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Show Making Good in Love and Business . w I Wert.- In that case let me sea,- how i much wm your salary at the bank?" t "Thirty dollars a week . He looked at me appralatngly, heel- 1 tated an Inatanu then straightened In, hie chair with decision. "Mr. Hargent, I'm going to take a chanea on you. I pride myaeif on my lability to pick winners." He reached In his deak. "Here's a contract, our regular form. I will pay ytm the wmc salary you'v been getting as an ad vance, of course, agaiust your commissions. com-missions. Ha dipped a pen In Ink and proffered It to me. spreading the paper before be-fore me. The job was mine but for some un- ; accountable reason I hesitated. t "If you don't mind. Air. I'syne," I ! said. "I d like to think this over till ' j tomorrow. I want the position, all E right, but I'd Ilka to talk It over I "Ortalnly, said layne. "I understand. under-stand. Very good idea. It ahows that i vou're going at It In the r ght spirit! Here's our manual. ml book. Iltera- ! ; , CHAPTER 1 ' Jack Seeks Better Ad v tee, j laynr's manner was eatremeiy cor-dial cor-dial as he Invited me Into his office. I j didn't res ize at the tune that really hlg mm are always polite It la only ' self Important small minds that are arrogttnt. f "Mr f'Hvn.! ftd. dn yott re mem-ber mem-ber that the last time' I saw you, you aald something about my making a I good ineuranre agent? "To be sure." His face lighted up with a smile. "Have you given the , matter consideration?" , "Well." I said. 'l thought of trying It i ' for awhile, anyway, till something bet-i bet-i ter shows up." ! Payne, shot a glance at me I knew ! that I'd made a weak opening. His I ryes narrowed, then he smiled and said: "You'v given up banking, then, definitely?" I nodded. "'tnoij ' atd n enthnsl a a He a 1 ly J -'rnere's "no fut'utt ' fr' a young man of ambition in a hank like that. You ve j made a wine decision, Mr.. Hargent." Of course, it wasn't 1 who had made ! the decision, but I'svne seemed to think ho. and put the- matter so nicely that I d.tln't see any reason for disillusioning disillusion-ing him. "Married?" asked Payne. I shook my load. ''No-bul Well " "Thinking about It. eh? Good! That's the Idea Nothing like the right girl to steady a man. Now. Mr. Sargent, you ought to carry life Insurance. In-surance. Kvery man should, but especially es-pecially a married man. or" he laughed "an almost married man." "Hut." I protested. "I can't afford to take insurance not Just this minute." I wss thinking of the $0u I owed the stock brokers. "You mean," said Payne, "that you can't afford to do without It. There are Just two occasions when a man can't afford not to take out insurance one Is when he has money and the other is when he hasn't. You see, Mr. Sargent. I'm giving you your first lesson les-son In selling life insurance never take 'No for an answer." "Then." 1 said, "you can give me position on your min.it?" "We can always una a' good man," said Payne evag.vely. "What good reason can you give me for engaging you ?" "Because," I smiled, looking him straight in the eye, "I won't take 'No' for an answer!" "Good:1-he laughed, "you'll do! This isn't an easy game no game la eaay that's worth winning bul it's a bual-iietK bual-iietK that full of interest and it psys tore fr pmspects and Some applies-' " MiMS " I I took them, and, smiling, he held j out his hsnd. "When will I see you" f , "Tomorrow at .' I promised. Then I thanked him and left. i It was with a feeling very different t from that which I entered the Wat kins building thst I left It. 1 - I wee nffpeps a position dellar fin ! dollar aa good as the one I had lost, j Should I accept It 7 j I determined to talk It over with Betty. Payne had said "Nothing like' the right girl to steady a man." He is ! right. j If Hetty la to be my Hfe partner, the least I can do Is to consult her before ' making a decision that may ahape the. course of both our Uvea. ! CHAPTER 4. Jack Telle Betty All Abeut It. At lunch 1 glanced over the Iltera- , tore Payne had given me. I found It i So absorbing that I went up to my ' room much to the amasement of my 1 good landladV. to whom 1 gave my now stereotyped excuse and there I sat studying those books for