an hour or two of processing and she's still interested. Don't try to persuade. Penetrate. Don't try to overwhelm. Penetrate. And even a newspaper reporter will fall in your lap. (The last one that came down to see what mud he could sling didn't sling any because I showed him an E-Meter, told him not to say anything and then located, by asking questions which only the meter answered, his last car wreck, who was hurt and what part of his body was injured and how many years ago it was. Man, he looked at that E-Meter like he was a bird and it was a cobra. But he sailed off into a full run of the engram and I walked him through it three times until he had good somatics turned on, told him I wasn't going to really put him in it because it would hurt, and ended the demonstration. He didn't write any mud.) Take an E-Meter to a boy scout meeting and watch the fun. Send notes to their parents when you found them in a bad way. Use an E-Meter as a dissemination weapon. When you can do these things to people they know we know what we're talking about. You don't have to explain. Don't explain. Penetrate. Don't overwhelm. Penetrate. And you'll have HAS Co-Audit going in no time. We are the first group on earth that knew what they were talking about. All right, sail in. The world's ours. Own it. L. RON HUBBARD LRH:brb.rd Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 103 NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GFIEEN ON WHITE HUBBARD COMMUNICATIONS OFFICE 3 7 Fitzroy Street, London W. I HCO BULLETIN OF 21 SEPTEMBER 1959 Re-issued from Saint Hill BPI AN IDEA FOR PROMOTION Here is a promotional idea which is aimed at attracting salesmen into Scientology. The text is taken from a Telex dispatch written by LRH to HCO Sec London:- We should run an ad for salesmen. Our intention would be to get people who could handle people. Their idea would be to increase their sales capabilities. Programme this one for the near future. Find out which paper is the trade journal of salesmen and into which they look for finding a new job. That done, then run an ad for PE as follows: Treble your selling record Communication is the key Free course in how to communicate To people Come to Personal Efficiency Foundation Monday night At seven-3 7 Fitzroy Street, W.I. Then make sure that the Personal Efficiency Foundation realizes that salesmen may be there, and to stress how to communicate to people. Then move them into a newer longer comm course and get them into Co-Audit. We'll wind up with lots of salesmen who are Scientologists. Because they are salesmen and see a lot of people they'll disseminate. Thinking this over, I'm sure that if we just hit salesmen heavily we'd win straight on through up up up. A salesman is a sucker for a salestalk (see Overt Motivator Sequence) therefore they'll buy any high pressure salestalk ad about increasing sales by learning communication. It is a tailor made cynch. But it gets you off the spot. An HCO See is really the programme director of HASI in addition to other Hats, but lo-you won't make it if you take on programmes and have no laps to drop them into. As these special capers are really night or part time jobs you wouldn't have to worry if you had sixteen dozen trained salesmen who were also professional Scientologists. This would take some time to complete but I think we had better start on it now because you have disease prone arthritics as a test run, but if it goes you'll swamp. For instance Eliz in Melbourne is so critical (rightly) of the Co-Audit Unit that she herself is taking it for a while to show them it could be done, and that's all right but who backs up Eliz after she grooves it in? If all the salesmen in Australia were interested in Scientology, some would always be on tap ready trained to handle the public, and the others would be telling their clients about it. I know one salesman who took a couple of courses and then sold over three million dollars worth of stuff to people by auditing them and selling them too. This is general so we know it works. Above is a sample ad. Here's another which is scientologically rigged to reach a salesman: Want to make millions in selling? Want to make people really WANT Your product? Learn human communication secrets at the Personal Efficiency Foundation address. Write up some mimeo literature, rig the PE course on how to look at the parts of life, give them some sample TRs in the first week, then run them into a sweating rough comm course, and finally grease them into a PE version of upper indoc and finally get them into Co-Audit. What's stressed throughout is human relations. If you made it your goal to put every salesman in your whole area through the PE you'd be able to programme safely and your area dissemination rig-up would be solved. I know from experience salesmen are heavy on taking courses. PH:iet Peter Hemery 28.9.1959:gh.rd HCO Communicator WW Copyrig t(-c) 1959 by L. RonRubbard for ALL RIGHTS RESERVED 104 L. RON HUBBARD NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex. HCO BULLETIN OF 23 SEPTEMBER 1959 HCO Franchise Holders HCO Area Secs HCO Vol Secs Assn Secs THE PERFECT DISSEMINATION PROGRAM Some months ago a famous Scientologist wrote me and asked me to appoint a committee to 'Work out the perfect dissemination program using all the tremendous technical information we had in Scientology as a basis'. Although I did not appoint the committee the matter stayed in mind and here a few weeks later I pulled it out of the 'bull pen' and attached an answer to it. The conditions of a perfect dissemination program would be, of course, maximum dissemination with minimum effort. This adds up to an instantaneous postulate which soars around the world without even using space. Now I may be fairish at postulating but at the moment, due to state of case no doubt, I am not quite up to doing this. Therefore as far as we are concerned at the moment we have to have some mest in the line. The perfect dissemination program would do the following: One: It would use existing comm lines within the society as these are already grooved in and our time would not then be spent trying to make channels but would be spent in simply using them. Two: It would not be costly as in advertising but would in fact itself make money and finance its own way. Three: It would carry an easily assimilable message. Four: It would direct attention to immediately useable facilities. Five: It would not challenge any existing powerful group, but would further the ends of the most grooved comm lines in the society so as to forward them as well as ours. Six: It would run itself and keep going after being given a push, and its impetus would not depend on thoroughly new creation at every moment but could become a pattern to be continuously created. Thereby we would not all be getting out of pace for it has been observed that we progress as far as we standardize. These and other conditions would give us a nearly perfect dissemination system. Naturally it would have to be able to work in any kind of an area for any kind of an activity and not depend upon specialized areas found seldom in the society. Well, you evidently still need me around because I up and thunk up a 'perfect dissemination program' that matches all the above conditions. It will get franchise holders out of any dissemination difficulties they're in if they just hold on and do it. It will perk up even Central Orgs if they need it, and for it can be written a series of pamphlets and books which have a chance of remaining constant for a long time to come-thus they can be printed in quantity and distributed widely and easily. Naturally I'm the first victim of it because I will now have to get to work and write up a whole new series of things from beginning to end and dream up and test a lot of technology and pass it on. But we're not stalled until the picture is perfect, and anybody can tear into this even without literature and fly by the seat of his or her pants until we can get the manuals and complete know-how worked out. 105 Well, that's enough sales talk. What, you're grinding your teeth to know, is the PERFECT dissemination program. Aha-I've got a surprise for you. You'll agree at once that it is. One: The most grooved comm line in western society is selling. To this is devoted the time and talent of some of the most accomplished men in the society. Signposts, sandwich men, broadsides, billboards, newspapers, radio advertising, TV advertising, skywriting and now implantation are all devoted to selling. But the final landing of orders is done by the SALESMAN. Two: Salesmen are always faced with the problems of reaching the other fellow's mind in order to make him buy something and are fascinated by any idea or know-how that accomplishes this for them. Salesmen have paid out billions to get trained, informed, genned and groomed about selling. And while we were teaching them they would be paying us and would be buying a good package. Three: We can train the salesman to communicate to the buyer in such a way as to make the buyer want something and buy it. But we can give the salesman our message to use not as idle chatter but really as something helpful to him with the client, and that is the fact that hope exists for people with difficulties and that hope is spelled Scientology. And the slightly more complex message would be that communication solves anything. Four: This program would direct first the salesman's attention and then his client's attention to PE courses as a reasonable means of handling life better. Five: The groups in the western world that hold most of the strings even in a socialistic society are the producers of goods, and these want these goods distributed. Anything that forwards this action is on the side of the most powerful groups and Scientology is then not opposed to them. In a supersocialism the problem drops a degree: Their problem is getting people to produce and in this activity they employ a great many people and it would be these people we would have to be working with in a totally socialistic state but that's not yet. Six: As any and all technology useable in selling is 'way back when' in Scientology there isn't much need to go out on a big research program to get the gen. We've got the gen for this project. Well, that's the rationale of the main points, Of course there are many other points in its favor. You can think of dozens. One of these is that the salesman, selling all the time, is a good target for any sales-talk-see Overt Act-Motivator Sequence. Therefore our sales-talk can be outrageously strong and will appeal. Another point is that the most recent patron saint of salesmen is recently dead-the late Dale Carnegie had almost his total appeal to salesmen and was quite successful, but since his demise his organization has been going downhill rapidly. With all due respect to a large figure in the 20th century, his technology was an appeal to the 1. I and failed on the cornerstone of reality. Salesmen bought it but found it was far from a good answer to selling. Therefore they will be ready broadly for a new school of thought. A salesman sees more people in a day than other people see in a month. Therefore he is himself an excellent comm particle. And he always needs something to talk about. And we have already a wonderful record in selling gains where salesmen are concerned. We have some examples of men who after studying Scientology, continuing in their saleswork, made ten to fifty times the number of sales as a result. Where a business firm is conservative and will buy only something to increase production, its salesmen are free agents in getting training and should be appealed to as such. Probably the most rapid gain financially that any individual could make from getting trained or processed would be the salesman, as he works on commission and his ability to reach would be instantly reflected in his income. Therefore he is as an individual a good investment. The basic liability of this program is the critical attitude of salesmen toward a 106 poor presentation and anything not dressed up as a course would find them snorty. But we have an answer to that. When they criticize presentation of a PE course we would use that criticism to enlist their assistance. 'But that's why we need your help' should be the innocent rejoinder. First and foremost the step which should be taken by you now is to discover what publication carries the most ads for salesmen and what publications, newspapers or magazines in your area are read by salesmen or are printed for salesmen. Into such should be inserted an advert more or less as follows: Want to Make Millions in Selling? Want to Make People Really WANT Your Product? Learn human communication secrets at the Personal Efficiency Foundation (address) That done you'll have time to get grooved in for the responses (as per the programming bulletin). The course should be revised for all, not just salesmen, along the following lines: A free combination of PE and Comm Course wherein there is lecture and there are drills. A paid Comm Course using the Basic TRs of the Comm Course. A repeat of the Comm Course again with a little upper indoc or just plain Comm Course again. A Co-audit using "From where could you communicate to a ... ? (body part)" as per dropping meter on assessment. Before the student has a chance to get bored with the Co-audit, another Comm Course. More Co-audit until bodies are down to the clear reading stably. And then and only then an HAS Certificate. All fees paid by the week. All fees high enough to command respect. The total mission would be to teach the salesman to confront and communicate to bodies. The total lecture gen to be centred around the ARC triangle. The texts to be Problems of Work and Science of Survival. Examination on texts to be given. In later bulletins I'll give you a lot more gen on this. The point is here, if you agree with this, jump in-perhaps not to the extent of committing all working channels to this one channel, but to the point of testing it out and sending me the results. If this becomes in fact the perfect dissemination program then we've got it made and made again. For with this basic communication network working in the society we will have something to build upon toward higher goals and a better world. L. RON HUBBARD LRH:brb.rd Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 107 NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO BULLETIN OF 28 APRIL 1960 All Fran Auditors HCO Secretaries Assoc Secretaries BOOKS ARE DISSEMINATION One of the oldest Organizational Health Charts states given books in distribution, the remainder of these facts are true. . .". No matter what you do with an organization, no matter how much writing of letters you do, the dissemination success of a group will not accomplish any security unless books are distributed. Seeing to it that the newly interested person is provided with the proper reading materials is a far more important step than most HCO Secs and PE Directors have realized, but these are not the worst offenders. The field auditor, attempting to run a group and keep afloat, fails most often, when he does fail, in the Book Department. Making sure that interested people get books is making sure that they will continue their interest. Assuring then they will read and understand the books, it is necessary to get them into an extension course. If you think you can interest a person in Scientology and yet avoid your responsibility in getting him or her to read books on the subject, you are wasting a tremendous amount of effort. Do you know why the first book DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH was written? Word of mouth on Dianeties was going forward so rapidly that my letter volume, even before the first book, was startling. Each one of these people expected me, either to write them a long letter and tell them what it was all about, or to be given a chance to come and see me so that I could tell them personally what it was all about. In other words, my time was going to be consumed, not in further research, but in writing letters and talking to people. My answer to this was to write DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH which rapidly informed the newly interested person what this new science was all about. I will make you a wager. I think you are wasting most of your time answering questions which are answered in books. I think you are talking yourself hoarse to friends, and other people, and groups, explaining over and over and over things that are already taken up in books. I think your time is being devoured by attempts to reach through the natural conversational barriers of people. You are not giving, I am sure, the newly interested person an opportunity to go and sit down quietly by himself, without any social strain, and study a book on the subject. Only in this way will he come to a decision about the subject which is his own independent decision having inspected the materials. This has to be done quietly and it is best done through the pages of a book. Without any reservations, I can tell you that DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH, based as it is upon mental image pictures and energy masses, those things which are most real to people, is the best forward vanguard in our possession. It was written at a time when I was very interested in bridging ttie gap between an uninformed public and an informed public, and contains in it most of the arguments necessary to quiet the suspicions of the newly interested person and contains as well most of the answers to that person's questions. DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH contains today a perfectly workable therapy. But more importantly it contains a bridge between the uninformed and the informed public on the subject of Scientology. If you are not furiously pushing DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH and if you are not insisting that each newly interested person read it as something new, startling and strange in the world, you will be wasting most of your dissemination efforts. 