THE 
 
 ANGELES
 
 Why TOU Are What Ton Are 
 
 By 
 
 GEORGES HENRI LEBARR, B.S. 
 
 (Original Researcher, Character Analyst and Lecturer) 
 Illustrated by Special Drawings 
 
 FIRST EDITION 
 
 PUBLISHED BY THE AUTHOR 
 
 BOSTON, MASSACHUSETTS 
 
 1922
 
 Copyright 1922 
 
 by 
 GEORGES HENRI LEBARR
 
 THIS VOLUME 
 
 IS AFFECTIONATELY DEDICATED 
 TO MY STUDENTS 
 
 2052494
 
 GEORGES HENRI LEBARR
 
 FOREWORD 
 
 This book is a result of my fifteen years' study of Psychology, Crimi- 
 nology, Insanity, and last but not least, the science of Character Analysis. 
 The facts that are here brought to light are my modest contribution to the 
 general knowledge of human character, and primarily are designed to foster 
 the application of all known facts into everyday use for the betterment of 
 life. All the theories that are not substantiated by actual experiences either 
 of myself or others have been eliminated. This volume was written espe- 
 cially for use in my classes, and altho the facts may be easily grasped by any- 
 one, there are places that can be understood in full only when supplemented 
 by the demonstrations, such as are given in the class room ; for instance, how 
 to observe musical ability, the flexibility and consistency of a hand, and the 
 combinations of features. One chapter is devoted to the so-called "mixed 
 types," which to my knowledge have never been propounded to anv 
 great extent by any Character Analyst. One chapter is devoted to the 
 science of Graphology, one to Salesmanship, another to Insanity and 
 Criminology, and there are, besides, thirteen chapters on the study, research 
 and daily use of Character Analysis. Altho I have borrowed extensively 
 from the works of my contemporaries and from those who have lived and 
 worked before me in this line to all of whom I gratefully give due 
 credit nevertheless, my own study and research are ample to warrant 
 the publication of this volume. All that I really aim to do is to give in 
 the most comprehensive way the facts that are known to me, so that the 
 gaps which remain in this Science up to the present day may be filled. 
 
 I resolved to write this book without delay as a direct result of my 
 teaching of the subject, and it is with deep faith that I dedicate this book 
 to my students, whose zeal to know this Science was my real inspiration, 
 and whose grasp of the subject, in many cases far beyond my expectation, 
 is my abundant reward. 
 
 The author did not stop to surmise the scope of the influences that 
 may be the destiny of this work; therefore, the merit of this book is left 
 to the generosity of the readers. 
 
 G. H. LEBARR. 
 72 Westland Avenue, Boston, Massachusetts.
 
 Fig. i 
 
 The Balanced Type in Color Form and Structure. 
 An Ideal Type.
 
 INTRODUCTION 
 
 To have faith in men and life is a wonderful thing to have knowl- 
 edge of man and things is the only real power. Science does not know 
 the word "haste," and therefore takes its time. It is obvious that to study 
 anything means to try to make life better; to study Character Analysis 
 means to prepare yourself to live with your eyes open. The knowledge 
 of Character Analysis enables you to act as you should, and keeps you 
 from expecting of other people, as well as of yourself, more than they or 
 you can give. It makes you, in other words, more human and sym- 
 pathetic, more scientific and broad-minded. You won't blame, as it were, 
 everything and everybody for what befalls you, for Character Analysis 
 clearly shows where the trouble lies every time. You will not trust 
 those who shouldn't be trusted, and will give a chance to those who deserve 
 it. In plain English, you will no longer guess but know the characters of 
 men know people and yourself, as you and they really are. 
 
 We will start at the beginning in this book, and go on gradually to 
 more and more important phases of human nature, until, when the course 
 is run, we shall know the alphabet of Character Analysis, so that we 
 shall be able at the end to read people at sight like books. We shall 
 learn in a simple way how to observe and interpret the meaning of the 
 so-called "pure types." By the pure type, we shall understand is meant 
 a type that is not at the outset contradictory. Now, for instance, in a 
 pure type, if one feature in a man shows he is slow, the other features 
 would not show that he is tending to be something different. But when 
 we learn how to read the pure type quickly (as we shall), then we shall 
 be ready to study any combination possible in human nature. Altho all 
 kinds of combinations are possible, it is not hard to delineate anyone if 
 you will learn the meaning of each feature, and when reading peoples' 
 characters, if you will remember that each feature is just as significant as 
 the other in this Science, you will never make any radical mistake. In 
 fact, you will be startled to find how simple it is to read people and to 
 do so scientifically. A few cautions I would give are these: 
 
 1. Have an open mind at the start. 
 
 2. Don't start from the end, but rather from the beginning. 
 
 3. Do not try to tell a man what he is best fitted for, before you 
 know that he wants to work at all.
 
 4. Don't be afraid to read people from the very first lesson. This 
 is the biggest drawback to many. 
 
 5. Smile when you make a mistake and go right ahead; experience 
 makes things perfect. 
 
 6. Ignore those who try to discourage you; you have no time to 
 bother with them. 
 
 And when you have well stored the preceding rules in your mind, 
 when you resolve in earnest to pursue your purpose to the end, then your 
 chances are greater than you think, of mastering this wonderful and most 
 practical Science known to man up to the present day. Remember, you 
 don't have to be a genius or a wizard; the only thing you really need in 
 this study is ordinary and everyday commonsense. I am telling you frankly 
 all these things at the start, so as to put you on the right track and save 
 time and energy, which otherwise would perhaps be wasted, as many have 
 done by "beating about the bush" instead of getting from the start at the 
 very heart of things. 
 
 If you have a natural tendency to study Character Analysis, you are 
 fortunate; if you haven't the tendency but see the importance of this study, 
 by all means proceed and do all in your power to cultivate an interest in 
 this subject. It will pay you ten times over in every respect. 
 
 There are 75> positions open right now in the United States for 
 persons versed in Character Analysis. Millions are waiting for Character 
 Analysts to put them in the right jobs; parents need help to understand 
 their children; doctors, their patients; and teachers, their students. Who 
 is going to establish the right relationship between all of these? The 
 Character Analyst, of course. There is money, fame, pleasure, gratitude 
 and experience in this line of work. Tell me, what is greater than the 
 Study of Human Nature?
 
 Why You Are What You Are
 
 "The proper study of mankind is man" Pope.
 
 CHAPTER ONE 
 
 How the Study of Character Analysis Was Formulated. 
 COLOR 
 
 FROM time immemorial man has been trying to "under- 
 stand" things, and though the word "understand" was 
 interpreted variously in different ages, it was really this 
 instinct to know or learn that has led 'man on. His in- 
 quisitiveness has often cost him his life, but the lure of the 
 unknown was greater than life. Among many things man 
 wished to be able to read his fellowmen. It was noted by 
 the ancient Greeks, Arabians and Egyptians that people are 
 different in character according to color. We read that the 
 Egyptians noted the fact that the conquerers of the Mediter- 
 ranean nations were blonde and blue-eyed people. Some of 
 their mental traits also are recorded in the ancient hierogly- 
 phics. As our first lesson we will study the color or the 
 difference in character between the blondes and brunettes, 
 and also the medium type which partakes of both. 
 
 The history of the evolution of color is in many ways 
 most interesting to study. Altho we will not spend too much 
 ti'me on details, we will touch briefly upon the most salient 
 points that are of scientific interest. 
 
 It is a known fact that climate has a tremendous influence 
 not only on character formation, but also on the evolution of 
 physical appearance. Blondeness and brunetteness are 
 caused by environment and evolution, due to the different 
 climatic conditions. The absence of sunlight caused blonde- 
 ness; the presence of too much sunlight caused brunetteness.
 
 Why You Are What You Are 
 
 Let us see: Brunetteness as we know is nothing but the 
 presence of pigment in the skin, hair and eyes of a person. 
 It is designed by nature to protect the human organism 
 from the destructive straight or ultra-violet rays of the sun 
 which are found in sub-tropic and tropic regions of the earth. 
 The presence of the pigment in a brunette is a result of 
 the great amount of sunlight, showing that this type was 
 evolved originally in the tropic or the sub-tropic regions of 
 our planet. It was an element necessary in order to survive. 
 All life, after all, is but adaptation and change. "Necessity 
 is the mother of invention." So it is, a brunette is no more 
 to blame for what he is than a fish. All nature, including 
 human, can do only one thing make the best use of the 
 powers that are given to it. There are traits involved with 
 brunetteness that are desirable, and others that are not. In 
 the tropics brunettes had plenty of food such as bananas, ber- 
 ries, roots, nuts and other eatables. The sun was hot. What 
 did they do? Logically, they hid from the sun in the shade 
 of the trees. They moved only when they were hungry or 
 thirsty, and even then it was not much of an exertion, for 
 water and food were within easy reach. Naturally, in time, 
 the brunette became in character rather impractical, unaggfes- 
 sive, somewhat lazy and philosophical. He had plenty of 
 ti'me to think and ponder. He is therefore religious, submis- 
 sive, procrastinating, thoughtful, slow and dependable. He is 
 domestic, and loves Nature that was so good to hi'm from 
 the very beginning of things. He had plenty of time to 
 study it, and knows its beauty by natural instinct. He did 
 not change his place of abode often, so he is fond of his native 
 place and his clan. He is faithful because that is his greatest 
 asset, as he could not afford to make people unfriendly by 
 staying with them. He keeps his word because constancy
 
 Why You Are What You Are 
 
 is his middle name. These qualities were fastened upon the 
 brunette by the very nature of things, and try as he may, he 
 cannot break the laws of evolution of life. The best he can 
 do is to modify them. Changes may come and go, but the 
 fundamental traits of character of brunettes are always the 
 sa'me. We say brunettes are spiritual. Is it so? Let 
 us look at the history of our religious 'movements. Is it not 
 true that our leading faiths were first started by the races 
 known as brunette races? Christianity, Buddhism, Confu- 
 cianism, Mohammedism are the leading religions and all were 
 promulgated by the brunette type. Do you not see the scien- 
 tific reason for the character of the brunette type? The 
 physical appearance of the normal brunette tends to be short, 
 stocky, and in many cases has a long trunk with short legs. 
 The brunette type stands for the most enduring type known. 
 It is known also that they are indispensable in work requiring 
 patience, endurance and routine. Such branches as are com- 
 monly known as scientific, literary and artistic pursuits are 
 the highest type of routine work, and many a brunette is found 
 in each of them. To any scientist there 'must be no prefer- 
 ence of color, and it should be understood that I have no 
 preference to any. My guide in this work, as it should be in 
 any science, is an open and unbiased mind. Let that be under- 
 stood by all students and readers. While we speak of color, 
 it is interesting to note how in our plays, novels and other com- 
 positions, ignorant writers label their heroes and heroines 
 with traits of character which are so absurd to the scientist 
 and the scholar of human nature. Thus it is so improbable 
 to read about a red-headed preacher and a monk, or of a 
 brunette navigator who left his home and sweetheart to seek 
 adventure and to find "new fields to conquer." Many of the 
 novels that portray brunettes with characteristics of blondes,
 
 Why You Are What You Are 
 
 and blondes with characteristics of brunettes, have repeatedly 
 made me laugh. They are not true to life, altho they may 
 be wonderfully depicted by an accepted master-pen. 
 
 It was said of Salvini that he refused to take part in a 
 certain play because the characters were misrepresented by 
 the author, and Salvini so well knew this that he felt he would 
 be compromising his sense of honor by taking part in what was 
 not true to real life. For the sa'me reason, I will not approve 
 of any novel that mars the facts of the known traits that go 
 with different types. It is true that nothing is so obvious in 
 human appearance as color. When I lecture on blondes and 
 brunettes, I can truly say every one is interested from the start 
 and naturally so. 
 
 Blondeness is our next subject. It is caused, as is bru- 
 netteness, by natural environment; its significance, however, 
 is diametrically opposite to the first. We state only the facts, 
 and so the theories of color are avoided. Blondes originally 
 lived and were evolved in places where there was no sunlight, 
 but plenty of clouds and almost constant fogs, also impen- 
 etrable woods. Such places even now are found populated 
 by the pure blonde type with the blondest hair and the bluest 
 eyes. We refer to some of the Baltic regions, also many 
 places in Norway, Sweden and Siberia. The absence of the 
 short rays of the sun made the absence of the pigment (the 
 guardian of the protoplasmic life) natural. All scientists 
 agree that blondes are people who came fro'm the cold, foggy 
 regions of the world. They are big in physical appearance, 
 fair-skinned, blue or grey-eyed, and blonde-haired. They are 
 aggressive and light in motion. As stockiness may be called 
 the key of brunetteness, robust appearance may be aptly ap- 
 plied to the normal blonde. We are talking about pure 
 
 4
 
 Why You Are What You Are 
 
 blondes and brunettes at this time. As the very climate re- 
 quired of the blonde people, they adapted themselves accord- 
 ingly. The climate, as we said, was unfriendly, harsh and 
 changeable. Naturally, in order to survive, the blonde was 
 obliged to be adaptable or changeable enough to suit the cli- 
 mate, or to perish. There were no bananas or cocoanuts to 
 be had in below-zero weather. The blonde did not worry; 
 he went hunting and fishing. He found no fish at the edge of 
 the shore, so he built a sloop. Physical fear, he had none, 
 for Nature around about him was so unkind that he had to 
 disregard its threats and smile at it. He had to survive a 
 gri'm fact that absorbed his whole being. Thus, consequently, 
 fighting for his skin, he took manifold chances, substituting 
 the smaller evil for a bigger one. 
 
 As a result of his early environment, the blonde evolved 
 the traits of character that were most adapted to that partic- 
 ular life. And so every normal blonde to-day has these qual- 
 ities : Willingness to take a chance, hopefulness, enthusiasm, 
 a scheming mind aggressive, dashing, irresponsible and ener- 
 getic. He is a good mixer, original, versatile, and would 
 rather do things then talk about them. Impatient, 
 
 changeable and adaptable, eager for new fields to conquer, he 
 is very dominating by tendency. Blunt and extremely out- 
 spoken, especially when in public, he likes to get into the lime- 
 light, and uses little tact. He is always ready to fight and 
 often brutally frank, without any intention whatever. Here 
 I would like to use a very apt illustration, in order to bring 
 out more clearly the point which I wish particularly to make. 
 A friend of mine, a pure blonde type, was constantly abusing 
 and ridiculing me in public, and when I would ask him privately 
 what was his idea in being so brutally frank and sarcastic, 
 he would only s'mile and say something at random, that
 
 Why You Are What You Are 
 
 showed me he did not mean to hurt me; but it was just his 
 trait of character to show off, and he couldn't help it. The 
 very fact that in private life he would give me his last cent 
 if I asked him for it, proved to me that he was acting in spite 
 of himself, and because of his inborn traits. We all inherit 
 at least one-third of our character, and it is almost impossible 
 to change it in a life-time. The only thing we can do is to 
 modify it. Blondes are adapted for comedians, organizers, 
 promoters, traveling positions in every line. 
 
 I have heard so'me blonde speakers who were able to 
 drive home some of the apparently most uncanny reasons for 
 some new and untried formulas, such as Higher Metaphysics 
 and the things that you can only believe in, but which have 
 never been actually proved. A blonde speaker once con- 
 vinced me in some of these fields so thoroughly, that after I 
 thought the thing over I was amused to think of how I could 
 have taken his word for it, and yet at that time I absolutely 
 did, and at the same time knew that a blonde convex type 
 can convince even his adversaries. 
 
 There are a few fallacies in blondes and brunettes that 
 should be pointed out before we proceed to the next lesson 
 namely, and speaking in general, the nofmal brunette tends 
 to be too serious, too slow and too conservative, not very so- 
 ciable nor adaptable. He is given to worries often, and takes 
 everything too seriously. He is too intense, and so could 
 easily afford to be more cheerful and cosmopolitan. He 
 should not take himself or others too seriously, and should 
 cultivate the funny side of life. Frequently he cannot see a 
 joke or make one unless his color is strongly modified by 
 proportion, of which we shall speak in its proper place. He 
 is very religious, and altho it oftens happens that his faith 
 and belief help him, he is liable to carry his fervor to an ex-
 
 Why You Are What You Are 
 
 treme, and make his religion his master rather than his co- 
 operative friend. In other words, he becomes a fanatic and 
 doesn't stop to reason. These are the general tendencies. 
 They can be 'modified and overcome, and if he only tries he 
 can easily inculcate in his habits the qualities he lacks, such 
 as aggressiveness and leadership. 
 
 The pitfalls of the blonde are also many and varied. 
 In the first place, he is so dashing and enthusiastic that he 
 does not stop long enough to see what is really going on. In 
 other words, he starts too many things but does not take his 
 time to finish one task before he begins a new. Result: 
 Many things started, nothing definitely accomplished. In 
 Wall Street you see many blondes who are taking long 
 chances, and actually getting away with very 'many of 
 them. However, if not modified by other variables, the 
 pure blonde type is an extremely unstable type and should not 
 be taken too seriously, because he seldom takes things seriously 
 himself, and if you take him too seriously he may change 
 his mind the next minute and leave you in a labyrinth which 
 he has evolved. He is not to blame, but that does not help 
 you much. Another fallacy of this type is to overwork and 
 to be overbearing. He often drives himself and others too 
 far, and so should restrain his superabundant energies and 
 ambitions and keep them in leash. Energy is like a good pair 
 of horses all right if properly controlled; if not, it will run 
 away with you and dash you down the precipice of disappoint- 
 ment. 
 
 The blonde could also improve by meeting fewer people 
 and by trying to find out what the people he does know are 
 worth ; to cultivate seriously those that he has met, rather 
 than always seeking to 'meet additional ones before learning 
 to know at least something about his present acquaintances.
 
 Why 'You Are What You Are 
 
 With his mad rush onward, he does not give a chance fo him- 
 self or to others. Often he loses a good friend by lack of 
 patience. 
 
 It is very desirable when these two types borrow from 
 one another. In fact, I recommend marriage between a 
 blonde and brunette much more readily than between two 
 of the same color scale. In a scheme of scientific findings 
 otherwise suitable, harmony can be found in this opposite 
 combination of blonde and brunette. But we shall take up 
 this subject in our following lessons more fully. 
 
 Students are requested to study the following color scale 
 and place themselves accordingly on the color scale. 
 
 THE COLOR SCALE 
 
 0-20 Exceedingly blonde. Physical appearance: Flaxen hair, blue eyes, 
 pink skin, also golden hair, pale grayj:yes and pale skin, or yel- 
 low hair, light gray eyes and pale skin. 
 
 25-35 Very blonde. Physical appearance: Red hair, blue or gray eyes, 
 fair skin, or light brown hair, blue eyes and fair skin. 
 
 35-45 Blonde. Physical appearance: Light brown hair, blue or gray 
 eyes, and medium skin. 
 
 45-55 Medium. (See Fig. i.) Physical appearance: Brown hair, dark 
 blue or green eyes and medium skin, also golden hair with brown 
 eyes and fair skin, and types in which some of the features are 
 light and others dark. 
 
 55-65 Brunette. Physical appearance: Brown hair and brown eyes, 
 brunette skin. 
 
 65-75 Very brunette. Physical appearance : Black hair, light brown eyes, 
 
 and brunette skin. 
 75-85 Exceedingly brunette. Physical appearance: Black hair, very 
 
 brown eyes and very brunette skin. 
 85-100 Yellow, red-skinned and colored races. Their appearance is well 
 
 known.
 
 CHAPTER TWO 
 
 The Form of the Profile, or How Your Character Reveals 
 Itself in Action. 
 
 f 1 ^HERE are teachers who can make you like things you 
 X didn't like to start with, and there are teachers who 
 will make you, in the long run, hate the studies which 
 you loved to start with. What is the psychology of this? 
 This lesson is to furnish the answer. It all depends, speaking 
 in general, upon how this particular teacher treats his subject 
 or how 'he presents it; it depends on whether he is a positive 
 or a negative type. If he is a good teacher, he makes you 
 feel it is his belief, his life, his joy to teach you his subject. 
 If he makes you feel that you are going to profit by this study, 
 that it will help you, in the long run at least be sure it will 
 for the man knows his subject and may give you some in- 
 valuable information, that as a rule comes fro'm the man who 
 loves his work, and who leaves nothing undone to gather the 
 facts that may benefit his students. If he fails to arouse your 
 interest, he is either indifferent to that subject, he does not 
 know what 'he is talking about, or else he is a negative type. 
 If so, his subject materially suffers. 
 
 We will proceed to study profile. There are three terms 
 we shall use and three only. Altho they may appear in any 
 conceivable combinations, the meaning of each remains un- 
 changed. Thus we have convexity of the features, concavity 
 and plain. By the convex we mean, that it is as the line on
 
 Why You Are What You Are 
 
 the outside of the circle (See Figs. 2 and 3 ) . The face that is 
 drawn on the circle is convex and slopes at the forehead and 
 chin, thus making the pointed appearance of the convex form. 
 
 Oc 
 
 PUin. 
 
 Fig. 2 
 
 Concave means as on the inside of the circle (See Fig. 2). 
 It appears that both ends of the face, namely, the forehead 
 and chin protrude or bulge out to the front. The plain, 
 or the balance between the two above-mentioned, is midway 
 
 10
 
 Why You Are What You Are 
 
 between convexity and concavity, and partakes of both. (See 
 Fig. 2.) The supplemented figures should give an idea of the 
 appearance of these types to the eye of the student. We shall 
 give the meaning of the three presently. Thus convexity de- 
 notes and stands for quickness and energy. It is anything but 
 a slow type. Point by point let us study convexity as it may 
 
 Fig. 3 
 Extremely Convex or The Impulsive Type. 
 
 be found in each feature of the face. The convex or sloping- 
 back forehead denotes a practical and quick thinker; a man 
 who wants, first and fore'most, facts. Don't feed this type 
 on beautiful theories. He care little for them. Demonstrate 
 truths to him and they will be received. He uses his five 
 senses as much as possible and leaves little to conjecture or 
 guess. He must be shown, to be really convinced. He is 
 practical; matter-of-fact. W'hatever quality he possesses, he 
 
 11
 
 Why You Are What You Are 
 
 tries to apply it in a useful rather than theoretical way. The 
 perceptive powers of a convex forehead are very keen and 
 accurate. That is what the convex forehead means. 
 
 We are going to study the pure types first. It will be 
 all convex forehead, eyes, nose, mouth and chin. Then con- 
 cave forehead, eyes, etc., and then the plain forehead, eyes, 
 etc. Thus when we know the meaning of each it will be easy 
 to read all the combinations of the three types of the profile. 
 Now for the convex eyes, which are the large, bulging eyes. 
 They are easily observed, and found in abundance in all 
 classes and races of people. The larger they are, the surer 
 you should be that they are very convex. Great orators 
 often have them. Why? This is the answer: The brain, 
 which controls the speech or the power of language, is located 
 just behind the eyes, and the larger the brain of that part, the 
 more bulged are the eyes. So it is very simple to observe and 
 interpret the bulging eyes. The small or the concave eyes 
 stand for a small vocabulary, altho not necessarily poor 
 speech, for altho the words are not too abundant, the force 
 and manner of speech may be good and to the point. Abra- 
 ham Lincoln made very short speeches, because he had small 
 or concave eyes, yet his Gettysburg address is one of the mas- 
 terpieces of the world's greatest oratory. Roosevelt had 
 large eyes, so has Harding. They both are noted for long 
 speeches that abound in rhetorical figures. The plain type of 
 eyes, or the medium large, are the sign of a moderate speech, 
 and balance between the two others. Neither too outspoken 
 nor too non-committal. The balance is always the most de- 
 sirable in every way, when it co'mes to character interpretation. 
 
 The convex nose is a very important indication. By 
 convex nose we mean the Roman, or the nose that is high in 
 the bridge. It is very easily observed and denotes this : An 
 
 12
 
 Why You Are What You Are 
 
 ability for forceful expression, both in speech and action. It 
 is an indication of physical and mental energy due to 
 strong and active lungs. The person who has that kind of a 
 nose is a deep breather, as a rule, and keeps his blood suffi- 
 ciently oxidized to supply the organism with proper locomotive 
 power. Oxygen is the source of all locomotion. It makes 
 the locomotive go, and it makes you go. The greater the 
 capacity for air, the better the energy. In other words, the 
 larger the nose, and the more convexity in the nose, the better 
 off you are. Whatever other things go with the nose that is 
 convex, one thing is especially important, and that is, that it 
 denotes positiveness and force in expression, at least in some 
 one definite line. If a 'man with a convex nose does not act 
 the way he should according to the above description, look 
 for the modifying or the contradicting elements. The things 
 that usually offset convexity are a narrow head, very brunette 
 color, and other things that we will leave for 'the next lesson. 
 The convex mouth is also very interesting, rather fro'm 
 a physiological standpoint than otherwise. Now, we all 
 know that the mouth is the beginning of the digestive 
 tract. So it is, primarily, an indication of the way people 
 eat, also of the way they talk. By the convex mouth, we 
 mean when the upper set of teeth overlap the lower; or when 
 both jaws are protruding and meet in a bulged fashion, mak- 
 ing a bulging mouth, be sure it is a convex mouth. (See dia- 
 gram.) There are all kinds of degrees of convexity in the 
 'mouth very convex, medium and tending to convex. This 
 also holds true about the forehead, eyes and the nose. Con- 
 vexity of the mouth means quickness in speech and action, such 
 as writing, walking, eating, etc. If this tendency of quickness 
 in every respect is not deliberately controlled and looked after, 
 a person is liable to become sarcastic, impatient, outspoken, 
 
 13
 
 Why You Are What You Are 
 
 quick in temper and even erratic. The special point to the 
 student in this connection is this be sure. to watch the eating 
 process of such a mouth. People are very careless in the way 
 they chew their food, and the time they take, or rather don't 
 take, if they have such a mouth. They are in a hurry, as a 
 rule, and take but a few minutes to eat. That often gives 
 them indigestion because their food is not masticated properly, 
 and as "the stomach has no teeth," it is put out of order by 
 such carelessness. This often makes people dyspeptic, and as 
 a result they beco'me very disagreeable and grouchy. Physi- 
 cal trouble reacts on their temper and renders them un- 
 desirable companions. All that can be cured if it has not 
 gone too far by taking the proper measures which are above 
 suggested. If no trouble has yet started, but the indications 
 are in that direction, one should see to it that this fault does 
 not put one in the class of those who are "far gone." This 
 mouth, however, is found to be an indication of frankness and 
 sincerity. Often great speakers have convex mouths, and 
 other people who are occupying platforms, such as actors and 
 readers especially. Politicians, preachers, teachers and all 
 who by word of mouth spread good or bad news partake 
 largely of this feature. One other trait invariably goes with a 
 convex mouth, that is impulsiveness, and unless it is counter- 
 balanced by the other variables, it should be strongly guarded, 
 else one is liable to act on the spur of the moment and very 
 often 'make a fool of 'himself. (See illustration of convex 
 mouth, Fig. 2.) 
 
 The chin is an unmistakable indication of the heart ac- 
 tion. It is not exactly known why the chin should be an indi- 
 cation of the circulation of the blood, but it is. However, by 
 numerous observations it has been proved that the weak and 
 receding, or convex chin denotes a somewhat excitable heart 
 
 14
 
 Why You Are What You Are 
 
 and a lack of physical courage as a result of it. The man 
 who has weak heart action is timid and often afraid of people 
 and things. Besides, convexity of chin is associated with an 
 excitable nature, impulsiveness in speech and action, and often 
 causes its possessor to act before thinking and to be sorry 
 afterwards. In short, it means lack of deliberation in action. 
 The chin, in a general sense, points out the ability in a per- 
 son to "absorb the shocks" and stand the "bumps of life's 
 rough road." Those who have convex chins (See Fig. 2) 
 should deliberately watch themselves for impulsiveness, 
 and action on the spur of a moment. That is the weak point 
 in their nature, and with a little practice they will be able to 
 control themselves. There is, one might say, a good point, 
 for every bad one. So it is with a convex chin. When it 
 comes to swiftness of action, you must give the laurel to the 
 person with a convex chin. He likes to hurry, and often is 
 indispensable in an emergency. He stands ready to act on a 
 minute's notice. So when in a hurry, don't be alarmed; find 
 the man with the convex nose and chin and he will see any 
 emergency through. These persons, however, are very hard to 
 manage, as they often are explosive and erratic. The best 
 way to control them is by being unruffled and keeping calm. 
 They will feel your attitude and calm down, too. 
 
