As others have said, I'm gonna reiterate. Helmke came across as a pompous ass, but a well dressed pompous ass. Your rep was polite, eloquent, and respectful. But frankly, he looked like a slob. You're right in that to the people you really want supporting you, that shouldn't matter. However, in the culture war we're currently in, it DOES matter. To Joe and Jane Smith in Anywhere, USA, Helmke came across as the more credible, more believable character. It doesn't matter that he was lying through his teeth and shaking his head condescendingly, he APPEARED to be more professional, and more credible. Heck, a button down shirt and a razor, and your guy would have won.