TABLE OF CONTENTS

CHAPTER II

FINDING PROSPECTS

Sources of Prospects. By Robert D. Lay    38

Old Clients Are Best Prospects. By W. J. Olive    39

Working with Bankers. By E. W. Nothstine    40

Get New Leads When Delivering Policies. B. W. W.

Williamson    41

How Shall We Create Prospects? By Theodore A. Waltrip 42

Getting and Cultivating a Clientele. By J. B. Duryea    43

In Mortgage Records. By G. L. Stearns    45

More Prospects. By J. J. Tyndall    45

A Definite Plan to Find Prospects. By Walter Buckner    46

Not a Social Diversion. By J. W. Daniels    47

Supply Always Good. By George T. Dexter    48

How We Recognize Buyers of Protection. By L. G.

Saunders    49

Your Neighbor as a Prospect. By A. W. Frye    49

CHAPTER III

THE APPROACH

Up to the Mental Capacity of "Big" Men. By John J.

Parker    51

Tapping Personal Interest. By Oliver Thurman    51

For Inheritance Taxes. By E. S. Brashears    53

Easier to Get Attention on the First Call. By Charles L.

Sykes    54

Make Acceptance Easy and Sell with a Smile. By S. J.

Rosenblatt    55

Courage to Tackle Big Stuff. By Harry R. Wright    56

Get Under His Skin. By Harry R. Wright    57

One-Minute Interviews. By J. B. Duryea    58

Special Preparation for the Prospect. By F. E. Dudley . 59

Soliciting Farmers. By H. B. Francis    60

Getting Business Women Interested. By Katherine New-

ton    61

Do Not Carry Your Hat. By Alexander Cowen    62

Getting In. By Thomas H. Beck    63

First Impression. By Walt Leonard    65
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