r e p er haps un wittin gly dis, ,

h on est with th ems elv es and th ei r fr i ends an d acquaintanc es

wh en th ey bas ely cond emn that of which th ey ar e utt er ly ig
mo r ant.

For th e b en efit of th os e wh o d o n ot comp r eh end and wh o

wish to obtain an id ea of what this syst em is we mak e th e f ol ,

l owing b r i ef explan ation O ur ag ents can furnish you oth er

.

lit er atur e if you d esi r e it .

111 th e
“
W e wish at this point to call your att ention to th e fact that
”
o r dina r y busin ess plan th er e is 5 p er c ent of succ ess
to 95 p er c ent of failur e ! Th e daily r ec or d of failu r es would
! ! !
appal you Dun s B r adstr eet s Mulh all s or any goo d statis
.
, ,

tics will t ell you that 95 p er c ent of th e p eopl e who sta r t in

busin ess — sto r e fact or y or fa r m — fail s oon er or lat er Think
, .

o f it ! Th en r ealiz e that this is an E ffect of a Caus e and that ,

this Caus e has at last b een t r ac ed out and we can mak e it so

plain that any school -boy who h as th e r easonin g faculty can
se e it at onc e . W e will explain it in a pamphl et s om e tim e .

Withou t knowing th e Caus e how ev er lo gical r eason will in

, ,

stan tly c onclud e that such a plan must b e v er y imp er f e ct If .

our busin ess w er e establish ed und er that sam e old plan it wo ul d

b e subj ect to th e s am e w eakn ess would it not ? ,

I t must b e
d i ff er ent els e it would b e no b ett er Do es that app eal to your
.

int ellig enc e a s lo gical .

In th e constr ucti on of our Syst em we hav e cast out th e er

r or s existin g und er th e old plan and r eta in ed only that which
is g o od Wh en man b egan using el ectricity h e was oblig ed to
.

evolv e a n ew m ea suring syst em b e c aus e th e th en existing stan

,

da r ds of m easure th e pound th e yard th e bush el etc w er e

, , , ,
.
,

in ad equat e For th e sam e r eason you cannot m easur e our sys

.
,
“
“
tem by th e old plan standa r ds such as
“
e arning capacit n
,
“
“
” ”
earning p ow er of mon ey r es er v e fund
,
int er est earn ,

“
”
in gs inv estm ents etc You must l ea r n th e n ew
,
.

”
m easur ing syst em if you wo uld know all ab out it .

T h e Cumul ativ e C r edit S yst em is a syst em of Mutual B en e

,
“
fit to each and all of its pat r ons ; it is pu r e and p r actical c c
O p er ation an each f or all and all f or each plan It is n eith er
”
.

Lif e Insuranc e Buildin g and L oan Banking In v estm ent n or

, , ,

M er cantil e busin ess Th er e is nothi n g els e lik e it in th e world

. .

Th e plan is alm ost di r ectly opposi te th e o r dina r y busin es s

P atrons and new b usiness

“
m ethods Th e only ess en tia l f eatu r e c ommon to b oth b ein g
.

”
.

( That y ou may und er stand this last stat em ent cl e a r ly its ,

analy z ation is h er e giv en : All th e oth er stat em en ts in our

lit eratu r e that a r e not cl ea r to you will b ecom e p er f ectly
plain if you analy z e th em prop er ly .

Ev er y busin ess in th e w or ld r equi r es a constant infl ux of

( m on ey to f ur nish that which must b e paid out What els e .

is th er e to co mm er cialism but taking in mo n ey and payin g

“
”
it out ? That which flo ws in is n ew busi n ess fr om eith er old
patr ons new pat r ons or both Th e only m on ey that any
, ,
.
”

busin ess or individual can pay out must com e fr om oth er s Di d .

you ev er g et a d ollar in yo u r lif e that did n ot c o m e f r om s om e

on e e ls e ? O th er s a r e th e sam e in this r esp ect Th er efo r e n ew .
,
“
busin ess is absolut ely r equsite for th e prosp er ity and p er
p etuity of any and all busin ess our own includ ed S ee als o
, .

l ett er to Gen Agt Am E x Co pa g e

. . . . .
,

T h e sho r t est and quick est way to explain th e Cumul ativ e

C r edit Syst em is by compa r ing it with an establish ed busin es s
which is also d ifier ent in som e r esp ects fr om th e or dinar y busi
n ess.

Wh en we sp eak of ordinary busin ess we m ean that

m ethod of gaining a liv eliho od by fi rs t exchanging m on ey f or
som ething with one p erson and th en finding anoth er p er s on to
giv e us mo r e f or th e thin g than it cost so that a profit c an ”
,
“
“
b e mad e All busin ess is bas e d on giving l ess than is r ec eiv ed
.

“
“ mak e a pro fi t and th e o r dinary b usin ess r ul e
” ” ”
so as to ,
”
is g et all you can and giv e as littl e as p o ssibl e .

5
 “
About a y ea r ago a r a gg ed littl e b oy gav e me an i llust r a
ti on o f p r ofi t such as I had b een s eekin g f o r a numb er of
”

y ea r s H e was s elling ma tch es and cam e into my o ffic e with

.

“
th e inquiry
Do you want to buy som e match es ?
How much ar e you r match es a packag e ?
”
T en c en ts a packag e .

I can g o to a st or e an d b uy thos e match es f or five c ents

“
a packag e I said to him
,
”
I k now it h e r epli ed
,
.

Why d o y ou wan t me to pay you ten c ents a packag e wh en

“
”
I c an buy th em f or five c ents ?
”
S o I can mak e som ething off th em !
His r eply was tr uthful and was utt er ed with th e cando r of

“
on e un us e d to dissimulati on Wh en h e g ets mo r e exp er i enc e
.

“
”
in b u sin ess h e will l earn to conc eal th e fact that h e is s eek

“
”
in g fin ancial assistanc e wh en h e asks o th er s to buy som e
thi n g fr om him H e will s oon l earn to call it l egitimat e
.

p r ofi t
”
P r ofit is m er ely a p r es ent you giv e to th e oth er f ell ow

“ “
”
wh en you buy and r ec eiv e fr om th e oth er f ell ow wh en you
Th e word
“
p ro fit gives a certain res p ec tability to
”
s ell
.

“
S om e Captains o f Industr y simply
”
th e ta k in g of th e gift .

l ev y t r ib ut e und er th e guis e of l egitimat e p r ofit ”

.

P eopl e ar e g r adually awak ening to th e fact that it is not

abs olut ely n ec essa r y to fir st exchang e th e mon ey f or thin gs

“
a n d back again f or m on ey in or d er to r ec eiv e this p r es en t call e d
”
p r ofit fr om oth er s .

Tak e F r at er nal Lif e Insur anc e f or instanc e That is a

,
.

w on d er ful busin ess s y st em and its p atr ons numb er millions

a n d th er e hav e b een hund r eds of milli ons of do ll a r s dist r ibut e d

in b en efits with out any p r op er ty having b een us ed in th e tr ans

acti on .

Lif e insu r anc e is a c ompa r ativ ely n ew institutio n as c om

pa r ed with th e old er m eth o d m ention e d ab ov e and in th e p r o
, ,

c ess of ev olutio n has point ed out th e way to this n ew syst em .

! It was but a sh or t s tep f r om th e sickl e sho r t blad e and

,

on e ha n d p ow er to th e c r adl e l ong blad e and two hand pow er

, ,
.

Th e r esul ts accomplish ed by th e sickl e an d on e hand w er e m or e

than d oubl ed by th e in c r eas ed p ow er of th e c r adl e an d two
han ds ( Y ou can see Caus e an d E fiec t plain ly h er e ) S om e
. .

man disc ov er ed this tr uth by using int ellig ent r eas on an d nat
6
ur ally c onclud ed that a still long er blad e and more p ow er
w ould p r od u c e c or r esp on dingly g r eat er r esults an d th e out ,

com e was th e r eap er with ho r s es as th e motiv e p ow er T h e .

sam e p r oc ess of r eas on ing p r o duc ed th e harv est er and so on ,

.

Lookin g back on it all y ou a r e oblig ed to ackn owl edg e th e sim

“
‘
p lic ity of it Still . it was a long tim e comin g Y ou c afi rojt .
,

how ev er t r uthfully say that th e sickl e was a failur e n eith er

,

“
”
was th e c r adl e n or th e r eap er alth ough millions of dolla r s
,
”
w er e inv est ed in r eap er s wh en th e ha r v est er displac ed it .

so n othin g was l ost

,
” “
T h e harv est er wi th its g r eat er p ow er paid f or b oth h o w ev er
M an can t l os e by p r o g r essin g l]
.
!
, , ,

T o mak e our m ea n ing still plain er to you we call y ou r at

t en ti on to th e fact that th e r eal and t r u e basis o f F r at er nal
Lif e In sur anc e is gi vin g i n st ead of ta kin g and if e v er y m emb er ,

of F r at er nal Ins u r anc e O r d er s r ealiz e d th e g o o d th ey w er e

d oing with th ei r small m on thly co n t r ibuti ons f or th e b en efit
of oth er s th er e w ould b e v er y littl e disc or d or c r iticism of that
,

m ost b en efic en t syst em exc ept with p eopl e in wh om g r eed an d

s elfishn ess ar e th e dominatin g t r aits of charact er .

T h e t r u e spi r it of Frat er nalism is th e spi r it of b en efiting

oth er s in th ei r tim e of n eed whi le b ein g thankful that our own
“

liv es a r e spa r ed to enabl e us to mak e th e small c ontr ibuti on s

which exp er i en c e has d em on str at e d is r equisit e f or th e p er
p etu ity of th e or d er .

In F r at er n a l Insu r anc e th e m emb er s band to g eth er and

each i n dividual m emb er contribut es a small amo unt each m on th

to h elp c r eat e a la r g e fun d to b e dist r ib u t ed in b en efi ts mo n th

ly to th e b en eficia r i es of th os e m emb er s wh o d ie fr om m on th
to m onth T h e m emb er s wh o thus co nt r ibu te to o th er s hav e
.

just as much to eat a r e j u st as comfo r tabl e and hav e just as

,

man y of th e so call ed p leasur es of life as thos e wh o do n ot j oin

-

th em in th e wo r k .

If this last stat em ent is t r u e th en wh er ein do es or can any

,

m emb er l os e b y making th e paltr y c on t r ib utio n s call ed f or ?

T h e j ealousy th e g r eed th e s elfishn ess which wan t only as
, ,

sails or ev en c r iticis es such a b en efic ent ins tituti on sh ou l d b e

ost r aciz ed Such p eopl e d o n ot d es er v e th e b en efits th ey th em
.
,

s elv es ar e d er iving f r om oth er p eopl e in th e o r dina r y g r abbing

,

p r o c ess Th es e p eopl e as a r ul e fail to app r e

.
, ,

ciat e th e fact that all th ey hav e in th e w or ld exc ept what th ey ,

actu ally ma nufactu r ed th ems elv es cam e fr o m oth er p eopl e to , ,

wh os e int ellig en c e and lab or th ey owe ev er ything th ey hav e .

 What has all this to do with th e Cumulat i ve Cr edit S yst em ?
Simply this th e Cumulativ e Credit S yst em is a vast im
,

rov em e nt ov e r th e Frat ernal L if e I nsuranc e syst em in ev ery

p
r esp ect in ev ery d etail
,
.

That you may b e b ett er abl e to compr eh end th e truth of

th is stat em ent I h er e pr es ent th e ess ential f eatur es of th e two

p lan s i n parall el Not

. e th em car efu l ly w eigh t h em p r o and
,

c on r eason from caus e to eff ect and if you c onclud e that my

,

stat em ent abov e in r ef er enc e to th e sup eri or ity of th e Cumu

lativ e C r edi t S yst em ov er th e Frat er nal Life Insu r anc e S ys

tem is erron eous and you c an giv e an int ellig ent r eason th er e
,

f or I will mak e you a p r es ent of $ 1 00

,
.

In Frat ernal Insuranc e th e m emb ers b and t o g eth er and each

c ontribut es a small sum monthly f o r th e purpos e of c r eating a

f und wi th which to pay th e b en efi ciari es of th e m emb ers who

d ie f r om month to month Now mark ca r eful ly : It is th e
.

d eath of th e m emb ers that d esi gnat es wh i ch polici es ( or c on

tr acts ) ar e to b e paid fr om month to m onth with th e mon ey thus
contri b ut ed Wh en a m emb er di es his policy liv es on un til it
.

is paid or canc ell ed b ecaus e that is th e only way to kill a con

,

t ra ct callin g for mon ey Th er efor e th e m emb er s of a Frat erna l

.

Insuranc e O rd er contribut e monthly for th e purp os e of creating

a fund wi th which to kill th e contracts that d eath d esignat es

o r points out fr om month to month Is this plain ? Now mark

.

a gain : It is p ossibl e und er that syst em for an old contract ( or

p olicy ) and a young contract t o b e kill ed or canc ell ed th e sam e
month should a m emb er wh o has b een cont r ibuting a numb er
,

o f y ears and a m emb er wh o has cont r ibut e d but a short tim e

d ie during th e sam e month In that cas e one m emb er c on

.

tribut es many tim es mor e than anoth er f or th e sam e b en efi t to

b en eficiari es and th er ein is found an el em ent of in equity which
,

c annot b e avo id ed b ecaus e of th e un c er tainty of

,
lif e Th e .

sam e is tru e of old l in e insuranc e and is n ot h er e us ed as any

,

th ing d etrim ental to eith er syst em but b ett er to show th e equity

,

o f th e n ew plan .

Und er our n ew syst em th e m emb ers band to g eth er f or Mu

tual B en efi t and contribut e w eekly inst ead of monthly for th e ,

p urpos e of cr eating a Mutual B en efit C r edit Fund to b e us ed

in killin g th e old est outstanding Certific ate always and not ,

s om e old on es and som e y oung on es Th e p er i o d of paym ent

.

is not limit ed to any giv en p eri o d of tim e any mo r e than it is ,

8
in F r at er nal Insu r anc e but is r e gulat ed by th e d eath of
,

th e C er tificat e j ust as th e paym ents in F r at ernal Insuranc e ar e

,

r e gulat ed by th e d eath of th e m emb er s .

T h e am ount c ont r ibut ed und er this n ew syst em b y indi _

vidual m emb er s is n ev er l ess than at th e r at e of $ 5 00 p er

in 80 w eeks or l ess acc o r ding to th e tim e of maturity O ne
,
.

C ertificat e entitl es a pat r on to th e p r ivil eg e of paying

p e r w ee k and if it is r e ach e d in th e o r d er of maturity in 5 0

w eeks h e has th en cont r ibut ed $ 50 and r ec eiv es $ 1 00; if it tak es

6 2 w eeks to matu r e his contribution is $ 6 2 and h e r ec eiv es
,

$ 1 24; if it tak es 7 0 w eeks his c on t r ibution is $ 70 and h e r e

c eives $ 140 and so on up to and including 8 0 w eeks wh en h is
, ,

cont r ibutions amo un t to $ 80 and his r etu r n is $ 1 60 which is ,

th e ext r em e amoun t r eturn ed on on e C er tificat e ( A pat r on can .

mak e application f or as many C er ti fi cat es as h e d esi r es W e .

hav e s ev er al patr ons in Los Ang el es ca r r ying f r om 5 0 to 1 40

each ! ) If th e C er tificat e sh ould no t matu r e in 80 w eeks h e ,

continu es his contr ibuti ons until such tim e as it d oes matu r e
“ ,

“ “
”
and this do es away with what is kn own as paid up contr act s
” ”
in th e Diam ond Contract or M erchandis e Cont r act busi
n ess and which is th e rock on which th ey ar e finally wr eck ed
, .

