ey lines.
Elucidate forthwith, Benny--in the vernacular, unbelt. I am listening."

Cole was reflecting. No one knew better than he how little regard John
M. Hurd really felt for this mercurial youth. Yet Mr. Hurd had
resisted with entire success all other means of approach. After all,
family connections counted for something, even with the retentive old
trolley magnate. So when at last he spoke, it was with the
determination to show a part of his hand, at least, to Wilkinson.

"Mr. Hurd is President of the Massachusetts Light, Heat, and Traction
Company," he began.

His visitor smiled affably.

"There is a popular impression to that effect," he admitted.

"Silas Osgood and Company and--" he paused a moment--"Bennington Cole
are in the fire insurance business. The Massachusetts Light, Heat, and
Traction Company carries no fire insurance on any of its properties.
Well," he said sharply, "do you begin to see how you come into this?"

"See what?" asked Wilkinson, blankly.

"The insurable value of the various properties of the company must
amount to six or eight million dollars. The average rate on those
properties would probably be about seventy-five cents per hundred
dollars a year for insurance. That would make a premium of say fifty
thousand dollars per annum. The commission to the insurance broker who
handled that line--who could secure it and control it--would be ten per
cent of fifty thousand, or five thousand dollars. Half that amount--I
am doing these sums for you so that you can catch the idea--would be
twenty-five hundred--without any risk to yourself and every year of
your life. Do you think the game worth a try?"

Wilkinson sat up with eager interest.

"Why half? Why not both halves?" he inquired.

The other man spread his hands before him in a gesture as well
recognized among elder peoples as it is to-day.

"Naturally I would expect half for originating the scheme, drawing up
the schedule in its proper form, securing the lowest rate, and placing
the line with the various companies. You couldn't do those things, you
know; it takes knowledge of the business."

His visitor once more sat back in his chair.

"And all I have to do is to get Uncle John to take out an insurance
policy on his trolley cars! A mere nothing! I'm astonished that you
offer me so much as half--for so simple an office. Really, Benny, you
are losing your faculties. I can almost see them evaporating. Yes,
the ti