three' hours without realising the flight of time. Hy $.t0 1 couldn't wait any longer j to 'phone Betty, and luckily caught her . disengaged. I teased her about some great news I had to tell her end msd an engsgement for after dinner. That night 1 look special psins to . look my best. And aa I changed my 1 clothes - couldn't help thinking how ufien a mail I Jlidgrd In the tuiim' world aa well aa In the ertaj world by his personal appearance. Hetty Uvea with her mother up on Kim street, a long wsy from my boarding house. Hut though I tried to walk slowly. It was early when I ; got there. Mrs. Ray and Hetty were clearing away the dishes. Of course we couldn't tafk then. Hut as soon as we were alone Betty turned to me. "Jack, tell me what's happened, I'm j Just dying to hear! J I looked at her admiringly her i eager face was flushed snd her eyes were sparkling with interest. Indeed 1 f was a lucky fellow to have a girl like Betty. How would she take what I 1 had to say? "You teH-ne" nho snld eoa.vlnetv i 1 "What mill my reward ba to atart , with?" I a nked j "You mean aalary? J I nodded. "Wit pay no aalariea. Mr. Sai-nt. Thia buHinru 1 handled on' a com-mil--i un hmm. W pay a Ilbarai 1T-tentax 1T-tentax of th? flmt yrar'a prssmturo and ania.lcr renewal commute. ona for a number of cara. It enable the aarent to build up an lnd pendoot Income." "But don't you pay anything at all to Htart?" 1 aakv-d. "How am i ifolng to live until I aell a policy?" "1 thought you had monry. aaid Payne, and there enme a ah;ide of c-hunK in hii hitherto cordial attitude. " 'Had,' la rmht," I aald, bitterly. "They Kot " "H m," eaid i'ayne, "that'a too bad. "you know I'm all curiosity a.nd yet you stand there as though Jack, you j come right over here snd tell me all that'a on your mind." And she ted me ' over to the aofa. ) "I've left the bank! 1 blurted out. , "and I'm going Into the Insurance, business!' "Jack:" I didn't know If ahe were pleaded or not. "When did thia hap- ; pen?" "This morning Then I told her the whole atory, ' starting with my silly stieculatlona in the market, apart ng neither details nor myaeif. I even told her everything fi rover had said and Juat what a fool I'd made of myaeif. It seemed the beat way. Khe ltatened to every word with rapt attention. ( "What d you think of It?" I aked ; when I'd finished. ! "I don't know Juar'what to think," i ahe said slowly, "tif course, it's too j bad the money'a gone. But ahe ' drew a deep breath and turned toward 1 me a fare that wore a brave nmlle, , crying over It won't bring It back I've thought right a Ion you had something on your mind that was worrying you." It waa the first time I'd ver made , an Important move without conault- ' Ing Betty, and I could see that ahe, waa hurt. But ahe'a the beat little 1 pal In th world she tried not to show 1 hnw tfnlv ahe m'M t- arrleved at the ! loaa I had brought u(Kn ua. "l-lrst." said Betty, f want you to J promise that you'll never, never gamble gam-ble In the stock market again. f promised. Vow, she said, "let's get that contract con-tract out and look It over. "It sounds attractive," ahe said finally, "only there'a one thing. Jack, that you'll have to make up your mind to. Tont start selling Insurance If you feel thst It's only good enough till something better turna tip. Make up your mind that It Is what you really want to do then do nothing elae " "What makes you say that" I asked. "Becsuse that's the only wav to he successful st anything. Jack dear, and , I want my boy to be a big succesa. I know, you can rlo It you've got ft In , you. ' Ya, getting out of the bank -mav be one of the beat things you ever did." "That's wht Payne seems to think. I aald. "Oh. him!" laughed Petty. "He doesn't know you half aa well as I do. You've tried getting rleh In a hurry , and you've found that it can't be done ' There's -nothing like patience and . work. Jack work and .patience " knd Betty" I added; kiaafnr ber. 1 "Trust me. dear, I'M make good!" j ; 1 meant It. Bd-ttv had acted splendldlv, sndf-realised sndf-realised that her encouragement ata the one thine I had needed to mnke me have.ertfMerKe (n myaeif and the i new hustnesa am to tarfcle With her to fight for. the world can" nver give me ""no for a if answer' ' rotlne4 Mow day ) |