Willmar tribune., 1900-06-13
SINGLE TALENT OF SOPER
1t Gave Pleasant Dreams to the Life
Insurance Solicitors.
XXT HENEVER hear young man

0>~~~~
WHESE;v'!E:h hear young mar
right kind of a chance in life," sale
the general life insurance agent, 81
think of old Soper. and his one talent
and what he made OF it. Never hearC
of old Soper?? Well, he's been deaC
these Is years, but he gave pleasant
dreams to one whole generatio Of
struggling life insurance solicitors.
1T was shortly after had gone te
work as a solicitor for the Fraternity
Life, nearly IS years ago, that | met
him first. One day an elderly, we'll
dressed man came into the of;ce ano
asked if he could get a few facts
about the Fraternity's policies. l got
him into a retired corner and proceed
ed to fill him up. He was very intelli,
gent man. with a clear head for fig
ures, and he made notes from time to
time with a heavy gold pocket pencil
in a morocco-covered notebook.
''When l had told him all I knew
he thanked me and said: You seem to
have an excellent policy and I may
wish to talk with you further if you
will kindly let me have your card
II did so and suggested an early in
terview, end after moments refec-
tion 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. r.
II showed up in the hotel smoking
room at five minutes past six, and
about half-past he strolled in with an
evening paper. I got him into an easy
chair and went to work. I thought I
talked well and he certainly seemed
deeply impressed. Finally when the
psychological moment seemed to have
arrived I said:
"'Now, Mr.. Soper,'-he had given
me his card at the office-'I want to
write you for 10000 at once
"'Ten thousand dollars he repeat
ed. There was that in his tone that
told me on the instant that the sum
I had named seemed insignificant.
"'Or better still, $25,OOO,' I said as
soon as caught my breath
"'What is your insurance limit y he
asked.
Fifty thousand I 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 kindly SMILE
Indeed, the Influential's is the only
one that seems to compare with it. I
am to see the Influential agent to-
night, and if I do not conclude with
him shall wish to have further talk
with you. Just now I must ask you
to excuse me as it is my dinner time
'''Oh Lord!' 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. I
made lightning calculation of how
much money 1 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
claret, Latte, of a vintage, he said, he
could recommend, which cost more
than champagne, and followed it up
with Montrachet at six dollars
: quart. And at the end he introduced
me to his favorite brand of cigars, a
fat thing he called Celestiale, that
smoked like dream of Araby the
Blest, and, for which 1 subsequently
gave up so cents apiece. ~ .@. -'
When I 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
ing of. . ! .;* ss.' - ys5 p %.
.s''But, somehow, although I saw him
half dozen times during the next two
weeks, 1 hadn't quite landed him; al
though every time left him it seemed
. as though everything was over except
d.awing d my commission. He :lunched
with me three times during those two
we,.ks and dined with me again. I
hat. to borrow the money, but it was
no Tine. to look at a dollar or two. And
then, sure enough, I got him over to
Delmonico's to luncheon, one day. and
4 did land him-for $50 900 and got him
I around for his examination that same
sfternoonsj S Z.
,wo hours later saw our medical
examiner. He looked sympathetic.
Il = !" Sorry he said. 'Bright's disease
5 !" y oh, look here I replied, 'are you
snre?' 81 :s.. 5szss,:5 Is. .4 /. s#as 2,.g
Sure as death he said. N otvery
far advanced, but the analysis is plain
5as day. ABSOLUTELY worthless risk 8.
81 wrote sSoper q note the next day.
But, though IL was the only decent
thing to do, 1t It was several weeks be-
fore I got up courage to 60 round
and see him. Final lly one night Ibid
hunt him up, but Z didn't say my lit
tie speech. found him in the main
dining room at dinner. One Perkins,