“
This f eatur e of th e Cumulativ e Cr edit Company is a safeguard
against possibl e co mm ercial panics and is an abs olut e
,

gu arant ee of p er p etuity b ecause each patr on thus j oins hand s

,

with h isbroth er pat r ons f or th eir mutual p r ot ecti on and th e

r esult assu r es b en efits to all In th e ev ent of th e paym ents ev er
.

ex c eedin g th e 8 0 w e ek p er iod
- nothin g what ev er is d educt ed
,

by th e manag em ent f or th e E x p ens e Fund on th e paym ent s

mad e in ex c ess of th e 80th w eek but all such cont r ibuti on s ar e
,

plac ed in th e Mutual B en efit Cr edit Fund dollar f or dolla r a s , ,

r ec eiv ed .

In th e following tabl e of pa r all els we p r es ent th e ess en

,

tial f eatu r es o f th e two plans an d a cl os e sc r utiny and an alyza

tion will r epay you A m er e glanc e at any pa r t of this lit er a
.

tu r e wi ll n ot r epay y ou In this ar e emb odi ed y ears of study

.

and inv estigati on by a natur ally analytical mind and th e id ea s

a r e p r es ent ed in simpl e languag e and p er tin en t illust r ations .

It would tak e a la r g e volum e to c omp r is e all th e d etails of this

int r icat e subj ect This is but th e p r im er int end ed to p r epa r e
.
,

y o u f or that which is to fo ll o w W e p r opos e to mak e thi s

.

not only th e gr eat est Mutual B en efi t O r ganization in th e

w or ld but also th e l eading educatio n al instituti on al ong n ew
,

and advanc ed id eas You hav e th e p r ivil e g e of j oi n ing if you

.

wish .

9
 S tu d y th e P a r a l l e l
FR A T E R N A L I N S U RA N C E C UM ULA T I ! E C R E D I T S Y S T E M

C ontrib uti n o s ar e ma d e mo n t hly . Co n tr ib ut i m d w kly

on s a r e a e ee .

Ma t u d p li i
re o c es a r e pa id mo n th ly . M a tur e d C tifi t eri
p d c a es a re a

we e kly .

D eat h
ma tur es th e p o li ci es, ( a nd The i l f th m n y m tu
a r r va o e o e a r e:

th e m on e must b e t y h er e to p a y th e C ti fi t
er ca e s .

h
t e m) .

T h e m em ber di es a n d th e p o li y i
c s Th e C ti fi
er ca t e di es a n d th e mem
pa id . b er is pa id .

O ne me mb er of th e bm f must
a ily
i v th i b fi t T h e m em er s r e c e e e r ene s

di i e d t bn or er b o whil li i g th u
e stow th e ene bli ng th e v n , s ena e

fit s on hi l v d n s o e e ti o f m ily t nj y th m
e s. n re a o e o e

wh l th y ll u ni t d i e e ar e a e .

It i n
s t p oibl un d t hi
oss p l n I te i p ibl er u d thi s y t
a m s oss e n er s s s e

t o t bli h
es a p p tu ls i m a f mer m b e ta t bli hnco p e or e e rs o es a s a er .

t o b nj y
e d by eth m om b ee m t m n th
e ly q u e t ly r a n en o ,
a r er or

whi l li i n g n d b q u th d t
e v a y ly i m t b nj y d d u
e ea e o ea r nc o e o e e o e r

h i f m ily
s a ft h i d th a ing t h i
er s li ea d b qu t h d
.
e r ve s an e ea e

t th i f mili ft th i o e r a es a er e r

d th ea .

A ll m y nt b ut d by th N m n y b l gi ng t th M utu l
one co r
i
e e 0 o e e on o e a

m mb e in x er s f th m unt
e B fit C di t Fu d i wi thh ld
c ess o e a o en e re n s e

ac t u lly n d d
a h m nth t ee e by th m n g m t b ut it i
e ac o o e a a e en , s

a th li i d e ig t od byc es di t ib ut d m es g
na et th m mb s r e a on s e e er s
p y p
th d th f th m mb
e ea o i i b e fi t w kly W
e er s, s n en e s ee .
-

e ar e

wi thh ld by th e m g m nt f u d d n th p i ipl th t
e an a e e o n e o e r nc e a

f m i l ti n m ng t th
ro c r cu a th
o b t pl a o f s p t n e e es ace or our a ro s
!

m mb e un ti l u h t i m
er s th m n y i in th i
s c e as wn p k t er e o e s e r o oc e s

ffi i mb f d th d t h P ubli A
!
ar e a t
su c en nu er o un t n tea s an e c c co a s te

t o th
c a u se m n y t b di
e p t
o e ! n 2 d 1
o 9 04 h e w d b u t s or ,
a . n , ,
s o e

t ib ut d
r m g t th
e b n fi
a on s n h d in th M utu l
e e e o an e a

l i
c a r es
'
.
B fi t C d it Fu d t h b l en e re n , e a

n h vi g b n di t ib ut d t a ce a n ee s r e o

p t n i d n w i th t h a ro s n a c c or a ce e

p i i in t i fi t ro v s on s our c er c a es .

S m ig t i p pl o e n or a n or en v ou s eo e

p l i m d t h t f u l t ! r oc a e a a a

L if ei u st i nd whil th
n c er a n I t i th a i l f th m y n
, e e s e a rr v a o e o ne co

d th f th m mb
ea o f m et ib ut d by th e er s m mb ro th t r e e e er s a

m th t m th i
on gul t d by
o on
“ t th tims re f m tu i ty
a e d it se s e e o a r an

th l w
e f ave g it i p o a i thra fe, n u tt s imp os i s, er e or e, a er oss

ibl th t
s e h n pid mi f
a su c b ili ty un d
a e thi y t m t h
e c o er s s s e o av e

d th migh t u m ng t th
ea s u h
oc c r p id mi
a o f m s y m e s c an e e c o on e co

m mb e th t t h
er s n t ib uti na i g f m th
e co m mbr t h t it
o s n ro e e er s a

p id d f un d th pl n
r ov e or uld n t er lw y b p id ute a co o a a s e a o ,
 t
Fr a e r n a l in su r a n c e ( Co m ) t
C um ul a ive C r e d i t S t m ( C m) ys e o

wo uld be in uffi i t t p y th e
s c en o a h e n c e, th i n p ibili ty nu
er e s o oss

l im
c a s, th by u i ng wh t i
er e ca s a s d er o u y t m f wh t i k n wn
r s s e o a s
“ o

k wn
a
no
“
f il u a
in t h
re
bu i
.
”
w ld
e s n e ss or as in
ur e
t h b u in
.
!
e w ld s f il es s or as a a

“
T h e p r osp er t iy
a n d th e p e r p e tu ty i Th e p r esent memb er shi p of th e

of hi
t s p a n d ep en s ent r e l d i ly C umul ti v C dit C mp ny d
a e re o a an

up on th e ac qui iti s on of new th i p t i ty

e r ul d p
o s er p tu t co er e a e

b u i ne f
s ss ro m new pe op e l c on th y t m i n d fi ni t ly wi th ut
e s s e e e o

tinually th e qui i ti
ac f n w m mb
s on o e e e rs .

Un d e r t ish s y ste m t he re is an a ge Und erthi y t m i

s s s edi v id u l i no n a s

li mi t ,
an o c c up alti on r e st r c t on i i b d b ua rre f gec a up se o a e, oc c a

a nd a me i ca d l x e a m in ti a on. ti n o ill h l th th
or b in g ea ,
er e e

nei th g li mi t er a up ti n
e ,
o cc a o re

t i ti
s r c n m di l
on x mior e ca e a na

ti n o .

U n d t hi
er l n it i b s l t ly a s a so u e Un d thi
er y t m it i b l ut ly
s s s e s a so e
p
n y t h v t h m y wi th
e c essa r o a e e on e ne c e ssar y f th m y t b or e on e o e

wh i h t p y th m tu d p li
c o a e a re o d li e d b f th C ti fi t
v er e e or e e er c a es

i d it i anibl f th s o ss e or e ar e m tu d a d it i t hre f an s er e or e
c e s, p ,

ti m t e i wh p li i will
o a rr ve en o c es i mp ibl f th ti m t
oss e or i e e o a rr v e

b e m tu d wi th uta u ffi i nt
re o s c e wh th
en will t ber e uffi i n t no e s c e

f u d with whi h t p y th m
n s c o a e .
f u d with whi h t p y th m
n s c o a e .

Un d thi
er y t m p li y lls s s e a o c ca s U d n t hi
er y t m th ti m f
s s s e e e o

f or fix d m u t wi th ut f
a e a o n o re m tu i ty g
a r th m nt ov e r n s e a ou re

n
er e t th ti m
ce f m tu i ty
o e e o a r .
tu n d r Th e .m u t i fix d
e a o n s e

eq ui t bly in a d wi th th a c c or an c e e

tim f m t u i ty
e o a r .

Ow i ng i y f lif
t o th e un c er ta n t o e, U d n thi
er y t m th m tu i ti
s s s e e a r es

th i n quity x i ti g d thi
e e e s n un er s a r e so a dj u t d th t t h i quity s e a e ne

p l n ai y g t h w
s v er by r ea ,
as s o n i v y ligh t
s er d w s w ,
an e ar e no

th em n t p d i by t h d
a ou s ai n e e c ont mp l ti g e h ng i th
a n a c a e n e

c e ase d d th m unt ani d e a o s r ec e v e C rti fi t

e th t u n d
ca e so di a ,
er or

by th b fi i i e en e c ar es . n y di ti n t h b fi t d
ar c on o s, e en e s an

p ym n t
a will b i
e s b lute e n a so

qui ty O u p
e . t C ti fi t r r es en er ca e

t nd
s a t d y th s m to a q t
u i e os e

bl in th b u i
a e w ld e s ne ss or .

M on e y p a id b n fit i n t
o ut in e e s s o N t o ly i th m n y d i t ib ut d
on s e o e s r e

r e tu r n e d t b g in u d t
o e a a se o i nb fi t tu d en e s ul
re rne , as a r e,

B en e fit t h whose t ib ut d it o c on r e ,
b ut u o d how l g
r r ec or s s a ar e

b eca use the m mb i d d e er s ea . g wth f m th

ro wh ro iv ose o r ec e e

th B n fit b u w p y
e e e s, eca se e a

living m mb d th y lik
e er s an e e

th
u l
B n fit nd w t m
e

n e ssth y b l
e e

g t th m n
e
s a

e on !
o
a n

e
“ or e

t lly in mp t nt
a
”
co i ty e e soc e .

11
 q
Fr a t e rn a l I n s ur a n c e ( Co m ) C um u l a i ve C r e d i t tS t y s em ( Co m )

in y d th i g nu
D

T h e va ca n c i in th m mb hip es e e er s S ce mo n e o es e ma tur n

ca u d by d th ( whi h i th
se ea c s e d er our p l nath er e is no u c c ea

only thi ng th t m t u th a a r es e sity fo r a v a c a nc y oc c ur i n g be

p loi i ) m u t
c es b fill d wi t h n w s e e e ca use livi g m mbeth e i n e r r e c e v es

p pleo wh mu t m t th
e g o s ee e a e th di t b n fi t d i t h n
e r ec e e an s e

a nd h l t h q ui m n t
ea re re e s . b tte bl t er nt i b uta th n e o co r e a

wh n h fi t t t d
e e rs s ar e .

T he B e ne fi ts r eturn e d d un er t hi s Ou r ytmis s e dj u t d t p s so a s e a res

p l an s w h o gr eat i n quitye ra ng
‘
e nt t h t n t m th n
a f o or e a or

ing fr om f or i tu n d t us m m re r e o o r e

( seld om, if l h m tu i ty f th i
‘
ev er , is it ess t an b er sn th o e a r o e r

f or to ov e r C rt i fi t
e ( T h t i
c a es x t ly . a s e ac

f or Th e aver age is over wh t w h v d n

a f e a e o e so ar .

f or ( T h is sta t e me nt f or or f or c oul d

is i g b ut it i b l ut ly
a ma z n ,
s a so e be r e tur ne d e as ily in a h
s or t

t u r ! ifyi ng i n t n
e . will er s a c es t i m if e p eop e l wou ld c a st p e
r

b gi n t t h
e ve wh wi h o ose o s
j ud i t ce o on e s id e an d use a l ittl e

th m) e . re a so n f P re j u di ce i h ild f
s a c o

I gnor ance — a s p il d
o hild
e c

at h t) t a .

T he q ui k c er t he p o c is mat ur e li y d Th e q ui k u C tifi t c er o r er ca es ar e

th e g t r ea er t he r at o r etur ne to i d m tu d th l
a th rem u nt e ess e a o re

th e a mount co nt ib ut d
r ( E x e . tu n d r un d e di y di er or n ar co n-

a mp l e —P e ter ! on D e e sten, T ent ti W h v lw y

ons . tu n d e a e a a s re r e

No . 34 ! . O . T . M .
, B ro o klyn , a nd ar e n ow r e tu r nin g
N .
j i dYt t h
.
g
,
f 44 o ne a e a e o , f or In ! u n e, 1 903 , o ur

co nt ib ut d r t th B n fit e o e e e t mei of ma tur i g n wa s 70
Fun d n d di d d u i ng th m nt h
a e r e o wee ks A t p r esent ( M ay, 1 904)
.

o f F b u y 1 904 e g d 44r n d ar , ,
a e ,
a we a r e ma tur i n g in 6 7 week s!
!hi wid w
s i d o r e c e ve f or B en e fi ts to p a t
f or r ons du i g r n al l t h a t t im e and

me s ! M c Laugh lin, mem b of

we p ay t h em ever y week Why
!
.

a er
ld d
.

i in t h e wor t y ou g et in !
!
on
L sb on T e nt, ! O T M Lis
f id ?
. .
. .
,
Yo u
b on, O hi o, j i d o ne at th e a ge of
A ra Ba h ! ca n sca r c e

ly find a n o l d woma n, mor e,

3 0, c o nt r ib ut d e to th e
an y

B ene di d d u in g
fit Fund an d e r
wh o i s too t m d t o r i i id e on th e

th m nth f F b u y 1 904
e o o e r ar
c a re ! T hy
e use d to be quit e

ag d 44 nd hi wi d w
e iv d a s o
,

r ec e e
,

p l e nt iful . W h at ar e y ou a raf id
wn wea kne ss,
,
of ? Y o ur o no t
f or
o urs — We are th e str on g est in
H un d d re s of s i mil ar c a se s can b e
stitution in th e wor ld Yo u
gi
.

v en .
g u ess n ot ? G uess a g in y
a ,
ou r e
!

wr on g .

