mass is boiling with energy let loose. In a similar way, oftentimes,
all the elements for decision and action are present in the mind, yet
nothing happens. But a word or a little act, seemingly insignificant in
itself, oftentimes breaks the spell, as it were, and decision and action
follow. In our first chapter of this part we described some of these
methods for ripening desire into decision and action. This chapter we
shall devote to a consideration of different classes of individuals and
the best methods of inducing in them favorable decision and action.

THE IMPULSIVE MAN

The impulsive individual must be rushed. His emotions are very responsive,
easily aroused, and, as, a rule, when aroused take a strong hold upon him.
It is the impulsive person's tendency always to act quickly and to act in
response to his strong feelings. The impulsive man discharges his feelings
with speed in action, and they rapidly evaporate. Therefore, desire, when
aroused, must be quickly ripened into decision and action or it soon
cools, and it is too late. As a general rule, the impulsive person is well
supplied with fears, and if he is given time to think the matter over his
lack of courage begins to assert itself. Fears of possible or impossible
disaster begin to take form until the feelings of fear and apprehension
entirely overshadow the desires which have been created.

Mark Twain's story of his attendance at a missionary meeting is typical.
After the speaker had been talking for half an hour, Mark was in such
hearty sympathy with him and the cause for which he plead that he decided
to put one dollar in the collection box when it came around--but the man
kept on talking. At the end of three-quarters of an hour, Mark decided he
would give only fifty cents. At the end of an hour, he decided that he
would give nothing, and when, at the end of an hour and a half, the
collection box finally did come around, Mark took out a dollar to pay
himself for his pains.

INDICATIONS OF IMPULSIVENESS

Here are some of the indications of impulsiveness: blonde coloring,
especially if accompanied by a florid skin; small, round, retreating chin;
small size; fineness of texture; elasticity of consistency; short head;
short, smooth fingers, with tapering tips; a keen, alert, intense
expression. The impulsive person's movements are also impulsive. He walks
with a quick step, sometimes almost jerky. His gestures are quick, and if
he is very impulsive