20   WOMEN IN LIFE INSURANCE EDITION; INSURANCE ADVOCATE   January 27, 1923

small the amount. It is genuine pleasure• that follows the act and it is far greater than the compensation that goes with it.

I attribute my success to the fact that I not only love my work and believe insurance is the only life saver that is sure to keep you above water, but myself as well. I hope the readers of this article will follow my meaning. Don't attempt to sell insurance to others until you have sold yourself first and, mind, not only sold in its belief but with an actual policy in your possession and for as much as you can afford for is not that what we preach to the prospect? That, and willingness to work and work hard

NECESSARY QUALITIES FOR
LIFE UNDERWRITING

By Mary E. Lafferty of the Philadel-
phia Life.

You have a.s'.ced me to give you

some idea of the opportunities for women in the Life Insurance field. To begin, there are wonderful opportunities for women in this great work for humanity. Success does not come in this field, however, without concentrated hard work, careful planning together with a knowledge of the needs of those whom you anticipate together with a knowledge of the needs of those whom you anticipate soliciting. As in other fields of work, there is no royal road to success in this field.

Motion is the law of progress. Per-severance is one of the very vital qualities necessary to sell and deliver a Life Insurance Policy. There are times when some excuse or another will tempt a prospect to postpone doing his duty to his family or obligations, as the case may be, it is then that a woman should be able to appeal to his better self. After all, a woman seems to be blessed with more idea of detail than a man and, no doubt, can think of many reasons, that a man might overlook, why the prospect cannot afford to delay one day. A woman naturally having a great deal of patience should be successful in this field since, there is no business that requires more patience. Enthusiasm, the biggest factor in selling Life Insurance, is very essential and women seem to have this gift in abundance.

Of course, it is a very serious mistake for either a man or a woman to start out to sell Life Insurance with-out careful preparation. If a woman understands human nature, is enthusiastic, persistent without being annoying and willing to keep her chin up through disappointments, there is no reason why the Life Insurance field

and constantly will bring success. So many of us wish we were our own boss. Well, here is your chance, but remember my tips until you find its harder to be one's own boss you will not write the maximum amount of insurance.

Women, if you feel you are cap-able of doing and want to do a bigger, finer work than you are doing now, come with us. Do not deprive the public of the help you can give it. You may lack the courage to get started. It will come to you as you perform your duties. You will be in-spired almost immediately and it is then you will render the best that's in you.

should not offer her wonderful opportunities for doing a great deal of good work as well as making a very substantial living for herself.

It would seme very often in getting the confidence of a prospect, that a good solicitor usually gets, that men especially, in very great numbers, think of everything else but Life Insurance. If a woman goes in to see a man no matter how hard-hearted that man may seem to be he cannot help being made to realize his duty, should this woman make the necessary appeal from the natural view-point of a woman. Most men are kind and courteous and, from my experience, seem to want to do the right thing to provide for those dependent on them. It is often that in the course of their busy lives they have pot been brought face to face with the situation.

Finally, it is my honest opinion that a woman with the knowledge of her business and the qualities necessary for this profession should do as good, if not even better than a man.

LIFE INSURANCE—ESSENTIALLY
A WOMAN'S BUSINESS

By L. A. Wands, of Berkshire Life of
Pittsfield, Mass.

Life insurance is essentially a woman's business. It is the woman who either profits by life insurance ar suffers through the lack of it. For this reason I feel that a woman in the life insurance business who seriously feels the need of men being adequately insured, carries with her a conviction that it is not possible for a man to carry.

There I believe is no institution (in the commercial field) that has played such an important part in adminsitering to the dire needs of men as the life insurance companies; making it possible for men to provide, through a very small and systematic saving, amounts adequate for a self-respecting burial to the millions needed by men of means to save their estates fro mthe shrinkage caused by the inheritance and estate taxes, which in turn, are so greatly needed by the nation and the various states to keep the wheels of finance properly adjusted.

Then too, when one stops to consider the tremendous power that the life insurance companies (with their millions and millions of assets) are, in the financing of the country, an added sense of helpfulness comes in knowing that you are not only administering to the personal needs of men in writing life insurance but that you are, at the same time contributing to this great fund which, through the close supervision of the insurance departments, is absolutely safeguarded; thus giving protection to the individual and stability to the financial back-ground of the country.

Women Are Making Good, More Than Good

Says Darwin P. Kingsley

"Women are making good, more than good, in our Agency ranks," says Darwin P. Kingsley, president of the New York Life Insurance Company. "At our recent Convention in Banff, Canada, of what we call the `Top Two' Club, that is, the two hundred largest winners in our $200,000.00 Club, women bore a conspicuous part. The members of the `Top Two' averaged about $470,000.00 each in the club year. Some of the women members went away beyond that.

"Women are active and successful throughout our whole field organization. They win in all competitions and set a lively pace for the men. They never give us any trouble. Their work is well done and we welcome them everywhere to our Agency ranks."