12
 O ur P lan in B r ie f

A p r each er cam e int o th e H om e O fii c e on e day and W ish ed

to see Mr Fit z simm ons in r efer enc e to th e busin ess A b r oth er
.
.

minist er wh o had sp ent som e months in inv estigating th e plan

,
“ “
,

h ad t old him that it was m ost wo r thy and want ed him To

c om e in H e r ej ect ed a p r e f er r ed chai r stating that h e was
.
,

in a g r eat hurr y .

H e said to Mr Fit z simm ons . Can you ex plain this b usin ess
,

“
to me b r i efly ?
Yes sir ,
M r F r epli ed
,
I can explain it with on e wo r d
. .
,

if you c an comp r eh en d it with one wor d That is a matt er that .

”
r ests entir ely with you .

His smil e had a sort of sta r tl e d app ea r anc e as th e id ea

“
struck in and h e ask ed f or th e wo r d
”
,

Giving ! said Mr F . .
.

Th e sta r tl ed smil e chang ed in to a l o ok of astonish ed p er

p le
“x ity and h e murmur e d
!
I am afr aid I can t und er stand it fr om that .

That on e w or d pictu r es th e W h ol e plan cl early and b ea n

tif ully to th os e wh o kn ow
”
said M r F I m so r r y y ou can t
,
. .
“ ! !

see it . C om e in wh en you hav e mo r e tim e .

That was ab out eight m onths a g o and h e has n ot yet r e

tu r n ed .

Giving is th e opposit e of coll ectin g and p erhaps h e —

, , ,

thought of th e old p r ov er b — Th e sho emak er should stick to

his last !
That th e word giving expr ess es cl early th e p rincipl e o n
which our syst em is bas ed is a fact You should r em emb er .

that th er e can b e nothing giv en unl ess that which is giv en is

r ec eived by som e on e els e You can giv e yours elf nothing If
. .

you giv e you must giv e to o th er s If you r ec eive you must

,
.
,

h ave oth ers give to you .

O ur plan is on e of syst ematic giving and r ec eiving .

We issu e C er tificat es simila r to insu r anc e p olici es to th os e

, ,

wh o mak e application f or th em Th er e is no application f ee . .

T h e C er tificat es a r e numb er ed c ons ec u tiv ely as issu ed Each .

C er tificat e calls f or a co n t r ibutio n of p e r w e ek or

e v er y fiv e w eeks to th e g en er al fund th e maj o r p or tion of ,

which is f or th e Mutual B en efit C r edit Fund to b e us ed in call

in g in or in maturin g th e old est outstanding liv e C er tificat es
e ach w eek acc or ding to th e t erms of th e C er tificat e which so
, , ,

13
 '

f ar , has r etu r n ed a n et av er ag e p r ofit of ov er 200 p er c en t p er

ann um to th e pat r on s on th e am oun t c on tr ib ut ed by th em a n d ,

th e balanc e b el on gs to th e Exp en s e F un d to b e us ed as th e man

'

a g emen t may di r e ct O ut of th e Exp en s e F und a r e paid all

.

th e exp ens es of op er a tin g th e va r i ou s ofii c es th e r emun er atio n ,

of ag en ts th e p r i n tin g etc
, ,
Th e Mutual B en efit C r edit Fund
.

c an b e us ed f or th e p u r p o s e of mat ur i n g C er tifica te s on ly .

Wh en a C er tifica te is issu ed it r ec eiv es a n umb er which al

ways d esign at es its r elativ e p osi ti on to th e o th er s in fo r c e an d ,

this n umb er is th e on e imm ediat el y f oll owing th e last C er ti

fic ate iss u ed .

Exa mpl e — O n Ap r il 3 0th 1 903 th e n umb er of th e last C er

, ,

tific a te i ss u e d was 3 3 1 8 an d th e last C er tificat e ma tu r ed wa s

A t th e cl os e of that da y s w or k n umb er 3 3 1 8 was at th e
!
213 .

en d of th e n umb er in g li n e T h e n ext da y as applications w er e

.

r ec eiv ed n ew C er tificat es w er e issu ed in th e u sual mann er and ,

so on as da y f oll ow ed day an d w e ek s u cc e ed e d w eek un til n ow , ,

( May ,
th e last n umb e r w r itt en is n ea r ly 93 00 an d th e

“
last numb er paid is ab ou t 2000 Thus y ou se e n umb er 33 1 8
which was c on sid er e d a high numb er wh en it sta r t ed is a
.
, ,

,
,

”
v er y low numb er n ow .

J om m g a lin e buyi n g th eatr e tick ets dur in g a r ush would

giv e y ou an id ea of our syst em p r oviding th os e wh o s ecu r ed ,

th ei r tick ets an d d r opp ed off th e fr on t en d of th e li n e w ould

g e t in li n e agai n at th e r e a r f o r m o r e Un d er ou r pla n th e m o r
. e ,

th ey g et th e m or e th ey wan t Catch th e id ea ? .

T h is sp a c e is r e se r v e d l o c a l r e p r e se nta ti v e s to
for o ur
sta m p t h e i r n a m e s a n d a d d r e ss in I f y o u d e si r e m o r e ih
.

f o r m a ti o n o r if y o u W is h to j o i n in th e g o o d w o r k c a l l o n
, ,

o r a d d r e ss t h i s r e p r e se n ta ti v e T h e se b o o k l e ts a r e f u r n i s h e d

“
.

f r e e to a g e n ts a n d ”p a tr o n s I f y o u p a y t h e m 1 0 c e n ts f o r it
.
,

th e n t h e ir p r o fit wo u l d b e 1 0 c e n ts S e e p a g e 6 . .

14
 T h e I m p o r ta n t ! u e s tion

H ow long a tim e wi ll qui r ed to matu r e Cer tific am

be re
“

tak en n ow is an all imp or tant qu estion b ecaus e p eopl e ar e not

y e t e d u cat e d in th e b u si n ess so but that th eir on e id ea is

c ent er ed on h ow much th ey ar e g o in g to g et out of it and

h ow quickly th ey can g et it In c on sid er i n g th e busin ess th ey
.

seld om obs er v e it as a whol e but c ent er th ei r thought in s elf

,
.

Th ey d o n ot r ealiz e that th e r eal s tr eng th of th e busin ess

d ep ends on what th ey all d o an d that th e individual is b ut a
v er y small pa r t of all If th ey wo uld all j oin to g eth er and c en
.

ter th ei r th oughts up on th e acc omplishm ent of a c er tai n en d

and let that en d b e th e c ontr ibuti on of mon ey w eekly f or th e
p ur p os e of th e r apid canc ellation of C er tificat es n o matt er wh o
,

th ey b el ong to th ey w ould s oon l ea r n that th ei r own r ewa r d

,

w ould com e quick er .

P eopl e wh o consid er th ems elv es int ellig en t a r e ludic r ously

fo olish wh en th ey enc ount er th e qu esti on of m on ey or mat er ial
gai n It is b ut th e r es ult of c en tu r i es of fals e educati on in
.

that r esp ect For insta n c e what c ould b e m or e r idic ul ously

.
,

c omical than th e f oll owin g abs olu tely t r u e stat em en t : A

t an c y b eca us e th e busi n ess is

“
p er s on w ell abl e to ca r r y 2 5 C er tificat es aft er w eeks of h esi
,

to o g oo d to b e t r u e
”
fin ally
,

m u st er s up th e c our a g e to tak e on e or two C er tificat es and ,

a ft er h e has paid 1 5 o r 2 0 w eeks d esi r es th e manag em en t to

fig ur e out exac tly wh en his C er tificat e will matu r e and kicks ,

b ecau s e th e estimat ed tim e is th r e e or f our w eeks l on g er tha n

was r equi r ed to p ay s om eon e els e ! Th e r idic ul ous sid e of p eo
p le is sh own by th e fact that
“
th e
”
y will n o t j o

at fi r st b eca us e it is to o g oo d an d af ter th ey g et in it
i n in this pla n

i sn t g ood en ou gh ! I am pl eas e d to sa y h ow ev er that we

!
, ,

hav e man y pat r on s of s uffici en t en light en m ent so that th ey

hav e advanc ed at l ea st on e g r ad e ; th ey a r e n o l on g er in th e
p r ima r y gr ad e Th ey hav e l ea r n ed s om ewhat of th e r eal
.

val u e of th e b u sin ess an d wh er e its r eal st r en gth li es B ein g

,
.

d esi r ous of p er p etuati n g it th ey w or k to th e c o mm on i n t er est

,

o f all .

N ow I a m g oin g to giv e a c on s er va ti v e estimat e of th e

p r obabl e tim e it will tak e f or th e mat ur ity of C er tificat es
iss u ed now .

15
 S eventy weeks sh ould b e about th e ext r em e l imit of t im e
r e qui r ed with th e p r obability of matu r in g in about 60 w eeks

and th e p ossibility of matu r ing in 5 0 w eeks .

What do I bas e my calc ulati ons on ?

My knowl edg e of th e busin ess in d etail and of th e new

( S e e
“
t err it or y we exp ect to O p en up b efor e th e fi r st of Jun e 1 905 :
How t o Figur e Tim e o f Matur ity pag e ,
,

R ead er I w ould not willingly misl ead you nor any on e

,

els e in r e ga r d to this busin ess and ev en w er e I so inclin ed , , ,

yo u must admit that it would b e foolish f or me to do it

b ecaus e it w ould tak e but a short tim e f or you to find me out .

I wish to call your att ention to but on e littl e p oint and that
is should it tak e 1 00 w eeks to matur e th e C ertificat es th e
,
.

b en efits r etu r n ed to you ev en und er thos e conditions w ould

, ,

b e ma r v el ous Why should you h esitat e ? Why d o y ou d elay ?

.

O RLA ND O ! FIT ! S IMM O NS . .

Why th e T im e of Ma tu r ity Fl u c tu a tes

O n F ebrua r y 2 8th 1 903 we w er e maturin g in 64 w eeks ;
, ,

on Jun e 20th 1 903 th e tim e of matu r ity had ext end ed to 70

, ,

w eeks ; on S ept emb er 12th 1 903 th e tim e of matu r ity was 43 , ,

w eeks ; on F eb r u a r y 27th 1 904 th e tim e had again ext end ed

, ,
!
to 6 2 w eeks This is a y ear s r eco r d
. .

What caus ed this fluctuation in th e tim e of matu r ity ?

Answ er Th e fluctuatio n of th e volum e of n ew busin ess
.
-

w r itt en each w eek b eginning dur ing th e p eriod ex t endin g f r om

Nov emb er 1 2th 1 901 to D ec emb er 27th 1 902 ( N otic e th es e
, , ,
.

dat es partic ula r ly ) .

T o und er sta n d this you must vi ew th e busin ess as a whol e .

R em emb er that th e C er ti fi cat es ar e numb er ed cons ecutiv ely

as issu ed and we always matu r e th e old est as th ey a r e r each ed
, .

You must b e abl e to r eali z e that th er e ar e two ends and a

mid d l e to its b ody c o r po r at e and that we a r e c onstantly add ,

in g to on e en d and t earing off th e o th er Ev er y w eek we ar e .

issuing n ew C er tificat es and payin g old on es Thus th er e is .

a constant and st eady m ov em ent towar d th e f ront of each and ,

i
ev er y liv e C er t ficat e each w e ek F or exampl
, e : O n F eb .

r ua r y 2 8 th 1 903 our last numb er writt en was 2 1 82 and o ur

, , ,

last numb er paid was 1 3 2 whil e at th e p r es ent tim e our last ,

numb er writt en is 92 1 6 and th e last numb er paid is 1 990 Sub .

tr act 1 990 fr om 21 82 and y ou will p er c eiv e th e wond erful

16
cha n g e tha t has tak en plac e d ur ing th e f ew m onths sinc e Ma r y
A Cal ey of S an F r ancisc o mad e applica ti on f or an d r ec eiv ed
.

C er tifica te n um b er ed 2 1 8 2 an d b ec am e th e last ma n
” —until
“
th e n ext m or nin g W eek succ eed ed w eek an d th e t ea r in g d own
.
,

and b uildin g up p r oc ess w en t on Th os e wh o had s ta r t ed ah ead

.

of h er d r o pp e d off on e by on e b y matu r ity an d lapsation and

, ,

n ewc om er s w er e add ed to th e m emb ership r anks dail y N ew .

offic es w er e Op en e d an d th e w or k w ent gail y on wa r d T h e ma .

j or ity of th os e sh e h elp e d to b en efit app r e ciat ed th e fav or s r e

,

c eiv e d and u p o n r e c eip t of th ei r b en efits t o ok n ew C er tificat e s

, ,

which w er e is su ed af t er h er s n ec essar i ly until n ow sh e is n ea r

, ,

th e co v et ed mat u r it y g oal with ov er liv e C er ti fica tes call

in g in th e c on tr ib u ti on s f r om which sh e wi ll in h er o r d er r e , ,

c eiv e h er b en efi ts .

“
Is th er e an y thing myst er i ous or s up er n atur al in that ? Is

“
”
this accomplish ed r esult a n imp ossibl e on e ? Is th er e any

“
”
thin g fr au d ul en t in th e p r o c ess ? Is it ev en an uns ound or
”
dan g er ous syst em ? Y et nin ety nin e busi n ess men
.
-
( m er
chants lawy er s bank er s
, ,
out of a h un d r e d had th e mat
, ,

“
ter b een r ef er r e d to th em at th e tim e sh e sta r t ed w ould hav e ,

“
”
told h er that sh e was fo olish ; that th e whol e thin g was a

“
” ” ”
fr aud a fak e
,
a g old b r ick,
Why ? B ecaus e in th eir
.

own b usin ess th ey ar e oblig ed to use m or e or l ess d ec ep

”

ti on in or d er to b e succ essful Don t y ou b eli ev e that ? Just

.
!

en t er int o busin ess un d er th e p r es ent comp etitiv e syst em and

you will quickl y p er c eiv e th e truth of it if you a r e h on est with ,

your s elf Th ey wer e j u d gin g us by th ems elv es — th eir only

.

—
st anda r d of m easu r em ent b ecaus e th ey cannot un d er stand ” “
a busin ess wh er ein all th e truth can b e t ol d .

( W e t ell what o u r p r o fit is — d o th ey ? ”

W e distr ibut e th e actu al p r ofits of th e busin es s amongst

”

our pat r ons — do th ey ?

We do m on ey b el on gin g to our p atr ons f o r our
n ot u se th e

own p r i v at e gain b u t pay it to th em as s oon as it is r ec eiv ed

,

d o all oth er busin ess es d o th e sam e ?

A cl ea r un d er stan ding of our c r itics plans of making !

”
m on ey an d our p lan will mak e appa r ent to you man y oth er
co mpa r is on s that a r e wo r th consid er in g and which will r efl ect ,

n o disc r edit on u s If you wi ll d evot e as many y ears of stu dy to

“
.

“
th e sci enc e of M on ey an d C omm erc ialism as th e w r it er you will
find th at th e av erag e busin ess or prof ess i onal man lives
” ”
in a glass hous e comm er cially and h e can g aih n othing b y
, ,

th r o wing st on es at our g r a n it e st r u c tur e ) ( S ee pag e .

