The Farmville herald. (Farmville, Va.) 1957-current, 1958-01-28

watched the young men they met
and quietly sized them up The
metal III this one had the true
ring III it. Just before his marriage
4 house and lot, 81 South Main,
were advertised for sale Mr. Ewing
said 10 Garland that IN his judg-
mcnt the latter should buy the
property, as he believed 1t could
.be had at a reasonable price. and
The would lend him the money. The
bidding was spirited until the figure
reached $500. Mr.. Ewing whispered.
Bid $3.50" This scared other bid
ders away. and the auctioneer. not
knowing who the young man was,
said. "Sold to this bidder over
there pointing his finger at Gar
land So, there | was said Joe.
the owner Of real estate. with Mr..
Ewing holding mortgage on the
property for $500 The $3.50 paid
from my savings
He took the deed home and
showed it. and. said the new prop
erty owner. there was some cry.
ing. and | guess l did some Of 1t.
And while | have not set the world
afire since that time, l have Won
dered what would have been my ex-
perience had not Captain Burton
given the advice he did in 1895
\ For six years Joe was Deputy
Clerk Of the Court. under F. J.
Whitehead While fl the Clerks Of
flee he decided to Sell life insurance
for the New York Life Insurance
/ Company. and was with that com
pany 10 years.
Insurance Opens
f, Scott Martin was working for
the Mutual Benefit. and in 1909 a
partnership was formed and they
were appointed General Agents for
Virginia for the American National
Of Lynchburg. and were with that
Company until it merged with the
Atlantic Life Each Of these young
men, when they had decided to
enter the business Of Insurance.
knew that they had experienced
\ competitors. but they saw no reason
to believe that they could not get
q fair share Of ii. And why not in
terest the many who had no in
surance or did not. in their judg
ment have a sufficient amount?
And what about the insurable
people IN the surrounding country
districts The growing knowledge
Of these young men grew faster
when they formed the partnership
and d Il s c Il plans Certainly
young Garland knew the country
people. and from the very begin
ming Of his efforts in the business
he believed there was 4 great op
pGrtunity il that field As soon as
possible he had bought hoise and
buggy and began 10 cultivate the
country people
II was hard work nothing harder.
Up to the time he was twenty he
had graduated In hard country
work Kipllng expressed the situa-
ton when he said
Gardens are not made
BY saving Oh. how beautiful
And sitting in the Shade
Mud roads half the year, long
distances to travel repeated visits
10 teach a man that here is an
obligation to the wife and children,
~ teach him howN-o meet the pay
ments, 70 show him the best form
Hof insurance for him. a revelation
to seven men out Of ten. For there
are. unfortunately, some insurance
agents who are interested In selling
a policy. and not interested In what
/ is the best form OF policy for the
individual to whom he is trying to
sell The chances are that the
cheapest form isn't the best there
are marked differences.
These two partners Worked-and
studied. And they undergirded their
business with common sense. inter
est In their clients. square deal
ing. and a determination to get the
I business if it could be gotten by
luntiring effort.
Those in charge Of insurance com
panies keep tab on agents, and are
careful in the selection of them.
Garland and Martin became we'll
and favorably known for their sue
cess and their methods. The Pa
cific Mutual. founded in 1868. did
mot have an agent in Virginia until
/ November |. 1911. when it APP
pointed Garland and Martin. Allot-
ting the whole State to them Start
ing ''at scratch, they climbed to
first place among the General Agen-
cies Of the United States. Starting
at zero, the amount Of insurance
rose to $45. 900 900. 1t was, and is.
phenomenal. The output became so
large that the State was divided
about 10 years ago.
Tribute at IS
On June 80, 1850. Mr.. Garland's
18th birthday was celebrated The
agency force of Garland and Har-
Wood-some 60 in number-secretly
prepared a surprise dinner, the
pleasant affair taking place at the
IKayton-Sydnor Lake. The Farmville
Herald Of July 7 gave an interesting
account Of the affair, with d most
4 fltfinp hpa dime s.7S Vaarc ~ JJpdor