TABLE OF CONTENTS

My Methods of Approach. By C. H. Hamilton    66

Impaired Hearing an Asset. By a Writer in the Man-

hattan Life    68

Rely on Courtesy, Curiosity or Self-Interest. By J. W.

Daniels    69

After a Meal. By J. W. Daniels    69

The Interesting Opening. By A. D. Anderson    70

Plan Your Interviews. By E. B. Houghton    70

What Does the Prospect Think? By J. Fred Lawton   71

The Change of Age Plan. By Philip Burnet    72

Establishing the "You" Attitude. By E. Colwell, Jr   74

Openers. By a Writer in the Insurance Salesman    74

What to Do With Answers to Circular Letters. By T. J.

Durgin    76

Effective Come-Back. By L. L. Brennan    78

Lists of Claims Paid. By H. W. Carey    78

Super Cold Canvass. By J. Edward Scherwin    78

Getting In. By C. J. Rockwell    80

CHAPTER IV
PRESENTING THE CASE

Let the Prospect Visualize. By H. L. Stanfield    82

When the Prospect Asks About the Cost. By Frederick

A. Wallis    82

Cancelling the Mortgage. By William S. Thomas    83

Tact in Referring to Duty. By Nate Singleberry    84

The Graphic Method. By Edward A. Woods    84

Four Questions. By C. S. Morton    85

Inheritance Taxes. By E. S. Brashears    85

Budgeting Life Insurance. By J. S. Sherritt    85

Question of the Cost. By Frederick A. Wallis    88

Tell Your Prospect How to Create an Estate. By John

J. Lentz    88

Take His Consent for Granted. By Harry D. Wright    90

Insuring a Man's Value, Not His Life. By Joseph W.

Briggs    90

Argument Sells Nothing. By Edward A. Woods    92

Ways of Being Convincing. By C. A. Shaw    93

Discuss Price Last. By R. W. Stevens    94
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