Fraternity-Testvériség, 1975 (53. évfolyam, 1-12. szám)
1975-07-01 / 7-9. szám
Acknowledgement of the recently received donations for our Student Aid Fund: Eva M. Kupa ............................................................$10.00 ORDER YOUR HUNGARIAN COOK ROOK FOR STUDENT AID WHAT TO DO TO STOP LAPSES Even if you are selling quality business, and have an excellent persistency ratio, there still may be times when you will find a certificate on the verge of lapsing. On such an occasion there are certain things you can do to save the contract: My Mother’s Hungarian Cook Book published in English by Mrs. Zoltán Beky, wife of Bishop Beky, president of our Federation. The book contains 73 of the finest, original, perfected recipes, 'the most delicious soups, meats, plate meals, specialties, cakes, pastries and tortes. A few examples are: chicken paprikas, stuffed cabbage, ham suzettes, Hungarian székely goulash, crepe suzettes, linzer cake, indianer, orange torte, sacher torte, dohos, roccocco, rum, inocca almond, Éva and micado torte. Priceless gift for second and third generation wives or English speaking friends. Net profit (proceeds) go for “Student Aid”. Send your order with $2.50 plus 25 cents for postage in check, money order, or cash to: Magyarul is írhat. Mrs. Margaret Beky 5221 Massachusetts Ave., N.W. Washington, D. C. 20016. Please send me.................... copies of your Hungarian Cook Book. Name ....................................................................................... Address ..................................................................................... City.......................................... State.................. Zip.......-... 1. Get together with the member and his wife to discuss the situation. 2. Ask the member if the protection originally provided by the certificate is still needed. Even if he says No, you may be able to demonstrate that the coverage is still as vital to the family as the day it was purchased. 3. Look for changes in the family’s situation which may require servicing on your part. Maybe the beneficiary arrangement or the manner of paying out proceeds should be changed on the certificate. 4. Take out your rate book or rate card and show the family how much it would cost them per thousand to buy the same kind of insurance today or in five years if they let this certificate lapse. 5. Refer to the cash values table in the contract to show the family how the certificate is increasing in value every year. See if it has reached the stage where the increase in cash values plus the annual dividend exceed the amount of the annual premium. (If not, show what year this will take place.) 6. If there is a temporary condition affecting their decision (perhaps the husband has been laid off from his job), show the man and his wife different ways in which the premium can be paid—or payment delayed—until they are back on their feet. 7. Describe the numerous benefits of membership in your society which the certificate holder will he giving up if he lets his insurance lapse. Everybody loses when a member lapses his insurance—the society, you, and (most important of all) the certificate holder. Do all you can to preserve the insurance; then, if he still insists on letting it lapse, make sure he has a clear picture of what he is losing. Calling on Newlyweds Does it seem to you that every life insurance man in town is calling on the newlyweds in your community? There is a way for you to avoid this competition—without giving up newlyweds as prospects. Just keep right on clipping the wedding announcements from your local papers (or have your 26