Th e 1 990 C ertificat es that hav e b een canc ell ed by matu r ity

and lapsati on w er e n ot all w r itt en at th e sam e tim e but th ei r ,

wr iting c ov er ed a p er i o d of 65 w eeks b e ginning N ov emb er ,

12th 1 901
,
Du r in g th e fi r st 13 w eeks of this 65 w eek p er io d
.
-

3 03 w er e writt en ; du r ing th e n ext 3 1 w e eks but 2 51 w er e w r it

ten ; du r in g th e n ext 9 w eeks 2 30 w er e w r itt en ; during th e n ex t
,

2 w eeks 41 3 w er e w r itt en and du r ing th e n ext 1 0 w eeks 778

, , ,

w er e wr itt en N ow r ealiz e that in this busin ess th e last b e

.
,

co m es fi r st that is that th e busin ess w r i tt en in any giv en

, ,

p eriod of tim e will s oon er or lat er b e r each ed in matur ity and ,

in ord er to hav e th e tim e of matur ity r emain abs olut ely sta
tion ar y we w ould b e ob lig ed to matu r e C er tificat es within th e
sam e p er i od of tim e in which th ey w er e w r i tt en For instanc e .
,

by r ef er r ing to th e ab ov e fi gur es in o r d er to k eep th e tim e of

,

matu r ity stati onar y we w ould hav e b e en oblig ed to matur e

th e fir st 3 03 w r itt en du r i n g a 1 3 w e ek p er i o d in 1 3 weeks ( an
-
,

av er ag e of 2 3 p er w e ek ) whil e th e 25 1 that follow ed aft er

,

th em could hav e had a 3 1 -w eek p eriod f or th ei r matu r ity ( an ,

av erag e of only 8 p er w eek ) with out any ex t ensi on of tim e ,

pro viding but on e w e ek s busin ess was tak en up at matur ity

!

durin g a on e w eek matu r ity p er i od .

Glanc e agai n at th e ab ov e figur es an d you will see that th e

230 writt en du r in g th e 9 w eek p er iod sh ould hav e b een p aid
-

in a co r r esponding p er i od of tim e and als o that th e 41 3 writt en

in a 2 w eek p er iod w ould hav e had to hav e b een canc ell ed at
-

th e r at e of ov er 2 00 p er w eek to hav e k ept th e tim e fr om ex

t ending wh en th ey w er e r each ed f o r matu r ity and th e 778 ,

writt en during th e last 1 0 w eeks of th e t er m would hav e r e

qui r ed a matu r ity of about 7 8 p er w eek to p r ev ent fluctuation
in th e tim e whil e th e fact of th e matt er is that our paying
,

pow er was suffici ent to pay th em onl y ab out on e half that fast - .

Th e av er ag e tim e of matu r ity of th es e 1 990 C er tificat es was

about 54 w eeks Is n ot that r eally wond er ful ?
.

T h e tim e of matu r ity will always fluctuat e b ecaus e whil e ,

th e t ear ing down p r o c ess is st eady and p er sist ent th e oth er ,

end of th e body c or p o r at e is er r atic that is th e g r owth f r om , ,

w eek to w eek shows a g r eat fluctuatio n and th e caus e of this

.
,

fluctuati on is p r incipally d ue to n ewspap er attacks .

S om e p eopl e hav e no c on fi d enc e in th eir own opinions and , ,

lik e a d rowning man gra sp frantica lly at anythin g in eight

,

18
in th e shap e of an o pini on fr om s om eb o dy els e and th ey ar e ,

s
“
o us ed to acc epting th e Opinio n s O f n ewspap er r epo r t ers as

“
th eir articl es O f faith that th ey s eld om if ev er qu estion
”
, ,

what th ey r e ad in th e pap er but acc ept th e stu ff as r eliabl e

,

inf ormati on Gr eat ca r e sh ould b e ex er cis ed in sep ar atin gd h e

. n

f ew grains Of t r uth f r om th e bush el of fals e and i gno r ant stat e

“
m ents in th e daily n ewspap er R epo r t er s ar e hi r ed to mak e
.

good stori es out of what ev er mat er ial com es to hand It s .

!

“
a big j ob to fill a la r g e daily pap er with truth ev ery day Think
”
Of th e am ount Of n ew busin ess r equi r ed in that lin e to k e ep
.

it up !
During Ma r ch Ap r il an d May 1 903 we w r ot e a littl e ov er
, , ,

1 7 00 and du r ing Jun e July and August foll owing we wr ot e

, ,

but 8 5 0 an d of th es e latt er a b out 2 5 0 imm ediat ely laps ed Why ? .

B ecaus e th ey had r ath er tak e th e w or d O f s om e n ewspap er r e

p o r t er wh o kn ows absolut ely n othing ab out th e busin ess than
, ,

to r ely upo n th ei r own cl ea r er judgm en t A l ull in th e wr it

.

in g O f n ew busin ess f or an y c onsid er abl e l en gth Of tim e always

has a t end ency to sh or t en th e tim e Of matur ity wh en th e p r op er
tim e com es Th e syst em is aut omatically s elf adjustin g so
.
-
,

th er e is n o caus e f or anxi ety on acc ount O f th es e lulls Th ey .

a r e b en eficial r ath er than d et r im ental to th e busi n ess ( S e e .

pa g e

H o w to Fig u r e M a tu r ity T im e
Ma ny p er s on s wh o w ould b e unabl e to s olv e a simpl e p r ob
lem in cub e r oot or ev en simpl e fr acti on s with out hun ting up
”
th e Old a r ithm etic to fin d th e r ul e att empt to figu r e out
,

th e app r oximat e tim e it will tak e to matu r e our C er tificat es

issu ed at any giv en tim e Th ei r usual c ou r s e is to subtract
.

th e n umb er of th e last C er tificat e paid fr om th e n umb er O f

th e last on e issu e d an d divid e th e r emaind er by th e p r es ent
av er ag e w eekly matur iti es to d eter min e th e numb er Of w eeks
it will tak e to matur e th e n ex t on e w r itt en thus ,

NO . oflast C ertificat e w r itt en

NO . of last C er tificat e p aid

T otal C er tificat es outstan di n g

Av er ag e w eekly ma tur i ti es
It will th er ef or e tak e as ma n y w eeks to pay 7 200 as 3 6 is
c ontain ed in 7200 or 2 00 w eeks ! That loo k s r eas on abl e d oesn t !

it ? Mayb e it sounds r eas onabl e to y ou too but it is wr ong , ,

.

19
I t i sn t th e answ er p r int ed in th e b ook of actual exp er i enc e
!
,

which of n ec essi ty is th e c or r ect answ er For i n stanc e th e

, ,
.
,

numb er Of th e last C er tificat e issu ed on Ja nua r y 3 l st 1 903 , ,

was 1 7 8 6 th e last on e paid was 1 06 and th e av er ag e w eekly

,

maturiti es at that tM e was 6 N ow sub tr act and divid e as .

abov e and you will fin d that th e r esult sh ows that it sh ould

five y ears ! That is you r

” “
hav e tak en 280 w eeks to ma tu r e C er tificat e numb er 1 7 86 ! O v er
answ er Obtain ed und er th e a b ov e
rul e.

Now what is th e c orr ect answer ? T h e tru e answ er is 64

,

w eeks ! ( A d ifier en c e of 21 6 w eeks — f ou r y ea r s ! Y ou sh ould

b e abl e to guess cl os er than that ) .

How do we know 64 w eeks is th e co r r ect tim e ? That s !

easy .Th e Cert ifi cate h as already b een p aid and it ma tur ed

in j ust 64 week s f rom J anuary 3 l st 1 903 S imi la r d isc r ep en
, .

ci es will app ea r by th e s am e m ethods b ei n g f oll ow ed in r ef er

enc e to ev er y Cer tificat e we hav e matur e d sinc e th e busin ess

b egan an d ev er y on e we will matu r e in th e futu r e Wh er e .

do es th e er ro r lie ? In th e i gno r anc e Of th e d etails causin g fals e

p r emis e f or th e basis of th e fi r st c alc ulation .

“
In calculating th e pr obabl e tim e o f matur ity of C er tificat es
”
wr itt en n ow we must not on ly tak e into consid er ation th e
numb er of th e last one w r itt en th e last on e paid and th e ,

“
th e lulls
” “
p resent av er ag e matur ity b ut we must c on sid er th e eff ect of
,

( S ee Wh y Tim e of Matu r ity Fluc tu ates p a g e 1 6 )

”
,

that hav e o ccu r r ed dur ing th e p er i od cov er ed by th e a g e Of

“
th e p r es ent Old est outstan ding C er tificat e ; th e n umb er of th e
laps es ”
that hav e occu r r ed b ecaus e th ey hav e th e sam e
,
”
eff e ct as lulls ; th e location of th es e laps es ; th e p r obabl e
av er ag e w eekly matur iti es f or th e entir e p erio d c ov er ed by
th e calculati on and a f ew mino r d etails
,
!

( S ee articl e on T h e .
“
”
D eta ils of th e Busin ess on p ag e 2 3 als o l ett er to Milwauk e e
, ,

ag en t pag e,

If you r ea lly must figu r e star t right and figure ri ght

, .

A f ew ev en in gs a g o I was givin g s om e y oun g men s om e easy

p r obl ems tha t r equi r ed a littl e Caus e to E ff ect r easonin g f or
th ei r s oluti on O n e Of th e p r obl ems whil e r e qui r ing two or
.
,

thr ee lo gical st eps in its elu cidati on was n ev er th el ess v ery , , ,

simpl e That -is it was all so plain wh en th e c orrec t ans wer

.
,

was known In giving tha t p r obl em o n di ff er ent o ccasi ons

.

” “
to busin ess p r of essi on al men a n d ev en c oll e g e g r aduat es I
,

hav e r ec eiv ed answ er s ranging fr om 1 to O n e of

.

20
th e young men t ook a p enci l and piec e of pap er and r ed
“
fi gu
f or ab out ten minu tes on th e p r obl em an d at th e en d of th at
tim e was as f a r O ff as ev er I finally gav e th em th e answ er
. .

so ea r n e stl y
“
”
T h e o n e wh o had figur ed stopp ed sh or t an d
.
, , ,

aft er a m om en t s h esitati on said : S ur e ! O f c ou r s e ! Wel l

!
,

d ecla r e ! H er eaft er I am g oing to think b efore I b egin to

He is a b r ight intellig en t y oun g

,
awa y ab ov e th e
ma ,
n —

av er ag e — unc on sci ously h e utt er ed th e g old en r ul e of math e

matic s— T hink b efor e you figur e !
( D o n t f or g e t!
to l oo k at Th e D etails O f th
“e Busin e ss on ,
‘
pag e 23 als o l ett er to Milwa uk ee ag en t pag e
, ,

La p sa tio n
This is a subj e ct on which th e av er ag e man is p r of oun dly
igno r an t H is id ea of it is extr em el y hazy at b est H e is usually
. .

“
of th e Opi n i on that lapsati on is n ec e ssa r y to r etu r n th e
pr ofi ts ”
. I t is of littl e u se to talk to m en wh o d o n ot thin k
o r men wh o can n ot r eas on If you will an sw er th e f ollowin g
.

questi on s f or y ou r s elf an d a n sw er th em in t ellig en tly usin g a ,

small am ou n t of an alytical r eas on y ou will th en und er stan d

,

that we d o n ot d esi r e lapsati on ; you will r ealiz e that lapsati on

is an evil in s tead of a b en efi t an d tha t th o s e C ompan i es wh o
tell th e p ublic that th ey wish lapsati on a r e d o i n g so with in
t ent to d ec eiv e or els e th ey a r e ig n o r an t of th e tr u e p r incipl es
,

on which th ei r b u sin e ss is f oun d e d In eith er cas e th e man

.

a g emen t is un w or t h y W e hav e a busin ess in which th e tr uth

.
,

th e wh ol e t r uth an d n othi n g b ut th e t r u th n ee d b e t old Wh en .

ev er we find an a g en t wh o is mis r ep r es en tin g th e busi n ess in

any ma nn er we ei th er p u t h im on th e r ight t r ack or els e dis

,

cha r g e him at onc e .

H er e a r e th e qu esti on s m en ti on e d ab o v e
Why sh ould we d esi r e la psati on ?
D o es a man wh o is in th e b u si n ess of r aisin g h or s es d esi r e
m
” “
his y oun g c olts to d ie ? D oes a an in th e g r oc er y busin ess
d esi r e an y of his c us tom er s to laps e ? Is th er e a Lif e In
s ur a n c e C ompa n y in exist en c e tha t d esi r es lapsati on ?
If ev er y m emb er of th e N ew Y or k Lif e In s ur an c e C ompany
laps ed thi s y ea r th ey w ould hav e at l east twic e as much paid
u p i n s ur a n c e on th ei r b o oks as th er e is mo n ey in th e r es er v e

fun d Th ei r pa tr on s w ould imm ediat ely c eas e pay ing in an y

.

p r emiums ; th ei r O ffic es all ov er th e w or ld w ould b e clo s ed and ,

21
 0

th ei r a g ents w oul d imm ed iat ely b e th r own out O f empl oym en t ,

and th e b usin ess would com e to a stan ds till S upp o sin g but .

half O f th ei r m emb er s laps ed w ould tha t n ot b e j ust half as

,

bad as though th ey all laps ed ? Th e sam e w ould apply to on e

fou r th or on e t enth Of th e m emb er ship or ev en on e si n gl e in
-
,

dividual .

T h e manag em en t of th e N ew Yo r k Lif e Insu r anc e C ompany

kn ows that it is bad f or th em and bad f or th ei r p at r ons to hav e
laps es .

With our institutio n we n ow hav e ab out ,

laps es b e
tw een th e last numb er w r i tt en and th e last n umb er paid Th es e .

laps es ar e scatt er ed all th e way thr ough Th er e hav e b een many .

instanc es wh er e pa tr on s hav e paid 3 0 O r 40 w eeks and hav e

volunta r ily laps ed th ei r C er ti fi cat es b ecau s e of s om e want only
“
“ “
”
igno r ant n ewspap er attacks or b ecaus e th ey h ea r d that ,

“
” ”
th e G ov ernm en t was g oin g to put u s out of b usin ess .

”
If th e G ov er nm en t c ould hav e put us o ut of busin ess it
would hav e b een d on e l on g a g o .

W e d o not c ou r t Opp osition but at th e sam e tim e we hav e , ,

a sup r em e c on t empt f or th e p u er il e w eakn ess Of our p r es en t

O p p on en ts .

T h e pat r on s wh o so laps ed w er e undoub tedly f eebl e mind ed -

,

o r els e th ey w er e dis gusti n gly lackin g in c ou r ag e P er haps .

th e mild est way to put it w ould b e that th ey w er e n ot st r ong

charact er s .

D O you thin k I am too s ev er e ? Let us dispassionat ely

analy z e th eir c on diti on That th ey en t er ed i n t o th e plan is
.

self evid ent

- b ecau s e th ey mad e applicati on f or a n d r ec eiv ed
,

th ei r C er tificat es els e th ey could n ot hav e laps e d th em

,
This .

d em onstr a tes cl ea r ly that th ey must hav e thought w ell of it

wh en th ey sta r t ed in After havi n g on c e star t ed to laps e is
.
,

to admit a w eakn ess of mind eith er at th e tim e of sta r tin g or

,

at th e m om en t of lapsing It d emonstr at es cl ea r ly a lack o f

.

stability if n ot f eebl en ess .

This do es n ot apply to th os e pat r on s who met with fin an

c ial r ev er s es an d w er e obli g ed to r elinquish th eir holdings .

