The Washington herald., 1920-12-01
NO ALARM FOR
RISK SELLERS
People Better Able to Buy
Insurance Now Than
In the Past.

$50 many changes are taking
place in the business world at the
present time that we. hardly know
what method to adopt in order to
continue writing a volume of busi-
ness equal to that which We have
written during the past two or
three years" says George z. Lackey,
general agent at Oklahoma City or
the Massachusetts, Mutual Life In
surance Co. Undoubtedly a luii
has come in practically all the lines
of business activity. We life In
fsurance statesmen are going to ma
MT necessary to do our work among
different classes of prospects and to
adopt slightly different sales argu-
ments. The condition now existing
is one that should not, however.
. cause any serious alarm. A period
has come for which we have all
been looking, namely, time Of re-
construction. There has never been
war which was not followed by
such a period. and the only sensible
and sane course to take Is to meet
II squarely, obtain accurate data
from all available sources, and use
1t as a means to meet the new con-
ditions-
There are going to be many
thousands OF business mon ana
women who will be lin a better posi-
tion to buy life Insurance from this
time on than they have been for
three or four years. / refer to the
residents OF the larger towns ana
4 cities. who are working on salaries
which have not increased corre-
spondingly with the cost of food
supplies and wearing apparel. The
spirit of this class is being greatly
stimulated day by day; in fact, they
are happy and laughing inwardly at
have been giving them, they
think, the hot end for
several years. We life insurance
men have an opportunity to do lots
# missionary work. As we go our
way In our daily solicitations among
these city friends, why not say to
them: The cost of almost all COM
nodities is being reduced. Why not
put the difference which you are go-
: ing to save by the reduction III
cost of supplies into an estate? You
have wanted to save for three or
four years, and could not buy life
insurance because of the high cost
of living. Why not begin at once
to do soT
Railroad Men Good.
! Railroad men are a class from
which we should procure an in
icreasingly large volume of business
4 L refer to those who come within
the limitations. They have received
substantial increases IN salary and
, the lowering of the prices of neces-
stiles has given them a wide margin
available for savings. I am now en-
deavoring to obtain statistics show
Ing hoy much food supplies and
clothing have dropped in price in
the State of Oklahoma. shall not
attempt to quote here the figures
which have obtained, as the prices
prevailing in this State differ from
those in the other thirty-six States
In WHICH the Massachusetts Mutual
Is doing business. In soliciting the
| salaried class ii Is advisable to
adopt q systematic method of show
ing prospects what they are actual
ly saving this week because of the
reduced prices of commodities. It
is not difficult to stimulate their in
terest IL accurate Information about
the decline in staple commodities is
/ given at just the time the decrease
in price occurs The saving thus
brought about can be used to buy
/ life insurance.
In talking to the salaried class
Fl suggest that you /price your wares
on the daily payment plan. In this
state we have working people who
make as high as $40 daily. I do not
attempt to quote to such a man a
500 annual premium, but. say 80
cents per day and tell the/prospect
that he could easily save that
amount out of his $50. II he says
that he cannot do so, 1 ask him how
in the world he expects to esta blish
a line of credit sufficient to help
his town when the, men of promi-
nence who are running It today
have passed along. This appeal has
proved successful.
business Men Now Listen,
] Let us not overlook the big busi-
ness man just at this time He is
in little more serious frame of
I