 In life it is best for convex and concave persons to as- 
 sociate. As a rule they get along nicely together. There is 
 seldom any inharmony between the'm, as one is always bound 
 to keep cool when the other gets excited. Both of them sel- 
 dom go on a rampage at the same time, for it takes two to 
 make a quarrel. For the same reason blondes and brunettes 
 get along better, being the complimentary opposites. Too 
 much likeness or too much difference is not desirable. 
 
 By systematic and gradual endurance of exercises, one 
 
 15
 
 Why You Are What You Are 
 
 can develop a powerful heart action and thereby counteract 
 the influence of the chin. It can be done by strenuous though 
 enjoyable play, such as skating, tennis, swimming and other 
 out-of-door recreations. Deep breathing and the mainte- 
 nance of a resolute mental attitude also are indispensable. 
 
 In opposition to pure convex type we have the pure con- 
 cave type. (See Fig. 3.) The face is built on the inside of the 
 circle, and the meaning of concave features is as follows: 
 Concave forehead denotes theoretical and philosophic mind, 
 slow and deliberate in thinking, and often, on account of that, 
 acts first and thinks afterwards. This forehead belongs to a 
 reasoner, analyst, and a person who wants all the details and 
 reasons possible. He is not so practical and therefore loves 
 the abstract, philosophic and artistic. 
 
 The concave eyes, as we have already stated in connec- 
 tion with Abraham Lincoln, denote the gift of moderate lan- 
 guage ability, and qualify one to be a better listener than a 
 talker. 
 
 The concave nose is just the reverse of the convex nose. 
 It denotes a shallow breather, unless modified by high cheek- 
 bones, as in the Japanese types. This nose bespeaks a nega- 
 tive, easy-going, mild nature, not much of a fighter or leader. 
 No matter what the other indications may be, this type is 
 somewhat negative and submissive. The more concavity that 
 is shown in the nose, the more pronounced are the mental 
 traits above ascribed to it. 
 
 The concave mouth, however, is an excellent indication. 
 It stands for a perfect digestion and assimilation of food. A 
 good nature, as a rule, goes with the concave mouth. 
 
 The concave chin is a desirable feature, and shows strong 
 will, physical endurance, courage, and an ability to accomplish 
 things. It also denotes deliberation in action, patience, good 
 
 16
 
 Why You Are What You Are 
 
 nature and persistence. From a physiological standpoint, it 
 is a sign of normal circulation of the blood, strong heart, and 
 excellent assimilation of food. Among other things, a strong 
 concave chin is a sure indication of tremendous will-power. 
 
 The plain forehead stands for moderate reason and prac- 
 ticality the type that is neither too practical nor too philo- 
 sophic. 
 
 The medium or plain eyes mean moderation in speech 
 and linguistic powers. A plain nose is also an indication of 
 energy that is not too great or too dynamic in application. A 
 person with a plain or straight nose may be energetic without 
 being too positive or too e'mphatic in speech and action. 
 
 The plain mouth is a good indication; it shows an ability 
 of speech without being erratic or sarcastic. A plain, strong 
 chin is a favorable sign. The meaning is good will balanced 
 by common sense; a decisive nature also goes with it. Too 
 much concavity in the chin may mean too great a deliberation, 
 therefore, lack of action. The plain chin is the most desir- 
 able face, for it shows good heart action, courage, determina- 
 tion, and a readiness to act in any emergency. (See Fig.JL-) 1 
 
 17
 
 CHAPTER THREE 
 
 Size. 
 
 HEIGHT and weight have a good deal to do with the 
 temperament of a man, especially with the power of ex- 
 pression and action. 
 
 There are really three distinct types in regard to size : 
 Large, medium and small. That of 5 feet 6 inches in height 
 we shall call medium. Above that we shall call large, and 
 below that we shall call the s'mall size. Now, these figures 
 are, of course, an approximate estimation, but they will help 
 to a tremendous degree if used judiciously. Size has very 
 much to do with the "behavior" of an individual, and may be 
 a key to his way of activity, endurance, speed, responsiveness, 
 recuperation or any other mode of expression; His emotions 
 are also effected by size. For example, the small-sized man 
 gets angry quickly, but he gets over it quickly, too. He is not 
 as dangerous, therefore, for he may do a lot of fussing over 
 nothing, and soon subside. On the other hand, a large-sized 
 person takes his time, but once started well, he will "move 
 mountains. It is better to let a large man alone when he 
 is angry. He may conduct himself in a manner that he will 
 regret later on. So when this type starts a toboggan slide, it 
 is the best policy to give him the right of way. Tackle him 
 on the side, but avoid meeting him abreast, for he will crush 
 the life out of you, metaphorically speaking. There is a place 
 for both of these types, however. Let us see: Small-sized 
 people, in general, are quicker in te'mper and action. They 
 
 18
 
 You Are What You Are 
 
 are like the convex type, easily inflamed and easily extinguished. 
 They get angry quickly and get over it quickly. The large- 
 sized man acts just the opposite slow to start, but when once 
 going, develops tremendous power and is not easily stopped. 
 He should be left alone in that case. 
 
 The little comparison that was offered to me by one of 
 my students will help a little to better understand those who 
 are mechanically inclined. 
 
 The predominant characteristic of a person of large 
 proportions is slowness manifesting itself in deliberate 
 movements, in indolence of mind, in a gradual arousing of 
 anger. The opposite physical type is usually quick both 
 mentally and physically often impatient and possesses a pre- 
 carious temper. The intensity of this slowness and quick- 
 ness is proportional to the respective sizes of the types ana- 
 lyzed. In the case of the large person all of his energy is 
 converted into mass, thereby his velocity is decreased; in the 
 s'mall, energy to a greater or less extent, manifests itself in 
 rapidity of movement. Thus, let M equal the mass of the 
 large type, and v his speed; likewise let m equal the mass 
 of the small type, and V his speed. Now Mv equals mV. 
 If the mass is reduced, the speed must be increased in order 
 that they may become equal. The same is true of the in- 
 verse ratio. 
 
 The Physique has, of course, much to do with the charac- 
 ter. A bad state of health im'mediately affects the disposi- 
 tion of the person, hence the saying, "A healthy mind in a 
 sound body." There is mental and physical reaction all the 
 time. It is just as important to maintain physical hygiene as 
 mental, for both are inseparable. So much for the size. 
 
 Of course the medium size is the most desirable. It is 
 characterized by a person neither too slow nor too fast; just 
 
 19
 
 Why You Are What You Are 
 
 about right, other things being equal. In Character Analysis 
 everything should be taken into consideration. Judging by 
 one thing will never do, for everything about a person be- 
 speaks his character and to neglect some one point means to 
 fail in an analysis. There is no contradiction of character 
 if you know the necessary different steps. I have invariably 
 found that you can logically explain any apparent contradic- 
 tion. If you are dealing with a pathological case then it is 
 different, but if a person is normal and yet fails to get into the 
 niche where he apparently belongs, don't give up until you 
 find what is the trouble and why. 
 
 20
 
 CHAPTER FOUR 
 
 On Structure Or What You Are Best Fitted For. 
 
 THE shape of the head and face are the two principal 
 factors in determining a person's vocational aptitudes. 
 In this case, two things are especially important 
 namely, in what proportion is your head in relation to your 
 entire body; and does your face resemble a circle, triangle or a 
 square? More keys can be found to the vocational aptitudes, 
 but the above-mentioned are the most simple and common. 
 These three facial proportions are found in all combinations; 
 that is, any one may predominate or any two may do so, or 
 all three may be well-balanced. We shall consider the mean- 
 ing of each separately, and then it will be easy to explain any 
 possible combination of the three. We shall start with the 
 triangular face, or, as it is known in this Science, the mental 
 type; the thinker of all kinds. The outstanding feature of 
 this type is that the head seems too large for the body. It has 
 the triangular appearance, including the forehead; the face 
 runs to a cone at the chin, and is very wide at the top and 
 above the eyebrows. The whole head looks like a pear, 
 large side up. (See Figs. 4 and 5.) The other features that 
 usually go with this type are small hands and feet (we are now 
 considering the "pure" types only), medium or fine texture, and 
 medium or small size. The habits noticed in this type from 
 very childhood up are: Love for books, absentmindedness, 
 abhorrence of manual labor, talkativeness, love for stories 
 and pictures, negligence of physical exercise, and a tendency to 
 
 21
 
 Why You Are What You Are 
 
 under-eat. This type 'must be encouraged to take physical exer- 
 cise and food regularly. Of course, this type comprises the 
 rank and file of the mental workers, from the most intellectual 
 Shakespeare, down to the ordinary clerk. It may be far 
 from being literary or in the so-called writing sphere ; however, 
 it is always in the realm of mental work. In business, this type, 
 
 Fig. 4 
 The Pure Mental Type 
 
 Fig. 5 
 The Pure Mental Type 
 
 possibly, is an advertising manager, "The brains of the con- 
 cern." He cares little for manual labor and spends his time 
 in much reading. This should not be allowed to go too far, 
 at the expense of energy and vitality, for as a rule the result 
 is disastrous. During childhood is the time to start this type 
 on the right track. Education in this case is the most essen- 
 tial, for without it this type is, as a rule, condemned to a great 
 
 22
 
 Why You Are What You Are 
 
 tragedy. No 'more nor less than tragedy ! It is real hell 
 for a mental type to earn his living as a common laborer, and 
 it is no wonder that sixty-five per cent, of the inmates of our 
 jails belong to this uneducated mental type, which through 
 circumstances, or misunderstanding on the part of parents and 
 teachers, have been sent there. Most of them might have 
 
 Fig. 6 
 Pure Motive Type 
 
 Fig. 7 
 Pure Motive Type 
 
 been very useful citizens if they had been educated in time. 
 The present day educational and sociological conditions are 
 to blame. It is possible to write a book on this topic alone. 
 Parents should see that their mentally strong children should 
 be saved perhaps twenty-five years in prison, by striving for a 
 real understanding of the children's tendencies. The future 
 depends upon the early start. "As the trend so the end." 
 
 23
 
 Why You Are What You Are 
 
 Besides the mental type, we should know all about the 
 motive or "The man of action" type. This type can be easily 
 discerned by the face, which resembles a square (See Figs. 6, 7 
 and 8 ) . Also, with the squareness of the face usually go large 
 hands and feet and a powerful build in general. The entire 
 head appears somewhat too small for the body. These are the 
 main indications of "The man of action" type and as sure as 
 fate, this type should be able to do some active work. His 
 
 Fig. 
 Pure Motive Type 
 
 mental capacity as a rule determines the trend of his choice of 
 activity. Also, his color has considerable to do with it. For 
 example, a man is blonde, and is motive, mental, vital. He 
 may be an engineer, a traveling sales'man or a chauffeur. If 
 his mentality has no particular originality, but only manifests 
 itself in a good control of his powerful body and muscles, then 
 he may be a great athlete. The keynote of this type, na'mely 
 the pure motive type is activity and lots of it. Monot- 
 onous, inactive drudgery kills this type very rapidly, and 
 causes all sorts of trouble. This is often called the out-of- 
 door type. 
 
 24
 
 Why You Are What You Are 
 
 In doing anything or settling a dispute, this type resorts 
 primarily to his physical strength, of which he has an abun- 
 dance. It is a very interesting study. For this type, as the 
 rest of them, 'has a great function to perform. All the men 
 who are engaged in building or construction are secured from 
 this type; also generals, captains of industry, racers, explorers, 
 travelers, actors, athletes, etc., have the motive side of their 
 natures unusually well developed. With a little practice one 
 cannot fail to point out the pure motive type : First, of 
 course, by his physical appearance; second, by the fact that he 
 expresses at every turn his love of activity. 
 
 This is the law. Man uses most those powers and tal- 
 ents which are inherited or developed to a high degree. It 
 applies to every human being as well as to the animal world. 
 If man's greatest power is intellect, he naturally will most 
 often show that. If he is physically powerful he will manifest 
 that most frequently, and so on. In the animal world it is 
 the same. The deer depends on his legs for survival, so they 
 are used more often. The lion depends for his survival on 
 his powerful paws and teeth, so he does not run habitually 
 from other animals, but attacks them with his teeth, and wins 
 by using the strength of his nature. 
 
 The other day I 'met a gentleman who was a pure mental 
 type and a blonde as well. We were in a jolly mood and 
 each was trying to display his different mental capacities. 
 This particular man was, by the very nature of things, given 
 to solving different charades, puzzles and numerical or arith- 
 metical problems, and sure enough, he started to give all 
 kinds of problems to solve which required, in the majority of 
 cases, nothing but a peculiar twist of the mind to find the trick 
 that would reveal the whole secret of the contest. It simply 
 means that all of us inherit some traits that are stronger than 
 
 25
 
 Why You Are What You Are 
 
 others, and if we but knew what they are, the struggle for 
 existence would be an easy task indeed, as we all have the 
 power to do one thing well and can enjoy ourselves in doing it. 
 When one is doing the right thing, time flies, and as a rule 
 so'mething is accomplished. They say in Europe: "Any 
 
 Fig. 9 
 Pure Vital Type 
 
 Fig. 10 
 Pure Vital Type 
 
 line of work will yield to mastership." All is possible to him 
 who can. In this connection read the poem of Sam Walter 
 Foss "The Shape of the Skull" in which he shows the fu- 
 tility of an attempt to do the "wrong" thing, meaning that for 
 which one is not particularly adapted. 
 
 The Vital or "Let George do it" type is recognized by 
 the round face, (See Figs. 9 and 10) corpulent body, plu'mp
 
 Why You Are What You Are 
 
 neck, double chin and fat fingers. The key-note is good nature 
 and plumpness. This is the born manager who makes the 
 mental, motive type "go." He has usually contrived to ac- 
 quire material wealth by use of his good judgment of values, 
 and then he starts the rest moving by putting up the capital 
 and enlisting the co-operation of the other types first, by 
 his money, and second, by his good humor. People are 
 willing to work for or with him, because he is always good 
 tempered, jolly, pleasant, and has an excellent and impartial 
 judgment. He is never in a hurry and makes one feel "at 
 home" anytime anywhere. That invariably makes a favor- 
 able impression on people. The above is the real secret why 
 this type has the easiest job of the three. It is no secret at 
 all but the natural result of good nourishment and a healthy 
 constitution. 
 
 Of course, we often find the vital type an ordinary la- 
 borer. But in the majority of cases of this kind, he is vital 
 motive, whereas the 'managing type is mental vital or vital 
 mental type. In other words, he must have brains in every 
 case when he comes in contact with people and when sound 
 thinking is demanded of him. Quality of mind, as well as 
 quantity, counts. The great combination of vital mental type 
 qualifies one to be at the head of a big business. The small 
 combination of the vital mental makes hi'm an ordinary res- 
 taurant proprietor or store-keeper. The fallacy of this type 
 is his over-indulgence in too much eating and sleeping, neg- 
 lect of physical exercise, and lack of restraint in appetites 
 and passions. This type can often be recognized in early 
 childhood, and should be encouraged to exercise and study, 
 as he is inclined to neglect both. The digestive system seems 
 to be paramount and so influences the whole man's character. 
 
 27
 
 Why You Are What You Are 
 
 The strongest instinct rules if not controlled by will and rea- 
 son. 
 
 The strong points of this type are many, but especially 
 dominant is the power of recuperation. Often this type can 
 work many hours, and then, with only an hour's rest, resume 
 his labors. The recuperative and assi'milative powers are un- 
 usually developed. Good nature and good judgment are 
 often virtuous characteristics. Willia'm Howard Taft and 
 Grover Cleveland are good examples of this vital mental mo- 
 tive type. (For balanced type in structure see Fig. 1.) 
 
 28
 
 CHAPTER FIVE 
 
 Lesson On Texture, or How To Handle Others 
 
 F I ^HERE is a certain method of approach to every person, 
 _. and the ability to establish a point of contact with people 
 is of great importance in human relationship. To do 
 that, one must know the other fellow's "hobbies," or the 
 "weak spots." Once you find this point, the rest is assured. 
 We shall explain how it is done in this chapter. It is by obser- 
 vation of the texture of a person, and by texture we mean the 
 skin, hair and finger nails. There are all sorts of textures in 
 different people. Some have fine textures, some coarse, and 
 some the happy medium. According to the study of differ- 
 ent inanimate things, we find that many of them are comprised 
 of the same substance, but are very unlike because of the com- 
 binations that differentiate them in texture. This is true in 
 the animal world as well. For an example take two horses 
 the thoroughbred and the draft horse. The first thing that 
 will attract your attention is the difference in their texture 
 the silky hair of one and the coarse thick hair of the other; 
 take again the Angora cat and the back-alley cat. Notice the 
 difference in the texture; compare the Scotch terrier with a 
 Pomeranian dog. Let us now see how people vary in tex- 
 ture, and how it can be applied to their characters. 
 
 MEANING OF FINE TEXTURE IN MAN 
 
 In observing texture one should never forget the rule 
 that everything counts. There are variations in texture in 
 
 29
 
 Why You Are What You Are 
 
 the same person. Thus, the hair may be very fine and thin, 
 whereas the skin may be rough and thick. In observing this 
 important phase of Character Analysis, care should be taken 
 in examining the texture of the hair, nails and skin. Abra- 
 ham Lincoln had very fine hair on his head, but very coarse 
 hair on his chin. His hands were large and rough, and he 
 was kind, responsive, sympathetic, but energetic and virile. 
 
 It is helpful for a student to get a micrometer, which 
 enables one to make a more exact estimate of texture. After 
 that texture can be judged almost instantly. We will now 
 consider the meaning of different textures. We shall start 
 with the very fine, and conclude with the very coarse. 
 
 VERY FINE TEXTURE 
 
 (See Fig. n) 
 
 When one has very thin, fine hair, skin and finger nails, 
 it should be understood that person possesses to a marked 
 degree refinement of temperament. The persons of fine tex- 
 ture are very artistic, inclined to be very responsive, keen and 
 alert, and if extremely fine in texture suffer from being hyper- 
 sensitive. Once they understand their nature, it is an easy 
 task for them to overcome their hyper-sensitiveness, which, 
 in the final analysis, is nothing but an expression of hasty judg- 
 ment. In reality, no one can or will be hurt if he refuses 
 to be hurt. One can do it either by rising above it, or by 
 si'mply letting it go unnoticed. A big mind has no time to 
 pay any attention to the mediocre or the trivial things. The 
 wagon hitched to a star is above the noise of the crowd. We 
 find people with fine texture in the following occupations : 
 Art, Science, Religion. They may be financiers, actors, 
 writers, painters, orators, educators, inventors, and platform
 
 You Are What You Are 
 
 workers of all kinds. A man may be powerfully built, he 
 'may have the ability to make good as an organizer in some 
 business; but if out of his element there we may find him 
 working instead as a minister or running for senator. In 
 other words, fine-textured men prefer to be with people rather 
 
 Fig. ii 
 
 Head of a Prominent Sculptor, P. Bryant 
 
 Baker, Showing in a Middle Division 
 
 Great Creative Imagination. 
 
 High Wide Head. 
 
 than among inanimate things. They are keen to criticize and 
 praise. They feel how their work takes. In this connec- 
 tion, the study of the portraits of the world's artists and 
 musicians is worth-while. Fine texture makes people belong 
 to the type that appreciates art and beauty, and resents vul- 
 garity, coarseness and roughness. Harsh treatment of this 
 
 31
 
 Why You Are What You Are 
 
 type should never be employed. A gentle, polite, sympathetic 
 attitude wins their co-operation and favor. This type is 
 often very sensitive and dynamic. The most dynamic type 
 known is one that is blonde in color, convex in form, mental 
 motive or motive mental in structure, s'mall or medium in 
 size, fine in texture and with a wide head. Once in a great 
 while you meet a type like this. Remember it is human T. 
 N. T. Be tactful in handling the sort of person just de- 
 scribed. 
 
 Extremely fine texture is not the most desirable. It 
 makes one too responsive and sensitive. However, one can 
 "roughen" his texture and somewhat change the character 
 by out-of-door exercise such as swimming, diving, running, 
 tobogganing, walking, riding, rowing. One can either coarsen 
 or refine his texture, as desired. 
 
 COARSE TEXTURE 
 
 Coarse texture in reality denotes just the opposite of 
 the fine texture. It is an indication of virility, energy, vim, 
 endurance, activity, and an ability to endure hardships. Peo- 
 ple of this texture are not usually afraid of work, no matter 
 how rough and tiresome it may be. Neither do harsh sur- 
 roundings daunt them. They are invincible to adverse con- 
 ditions or climate. However, they lack adaptability, refine- 
 ment and tact; often are very blunt and too independent; 
 therefore, they need to be more tactful, diplomatic and con- 
 siderate of others. Their speech must be guarded, lest it 
 may be harmful to a sensitive type. This type is engaged in 
 all sorts of heavy and coarse work, according to the capacity 
 of the mind. Whatever the line may be, there is always 
 that ele'ment of virility, strength and roughness. Very often 
 hard consistency goes with the coarse texture, but the student 
 
 32
 
 Why You Are What You Are 
 
 should not consider it the rule, but rather the exception. At 
 the end of this chapter a scale of texture will be given to make 
 it more definite by sub-division. 
 
 We find that coarse-textured people prefer to work out- 
 of-doors, with plenty of activity and freedom. As we said, 
 
 tig. 12 
 
 Prominent Brows and Large Eyes of a 
 
 Lecturer Showing Memory for 
 
 Facts and Words. 
 
 Coarse Hair. 
 
 this type is most independent, and will fight back if driven 
 by force ; may be easily led and often pushed ahead, but 
 should never be antagonized. If antagonized, a great deal 
 of stubbornness and fight will be the result. Being very ener- 
 getic makes for impatience and bluntness. If this type has 
 a wide short head, often he is very radical and seeks reforms 
 
 . 33
 
 Why You Are What You Are 
 
 by revolution. Examination of some of the leading reform- 
 ers and revolutionary leaders shows us this beyond a doubt. 
 Danton, Carl Marx, Bebel, Maxim Gorky, Gompers and 
 'many other radical leaders are good examples. 
 
 Texture can easily be studied both in a person and in 
 a picture. Change of character toward finer sentiments al- 
 ways makes texture more refined. In fact, texture is per- 
 haps the easiest thing to change with the variation of one's 
 
 Fig. 13 
 
 Gen. Collins. Wide Headed Aggressive 
 Brunette Type 
 
 mental trend, but of course one should start from within. 
 Character moulds 'the expression of your face, shape of your 
 face, and proportion of your head. Your character is the 
 thing. It isn't the shape of your face or head that makes you 
 what you really are, but rather your character. 
 
 34
 
 Why You Are What You Are 
 
 A coarse-textured person (See Figs. 12 & 13) is not 
 adverse to coarse language, providing it is not an insult. 
 Treat him vigorously but justly, slap him on the shoulder 
 as hard as you can in a congenial spirit, and he will like it. 
 Show him you don't mind his rudeness and he will "work 
 his head off" for you. Don't offer him niceties; he doesn't 
 care for fancy things. Give hi'm that which is strong, durable 
 and serviceable. Keep him busy, and leave him alone while 
 he is working. Use plain, "straight from the shoulder" 
 language and do not harp on his sentiments. He is any- 
 thing but sentimental. Appeal to his practical, mater-of-fact 
 nature. With a little observation this type can be easily 
 managed. Be firm and just, but dignified, and he will re- 
 spect you. 
 
 Bluntness in speech and action is very natural to this 
 type, therefore should not be taken too seriously. The bark, 
 as a rule, is not as dangerous as the bite. The coarse type 
 doesn't know any better, and admits it too. "Hard work" 
 should be his middle name. Explorers, navigators, generals 
 and constructors of big things are often recruited from this 
 type. Study pictures of Ernest Shackleton, Roald A'mundsen, 
 Commodore Perry, Generals Joffre, Haig, Foch and many 
 others. They all have coarse texture. Summarized it means 
 ability to endure hardships of all kinds. 
 
 MEDIUM TEXTURE 
 
 (See Fig. 14) 
 
 Medium texture, of course, is the most desirable. It 
 enables one to be artistic and love beauty, without being too 
 sensitive or too responsive. This type can be very consider- 
 ate and adaptable, and can do hard work if necessary, without 
 
 35
 
 Why You Are What You Are 
 
 going to either extreme. Naturally, medium texture is an 
 indication of mental and physical vigor with enough adaptabil- 
 ity to suit the situation. Herbert Hoover is here a good 
 example, and besides, he is balanced also in 'mental motive 
 vital combinations of the structure. 
 
 The most essential need of man in life is to be able to 
 
 Fig. 14 
 Great Energy 
 
 adapt and change himself according to his environment and 
 surroundings. We cannot change the world to suit ourselves, 
 but if we but wish to do so we can change ourselves to suit 
 the world. To sum up: The fine-textured type feels very 
 keenly, whereas the coarse-textured type is not sensitive at 
 all. The medium type feels, but controls that feeling, and 
 gets the best of the situation. He is a diplomat. We shall 
 
 36
 
 Why You Are What You Are 
 
 see that there are other indications of being diplomatic. 
 Understanding the meaning of the law of texture will help 
 the student to approach and deal with people in a very suc- 
 cessful way. 
 
 THE TEXTURE SCALE 
 
 We would call between 1-25 very coarse texture; 25-50 
 coarse; 50 medium; 50-75 fine; 75-100 exceedingly fine. At 
 the top we find some eccentric types some hyper-sensitive 
 maniacs, and many brilliant artists, painters, actors and mu- 
 sicians. The majority, however, approach the medium scale. 
 Below 25 we find savages, the Asiatic nations and aborigines. 
 Very coarse texture, say 10-15 on the texture scale, indicates 
 a character that lives primarily to eat, and does not eat to 
 live.
 
 CHAPTER SIX 
 
 Lesson on Consistency and Flexibility 
 
 ON THE STUDY OF THE HAND THE BAROMETER OF A PER- 
 SON'S DEVELOPMENT, REGARDLESS OF HIS HEREDITY. 
 
 IT is not exactly known why the hand should be so respon- 
 sive to the development of a person's character, but such 
 is the fact. It is true that your hand shows to what 
 degree you have applied your inborn talents. There is a 
 decided difference in the hand of two musicians. One who 
 plays constantly will have a 'much different hand from the 
 one who does not. They may both possess an equal amount 
 of musical talent, but through application it may be brought 
 out stronger in one than in the other; this may be told by 
 analysis of the hand. 
 
 Let us analyze the hand from the consistency standpoint. 
 By consistency is meant the density of the skin. Now in 
 studying trees we find the birch tree is of a soft consistency, 
 whereas the oak is hard. Consistency can be felt by pressing 
 one's hand. If the consistency is hard, the skin will not 
 yield and the feeling will be as though you were pressing 
 against wood or rock. If the flesh and skin yield a little 
 under pressure, but spring back like a piece of rubber as soon 
 as the pressure is removed, that means the consistency of this 
 hand is elastic. However, if the skin yields very considerably 
 under pressure and sort of melts, it is an indication of soft 
 consistency. We have three kinds of consistency: Hard, 
 
 38
 
 Why You Are What You Are 
 
 elastic and soft. Consistency should be felt, as it is very 
 difficult to explain to the student in words just how the different 
 hands feel. The best way is to analyze and feel as many 
 hands as possible until one will know the difference by ex- 
 perience. Now we will explain the meaning of the three: 
 Hard consistency, irrespective of whether it is found in a 
 blonde, brunette, convex or concave type, 'means conservatism, 
 energy, force, endurance, lack of adaptability, ability to do 
 things and do them in the face of opposition. It is difficult 
 to change the mind of a person with hard consistency, and 
 often he will die rather than surrender. With this type often 
 goes a crushing will. Like coarse texture, it also denotes an 
 ability to endure hardships. Persons of this type are stead- 
 fast, but if not modified by other things go to another extreme 
 and become too dogmatic, conservative and unadaptable to 
 new people and things. Hard consistency, therefore, often 
 goes with hard-headedness, and denotes lack of mental flex- 
 ibility. This is worth remembering. 
 