Th er e w er e but v er y f ew of th es e .

A lapsation is an ackn owl edg ed w eakn ess eith er in mind o r

in p ock etbo ok A timid p er s on admits w eakn ess A c oward
. .

is w eak C owar ds ar e n ev er p r ais ed in th e a r my and we c an

.
,

only pity th em f or th ei r w e ak n ess P eopl e wh o hav e not th e .

c ou r ag e to stand fea r l ess ly f or th e r ight as th ey see it d o n ot

'

mak e str ong patr o n s .

22
 Th o s e pat r ons wh o j oin ed in this plan c a r r i ed th ei r C er ,

tific a tes th r ough to matur it y an d acc ept e d th e b en efits b e

stow ed O n th em by th ei r f ell ow patr ons and th en r efus ed to r e
c ip r oc a te to th e b est of th ei r ability ar e d es er ving of th e
,

s ev er est r ep r o of What is th e mak e up Of a cha r act er wh er ein

.
-

g r atitud e f or fav or s ex t end ed is an un kn own quantity ? Do

such s elfish c r av ens d es er v e th e b en efits r ec eiv ed ? How ev er ,

we know th er e a r e such p eopl e an d that th ey a r e to b e found in

all class es Of s oc i ety in all kinds O f busin ess and in all or gani
,

zation s which bind men to g eth er f or a commo n purpos e We .

u sually find th em out ea r ly b ecaus e it tak es b u t a f ew w eeks

,

f or our C er tificat es to matu r e Good r iddan c e to bad r ubbish !

.

If th e coat fits p ut it on
,
.

If th es e C er tificat es had n ot laps ed we w ould hav e had

that mu ch m or e m on ey with which to matur e C er tific at es an d
th e inc r eas ed paying p ow er would hav e actually sh or t en ed th e
tim e O f matur ity to th e b en efit of all c on c er n ed .

Why is lapsati on d esi r abl e ? An sw er it ! ( S ee pag e

T h e D e ta il s of th e B u s in e ss
It is n ot n ec essary f or you to know th e d etails of t el eph on e
const r ucti on in or d er to use th e instr um ent It will wo r k just .

“
”
as w ell wh eth er y ou und er stand all ab out it or n ot Yo u .

”
do no t n eed to kn ow all ab out a l oc omotiv e to r id e on th e
cars Th er e a r e el ect r icia n s an d engin e er s wh o attend to th e
.

d etails It is n ot es sen tial f or yo u to kn ow all ab out th e in

.

tr ic ate d etails of th e lif e insu r a n c e syst em b efor e you tak e out

a policy Th er e a r e actua r i es and manag er s who att end to
thos e thi n gs
.

It w ould tak e a l ong tim e f or you to und er

.
“
”
stand all ab out it ev en aft er th e p r epa r ato r y math ematica l
instr uction n ec essa r y .

We giv e y ou in this pamphl et an id ea Of th e p r incipl es um

d er lyin g ou r syst em which is all you hav e of th e abov e men
,

tion ed conc epti ons Of human int ellig enc e We ar e willing to

.

explain th e d etails at any a n d all tim e s and tr y to answ er th e

,

m o st t r ivial and unc on s equ en tial qu esti on s in a co u rt eous and

kindly mann er as th er e is n othi n g to hid e — nothin g to c ov er
,

up T h e tim e will s oon com e h ow ev er wh en our ability to

.
, ,

l ook after th e d etai ls in an int ellig en t ca r eful and trust ,

worthy ma nn er and thus r em ov e that unn ec essa r y w eight from

our p at ro ns w il l b e mo r e g en er a lly r e co gni z ed We know this .

23
machin e th or oughly an d hav e p r ov en c on c lusiv efy tha t we ar e
fully c omp et en t to r un it W e hav e aut omatic safety d evic es
.

a t ev er y c r ossing a n d th er e ar e n o t r ains ah ea d Of us , ei th er

c oming or g oin g an d th er e is n o dan g er o f r ea r en d c ollisi ons !

“
-
,

Th er e ar e a f ew e as y g r ad es b ut th ey giv e us a do wn hill ,
”
-

pull wh en th e summit is r each ed Just b uy y ou r tick et and g et .

a b er th and r est qui etly W e ll call you wh en you r stati on is

.
!

r each ed W e a r e wid e awak e an d vigilan t Y ou hav e c onfi

. .

d enc e in th e el ectr ician th e l oc om otiv e engin eer th e lif e in

, ,

suranc e manag em en t — why sh ould you distr ust us ? Hav e we

,

don e aught to caus e it ?

R em emb er that o ur patr ons i n t er ests a r e our int er ests and !

th ei r succ ess is our su cc ess I t giv es us g r eat er pl easu r e to d e

.

liv er th e ma tur ity ch ecks than to tak e n ew applicati on s W er e .

y ou in o ur p o si ti on y ou c ou ld p er haps b e tt e r app r e ciat e th e

tru th of that stat em en t .

O u r S ys te m A u to m a tic

W e hav e a n alyz ed ca r efully v er y phas e of th e sci enc e e

of Mo n ey and C omm er cialism dur ing our y ea r s Of stud y an d

exp er i enc e an d a s a r esult hav e evolv ed an aut oma tic fi n ancial
, ,

syst em which is s elf adj usting in ev er y r esp ect

“ Whil e th e
- .

”
plan at p r es en t r etu r ns 2 for 1 in a short tim e s till it mus t ,

b e un d er st oo d that it do es that only b ecaus e th e r esults of

th e Syst em wa rr ant it Automatically th e Syst em will always
.

”
adj ust its elf to th e p r op er r ati o of mo r e than 2 f or 1 or less “
than 2 f or 1 as c on ditio n s wa r r ant
w
.
,

Th e d eep est stud ents Of this on d er f ul Syst e m a r e b e

ginnin g to r ealiz e tha t M r Fit z simm ons is c orr ect in his claim
.

“
‘
”
that h e has solv ed th e g r e at p r obl em of W ealth adjustm ent ,

th e p r obl em of P ov er ty which has h er etof or e b afiled th e

,

!
w or ld s gr eat est ec on omists and what is mo r e h e is puttin g , , ,

his id eas int o p r actical Op er ation an d p r ovin g his cont ention

!

H e c ont ends that b efo r e men will j oin a plan of univ ersal
,

adj ustm ent th er e must b e a comm on magn et or inc entiv e

,
'
.

Th er e must b e som ething that is univ ersally d esi r ed He .

us es that som thing mon ey— as th e magn et

e —
( S ee g en eral .

l ett er to ag en ts pag e 3 2 D on t fo r g et ) Th e k ey to th e
, .
!
.

solution of th e p r obl em is co n tain ed in th e foll owing s ent en c e

We unite men in a p rac tical app lication of th e Gol d en Rule ,

und er N atur e s great law of Evol uti on ( Growth and Ch ange)

!

24
and money th e servant Of men instead of th e Master
mak e .

This must app eal to you as a triumph on th e part O f man

in h is struggl e towards am elio ration Wh ich plan d o you .

p refer th e O ld or th e new? Wil l th e old pl an solv e your prob

,

lem ? Can th e n ew b e any wors e ? What do you hon estly

thin k about it ?

W h at is N e c e ssa r y to C o n tin u e T h e s e
Ma r v e l o u s B e n e fits ?
Just natural g r owth That s all ! ( see extr act O f l ett er to
.
!

our Milwauk e e Wis ag ent pag e

,
.You will lik e to g et
, ,

th es e b en efits if you w er e only sur e, now w ouldn t you ? Af r aid !

we won t grow Eh ? M ayb e you w er e on e O f th os e who thought

!
,

th e sam e thing two y ea r s a go or p erhaps only a y ear ago ,

We,
.

d id g r ow didn t we ? We ar e gr owing, ar e we not ? Can you

!
,

giv e one int ellig ent r eason why we should not grow ? B e hon est
n ow and tr y it
,
For ev ery int ellig ent r eas on of that natur e
.

y ou can giv e w e will giv e y o u two int ellig ent r e as o ns in oppos i

,
“
tion or forf eit $ 1 00 to you in li eu th er eof R em emb er this is
”
,

a kind of 2 f or 1 prop osition and we hav e th e goods ! If you

, .

can t giv e an int ellig ent r eas on as to wh y we should not g r o w

,
!
,

th en why ar e you afr aid wh en you kn o w we hav e grown in th e

fac e of p ow er ful n ewspap er oppositi on ign or ant po l itical in
ter f er enc e and p r actically univ er sal popula r ”
p r ej udic e
,
“ ,

which ar e th e gr eat est Obstacl es that c ould conf ront us W e .

l ik e O bstacl es th ey giv e z est to th e gam e Com e and j oin in

, .

th e fun r ealizing that you will thus add st r ength to th e wor th i

,

est and st r ong est institution in th e world W e hav e b een in .

many fi ghts and hav e always won — it s fun I t ell you We

” !
,
.

know what we ar e d oing and th e oth er f ellow d on t We hav e !

.

th e sam e advanta g e ov er him that a National L eagu e bas eb a l l

nin e would hav e ov er a High S cho ol nin e We know h ow ! If .

you hav e any good Am er ican blood in you or ev en if you ,

b r eath e go o d Am er ican air you sh ould hav e n obility and sta

,

b ility en ough to stand f ea r l essly f or th e r ight .

B ett er j oin us and r eap th e b en efits To th e victo r b elongs .

th e r ewa r d
“
Thos e who oppos e this w or k t r a n sgr ess T r uth
.

and th e wa y of th e tr ansg r essor is n ot st r ewn with ros es

,

you kn ow What hav e our oppon en ts gain ed ? N othing ab

.
,

solu tely nothin g ! What hav e we gain ed ? Ev er ythin g we could

wish f o r ! B ett er j oin us ?
25
 O th e r C o mp an ie s
That which is suc c essful is always imitat ed and b ecause
“
of this we hav e th e ma x

t er y
.
”
im Imi tati on is th e sinc er est fl at
You als o O ft en see th e wa r n in g
,

B ewa r e of Imita ,
“
ti ons ,
and in no oth er busin ess in th e w or ld is this wa r n ing
”
so imp or tant as in this Many ar e call ed b ut f ew ar e chos en
.

as succ essful manag er s o f an instituti on of this kin d and much

d ep ends up on th e manag em ent Ev en our oppon ents as a .
,

r ul e admit that we a r e h on est an d hav e ext r a or dina r y ability

,

in this w or k In fact we ar e th e or iginato r s O f this plan and

.
,

know ev er y on e of th e intr icat e d etails of this w on d er ful

machin e .
( O ur C er tificat e and li ter at ur e ar e O opyr ight ed ) .

W e kn ow each b ea r ing an d k n ow wh er e to l ook f or f r icti on ; if

any p a r t sh ows evid enc e Of w eakn ess we know h ow to ,

str ength en it at O n c e ; we know h ow to mak e imp r ov em ents

as th ey a r e n eed ed fr om tim e to tim e We ar e h ere to p rot ec t .

our p atrons at any and all h a zar d s and we h av e d emon str at ed

our ability to d o it .

ag en ts can “
Th os e wh o j oin us in this w or k eith er as patr ons o r as
” ”
mak e a ll th e m on ey th ey will ev er n eed “ ,

p r oviding th ey a r e h on est and p er for m th ei r just duty to

th e in stituti on T h e fi eld is unlimi ted
. T h e wo r k is bas ed on .

p u r e c o op er ati on th er efo r e th er e sh ould b e n o i n c entiv e f or

-
, ,

th e scatt er i n g of f or c es n o m otiv e f or c omp etiti on which is

, ,

th e p ola r opp osit e of c O Op er ati on This but w eak ens all You
-
. .

c an se e that can t y ou ? W e will wr it e a pamphl et so on

,
!
,

s etti n g f or th th e d etails of that g r eat er r o r in a l o gical phil o ,

“
s ophical an d c on vin cin g mann er In th e m ean tim e r em emb er .

“ ,

“
”
th e fabl e of T h e B un dl e of Sticks A H ous e Divid ed ,

“
”
Agai n st I ts elf e tc
,
Un it ed we Stand
.
,
an d simila r ways ,

Of exp r essin g this T r uth and cast y our lot with Th e O ld

,
”
R eliabl e .

I w on d er if th os e pat r o ns wh o hav e al r ead y r ec eiv ed b en e

fits r ealiz e tha t we hav e p r acticall y paid th em f or
f or th e p r ivil e g e of w or kin g f or th em W ould y ou lik e to hav e .

us w or k f or y ou ?

After a ll th er e is much d ep endi n g on th e manag em ent D O

, .

you thi n k we a r e capabl e Of c on ti n uing to d o what we hav e

al r eady acc omplish ed with eas e ? D r op in a d ollar or mo r e p er
w eek a nd we will d o th e r est Let y ou r d olla r s work wh ile .

you sl eep .

26
 ! a l u a b l e I n f o r m a tio n is C on ta in e d in
T h e s e Le tter s
P or ti on of i n t er esting l ett er w r itt en by M r Fitzsimmo n s .

in r epl y to a g en er al ag en t of th e Am er ican Exp r ess C ompan y .

M r F wa s at o n e tim e an ag ent f or this c ompany

. .

an d is w ell acqu ai n t e d wi th th e d e t a ils of th e b u si n ess and als o

with th e g en tl eman to wh om th e l e tt er is add r ess ed Th e r eply .

will giv e an id ea of th e l ett er M r F r ec eiv ed . . .

O f c ou r s e I r eco gniz e th e fact that you kno w nothing

,

what ev er ab ou t this b usi n ess p r obably n o m or e than y ou d o

,

abou t life i n su r a n c e and pa r ticula r ly ab ou t th e stigma that

,

is cas t up on u s an d our w or k by oth er i n stitu ti ons wh o hav e

n othin g to d o with us an d ar e n ot Op er atin g un d er our plan .

You r b usin ess is th e exp r ess busin ess and you can t ell me
m an y ma ny things abo u t it that I d o n ot kn ow I was in th e
,
.

busi n ess l on g en ough h ow ev er to fin d out that th e two ess en

, ,

tial thi n gs f or th e p r osp er ity an d p er p etu ity of th e exp r ess

b u sin ess a r e p atro ns an d new b usin es s This f eatu r e of th e .

exp r e ss busi n es s is th e basis on which ev er y o th er b u si n ess in

th e w or ld is f oun d ed In our busi n ess we hav e u sed this sam e

.

foundati on b ecaus e it is abs olut ely r equisit e to an y b u si n ess ,

just as th e ea r th is n ec essa r y to buildi n gs O f c ou r s e p eopl e .

, ,

as a r ul e wish to d en y us th e sam e p r ivil e g e in this r esp ect

,

that ev er y oth er busi n ess enj oys Th ey in sist on our eliminat

“
.

in g th e p atrons a n d new busin es s f r om our w or k a nd th en a sk

”
us to fig ur e out f or th em h ow it w ould c om e out O n e man

“
.

ask ed me th e oth er da y wh at we w ould d o if we stopp ed I .

”
a n sw er e d him wi th on e w or d qu it You r ememb er p er
,
.
,

haps th e s tor y of th e b oy wh o p ut th e calf s tail thr ough a

,
!

k n ot h ol e in a tight b oa r d f enc e a n d th e I r ishman wh o pass ed

-
,

al on g on th e ou tsid e and saw th e tail sticki n g th r ough won

d er ed and w on d er ed h ow th e calf g ot th r ou gh th e h ol e Th er e .

a r e a wh ol e lot of p eopl e wh o vi ew this b u si n ess f r om th e w r ong

sid e of th e f enc e Th ey d on t wish to w ei gh th e b usin ess fr om

!

