The worthwhile incentive - Umberto A.(Bert) Palo

Bert is a permanent members of Consultants Association has sales of over one million dollars (MDRT).
Introduce about Umberto A.(Bert) Palo:
Before becoming full time insurance advisor in 1954, Bert Palo used to have 20 years teaching Math at Ohio university in US.

- The worthwhile incentive

Not only famous as a talented salesman, Bert also dedicate his life to many politic, civil, sport activities and events. Bert is recognized as a talent orator,
especially in insurance field, he is often invited by insurance companies to talk and share with insurance advisors at forums and conference.

Bert spent much time of his ending life to collaborate and help life insurance companies until he passed away in 1977.

"The worthwhile incentive" give you the most sincere sharing of Bert about the wonderful of life insurance.

- The power of my faith
At first, please let me talk a little about myself as well as the things that I trust on. How do I recognize the insurance advising job? What makes me diligent
with this job? If you understand what is happening inside of me - related to Insurance job - you will understand more the way I access to potential customers -
I seldom accept answer "no" from customers.

- The greatest job

There is nothing can replace for life insurance, I believe that. I think that life insurance is the biggest financial means ever known. To be insurance advisors,
we have a great job, we are providing the best product. At the same time, we are doing the most difficult job. We sell the invisible products. We ask buyers to
pay hundreds or even thousands of USD just to get a paper. To sell out the product, we have to flow to that paper the breath of life. You must make that paper live,
make it breathe and it is not easy.

We sell the future not present. We sell the safety, the peace. We give them family love, the pride of owning something. We sell the hope, a dream, a prayer.
Everyone needs life insurance but they haven't realized that. Our job is to make need become wishes. We can't do that if we sell by mind, by brain. We only
can do it when we sell by heart.

Our biggest competitors are the visible product seller, they are the persons take away from people the money which should be used for buying insurance. Only by
selling by heart, we can take back a part for life insurance, the one which will serve human kind at following generations.

- My motivation

Which strong force pushes me forward on my work? I feel that I have a responsibility to perform. I must meet many people and there is not too much time left. I
believe that there is nothing can replace life insurance. This is the reason why life insurance becomes my obsession. That is the reason why it becomes a religion,
a crusade. That is the reason why I thank God to give me a chance to become an insurance advisor.

For me, my family protection program has been completed. I worked hard to own many insurance contracts. I know that when my time runs out of, my son may not have
a Dad anymore but he will get the income, the safety that his Dad left. My insurance might not replace me but it will bring the safety to my family and my son.
My parents did many things for me and they get old now. They sacrified for me. What a peaceful feeling if I know that my parents will live a affluence old-age,
that they don't have to wait for anything else because the life insurance took all tasks. I'm really obliging to life insurance.

My son doesn't want me to meet customers at night. Every night when I leave my house, he says "Dad, good bye, good luck and come back home". Come back home! I'm
not a fool Dad. I know that maybe I could not come back home one day, but I feel satisfied when knowing that even when I don't come back, the magic of insurance
will take care of my son.

- And my prayer

Every night, when praying, I thank God for showing me the way to Life Insurance. I thank God for giving me the peace, thank God for giving me success. I pray for
the following daysin my life, I can help other family to have a guaranteed future, to protect the neighbor's children or the children running on the street. I
pray to God to keep guiding and helping me. I beg Lord to give me more time to complete my crusade Life Insurance.

A satisfy feeling when I'm on the pillow at night. I sleep and know that I protected other families - I set up the safety for many children. I think of the young
Mom with 4 little children, the person said to me after I sold Life Insurance for her husband: "Thanks Palo. You cleaned the fear that haunted me. The first time
after years, I can sleep well tonight."

I can sleep well tonight!

Is it the wonderful that I always believe?

- Success only comes to those who finding it
To be succeed in this business branch, you must trust on the average rule. You must have enough steadfast heart to keep going from this potential customer to another
potential customer. You must belive that after many "no" reply will be "yes" reply. Don't afraid of being refused. I sell many insurances but I had to ask many
peopleto buy insurance. I don't believe that there is someone be refused more thanme. However, I still keep inviting people to buy insurance because I know that
the average rule is always applied.

If you are a person like to watch TV at home at raining night instead of finding customers, you will failed. It's comfortable when sitting near the heater at
cold nights, but let believe me, you can not sell insurance at such those places. You must have enough doughtiness to go outside, face to adversity, with the "no"
reply and keep knocking the doors. One of those doors will welcome you.

Believe it, believe in average rule. Nothing can replace for the hardwork on our business. There is no replacement for meeting and talking to people. Seccessful
selling only come to those who find it.

- Be honest to customers

Be honest to your customers. No need to say "When God take you back to him". When talking about death, let say when you pass away, do not say if you pass away.
Everyone knows they must be dead - the matter is just the time. You are there to protect customers when the death doesn't come at the right time.

Remind customers that we are here to help them. Remind them that this is a business, it can be successful or unsuccessful but it won't effect on your income, but
if this business can't be carried out, it can destroy the safety in the future. This business has is meaningful for customer more than for you. Let take that point
of view and customers will understand that you are there to help them.

- I speak on behalf of children

When I meet the families with children, I access them with the belief that their children are also my children. I want the parents do something for their children
as I used to do. I told them " I speak on behalf of children". Because I think that Life Insurance is born to protect the widows and Orphans, I can't and don't
allow myself fail when introducing this type of Insurance. When the saftey for future of children is threatened, I don't accept the answer "No".

Someone says that I used to cry at the presentations related to a family has children. It may be so. The most importance for me is to sell out Insurance, to protect
more children.

