CHAPTER II FINDING PROSPECTS

Sources of Prospects. By Robert D. Lay.

Street car conversation, table talk, any occasion unconnected with business will often divulge information of the utmost value to the discerning salesman. Membership lists of clubs may be consulted to advantage, likewise those of lodges, church organizations and civic bodies contain the names of men who are in position to pay for life insurance. It is well to read the society news of your home paper. You may find that some policyholder of yours has been the guest of a man you want to insure, and you may get from him a card of introduction just when it will do the most good. The year books of private schools and the lists of public school graduates will suggest the names of young persons whose parents ought to provide for them with monthly income policies.

Directory companies in almost every city prepare selected lists of property owners, householders, or auto owners in the wealthy or middle class neighborhoods, and furnish names of trades people and professional men known to enjoy substantial incomes. The files of trust companies and title companies, and the recorder's office contains "tips" for the resourceful solicitor.

Practically all concerns of any prominence publish house papers. If a piano salesman should read in the Federal News that sales-man Smith paid for $100,000 of life insurance in one month he would consider that a pretty good lead. The house organs of firms in other lines of business contain information quite as valuable to the life salesman. These papers report the records of salesmen, births, promotions and other development which brings employes into the insurance market.

And the trade papers or journals, which report trade conditions, are excellent guides. When real estate journals tell of brisk business they also mention who is getting the sales, and who is buying. It all involves money, an exceptionally good symptom from an insurance standpoint. Such papers as the following offer fine leads to the discerning agent: The Realty

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