Fraternity-Testvériség, 1949 (27. évfolyam, 1-12. szám)
1949-08-01 / 8. szám
8 TESTVÉRISÉG ONE HUNDRED PER CENT FAMILIES In promoting one hundred per cent families, of course the simplest way would be to go into the home and sell the whole family, but how often can we do this? From my own experience in the field I can truthfully say that we cannot often arrange insurance and make a one hundred per cent family in one writing. So we must use various methods to accomplish our purpose. The first method I have found succesful is to start at the bottom of the family tree, or, I should say, with the “striplings”—by writing our share of the young men and women starting out in life in their iirst jobs. I have heard some life insurance men say that there is no .money in selling these youngsters, and that its a waste of time, but my experience has shown good results from this young field. In selling a young man or woman, it is important to appeal first to their sense of fair play, in that they should not expect to take a chance and, in case of their death, leave a large debt for their parents to pay, which might be a real hardship for them. In this connection I am able to sell many young people a small clean-up policy. Financial Success Approach We realize that the young man or woman is not particularly interested in deaht or retirement income — as both of these contingencies are to them in the far distant future. But most young men especially are very much interested in becoming succesful in life, and so we can make our approach on the basis of financial success. We can show him that this can be attained through accumulated savings, and that despite the best of efforts and good intentions it is almost impossible to save money through ordinary methods; that regular saving is difficult; that even thoug he does save, the money is likely to be spent for luxuries; that he is apt to make unwise investments. We can show him how life insurance will help him to save regularly and systematically year after year. We can point out that life insurance is a safe and sound investment because of its diversifications; that only a few win out in the individual investment battle; off to invest in life insurance, that the average man is far better His youth of course gives him the advantage of the lower cost, which is a great talking point. Another point to stress is that in nearly all instances the income of the prospect will be upwards rather by Martin M. Bogéi, F. I. C. — The Fraternal Age — than downwards as will be the case when he gets older. Of course there will be many young men who are not particularly interested about their futures and who would be unwilling to make the necessary sacrifices to keep up an insurance program. This type can usually be spotted quite readily, and any advice is to drop them, at least until they are married and develope a definite need for protection. It pays to keep in close touch with these young policyholders, and as they marry and have children they will naturally expect us to arrange for their insurance needs. I have one hundred per cent families in my file which I promoted by soliciting married couples. Hot often did I sell both man and wife at one time, but quite often I would sell the man first and the wife later. The greatest need for life insurance is of course on the father of the family. First it is pointed out that in event of his death his insurance program should provide the money necessary to lake care of unpaid bills, hospital, doctor and funeral expenses, and so on. Next, that he should provide for a monthly income to the mother or the family so it will not be necessary for her to leave the home and find employment, especially while the children are small and need the mother s care and protection. Then, if possible, he should provide the funds to give his children an education at least up to the college years. If the income of the prospect warrants, a policy to insure the children’s college education is suggested. Another good point to bring home is that this insurance program will also set up a reserve for emergencies, in case ready cash should be needed. Another strong argument is that in case he lives to an old age, this program will be the basis for retirement income. Most men are vitaly interested in f.nancial security in their older years, and it should be emphasized that this should be started while they are young. Complete Program Step By Step Of course with the younger married man of average income, it is not possible to sell him the complete program at once; in that case the first policy to cover the clean-up fund would be suggested, and as time went on and his income grew and his needs increased, the program could be completed step by step. We want our policyholders to be satisfied and happy, and this is impossible if the premium outlay cuts too deeply into the family budget. In fact, I believe this burden is one of the greatest causes of dissatisfaction and ultimate lapsation. In selling the mother of the family,I point out that the loss of the wife and mother would place a heavy strain on their finances, and that in many causes the husband has found it impossible to pay these extra expenses and still maintain the family in the accustomed way, and in still other cases they have been forced to hire outside help to take the mother’s place. Mothers will be espicially interested in the possibility that all this would doubtless result in their children being denied the things they need. If the wife already has a small policy for clean-up purposes, another policy could be sold her with the idea of creating her own savings plan. I have also completed one hundred per cent families by selling junior insurance first. I recall one case clearly. I did not know the people, but when the first child was born I called and wro.e the baby; later I sold the mother; still later the second child arrived and I wrote him; last year I sold the father additional insurance with our Association; and about two weeks ago the third child came along and I insured the little fellow. So it is clear that through small junior policies we can oftentimes write the whole family. In selling junior insurances we must carefully consider the income group of the family in fitting their need. If they are from a comparatively low income group. I believe our Junior term to Age 16 policy fits their need best, and generally we take applications on all of the children on this plan in one writing, and where the parents are already members this makes a one hundred per cent family at once. This Junior Term policy converts at Age 16 to the adult plan, and our experience with these conversions is very gratifying. If I know the family can afford it, or if there are only one or two children in the older age group and not much prospect of mere children, I suggest one of our permanent plans, such as the Twenty Pay Life, and point out to the parents that in this way they can help the children to establish a life insurance program at an early age.
