PREPARATION OF THE SALESMAN

contagious spirit of enthusiasm that is generated in an hour's snappy discussion of the problems that have to be met. Every-one who attends should give according to his ability and experience. There is no man or woman who has solicited insurance intelligently for even one week who cannot contribute a thought which will be of value or add to the sum total of enthusiasm.

As soon as the meeting is over, get out. Start actual work when you are charged with enthusiasm and full of determination. Work steadily and hard, and when night comes, make a record of what you have done, whom you have seen, and what you have learned. Don't put off doing this ; write it out while it is still fresh in your mind. And then plan the work of the following day so that no time will be lost the next morning. Know whom you are to see and determine to see them.

If you set aside eight hours for work, do not steal any of that time for anything else. You have sixteen hours left out of the twenty-four to devote to sleep, recreation and reading. Use this time wisely. Read the newspapers and keep well informed about the world's events. Especially is it important to read one or two reliable insurance journals and to know what is happening in your own business. An hour each day is given to the study of insurance problems or to business in general is well spent. The courses of certain institutes are of great value in putting a man in touch with the problems of modern business and can be studied with profit by any agent who is ambitious for wider service.

Be determined to win. Analyze each interview and see just why you succeeded or failed. Resolve firmly to avoid the pitfalls that kept you from reaching the goal you had set for yourself.

Strive to present your proposition and your personality in the best possible light. Be careful what impression you leave with the men upon whom you call. If you feel that they have not received the impression you wished them to receive study to learn what it was that caused your failure.

Enlarging Scope of Life Salesman's Field. By Frank L. Jones.

We today need a foundation of economics and sociology in order to be real life insurance men and serve the public as we should. Before long people who go into life insurance will have

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