108 Oddly enough, this book, to this day, sells more copies around the world than the average best seller in any given year. Where it has been pushed, Scientology is booming. Where it has not been pushed, Scientology is limp. Just inspect the number of simple, startling items in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. Here you find the Dynamics, here you find several of the earliest Axioms, here you even find the rudimentary ARC tone scale. You find as well a thoroughly accurate description of clears and the reactive mind. Do you realize that the world does not yet know anything about the reactive mind? Here is the total answer to Freud's subconscious. Here is the resolution of most of the problems of psychotherapy. You know so many things that are new and wonderful and strange that you forget that Bill and Joe and Mary have never heard of any part of them. They are not interested in past lives. They are interested in what makes them do strange and peculiar things. They have heard vaguely about the tenets of psychology. They do not know that these have all been answered in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. When people are asking you questions about Dianetics and Scientology, no matter how obtuse or abstruse the questions are, your best answer to these questions was my earliest answer and that was, "Read DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH and that will answer your question." In the last HCO Bulletin I gave you presession processes. This makes a complete cycle. With presession processes we can take a new person and by running the course of help, control, communication and interest, put him in a frame of mind to want to know more about the subject. In this Bulletin I am trying to tell you what to do about the person once you have brought him up to this point. It is all right for you to go on and audit him but I assure you he will never get anywhere until he has read DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. All the questions and counter arguments and upsets which are boiling through his mind now are answered in that book, bringing him up to a point where he wants auditing, where he successfully goes through PE. Give him auditing, let him co-audit, do anything you want with him, but insist, insist, insist that he reads DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. You would be completely amazed at the ideas some people have of Scientology even after they have gone through a PE course and have read Problems of Work or some other manual pushed off on them simply because it is cheap. Problems of Work is all right and should be distributed but it is not informative on the subject of the human mind. Let's get down to basics here and see what we have really done. We have made a break-through. The moment of the break-through is recorded at public level with DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. If people do not read this book, they just will not have broken through. Any "sales tricks" you employ after you have succeeded by use of help, control, communication and interest in arousing that interest, to get them now to inform themselves of the moment of break-through, will be well expended by you, otherwise these people will, be talking through a fog and will experience a sensation of having been brought up to some high plateau without having climbed a cliff. It is factual that you can bring a person all the way to clear and have on your hands a mentally illiterate person. I know, because I have done just that. All the clears I made twelve to thirteen years ago evaporated into the society. I did them a great deal of good. Some of them are now occupying high positions, but none of them have ever associated me and my work in Dianetics and Scientology with what happened to them. They are, for the most part, convinced that what I did was some fabulously magical thing which was done for them only, and for them especially, something like a spiritual revival, but nothing to be understood. These people never did gain that understanding because I never explained to them what was happening. It was only after DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH was written and distributed that we began to get somewhere in the world. People we processed might have been led to worry more about their own cases than those I processed, but at the same time their worrying was at least intelligent. I can still clear people with the technologies of twelve and thirteen years ago and, indeed, have been carefully reintroducing you to these technologies. Now the time has come for us to realize that there are very close to two and a half million people on this planet who are mentally illiterate. They do not know 109 what makes them tick. They have no concept whatsoever of the basis of human reaction. They are intolerant. They are at war with one another. They follow strange leaders and wind up in strange places. They have no hope that anything will ever dig them out. Only a minute percentage of these people have ever been introduced to DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. Do not believe for a moment that just because I wrote a book on the subject cases became harder. As a matter of fact they became more co-operative. We are making a great many clears today. Hardly a week passes on my correspondence lines without clears being reported. But look at the mental illiteracy even of some auditors. Do you know that people report me clears and call them releases. These people have never studied the definition and capabilities of clear in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. They bring pre-clears up to this standard, find there is a considerable distance to go and start striking for theta-clear before they say anybody is clear. You yourself may have made a clear and classified the clear as a release just because you were not totally familiar with the conditions of clear. I still think the best statement of a clear occurred in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. I have had no reason to revise that statement. Pushed at, however, by many Scientologists, I have tried to find way stops between clear, as defined in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH, and OT. There are quite a few. I almost laughed in somebody's face the other day when he said to me that a notable person on one central organization's staff was being audited by him and that he had gotten her up to a state of release "with a free needle on anything you asked her", and added that he would soon have her clear if he kept working at it. Concerning the same person, visitors at that central organization for some time have been saying, "She has a sort of feeling about her as though she might be clear." The truth of the matter is she has been clear for several months but her auditor is straining so hard, seeing as he does how far human capability can be made to reach, that it has never occurred to him that he has passed clear some time back. Any pc that has a relatively free needle has probably been cleared by the standards laid down in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. Now that we can interest people, let's take the next inevitable step. Let's push this book. Let's crowd it into people's hands and demand that they buy it. Let's develop the trick, when they ask us complicated questions, of stating that they should read DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. After all, we have a brand new science in the world. DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH is a brand new book that describes it at public level and it is a good thing if you want to get people into a house to get them to come in the front door. The front door we have is DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. 1, personally, do not believe the book could ever be written again, since it was written at a time when I was well aware of the public arguments concerning the mind. For the indifferently literate person it forms the necessary bridge from knowing nothing to knowing something. It is an exciting book. Push it. Get your people to read it. Now let's get going. If you cause cards to be printed concerning the whereabouts of PE Courses, always add to them: "To know more about this subject read DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH, available at (give the place). The greatest scientific development in this century has happened." To all Central Orgs. Push this book with every possible display and mention. Where you find people have not bought it in your Central Files, you'll find interest has been lagging. Play down all other PE books, display DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH as the book they must now buy. Tell them so during the breaks. "DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH answers your questions." Unlimited stocks are available at HCO WW and even more are already printed and being bound now in New Zealand for NZ, Australian and South African shipment. Order all Southern Hemisphere stock of DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH through HCO WW. We've lost the people in a maze of many titles. Take down all your many book displays. Concentrate on one, DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. I am asking Australia, for instance, to have a huge wooden book, DIANETICS: 110 THE MODERN SCIENCE OF MENTAL HEALTH, erected on their marquee and spotlighted. We can absorb the world's confusion on one stable datum. Let's do it. LRH:js.rd L. RON HUBBARD Copyright nc 1960 by L. Ron Hubbard ALL RIGHTS RESERVED NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO EXECUTIVE LETTER OF 21 MARCH 1965 Gen Non-Remimeo TO: ALL HCOs ORG/ASSN SECS PE DEPTS SUBJECT: PE COMES AFTER THEY HAVE READ A BOOK The following is a report paraphrased from the Director of PE in Washington DC, pertaining to a Pilot Project on Testing as a dissemination line for PE. "Dear Ron, On Jan 4, 1965, we began a small ad in the Washington Evening Star on the Testing Clinic. The ad ran for 15 consecutive days and produced 13 people in for testing, of which 10 came back for evaluation of tests. None came onto our lines. Three books were sold. On Feb 4th we tried the 2 inch ad with text from HCO Pol Ltr 24 Nov and 2 Dec 1960. The ad ran for 2 weeks and I I people came in for test, 9 came back for evaluation. There were no sign ups for Academy and fiGC, and only one came into PE and he was drunk. Best, Andy." Ron's reply follows:- "FCDC. PE AD. You were recently (autumn 1964) required only to advertise books. It was not explicit but one thought ads would now be books. Interview failure is totally attributable to this: People say, "What is Scientology?" of an org. Org says, "Buy this book." (Problems of Work is best.) Never let anyone talk to such persons. Just coach reception to say, "This book will tell you all about it" and sell the book. Until new Dissem Drills are out and coached this is the total. PE comes in after they have read a book, never before. You have omitted the first Dissem Step "Buy a Book" and so have no PE. Get your Book Sales line in, put the PE invite at the back of the book. All this is undergoing improvement but the above bare bones have worked for 15 years. PE ads direct have never worked. L. RON HUBBARD" LRH:ml.rd Issued by: Marilynn Routsong Copyright (c) 1965 Acting Executive Director by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 23 OCTOBER 1965 Remimeo Field Staff Members Sthil Grads Sthil Students DISSEMINATION DRILL The Dissemination Drill has four exact steps that must be done with a person you are disseminating to. There is no set patter, nor any set words you say to the person. There are four steps that must be accomplished with the individual and they are listed in the order that they should be done: I . Contact the individual: This is plain and simple. It just means making a personal contact with someone, whether you approach them or they approach you. 2. Handle: If the person is wide open to Scientology, and reaching, this step can be omitted as there is nothing to handle. Handle is to handle any attacks, antagonism, challenge or hostility that the individual might express towards you and/or Scientology. Definition of "handle": to control, direct. "Handle" implies directing an acquired skill to the accomplishment of immediate ends. Once the individual has been handled you then- 3. Salvage: Definition of salvage: "to save from ruin". Before you can save someone from ruin, you must find out what their own personal ruin is. This is basically-What is ruining them? What is messing them up? It must be a condition that is real to the individual as an unwanted condition, or one that can be made real to him. 4. Bring to understanding: Once the person is aware of the ruin, you bring about an understanding that Scientology can handle the condition found in 3. This is done by simply stating Scientology can, or by using data to show how it can. It's at the right moment on this step that one hands the person a selection slip, or one's professional card, and directs him to the service that will best handle what he needs handled. These are the steps of the Dissemination Drill. They are designed so that an understanding of them is necessary and that understanding is best achieved by being coached on the drill. COACHING THE DRILL Position: Coach and student may sit facing each other a comfortable distance apart, or they may stand ambulatory. Purpose: To enable a Scientologist to disseminate Scientology effectively to individuals. To enable one to contact, handle, salvage and bring to understanding another being. To prepare a Scientologist so that he won't be caught "flatfooted" when being attacked or questioned by another. Patter: There is no set patter. The coach plays the part of a non-Scientologist and displays an attitude about Scientology upon being approached by the student. The student must then handle, salvage, and bring the coach to understanding. When the student can comfortably do these steps on a given coach's attitude, the coach then 112 assumes another attitude, etc, and the drill is continued until the student is confident and comfortable about doing these steps with any type of person. This drill is coached as follows: The coach says, "Start". The student must then (1) contact the coach, either by approaching the coach or being approached by the coach. The student introduces himself and Scientology or not, depending upon the mocked-up situation. The student then (2) handles any invalidation of himself and/or Scientology, any challenge, attack or hostility displayed by the coach. The student then (3) salvages the coach. In this step the student must locate the ruin (problem or difficulty the coach has with life), and point out that it is ruinous and get the person to see that it is. When (3) has been done, you then (4) bring about an understanding that Scientology can do something about it. Example: the coach has admitted a problem with women. The student simply listens to him talk about his problem and then asserts-"Well, that's what Scientology handles. We have processing, etc, etc." When the coach indicates a realization that he did have a problem and that something might be done about it, the student presents him with a selection slip, or a professional card, routing him to the service that would best remedy the condition. The coach must flunk for comm lags, nervousness, laughter or non-confront. The coach would similarly flunk the student for failure to (1) contact, (2) handle, (3) salvage, and (4) bring to understanding. Training Stress: Stress giving the student wins. This is done by'using a gradient scale in the coach's portrayal of various attitudes, and staying with any selected until the student can handle it comfortably. As the student becomes better, the coach can portray a more difficult attitude. Stress bringing about for the student the accomplishment of the purpose of this drill. A list of things to handle and another of ruins to discover can be made up and used. Do not specialize in either antagonistic attitudes or an eagerness to know about Scientology. Use both and other attitudes. One meets them all. L. RON HUBBARD LRH:ml.rd Copyright (E) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 113 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 23 NOVEMBER 1969 Remitneo PES Hats PRO Course I)ir Ethnics INDIVIDUALS vs GROUPS The wide survey done in accordance with LRH ED Int I August 1968 "Broad Public Questionnaire," the results summarized in LRH ED Int 37 of 23 November 1969 "Reform Mailing Result" gives us two valuable data: 1. DO NOT LECTURE OR DISSEM TO SOCIAL OR PUBLIC GROUPS. (The full list is in these 2 LRH EDs.) 2. DISSEM TO THE INDIVIDUAL WITH PROBLEMS NOT THE GROUP OR INDIVIDUAL WHO HAVE SOLUTIONS. Public and Social Groups Public and social groups, from governments to garden clubs, are organized around some agreed upon solution and were organized because of and to support some fixed solution such as an ideology or a quick buck or a dominance system. In such a case you are talking to and at an idea fix6. It fears anything that might shake its pet aberration. Indeed, by addressing it directly as a group by a lecture or a mailing you can solidify the consistent antagonism it feels to anything different to its ideas. Such groups are also a mutual protection society and their members are to a greater or lesser degree personally defensive but collectively aggressive. Such groups can usually be neglected in matters of dissemination. They can be approached only within the framework of cooperation when your aims and theirs seem to or can be made to seem to. have something in common and only then if you don't try to "sell your wares" to their members. Even a mutual support idea is a touchy matter and has to be very smoothly handled with top PRO. To a nation at war, for