Excerpt from How to Sell Assurance: A Guide for the Agents of the Equitable Life Assurance, Society of the United States
This book is designed to instruct young agents, and to remind old agents of things they sometimes forget. Its title, "How to Sell Assurance" is suggestive. Modern life assurance is something that people are ready to buy. They do not ignore its protective value, but they now add to that an appreciation of its value as an investment. The agent is a salesman; and to succeed, he must know the wares he has to offer. He must know more than this, he must learn to read character, and he must understand himself.
It will pay you to read this book, even if you should find it an arduous task, for it not only contains the best advice that the writer's thirty years of observation and experience in the business enable him to give, but it embodies the best practical suggestions that have come to him from the brightest canvassers of the "strongest company in the world."
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