YOURS TRULY, ED GRAHAM

e [Applause] [Applause] la [Applause] [Music] well done Betsy that was a long hard pull H let's cool off a bit it'll do us both good say you do get a mighty fine view from this spot dear now you wouldn't think that a little over a hundred years ago that little city was just a scattering of log cabins in the country around here Wilderness that's what it was down the courthouse yard there's a plaque in memory of those staunch Pioneers who settled here ad. 1835 things must have been pretty tough back in those days the folks who came here were a stubborn lot they hung on in the face of want and privations of hardships and disaster they grubbed out farms and Built Homes and passed them on to their children we live here today because our particular ancestors settled here but you know I've noticed that folks of pretty much the same no matter where they live they're born they have their share of happiness and sorrow their hopes and fears and Ambitions their daily work to do and finally they pass on I often wonder what it is we want from Life what we hope to get out of it why do we go on working and doing the things that we do well I guess every man has own ideas about that now there's Henry vaugh I remember talking to him that is I've started to talk to him often enough but he's forever having to get going somewhere Henry is one of our leading businessmen just about the busiest man you ever saw he lives in a nice comfortable home on syamore Street question before the community today is economic Oh Henry sorry dear I've got to run I'm do it a lunch at the Chamber of Commerce at 12:30 but you forgot your hat oh oh yeah the question today is economics looking for a cab sir huh cab yes yes uh the Chamber of C every member of this chamber of commerce wants to see our city grow and prosper and believe me gentlemen when I say Prosper I mean prosperity for all our citizens the assurance that the work a man performs today will give him security tomorrow we'll give him not only security we'll give him apple pie and ice cream [Laughter] all right I I got it from the menu but I'll stick to that we'll give him apple pie and ice cream in other words the dessert the good things in life when he's through [Applause] working the words might have come from the menu but the thought came straight from Henry vaugh 's heart CU I happen to know Henry wants to retire one of these days gosh who doesn't everybody wants something different out of life there's Tony gerani he runs a shoe repair shop down on Elm Street Tony got quite a new slant on life the other day [Music] please ma'am is there no word yet no Mr galani no word Dr Jackson is still in the delivery room I'll let you know but if you just tell me I'm sorry I can't tell you anything about it now Dr Jackson is still in the delivery room but my Rosa they have been in there for 6 hours six long hours what has he been doing there for six long hours hey this doctor checks on he won't let my Roosa die will he even do that no now Mr galani everything is going to be all right you just sit down and rest what do you mean rest I'm I'm not tired you see this this is Rosa's first baby and she yes oh oh yes Dr Jackson what is it Dr Jackson what's the matter oh well I see he's here now yes I will doctor what what what did he say what's the matter Dr Jackson wants you to wait he'll be here in a moment to tell you all about it all right all right sure I wait I wait say where did you think I go Dr Jackson Dr Jackson well Tony you no no not of me my Rosa he she she's getting along fine Tony you mean she's she's all right certainly she's all right she's fine n some water quick here Tony take this there now take it easy please excuse me Dr Jackson I guess I'm not feeling so good myself you'll have to try and bear up T and here comes someone to see you where why do you know about that it's a Bambino too a Bambino what do you think a little boy just like me only I tell you one thing he's going to be different me well I'm not so good all day I fix shoes but that's not for him this boy is going to a fine school I'm going to work hard and save and fix my money so that this boy can have a good education even if I die all right supposing I die what do I care he's my boy I'm going to take him home right now oh no wait a minute Tony that's not quite the way we do things no no and if I'm not mistaken there's someone else who has a little claim on him too maybe you'd like to see her my Rosa that's right excuse me doctor listen you think it's all right for me to go and take a little peek of my Rosa sure Tony go right on in thank you I'm glad I'm not a man they certainly do suffer and I guess if you'd ask Tony what he wants from Life he'd tell you that he wants to give that boy of his a head start on security a head start on security well that's probably what young Larry Taylor and his girl Wilma McBride are trying to get to 8 9 10 11 12 1 2 3 four three May window five now DAV Port will go in there like that about so high well then I'll have to move the piano Pi well the piano can go over here don't tell me you've moveed that piano again look darling over there's going to be my den oh that's lovely and right next to that that's the dining room uhhuh and right next to that and just a little behind that's the kitchen that's your department Larry how do you think red Chin's curtains would look in the kitchen chint curtains well I think they look wonderful come here oh stand right there darling don't moveing inch what's going on in the evening when I come home from work you're going to be right there right on that spot waiting for me but Larry don't interrupt me me and I'll come through the door and I'll run up to you and I'll take you in my arms and I'll kiss you oh wait a minute you mustn't touch me wa honey what's what's the matter you big silly I'm all covered with st you've got me standing right in the middle of the fireplace sure enough I have I'm all mixed up this excitement's too much for me I guess come on let's go you know I think we'll have Stepping Stones instead of a regular walk uhuh and Roses on each side that's right and there'll be white picket pets all around and a little white Garden Gate that swings both ways oh no there won't