example, everyone not of that nation is a potential enemy and allies are traditionally barely tolerated and suspiciously so at that. In a "dog eat dog" world, such as Man is continually told it is, political and social groups have other foundations than a simple wish to assemble or to make things go right. Thus a mailing list to a governmental, public, social or professional (non-scien- tific) group is a WASTE OF TIME, and can even do harm. This includes any list of individual members of such groups. They are not there to make a better society, but to have mutual support for some special idea. We also long ago learned this cynical axiom: "Groups tend to perpetuate the conditions which they are formed to combat." For example the Beers groups "to bring legal rights and better treatment to the insane" in 1905 advocates as the "mental health" associations of today which advocate easy seizure and mayhem while still talking about the late Clifford Beers. Nobody ever heard of polio until it really got anti-polio groups. Deficient in technology to accomplish their ends and dependent at last on the evil they fight to gain support, the group types listed in LRH ED 14 1 Aug 68 are found to fix into a solidified idea that brooks no challenge and which imagines anything else is a challenge to it. 114 So don't waste your time except to fix up an alliance and do that only by discussing points of close agreement in purposes not your own subject. Exceptions will of course be found. We sent these mailings to check reform codes. We also found it is worthless to dissem to specialized groups. We also had this datum earlier. A franchise based its whole dissem programme on approaching and working with specialized groups and went broke promptly. Groups can also be unpopular in the extreme as witness certain governments. A certain percentage of the poor response told us to attack the American Medical Association and American Psychiatric Association. The Individual The bulk of the individuals on the planet are "unaligned". This is about 92% of the population! This figure is taken from countries involved in heavy insurgent attack. The commotion of "mobs" one reads about in the press, the "opinion of the people" are usually propaganda nonsense gotten up by specialized groups who are less than a thousandth of the population. They are staged and pushed by newspapers who are solvent only on funds that make them pro- or anti-. Newspapers represent so little of "public opinion" they are seldom generally liked. Supported by specialized groups they pretend to "public opinion" in order to increase the impact of the message of special interests. Billionaire Nelson Rockefeller, favourite son of US big interests, mud-balled on a flying tour throughout Latin America almost everywhere he stopped got the most placid US and the most violent European press on the same incidents one ever read. Neither one represented any "public opinion". In the hard reality of insurgency campaigns when propaganda is at highest intensity, when all the chips are down 92% just aren't on either side. They simply wait to see who is winning if they have any ideas at all. This tends to say 92% of a population do not belong to groups. The figure is not too far wrong. This gives us a new insight into the one out of twenty in any purposeless gathering who suddenly objects to Scientology. YOU COULD HAVE HIM IF YOU INVARIABLY ASKED "ALL RIGHT, WHAT IS YOUR SOLUTION TO THINGS?" You would probably get a harangue about fascism or legal rights. Lord knows exactly what you'd get but it would be the idea fix6 of some specialized group. Newspaper reporters are usually serving by direct orders, specialized groups. "The Vicious Catholics and the Heroic Protestants" "The underhanded Left and the holy Right." By the natural selection of firing any reporter who isn't a devoted advocate of the special interest group behind the publisher any disaffected newspaperman isn't on that paper long. Freedom of the Press as it is laughingly called does not extend to Freedom of reporters! The unaligned reporter is left to take up other lines of work. The closest you can come is to control the publisher or to indicate alliance with the paper's interests to the reporter. The Special Interest Individual is a member of a group united by an idea fixe' He has a SOLUTION. Any other idea he considers a potential enemy of his solution. Thus his comm will occur, hidden or exposed, to forward special interests. When the comm is hidden it becomes disinterested or vicious as it is over the top of the withhold of his alignment with a special interest. Comm is possible only by discovering his special interest and indicating alliance with it. The comm then will probably be a bit grudging but it occurs. However, this leaves us about 92% of the world's population with whom comm is possible, especially on a personal basis. 115 In this 92% one has a uniform factor, a common denominator of personal survival. The special interest fellow would comm only on his 3rd dynamic special interest and sometimes even commit suicide on the Ist dynamic to defend that special interest. But 92% have some idea of personal survival and therefore can individually comm about things that would increase their survival potential. Summary We can repeat "Disseminate to those who have problems not those who have solutions." Thus there is little point in disseminating to a university as it has solutions for everything. There is every point in disseminating to a student as he has the problems. But even here many students also have the solution-to get a degree to magic carpet them to life and the buck or are in the process of espousing special interest groups. So one can say one can usually disseminate to a student who has PROBLEMS. There would be no point in disseminating to a police force. There would be every point in disseminating to a policeman who has problems. There would be no point in disseminating to the War Ministry but every point in disseminating to soldiers who have PROBLEMS. The only "risk" one runs is some special interest group believing their prey are being stolen from them. One can easily make the error of believing special groups are interested in general betterment. With Earth as it is, prey is a better word than patient to describe a psychiatrist's special interest attitude. And "prey" is a better word than "citizen" to match the thoughts of some government agencies. Now it so happens that people don't like to be "prey" and they resent the large majority of special interest groups the moment they discover they are such. It opens the door widely to dissemination to get a clean look at the fact that upwards of 92% of a population are not on the side of anyone. The large majority of these have problems. Thus dissemination can occur. We who are simply trying to make individuals better and so improve the society, without any other axes to grind or drums to beat thus have the majority potentially on our side. L. RON HUBBARD Founder LRH:rs.cden Copyright (DI969 by L. Ron Hubbard ALL RIGHTS RESERVED 116 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 2 SEPTEMBER 1970 Remimeo All Staff PRO Course Checksheet Franchise FIRST POLICY The first policy of a Scientology Org, laid down on about 8 or 10 March 1950, is: MAINTAIN FRIENDLY RELATIONS WITH THE ENVIRONMENT AND THE PUBLIC. LRH:rr.aap.rd L. RON HUBBARD Copyright (c) 1970 Founder by L. Ron Hubbard ALL RIGHTS RESERVED NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE HUBBARD COMMUNICATIONS OFFICE LONDON Extracted from CLINICAL PROCEDURE OF 20 MAY 1954 ATMOSPHERE OF THE CLINIC The atmosphere is a most important part. It should be business-like and friendly. By no means should any person be allowed on the premises who does not have business there. There is nothing so disturbing to a preclear as to have a bunch of auditors hanging around discussing techniques and their own cases or seeking to recruit clinic preclears. [Unsigned] Issued by HCO London In Digest I re-issue of 18 March 1958. HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO BULLETIN OF 21 SEPTEMBER 1958 (Re-issued as HCO POLICY LETTER OF 22 OCTOBER 1962) CenOCon [Excerptl Franchise Field NEATNESS OF QUARTERS - THE PUBLIC KNOWS US BY OUR MEST - A part of everyone's hats is keeping a good mockup in people, offices, classrooms, quarters. Keep your desk and your Mest neat and orderly. It helps. And when you see things getting broken down or run down or dirty, fix them or clean them or if you can't yell like hell on the right comm line. LRH:gl.rd L. RON HUBBARD Copyright (c) 1962 by L. Ron Hubbard ALL RIGHTS RESERVED [Excerpted from HCO Bulletin of 21 September 1958 (re-issued as HCO P/L of 22 October 1962), Theory of Scientology Organizations. A complete copy is in Volume 0, page 31.] 117 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 24 AUGUST 1965 Issue 11 Remimeo CLEANLINESS OF QUARTERS AND STAFF IMPROVE OUR IMAGE There is no quicker way to depress income and public goodwill than to have dirty quarters and slovenly staff. While we know it takes income to make a place look smart and to have elegant quarters, this is not the point of this policy letter. Clean floors, walls, woodwork and service rooms require very little. Clean washrooms and proper paper towels and tissue are an ordinary requirement. As the world goes more beatnik it is hard to keep up a standard of cleanliness and good order. But it can be done. And for the sake of income and goodwill it must be done. The world has been educated by business to a tradition of clean quarters and smart service. We must at least equal that. Staff should be uniformed in orgs that can afford it. A clean well dressed staff inspires confidence and begets the payment of bills and more service. The private Scientology practitioner fails mainly on his personal lack of professional address to his clients and his personal dress is sometimes pretty grim. This is what costs him his income. An org, to get anywhere at all, has to look like a real org and its staff must look like professionals. Until they can be uniformed, they can be clean. Similarly, until you can have really swanky quarters you can at least have clean quarters, walls, WCs and things picked up. A clean set of quarters and a neat, professional looking staff can increase your income by about 500%. IMPROVE OUR IMAGE. L. RON HUBBARD LRH:ml.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 118 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 12 FEBRUARY 1969 CenOCon Public Exec Secs ECs LRH Comms RELIGION Visual evidences that Scientology is a religion are mandatory on the PES. Any staff who are trained at any level as auditors (but not in AOs) are to be clothed in the traditioned ministerial black suit, black vest white collar silver cross for ordinary org wear. Creed of the Church is to be done big and plainly posted in public areas. Stationery is to reflect the fact that orgs are churches. All public literature must state that Scn is religious philosophy. Since its first incorporation as HASI Arizona all orgs have been Religious fellowships by corporation statements. All orgs are now Churches by their C of S of California affiliation. The minister's course is a requisite for permanent certification. The legal decisions handed down on Scn by US high courts uphold it as a religion. It has never been anything else. It seeks SPIRITUAL FREEDOM. This may or may not be publicly acceptable. This is NOT the point. It is a requisite defense and it is true. Those are the points. Reinforce this in all possible ways. L. RON HUBBARD Founder LRH:sdp.ei.cden Copyright (DI969 by L. Ron Hubbard ALL RIGHTS RESERVED [Amended by HCO P/L 9 May 1971 Issue II, Scientology Org Staff Uniforms, and reinstated and added to by HCO P/I, 2 September 1971 issue 11, Religion-Scientology.Org Staff Apparel, both in the 1971 Year Book.] 119 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 17 JUNE 1969 Remimeo PRO Course Checksheet Div 6 THE ORG IMAGE A poor org public image can cost an org 9/10ths of its income thus greatly curtailing pay and facilities. It can lead to trouble with the area. It can reduce the expansion of Dianetics and Scientology to near zero. When important people enter an org and find its premises messy, themselves and their requirements neglected, the org not only loses their fee, it also loses the important friends who would actively protect it. If an org and its staff displays a downstat image, public confidence in Dianetics and Scientology is shaken. By showing a good org mock up we are living examples of what Dianetics and Scientology can do. There are several zones which comprise the org image. I . Premises, particularly the entrances and interview and service areas. These should be neat, not cluttered up with baggage, paper, tattered notices or unsightly things. 2. Public comm lines. Letters and mailings should be correctly addressed with the right name and not sent to several addresses for the same person. The appearance and tone of any mailings and communications should be good and not offend. "Friendly and agreeable responses" was the first order I ever gave to an org. 3. Staff. Appearance and attitude to the public. 4. Service Delivery, assurances of. 5. Publicizing values of service. 6. Publications, appearance and suitability of distribution. 7. Alliances with suitable groups and leaders, with due regard to local "ethnic" values. (Publicly admired values.) 8. Eradication of enemies on public lines with due regard to local ethnic values (publicly detested values). 9. Alignment of promotion with things publicly admired and against things publicly detested. 10. Advertising, effectiveness, suitability and lawfulness of. 11. Membership expansion. 12. Group expansion. 13. Expansion planning of facilities. Contemporary "Public Relations Officer" duties in business firms are not as embracive as the above 13 points. These are loosely classified as follows (quoted from their texts). 1. To keep management informed of public opinion, and of events and trends likely to affect its reputation. "2. To advise management on the policies and actions it should adopt in order to gain and keep public good will; and on the likely effects, in terms of public opinion, of any policies and actions dictated by other factors. 120 "3. To apply public relations techniques to solve problems in which the company's reputation is at stake and to maintain a continuing, positive programme of action to secure good will,, presenting the company in all its aspects to all its audiences by every appropriate means of communication. "The executive side of the public relations man's work includes the company's relations with the press, radio and television; the production of many kinds of printed matter, including company reports, house magazines, wall charts, brochures and even books; films and film strips; exhibitions; the design of company stationery; the way a firm receives its visitors; a watching brief on the way it answers its telephone calls, writes its letters, handles complaints; its policy on donations to charity and an infinite variety of items beyond." We often hear that we should hire a public relations firm to do all these things. The catch is that these firms have a high personnel turnover and new men on the 44 accounts" have to be rebriefed continually. We have in the past hired contemporary professional PRO men AND THEY LAID THE FOUNDATION OF OUR DIFFICULT TIMES WITH PRO ACTIONS. In Dianetics and Scientology we have gone up against a totalitarian conspiracy using "mental health" to control populations. This was not a normal PRO atmosphere as encountered by business firms. It began with war where the enemy controlled all news media and governments. We had to be very very good indeed to live through it at all. Our "public" does not understand this. They are accustomed to sleek untroubled firms selling them "Wheaties the Breakfast of Idiots" or "go Slow gasoline" or "You too can be insane". So in Dianetics and Scientology we have a job in PRO which far exceeds the usual company demands. In ordinary PRO actions we have not done too badly in the past. For instance our people handling Congresses make the U.S. Democratic Party Convention PROs look like rank amateurs. The enemy has used all available PRO and Intelligence techniques to hold us back and as the enemy also controlled many key government figures, this has been a very rough time. That we are alive at all and expanding shows we have not done too badly. The enemy is definitely losing. The reason for this is INTEGRITY. By and large our people are sincere. WORD OF MOUTH is a public relations comm line superior to press, radio, television or Mr. Big. Radio, press and TV only seek to create "word of mouth". This term means what people say to one another. By standing for what people think is good and opposing what people think is bad greatly speeds WORD OF MOUTH. We will go as far as Dianeties and Scientology work in the hands of auditors and no farther. The enemy, lacking integrity, word of mouth and workable tech has not won despite total control of governments, press, radio, TV and all standard PRO media, plus financing in terms of billions. Thus we see that there are three commodities above contemporary PRO concepts. These are: A. INTEGRITY B. WORD OF MOUTH C. WORKABILITY AND USEFULNESS OF PRODUCT. 