12 WOMEN IN LIFE INSURANCE EDITION; INSURANCE ADVOCATE January 27, 1923
A UNIVERSAL NEED
By Ethel O. Mays, Mutual Life, at
Atlanta, Ga.
"What provision have you made for your future?" Further conversation with the woman who easily sold me insurance convinced me that I had no
ETHEL O. MAYS
surplus for meeting unexpected emergencies and I had not adopted any systematic method of setting aside a portion of my income to protect from "the slings and arrows of outrageous fortune".
The fact that this woman brought to me something which solved my problems for protection, her splendid technique, together with an attractive personality made me realize that insurance is a universal need and that a live wire salesman performs a real service in helping others to meet this need. I soon realized that my inter-viewer was earning a handsome in-come by writing life insurance, while my salary as a teacher served as no incentive for wider activities.
After a preliminary trial, I was convinced that this was true, and this conviction was confirmed by securing many signatures on the (lotted line. T have bean in the insurance business two years. During the first eight months I did not give it much time and attention. Beginning June 1st. 1921, T began on a full time basis and qualificd for the $250.000 Club for the Mu-find Life by May 1st following. My hpr+ record for business written is $fit 000 in one month, in naid for business $52 000 in one month and in a nnmher of examinations 30 in one month. Business and professional women have taken the largest percent of insurance. On several occasions T have interviewed teachers in groups of eight to twenty. presenting to them the provisions of the Endowment Policy and securing as mane as five. six, seven, eight or nine applications from one group. One afternoon this week I visited a school in a small
town near Atlanta and secured per-mission from the Principal to present the plan of insurance to his faculty. Before retiring that night the doctor had made six examinations for me.
The. profession is as perennially interesting to the woman as to the man because of the constant contact with new personalities which, to the lover of mankind, is one of the high spots in life. Since this profession involves bringing into the lives of womankind a steadfast rock for the present and hope for the future, it seems to me that writing insurance provides an ideal opportunity for helping myself by helping others.
When I analyze my success I realize that it is clue largely to a knowledge of psychology and the habit of persistent and systematic effort acquired whilo teaching. Enthusiasm and a sincere belief in the necessity of insurance for meeting a human need supplies the motive power.
Insurance appeals to me as a woman, because it makes the home permanent, provides an income for the disabled and an independent income for old age, and assures a comfort-able future for children. It is a social stabilizer. Could a woman en-gage in a greater profession?
EVERY ONE NEEDS WHAT I SELL
By Anna M. Landis, Lincoln National
Life, at Columbus, 0.
To my mind, there is no other business or profession that offers women a better, broader or more profitable field of endeavor than life insurance. Up to the present
ANNA M. LANDIS
the woman is an exception in insurance work, and because of this, secures attention more readily than the man. This attention can be very easily converted into interest. It is so largely a matter of calling out the nobler sentiments' in the heart of the client, and because of the natural instinct of the woman to preserve the home against all hazards, she has a distinct advantage.
Realizing the wonderful opportunity I would have of helping others,
while helping myself, led me to sign up as a whole time insurance agent in February, 1920. I delivered $251,-000.00 my first year in this work and believe 1 could have doubled that record the second year, had I not been disturbed through sickness and death in my family.
What success I have had, I am sure is clue to the fact that down deep in my heart, I know that every person, young or old needs what I have to offer; that I am really doing them a favor when I am able to persuade them to invest a small percent of their income to protect others, or pro-vide an old age pension for them-selves.
My biggest problem is, to discover just which policy fits his or her needs. I find this can best be clone by winning the confidence of the client, thus enabling me to learn his financial state and obligations to him-self and family.
The word picture of the home, that only a woman can draw by telling a simple story of some of her relatives, or some well-known women, who were protected by life insurance, or left poverty stricken without it, creates the desire which is easily converted into action, and thus she is sure to sell a good volume of business if she will work persistently at
her calling.
— -
A GREAT UNCULTIVATED FIELD
FOR INSURING WOMEN
By Martha M. Durnerin, Equitable
Life at Los Angeles, Cal.
Five years ago, after fifteen years in the teaching profession, I resigned my position in a large private school, burned my bridges behind me, and took the plunge into life insurance. Fortunately, I chose the Equitable Life Assurance of the U. S. for my particular sea.
Having taken the plunge . . . .brrr .. .. I found the water cold! Much below zero on clays of cold canvas. Often, it took a gritting of my teeth
MARTHA M. DURNERIN
to keep them from chattering off. However, I was resolved not to be