 ELASTIC CONSISTENCY 
 
 This is the most desirable of the three. It means 
 adaptability, normal energy backed up by common sense and 
 a diplomatic mind very enduring and forceful at the same 
 time. It can yield if necessary, and if neccessary be indom- 
 itable. This sort of consistency denotes mental resiliency. 
 No matter what other things show, elastic consistency always 
 goes with an elastic mind. 
 
 Adaptability is inseparable fom elastic consistency. A 
 person who is fortunate enough to possess it can undergo all 
 sorts of trials and hardships and still be master of his soul. 
 The reason is obvious. It is an interesting study. Often 
 
 39
 
 Why You Are What You Are 
 
 you will meet a person who is lacking in many ways, but has 
 an elastic consistency; and sure enough, he can do some one 
 thing well, and makes a success of it. The peculiar thing is 
 that consistency can be cultivated and only part of it is in- 
 herited. It is acquired by experience. It changes as the 
 character changes. I believe it is more subject to change 
 than texture. By being too set in one's ideas one is bound to 
 have hard consistency. By being too easy-going and agree- 
 able one acquires soft consistency. By being adaptable and 
 tactful one is bound to get the elastic consistency. That is 
 why I like to call consistency of the hand, "the barometer of 
 character development." By practice in this particular phase 
 of Character Analysis, one can know a great many things 
 which will otherwise be missed. 
 
 SOFT CONSISTENCY 
 
 It has been noticed that brunettes often have hard con- 
 sistency and blondes, soft. It is also true that brunettes are 
 more conservative and unadaptable than blondes, who in turn, 
 are more changeable and unstable than brunettes. Soft con- 
 sistency shows lack of stability and denotes love of change. 
 It often goes with a brilliant character, but, 'more often, it 
 stands for lack of energy and an ability to accomplish things. 
 If a person has soft consistency that is not counteracted or 
 modified by other variables, it is a bad sign. It may mean 
 that a person is lazy and inactive, very sensitive and afraid 
 of work, something of a human soft-shelled crab. It needs 
 and seeks protection, and often sacrifices everything in order 
 to avoid hardship and work. 
 
 The persons who have soft consistency are often mental 
 types with fine texture ; therefore it is very essential that they 
 
 40
 
 Why You Are What You Are 
 
 have good training in some line in which they may manifest 
 a gift, for it is a "living hell" for the'm to maintain themselves 
 by mediocre and monotonous work. They feel very keenly, 
 and suffer too much if things don't go their way. Some 
 great actors have soft consistency, but their talents are their 
 salvation. People are willing to put up with them for the 
 sake of their brilliant intellects. Even then they are unhappy 
 if some little thing goes wrong. I know this for a fact, as 
 I have keenly studied for a considerable time actors, artists 
 and actresses. However, it is not as hopeless as it may look 
 from the aforesaid. By the application of one's will, it is 
 not only possible but absolutely probable to modify one's 
 character, and to harden one's consistency. Perhaps not in 
 a day, but Rome wasn't built all at once either. 
 
 In all these matters "a word to the wise is sufficient." 
 He who expects to get something for nothing in this world 
 will be disappointed. It is especially true in character forma- 
 tion. One gets out of one's character as much as one puts 
 into it and no more. Character is a by-product and is an 
 aggregation of inheritance, education and experience. There 
 is no royal way to it. 
 
 FLEXIBILITY OF HAND 
 Fingers, Joints and Thumbs 
 
 Flexibility of the joints is very easily felt if one gently 
 pulls back the fingers with the one hand while holding the 
 wrist with the other. If the joints of the hand are flexible, 
 that is, if the fingers bend back considerably, that means the 
 hand is flexible. If the joints are not flexible, that denotes 
 the rigid hand. The rigid and flexible hand are the two 
 
 41
 
 Why You Are What You Are 
 
 extremes in the study of flexibility. There is, of course, a mid- 
 way in this case also, which is the elastic flexibility. 
 
 Now as for the meaning: It is practically the same 
 thing as in the study of consistency, the difference being only 
 in degree, rather than in the kind. However, it does 
 not follow that a man of soft consistency will have the flexible 
 hand. He may or may not. So again, all kinds of combina- 
 tions are possible. A hard hand may have flexible joints, etc. 
 The study of pliability should also be 'made primarily by prac- 
 tical observation; we mean by the actual feeling of the hand. 
 It is almost impossible to tell the student how the flexible hand 
 feels, and especially the differences between the very flexible 
 hand and the medium flexible hand. Roughly speaking, the 
 rigid hand does not bend back at all at the joints, while the 
 elastic does, but snaps back as soon as released. The flex- 
 ible bends back very easily and considerably. 
 
 The meaning of the rigid hand is dependability, stability, 
 conservatism, lack of adaptability to new things, and in ex- 
 treme cases, stinginess and harshness. Elastic flexibility again 
 denotes adaptability, vim, energy, vigor and common sense, 
 diplomacy and tactfulness. 
 
 The pliable hand stands for love of variety and change, 
 lack of energy, altho quick to learn and to grasp new ideas; 
 lack of back-bone, so to speak. Very many brilliant persons 
 in Art, Music and Science are found with this hand. But the 
 hard working, thrifty individual, as a rule, has the rigid hand. 
 
 The people with the pliable hand are versatile, generous 
 to a fault, and are better adapted for fine and artistic work 
 than for drudgery and routine. Often we find them lack- 
 ing aggressiveness, and somewhat like the person with ex- 
 tremely fine texture. We often find the three together in one 
 
 42
 
 Why You Are What You Are 
 
 case, the fine texture, soft consistency and pliable flexibility. 
 That is most undesirable in many ways. 
 
 But all this can be changed if desired, by beginning from 
 within and working out. Your character can not only change 
 the flexibility of your hand but the form of your head and face. 
 We shall study this in our next chapter on the proportion of 
 the body, face and head. 
 
 43
 
 CHAPTER SEVEN 
 
 The Shape of Your Head. Your Character. 
 The Real Why. 
 
 THIS lesson is the acme of this course and should be very 
 carefully considered. The shape of one's head may off- 
 set or neutralize any other combination to a greater or 
 less degree. It is easily understood, however, how it can be 
 observed and applied. In the first place, we will divide all 
 heads into a few distinct classes; then we shall consider each 
 class separately. 
 
 THE GENERAL SUB-DIVISION OF HEADS 
 
 It was the chief aim, in the beginning, to make this book 
 devoid of unnecessary details, and so in dealing with the 
 measurement of heads, we shall eliminate all misleading 
 and confusing 'minor proportions. We, therefore, will 
 consider only eight kinds of heads: Long heads, short 
 heads, wide heads, narrow heads, high heads, low heads, round 
 heads, and square heads. We shall explain the standard 
 measure'ments of these different heads and the meaning there- 
 of. 
 
 The average human head measure is twenty-one inches in 
 circumference, and fourteen inches over the highest point 
 of the head, measured from one opening of the ear, 
 over the head to the other opening of the ear. The 
 long head, which we will now consider, is 'measured from the 
 
 44
 
 Why You Are What You Are 
 
 brows to the extreme point in the back, by drawing an imagi- 
 nary line through the head. A six-inch head is considered 
 the medium head. Over that a long head, and under six inches, 
 the short head. The head may also be long in the back and 
 short in the front, and vice versa. However, we shall con- 
 sider that more in detail under the chapter on "combinations." 
 To study length or width of heads, the student must train 
 himself by measuring as many heads as possible with the in- 
 struments especially designed for the purpose, until the eye 
 becomes accustomed to discern the correct size at a glance. 
 It is possible, after considerable training, to be able to tell 
 correctly the length of the head for example, within a frac- 
 tion of an inch. I would recommend for this purpose an 
 instrument which I use in my school, called "the Head Meas- 
 ure." It is made of metal and is collapsible and easy to 
 carry about. It is cleverly constructed and gives all the meas- 
 ures required. If you wish, however, you can use an ordinary 
 tape measure, but as you will see later in some ways it would 
 not be as handy, because of the positions you are to measure. 
 
 THE LONG HEAD 
 
 I have said that the long head must be more than six 
 inches. Generally speaking, it means as follows: Diplo- 
 macy, natural understanding of people's needs, especially if 
 long in back of the ears; foresight, if long in front of the ears, 
 and if long both ways, it indicates ability to manage people, 
 to plan ahead, to be a good organizer, to be able to foretell 
 things. The successful politician, the preacher, salesman, 
 manager, doctor and all who deal directly with people have 
 long heads. They are men who are often called good judges 
 of character. In other words, they are born Character Ana- 
 lysts, other things being equal. Men of this type are very 
 
 45
 
 Why You Are What You Are 
 
 sociable, fond of people in general and believe in law and 
 order. They are evolutionists rather than revolutionists. 
 They believe in settling things by judgment, rather than by 
 force and violence. The long head, therefore, is a desirable 
 indication. We should also mention several of the well- 
 known people who have, or had, long heads. Warren G. 
 Harding, Grover Cleveland and Abraham Lincoln are good 
 examples. 
 
 THE SHORT HEAD 
 
 As we have stated, the short head is one under six inches 
 in length. The shorter the head, the more strongly pro- 
 nounced will be the traits ascribed to this head. The short 
 head is diametrically opposite to the one just considered. If 
 the head is short in front of the ears, that denotes lack of fore- 
 sight. Lack of power to get a line on things. The man 
 who has the head that is short in front often couldn't see 
 farther than his nose. Therefore, it behooves this type to use 
 other powers to mitigate this shortcoming, such as good judg- 
 ment, if the type is vital ; logic, if the type is 'mental, etc. This 
 type is useful in many ways, to be sure, but we will enumerate 
 only a few. A good traveling salesman often has this head. 
 Because of the fact that short-headed people are forceful, 
 enthusiastic and convincing, they are often hustlers and lose 
 no time, altho they somewhat lack tact; they are aggressive, 
 hard workers and willing to take a chance. If successful at 
 all, they make quick work of things and do not beat about the 
 bush. With them it is u now or never" whole or nothing. 
 They are ready to act on a minute's notice, and are there- 
 fore impatient and radical in their character. If the head is 
 especially short in back of the ears, it denotes disregard for 
 public laws and opinions, abhorrence of conventionality and 
 
 46
 
 Why You Are What You Are 
 
 the so-called traditions. It also means lack of understanding 
 of the human element and therefore, lack of sympathy for 
 people. The man of this type is often very selfish, unscrupu- 
 lous, revolutionary, law-defying and cares little how he gets 
 there as long as he arrives the sooner the better ! No evo- 
 lution for this type ! Communists, Bolsheviki and all kinds 
 of reformers are noted for this type of head. William Hay- 
 wood, Trotsky and many other radical leaders are good ex- 
 amples. We have had some great reformers who had short 
 heads, but they had different motives which were unselfish, 
 and denoted by a high head, which we will consider in the 
 next chapter. Martin Luther and Gabriele D'Annunzio 
 are good examples. Short head, in general, bespeaks an im- 
 patient, grasping, quick, energetic, aggressive, selfish individ- 
 ual, who gets into trouble by lack of self-control, and a super- 
 abundance of energy, and who also gets out of it by a tremen- 
 dous outburst of force. Often you will find an individual 
 who does nothing but get in and out of trouble all his life. 
 What a tragedy! A complete analysis and an earnest desire 
 to improve would, however, help this type immeasurably. 
 
 HIGH AND Low HEADS 
 
 A high head (See Fig. 15) is always an indication of 
 lofty ideas and morals, intellectual aspirations and exalted a'm- 
 bitions. If these ideas and ambitions are greatly modified by 
 other characteristics, it will be always on a higher plane. 
 Thus, a man with a short but high head may be inclined 
 to make some social reforms. If it be blonde convex, 
 it may make a man of strong commercial enterprises. Bru- 
 nette convex may be a great writer or a scientist. If a high 
 
 47
 
 Why You Are What You Are 
 
 head is associated with a wide one, as Napoleon's, (See Fig. 
 16) it may be a domineering, ambitious type that would try 
 to reform the world by the sword, but all the acts are done 
 under the pretense of high principles. Read Napoleon's 
 
 Hi$h -Marrow - uq 
 
 Fig. 15 
 
 biography. It is full of evidence that he exalted all his ac- 
 tions as tending towards the preservation of civilization and 
 French culture. Thus, even history does not blame him be- 
 cause his wholesale slaughter of men was for a noble end. It 
 is self-evident that with this moral background the most atro- 
 cious crimes are and were excusable. All more or less admire
 
 Why You Are What You Are 
 
 a high-minded person, altho the judgment may not be of the 
 best. A good example of this is former President Wilson, 
 whose devotion to duty and his ambition to help humanity can- 
 not be questioned even by his bitterest enemies, but whose judg- 
 
 Fig. 1 6 
 Wide High Head 
 
 ment of public opinion in America toward the League of Na- 
 tions became an international bone for dispute. 
 
 THE Low HEAD 
 
 (See Fig. 17) 
 
 The low head can be distinguished by its resemblance 
 to a flat loaf of bread, and it is especially conspicuous if it 
 is wide besides being low. As can be observed in the sup- 
 plemented picture, the low head is often found in proprietors 
 
 49
 
 Why You Are What You Are 
 
 of restaurants and people dealing in every-day commodities. 
 A low head is an indication, as a rule, of a practical and "here- 
 and-now" type. By that we 'mean that the type is lacking ideals 
 and ideas and is interested in actual every-day existence. 
 People who are engaged in selling cloth and different kinds of 
 wares occupations which do not require high ideas have 
 
 flea Lov- Bf-oad -/found. 
 
 Fig. 17 
 
 this shape of head. You will seldom find that this type is aspir- 
 ing or philanthropic, on the contrary he is selfish and is not in- 
 terested in any movement or plan for the uplift of humanity. 
 However, this quality 'may be modified by other variables, so 
 the student should not be hasty in making conclusions by the 
 height of the head alone. Any head that is ^/ 2 inches in 
 height from the opening of the ear upward is called medium 
 high. Below that, the low; and above that measure the 
 high head. 
 
 50
 
 Why You Are What You Are 
 
 It is very simple in this science to draw the line of de- 
 marcation between different aspects of character. Each and 
 every one counts, and therefore we cannot explain everything 
 by one feature or vice versa. 
 
 WIDE AND NARROW HEADS 
 
 The head that is over 5.35 of an inch in width, measur- 
 ing just above the ear through the head, is called in this sci- 
 ence, the wide head. A wide head (See Fig. 17) in general 
 means aggressiveness, energy, force, both destructive and con- 
 structive, depending upon the other measurements of the head 
 and features. Thus a person who is a brunette and has a 
 high, wide head may be a very forceful exponent of patriotism 
 or religion, especially if he has a high temporal section, about 
 which we will speak more fully later. This fact of forceful- 
 ness, in people with wide heads especially, was noted by a 
 fa'mous English scientist, Dr. Bernard Hollander, who in his 
 well-known book, "The Mental Functions Of The Brain," 
 brings out numerous examples of insanity caused by too great 
 development of the width of the head, thus bringing on a 
 destructive mania. Many cases were cured by an operation 
 in the ear region. There are many examples of wide-headed 
 people, both in history and among people who are living to- 
 day. Some of them were great builders and some great de- 
 molishers; some both constructive and destructive; Rameses 
 the Great, who built the Pyra'mids, was constructive; Alex- 
 ander the Great, destructive. Also Napoleon, Caesar, Han- 
 nibal and Chingis Khan. 
 
 Builders who have wide heads in this country are Edison, 
 Rockefeller, Ford, Goethals; in Europe, Marconi and Zep- 
 pelin. A high head usually modifies a wide head in such a 
 
 51
 
 Why You Are What You Are 
 
 way that energy is used to fight for the principles. The low 
 head tends to make a person fight for the material, selfish and 
 common things. The study of this measurement is most in- 
 teresting and repays all the efforts put into it. In a few cases 
 one may find an unusual swell just above the ears a sure 
 indication of creative and constructive tendencies. I know 
 personally several people who have this development. One 
 is a great sculptor; another a pharmacist and general store- 
 keeper; and still another a musical co'mposer and choir-leader. 
 All are not only energetic but also highly creative. These 
 cases are rare. 
 
 The study of the width in the heads of children is es- 
 pecially fascinating. It explains many things in their conduct 
 and prepares one to handle them accordingly in the years to 
 come. Thus wide-headed, promising children are often mis- 
 understood, a study we shall later consider more fully in the 
 chapter "Vocational Guidance For Children." 
 
 Sometimes other features modify or intensify these qual- 
 ities of the wide head; thus convex form and blonde color 
 make it more pronounced, whereas concavity and brunetteness 
 modify it to a great extent. Hence, we may say that perhaps, 
 the hardest part in this science, is to make conclusions from the 
 facts observed. 
 
 THE NARROW HEAD 
 
 (See Fig. 15) 
 
 This head means just the opposite of the wide head, and 
 is less than 5.35 inches in measurement. The narrower the 
 head, the more pronounced are the qualities ascribed to it. 
 Briefly, it is the non-aggressive, non-destructive or constructive 
 type. However, this does not imply that this type is good 
 
 52
 
 Why You Are What You Are 
 
 for nothing. The final decree, of course, depends on other 
 combinations of the head. The weakest point of this type is 
 a certain lack of energy and aggressiveness. The strong 
 points are diplomacy, effectiveness and the use of the law of 
 non-resistance. I know personally a man with a decidedly 
 narrow head, who is very successful in business, but with it he 
 has some strong modifying points, such as medium color, 
 convex upper, concave lower form of profile, nose convex 
 plus; motive mental, medium texture, elastic consistency, rigid 
 flexibility, high, long, square, narrow head; so altho mild and 
 quiet he is at the same time diplomatic and positive. 
 
 This type is 'more often a follower than a leader, not so 
 much due to the lack of talents, but rather to the lack of power 
 to advertise his gifts. There is in his personality not enough 
 force to make those with whom he comes in contact conscious 
 of his capacity. It is similar to the case of convex and con- 
 cave types. It is not what you have to present, but rather 
 how you present it. So the narrow head denotes absence 
 of the propelling power, or the ability to push forward, re- 
 gardless of obstacles or opposition. Of course, the most es- 
 sential thing in life is to arrive, no matter if one man does so 
 slowly and another quickly. But the power must be there ; 
 and in one form or another, the person must have it. 
 
 We are considering, of course, the signs that can be ob- 
 served from the outside and which show the presence or ab- 
 sence of efficiency. It is a very interesting fact to note that 
 often education and training have so little to do with these 
 powers. Thus, several years ago an Eskimo, Elragha C. 
 Tikovilka by name, was found in Siberia who could neither 
 read nor write and who would not have recognized his own 
 na'me if he saw it in print, yet with no training whatsoever, he 
 
 53
 
 Why You Are What You Are 
 
 painted wonderful things of his native North with such accu- 
 racy that he was made a member of an association of famous 
 painters in Europe. All his talents were inborn and could be 
 easily observed in the proportion of his head and the forma- 
 tion of his forehead. 
 
 Again, it will help the student to remember the fact that 
 all human actions have their motives and they, in turn, are 
 due to character. The aim in life should be to build character 
 and improve it in such a way that it grows richer and fuller 
 as the years go by and this can be accomplished through un- 
 derstanding and an effort in execution. Most people are 
 careless and indifferent in regard to this i'mportant fact, say- 
 ing: "Well, I was born this way and it is of no use trying 
 to change myself. It is too much work. Or it can't be done." 
 But isn't it worth the trouble if one thereby advances himself? 
 Even in the most seemingly impossible cases an effort always 
 brings results. The author can vouch for this fact. It took 
 him about ten years to cultivate a concentration, which finally 
 is so responsive to his will that he can write or teach while an 
 orchestra is rehearsing next door without even hearing it. 
 Such things do not come in a day, but are studies in themselves 
 and will be thoroughly considered by the author in his new 
 book called "The Psychology of Will in Action," to which the 
 students are referred if they wish to be informed concerning 
 the co-ordination of human will with human character. This 
 last is, of course, the greater of the two, but can be moulded 
 by the first. 
 
 ROUND AND SQUARE HEADS 
 
 This concluding parenthetic chapter on proportion will 
 be devoted to the consideration of round and square heads. 
 This is very i'mportant, because of the fact that squareness 
 
 54
 
 Why You Are What You Are 
 
 or roundness of the head very considerably denotes the gen- 
 eral tendencies of expression of character. Thus for ex- 
 ample: A square-headed person, (See Figs. 18 and 15) re- 
 gardless of everything else, will be cautious, scientific, deliber- 
 ate, reasonable, with a keen sense of humor and a logical way 
 of thinking. It is primarily the scientific person who prefers 
 to weigh and investigate new things, or old ones if he does 
 not understand the workings of them. In other words, it 
 is an investigating mind that is determined to find co-ordina- 
 
 Fig. 18 
 The Square Forehead of a Scientist 
 
 tion between causes and effects. The majority of great sci- 
 entists possess such heads. With a little practice it should 
 not be difficult to distinguish a decidedly square head from a 
 medium square head, or from a head that is medium round. 
 From the front view, the forehead, especially, appears to 
 
 55
 
 You Are What You Are 
 
 have two comers at the upper part of the forehead, and the 
 general appearance of the forehead is on a square. From 
 the back view, it also has the outline of the corners at the 
 extreme parts of> the upper division of the head. As there 
 is the possibility in this science of having all kinds of com- 
 binations, you may meet a person with a head square only 
 in back or front; in other words, it may be round from one 
 standpoint and square from another standpoint, and there- 
 fore each would be modified by the other and as a result there 
 is the happy medium. Very often we find this indication of 
 squareness of head going with brunetteness, altho that does 
 not mean that blondes cannot have it. In a brunette it in- 
 tensifies the conservative, dependable qualities to a marked 
 degree, and hence we have a very steadfast, cautious char- 
 acter soTmetimes extremely so. If you meet this quality of 
 squareness in blondeness it modifies the optimistic, hot-headed 
 qualities of a blonde to such an extent that all his willingness 
 to take chances will be expressed in a cautious and less spas- 
 modic form, so that no matter what other combination goes 
 with the squareness of head, it will always have that modify- 
 ing effect which takes the form of cautiousness. This type 
 is always known for that honesty in dealing with other people 
 which we often speak of as square dealing. This is a type 
 that, as a rule, does not make promises on the spur of the 
 moment, and therefore is apt to keep his word better than 
 those who are not deliberate in their promises. All in all, it 
 is a desirable attribute and gives humanity the necessary 
 balance at the dire hour to put the brakes on in time. It 
 also may be called a human stabilizer and shock absorber. 
 
 Just the opposite to this, is the round head, (See Fig. 17) 
 and of course, between the extreme squareness and extreme 
 roundness of the head is found all the modified degrees of 
 
 56
 
 Why You Are What You Are 
 
 squareness and roundness and we have to 'make our deductions 
 accordingly. 
 
 The round head signifies ability and willingness to take 
 a chance. It is the head of an inventor who perceives a cer- 
 tain possibility and plunges headlong to make it materialize. 
 It is self-evident in all our inventions and discoveries, that 
 we go from the known to the unknown and often our sup- 
 positions are absolutely wrong as to the outcome, yet man 
 gambles on those suppositions and very often comes out right. 
 In other words, there are certain fields of endeavor in human 
 achievement that require the traits of boldness, audacity and 
 willingness to take a chance, and by some yet unexplained 
 fact, the round-headed people are more apt to do these things 
 and to be original in their mental attitude. 
 
 If carried to the extreme, we find round-headed people 
 very reckless, impulsive, impatient, lacking good judgment 
 and apt to jump at conclusions. However, if there is a job 
 that requires recklessness in execution, a good deal of speed 
 and energy, this type is the best fitted for the place. For 
 example : If you need some one to interview a high potentate 
 to whom all ways of access are barred, a round-headed person 
 will find a way to make it possible. At least he will pull ev- 
 ery latch-string to carry out your orders, whereas the square- 
 headed person would not even consider the proposition. 
 
 Again we find the round-headed type in dangerous oc- 
 cupations connected with traveling, as airplane flying, all sorts 
 of dare-devil stunts, automobile racing and anything that re- 
 quires nerve, dash and a care-free attitude of mind. The 
 study of round heads is an interesting one because it often 
 explains things that nothing else could. 
 
 We have quite a few round-headed musicians, and if one 
 57
 
 Why You Are What You Are 
 
 listens to them in the light of this discourse, many things be- 
 come plain. Thus one may meet a musician who appears 
 very slow in conversation, deliberate and even stupid, and yet 
 if he has that round head quality in him, be sure that he will 
 be quick and impatient and forceful in one thing, at least, 
 and will probably express himself along 'musical lines with a 
 recklessness, dash and all the qualities above ascribed to this 
 particular type. On the other hand, the more squareness, the 
 higher will be the degree of the qualities mentioned in con- 
 nection with the same. Thus nothing is lost without having 
 some effect on human behavior, and if we study our subject 
 diligently, we can always see the manifestation and presence 
 of all those traits. 
 
 58
 
 CHAPTER EIGHT 
 
 The Features, or The Study of Different Parts of the Face, 
 One by One. 
 
 ALTHO we have already studied practically every feature, 
 we have considered them in connection with the whole; 
 now one by one we are going to take each by itself as a 
 complete whole. 
 
 After all, when we stop to study the human face, we are 
 more impressed by certain features of it than by others. Thus 
 one face is striking on account of its nose, another because of 
 the eyes or eyebrows; still another on account of the fore- 
 head; an unusually well-shaped 'mouth or a deficient chin; 
 long or short upper lip; high cheek bones; some development 
 of the ears, or maybe the eyelashes. Whatever it is, there is 
 a significance to all these things, and we will now consider each 
 feature and its meaning, so that in case one attempts to ana- 
 lyze a certain unusual quality of a feature, he may know how 
 to interpret that feature by itself, and interpret it in the light 
 of character reading. 
 
 We will start with the forehead. We have well-shaped 
 foreheads, unattractive foreheads and symmetrical foreheads. 
 There are foreheads that are smooth, others that are wrinkled 
 and still others that have a horizontal and vertical line har- 
 rowing this particular feature. It is known to the scientific 
 world that wrinkles indicate the trend of character, especially 
 in expression; thus we have wrinkles of concentration which 
 are found on the forehead just above the root of the nose 
 
 59
 
 Why You Are What You Are 
 
 and are vertical. (See Fig. 20.) Contracted brows often 
 go with this kind of wrinkles. A good example of a highly 
 concentrated forehead may be observed in the pictures of 
 Napoleon, and it is a well-known fact that while pacing up and 
 
 Fig. 20 
 
 Foch, World's Greatest Strategist Showing 
 
 Wrinkles of Concentration on the 
 
 Forehead. 
 
 down his room he could concentrate from seven to eight hours 
 at a time. 
 
 It has been found that horizontal lines on the forehead 
 are the result of a rather nervous te'mperament and habitual 
 worry. People who have too many ups and downs, as we 
 say, usually have them. Every student of human nature 
 knows that when a man is very responsive and nervous he
 
 Why You Are What You Are 
 
 makes unusual use of his forehead, in conversation, for ex- 
 ample. When he is surprised, when he is worried, when he 
 is astonished, frightened, when he is skeptical, he wrinkles 
 his forehead. Or perhaps this forehead will be found in 'more 
 emotional types, and in certain nationalities that are known 
 to be most demonstrative. 
 
 Of course, a nicely-shaped forehead can be easily recog- 
 nized and distinguished from that of an ill-proportioned fore- 
 head which often indicates unbalanced mentality, but as in this 
 chapter we are only considering the normal type, we will not 
 now dwell on that subject to any great extent. 
 