121 All the PRO advices and direction will not prevail if the above three things are not an integral part of "the company" PRO planning. How much a product COSTS has some bearing on whether or not it is used. But unstabilizing prices, we have learned (such as a small increase) is utterly deadly. And reducing prices does not actually increase sales in our Iexperience. The exception is the granting of 50% scholarships and giving certain courses as Field Staff Member prizes. And here it does seem that the STATUS value outweighs the monetary saving appeal. Therefore STATUS INCREASE is a vital part of the product. However, whether Dianetics and Scientology have been at war or not, the first 13 points are what we would consider routine PRO actions which, if neglected would result in heavy income losses. A staff idling in reception, offhand handling of callers, wrong address or names misspelled drive off customers. Aside from simply blocking sign ups these points also REDUCE CUSTOMER STATUS. As our organizations are built (due to tech concentration) on handling the individual, any PRO must be very alert to any point which would seem to the 46customer" to diminish his status. A PRO should himself look at the given points from the viewpoint of an important potential "customer". Would the org environment and handling attract or drive off an important person (let us say, the Mayor) as a "customer". If the answer is 66yes" in any point, then the Org is losing up to 90% of its income through these PRO omissions. If a staff is poorly paid or the premises are poorly furnished, cluttered or dirty then the error lies in either the I st 13 or the above A, B, C points of PRO. A PRO in advising actions to the EC (and he should have direct access to the Executive Council or Management) should be very wary of killing off the Org's vitality with too much militant control. The PRO also has the staff as a public. If one wants to clear sandwich-eating staff off reception the best way is to start a campaign for a staff lounge, get it and then forbid staff to clutter up reception. The PRO in accomplishing PRO points is of necessity a creature of ideas even in getting his routine PRO actions done. The enemy we have had gets very high points on I to 13 (omitting 4, assurances of delivery and 7 and 8 Ethnic points). Dianetics and Scientology orgs get rather low points on I to 13 (excepting 4, 7 and 8 which they do well). Dianetics and Scientology orgs do well on A, B and C. The enemy utterly collapses on these. If Dianetics and Scientology orgs did well on all points (I to 13 and A, B and C) the battle would be won in very little time. If a PRO is not working to bring points I to 13 and A, B and C all into full operation in his area, he is not doing his job. If he is doing all these things he is a very very valuable PRO and should be given every possible assistance on his job. L. RON HUBBARD Founder LRH:ek.cs.ei.rd Copyright (c) 1969 by L. Ron Hubbard ALL RIGHTS RESERVED 122 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 12 NOVEMBER 1969 Remimeo PES Hat PRO Course Chsht APPEARANCE AND PRO Anyone engaged in a personal contact PRO action should support his action by clean and neat appearance. He or she is a symbol. A clean bright looking symbol emanates by appearance only. Thus any PRO action is reinforced by one's appearance. As the appearance is acceptable then the thought and words or action is made more acceptable and reinforces one's potential success. If one's appearance is too bizarre or garish or if a girl is wearing too much perfume, appearance distracts from the thought or action and may make it fail. Similarly a degraded appearance degrades the PRO action. Body odor, bad breath, dirty hands, face or fingernails all degrade one's message or intent and can make one's PRO action no matter how acceptable otherwise, fail. One does not have to be handsome, or beautiful to reinforce a PRO action. It helps but it often also hinders. Integrity and sincerity can communicate even more forcefully than appearance. However, appearance has a definite role in PRO. For instance a clean, neatly dressed lecturer has as a rule a far greater impact than one who is either very fancily dressed or at the other extreme scruffy. THE ARC OF APPEARANCE The Communication formula contains duplication at either end. In the presence of duplication of type or social class of appearance we get better A (Affinity) (can occupy same space), better R (Reality) (can agree because of similarity of caste or station in life) and hence Communication, lifted by A & R can occur. The above is the actual operating law. Thus average audiences or persons or persons in the West seeing their ideal of themselves (clean, neat, mannerly) if similarly but slightly better dressed, are impressed by appearance and receptive: If however a PRO person were dressed that same way yet sought to impress or get the agreement of a Communist group in the East he probably would fail as he is a bourgeoisie (middle class) symbol. I wonder if you notice that the world's rulers in this PRO world deserted top hats about 1920 and began to become upper class citizens in business suits by the 1930s and in the 1950s became "men of the peeeeple" in ratty unpressed lounge suits. To get the attention and sincere agreement of a bunch of collective farmers one would have to look like their ideal of a very good collective farmer and act accordingly. On the other hand to PRO a movie star it would be necessary to dress a bit movie star-but not too much as they fear rivals in attention getting. COVER All this gets badly disarranged as a law when one enters the wonderland of "cover appearances". Then one must look and act like what the viewer thinks the personal 123 identity adopted looks like. Impersonating a real reporter one has to look like what the person being interviewed thinks reporters currently look like in that area. Notice we say "what the person thinks reporters look like". Actually reporters look like tramps or executives or MI-6 agents or what have you in real life. But "cover" is a deception process and depends on perverting the comm formula by fooling the person or persons being seen addressed or interviewed and belongs more to an intelligence service than PRO. ILLUSION However, in PRO, one is actually creating an illusion or symbol that will be considered acceptable by those who see the image compatible with the message one is trying to put across or the data one is attempting to find. ETHNICS This subject of appearance is actually an ETHNIC idea. Ethnic means beliefs, mores, customs, patterns of thought or racial or religious stable data. What do the people being seen think the PRO person should look like, dress like, act like to be asking or talking to them about that subject? The Walla-wallas think someone with a new product should look like a witch doctor before they believe him. Politicians think one should look like a psychiatrist before appropriating a few billion for him. Savage Ugpugs only accept PRO from fat men. And the Romans only accepted it from bird entrails. What type of communicator is acceptable? For what message? That is an Ethnic survey problem and the answer is only valid for the area in which it is obtained. It is always what they think the ideal symbol is, not necessarily the usual symbol that gives that type of message to them. And it is what symbol is now effective as the old one may have become too common. CONCLUSION It is not a very involved subject. The Comm Formula in its entirety should be known and understood in PRO work. The factors one is trying to instill are acceptability and belief. Truth plays its own role as it is the highest R (Reality) there is. But sometimes the whole truth is too much and again it becomes the degree of R that fits in with the A and C. Untruth, when exposed, can wreck ANY PRO symbol. And voicing a truth that is unbelievable can also cause the symbol uttering it to not be believable. The need for impingement (enough jolt to attract attention) causes a lot of wild PRO think. The mobs of people are sufficiently numerous today to cause a "herring effect". No one herring is given any attention by the rest of the herrings. PRO attempts to break out of this inattention by being a more startling herring. But if overdone, the rest of the herrings believe one is a shark. To solve the dilemma, if it comes to a dilemma, it is best to be one's own self, but a clean neat mannerly version of oneself and if one has a message or reason to be there the PRO will usually come off very well. L. RON HUBBARD Founder LRH:rs.rd Copyright cn 1969 by L. Ron ffubbard ALL RIGHTS RESERVED 124 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF I I DECEMBER 1969 Remimeo PES Hat (IMPORTANT OR G BD CHANGE) Dir Eth Hat APPEARANCES IN PUBLIC DIVS The Appearance of the Org and Staff is transferred out of Department One which becomes the DEPARTMENT OF PERSONNEL AND ROUTING and may still be called RAP but should be changed on the org board. In accordance with HCO Pol Ltr of 29 Nov 69 NEW PUB DIVS ORG BOARD. APPEARANCES comes under the Department of Ethnics Div 6, Dept 16, Ethnic Acceptable Appearance Section. The Public Exec Sec therefore is directly responsible for the appearance of the org, its staff, its literature and publications so far as appearance and acceptability go. Appearances never worked under Dept 1. "Image" is actually a PRO function and it is of vital interest to the Public Exec Sec as otherwise his promotion may be dulled or rendered null. Appearance can even cause him much trouble. The IMAGE of an org and its staff and its literature and publications actually is a form of projection into the public. The reason it is in Dept 16 is that this is the first department of the Public divisions. Also it is something which has to be fitted into the values of the population where the org is located. They have definite ethnic ideas of what an org would look like, what a staff would dress like, what the literature should look like if any of these had a command position. It is always easy when one has millions to spend to make a commanding image. The trick is to make it without its costing more than one can afford. One has to make the money before one makes the full image. There is much one can do-and has to do-at no financial cost or at a low price. One can paint up a place with volunteer help for the cost of rented machines and materials. Staff individual areas of responsibility ("Cleaning Stations") should be assigned via the HCO ES so that all areas of an org are covered. If one has a cleaning service this is still necessary as there is such a thing as litter. Newspapers, magazines, typewriters, machines-no cleaning service handles these. That is staff action because it's staff use. Where one does not buy the staff its clothing one can still insist on clean hands, fingernails and cut hair, bathed bodies and brushed teeth, polished shoes and so on. It's poor advertising indeed when a staff member is dirty and unkempt. When one has money and an Ethnic survey has determined what the population thinks a professional looks like, one can buy the staff clothes that forward a highly professional image to create public respect and confidence. Remember in this survey as in all Ethnic surveys, one does not copy professionals in the society as they haven't done a survey. One is interested in looking like what the public thinks a professional looks like. This is moderated of course by what the staff will then be proud to look like. 125 Reception and staff manners are part of appearances. An auditor's bad breath or body odor can cost you quite a lot of gained ground. So this is part of it also. A noisy atmosphere near auditing rooms or in reception, radios playing, staff chattering can spoil an image. Children flying about and babies' nappies hanging are about as far as you can get from a professional image. Do all right for the Congo maybe but even there I can't imagine a ju-ju being taken very seriously in a hut so equipt. The way to spoil an org image is of course to subdue or kill what successful Scn orgs have always been noted for-a happy, friendly, busy atmosphere. So the use of heavy ethics to produce image compliance is murderous. Pride is the primary reason for good appearance. So staff cooperation and enthusiasm for the project is worth thousands of conditions seeking to force them to work for an image. Modern schools are so backward they don't teach personal appearance, manners, cleanliness. And a lot of staff just don't know any better and have to be taught what they weren't taught in schools. Fighting to obtain and improve a suitable image is inevitably quite a task. If the org had lots of money it could buy its image. But without lots of money the image has to be gradually built. Cleanliness and neatness are the primary building blocks to respect in most societies. An org without money has to have an image to make money but an image costs money and the org hasn't any. That's a typical problem. "We should have a building like the new Life Insurance Skyscraper" leaves the problem unsolved. There is a gradient between. You can pay so much rent you just work for the landlord or the bank. Or the rent is so high you can't afford enough space to earn the rent. Problems like that crop up'. If the Tech-Admin ratio of 2 Admin to I Tech is kept and even brought toward I to 1, and if promotion is excellent and effective and tech service and org service is good, it is easy to lay aside enough to earn new quarters. So the image can be improved. Similarly literature quality is desirably very high. But its cost can rise to a point where it makes promotion too costly to be engaged upon. That has happened several times to orgs where they went overboard on too posh literature. Quality of presentation of tape recordings-sound quality-definitely comes under Dept 16 now. The org image is in the care of the PES. I trust he does well with it. L. RON HUBBARD Founder LRH:Idm.ei.rd Copyright (c) 1969 by L. Ron Hubbard ALL RIGHTS RESERVED [Amended by HCO P/L 2 October 1970, Appearances-Clarification, page 53.] 126 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 2 OCTOBER 1966 Remimeo Franchise FSMs Exec Secs Dist Staff Hats PUBLIC PROMOTION We are expanding at a fast rate. In order to keep our promotion orderly, and on lines, all future Public Demonstrations and Interviews on Scientology, for TV, Radio and Press, will be handled by officials appointed from Worldwide. Any org member, Franchise Holder or FSM wishing to promote Scientology on these public lines must send in all details to their local Org Exec See who will send for an official approval from Issue Authority via ES Comm Dist WW for OTg Exec See WW and LRH Personal Aide. L. RON HUBBARD Founder LRH:lb-r.rd Copyright (c) 1966 by L. Ron Hubbard ALL RIGHTS RESERVED 127 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex Remimeo HCO POLICY LETTER OF 20 MAY 1970 Guardian WW D/Guardian PR Asst Guardians Asst Guardians PR Public Divisions GUARDIAN PUBLIC RELATIONSHIPS The Guardian's Office handles certain publics which are its sole responsibility. These publics are as follows: Press relations Government relations Special Guardian group relations Opposition group relations Troublesome relations. In press relations are included relations with the press, radio, television and magazines. Although the Public Divisions may place news releases, appear on radio or television or write stories for magazines, all such is done in co-ordination with and approved by the Public Relations Bureau of the Guardian's Off-ice. Any reporter calling the organization is routed to the Guardian Public Relations Bureau. All relationships with governmental agencies and government officials are handled by the Guardian's Office or are cleared through the Guardian's Office. The Legal Bureau receives and then handles or approves all correspondence to and from government officials acting in an official capacity; and whether such are local, county, district (state) or national, all are handled by the Legal Bureau. The Public Relations Bureau handles visiting government officials, all lobbying actions and carries out all public relations programmes involved with the government. There are specialized groups which are either established by the Guardian's Office or with which the Guardian's Office is co-acting toward mutual goals. These fall under the purview of the Public Relations Bureau. Opposition group relations are in the sphere of Guardian's Office. These opposition groups are those which are acting against Scientology or against the goals of Scientology. Troublesome relations is a catchall to include all those relations which the organization has not handled with its various publics and which then wind up on Guardian lines. Into this category fall business firms which sue the organization, threatening former Scientologists expelled by the Church, non-authorized squirrel groups, hostile members of the immediate community and so on. Mary Sue Hubbard Controller for L. RON HUBBARD Founder LRH:MSH:dz.ei.rd Copyright (c) 1970 by L. Ron Hubbard ALL RIGHTS RESERVED 128 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 23 JULY 1969 Remirneo Div 6 Hats PUBLIC RESEARCH AND REPORTS SURVEYS: BRIEFING AND DEBRIEFING A Survey Unit consists of a group of two or more people engaged on an Ethnic Survey. Before carrying out a survey the Unit must be Briefed. BRIEF: to give essential information to (Webster's Seventh New Collegiate Dictionary) Briefing is simple and consists of the following actions carried out by the Survey and Planning Unit. I .No verbal data given. All information is to be written. If it isn't written it isn't true. If something is found to be missing it is up to the person doing the briefing to add it to the information but it must be in writing and approved. 2. Gives the Survey Unit all the information and orders to study. 3. Has the Survey Unit do a Clay demo of all the orders and any information as necessary to ensure a proper understanding. 4. Checks the Unit out on the data and orders directly from the written material. 5. When satisfied that the Unit can carry out a successful Survey allows them to proceed on the Survey. A Survey Unit is successful to the degree it: 1. Understands completely the purpose and intention of the Survey. 2. Takes no action until each member fully understands the instructions and how to carry them out. 3. Does not add or subtract from orders or duties. 4. Has full attention on successful Survey completion. 