SALES METHODS

so he will start the day right. If he starts the day right, it is more apt to end satisfactorily.

There are four little things which can be done in a few minutes to help start the day right: (1) To rid your mind of irrelevant thoughts, read some short article regarding the merits of insurance or a stimulating and practical article on salesmanship.

2. Determine to make every interview during the day count.

3. Determine to do your level best to secure at least one application during the day. (4) Finally, start out with the thought that in addition to whatever money you earn during the day, you are sure to do the prospects you interview some good, as you are going to give them good, honest arguments as to why they should put a part of their annual budget into insurance for the future welfare of their dependents and themselves.

How to Start the Week Right. By Harry M. Haven.

It has often been said that "Work well begun is half done," and certainly all of us know from personal experience the great value of a right beginning. The salesman who starts his day properly has gone far toward making it a success. As the success of our work on all the subsequent days of the week is greatly influenced by the way we start the first one, it is of especial importance that we give particular attention to Monday morning.

One of the most important factors in starting right on Monday is health. This depends to a great extent on the way in which we have spent our Sunday. In too many cases Sunday, instead of being a day when the physical and mental vigor is restored and the agent put in fine shape to begin another week of keen and intense work, is merely a day of broken routine, overeating, and lack of proper exercise. If we are to start Monday right, we must give attention to the way in which we spend Sunday. The end of the day should find us tuned up and toned up for a flying start. Above all we should see to it that our state of mind is right that we are alert, confident, optimistic, with bodies rested and minds refreshed.

One of the best ways to start Monday right is by attending an agency meeting. This applies to older salesmen as much as to beginners; the latter need to be taught and the former need to be reminded and pulled out of ruts. All will be benefited by the

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