 THE EYEBROWS 
 
 The eyebrows may be classified as artistic, scientific and 
 ordinary. The artistic eyebrows (See Fig. 21) are long, 
 arched, thin and beautiful. As a rule, motion picture actors 
 and actresses have the'm; also actors of the legitimate stage, 
 painters, mathematicians, musical prodigies, poets, and all 
 those who make the beautiful and imaginative and abstract 
 the business of their lives; a fine art if you please. For illus- 
 trations see the portraits of great painters and actors. 
 
 Scientific eyebrows (See Fig. 18) are often heavy, bushy, 
 and are not nicely-shaped. They more nearly meet above the 
 root of the nose rather than spread out as in the artist's case. 
 These are the eyebrows of men who concentrate a great deal, 
 and keep in mind for a long time the things they are inves- 
 tigating. With such eyebrows often go perpendicular lines just 
 above the eyebrows, in the middle of the forehead. Astron- 
 omers, inventors, scientists of all kinds have these eyebrows. 
 Note the pictures of Darwin, Ford, Galvin, Rontgen, 
 Haeckel, Huxley, Bell, and other men well-known for their 
 
 61
 
 Why You Are What You Are 
 
 work in scientific fields. Almost invariably we find with such 
 eyebrows a forehead which is square in appearance, and this is 
 another strong indication of the scientific type. The ordinary 
 or everyday type of person has eyebrows which are neither 
 well-arched nor exceedingly heavy, and in no way striking; just 
 a lock of hair carelessly atached to the forehead. The nearer 
 the eyebrows approach in likeness to any of the above de- 
 
 Fig. 21 
 
 Weil-Balanced, Energy Section is Equal to 
 
 Both Vitality and Endurance, 
 
 as Here Shown 
 
 scribed types, the more will the individual partake of those 
 qualities ascribed to those types. There are all sorts of 
 variations of the eyebrows. 
 
 THE EYES 
 
 Perhaps the most unusual and remarkable study of all 
 the features is that of the eyes. Some one has called the eyes 
 the windows of the soul, and it is truly so. (See Fig. 22.) 
 
 62
 
 Why You Are What You Are 
 
 Eyes may express volumes by a single glance, and it is cer- 
 tain, at least to the writer of this book, that some day we shall 
 all be able to read human character just by looking into the 
 eyes of an individual. Even now it is very easy to determine 
 certain traits of character by application of the knowledge 
 which is secured through scientific study of the expression of 
 
 Fig. 22 
 A Penetrating Look 
 
 the eye. For example: Brilliant, wide-open eyes (See Fig. 
 21) denote sincerity, honesty, trustworthiness and frankness. 
 If carried to the extreme they denote credulous and trust- 
 worthy individuals, those who take everything for granted, 
 and are easily led and often cheated by the unscrupulous. How- 
 ever, here we must have the ability to discriminate, because the 
 eye is a very flexible feature and can be opened or closed at will. 
 A little practice will enable the student to discriminate
 
 You Are What You Are 
 
 between the natural, habitually opened eyes and the preten- 
 tious and exaggerated imitation. In this connection, the 
 study of the expression in the eyes of a child will aid the stu- 
 dent greatly in learning what innocent and honest eyes look 
 like. It is a magnificent revelation in humanity when we who 
 have studied character for years, know for a fact that practi- 
 cally every child up to a certain period of life has wide-open, 
 
 Fig. 23 
 
 A Victim of Misunderstanding in Early Child- 
 hood, With Good Head But a Crook 
 by Occupation 
 
 credulous and trustworthy eyes, and that expression changes, 
 as a rule, in mature years; certain habits take possession of the 
 human character and shape the features accordingly. 
 
 There are, in opposition to wide-open eyes, the so-called 
 half-closed eyes, (See Fig. 23) and different causes underlie 
 
 64
 
 Why You Are What You Are 
 
 this characteristic. It may be secretiveness, a habitually criti- 
 cal attitude, or it may be a keen sense of humor or hatred. In 
 this connection we have to aid ourselves by a scrutiny of the 
 general expressions of the face. This may be done by a quick 
 grasp of the so-called spirit of the face, and while we are con- 
 centrating on studying the eye as the chief feature, the general 
 i'mpression of the face enables us to determine what cause was 
 the chief factor in shaping that particular expression. Thus, 
 the eye which is closed with a sense of humor has ever-present 
 radiation all over the face and gives it a touch of hopefulness 
 that may be detected even in repose. Besides, all the wrinkles 
 in that face tend to turn upward. 
 
 In the case where the eyes are almost closed with hatred, 
 there is that icy, cold, somewhat unpleasant, stern, severe 
 expression all over the face. The cause, of course, may be 
 traceable to a hateful expression of the eye; nevertheless the 
 habitual attitude of hatred is stamped on all the features, and 
 especially expressed in the repellent, cold look that has a ten- 
 dency to give one the chills. 
 
 There is the secretive eye of the individual who is trying 
 to do things underhandedly and in the dark. He tries to 
 close the eyes as tho to prevent people from seeing what is 
 going on in the soul of the man. He pulls the curtains down, 
 one may say, to perfortn his works of darkness unobserved. 
 And it is true that you can often make people tell you the 
 truth by looking straight in their eyes and boldly demanding 
 the whole truth. There are cases on record in our court pro- 
 cedures where a clever attorney was able to make the witness 
 confess the truth which he had endeavored to conceal. Many 
 times it was done by the right application of the look into 
 the "windows of the soul" of the witness. However, that 
 is a study in criminal psychology rather than of the features 
 
 65
 
 Why You Are What You Are 
 
 as we are studying them in Character Analysis. It is the 
 endeavor on my part only to teach the student how to observe 
 and distinguish the different physical aspects of the face, and 
 especially each feature, as it is very significant in the study 
 of those details of the character which may be learned through 
 a painstaking and detailed study of each feature by itself. 
 
 Then we have the steady and the shiftless look in eyes. 
 These do not need much comment, for practically every one 
 knows that the shiftless eye denotes a shiftless character, and 
 that the steady eye means dependability, altho the staring, 
 blank look often denotes insanity. It is a remarkable fact 
 that there is found in connection with the sanity of the mind 
 that lively, animated, bright and penetrating look of the 
 steady eye. The study of the eye is so interesting and so 
 important that a book might easily be devoted to it, 
 but we must go on. 
 
 THE NOSE 
 
 Altho the nose is not as plastic and subject to change, 
 due to different moods and states of intellect, nevertheless 
 it also yields to the habitual thoughts of the human character. 
 Thus, a thin, pinched nose indicates severity and sometimes 
 cruelty. The fat, fleshy nose denotes the cordial and some- 
 what care-free nature of the hospitable individual a person 
 who enjoys the pleasures of everyday living, such as food, 
 company, drink and comfortable living in general. It often 
 goes with the vital type. 
 
 The size of the nose is very important, (See Fig. 24) as 
 we considered it before in the study of form. We may add 
 here in passing that the tip of the nose when it is very long 
 denotes the intellectual tendencies of an individual. The
 
 Why You Are What You Are 
 
 fleshy, well-developed nostrils denote good vitality and as- 
 similation. The long line from the root of the nose to the 
 tip stands, as a rule, for great energy, both mental and 
 physical. Of course, in different people all those quali- 
 ties exist in different degrees and are expressed correspondingly 
 
 Fig. 24 
 Explorer Amundsen, Very Convex, Large Nose 
 
 in the shape of the nose. Often a somewhat deficient devel- 
 opment in the head 'might be strengthened by a great devel- 
 opment in the nose. To illustrate: Suppose a man has a 
 small-sized forehead, but has at the same time a large, well- 
 shaped nose the tip of which is very long. This may explain 
 the fact that the man is very intellectual and may be doing 
 some great work as a writer, composer or journalist. 
 
 Thus, everything counts in this science. However, the 
 
 67
 
 Why You Are What You Are 
 
 features that are subject to quick change concern us at the 
 present ti'me more than those that are inflexible such as nose 
 and chin. Those that are subject to change almost at every 
 different thought are of course the eyes, mouth, lips, and the 
 skin of the forehead. 
 
 Fig. 25 
 Pessimistic Mouth 
 
 THE MOUTH, LIPS AND CHIN 
 
 The next consideration is the mouth and lips. The 
 mouth is the most responsive feature of the whole face, and 
 it is no secret to humanity that you can always tell an optimist 
 from a pessimist just by looking at the lines of the mouth. 
 If it droops (See Fig. 25), that means a person is habitually 
 brooding, worrying, or else carries such a responsibility that 
 
 68
 
 Why You Are What You Are 
 
 it keeps him at all times on the qul vive. He 'may find it hard, 
 but as long as he cannot rise above his responsibilities and get 
 away from them in his mental attitude, at least for the time 
 being, it will be manifested in his face by the downward line 
 of his mouth. It is also known that persons who take things 
 
 Fig. 26 
 Thin Tightly Closed Lips 
 
 too seriously in life have that solemn, stern, unpleasant, seri- 
 ous expression about the mouth. Persons who suppress their 
 feelings to the highest degree have a firm, tightly closed mouth 
 with a straight or drooping line to it. (See Figs. 26 & 27.) 
 On the other hand, an optimist has a 'mouth, the corners of 
 which turn up (See Fig. 28) a person who looks on the 
 bright side of life and who is optimistic by nature. 
 
 The general expression of the face has a tendency to
 
 Why You Are What You Are 
 
 repeat the indications of the mouth-line ; thus, in the pessimist 
 the wrinkles around the eyes turn down as well as the lines 
 around the nose. In the optimist the opposite occurs, and 
 all the lines turn up. It follows that we have the happy me- 
 dium between the two: The straight line of the mouth which 
 indicates its possessor is neither too great a pessimist nor too 
 
 Fig. 27 
 Long Upper Lip 
 
 great an optimist. In this connection it is well to mention 
 the fact that persons who are reasonably dependable realize 
 and appreciate the responsibilities of life, and yet are not 
 swept away by them and are never slaves to them. They are 
 the persons who are neither down in the dumps nor away up 
 in the clouds. While they look up they keep their feet on 
 the ground. To this type belongs the man whom we call in 
 
 70
 
 Why You Are What You Are 
 
 Character Analysis, the decisive character. We shall de- 
 scribe the indications of this character thus : He has neither 
 a too tightly nor a too loosely closed mouth, but rather more of 
 a straight line across it; he has a steady but determined look, 
 with an expression in the face that is neither too light-hearted 
 nor gloomy, an alert expression so to speak, that is apt to 
 change like a flash of lightning. He is the type one ought to 
 look out for; he comes at you with such a tremendous degree 
 
 Fig. 28 
 Optimistic Mouth 
 
 of positiveness. The lips of the decisive mouth are neither 
 thin nor thick; they are well-shaped, and denote among other 
 things, a normal sympathy balanced with common sense. 
 
 As to the study of the lips: The upper lip has some- 
 thing to do with the human will, and there are records of many 
 observations which show that a long, upper lip denotes deter- 
 mination, persistency and strong will-power. When it is 
 stiff and hard with a touch of thickness across it, especially at 
 each end, it stands for stubbornness, obstinacy and an inflex- 
 ible determination to accomplish the ends sought, regardless 
 
 71
 
 Why You Are What You Are 
 
 of opposition or obstacles. It is the lip of a "die-standing" 
 man. This type with the stiff, upper lip, succumbs as a rule, 
 completely, rather than adapt himself, compromise or give 
 in to the opposite forces or his contestants a good quality 
 carried to the extreme. By that, we mean he has firmness and 
 determination, which if not guarded, will turn to stubbornness 
 and lack of compromise. 
 
 Lips that are full denote generosity, a sentimental and 
 emotional character. If lips are unusually large it may de- 
 note extremely strong appetites and passions in a person, 
 which either have to be gratified or else controlled by an un- 
 usual exertion of the will-power. Persons of that type are 
 frequently slaves to their passions and appetites and often find 
 it difficult to control them so as to be adaptable to conditions 
 and surroundings. 
 
 Tightly closed mouths, as we have already mentioned, 
 denote lack of sympathy, reserve, self-control, practicality, 
 reason and a calculative mind. 
 
 The loose or partially open mouth, denotes loose charac- 
 ter and lack of self-control very often a type that is easily 
 led and influenced by other people. The happy medium be- 
 tween these two is the decisive mouth which is neither too 
 firm nor too loose. 
 
 Once in a great while we may 'meet a type that has a 
 twisted, sarcastic, cynical expression of the mouth and that is 
 just what it stands for. It denotes the fault-finding type, the 
 critical, sneering individual who minds everybody's business 
 but his own. He delights in sarcastic remarks and in acid 
 and stinging comments, and as a rule is a mental cripple a 
 most undesirable type. 
 
 72
 
 You Are What You Are 
 
 There are also the so-called well-shaped mouths that 
 have no other definition but a pleasant expression, almost flaw- 
 less in its physical aspect; well-moulded, neither large nor 
 small a good feature, altho it has no special indication in 
 regard to character. We will si'mply say it is the mouth of a 
 simple, honest-to-goodness individual. 
 
 Fig. 29 
 
 An Ideal Type in Form Convex Forehead and 
 Nose. Concave Eyes, Mouth and Chin 
 
 Last, but not least, the study of the chin. Altho the chin 
 is not as plastic as the mouth it has its own peculiarities, and 
 denotes strength or weakness of character. Thus, a small, 
 deficient chin stands for weakness of will and physical en- 
 durance, and unless it is counterbalanced by other features it 
 always denotes that.
 
 You Are What You Are 
 
 The strong, large but well-proportioned chin (See Fig. 
 29) stands for 'mental back-bone, whereas the weak chin de- 
 notes mental wish-bone, and also tremendous physical energy 
 and endurance. Perhaps the best study of the qualities of 
 the will-power can be observed in the chin. Thus, when one 
 
 Fig. 30 
 
 Dent on the Chin Showing an Active 
 Strong Will 
 
 observes a dent between the lower lip and the chin, (See Fig. 
 30) we know that it was made by a constant application of the 
 will which causes the chin to vibrate; it is a strong and just 
 indication of the habitual and frequent use of the will-power 
 and action. Sometimes it denotes nervousness, but more 
 often it is an indication of a constant application of the will 
 in overcoming obstacles and solving the problems of life. 
 This self-made dent 'may be observed in both a small and large 
 
 74
 
 Why You Are What You Are 
 
 chin, and is accounted for by deliberate endeavor and effort 
 on the part of the individual. Because the application of the 
 will-power is directly in the hands of the individual, any one 
 may develop his will if he so desires, and sooner or later it will 
 be manifested in the expression of the chin and in the general 
 expression of the face. It is a remarkable revelation, how 
 much Shakespeare knew about the connection between the 
 character and the face. In the light of this science, he spoke 
 very truly when he wrote that memorable line in "Macbeth*' 
 that is as follows: "My Thane, your face is like an open 
 book, wherein men may read strange matters."
 
 CHAPTER NINE 
 
 The Combination Types 
 
 IT would be a very simple matter to teach any one to read 
 character at sight, were there no other types but the so- 
 called "pure types." By this, for instance, we mean the 
 pure mental, where there is not the slightest doubt in what di- 
 rection the type manifests itself. But, as a matter of fact, we 
 find very few "pure types" ; the majority of people belong to 
 the so-called "combination" or 'mixed type. This means there 
 is such a combination of different variables, that at first sight 
 there is a confusing and contradicting impression. So the 
 aim of this chapter is to instruct the student how to make the 
 right conclusion in such cases, and how to be able to read the 
 combination type as easily as any of the'm. 
 
 As we have said repeatedly, one should strive, especially, 
 to grasp every principle separately, and this is why : If one 
 knows the meaning of each variable, it will be of enormous 
 help in reading the combination types. We shall endeavor 
 to make the meaning clear by the following example : Sup- 
 pose before us stands this mixed type. His physical appear- 
 ance is as follows: 70 on the color scale, pure convex type; 
 motive mental; fine texture; elastic consistency; narrow, long 
 head, medium round. He is mediu'm in size, has square hand 
 modified, and his expression is wide awake. 
 
 The color would show he is slow and conservative ; the 
 form that he is positive and quick in expression. Structure 
 adds to the last and makes him very energetic and somewhat 
 
 76
 
 Why You Are What You Are 
 
 imposing or overbearing, but his texture modifies the whole, 
 and altho he would naturally be aggressive, it will be in a 
 tactful, smooth way. Elastic consistency will add more 
 vitality to the character, but here co'mes in the diplomatic, nar- 
 row, long head, and the whole story changes. Why? Be- 
 cause the proportion of the head, after all, is the most im- 
 portant. Now his natural impulse is to go ahead, but his 
 foresight and his lack of an over-abundance of fighting quali- 
 ties (which are always found in connection with the wide 
 head) will keep him from plunging headlong. In this un- 
 usual combination, there is a hard fight within the man; al- 
 most a duplex nature. And we sometimes have this type. 
 Again, added to his convex qualities there is the medium size 
 and medium round head, denoting recklessness; but we also 
 have the square hand, which stands for caution. So there 
 we are; almost every quality (or variable) is modified by 
 something else. The only solution in this case is to find out 
 how many positives and how many negatives there are. The 
 larger number, of course, will win, providing the most im- 
 portant indications are thrown on the scale of positive quali- 
 ties. In this case, the proportion of the head to a large 
 degree changes everything. In other words, in such a case 
 one must take each feature by itself, and, step by step, see 
 how many there are pro and con. 
 
 It is an excellent training to check up the qualities in a 
 person that denote more or less the sa'me characteristics. 
 So one may check up the things that stand for energy and ag- 
 gressiveness. For the sake of starting the student in this 
 direction, we will enumerate such qualities. Thus, blonde 
 color, convexity of profile, motive type in structure, small- 
 size, coarse texture, hard or elastic consistency, rigid or elastic 
 
 77
 
 Why You Are What You Are 
 
 flexibility, wide head, short head, low head, large base divi- 
 sion, wide, high cheek bones, firm walk and handshake all 
 unmistakable indications of energy and aggressiveness. Hence 
 if you meet a type that has more than one indication of energy, 
 be sure it is an energetic type. The absence of such would 
 mean the reverse. This practice method may also be illustrated 
 by checking up other traits in accordance with the variables. 
 For instance, in regard to honesty. These are the indica- 
 tions: Wide open eyes, high crown, square head and hands, 
 high head in general, long head and a great middle section 
 (seat of imagination), often a large sympathy section known 
 as the "temporal" section, medium in color, straightforward, 
 sincere .and convincing in expression, open and eccentric ges- 
 tures, pleasing and natural voice, straight-in-the-face look, and 
 no hesitation or divergence in manner all indications of hon- 
 esty. 
 
 We shall here give another example of the combination 
 type: 
 
 General Description: 
 
 Blonde 35 on color scale. 
 
 Plain, tending to concave, forehead. 
 
 Convex eyes. 
 
 Plain nose. 
 
 Concave mouth. 
 
 Concave chin. 
 
 Size 5 ft. 9 in. (woman). 
 
 Weight 180 Ibs. (30 Ibs. overweight). 
 
 Vital mental in structure. 
 
 Exceedingly fine texture. 
 
 Soft, elastic consistency, pliable hand. 
 
 78
 
 Why You Are What You Are 
 
 Face Proportions: 
 
 Energy, vitality and endurance balanced. 
 
 Head high, wide; long front, short back, medium square cranium. 
 
 I, Top; 2, middle; 3, base. 
 
 i, front; 2, crown; 3, temporal. 
 
 4, back. 
 
 Forehead high, wide, medium square ; wide below, slightly prom- 
 inent below. 
 
 Expression quite reserved. 
 
 Hand small, conical; medium long, smooth fingers, slightly 
 square tips. Very refined hands. Thumbs cylindrical, 
 modified by conical tip, small in size, but low set. Quite 
 flexible at both joints. 
 
 Short upper lip, wide open eyes, somewhat backward attitude 
 in meeting people and yet keen in noticing things. 
 
 Here we have a type that is an excellent study. As we 
 see from the color, it is a domineering and speculative type, 
 with some originality. The form considerably modifies it, mak- 
 ing the individual somewhat slow, theoretical and procrastinat- 
 ing. The size tends even more to make this individual slow 
 and inactive, in fact lazy. Structure may change this type to an 
 active one, at least mentally; not so much in a practical sense 
 but rather in the way of dreamy imaginings. Thus, a real 
 blonde type, so far as we can see, has been modified into a 
 type with a brunette's tendencies and aspects. Now, the tex- 
 ture makes this type still more negative so far as activity is 
 concerned. Being exceedingly refined, it makes it very hard 
 for her to get along with people and conditions, and the re- 
 sult is dissatisfaction and worry. The type is over-sensitive to 
 good and bad, hence subject to folly under temptations and 
 bad influences. Feelings override reason and judgment, and 
 
 79
 
 Why You Are What You Are 
 
 are in constant controversy. Result indecision and inaction. 
 Judgment (vital mental type) says "yes," feelings say "no"; 
 refined tastes (due to fine texture) are not satisfied to acquire 
 things by honest means, because of aversion to hard work, 
 but the craving is very great, so is the determination to get 
 the'm (strong chin). Blondeness, a high head and concave 
 chin makes the person speculative and willing to take a chance, 
 so under temptation one may surmise the outcome. 
 
 Again when we study the head which is high, wide, long 
 front, short back and only medium square, it appears that 
 the ambitions are great; imagination active and resourceful. 
 There is great foresight as to the outcome of events, but am- 
 bitions and a desire to gratify them are in constant war with 
 the prudence (high crown) and caution (squareness of head). 
 Up to the present, we see that the individual is doing nothing in 
 particular, yet liable to do almost anything at any time. The 
 thorough understanding of the above complications and modi- 
 fications in character would greatly aid this individual. For, 
 knowing those contradictory tendencies, she should act more 
 promptly and decisively or else, after a brief but intense con- 
 sideration of a subject, dismiss it altogether. The natural 
 tendency, however, would be to brood over things and finally 
 either jump to conclusions, or more often, do absolutely noth- 
 ing and go on ruminating: possibly a decision when made may 
 result, after a good deal of deliberation, in writing of some 
 kind (mental type). This brief su'mmary under discussion 
 will aid the student greatly in dealing with the type. 
 
 80
 
 CHAPTER TEN 
 
 The Hands Classified 
 
 THERE are six kinds of hands to be considered in this 
 chapter. There are more than six in all, but the student 
 may familiarize himself with the others by reading an 
 especially good book on the subject: "The Laws of Scientific 
 Hand Reading" by Professor Wm. G. Benham, published by 
 G. P. Putnam's Sons, New York, a volume we recommend 
 only to those who intend to make an extensive study in this 
 direction. For the general need and application in character 
 reading, six types of hands are sufficient: The square, phil- 
 osophical, psychic, conical, spatulate and elementary. 
 
 The square hand (See Fig. 31) denotes a practical, sci- 
 entific, matter-of-fact person, with an ability to make use of 
 every power. It is the hand of the commercial type which 
 could commercialize anything, and cash into material wealth 
 all his gifts and abilities; the business type of individual, who 
 takes nothing for granted. He is skeptical, analytical (in 
 the scientific sense of the word), and must be shown facts 
 every time; he does not rush or speculate, and, as a rule, is 
 slow but sure; he is very calculating and full of common sense; 
 also somewhat slow and unsympathetic, especially with im- 
 practical, unsystematic people who make blunders because of 
 their lack of practicability. In business or elsewhere the 
 square hand causes one to apply everything practically and 
 scientifically, other things being equal. 
 
 81
 
 Why You Are What You Are 
 
 THE PHILOSOPHICAL HAND 
 
 (See Fig. 32) 
 
 This hand is a modification of the square hand, altho 
 it partakes of many qualities on a higher plane of the afore- 
 
 Fig. 34 
 Conical Hand 
 and Thumb 
 
 Fig. 35 
 
 Spatulate Hand and 
 Spatulate Thumb 
 
 Fig. 31 
 
 Square Hand With 
 Paddle Thumb 
 
 said type. (See the plates on page 85, showing the compari- 
 son of the two.) They both are square in palm and have 
 square finger tips, except that the philosophical hand has 
 
 large knuckles, and the skin is like old bark on a birch tree 
 
 a bit shriveled up. The large or swollen joints on the fingers 
 are a sure indication of the philosophical hand (if that is not 
 caused by rheumatism, which is often the case). So the stu- 
 dent Would do well to ask the person analyzed if he has had 
 
 82 '
 
 Why You Are What You Are 
 
 rheumatism, and if not, be sure this is the philosophical hand. 
 The meaning of the philosophical hand is this : Independent 
 and free thinking ability, leadership in new sciences and the- 
 ories, a philosophically but practically inclined 'mind. It is 
 a practical philosopher type, that is, altho he may be dealing 
 with extraordinary values, this type would make a practical 
 application of the apparently abstract and impractical things. 
 It is the hand of a reformer, the savant, and investigator in 
 the higher realm of human behavior, as Psychology, Prac- 
 tical Religion and Philosophy, Astronomy and Metaphysics; 
 the pioneer type in human thought and science, and therefore 
 little respects traditions, customs, conventionalities and rules; 
 he will, if necessary, stand alone for the sake of scientific 
 truth, and is not baffled by the opinions of the world. As a 
 rule, we find this type is most influential in human society, 
 and is chosen to assume leadership. High principles and the 
 truth are the two chief characteristics of this individual; if 
 the world does not agree with him, he 'merely says, "Truth is 
 truth and it can never be otherwise." 
 
 THE PSYCHIC HAND 
 
 (See Fig. 33) 
 
 This hand belong to the highly refined and imaginative 
 nature. The nervous system, rather than the intellect, is the 
 predominating feature of this character. The possessor of 
 this type of hand is very strong on the emotional side of life; 
 is keen, responsive, intuitive, intense in love and hatred; is 
 passionately devoted to beauty, art, the abstract and stim- 
 ulating; has a thrilling nature which is bored by the common- 
 place, and seeks the unfathomed, unexplored, mysterious, un- 
 usual, romantic, fascinating, highly beautiful and artistic.
 
 Why You Are What You Are 
 
 (See illustration on the opposite page.) Poets, painters, 
 composers, dramatic and classic actors, leading 'motion picture 
 stars, practically all have psychic or modified psychic hands. 
 By modified we mean slightly approaching the conical hand, 
 which we will next consider. Thus, we see that the psychic 
 hand stands for the highest abstract and imaginative qualities 
 of character, and often is not as desirable, for this type is 
 very sensitive and suffers greatly in the wrong environment. 
 Kind Nature often modifies it, so that altho it is highly re- 
 sponsive, there is enough self-control to accompany it. A re- 
 markable will is often associated with this hand, and so the 
 unusual dynamic, magnetic forces are here properly directed 
 and exercised. As the feelings are very keenly developed and 
 active, this type is able to cry and laugh almost at will, and 
 as a consequence puts soul into his work, whatever it friay be. 
 This type paints pictures that have the spirit of the master 
 in them, or creates poetry and drama which are also perme- 
 ated with feeling the kind of works recognized by us as fine 
 artistic productions. Thus, if this type receives technical 
 training, it, as a rule, produces immortal and elevating re- 
 sults attributes of genius. 
 
 THE CONICAL HAND 
 
 
 
 (See Fig. 34) 
 
 This hand is a modification of the psychic hand, and 
 therefore denotes the qualities of character ascribed to the 
 latter, only in a modified degree. It is, however, more prac- 
 tical and in very respect less artistic or imaginative. We call 
 it the happy .medium between the very practical and highly 
 imaginative type. We find persons with conical hands doing 
 
 84
 
 You Are' What You Are 
 
 dra'matic work, writing books, engaged in salesmanship, lec- 
 turing, preaching, and even engaged in financial fields of en- 
 deavor. They are beauty-loving and artistic, but not exces- 
 sively so. Rarely, however, do we find a conical hand un- 
 
 Fig. 32 
 
 Philosophical Hand 
 and Square Thumb 
 
 Fig. 33 
 
 Psychic Hand and 
 Cylindrical Thumb 
 
 Fig. 36 
 
 Elementary Hand 
 
 with Clubbed 
 
 Thumb 
 
 modified by other features. It is often so modified by fin- 
 gers with square tips, by squareness of head, or some other 
 quality that counter-balances the artistic on a basis of prac- 
 tical and artistic in an equal degree. The conical hand, no 
 
 85
 
 Why You Are What You Are 
 
 matter what other tendencies it may imply, especially has an in- 
 dication of refinement and artistry in the execution of what- 
 ever work it happens to do; therefore, it is a modifying fac- 
 tor in every case toward the imaginative, artistic and refined. 
 
