"I never was in Dakota in my life," said Ashton. "I told you a lie."
"I was beginning to think so."
"But I shall drop all that. From this time on you can trust me."
After supper Walter went round with Ashton to a house in HarrisonStreet--the boarding-house referred to. The door was opened by acareworn woman of middle age.
"How do you do, Mr. Ashton?" she said, with an inquiring look.
"Very well, thank you, Mrs. Canfield. Have you any rooms vacant?"
"Are you asking for yourself?"
"No, for my young friend here, Mr. Sherwood."
"Do you want a large room or a small one?" asked Mrs. Canfield,brightening up a little.
"That depends a little on the price," answered Walter.
"I can give you a hall bedroom and board for five dollars and a half aweek."
"Can you show me the room?"
"Be kind enough to follow me."
Walter followed the landlady up a narrow staircase, or rather two ofthem, and was shown a hall bedroom, which seemed to be uncomfortablyfull, though it only contained a bedstead, a chair, a very small bureauand a washstand. There was scarcely room for him to stand unless hestood on the bed. It was indeed vastly different from his nice collegeroom and from his comfortable chamber at home.
"I should like to see a larger room," said Walter, not venturing to makeany comment on the hall room.
He was shown an adjoining apartment, about ten feet by twelve. It wassmall, but decidedly preferable to the other.
"How much do you charge for this room, Mrs. Canfield?"
"I shall have to charge you six dollars if you occupy it alone, but ifyou can get another young gentleman to occupy it with you I will say tendollars for the two."
"I will take it alone at first. Can I move in tomorrow morning?"
"I will have it ready for you by eleven o'clock."
"That will do."
"How do you like it?" asked Ashton, when they were in the street.
"I think I can make it do."
"I suppose you have been used to something better?"
"Yes."
"I can direct you to a better house."
"Thank you, but six dollars a week is all I can afford at present. Ihave no income, but I shall look for a place at once."
"You haven't any trade, have you?"
"No," answered Walter, with a smile. Brought up as he had been, itseemed odd to be asked if he had a trade.
"Some trades pay very well. I have a nephew who is a bricklayer. He getsfrom three to four dollars a day."
"I am afraid I should not like that business. Besides, it would take agood while to learn it."
Walter smiled to himself as he pictured some of his aristocratic collegefriends seeing him laying bricks. He was not a snob, nor would hehave disdained to notice a friend or school companion filling such aposition, but he felt that Providence must have something in store forhim more congenial, though perhaps less lucrative.
"I have a cousin who is a carpenter," proceeded Ashton. "He makes twodollars and a half a day, and supports a wife and three children incomfort."
"I wonder if I could support a family on fifteen dollars a week?"thought Walter. "Fortunately, I have only to support myself. I ought tobe able to do that in a large city like Chicago."
Reared in comfort, Walter knew very little of the competition andstruggles of workingmen, and had an idea that he would be able easilyto command a salary of ten dollars a week, though he was whollydisqualified for any special line of business. This he set down as theminimum. Paying six dollars a week for board, he calculated that hecould get along on this salary with extreme economy. Fortunately, he waspretty well provided with clothing, or would be when he had sent for histrunk, and would not find it necessary for some time to come to purchaseanything, except probably a pair of shoes, a necktie, or some trifle.Then probably his pay would soon be raised, and this would make himcomfortable.
That evening Walter went to Hooley's Theater and occupied a dollar seat.It was hardly prudent, but he had seventy dollars still, and that seemedto him a large sum. He enjoyed the play, and got a sound night's restafter it.
The next morning he settled his hotel bill, took his gripsack in hishand, and walked over to his new boarding-house.
CHAPTER XII
IN SEARCH OF EMPLOYMENT
"Wanted--A young man of seventeen or eighteen in an insurance office,No. 169 La Salle Street."
This notice attracted the attention of Walter as he ran his eyes overthe advertising columns of the Chicago _Times_ on the second day afterhis arrival in the city.
"I think that will suit me," he said to himself. "It is a nice,respectable business, and I think I should like it. I will go to theoffice and make inquiries."
He entered a large building, devoted to offices, and ascended to thethird story, where he found the office of Perkins & Windermere, thenames given in the advertisement. A young man of about his own agewas coming out of the office as he entered--an unsuccessful applicant,Walter inferred.
Opening the door, he saw a man of about forty seated in a revolvingchair at a desk.
"I believe you advertised for an assistant," began Walter, as theoccupant of the chair turned round.
"Yes," replied Mr. Perkins--for it was he--eying Walter with ascrutinizing glance.
"I would like to apply for the position."
"Humph! Do you know anything of the insurance business?"
"Not practically, sir."
"That's against you."
"I think I could soon familiarize myself with it so as to make myselfuseful."
"How old are you?"
"Very nearly eighteen."
"Do you live in Chicago?"
"I do now. I have recently come from the East."
