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Miss Annabelle noticed exciting changes occurring in her classroom. One by one, her students were becoming self-perpetuating puzzle builders of knowledge. That meant, at just nine years of age, they were already evolving into the new mentality, Neothink! This new mentality belonged to the next evolution of man, to the God-Man.
Three of her nine-year-olds, in particular, showed signs of this new mentality. Ted, Sally, and Ian could see through appearances to the essence of things so clearly now they regularly formed unique and powerful insights. As their often startling insights grew in numbers, the three little God-Men began spotting common denominators and snapping their unique insights together into powerful, expanding puzzles of new knowledge.
Miss Annabelle had never before felt such euphoria as on the three separate occasions she knew for sure that each of these three nine-year olds was building, through Neothink, a never-before-seen puzzle picture of new knowledge. She sat at her desk one morning, studying the three wonders. She silently prophesied: with this new Neothink mentality, these three children will someday catapult civilization as dramatically as their forerunners Nicolaus Copernicus, Henry Ford, and Alexander Fleming.
*
The first of the three nine-year olds to show signs of the Neothink mentality was Teddy Winters. A few months before, Miss Annabelle had talked to his father. She knew their family had been financially strapped, and she worried about Teddy who would come to school in the snow with old sneakers, his socks showing through the worn-and-torn holes.
But for the past few weeks, Miss Annabelle had noticed a steady improvement in Teddy's clothes, culminating this week with expensive new black leather shoes, new black slacks and black leather belt and expensive new brown leather shoes, new brown slacks and brown leather belt.
"How's your father doing?" Miss Annabelle asked him one morning before class.
"He's doing great. He's been promoted three times and is now a manager," Teddy said proudly. "He says that in his previous seven years he wasn't promoted once. But now that he sees through to the essence of things and uses what we call a mini-day schedule with power-thinking, he's becoming very valuable at work."
Miss Annabelle felt relieved. She would no longer have to worry about Teddy's monetary well-being. "I guess that's why you've been looking so debonair lately in your new clothes."
"Oh, actually I'm buying these new clothes with my own profits," he said, trying to hold back a smile.
Miss Annabelle knew that your basic morning paper route could not generate the money to buy the shoes, slacks, and belts he wore that week and the new three-speed bicycle he rode to school that morning. She had thought his father was spoiling Teddy a little after a long period of hardship. But she was in for a surprise.
"I started my own business a few days after you and my dad talked that one night when we were playing football," Teddy said, with his mouth now hopelessly locked in a proud smile.
"What?" Miss Annabelle exclaimed, her eyes wide with surprise and excitement.
Teddy laughed. "It's true, I started selling two products door-to-door. I got so good at selling them, my dad would drive me to different neighborhoods and pick me up before dark. Then I ran out of neighborhoods, and at this point I would have gone out of business. But I came up with a plan." Teddy stopped when he noticed about a half dozen classmates had come in and were standing behind him, fascinated with his enterprising story.
"Teddy, you're amazing. I have got to hear everything...if you're willing to tell me," Miss Annabelle said.
"Oh, sure," Teddy said full of pride.
"Can we hear, too?" Cathy asked while smiling dreamily at Teddy.
"Sure," Teddy said.
"Great!" Miss Annabelle said. "Everyone please take your seats...except for Teddy. He's going to tell us how he's making lots of money by providing lots of values to others!"
"Alright!" someone yelled. The children scurried to their desks and pivoted into their seats. The excitement in the air was thick, like an arena before a championship prize fight. Miss Annabelle noticed the children's spontaneous response, and she thought: business, feeling your power to make a difference in this world providing values to others, all while making money, pride, and happiness for oneself, is the natural state of conscious man...just look at these kids' enthusiasm. Their faces looked to the front like they were about to be entertained by a Disney movie.
"Class, I've asked Teddy if he would share with us his road to success. Teddy has become a successful businessman, and he's going to tell us how he's done it." Miss Annabelle then turned the floor over to the nine-year-old entrepreneur and sat down at her desk. When she looked at Teddy, she could not help thinking what a shy little boy he used to be, yet now he seemed like a powerful little man.
"A few months ago, I was looking through my dad's magazines. One of them was showing lots of different things people can sell to make money. I wanted to start making money, so I studied the magazine...there were so many products that could be sold.
