The Birmingham age-herald., 1924-09-12
Insurance Offers Good Field ToWonen
 
By BETH M'ILyAINE

entiy qudllIleus appned to the employ ment manager for the position. After having given the company's usual speed and accuracy tests to the applicants, the manager found three girls who could accurately type and take dictation ac- cording to reasonable standards, and only one who was both a college grad uate and stenographer.
 This is true of too great a number of so-called stenographers," the man. ager complained to me. They come here only half equipped and clog up our working force. A good many girls, es- pecially those with some college train ing, look down on stenography as too mechanical for people of their superior brain power or won't learn it for fear of getting into a Tut Others call it thap a commercial high school fresh- man. It's crimew
 What are the openings for a girl in insurancew I asked
 He wrinkled up his forehead. 'sThere are two armies in insurance like in most businesses-the army that meets the public and the one that keeps in the background and makes the wheels go round. Women have always been in the latter-that doesn't make the jobs any the less interesting-but the &C., tual selling game they have just re- gently broken into. It's the unique field and the best paying, too. but of course requires more specialized ability.
 T started Ruth off as filing clerk at S15 a week, training her as she went along. Shortly after she became a stenographer in the statistical depart ment. She was a hard worker. de- pendable and full of ideas. While in the filing department she caused cer- tain system of ours to be simplified by a single suggestion to the department head. Initiative. that's what takes a girl out from the mob.
 ''In four years she was in charge of 40 girls, the youngest department head we ever had-a real success. But did she forget what she started after in the first place? She did not, because not long after her promotion she came to me as her first friend and asked that she be given a chance to sell policies. She had every ideal qualification except formal education-push, perseverance. pleasing apparance. She could talk and she certainly knew the business.
 "Well, it's been five years now. out she's going strong, making $7,000 a year, and head of an upstate agency which employs only women solicitors.
 Sounds like fish tale, doesn't it?" he finished up, pleased at my interest in his protegee. "Yes, maybe" he went on to answer his own question, "If didn't know myself of other girls who have done much the same thing"
 The manager was on his pet subject and gratifyingly continued without waiting for my prompting questions.
 Some girls don't want to sell. If they have executive ability, they become heads of departments.s Plain hard work won't turn the key of success. A girl needs ideas, initiative, personality to raise her above the ltvel of hard work CTS"
 But how does it come that compara- lively few women are members of firms or 'high-up' executives?" interrupted.
 That's because the vast majority of women are in business for a limited number of years, say, until the right man comes along. We don't dare spend years of training her for the 'high-up' job, because we don't know when she might leave us to marry. Some women
 
 whether they marry Or not, and you'll find these holding responsible positions. believe the marriage problem is the big gest one for women in business to face. What do think ahnut It? I'm on the fence."
 Later in the day talked with wom- an about 50 years old, should judge, who has been selling life insurance for eight years.
 q shall never marry, she said, i'm mediately showing her stand on this marriage question. q agree that busi- ness should not claim women just be- cause they insist on perfect equality with men. Most women should marry and have homes. Some of those may be able to work at the same time. But there are some of us who have real bent for business and are cleverer than the average man. Why shouldn't we have our career? We'd probably make an awful mess of marriage and home, anyhow
 There is very good money in selling insurance for the girl who has the knack for salesmanship. A girl of my acquaint- ance was guaranteed salary of S3,OOO year with one company, That was the average earnings on commissions for the first year.
 Good salesmanship is the first es- sential, and persistence is the second. Full as many shoes are worn out sell ing insurance as real estate. A so- licitor must have no room for discOur- agement. "We are not interested" is the one answer she can't hear.
 Ability to cover a lot of ground is third. A success doesn't say, "I've been to see so-and-so today; guess that's enough until tomorrow" Every day has to be packed full with prospects, so as to give the law of averages a chance to work.
 As in bond selling, an insurance agent must know what she's talking about. An old-timer in the game told me, with his face wrinkled into reminis- cent grins:
 "A prospect has a dickens of a good time punching holes in a solicitors ar guments. Your armor of facts has to be bullet proof or you have to leave the enemy's territory in disorder.
 And the toughest job of all," he went on, lis to believe yourself in ev- cry phrase you use. If you don't it's like trying to persuade person to buy an automobile you wouldn't dare ride a foot in for fear of your life. Just no go."