Training for a Life Insurance Agent

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J.B. Lippincott, 1917 - 133 pages
 

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Page 6 - One science only will one genius fit ; So vast is art, so narrow human wit : Not only bounded to peculiar arts, But oft in those confin'd to single parts.
Page 6 - How blest is he who crowns in shades like these A youth of labor with an age of ease; Who quits a world where strong temptations try, And, since 'tis hard to combat, learns to fly!
Page 43 - A real salesman is one-part talk and nineparts judgment; and he uses the nine-parts of judgment to tell when to use the one-part talk.
Page 36 - Be Bold, Be Bold, and Evermore Be Bold ! "
Page 120 - ... us, like the department stores, those huge machines of attention, may succeed in getting great sweeps of attention out of crowds at special times, by appealing to men through the unusual and through the stupendous or the successful. But what really counts, and what finally decides what men and what women shall be, what really gets their attention unfathomably, unconsciously, is the way they earn their money. The feeling men come to have about a fact, of its being what it is, helplessly or whether...
Page 120 - ... and forever, comes from what they are thinking and the way they think while they are earning their money. It is out of the subconscious and the monotonous that all our little heavens and hells are made. It is our daily work that becomes to us the real floor and roof of living, hugs up under us like the ground, fits itself down over us, and is our earth and sky. The man with whom we earn our money, the man who employs us, his thinking or not thinking, his ' I will ' and ' I will not,' are the...
Page 76 - The public, and all too many agents, have not understood that an individual commercially speaking, is in reality only a human machine, and a frail one at that, and as such has a definite but perishable value which must be insured against loss by death or wearing out in old age.
Page 8 - This book is written, primarily, for those directly interested in the Life Insurance business, but in a non-technical manner so that it may be of value to laymen, especially those interested in salesmanship.
Page 16 - The crusading methods required to break down prejudice and lack of understanding, to get people to do the very obvious thing of insuring their lives, served to build up prejudice against the business as lacking caste.

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