The daily Gate City and constitution-Democrat. (Keokuk, Iowa) 1916-1922, 1918-06-27
An1presses Value of
Advertising on Agents

avoid negative suggestions. Advertis-
ing is nothing more than selling talk.
"All ads should be run at an oppor-
tune time. In our Dies Moines cam
paign, we started out with large fire
adj after the Brown fire proof hotel
burned. Next large 'ad' on property
values and underinsurance. Next two
ads were run after two large tornadoes,
next ad after large garage fire, which
was followed UP by another ad on
property values.
Use Cuts in Ads.
"Ads contained large cuts showing
subject advertised, also sharts ssrow-
ing values. At the bottom Of the large
ads, the agents names, addresses and
phone numbers were run In order to
acquaint the insuring public with the
names of agents who specialized In the
insurance business.
After advertising you should not be
content to sit still and expect the pol
icies to roll in, Your work has just be-
gun.
Every agent will be benefited in a
campaign of this nature in proportion
to the personal work he does, while
the ads are appearing.
1.-THE first day and each day there
after make list of prospects to call
upon for personal interview. Give
them a strong sales talk and then
close with them.
Write personal letters to your Gus
toners, backed UP by follow up mail
and then call, will also get good re-
suits.
use the telephone, send marked
copies of the ads which you can obtain
from the newspaper to some of your
prospects. Make the ad serve your
own interest
Personal Calls Good.
| Personally, have found that per
sonal calls on selected prospects pays
the best.
! 1.-THE effect Of a-campaign of this ma
ture will be felt long after the last ad
appears, also a good impression VIII
be made on the public.
They will feel that the insurance
agent Is rendering them real service
by the companies.
"This will give you the reputation OF
having live agency, as well as IN
crease your acquaintance, all Of which
viii indirectly produce results insert
| in every letter or bill you mail, some
insurance literature of interest to the
party addressed This can be added
without additional expense as you are
entitled to one ounce under same post
age.
| "Some of the agents do not fully ap-
preciate the value Of literature and
advertising matter supplied free by
the companies. The more persistently
! this literature is used, the easier it is
| for the agents to cash in.
Employ Circulars.
/ 'tThe circulars give many vital facts
as to the need of insurance, as to the
strength of the company, and the de-
STABILITY of it's contracts. 1t is de-
signed to do such missionary work Tor
the agents.
IF rightly used, 1t will make the
prospect familiar with the subject mai
! ter and impress upon his mind the
need OF insurance and prepare the way
| for the agent by getting him interest
ed in the subject
For direct mail advertising, select
prospects with care, agent should
know the different kinds of insurance
each prospect requires. It is money
and time wasted to follow up man
with no property to insure. Classify
your lists, the more accurately the
lists of prospects can be classified the
better.
consistently striving to improve
every means of securing new business
and every opportunity for extending
his contact with the people, goes far
toward present success and future
growth"
| If you have thing to sell
And go and sing it down the we'll
You will not collar in the dollars
Like he who climbs a tree and holiars."