SALES METHODS

Our Responsibility to the Home, the Church and the School. By Howard Scott.

What is our responsibility to these three great institutions—what is our responsibility as ambassadors of the cause of life insurance, the one great protection business in all the world? It is our duty to see to it that when the time comes that the home must be broken up by the losing of the father or the mother, there is ample insurance in that home that will keep this sacred institution intact. I say then, the home is our personal responsibility through the cause of life insurance.

The church today is blessed because in many instances some people have planned ahead and have felt their responsibility in planning protection that the church may go on and do its great work in this world. What a field this is! We should urge those that can afford it to buy insurance and to make this great institution the beneficiary and protect it, because it is God's own institution.

Have we responsibility to the school as insurance workers? A thousand times, I want to say, Yes. We represent a cause that stands in a class by itself for making possible the education of our boys and girls. What a fine thing it is for some father or mother to feel his responsibility so keenly that he has made preparation through life insurance for the education of that boy or girl who could not afford it under any other condition. When you and I fail to bring the great cause before the parents and make them understand and know that the day is coming by and by when they can no longer work, we have fallen short of meeting our own responsibility to the boys and girls of our land.

What do we owe the teacher? When they have outlived their years of usefulness, shall their declining years be spent in ease or poverty? This question is yours to answer. Life insurance is the only answer. Sweet will it be for them if they can truly say: 'Thank God, the insurance ambassador came along and helped me to see how I could provide for the declining days of my life.' All this can be accomplished, if it is accomplished, be-cause you and I have met the great challenge of our task.

Preparing for the Interview. By George T. Carlin.

Every prospect is a problem in himself, depending on the cir-16