January 27, 1023. WOMEN IN LIFE INSURANCE EDITION; INSURANCE ADVOCATE 19
ance of my salary left from the year's earnings, was insufficient to see me through the summer, and I resorted to the columns of the Press for a job. The result was that I signed a con-
tract with the Frontier Press Company for the vacation period.
I had a distinct aversion to the selling proposition, but I needed the money. So I took a course of training for a week in the Philadelphia Office, then went to a town in Central Pennsylvania, where I sold three copies of the publication the first day in the field. In thirty-four clays my earnings amounted to four hundred dollars.
While doing this work, I learned many valuable lessons, as well as the principles of salesmanship, which have proven of great value in the work in which I am now engaged. I owe much to the splendid training received under the guidance of Mr. G. A. Brennan, Manager for the Frontier Press Company, and a wonderful teacher of the science of selling.
After two years of this experience, a personal friend said, "Why don't you sell life insurance?" The result of that suggestion was a talk with the Manager of the Fidelity Mutual Life Insurance Company in Atlantic City, and a signed contract. I began work in September, 1920.
In the past two years, I have insured one hundred and three women, of whom sixty-six are teachers, as well as a number of men. My largest policy was delivered to a woman, an
"income policy" with a premium of $1523.00. The past month has been the best in my experience, the premiums amounting to $1948.92.
While I do not limit myself to women as prospects, I work to a large extent among them. I like to inter-view them because they are courteous and sincete. They are less likely to change their minds about accepting the contract, and there are fewer lapses after the business has been placed on the books. Besides, the class of women I usually see are of good habits and the percentage of rejections is low.
I like the business in which I am now engaged. I enjoy the freedom from routine which had become so irk-some in the teaching profession, and the assurance that my compensation is commensurate with the effort made. I like being in God's out-of-doors and the feeling that I have become a part of the real business world. The con-tact with keen minds, the battle of wits which is a part of every sale, the feeling of accomplishment that is yours when you have succeeded in over-coming deeply rooted prejudice,
are all worth while. If there is any-thing that gives one a greater thrill than getting the name on the dotted line, with the same name on a check for a substantial amount, it is to de-liver a substantial contract to the man that ought to have it. There is a wonderful feeling of service rendered when you know that you have helped to improve the condition of your fellow beings, or that you may be the means of eliminating poverty and suffering from the lives of little children.
Some day I hope to build up a woman's department in an agency. 1 want to carry the message of thrift and comfort in old age to every woman who earns a wage. Two women, who have taken up the profession at my suggestion, are making good.
Do not get the impression that I limit myself to women as prospects. I do not. It is easier to sell men than it is to sell women, and they buy larger amounts. One of the lessons I have learned in this work is that the American man is a wonderfully fine fellow. When I see him pondering and thinking hard, (after I have slightly emphasized the need!) wondering how to meet the premium for additional protection for his family, I marvel at his forethought, his unselfishness, and his strong sense of responsibility.
WHY WOMEN ARE ADAPTED FOR
LIFE INSURANCE
By Rosetta F. Maisel of the Equitable Life in New York City
The opportunities for women in life a great advantage over men in this
insurance are boundless, and it is my respect ?
opinion that women are more adapted Women just entering the business
will find a limitless field among women prospects. Since women play such a big part in every phase of life to-day she should not be overlooked. In fact, she gives us an incentive. She is easy to approach—has an open mind and is ready and willing to listen. Besides, economy starts in the home with the woman presiding. Is she not therefore, the one to be approached on a subject of thrift?
There are as many reasons why women enter the life insurance work as can be said of any business. Two outstanding reasons are: one either likes the work or is particularly adapted to do it.
Some make a study of life insurance and know its possibilities; some simply wish to make a change, feel they might as well try life insurance as anything else; others come in be-cause they think they can earn more money—work less; and then there is the woman who is influenced by a vision that comes to her through a sad experience in her own home or that of a friend.
In my judgment the latter makes the real salesman. She has had a taste of the bitterness that is the result of the unprotected home and she
is sold on the possibilities of life insurance. She cannot fail. Her success is assured before she begins provided, of course, she is capable and willing to work to spread the enthusiasm that bubbles within her.
It was the loss of a very dear friend of mine, who died without leaving insurance that was rsponsible in a great measure for my entering the work. Previous to that I knew nothing or thought less of insurance until the death started a series of questions (as they usually do) from our circle of friends as to insurance carried and it was this constant talk of insurance that awakened the interest and vision of the service I could render my fellowmen. I lost no time in applying for a contract with The Equitable Life, but before going out into the field I studied the subject for a month so as to be able to give efficient service, and to help my people in an intelligent way to help themselves. I have given my services since June, 1917, and I can honestly say I love my work more and more as I grow surer of myself and my ability to serve others.
My greatest record is that I have to my credit 259 lives actually insured and in force today, out of which 50 are women, in the five years and four months, aggregating $905,000 of business. Don't you see to what ex-tent I have spread sunshine and to what degree I am repaid ? The greatest amount of happiness comes to me when I insure the man or woman who needs it most, no matter how
R. F. MAISEL
for the work than men. She has bet-
ter vision and greater instinct than
man. Isn't it reasonable to assume
then that she can visualize the picture
of the home without its bread winner
with more grace and understanding
than a man could ? What does man
know about the real delicate sensi-
bilities of a woman and her ordeal in
life ? Isn't it true, then, that we have
