Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-08-23
because of the sloppy looks of his

because of the sloppy looks of his
clothes.
I've got to carry my rate book,
haven't I? And have to carry some of
our dope sheets and some application
blanks. You don't want me to walk
around with bunch of that junk in my
fist do you?"
NO" said Goldman but you don't
need to carry a months supply with
you. Go through your pockets now, and
see what you have that you can leave at
home"
There's nothing can dispense with"
"I'll just bet a five-spot that IL you'll
empty your pockets on my desk you'll
find that you could leave two-thirds of
it behind"
'I'll take you" came back the agent.
mo; you won't" Goldman said. You
can't afford to lose a five-spot, but II
20 per cent of the stuff you have In
your pocket can't safely be left at home
I'll give you IS bill"
That got the agent, and he started to
empty his pockets. He had two hand
kerchiefs, one clean and unopened, the
other soiled.
"One of these could be left at home
the clean one" Goldman laughed.
Say, would you believe It, that guy
mad twenty-seven different kinds of fold
ers about insurance In his pockets.
Goldman showed him that five was
quite enough
It's much better" said he. ito spend
your time telling your prospect about
life insurance than it is to leave him a
bunch of printed matter which, ten to
one, he won't look at after you have left
his office"
He had three pocketbooks-you see
the company gives little pocketbooks on
which their name is printed to the agents
and to policyholders.
Two of these could be dispensed
with" said Goldman.
There were four old pencils, all about
as big as your thumb nail.
And letters-say he had an awful
bunch of letters.
Those certainly could be left at
had to admit it.
He had five cigars. Those he swore he
had to have; he buys them five for a
quarter
Yes, and look at them" grinned Gold
man. He carries these around in his
pocket and three of them have their
wrappers busted off. why don't you go
and buy one as you>want it," ..
Well. he had three boxes of matches,
CheckbOok---
"Cehckbook's fat lot of use to you on
your trips isn't it?' commented Gold
man.
He had a little money. probably two
or three dollars at most: bunch of
toothpicks. a theatre program and a
little booklet advertising an uptown
hotel
IT guess you'll admit you have lost
your five bucks" Goldman grinned.
Il suppose so, If you say so," the agent
said sulkiy.
Come, come" said Goldman heartily.
slapping him on the back, don't be glum
ABOUT it; haT the agents of the country
are carrying around four times as much
junk as they need. The result is that
they wad out their pockets with all this
unnecessary matter, pull their clothes
out of shape and make themselves look
like the first cousin of scareCrow.
Take my tip, go home and junk all
this unnecessary stuff. have your clothes
pressed and take with you in the morn
ing only what you are reasonably sure
of wanting during the day. Your clothes
will last longer they will look smarter
and you will make a better all-round
appearance. Besides, II looks so clumsy
to see a person going through whole
bunch of papers to find the particular
one he wants.
You aren't the only fellow around
here that's transgressing that way. I'll
bet the first fellow l clap my eyes on
will be as badly off as you"
His eyes lit on me.
pulled out my watch and said. Gosh,
all hemlock, ] have an appointment
Good-by, fellows"
AS l went through the door I heard
Goldman laugh and say, "A guilty con-
science needs no accuser."