5. Does not allow anyone to deter the Unit from completing the Survey but persists until the results required are obtained. Personnel on completion of a Survey report to the Survey Debriefing Unit before communicating to anyone else about their actions and are immediately debriefed. In debriefing no set questions are employed. A debrief is composed specifically of ascertaining four things: I .The purpose of the Survey. 129 2. The events of the Survey. 3. The results of the Survey. 4. The recommendations of the Survey. The debrief is tape recorded. Full notes are taken during the debrief. All the orders, reports and data are collected. The complete debrief is routed to Data Receipt Unit in the Filing Section Dept 16. The debriefing Clerk must look at the Briefing before doing any debriefing in order to know what he is dealing with and so can ask relevant questions. Tom Morgan Public Exec See WW Exec Council WW Rodger Wright LRH Comm WW Leif Windle Policy Review Section WW Jane Kember The Guardian WW for L. RON HUBBARD Founder LRH:TM:ei.cden Copyright (c) 1969 by L. Ron Hubbard ALL RIGHTS RESERVED 130 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 25 OCTOBER 1969 Remimeo Public Divisions SURVEY FORM FOR ALL SURVEYS The following format will be the standard format used on all ethnic surveys conducted by all orgs, at all levels to maintain: 1. uniformity of results for quick and easy future reference 2. accuracy of tabulation 3. easy filing and preservation of the surveys. Promotion ("making known and WELL THOUGHT OF" LRH) is our key to rapid and stable expansion of Scientology. Accurate Promotion for any given area will depend upon our ethnic surveys finding out what is needed and wanted in different subjects or areas of interest-i.e. education, health, etc and promoting directly to that reality level accordingly. ETHNICS SURVEY FORMAT: DATE: ORG: 1. Name of Ethnic Survey: 2. Type of Survey: 3. Means of conducting Survey: 4. Major Target: 5. Primary Targets: 6. Vital Targets: 7. Operating Targets: 8. Production Targets: 9. Survey Questions: Flag will not be the only org who will be originating Ethnic Surveys. Each org will be conducting its own ethnic surveys as it sees fit. The above form, however, will be maintained for ALL surveys, whether Flag originated or not for the above-mentioned reasons. Good luck on your surveys-both the standard action ethnic surveys, as well as your own surveys. Liz Ausley F/Ethnics Officer for Diana Hubbard LRH:DH:LA:rs.ei.rd CS-6 Copyright (D 1969 for by L. Ron Hubbard L. RON HUBBARD ALL RIGHTS RESERVED Founder 131 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 28 OCTOBER 1969 Issue 11 Remimeo Public Divisions HOW TO TABULATE A SURVEY The following data was written and compiled by the Guardian's Office, while conducting an Ethnic Survey. This is the procedure to be used by all orgs in tabulating survey results, so that we can maintain uniformity in our reports and survey conclusions: 1. Count all the surveys received. 2. Establish various categories of answers for each question by listing answers briefly as you go through the surveys. 3. Soon you will be able to merely mark a slant by each category, the slant meaning one more answer of a similar nature. 4. Then you total the answers given for a particular category of answer. Let's say you had 1,500 answers of a similar nature to one question and your total number of surveys is 2500. This means 60% gave that similar type of answer 00 2500 5. You then list each question and under that question list the categories of' answers and the percentage from the highest to the lowest. 6. The only mistake you can make is not to realize the similarity of answers and so have a great diversity of categories. Liz Ausley F/Ethnics Officer for Diana Hubbard CS-6 for L. RON HUBBARD Founder LRH:DH:LA:rs.ei.cden Copyright (DI969 by L. Ron Hubbard ALL RIGHTS RESERVED 132 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 21 NOVEMBER AD19 Remirneo Public Divisions Hats ETHNICS FIND OUT WHAT IS NEEDED AND WANTED The purpose of this policy letter is to provide a SET FORMAT that can be used over and over again by Orgs to find out in their country, area, city, community WHAT IS NEEDED AND WANTED. Once this is known to an organization it can angle its promotion on it and produce it. For example, an area wants more INTELLIGENT PEOPLE AND ACTIONS and LESS STUPIDITY. The Org of the area finds out and goes into a promotional programme of "We can RAISE your IQ!!" or "Tired of being STUPID? We can restore your NATURAL INTELLIGENCE!" Of course through training and processing an organization can produce this exact result. If an organization or group does this over and over continually to keep up with the trends and cover new areas its income will ROCKET. A "Needed and Wanted Survey" as laid out below should be done by an org or group AT LEAST twice a year and again if the trend seems to be changing or a new area is disseminated to. As we expand we repeat the action. FORMAT MAJOR TARGET.- To find out what is needed and wanted by the broad public in a country, area, city or community. (Size of area is governed by size of Org or group.) PRIMARY TARGETS.- I The Director of Ethnics is to obtain the co-operation of FSMS, PE students and volunteers to conduct the survey. 2. Those answering the survey, if they ask what it is, should be told it is a survey for social research. 3. Surveys should be conducted in quantity in many parts of the area. VITAL TARGETS: 1. To conduct the survey as rapidly as possible so results can be tabulated and put to use. 2. To have PE students answer the survey before they begin PE Course and Sunday Service attendees answer the survey after Sunday Service. 3. To have volunteers asking surveys of any persons they meet answered by non-Scientologists as we are interested in the General Public. OPERATING TARGETS: I . Compliance is obtained by the PES of the Org or highest Div 6 representative in a 133 group or franchise. 2. The survey questionnaires are printed or mimeographed by Dissem Division. 3. The surveys are distributed to FSMS, PE students, Sunday Service attendees and volunteers and conducted by same. 4. All surveys are collected by and turned into the Ethnics Department, Director of Ethnics. 5. Survey results are tabulated by the Ethnics Department per HCO PL 28 Oct 69 Issue 11. If the load is big then staff is organized as needed and as convenient. 6. Results are routed to the PES who checks compliance. Then it is published in a Public Division Advice Letter to FSMS, Field and Org Staff. 7. A copy of the results is routed to the next higher Division 6 Body, i.e. Area Public Div to Continental PES who tabulates in with the rest of the Area orgs' results and forwards this (a country wide survey) to PES WW who informs CS-6 Sea Org. Group and Franchise survey results go to the Area Org. PRODUCTION TAR GETS: I . At least 2,700 from any one country for a country tabulation or 1,500 in a big city or 500 to 200 or 100 in a small town. 2. The survey is done at least twice a year or when trends change or when expanding into new areas. The above is the set format. WHAT QUESTIONS ARE USED Questions have to be designed so that they are not auditing questions. What makes a question an auditing question is the reference to "you" as an individual, a personal question. I.e., "What do you consider that ?" or "What do you like about ?" or "What are your reasons for ?" Questions actually have to be carefully thought out. They have to be something that will tabulate and get the answer while not being an auditing question. To avoid auditing questions one uses impersonal questions, i.e., "What do people like the best about ?" For example, these questions could be used in a Needed and Wanted Survey: I What conditions in the (country) society would people like to see changed? 2. What conditions in the (country) society would people like to see unchanged? 3. What improvements in the (country) society do people find needed and wanted? 4. What is the (country) society's greatest problem? ETHNIC SUR VEYS Are conducted by the above same set format except the MAJOR TARGET is: 134 To find out the ethnic values of acceptability of a country, area, city or community. This data is needed so that the orgs' appearances, staff conduct, uniforms, promotion and symbols are in keeping with local Ethnic Values. As an example set of questions the ones below could be used: I . What do people like the most about the (country) society? 2. What do people like the next to the most about the (country) society? 3. What do people like the least about the (country) society? 4. What do people hate or despise about the (country) society? NOTE: Questions 3 and 4 will lead to our knowing what propaganda can be used to most harm the enemy. EXCEPTIONS TO BROAD GENERAL SURVEY Broad general surveys as above are NOT done in the event an area or country has a strong, successful stable control point which has the area or country under control, i.e. a successful monarchy (not kooky irrational governments). In order for a control point to be successfully in control it must know its people and ethnics pretty well already. The ethnics of this area is what the control point says it is. The action here is not to do a public survey but to find out all about what the control point says the ethnics values are and what is needed and wanted. With this data you then use it and follow the trend the control point sets and back up the control point. We back up the upstats, providing what's needed and wanted in keeping with ethnic values and therefore follow the winning line. If you use and apply this data you can't lose! Lt. Cmdr. Diana Hubbard CS-6 for L. RON HUBBARD Founder LRH:DH:rs.nt.ldm.rd Copyright (c) 1969 by L. Ron Hubbard ALL RIGHTS RESERVED 135 NOT HCO POLICY LETTER CORRECT COLOUR FLASH BLUE ON WHITE EXECUTIVE DIRECTIVE FROM L. RON HUBBARD LRH ED 161INT Date 18 December 1971 To: All Staffs Div 6 Secretaries Directors of Promotion Subject: SURVEYS ARE THE KEY TO STATS We can do too much. By just flying ruds on people we could cure what often passes as insanity. By word clearing we could change the whole educational picture. We could handle the whole problem of psychosomatic (mentally caused) physical illness. We could lower industrial absenteeism from illness. We are the only people who can cure drugs. We could do a thousand other things with our tech. That makes us unbelievable. Nobody on the whole track could ever do these things. So when we broadly offer everything we can do it is too much. SURVEYS To find out what people want or will accept or will believe one does SURVEYS. HCO Policy Letter 5 December 1971 Issue 11 PR Series No. 13 tells you how to do a survey. HCO P/L 2 June 71 Issue 11 PR Series No. 10 tells you how to phrase survey questions. It is not hard to do surveys. When you have one done the data should be USED. The real fault in doing surveys is not using the result in promotion. EXCHANGE You and your org are involved in exchanging valuables for valuables. You offer a valuable service in return for valuable money. (See HCO P/L 27 Nov 71 Executive Series 3 MONEY and HCO P/L 3 Dec 71 Executive Series 4 EXCHANGE for further information on what exchange is.) So in surveying you are in actual fact seeking to know WHAT SERVICE THAT YOU CAN DO WILL PEOPLE CONSIDER VALUABLE ENOUGH TO GIVE MONEY OR VALUABLES FOR. STATS When you have this answer you have the answer to prosperity stats. PROMOTION Promo done without survey, magazine ads without survey, flyers without survey, you are going it blind. It's pathetic to realize that you might be within an eighth of an inch of the right offering without making it. Sort of like digging two feet away from the gold vein and getting an empty hole when you could have a million dollar mine. 136 Working without surveys you could spend thousands a month on promotion and lose it all. Or working WITH surveys you could spend hundreds on promotion and make hundreds of thousands. It all depends on knowing how to do Surveys, doing them, really tabulating the results and USING what you find. INVOICES You can even do a survey out of invoices. You can see what book sells best lately and then look into the book to see what it seems to promise and then promote that you do that and you'd increase your delivery volume. Or you could find the popular book by invoices, find who'd bought it and survey the buyers as to what they would consider valuable in it and promote that Service and you'd increase delivery sales. You could review invoices to tabulate what part of the town or state your customers came from and saturate (fill up) the area with promo and increase your delivery sales. You could see by invoice survey what they bought and do a flyer on that and use that flyer to saturate that area. Invoices are very useful. It is a must to set up an invoice counting project to see what to put in the next bulk mailing. SUCCESS STORIES Taking all back success stories, particularly from an affluent period and finding out what the people were most appreciative about and then converting that to a training or processing offer and using it for promo is a vital action. Not to quote the Success Stories-we do that and it's fun. But to SURVEY the Success Stories to find out what to offer. EXAMINER REPORTS A Survey of past Examiner reports for Exam Comments after certain specific actions or courses have been completed is very revealing. This gives you what you can offer with confidence. It gives you a promotion base on which to build a campaign. PAST PROMOTION One also Surveys past promotion. What gave the largest % of response? Promo which returned I I% or 16% is phenomenal. You judge the accuracy of your survey by the success of the Promo based upon it. If the success is not great you re-survey. SATURATION When you are serving only the same people all the time you can hit a saturation point (all filled up) by never offering their next action. This next action requires a survey. And new people must be fed in. An example is an AO that got fat selling OT VII to old customers and neglected promotion to get new customers and eventually saw its stats begin to sink. So surveys of old customers and new customers have to be done and each promoted to. Thus, you have different PUBLICS which have to be surveyed. In this case "old Public" and "new public". Each requires a different survey and a different survey action and different promotion. TOTAL EFFECT Desperation often leads one to try for a TOTAL EFFECT. (See Effect Scales.) 137 One has sometimes seen a student trying to push home a full HDA Course in fifteen minutes to his non-Scn friends. His R is wrong. He sometimes doesn't even get an ack in exchange! If, perhaps, he demonstrated a touch assist expertly, explaining body comm, they would look on him as a wizard! Some student can make his whole audience depart by talking about past lives and OT states when if he explained that people often led sad lives after a family member died he might have an awed audience. But to be sure how to have an awed audience, even the student would have to survey" a little bit. He'd have to ask them what they wanted handled or something and then talk about that. In that way he would be certain of attention. A student or an org can get desperate and try for a total effect by telling or offering everything they know-and fly right out of the reality of their audience. MISSION You as a Scientologist have a certain mission toward the world. It is not a very civilized world. You can bring it friendliness, peace and understanding. How do you find an entrance point into this unfriendliness and lack of love? The answer is Surveys. Hereinafter Issue Authority must be given only when Promotion can cite What Survey it has based this upon. Survey, lack of, is the weak link in all promotion. To better your stats you must get this in. Failure to survey can cost you thousands in ineffective promo and tens of thousands in lost stats. So the word is SURVEY! KNOW BEFORE YOU PROMOTE! L. RON HUBBARD Founder k CZ [Note: LRH ED 161 INT as originally issued was in two parts: the first part as above written by LRH; the second part a checksheet made up by CS-6, not reproduced here. The subject of Surveys has been further developed in 1970, 1971 and 1972, and a study of this subject should include the PR Series, on pages 393-445 of this volume.] 