Some Policies Better Adapted than Others to Meet the Special Needs of the Insured

Although the policies issued by a given company are usually equivalent to one another in net cost, it is highly important to remember that one form of policy may be much better suited to the needs of the policy-holder than another. Much has been written lately concerning the fitting of the policy to the client by which is meant that the various kinds of policies have certain advantages or disadvantages, depending upon the circumstances surrounding the applicant and the particular purpose that he wishes to realize by the taking out of life insurance. It is therefore highly important for the salesman, after ascertaining the prospective applicant's financial ability to pay premiums and the object which it is desired to accomplish through insurance, to recommend impartially that contract which will best serve his client. The matter may be illustrated by the following example: A merchant may display a large variety of suits of clothes all valued at the same price. But, despite their common value, these suits may differ in color, style, and material. One suit may be totally unfit for the use of a prospective buyer, although inherently worth just as much as another suit which may be selected by him as meeting his requirements. In life insurance, likewise, the many policies on the market may from a mathematical standpoint be of equal value. But in selecting a contract the prospective buyer should be careful to see, and in such selection it is the professional duty of the agent to render impartial advice, that the character of the policy is such as to give him what the family or-business circumstances surrounding his life require.