FINDING PROSPECTS

Immediately upon convincing him that it will be to his interest to co-operate with you, the next big and important step is to write a nice volume of business in his vicinity, thereby securing results that will make him enthusiastic.

Get New Leads When Delivering Policies. By W. W. Williamson.

I aim to get a new lead or two through every application I write. After delivering the policy and when about to close the interview I say :

"Mr. Codington, having done you a service that I believe you think is worth while, do not fail to let me do a like service to others whom you may know. You do not know the affairs of your friends and neighbors, but you do know this, that when one of them dies the first question you think to ask is:

"'I wonder if he left any life insurance.'

"If you find he has, it greatly pleases you. If you find he hasn't or has only left a little, you feel as though some one had neglected him.

"Do you know of some one personally to whom I may go and offer my service?"

The advantage in asking for only one is that if you state the question in the plural he is very apt to say that he cannot think of any one, simply because you have thrown his mind out into the entire circle of his acquaintance and he is at a loss to know whom he can name. But if you ask for one, his mind will revert to some one of his friends and he will give you his name, and after that one he will think of more, and you will come away with two or three.

Moreover, it shows that you are not trying to ask him for all that he has in him.

Sometimes it pays not to ask this favor until your next call upon him, and make that special cause of your call. But it can-not ever hurt to try it at the time you deliver the policy. He has an attitude of appreciation for what you have done.

Another good plan is to explain to him then or at another time our circularizing system, if that is the way you got him. Ask him if you may not circularize some of his friends, and if they answer, you will call upon them. If they don't you won't. Put the whole subject to him in such a way as to appeal to him

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