Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1919-09-10
t1RI; INSURANCE.
Chapter Nj.


( NARROW got mighty Interested in
( working with the twenty boys who
were getting tho information about fire
insurance expiration dates
As he said TO Brown. Fred. it's an
inspiration to work with a crowd of
boNs-they pat YOU on your mcttle
They have so much energy that. UNI
less directed in ;he right way. they
would soon make trouble. Instead of
depressing their spirits. it's a cinch to
direct 1t. The firm of Marrow 4 Brown
- EetinE the information the! need
10 enable them to compete with the
other acents--and the senior partners
having the time OF his life"
liumph; Brow, srunted. IT'S all
rlSht Tor you to talk, but I've got the
jo5 OF sending out the letters still.
l q sooner do that than look after that
gang OF wild Indians"
hrown didn't get on we'll with the
"o!S. tic acted too superior" TO them
the result WAS that they "cuycd'
mn! m on every occasion.
every business man whose card
showed that he had fire insurance
noIl'F mat expired in the near future
hro"n sent letter explaining Just
s W ma, elect ne recent ruling on fire in
ah'e would have on him. The lat
Ter part Of the letter ran thus:
We nope that is quite clear TO YOU
s nut II not. please do not hesitate to
say so Some time when passing your
"nCe elthcr my partner or myself will
take the liberty of calling TO see If
We nave made This clear
fhank YOU for the privilege OF scn5
ing tins to YOU.
AT your service.
r a.. "MAKLoW e BROWN"
10 nose people whose card showed
mat they had no policy that would cx
p'rc 'hai year the following letter was
AS your fire insurance policies arc
Pa" up so far in advance. you are
not affected by the reccn, ruling on
hrc insurance "
For this reason. we won't take IN
your valuable time in giving informa
, ION mat = OF no immediate use. n
however you specially desire i, we viii
no. we ~ take This action because we do
10 ..G 1Gnder IA service when desired.
VII contain important insurance facts
rom time to time-look at it while
waiting for the car.
AT your service.
MARROW & BROWN"
ny Following UP the owners of near
! eNriFed fire insurance policies. both
little business. No; y great 10 ar Een
unfortunately. but enough To pay their
expenses and a modest salary to each
Most important of all. however, they
managed to strike M acQuaintances az
| ,h. ,ne ct'ymacquainiances that in
year or so TO make.
Duke gave The partners a good hunch
when he told them. Always do favor
return. OF course but keep track Of
al the rc2oplc y,on Put under obligation
10 YOU. Some day YOU will want some
friend 1T court, and if you ask one
Of the people who is indebted to YOU
;or a favor-even small onc-you will
goH arc R s"r 'A:"c: Of E EfsRE r wnat
your own business or social obiiEations
rs promptly as possible. so that the
thought Of past favors granted won't
others indebted 10 you. so that they
viii feel more or less obliged to help
done others IS an investment that can
be caShcd when the time is ripe"
Iheir new Office on Market Street was
= iTGmendoHs Improvement on the one
IN Burrarc Street II was light. airy
and public. Every one waiting for
the trollcNs noticed il. They had a
stenographer- mighty pretty one. too
who had her machine near the win
dow. and number OF people comment
ed on the pretty girl in NARROW &
Browns window"
The bulletins were posted in the win
dow on The plan already fixed upon.
sometimes n humorous insurance cpl
ssodc was posted up. II was, always
who watched the bulletins being fixed
every day AT |. o'clock was sufficient
proof Of the value OF this publicity.
10 make the change when there were
crowds there
Now we must use that bulletin idea
the two eager insurance agents the
following idea.
About Advertising.
When Bruno Duke told NARROW e
Brown ,hAt they could use their win
much larger public than what passed
the office. the partners hitched up
their chairs interestedly.
In that window bulletin idea you
have something unusual. MIR. Brown
shows remarkable skin AZ preparing
clever copy with suincen, humor. to
make II pleasant reading, yet with u
punch that gets his IDEAS over.
Now, | suggest YOU have drawing
made OF the window and sufficient OF
the wall o'inakc il clear what II rep
Then have an clcctrotypc made OF 1t
2l-iX3l-2 inchcs-l believe hoth your
papers run two and one-quarter inch
columns--:haV" the space where the
bulletins is posted mortised out OF the
III that is reproduced in the news
papers it VIII show your name and
1da:Sss on ne T vi and an. an an ,hs
duplicate of the bulletin"
''paly," Easped MARROW.
ot,cner" Duke replied with a twinkle
in his eye. Yes daily. for YOU want
20 get Insurance well. before the public
and get II there quickly
IF that's the case. objected Brown.
wouldn't it be better 10 take a half
page in hoth papers and have one
grand splurre
THAT would get your name before
tho public. but unfortunately. il
wouldn't Keep it there. Every week
some fire Insurance policies expire
that means every week there are some
prospects who viii be influenced ny
the maaic power OF advertising. Your
onn splurrc would be forgotten before
policies that expired even a month
later were considered.
Things move so rapidly these days
mat the man who wants 10 set bust
ness must he evcrlastingly keeping
his name before the public.
The owners of such 4 world w 10
known article Apple Soap stopped
advertising for just a single year, and
Third OF their business vanished!
The only time to cease advertising
: when you can afford 10 be FORGOTTEN.
You sec, advertising doesn't Jerk; II
pulls. and the pull gets stronger and
stronger the longer the pull is kept
up. Break the pull--stop advertising -
and you have TO begin all over again.
You can renew your Advertising with
-. MI . nod J, 'y,Gn u