This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1911 Excerpt: ...qui vive all the time. Just like a race horse, he should he ready to go when the bell sounds. Now every man knows he is better off if he doesn't drink at all. 1 don't think that drinking ever benefited any man, and the same thing applies to smoking, but there are some of us who can do these things temperately, and are not much harmed by it. But if a man warts to take a drink or two he should not do it in the davtime. A business man particularly should not take a drink until after six o'clock in the evening. Ve see very much less drinking in the daytime now than ten years ago, and I am very glad of it, because as business men we have no right to do that thing in the middle of the business day which will in any way interfere with our efficiency for our afternoon's work. I know of nothing that will so unfit a man for business as a drink or two in the midd'e of the afternoon. Salesmen, above all others, if they feel they must drink, should not do so until after six o'clock at night. The men who will stick to this rule will have more dollars in the hank at the end of the year than the man who does not. I speak from experience, like the man who says: "It pays to be honest because I have tried both ways." Some of the faults of insurance men I have met are as follows: (i) They are over-persistent. Some do bore busy business men because they don't know when to make the approach or to leave the prospect. (2) They are entirely too technical. They will talk about things they understand, but that the prospect knows nothing about, such as endowment, tontine, old line, straight life, etc. (3) There is too much "knocking" among life insurance men. "Knocking" never pays. A knocker, properly described, is a thing that hangs outside a door. It do...