 THE SPATULATE HAND 
 
 (See Fig. 35) 
 
 The most unusual hand is known as the spatulate. It 
 may be modified by different combinations of shapes of thumbs, 
 but its general indication (as shown in illustration), is a pro- 
 nounced width at the ends of the fingers, and at the top of 
 the palm. It is called spatulate because it resembles the 
 spatula of a druggist. It is an indication of tremendous ner- 
 vous and mental energies and frequently belongs to a man 
 of genius. At any rate, it is a sure sign of brilliancy in some 
 line, and very often enables its possessor to work on the 
 strength of his nervous energy rather than his physical or 
 mental energies. If it is also reinforced by a spatulate thumb, 
 it denotes a driving will, an intense mind, and an unco'm- 
 promising character. Persons who possess this hand are 
 independent, aggressive, domineering pioneers in the lines 
 that are shown in the proportion of their heads and other 
 features. This specimen of hand is very rare indeed, and 
 students should take special pains to study one when they 
 have an opportunity to do so. 
 
 THE ELEMENTARY HAND 
 
 (See Fig. 36) 
 
 This hand is shapeless in appearance, and resembles the 
 paw of a bear. It is clumsy in shape and motion and is 
 especially adapted for lifting heavy loads, and for work that
 
 Why You Are What You Are 
 
 requires no skill, but only muscular and physical strength. It 
 is neither square nor round, neither thin nor thick. Perhaps 
 its most pronounced peculiarity is its chunky, rough and rude 
 appearance. This hand is the easiest of all to study, because 
 every common laborer possesses it, and one has only to watch 
 the ditch diggers and highway workers to observe an illus- 
 tration of this type. The supplemented illustrations will also 
 give the student an idea of this hand. 
 
 THE STUDY OF THUMBS 
 
 In connection with the study of the hand, it will be desir- 
 able to study also the shape of the thu'mbs. We will con- 
 sider, for the convenience of the student, only the most com- 
 mon and typical shapes of thumbs. There are six in all: 
 Clubbed, paddle, cylindrical, spatulate, conical, and square. 
 
 In appearance the clubbed thumb (See Fig. 36) is like a 
 policeman's club and in regard to character it has an unusual 
 significance. Briefly it means driving, crushing, very intense 
 outbursts of will-power, often smouldering beneath a quiet 
 natured person, driving hi'm in spite of himself. The study of a 
 clubbed thumb is very interesting indeed, for when all the other 
 indications fail, it may unlock the mystery of a person's behav- 
 ior. A case in point: It was my opportunity to meet several 
 people, practically all of whose features denoted weakness 
 of character and lack of manhood, but who possessed clubbed 
 thumbs, and as a matter of fact they were, regardless of weak 
 points, which the other features indicated, doing a consider- 
 able amount of useful work. In other words, their tremen- 
 dous will-power enabled them to apply to the highest degree 
 whatever talents they possessed. This means that a strong 
 will enables one to make more use of one talent, than ten 
 
 87
 
 Why You Are What You Are 
 
 talents could acco'mplish without forceful will-power. When 
 this will is met in a very strong character, and is indicated by 
 many other features, this indicates an overbearing, over-em- 
 phatic and a too positive and aggressive nature, and makes 
 either for an unusual leader or an undesirable nuisance. 
 Whatever other indications there are, a clubbed thumb is a 
 sign of tremendous will. 
 
 THE PADDLE THUMB 
 
 (See Fig. 31) 
 
 This thumb is a modification of a spatulate thumb, of 
 which we are shortly going to speak. The paddle-shape 
 thumb resembles a canoe paddle; that is, the end of the thumb 
 from the first joint up to the tip is broad and square in appear- 
 ance, like an oar. This stands for tremendous will-power, mod- 
 ified by common sense, logic, judgment and deliberation. It 
 has enough strength to accomplish things, but does not drive 
 an individual to the limit. However, it indicates by no means 
 a vacillating will ; there is a greater tendency on its part to 
 be too strong than too weak. In a case like this, an individ- 
 ual should employ judgment founded on strength of char- 
 acter to hold him in check, and to direct him rightly. This, 
 like other indications of will, may result in a tendency on the 
 part of an individual to drive himself by the sheer force of 
 nervous energy. However, this is not as difficult to 'manage 
 as the one we shall speak of next. Once in awhile a student 
 may meet an individual who will have a perfect example 
 of this thumb. When he does it will leave a clear impres- 
 sion on his consciousness, and he will recall the study for a 
 long time. Remember, it is not very often that we meet this 
 unusual type.
 
 Why You Are What You Are 
 
 THE SPATULATE THUMB 
 
 (See Fig. 35) 
 
 The spatulate thu'mb is an indication of an aggres- 
 sive, driving and uncompromising will; not as peculiar and 
 excessive as the clubbed thumb, but in its peculiarities it is 
 to a certain degree akin to it. It denotes an overwhelming 
 amount of mental and nervous energy, and enables one, in 
 spite of physical limitations or vital organic weaknesses, to 
 accomplish a great amount of work, mental work especially. 
 It shows a will that will never budge a will that, if it is not 
 controlled by good judgment and reason, may drive a man on 
 to the danger point of a break-down. An understanding of 
 such force on the part of its possessor is undoubtedly the most 
 beneficial thing that he may possess. Aware of his own 
 strength, he will therefore be able to direct it usefully in a 
 conscious way and with discretion. 
 
 THE CYLINDRICAL THUMB 
 
 (See Fig. 33) 
 
 This thumb is the 'most desirable indication of human 
 will. Great authorities maintain that it is an indication of 
 a diplomatic, tactful, forceful and desirable will, at the acme 
 of its power. It accomplishes its ends without much annoy- 
 ance, either to the individual who possesses it, or to the out- 
 side world from which the results are obtained. It is neither 
 a crushing nor a submissive will. It enables one to be force- 
 ful, yet sufficiently adaptable and compromising to enlist peo- 
 ple's co-operation without coercion or compelling submission. 
 It is the will that wins by convincing rather than by forcing. 
 This thu'mb may be singled out by its cylinder-like appearance. 
 It is long and round in appearance, with sometimes an equal 
 
 89
 
 Why You Are What You Are 
 
 shape throughout, and sometimes, modified at the end by a 
 conical tip, which, generally speaking, does not add to nor 
 subtract from its strength. 
 
 THE CONICAL THUMB 
 
 (See Fig. 34) 
 
 This thumb has the appearance of a cone, and in extreme 
 cases denotes a too agreeable, too much yielding of will. It 
 is the will of a person who does not like to meet obstacles, 
 but gains points by non-resistance. Very often it is an indi- 
 cation of flexibility of mind, vivacity, and resilience of char- 
 acter in struggling with stronger forces and stronger natures. 
 This is the will of an individual who indirectly gains his ends 
 rather than otherwise. 
 
 THE SQUARE THUMB 
 
 (See Fig. 32) 
 
 The square thumb is an indication of a frugal, positive, 
 and practical will that is strong, yet reasonable, with a good 
 deal of the strength modified by caution and sagacity of ex- 
 perience. It is really a modification of the paddle-shaped 
 thumb, and partakes, only in a lesser degree, of the qualities 
 ascribed to that particular thumb. It is an indication of a 
 strong will that is not extreme either way, but approaches 
 very closely to the cylindrical type. This thumb has through- 
 out, squareness in -appearance and can be noted by students 
 with little experience in studying different shapes of thumbs. 
 These are, in general, all the types of thu'mbs we shall study 
 in the science of Character Analysis. 
 
 90
 
 CHAPTER ELEVEN 
 
 Expression and Condition or the State of Mind and Body 
 
 OCCASIONALLY we meet persons who look strong and 
 healthy, yet so'mehow or other they make no headway in 
 life. We study them carefully and find they have good 
 combinations in features, such as shape of head, etc., and we 
 are puzzled more than ever. Now what is the reason? Simply 
 an inherited or acquired illness, physical and mental, hence 
 a portion of this chapter will be devoted to the different states 
 of mind and body and how they may be recognized. 
 
 We should remember that only an harmonious co-ordina- 
 tion of mind and body enables one to use all the talents given 
 him, or in other words he 'may acquire a synchronous state 
 of mind and body. We know, for example, that poisonous 
 emotions such as worry, fear and anger, paralyze digestion, 
 destroy brain-cells, and retard a proper circulation of the 
 blood. The converse is also true. When the body is not 
 at its best, the mind does not function properly. It follows 
 then that mind and body are one and if either is affected, both 
 suffer. We may have all the indications of a great character 
 before us, but if it lacks physical stamina, we have an ab- 
 normal situation and should know that unless bodily handi- 
 caps are overcome there is little we can do. We shall see in the 
 chapter on Child Vocational Guidance that deficiencies of any 
 kind must not be lost sight of, for they will often mislead an 
 amateur Character Analyst who is apt to give too "much em- 
 phasis to the study of features and other variables, and to 
 overlook or under-estimate the state of health and mind. 
 
 91
 
 Why You Are What You Are 
 
 Sometimes a very 'minute disorder in an organism may 
 cause a complete change of whole character in many in- 
 stances from a Dr. Jekyll to a Mr. Hyde, if you please. It 
 is a well-known historical fact that on account of indigestion 
 Napoleon lost his three great battles; one was the battle of 
 Moscow, the second the battle of Leipzig, and the third the 
 battle of Waterloo. I cite this case in point that you may 
 know how such an apparently small disorder may cause 
 disaster to a great personality. We will now show how to 
 recognize signs of good health and bad health. 
 
 If you but know how to read them, you will find indica- 
 tions of good health in every feature. Beginning with the hair : 
 If it is neither too oily, nor too dry, but clean, firm, lustrous, 
 and devoid of dandruff, the person is in good health. The 
 skin on the forehead is another indication. In the healthy 
 person it is clean, clear, smooth, and healthy or pink in ap- 
 pearance. 
 
 Also there is no better way to judge health than by the 
 appearance of the eyes. When the individual is well, the 
 gaze is steady, intelligent, full of penetration and life; the 
 eye is bright and sparkling with animation; the pupils are 
 of normal color, and the whites look really white and are not 
 tinged with other color. The same is true of the nose. When 
 a person is in good condition, it is normal in color and not 
 pinched, or pale and blue. Its functions are normal in every 
 respect and show co-ordination in breathing and respiration 
 a proof that the lungs are excellent and the blood properly 
 supplied with oxygen. The mouth shows by a red and healthy 
 appearance that the digestive system is functioning well and 
 that recuperative power is good. A full and healthy mouth 
 area is a most positive indication of nor'mal and proper nour- 
 ishment of the organism, and by looking at this part of the 
 
 92
 
 Why You Are What You Are 
 
 face, it is very easy to tell whether or not the person is of 
 normal weight. A. strong, firm chin always denotes good 
 heart action, and therefore good circulation and distribution 
 of blood and an efficient elimination of poisons from the sys- 
 tem. These are, in brief, the signs of health as observed in 
 the face. 
 
 We can aid ourselves in our analysis by studying the 
 expression, which includes the voice, gestures, handshake, 
 walk, laughter, postures, and general appearance. The nor- 
 mally healthy person has neither too weak nor too loud a voice. 
 It is melodious and strong, and not repulsive or provoking. 
 It is a pleasure to listen to a good healthy voice in speech 
 or song. 
 
 The gestures of a normal person are few, yet well and 
 spontaneously made. There is no sign of nervousness in the 
 movements of the hands or feet; no jerks or spasmodic move- 
 ments of the head or shrugs of the shoulders. Normally 
 made gestures do not call attention to themselves and thus 
 betray an unharmonious state of mind. 
 
 The healthy individual shakes hands firmly yet not so 
 hard as to hurt you. The handshake is full of warmth and 
 energy, and evinces a cordiality that is simultaneously 
 reflected in the face. There is life in this normal handshake, 
 and one need only to consciously study a few such in order 
 to see what is meant by a normal healthy, impressive greet- 
 ing. It is interesting to note how a handshake either helps 
 us to make the right impression on strangers, or else detracts 
 from it. 
 
 The healthy walk is animated, even, and firm. The 
 heels, as a rule, come down first, and there is a sense of poise 
 and balance in the carriage of the body which shows that 
 
 93
 
 Why You Are What You Are 
 
 the weight is equally distributed, thus constituting a dig- 
 nified and impressive bearing. There is a touch of vivacity 
 and exuberant freedom in such a walk. With a little prac- 
 tice, it is possible to tell by the walk alone what condition a 
 man is in. It would pay the student to spend some time 
 among 'many pedestrians, just watching their walks and noth- 
 ing else. 
 
 Laughter is a direct expression of one's habitual as well 
 as temporal state of health, and especially the state of mind 
 and character. The laughter that is contagious and full 
 of vitality springs from a cheerful heart and a clear think- 
 ing 'mind. It denotes joy of life and an ability to see the 
 funny side of people and things. The man who laughs thus 
 is immune from worry, fear and anger a good indication of 
 both mental and physical health. 
 
 All in all, the healthy mind and body radiate harmony, 
 vitality, life, energy, inspiration, joy and happiness. Coming 
 in contact with a man who ' is more or less responsive by 
 nature, one is readily permeated with healthy feelings and is 
 often inspired to talk and laugh, and to accomplish things 
 Thus we see normal health is not only indispensable to its 
 possessor, but affects humanity in general, a good reason for 
 preserving our health to its utmost. Good health, therefore, 
 is the greatest blessing on earth. It has been said that a 
 great Russian novelist, after he had contracted an incur- 
 able disease, said: "Altho I am recognized as the greatest 
 writer in Russia to-day, I envy the poorest beggar in the coun-. 
 try who has healthy lungs." 
 
 The aim of this chapter is to demonstrate the importance 
 of studying health in its relation to character. The state 
 of health is in the hands of every one born with a normal mind 
 
 94
 
 Why You Are What You Are 
 
 and body; we cannot change the color of our eyes, but we can 
 improve our physical condition. 
 
 Now to the converse and less agreeable state of things: 
 In order to recognize a bad state of health in mind and 
 body, we should proceed by the same road as we have been 
 traveling heretofore. In an unhealthy person, the hair is 
 cither too oily or too dry; it is full of dandruff; skin diseases 
 of the head are prevalent. The hair is inclined to fall out 
 in an alarming quantity. The skin on the forehead is 
 wrinkled, and frequently defaced by pimples and boils. 
 
 The eyes of an unhealthy person are alarmingly dull 
 and listless indicative of a sleepy and tired state of mind. 
 The expression is vacant; there is a superabundance of tears, 
 and the eyes are blood-shot. They lack the penetrating and 
 intelligent look that acco'mpanies the healthy expression of 
 the eye. The nose of a person who is permanently or even 
 temporarily affected in the lungs, is pinched, shrivelled up; 
 the skin is somewhat wrinkled and has the appearance of a 
 baked apple. The mouth section also has certain danger 
 signals. If the skin is baggy around the mouth, lots of 
 wrinkles manifest themselves clearly; the lips are blue or 
 greenish in color, thin and pinched; the cheeks at the sides 
 of the mouth are sunken; and if the entire appearance of the 
 mouth is somewhat sour and unpleasant, this is a sure indi- 
 cation of disturbance in the digestive system, and poor 
 recuperative powers. We find invariably that the person with 
 such a mouth is greatly underweight. , When the heart is 
 weak or diseased, the chin shows it very plainly. It loses 
 its appearance of firmness; it 'makes nervous movements and 
 the muscles on and around it are contracted. Sometimes it 
 has an unusual combination of coloring, such as red, blue and 
 yellow spots.
 
 Why You Are What You Are 
 
 Then, of course, the voice also, as a part of expression, 
 is an indicator of a bad state of mind and body. A poor 
 condition can be detected in the thin, weak, unpleasant voice 
 very boresome and irritating. Often it is high-pitched, and 
 at times the person will shriek involuntarily; this denotes 
 the state of health that is getting beyond the control of its 
 possessor. It is a known fact that the voice is the reporter 
 of the state of mind and health of a person; therefore, it is 
 very hard to control if these conditions go too far in the wrong 
 direction. 
 
 The gestures of a person in ill health lack poise; they 
 are out-of-place and nervous in movement; the feet constantly 
 tapping; the hands play with watch chains or button and un- 
 button the coat. The rubbing of the hands together and 
 playing with different objects all these in a person denote, 
 primarily, an unbalanced nervous system. The head some- 
 times makes irritating movements from side to side, as do 
 the shoulders that shrug on the least provocation. These 
 manifestations become very annoying to whoever happens to 
 observe them. In general, when gestures show lack of co- 
 ordination between speech and action, it is one of the unmis- 
 takable signs that the person's condition is imperiled. 
 
 The handshake that is lifeless, weak, and devoid of 
 energy is still another sure indication of habitual or temporary 
 discord in the human organism. Undoubtedly every one is 
 familiar with the sensation he receives when he shakes hands 
 with a lazy, down-and-out, good-for-nothing individual; im- 
 mediately he has the impression that he is shaking hands with 
 the tail of a dead fish, and an instantaneous realization comes 
 over him that there is something wrong somewhere ; and 
 there surely is. As we said, this may be an indication of a 
 temporary or habitual state of mind and body, but it is 
 
 96
 
 Why You Are What You Are 
 
 always the sign of a lack of co-ordination between the physical 
 and the 'mental functions. 
 
 The walk of an unhealthy person is shuffling, uncertain, 
 uneven, lazy, and slouchy. Its most striking characteristic is 
 a lack of balance and poise; it is disproportioned, and in ob- 
 serving such a walk, one forms the impression that a very 
 little push would be enough to put the one observed out of 
 balance. The shoes of the individual having such a walk 
 are worn, as a rule, on the side, throughout the entire length 
 of the shoe, because the foot is not lifted sufficiently, but is 
 si'mply pushed along in a shuffling fashion. I have been told 
 that certain experts can describe the entire character of a 
 person by studying the condition of the shoes after they have 
 been worn for a given length of time. 
 
 Laughter comes next. When it is hysterical, it shows 
 want of control and hence a lack of correlation between mind 
 and body. Note the laugh of a stranger heard for the first 
 time. If it sounds disagreeable it is an unfavorable sign, 
 and it may be an indication both of poor health and a mean 
 disposition, or an unhealthy state of mind and health, and 
 a mean disposition as well. Beware of a person who im- 
 presses you at the first meeting unpleasantly with his laughter. 
 I have studied laughter extensively while investigating prison 
 life in Europe, and I have found that a scientific knowledge of 
 laughter is very helpful indeed. Often I listened to the laugh 
 of a person in the next room, would form an opinion, and 
 when I had a chance to study the individual in person, I 
 found that my opinions substantiated by an observation of 
 the expression and different features of the man to whom they 
 belonged were correct. 
 
 The bearing and posture of an unhealthy person are 
 most depressing. The sight of such a person causes in one 
 
 97
 
 Why You Are What You Are 
 
 either disgust, or sympathy or pity, even tho the individual 
 may not say a word or ask assistance of any kind an un- 
 inspiring sight, not conducive to laughter or pleasant, cheer- 
 ful conversation. On the contrary, it makes one so'mbre, 
 serious, and, at least temporarily, moody. It is very inad- 
 visable to have a person with this general attitude as an em- 
 ployee, for he may inject the spirit of gloom and down-heart- 
 edness into every one of his co-workers. It has been said of 
 Napoleon that he once discharged a soldier who had these 
 undesirable characteristics, so as to prevent the entire regi- 
 ment from emulating his depressing bearing and pessimistic 
 attitude of mind. 
 
 EXPRESSION 
 
 \ 
 
 "I, your glass, 
 
 Will modestly discover to yourself 
 That of yourself which you yet know not of." 
 Julius Caesar: Act I. Sc. II. 
 
 Man's outward appearance is nothing but the reflection 
 of his inward thoughts. According to the standard diction- 
 aries, expression is defined as follows: "That which is 
 expressed by countenance, a posture, a work of art and 
 the like; look, as indicative of thought or feeling; for 
 instance, 'we favor a pleasing expression of countenance' " ; 
 or again, "expression is the visible muscular action and 
 organic reaction of the body in response to invisible thought 
 and feeling." Thus, the expression of the face can be 
 changed at will. So we find that all our expressions are due 
 to our ways and modes of thinking. There was never a truer 
 statement made to that effect than this: "As a man thinketh 
 in his heart, so is he."
 
 Why You Are What You Are 
 
 Following our usual order, we will explain the meaning 
 of the expression as we find it in different features of the 
 face, body, voice and laughter. Considering the lines of the 
 face, it is important to remember that all lines that turn up 
 indicate an habitually optimistic way of thinking the visible 
 manifestation of looking on the bright side of life. Especially 
 is it true when the wrinkles around the eyes turn up as a per- 
 son is in the act of smiling. If you are not sure as to whether 
 the person you are talking with is an optimist or pessimist, tell 
 him the best joke you know and watch him smile, observing 
 especially as he does so the corners of his eyes and the direc- 
 tion of the wrinkles while he is enjoying your joke. It is 
 also significant that if the skin on the entire face is smooth 
 and has good color, it indicates an habitually healthy attitude 
 of 'mind. A healthy and pleasant expression seldom goes 
 with a degraded, immoral character, and the converse is also 
 true that the habitually immoral and degraded way of think- 
 ing never accompanies a healthy and pleasant outward ex- 
 pression. In other words, it is action and reaction between 
 mind and body, and those who understand the fundamentals 
 of Character Analysis can detect the true inward habits of 
 a person by the use of the principles demonstrated in this 
 volume. 
 
 We will not consider every feature of the face in con- 
 nection with expression, because some of them are so unre- 
 sponsive to the state of thinking that it would be an unnecessary 
 waste of time; for exa'mple, the nose responds but little to 
 the thinking process, especially if the thought is just a fleeting 
 or momentary one. Such features as eyes, mouth, and skin 
 of the forehead, as we have said, are, however, very quick to 
 respond. 
 
 99
 
 Why You Are What You Are 
 
 We note that the habitual grudge has a forehead with 
 wrinkles in every conceivable direction. The skin on the 
 forehead and under the eyes is baggy and contracted. The 
 eyes are almost closed and have a cold and unpleasant look. 
 In an individual who is habitually happy, honest and sincere, 
 the eyes are wide open, clear, steady and kind, but as we have 
 already described the features more at length elsewhere, we 
 shall just mention a few of the things that are observed in 
 the features of the face in different states of expression. 
 
 The mouth, as to outward expression or action of thought, 
 is the most responsive part of the face. Thus a little worry 
 or anxiety, even for a few days, may cause the corners of 
 the mouth to droop. Unpleasant surroundings 'may cause a 
 sensitive person to unconsciously change the whole contour of 
 the face as the lines take a downward trend; we call this a 
 pessimistic expression. Cheerfulness and opti'mism, as we 
 said before, are denoted by the lines that turn upward. This 
 is especially noticeable in connection with the mouth. So it 
 is a healthy and good indication to see in a person the corners 
 of the mouth turned up, giving a pleasing expression to it. 
 
 When the lips are full and well-formed, it is an indica- 
 tion of a kind and affectionate disposition. The latter is 
 especially indicated by a moderately full lower lip. A mouth 
 forming nearly a straight line indicates an equal balance be- 
 tween optimistic and pessimistic traits of character. That 
 is to say, a person will be neither extremely opti'mistic with- 
 out any visible reason nor extremely pessimistic without any 
 real cause of worry. A loose, open mouth indicates laxity 
 of character, an easily led individual, a person who lacks 
 self-control, but one who is often generous to a fault. The 
 
 100
 
 Why You Are What You Are 
 
 thin, tightly-closed lips denote stinginess and lack of sym- 
 pathy, unusual self-control, also coldness and practicality of 
 character. 
 
 THE VOICE AND EXPRESSION 
 
 We have three pitches of voice in expression: The 
 mental, motive, and the vital. The mental voice is high- 
 pitched, shrill and quick in expression. In normal cases it 
 denotes the thinker, the intellectual type that is high-strung, 
 responsive, and somewhat easily aroused and excited. 
 
 The motive or mellow voice is low and deep and has 
 a very persuasive quality to it, for it is neither too high-pitched 
 nor too gruff, yet powerful and convincing; it is the voice that 
 is used very aptly to win people rather than to induce them; 
 the voice that seemingly comes from the heart, hence the best 
 voice to use in speaking to one's sweetheart. This quality, 
 however, cannot very well be fabricated; it must come naturally 
 in order to obtain the right results. 
 
 Lastly, there is the pleasant and slow, somewhat soft 
 voice of the vital type, usually used with an intermixture of a 
 smile or laughter, and denotes exuberance of health and good 
 nature. It is neither strained, nervous, nor cranky and can 
 be differentiated easily from the two kinds of voices consid- 
 ered above. 
 
 There are other combinations of speech and voice, such 
 as whispering, secretive talking; and the querulous voice of 
 the dyspeptic; also the restrained and hesitating voice of the 
 liar. The habitual liar is inclined to talk with hesitancy, 
 because he has to talk against time, in order to be able to 
 fabricate some story which will convince his hearer; he also 
 takes extra breaths for the same reason. 
 
 101
 
 Why You Are What You Are 
 
 We shall now consider the walk. The mincing, affected 
 walk denotes the undesirable, bragging, gossiping, petty- 
 minded individual. The leisurely, slightly swaggering walk 
 goes with an independent nature. Then we have the rolling 
 walk of the fat or vital type. We have all seen the egotistic 
 walk of a person who spreads out his elbows, swings from 
 side to side, with his hat pushed too far back, and takes too 
 'much room. The most desirable of all is the straight-for- 
 ward, firm steps, 'medium in length and even, neither too 
 fast nor too slow, and an abundance of resiliency. 
 
 Laughter is another phase of the general expression, and 
 is considered here in connection with phonetic sounds accord- 
 ing to usage of vowels. It shows primarily the habitual expres- 
 sion or the appreciation of humorous situations and the degree 
 of a sense of humor one possesses. There are two general 
 points the student should bear in mind in regard to the laugh- 
 ter, namely, the pleasant and agreeable laughter that goes 
 with a good character; the unpleasant and disagreeable laugh- 
 ter that goes with the questionable character. The discrimina- 
 tion of the degrees of the goodness and badness, of course, we 
 leave to the judgment of the student. 6 They can be learned 
 only by giving constant attention to this study. 
 
 Thus, long "e" with "t" before it expresses a girlish 
 giggle. When it is heard in a man's laughter it is exceedingly 
 silly. The student should practise laughing in accordance 
 with the instructions here found in order to get the actual 
 experience of how different laughters sound. The short "e" 
 in laughter with a "t" before it denotes a lack of vitality in 
 young people, but is usually found in people of old age. The 
 long "a" is found in the miserly laughter, and denotes deficient 
 vitality and weak state of health. The diaeresis "a" is found 
 
 102
 
 You Are What You Are 
 
 in the boisterous, affected society laugh. The laughter with 
 an Italian "a" denotes the independent nature of men who 
 live in the open the big, healthy, hearty laughter. We 
 also have the long "o" in the laughter filled with 'merriment, 
 usually employed in ridiculing some person of whom you arc- 
 making fun; as a rule this laughter is heard while one is point- 
 ing his index finger at the other, as much as to say, "Well, 
 well, that is one on you!" Or "Aren't you funny?" The 
 last laugh is the double "o," which is heard in subdued laugh- 
 ter, such as when we have something funny to laugh at but 
 circumstances are against it, yet we cannot suppress it alto- 
 gether, and the result is the subdued form of laughter with 
 the mouth almost but not quite closed. 
 
