SALES METHODS

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 tkoughts, 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.

Your Mental Storehouse. By G. J. A. Reany.

Ordinarily, you get your knowledge through objective mind the five senses—but that knowledge is retained in the subconscious mind which 'becomes your mental storehouse so that you can recall at the proper time the knowledge you have packed away. The properly balanced mind is the mind in which there is a synchronous action between these two parts of the mental faculty, that is, clear reason and a perfect memory, and the man who has these two things properly developed is what the world calls a genius. Such was Napoleon, for instance, and such was Shakespeare. It is a wonderful thing for any man to have these two parts of his mind properly developed. I want to give you one or two illustrations. On one occasion Henry Clay was called upon in the Senate to reply to an opponent on an important question. Clay was really too ill to speak, but is was necessary that he make same response. He asked his friend who was sitting beside him to give him warning in two minutes, that he might stop, for the sake of his health. By the time the two minutes were up Henry 'Clay was aroused and was pouring forth a torrent of eloquence. His friend plucked his coat and finally a pin was brought into requisition but with no effect. At the end of two hours Clay glanced at the clock, happened to see the time he had been speaking and dropped back into the arms of his friend. That is an illustration of this fact, that a man who is called upon to answer a question on which he is informed can call upon his mental storehouse for the facts without any present preparation. Your objective mind makes the logic, not the subjective mind and Clay

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