The Indianapolis journal., 1884-07-12
WoRK1Na Az soRrs OF aIEN.
The Methods of an Encpert Insurance Agent
Explained by Himself

lit isn't so much cheek that's wanted as IN
genuity
The reporter had asked the life insurance
agent If he didn't think it required a good stock
of courage to make a success in his line; and the
agent, with keen appreciation of the subtleties
OF speech, had straightway translated courage
into cheek.
Most people are apt to think it's only cheek,
ne continued, but I've been IN the business too
long 70 depend ON that altogether lt s not brass
alone that VIII catch the gold There's skill
needed besides We have to lay our plans well
and see that they're well carried out. Getting
llIe insurance is good deal like catching
gamy tish. First of all you must ind out
where the fsh are running; then you've got
to play your fly well till you've hooked
your fish, and then you've got to land
them Some folks are mighty soft-mouthed,
and when you think you've got them snug IN
your landing net they break away from the hook
and you don't often get them on again gen.
orally don't try Tor any such the second time, I'M
less he's good fat fellow who's worth work
ing for. It's the fellows who back out Just
at the last moment who are the worst 1t makes
you feel pretty down hearted to think your
works gone for nothing Now, man who only
has cheek enough would keep at such one--and
waste more tne-but canyasser who Is
sklhtui at the business wouldn't When a man
who's told you to come the next day with an APP
plcation tells you when yon do come the next
day that he's made up his mind not to take any
insurance, its throwing your time away to
bother with him. You see, at the last moment
hes weighed all the pros and cons and made has
decision, and the best you can do is to abide by
1T for year at least IL yeu keep at
him you bore him and lose all chances of ever
seeing his name on your company's books. The
best way to do is to wait about year. Then
tell another agent whom you can trust explain
any pecuilarities you may have noticed about
him, and the hours he can be found at leisure
The other agent may fetch him, and then the
two agents divvy up the commission Its only
M haif OF what you would have made II you'd
Drought h1m alone, but there's sort OF triumph
IN geVnng MIN at all that makes up Tor the
other halt That's been my experience. and
guess can call myself a successful agent.
Drought In million and half insurance TO my
company last year
I GU could have told by looking at him that he
was . successful man IN some line Of business,
Wha6eVer u mlghf ne. he was quietly dressed
put ms Sulf was OF good ht lie was gener-
ousdy proportoned, but his hgure had stopped
lh 1ts development lateraily before ~ had
reached the point at which you would have
begun to suspect him OF being inactive You
would have called HIM We1l,to-do man, who
nao earned every cent by good, honest ~eai-
urected work
IN Your many years OF flfe insurance can
yassng, asked the reporter, have you got your
WORK down 10 a system which You always iei-
loMA
fretty much so, WAS the reply. IheTe are
certain rules OF my own always follow In the
hrst place, I've found out that 1t IS not the rich
est people you can work Wath the most proht.
lou see, Lhey Ieel pretJy sure bifey re gong y
that the;, nren;,1,o viii n ;nsf "a ,ancb ,nnnev
tbro,vn away r1a found 4Se nlainest sail;np
amnne vopo Inarr;al naoala Nth yaodest n
comes. Ihey have enough to live nicely on, put
that If anytb;To should hannes 10 him with,
the next few Vars he'd laaTe his wife aImost
nepniIess F;va ~ ten tbonsand 5ollars' ;nsn1
anee don't come hard on him He can nav the nre
Iniums qartefay or semi ne prefers II
he feels relieved as far as nror;in for his fam
il1r's concerned n can Ii va Tiet mn f his income
ninus the nreui,,ms and fael fbat If he dies
hes LEAVING 4 ronnd 40 600 to his wife That's
the tbsme NAV an WITH 1nmerous ,,ay;atinns
and Il xvorl[s aw rsat in most of INV ns,,1.
ance from inst s,,ch ,,aanle r. nsys hat+er to