Silverman telegraphed sharply to Plaisted, "Why don't you get any corporation business in bulk! Our competitors do."
Mr. Plaisted responded with a laborious letter of explanation.
Then it developed that the New England Life had things already in shape for a third big deal--the Phosphate National Bank. Mason got the first wind of it, not in Kansas City, but by a direct tip from Mr. Silverman in New York, with instructions to investigate promptly. Within six hours he was able to report back that the proposed premium would exceed five thousand dollars a year, and furthermore that the Phosphate Trust & Savings, being controlled by the same parties as the Phosphate National, was preparing to follow its lead. That would make four banks for the New England in half a year and greatly increase its already disturbing prestige.
Silverman answered, "Immediately use all proper methods secure Phosphate business for us. We must maintain prestige. Authorize you act independently Plaisted your discretion. Draw on me in reason."
Mason drew on him for one thousand dollars, and obtained two five hundred dollar bills, one of which, after duly cautious preliminaries, he handed to the cashier, the other to the auditor of the Phosphate National. Again, after duly cautious preliminaries, they accepted. These two gentlemen had been detailed a committee to draw up for the convenience of the bank's Board of Directors an analytical syllabus of the differing propositions offered by the competing insurance companies. The Eastern Life got the Phosphate National's business, followed by that of its subsidiary, the Trust & Savings Bank, and Mason got Mr. Silverman's congratulations.
Two days later Silverman walked unexpectedly into Plaisted's office. Plaisted, who had just that instant signed his name to a letter addressed to his visitor in New York, was rattled.
"Mr. Plaisted," said Mr. Silverman, biting off the end of a three-for-a-dollar, "I have found out what is the trouble, that is, the main trouble with your agency here."
Plaisted winced. He hadn't realized that there was any trouble, and certainly not any main trouble with his agency. "Yes, Mr. Silverman."
"Why, yes--perhaps. I've thought of breaking in a few new agents this winter."
