Agency Organization and Management

While attempts have been made to sell life insurance directly to the public through advertising and circulars or through the medium of savings banks or certain governmental agencies like the post office, experience has shown that such methods met with little success.3 Like any other costly article life insurance must be sold, and its benefits can be widely disseminated throughout the community only through the direct solicitation of salesmen. In fact their labor underlies the upbuilding of life insurance as a vital force in the community, and without their propaganda only the limited few would secure its protective influence. Especially is this the case since, as has been said, "It is but natural to procrastinate about a provision that needs must be made when one is in good health and does not need it, and that can be most advantageously made when young and the contingency provided against probably, and at least apparently very remote."