The Washington herald., 1921-02-20
GULLIBLE AGENTS
LIKELY TO LOSE
MUCH BUSINESS
Can Insure Many Who
Believe They Cannot Af-
ford to Increase.

When a man declares that he can
not AFFORD to buy more life insur-
ance, he generally believes what he
says, according to the Radiator. The
important point is whether or not
the agent believes it. II he does
the sale is on. Often. as Lawrence
E. Simon. Of New York, points out
in the following account of one OF
his experiences, 1t is well to disre-
gard the statement, assume that the
prospects belief, though perfectly
honest, is a mistaken one, and pro-
coed to sell him what he ought to
have.
Last September I insured a young
man for $4,000 ordinary life, bring
ing his total insurance up to $685.
OOO," said Mr.. Simon. Il tried at
that time to sell him more, but he
pleaded poor business and said he
would have to 'scrape' to carry the
additional $4,000. One afternoon in
November at 4:3O I was just, two
blocks from his ofice; II was a little
too early to quit for the day, 50
thought I would call on him again.
He received me very courteously and
told me that next year he intended
going into a different line of busi-
ness, and that two men who knew
him were going to back him to the
extent of $4,000.
Gets Lead From Statement.
This gave me a thought, and
decided that l would try, at least;
so 1 said to him, You are joking,
aren't your And he said, No, Simon,
really, am serious 1 answered:
But how can you be? You only
have $35,0OO Of life Insurance. He
ask ed, Well, what difference does
that make" I replied, Tt makes
Just this difference: II you go into
this new venture and anything
should happen to you before you
have fulfilled your purpose, your
estate would have a debt of $4,000
to pay, and as your wife would
only receive $4,000 life insurance,
she would owe $4,000 to your cred
itors, besides having nothing her
self He said, BY gosh, you are
right! I never thought of that. But
can't I buy $4,000 OF some kind Of
term insurance to tide me over the
next few years. replied. Not from
me you can't 1 only sell ordinary
life for that purpose
And 1 quoted him the quarterly
premium of $3.50. Ny prospect
then said, Well, Simon, in February
of next year l could AFFORD to pay
an annual premium, but I can't
spend the money now So I told
him he could apply for it on the
quarterly basis and next February
begin paying annual premiums.
He then said, You know, Simon
think I have more than $4,000
Wait and I will get my policies out
of the safe
He brought out all his policies
and we found that he had S25,00O
Ordinary Life and S1O.O Five-year
Term. Then 1. said to him, I am
sorry I have made a mistake, but
you will have to give me a check
now for $155.5O for the quarterly
premium until February; made a
mistake in figuring
He figured a moment on a pad
and asked, How much would I have
to give the company to pay the an
nual premium in February I an
swered, oh, about 5000 He said,
Well, I guest I could manage 1t all
right I replied. Very well. OF
course, the most important thing is
to have the doctors examination
over with as soon as possible He
said, Yes, 1 understand that: sup
pose l come down to your office at
1890 Saturday morning. 1 answer
ed, All right, I'll call up DR.. War
ner from here and see if he can be
there which I did, and made the
appointment.
As 1 turned to go he said, Say,
how is it that l only pay about
s240 on the other $4,000 and this
will cost $500 for $4,000: I don't
understand that" answered, why.
that's for $4,000. You simply must
convert that $4,000 terms policy"
He said, Now, Simon, I told you
that I couldn't afford it," and 1 re-
piled, You didn't say anything of
the sort. You told me you thought
you could manage it, so forget it"
He laughed and said, 'T am sorry
you came in, but I'll take it on
condition that you will promise t.
leave me alone for a year"
smiled and said, u will IL my boss
lets me, but there is no accounting
for his actions" Then he ask ed,
who is your boss?" and when
told him, he simply said, "Oh, that's
some more of your slick way Of
doing business"
"xL.,o H. Tan-ra