138 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 12 JULY 1966 Remimeo Distribution Hats Sec Hats LEGAL ASPECTS OF SUCCESS MATERIAL PUBLICATIONS In order to be safe-guarded in the question of copyrights and other legal aspects with regard to the publication of any success material, all letters leaving the Department of Success which contain a request for success stories, case gains, wins in life and wins obtained by the application of Scientology data in life or work, must be accompanied by a mimeographed or photolithoed form with the following wording: TO THE DIRECTOR OF SUCCESS (Name of Org) Church of Scientology of California (Address of Org) I HEREBY GIVE MY PERMISSION TO PUBLISH MY LETTER OR FORM IN WHOLE OR IN PART OR TO SUMMARIZE ITS CONTENTS IN ANY OF THE PUBLICATIONS OF THE CHURCH OF SCIENTOLOGY OF CALIFORNIA. NAME SIGNATURE ADDRESS DATE Should success material derived from incoming letters be used, where a permission to publish has not been obtained or it is no longer feasible to obtain such, then it is forbidden to publish the full name of the writer. Instead the initials of the name and the place may be used. Under publication is meant: any written communication which reaches the public in promotional material such as Book Flyers, Brochures, Info Packs, Information Letters, Executive Letters, HCO Policy Letters, articles appearing in the press, advertisements appearing in the press and in any one of the Scientology magazines. L. RON HUBBARD LRH:lb-r.rd Copyright Q 1966 by L. Ron Hubbard ALL RIGHTS RESERVED 139 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 7 MAY 1968 Remimeo Mandatory on all Dirs of Success URGENT SPEO WW Issue as Flag A Div 6 Dist Programme to be kept Order Sea Org in by all Dist 6 Sees. THE KEY QUESTIONS DIRECTOR OF SUCCESS DUTY For purposes of distribution of Scientology and getting it into the hands of the millions, standard tech producing results and being broadcast by word of mouth by pcs and students is one of the best programmes. People who have not had results or wins are not likely to assist distribution and indeed are a liability. They think they are working around something that doesn't work and so overts on it don't matter. (Actually they always down deep know Scientology is the truth and so even get sick from the "overts that don't matter".) THEREFORE the KEY QUESTION you want answered YES by preclears is Key Question One WOULD YOU WANT SOMEONE ELSE TO HAVE SIMILAR GAINS TO YOURS? And the KEY QUESTION for students is Key Question Two WOULD YOU WANT SOMEONE TO ACHIEVE THE KNOWLEDGE YOU NOW HAVE? These questions ARE NOT USED IN EXTERNAL QUESTIONNAIRES. NOT. They are used by the DIRECTOR OF SUCCESS and if possible are E-METERED. Both questions may be asked a person who has been both a student and a pc. The pc is asked KEY QUESTION ONE. The student is asked KEY QUESTION TWO. If the answer is NEGATIVE or will not clean on the meter even with protest, suppress and invalidate buttons put in, even if the person has been saying "Yes" (propitiation), the Dept of Success Interviewer MUST MUST MUST send that pc or student directly to Review at the cost of the organization and must insist that STANDARD TECH is used to straighten up the case and that the Standard Green Form is used and that false reads and any other outnesses are cleaned right on up. Success is the final police point of an org. All Students and pcs must go to Success before leaving an org even on a "leave of absence". If Success fails to do this job, then the field will begin to fill up with bad cases and flopped students and the Distribution Division is given the IMPOSSIBLE task of bringing public in where word-of-mouth is bad. Distribution cannot do its job where STANDARD TECH is badly done. Therefore where a Director of Success is being suppressed in doing his job or cannot make headway and the pcs and students are not being repaired but evaluated for or invalidated, the Director of Success MUST cable the Sea Org on outside lines via OT Liaison WW that he needs help. Where a field has already been muddied up by off beat tech, we have the ARC Break Registrar programme in another division, but these too must now go through Success as the final step. STANDARD TECH works. It works even on SPs and PTS pcs. 140 So let us set it up to give good results on students and pcs and thereafter disseminate into a cleaned up field! Scientology works. NOTE The limit of action of Qual on any person returned by Div 6 for straightening up, is the achievement for the pc or the student of the grade or class for which the student paid and rebate of any Review fee for a flubbed Review or Cramming. LRH:jc.rd L. RON HUBBARD Copyright (-c) 1968 Founder by L. Ron flubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex Remimeo HCO POLICY LETTER OF 25 APRIL 1969 Public Exec Secs (Originally issued as ED 357 SH) Public Act Sec Dir Success Success Val Off VALIDATION OF UP STATISTICS The Success Validation Officer is to have gathered items from newspapers, magazines or journals, which report success lines such as individual endeavour and achievement in any field and successful organizations which have produced outstanding contributions, such as improvement of communication lines, growth, expansion, and other pro-survival benefits for the community. He then has written on high-quality stationery a brief well-presented letter to the individual or organization responsible similar to the following example: "Dear Sir: "We notice from a report in ......... that your organization achieved a record year. We would like to commend you on these activities which have resulted in such a worthwhile contribution to society. "We are interested in increasing abilities and bettering conditions and take pleasure in congratulating you on a good job well done." The letter is then signed by the Public Executive Secretary, and an appropriate insert by LRH enclosed (such as the Conditions formulas, N/E to Power). This program is a powerful but light method of extending theta lines into the environment by validating achievement. We can recognize and encourage up statistic persons and give them ourselves as terminals of value. Tom Morgan - Public Exec Sec WW Jim Keely - Qual Sec WW Bruce Glushakow - HCO Area Sec WW - Ad Council WW Edie Hoyseth - HCO Exec Sec WW Allan Ferguson - Org Exec Sec WW Tom Morgan - Public Exec Sec WW Rodger Wright - LRH Comm WW Leif Windle - Policy Review Section WW Jane Kember - The Guardian WW for L. RON HUBBARD LRH:TM:ei.cden.rd Founder Copyright Uc 1969 by L. Ron Hubbard ALL RIGHTS RESERVED 141 HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W. I HCO POLICY LETTER OF 3 MAY 1960 (Reissued from Sthil) All Area Secs PE LITERATURE I asked HCO Melbourne to send you a copy of their information package that they give to PE people. Please alter this package as to area addresses and area designations only. Otherwise duplicate it without change and use it. It has been extremely successful. More successful than any other package anywhere. It happens that on such things Central Orgs have a terrible time trying not to duplicate. They change these things around too often on the grounds of "local conditions". So please see to it that this is followed, not changed. LRH:js.gh.cden L. RON HUBBARD Copyright (c) 1960 by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 4 FEBRUARY 1961 [Excerptl HCOs Central Orgs INFORMATION PACKAGES Information Packages. Made up and mailed by the Letter Registrar for newly interested people whose names have been received. Special Information Packages. Made up and mailed by the Letter Registrar to inform various sections of her mailing list on the next service they might be interested in, having already done something. There could be a Book Info Packet for a person who has just bought a book, a Test Info Packet for a person just tested, a PE Info Packet for the person who has just done a PE, etc, etc. In each case it offers the next service. LRH:aec.js.rd L. RON HUBBARD Copyright (c) 1961 by L. Ron Hubbard ALL RIGHTS RESERVED [Excerpted from HCO Policy Letter of 4 February 1961, Types of Letters Established. A complete copy is in Volume 1, page 244.] 142 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 23 SEPTEMBER 1964 Remimeo [Excerpt] interested Sthil Staff INFORMATION PACKAGES Field auditors sometimes send in lists of names. These are not put in CF. THE PERSONS ON ANY LIST OF NAMES SUBMITTED MUST BE SENT AN INTELLIGENT INFORMATION PACKAGE AT ONCE. No further action or record need be undertaken. An Information Package should contain lists of books. If the person is interested he or she will order a book and only then will appear as a matter of course in CF and Address. Such lists of names are merely typed on slips (dupli stickers). No Address plates are ever made from such lists. NO INFORMATION PACKAGE MAY CONTAIN OR LEAD THE PERSON TOWARD CONFUSING WORDS OR TERMS. This means one must be careful of what books and literature are offered in an Information Packet. However, by test, Dianetic books ARC Broke very few and most of such early books are adequately explanatory of their terms. The only ways you will lose a person sent an Information Packet are: 1. Send literature containing words they won't understand. 2. Announce services they don't understand. 3. Make it seem hard to have any Scientology. 4. Try to sell them things they're not ready to buy. LRH:jw.rd L. RON HUBBARD Copyright (c) 1964 [Excerpted from HCO Policy Letter of 23 September, 1964, by L. Ron Hubbard Policies: Dissemination and Programmes. A complete copy is ALL RIGHTS RESERVED in Volume 2, page 41.1 NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE SECRETARIAL EXECUTIVE DIRECTOR Office of L. Ron Hubbard SECED 88 SH 8th September 1965 Applies to Saint Hill Only Time Machine DISTRIBUTION DIVISION INFO PACKET A full Info Packet for newcomers and the Foundation is required. A summary of the Introductory Lecture is required "what you have heard". A duplisticker-info packet assembly line must be gotten in. A Deputy Director of Success must be appointed to contact all past students and pcs three times each-one week after leaving, one month after leaving, three months after leaving, enquiring after any change, gains and offering any assistance. This line must be gotten in on an emergency basis, kept current and at the same time caught up from the past. L. RON HUBBARD 143 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 24 SEPTEMBER 1965 Gen Non-Remimeo Issue III Dissem Secs DISTRIBUTIONDIVISION Dist Secs FO UNDA TION ADS AND INFO PACKETS The Distribution See WW is to send out samples of any ads promoting the Foundation and any info packets for specific type lists and any ads for books or fliers for books (all of which must have been OKayed by LRH Issue Authority) to Central Orgs and City Offices. The Distribution See of Central Orgs and City Offices is to use such material for ad copy, info packets for mailing list follow up on the type of mailing list designated with the info packet, and for printing up book fliers or as ad copy for books. On receipt of such material from the Distribution See WW, no further LRH Issue Authority is needed by the Central Org or City Office, as it will have already been given to the Distribution See WW. The above samples are to be routed to the Distribution See of the Central Org or City Office, and are to be used, not just stuffed aside. The local Distribution See is to maintain a file of such copy and samples, along with a record of the local use of each. Also a report on the local use of each is to be sent to the Distribution See WW. It is essential that orgs place ads for the Foundation and for books, and that mailing lists be secured and replies followed up. It is also essential that such ads and follow ups carry a punch as the idea of the whole thing is to get response. Having ad copy, etc sent out from Saint Hill by the Distribution See to the orgs will give a uniformity and co-ordination to our promotion world wide that piece meal Okaying lacks. Any Distribution See wishing to submit further ads may send them to me for OK, but this policy letter is expected to take care of the bulk of routine ads and info packets. ANYTHING SENT TO AN ORG AS OK TO USE FROM HCO DISSEM SEC STHIL MAY BE USED AT ONCE AND REQUIRES NO FURTHER SUBMISSION TO SAINT HILL BEFORE IT IS USED LOCALLY. LRH:ml.rd Copyright (D 1965 L. RON HUBBARD by L. Ron Hubbard ALL RIGHTS RESERVED NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE SECRETARIAL EXECUTIVE DIRECTOR Office of LRH SECED 169 INT 17 January 1966 DISTRIBUTION ACTION All organizations should have printed up and send in every letter, mailing piece, and shipped book package the following small slip: We will send FREE INFORMATION PACKETS to any of your friends or relatives who might be interested in Scientology. Send their names and addresses to: Director of Public Information (org address) This should be done consistently for a period of 6 weeks to enable you to attest its effectiveness. L. RON HUBBARD 144 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 15 AUGUST 1966 Gen Non- Remimeo Applies to LRH Keeper of the Seals & Signatures WW ES Comm Dist WW Org Exec Secs Dist Secs INFORMATION PACKETS There is a cardinal rule which has to do with any Distribution or Dissemination mailing piece which is:- NEVER INFORM SOMEONE OF THE ROAD TO FREEDOM WITHOUT ALSO INFORMING HIM OF HOW AND WHERE TO GET IT. Therefore, it is essential that the following points be closely adhered to when mocking up Info Packets:- 1. An Info Packet must sell and make people reach. 2. An Info Packet should be pretty and eyecatching, so that when it is received the person receiving it is so interested in it that he will read the full contents of the packet. 3. An Info Packet must be "punchy" in text and in its ads, i.e., it should really communicate to the person it is being sent to and be on his reality level. 4. An Info Packet must sell a book. This is important, as this is how you get new names in your C/F. It is important that the book that you choose to advertise will hit the reality level of the type of people you are mailing to. For example, a good book to sell to a mailing list of pro-nuclear disarmament supporters would be ALL ABOUT RADIATION. 5. An Info Packet is not just one pamphlet all by itself. It is a packet containing several pieces. These could be a short punchy article designed to increase the person's interest and cause him to reach more, a book flyer, and a book order form. If it were a local mailing, you could even enclose an invitation card for the PE. So, therefore, you have an article which causes him to reach more, a book flyer which tells him what he is to reach for, and a book order form which shows him where and how to progress in Scientology. 6. Your format for your three Info Packets for mailing lists must not be the same, as there is no sure fire way to appeal to all persons of that mailing list, and whereas the first Info Packet may not cause the person to reach further the second or third may cause him to reach further. When Info Packets are sent to WW for approval they must be accompanied by a despatch telling what type of mailing list they are going to be sent to and each Info Packet must be clearly labelled as to which mailing (Ist, 2nd and 3rd) they are for. L. RON HUBBARD LRH:lb-r.cden Copyright (c) 1966 by L. Ron Hubbard ALL RIGHTS RESERVED 145 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex Remimeo HCO POLICY LETTER OF 6 SEPTEMBER 1966 Dist Sec Hat Dept 16 Hats THE HANDLING, PURCHASED OR RENTED MAILING LISTS Each Organization is to further its efforts to purchase and/or rent selected mailing lists. The mailing lists of most interest would be: I . Those of mystical groups. 2. Those of self-betterment groups. 3. Those of self-study groups. 4. Those of health groups. 5. Those who subscribe to magazines of special interest to the above categories. 6. Recent buyers of books in the above categories. The procedure after purchase of each list is to have the names and addresses copied on duplistickers in Distribution Division. There are three duplistickers done for such persons on the list. On rental lists, one gets three sets of stickers from the mailing list company. Each are then sent an Info Packet containing materials of interest, some book which would be of particular interest to such a mailing list should be offered in the Info Packet and a letter on why Scientology would be of specific interest and use to them. After an interval, a second Info Packet is sent, and then a third Info Packet. Care should be taken in the planning and production of these selected Info Packets so as to really communicate to the list and a form is always enclosed for them to fill in and return. The form is different for each mailing list so that the Distribution Division can keep a statistic on which lists respond the best and which Info Packet communicated the best. When the person responds to an Info Packet then his or her name and address is put on an addressograph plate and handled as per policy. LRH:lb-r.rd Copyright (c) 1966 L. RON HUBBARD by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE 3 7 Fitzroy Street, London W. I HCO POLICY LETTER OF 17 MARCH 1959 Dist WW Info All Assoc Secs BOOK SALES REPRESENTATIVE A book sales representative has today been appointed and authorized by us to take orders from bookstores only. He will be concerned mainly with areas such as: Nigeria, Rhodesia, Sierra Leone (Africa General), Ceylon, India, Pakistan, Malaya, Cyprus, West Indies, Malta. He will receive 121/2% on all book orders procured, except in an instance where the bookstore obtains a percentage greater than 33 113% in which case he will receive 10% or less-total discount and commission never to exceed 50%. Co-operation should be given to him and anyone called upon to identify him as being authorized by us to sell books should do so. This places no restriction on nor does it supersede any book promotion by HASI-it is a supplementary project toward the aim of selling more books. LRH:mp.rd L. RON HUBBARD 146 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 7 APRIL AD 1 5 Issue IV Gen Non Remimeo HAT HCO Exec Sec HAT HCO Dissem Sec HCO DISSEM SEC HA TS HAT Dir Pubs BOOKINCOME I have occasionally said that "book sales bring in the org income". It just may be that the sentence has not been completely understood. It does not mean "the money obtained from selling books will support the organization". It does mean that if the following cycle is not in proper sequence, the org will go bro ke. I . Books on Scientology placed in the hands of individuals in the public interest them in Scientology; 2 Their interest in Scientology causes them to want more Scientology. 3. Such individuals contact a Scientology organization; 4. If that organization handles the expressed want intelligently, the book buyer in I comes in for service; 5. If the book buyer in I is given good service, he or she wishes to disseminate Scientology; 6. If the original book buyer can obtain books on Scientology suitable for their friends, the individual buys more books; 7. If these new possessors of books want service, they contact the Scientology organization; and 8. If 2 to 7 is made to occur then the cycle is repeated with other people. 