How to Sell Assurance Author:William Alexander Purchase of this book includes free trial access to www.million-books.com where you can read more than a million books for free. This is an OCR edition with typos. Excerpt from book: PART I. THE DIFFERENT CONTRACTS OF ASSURANCE ISSUED BY THE SOCIETY. chapter{Section 4CHAPTER I. GOLD BONDS. T.he first difficulty every agent h... more »as is to secure attention. It is not always easy to get a man to grant you an interview if life assurance is to be the topic of conversation; but in these times it is not hard to get any man who has money to invest (and that is the man the agent wants) to consider the offer of a Gold bond running for twenty years, bearing five per cent. interest, and issued and guaranteed by the " strongest" company, the one whose surplus is larger than that of any other life assurance organization in the world. The agent who offers Gold Bonds must thoroughly understand what it is he has for sale. This is especially important because the Gold Bond contract differs essentially from all the other policies and contracts issued by the Society. There are two ways of looking at the Gold Bond contract, and the agent will do well to study it from both points of view. When he comes to deal with the public one of them will be sufficient, and he will find the second the most attractive and effective. 1. The Gold Bond contract viewed as a policy of assurance Payable at maturity in Gold Bonds. When the agent effects the sale of a block of GoldBonds, he explains to the purchaser that he is granted the privilege of paying for the Bonds in instalments, and that after the purchaser has paid his first instalment a preliminary contract called the " Contract of Sale " will be delivered to him to bind the transaction. Now, this Contract of Sale is nothing more nor less than an assurance policy. The first " instalment" paid by the purchaser (the assured) is the premium on the policy, and the " subscription " is really an duplication. It is not until...« less