INTRODUCTION

The only happy Americans are those successful in their business or profession. They love to be doing something useful. in this great race of achievement the trained and experienced man has an advantage over the others and his success is more likely to be certain. Especially is this true in life insurance salesman-ship. The man who knows how to secure prospects, how to present the merits of the contracts, and how to close at the proper time, goes at his work confidently and happily. He is master of a difficult profession.

Life insurance salesmanship is a profession best learned by experience; the field man must go through the mill himself. That is the reason selling life insurance is an occupation regarded highly by the public and why the earnings of good field men are large. To be a good life insurance salesman lifts a man to a high place among his associates. We are reminded that the reason man is the master of his world is because he learns every-thing by observation, experience and training, and that is the distinction which sets him above the lower animals. A bird builds a nest without experience or training, and its first nest is as good as its last, but the instinct handed down through thousands of generations limits the bird's capacity. A man builds a house, but first through practice and training he must learn how to build, and the necessity for observation and reasoning in mastering the art of building carries him to greater achievements and better methods than those of his ancestors. He commences to reason on the accumulated wisdom of centuries of human progress. He takes advantage of the recorded experience of his ancestors, and adds to it, and that is the reason this generation has flying machines and the radio. Salesmanship also has improved with man's experience and reason, and a profession which once was based on sociality and influence becomes a science as well.

Experience is our best teacher because when confronted by a situation or crisis we remember how we handled a similar case in the past. A salesman with experience knows how to avoid

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