Elliott Flower

“ You may make of life insurance a cheap business, or you may make of it a dignified profession; you may be a mere annoying canvasser, or you may be a man who commands respect; but, to be really successful, you must have, or acquire, a technical knowledge of the basis of insurance, a knowledge of law, and, above all, a knowledge of human nature,—and even that will avail little if you are not temperamentally suited to the work. ”

“ To touch it, to risk any part of it in business, would seem like taking money out of the baby’s bank. Still,” he added whimsically, “a game in which you have to die to win never did appeal to me very strongly.”
“A game in which you are sure to win when you die is better than a game in which you are likely to lose twice,” retorted Murray, “or one in which you have to live to win, so long as life is something over which you have no jurisdiction. With insurance you win when you lose, but with stocks you may lose both ways and leave nothing but a reputation for selfish improvidence. ”

“ Instantly, his talk with Murray flashed through his mind. “You are paid to protect your company, so far as lies in your power,” Murray had said. Absolute loyalty to its interests was imperative. Would it be honorable for him to enter into any arrangement with this woman that would cost his company money? Had he any right to do more than the company would do itself? What would be thought of an employee in any other line of business who advanced money that was to be 40 used to the financial disadvantage of his employer, however proper it might be in the case of some one else? ”

“ In the words of Dave 230 Murray, “One of the great annoyances of the life insurance business is that the very young man is too well and strong to want to be insured, and the man of middle age is afraid of learning that he is not as well and strong as he thinks he is. We have to fight optimism first and cowardice later. Theoretically, the ‘risk’ ought to be caught young, but, practically, it is easier to catch him when he has begun to appreciate the responsibilities of life. The optimism is more difficult to overcome than the cowardice.” ”

“ You’ve lost ground when you have reached a point where any man you know is not glad to see you enter his office. At the same time,”—musingly,—“nerve and persistence become forethought and wisdom when time proves you were right. I have known of cases where a man afterward thanked the solicitor who had once made life a burden to him; but it is always better to change a man’s mind without his knowledge.”
“Rather difficult,” laughed Ross.
“But it has been done,” said Murray. “As a matter of fact, you are working to save men and women from their own selfishness or heedlessness. ”

“ Tucker. “But, of course, your doctor is right. Poor Ralph!”
“Please don’t do that,” pleaded Murray.
“Poor Ralph!” sighed Mrs. Tucker again. “The doctors don’t think he’ll live more than a lifetime.”
“Put in another application and take another examination,” urged Murray in despair. “The doctor may have been misled by some trifling temporary trouble.”
“What would be the use?” asked Tucker. “I’ve already invested the premium money in a small ranch.”
“It’s too bad,” remarked Mrs. Tucker lugubriously. “That money would have done the company so much good.” ”

“ Since the death of his wife, Jonas had given his every thought to the boys and their future. He reproached himself for the speculations that had deprived him of the power of helping them as he had planned in earlier days; he felt that somehow he had defrauded them. So deeply did he feel this that from the day he gave up his real estate business he never had put one dollar into a speculation of any kind, except so far as his investment in their business was a speculation. ”

“ Somehow, when one has been poor and has suffered some privations, one learns to give some thought to worldly affairs, and it is to the credit of Alice Jennings that she did not grade men more exactly by the money standard. Harry’s modest salary would be sufficient to meet her requirements, but Harry had nothing but his salary. A larger salary might give something of luxury, in addition to comfort, but, assured the comfort and freedom from privation, she would be guided by the inclinations of her heart. ”

“ I know that this man is dying; I know that, if I pay this premium, the company will have to pay out the full amount of the insurance within a few days; I know that the premiums paid to date amount to only about five hundred or six hundred dollars, which, under the terms of the policy, the woman will not wholly lose. For me, an employee, to conspire to 41 get the rest of the money for her would be like taking it from the cash drawer. I won’t do it; I can’t do it after Murray’s talk to me to-day about business integrity! ”

