One afternoon, while sitting in my office relaxing, out of a clear sky came a hunch to call on Mr. George Kritler, president of the Prudential Worsted Company. In reviewing the source of this hunch. I recalled having discussed an insurance plan with Mr. Kritler a few months before. Following the impulse of this hunch, I reached for the telephone, and, within ten minutes, I had qualified Mr. Kritler to buy $100,000 worth of life insurance.

A hunch is most important to all salesmen, and they should by all means train themselves to watch for these messages as they flash into their consciousness. Upon receiving a message, they should not postpone action, but act on it imme- diately. Suppose I had postponed action in calling on Mr. Kritler? In all probability I would have lost a substantial sale.

What is a hunch? It is a strong intuitive impression that something favorable will happen. A hunch is a constructive and creative idea that is being handed to you as a bonus for previous effort expended in the attainment of a particular goal. In selling, this effort is usually rewarded with an un- expected sale, provided the salesman acts upon it with speed and alacrity. Be vigilant, alert, and on the look-out for

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these creative and constructive ideas that come to you as intuitive impressions, commonly known as hunches. These intuitive messages are challenging your ability and asking you to heed their instructions. Act upon them promptly.

Everything is born with instinct. An instinct is a natural aptitude, a knack. It is a tendency to action that leads to the attainment of some goal natural to the species.