al days for the insurance field-man. Weather like
this has a tremendously favourable effect on business. In the
city and small town alike there is a genuine revival of
business. The farmer, the merchant, the manufacturer, are
beginning to work overtime. Spring is in the footstep of the
ambitious man as well as in the onward march of nature. This is
the day of growth, expansion, creation, and re-creation.

"Consciously or unconsciously every one responds to the glad
call to new life and vigour. Men who are cold and selfish, who
are literally frozen up the winter through, yield to the warm,
invigorating, energising touch of spring.

"Gentlemen of the field force, now is the psychological moment
to force your prospects to action as indicated by the dotted
line. As in nature, some plants and trees are harder to force
than others, so in the nature of human prospects, some are more
difficult than others. Sunshine and rain will produce results in
the field of life-underwriting.

"Will it not be possible for you during these five remaining
days not only to increase the production from regular sources,
but to go out into the highways and hedges and compel others to
sign their applications, if for only a small amount?

"Everything is now in full swing, and we are going to close up
the month

"IN A BLAZE OF GLORY."

Might not this almost as well have been an address from the
headquarters of the Salvation Army? And is not the following exactly
parallel to a denunciation, from the mission-pulpit, of the unprofitable
servant?

"A few days ago we heard of a general agent who has one of the
largest and most prosperous territories in this country. He has
been in the business for years, and yet that man, for some
unknown reason, rather apologises for his vocation. He said he
was a little ashamed of his calling. Such a condition is almost
a crime, and I am sure that the men of the Eastern Department
will say, that man ought to get out of the business.

"_Instead of being ashamed of his calling, he should be mortally
ashamed of his not calling._

"Are you happy in your work? If not, give it up and go into some
business more to your liking."

WHY IS IT?

"So many times the question is asked, 'Why is it, and how is it,
that Mr. So-and-so writes so much business? There is not a wee