Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-08-01
CHAPTER CIV

NIELL, I lost old Nolan, the life IN.
w surance prospect l hoped TO write
up.
1t was just as Mr.. Goldman. the
agents manager, said, IF a prospect
talks It over with his wife, it's good
night sale"
II only I'd had the answer Sam Gold.
man gave me yesterday could have
stopped Nolan from talking It over with
his frau.
When got to his office. he said. "1
talked 1t over with Mrs. Nolan, and
have decided not to bother with insur.
ance just yet I'm going to buy bonds
instead. They are Just as safe and pay
much better"
Well. / talked myself black in the
face. but ! couldn't convince him that
insurance was as good as bonds. When
he showed me that bonds paid at least
per cent more than insurance had to
admit he was right, and left him prom
Using to call later--but the sale was dead
by this time. l knew
Now know that he would have been
good lvewire II only I had been ready
with that argument recorded yesterday
about talking It over with the wife"
Even today I had a chance but I
couldn't see where we could better a
good bond as an investment
I was talking it over with &c. c."
| this evening. He laughed, and said
"It's simple objection to overcome II
you know how. I'll tell you
You tried to convince the man about
| something that wasn't so. Insurance is
| not intended primarily as an investment
! but as protection. What you sheuld
| have done was to tell him that you know
| bonds pay more interest-if he gets
| them.
80 many people arrange to buy bonds
a little later'-but that time is always
a little later The money to be saved
for bonds gets spent on other things.
And II they plan to save SO much Il
week in savings bank. there's no
urgent drive to keep 1t up-theres noth-
ing compulsory about it-so after a start
gradually drop 1t.
Now. insurance is a semicompulsory
form of saving. You must meet your
premiums. It's a recurring expense, like
rent (although it's an investment, of
course). 1t creates a habit of saving
that nothing else does and we all just
hate to save"
&C. c." paused minute and then
asked. How much cash have you
saved?"
Well" began, you see I've so lit
tie money that it's impossible to save.
OF course. when get more money can
and I intend to them
Same old stall !" sighed &C. c. wag-
ging his head. Don't you get more
money here than in your last job?"
Yes of course, but I only average
about SO more, and even with that it's
pretty slim picking"
"Of course but suppose you were still
on the old Job and old salary?'
"Oh. well. I'd have got by somehow"
Yes, of course" here he became
serious. but when you get your next
! raise you'll raise your standard of liv-
| ing in proportion and SO on and so on.
Don't you see that you can never get
| ahead Of the dollar game unless you be-
gin now to save littie--if it's only a
quarter a week? Get the habit of saw
| ing or the habit Of spending Will get
you.
when you get your next raise, save
it and continue living as you do now,
Keep your income one step In advance
of your standard of living and you'll
eventually have money enough to live as
YOU wish and still keep a reserve.
"An insurance policy would make you
saye-take out a policy of only $500.
Write 1t up yourself. l urge you to do
tits nothing to me, so my advice Is
disinterested. l know you are only a
youngster, but for heavens sake try to
| think ahead for once
But to return to the question OF in
surance versus bonds. Insurance repre-
sents a value far in excess OF the cash
paid as a first premium, while the same
money In bonds is worth only its face
value. Tell your prospects to invest In
bonds II they will. but let insurance
protect their estate. Insurance Is a
quick asset of fixed value. Bonds may
have to be held for a long time to be
sold at fair price-they may even fall
| in valIe.
"A widow would prefer cash from an
insurance policy to bonds or partly paid
for securities which she does not know
how to get rid of at a fair valuation.
"If a man invests $50 at per cent 1t
earns So in a year. Put it into life in
surance. He still has the $50, and In
place of the odd So he has protection
Tor $1,000 or $500" :.
"Gee!" said "if I knew all that 1t
would be a cinch to close EN-"
What a lot there is to know about in-
surance! Perhaps / ought to take out a
policy in favor Of Rosie.