SALES METHODS

ly, his policy-holders, human beings, with minds and brains which will furnish him with material enough to keep him busy night and day. That is what I call success.

Think this over, wives of new men in the business, and rest assured that every kind word and boost you give your husband will be worth a dozen applications, and don't forget you must pull together and struggle a year or two; and isn't it worth it? The agent not only creates an everlasting estate for himself, but builds for his clients an estate that will not allow them to become dependent in their old age.

Evangelism of Life Insurance. By Frank D. Shera.

I don't see any great evangelist or any great man in any line that accomplishes anything extraordinary unless they are deeply interested in the things which they are doing. Of course, a sensible man can't lose sight of the fact that he must handle the proposition so as to benefit the other fellow and benefit himself at the same time so that he may be respectable and take care of his family. Therefore, it is necessary to handle the proposition so as to get paid, but in selecting an agent I don't pay very much attention to a fellow if I get the idea from the way he talks and the way he acts that he is in it absolutely and purely for the money that there is in it alone. The chances are that when he gets out against the real thing he will not be interested enough to get around the obstacles and will veer off and get into some other line of business because he will see a chance to make some money easier, and the result is he won't stick long.

I remember I heard a preacher down in Des Moines preach a sermon one time, and sometimes we hear men say things that we never forget. I have heard a good many sermons and a lot of them I have forgotten because there was not anything in them worth trying to remember. The man preached on the subject, "Burning Hearts." He went through the pages of history and he showed the great things of the world that had been accomplished by men who were enthusiastic and were doing things because they liked to do them for the benefit of the people themselves and the community, and that that was what accomplished things.

Now salesmanship, to my mind, consists of three things, first, you must have a thoroughly good article. Now when a man selects the thing he sells he shows his business ability. When a man

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