As we look around at jettisoned workers and bankrupt companies, it's worth remembering that some fundamentals endure — like the sound financial advice we get from insurance agents.
This booklet published by The Rough Notes Company provides insurance salesmen answers to common objections posed by prospects. The answers come from salesmen around the country, and judging from the style of the sample pitches, some were composed well before the 1976 publication date.
The objections still hold — except perhaps "Wife insurance? I carry a small policy on her now and that's enough." The answers project sunny outcomes while casting a shadow of death, but the disaster is always personal. There's no hint anywhere of larger financial calamity.
"How do we know that you will be in your office tomorrow? Suppose you have an argument with your boss and you are fired — or decide to get another job — and in a day or so have a heart attack. Your group insurance would not cover you nor would your company. You need your own personal Health and Accident Plan."
— Francisco Cuin
Santurce, Puerto Rico
"Mr. Green, I'm sure you realize that your income is obligated for things such as rent or house payments, food, utilities, clothing and other outstanding obligations that you have to pay each month regardless whether you are working or sick at home or in the hospital. I would like you to answer this one question to yourself... How long could you go without your paycheck? ... a week? ... a month? ... a year?
"As you and I both know, your employer cannot continue your pay check indefinitely because he cannot afford to pay you and hire someone to take your place thereby having double salary for the same position.
"For your security, and your family's security, let's protect the most valuable asset you possess ... your ability to earn an income; without it you have nothing.
— Carl Sachs
Baton Rouge, Louisiana
The Rough Notes Company was founded back in 1878 and has survived panics, recessions and depressions to provide "an entire new generation of products and services for the insurance professional."
