SALES 3±ErLtODS

salesmen out of them all at once, but to induce them to grow gradually in the profession. IIe secures the services of part-time men, with the understanding that their contracts are only temporary and continuance depends upon their future act'on in taking up the work on a full-time basis. With this idea in mind, Mr. Marshall spends a great deal of his time with his new men and develops them to efficiency in salesmanship to the greatest possible degree. He feels that at the first the proper schooling is se-cured and the proper spirit imparted, even without the men de-voting their entire time to the proposition from the very first. As they grow in usefulness and success, it is his theory that they should be very strongly urged to devote all of their time to life insurance salesmanship. Mr. Marshall has the following to say of the kind of men who should be picked out as candidates for regular full-time members in the profession of life insurance salesmanship :

"The man to seek out for a full-time agent is the man who sees for himself a bright future in the business and wants to make a success at it. This man will put in the time, and overtime, make the sacrifices, and do the disagreeable things day by day that are necessary for success. This is the man I am looking for as a full-time agent, and, if I can find two of them each year, I think I have accomplished about all that is humanly possible for a manager to do."

Big Men Always Ready to Learn More. By H. G. Royer.

If you are the sort of a man who won't take advice from any-one, you are going to miss many opportunities for help which would benefit you greatly.

When a man grows a big head, feels he can get along without the assistance of anyone, and will not listen to suggestions, he has ceased to advance and others may soon note a decline in his effectiveness ana success.

The really big man—the really successful man—is the one who is ever on the alert to get every little bit of knowledge possible to gain.

The biggest men in the country hold conferences for the purpose of getting ideas of other men, and they hold meetings of their employees for the same purpose. You have an inflated idea

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