Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-08-30
CLXXTX
CLXXIX
Nov I'll recount Perkins story o
~ his best life Insurance sale.

Nov I'll recount Perkins story of
~ his best life insurance sale.
It seems that he had been planning to
sell insurance to a real estate man for
doing a land office business and was
carrying only about $4,000 worth of in
surance.
Now. IL he approached Barnum (the
real estate mani and talked insurance.
he knew he would fall through before he
commenced. so he skirmished around for
a month or more studying his man.
You can go hunting rabbits any old
time. but big game needs careful talk
ing" he said.
Funny thing, | notice that whenever
those big fellows in the insurance game
go after business they decide on a big
man with money and then spend all
kinds of time in finding out how best to
tackle him.
They'll spend a week preparing for a
thirty-minute interview, blu boy! how
they make those minutes count
Well. Perkins found out that Barnum
was a big. jolly, fat chap. who had
started with nothing and by hard work
"''u pthiE ooiiiis VI III SpOt "Teu-
ever a big real estate chance happened
along had got a bunch Of dough. Barnum
was real chesty about his high rating
In Dun's.
When old Perkins was all ready he
called on Barnum and said, "Mr.
Barnum. I've called to see you about
your business rating. I've discovered II
isn't correct"
Can you guess what happened? You're
| rtuhy ar,, ILL.,, ,n
thought Perkins was a credit reporter or
something like that. He guessed his
rating was right and no one could say
he padded his assets and get away
with 1t.
You misunderstood me, Mr.. Barnum,'
said Perkins. You haven't padded your
assets at all. but you have grossly
underestimate one item Of yours"
OF course, Barnum cooled of p. D.. @
at that and asked. What item?"
Let me ask you. Mr.. Barnum.' par
ried Perkins, ARE o personally re.
sponsible for your remarkable success OF
do you owe 1t to a manager or some
one?"
There's only one man responsible for
Barnum's getting on In the world and
that's Barnum.' was his boastful reply
IT'S as I thought" came back Per.
kins. land yet, in you assets. you value
the most important item you have Al
only $4,000. You give the world a false
impression OF yourself when you place
such a paltry figure on yourself
Five thousand dollars? 1mporta mt as
set? Me?" Barnum hadn't tumbled
Say. friend. are you saying something
or just talking? What do you mean
anyhow"
lust this" here Perkins hitched hii
chair a bit nearer Barnum. you carr!
only $4,000 worth of insurance. thu
placing thst sum at your estimate o
your value. Five hundred Thousand
should be nearer the mark"
'Lordy," said Barnum in admiration
You're a life INSURANCE. agent. ain
your"
Correct" Perkins smiled.
why didn't you say so at first y
What would you have lone II | had?
Guess I'd have handed you the ic'
water . .....
Exactly, and by 80 doing you woul'
have been deprived of knowing how yo'
were doing yourself an injustice. MI
; Barnum, you can't afford to put yourself
in a poor light with the world an,
longer. Never mind amount now Wi
you see the doctor in the morning.
! Barnum ooked at Perkins In open al
3D., miration.
"A life insurance agent. Say. 20
l ought to be in the real estate business
: you're too good to be peddling in
: %surance."
! Thanks. but how about the doctor TO
tomorrow"
Bring him around, son. you've sol
me all right, all right. l guess ougn
t to have more insurance and ! can
t dodge the logic OF your sales-talk.'
He isn't my biggest policyholder'