“When you come again, if there is anything you don't see into, let me know, and I'll explain it to you.”
“Thank you, sir.”
Walter went home and set himself to studying the insurance documents given him by Mr. Perkins. Here he found his college training of service. It was like studying a science, and Walter, who went to work systematically, soon came to understand the system, with the arguments for and against it. He made calculations of the expenses attending the different classes of life insurance, selecting the ages of thirty, forty and fifty as illustrations. The result was that when he went round to the office the next day he felt considerable confidence in his ability to talk up insurance.
Mr. Perkins seemed surprised to see him so soon.
“Do you think you understand the duties of a canvasser?” he asked.
“Yes, sir.”
“You haven't devoted much time to it. You only took the documents yesterday.”
“True, sir; but I have spent several hours in examining them.”
“Were there any things you did not understand?”
Walter mentioned one or two points.