For example, a lawyer friend of ours often appeared with cases before a corpulent jurist. "If it is at all possible," he told us, "without dragging the thing in too obviously by the ears, I always talk about food in my summing up. If I want to get the sympathy of the judge, I try, somehow or other, to make my client appear before the imagination as suffering from want of nourishment. I can see that the judge always feels those sufferings keenly himself. In one case, where I represented a woman in a divorce case, I told, as graphically as I knew how, the excellence of her cooking. I told about how her roast chicken and her pies tasted, and I could actually see his Honor's mouth water. Of course, in addition to that, I presented a good legal case. But I have always thought it was those imaginary pies and roast chicken that got my client her decision." INTERESTS OF THE ACTIVE MAN The man of bone and muscle likes to think of himself in action. Muscular exercise, out-of-doors freedom, skill, agility and strength--these are the things in which he is interested. You can also interest him in thoughts of himself using tools, building or operating machinery, traveling or, perhaps, working in his garden or amongst his fruit trees. By an easy step in analogy this man is also interested in politics and religion, freedom and reform, and in mechanical principles and construction. Notice how the letter cited at the opening of this chapter makes the man who receives it think of himself in motion, think of himself as enjoying freedom, the outdoor air, exercise, the beauties of nature. All of these things appeal to the man of bone and muscle, who is, by all odds, the most likely purchaser of a bicycle. THE IMPRACTICAL MAN'S INTEREST