Tu ---- TTY Made in Canada and Made in Kingston Sold by all dealers. "White Rose" and ~ "Hungarian Patent" Encourage Kingston industries. Kingston Milling Company Limited A medico, whose shingle bears the moniker of Charles F. Pabst, says rouge is harmless and, despite all reports to the contrary, does not "make a girl fat and frightful at forty." We shquld say not. A girl of l forty who's fat couldn't be fright ful. It ls the privilege of a girl of forty to be fat; nay, it is her duty. At forty It's the thin girl whos frightful. Upholstery appeals as suppleness departs. We abandon the Ando tif bay A, db dn fo an P00, garden gate for the overstuffed chesterfield. The Victorian "fair, fat and forty" fs more to the candy. It suggests something comfortable to put the arm around, or half way around, anyway. Sowards "PHONE 155, UPTOWN OFFICE: "PHONE 811. Sowards Keeps Coal # and Coal Keeps McGALL'S CIGAR STORE. Ii £ DAILY BRITISH WHIG. ron $e re wa | THE NEW IDEA IN | INSURANCE By J. H. Castle Graham, General Secretary and Treasurer of the ii Life Underwriters Association of Canada. The first day found our party, which consisted of five business men bent on a holiday, thirty miles from civilization at a nice resting place in the woods. The guide had retired and the men sat around the camp fire They talked about their homes and their busines- ses; but the life insurance man did not participate in the conversation because he was the type of salesman who does not take advantage of such a social occasion to turn it to business profit. "WFinally, théy said, "Jim, you have not tojd xthihig about your busi- ness, while the NES us Have been talking about ours. Tell us about it." "All right, boys, but first of all, if any of you want to buy you must promise me that you will walk back thirty miles to the nearest town and get examined." A ; It was agreed, so Jim painted this picture, "Boys, we are out here in the vir- gin- woods, the woods which are just as God made them. It is possible that an accident may happen to our guide; it is possible that we might be lost in the woods, as men have been before. "For a minute, can you imagine yourselves lost--wandering around in this forest, and imagine the days go- ing on into a week and the week into a month, apd then the month into a year, and we are still wandering in the forest, fishing, hunting and eat- ing herbs to keep us alive. Then the year goes on into two years; three, five and ten; we have been ten years in this dense woods. And then a sur- veying party finds us. "We are going home to the folks, Are we? Is there a home, boys, after tén years? Who paid the mortgage? Is the little family together? Who paid the grocer every week? Who paid the taxes and sent the children to school? Are you going back to the things that you think you are going back to? "Let us imagine some more, Yes, you are. Because ten years ago a man by the name of Jim Bragg sold you a little plan that would provide money for the mortgage; that would provide a cheque each month for the wife; that would provide an education for the children; that would provide that these children would have the moth- er's care during the years while you were lost men. 1 have been legally dead and I am going back and, thank God, they'll be glad to see me. Boys, would you like a proposition like this?" Such is one of the realistic ways that the new type of life insurance sales. man takes to bring home to the pub. lic the value of the goods which he sells. Compare that to the old-fashioned type of salesman who looked like a funeral and talked like one. We know such an agent once who could without doubt, have made a crocodile shed tears with his pitiful tale of what would happen to the "missus" if the husband were taken. He was sure go- ing to die tomorrow. It was not life insurafice with him, it was all death in. surance. The nurse was there: She was stroking his fevered brow and apply- ing the packed ice while the doctor | was feeling his pulse. "Oh, yes, he's sinking, and sinking fast." Theg comes the end and the undertaker has him. The funeral is being held and they all 'say, "Poor Bill, and he wasn't insur- ed. I wonder what the old lady and the kids will do now?" The family fol- low and they'll have to sell their h~me, the wife take in washing; littl. e sell papers and Jean mind the - bor's baby for thirty cents a we «. It is al! pictured in such a realistic way by this wonder salesman. And now you are at the cemetery and you don't wake up until the clods fall, You are so glad to still be alive that you sign his application for & policy. Then there is another sort of fellow who used to try to sell life insurance. He was attracted to .the businéss on account of his possessing a mathema- tical turn of mind and had figured out that life insurance was the very begt thing--but that was known fifty years -ago--but he discovered it anyway and he wants to prove it to the whole world. So he goes out with a govern- ment blue book under his arm, statis- tics and tables bulging out of his poe- kets and when he let loose before an unsuspecting prospect "The wonder grew that one small head could carry all he knew." The trouble was that he made his prospect so dizzy with figures that he was seldom able to sign an applica- tion. Finally this poor salesman dis- covered that although there wag no- thing wrong with the business, it took a type of salesmanship that he knew nothing about to sell , The new salesman is on the job. He is a man with a soul and deep, human instincts. He loves people. He is one of the most ingenious of salesmen. He has to depend altogeth- er on his power to pictures or to stir the ination- He