"I am a life-insurance agent," said Walter, "or, at least, I am tryingto be, but have not yet succeeded in writing a policy."
"I have been thinking of insuring my life for a small sum. If you comehome with me you may talk me into doing it."
"Then I will certainly accept your invitation," said Walter, smiling.
"My wife made me promise to keep you. She wants to show her gratitude.Besides, you may be wanted to appear against the prisoner to-morrowmorning."
"I shall be glad to help him to his deserts," said Walter. "The soonerhe is locked up the better it will be for the community."
Walter had no reason to regret his acceptance of the invitation. Mrs.Gregory exerted herself to the utmost in providing an appetizing supper,far in advance of anything he would have had set before him at hisboarding-house, Mrs. Canfield being an indifferent cook. Generally herbutter was strong and her tea weak, while the contrary should havebeen the case, and her biscuit heavy with saleratus. Walter thoroughlyenjoyed his supper, and was almost ashamed of his appetite. But it gavehis hostess great pleasure to see his appreciation of the meal, and shetook it as a compliment to herself as a cook.
After supper Walter and Mr. Gregory sat down to business. He explainedthe methods of the insurance company for which he was acting as agent,and found Mr. Gregory an interested and intelligent listener.
"You may write me a policy for a thousand dollars," he said.
"You will need to pass a medical examination," said Walter.
"Certainly; will our village physician do?"
"Yes."
"Then take your hat and walk over with me. It is only half-a-miledistant."
The whole matter was adjusted that evening, and Walter was pleased tofeel that he had made a successful start in his new business.
The next morning the tramp was brought before Justice Jones, whoarranged to hold court early to oblige Walter and Mr. Gregory, and theprisoner received a sentence of a year's confinement. He gave the nameof Barney Fogg, and under that name received his sentence. He scowledfiercely while Walter was giving his evidence, and as he was taken fromthe court-room handcuffed, he turned toward our hero and said: "It'syour turn now, young bantam, but I'll be even with you yet."
"What a terrible man!" said Mr. Gregory, shuddering. "I hope I shallnever see him again."
CHAPTER XVI
WALTER GOES INTO A NEW BUSINESS
One swallow doesn't make a summer, and one policy doesn't establish thesuccess of an insurance agent. Walter received from Mr. Perkins fivedollars commission on the policy he had written at Elm Bank, and thisencouraged him to renewed efforts. But in the fortnight following heonly succeeded in writing a policy for two hundred and fifty dollars,for a man who designed it to meet his funeral expenses. For this Walterreceived one dollar and a quarter. He made numerous other attempts, buthe found, though he understood the subject thoroughly, that his youthoperated against him. He decided that he was wasting his time, and onemorning he waited on Mr. Perkins and resigned his agency.
"Have you anything else in view?" asked that gentleman.
"No, sir."
"Then why don't you keep on till you have secured another position?"
"Because it takes up my time, and prevents my getting anything else."
"I don't know but you are right, Mr. Sherwood. You have made a goodbeginning, and if you were ten years older I think you would make asuccessful agent."
"I can't afford to wait ten years," returned Walter, with a smile.
"If ever you want to come back, I will start you again."
Walter thanked Mr. Perkins, and left the office.
He now began to explore the columns of the daily papers, in the hope offinding some opening, but met with the usual rebuffs and refusals whenhe called upon advertisers.
At length he saw the following advertisement in the Chicago _Tribune:_
"WANTED--A confidential clerk at a salary of fifteen dollars per week.As a guarantee of fidelity, a small deposit will be required. LOCKE &GREEN, No. 257 1-2 State Street."
"Fifteen dollars a week!" repeated Walter hopefully. "That will supportme very comfortably. If I get it I will change my boarding-place, forI don't like Mrs. Canfield's table. I shall feel justified in paying alittle more than I do now."
The only thing that troubled him was as to the deposit. Though he hadeconomized as closely as he knew how, he had made quite an inroad uponhis small capital, and had only forty-six dollars left. He had been inChicago four weeks, and had not yet been able to write home that he hadfound a permanent position. He had written about his insurance agency,and had not failed to chronicle his first success.
This letter Doctor Mack had read to his housekeeper, Miss Nancy Sprague.
"Well, Nancy," he said, "Walter is at work."
"You don't say so, doctor! What is he doing?"
"He is a life-insurance agent."
"Is that a good business?"
"Walter writes that one agent is making a hundred and twenty-fivedollars a week," answered the doctor, with a humorous twinkle in hiseye.
"I'm glad Master Walter has got such a good business," said thehousekeeper, brightening up. "That's a great sum for a boy like him tomake."
"It isn't he that has made it, Nancy. There are very few that do, andthose have to be old and experienced men."
"Well, he'll make a good living, anyhow."
"Perhaps so," answered the doctor dubiously, for he understood betterthan Nancy how precarious were the chances of an inexperienced agent. Hewas not at all surprised when Walter wrote later that though he had metwith some success, he thought it better to look for a situation with aregular salary attached.
