The phrase “Made by Edison, Installed by Barnes” was developed out of a relationship sought after by a young man named Edwin Barnes. With no money, no contacts and no natural reason to be offered a job, let alone a partnership, Barnes was so determined to meet Edison that although he had no money, he traveled on the freight train as “blind baggage.” Edison recounts how this young man showed up looking like a mere tramp. Yet in Barnes’ eyes Edison saw a certain insatiable desire to obtain his goal, so he hired him to sweep the floors. Though a long way from his sought after goal, Barnes swept those floors with intensity, unwilling to lose the chance not only to work for Edison, but to meet his influential friends.

Barnes literally thought himself into relationship with Edison. He was not willing to give up on his idea of partnership with this great inventor. His opportunity came two years later, and as is typical with opportunity, it slid in the back door disguised as defeat.  Edison had invented a new dictating machine, and not one of his current associates saw its potential. Except for Edwin Barnes. Barnes saw the potential of this machine to revolutionize the lifestyle of the business executive, and he set about developing his business plan. So thorough was his plan that Edison could not deny him the opportunity, and Barnes made millions on his first partnership deal.

His success can be attributed to these key habits that he consistently exhibited with great intensity:

• He knew what he wanted to accomplish;
• He used the power of imagination to circumvent poverty and other difficulties;
• He was willing to start at the “bottom” in order to gain know-how and exposure;
• He created and seized opportunity;
• He maintained a dogged determination to bring his goal to reality;
• He worked long hours with concentrated focus for many years to get exactly what he wanted;
• He talked relatively little and produced big;
• He was not deterred by ridicule, criticism, setback, or obstacles.