The Michigan chronicle. [volume] (Detroit, Mich.) 1936-current, 1940-02-03
THE BUSINESS MEN
ON YOUR NAME LIST

Some OF the names in the list you
have made up have already beer
grouped as young men. young mar
ried men. older men, and you have
learned to look upon them as rea
prospects through an understanding
Of their needs and the manner ir
which life insurance meets those
needs.
Many OF the names in those
groups can be separated again into
another group with a different life
insurance situation. These are the
men in business for themselves.
What does the fact that a MANS
in business for himself tell you
about his insurance needs?
l. The intelligent business man
would much rather turn over to
his family at his death, not his bust
ness, but the VALUE of his business.
Life insurance will enable him to do
that.
q Money is worth only what it
will earn. Whatever percentage OF
profit larger than the market price
Of money business is able to pay
comes from the effect Of someone's
brain. Life insurance can protect
the business against the loss of this
human life value which makes, il
a profitable investment
3. A dead mans business is worth
about so percent less than a live
mans business. Life insurance gives
the widow the cash so that she is in
control OF the situation. She can
dispose Of or retain the business as
she wishes
As you think Of each prospect
on the list, ask these questions,
man by man, name by name
When you have meditated over
each name, then, and only then.
each becomes your prospect.
l. Isn't it true that in the case Of
the average business, it is the man
and not the business who is respon-
sible for the profits? Wipe out
the man and you wipe out the
profits. My life insurance plan will
offset the loss that comes when
death wipes out both man and bust
ness profits.
2, Isn't it true that someday every
one-man business becomes one
family business? II the finances Of
the one-man business smash when
it becomes a one-family business
then the finances of the family are
smashed. My life insurance plan
will give the family another estate
another source Of income, far more
dependable than the business.
3. Isn't it true that, if a business
man had all his money in good
securities, instead OF in the business
he would not instruct his wife on
the day of his death. to take the
securities, sell them and invest the
proceeds in the business? My life
insurance plan makes it unnecessary
for the widow to depend for her
income upon a source as hazardou.
as that Of commercial enterprise
4. Isn't it true that it frequently
is difficult for a man in his old age
or for his family at his death TO ge'
out Of business the full value o.
the years OF haru work and thu
money he has put into it, My lif,
insurance plan will enable either
the business man In his old age OF
his heirs to get out of the business
the money that has been put into 1t
Ivy Joe" was the star Jockey IL
the hurdle race at the country fat
in my town some years ago. I
didn't make much difference which
pony this lad rode-he Away
landed the blue ribbon and the casl
prize that went with 1t. asket
him one day how 1t was that he al
ways managed to put 1t over in tn
hurdle and he got confidential witt
me
| He said; Il keep a tight rein, pres