“
.

a l o gical and s en sibl e stan dp oi n t b ut wish r a th er to elimi n at e

,

all th e ess ential f ea tur es an d th en figu r e out h ow can we c on

tin n e doin g it suppo si n g we st op I ha r dly b eli ev e that th e
.

Am er ican Exp r ess C ompa n y w ould c on ti n u e to b e a v er y la r g e

busin ess instituti on if th e p eopl e w er e sudd enl y to st op ship
ping g oo ds with th em I t is th e p atro ns of the Am Ex CO
. . . .

wh o pay you y ou r sala r y my d ea r sir Th e Am Ex CO and

,
. . . .

th e men at th e h ead Of it n ev er g ot a dolla r that did n ot com e

fr om s om e one els e Y our d uty as G en er al Ag ent is to k eep
.

th e pat r o ns y ou hav e an d g et as many m or e as p ossibl e and ,

27
it is y our ability to d o this that caus ed your pr omoti on th e ,

ma t ter of taking ca r e of th e d olla r is s ec onda r y ; th e patr on is

n ec essa r ily first b ecaus e h e b rings th e d ollar .

In y ou r l et ter you ha v e qu oted two ext r em es th e Mill er ,

S yndicat e ( 5 20 p er c en t p er y ear ) b ein g at th e on e p ol e and th e

C o as to th e matt er of
.
,
“
S avings Bank ( 4 p er c ent p er y ear ) at th e oth er Th e Am E x
”
p r ofits li es b etw een th es e two pol es
,
.

“
. .

do es it not ? N ow is th e Am Ex Co s plan of !
makin g
“
. . .
, ,

”
m on ey just th e exact equilib r ium or c ent er b etw een th es e
”
two c onc er ns and a r e all instituti on s tha t pay g r eat er p r ofits
than th e Am E x C O ill egitimat e or Off c ol or ? If not th en
. . .

wh er e is th e dividing lin e ? By th e way is n ot

”

earning
“ ,

“ “
,

capacity th e capacity of g etting mor e m on ey fro m patron s

”
than is paid out so tha t p r ofit r emains What is valu e r e
“
.
,
” — ”
c eiv ed th e a r ticl e wi th th e p r ofit add ed or th e articl e ,

with out any p r o fi t attachm ent ? T h e only way any busi

”

n ess i n stituti on can mak e m on ey is to tak e in m or e than

“
th ey pay out If th ey giv e l ess than th ey r ec eiv e d o th ey giv e
.

valu e r ec eiv ed Mayb e th e t er m valu e r ec eiv ed is elas

,

tic and can b e mad e to fit all c onditio ns For instan c e a j ob

“
,
.

b er buys a pair O f sho es fr om a man ufactu r er f or and g ets

fr om th e j obb er f or
,
“
only valu e r ec eiv ed a m erchan t buy s th e sam e pai r of sh oes
”
”
and g ets valu e r ec eiv ed ( l ess 5 00
““
th e consum er pays th e m er cha n t
”
still it is valu e r ec eiv ed ! What is valu e ? W er e th o s e
”
” “
f or th e sam e sh oes an d

sho es twic e as valuabl e wh en th e c onsum er g ot th em as th ey

f ew
“
w er e wh en th e j obb er had th em or did th e consum er mak e a
”
p r es ents to th e o th er f ell ow ?
,

H ere I am running on about busin ess which I did not in

to kindly nam e th r e e or fou r

“
t en d to d o wh en I star t ed this l ett er I d esi r e to ask you though
“
.

p er f ectly saf e and s ecure ”

plac es to inv est m on ey in cas e I ev er g et an y I am a littl e .

”
qu eer ( c r ack ed p er haps ) o n this subj ect and I d o not kn ow
,
”
of a n y absolut ely saf e inv estm ent on e wh ere I can hav e ,

p ositive assur anc e against p ossib le l oss and still b e c ertain of

an incom e fr om it .

I am s ending y ou som e of our lit er atu r e and on th e back of

th e y ello w pamphl et you will find a chall eng e that we issu e
wh er ein we main tain that our busin ess is th e m ost stabl e th e ,

m ost equitabl e an d th e m ost b en efi cial ( you will n ote that it

is th e s up er lativ e d e gr ee ) of an y busin ess in th e w orld and that
we will p r es en t to th e individual wh o ca n p r ov e that
o ur cont enti on is er r o n eous .This is an O p en chall eng e and
we ar e p er fectly willing to pay that am oun t f or an imp r ov e
m ent on this plan If th er e is an y oth er busin ess mo r e stabl e
.

than this th en we should b e abl e to m odify and mod el our plan

a ft er th e m or e stabl e on e and th er eby str ength en our in stitu
tion .

This chall en g e has b een standing f or a y ear but n on e of our

c r itics or antago nists s eem to want th e mon ey ! indly t ell us .

28
wh at is wrong with our S yst em If th er e is anyth in g wrong .

with it both manag em ent and patr ons d esi r e to kn ow it at

,

onc e so that we can r em edy th e fault and we ar e Willing to p ay

“
,

f or th e informati on
'
In th e Old r ead er at sch ool I r em emb er
.

this : O ur true fr i ends ar e thos e who t ell us o ur faults and

h el p us to mend th em A r e you a tru e fr i end ?
.

Yours v ery truly ,

( Signe d ) O RLAND O ! FIT! S IMM O N S . .

T h e R oa d to S uc c e ssv ille
An
“
h on est n ewspap er man who r ead a copy o f th e follow
in g l ett er said D O me th e fav or to plac e me on y our a g ent s
,
!

”
mailing list Th es e l ett er s a r e an education in th emselv es
. .

R ead it and judg e f or y our s elf .

A g ents
N ow I want to sh ow you th e s ec r et r oad to succ ess in this
,

w or k or any o th er f or that matt er It is a b eautiful road if

,
.

y ou r ey e is cl ea r y ou r mind h ealthy yo ur spi r it b ouyant your

, , ,

h ea r t light an d y our st ep elastic If you st r ay fr om th e path

.
,

y o u must e x p e ct to enc o unt e r b r ia r s and tangl es occasionally

and if you g et l ost you will undoubt edly wand er in a circl e .

I n t r av eling a r oad you c an see only so f ar ah ead and b e

hi n d you Th e only r eas on f or lo okin g back is to vi ew th e
.

g r ound r e c ent ly t r av el ed If we ar e b ent on a d estination we

.

usually k eep our ey es a littl e b efo r e us to avoid stumbling .

W e do n ot see n or can we ev en c ompr eh end th e road in its

en ti r ety f r om b e ginnin g to en d W e see only that p orti on of
.

our sur r ou d in gs in ou r imm e diat e locality wh o s e condition s

a r e c onstantl y changi n g as we mov e onwa r d Th e only way .

that we can p r o g r ess al ong th e r oad is to mak e p r esent efl or ts

'

and mo v e now fr om th e p oint wh er e we ar e locat ed .

I want you to catch my id ea cl early You c ann ot mov e .

with an efior t that you p u t f or th five minutes ag o you r ef ,

f ec tua l eff o r t m ust always b e now— th e p r esent mo ment Th e .

e fior ts y ou ar e goi n g to put f or wa r d in ten minut es f r om no w

will n ot m ov e you at th e p r es en t tim e If y ou wish to sta r t fro m .

wh er e y ou ar e and tak e th e r oad to S uc c essville y ou must put

f or th a p r es ent eff or t an d continu e to put f or th p resent eff or ts ,

e ls e y ou will n ot gain y ou r d esti n ati on Giv e y our att ention to .

th e p r es en t m om ent today You hav e so far to g o t o day why

, .
,

n ot mo v e ? D on t was te y ou r tim e thinking h ow far you can

!

g o t om or r ow but apply you r en er gy to today s wo r k and a c

!
,

c omplish all you c an right now Tom or r ow is a mi r ag e — if you

.

p ur su e it nigh t will find you su ff erin g amidst a pa r ch ed and

,

a r id d es er t .

Just sit down qui etly and easily an d think f or a f ew min

u t es an d see if you cann o t g r asp my exact m eanin g
, I say .

th es e thi n gs to you in a kindly spi r it .

29
 '

I n your wor k f or us I wish m os t of all f or you to r e aliz e

tha t y ou a r e a t each er of a g r eat and gl or i ou s tr uth wh en y ou
a r e p r es enti n g this plan of mut u al b en efit to th e p eopl e I ,

would lik e to hav e y ou stu dy th e p r i n cipl es un d er lying it

th or oughly an d if you can d etec t an y flaw in th e sy s tem I
,
:

wan t you to p oint it out to me b eca u s e flaws wh en kn own c an, , ,

D O all y ou can to g et each on e Of y ou r pa tr on s

“
b e r em edi ed .

enth u siastic a n d w or ki n g th ems elv es f or this g r a n d an d gl or

, ,

i ou s cau s e Thin k of th e b usin ess of th e p r in cipl es und er ly i n g

.
,

it of th e vast b en efi ts t ha t will acc r u e to m a n kin d th r ough

,

this syst em an d r ealizin g th e b e autiful str en gth of it all

, ,

impa r t y ou r kn owl edg e to oth er s c on tin u al ly S h ow th em that .

th er e a r e n o s ec r ets in this w or k ; that abs olut el y no ha r m b ut

onl y g oo d can acc r u e to ma n kin d th r ou gh it ; that it is a
p er sonificati on in b usin ess of T r uth Unio n an d Equity Fo r ,
.

g et that th e r e a r e a n y s u ch thi n gs as o bs tacl es o r tak e c o g , ,

n izan c e of th em on ly b ecaus e of th e exhila r atio n f ound in

sur m oun tin g th em L ook a r oun d y ou in all fi elds of sp or t an d
.

y o u will fi n d th a t th e t r u e z e st th e on ly spi r it
,
tha t mak e s
eff or t w or th whil e is that of ov er c omi n g Opp osi ti on
,
A hunt er .

finds n o pl eas ur e in hun ti n g tam e du cks in a ba r n y a r d -

.

What if we had n o obstacl es to enc oun t er in this b usin ess

an d ev er yb ody r ealiz e d its s tabili ty an d w or th W e w ould .

th en n eed n o ag en ts f or educati on al w or k an d it w ould all

b e r es olv ed in t o m er ely th e m echanical w or k of takin g in
m on ey a n d paying it out I t w ould b e as d elightful as w ould
.

b e th e p r o c ess of eatin g with ou t th e s en s e of tast e !

Th er efor e en t er in to this w o r k in th e r ight spi r i t k e ep
, ,

yo ur mind h eal th y an d ac tiv e an d g o aft er obs tacl es in an

i n tellig en t an d vivaci ous mann er th or ou ghly enj oyi n g th e ,

gam e If any sh ould r eb ufi or r eb uk e y ou wh en you a r e

.

en d ea v or i n g to d o th em g oo d b y givin g th em i nf or mati on that

will b r i n g th em g r eat b en efits if th ey w er e on l y wis e en ou gh

to p r ofit b y it j u st o bs er v e th e w eak p oi n ts in th ei r gam e a n d
,

mak e a c oun t er mov e that will plac e you at an adv a n tag e a n d

th em at y ou r m er c y L ea r n h ow to ask th e oth er f ell ow
.

p oin t e d qu es ti on s tha t will exp os e his ign or an c e of our b usi

n ess an d mak e th e exp o sur e so plai n tha t h e hims elf will
, , ,

r ec o gn iz e it It is a gam e y ou c an win e asil y if yo u r eally tr y

.
.

Si n c er el y y our s ,

O RLAND O ! FIT ! SIMM O NS . .

I d on t und er stan d it d o es n ot n ec essa r ily si gni fy that

“
!

“
”
o th er s a r e lik ewis e d efici ent S om e a r e dull and s om e ar e
.

”
apt . If all w er e alik e m entall y th er e w ould b e n o w or ds ,

c oi n ed to distinguish th e d ifier ent g r ad es W or ds a r e m er el y .

symb ols f or tho u ght exp r essi on S e e th e p oint ? Which g r ad e

.

ar e yo u in ?
30
 f ollo wi ng l ett er was ‘wr itten by D r J S chmit z in r e
Th e . .

sp ou s e to a l ett er of inqui r y r egarding our busin ess and man

a g emen t It s w ell w orth consid ering Th e manag em ent kn ew
!
. .

absolut ely nothing of it until it was w r itt en and mail ed to Mr .

Walk er Mr L ewis equally as worthy as Mr Johnson , is th e

. .
,
.

p r es en t S ecr eta r y
Dr . J . S chmitz ,

Ph y sician and Surg eon .

3 000 S . Main St :
Los Ang el es Cal ,
.
,
Jan 1 9th
.
,
1 904 .

M r T B Walk er
. . .
,

S eattl e Wash ,
.

D ea r S ir — Your s of Jan 1 4th r ec eiv ed today As a pat r on . .

Of th e Cumulativ e Cr edit Company I tak e pl easu r e in saying ,

tha t I hav e th e full est con fi d enc e in th e C ompany I am ca r r y .

in g n ow 140 c er tificat es and will c o ntinu e to tak e mo r e f r om

tim e to tim e as I f eel abl e I did n ot b ec om e a patron f r om .

h ea r sa y but th r ough my own j udgm ent and r eas on I hav e

,
.

th or oughly analyz ed and inv estigat ed it and to th e full est

of my satisfacti on P er sonally I am p r epa r ed to say that .
,

th e i n stit uti on is n ot bas ed on m er e wind o r talk Its f ound a .

ti on is i ts elf a high er law in natur e It is b as ed on a busin ess .

p r incipl e that always r emains th e sam e wh er e all is equality , ,

wh er e th e s ur vival of th e shr ewd est or in oth er wo r ds c om , ,

p etiti on cann ot en t er On e cannot b e fav or ed at th e exp ens e .

o f a n oth e r a n d th er ef or e it must f or ev er b e a succ ess to all

, ,

its pa tr on s alik e .

T h e man ag er s a r e all hon est capabl e and c omp et ent p eopl e ,

.

T h e P r esid en t M r Fitzsimm ons is a p er s on of a r a r e c om

,
.
,

binati on of g ood qu aliti es pa r tic ula r ly fitt ed f or th e b usin es s ,

.

H e is a d eep think er a phil os oph er an d a th or ou gh busin ess ,

m an wh o is to m y k n owl edg e familia r and at h om e with all

, , ,

n ew id eas al on g all li n es or r ath er Old id e as in 11 8 Wan d high er , ,

light c or r esp on ding to our p r es ent a g e o r b ett er r at e of vib r a , ,

ti on s Th e S ec r eta r y M r J ohn s on can als o n ot b e sp ok en of

.
,
.
,

too highly H e is st r ictly h on est u n d er stan ds th e w or k fully

.
, ,

and is w ell v er s ed on all p oi n ts c onn ect ed th er ewith and is a ,

g ood man ag er S O with s u ch r eliabl e and c omp et ent men

.
,

at th e h ead of th e Company and with th e b u sin ess b eing in ,

i ts elf s ound and subs tantial in natu r e succ ess will always b e ,

assur ed .

