The Michigan chronicle. [volume] (Detroit, Mich.) 1936-current, 1940-02-24
What Is Life Insurance?
BY A. N. LAKE
Mce-Presdent and Secretary of the Western Union
Mutual Insurance Col

Noah webster defines ENTHU-
SIASM as follows: Heat of imagi-
nation: violent passion OF the mind
in pursuit of some object, inspir-
ing extravagent hope and conf
dence OF success"
The definition sounds good be-
cause we all know it takes an abun-
dant supply of enthusiasm to reach
high mark in salesmanship. Pick
out the best and biggest statesmen in
any organization and you have men
whose enthusiasm in their work is
written all over them-fellows who
are constantly inspired with extra
VACANT hope and confidence of sue
cess.
Different statesmen employ their
enthusiasm in different ways.
There is the fellow who ap-
proaches his prospect with animated
enthusiasm which radiates the at
mosphere and commands the situa-
ton from the start-brushing aside
all obstacles through pleasing per-
sonality, force and good humor,
without creating a feeling that he
is trying to rush things over the
buyer "rough-shod."
Then there's the other extreme
who has a quiet dignified bearing
and gains the attention Of his man
through deliberate, matter-of-fact
logic-then wakes warm with deep
and sincere enthusiasm as the in
terview progresses.
Both types are successful-yet
there are many others who make
big records and exercise their en-
thusiasm in various ways.
ENTHUSIASM is the great motive
power Of success. Every successful
man can thank enthusiasm, for
big share of his progress, regardless
of his method of employing it.
No other element OF success meets
with more instant and universal re-
Spouse than enthusiasm. Everybody
has an affinity for enthusiasm and
is instantly affected by its influence
- is extremely infectious and con-
tagious, and generates its own mo-
tive power with great multiplicity
when once started.
Genuine enthusiasm puts tinge
to mans efforts that is practically
irresistible-it is the fine lubricant
which enable you to exercise your
utmost determination without Of
Tense to others. 1t excites in your
prospect a feeling of insecurity in
any difference of opinion he may
hold toward your proposition and
thus becomes a great leverage in
turning his viewpoints and opinions
to coincide with yours.
Enthusiasm is homegrown
product. It comes from intense
self-understood purpose which you
feel must be made clear to others.
II is a rich mixture of self-conf-
dence. faith, hope and determina-
tion-delicately favored with a
selfish desire TO make the sale and
sprinkled over with pride in making
a success of any undertaking.
Enthusiasm is not necessarily dis
played by an excited state OF mind
and sensational gestures but is a
true sign OF sincerity and honesty
Of purpose. It is a great aid in
establishing confidence in you and
your proposition. 1t sharpens the
Imagination, develops new thought:
and arguments on the spur OF the
moment and helps you to presen
the very best side of your PROPOSE
ton in a way that eliminates doub
and resistance in the mind OF tn,
buyer.
The most valuable and lasting en-
thusiasm is that which you work vi
ACKNOWLEDGEMENTS enthusiasm
is not easily blighted and has tn
come back" in the face OF defeat
It is generated by the conviction il
your own mind that the. man yor
are trying to sell actually need
, your proposition-that you are do
ing him a good turn in persuadin
him TO buy and that his purebas