"What education have you?"
"I spent two years at Euclid College," answered Walter, with consciouspride.
"So you are a college student?"
"Yes, sir."
"Humph! That won't do you any good."
"I hope it won't do me any harm, sir," said Walter, somewhat nettled.
"No, unless it has made you conceited. I am a graduate of the People'sCollege."
"I don't think I have heard of that, sir."
"I mean the common school. Don't think much of college myself. Theydon't help in our business. They didn't have any insurance companies inGreece or Rome, did they?"
"I never heard of any, sir."
"I thought not. You see, we of to-day are rather ahead of Demosthenesand Cicero, and those old fellows. I suppose Rome was quite a sizableplace."
"I have always heard so," answered Walter.
"I'll bet a quarter it wasn't as big or as smart a place as Chicago. Idon't believe they had any such hotel there as the Palmer House, or anydry-good store as big as Marshall Field's."
"I don't believe they did," Walter admitted.
"Did Rome ever win the baseball championship?" demanded Mr. Perkins.
"No, sir."
"I thought not. Then what's the use in spending four years over thoseold fellers? How is it going to help you?"
"I don't expect it will help me to earn a living, sir. Do you think youcan employ me?"
"What are your ideas as to a salary, young man?"
"I thought of ten dollars," said Walter, hesitatingly.
"Ten dollars!" ejaculated Mr. Perkins. "Just what I thought. Becauseyou've been to college you think you are worth a big salary."
"Do you call that a big salary, sir?" asked Walter, disconcerted.
"It wouldn't be if you had a couple of years' experience, but for abeginner it is simply--enormous."
"What did you expect to pay?" asked Walter, in a depressed tone.
"Five dollars is about the figure."
"I couldn't work for that, sir. It wouldn't pay my board."
"Where are you boarding--at the Palmer House?" inquired Perkins, rathersarcastically.
"No, sir. I am at a cheap boardi
ng-house on Harrison Street, where I paysix dollars a week," answered Walter, with spirit.
"Then I don't think we can make a bargain, although I rather like yourlooks."
This, at any rate, was a little encouraging.
"But I can't pay your figure. I'll tell you what you'd better do."
"I shall be glad of any advice."
"Become an agent. You look as if you had a gift of the gab. A successfullife insurance agent will make a good deal more than ten dollars aweek."
"Can I get such a position?" asked Walter, hopefully.
"Yes. I'll employ you myself, on a commission, of course. You'll bepaid according to your work I've known an agent to make a hundred andtwenty-five dollars in a single week."
"If you think I can do it, sir, I'll try."
"Very well. Have you ever studied life insurance?"
"No, sir, but I have a general idea of it."
"I will give you some documents--instructions to agents, etc. Take thesehome, study them, and come to me when you think you understand it wellenough to talk people into it."
Mr. Perkins opened his desk, and selecting some papers handed them toWalter.
"When you come again, if there is anything you don't see into, let meknow, and I'll explain it to you."
"Thank you, sir."
Walter went home and set himself to studying the insurance documentsgiven him by Mr. Perkins. Here he found his college training ofservice. It was like studying a science, and Walter, who went to worksystematically, soon came to understand the system, with the argumentsfor and against it. He made calculations of the expenses attending thedifferent classes of life insurance, selecting the ages of thirty, fortyand fifty as illustrations. The result was that when he went round tothe office the next day he felt considerable confidence in his abilityto talk up insurance.
Mr. Perkins seemed surprised to see him so soon.
"Do you think you understand the duties of a canvasser?" he asked.
"Yes, sir."
"You haven't devoted much time to it. You only took the documentsyesterday."
"True, sir; but I have spent several hours in examining them."
"Were there any things you did not understand?"
Walter mentioned one or two points.
"Now, that I may get an idea of your working ability, suppose you tryto insure me. I will take the part of an ordinary business man who isunfamiliar with the subject."
Walter was not bashful, and saw at once the value of this suggestion.
Without going into details, it may be stated that he acquitted himselfvery creditably.
"You surprise me," Mr. Perkins admitted. "You seem to have made yourselfquite familiar with the subject. I will take you into my employment asan agent and allow you half commission."
"Do you wish me to operate in the city?"
"It will be better for you to start outside. I will send you to ElmBank, about fifteen miles distant. Once there, I shall leave you to yourown discretion. I will pay your fare there and back, and trust to yourdoing something to repay me for the outlay."
"Very well, sir."
Walter took the necessary directions, and after dinner took a train outto the suburban town which I have called Elm Bank, though this is notthe real name. He congratulated himself on so soon obtaining employment,though it remained to be seen how he would succeed. However, Walterwas sanguine, not as yet having put himself in a position to meet therebuffs which are sure to lie in wait for agents of any kind. He thoughtover his prospects with pleased anticipations. He felt that the positionwas much higher than that of a boy in an office. It was one usuallyfilled by men of maturity and business experience. Besides, ifsuccessful, the rewards would be ample. The thought of the agent whomade a hundred and twenty-five dollars in a single week occurred tohim and encouraged him. He would have been content with a salary of tendollars a week, but here was a business which might lead to a great dealmore.