9. The original book buyer in I continues to get more service. Now in step 4 above, wherein the original book buyer buys and is given good service, i.e. processing or training, the organization makes all of its stable income. This is the original and basic cycle which brought an organization into being and financed it. The cycle is augmented only by (a) how the original book buyer gets his book and (b) how he is offered further service. These two things (how he gets the book and how he is offered further service) are the WHOLE of PROMOTION ACTIVITIES. Promotion is never aimed at anything else regardless of how it is done. The ideas used in promotion must (a) get books into the hands of people in the public and (b) offer such persons service (c) offer such persons already sold lower services higher services. There is nothing more to it. The basic approaches that get books into people's hands are A. Obtaining long mailing lists of people who have bought similar books 147 (health, mind, philosophy, mysticism, science fiction, self betterment, How to do it books), and sending them attractive fliers inviting them to buy Scientology books and arousing a want in them for the book. B. Advertising books in magazines and other carriers of ads (even radio and TV) that make people want to buy Scientology books. C. Personally contacting people, arousing their interest in Scientology and getting them to buy and read a book and also sending them in for service. There are two additional methods, modifying C which have worked but are sometimes less workable than C but which cannot be neglected. D. Personally contacting people, arousing their interest in Scientology and sending them in for service. This last is done without selling a book. However, it will be found that most personal contacts require some form of a book, even a small pamphlet. E. Getting people into congresses and PEs and other public events directly and selling them service. The last two if only that is done, tends to get an uninformed and easily confused 4public" into an org and rather tends to make the org into a clinic; not making Scientologists, the org soon runs low on personnel, bends toward a psychiatric authoritarian approach and the "zing" is gone out of the "field". Therefore C and D should be tried but also an effort should be made to place books in their hands which they buy. . ...... . .. All this presupposes the existence of books and their availability. Another pre-selection point is the offer of doingness type books. Do it yourself. "Any two people can ........ or "you can . . . . . ." "do what's in this book and get better". If the book also contains more theory than there is doingness for, a lot of people will want service too. This is the best combination. It gives us, too, the Book Auditor, a vital necessity in our ranks. This able, independent person becomes our best auditor when trained after a period of unschooled practice on his own. When low supplies are carried or only early day publications are sold, the ability to deliver books suffers. The impact of fast-filled orders is lost and there is far less response. Books have to be I , offered with heavy impact; 2. have to be delivered fast fast fast to give delivery impact; and 3. contain material to fit the person's level so that want-Scientology is aroused. A book is a test of reach. So we at once knock out those who can't reach at all and thus spare ourselves their troubles until we are big enough to run proper institutions and clinics for them. All the money in the world would not be worth the stall we would get from such an unwieldy "help me-e-e" mob. Scientology planning is built to make the able more able, leaving the unable strictly alone for the while. If we do this, we grow. If we, like some foolish persons do, tie around our necks the unable, the helpless, the backward, we won't be able to move high enough fast enough to then afford to help the helpless. Given total stability, one can pick up heavy rocks. Don't try when halfway over a flimsy footbridge! We would "save the helpless" at the cost of Scientology itself and that's not smart. The plan is to establish Scientology to make the able more able, secure the conquered terrain and then help the helpless. You see, if we lost Scientology, the hopeless would never be helped so that isn't very clever. 148 Like a Class Zero auditor trying to process a psycho we'd spin in unless we made this one dissemination condition. Get them to buy a book. Two first reaches, then, are required of the individual in the public I . Reach for a book 2. Reach with a little bit of money for a book. Thus we have automatically selected the less disabled. Now if we require three more reaches 3. Reach for service; and 4. Bring self in to the org; 5. Reach with money we have now further selected out people and we have what able people there are around. Given this as a group, we can then stabilize our position at a higher level, and we can reach a hand to those who can't reach at all. This state has not been attained yet. It will come in a few years. ----------------- Hence, all these things are meant when I say "books bring in the org income". The cash they bring in from book sales is just about enough to sell more books. It is trivial. The cash such persons spend then in the org on service is enough to finance our forward thrust. Because they are able already our training and processing now shoots up their income potential and they actually can make a lot more than they spend in the org. On this income the org eventually can attain organizational stability, buildings and all that. But more important by good service we raise the ability of the already able people. And with that we have lifted ourselves up as a group to the ability to help even the helpless. We'll be able to afford it. We retard or fail to advance then to the degree that we (a) Seek to service the helpless (b) Fail to sell books (c) Don't furnish good service. Those are the 3 FATAL errors we can make. Avoid them, promote and sell books to an ever-widening sphere, give excellent service, increase the org's stability and we'll make it like a walk in the park. That's what I mean when I say "book sales bring in the org income" More than the org income. The sale of books, all other steps being in place, will bring us a Scientology world. L. RON HUBBARD LRH:wmc.rd Copyright (i) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 149 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 19 JULY 1965 Correction of HCO Policy Letter Gen Non Remimeo of 21 November 1964 Books Sthil [Excerptl Books DC DISCOUNTS BOOK STORES Discounts by a distributor such as a Central Org are arranged differently than other discounts. These are done by the custom of local book stores in the area. The regular business discounts ordinarily given by a book store are granted. These are never more than 40%, and then only on huge quantities. They are more likely to be a standard 33 1/3% or even as little as 25%. Policy is to use their standard scale of discounts. To do anything else makes the org seem strange to them, and they don't buy. BIG BOOK DISTRIBUTORS If a Central Org should receive a request from a big book distributor (by which is meant a wholesale bookseller to the trade), the Org should not attempt to handle it themselves, but pass it on quickly to Saint Hill or Washington. Such a firm will expect about 49% on lots of 2,000 copies. The Central Org should handle the big distributor expertly and swiftly in the interests of dissemination in its area. But the order should be referred fast to Saint Hill or Washington, as only there would such quantities be available, and it would cost the org money to try to fill the actual order. Policy is, seek such orders, get them filled by Saint Hill or Washington as a direct transaction. Big book distributors place books in dozens, even hundreds of different retail book stores so it is to your advantage to cultivate this market. In "selling the trade" (retail book stores), it is far more effective to do it through wholesale people who supply them anyway. To place books one by one in local book stores is not apt to be successful. Landing the interest and order of a big book wholesaler would be very successful and would place your books in stores. They have the organization and representatives to do so. Central orgs may only give 20% discounts to International Members and Life Members, 30% discounts to both International and Life Members, 40% discount to Franchise Holders, and 25% to 33 113% discount to Bookstores. Saint Hill or Washington DC will handle BIG book distributors. Central Orgs may not give special discounts or use their 50% discount to obtain cheaper E-Meters and books for special" people or friends. L. RON HUBBARD LRH:ml.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED [Excerpted from HCO Policy Letter of 19 July 1965, Discounts-Central Orgs-Books. A complete copy is in Volume 2, page 202. ] 150 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 17 MARCH 1968 Remimeo IMPORTANT BOOM FORMULA 1. Books with the New Covers have been found to be forcible into Bookstore displays, so one can now get bookstores if the Manager has one of the covers shoved at him, therefore we place books in bookstores. 2. We advertise books using the cover as the cut. 3. Every book has a request for more information card in it addressed to the nearest Org. The cards when received are xeroxed, and the Xerox is cut up and sent to the FSMs in that area. 4. The FSMs contact and form a group and select. 5. The group sends in auditors for training. 6. The group becomes a centre that does lower level processing and selects persons for training to the nearest org, SH and AO. Comment: This routine exactly and precisely adhered to without alter-is will produce a boom in any country where it is employed. Comment: This was the boom formula in 1950, with the additional zing of the new covers. A group Section and Officer must exist in the Dist Div or Public Division who charters groups and issues badges and cards of membership. As a further comment: Political control depends upon enormous number of members. The above programme also gives you that. L. RON HUBBARD Founder LRH:jc.rd Copyright (c) 1968 by L. Ron Hubbard ALL RIGHTS RESERVED 151 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 24 JULY 1969 Remimeo Issue 11 Dissem Hats Treasury Hats Public Planning Hats PUBLIC DIVISIONS BOOK DISTRIBUTION UNIT (Cancels HCO PL 16 Dec '68 11, How to Run MIB For Success) The Book Distribution Unit belongs in the Public Promotion Dept of the Public Planning Division (Div 6) in the Promotion and Dissemination Section. It is organised on a simple Thetan, Mind, Body, Product basis. This Unit handles Book Advertising placement and Book Distribution. BOOK DISTRIBUTION UNIT IIC (THETAN): Coordinates the activities of the Unit and sees that it runs smoothly and effectively. Statistic: Total number of books sold to the Public. BOOK PROMOTION CLERK (MIND): I . Handles all correspondence with bookstores apart from Treasury matters and keeps a file for each bookstore clearly labelled. 2. Receives yellow invoices from Bookstore Liaison Clerk (normally go to C/F). 3. Processes the yellow invoices and keeps an up to date card file index of all stores with all relevant data: (a) Name and address of bookshop. (b) Manager's name. (c) Dates of Contacts with bookshop. (d) Name of person contacted. (e) Quantities of books placed and titles. (f) Discounts allowed. (g) Total amount involved. 4. Files yellow invoices in bookstore's folder at the end of each week. 5. Provides booksalesman with promotional material samples-fliers, posters, dust jackets, prom for new books-obtained from Promotion Stocks Unit. 6. Provides booksalesman with sales aids, business cards, loose leaf folders for display of newspaper clippings of book reviews, book display photos, press clippings of Scientology lectures in the area, made up by the Promotion Production Unit and held by Promotion Stocks Unit. 7. Ensures book ads are placed via the Book Advertising Placement Clerk. 8. Sends out Promotion of new books to bookstores. 9. Gets books into Public Libraries. Statistic: Cash collected as a result of booksales to bookstores and public. BOOKSTORE SALESMANIMEN (BODY) (MIB EXECUTIVE): 1. When requiring books as samples, the salesman takes the order for quantity and titles of books required to the Cashier. 2. The Cashier makes out a N/C invoice for these books, listing titles and number taken. 3. The white and yellow copies are given to the salesman by the Cashier. 4. The white copy is kept by the salesman as a record. 5. Salesman takes the yellow invoice to the Stocks Officer in Dissem who issues the books to the salesman,who in turn signs it along with the date received. 6. Stocks Officer files the yellow invoice. 152 7. Booksalesman finds and visits bookstores. 8. Is well equipped with book samples, promo samples, sales aids, invoice and order books. 9. If the Bookstore orders or reorders a quantity of books, the Booksalesman writes out the order in duplicate indicating titles, quantity, discount, sales details (i.e. sale or return, or sale), total amount involved. He has the bookstore Manager or buyer sign the invoice and gives him the top copy informing him that the books will be shipped to him within 24 hours. 10. The salesman takes this order to the Cashier who writes an invoice for this order. The white copy goes to Book Shipping along with the copy of the original order. When the books are shipped the white goes with them. The original order is filed by Book Shipping. The yellow goes to Book Liaison Clerk. 11. Services bookstores stocking our books. 12. Bookstores ordering by mail are handled in the same manner as above. 13. Ensures that Treasury is sending out monthly statements. 14. Whenever bookstores make payments on accounts the yellow copy goes to the Bookstore Promotion Clerk. 15. Informs bookstores that promotional materials will be sent. Statistic: Number of books in bookstores. BOOKSALESMAN: I .Sells books to Public individuals for cash by direct sale (in street, knocking on doors, etc). 2. Makes out a receipt in duplicate showing name and address. title and amount collected. 3. Gives top copy to the book buyer. 4. Turns in second copies with cash to cashier. 5. Cashier writes invoices out for each bookbuyer and routes white invoice to the booksatesman for his records. 6. Makes sure he is in compliance with By-laws of the area concerning selling books in the above ways. Statistic: Number of new names collected. BOOK AD VERTISING PLACEMENT CLERK: I .Keeps a file of current rate cards for suitable magazines and other book advertising outlets. 2. Receives ads made up from Compilations section which correlate with current programmes. 3. Obtains quotes for the ad. 4. Submits PO for F/P remembering that as per HCO PL IO Feb 65 "No ad may be placed for which cash payment is not available". 5. Receives PO back signed. 6. Places the ad, 7. Files the PO. 8. Checks the proofs when received. All magazines, etc should supply at least one copy of the issue containing the ad. 9. Keeps a large scrap book for filing ad clippings. Allocates one or more pages to each advertising outlet being used. Enters the name at the top of the page and rules the pages into columns for: (a) Clipping of the ad (b) Number and details of the insertions (c) Dates Ad appears (d) Response to the ad (e) Cost. 10. Keeps a file of all advertising correspondence. 153 I I - Analyses success of ads. Statistic: Number of new names obtained from book ads. BOOKSTORE LIAISON CLERK (PRODUCT): 1. Liaises with bookstores and sends out or arranges for a photographer for book displays from Promotion Production Unit. 2. Arranges for or does book displays for bookstores. 3. Ensures Dissem ships all orders within 24 hours. 4. Receives yellow invoices from Treasury. 5. Processes yellow invoices for the weekly reports to Publications Org and then forwards to Book Promotion Clerk. 6. Makes a weekly report to Publications Org on the Book Distribution Unit report form. 7. Sees that Success stories from bookstores and salesmen are collected and copies sent to Pubs Org and the Promotion Preparation Unit in Dept of Compilations. 8. Gets books in bookstores reviewed in papers and magazines. 9. Sends promotional material to bookstores (fliers, posters, etc). 10. Sees all books sent out from shipping contain a return address bookcard for ,'more info". Statistic: Number of bookstores being serviced. Tom Morgan - Public Exec Sec WW Exec Council WW Rodger Wright - LRH Comm WW Leif Windle - Policy Review Section WW LRH:TM:ei.rd Jane Kember - The Guardian WW Copyright (i) 1969 for by L. Ron Hubbard L. RON HUBBARD ALL RIGHTS RESERVED Founder HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W. I HASI POLICY LETTER OF 15 NOVEMBER 1958 ATTENTION: Director of Procurement and Staff Association Secretary INFORMING PUBLIC OF TEST RESULTS No letter may be written containing actual results of tests. All letters referring to test results obtained on a person in any way must be given in person by a qualified person. They must be factual and honest, not sweetened. Letters referring to tests given must say in effect "If you will call in person at the HASI, you will be given the results of your test." This also applies to clear estimates and clear checkouts when data not given on spot. L. RON HUBBARD Executive Director LRH:rs.aap.rd 154 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 28 OCTOBER 1960 Assn Sec HCO Sec All PrR personnel NEW TESTING PROMOTION SECTION IMPORTANT For some time Orgs have used testing as a promotional means. It has been found that this is a good, reliable method of getting people to come in. The essence of testing procedure is (a) to get the person to do a test and (b) get him or her to come in to have it evaluated. From this follows his or her buying processing and training as sold to the person by PrR at the same time as the evaluation is done. The Instructor's Code is closer to Test Evaluation than the Auditor's Code. One does not use the latter in telling people about their tests. Therefore Test Evaluation is done by the Dir of PrR, the Registrars, less frequently by the D of P for sales purposes. The D of P evaluates tests to the pc for technical gain, for reassurance of the pc or auditor and in general to make technical progress. PrR personnel on the other hand evaluate tests for sales to get the person to take or to buy more processing or training. Thus Testing breaks into activities with four purposes. 