sales the greater
his labors. On my last western trip I sold on an average half a trunk
full of books at each meeting and I had no spare moment from the work of
ordering by telegram and rushing around to express offices and getting
the books to the meetings. But the rewards are great. My trips are
always a financial success and the books I leave scattered on my trail
do far more good than the lectures I delivered.

CHAPTER XXII

CONCLUSION

In concluding this series I will group several items of importance which
did not suggest themselves under any previous head.

Gestures should be carefully watched, especially at the beginning, when
future habits are in the process of formation. They should not be
affected or mechanical like those of the child reciting something of
which it does not understand the sense.

A good story is told of the old preacher who could weep at will and
marked his manuscript "weep here;" but, on one unfortunate occasion, to
the great consternation of his congregation, got his signals mixed, and
wept profusely during a reference to the recent marriage of two of his
parishioners.

Never allow your thumb and fingers, especially the thumb, to stick out
from the palm at right angles like pens stuck in a potato.

Never work the forearm from the elbow "pump-handle" fashion, but always
move the arms from the shoulders. Do not move the palms of your hands
toward yourself as if you were trying to gather something in, mesmerist
fashion, but always outward as is natural in giving something forth.

Cultivate a narrative style. History, poetry, and all forms of
literature take their origin in the story-teller who once discharged all
their functions. The so-called dry facts of science, well told, make a
"story" of surpassing interest.

If young, let no man despise thy youth. Plunge boldly in, blunder if
needs be, but do something; experiment with your theories. Let the
veteran who has no sympathy with your crude efforts "go to pot." The
lapse of years has made his early inflictions look to him like the
masterpieces of Burke and Chatham.

Never slight a small audience. Do your best as though you had a crowded
theater. If you speak listlessly to a small gathering in a town, depend
on it next time you go there it will be still smaller.

Preserve your health and take especial care of your throat. The speaker
who doesn't smoke has a great advantage, and when the throat is at all
relaxed smoking s