He seated himself next to a girl of sixteen, with a pleasant face andfrank, cordial manner.
Presently the girl tried to raise the window--she occupied the seat nextto it--but it resisted her efforts.
"Will you allow me to try?" asked Walter, politely.
"Thank you. You are very kind."
Walter leaned over and succeeded in raising it.
"Thank you," said the young lady. "I am only going to Elm Bank, but Ilike the fresh air, even for a short distance."
Here was a surprise for Walter.
"Are you going to Elm Bank?" he said. "So am I."
CHAPTER XIII
A YOUNG INSURANCE AGENT
"You don't live in Elm Bank?" said the young girl, inquiringly.
"No," answered Walter, swelling with pardonable pride. "I am goingthere on business."
"Have you ever been there before?" asked his fair companion.
"No."
"You look young to be in business."
"I haven't been in business long," returned Walter, wondering if helooked so very young. Then he added, with a sudden impulse, "I am aninsurance agent."
"Are you? I--I thought--"
"What did you think?" asked Walter, a little curious.
"I would rather not say it."
"I wish you would."
"You will promise not to be offended?"
"Yes."
"I have been told that insurance agents are very cheeky."
Walter laughed.
"I don't know about that," he said. "I haven't been in the business longenough yet. Do you know if any insurance agents have visited Elm Banklately?"
"No, I don't think so."
"Perhaps you would like to have your life insured?" said Walter, with ahumorous look.
"Can you insure me fifty cents' worth?"
"I am afraid not."
"Then I must put it off, for that is all the money I have."
Conversation drifted into other channels, and was kept up till the carsslowed down and the conductor, putting his head in at the door, calledout, "Elm Bank."
Walter and his companion rose and, leaving the car, stepped out on theplatform. Walter asked leave to carry a small bundle belonging to theyoung lady.
"Could you recommend any one who is likely to want his life insured?" heasked.
His companion pointed to a small house some quarter of a mile distant,but plainly visible on account of its high location.
"That house belongs to a German named Louis Fishbach," she said. "He hasa little money, and earns good wages in a shoe shop. He has a wife andfour young children. Perhaps he will be willing to insure."
"Thank you. I will try him."
"I will leave you here, as I live in a different direction. I am sure Iam much obliged to you for your politeness, Mr.--" Here she hesitated.
"Sherwood," supplied Walter.
"Mr. Sherwood. My name is Jennie Gilbert."
"Good afternoon, Miss Jennie," said Walter, politely removing his hat.
He stopped a moment and watched the retreating figure of the young girl.
"I hope I shall meet her again some time," he said to himself.
"I say, who be you?"
Walter turned quickly, and found himself confronted by a stout, hulkingyoung fellow, broad-shouldered, and dressed in country fashion. He was,judging from his appearance, about twenty-one years of age. His tone andface indicated that he was displeased.
"Why do you want to know?" asked Walter coldly.
"Why do I want to know? I'll tell you why I want to know. I ain't goin'to have any city dude chinning up to my best girl."
"Is Miss Jennie Gilbert your best girl?" asked Walter.
"Well, she can be if she wants to be. I picked her out a year ago, andas soon as she is old enough I'm goin' to let her know it."
"Then she isn't your best girl now?"
"No matter whether she is or not. I ain't goin' to have you paying'tentions to her."
"I don't see what business it is of yours," retorted Walter.
"You'll find ou
t if I give you a lickin'!" growled the other, handlingthe stick which he carried in a suggestive manner.
Walter was inclined to retort in kind, but all at once it struck him asfoolish to get into a quarrel about a girl whom he had known less thanan hour.
"If it will make you feel any better," he said, "I'll tell you that Igot acquainted with Miss Gilbert in the cars this afternoon. I never mether before, and, as I live in Chicago, I don't suppose I shall ever meether again."
The young man's face cleared up.
"Come, that's honest," he said. "I thought you wanted to cut me out."
"If Miss Gilbert likes you I shan't interfere," said Walter. "Now I'mgoing to talk business. I would like to insure your life."
"What's that? You ain't a doctor, be you?"
"No."
Walter proceeded to explain in as simple terms as he could command theobject and methods of life insurance.
The young man scratched his head.
"When do I get the money?" he asked.
"It is paid after your death."
"Then it won't do me any good."
"No; but suppose you have a wife and children--you would like to leavethem something, wouldn't you?"
"I might live longer than my wife," suggested the young mantriumphantly.
Walter found that his new acquaintance could only be influenced byconsiderations of personal advantage, and was compelled to give up theattempt to insure him.