"So I started thinking of our town and what everyone might want to buy. And I came up with a common denominator: just about every adult I knew, from my mom and dad to my friends' parents, seemed to be always concerned about their kids' safety. So, I looked through the magazine again to pick something that offered safety, and I picked inexpensive smoke alarms that stick to the ceiling and warn you if there's a fire in your house, especially when you're sleeping.
"At first it was hard for me to sell the smoke alarms. Everyone seemed to start closing their doors before I started telling them about the alarms. It was really embarrassing. I got stressed out and thought about quitting.
"But before I quit, I remembered Miss Annabelle telling my dad, when he was down and out, to pierce through to the essence of things, right in your job. And that was the start of my success.
"You see, on the surface I was selling smoke alarms and was just another salesman at their door. But going to the essence, I was selling them their own lives and their loved ones' lives, which no other salesman could do. Realizing the essence of the value I offered, everything changed. I started selling, and selling fast. At first I played a little game with myself to see how many words it took me before a person would take a serious interest in what I was selling."
Cathy's hand went up.
"How many words does it take you now?' she asked him.
"Zero," he said seriously.
"How do you do that?" Johnny asked.
"Here, I'll show you," Teddy said while pulling a neatly folded magazine picture from his pocket. He unfolded it and held it over his head. The two students closest to Teddy in the front row gasped when they made out what the picture was showing: two beautiful girls ages 5 and 3 and their 1-year-old baby brother, three little darlings sleeping peacefully in their beds and crib, or so it seemed; the caption read: Siblings Die In Sleep From Smoke Asphyxiation. Teddy's classmates wanted him to pass the picture around to take a closer look.
"When people open their door, I hold up this photo. I immediately have their attention. Then I say, `Never let this happen to you or your loved ones'. I started selling smoke alarms so fast I couldn't get them fast enough from the manufacturer. ...My success started because I cut through surface perceptions to the essence of my business -- the value of life -- and then was able to maximize the widespread, common-denominator demand for safety or protection for the value of life.
"I started selling so many that I called the president of the manufacturing company and was able to knock my wholesale purchase price down by about two thirds. I was now really starting to make money!"
"How much did you make?" Johnny asked, forgetting to raise his hand.
"Oh, in just twelve days I was able to buy the go-cart I had always dreamed of driving! Before starting this, I always thought I'd grow up and never once ride that go-cart. That go-cart was everything I wanted to get from working, but now I have only just begun. I'm figuring out bigger and bigger ways to grow my business."
Miss Annabelle's heart jumped with Teddy's last comment that he was "figuring out bigger and bigger ways to grow my business." With that comment, she knew he was discovering integrated thinking and was snapping together a success puzzle. As her heart pounded with joy, she contained herself to calmly say, "Teddy, go on and tell us the bigger and bigger ways to grow your business. I'm very proud of you and want to hear more."
"Okay, Miss Annabelle," Teddy said innocently. "I sold the smoke alarms so fast, that I soon ran out of houses to sell to. My dad drove me to nearby towns, but I sold to every house there, too. I thought my glorious business days were over."
"What happened?" Ian blurted out.
"I went nationwide," Teddy said like a grown tycoon.
Miss Annabelle nearly fell out of her chair. She involuntarily sat up and leaned forward and nearly tipped over.
"Here's what happened: I'd lay in bed at night thinking, `I figured out how to be successful; I could keep going and going...if only I could get to more homes...if only I could clone myself and be all over the country!'
"Then, one day, it hit me: I had already figured out the common denominator and perfected the formula to sell my product successfully. Why couldn't I, in a sense, clone my secret formula in others around the country to sell in their neighborhoods? Everyone would win because those I replicated my secret formula to would make money that perhaps they could not make before, the customer would get a safer home, the manufacturer would get more orders, and I would make more money. All that good for everyone would happen the more I reached out to more homes."
Miss Annabelle could not believe what she was hearing. Euphoria filled her whole existence, but she tried to remain calm and quiet as Teddy told his story.
"So I ran a classified ad in the Buffalo News. I got eight replies from people who were interested in selling the smoke alarms. They were pretty spread apart from each other, especially the five who were serious enough to meet with me.
"I cloned my secret. I explained to the five sellers the essence of the smoke alarms: we were not mere salesmen at peoples' door; we were compassionate people interested in saving lives...their lives and loved ones. Then I explained the common-denominator demand for the product was -- safety, and I gave them my formula starting with holding up the picture of the three siblings in bed who died in their sleep. Then, I took all five out with me for a couple of days. I did all the talking and selling. They just watched and picked up how I did it.
