Fort Worth gazette. [volume] (Fort Worth, Tex.) 1891-1898, 1891-10-15
LIFE INSURANCE.
DIFFERENT MEN APPROACHED IN
DIFFERENT WAYS.
Not ali Outlay and no Income to the Man
who Carries a Policy-Where the
Profit Comes In-An
Illustration.
To Agents.

From a strong letter to solicitors. written
by L. c. Lawson, general agent of the
Mutual Life in Ohio, THE GAZETTE makes
the following extract, believing it Will be
read with interest and profit by every hon
est, earnest solicitor who appreciates the
real importance of the mission with which
he has been intrusted:
your office and duty give you the oppor-
tunity to benefit society more than most
other occupations. Business of other sorts
is generally of an exclusively selfish ma
ture. The merchant sells his goods for the
profit he makes. The manufacturer sells
his fabrics. his products, his machine, with
no thought of what may become of them
after leaving his hands. The farmer or
planter is anxious only about the price he
may realize from his surplus crops. You
sell different article. 1t is protection to
those who may need 1t, provision for COM
forts, perhaps for necessities, to widows
and children, i safe and sure investment
for old age when 1.-The grasshopper is bur-
delI." Well may you magnify your
Office" If you are faithful your reward
will be certain and your memory lasting.
An instance of this is is furnished in the
history of Mr.. Henry II. Hyde, father of
the present president of the Equitable. He
did u noble work, not only in Boston. where
he represented the Mutual Life for
many years, but he was the
ir the West. In his day it was scarcely
known, and he had to tell what it was.
Money was not plentiful, and the large
transactions and policies of our day were
impossible. More than thirty years have
elapsed since he labored in Detroit, in In
dianapolis, in Evansville and in st. Louis
but marked traces of mis- work still exist
there, and many policies obtained through
him are held by residents of these cities.
His methods were peculiar, but they were
fitted to the time. And they We're good,
honest methods, too, and in accord with the
dignity and reputation of the cause and of
the business he represented. He died full
of years and honorS and to his latest breath
he wOrthily upheld the standard of the
company 10 which his life work had been
devoted. What shall you do to insure q
like SUGGEST Scarcely any two solicitors
work alike. Different men must be ap-
preached in different ways. In the words
of one,of the best agents this country has
ever produced (they are honest words, but
expressive words), "keep everlastingly at
it" Paste them in your hat. They will
be worth money to you.
There is a book called Don't" Increase
the list of .'Don'ts" by the following:
Don't engage in Improbable controver
sizes with rival agents. Let them do the
talking and you get the risks.
Don't denounce a man VINO has taken a
policy in another company. Get his appli-
cation for your own company also.
Don't circulate acrimonious literature
and pamphlets unless they are required to
repel unjust attacks. But if you are assail-
ed make it hot.
Don't assert that all assessment compa-
mics are frauds. Investment policies in
them will be disappointing to those who
live long, but co-operatives and fraternities
in Ohio have been of great service to regu-
lar companies in educating the people to
the value of true life insurance. They have
done their work and disappeared. Out of
100 at one time existing in our state less
than dozen are left. The names of their
members may now be found in large num-
bers on the registers of the Mutual Life.
Don't take an application from man
whom you do not believe to be sound and
good risk. Failure to observe this rule has
wrecked the prospects of many good So
icitor. Finally,
Don't let up
You have active competition. Good No
field is so hard as that where no agents are
at work. An active agent sows the seed,
though he may not harvest the crop. IN
less you are ready to concede that your
rival is brighter than you, competition
should be welcomed.