There are few things so discouraging to an agent, after successfully canvassing for an assurance, as to find that the medical examiner is unable to recommend the case (which has, perhaps, been secured by a serious expenditure of time and trouble), without an addition to the ordinary rate of premium. Knowing the difficulty he has experienced in persuading the proposer to take the decisive step, the agent feels that, in nine cases out of ten, the demand for an extra premium is tantamount to the rejection of the proposal—for, somewhat unreasonably, perhaps, instead of impressing more strongly upon the party concerned the importance of life assurance, the effect is generally to irritate and annoy—or even to create in his mind a suspicion that he is treated unfairly in being required to pay a higher rate than other persons of the same age.