The Richmond Virginian. (Richmond, Va.) 1910-1920, 1916-08-07

TEXT OF WINNING STORY
Shows splendid Grasp on Life IN
saxanco and Makes Reader Almost
Want Agent 70 Call on HIM

The Insurance Press OF New York.
has awarded cash prize OF IS to
Foster witt, = life Insurance solicitor
and SON Of the iamented judge s.
B. witt, OF this city.
Tia prize i Is for the second best
paper submitted. and the honor OF
winning In the contest is, OF course.
far superior to the pecuniary value
Of the prize.
The paper. submitted follows:
Know your company. Know every
contract your company has on the
market thoroughly Boss yourself
rigidiy. Record your prospects and
Ill information you can get about
them. such - date OF birth, insur-
anca carried, income, responsibilities.
poor investments made. II any: any
adverse physical condition, and all
similar data that Will be helpful in
your solicitation.
Know your man and 20 to him
with definite proposition after Sc
lecting the contract best suited for
his needs And stick to that one con-
tract. Spend - little time as pos
sible in your prospects Office. but be
thorough while there. Remember.
there u no reason under the sun why
he should not have the contract, I'M
Presentation Of Case.
Agent. Good morning, Mr.. Jones.
may have a few minutes this morn
Prospect. 'Yes. sir; have a seat"
A. mo, thank you: will not be
long"
p. What can do for you this
morning"
A. 'Mr. Jones. you will note I have
in my hand q twenty-dollar gold
piece. II you were notified today
set sail. each ship bearing a cargo
consigned 70 you of $4,000; that
you could expect the first to arrive in
twelve months, the next, one year
later, and one each year for twenty
years. provided nothing happened 70
the ships while on the seas during
the twenty years. how long would IT
take you to get to q marine insurance
once to protect yourself against the
loss Of the gold?"
p. mot long. I dare say"
A. "Mr. Jones, you are married.
have two children and an earning
capacity OF $4,000 a year This gold
piece represents twenty golden years
Of your life during which. time you
are commercially at your best and
sailing the sea of life. If you live
twenty years twenty ships will have
arrived bearing the 5000. 900. II you
die next year how many ships have
been lost? just nineteen. bearing
$4,000. II you die within ten years
you have lost half your cargo. You
would not lose ten minutes In get
ting to the marine ONCE. would you
II the ships arrived safely you would
he out the amount Of the premium
paid; but suppose they contracted
that IL all the ships arrived safely
to return every cent paid them,
wouldn't you be tickled to death to
get the contracts
r. They would hardly insure me
against such a risk on that basis"
a. That Ia not what asked. II
they offered to make good the cargo
N the ships went down, or give back
your premiums II they arrived,
wouldn't you jump at IT.
p. Yes"
A. Certainly you would. and as
the consignment OF gold symbolizes
your future worth to your dependents
you will agree that II Is fully as neces-
sary 10 insure your family against
loss Of your future earnings as II was
desirable to insure a sasnst Lose Of the
gold. The life insurance company
will arrange the protection Just az
you desire. Write your name on the
bottom line"