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This is a first-class example of the value of using one's leisure time. It has reached the point where a life insurance man without his C.L.U. designation is at a definite handicap in securing better business. It not only testifies to his standing, but also marks him as a man willing to invest time, energy, and money in improving himself during his leisure time.
HOW TO GO AT IT
Many salesmen would gladly launch into a self-improvement program if someone would lay out a plan for them. But the weeks, months, and years sneak along, and they never quite get at it. They may make sporadic attempts and false starts but they don't stick to their resolutions.
Here are some suggestions—
1. Talk to your sales manager and some of the top salesmen
and find out what they did, and what they recommend.
You will be surprised to learn how many of them have
followed some plan of self-education.
2. After deciding in a general way what you want to do,
find out what courses are available. These may be cor-
respondence schools such as I.C.S. or LaSalle. They may
be programs sponsored and planned within your own
trade association. Possibly night school courses are
available in your local school system. It is really amazing
how many adults attend such classes.
3. Don't be foolish and bite off more than you know you
can chew. For example, in studying for the C.L.U. ex-
aminations, it is recommended that a man take only one
of the five examinations each year. You'll learn more
and be more likely to pass the course. If you take on
too much you may become discouraged and quit.
4. Set a time for study. Tell your wife, friends, sales man-
134 UTILIZE YOUR LEISURE TIME
ager, and anyone else that may be interested. This will help you hold to your resolutions. Many a young man has started a correspondence course and cooled off with a great waste of time, effort and money. There is seldom any refund of tuition in such a case, but the principal loss is the weakening of the will power of the man who doesn't finish what he starts.
5. Make it a game. We've talked about this before. Com-
plete at least one lesson each week before Saturday night
or agree with yourself to do it on Sunday.
6. Save your papers and lessons. "Gloat" over them. Work
up a real pride and interest in finishing each lesson and
getting a good grade on it.
DON'T GO OVERBOARD
Ruskin said every man should have some fun in his life, or his work might become a burden and lose its flavor. This is true. So if you decide to make better use of your "extra time," don't give up your friends, shut yourself away from your family or quit watching television. Take out time to enjoy yourself as you go along. But every week should yield time for adding to your store of knowledge and skill in selling.
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