Official Organ Of the Slavonic Benevolent Order Of The State Of Texas, ounded 1897.
HUMANITY
BENEVOLENCE
VOLUME 56 — NO. 40
BROTHERHOOD
Postmaster: Please Send Form 3579 with Undeliverable Copies to: SUPREME LODGE SPJST, FOB 100, TEMPLE, TEX 76501
OCTOBER 2, 1968
FROM THE EDITOR'S DESK To Organizers: No One But You. They say no one can part another man's hair exactly the way it ought to be, or put a hat on another's head just so. Even after the most careful tries, the 'man will automatically make adjustments himself. There are so many things each must do for himself. No other person can do your prospecting for you. No one else can learn your sales talk for you, or develop your interviews. Others may teach you certain principles of selling and pass on to you their ideas of successful selling, but each roust adapt and adjust everything to his or her own personality and way of working. This is simply because we are all different from one' another. No man can substitute his courage, stamina, and 'his determination for our own. There arc tasks that only we can perform. There is a great humanitarian purpose in your work of life insurance selling. There arc tasks in this field that one can can do better than others. There are prospects that one man can sell that no one else can sell. All of this involves individual effort, and no one can do that bet you! Prospecting. Here are five guidelines for organizers acquiring and building up a prospect list:
THOUGHTS . . What do we live for, if it is not to make life less difficult for others? —George Eliot • • There are very few people on this earth who do not like or desire recognition, praise, gentleness, forbearance, and patience. —Henry W. Beecher • • I know of no safe repository for the ultimate powers of society but the people themselves. —Thoirtas ,JefferSOn Inquire: Who bought the house next door? Who was the new resident playing golf at the country club last Saturday? Who is a good friend with similar financial problems? Who are new members of the church? Who has had a baby born within the last year? Observe: Who is erecting new business quarters or remodeling? What businesses are hiring more people? Which are increasing their newspaper advertising? Who is planning to be Married? Who has had a recent promotiOn? Who has recently inherited money? Imagine: If a f len& (fieighbOr, relative, doctor, etc.) died 'tonight, hoW would his widow fare financially?
What will happen to the firms you do business with when the owner dies? What is the life insurance situation of the man who replaces the man whose promotion made the news? Select: Which young men are the most outstanding in the community? What middle-aged friend might be counting on an outdated life insurance program? Who would most like the idea of making a gift of life insurance to a charitable institution? Know: What are his most urgent life insurance needs? What mutual friend can furnis,h you with a note of introduction to him? A Writer's Craft. No writer (or editor, for that matter), who takes his craft seriously wants his readers to always agree with what he says or how he says it. We do not sell cars or soap, and we do not expect enthusiastic acceptance of every blessed word we write. Putting tins column together each week (and it will soon be 6 years) is the most taxing part of our duty. It is the most difficult part of our job each week. We are happy to say that the comments we have heard over the past few years have indeed been very favorable and generous. This makes us happy. There are those, I'm sure, who have