Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-07-12


DERkINs sent me out today to call
l. on a prospect in Vesey street. whose
name was turned in by an agent who
is no longer with the company. The
report of the former agent stated that
the prospect would be interested in
| thousand dollars worth Of insurance
about this time.
| thought it would be a cinch to get
| him written up, so ] chirped into his
! Office and said, Good morning, Mr..
Stern"
He looked at me withoT' a word
ITS nice day. I added.
Thank YOU,
What for?' ! asked
For being go kind as to tell Atne what
the weather is. Good morning"
It's just my luck when I call on a
man to have him make the comments
which we never discuss in the class.
I've come from ihe Magnitude 1hte
mark. 90 '
Again silence.
You saw one Of our agents before,
you know
Correct"
! "You-he-he----''
| YES said the man. both Of US.
/ Thank you for calling. Anything else?'
Finally said, "1've come to see II we
cannot write you now"
so observe"
I certainly was stuck then. but said,
Well can We"
NO"
"Oh :" said 7
Without a word he man turned to
his desk and began to write letters.
stood wobbling for a minute or two. as
didn't know what TO do. then said
| Well can I come again?'
! He nodded his head without a word
and went on writing.
I went back to the Office and told the
story of my dismal failure to Perkins
! He smiled a little and then told me he
knew Stern was An awkward man Ia
handle. but he thought it would be good
experience for me
&C. c." came into the office this morn
ing with SIS, 900 application and said
"Phew. this Is one of the toughest jobs
have had. The man was block OF
ice when I started. thought 7 would
never get AT him. Finally thought OF
stunt which worked"
You had better tell Young Flint what
YOU did, for he has been up against a
proposition of that kind" said Perry
Sure. I'll tell him, but don't think
I'd advise him to do II, as he is toe
y
! called on was one of those ocld- blood ed
propositions one of those men who just
look at you and say nothing. You never
know whether what you have said has
interested them or not. would soonel
tackle any kind of man than that Well
I tried a dozen different ways to gel
n, him. Every time I Just skidded of
the ice Finally. an idea occurred tc
me. | took out my mat tchhox struck a
match. and, without saying a word helt
it near him. He drew back n littl,
and said what the devil are you do
ing?
I'm trying little experiment. ant
then ! began to move the match VI
and down slowly in front of him. 'Hav,
you gone crazy he said. Not at all
I'm trying an experiment, and I'm sur
YOU will be glad TO know that Il Hp
pears to be coming om successfully. II
,ooked puzzled and then said, Say. JUS
what are YOU getting at. anyhow
Splendid, splendid said 7. and lit an
other match. Hold on. hold on. jus
tell me what you're up to- a mos
successful experiment. said l. AS II I,
myself. and then blew out the match an,
said. i want you to congratulate me
He looked puzzled. though 7 continued
I knew when first met you that under
meath that block of ice I would find
real big-hearted human being IL I coul
once melt the ice, and as fire mclts ice
I just thought match or two woul
produce enough heat-so that | coul,
get at you.
Having gotten that obstruction on
Of the way. ! am sure we can talk bust
mess much more amicably. cant we;
He looked at me for a minute and hesi
tated. Finally. his sense of humor wor
for he leaned back in his chair an
began to laugh, We'll. If that don
beat all! I've had some tricks playe
on me by insurance fellows but that
the hottest, yet II worked all right Il
this case didn't II ." finished 90 Cm