culties. Psychologists and physiologists both
agree, as you well know, that there is nothing which quite so quickly
upsets both your physical and your mental machinery as anxiety and worry.
With this policy in force, you are fortified--you are free to concentrate
upon your problems, your work, without anxiety as to the future of your
wife and children. Whatever happens to you, you know that they will be
provided for. Furthermore, if you should live twenty years from now, you
will receive ten thousand dollars in one lump sum. That is a provision
against the possible day when you may be weary and wish to rest, or it may
be just the endowment which you need in order to carry on your researches
and investigations and, perhaps, find the solution to some of the
intellectual problems on which you have so long been working."

INTERESTING THE FAT MAN

The fat man likes to think of himself enjoying the good things of life as
to body and mind, comfort, luxury, a jovial good time with congenial
friends, the exercise of executive, financial or political power, or all
three. His interest, therefore, is readily aroused if you talk to him
about himself in connection with these things. There are many cases, of
course, in which this must be done indirectly rather than directly. The
effort should be not always to talk directly about the man to himself, but
to make him think about himself. It is usually not permissible to talk to
the judge on the bench about himself, but it is always permissible to
paint the picture in such a way that the judge, if he is a fat man, will
almost inevitably think of himself in connection with the matters
presented.

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 p