1. PEOPLE ARE SOLD INTO TAKING TESTS BY PRR. 2. TESTS ARE ADMINISTERED BY THE TEST SECTION. (THEY ARE NEVER EVALUATED BY THE TEST SECTION.) 3. FOR SALES PURPOSES TESTS ARE EVALUATED BY PRR PERSONNEL. 4. FOR TECHNICAL PURPOSES TESTS ARE EVALUATED BY THE D OF P. THE D OF P SOMETIMES ASSISTS SALES PURPOSES WITH TEST EVALUATION. Simple tests may be mailed out to CF names. The sending of large or complex tests to be taken at home is frowned upon. For large test batteries, even for firms, the person is persuaded to come into the Org. In the matter of testing a whole company one does not send a testing personnel to the company, thus, losing all further contact with the persons. In such a case the company people are brought in as individuals at company request. By policy testing is a free service. This includes all case assessments, E-Meter assessments, checks, etc. Processing and training income that would have come from testing has been shut off the moment a charge was made for testing or assessment. In a city Central Org, a test section should exist as follows: The Test Section is located near the entrance of the building, easily spotted by new people and easily routed to. It has a space priority. The Test Section consists of Testing-in-Charge and any other needed persons as the activity develops and needs them. 155 The Testing Section contains all test files, all test supplies, E-Meters for case assessment (done by Test-in-Charge), broad arm type desks (or chairs and tables) and is arranged to test a large number of people at once. The door is plainly marked "Testing Section". The walls have signs which mention Scientology with positive statements and test examples showing what Scientology can do. (Befores and Afters.) The Test Section is extremely professional and businesslike in atmosphere. In this we must out-create psychologists and others. The Test Section tests on an individual basis, testing on group timing only when very feasible. People are not made to wait for a group to gather. Photo timers marked with the same numbers as the desks time any given person's test. The body routing is as follows: All persons to be tested are sent to testing at once by Reception. They do not see the Registrar first as a general rule. When people come in with a "test slip" or "to be tested" they are sent directly to the Test Section by Reception. Test-in-Charge greets them, shuts off idle chatter (he keeps the test room quiet, no idling staff in it chatting ever, no long discussion with customers ever). Test-in-Charge gets the person started doing tests at once. When the person being tested is finished the body routing is done by Test-in-Charge. There are three possible routings. The test form should be so headed as to indicate the type the person is: (a) Local (lives in same city as Central Org); (b) Ex-Urban Oust in town to be tested) and (c) HGC. After tests are done by pc (but unmarked yet) Test-in-Charge routes as follows: Local T-i-C sends person home, saying he or she will be contacted by a qualified test evaluator in the near future. A Local test is not corrected at once but is done in slack moments. The test is clearly marked Local in a blue pencil. An Ex-Urban test is marked as soon as comfortably possible by Test-in-Charge, preferably within a few hours. It is marked EX clearly in a green pencil. An HGC test is marked at once and, at moments of peak, with special assistance in marking from staff auditors, and is clearly labeled HGC in a red pencil. All tests are marked as fast as possible on any case. The Local, Ex and HGC categories are to help other departments handle the people and to route the people. Test-in-Charge tells all Local and Ex persons to go to their home in the Central Org's city. He verifies that the test carries their local town address and phone number. He does not let them wait around the Org. Test-in-Charge sends all HGC persons to the D of P as fast as they finish their tests and sends as well any she has marked EXPEDITE. All tests, as soon as marked, are routed rapidly as follows: Local and Ex tests are sent to the Body Registrar. All HGC tests are sent by hand to the D of P. The D of P evaluates the test technically in the presence of the person tested and for that person, providing the pc is continuing. If the pc is not continuing, the D of P looks over test, does not evaluate it, and sends person and test, escorted, to the Body Registrar. To ease peaks, a finishing or student may be sent direct to PrR. On Academy Student testing, all tests are labeled HGC and have the same routing as any other HGC test. Reception does not let Local or Ex persons stay around except when Registrar wants them held for interview. Ordinarily they are sent directly to their local address and a local will be called in a few days and an Ex will be called on the same day. (A person already signed up for HGC or Academy from out of town is not an Ex but an HGC.) The Registrar may mark a test request slip Expedite which means the person is to be brought right back. This is in a case where some one has dropped in to see the 156 Registrar "to talk about ....... The handling of such is: the Reg sends the person to testing, gets the person back with the tests and evaluates their tests. This is an Expedite. It is also clearly labeled Local or Ex as indicated. Tests are marked and filed as follows: the whole file goes around with the person during interviews. Two copies of the profile and the E-Meter Assessment only (the IQ figures being on the profile) are made in addition to the original. One of these goes to the D of P who sends it to the auditor or the Academy (for a student) and which is then sent to CF at end of processing or training. The other copy is a flimsy which goes to Saint Hill accompanied only by airmail weight auditor's reports. The Registration personnel may not keep the large original tests. This goes back at conclusion of interview to the Test Section and is filed there. Each CF folder must contain a copy of each profile (with its IQ) and E-Meter Assessment that the person has taken. Every piece of original testing papers and E-Meter Assessment is retained in Test files. There is no other complete test file than in the Test Section. A cross index file card system is kept by T-i-C to show every auditor with a card for each pc audited. This permits an examination of the broad work of any auditor. The tests are otherwise filed alphabetically in filing cabinets by the last name of the pc. The tests are the property of HCO (as are the mailing lists) but are accumulated, kept and used by HASI. Everything must be done to make testing prominent, accurate and available. The Test Section, as an entrance point to service, must look crisp and efficient. Waiting must be kept to nothing. There is no virtue in telling the applicant how fast they can be marked. Stress how carefully they are marked and the expertness of evaluation. By having local designation, the Reg can apportion interview time, calling the people in to even out the Reg schedule. It does not matter if a local waits a week to be called in. The point is not to make anyone wait an hour in the office for testing or evaluation. In the case of an Ex he or she is probably in town just to be tested so an Ex is always recalled fast. Students can be shunted a bit as they can always be called out of class during the week. The Body Reg should have special baskets for tests marked local, Ex-Urban, HGC, and Student. The Body Reg must never just have piles of tests or scattered papers. By having baskets for these in a beanstalk stack of trays behind him or her, other PrR personnel can ease in and take handfuls of them to do interviews when they have time if the traffic is heavy. In the case of more than one Body Reg types of interviews possibly can be apportioned around amongst Registrars, such as men, women, Local, Ex-Urban, etc. A SLIP AS TO THE STATUS AND OUTCOME OF THE REG INTERVIEW MUST BE ATTACHED TO THE MAIN TEST FILE BY THE INTERVIEWING PERSON. The PE foundation test administration should be shifted into the Test Section and the tests given should be the same as all others now. PE tests can be given in the PE room but to all intents and purposes are wholly the business of Test-in-Charge. A PE Instructor becomes part of the Test Section if he administers tests. The PE people's E-Meter Assessment can be done in PE as it is rapid but on a test night assistance will have to be given. This is all up to Test-in-Charge. No after test is given to PE hereafter by reason of their being PE people. But PE people can come in for an after test. 157 PROMOTION OF TESTS The designation of the Test Section for publicity purposes should be the "New York Test Clinic" or the "Melbourne Test Clinic". The word "free" is not included in the title or inferred. But no charge is ever made for tests or assessments. Announcements of the Clinic may be sent out broadly, to the mailing list or firms. In the announcement is included pieces of paper, nicely printed, that say somewhat as follows: The New York Test Clinic extends an invitation to you to be tested free of any charge. Your intelligence and aptitude have everything to do with your income, your future, your personal relationships and your life. Such tests would ordinarily cost you $50. They are offered to you free of charge if you bring this slip with you. If you are not happy with life you can find out why. ... ....................... Name ........................... Address ........................... Phone An entirely different kind of a slip would go to a Scientologist. A third kind would go to a firm such as: New York Test Clinic This will entitle one employee to an aptitude and intelligence test and an evaluation of the test. ........................... Employee's Name ........................... Address ............................ Phone ... ........................ Company name (countersigned by an official) Many other offerings of tests can be broadly made-to teachers, firemen, military personnel, etc, etc, each with a different covering letter or test slip. If HCO (and PrR) forthrightly plans out such mailings, makes them look good and sees that HASI has the service there, a broad new expansion can be made easily. This is vital in view of the "Anatomy of the Human Mind" promotion I am working on which will come later. Some public difficulty could be encountered by Orgs in doing this unless it is done properly. We are overtly cutting the psychologist off. He has only his test line to offer. All his gains have been in the field of testing. All his cash is received via tests and his 158 opinions of people and some tricks for training or selling. A free test activity does the psychologist out of a job. We would gladly hire psychologists if our experience with them were not bad in the test field. They have rattled people being tested for us, thrown curves at them, slanted tests and failed to duplicate. The actual test environment must be calm and quiet and always the same. The evaluation must be smooth and done in other quarters by other people. Testing and evaluation of tests are two different things. The psychologist has mixed them up while working for us, thus upsetting test results. There is no law anywhere against testing people. The tests we use should not get us entangled with copyrights. We are already mostly free on this with our tests. We have many more. We also have the old Army Alpha for lQs which we will get into play now. We can create others. Any broad public invalidation of our test service should be ignored. To comment on it to people taking tests who say the tests have been invalidated to them is all right-"We are giving free what others charge $50 for. We are a public service organization." Otherwise don't defend. Just test. USE OF TESTS Evaluation of tests should be helpful, wise and very direct. An evaluator should know all HCOBs about test evaluation. Remarks that "Scientology can improve this or that characteristic" or "auditing can remedy that" or "Processing can change this" or "Training can stabilize that" should be used repeatedly during the evaluation for the sake of impingement. A clever evaluator can surmise such things as domestic grief, trouble with possessions, etc much more easily than a fortune teller. Test evaluation is modern, scientific fortune telling. It deals with past, present and future. A low profile, low IQ future is of course a dreary one, profitless, unless changed. We can erase the fate of the past and alter utterly anyone's future. So it does not matter how hard one leans on the person. Remember low cases want only to escape the consequences of life. A poor or average test (or a theetie-weetie high test with no reality) shows a rough future, full of disease and injury. Processing as of the past six months shows a very high shift of future in terms of high graph gains. As the person being interviewed cannot usually read tests, they have to be explained to him or her, point by point. Test profile patterns that show low as a dangerous shaded area, mid ground as needing improvement and a high area help people to understand. Anyone doing evaluation should have a book of profiles made up from high-low tests showing what Scientology can do. Plastic envelope books of the right size can be bought in most photo stores. The facing page to the profile shown should carry some facts about the persons whose graph appears. All names should be blacked out. Test-in-Charge is responsible for providing such result display books and display graphs or sheets of graphs for walls, all made up to be easily understood. The IQ factor, while it is in actuality improved by processing, is useless without Scientology training. It can be used to sell training. The professional aspect of training should be played down in selling. The practical application aspect of it should be played up while graph and IQ reading for the pc. Certain traits showing difficulty in handling people should be stressed as most easily remedied and kept remedied by academy training. Graphs showing the "therapeutic" value of training should be in the display book and on walls. DC has lots of these "Academy only" gains from 1956. Training, then, can be sold as therapeutic but not in lieu of processing. Don't sell people training so they can be processed in the Academy. Sell them training so they can hold their gains. 159 HCO must be sure, not only that the testing drill as outlined here is installed and by hat checks followed, but primarily that people are driven in against the Test Section in large numbers. This takes constant search by the HCO Area Secretary to find new groups, types, professions of people to drive in with all literature written and furnished by HCO (or PrR) and the project carried off. The Director PrR of course is relieved of no responsibility by HCO's action. But HCO should think in terms of tens of thousands of people and mercilessly thrust them at the Test Section and let PrR and HASI cope from there. HCO must drive more in than anybody can handle. PrR has been known to get "reasonable" about numbers of pcs. HCO must never get reasonable. If HASI has to buy a new building to cope, that's HASI's problem, not HCO'S. HCO moves people from homes, businesses, the public over into Test Section. If the line jams, that's HASI's trouble and HCO's scream. And HASI has little say about how HCO gets them there. SUMMARY This and the soon Anatomy Basic Course programme are the leaders in current new promotion. They should be set up to run. And run well and long. This programme is not experimental. It has a long Scientology background and much precedent. It is not therefore a special programme. It is a refinement and emphasis of an already working HASI line. The Testing Section is under the Dept of PrR. It is actually a technical service and should be included as a Technical activity. But it has never thrived as a promotion activity or even as an activity under the HGC. Therefore it is placed under PrR and is going to be heavily emphasized. We are in an era of finding and "selling" the "things", the "objects", "the realities" of Scientology. There are about 20 of these (engrams, banks, bodies, etc). Testing is a thing because it results in object substitutes for people. Testing moves now out of psychological range and into future prediction, so we are not doing psychological testing. The is-ness of the test is applied to excuse the past, avoid difficulty in the future. We will take full advantage of the superstitions of people at the level of prediction. The popularity of astrology is greater than that of psychology even though psychology developed from astrology. That is because astrology pretends to read future. We can factually estimate future from meters and graphs without any pretence and a gruesome future it appears (and would be without us). Pandora's box flies into the future from a middle or low graph. Astrology and Numerology are popular and slightly factual. We can be popular and totally factual. The fate of Man without processing is measured by the catastrophes of the past. The Buddhist Wheel of Life shows Man how grii-nly he is tied to a never-improving circle of birth and death. Use such facts. Without stepping beyond a person's past, which will certainly happen to him again without processing, we can change his fate. We are the only people on Earth who can accurately estimate it or improve it and make it stay improved. With accurate scientific tests and testing, we can swing all existing interest lines in fate and future our way. And Scientology is also the only game on Earth where everybody wins. Thus we are stepping out with the new Test Section and much skill and brightness needed on all our parts to make it work. Having demonstrably coped with the technical, I now move us up to high traffic volume. L. RON HUBBARD LRH:js.rd Copyright (c) 1960 by L. Ron Hubbard ALL RIGHTS RESERVED 160