has not any miniaturg models of his goods to car- ry around for display or to assist him in the sale and so psychology for him is a realistic thing. Again, he cannot appeal to the sel- fish instincts, but he has rather to also hear what he says, for he has a whole barrelful of sales methods and tactics. Meet him now, but you will + him the next time for he two sales over in the same two cases are alike, and LIFE would you like to buy some money for | future delivery?" "Why I never heard of buying mo- ney; what do you mean?" "Wouldn't you like to have some money in ten, fifteen, twenty years or $0, 50 that you might retire from busi- ness and enjoy yourself; be able to see your son and daughter through college without having to work all the time? Surely there are lots of things that you would like money for. Just | figure out how much you want, just | when you desire it, and our company will guarantee the delivery of it at the time specified. At your age if you pay us a dollar a day for a period of twen- | ty years, we'll deliver to you more than ten thousand dollars in cash, and | if perchance you should not live to see that day we will immediately on your death deliver the ten thousand dollars to your family, as they will need it more badly than they would maybe later on. So, I will sell you as much money as you want on a most attrac- tive basis and guarantee the delivery at the time «it js desired. Life insurance is simply money for future delivery. The companies oper- ating iti Canada have delivered over six hundred millions of dollars to carry out the plans of those who had thus provided for. them, Mr. Insurance Representative meets the owner of an automobile and he talks to him in language he can under. stand, and the following conversation takes place: . "That'is a'nice car you have; I sup- pose you have insurance on it?" "Yes, I have it.all covered." "For how much?" ov The owner replies: "I have liability insurance on it to pay me to the limit of $5,000 or the life of one person or $10,000 on a party for any single acci- dent, in case there are damages." on a slip of paper and, in a perplexed tone, asks, "Who is that covering?" "It is covering me." "Well," the salesman answers, if you hit anybody you don't get any- | guarded against all possible emergen- thing. Who is it covering?" "Why, the fellow I hit." ' , The salesman then says, "Do you don't want any. You can't sell me life | tion? know me?" "No," "Well, I'm Mr. Jones, a life insur- tells the story of life insurance and | great deal { There are probably three types of men i who could be classified inl this way. The salesman jots the amount down | | i SATURDAY, DECEMBER 16, oz} 3 life insurance man is no exception. | Probably on account of the friendly nature of his disposition, which is ne- | cessary before he can make a Success _{ of the business, he is particularly fond of telling stories about the lives of lit- tle tots. | "The other night as I sat at home | before my fire, my little child climbed up onto my knee," said one salesman, | "and in characteristic fashion said: "How much do you love me, Daddy?" "Why, I love you so much that I] would never let anything harm you as | long as I live." In childlike innocence back came the | response. "Well, I hope you will live | as long as I do, Daddy." "Like a dart the reply pierced thru | to my heart." Painting this little picture to a fa- ther so he can visualize it as a possible experience of his own, the salesman | shows that'it is the only way that a | fathiér's and mother's love can be ex- tended to their children, guaranteeing to them a chance in life, even though death overtakes the parents. Going over on a big oeean liner, a little girl who had made friends with the captain was heard to ask "What are all these chains and things you have here, Captain?" y "Why, dearie, that is the cable and anchor of our boat." "Why, that's an awfully big thing." 4Yes, it weighs about fourteen tons; far too much for a little gir} like you to lift, isn't it?" "Well, do you use it, Captain?" "I cannot say that I ever have. I have sailed the seas for twenty years and have never used that anchor yet." "Well, why do you keep it?" "Because, if we did not carry that anchor, I am afraid your Mammy and Papa would not want to cross the oc- ean with me." The voyage of life is fraught with danger in extent far beyond those of an ocean voyage, and life insurance is | the great anchor in the time of storm. | To find a man who is difficult to sell | to and to succeed in doing so adds a of zest to the business. First of all, the obstinate indiyidual; second,, the man who says he has no need for life insurance, and then the | man who carries one or two thousand on his life and feels that he is safe- cies, The first man says: "Nope, nope, | insurance; not while I am in my right | senses"--and the prospect puts up his | - ---- ------ your children and- looking after aa, ' has been a long time away from her old job, and she'll find it difficult to. compete against the yous today. For Heaven's sake herSfor the time she has | you, anyway." The true life insurance man does not like that kind of a case, but he is al. ways thinking ten or probably twen- ty years ahcad and seeing the fruits of his labor, when "someone" will be glad he persisted and tackled the hard cases as well as the easy ones Next to that man is the fellow who has $1,000 or at most $2,000, who could afford to and should carry a ten thou- | sand dollar policy or more, but he says to himsed: "Whew, [| never got a pay envelope in my life with a whole thousand dollars in it." But a thodse and dollars at 6 per cent. only yields 16c a day. It