Insurance Needs ©1922
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II
THE VALUE OF SELLING THROUGH NEEDS
THE purpose of this book could not be
better illustrated than by the following
interesting experience related by Mr. William
H. Jones, who practices life insurance in a
country district of Maryland :
“The other day I heard that Mr. A, who
is a tenant on a large farm, had his business
affairs very much tangled up, and I went
out to show him how an insurance contract
would put him on his feet. When I drove
up, his wife inquired if I wanted to sell him
insurance; she informed me that he did not
want any, and furthermore could not pay
for it if he wanted it, stating that she did not
think much of insurance anyway. I explained
to her that I was there to sell her a friend, and
outlined what it would do. She asked me to
see her husband if it would do what I claimed.
“I then saw Mr. A and told him what
his wife had said in regard to his financial
condition. He acknowledged this, and I told
him that I was there to help him get his
affairs straightened out. He then told me
that he owed one man a note of $1,175,
about $1,500 to a bank that was going to
7

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