Insurance Needs ©1922
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I
THE TARGET OF INTEREST
THOUSANDS of life insurance repre-
sentatives are saying every day, “Mr.
Brown, I would like to show you the latest
life insurance policy issued by my company.
It contains new and valuable features.” The
“features” are enumerated and explained to
hundreds of thousands of absolutely indiffer-
ent or bored listeners, most of them remark-
ably patient and polite; a few, however,
erupting with Vesuvian fury. They have
heard the same, or similar, stories over and
over again. Though most of them are
courteous and give the agent a reasonable
time to “explain his proposition,” they
rarely experience any thrill of interest. Often
they buy finally because the agent is very
persistent. They know that life insurance is
really a good thing after all, and had in-
tended to take another policy some day.
They compromise by taking a small policy,
and heave sighs of relief : “Well that’s over
with. Guess I needed another $1,000, any-
how.”
Another agent says, “Mr. Doe, a life
insurance policy is simply a contract for the
i

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