Fraternity-Testvériség, 1967 (45. évfolyam, 2-12. szám)

1967-12-01 / 12. szám

THE FIELD IS RICH

(We believe that this article will be oj particular interest to our women readers who are fraternal field representatives, but that you men will enjoy—and profit from—■ reading it too. The article is a condensation of the talk which Mrs. Grace Wong Chow, Franklin Life, Los Angeles, made last fall at the Women Leaders Round Table Sellarama in New Orleans. See if it isn’t reminiscent of some of the special problems woment agents run into while selling within ethnic markets.— Editor)

I am here to tell you some human interest—amusing as well as difficult—experiences of the life insurance business.

Twenty years ago when I first began in life insurance selling, the majority of Chinese people did not believe in it. They did not even want us to mention the word to them. I had to choose the correct phrases, create interest, generate enthusiasm within my own personality, put color and human interest in the subject of life insurance. I would use a phrase that was colorful, with beautiful thoughts and meaning. I never used the word— death—but “going home in peace.”

In time, I was able to overcome age-old traditions of our people in prospecting among men and educating them to the value of life insurance. It took considerable mustering of courage and formulation of a method that would remove prejudice and create interest in the difficult task before me.

Women Resented

My people of the old school resented women in the business world. Men were the Lords and Masters—women not to be seen or heard. I had to be tactful and cautious when speaking to men. I had to organize my time and location in going up and down a street in a Chinese commercial area. It was all cold canvassing when I first started selling, but always, I was kind and courteous, diplomatic enough to give the person some recognition.

In our way Confucius was always being referred to as the Great Teacher. I would say, “O Great Teacher” to this person, as a compliment to him. As you know, the Christ, the One who walked up and down along the shore of Galilee, was the greatest salesman. He went out of his way to ask a favor of the Samaritan woman'— for a drink of water—to create interest, to get an opportunity to speak to her.

I have applied this method many times. So often, when I entered a place where

there was no woman, I hesitated, had to be tactful. I would ask a favor, “Please tell me where Mr. Harry’s Lee’s place of business is,” knowing well that Mr. Lee lived down the street a block away. The stranger would gladly come out and direct me, and ask what I was selling so early in the morning.

“Why, 0 Great Teacher, life insurance; I am going to sell Mr. Lee. Will you please let me have five minutes of your time; I will tell you the wonderful story of life insurance.” Often, I had to think in English and speak in Chinese. As I gained more confidence in myself I found that I became more successful in my approach.

Sold to Men

Ninety-five percent of my business was selling men—a man is the head of the family. Of every million dollars that I sold, only 2 or 3 were term policies. Approximately 96% of my business remains on the books. I have qualified for the National Quality Award 15 times—- all out-of-town and out-of-state policies being delivered by mail, and many of the applications are closed by long distance telephone.

Service Concept

The great purpose in my endeavors is primarily that of service to my people and for this great nation of America rather than the accumulation of financial reward. We are living in a great nation, where the life insurance held is rich, rich with prospects in every direction—if only we are willing to take time to organize our day to go out and really work.

A well-organized day is a rich and successful day. We must keep our body strong and our mind sound and alert, keep in shape and fit to do a job well, develop planning in our actitvities, keep our own sales methods that have done well for us. In whatever we sell we have to have enthusiasm along with our selling. Keep preaching what the future dollar will do for them. The essence of planning is discipline, and discipline is for you to develop. It depends on you to discipline yourself, to plan and organize.

Opportunities for Women

You are in the richest business. The life insurance field has not begun to be tapped by women. You will be amazed to know that our fair sex is represented in such a wide range of professions, such as top executives of many large concerns.

Our former President, Mr. Eisenhower, said that life insurance is of foremost importance to the lives of our American people.

Now ladies and gentlemen, keep in mind—we are very fortunate living in this great and wealthy land of America, where we can sell a $20,000. a $50,000, or even a $1,000,000 policy. When I went to that first international life insurance conference in London, Rome and Paris with the MDRT in 1959, the average policy sold in Europe was $1,000 to $3,000. An agent there really has to work to make a living.

Consider yourselves the most fortunate people in the life insurance business in America. The field here is rich with harvest. It is up to us to go out, put forth our efforts and time to earn the fruits of our labor.

The Fraternal Monitor

WISE SA YINGS:

Columbus did not wait for ideal conditions before setting out to discover a new world.

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If you are wise enough to learn from the experience of others, then you are smarter than most.

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He who would find a friend without faults will be without friends.

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If you want to be taken at face value — smile!

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To live fully is to experience both sadness and joy.

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Among today’s greatest sins is to be capable of learning and to remain ignorant.

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If you did not learn something new today, you did not grow.

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Now is the time to be happy; then, learn to keep it.

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If life is a bore, learn something new.

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Synonyms are useful when you can’t remember how to spell the word you want. Too bad there are no synonyms for facts.

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Many are wise; others are otherwise. *

Conscience is a good guide if it’s in good working condition.

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