ter, 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.

I therefore desired to sell out, the first chance I got, which I soon
did, receiving five hundred dollars for my business, horse and buggy.

I also had four hundred dollars' worth of notes I had taken for
insurance, which belonged to me as commissions. These I got discounted,
receiving in cash three hundred and twenty-five dollars. I then
collected my note against the man to whom I had sold the jewelry.

Now I had over one thousand dollars in cash, and was ready to start for
Chicago. I called on those creditors who held my notes, which were not
yet due, and assured them I was on the right road to success, and that
with the use of the money I then had, I was certain to win, as I thought
of investing in jewelry as a jobber, which business, I had from my first
experience, always determined to try again if I ever succeeded in
getting money enough.

During this same summer, Mr. Keefer traded his fine farm three miles
from town for a house and lot in town, and a small fruit farm one mile