 The above named are, in general, the most valuable 
 points in regard to expression, unmistakably indicative of 
 the inner character, and its quality in action. The study of 
 expression is valuable for the purpose of checking up 
 observations made of the features and outward appearance. 
 This book would be incomplete without it, enabling us, as it 
 does, to see how near right we are in our conclusions without 
 asking a question or seeing the person in actual manifesta- 
 tion. It is true, however, that a correct conclusion from an 
 observation of physical appearance always coincides with the 
 actual expression of the individual, providing he is normal 
 and in possession of a healthy mind and body. When this har- 
 mony between the expression of the subject and the conclu- 
 sions on the part of the student is lacking, the fault may be 
 traced either to incomplete or hasty observations on the part 
 of the student, or to a wrong and unscientific conclusion. Do 
 not be discouraged or blame Character Analysis if your anal- 
 ysis of a person proves incorrect. Start all over again; take 
 
 103
 
 Why You Are What You Are 
 
 your time; find out just where you made your mistake; and 
 the chances are nine out of ten that perseverance and industry 
 will teach you how to 'make a convincing and scientific analysis 
 of every individual you meet. 
 
 104
 
 CHAPTER TWELVE 
 
 Insanity and Criminology 
 
 "Your face, my Thane, is like an open book 
 Wherein men may read strange matters." 
 Shakespeare. 
 
 IT is an arbitrary question among scholars who are special- 
 izing in Insanity and Criminology as to whether there is a 
 conclusive standard of distinguishing a mildly insane per- 
 son from an individual mildly inclined for crime; therefore 
 we will omit in this chapter all the minute and unimportant 
 details in regard to minor classes, and will treat the subject 
 on a broader scale. We will first consider some of the in- 
 dications of insanity. For example, certain features in the 
 face, and especially peculiarities in speech and gesture, are very 
 significant, because they are the breadth of mentality, and san- 
 ity of mind. To illustrate: In order to be convinced that a 
 person is sane, begin a conversation with him, and by the 
 very logic of his answers, directness of his speech, and by his 
 comprehension of what you are talking about, you will im- 
 mediately form an idea as to whether the person is using his 
 mentality according to the known standards of logical think- 
 ing, or whether his mental processes are haphazard and dis- 
 arranged. In other words, if his answers are clear and con- 
 cise, it follows naturally that his thinking is clear and concise. 
 On the other hand, if his answers are illogical, obscure, and 
 to a marked degree lack logical substance, the person is un- 
 balanced. The eyes help in the study of insanity. Thus, 
 
 105
 
 Why You Are What You Are 
 
 a staring, dull, listless look is an indication of mental vacancy, 
 and an abstract tendency of mind; generally speaking, such 
 eyes point to the fact that the person lacks co-ordination and 
 the proper functioning of his mentalities. With a little study, 
 the student will be able to differentiate between the so-called 
 healthy, intelligent, and sane type, and the absent-minded, ab- 
 stract, and insane. As we said, the gestures have a good 
 deal to do in this connection; for example, nervous, awkward, 
 out-of-place movements of the hands or feet, unnecessary and 
 peculiar twists of the mouth, chin and shoulders are other 
 indications either of mild insanity or complete idiocy. 
 
 There are, of course, different causes for insanity that 
 are known to the students of this subject. The majority of 
 cases, however, are traceable to inheritance. Quite a few 
 of them are caused by mental strain in varied degrees, and 
 some by accidents of different kinds. 
 
 There is a way to prevent the increase of insanity, and 
 the surest way is to prohibit marriage between imbecile people, 
 for it is a known scientific fact that from mildly insane 
 parents will come a complete idiot, and as the highest per- 
 centage of insanity is due to inheritance, therefore we would 
 automatically reduce insanity by legally prohibiting marriage 
 between mentally disarranged people. Another point the 
 scientists are investigating, and which will be considered on a 
 greater scale in the near future, is the problem as to whether 
 it is best to entirely isolate insane people, or to judiciously 
 distribute them among normal people. We are especially 
 considering at this moment, the so-called first stages of in- 
 sanity, in which the surroundings and environ'ment naturally 
 have either a 'modifying or intensifying effect on a person's 
 mental condition. The writer is inclined to believe that mild 
 cases should not be put among hopelessly insane ones, as this 
 
 106
 
 Why You Are What You Are 
 
 works to the detriment of an individual who is mildly affected 
 by insanity, and expedites his case toward complete ruination. 
 But, as this book deals primarily with the points of character 
 of normal people, we will merely say that strong characters 
 must help the weak whenever possible, and if this is done, we 
 could accomplish a little more for the better-ment and allevia- 
 tion of mental sufferings that are caused by all degrees of 
 insanity and mental derangement. 
 
 CRIMINOLOGY 
 
 How To Recognize The Criminally Inclined Individual 
 
 In learning to recognize the criminally inclined person, 
 the first thing to ascertain is whether the head is normally 
 developed and proportioned. For example, if the man you 
 are analyzing has an unusually high crown and deficient tem- 
 poral section, he is subject to a temptation to acquire things 
 that do not belong to him a thief. A mental type with a 
 short head and without education, is impulsive by nature and 
 liable to go wrong with startling ease under tempting cir- 
 cumstances. Any deviation in features from the normal 
 measurements may be taken as an indication of criminal ten- 
 dencies, such as a symmetrical forehead, eyes that are too 
 closed and secretive, a head that is too low or bullet-like in 
 shape; the so-called roof-shaped head also accompanies a 
 criminal nature. Other indications of bad tendencies are 
 disproportioned noses which are either too large or too er- 
 ratic in shape, over-developed lips, and too small or too large 
 mouths. 
 
 It is comparatively easy, in a prison, to distinguish the 
 born criminal, and the one placed there by circumstances. 
 The man who steals or commits a crime of some sort for no 
 
 107
 
 Why You Are What You Are 
 
 other reason than his natural gravity toward the bad act, 
 surely possesses some abnormal physical feature or features, 
 on account of which it is possible to discern his traits before 
 he actually becomes a criminal. Thus if an early exa'mina- 
 tion shows the need, children inclined that way 'may be isolated 
 or trained so as to insure better futures and help the'm to 
 avoid prison life. Some work could be found with less 
 temptations for his weaknesses, and more opportunities to 
 foster the stronger traits in the child. Here Character Anal- 
 ysis plays its important part. He who knows Character 
 Analysis well would not place a weak character in a respon- 
 sible position. It is the duty of all to help the one weaker 
 than ourselves and to see that the criminal type is placed 
 where the best and not the worst side of him will be fostered. 
 Again, to recognize a man with criminal tendencies, we simply 
 use the same methods employed in previous analysis, na'mely : 
 Check up the physical appearance, and when we see some 
 over-developed or under-developed features, logically inter- 
 pret them. It should be obvious to the student by this time 
 that one needs in Character Analysis not so much theory as 
 practice, and plenty of it. 
 
 To be sure there are criminal types, but, as a rule, the> 
 also are a result of matrimonial union between criminally- 
 inclined or alcoholic parents, and this can also be eliminated 
 by passing a law that will at least lessen the nu'mber of mar- 
 riages between these questionable characters. In my per- 
 sonal experiences, in investigating twenty large European 
 jails I found that the so-called hardened criminals are 'more 
 the product of misunderstanding in their childhood and lack 
 of proper direction from parents and teachers, than the vic- 
 tims of inheritance of criminal traits. To my personal knowl- 
 edge, sixty to sixty-five per cent, of the criminals in our 
 
 108
 
 Why You Are What You Are 
 
 jails are there because they were misunderstood in their child- 
 hood a fact that makes one feel like starting a crusade for 
 the betterment of our educational and parental system, in 
 order that children may have the right and due direction, 
 according to their individual characters, and not according to 
 misjudg'ment on the part of teachers and parents. The above 
 percentage is indication enough to show how colossal is the 
 problem of crime. It means waste of great human energies 
 in jails and prisons. It means a vast expense connected with 
 the upkeep of these institutions running into millions of dol- 
 lars annually, and why should it be so? There is no need 
 of it, if we stop to analyze and employ logical methods. What 
 we are now doing is to punish and avenge, rather than to 
 prevent. We all agree with the axio'm "An ounce of pre- 
 vention is worth a pound of cure." This is just it. If we 
 would only direct the money, energies, and effort, not toward 
 committing offenders to institutions, but rather toward pre- 
 venting their appearance in society, we would be farther 
 ahead and evolve a finer race. Sometime ago I spoke with 
 one of the leading wardens in the country, and, of course, 
 he was in favor of keeping as many institutions of correction 
 as possible, and he was of the opinion that no one who sees 
 red once should be let loose in a community. Later the same 
 warden told me that there are criminals in his charge, that 
 had he his own way he would free, because of their good be- 
 havior, honesty and politeness. They had com'mitted crimes 
 on the spur of the moment, but in no wise were born cri'minals. 
 To the author's mind the greatest solution to crime, is : 
 To start every child right, from babyhood up to fifteen years 
 of age. By this we mean that every child who is born into 
 this world should be rightly understood, fed, clothed and 
 judiciously taught to do the right thing to himself and others, 
 
 109
 
 Why You Are What You Are 
 
 and it is also the conviction of the writer, based upon a vast 
 a'mount of facts, that crime, poverty, and corruption will in 
 a quarter of a century pass into history. This is worth think- 
 ing of by our educators and parents. We know that every 
 normal child is good at the beginning, generally speaking, 
 and that the change comes later in life, largely due to mis- 
 direction and misunderstanding. The surplus energies of our 
 youth who are made to work out their own salvation, result in 
 tragedies of all kinds. So when we study the cause of crime, 
 we find it is a direct product of our sociological conditions. 
 
 The entire method of our procedure in the problem of 
 crime is wrong. It has been the attitude of the majority that 
 the cri'minal and no one else is to blame for his conduct. The 
 science of Human Character Analysis plainly shows, how- 
 ever, that we inherit one-third of our character, and acquire 
 one-third in childhood so only one-third is left to our own per- 
 sonal direction. How, therefore, can we entirely bla'me even 
 the born criminals? Study the faces and heads of some notori- 
 ous malefactors from the Character Analysis standpoint, and 
 you will find deficiencies that are responsible for their tenden- 
 cies to steal, kill, resulting in their becoming moral outlaws. 
 Of course we should not leave them roaming at large. We 
 do not advance any such theory. What we do say is this : 
 We should, by all methods and means, strive to prevent crime 
 and insanity by getting down to the causes of things and erad- 
 icating the'm, then the effects of those causes will as a matter 
 of course become evident. It is an axiom in this science 
 that "Nothing comes out right which is started wrong," and 
 so in order to save trouble all the way along, we should make 
 the right start. There is a Universal law that operates in this 
 world, which we call "the law of psychological compensa- 
 tion," whereby we get failure or success in direct ratio to 
 
 110
 
 Why You Are What You Are 
 
 our obedience to this law. If we obey it, it works for us; 
 if we disobey it, we get the opposite results. Some one has 
 said "Where there is a law there is no mercy or justice 
 except when we obey the law." And such is the case. If 
 our methods of treating the problems of crime and insanity 
 are in controversy with this law, we shall never be rid of 
 these problems, but they will become worse and worse every 
 day. We shall never be free, because freedom follows an 
 obedience to the law. 
 
 As I write this chapter, I have before 'me a great collec- 
 tion of likenesses of notorious criminals my "rogues' gal- 
 lery." Here I see many deficiencies that demonstrate to me 
 the "whys and wherefores" of the types. There is, for in- 
 stance, the "roof-shaped" head of an unscrupulous thief; 
 there is the man with a high head in the crown section, but 
 with a deficient chin to control his ambitions he is also a thief; 
 there is the man with a big nose section, but no brain power 
 to direct it a horse thief; there is a man with an asymmet- 
 rical forehead practically insane; he is committed for mur- 
 der as a sane but a murderous type, which he is not, and 
 should be in a sanitarium for the mentally unbalanced. I 
 need not give more examples, as the keen student may find 
 them for hi'mself on the streets and everywhere. So it is a 
 foregone conclusion that crime and insanity, in the light of 
 Character Analysis, are solvable problems, and the way out is 
 by tenacious effort to prevent youth fro'm starting wrong, and 
 by prohibiting marriage between imbeciles, or between the 
 mentally unfit. 
 
 Ill
 
 CHAPTER THIRTEEN 
 
 Graphology or Reading Character by Handwriting 
 
 THIS chapter brief and concise practically applies the 
 laws found in the study of handwriting. Altho it 
 should rightly go with the study of expression, we are 
 deliberately giving it special consideration, because of its 
 importance and interest. At the end of the chapter, students 
 will find specimens of some outstanding styles of handwrit- 
 ings, explained in this chapter, and intended for reference 
 when comparisons are made. 
 
 We will first study the three slants : The upward, down- 
 ward, and "straight slant." "Slant" as here used, refers to 
 the general trend of the lines of writing across the page, 
 rather than to the position of each individual letter or word. 
 When the slant of writing tends to go upward and is very 
 pronounced, it usually means enthusiasm, exuberance, vitality 
 and energy, ambition, willingness to take a chance, also hope- 
 fulness, optimism, a happy-go-lucky disposition, and if carried 
 to the extreme, denotes too much enthusiasm, or a too ambi- 
 tious and speculative a spirit. The intensity of the above- 
 mentioned characteristics is modified or strengthened by the 
 degree of the slant. The student should start studying his 
 letters and the letters of others right now, so as to obtain ex- 
 perience in determining the meaning of chirography. 
 
 The downward slant denotes just the opposite. It 
 means lack of enthusiasm, a great deal of pessimism, lack 
 
 112
 
 Why You Are What You Are 
 
 of ambition, tendency to worry and look on the dark side of 
 life; fault-finders often have this kind of handwriting. So 
 scientific is this principle of Graphology that the contents of 
 the letter often can be entirely disregarded, if the slant is 
 just the opposite to the expressed sentiments of the writer. 
 I will cite an experience of my own: A year or so ago I re- 
 ceived a letter from a friend of mine in Washington, D. C, in 
 which he said that all was going well, that he was making 
 good progress, and that he was well, and in first-rate condi- 
 tion financially. That was the sentiment of the contents. 
 The slant was so decidedly downward, however, so contrary 
 to the thoughts of my friend, that I could not be content with 
 all he said, and was much perplexed. I immediately sent him 
 a special-delivery letter, asking him to tell me the truth. I 
 also said that his letter was not truthful, and accused hi'm 
 of being too modest and proud to tell me the real state of 
 affairs. He knew me well enough to understand whether I 
 was unduly excited or had my reasons, so he sent me an im- 
 mediate reply, telling me the truth, which I already knew. 
 The letter read in part as follows: "Things are bad with me, 
 and I am very anxious about the outcome of my efforts here. 
 At the ti'me of my writing to you I was very nearly insane, 
 but didn't dare tell you, for fear of causing you great worry. 
 Now I see there is no use of trying to hide things from you, 
 so you 'may have the truth." Often, however, this so-called 
 pessimistic writing is caused by temporary illness. The im- 
 portance of any handwriting is especially interesting because 
 it shows the state of health and mind at the moment of writ- 
 ing, and may be entirely different a few minutes later. To 
 gain an understanding of this Science of Graphology is a 
 simple matter, and the knowledge is valuable indeed, if ap- 
 plied to the principles of Character Analysis, and for the 
 
 113
 
 You Are What You Are 
 
 sake of checking up the findings by observation of the differ- 
 ent features. This downward writing is always an expression 
 of either habitual or temporary depression, and automatically 
 tends to go up when the mental attitude changes to a more 
 cheerful and hopeful trend. I seldom read the contents of 
 a letter first. I turn my letters upside down and study the 
 slant of the lines first, and then I read the letter. 
 
 The "straight slant," or the writing which flows across 
 the paper in an even, horizontal line, is the most desirable 
 for many reasons. It denotes balance of character and it 
 is the poised individual that writes this way. It is neither too 
 optimistic nor too pessimistic. It takes things "with a grain 
 of salt," and is not easily elated or discouraged. It is the type 
 that Shakespeare described as "taking everyone's censure, but 
 reserving his judgment" (the slight change is mine). So it is 
 the level-headed person, and therefore, a most dependable and 
 desirable type usually well-balanced in other ways. 
 
 Now we will consider the position of letters in words. 
 There are three in all: The outwardly inclined letter (from 
 left to right), the backward writing, and the vertical or 
 straight up and down letters. The outward denotes gener- 
 osity, energy, and often extravagance, also love of activity 
 and leadership. If carried to the extre'me, it denotes care- 
 lessness and i'mpulsiveness, outspokenness, and sometimes a 
 lack of patience and forbearance. 
 
 The backward writing means reserve, calmness, self-con- 
 trol, modesty, conservatism, economy, and a dependability in 
 resolutions and obligations. When extremely back-hand, it 
 denotes stinginess, lack of sympathy, harshness, selfishness, 
 and sometimes 'miserliness. 
 
 The balance between the two extremes is the vertical 
 handwriting, which signifies sympathy, balanced by common 
 
 114
 
 Why You Are What You Are 
 
 sense and good judgment. It is neither a happy-go-lucky nor 
 hard-headed type, but a reasonably happy, generous, tactful, 
 dependable, honest-to-goodness individual. 
 
 The open or closed letters show the habits of a person. 
 We shall explain the meaning of the principles of this fact. 
 The most important letters to study in this connection are 
 the a's, o's, d's, b's. When they are tightly "shut" (see 
 illustrations at end of chapter), it means secretiveness and 
 thrift; and in extreme examples, where these letters are very 
 carefully closed, perhaps even doubled over inside the loop, 
 stinginess and lack of sympathy or benevolence, also caution 
 and conservatism. The above-mentioned letters, when left 
 open or disjoined, stand for generosity, sympathy, credulity, 
 extravagance, open-mindedness, adaptability, progressiveness, 
 and a desire for self-advancement and culture. 
 
 Roundness of writing denotes an artistic and refined 
 nature, love of beauty, ease and pleasure. An easy going 
 nature often employs this handwriting. 
 
 Angular handwriting stands for energy, aggressiveness, 
 positiveness, action. This also means quickness, keenness and 
 impulsiveness. Often this is the handwriting of a convex type 
 with elastic or hard consistency. 
 
 The so-called masculine writing is large in size and some- 
 what lacks sym'metry and polish. The letters are large and 
 triangular; the writing tends to be sweeping, and the extrava- 
 gance in spacing is pronounced. It may be the writing of a 
 man, or woman, who has strong masculine traits of character. 
 This writing is called masculine not because of sex, but because 
 of the character it denotes. 
 
 The feminine handwriting is small and refined in size 
 and denotes in a man or woman, a well-bred, kind nature, love 
 
 115
 
 Why You Are What You Are 
 
 of art and beauty, daintiness ; profound and sympathetic traits 
 of character go with this handwriting. 
 
 The writing of old age is in a class by itself. Its peculi- 
 arity is its shaky, uneven letters, with many zigzags, which 
 are caused by the trembling hand. (See illustration at the 
 end of chapter.) It is very pronounced in old people who 
 have become unsteady in their muscular control. 
 
 Childish writing is that which is disproportioned and un- 
 balanced in size and shape ; it isn't really writing, it is simply 
 scrawling. Whenever it is found in young or old, it means 
 immaturity of mind and an undeveloped intellect. 
 
 The writing of youth, is not as crude as the childish type, 
 altho it partakes of some of its characteristics. It is, in gen- 
 eral, more even and better proportioned, denoting growth and 
 making of character. 
 
 Flourishing writing denotes an egotistic nature, and a 
 tendency to attract the attention of people, hence the many 
 intricate concoctions in letter-making. This type, as a rule, is 
 fond of himself and fond of praise and compliments, and will 
 go far to get them; this is the reason for such pains in adorn- 
 ing letters and making unnecessary designs. Perhaps it is a 
 good idea at this point to consider other indications of sel- 
 fishness, and therefore a tendency to try to please people by 
 beautiful letters in order to get self-praise. The letters m, n, 
 v, y, w, are especially important in this study. If these letters 
 show an inward turn such as shown in the writing illustrated, 
 that denotes selfishness, secretiveness and conceit. If they are 
 straight or outward that means altruism, willingness to help 
 and co-operate. It is a good indication and very true to char- 
 acter. 
 
 The crossing of t's is very interesting, for it helps to 
 gain an insight into a person's will-power. Thus, the strong, 
 
 116
 
 Why You Are What You Are 
 
 bold crossing of t's denotes powerful, active will, resolute 
 determination and quickness in execution. When it is very 
 pronounced it may be too overbearing and crushing, driving 
 one on regardless of opposition or the toll it takes en route. 
 When the crossing is firm but not so long and bold, it means 
 a strong but diplomatic, tactful will. It shows a will that 
 causes one to arrive slowly but surely; a will modified by 
 common sense. When the crossing is very weak and thin, it 
 betrays the weak will. The will that never is able to shoulder 
 its way to the front. Sometimes there is no crossing at all, 
 and that denotes an absent-minded, undependable, fickle in- 
 dividual. 
 
 Physical courage and audacity are shown by very heavy 
 and high-pressured letters written in an angular manner, and 
 often very illegible. As an illustration note Napoleon's or 
 Roosevelt's writing. 
 
 Neatness of writing stands for dependability, modera- 
 tion, system, method, accuracy, order and love of neat ap- 
 pearance in every respect. The letter that is well punctuated, 
 well written, neatly sealed and correct to the last detail, is a 
 good indication of an orderly mind. It goes, as a rule, with 
 the character that is the opposite of shiftless, impatient, care- 
 less or slouchy. It points to the fact of clean habits, self- 
 respect, dignity and prudence. Nothing is overlooked that 
 can give the writing an irreproachable appearance. 
 
 The envelopes providing they are not soiled or blotted 
 also show the habit of neatness. An apology on the part of 
 a writer for an untidy letter is a poor excuse, and should not 
 'mitigate the habit of carelessness and laziness that so often go 
 together. 
 
 The most desirable writing is neither large nor small; 
 it is straight in slant and vertical in letter formation (See 
 
 117
 
 Why You Are What You Are 
 
 illustrations.) There are no flourishes; all extremes are left 
 out; in general it appears neat, unostentatious, unassuming; 
 yet is attractive, because in every respect it is legible. It 
 is well-proportioned and has no ends and fancy tails to its 
 y's, capitals or other letters. It is straight and plain, beau- 
 tiful yet not ostentatious the best indication of the stability 
 and straight-forwardness of the plain but just character whose 
 word is law. 
 
 118
 
 CHAPTER FOURTEEN 
 
 The Study of Vocational Guidance For Children 
 
 THIS problem, to the author's way of thinking, is the 
 burning question of the day. I am more concerned with 
 this phase of Character Analysis than any other, no mat- 
 ter how important others may appear to be. I am asked 
 by people everywhere I go more about this phase of the study 
 than all the rest combined, excepting only the question of mat- 
 rimony, which is second in vastness to children's vocational 
 guidance. For the above reason, two full chapters will be 
 devoted to this question, altho ten could easily be written, 
 if the subject were to be treated from all standpoints. The 
 purpose here is to give enough concrete facts so as to enable 
 parents and teachers to deal justly and successfully with them. 
 Christ has said: "But whoso shall offend one of these little 
 ones which believe in me, it were better for him that a mill- 
 stone were hanged about his neck, and that he were drowned 
 in the depth of the sea." The most important thing in the 
 world, and the task for which we are the most responsible 
 is, of course, to bring up a child properly, to insure a healthy 
 body and mind, foundations for a worthy success in later 
 years. It is useless to say that our modern way of bring- 
 ing up and educating children is most inadequate an ap- 
 parently bold and revolutionary statement that I make deliber- 
 ately, and later shall endeavor to show why I am inclined to 
 so believe. I will also propound a concrete method of im- 
 provement at least to a certain degree in this state of mis- 
 understanding the child's problems, through lack, on the part 
 
 119
 
 Why You Are What You Are 
 
 of the great majority, of a knowledge of the psychology of 
 the child, and the formation of character in childhood. 
 
 How much a child is sometimes 'misconstrued and mis- 
 understood, with perfectly good intentions, on the part of 
 his parents can be illustrated by my own observation of a 
 boy of eight. A lady came to me a few years ago with 
 a shy little boy of eight years and said: "Mr. LeBarr, this 
 is my little boy Johnnie; I love him dearly, but I think he 
 is crazy." I asked her to tell me her reasons for saying this. 
 She continued: "You see he has a 'mania for everything that 
 has a mechanism to it, such as alarm clocks, watches, bicycles, 
 and sewing machines. He takes them apart whenever he gets 
 hold of them. Don't you think that is enough to show that 
 he is crazy?" By this time I had made up my mind which 
 was the crazier of the two, but I did not say anything, for 
 it doesn't pay to tell everything that one thinks. I said, 
 "Madam, I cannot tell you anything about this boy until I 
 analyze him." She consented, and I analyzed the boy very 
 thoroughly, and found him to be a born 'mechanical genius. 
 I then said to the lady, "Madam, if I were you I would be 
 proud of this boy of yours for the rest of my life. He is 
 a born wizard in mechanics, and you don't realize it." Her 
 astonishment was very great, and the only thing she could say 
 was: "A genius"! I continued, "Don't take my word for it 
 but send this boy to some electro-mechanical school at once, 
 and he will not disappoint my expectations. To make a long 
 story short, she did as I advised, and in six months that boy 
 was ahead of every one in the school comprised of three hun- 
 dred boys. I called up the director of the school one day 
 .nd asked him about the boy. "Why," said the director, 
 "he is a wizard. The only thing we do with the boy is give 
 him a part or the whole mechanism and say, 'Johnnie, there 
 
 120
 
 Why You Are What You Are 
 
 is something wrong with this; fix it,' and he goes right ahead, 
 often without asking a single question, and the thing is done." 
 
 This is only one of the many cases that have come un- 
 der my personal observation, showing the tragedy of mis- 
 understanding, that not always ends as happily as this case. 
 
 Somehow it is an old tradition to think that whatever 
 a child wants to do is wrong. As a matter of scientific re- 
 search, it is often the key to the solution of his future. If 
 his desire in some line is also warranted by the fact that he 
 has some talent in that direction, the parents should rejoice, 
 as the problem of their child's education is solved. It is an 
 old-fashioned idea indeed, to demand of children that they 
 must follow in the footsteps of their parents, altho once in 
 awhile it is perfectly legitimate. More often it is disastrous. 
 Therefore, the child should be allowed to take that course 
 for which he is best fitted, and whole-hearted assistance should 
 be rendered toward that end. 
 
 THE PROBLEM OF MANAGEMENT 
 
 There are all sorts of children, and so there must be 
 just as many ways in handling them. It is idiotic to attempt 
 to employ the same methods with children, whether in school 
 or out of school. Some children respond very readily to 
 kindness; some, to firmness; some, to love; some can be ap- 
 pealed to through reason, pride, ambition, imagination, sense 
 of dignity, honor, sportsmanship, justice and manhood. Thus 
 you must appeal to the strongest instinct of the particular 
 child. The knowledge of Character Analysis in this con- 
 nection is obviously indispensable to every teacher, parent 
 and educator; the lack of this knowledge disqualifies one to 
 be in a place of such responsibility. Our children of to-day 
 
 121
 
 Why You Are What You Are 
 
 are our citizens of to-morrow, therefore it is but logical that 
 we should do all in our power to understand them rightly and 
 act accordingly. The future of the world depends wholly 
 upon the children of to-day. How many of us realize the 
 magnitude of this problem of child rearing and educating? 
 Many talk, but few act. Study our teaching staffs, and you 
 will find that ninety-five per cent, of the teachers have little 
 or no idea of Child Psychology or Character Analysis. Do 
 you wonder that we have so many failures in life? The au- 
 thor doesn't. The wonder is, not that we have so many 
 failures, criminals and misfits, with all the ignorance of the 
 problem at our backs, but that regardless, we have so many 
 successes and so much happiness. With the scientific knowl- 
 edge, and application of the facts in this direction, it is pos- 
 sible in one generation to obliterate altogether the tragedy 
 of the misfit and failure. Science is classified knowledge, and 
 knowledge is power, in whatever field it is directed. Scien- 
 tific education is cheap ; it is ignorance and incompetence that 
 is expensive. 
 
