TABLE OF CONTENTS

Meeting Objections in Accident Solicitation. By a Writ-

er in the Aetnaizer    171

Creating Desire for Accident Protection. By J. G. Heyer 172

Double Indemnity a Frill to Assist Solicitors. By Henry

Moir    173

CHAPTER XI
SELLING OLD AGE PROTECTION

Independence in Old Age. By James A. Fulton    175

Living to Enjoy Life Insurance. By Frederick A. Wallis    175

An Effective Circular Letter. By George A. Smith    176

A Secure Investment. By William H. Harrison    177

Demonstrating Old-Age Income Contract. By Henry

Kronshein and J. B. Oetting    178

Fires the Imagination. By G. J. A. Reany    181

CHAPTER XII

SELLING MONTHLY INCOME

Definite Proposition for a Busy Man. By Frank T. Mc-Nally    182

Support Through the Period of Dependency. By Charles

'N. Scovel    183

Man's Confidence in His Wife. By J. Elliott Hall    183

Fourteen Reasons. By C. N. Berger    184

Creation of a Larger and Lasting Estate. By Frank H.

Wheeler    185

A Stone Instead of a Wooden House. By Robert J. Mix    186

A Wolf Checkmated. By a Writer in Travelers' Record    187

Demonstrating Sale to Father of Young Girls. By W. E.

Bilheiiner    188

CHAPTER XIII

WORKING METHODS

Work Among Winners and Doers and Be One. By Albert H. Curtis    191

Are You Getting the Most Out of Your Interviews? By

F. A. G. Merrill    192

Action on First Interview. By Frank T. McNally    193

The Law of Compensation. By E. J. Dunn    194

Future Benefits from Satisfied Customers. By Edward C.

Bendere    196

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