Analyzing Life Situations for Insurance Needs, The Case Method, (C) 1922, Griffin M. Lovelace, Professor of Life Insurance

Yet another example of how society really hasn’t changed in many ways over the last 100 years. The reasons people bought insurance then, pretty much the same as it is now. Mortgages, to protect your family, business needs, all just like it was 100 years ago.

And the insurance industry hasn’t brought up much new in the way of techniques either :). Using cases as a way to demonstrate insurance needs is a common practice still in use today. In fact, the Canadian life insurance agent’s exams to this day use similiar case methods to test for practical knowledge of life insurance.

Contents:
• Analyzing Life Situations for Insurance Needs
• Harper’s Life Insurance Library
• The Case Method by Griffin Lovelace
• Copyright 1922
• To Walter Van Dyke Bingham
• Contents
• Preface 1
• Part 1 Our Interest in Needs
• The Target of Interest
• The Value of Selling Through Needs
• The Prospect’s Picture
• Gathering Information
• Part 2 Case Analysis
• A Thriftless Family
• A Thrifty Family
• An Average Case
• A Young Chemist with No Dependents
• A Progressive Manufacturer
• Head of A Large Family
• Part 3 Talking Needs
• To Pay Final and Living Expenses
• A Place to Live
• An Education
• To Lift the Mortgage
• The Needs of a Young Man
• Confidence of The Buyer