This is in sh or t my vi ew of it c on fi r m ed b y my in v estm ents

, , ,

in it . Y ou r s v er y t r uly ,

J S CHM IT ! . .

We ar e j u st g etting r eady to b e g in to sta r t to comm en c e to

g r ow ! B ett er g et in n ow .

Wha t th e w or ld n eeds is m or e men we hav e en ough sh eep ! ,

31
Cop y of recent gener a l etter l from Mr Fitzsimm ons to h is a gents
. .

Is it any wonder they are en t h usiastic ?

D ear S ir : — I wond er if you think you r eali z e fully what
a magni fi c ent instituti on you ar e al li ed with I wond er if you .

h av e ev er stopp ed to think O f th e ma r v elous r esults if we had

on e hund r ed thousand m em b er s j oin ed t o g eth er in th e monthly
or quart erly incom e plan Wh en we r each that stag e in our
“
.

d ev elopm ent thos e hund r ed thousand m emb er s will each b e

carryin g an av erag e of ab out five C ertificat es ev ery five
”—
w eeks this is a low av er ag e If th e tim e of matur ity b e
.

fifty w eeks th en each m emb er would ho ld on an av er ag e fifty ,

C er tificat es which would m ean that th e hund r ed th ousand

,

m emb ers would b e paying on five million C er tificat es Just .

think of it ! a w eek ! Th en b esid es th e hund r ed

th ousand who a r e carr ying und er th e m on thly incom e plan we
will hav e thousands an d th ousands of o th er pat r ons carr ying
th em in oth er ways S uppos e that we had a millio n m emb ers
.

int er est ed in th e mo nthly incom e plan — j ust tr y to imagin e if ,

o u c a n what t h e w ond er ful r e sults w o uld b e — and sti ll a

y ,

milli on w ould only b e a hundr edth pa r t of a hund r ed mill ions

and th e wor l d is our fi eld ! Du r ing our two and on e half y ea r s -
!

ex ist enc e we hav e int er est ed ab out 25 0

,
0 p eopl e and th ey hav e
wrought ma r v els und er th e Syst em H ow l on g will it tak e .

to s ecur e on e million patrons ? S om e of us may liv e to see

that glorious tim e !
I cont end that this instituti on is th e m ost pow er ful in
strum ent f or good in th e wo r ld I cont end that it wi ll
.

ev entually b r ing o r d er out of th e p r es ent chaoti c c onditi on of

a ff ai r s which ex ists today so cially and financially ; that i t wi ll
fin ally do away with our p r is ons by r em ovin g th e inc entiv e

“
f or c r im e
f ew d olla r s
. Ev er ybody will b e plac ed b ey ond th e wan t of a
”
und er this p ow er ful m ethod of just and rapid
distr ibutio n Most Of th e inc entiv e f or c r im e and injustic e
.

today can b e t r ac ed di r ectly to m er e d olla r s Th er e is som e .

thing that is in finit ely abov e and b eyond m er e mon ey g ettin g

and th e only way to lift p eopl e up to that high er plan e is to
satiat e th eir d esir e for th e l ow er Man is ev er imp ell ed towards
.

his d esir es .

T h e p r es ent a ge is th e a g e of comm er cialism — th e a g e of

m er e m on ey g etting so that it c an b e us ed to g et more m on ey
, ,

so that we can c ontinu e addin g to an d h eapin g up that which

we will n ot use A man can eat but on e di nn er at a tim e
.

th ough h e hav e m on ey en ough to buy a milli on Th e only .

way to satiat e a man s d esi r e f or a nythin g is to giv e him all

!

h e wants Of that thing and m or e than h e wants If I wer e abl e

, .

to giv e you a magic po ck et -b o ok that contain ed a pi ec e ,

and that wh en th e
, was tak en out and used w ould caus e ,

an oth er to app ea r in it would you want any m or e m on ey ?

,

If wh en ev er you d esi r ed any m on ey you c ould always go to

, ,

32
that pock et-boo k and tak e o ut an in d efin it e numb er of
pi ec es would you ask for anythin g mor e in th e way of mon ey ?
,

This is p r actically what we O ff er p eopl e und er our p erman en t

incom e plan Th e only di ff er enc e l i es in th e fact that we ask
.

th em to plac e what ev er amount th ey choos e in this mag ic “

”
pock et -b ook so that th ey can adjust th e matt er to suit th em
selv es .

For an i l l ustration let us supp os e that th e av erag e tim e of

-

maturity of th e C erti fi cat es should b e fi fty w eek s ; it is im

mat erial wh eth er it is fi fty w eek s or si x ty w eek s or sev enty
w eeks or eighty weeks or n in ety w eeks or forty w eek s for
th at matt er — th e il l u strat i on would hold good just so you set a
fixed tim e so we will say fif ty w eeks which is ab out th e
, ,

av erag e that th e manag em ent will end eavor to mainta in C on .

sid er what is p ossibl e und er this p lan for a man wh o is l abor

ing by th e day un d er th e abov e cond i t ion s S u pp o se th at
,
.

a lab orin g man can sav e p er w eek for fi f ty w e ek s a nd is ,

wis e enough to j o in us b y tak in g on e Certi fi cat e H e would .

r ec eiv e $ 1 00 at th e end o f that p erio d which would ena bl e him

to tak e two mor e without draw in g on his la b or any mor e .

In anoth er fi fty w eeks h e wo ul d hav e $ 200 I f h e th en ta k es

“
.

four and so on continu in g th i s p roc ess f or five y ears h e wou l d

, ,

hav e $ 1 600 This is su ffi ci ent to tak e and carry five ev ery

.

five w eeks until th e fi rst five matur e and wi th one-h a lf of th e ,

$500 h e would r ec eiv e at that tim e h e could tak e five m o re

“
, ,

and h e could r ep eat that O p eration ind efinit ely at a p ro fi t to

,

”
hims elf of $ 250 ev ery five w eeks or $ 50 p er w eek inc om e !
This is possibl e for a lab orin g man to accomplish in th e short
spac e of si x y ears ! Wh at would h e have at th e end of six year!
d id h e not j oin our memb ers and save his fir st $50?
What if laborin g me n — that is not many should
,
—
j o in us durin g th e n ex t y ear and carry that plan through f or
six y ears — can you catch a glimm erin g of th e vast amount of
,

g ood that our plan would accomplish with just thos e f ew in

this saving and distributing proc ess ?
Th e f ar r eaching r es ul ts ar e entir ely to o gr eat for you or
me to compr eh end T O tak e a hundr ed thou sand or a mill i o n
.

men und er lik e condit i ons duri ng not nex t y ear but say th e
, ,

n ex t twenty -five y ears and th e r es ul t s wou l d r evolutienize th e

,

ex isting r elations b etw een labor and capita l an d our sy st em ,

would finally bring about a prop er adjustm ent of th at great

probl em Can you not p erc eiv e it ?
.

Now this i s but one of th e many thing s to b e a ccomp lish ed

and I sp eak to y ou thus b r i efly so that you will cont emplat e
th es e thin gs Wh en ev er you see evil caus ed by l a ck o r Inst of
.

mon ey y ou wi ll find a r em edy f or it und er th is wo nd erf ul

,

plan for it is not only a plan f or laboring men — it is for all

, .

Would a man c ommit mu r d er for mon ey if h e had all th e mon ey

h e want ed ? W ould h e rob ? C ertainly no t !

33
 We say to p eo p le— is it money
Is th at your y u
o want?
h ear t s d esire ? C ome and g et it ! You can have all you want
!

if you will b e p ati ent a whil e and p erform your p art !

R ealiz e if you can that this plan is h er e to p er form a work
, ,

f or th e b en efit of human i ty — is h er e to b r ing o r d er out of cha os

—is h er e to hast en th e c oming B r oth er ho od of M an Man s .
!

g r eed has b r ough t O n th e exis ting c onditi ons of p ov er ty an d

wan t and c r im e a n d sham e b ut th er e is go od in all thin gs ,
-
,

so we will use th e g oo d in man s g r e e d as th e inst r um en t o f his

!

salvati on Tho u sa n ds will j oin in th e wo r k n ot f or th e g ood

.
,

th ey can d o oth er s b ut f or what th ey can mak e out of it

,

th ems elv es th er ef or e let u s u se G r eed f or th e pu r p os e of

,

unitin g th em to g eth er Th en aft er a whil e th ey w ill r ealiz e

.
, ,

tha t th ey c an only b e b en efitted by fi r st b en efittin g oth er s an d ,

that th e g r eat er th e b en efi ts th ey b est ow o n oth er s th e g r e at er

will th ei r r ewar d b e and then th e truth will dawn u p on them
,

that th er e is en ough an d to spa r e in old moth er e a r th s b o s om !

f or all an d ten tim es all an d that if each w or ks f or all an d a ll

,

f o r each th er e can th en b e n o m or e p ov er ty or c r im e c om
,

mitted f or wh er ewithal to ea t to cl oth e or to en j oy Wh en all ,

.

p eopl es of th e ea r th ar e fi n ally unit ed in this kn owl edg e and

its app lic a tion th en will hav e c om e th e mill enn ium and th e
,

G old en Rul e will b e th e on ly law n ec essa r y on th e statu t e

bo oks .
( Explanat o r y n o te — O ur p r es ent laws a r e to p r ev en t
men fr om ta king unjustly N o statut es a r e n ec essa r y to p r e .

v en t g i ving ) .

D O y ou c onsid er this m er el y th e visi on of a d r eam er ? D on t

!

so w r o n g y ou r s elf y o ur f ell owm en y ou r C r eat or ! R eali z e

, , .

that man has h er etofo r e lab o r ed in da r k n ess H e has l on g ed .

f or th es e thin gs but h er et of or e has b een unabl e to find th e

wa y T h e plan h e has f oll ow ed f or c en tur i es an d still f ol
.
,

l ows is f ound ed ou er r o r th er ef or e h e sh ould disca r d it If

, ,
.

h e still p er sis ts in f oll owin g it th en h e will continu e to liv e ,

amid st th e str if e an d c on t en tion which it b r eed s .

A n imat ed b y insan e G r eed th e blin d m on s ter men p r ey on , ,

th ei r f ell ow men sw ea r in g fighti n g t r ampling g r abbi n g t ear

, , , , ,

in g fr a n tically at each o th er tor tur in g and mu r d er i n g in n ev er

,

endi n g tu r m oil makin g a B e dlam wh er e oth er wis e sh ould b e

,

p eac e and sw eet t r anquility It is b ut insan ity of a vi ol ent .

typ e ! I t ell y ou it mu st and shall c eas e ! R eas on mu st b e

enth r on ed T h e child r en of men must b e taught to app r eciat e
.

th e p r i n cipl e und er l y in g th e fabl e of th e Bun dl e of Sticks — th e

tru e p r in cipl e of th e G old en Rul e — th e p r incipl e that li nks ih
s epa r ably th e happin ess an d w elfa r e of th e i n dividual to th e
happin ess an d w elfa r e of all !
W er e n ot th es e b eautiful things in s tor e f or man h e w ould ,

n ev er hav e c oin ed th e w or ds to exp r ess th emf or w or ds a r e but

th e s ymb ols of id eas and id eas ar e th e r ea liti es of i n t ellig enc e
,
.

D on t y ou see ? Can t y ou see ?

! !

34
 I c ould talk to you at g r eat l eng th on th es e lin es f or my ,

h ea r t is full Of it— it has b een my life study and it is my ho bby .

What I want you to r eali z e and hold clos e to y our h eart is that ,

this is an human ita r ian wo r k and that it is y ou r duty to d o

all that you c an to educat e and point out th e way to th os e wh o
ar e in da r kn ess B e c eas el ess in yo ur eff orts and y ou will g a in
.

str ength daily W or k f or th e wo r k s sak e and th e d ollars

.
!

will c om e to you — all that you wi ll ev er hav e any use f or whil e

y ou liv e Y ou.will l e av e th em all h er e wh en y ou go .

In our wo r k we ar e ma r ching on to a goal which r ec ed es as

we advanc e T her e is no end T h e point we r each to day b e
. .

c om es our sta r ting plac e t omo r r ow Thus each day s ees us .

on e st ep fa r th er on our way — we n ev er r emain stationa r y

we c an n ev er attain th e ultimat e .

I l ook f or go od r esults fr om y ou .

Sinc er ely y ours ,

O RLAND O ! FIT ! S IMM O NS .

,

Dic A B . . . P r esid en t .

P S In submittin g this l ett er to on e of o ur a g ent s h er e

. .

f or c r iticism an d sugg esti on h e said that it was ov er h is

“
”—
h ead that it w ent too f ar f or him I th en w ent thr ough .

it with him an d explai n ed th e thi n gs h e did n ot un d er stand

and it all b ecam e p er f ectly plain to him I th er efo r sugg est .

that y ou r ead this man y tim es and study it so that you can
g r asp my m ean in g in full I hav e n ec essarily b een oblig ed to .

b e b r i ef in this matt er .

R ead this un s olicit ed l ett er fr om a man wh os e int ellig enc e

is s elf evid en t H e is a sampl e of th e mat er ial of which suc
-
.

c ess is mad e W e hav e num er ou s patrons lik e him and we

.

will hav e th ousan ds of th em in th e c our s e of tim e In t ellig enc e .

is c ontagi ous an d inf ecti ous You ll c atch it if you mingl e .

!

with our pat r ons mu ch !

D et r oit Cask et Co .
,

1 7 7 1 8 7 W C ong r ess
- . St .

D et r oit Mic h , ,
Feb . 2 2, 1 904 .

Th e Cumulativ e C r edit Co .
,

M r Fitzsimmons . .

D ea r S ir — I r ec eiv ed y our last lit eratu r e th r ough y our

ag en t M r S tr eet er I am v er y fav or ably imp r ess e d with it
,
. . .

I n summi n g up all you hav e writt en and dist r ibut ed to

you r patr on s f r om th e tim e y ou op en ed this busin ess th e mass ,

of e duca ti on al matt er which has b een pass ed a r ound f r om on e

to a n o th er on e w ould ha r dly think it n ec essa r y to

, ask mo r e
!
qu esti ons .

I hav e on e qu es ti on which I want to ask you and it is this

H as D etriot c ontribut ed h er shar e to t his busin ess sin ce it h as
35
b een p
o ened up ? In my e stimation sh e has no t I am simply .

asham ed of th e littl e sh e has don e .

With such a policy as we hav e in forc e today and th e

sup erb manag em ent at th e Hom e O ffic e we c er tainly ought
to hav e don e b ett er Loo k at th e t r ifling ex p ens e acc ount as
.

compar ed with som e oth er compani es and th e gr a nd t otal

which is giv en to th e patrons th e quickn ess of th e matur ity of ,

C er tificat es Why M r Fitzsimmons we ought to b e rushing

.
,
.
,

busin ess .

Anoth er qu estion I wish to ask you is it necessary to go ,

sl ow? If not th en how can we r each th e mass es in this city ?

,

Th er e ar e p r obably s ev enty -five C er tificat es b ei n g ca r r i ed in this

,

facto r y alon e Th er e ar e possibly about thi r ty eligibl e p eo

.

p le
,
all told W e hav. e don e w ell r igh t h er e H ow hav e we don e .

it ? I will t ell you S imply by b eing in clos e t ouch with each

.

oth er .

