Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-07-08

"I. NHifeheud tfiIi dnStprr 1oUr business
questions on buvinD. selling. ADVERTISING aud
emIpoycp oI,,e y2 ~ ,Ask vo.r aucstions clearly aud
III ,,Jtme au me Jdcts. Your correct name ard
1,nI 11iI hddress must be signed TO all Inquiries.
nose rhtch arc anonymous must be ignored.
SSnsWerS 81, ,ne to tsch"icai questions ,ein be sent
~ ms colnTn Tho most Interesting prob.
.tor .tms o. rnanirrrs toH be trorcn into the
CxXXIv
AM beginning to get quite stuck on
= my job in the Magnitude Life In
surance Company. Life insurance is no
cinch to sell and it requires quite high
grade man to sell II. Why. one fellow
In this office makes more than ten thou
sand year. I wouldn't have believed II
If Mr.. Perkins. tn. sales instructor
hadn't told me So He says there are
several of them who have made more
than that. He introduced me to one of
them In the office today. His name is
Cyril Crofton
He don't look a bit like a Cyril. either
He stands about six feet four inches--a
great big, husky fellow. with a blond
mustache, But say, when that fellow
smiles he just gets you. that's all. I
thought he owned the company by the
way he strolled around. He didn5t put
on airs. but he had that look about him
troduced him to me " hadn't said,
Gee Who's that swell guy" He
called Crofton over and said. say, 'C. c.
Everybody calls him &c. C.'D. here's
youngster that's had week at the
game and can probably tell you a thing
or two" Well, G. G. put me at my ease
in a minute.
One thing he said stuck in my crop
We we're talking about getting prospects.
= III. 1.
It would keep you hustling to go all over
the place to see your people
He laughed Young man. you can
do two things in this business. You
can spend your time travelling from one
place to another or you can spend It
calling on people. l have got more
than $4,000 worth of business in this
building, and while | was writing II up
the other agents were chasing all over
the city for prospects. Funny thing. the
average life insurance agent never seems
to think he can get a prospect unless he
walks about ten miles. Now, all my bust-
ness Ia virtually bounded by the City
Hall on one side and Wall street on
the other. From this room / could throw
a stone and in that radius all my clients
would be found. Stick right tight TO
your section. You say you have been
selling insurance for two weeks"
NO" I laughed. i've been at it
for two weeks. but haven't Sold any
yet. Perkins isn't going to let me go
out till next Monday"
We'll. now. when he lets you 60 out.
where are you going to start?"
"T don't know, I'm sure. never
thought of that. Perkins will give me
some names, won't he?"
"Oh. yes. he'll give you some leads.
but you'll need more than he will give
you. so It will be up to you to pick some
out for yourself Now, just think where
you fould start looking for prospects,"
Well. that fairly stumped me. Then
! remembered Long Island was grow
ing, SO I said, II think I will start at
some Of those little places on Long 1sl-
and. I guess very few fellows go out
there"
That's just where You are wrong
Nearly all the other fellows are also
looking for the places where the other
fellow doesn't get to, with the result
that all these little out-of-tne-way places
are crowded with agents trying to write
up a $500 policy. while the big fellows
who want $4,000 worth of insurance
walt for a fellow like me to go and take
their business"
We'll. where would you start to get
business II YOU were me?"
Where do you room?"
gave him my number on Thirteenth
street Then he said, Have you got
pal there"
Immediately thought of Francis, "Oh
yes but I wouldn't like to ask him"
&C. c." put his hand on my shoulder
and swung me around until was fac
ing him fully and said. You don't be-
leve in life insurance, do you?"
"Oh yes, indeed. | think everybody
ought to have it"