Vestnik 1974 06 26

Page 1

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Official Organ Of The Slavonic Benevolent Order Of The State Of Texas, Founded 1897 HUMANITY

BENEVOLENCE

BROTHERHOOD

Postmaster: Please Send Form 3579 to: SUPREME LODGE, RUST, P.O. Boi 100, Temple, Texas 76601 VOLUME 62 — NO. 25 JUNE 26, 1974

FROM THE EDITOR'S DESK HE WILL BE UNHAPPY

NOTICE TO CORRESPONDENTS! Because of the erratic delivery of our mail, too much of our letters are arriving on Friday. We appreciate all of you who are striving to write early and ARE doing so, however, we DO NOT know what our trouble is in our mail system. • • LAST SERIOUS REMINDER: DO NOT DEPEND ON MAILING A LETTER ON WEDNESDAY OR THURSDAY TO HAVE• IT HERE ON TIME FOR PUBLICATION BY THE THURSDAY DEADLINE. * . Sunday, June 16th, we attended the District I YAD at Snook, Lodge No. 9. We were certainly surprised and pleased to see the parking lot completely filled with cars and the interior of the lodge hall also full of members. District I certainly did well in the YAD! There were many entries in all categories and in royalty, there were three contestants for king and also queen. Congratulations to District One and DYC Lola Vavra, all the youth leaders and youth! We will leave the particulars to DYC Lola Vavra to report. * Let's remember life insurance is bought not sold. For years the life insurance fraternity has proceeded on the sales ideal that "Life

in-

....Who cannot get his mind off himself. ....Who tries to, live on what he owns, alone. ....Who trusts no man, not even himself. ....Who has no faith in the immortality of truth. ....Who keeps nothing sacred within his soul. ....Who expects all the world to serve him. ...Who knows no sense of gratitude. surance is never purchased; it must be sold." The idea was fortified with the statement that if a citizen walked into an agency office and tried to 'buy a policy over the counter, he not only would be looked upon with suspicion but it would be a waste of time to take the application because the man undoubtedly would be a bad risk. And the experience of the life insurance fraternity shows that no life insurance is placed unless salesmen go forth, interview the prospects and use a certain amount Of sales cleverness in getting applications. But a, concern, fully experienced,

offering a training course for agents comes forth with the statement, "Life insurance is bought, not sold." It bases this assertion on the argument, "Life insurance answers a human need. It protects what men will fight for and die for and save for." In training agents, "You must get them to feel what life insurance means to the buyer." There it is. Most people today recognize what life insurance will do for them and their dependents. In the conscience of every responsible man is the conviction that he ought to carry an adequate amount of insurance. An afterdinner speaker once referred to conscience as "thunderous as the sea." It is that thunder in a man's heart which causes him to buy life insurance. Yet a salesman must obtain the application. He must show his wares, demonstrating to the prospect the contract fitted to his needs. In other words, the salesman is a counselor. That is the new school of life insurance sales training. In addition there is an angle which has to do with persistency. Too much life insurance has been sold by cleverness and high pressure, with life insurance; the purchaser has entered his purchaSe and has lapsed. Life insurance is different from a gadget. The gad-


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