helps. It's worthwhile. But the proposition one is up against with that man is to show him 'how small that really is. Here's one way to do it "Mr. Policyholder, the life insur- ance companies in Canada pay out over $50,000,000--yes, fifty million dol- lars a year--and it has fallen to me to carry the cheque in many cases to the family. From my experience I want to tell you it costs money to die--last sickness, undertaker, cemetery plot and all--maybe $1,200, and if the ille ness is prolonged, $2,000. Now look, | Take my advice as a friend and make this $1,000 or $2,000 policy of yours payable to the doctor, the nurse and the undertaker, By all means save your widow the anguish of having all this money pass through her hands. It's a terrible experience to receive it and have to pay it all out, not able to keep any when there are so many needs and dire circumstances. You've got $2,000 now ;; take some more and this time for your wife. If you got your wages cut $5 a month you could stand it, couldn't you? Well, that' would pay for this néw policy, and you will be doing 'the thing you thought you were doing-- providing for your wife after you are gone." The approach or the introduction of the subject to a prospect is one of the more difficult things, but there are many ways of doing it. For instance, a life insurance agent might see a man smoking a cigar and he would intro- duce the subject something like this: "Mr. Jackson, you smoke a mighty | good cigar. Might I ask what this cig- ar costs--if you will excuse the ques- on "Fifteen cents?" "Well, that's fine. Do you know that { hands as if he were trying to ward off | two of these cigars a day will provide ance man. How much life insurance do ] a swarm of mosquitoes. | sou carxy?" "Why, 1 haven't any life insurance." | You've seen the type: To most men | ! red "Then, as nearly as I can make out, | they would be Yantalicingy Dut the ii { you have $5,000 to $10,000 to protect | Surance salesman calmly says: ~ Ar. | some strange family, where there may sever be a claim, yet have made no provision for your own family, and in life insurance there is always a claim." Thus the question of life insurance is brought home forcibly. . Maybe you are buying or buildin + house. Mr. Insurance Man knows the mortgage should be covered by life insurance, as many people die be- fore they get the house paid for-- which is natural--and the family can- not carry the payments; a forced sale follows, with the loss of a thousand dollars or so. "Hello, a fine home you, are gett. ing there." "y, J? "Got it all clear? "No, mortgage of $4,000." "What did you get; a straight mort- gage or a cancellation mortgage?" "What do you mean by concella. tion mortgage?" . "Why, you're paying 6 per cent in- terest for your money. If you add 14 per cent or 2 per cent. you can have the mortgage cancelled if you die. 'Didn't you know that?" Then the story of life insurance en- sues. Many homes are saved in this way, for the great work of life insur- ance is the preservation of the home Everybody loves children and the re LB Jones, will you please do me a favor? | Just write down on this pad what you have told me, and if you'll put your name and the date underneath I'll, be much obliged." | "Sure, 1 will. But what do you want | that for?" "1 want to show it to yeur wife and friends aftér you're dead. They'll prob- ably be>interested; and then it will show that I endeavored to do_my duty and my responsibiity has ended." Such a retort, if well-toned by the voice, is better than a bottle of smell. ing salts to bring one to his senses Then comes the real "tough birds" which serve only to add variety to flie life of the salesman. You know the type who say: 5 . "I can provide for my wife, young fellow, and when I can't, I'll Tet you know"--or who replies something like this: "My wife used to earn her own liv- ing; I guess she can do it again." You have to hit hard and quick. The salesman gives a couple of upper cuts like this: "This is not for your wife; | this is for your widow, or "Say, when you married, did you take your wife to provide for her as long as you lived, | or as long as she lived, which?" | Sometimes you have to get real | rough and come across with a solar | plexus blow: "Your wife, in rearing your wife with an income of $20 a month just as long as she lives after your death? And you know very well that it would not disturb you very much to buy two more cigars a day than the ones you are smoking and ought to continue to smoke." Or, he goes out to see a man who is a chicken fancier and he starts by ad- ! miring the fowl. "Mr. Little, that is a fine brood of chickens. You must get quite a lot of eggs. About how many do you gct a day? What do you get. for them now? A dollar a dozen? "Mr. Little, for about four eggs a day my company would agree to pay ' off the $5,000 mortgage on this place." The needs of life insurance for busi- ness are very similar to those of the individual. For that reason it is inter esting to watch the life insurance man as he approaches a class of prospects known as business men. "Well, Mr. Business Man, you have built up a nice business here. Must pay you about $10,000 a year!" "Yes, somewhere around that." "Would you take $2500 to sell me your equity in it?" : "Not much: why, in ten years it will pay me $100,000, even if we don't in- crease our profits any." s "Have you protected your equity in itd" "Protected my equity; what do you mean?" "I mean, hav (Continu you protected your on Page 297) Te. THOS. G. BISHOP MACHINERY REPAIRS BRASS AND IRON CASTINGS ELECTRIC AND ACETYLENE WELDING CORNER OF KING AND QUEEN STS. QUICK SERVICE. PHONE 38. v 3 Fr