Fraternity-Testvériség, 1956 (34. évfolyam, 1-12. szám)
1956-04-01 / 4-5. szám
FRATERNITY 25 All this means a tremendous amount of incessant work, consuming every working minute. In spite of the multiplied work and results, there are at the present time only 13 people working in the Home Office. At the start, in 1936, there were eight people working, officers included. Twenty years ago many people were worried about the future of the Federation. Today there are few such worries. Members and leaders can celebrate the 60th anniversary and await the 25th Convention with confidence and satisfaction. ‘MY INSURANCE MAN” Wherever we go we hear people talking about “my doctor”, “my lawyer”, “my grocer”, “my haberdasher”, “my banker”, and now and then “my insurance man”. And if the representative is a woman, she could be included, or he or she could be called “my insurance agent”. We are presenting this subject because we hear so often about the fraternal field representative who writes an application and never comes back. We understand that some commercial life agents are guilty also. They look up a prospect, make a sale and depart for new prospects. They overlook the fact that once a sale is made and gives satisfaction, another sale is easier. The grocer or the automobile man depends on repeat sales in order to make a living. He is cultivating the field right at his door. The professional man is ready to give new service. It is one of the mysteries of the life insurance business that salesmen do not come back. If they were defrauding their customers there might be some reason. But a life insurance contract is a satisfaction to the insured for his entire life. His life situation may change, due to more income or more dependents, and it would be logical for him to buy more of the same. The field representative does not need to press for an application each time he calls, but by keeping in contact he is the available salesman when more insurance is needed. It may be possible to build a good income upon one-time sales, but the really successful man or woman in the field builds a clientele on repeat sales. By giving service regularly he becomes known to many as “my fraternal insurance agent.” (The Fraternal Age)