We ar e only a small conc ern in this building Th er e ar e .

scores of oth er facto r i es and w orksh ops doubl e our capacity

almost in th e imm ediat e n eighb or h ood Yes sir we hav e th e .
, ,

p eop l e all right D O you want to lin e th em up ? Ab out fifty

.

of th e cont r acts in our factory ar e car r i ed by w o rking men

and working w om en ( By r n e is on e of our pi ec e w or k er s )

. .

Mr Blackford is th e S up er int end ent and your humbl e writ er

.

is int er est ed in th e fir m j ust enough to mak e it int er esting .

Mr Fit z simmons I tak e a sp ecial int er est in this ( our

.
,

Cumulativ e C o-Op er ation ) and I want you to know that I do .

If it is good for me it is good ultimat ely for all and I want to ,

see it prog r ess and g et to th e f r ont You ar e all righ t at th e .

C oast and I am satisfi ed that for ev er y strok e mad e h er e you

will mak e two th er e .

O h yes we m eet with som e O pposition By som e anything

, .

that bo r d ers on th e To ntin e busin ess is not lik ed any mo r e .

Many hav e b een up against it in th e D evo r e and oth er Com

pan i c s and th ey ar e not v er y anxi ous to g et into a good thing .

!
W ell th ey ar e j ust so r e and bruis ed and n eed a r est ; th ey ll
,

b e all right aft er a r est and a rub -down Th ey will b e on .

th e r ight sid e n ex t tim e .

Wh en a man t ells me It can t b e don e I ask him why ? ,

!
,

Th en I advis e him to r ead what I hav e giv en him to r ead it ,

thought f ully and tho r oughly but I want to say to you Mr , , .

Fitzsimmons you want to b e v ery n ear to a man until you

,

g et him int er est ed and th en still k eep n ear to him and if h e ,

can a ff o r d h e will .

S om e of th e b oys at th e factory say to me : D O you th ink

it will tak e eighty w eeks to matur e contr acts a y ea r or so
fr om I rath er evad e a straight answ er p r ef er r ing to ,

t ell th em that I do not see why it should if ev ery m emb er d oes

his duty .

Hav e b een a m emb er of th e M acc ab ees f or about thirt een

y ea r s and only pay one mor e ass essm ent p er y ear m or e now
36
than I did wh en I ent er ed D oes th e Cumulativ e wo r k for n ew
.

busin ess lik e th ey do ? A r e we going to g r ow so as to k eep

th e tim e limit wh er e we would wish it ? This is a vital qu es
tion in my mind to our company Writ e me a t your l eisur e . .

With b est wish es and ki n d re ga r ds I am you r s trul y , , ,

WM H O LD SW O RTH . .

Not e — Mr Byrn e m ention ed in this l ett er r ec eiv ed a

.
, ,

ch eck fr om us f or $ 3 1 00 dat ed F ebru a r y 27th 1 904 upon th e , ,

maturity of 2 5 C er tificat es h eld by him H e b e gan his pay .

m en ts of $ 25 p er w eek on D ec emb er 27 1 902 paid in $ 1 55 0 in , ,

6 2 w eeks and r ec eiv ed his b en efits W e paid M r Ho ldswo r th . .

a ch eck f or $ 1 890 on Ap r il 1 6 1 904 f or th e matur ity of 1 5

, ,

C er ti fi cat es on which h e b egan his paym ents F eb r ua r y 2nd ,

1 903 . H e p aid 63 w eeks at $ 1 5 p er w eek Mr Blackf o r d h as . .

also b een paid a numb er of hund r ed d olla r s Th ey would not .

hav e r ec eiv ed th es e b en efits had th ey not j oin ed in th e wo r k .

Hav e you r ec eiv ed any of th es e b en efi ts yet ? Th ey a r e h er e

f or you if you want th em ! Wh y no t ?

Le tte r to P or t a n dl A gen t

F ebruar y 24 1 904 ,
.

D ear S ir z— A m v er y g lad to hav e you with us in th e g o od

wo r k and th er e is abs olut ely n o qu estion as to ultimat e suc
c ess You must r ealiz e how ev er that in j oinin g us y ou a r e
.
, ,

j oin i n g a band that is consta n tly fightin g Ign or anc e in high

“
plac es and lo w Let me t ell you th e r eason f or this First our
.

”
busin ess is a bad bus in ess si mply b eca us e it is too good
,
” “
.
,

and f or no oth er r eas on This of c ou r s e is pa r adoxical but

.
, , ,

it also might b e t erm ed th e tr uth O ur plan is automatic in .

its w or kings and we n ev er r etur n m or e to th e pat r ons than th e

busin ess will wa r r ant and so f ar it has wa r r ant ed fr om 15 0 p er
,

c ent to 2 50 p er c ent p er y ea r p r ofit Th e fast er we g r ow th e .

gr eat er this p r ofit will b e Th e on e w eak spot in our institu

“
.

tion is th e po ssibility of g r owin g too r apidly of b ein g c om ,

”
p oll ed to pay 3 or 4 f or 1 in or d er to k eep th e tim e of ma
tur ity ex t end ed to a y ear or so T h e on e thin g that k eeps us
“
“
.

”
fr om g r owing so r apidly as to b e c omp ell e d to p ay 1 0 f or 1
in 50 w eeks is what is kn own as p opula r p r ejudic e th er e
“
,

fo r e I hop e you r ealiz e that it is n ec essary f or us in our in

,
”
fancy to hav e this saf ety valv e popula r p r ejudic e
-
,
to k eep ,

us fr om b ecoming top -h eavy A quick growth is a w eak

.

gro wth a porous flabby gr owth We d esir e a growth rath er

“
, , .

as th e O ak than as th e Mush r oom th er efor e d o not b e dis ,

”
h eart en ed at popula r p r ej udic e and at th e i gn or anc e you
encount er in y ou r wo r k but r ath er r ealiz e tha t it is n ec essary
,

f or th e b est int er ests of th e busin ess that you hav e chos en for
your wo r k Simply p r epa r e f or th e battl e an d y ou will r eali z e
.

that on e o unc e of Wisdom will ov er c om e a th ousand t ons of

Igno r anc e h enc e do n ot b e dismay ed at th e appa r ently f or
, ,

37
mid a b le ranks of n emyth e You c an blow d own wh ol e
e .

plato ons of him with a b r eath H e is w eak you ar e mighty .

,

in y ou r str ength .

I am v er y glad to hav e y ou with us and tr ust that you ar e

of th e r ight m etal to en t er in t o th e battl e I t r equi r es st er li n g
qualiti es f or a man to s tand up und er p opula r p r ej udic e ” “
.

”
B e sur e y ou ar e r ight an d th en g o ah ead Wh en obstacl es .

confr ont you eith er cast th em out of y ou r pa th or g o a r ound

th em or climb ov er th em Y our d estinati on li es on th e other
.

z
sid e o f obstacl es .You r s v er y t r uly ,

( Sign ed ) O RLAND O ! Fi T S I MM O N s . .

Le tte r to M i l w a u k e e A g e n t
Y our stat em ent as to th e busin ess d oublin g its elf is ap

in g exac tly
“
p r oximat ely c or r ect p r ovidi n g it is n ec essar y to c on ti n u e pay
2 f or H ow ev er y ou mu s t alwa y s r ealiz e that ,

th e pat r ons we al r ead y hav e c ould doubl e th e b u sin ess in on e

w eek at th e p r es ent tim e if each p at r on cam e in an d t o ok two
m or e n ew C er tificat es Yo u se e we hav e at th e p r es en t tim e
.
,

ab out 2 5 00 pat r on s an d th er e ar e ab out C er tificat es in

for c e Thus if each pat r o n t ook two n ew on es that w ould
.
,

mak e addi ti on al or a total in f or c e of

,
th er eby
d oubling th e busin ess in a w eek s tim e N ow th es e sam e pat !
.
,

r on s c ou ld d oubl e th e busi n ess in 1 0 w e ek s tim e or 2 0 w eeks

!

or 5 0 w e eks by d oing th e sam e thin g d u r in g th e p er i o d

,
Thu s .
,

it is n ot always abs olut el y n ec essa r y to fin d new p eo p l e f or th e

d oublin g p r oc ess This is a matt er that r ests with th e in t el
.

lig en c e and g oo d j udgm ent of th e pat r ons we al r ead y hav e .

Again we mu st tak e int o c onsid er ati on th e fact that wh en

,

patr on s r ec eiv e th ei r b en efits th ey hav e twic e as m u ch m on ey

to d o wi th as th ey had b ef or e an d it sh ould b e a v er y easy
matt er f or th em to th en d oubl e th ei r h oldin gs T h e whol e .

p r op ositi on h ow ev er c an b e b ett er summ ed up in th e stat e

, ,

m en t that n ew g r owth such as all n atur e enj oy s is all that

, ,

is n ec essary to r etu r n m ost w on d er ful r esults un d er this syst em .

A ll on e has to d o is to watch th e g r ow th of a plant or t r ee

to app r eciat e th e fact that th er e is a c on stan t addin g to in th e
t ea r in g d own an d b uildin g up p r oc ess T h e aco r n c ontain s th e .

p r i n cipl e which ev olv es th e oak W e might say that this .

p r incipl e is an id ea or p er haps still b ett er a law and this law

, ,

o p er at es in such a way that th er e is att r act e d f r om th e e a r th

th e r equ isit e a toms an d pa r ticl es that we call n ou r ishm en t ,

fr om which th e giant t r ee is build ed It is a sil en t an d p er .

sist ent p r oc ess of co n stan tly addin g to and this p r oc ess is

what we call g r owth T h e un d er l y in g p r incipl e of this p r o
c ess is what w
.

e t er m th e law of att r ac ti on If it w er e n ot f or .

this law th er e w ould b e no oak It is on e of th e b asic laws o f .

natu r e That b usin ess is m o st stabl e which has th e str on g est

.

a ttr acti on f or th e p eopl e b eca u s e th e p eopl e ar e th e at oms

,

38
and pa r ticl es of which ev er y busin ess is c ompos ed ; th e mon ey
and th e p r op er ty us ed in busin ess a r e s e c onda r y co nsid er a
ti on s en ti r ely Th er e can
. b e n o thing c r eat e d with o ut moti on
a n d th er e is n o m o tio n inh er ent in mon ey An en gin e with out .

st eam ( or s om e oth er f or c e ) an d th e contr olling in t ellig enc e

back o f st eam is abs olut ely w or thl ess Wh en we go to natu r e .

and O bs er v e th e laws by which it manif ests its elf and th en

apply th e law of c or r esp on d en c e to this busin ess we d o n ot
n ee d any figu r es an y m or e that we n eed to figu r e on th e num
b er of pa r ticl es r e quisit e each y e a r and th e n ew i n c r eas e in ,

th os e pa r ticl es which is ess ential to r ais e th e oak fr om th e

,

ac orn A t r ee of ten y ea r s g r owth c ould n ot liv e with th e

.
!

fir st y ea r s n ou r ishm ent R oll a sn owball an d p er c eiv e th e

!
.

n atu r e of this law Let u s th er ef or e g r ow natu r ally und er

.
, ,

th e law of att r action .

Did y ou ev er st op to thin k that th e law of att r acti on is

“
”
a 2 f or 1 law ? Th e law of g r avity an d th e law o f attr acti on
”
a r e th e sam e law T h e law of fallin g bodi es
. is b ut a
man if estati on of th e law of attr acti on an d a b o dy fallin g fr om
a h eight falls 1 6 f eet th e fi r st s ec on d 3 2 f eet th e n ext 64 f eet , ,

th e n ex t an d so on
,
Thus we see wh en a p er i od of tim e is
.
, ,

tak en in t o c onsid er ati on th e law o f att r acti on will al ways

”
p r oduc e a 2 f or 1 r esult Why that is will p er haps n ev er .
, ,

b e answ er ed by th e fin it e mind It is simply a law un cha n g e .

,

abl e in sc r utabl e i r r evocabl e It all s eems v er y cl ear to me

, ,
. .

I d o n ot b eli ev e th er e is a n ything you l os e sight of I .

thin k y ou r und er sta n din g of th e b usin ess is m ost th or ou gh

b eca us e y ou ar e c ogn iza n t of th e basic p r incipl es und er ly i n g
it Th er e ar e so f ew p e opl e h ow ev er wh o hav e th e ability to
.
, ,

think cl ea r ly an d r eas on fr om ca u s e to eff ect in th ei r t r y i n g

to s olv e th e p r obl em of this b u sin ess — th ey fail to fin d th e ,

an sw er p r in ted in th e bo ok an d th ey a r e so mu ch in th e habit
,

of b ei n g g u id ed by th e O pi n i ons of oth er s that th ey hav e n o

c on fid en c e in th ei r own O f c our s e th ey ar e w eak as is any

.
,

thi n g els e that has to b e p r opp ed up Wh en you st op to c on .

sid er th e f oll owi n g p r op ositi on ca r eful ly I b eli ev e you will

a g r ee with m e : Man is a pa r ad ox H e is th e w eak est an d yet .

th e st r ong est o f G o d s c r e ati ons

!
You r s v er y t r uly .
,

( Sign ed ) O RLAND O ! FIT ! SIMM O NS . .

S UM M A R Y

O ur pl an is pre-emi nently th e b est and strongest in the world b ecause it

po sses se s a ll th q ii
e re u s te el em ents o f stab ility .

li
It rests so d ly on N atural ( perfect) l aws n ot m an s imperfect o nes
— !
.

It appe als to m an s supreme d esir es— freed om fro m wa nt and ind epe nd ence
!

i
in th e pursu t o f happiness .

l
Its we f are and suc cess is th e f o ndest d esire o f the m anagem ent, whose
'

q
sincerity is un uestio ned b y th ose wh o are in a po sit on to kno w i .

i i
A s for th e d rect ng, guid in a nd pro tecting nte lligence at its head — an all i
impo ta c
r n t o nsid er a -
i
t on re ad t ese pages and po nd er, t e n j ud e fo r y ourself h g .

What is your verdict P C an y ou find anything be tter ?

'

39
 Na tur e is th e sch ool of man k in d ,

th e symb olic man if es ta tion of S upr em e

Wisd om In Na tur e th e S upr em e Intelli
.

g en cc p erf or ms its w on d er s un h am p er ed
by th e per ver sity of man s ignor ance In
!
.

Na tur e we f ind a cons tan t succession of

th e Newgr o wing out of th e d isintegr a tion
'

d ecomp osition of th e Old Na tur e tear s

.

d o wn th e Old and b uild s up th e New Th e .

imm utable and inscr utable La w says th e

New shall pr eva il and th e Old m us t suc
camb M an will f ina lly lear n this m igh ty
.

lesson a nd cease clinging blin dly to th e

Old He will lear n th a t h is h appin ess and
.

welf ar e d ep en ds th er eon
Na tur e co op er a tes man competes
, .

C omp etition so ws s tr if e and con ten tion

and man r eaps a h ar ves t of p o ver ty and
want cr im e and sh am e m isery and d is
, ,

tr ess C omp etition is man s old unna tur a l

.
!

m th o d Co op er a tion is th e New and Nat

e -
,

ur a l .Th e mar ch of pr ogr ess is invincible .

Cir cumsp ect I ! FI T ! S IM M ONS ]