|
First, I analyzed the principle of life insurance thoroughly to determine its value and to appreciate its worth. I con- cluded that it was a very excellent idea. I liked the idea of the protection it could provide. I liked the idea of the estate it could create. I liked the idea of the savings account it could establish. I liked the idea of the income it could guar- antee for old age. In fact, I liked the idea of all the benefits that life insurance could provide for the individual and his family. This analysis of life insurance gave me a comprehensive interpretation of its function and a clear picture of the bene- fits that it could provide for the prospect. I was thoroughly convinced that it was a good idea; a sound and practical proposition. I firmly believed that I could sell it. I had faith in it. Faith is believing in something, and so it remains until you demonstrate your ability to fashion faith into reality. Now arose the question of how I could convert my faith into results by selling life insurance. How could I get the idea of life insurance and its many benefits over to the pros- I STUBBED MY TOE 5 pect? How could I convince the prospect that it was a safe place for him to invest his capital? How could I make the prospect feel as I felt about life insurance? |
|||
|
