Ideally, you almost "tune" yourself to the attitude of the judges (i.e., your [[audience]]), and then carry them with you in your oration. [[Quintilian]] notes, > [F]ew indeed are those orators who can sweep the judge with them, lead him to adopt that attitude of mind which they desire, and compel him to weep with them or share their anger. And yet it is this emotional power that dominates the court, it is this form of eloquence that is the queen of all. ([[Institutio Oratoria (95 AD)|bk IV, ch 2]]) You can't do this with logic and [[logos]] alone. [[Quintilian]] here is talking about the necessity of using both cool emotions ([[ethos]]) and hot emotions ([[pathos]]). (This "tuning" idea is also related to the fact [[there is a nice symmetry to the three appeals]]. That is, ethos/pathos, just like speaker/audience, need to be congruent in some way.) And "[[I was once like you...]]" story is an example of tuning yourself to your audience and "sweep[ing] the judge with [you]." You're effectively saying, ![[I was once like you...#^c8d7cb]]