Alma record. (Alma, Mich.) 1878-1928, 1922-12-14
j. n. BAakely Believes
In "F0A0zVing Through

nificent sum OF 940O,UOU was pldceu
on this man as protection to the
stockholders of the new corporation.
That is what Mr.. Ruggles' name, his
experience, his creative brain IS
worth TO his organization.
Last year Mr.. Blakely paid for
1894 900 on the annual basis. Up to
Nov. Is this year Mr.. Blakely had
written 100000 and is confidently
expected to reach the life insurance
mans "heaven" by paying for the
coverted million" 1t might be said
at this point that Mr.. Blakely wrote
1856 900 the week Of Nov. 1915. In
1920 he paid for close to 100000 and
for the past ten years he has stood
among the highest in the Spence sales
force. Mr.. Blakely has quite an hon
or within his own company in that
he has qualified for the Mutual Lies
Field Clubs with the exception Of one
year, ever since they were instituted.
Mr.. Blakely's exceptional record is
all the more remarkable inasmuch
as he has always been located in very
small communities and in the rural
districts, with the exception of last
year His field of endeavor has been
small and limited, but he has had the
ability to select the Corners" with
unerring acumen. This doesn't mean
that Blake" as he is called by his
friends, overlooks the little ones. He
writes 1000 policies whenever the
chance presents itself, for he always
remembers that $4,000 was written
On a $4,000 prospect.
But it seems that he can uncannily
Smell" the big ones" For instance,
in addition TO the Ruggles case, he
slipped over to the neighboring city
of Cleveland, across the lake, and
brought back an $4,000 policy on the
head Of one Of the great axle manu-
featuring companies. Following this
axle bunch" he placed $4,000 on the
president and general manager of an
other manufacturer of automobile
axles in his own state. A little later
he jumped over into the public util-
ty field and placed $4,000 on the
president of a large light and trac-
tion company. SO you see BLAKE"
can honestly say that he "writes'em
/ from one to q million
Blake who is 40 years old, is
big" all over. Physically he is over
feet tall and weighs over 200 He
has a big smile, and everybody likes
/ him. One of the big secrets of his
success is his personality.
In 1921 Mr. Blakely was rewarded
/ for his unusual record. He was
made district manager Of the Sag
NAV district, which is the most heav-
/ lily populated part of the state Of
Michigan outside the city cf Detroit.
4 His territory consists of five counties
around Saginaw Bay. Saginaw and
Alma are the largest cities in this
district. At present he has 10 active
agents in his office, among whom are
some Of the finest products of the
entire company.
The graphic form of presentation
! plays a heavy part in Blakely's per-
sonal sales methods The big black
book" as Blake's briefs are called
around the Michigan office are con-
spicuous factors in every sale. He
makes complete chart or diagram
for each individual sale, knowing
that each prospects problem is diff
ferent.
putting them down in black and
white" is another interesting feature
of his presentation. AS he puts it,
Most every one that has bought a
policy has never read it, and does not
knew what in contains. put down
in writing and in briefs just what the
policy contains and what it will do if
kept in force. | interpret the policy
in every day" English and do not
cough it in legal terms, which are so
confusing to the average layman.
make it easy for them to pay it.
Although he has specialized in
business insurance to some extent, he
is a great believer in the monthly
income policy and presents and sells
noe or two almost every week.
As an added service to his clients,
he charts or analyses their present
insurance in his own personal chart
ing method, enabling them to uder-
stand what they have in values, in
comes or benefits of any kind.
If any one should ask Blakely off
hand how to succeed in the life in
surancc business, he would give you
this ancient but very valuable advice
he gives it to every one who comes
in contact with him: