He asked how I knew so much, if I had never tried it. "Because I am no good at anything else," I answered. He asked how I would like it. I assured him I ready to try it, and that I owned a horse and buggy to travel over the country with. He then took me to his office and after giving me a few instructions, gave me the necessary papers and sent me out. The very first day I took three applications. The company insured on the installment plan, by issuing a policy for five years, the first payment of forty cents a hundred per year, was to be paid when the application was taken, and the balance made payable in equal annual installments. The agent's commission was the first installment, or twenty per cent. of the gross amount. I was not long in learning that the rate charged by this company was just double that of any other in existence, but the people readily fell in with the idea of paying their insurance by installments. I gave it a week's trial and was immensely successful, and turned my applications over to Mr. Forster, but was careful to sign my name to them in full, as sub-agent. He made an equal division of commission with me, which I was not satisfied with. I then quit, when Mr. Forster called in about a week to see why I didn't keep "hus'ling," as I had been doing so nicely. "Well," said I, "Mr. Forster, it's against my principles to steal and give some one else half. I can't afford to go out and rob my neighbors and acquaintances, and give you any part of it." He had no more to say. A few days later, I received a letter from the secretary of this company, asking if I would like to become their agent. I answered that I would, and on receipt of my certificate went to work in earnest. Before two weeks had elapsed, I was the agent for three other first-class fire companies, whose rates were as low as the lowest. I also had a first-class life and accident company. I commenced in the morning, and worked until late at night. The first intimation I had that I was doing an extra good business, was when I received a letter from the secretary of one of the companies saying: "Go for them, Johnston, you have sent in more applications under one date, and made a larger thirty days' average, than has ever been made by any agent of our company," and added that I might consider that as a compliment, as they always had hundreds of agents, and in all parts of the United States. This letter was received from him after I had been working at the business some months. And I decided at once to quit the business forthwith. As soon as I read it I said to myself: "Now it is certain I can never get rich working at the insurance business." At least, I could not recall to my mind a single instance, where anyone had ever made more than a living, especially in a country town, and I argued, that if I had proved myself so _far_ superior to all other insurance agents, I couldn't see why it wasn't possible for me also to excel in a better paying business.