The Colfax chronicle., 1900-07-14
SINGLE TALENT OF SOPER
It0ave Pleasant Dreams 70 the Life
Insurance Solicitors-
hVXTHENEvER hear young man
Wv coynulain of not having the

wv complain of not having the
right kind of q chance in life," said
the general life insurance agent, Il
think of old Soper, and his one talent.
and what he made of it. Never heard
of old Soper? Well, he's been dead
these Is years, but he gave pleasant
dreams to one whole generation OF
struggling life insurance solicitors.
1T was shortly after had gone to
work as a solicitor for the Fraternity
Life, nearly 1s years ago, that ! met
him first. One day an elderly, we'll
dressed man came into the Office and
asked if he could get few facts
about the Fraternity's policies. / got
him into a retired corner and proceed
ed to fill him up. He was very intelli-
gent man, with clear head for fig
ures, and he made notes from time to
time with heavy gold pocket pencil
in morocco-covered notebook.
'When / had told him all knew,
he thanked me and said: You seem to
have an excellent policy and may
wish to talk with you further if you
will kindly let me have your card
Il did SO and suggested an early in
terview, and after moments refiec-
ton he named what was in those days
the top-notch hotel in New York, and
said l might look him up in the smok-
ing-room that evening between six and
seven.
II showed up in the hotel smoking
room at five minutes past six, and
about half-past he strolled in with an
evening paper. Igot him into an easy
chair and went to work. thought
talked well and he certainly seemed
deeply impressed. Finally when the
psychological moment seemed to have
arrived said:
SNOW, Mr.. Soper,'-he had given
me his card at the office-I want to
write you for $4,000 at once
"'Ten thousand dollars he repeat
ed. There was that in his tone that
told me on the instant that the sum
] had named seemed insignificant.
"'Or better still, 5,000,' 1 said as
soon as caught my breath
What is your insurance limitr he
asked.
fifty thousand gasped.
HE nodded quietly, and seemed lost
for time in meditation. Then sudden
ly he arose.
"'Your policy has features which at
tract me- he said-with.a "a kindly smile.
Indeed, the Infiuential's is the only
one that seems to compare with it.
am to see the Influential agent to-
night, and if do not conclude with
him shah wish to have further talk
with you. just now / must ask you
to excuse me as it is my dinner time
"'Oh LordP said to myself, there's
just my luck. could have the thing
nailed in five minutes more, and now
that other agent, who's probably an old
hand, will practically take that $780,
600 commission out of my pocket /
made lightning calculation of how
much money had with me, $25, by an
accident, and summoning all my nerve
asked the old chap to dine with me.
He consented graciously, and it looked
as though had my opportunity by the
hair.
II won't bother you with the details
Of that dinner. After we'd finished
soup Blue Points and soup had always
seemed to me simple manner-I re-
tired from the role of host in confu-
sion, and asked him to take charge,
which he did. had started the wine
with a modest hook. He ordered q
claret, LATTE, of q vintage, he said, he
could recommend, which cost more
than champagne, and followed it up
with a Montrachet at six dollars a
quart. And at the end he introduced
me to his favorite brand of cigars, a
fat thing he called Celestiale, that
smoked like a dream of Araby the
Blest, and for which subsequently
gave up so cents apiece.
when l wandered home that night
my pocketbook was lighter by $24.75,
but what did that amount to? He was
going to drop me line when to come
round and finish the thing up-and
$50,ooo was the amount he was think
ing of.
But, somehow, although saw him
half a dozen times during the next two
weeks, hadn't quite landed him; al
though every time left him it seemed
as though everything was over except
drawing my commission. He lunched
with me three times during those two
weeks and dined with me again. /
had to borrow the money, but it was
no time to look at dollar or two. And
then, sure enough, / got him over to
Delmonico's to luncheon, one day, and
did land him-for S5o,0o0--and got him
around for his examination that same
afternoon.
"Two hours later / saw our medical
examiner. He looked sympathetic.