The sun., 1900-04-22
SINGLE TALENT OF SOPER.
1T GAVE PLEASANT DREAMS TO
LIFE INSURANCE SOLICITORS.

1
who We're Very Anxloss to Insure II.
| Whenever 1 hear a young man complain OF
not having the right kind OF chance IN me-
said the general life Insurance agent l 'h'hk
OF old Soper and his one talent and what he made
OF IT, Never heard OF old Soper' Weii' nos
been dead these n,een years, but he gave pleasant
dream. n ons whole generation Of struggling
| III. Insurance solicitors
1T va, .bor,l, after had gone ,o work as
solicitor for the fraternity Life, nearly eighteen
| wears aro tbe, me, him FIRST One day an
elderly, well dressed man cam~ into the oflice and
asked II he could get few facts about the Fra
ternity's policies got him into retired corner
and proc~eded to fll him up He was very In
| telligent mon with clear head for nGures, and
| he made notes from time TO time with heavy
gold poke, pencil In a morocco covered notebook
| when had told him all knew, he thanked me
and said You seem to hav" an excellent policy
and may wish To talk with you further II you
will kindly let me have your card
| Il did so and suggested nn early Interview, and
after n moments reflection he named what was
| In those days the top notch hotel In New York
| and said ! might look him up In the smoking room
that evening between Q and I
| The rest NJ that day | spen, In trying to con
ceal my satisfaction from my less fortunate fellow
employees. MY career in the insurance business
had far netted me- one two thousand dollar policy
and had begun to have mlsgivinss But here.
| plainly, was the Insurance solicitors ideal
solid aflurnce and strict business the kind OF man
that doesn't talk anything less than $4,000
1, was probably only question Of whether had
the stuff In m. To got the fraternity In ahend
! Il showed up IN the hotel smoking room nj
1ve minutes rast O. and about half paNt he s'rolI"d
In with an nyenlng paper got him into an easy
| chair and wDrnt TO work thought talked we'll
and he certainly seemed deeply impressed, Finally
| when the psychological moment seemed to have
| arrived I said
Now Mr. Soper'--hs had given me bis card
| At the onice-I want to write you for $1,000
| al once
Ten thousand dollars, he repeated, There
was that In his ton" that told me on the Instant
that the sum had named seemed insignificant
"Or better still $4,000 | said a. soon a. |
caugh, my breath
What Is your insurance limit he asked
Fifty thousand yesped
He nodded quietly and seemed lost for a time
In meditation Then suddenly h arose.
Your policy has features which attract me,
h. sa,d-vi,h a kindly sm'l. Indeed the
Innuendals Is tho only one that seems 10 com
pare With H. ! An TO see tbs influential agent
to night and III do not conclude with him shall
wish to have a further talk with you Just now
must ask you to excuse me as Il Il my dinner
time
"oh Lord" | said to myself. there's Just my
,r,r could b,vo the thinr nailed IN sys minutes
49,, ~, 80, rho,s ,,oh.h,,
more. ana no" ,ha' o'h,' msen', VINO p,""an,S NY
an old hand, will practically lake that $50 900
commission out Of my pocket lmade lightning
| 1870. l.. .,,,L ,,.u.r I h.s Nth m.
calculation o' no" much money l naa WIN me
go, ., .n .'.u % ui,h -. n. cnn.s,,od
I,. .I /, l,ol,ad =. nor1h 7 b,d NV
gracieusIy' ana " I"oS'u AZ 'houSn "ou my
~ruon, bother YOU wi IN tho details Of that dinner
-, s.,at.I .,,, NJ. p,ir,. .,d ,o,,r
h' @ rsS an.sn. .s.".s 'po to m, ' ,,mp. mat
retired from III. ro' ol host s,n IN &C. o"nus'"n ha An.
@ s'.I's4 III, +. win: Win ; m.d.. Gofk Hs q:
dertd q claret lan,e; u ,in,ass' 10 ea,i, m ne
could recommSnd Thicn COS, % .n;,.ch. ,nrn Ssn a,
ENens hnn n'noneo " up WIN i,..I,o.S ~.
SO quart Ana az tne enc he !hMoousu y :
20 ,,.n h,G ~ n,su smoL.5 III. dream Of Araby
a eeshe su, ths, ~, w.ics sShseonsntlv gave m
ne b.est, ana ior which l suoee'usn"s gave up
90 cents apiece ~ =, n,.,, r,r noc,.,
hen wannertu ne5e .no. @ n'trs my yd,S re-,
% oooS was Hthn' ~ uss M renS 70 drop % me line
when 70 come iouns anu iip'. .s .n'tS JI ~
ntty thousAhd was ue aInuII'' ne Na' hnnNNv w ~ y,
| puh ''h"yho" n,''..
dozen lines during ,re neh' ,no "tt "pn br,
quite landed nm: htnous.A t'y ..ie .r I'm, .an
Sshed hs lhoush ~ III nns nI -. rr,,h ~
uraWlnS my oomu'.ilur. Ie ,u,.,o. "a "''l I;.I w
thIes uhee iutnS IIose W. meyns ~. @ a.,u u'I,i u,
Miih me stnn haG 20 D",innm LIN, e y, ne' ,un' ~ ~
was no uns v I~,k an n,a'ai a. NJ n, on, W. y,
then sure enough eo, iiln IT,, " % 20 ono
Iuncheon one Jay hnd ,iu l7i.u .iI ~ y,
ana gov MN houhu "i H'' eA"ns'"n VIZ"
same afternoon d,,.,
>, w" hours la,rf -" ouf neu0ai eNan'ne'
ne lS.ed Slnpetnntu@ .p.;.n,, ,,,
Sorry he said Bns' aiSass
On, LOOK here repned are ,on sure
sure as dea,h, hs said Ns very iaI ad
yanced, pu, tne anaSs's p'ain - u"s Hu"o
lutely wf'Me>s tisk -, - p
i wrote Soper note we he1t cay but
though ~ wAs tne ol',y ueen' tnnk v: 90, wa,
several ~eeks osinis GOV up o3ui1ss 70 go i"unu
and zee nm flnaly mne hlu, ! uiq NUM- m niil
up put eldn say my h,ue s. esun. 'Iuna @ nln
IN TIE main d'nihg 'nnw ~ G.nnei tTe ~
KRIS an agsNt oi We innus suh was ur1S We
honors mere wee al sIIH oi 'hlnf. on the
mbs -nlld ann h9nid hlso an 49, ,r.n,en, u'
lnsnranS sAoeS ieInh. sns 'shns eai'esus
and MI Soper seemed derIIy Impressed 70
} "A. couple Of we.ks lal.r ran scro-, Perkins
mentioned 'eeihS nm a. d.inet ana ASKED nm m
casually II no hsd come lno a iot,pne hen
Perkins ,old me hsro"ins' hsfd.lnsk Story
party who was eyi1enuy mnnohare, nov .e nag a.
worked at MIN ior three weeks, spent 900 10 IN
lunches and dinners hnally Wntlen lm Tor MY
thousand no less and had MIN thro"n down
on his medical examination
offered Pernn, my sympslhy, ana alter
young Peasey, our newest solicitor TOOK me aside
Fsasley had been acunS peculiarly Ordinnfiy
he was one ot thps not unftirtcuve yQuths Who
shnre their ho1c' and 'eai' WIN sucn oi uell