“ Time was when anybody with money could be a banker, but now it is conceded to require special gifts and a special training. I place life insurance right up in the front rank of the professions, for it is semi-philanthropic. We are not in it for our health, of course, but, if we are conscientious and earnest, we may reasonably flatter ourselves that we are doing a vast amount of good in line with our work. The life insurance solicitor has been the butt of many jokes. ”

“ But it would be through human instrumentality: the legacy, and the method and law by which it reached them would be essentially human. If, when poverty knocks at the door, some generous philanthropist were moved to come to their relief, he would hold again that the Lord had provided; if some wealthy relative sought them out, it would be through the intervention of the Lord; if, through his own wise action, they are saved from want, is he more than the human instrument through which the Lord provides? May not an insurance company be the chosen instrument? ”

“ Wentworth went on, “why insurance 50 was any better than an investment in good stock—”
“A little more certain,” suggested Murray, “so far as your wife is concerned. No stock is safe while a man lives and continues in business. It is too convenient as collateral and can be reached too easily in the case of failure. You will take risks with stock that you will not take with insurance, even when you can; you will sell stock to get ready cash for a business venture that may prove disastrous, but it’s like robbing your own widow to touch life insurance money. ”

“ I wouldn’t lose such a man as you for ten times four thousand dollars.”
“It is all right?” asked Ross, bewildered.
“Of course it’s all right,” asserted Murray. “As a matter of sympathy and justice, it is not only right but highly commendable; as a matter of financial profit to you, it would be despicable. Pay that premium, and I tell you now that the company will never pay a death benefit with less hesitation than it will pay this one. What is one risk more or less? We do business on the general average, and any sum is well invested that uncovers so conscientious an employee. ”

“ The first time we had a little rumpus she had me going seven ways for Sunday until I thought of the insurance policies. ‘Well,’ said I, ‘if I’m not the head of the house there’s no reason why I should be paying insurance premiums, and I’ll default on the next one. The head of the house looks after things of that sort,’ I told her, and that settled it. I’m the head of the house, and, if I don’t play it too strong, I’ve got the thing to maintain discipline.”
“Don’t you want another policy?” laughed Murray. ”

“ Even where no real blame attaches to her, there is always criticism and contempt for the woman who lets another take her husband from her, and a repudiation of the expenses of his last illness or any other bills, when you are getting the insurance, would condemn you absolutely in the eyes of all people who knew the circumstances. ”

“ Now, why should a friend of Mays apply for insurance through another solicitor? Well, he might have been ignorant, when he made his application, of 174 the fact that Mays was in the insurance business. But why did they give no sign of recognition when they met in the main office? It was quite natural that Mays should be anxious to learn how his friend came out with the physician, but why should he sneak out into the hall to ask the question?
Any evidence of secrecy and underhand work always annoyed Murray. He did not like this, although he could see nothing in it to cause him any anxiety. ”

“ Murray told were very sad.”
“Oh, Murray was after business,” he said with a laugh. “He told me long ago that he intended to insure me, and it’s been a sort of friendly duel with us ever since. But he has convinced me that he is right in holding that every married man should carry life insurance, and, aside from that, I would cheerfully pay double premiums to relieve you of any cause for worry. The insurance company is going to get the best of me, though: I’ll live long enough to pay in more than it will have to pay out.” ”

“ Murray paused a moment to let the terrible nature of the situation impress itself on Ross. Then he added quietly: “We paid the insurance, although the timeliness of the accident did not escape comment. The same mistake twenty-four hours later would not have had the same financial result. Now, do you understand why I would not care to put fifty thousand dollars on the life of Tucker, even if he were physically satisfactory? Unexpected reverses may make any man worth more dead than alive, but we seldom contribute knowingly to such a condition of affairs. It isn’t prudent. ”

“ Many interests may depend temporarily upon the operation of one man, and his sudden death might spell ruin for a number of people, unless they were protected by insurance. The policy is playing a more important part in the business world every day. There are lots of strange things that can be done when you fully understand it.”
“But that doesn’t help me,” asserted Lake impatiently. 87
“No,” returned Murray, “I don’t see how insurance could help you just now, unless you were to die. A policy won’t be accepted as security for a sum in excess of the premiums paid, for you might default.” ”