Verhovayak Lapja, 1951 (34. évfolyam, 1-12. szám)
1951 / Verhovay Journal
PAGE 16 Verhovay CHICAGO TWINS AND BIG BROTHER JOIN VERHOVAY KARLOVITS TWINS Steven George Karlovits and Mary Ann Karlovits, lovely twins born on April 1st, 1951, and their big brother Leslie. J. Karlovits, children of Mr. and Mrs. Ludwig Karlovits of 1909 W. Henderson Ave., Chicago, 111., joined the Verhovay ,at Branch 503 on July 1st to the tune of $3,000. insurance. With these three promising new members in our Junior Order, Manager Frank Balogh continued increasing- his production that for the first half of this year totalled $32,000. Welcome to these lovely children whose parents we hope, too, will join the Association not only for protection and security but also to. enjoy the close fellowship prevailing in Branch 503’s highly active and attractive fraternal life. LESLIE J. KARLOVITS Trained Field Workers' Record Shows Way to Certain Success — Scientific prospecting, program selling, service, efficient working schedules and the strengthening of confidence in the Association are the basic elements field work. ■—of successful Every insurance organization isi subject to disappointment in some of its newly recruited field workers who turn out failures even though in training they seemed to possess the necessary qualifications. The general experience in the entire insurance industry is that it can never be determined with certainty in advance whether or not a new recruit will make good in his job. Our Association is no exception and where this happens to be the cafe ,much disparaging criticism is being heaped upon our organizing program. Of course, in all fairness, the success or failure of a general program cannot be determined on the basis of failures alone. The record of outstanding accomplishments also must be taken into consideration. If in the overall picture the failures appear only as exceptions, far outweighed by the number of outstanding- achievements, then the exceptional instances notwithstanding, the program has vindicated itself. Instead of looking only at the exceptional instances of failure, let’s look also at the other side of the story and find out what our outstanding producers are accomplishing. District Manager Leslie J. Dus of Cleveland, O., is the manager of branches 14, 366 and 573. And additional 27 branches are assigned to his district. His personal production quota is $110,000 per annum. In the first six months of this year Mr. Dus produced in the branches under his own management a total of $111,500, in other words, he exceeded his full year’s quota in half a year. A sub-, stantial volume of new business has further boosted his personal production since then. In addition to this, he is credited for the first 6 months of the year with $38,500 written in branches other than his own, produced together with and for the managers of these branches. His is aj fine example of what can be accomplished with hard work, determination, persistence and know-how. District Manager Leslie J. Dus received his basic training with one of the largest insurance companies in Europe. After arriving in the United States, he started his insurance career all over again with the Verhovay, first in Lorain and then in Cleveland. His record speaks for itself. District Manager Gabriel Nameth in Youngstown, O., has been the manager of branches 108, 364 and 514 since January 1, 1951. 9 additional branches have been assigned to his district on April 1st, 1951. From the day he entered a to him totally new field, where he had no acquaintances, no connections to fall back on, to the end of the sixth month, he produced $60,000 new business of exceptional quality. But the outstanding achievement was attained during a four day campaign in July for which he had lined up a substantial number of prospects. He invited Field Supervisor Elmer Charles to join him in the well-planned campaign. Mr. Nameth, who specializes in the “twointerview” method, indeed, planned and prepared his campaign well, as Ss shown by the fact that 67% of the calls they made were interviews and 97% of the interviews were sales. During these four days they secured 32 new members who purchased a total of $51,000 of insurance, an average of $1,594 per new member which is about twice the average size Journal August 15, 1951 MIL AND MRS. ROBERT J. MACKER The wedding of Vice-President Julius Macker’s son, Robert, and the former Miss Mary A. Gensorowsky at St. Cecilia Church in Detroit was reported in the June issue of the Journal. Here is wishes for lasting happiness. of Verhovay Insurance Certificates generally written. Many weeks of methodical prospecting, innumerable first interviews for gathering the necessary information, and many evenings of deskwork in the scientific programming of insurance for his prospective clients preceded the campaign by which he nearly doubled his 'production for the first six months. “To what do you attribute the success of this drive?” we asked him and he replied: “Service first of all. Then confidence in the man who represents the Association because that creates confidence in the Association itself. And finally: program selling. When the public sees that a man is sincerely interested in their needs, and understands them, and his attitude inspires confidence in the organization he represents, then they are willing to sit down with him and discuss with him what they want, what they need and what they have. With this information, you can sit down and work out an insurance program for them adapted to what they have, what they need and what they can afford. I must say that I deeply appreciate the wonderful opportunities these fine people have so freely given me for discussing with them how we can best serve them.” And though Gabe Nameth, together with many others, can \ hardly wait for the Association to introduce some new insurance features and plans, the lack of which caused him to lose quite a lot of high quality business, he looks with great confidence into the future, because, as he puts it, “by strengthening the confidence of the public in the Association, by applying scientific prospecting methods, program selling, efficient working schedules and above all by rendering prompt and efficient service, the opportunities for advancement are unlimited.” But even part-time men are abla to attain outstanding achievements. For instance, there is Stephen Petrushka, Jr., Manager of Branch 439, Johnstcovn, Pa., (a branch of less than 200 members) who recently assumed the management of this branch under the guidance of Field Supervisor Elmer Charles. By applying proper the young couple to whom go our best f Serving the Country PHILIP SABOL Philip Sabol, a member of Branch 352, son of Mr. and Mrs. Clarence! Elder of 5th Ave., Coraopolis, Pa., brother of Eleanor Sabol serving with the WAVES, also a member of thei Verhovay, enlisted January 11, 1951. He received his basic training in the famous 2nd Armored Division at Camp Fort Hood in Texas. Later he was transferred to North Camp Polk in Louisiana and serves now with the Louisiana Hdqu. & Hdq. Co., 15th Armored Cavalry Group. prospecting methods, he prepared the ground for a three day campaign with Mr. Charles recently, when they produced $18,000 new business. This in an area where for a number, of years production has been at a virtual standstill. Due to lack of space we are unable to mention more outstanding performances at this time, but these few examples, showing the accomplishments of some of our new field workers, will be sufficient to prove! that if we consistently pursue our program and carry it out over our entire field, the rapid and steady progress of our Association will be assured. (H.R.)
