"No, sir, but I have a general idea of it."

"I will give you some doc.u.ments--instructions to agents, etc. Take these home, study them, and come to me when you think you understand it well enough to talk people into it."

Mr. Perkins opened his desk, and selecting some papers handed them to Walter.

"When you come again, if there is anything you don't see into, let me know, and I'll explain it to you."

"Thank you, sir."

Walter went home and set himself to studying the insurance doc.u.ments given him by Mr. Perkins. Here he found his college training of service. It was like studying a science, and Walter, who went to work systematically, soon came to understand the system, with the arguments for and against it. He made calculations of the expenses attending the different cla.s.ses of life insurance, selecting the ages of thirty, forty and fifty as ill.u.s.trations. The result was that when he went round to the office the next day he felt considerable confidence in his ability to talk up insurance.

Mr. Perkins seemed surprised to see him so soon.

"Do you think you understand the duties of a canva.s.ser?" he asked.

"Yes, sir."

"You haven't devoted much time to it. You only took the doc.u.ments yesterday."

"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 try to insure me. I will take the part of an ordinary business man who is unfamiliar 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 himself very creditably.

"You surprise me," Mr. Perkins admitted. "You seem to have made yourself quite familiar with the subject. I will take you into my employment as an 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 Elm Bank, about fifteen miles distant. Once there, I shall leave you to your own discretion. I will pay your fare there and back, and trust to your doing something to repay me for the outlay."

"Very well, sir."

Walter took the necessary directions, and after dinner took a train out to the suburban town which I have called Elm Bank, though this is not the real name. He congratulated himself on so soon obtaining employment, though it remained to be seen how he would succeed.

However, Walter was sanguine, not as yet having put himself in a position to meet the rebuffs which are sure to lie in wait for agents of any kind. He thought over his prospects with pleased antic.i.p.ations.

He felt that the position was much higher than that of a boy in an office. It was one usually filled by men of maturity and business experience. Besides, if successful, the rewards would be ample. The thought of the agent who made a hundred and twenty-five dollars in a single week occurred to him and encouraged him. He would have been content with a salary of ten dollars a week, but here was a business which might lead to a great deal more.

He seated himself next to a girl of sixteen, with a pleasant face and frank, cordial manner.

Presently the girl tried to raise the window--she occupied the seat next to 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 I like 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 going there 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 he looked so very young. Then he added, with a sudden impulse, "I am an insurance 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 long enough yet. Do you know if any insurance agents have visited Elm Bank lately?"

"No, I don't think so."

"Perhaps you would like to have your life insured?" said Walter, with a humorous look.