 As you see, the entire problem involves nothing but 
 everyday common sense, practically applied. The problem of 
 managing and directing a child is not as hard if the child has 
 one tendency only, but the most difficult child to guide is that 
 one which is either too versatile in all lines and does not 
 manifest superiority in any one line; or the child who possesses 
 some ability for something but does not like to work in the 
 line for which he is qualified. Instead he has an unexplain- 
 able longing to work in some other field, for which he appar- 
 ently has no ability at all. These cases are very frequent; 
 exactly the proverb well says: "The best place is the one 
 where we are not," and so there is a craving for some work 
 in which the child would never gain advancement. 
 
 122
 
 Why You Are What You Are 
 
 The human mind is an intricate machine, but patience, 
 perseverance, and the desire to find the truth about it finally 
 will prevail. We already know a good deal about its work- 
 ings, and in the future we will try to know more. There 
 is another type that we call a problematical one, and that is 
 the so-called indolent, indifferent, or complacent type; name- 
 ly, a type that doesn't know anything, and doesn't want to 
 know anything. Many a reader may put himself in this 
 very category, and there may be a grain of truth in his 
 diagnosis. This type often doesn't do anything, and is per- 
 fectly content in doing nothing. Of course that kind of a 
 child causes those in charge of his upbringing to become 
 alarmed about his future, and who can blame them? One 
 may ask if Character Analysis is an all-curing panacea. We 
 will say it is not. The value of analysis is to find out whether 
 the child lacks talents, application of talents, or both; whether 
 he is deficient in health, ambition, energy. It is the thing that 
 throws the true light on the case and prevents misunderstand- 
 ing. In many cases the child is not to bla'me for being in- 
 active, lazy or indolent. Character Analysis finds the cause 
 and often the remedy a great deal when you stop to think 
 about it, but as to whether it is the omnipotent remedy for 
 every ill, of course, is open to question. Pri'marily, Charac- 
 ter Analysis brings understanding out of chaos, and enables 
 one to see the facts as they really are and not as we like them 
 to be, but even if the true facts are bitter, we say "Faults 
 once recognized are half overcome." 
 
 We Character Analysts are often asked as to the age at 
 which a child can be analyzed with a great degree of certain- 
 ty. I, for one, have no standard rule as to the age, for it 
 depends wholly on the child. Some children at the age of 
 three have the intelligence of a five-year.-old child; some are 
 
 123
 
 Why You Are What You Are 
 
 just that much behind their years. Some are very pro- 
 nounced types and can be read easily at the age of four or 
 five, but there are others who are of the so-called "mixed" 
 or combination types that could be deciphered with better re- 
 sults at the age of twelve or thirteen. Then, there are the 
 balanced types that are hard to analyze until so'me one trait 
 takes the leading place. So there is no set rule in regard 
 to the age, but at any stage a general analysis is good for 
 the child's future, because it surely gives at least some insight 
 into his psychology, and of course some is better than not 
 any. There are some features that rarely change at all; 
 for example, the color of eyes, length of the head and a few 
 others, so that the earlier the child is analyzed the better, 
 but an additional analysis in later years will, of course, be 
 very desirable. Let us earnestly hope that in the near fu- 
 ture, we shall have in all our schools and colleges, some one 
 who is there expressly for the purpose of telling us what we 
 really are and what is best for us to do in life. If not many, 
 at least so'me of us know that it could be done, and if the writer 
 did not have this conviction, based on actual facts of his 
 personal experiences in analysis of 'multitudes of people for 
 vocational purposes, the above statement would never be here 
 recorded. The fact that an early start in the right direction 
 will save so much time and energy, should hasten the day 
 when we shall have scientific vocational guidance courses in 
 all of our schools. 
 
 124
 
 CHAPTER FIFTEEN 
 
 Vocational Guidance For Children 
 
 "In thy face I see the map of honour, truth and loyalty." 
 
 Shakespeare. 
 
 IT is a known fact in Physics that "Force invariably arouses 
 force in opposition to itself" ; therefore, those who be- 
 lieve in "reforming" children by punishment of all kinds, 
 do not know the working of the simple law of opposition 
 in this world. They simply show their ignorance of Child 
 Psychology, and should never be permitted to be in charge 
 of youth in the capacity of parents, teachers, or educators. 
 Physical punishment is especially criminal in its far-reaching 
 effect on the nerves and mind of a child. The physical effect 
 of punishment is soon gone and forgotten, but the psycho- 
 logical effect is never forgotten, and that is why corporal 
 punishment should be an offense punishable by law, and heavy 
 fines i'mposed on those who practise it. I have witnessed 
 cases where children were made nervous for the rest of their 
 natural lives through punishment, or where they were made 
 to lie in order to escape it, and many other wrongs that are 
 too numerous to mention. This fact is underestimated even 
 by our leading psychologists. The most delicate thing that 
 we know in this world is the mind of a child. Its powers and 
 possibilities are unfathomed and are often killed before they 
 have a fair chance. By what? By gross ignorance on the 
 part of adults. Do I blame the adults? No! They know 
 no better, of course, but that does not mean that we should 
 go on forever in that same old-fashioned, out-worn way. I 
 
 125
 
 Why You Are What You Are 
 
 have been able to get along with the worst children without 
 resorting to force, except the force of kindness, love, tact and 
 understanding. Every one can do this if he only knows how. 
 The following case will give a concrete illustration of 
 "the law of force in opposition." In New Jersey, a few 
 years ago, a boy of eleven years killed his 'mother and his 
 ten year old sister. I investigated the case and this is my 
 finding: A "bad boy" type of tremendous possibilities as a 
 contractor; had a wide, destructive, constructive head (sign 
 of great energies) ; was constantly abused and punished by 
 his mother, often for absolutely nothing. He bore this as 
 long as he could, and finally his energies broke loose. One 
 day when he was attacked violently by his unruly and un- 
 reasonable, but obnoxious mother, he seized a hatchet, and in 
 instinctive self-defense, and before his mother could hit hi'm, 
 he slashed her head into pieces. His sister rushed 'madly to 
 her mother's defense, but by this time the utterly aroused 
 fighting propensities of the boy refused to be held longer in 
 check, and in his rage, he also killed her. The boy is now in 
 an institution for violent and unruly children. Who is to 
 blame, my reader? Should he be kept there for life? Think 
 it over and answer for yourself, for there are hundreds of 
 cases like this in our country that need our attention. You 
 will arrive at the conclusion that it is utterly impossible to 
 stop force by force that the best thing is to judiciously di- 
 rect it. 
 
 SOME OF THE COMMON TYPES OF CHILDREN 
 
 The "Bad Boy" Type 
 
 The "bad boy" type is simply a child who is full of life 
 and energy, and who if properly understood 'may be easily 
 managed. There must be some outlet for his energies, so a 
 
 126
 
 Why You Are What You Are 
 
 lot of activity should be provided; games and sports; useful 
 work, building and gardening. Some sort of competition is 
 a good starting point to keep this type busy. Keep him busy 
 and he will be contented. 
 
 The "Stubborn" Type 
 
 It is very interesting to note how a negative quality can 
 be turned into a positive one, and vice versa. Thus, stub- 
 bornness, obstinacy, anger and bad temper can be tactfully 
 transmitted into will, determination, leadership, persistency 
 and accomplishment. This proves that proper management- 
 can do two things at one ti'me : It prevents a child from 
 growing more stubborn and builds a better character. What 
 is stubbornness? According to Webster, it is: "Temporary 
 refusal to listen to reason." So the reason may be there, but, 
 temporarily at least, it is inhibited or stifled. Now if this 
 could be avoided by tactful action on the part of parents or 
 teachers, the tendency of waywardness will disappear. By 
 kind but firm explanation this sort of child could be taught 
 to be more reasonable, adaptable, and learn to give the others 
 the benefit of a doubt. It has been wrongly supposed that 
 one can scarcely reason things out with a child. As a matter 
 of fact, in the majority of problematical children, the only way 
 to obtain the results sought is by patient reasoning and by a 
 constant watchfulness of their tendencies. 
 
 Of course, every child is an individual problem arid spe- 
 cific instructions cannot be given here that will apply to each 
 case. We can only say that one should study every child in 
 the light of the facts above presented, and see whether or not 
 he comes under the headings of any one case enumerated. 
 Sometimes a child will partake of several typical tendencies 
 and must be dealt with according to the instruction here given 
 
 127
 
 Why You Are What You Are 
 
 in regard to the particular type. The reader will readily 
 understand from the foregoing that the proble'm is not an easy 
 one, but is nevertheless well worth time and study for the 
 sake of the great resulting good. 
 
 The Deceitful Type 
 
 There is no such person as a born liar or a cheat, except 
 in the abnormal cases, tho these traits are apt to develop 
 in certain types of children quicker than in others. For ex- 
 ample, the child that is very high-strung and a bit inclined to 
 nervousness, will invent a lie in order to escape punishment 
 or a scolding. An imaginative child is bound to overdraw a 
 picture and exaggerate, often to the degree of absolute false- 
 hood. Intentionally? Of course, not. Some great men, 
 in the realm of creative imagination have been very adept in 
 making stories out of whole cloth and often this is the best 
 indication of an active, inventive and constructive turn of 
 mind. 
 
 The judgment of a child is of course undeveloped, and 
 this often handicaps hi'm in seeing things in a true light. Thus, 
 a child may come home and say he saw a dog of enormous 
 size, whereas it may be found out later that it was only an 
 ordinary-sized one. Children often unconsciously imitate 
 their parents in wrong and right acts, as well as in lies, so 
 if you don't want your child to be deceitful and untruthful, 
 never lie to him, even in jest. An illustration 'may show the 
 result of doing so : A little boy of three, day after day, heard 
 his father and mother scold his aged and feeble grandfather 
 for spilling soup on the tablecloth. Finally the aged man 
 was put by himself to eat, and because he dropped a dish once 
 in awhile on account of his feebleness, wooden utensils were 
 
 128
 
 Why You Are What You Are 
 
 used to feed him. The little one saw and heard everything, al- 
 tho the parents did not trouble to note this fact. One morn- 
 ing the boy was playing with his toys and blocks and building 
 so'mething that resembled a soup dish, and when his mother 
 askd him what he was doing, he said: "I a'm trying to make a 
 plate that cannot easily be broken, and when you and papa 
 get old, I shall feed you out of it." This example of how 
 deeply environment will impress itself on a child's mind is 
 worth remembering. 
 
 It is a bad start to promise things to a child and then 
 forget to carry out those promises. I shall never forget an 
 instance of this fact that occurred in my own early childhood. 
 My father promised to keep 'my savings in his secure safe, 
 so I started hoarding pennies, and imagined that some day, 
 as my father told me, I should be the possessor of quite a 
 sum. Imagine my disappointment when one day father an- 
 nounced at the table that I was a bankrupt my savings gone. 
 Of course it was only a matter of pennies, but after that I 
 never took his word for things, no matter how much he tried 
 to assure me that his word could be relied on. This is an- 
 other commonplace incident, but its importance cannot be 
 over-emphasized. Avoiding issues and telling an untruth will 
 never prove effective, in the long run, with any child, and es- 
 pecially a bright one. The teaching of the values of life, 
 and of the practical ways to go about things should be early 
 instilled. An incentive to earn and save money is a good idea 
 for any child to have. What a child needs and should have 
 is right direction as early as possible, for a right start will 
 insure success ; therefore, help your child to cross the border 
 of immaturity into the land of reason, common sense, justice 
 and experience, where he will take care of himself, and he will 
 thank you for your earnest endeavor in giving him the most 
 
 129
 
 Why You Are What You Are 
 
 important thing in life the right start. Isn't it worth the 
 trouble, to see the results of your guidance evinced in a bright, 
 upright, successful and happy boy or girl? Nothing should 
 prevent you fro'm doing that; if you cannot do it yourself, 
 at least you can ask the assistance of those who can. When 
 you want to invest your money, naturally you go to the stock 
 broker; so the logical thing for you to do in a case where 
 you do not understand or are doubtful about your child's 
 character, is to consult a Character Analyst. It is a great 
 inspiration to watch children with many limitations succeed 
 in working out their own salvations, but of course they would 
 accomplish more had they been given right help at an early 
 age. 
 
 The Folly of Scolding Children in Public 
 
 Perhaps the second greatest curse upon the child, in ad- 
 dition to beating, is scolding in public. Altho any reasonable 
 parent or teacher would not be so unwise, it must be con- 
 sidered for the sake of those who practise it. The effect of 
 scolding is demoralizing and detrimental again from the 
 psychological standpoint. It makes a child hateful, antago- 
 nistic, and resentful toward those who do it, and eventually 
 toward everybody. The people who suffer greatly in life 
 at the hands of some unjust person, become unsociable and 
 revengeful toward the whole of humanity. This is not a 
 supposition, but the result of research in so'me hundreds of 
 cases. Not only is scolding in public very injurious to the 
 child's character, but praise in public also has an undesirable 
 effect on the young mind, fostering as it does a complete 
 egotism and craving for approbation, which if carried to the 
 extreme is most harmful. 
 
 If some one will say, "Well, I've done my best with my 
 130
 
 Why You Are What You Are 
 
 child," this is a poor excuse if their best was not quite enough ; 
 for in our age of science one may obtain the necessary in- 
 formation in regard to a child's management, if one so de- 
 sires. There are so'me factories in Europe where even a true 
 use of the excuse "I didn't know this or that" never prevents 
 a man from losing his job if he makes a mistake. In other 
 words, no one should do things blindly in this world and then 
 apologize afterwards, if he could possibly have found the 
 right way of doing things. This is not a preachment but a 
 retaliation to those who ask me so many times if people should 
 be excused for their ignorance. They should not! 
 
 Another thing that is very common and also fundament- 
 ally wrong is to check children on the use of negatives. Such 
 phrases as "don't," "shouldn't," "'mustn't," "I told you not 
 to touch it," "Didn't I forbid you?" etc., should be struck 
 out of the vocabulary of a person dealing with children. In- 
 stead of that, tell the child what to do and how to do it. Ex- 
 plain carefully to the child in a patient, agreeable way rather 
 than appear preposterous by losing your temper. Every child 
 is fitted by nature to do one thing really well. The only rea- 
 sonable course is to find out what it is. This question is 
 thoroughly considered in my new book (now in preparation) 
 called "Every One Is a Genius," meaning, of course, every nor- 
 mal person is endowed by nature to do one thing supremely 
 well. 
 
 The Slow and the Fast Types and How They are Managed in our Schools 
 
 It is a pity, but it is true, and a more absurd treatment 
 of children could not be imagined, yet you know as well as I, 
 that we hurry the slow pupils to death that they may keep up 
 with the brighter ones, and hold back the brilliant, so that 
 
 131
 
 Why You Are What You Are 
 
 the slow may catch up to them. An authority tells us that 
 we should revise our educational system so as to meet the 
 following conditions. In primary schools we teach children in 
 order to qualify the'm for high school; in high school we pre- 
 pare them for college. The curriculums are made with this 
 in view. Statistics, however, show that only four out of every 
 one hundred who start with the primary school ever enter 
 college, and about from sixty-five to seventy-five per cent, 
 leave school to go to work. We should be mindful of the 
 above stated facts, and do something to remedy them. We 
 should inculcate more practical information in our primary 
 schools, so if the student is obliged for some reason or other 
 to go to work before entering high school or college, it will 
 help him to be more successful in earning a livelihood. This 
 we consider in connection with Character Analysis, and not in 
 order to be ostentatious or critical in the least. The above 
 thought was suggested because of the fact that some people 
 come to me for character analysis, and I find that they failed 
 not only because of a lack of higher education, but because 
 on the other hand, the primary education which they did re- 
 ceive was not practical enough to enable them to do justice 
 to their fundamental tendencies of character. Elsewhere in 
 this book the reader will find discussed more fully constructive 
 suggestions along these lines. 
 
 The Shy Type 
 
 This type is found among the so-called "mental" or in- 
 trospective children ; the type that wants to be let alone and 
 often strays from company partly because of natural timid- 
 ity and partly from lack of self-confidence. He is easily fright- 
 ened and is sensitive, hence he should be encouraged to stand 
 up for his rights and cultivate sociability. If he is a'mbitious 
 
 132
 
 Why You Are What You Are 
 
 in any way at all, it will help a great deal to appeal to that 
 ambition in order to overcome this drawback. As a rule, an 
 ambitious child does not like to appear limited, and if made to 
 realize this, he will fight for liberty with a courageous 
 appearance. The writer went through this experience him- 
 self, and after a long struggle, succeeded in completely over- 
 coming timidity. Your child could do likewise. 
 
 Akin to the above type is the cowardly or "baby boy" 
 type that is afraid to fight and to face obstacles, and such a 
 nature is a tre'mendous drawback. This also can be changed 
 to courage and ambition, by encouraging the boy to play manly 
 games, and stand firmly for his rights. If it happens that 
 this boy has great pride, a sense of justice or moral courage, 
 it is best to appeal to those qualities. The chances are when 
 these qualities are brought into play, all sense of danger 
 will be forgotten, fear discarded, and a cowardly-inclined boy 
 who has a strong sense of justice will battle to the end for an 
 unjustly treated friend. 
 
 The Philosophic or Thinking Type 
 
 This type is more often misunderstood than any other. 
 He is called "queer," "a puzzle," "crazy," simply because 
 he likes to think and because he cares little for play. He is 
 visionary, absent-minded, forgetful and dwells a good deal 
 in imagination a world of his own. He is sometimes found 
 scheming and inventing, while others think he is doing noth- 
 ing. He thinks far better than he talks, and often is 'more 
 intellectual than his parents or teachers. He is a born pioneer 
 in thought and science, and should be so treated. You may 
 distinguish this type of boy by his quietness, reserve, concen- 
 tration, absent-mindedness in the routine of life, and an early 
 
 133
 
 Why You Are What You Are 
 
 ability to study and to create. He is apt to ask baffling ques- 
 tions that are hard to answer; these are some of the ear-marks 
 of the philosophic type. Let me add that the training of such 
 a child should be commenced as early as possible and that 
 play be encouraged. 
 
 The Inquisitive Type 
 
 The type that is the most difficult and often the most 
 exasperating of all is the inquisitive child, who asks too many 
 questions, and wants reasons for everything. This type is 
 not just a senseless interrogator; he has to do this in order to 
 satisfy his craving for knowledge. Parents should be very 
 proud to have a child like this, for it is a very good indication; 
 for he is destined to be a scholar and an investigator. Give 
 such a child a reason for a thing, and he will never bother 
 you again along that line, altho he may keep you busy with 
 new questions. This kind of child often learns things quickly 
 and far ahead of his competitors. He is a busybody; and 
 is in a hurry to learn and by no means should he be held in 
 check or restrained unless it be in behalf of his health. He 
 is energetic and restless and often dubbed "a perfect nui- 
 sance" an unjust accusation, for it is that craving within the 
 child which keeps him on the move and makes him inquisitive. 
 Once his thirst for knowledge has been satisfied, he will be a 
 doer of big things. 
 
 The "Bad Boy" Type 
 
 Last but not least to be considered is the commonly 
 called "bad boy" type, which really is the "best boy" of all. 
 This is the type which is invariably the born leader who breaks 
 and demolishes everything in the development of powers 
 which are to prepare him to tackle the obstacles of life. This 
 
 134
 
 Why You Are What You Are 
 
 propensity to tear and smash things enables him to surmount 
 obstacles and barriers energy as yet uncontrolled, but the 
 same calibre of which our generals, explorers, pioneers, dis- 
 coverers, organizers, builders, diplomats and orators are 
 made. One thing can be done in this case to direct rightly 
 this child's energies, for the same qualities that make him de- 
 structive, also make him constructive. This boy will not be 
 forced or coerced but will always respond to direction. A 
 case in point is this : There was this kind of boy in one of 
 the schools in Boston, who was so full of energy that no one 
 could manage or control him. He was a problem, and altho 
 good in general ways, was always getting into scraps with 
 other boys; at two he would fight John, maybe at three George. 
 "He is crazy to fight," his principal told me. I took the case 
 and advised that the boy be appointed sort of chief on the 
 premises to look out for other boys, so there would be no 
 fighting done during the recess and study hours. He was to 
 be paid a little money for performing this duty. Never again 
 did he get into mischief; he was an exa'mple and no one broke 
 the rules for fear of getting punished by this born fighter 
 for doing so. The secret of his cure was the diversion of 
 his energy into a creative channel; altho he was still a fighter, 
 it was for a good cause. 
 
 Thus we may see that every child may be successfully 
 "reformed" by the right treatment according to each individ- 
 ual case, rather than by one 'method for all, which is con- 
 demned to failure before it is applied. Among the above- 
 mentioned methods which could be successfully used for every 
 child are love, kindness, reasonable and tactful firmness, sym- 
 pathy and understanding. We cannot over-emphasize the 
 fact that each case must be studied and considered separately 
 and scientifically. Try this method and win by it. 
 
 135
 
 Why You Are What You Are 
 
 Analyzing The Job 
 
 A brief explanation will be helpful in regard to work 
 itself. So far, we have been analyzing the child; now let 
 us analyze the work, whatever it may be. There are some 
 fields of work that parents should be familiar with and in 
 which they should not place their children unless the children 
 are unusually adapted to such occupations. We mean 
 the over-crowded professions, such as law, dentistry and "med- 
 icine. Another field that should be avoided is the obsolete or 
 that which is going out of existence. Take for instance, 
 harness-making. The horse is fast being replaced by machin- 
 ery, so it is only a question of a few years when it will be of 
 little use. There are also jobs that are only of temporary 
 duration, such as ammunition-making during war times, also 
 the ones that are fashionable and their vogue very uncertain, 
 such as modern dancing. In other words, analyze the 
 job and know why you do not want your boy or girl to go into 
 a certain line of work or why you do desire certain things for 
 them. A guess is only a guess even at its best. There is an 
 excellent example in another book of 'mine: "More Facts 
 on Character Analysis," where I have cited the case of a 
 Boston manufacturer who lost $65,000.00 because he was 
 negligent in employing men for responsible positions in his 
 large concern. He, however, was broad-minded, and later 
 admitted the necessity of Character Analysis in selecting the 
 men he needed. 
 
 It is comparatively easy to analyze different jobs in the 
 light of the science that is presented in this book. First, 
 should be considered environment. Some persons are better 
 suited to work in a cold climate; for instance, blondes and 
 convex people. Some will do better work in a hot climate; 
 such as brunettes and those who are concave, or plain with a 
 
 136
 
 Why You Are What You Are 
 
 tendency toward concavity. Then the field of work should 
 be studied; whether it is to be in one place, one state, or the 
 whole world, and the advice should be used accordingly. If 
 the child promises to be a globe-trotter, he should be placed 
 in a position that will give hi'm the opportunity to travel; if 
 he is a "maintainer" or conserver by nature, a steady position 
 in one particular place should be selected. 
 
 Perhaps the thing that holds 'most people back is that 
 they have some minor, but acute deficiencies, hence care should 
 be taken to determine whether the child is mentally and physi- 
 cally healthy. Of that we shall speak 'more fully, however, in 
 respect to both children and grown-ups, in the later chapter 
 on conditions. 
 
 The man is employed, or should be employed, because 
 he can work well, therefore his limitations should be noted 
 before and not after his work is chosen. The general points 
 sought for by both unscientific and scientific employers are 
 industry, honesty, energy, intelligence and health. These 
 are the bed rocks on which the industry of the world depends 
 for its existence and maintenance. Then, of course, come 
 such points as skill, speed, education, experience and special 
 training, but the first mentioned five are the fundamental ones, 
 for without health and honesty and the complimentary traits, 
 man is not in the long run, worth his salt, even though he 
 possesses genius and skill. He cannot be depended upon if 
 he is dishonest or if his usefulness will be curtailed on account 
 of health conditions. So here we have the fundamental and 
 the arbitrary principles by which we must be governed. 
 
 Contrary to the up-to-date scientific way of choosing 
 work, we mention the old way of mere chance selection of 
 work, or the method of least resistance. Suppose a boy is 
 about to graduate from High School; there happens to be an 
 
 137
 
 Why You Are What You Are 
 
 opening in a local grocery store; the store proprietor and 
 the family of the boy are friends; so the heads of the two 
 homes talk the matter over, and through force of circum- 
 stance, a natural born surgeon becomes a grocer. This old- 
 fashioned method is not only unscientific, but also unjust. 
 
 The final advice I give is to use all the facts possible 
 in an unbiased, patient, and scientific spirit; if after that you 
 find yourself in error, your conscience will be clear. Truth 
 and Character Analysis are merciless in operation but kind 
 in the long run. 
 
 138
 
 CHAPTER SIXTEEN 
 
 A Brief Analysis of President Warren G. Harding (Fig. 37) 
 Observed from the Face Alone. 
 
 "I saw his heart in his face" Shakespeare. 
 
 PRESIDENT Harding has a high, wide forehead, medium 
 square, which indicates broad-mindedness, and intellec- 
 tual powers that find their expressions rather scientifically. 
 Squareness of forehead always stands for cautiousness and a 
 certain degree of conservatism. Practical thinking is indicated 
 by the convexity of the forehead, therefore, the President is in- 
 clined to be business-like in all his undertakings. As indicated 
 by the shape of the forehead, he would treat a subject on a 
 large scale rather than on a small one. He is open to convic- 
 tions, and cosmopolitan in his methods of discussing different 
 problems; that is to say, he is broad-minded enough to appre- 
 ciate the viewpoint of others, and therefore is not dogmatic 
 nor too set in his own ideas. We call a 'man with this trend 
 of mind a diplomatic character. 
 
 The eyebrows, which are very heavy, with prominent 
 sinews, denote good powers of observation and indicate that 
 the five senses are most active. These are the eyebrows of 
 an investigator, observer, calculator and a person who likes 
 to see things for himself; in other words, in order to be con- 
 vinced he demands facts. 
 
 The eyes are steady and penetrating, and are neither 
 very open nor very closed, which 'means power of concentra- 
 tion, self-reliance and positiveness in thinking and expression. 
 
 139
 
 Why You Are What You Are 
 
 A steady gaze of the eye always means decisiveness and de- 
 pendability of character. The eyes of President Harding 
 show that he is not as credulous as he would be if his eyes 
 were wide open, and yet he is not secretive, as is denoted by 
 the very closed eyes, therefore, he is shrewd in his transactions 
 
 Fig. 37 
 
 Face of Pres. Warren G. Harding 
 Showing: "Stern Justice" 
 
 and yet honest enough to give the benefit of the doubt to 
 others. 
 
 Perhaps the most outstanding feature of the President's 
 face is the nose section which is long and wide. A large con- 
 vex nose indicates great energies and a capacity for accom- 
 plishment. The three sections of the nose are strongly devel- 
 oped, by which we mean the nostrils, tip of the nose, and the 
 
 140
 
 Why You Are What You Are 
 
 space between the tip of the nose and the root of the nose. 
 The size and shape of the nose, as observed in President 
 Harding, denote an aggressive, positive, and decisive char- 
 acter with a great deal of mental and physical energy to re- 
 inforce it; in other words, this is the nose of a fighter, per- 
 sistent rather than erratic. 
 
