PREPA2.ATION OF THE SALESMAN

Look around in your community, or among your associates, and you will soon find that the really representative life insurance men who are looked up to and respected are usually those who represent one life insurance company and devote their whole time to life insurance.

It may be true, owing to circumstances, which it is not necessary to discuss here, that insurance brokers selling fire, casualty, accident, and other lines of insurance, find it convenient and profitable to represent a number of different companies, but this is not true in life insurance, and the agent who tries to make a profit out of side lines invariably gets himself tangled in a mass of routine work and details that soon interfere with his real business of selling life insurance.

Your time is too valuable to waste a moment on side lines. A successful life insurance salesman has a peculiar ability that is not possessed or much developed by the average salesman in other lines. So don't waste that ability by spending your time in doing things that others can do just as well, and for a great deal less money than your time is worth.

It will pay you to get a fire insurance man to attend to your prospects' fire insurance needs; just as it will pay you to hire someone for three dollars a day to cut the grass and work around the house while you put your whole time into employing those special talents of yours in writing applications for life insurance.

A Working Principle. By G. A. Boissard.

We all know that the man who succeeds in the game of salesmanship is the one who keeps everlastingly at it and lest some of us forget, we call attention again to this important principle in insurance success—"continuity of effort." Just as the engine that gets somewhere pushes or pulls steadily, and not intermittently, so the man who persistently and steadfastly thinks and talks insurance, and day after day continues in his efforts to make men see, gets there always. The results follow just as sure as the growth of a plant follows the sunshine and rain.

Developing New Men. By R. N. Mills.

E. W. Marshall, agency manager at Oklahoma City, contributes some valuable ideas on how to secure and develop new salesmen who will become successful. His idea is not to make full-time

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