Insurance Needs ©1922
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IV
GATHERING INFORMATION
WHILE practically all successful life
underwriters agree that the more
information we can secure about a prospect,
the easier it is to work out a serviceable life
insurance plan for him and to secure his
interest and make the sale, yet. they are not
agreed as to how much time should be spent
in securing information before approaching
the prospect. Many agents study their
prospects for some time before approaching
them. Others do not. If they can gather
information quickly in advance, they do so;
if not, they call without information, trusting
to their ability to get the desired facts from
the prospect himself. Different methods
suit different people and the agent must use
the method by which he can get the best results.
He must see many people in order to do a
proper amount of business; and if he finds
he cannot collect information in advance
without retarding his production, then by all
means he should depend on the interview
with his prospect for the necessary facts.
However, it must be conceded that the more
information you can secure before approach-
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