Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-07-11
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CXXXN1I
T HAVE been worrying the last few
i days as to how l should go about
introducing myself So far as can
| gather from the other fellows that is
the biggest stumbling block with tnsur-
| ance agents. The others say that once
| they can get a man talking to them 1t
| is fairly smooth sailing. but usually as
soon as you mention insurance to-
man. bingo. he skylights up In the air
| at once.
| There's one fellow who looks awfully
seedy. His name Is Plumber and he has
had no luck He said he thought IL would
be easier to go to a man and tell him
that you had the black plague and he
would be more pleased to see you than
II YOU told him you were selling nsur-
ance. &C.. c." heard him say that
Somehow when ! look at &C. G." insur-
ance always looks to me fine game,
for he certainly looks like 100 per
cent man.
THE trouble with fellows like you,
said &C. c." turning to Plumber. lis that
| you lack confidence in yourself II
YOU fellows were to tie CymbalS to your
knees. you would keep playing them all
the time-you wobble so at the knuckles.
You want to get more definite method
of approach why don't you try some
thing unusual?"
What did you try Mr.. Crofton?"
well, here's one | have been using
quite successfully and | certainly get
the interest every time" He then
pulled out of his pocket note, worded
as follows:
new On Y9RN; 9aI,snS :. F.......f w after sT' date
I promise to pay to the oraer "f''''''''''''
l.............. my executors ...'''''''
Five thousand and OO-l0o ..:........,...
dollars Payable Ht........'f FIRST NRt'oha'
Bank. Boston. Mass.
No.......... Que ...,....'...' ''''''' o
when | call on man ! lay that note
in front of him and say. Mr.. Blank
I'm in the business of indorsing notes.
Here's one for $4,000. which, II you VIII
sign. we will indorse."
But" stammered plumber, I'VE re nor
in the business of indorsng notes.
Hold on a minute smiled {. e.
Suppose I were to come to YOU ana
say that. what would you think
II certainly would be curious"
so is everybody else. Now turn the
note over and look on the back
plumber turned it over and read as
as follows:
with us........Go OF its face value an
nuaily for twenty years or until his prior
Zee the payment of the note and further
agree. at the option OF the mailer; 10 retntI =
| cc of the amount Of all denositS
after twenty years and cancel this indorse
ment. :, ,,, .,- r, :,
is to fill in the percentage OF It's race
value which has to be paid-saN pei
cent-and fill in the returned per cent
/ either 100 per cent. or in some cases a
little more or less, depending upon the
kind of policy that is written. ! then
eyplaim to the man that If he Will paI
us 2 per cent Cor whatever 1t has to be)
of the face value of this note. we Will
guarantee the payment of the note
Plumber seemed puzzled. but it dawned
on me at once. why, that per cent
is the premium. Of course. isn't it,
Peter" said &C. c." with a twinkle
in his eye. you are almost human a.
times, aren't you? You're right, Tn
merely showing the prospect my proposi
tion from a different angle. There's ne
bluff or fimfam about it. ] didn't tel
him a single thing other than what We
will absolutely guarantee to do. ! otter
60 little further when necessary
Here he dived into his pocket and pulled
out a bunch of photographs of checks
paid to beneficiaries. II put these or
nv prospects desk and say to him
Here are a number of checks that we
have already paid on this plan; ther
the man is at once interested in such q
proposition. ] believe that our PROPOSE
ton is so eXcelIent---that insurance II
general is such an absolute necessity
that once | get a man interested in in,
surance from this angle. | have a gooC
chance of writing n big percentage of the
people I see"
How many people do you see?"
asked.