Excerpt from How to Sell Assurance: A Guide for the Agents of the Equitable Life Assurance, Society of the United States This book is designed to instruct young agents, and to remind old agents of things they sometimes forget. Its title, H ow to Sell Assurance, is suggestive. Mod ern life assurance is something that people are ready to buy. They do not ignore its protective value, but they now add to that an appreciation of its value as an ln vestment. The agent is a salesman; and to succeed, he must know the wares he has to ofier. He must know more than this, he must learn to read character, and he, must understand himself. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.