"He's gaining a little knowledge of the world," thought the guardian."I don't think he'll be able to indulge in luxurious living for thepresent. It won't be long, probably, before he runs out of money."
It was with a hopeful spirit that Walter started for the office of Locke& Green. He was pretty well acquainted with Chicago by this time, andhad no difficulty in locating any office in the business part of thecity.
No indication was given in the advertisement of the business carriedon by Locke & Green. As to that, however, Walter felt indifferent. Hischief concern was the weekly salary of fifteen dollars, which he neededvery much.
Arrived at the number indicated, Walter ran upstairs, and with somedifficulty found the office in a small room on the fourth floor. A cardon the door bore the names:
LOCKE & GREEN
Again there was no clue to the business carried on by the firm.
Walter was not sure whether he ought to knock, but finally decided toopen the door and enter. He found himself in a room scarcely larger thana small bedroom, with a small desk in one corner. At this sat a man withlong hair, industriously writing in a large blank book. He glanced atWalter as the door opened.
"Wait a moment, young man!" he said, in a deep bass voice. "I will be atleisure in two minutes."
He wrinkled up his face, turned back several pages, appearedthoughtfully considering some problem, and then wrote again rapidly.
Finally he turned--he was seated in a revolving chair--and placing histwo hands together, palms inward, said abruptly: "Well, young man, whatcan I do for you?"
"I believe you advertised in the _Tribune_ this morning for aconfidential clerk?"
"Yes."
"I should like to apply for the position, if it is still vacant."
"We have not yet filled the place," said Mr. Locke. "We have had severalapplications, but the post is a very responsible one, and we are, ofcourse, very particular."
"I am afraid my chance is very small, then," thought Walter.
"Still, I like your appearance, and it is possible that you may suit.Have you business experience?"
"Not much, sir. Indeed, till a short time since I was a collegestudent."
"Yale or Harvard?"
"No, sir; Euclid College."
"Ahem; small, but very respectable. Your name?"
> "Walter Sherwood."
"How long were you in college?"
"Two years."
"Left of your own accord?"
"Oh, yes, sir."
"Just so. I thought perhaps you might have been suspended or expelled."
"I can refer you on that point to the president or any of theprofessors."
"Oh, I will take your word for it."
"I left college on account of losing my property."
"Ah, indeed!" said Mr. Locke doubtfully. "Perhaps you noticed that werequire a small deposit as a guarantee of fidelity."
"Yes, sir. I have a little money."
Mr. Locke looked relieved.
"Of course," continued he loftily, "doing the business we do, moneyis of comparatively little importance to us, except as a guarantee offidelity. How much did you say you had?"
"I didn't say, sir. I could deposit twenty-five dollars with you."
Mr. Locke shrugged his shoulders.
"That is very little," he said.
"True, sir, but it is a good deal to me. It will be enough to insure myfidelity."
"We had a young man here this morning," said Mr. Locke musingly, "whowas willing to deposit a hundred dollars with us."
"Indeed, sir! I wonder you did not take him."
"We should, so far as the money went, but I could see by his appearancethat there was no business in him. Our clerk must be quick, sharp,alert. The young man was very much disappointed."
"I couldn't deposit any such sum as that, Mr. Locke."
"It will not be necessary. Still, twenty-five dollars is very small.You couldn't say thirty, could you? That is merely equal to two weeks'salary."
"Yes, sir. I might be willing to deposit thirty dollars. May I ask whatbusiness you are interested in?"
"We have control for the Western States of a valuable patent--afolding-table--and we have several hundred agents out, who reportin general by letter."
"That accounts for the small office," thought Walter.
"Come here a moment, and I will give you an idea how we carry onbusiness. Here, for instance, is a page devoted to B. Schenck. He isoperating for us in Minnesota. You will observe that his remittances forthe last four weeks aggregate three hundred and sixty-seven dollars. Hehas been doing very well, but we have others who do better. On the nextpage is our account with G. Parker. His month's work amounts to twohundred and eighty-nine dollars."
"What would my duties be, sir?"
"To keep the office when I am out, receive letters, and answer them, andsee agents."
"I think I could do that, sir."
"Hours from nine to five. I think you will suit me. If at the end of theweek I don't find you satisfactory, I will pay you your wages and returnyour money."
"Very well, sir. I accept the position."
"You may as well hand me the money, and go to work to-day." Walter drewout thirty dollars, the greater part of his little store, and handed itto Mr. Locke.
Mr. Locke tucked it carelessly into his vest pocket, and taking his hatsaid: "Sit down here, and if any agents come in, tell them I will beback at one o'clock. That is all you will need to do to-day."
CHAPTER XVII
WALTER'S VISITORS
Walter sat down at the desk complacently. He had parted with thirtydollars, but it was on deposit with his new employer, and would bereturned to him whenever his engagement terminated. He only hoped thathis services would prove satisfactory. He meant to do his best. Onfifteen dollars a week he could live very comfortably, and even savemoney. He felt that it would be prudent to do this, as he did not wishto call upon his guardian for any remittances during the year.