and why won't there be because I happen to own this lot and I don't like white picket fences is that so well listen Mister I happen to have the deed to this lot right here in my car oh you have eh now look here young fell I've owned lot 14 on E Street for 15 years E Street oh gosh I'm sorry Mister we kind of made a mistake we we thought we were on F Street it's all right youngsters anybody's liable to make a mistake yeah gosh imagine our making a mistake like that well honey what's the matter oh I was just thinking wondering if we aren't making a bigger mistake this is just something to dream about oh honey don't feel that way don't let a little mistake like that upset you of course it's going to come true now listen we're going to build this home and nothing's going to stop us I know Larry dad probably said the same thing to mother when they were planning to be married you know they started out just like we have like thousands of other couples have only things happen people get pushed around life is bigger than you are and it can do things to you yeah well nothing's ever going to push us around nothing sure your mother and dad had some hard luck but nothing like that's ever going to happen to us to you anyway I'll see to that Wiman McBride and Larry Taylor and Tony gerani and Henry vaugh and here's truly at Graham all of us everywhere what do we want millions of different things and yet you could almost sum up those things in one word security so you see that's why my business the life insurance business touches the lives of just about everybody security is what all of us want but some of us for one reason or another sort of put off doing anything about it now take Dr Jackson he's one of the finest men I know say you ought to be arrested for misrepresentation what do you mean says on your door office hours from 2:00 to 4: you know it's after 11:00 no didn't know it was that late Mrs fesia had to have some tests done she can't afford to have a laboratory do them but I've just about finished say what are you messing around the building for at this time of night oh I just dropped into the office to check over a couple of policies I saw your light on so you thought you'd come in and talk me into taking some more Insurance well it won't do you a bit of good well I wish I could talk you into it Bart I've known you for 15 years and the older you get the more stubborn you get you'll do anything to help somebody else but try to get you to do something to help yourself and you BK like a mule so I'm bky am I when was the last time you came in here for a physical checkup oh I don't know well I'll tell you it was about 10 years ago I've reasoned with you argued and hounded you to take care of yourself but I might as well bump my head against a stone wall but there's nothing the matter with me no nothing except you're killing yourself working day and night when I start dying Bart I'll come in look Ed in case you haven't heard about it the function of medicine has changed a little the last 100 years nowadays A man goes to a doctor to keep well not to get assistance in dying that's exactly what I've been trying to tell you about life insurance one of the primary reasons for buying it nowadays is to get its benefits while you're still alive don't change the subject well all right let's go downstairs to the restroom and get a piece of pie and a cup of coffee now that's just like you stuffing yourself with rich food this time a night absolutely no regard for your health uh you think the rest still open yes we want security but we put off getting it or we're careless about it maybe we think we're getting it when actually we're not the other day there was an auction over at Mrs [Music] dunlap's going at 60 cents once $760 twice $7.6 for the third and last time are you all done and the pair of dresen lamps are sold to Mr Haw and then folks if there's anything else you'd like to have me put up anything at all just name your pleasure anything at all would you please put up the kitchen dishes kitchen dishes yes ma'am Charlie get the kitchen dishes I always thought Dave Dunlap was well fixed so did I this stuff won't bring anything certainly going to be hard on her now about the insurance Mr Dunlap we've looked into it but I'm afraid it's not what you expect there there was Insurance wasn't there well yes but Mr Dunlap let one of his policies laps well I'm afraid what's left just won't accomplish what he would have wanted you see Mrs Dunlap he should have reprogrammed the rest of his policies sometimes a helpful Readjustment can be made in a case like this well I know David was a little careless about such things but he was always so busy if he could only have had some advice if someone had only told him why didn't they I told Dave he was neglecting himself I warned him he'd have to let up take things a little easier but if I didn't keep after him all the time he wouldn't pay any attention to it and I I didn't have the gumption to keep after him that was all my fault I wouldn't say that we all know how Dave was when things got a little tough for him he dropped one policy completely I tried to get him to let me help readjust his insurance to fit his Pur and his needs but he always figured I was only trying to sell him something he wouldn't come to see you and wouldn't let me come in to see him I could have saved CLA Dunlap a lot of what she's going through now but it's pretty hard to keep after a fellow all the time even when it's for his own good Ed there are two callings whose business it is to look after a man's welfare whether it means keeping everlastingly after him or not those two callings are yours and mine if we don't do it who will keeping everlastingly at it that's it all right and yet as well as I know him some folks still have me buffaloed I say take Fred Squires every time I go up to see him I get cold feet who let you in here your wife well tell her to let you out again and right now I don't want any of your insurance gab yes but Fred I've been flat on my back for 6 months and Doc Jackson says it'll be 6 months more before I'm up in round that makes a year without a scent coming in but look Fred you're feeling better now I've got hospital and doctor's bills that