June 2010
"Rather than going out and finding clients one at a time, find out where your ideal clients are already doing business and plug in at the top."
-- Brandon Stuerke ("How to team up with CPAs")
FACE IT: ("Social Insecurity?")
500 million: Number of active users social networking site Facebook expects to surpass sometime in June.
28% of Facebook's users are older than 34 - the site's fastest-growing demographic.
Facebook flashed more than 176 billion banner ads at users in the first three months of 2010 - more than any other site.
Unique visitors in March:
Facebook: 117 million
Twitter: 20 million
LinkedIn: 14 million
Source: TIME Magazine
June 1930
Editor's note: The following excerpts are from the June 1930 issue of Life Insurance Selling
One coca-cola each day will cost you $18.25 a year. That's enough to pay for $1,000 insurance.
"It's Very Easy to Be The World's Largest Producer"
By C. P. Rogge, New York City
Don't let yourself be seduced by your own cleverness. Undoubtedly that sales talk of yours is a good one. When you start throwing it overboard you are going to be tempted to weaken and save this or that little phrase. After all, it is yours, and you have an affection for it like an artist for his picture. Nevertheless, overboard with it! Your business isn't to be proud of your facility with words. Your business isn't to enjoy hearing yourself talk. Your business isn't even to vindicate the high mission of life insurance by unanswerable logic. If life insurance is a great thing, you serve it best not by talking about it but by selling it -- that's your sole and only business.
Overcome Fear In Yourself
There is more scientific meaning than appears on the surface in the expression "cold feet." And, just as a man thoroughly afraid is incapable of intelligent action, so the salesman who is partially afraid is relatively useless. His earning power is about one-tenth of what it should be.
If you could walk up to your prospect and fearlessly tell him all you know about your proposition, you would almost certainly sell him. Your presentation would be so complete, so free from hesitations and insincerities and so full of logic, confidence and enthusiasm, that the prospect would not be able to find an argument for rebuttal. He would have to buy to get out from under.
How to Get Accident Apps
By Jerome Karst
The Aetna Companies, St. Louis Branch Offices
Phillip Snowden, of England, says the war cost England five million dollars a day, two hundred thousand an hour, three thousand a minute. The people can understand this; they know what they do not want. Our late president, Mr. Harding, put it differently for this country, showing that from April 1917, to November 11, 1918, we spent for war as money was never spent before -- twenty-six billions of dollars. This is too much to visualize and understand.
... Reducing the cost to the day or minute puts over the idea of costs. So with an accident policy! What does it cost? And ordinary "white collar job" accident policy costs $25 a year for $5,000 to $7,500 single benefits and $25 weekly indemnity with all the trimmings and double benefits, or only seven cents a day -- less than the price of a cigar.