"Pretty soon, I had five people in Buffalo selling for me. Then I tried the same thing in Hartford, Connecticut. But my dad would not drive me or let me take the train to go out selling with my four sellers there. So that forced me to put it all together into a kit. I audio recorded about four hours of me selling door-to-door. I included those cassette tapes with each kit, along with the pictures of the siblings. I wrote down the essence of the product and the powerful common-denominator demand for the product.
"The start-up kits were enough, and I had four people selling in Hartford.
"I was still trying to figure out how much money I should get and how much my sellers should get when my dad suggested I call the president of the manufacturer and discuss what I was doing with him. I did, and he sounded amazed at what I was doing. I told him I planned to go national, and he flew my dad and me to his headquarters in St. Petersburg, Florida three days after Christmas. I told him my numbers and my plans to increase my business city by city.
"But I saw a flaw in my plan: My sellers could go straight to the manufacturer cheaper than through me as a middleman. But, without my secret marketing approach, they would not sell so many.
"When I told my plan to the president of the manufacturer, he said he could fix that problem. He lowered my purchase price so low that I could sell my smoke alarms to my sellers for less than they could get them at their numbers from the manufacturer. And if I could scale up even more, the manufacturer would lower my cost even more.
"In fact, if my numbers are right, by the time I have sellers in one third of the country, the manufacturer will, at that quantity, provide the alarms to me for free."
At this point Johnny could not restrain himself and cried out, "How can he give them away?"
Teddy started laughing when he answered, "That's what I asked him, too. Here's how it works: His company manufactures a lot of products. The smoke alarms cost him less than a couple dollars to make. But if I give him the name and address of every buyer, they will buy, on average, ten dollars of products from his company in the future. He just sends them a catalog or other advertisements through the mail. So, he gives me a $2 smoke alarm for free, and I give him a $10 name and address."
"Wow," Cathy said. "You're the main man!"
Teddy's speech here floored Miss Annabelle. He really is a man, she thought. He is integrating a major success puzzle, and he's only nine years old! And Cathy, the shy, withdrawn girl is twenty pounds lighter and boldly crying out her affection for Teddy across the room. The other 10 children sat at the edge of their seats, more into Teddy's success story than anything before in their lives. Teddy made super success real and achievable -- to the kids! Their pulses were racing, too. Their dreams were confirmed and motivation was soaring.
"Thank you," Teddy said, blushing a little, looking Cathy in the eye. "But I've just begun. I have so much more to build. At this time, I have sellers in eleven cities. I think I can expand to about 100 cities by summer." Looking back at Miss Annabelle, he added "This was my secret when you came to our house after Christmas. But, I wanted to tell you when I had 100 cities..."
Miss Annabelle was speechless. She smiled with utter admiration and nodded.
"But let me tell you about the greatest thing in the world: it really is making values like Miss Annabelle told us. Something happened that I'll never forget: Over the holidays, a house burned in Buffalo. It was on the news and in the newspapers. The father said his new smoke alarms woke him up, and he was able to get his family out. One of my sellers sold him those smoke alarms. He called the president of the manufacturer, and he asked to speak to me. He came to our house and thanked me for bringing the smoke alarms to his home. He told me that they saved his family's lives. He brought with him his daughter who was about my age and his son who was five. Seeing their faces, alive, happy, and grateful gave me the greatest feeling I've ever had, and I'll always carry that feeling inside me. Anytime, for the rest of my life, I can stop whatever I'm doing and know that that girl and that little boy are still alive because of me. I really know the value of what I'm doing. I'm really making a difference out there. I really know where happiness comes from."
A sea of admiring faces let out waves of "wow's" and "gosh's". After a few moments of stunned stillness, Johnny raised his hand slowly and asked, "What happens when your sellers run out of houses?"
"Great question," Teddy answered, shifting gears. "I thought about that and realized that once I figured out one successful marketing program to replicate across the country, I needed to develop another. I've already done that. I have another product called The Defender. It's a tear-gas spray that stops attackers. To develop a successful marketing program, I hit the streets myself and sell to my home town. I learn the essence of the value I'm selling, and I learn the common-denominator demand. From there, I perfect the sales formula. Then I replicate it to my sellers. I've already done this with the second product, and I've already replicated it to my five Buffalo sellers."
"What will you think of next?" an admiring Cathy asked.