 Another interesting aspect of the face is the mouth sec- 
 tion, and especially its shape. As shown in the picture, the 
 mouth is somewhat on a straight line, with the right corner 
 turned slightly downward, and the left slightly turned upward, 
 which on account of other things being equal, shows the ten- 
 dency on the part of the President to take his duties rather 
 too seriously, as is always denoted by the drooping corners 
 of the mouth. The right side of his mouth is not sufficiently 
 downward to say that he is a pessimist, yet there is enough of 
 an indication to say, at least, that he feels his responsibilities 
 very keenly, which shows the dependability of character that 
 makes a person 'mindful of his obligations, whatever they may 
 be. With this trend of character is often found the tendency 
 to show people his sincerity in his endea'vors to serve ; a good 
 quality, if not carried to extremes, but if overdone makes 
 people over-sensitive to outside criticisms. On the, other hand, 
 the left side of the 'mouth shows that there is enough optimism 
 to counterbalance the keen sense of responsibility and thereby 
 establish a desirable equilibrium in the President's character 
 between seriousness in the execution of his duties, and enough 
 cheerfulness and optimism in regard to the outcome of his 
 endeavors. The following phrase "may summarize the fore- 
 going thought: He always "hopes for the best, but is pre- 
 pared for the worst." The entire shape of the mouth, how- 
 ever, has indications of a decisive character with a consider- 
 able amount of determination and persistency, which again 
 
 141
 
 Why You Are What You Are 
 
 is reinforced by the chin section, one of the strongest, if not 
 the strongest, feature of the face. It is long, wide and firm, 
 and denotes will-power, tenacity, persistency, determination, 
 great physical and mental endurance, physical courage, and 
 the ability to endure long hours of labor. It also adds con- 
 siderably to the general make-up of the character, because a 
 
 Fig. 38 
 Tagore. Kind Expression of the Face 
 
 strong chin section is often called, in Character Analysis, by 
 a modern appellation, na'mely, "The Shock Absorber," bal- 
 ancing the character in such a way as to enable a person to do 
 the right thing at the right time in the right way ; it gives an 
 individual due deliberation in action, and often in the long run 
 saves trouble by holding in check other tendencies of char- 
 acter, in order to give him time to weigh the facts with due 
 
 142
 
 Why You Are What You Are 
 
 consideration. In fact, President Harding's chin is, so far 
 as my study of his pictures goes, perhaps the strongest of 
 any of our Presidents. It is true that we have had other Chief 
 Executives with a great capacity for work and an ability to 
 endure hardships attributes of the strong development of 
 the chin section, but the indications of President Harding's 
 chin are such as show him to be a hard worker, and at the 
 same time very forceful and determined in the execution of 
 his tasks ; in other words, there is strong will-power and great 
 endurance combined in one chin. 
 
 The synthesis of Character Analysis in its highest de- 
 gree is an ability to analyze a person from the so-called "spirit 
 of the face," in a few words, (See Fig. 38) so for the benefit 
 of the student, I summarize my study of President Harding's 
 face by the interpretation of the "spirit of the face," as it is 
 shown in one of the best available pictures of our President. 
 It shows this: Steadfastness, balance, and stern justice with a 
 natural, practical bent of the mind. This is as far as one 
 'may go with the study of the front view of the face. This 
 illustration was given for the sole purpose of showing the 
 student how he should proceed when he tries to analyze per- 
 sons by the features of the face alone. As was illustrated 
 above, he should take each lineament separately, and consider 
 it in its proper light. 
 
 The student will find that the most difficult thing is to 
 briefly sum up the "spirit of the face," for that can be done 
 only by long and painstaking practice, until finally it becomes 
 second nature. In President Harding's case, for example, the 
 most 'outstanding description of the "spirit of the face" is, 
 in my judgment, the stern justice. Why I have this i'mpres- 
 sion would take a considerable time to explain, but the fact 
 that I a'm correct will be evident to anybody who will study 
 
 143
 
 Why You Are What You Are 
 
 the subject thoroughly, and in that study he will find that the 
 formation of each feature in the face contributes to this ver- 
 dict which I have pronounced in two words. 
 
 To sum up the character of the President from the facial 
 study, and also from the proportion of the head as it is shown 
 in profile : He is open to convictions, and likes to confer with 
 those who are supposed to know a great deal in different lines 
 of work, but the chances are that he will, when all is said and 
 done, do things as he sees fit and his individuality will be 
 stamped upon the whole procedure, altho the advice he gets 
 from others undoubtedly will be incorporated in the general 
 scheme of this consummation. It appears as tho the advice 
 of Shakespeare in "Hamlet" to "Take every 'man's censure 
 but reserve thy judgment," is literally interpreted by the 
 President. 
 
 144
 
 CHAPTER SEVENTEEN 
 
 Scientific Salesmanship 
 
 AS every one of us is a salesman of some kind, this chapter 
 is exclusively devoted to scientific salesmanship in gen- 
 eral. The greatest authorities on this subject maintain 
 that the most successful way to do business is to go into it with 
 the idea of giving the customer equal value for every dollar re- 
 ceived. At present we are speaking about the legitimate and 
 fundamental way of doing things, and the salesmanship that 
 is based upon co-operation rather than exploitation is in the 
 long run the most enduring and successful. That is why 
 the good reputation of so'me dependable, commercial house, 
 for example, means more to the buyer than the most alluring 
 and colorful advertisements of the lesser known concerns. 
 For instance, the Tiffany mark on your jewel box spells de- 
 pendability. As to the question, "who is a sales'man, and 
 what is salesmanship?" we said in the beginning that every 
 one, to a certain degree, is a salesman, if he is doing any 
 kind of work at all for his subsistence. A doctor, for ex- 
 a'mple sells his services to his patient; a lawyer, to his client; 
 even a common laborer maintains his work 'more by induce- 
 ment and co-operation than anything else. The right way to 
 deal with those who buy our goods, services, thought or knowl- 
 edge, is to make those people feel that we are giving full ser- 
 vice for value rceived. One should, of course, try to make a 
 reasonable profit, but at the same time he should be mindful to 
 give the other party the benefit and worth of his money. The 
 
 145
 
 Why You Are What You Are 
 
 man who wins in the long run is the man who works by sci- 
 entific 'methods; he can squarely answer to himself or others 
 why he does certain things and why he does not this is sci- 
 entific salesmanship. Every one is willing to pay the price if 
 he is convinced that the goods, whether they be tangible or 
 intangible, are worth as much, if not more, than the money he 
 is charged for them. Of course, behind success in any busi- 
 ness, must be a mind that comprehends every situation that 
 may arrive. 
 
 Assuming that the salesman himself is adaptable to all 
 possible circumstances, two outstanding features of his pro- 
 fession are the study of the customer and the study of the 
 goods he is selling. There are, however, really three: 
 The salesman, the customer, and the goods, but in this con- 
 nection we are going to concentrate on the customer rather 
 than on the other two, important though they are. To begin 
 with, the salesman should know his business and realize his 
 responsibility, but the most important thing is that he should 
 understand his customer as an individual, and here is where 
 Character Analysis plays an important part. 
 
 Suppose, for the benefit of the student, we are in the 
 light of character reading, or according to the Science of 
 Character Analysis, selling some article to different types and 
 combinations of types. Let us say that the article we are 
 selling is household furniture. Now we will show how this 
 article should be sold to a brunette type. The brunette type, 
 as you already know, is conservative, slow to decide, domes- 
 tic, serious, affectionate, and dependable. Other things being 
 equal, we should start hi'm from these fundamental character- 
 istics; therefore, a salesman will do well if he mentions a few 
 things that will appeal to this sort of individual. A remark 
 
 146
 
 Why You Are What You Are 
 
 such as the following will perhaps make this particular cus- 
 tomer feel interested: "This furniture so unusually artistic 
 yet economical will make your home very comfortable, and 
 it will give your wife and children great pleasure." As this 
 type is very fond of children and is very thoughtful of his dear 
 ones, he goes a long way, as a rule, to make them happy, but 
 he is slow in choosing and deciding; he is naturally cautious, 
 and must not be hurried. He could be so'mewhat influenced 
 by appealing to his seriousness, but he cannot be rushed to a 
 decision, because he insists on taking his time. The logical 
 way, therefore, to deal with this type is to bring him to the 
 point where he feels that it will be worth his while to make 
 a purchase; and when he asks you to give him a chance to 
 think the matter over, it is well to do so, because if he is in 
 favor of the proposition at all, his word as a rule can be 
 depended upon. The customary way of clinching the point 
 by getting the man's signature should not be insisted upon. 
 Now, to pass to the opposite type, which is the blonde, the 
 transaction will assume a different aspect, since he is very en- 
 thusiastic, energetic, hopeful and changeable, is a good mixer, 
 and appreciates these qualities in others. The logical way to 
 deal with him is to describe your article with enthusias'm; be 
 genial and friendly enough to show him you are a good mixer; 
 be positive, yet tactful, and by all means clinch your sale in 
 such a way that he cannot change his mind even if later on he 
 wants to. The chances are ten to one that if a blonde is not 
 induced to make a purchase right on the spot, he never will. 
 A haphazard way of dealing with blondes should never be 
 employed, because the blonde type is impatient, is always in 
 a hurry, is enthusiastic and impulsive, and he does things now 
 or never, so with him a slow and unsystematic way of sales- 
 manship will never be effective. Use plenty of enthusiasm and 
 
 147
 
 Why You Are What You Are 
 
 tact with this type, and try to close the deal quickly, and re- 
 member that if you try to drive this type, everything can 
 be spoiled at the last moment. The most effective way to 
 clinch a sale with the blonde type is by every possible method 
 to make him feel that he is settling the thing himself. This 
 can be done in many ways : By a cheerful invitation to sign 
 the agreement, to give a deposit, or to give some legitimate 
 guarantee that he means business. His word may be just as 
 good as any one's, but it is not a guarantee, because the blonde 
 type, in spite of himself and on account of his tendency to 
 seek "new fields to conquer," and to engage in new enter- 
 prises, is likely to change his mind by switching to some other 
 interest. 
 
 The type that is medium on the color scale should be 
 dealt with by employing the most important principles of 
 both 'methods, as he, of course, possesses characteristics com- 
 mon to both blondeness and brunetteness, only not in an ex- 
 treme degree. 
 
 The next step in this study will deal with form, or the 
 study of profile. The convex type is more or less like the 
 blonde, and is restless, impatient, and somewhat impulsive; 
 is 'full of energies and positiveness ; is in a hurry, and should 
 not be made to feel that he is detained too long. The trans- 
 action with him should be .made in a "snappy," positive, yet 
 good-natured way, because he resents force and is himself 
 a fighter by nature. The only way to handle him is with tact, 
 and without wasting much ti'me in talking about the subject. 
 Be brief, concise, and positive with this type, and if he wishes 
 to buy anything at all, he will do so quickly. A great number 
 of sales are lost with this kind of man on account of talking 
 too much; in other words, this type of customer is often talked 
 away from the proposition. There is no set rule in regard 
 
 148
 
 You Are What You Are 
 
 to how long a salesman should talk to this kind of customer. 
 One must use his own judgment in regard to how brief 01 
 how detailed the explanation and the description of the propo- 
 sition should be; but bear in mind that the talk must be brief 
 and that any statements 'made must be directed to the practical, 
 for this type cares nothing for theories and suppositions, al- 
 tho he is very much interested in the facts of the thing he 
 buys. He does not care for details, therefore, a general 
 summary in a plain and practical way of merits will convince 
 him he wants the article. If you cannot show this person 
 the thing itself, by all means show him something that will 
 take its place, such as numbers, drawings or pictures. Gen- 
 erally speaking, this customer is easy to deal with, providing 
 the above principles are adhered to. 
 
 The opposite of this type is the concave type, which re- 
 quires much the same treatment as brunettes. This type likes 
 to take its time, and therefore, if you make him feel that you 
 have plenty of leisure to give the information he wants about 
 the thing you are trying to sell, he will be delighted. This 
 type, as we learned, is very much interested in reasons, causes 
 and effects, and therefore, any interesting detail in connection 
 with the proposition will be greatly appreciated. When it 
 comes to deciding things, the concave type is slow and hard 
 to convince. Tactful persuasion on the part of the salesman 
 may be effectively applied; in fact, he can easily decide for 
 this kind of customer, if he is thoroughly familiar with the 
 peculiarities of the type. A remark like this, for instance, 
 will serve as a concluding argu'ment: "Why don't you take 
 this thing on approval, and it it does not serve your purpose 
 and does not meet with your expectations, we will be willing 
 to take it back or exchange it for another." It is as tho the 
 salesman is saying between the lines, "Well, what is the 
 
 149
 
 Why You Are What You Are 
 
 trouble? Are you in need of this article? Don't you like 
 it? This is the best you can get in its line, so why waste 
 time in going to other stores? Why not decide right now? 
 You are taking no chances, for if you find that you do not 
 get what you want from us, we are perfectly willing to com- 
 pensate you in any satisfactory way." Whatever the method 
 of clinching the point, it should be done with a large degree 
 of patience and tact, because if this type is made to feel that 
 he is being driven and is not permitted sufficient time for 
 deliberation, he will become resentful, and sometimes ob- 
 stinate a most dangerous state to put hi'm in, speaking in 
 a business sense, because when he gets to that point, it will 
 be a tremendous task to bring him out of it. 
 
 The plain type a balance between the convex and the 
 concave can be handled in accordance with his leading char- 
 acteristics, and so far as form is concerned should be treated 
 according to the suggestions above made for convex and con- 
 cave types. It should be remembered by the student that 
 the balanced types are the easiest to manage as they are not 
 endowed with extreme traits, and yield readily to ordinary and 
 everyday common sense, so one should not be anxious about 
 how to get along with the balanced type. Earnestness and 
 straightforwardness are the two surest methods to use in 
 handling any balanced type, whether it be in color, form, or 
 structure. 
 
 How TO SELL TO THE LARGE AND THE SMALL-SIZED MAN 
 
 As we learned in the chapter on size, s'mall-sized people 
 are quick and responsive ; they become enthused easily and get 
 over it quickly; therefore, in trying to sell to a small-sized 
 person, we should bear this in mind, and be precise, taccful, 
 and by no means undiplomatic. Altho a great deal depends 
 
 150
 
 Why You Are What You Are 
 
 on other combinations of variables in this type, the small per- 
 son is bound to transact business quickly, and procrastination 
 or a lack of directness may prove a hindrance in gaining his 
 favorable attention and making a sale. 
 
 The large-sized person, on the other hand, is slow, very 
 deliberate in action and easy-going in general; therefore, 
 sufficient time should be given to work this type up to a desir- 
 able frame of mind. Rush and hurry will never accomplish 
 the right result. Be as patient as possible, and dwell 'more 
 upon the points that would appeal to this type, such as the 
 durability and usefulness of the article you are selling. It 
 would also be well to point out the fact that this particular 
 article will save unnecessary exertion and time on the part of 
 the buyer, and is therefore worth the price that is asked for 
 it. However, at the conclusion of your selling-talk, decision 
 can be made for this type. As he is rather slow to make up 
 his own mind, no hurry should be betrayed by the salesman 
 when dealing with this sort of person. 
 
 THE MENTAL, MOTIVE AND VITAL TYPES 
 
 In dealing in a business way with the mental type, we 
 should recognize the mental attitude of this particular in- 
 dividual toward everything. Directness and brevity are the 
 two main points which we should bear in mind. The mental 
 type, as a rule, is absent-minded, does not like to be preached 
 to, and rather likes to talk himself and secure a hearer; there- 
 fore, a long selling-talk on the part of the salesman may spoil 
 everything. This type, generally speaking, is impatient and 
 does not care for details, so should not be burdened with them. 
 If a successful outcome is to be expected, a brief, straight-to- 
 the-point business-like statement about the matter will be suffi- 
 cient. At the beginning, in dealing with this type, it is wise 
 
 151
 
 Why You Are What You Are 
 
 to say a few words about literature or things pertaining to 
 the intellectual side of life, but it must be introduced merely 
 as a point of contact and should soon be diplomatically 
 changed to the business at hand. 
 
 The motive type, as we know, is the "man of action" type, 
 and he is after things that work, therefore, in selling to him 
 we should emphasize the practicality, usefulness, service and 
 durability of the article to be sold. He is inclined to be in- 
 dependent, and therefore should not be driven to a decision. 
 In this case also, brevity and appreciation of the qualities 
 that are combined in the motive type should be kept in mind 
 by the salesman. This type is always glad to give co-opera- 
 tion, so if one presents a proposition to him, and at the same 
 time conveys to him the idea that he is helping you while help- 
 ing himself, it will make a great appeal. The motive type is 
 sometimes called the liberty-loving type; therefore, any argu- 
 ment that calls forth his spirit of independence or service, will 
 enlist his co-operation. It has been stated by many salesmen 
 that they were able to sell things 'much more quickly to a cus- 
 tomer whom they approached in the following manner: A 
 real estate man, for example, comes to a prospective customer 
 of this kind and says : "A certain man told me that I could 
 not sell this property within a certain period and challenged 
 me to prove otherwise, and while the proposition is a good one 
 for you, I want to convince this fellow that it can be sold in 
 the specified time. If you will help me to transact this business, 
 you will not only be getting a bargain, but you will also help 
 me to win the dare." In many cases it has been found that 
 the motive type was quickly put into the right frame of mind 
 and took the property. 
 
 The vital type is entirely different from the other two. 
 It is a type that, as he is more of a selfish nature, should be 
 
 152
 
 Why You Are What You Are 
 
 appealed to more on the basis of his own personal interests. 
 Two points are the most important. You must prove to 
 him that you are saving him money and effort. This type is 
 very strong on taking things easy, and does not like to make 
 unnecessary efforts or exertions; therefore, if he can afford to 
 do so, he will purchase in order to save trouble for himself. 
 To return for a moment to the supposition that we wish to 
 sell a set of furniture, this type will appreciate very much 
 the description of what solid comfort he will take after he has 
 installed this particular set in his home. The luxurious as- 
 pect of the furniture, the comfort of it, and the economy of 
 the purchase will appeal to hi'm strongly. As the vital type 
 possesses very good judgment, he is not easily fooled and 
 therefore should be handled fairly and squarely, the points 
 above mentioned being the most emphasized. As we said 
 before, the best way is to deal fairly with all sorts of cus- 
 tomers not alone because honesty is the best policy but also 
 because, in some cases like this, it is very dangerous to use 
 either deception or trickery. The vital type is the most sus- 
 ceptible patron in regard to sham. In other words, you can- 
 not secure his order by pretty fabrications which will not bear 
 the light of thorough investigation, and time should not be 
 wasted in attempting it. 
 
 SELLING ACCORDING TO TEXTURE 
 
 This book would not be complete if we did not consider 
 selling in connection with texture. The fine-textured type, 
 as we have already learned, is very responsive, artistic, refined, 
 fond of beauty, softness of materials, comfort, pleasure, lux- 
 ury, amusement, and easy living. He is most susceptible to 
 flattery, and easily offended as well; therefore, an unusual 
 
 153
 
 Why You Are What You Are 
 
 amount of tact is necessary to handle this kind of customer. 
 If you propitiously deal with him, you can sell hi'm anything. 
 That holds true with any one, you say, but know that it is 
 particularly true regarding this type. Now, to offer a coarse, 
 unrefined article to this sort of person may at once antagonize 
 him and make the wrong start, as he does not like to be taken 
 for an individual without culture, and is very keen and quick 
 to respond to things; therefore, he may interpret this offer 
 as a suggestion that he is not refined. A general suggestion 
 which will always help a salesman a great deal in transacting 
 business with this type, is this: Emphasize the beauty, the 
 comfort, luxury, and refinement of the thing, also cater some- 
 what to his conceit by interposing a few co'mpliments in an 
 indirect way, for example, by saying, "This would be very be- 
 coming to you, etc." At any rate, every effort should be 
 made to emphasize points of beauty and high quality. 
 
 On the other hand, the coarse-textured man, altho he 
 cannot be driven, should be handled in just the opposite way. 
 Because he is independent, he does not care so much for 
 beauty and artistry, as the coarse texture shows, but he re- 
 quires and is looking for any endurance, service and power 
 that the article may possess. For this reason, a selling-talk 
 about the points of beauty of the thing is but a waste of time. 
 This type, as a rule, looks for loudness and something with 
 which to attract attention, and therefore colors play a large 
 part in appealing to him. Unusual tact must be used in deal- 
 ing with this type of 'man, because he is stubborn and very 
 blunt, and if you do not handle him with this in 'mind, and 
 say or do something that he will resent, he will tell you very 
 plainly what he thinks of you. Frank, broad and general 
 conversation he usually enjoys. The trait of good fellowship 
 displayed on the part of a salesman would be an excellent 
 
 154
 
 Why You Are What You Are 
 
 starting point. If the customer is known more or less to the 
 salesman he might say: "Well, well, how is the boy to-day?" 
 No matter if the "boy" is very old or middle-aged. A genial, 
 happy-go-lucky manner causes the independent, coarse-tex- 
 tured man to feel at home. He resents conventionalities, and 
 fine manners, therefore should not be handled according to 
 any set rules or accepted customs. Properly managed he is 
 very easy to get along with, because he is not as sensitive or 
 as vindictive as the types above discussed. There are, of 
 course, medium-textured people who should be handled ac- 
 cording to the combination of the two above types and in 
 accordance with other variables of these medium-textured 
 types, such as color, form and structure. 
 
 THE PSYCHOLOGICAL MOMENT 
 
 This question of the so-called psychological moment in 
 the transaction of any business, is the most important one 
 in the whole procedure, and this book will, therefore, not be 
 complete if 'mention of this is omitted. It is the study of 
 the psychology of the salesman rather than the study of types 
 of patrons. 
 
 The psychological moment is nothing but the right state 
 of mind of a customer at a certain stage of conversation, at 
 which time it is most desirable to offer a blank for signature 
 or something similar, in order to clinch a sale. How it is 
 to be recogni/ed in different purchasers is a thing that no 
 one can describe in so many words, but a few concrete illus- 
 trations will greatly aid any one who aspires to be a scientific 
 salesman. Someti'mes this state of mind is denoted by an 
 unconscious nod of the head, or it may be shown by a slight 
 downward movement of the hand. Some scientific salesmen 
 
 165
 
 You Are What You Are 
 
 have observed that when a man opens his arms in an eccentric 
 gesture, that is to say, away from himself, is another indica- 
 tion of his readiness to consider seriously the proposition 
 made to him. Still another sign is a very agreeable s'mile 
 with a keen and attentive look, also friendly and acceding 
 replies. It is noticeable that when a customer is not yet ready 
 or willing to seriously consider a proposition, he clenches his 
 fist or puts his hands in his pocket or else he clasps his hands 
 together in front of him. Hence any movement of the hands 
 away from the center is an indication, as the salesman some- 
 times says, of "an opening of the 'mind," and this is the crucial 
 time when a good salesman should co'mprehend the situation 
 and act accordingly a most important time a golden op- 
 portunity the psychological moment call it what you -will 
 for once lost it is seldom regained, or else it takes as much 
 more time to bring it about all over again. More sales have 
 been lost on acount of inability to grasp this psychological 
 moment, and utlize it effectively, than from any other reason. 
 The psychological moment is used by all salesmen either 
 consciously or otherwise, but to do it scientifically means to 
 work in a sure and successful way. A study in this direction 
 will be worth while to every one who deals with people, as a 
 great 'many points of significance will be discovered by obser- 
 vation, and the student will profit greatly if he learns to con- 
 sciously use them, thereby gaining the experience he needs. He 
 will learn to distinguish more signs used by different individ- 
 uals, but which signify the same thing a readiness to accept 
 the offer; a readiness which is not consciously expressed by 
 patrons, but must be recognized by the salesman as being 
 present in the 'mind. Hence he may know when to recognize 
 the great psychological moment and to close the transaction 
 without delay. 
 
 156
 
 Why You Are What You Are 
 
 The writer feels that he has included in this book every- 
 thing that is essential for the beginner in Character Analysis. 
 He cheerfully gives these fundamentals the result of his 
 wide research in the hope that they will be correspondingly 
 appreciated by the students of this Science. 
 
 157
 
 PUBLISHED LECTURES 
 
 The new book, "MORE FACTS ON CHARACTER ANALYSIS" 
 by G. H. LeBarr, has just been published. This includes two lectures: 
 "Why You Are What You Are," and "Refitting the 'Misfits' Through 
 Character Analysis," also several interesting monographs: "How To Be 
 Happy Though Married," "Criminals I Have Met While Studying 
 Prison Life in Europe," and other equally helpful papers on subjects of 
 paramount interest. 
 
 This volume is a pocket-edition, attractively bound, and is full of 
 hitherto unpublished facts. The price is $1.00 ($1.10 by mail). The 
 edition is limited, so send your order in to-day. All checks or money 
 orders should be made payable to G. H. LeBarr, 72 Westland Avenue, 
 Boston (17), Mass.
 
 WHAT is PRIVATE ANALYSIS? 
 
 Private analysis is designed for the immediate purpose of determining 
 what is best for one to do. The analysis is made from a study of the 
 physical appearance, such as color of eyes, hair and skin, proportion of 
 face and body, profile, texture and general expression, including voice, look, 
 hand-writing and hand-shake. 
 
 In such an interview it is possible to solve all personal problems, 
 such as vocation, health, marriage; strong and weak points are shown, 
 so that the client can see for himself. In a word, a scientific diagnosis 
 of character is made that puts a man on the right track and keeps him 
 there no matter who he is, where he is, or what he is. Mr. LeBarr also 
 prepares a complete summary of his Analysis for each client. Analysis 
 can also be made from photographs, hair specimens, and hand-writing. 
 
 For information in regard to fees, apply to G. H. LeBarr, 72 West- 
 land Avenue, Boston (17), Massachusetts.
 
 LECTURES 
 
 All of Mr. LeBarr's lectures should be booked through the Redpath 
 Lyceum Bureau, Little Building, Boston, Massachusetts, where all in- 
 formation concerning them and the lecturer can be obtained. Some of 
 the lectures offered are: 
 
 How To Size Up a Man. 
 
 Character Analysis in Matrimony and Divorce. 
 
 Child Management and Vocational Guidance. 
 
 Refitting the "Misfits" Through Character Analysis. 
 
 Why You Are What You Are. 
 
 Psychology of Memory and Character Analysis. 
 
 Self-Knowledge Through Character Analysis. 
 
 Psychology of Success and How To Get It. 
 
 Each lecture is complete in itself and is supplemented by practical 
 demonstrations on volunteers from the audience.
 
 LEBARR'S SCHOOL OF CHARACTER ANALYSIS 
 
 LeBarr's School of Character Analysis, afternoons and evenings (2 
 P. M. and 8 P. M.). Classes are formed the ist and the I5th of each 
 month commencing October ist. The fee for a two-hour course of ten 
 lessons is $25.00, including text-book. 
 
 The advanced course in Character Analysis, (devoted largely to 
 the actual analysis of people), consists of 20 two-hour lessons. (Fee, 
 $50.00.) The above courses are held twice a week, the ten-lesson course 
 on Wednesday and Friday evenings; and the advanced course on Tuesday 
 and Thursday afternoons. 
 
 If a sufficient enrollment is made, a course of 10 two-hour consecu- 
 tive lessons is given in the morning at 10 A. M. for those who live out 
 of Boston and who have to commute. Diplomas are given on the com- 
 pletion of each course. 
 
 Application should be made to G. H. LeBarr, Director, 72 West- 
 land Avenue, Boston (17), Mass.
 
 NEW BOOK IN PREPARATION 
 
 Orders are now being received for "THE PSYCHOLOGY OF 
 WILL IN ACTION," a new book by G. H. LeBarr, B. S., to be pub- 
 lished the first of January, 1923. This book presents the latest startling 
 facts about the most potential force known to humanity the will. It 
 shows how to develop and apply the will so as to achieve success where 
 others have failed. The price is $2.00 ($2.10 by mail). Address G. H. 
 LeBarr, 72 Westland Avenue, Boston (17), Mass.
 
 FOR CLASS USE ONLY 
 
 Fig. 40 
 
 Fig. 40
 
 FOR CLASS USE ONLY 
 
 Fig. 39 
 
 This Chart is Expressly Made 
 for The Class Work and 
 Should Be Disregarded by 
 General Reader. It is used 
 Chiefly in Connection With 
 the History of Development 
 of the Science of Character 
 Analysis
 
 M emoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Af 
 
 e m o r a 
 
 11 d a
 
 M emoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 Memoranda
 
 University of California 
 
 SOUTHERN REGIONAL LIBRARY FACILITY 
 
 405 Hilgard Avenue, Los Angeles, CA 90024-1388 
 
 Return this material to the library 
 
 from which it was borrowed. 
 
 REC'D 
 MAR 2* bbb
 
 REGIONAL LIBRARY F 
 
 A 000 028 766 4 
 
 THE LIBRAE? 
 UNIVERSITY OF CALIFORNIA 
 
 IPS ANGELES
 
 ST. 
 
 Universit; 
 
 Southe 
 
 Libra;