look like the national debt I can't meet the payments on my house and if the stores give us any more credit they're plain darn fools you walk in here and tell me I'm feeling better now get out why you I'd throw you out if I had my strength well as long as you haven't you'd better listen now you've got an endowment policy Fred that you've had a long time now I figured out a way for you to use it to get you over this Jam so you want me to lose that policy so you can sell me some more of all the heartless no wait a second your daughter has just been married hasn't she yes what's that got to do with it well naturally she won't be going to college now and you took out that endowment policy primarily to pay for her education right yeah well that policy has built up a pretty substantial loan value and with all this expense the thing to do is to borrow against it temporarily the loan will pay your bills and leave enough to pay the premiums on your straight Life policies until you're back at work so far so good but come on come on out with it what are you trying to sell me I'm not trying to sell you anything what a life insurance man not trying to sell something well you better come over here and get in bed too you got brain fever it's been about a year since your accident Fred so I know you're insurable but after checking it over I'd say you've got pretty nearly all the insurance you can reasonably afford then what are you here for because you haven't got your insurance arranged to do the things you wanted to do no no Fred you're like a lot of men they simply go out and buy some insurance halfly without asking themselves what they want that insurance to do for them without fitting it to their particular needs and incomes whose fult that well in your case Fred I guess it's been mine I've known you for years I know your problems and what you're up against I should have told you what to do but you sort of had me bluffed out maybe my bark was worse than my bite you see Fred there are all kinds of good policies in the world each one built to do a particular thing because each one of us has his own individual problems the best plan is to work out a combination of policies that'll meet those problems that takes some careful figuring I'll show you why what are you doing now cutting out paper dolls nope I'm going to cut up your income what hey wait a minute that is I'm going to call this strip of paper your income now first it has to provide family Necessities a house food clothing Medical Aid so we'll take that much off when I do quit my job I want some income to retire on that's it ex exactly you see this portion is pretty small Fred so you can't just go out and spend it for insurance grab bag fashion not going to get you the kind of security you want unless your policies are definitely laid out to give you that security that'll take a lot of planning it'll take some mighty careful planning planning based on a background of General experience plus a thorough knowledge of your own personal problems the fell to do that programming is a life insurance man so that's why you are here well if you don't want me to do it throw me out we get some agent and let him help you you know darn well I'm not strong enough to throw you out go ahead I see Fred quite often these days he's back on the job and everything's okay you know even though a life insurance man does have to take a few Hard Knocks occasionally he gets a lot of satisfaction too especially when he sees the results of some of his work I think about that every time I pass Mrs Carol's house hi jimmmy Mr Gray did you bring my airplane I sent those back steps long time ago no not yet Jimmy but don't worry it'll be long soon this is for your mother from the life insurance company oh gee mom always gets one of them old checks every month and I've waited almost two days for my model airplane good morning Mr Carol good morning gracious is it the first of the month already time certainly flies it sure does for you know what little Jimmy here will be growing up and going to college hey Jimmy I guess so but you think my M airplane will be here by then well we can't be sure about that Jimmy but we do know he'll be going to college yes you'll be going to college all right that's what I mean by a life insurance man getting satisfaction out of his job or take Jim Braden and his wife I remember when they left for their first winter in California goodbye Grandpa goodbye darling goodbye Grandma be a good little girl all right bye dad goodbye son goodbye mother Robert you you'll look after yourself come on Ma I'm growing up now now Kathy stop worrying we've raised our family and they're old enough to look after themselves you and I going on this trip to have some f of course mother we'll be all right hello Dr Jackson hello I got here just in time didn't I well hello there young lady now Doc if you were here to keep after me about that medicine you prescribed Jim the medicine that's going to do you the most good right now was prescribed by Ed Graham your life insurance man about 20 years ago I'm here to say goodbye and wish you a good time Jim and you too Kathy congratulations any woman who's put up with Jim Braden for 40 years deserves congratulations well you better get along or you miss your train goodbye doctor goodbye so long do so long Jim have a good time both of [Applause] you oh hello dog hey I thought you told me you were going to take the evening off and see a picture show I was but I've got a little work to attend to so I thought I'd drop in drop in h you keep this sort of thing up and you'll be dropping off you'd better think over what I've been telling you how about you thinking over what I've told you never mind me a man of your eded intelligence ought to know enough to take care of himself but I don't know sometimes I think what you need is a guardian I wish you had one maybe I could get him to take out some more insurance for you H been thinking it over doc Ed you and I are probably the two biggest Chumps alive for 15 years we've been trying to sell each other health and security the two things every person in the wide world wants most so drop in tomorrow Ed and have a check up and maybe I'll even listen while you talk business