First Published in 1936

I drove out to Glendale to put three new truck drivers on a brewery company bond, and then I remembered this renewal over in Hollywoodland. I decided to run over there. That was how I came to this House of Death, that you've been reading about in the papers. It didn't look like a House of Death when I saw it. It was just a Spanish house, like all the rest of them in California, with white walls, red tile roof, and a patio out to one side. It was built cock-eyed. The garage was under the house, the first floor was over that, and the rest of it was spilled up the hill any way they could get it in. You climbed some stone steps to the front door, so I parked the car and went up there. A servant poked her head out. "Is Mr. Nirdlinger in?"

"I don't know, sir. Who wants to see him?"

"Mr. Huff."

"And what's the business?"

"Personal."

Getting in is the tough part of my job, and you don't tip what you came for till you get where it counts. "I'm sorry, sir, but they won't let me ask anybody in unless they say what they want."

It was one of those spots you get in. If I said some more about "personal" I would be making a mystery of it, and that's bad. If I said what I really wanted, I would be laying myself open for what every insurance agent dreads, that she would come back and say, "Not in." If I said I'd wait, I would be making myself look small, and that never helped a sale yet. To move this stuff, you've got to get in. Once you're in, they've got to listen to you, and you can pretty near rate an agent by how quick he gets to the family sofa, with his hat on one side of him and his dope sheets on the other.

"I see. I told Mr. Nirdlinger I would drop in, but-never mind. I'll see if I can make it some other time."

It was true, in a way. On this automobile stuff, you always make it a point that you'll give a reminder on renewal, but I hadn't seen him for a year. I made it sound like an old friend, though, and an old friend that wasn't any too pleased at the welcome he got. It worked. She got a worried look on her face. "Well-come in, please."

If I had used that juice trying to keep out, that might have got me somewhere.

I pitched my hat on the sofa. They've made a lot of that living room, especially those "blood-red drapes." All I saw was a living room like every other living room in California, maybe a little more expensive than some, but nothing that any department store wouldn't deliver on one truck, lay out in the morning, and have the credit O.K. ready the same afternoon. The furniture was Spanish, the kind that looks pretty and sits stiff. The rug was one of those 12 x 15's that would have been Mexican except it was made in Oakland, California. The blood-red drapes were there, but they didn't mean anything. All these Spanish houses have red velvet drapes that run on iron spears, and generally some red velvet wall tapestries to go with them. This was right out of the same can, with a coat-of-arms tapestry over the fireplace and a castle tapestry over the sofa. The other two sides of the room -were windows and the entrance to the hall.

"Yes?"

A woman was standing there. I had never seen her before. She was maybe thirty-one or -two, with a sweet face, light blue eyes, and dusty blonde hair. She was small, and had on a suit of blue house pajamas. She had a washed-out look.

"I wanted to see Mr. Nirdlinger."

"Mr. Nirdlinger isn't in just now, but I am Mrs. Nirdlinger. Is there something I could do?"

There was nothing to do but spill it. "Why no, I think not, Mrs. Nirdlinger, thanks just the same. Huff is my name, Walter Huff, of the General Fidelity of California. Mr. Nirdlinger's automobile coverage runs out in a week or two, and I promised to give him a reminder on it, so I thought I'd drop by. But I certainly didn't mean to bother you about it."

"Coverage?"

"Insurance. I just took a chance, coming up here in the daytime, but I happened to be in the neighborhood, so I thought it wouldn't hurt. When do you think would be a good time to see Mr. Nirdlinger? Could he give me a few minutes right after dinner, do you think, so I wouldn't cut into his evening?"

"What kind of insurance has he been carrying? I ought to know, but I don't keep track."

"I guess none of us keep track until something happens. Just the usual line. Collision, fire, and theft, and public liability."

"Oh yes, of course."

"It's only a routine matter, but he ought to attend to it in time, so he'll be protected."

"It really isn't up to me, but I know he's been thinking about the Automobile Club. Their insurance, I mean."

"Is he a member?"

"No, he's not. He's always intended to join, but somehow he's never got around to it. But the club representative was here, and he mentioned insurance."

"You can't do better than the Automobile Club. They're prompt, liberal in their view of claims, and courteous straight down the line. I've not got a word to say against them."

That's one thing you learn. Never knock the other guy's stuff.

"And then it's cheaper."

"For members."

"I thought only members could get it."

"What I mean is this. If a man's going to join the Automobile Club anyway, for service in time of trouble, taking care of tickets, things like that, then if he takes their insurance too, he gets it cheaper. He certainly does. But if he's going to join the club just to get the insurance, by the time he adds that $16 membership fee to the premium rate, he's paying more. Figure that in, I can still save Mr. Nirdlinger quite a little money."

She talked along, and there was nothing I could do but go along with it. But you sell as many people as I do, you don't go by what they say. You feel it, how the deal is going. And after a while I knew this woman didn't care anything about the Automobile Club. Maybe the husband did, but she didn't. There was something else, and this was nothing but a stall. I figured it would be some kind of a proposition to split the commission, maybe so she could get a ten-spot out of it without the husband knowing. There's plenty of that going on. And I was just wondering what I would say to her. A reputable agent don't get mixed up in stuff like that, but she was walking around the room, and I saw something I hadn't noticed before. Under those blue pajamas was a shape to set a man nuts, and how good I was going to sound when I started explaining the high ethics of the insurance business I didn't exactly know.

But all of a sudden she looked at me, and I felt a chill creep straight up my back and into the roots of my hair. "Do you handle accident insurance?"

Maybe that don't mean to you what it meant to me. Well, in the first place, accident insurance is sold, not bought. You get calls for other kinds, for fire, for burglary, even for life, but never for accident. That stuff moves when agents move it, and it sounds funny to be asked about it. In the second place, when there's dirty work going on, accident is the first thing they think of. Dollar for dollar paid down, there's a bigger face coverage on accident than any other kind. And it's the one kind of insurance that can be taken out without the insured knowing a thing about it. No physical examination for accident. On that, all they want is the money, and there's many a man walking around today that's worth more to his loved ones dead than alive, only he don't know it yet.

"We handle all kinds of insurance."

She switched back to the Automobile Club, and I tried to keep my eyes off her, and couldn't. Then she sat down. "Would you like me to talk to Mr. Nirdlinger about this, Mr. Huff?"