Alma record. (Alma, Mich.) 1878-1928, 1922-12-14

Jasper" succeeds in selling a big
pile Of insurance each year and the
methods that the Michigan avenue
resident uses, can undoubtedly profit
to "A considerable extent by the fol-
lowing sketch of Blake" and his
business methods, which appeared in
the November % edition Of The Ma
tional Underwriters:
j. W. Blakley, district manager of
the Mutual Life Of New York at Sag
NAV, Mich, working under the II.
Wilbert Spence agency at Detroit, is
life insurance man who plays golf.
OF course. there is nothing unique or
startling in that fact. But Mr.
Blakaly plays good golf, holds his
clubs correctly his stance is good,
but standing above all else-he "fol-
lows Through"
That is only incidental to this mar
lative, bat it is used TO show that les
sons learned on the links are valu-
able and can be very effectively used
in the life insurance business, espec-
tally if the player and salesman
thoroughly understand the value of
following through the drive.
An instance of the results he has
obtained by using this method and
following through all his insurance
problems is found in a case where he
followed up" prospect for ten
years-starting out by selling
poor duffer," as competitive in
surance statesmen termed him, a
"meagley" $4,000 policy back in 1912
and gradually adding larger amounts
Of insurance to this poor prospects,
estate, until today he has placed
$73O,CO0 on this man.
But this poor duffer" wasn't
poor duffer' at ali He become the
greatest truck manufacturer in all
the world and still retains that posi-
ticn. He is also one Of the most re-
spccted automotive engineers. de-
signers and inventors in Michigan,
the cradle Of automotive brains and
the center of the automobile industry
in America.
This unknown mechanic. who be-
came great engineer and manufac-
turer. is Frank W. Ruggles, founder
and former president and general
manager Of the Republic Motor Truck
Company Of Alma, Mich, and now
the president. chief designer and
general manager Of the Ruggles Mo
tor Truck Company at Saginaw.
Continuing this story of the sale of
these large policies. Mr.. Blakely
met this Young engineer when both
were located i'm the small town of
Alma, situated i'm the central part Of
TIE state Al that time young Mr..
Ruggles was Che manager Of gaso-
line engine company, practical en-
g!neer, with very decided IDEAS on the
combustion engine and its POSSIBLE
ties as commercial factor in the
economi. life Of America but he kept
,heee TO himself and confided in no
enc. Mr. Blakely met him at this
time and believed in him. He knew
That he was not = "dre9mer.' He
sold him $4,000 policy. That was
in 1912. The following year this en-
gincer formed a truck manufacturing
company. which was destined TO be-
come the largest in the world. He
was president and general manager
Mr.. Blakely placed another 900 at
tha. time. In 1913 the company ex-
perierced rapid growth and Nh
Blakely placed $4,000 on Mr.. Rug
gles' life in favor of the company
Two years later, i'm 1915, 100000
on the ten-payment life plan was TAX
en-, and before the end Of that year
Mr.. Blakely decided that an extra
$50 COO Of personal insurance was
needed to protect this mans brains
and skill for his family sake. Then
came q succession of several $1,000
pcices.
Then after the war. ard during
the days of great prosperity, Mr.
Ruggles sold his interests in his
Child. which had grown to be a
"gaint' to great automobile COM
bination.
He moved, but he couldn't resist
the call again into active service
Capital progressive Wolverines would
not let this mans creative ability re-
tire Another truck company was
formed TO manufacture a light truck.
1t was an innovation in the engineer
ing field and the Rugglas Motor
Truck Company was born. Enter
again Mr. Blakely-S5O,OOO addition
al personal insurance was secured
fer this motor wizard. and the mag