"Actually, I'm very excited by that $10 per name and address," Teddy answered, amazing Miss Annabelle and everyone else in the class. "Lately I've gotten to thinking, since I'm learning how to sell directly to people, why can't I transfer that formula to paper and sell through the mail? I called the president of the smoke alarm manufacturer and asked him some questions. He said that for every name and address I have, I will sell to about fifteen percent another product through the mail at the same price that I sold them their original smoke alarm. But, from my own data, well over half will buy a second product from the same salesman who sold them the original smoke alarm.
"So I'm transferring my sales formula for my second product -- The Defender -- onto paper. Next I'll send that solicitation through the mail to all the names and addresses who bought the smoke alarms.
"I'll have to see what happens. Here's what I suspect might happen: First, before I replicate The Defender to my sellers, I send my offer through the mail and, hopefully, I make a profit through the mail. Second, I replicate The Defender to my sellers and, hopefully, my sellers get a better rate of sales because my mailing piece already introduced their potential buyers to the idea. When a person stands before them with product in hand, the near-buyers from my mailing piece will now convert to buyers.
"I'm so excited to get my first test mailing out. It's costing me some money to get everything printed and for the postage. But I like taking a lot of my profit and putting it back into my business. ...I guess that's about it for now."
All 11 classmates burst into a mighty applause. As Miss Annabelle clapped too, she realized that Teddy was moving too fast to be held back by a slow education, particularly once he left her class. She predicted, in her mind, that Teddy would never finish school. He'll leave school early, she thought, to put all his energy into his burgeoning success puzzle. He'll leave school somewhere between 8th and 11th grade, she silently predicted. Then she asked, "How do you have time for all this?"
"I'm busy," Teddy said, "but I learned how to break down my day by mini-days. I get a lot done that way."
"What are mini-days?" his teacher inquired.
"Oh, I was reading a book on Henry Ford. He developed the assemblyline by breaking labor into physical movements. Production soared. I decided to break my day into physical movements, and my production soared. I have a numbers mini-day where I go over the data, costs, profits, and inventories. I have a marketing mini-day where I work on my sales pitch or sales piece or classified ad. I have a quick phone call mini-day. I have a selling mini-day for the periods I go door to door. Each mini-day is a physical movement, and I allot a strict `time-station' to each movement. I get so much done this way, you'd hardly believe it!"
Miss Annabelle could hardly believe it. Witnessing Teddy's forward leap into Neothink was overwhelming. Johnny raised his hand and asked, "How do you figure out all these ideas as you go along?"
Flattered, Teddy answered, "I do power-thinking...that's what I call it. I think into the future to the finished image of my program, like taking my sales program to all houses in America and maybe beyond, and then I figure out the steps I need to take to get there. I write down those steps. Then I put those steps straight into my mini-days. That's how I move forward so fast. Before I started power-thinking, I had reached the end; I was stuck with no more houses to sell to. Then I broke through to the next level through power-thinking."
Miss Annabelle listened to this amazing success story unfolding before her from her nine-year-old student, and she wondered, could geniuses like this be in all children, waiting to be sprung free? With proper, boundary-breaking education, would geniuses like this rise up in nine-year-olds regularly?
"I've started tracking my sellers now. I have them send me weekly reports on how many houses attempted, how many sold. I closely watch their ratios and call anyone who starts slipping. I also just started a motivational letter with tips and figures and congratulations that I'll send my sellers once a month."
As she listened, Miss Annabelle was aware of two things going on inside her: First, this was the greatest reward in her life. This was what she lived for -- to send her students into this new mentality of integrated thinking and Neothink. She could feel her body trembling from an adrenaline rush, and her skin was tingling. Second, she could see by the look in her other students' eyes that they would break through to Neothink and rise to the next level of life and happiness soon. ...This is what I live for, she thought.
*
Thank goodness she turned on the tape recorder to get that presentation by Teddy, Jake thought as he switched off the audio cassette player. Listening to the great Theodore Winters, now the world's richest man, as a nine-year-old first discovering the limitless power of his mind, had given Jake a body full of goose bumps. Man, that gave me a rush, he thought, I hope there's more of Theodore on these tapes. With Miss Annabelle, Theodore Winters, Sally Salberg, and Ian Scott in the same room, there's going to be a lot of secrets to success told on these tapes, Jake realized. There's a treasure in here, for me...for everyone.
He knew he would have to dig out that treasure and bring it to the world. His trip here to Duncan Elementary started because of his curiosity. Now, it was turning into an adventure of self-discovery...if not a mission for humanity.
Lying in bed that night, Jake felt a growing, burning desire to find out what happened to the other nine children in that amazing class.
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