"I sha'n't have to work very hard," thought Walter.
In default of any other employment he looked over the large ledgercommitted to his charge. It appeared to contain certain accounts withdifferent agents, all of whom seemed to be meeting with very goodsuccess, judging from the amount of remittances credited to them.
In about half-an-hour there was a knock at the door.
"Come in!" called out Walter.
A man of about thirty-five entered briskly. He was rather shabbilydressed, and his red face indicated possible indulgence in intoxicatingliquor. "Is Mr. Locke in?" he asked.
"No, sir."
"I wanted to see him."
"I am his confidential clerk," said Walter proudly. "Are you an agent?"
"Yes, I am an agent. I suppose I ought to see him."
"He will be back at one o'clock."
"I can't stop, as I have been away for some weeks and want to go out andsee my family at Barrington."
"If you wish to leave any message I will give it to Mr. Locke as soon ashe returns."
"Perhaps that will do. My name is Jerome Grigson. Tell Mr. Locke I havemet with excellent success in Ohio. In the last four weeks I have soldgoods to the amount of four hundred and seventeen dollars."
"I should think it was doing remarkably well," observed Walter.
"It is; but any one could sell for Locke business chiefly in Mr. Locke'shands. How long have you been in the office?"
"Not long," answered Walter, who did not care to admit that his term ofservice covered less than an hour.
"You've a good place with a rising firm. Mind you keep it!"
"I will try to," said Walter earnestly.
"They're square men, Locke & Green. I never worked for squarer men."
This was pleasant to hear. Walter felt that he Had made no mistake inparting with his thirty Dollars.
"Well, I must be going. Have you taken down my name?"
"Yes, sir; Jerome Grigson."
"Right. Say, I will look in some time to-morrow and bring in a check forfour hundred and seventeen dollars.
"Very well, sir."
Mr. Grigson left the office. Twenty minutes Later a boy of about his ownage opened the door. He glanced at Walter diffidently.
"You advertised for a confidential clerk," he said. "Is--is the placefilled?"
"Yes," answered Walter, in a tone of satisfaction.
"You don't want anybody else, do you?" asked the youth, lookingdisappointed.
"Not at present, but we might be able to employ you as an agent."
"Is it hard work?
"Well, of course you will have to exert yourself," said Waltercondescendingly, toying with a pen as he spoke, "but successful men canearn good wages with us."
He was talking as if he was one of the partners, but it is a way youngclerks have.
"Are you one of the firm?" asked the young man doubtfully.
"No," answered Walter, "not exactly. Mr. Locke will be in about oneo'clock, and if you will come round a little after that you can talkwith him about an agency. I will put in a good word for you," he added,in a patronizing tone.
"Thank you, sir. I'd like to get a place."
The youth departed and Walter was left alone. But not for long. Amiddle-aged man entered and looked inquiringly at Walter.
"Are you Mr. Green?" he asked.
"No, sir."
"I have seen Mr. Locke, but I thought you might be Mr. Green."
Walter felt flattered to be taken for one of the firm.
"I am the confidential clerk," he said. "Can I do anything for you?"
"I wanted to see Mr. Locke and pay him some money."
"I will take it and receipt for it," said Walter briskly.
"Well, I suppose that will do, as you are the clerk."
"What name?" asked Walter, opening the book.
"Jonas Damon. Here is a check on the Corndish National Bank of Illinoisfor two hundred and twenty-seven dollars. I have made it payable toLocke & Green."
"All right," said Walter, in a businesslike tone.
"If you wish to see Mr. Locke he will be in at one o'clock," he added,as he put the check in his vest pocket.
"No, I am obliged to go out of town in half-an-hour. It isn't necessaryto see him. He would rather see the check."
Mr. Damon laughed, and so did Walter. It Ma
de him feel quite like abusiness man to be installed in an office, receiving and creditingchecks.
"Have you been long in our employment?" he asked.
"About six months."
"I hope you have found it satisfactory?"
"Yes, I have made an excellent living. How much salary do you get?"
"Fifteen dollars a week," answered Walter rather complacently.
"You look like a smart young fellow. You'd easily make double the moneyas an agent."
"Thank you for the suggestion. I may undertake that some time. I havebeen a life-insurance agent."
"Did it pay?"
"Not as well as I hoped. I think I shall like my present place better."
"I must be going. Tell Mr. Locke I will be in to-morrow."
"All right."
"It is evident," thought Walter, "that I am in the employ of asubstantial and prosperous firm. The duties are certainly very light andpleasant. I am in luck to get a clerkship here. It is rather surprisingMr. Locke didn't ask for references."
Then it occurred to him that the deposit was taken as a substitutefor references. Then again Walter flattered himself that his personalappearance might have produced a favorable impression upon his employerand had some influence in leading to an engagement.
His next caller was a young man, dark and sallow, with a slightmustache.