TABLE OF CONTENTS

When to Close. By H. G. Royer    144

Wrap Them Up. By E. C. Budlong    145

Heart, Not Mind, Controls Desire. By A. J. Quigley    146

Choking Off the Prospect. By G. K. Burns    147

Reasons for Cash with the Application. By T. Price

Thomas    147

When to Close and How. By C. H. Hamilton    148

CHAPTER VIII

SELLING WHOLE LIFE PROTECTION

Ordinary Life Fits Any Man's Insurance Needs. By J.

Elliott Hall    150

Does Life Insurance Carry You? By R. W. Stevens    151

Run Down the Cost; Run Up the Benefit. By D. C. Mac-

Ewen    151

Good Old Argument. By J. M. Andrews    153

My First Insurance Lesson. By Albert Goldie    153

How Much Are You Worth? By Frank H. Sykes    154

Life Insurance Back of Every Farm Mortgage. By A.

C. Larson    155

Proper Kind for the Farmer. By A. S. Elford    156

CHAPTER IX

SELLING TWENTY-PAY LIFE

Paying the Taxes on a $500 Income. By Frank II. Wheeler 158
An Estate on the Installment Plan. By J. N. Easley ... 158

CHAPTER X

SELLING ACCIDENT AND THE DISABILITY FEATURE

Appraising the Value of the Total Disability Clause. By

L. K. Tooker    160

Disabled Man a Burden. By James A. Fulton    161

The Leak in the Bucket. By Joseph Kenyon    161

New Business When Claims Are Paid. By Fred J. Krazeise 163

Stopping Places Where the Close Can Be Made. By T. A.

Keith    164

Indemnity for Loss of Earning Power. By H. G. Royer    167

Opening an Accident Solicitation. By E. J. Faulkner    169

If the Salary Stops. By W. C. Harris    169

Prompt Collections. By G. N. Martin    170
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