"No matter about the surplus. Edward E. Murch and his people are back of us, we've got the premium income, and we're in the game to stay, while you as a practical insurance man know, no matter how far your sympathies may go in the opposite direction, that the days of the Guardian are numbered. I'm offering you the chance to take on one of the livest companies in the field to-day in place of a concern that's headed for oblivion by the most direct route. It's a chance I would jump at if I were in your place, but I understand the sentimental consideration enters in,--it does credit to your heart, Mr. Osgood, and I respect you for it,--and in view of all that sort of thing I came here prepared to give you certain inducements to switch the Guardian's business to the Salamander." "Inducements? Of what sort do you mean?" inquired Mr. Osgood, mildly, although his face was a little flushed. "Well, increased latitude on lines and classes--a larger authorization in the congested district--those are some things. Possibly also," he suggested delicately, "a little extra allowance--let us say an entertainment fund--to be used in cultivating brokers with an especially desirable business." "But," said Mr. Osgood, "we are members of the Boston Board. We cannot offer any greater inducements to brokers than any of our fellow members offer." O'Connor saw his suggestion had not been taken kindly. "Of course not," he agreed. "Although I know one Boston agent who once a month plays cards with his best broker, and curiously enough he always loses exactly five per cent of that broker's account with him for the previous month. Such things are sickening--and they put at a disadvantage those of us who live up to our agreements. But I don't suppose any Board could make a rule preventing an agent from taking a good customer out to dinner and perhaps the theater once in a while--that was all I meant to suggest." Mr. Osgood, who felt considerable doubt as to this innocent limitation, rose. "I presume you would like my decision, Mr. O'Connor," he said, in a low voice. "Why, yes--as soon as convenient--the sooner the better," the other man replied easily. "Well, then, I will give it to you now," said the Bostonian. "Mr. O'Connor, I am an old man; I have lived in this city for nearly seventy years, and during those years I do not think I ever made a bargain which I would have been ashamed for the world to have seen. I am too old to begin to be either disloyal or dishonest now--for I do not see what else you can call what you have proposed but disloyalty to my friend Mr. Wintermuth and his company and dishonesty to my associates in the Boston Board. If I thought you intended to insult me, I would ask you to leave my office, but I do not think you intended your proposal as an insult, for I do not believe that by your own code you are doing anything which that code would condemn." His visitor started to voice a protest, but the other man stopped him.