- Remove the word "if" out of your life

After giving suggestion and Insurance fee, let the customers suggest the lower fee. After all, it is their saving not yours.

Let tell the customers honestly that to complete their target, to provide enough income for their family and educate the children, they need to save 15 USD per week.
Let them know that the purpose of Life Insurance has 2 sides: protect finance when there is a risk and saving. They must face 2 matters inlife, one is long life,
second is short life. And only Life Insurance can solve the both problems at the same time. Life Insurance removes the word "IF" out of your life.

- We must get refussion

If there is no customer refussion when buying Insurance, we don't need Insurance Agency. We can put Insurance contract on automatic machine at station and people
can buy it by putting coin on the machine.

+ "I don't have enough finance to buy": maybe this is the most popular refussion. I just siply remind customers that they also don't have enough ability to against
the death, we all have to die one day. It's difficult to limit the life, but it's easy to protect the life. They canpay for Life contract easily now or their family
must pay for Life Insurance in difficult way after. Everyone must choose.

Many customers say that Life Insurance takes is costly. In fact, Life Insurance is not costly but what they want to get in life is costly. Some persons told me :
"How can I buy? I earn 200 USD per week and I can show you the paper about my expenses such as rental house, food, clothes take 200 USD already. I have no more
money to buy Life Insurance". My answer is: "Sir, take an example that when you go to work tomorrow, your boss says that the company business is going down and your
salary will be down to 190 USD/week. Will you continue living with 10 USD down? Of course yes, keep living well as now, not too much different. That is all what I
suggested you to do. Please place 10 USD per week to pay for yourself and protect your family".

+ "Let me talk to my wife": with this idea, I often ask "Sir, I think asking your wife idea is right, but when you ask, please also ask your children. You know that,
they are a very important part on this Insurance program". This there is a true family love, you can sign the contract right away.

+ "My baby, how do you think, should I buy?": I turn to the wife, smile and say: "Ms, do not answer him. There are only 2 sentences to answer him. If you say "yes"
and your husband buy, one day you both have argument, he can be sick and you may forget to bring medicine on time, when being angry, he says "What do you concern
about if I die? You asked me to buy insurance". On the contrary, if you say "No", when he passes away, how would you answer your children why their Dad did not
support for their future. Thus, you see, however you answer, you also have awkward situation. The desision is for him, let him decide. It is his duty even after he
passes away.

+ "Make my wife rich?": then there are someone ironically ask you: "Why do I have to buy Insurance? To make my wife become a rich widow the marry another man and
he will spend my money?" - "If you don't buy Insurance, you are forcing your wife to remarry. A rich widow doesn't need to remarry, but a widow has low income will
not have another choice. She must remarry and the new husband will become new Dad of your children, help you to take care of your wife and children, but how nice
they are took care of just God know!".

+ "Let me think": I smile and say "Please take your time to think, I wil sit here waiting until you finish. Im here to answer your questions, if I go, you will not
think of this matter until I'm bac".

+ "Let see me gain": I ask them "Do you like the suggestion I compile for you?". If they agree, I continue "Yes, if you like this program so it is my responsibility
to complete the Insurance profile and make the contrats valid. Please tell me that you are satisfy with this program then I go home right away. If you like, I must
come back here until you sign the application to buy Life Insurance.

+ "Invest money to other places is better": Although they can earn lots of money to the bank, it is not important. By paying Insurance fee, the safety for family
and yourself is guarenteed. Buying insurance and saving money at bank is totally different. In Insurance, we make the property right after that, saving slowly
for it. While saving money at bank, we have to save first and hope that we can have enough long life to make the property.

+ "Playing bet": A young customer says "I'm too young to die. I check the dead rate already, there are only 3 persons die in 1000 persons at my age this year" -
"Yes, the dead rate this year is 3/1000. It's right. But I ask you, if someone take you and 999 other guys same age with you on the line and face on wall, give each
of you a gun. All of you must put the gun to your temple and before shooting, they say there are only 3 guns have cartridge. If I come and ask you to buy Life Insurance
before you shoot, will you buy?"

+ "I have too many Insurance contract to pay": I agree with you. You are paing for many kinds of Insurance, but please tell me if you have a goose can drop gold
eggs, you will insure the goose or the gold eggs?". The answer often is "goose". Then I remind them "You insure everything already. You insure the gold eggs - it is
house, car, but you forgot to insure the goose - it is you - the person earn money to create the eggs".

+ "Wait until my new age". A doctor customer told me "Palo, my birthday passed, next 6 months is my new age, thus I will decide in next 6 months" - "Yes, Sir, but
the older, the risker and Insurance fee is higher". It was late night and he got a phone to visit a patient. I looked at him and said "Doctor, you said you have
6 months, but I say you don't even have 6 mins. You leave home this time because of the phone call, tonight may be the last night and you, doctor, you must
Esteem this moment more than anyone".

- Why do I am conviced completely by Life Insurance Mission?
Maybe because it happened to me one time. One of my friend passed away, a friend that I never ask to buy life Insurance. After his funeral about 1 week, I called
his wife and asked "Mary, this is Palo. Can I help you?". Mary made me cramping pain when replied: "Bert, it's too late, you should took your chance to sell
insurance before thing happened."

Or by another event. I sit at a funeral of my customer. Sitting near a widow, I tried to appease her. People took turn to take her hands for sympathization
and sharing. All have the same sentence: "May I help you? Please let me know if you need my help!" About 1 hour later, I realized that among all the people came
and wanted to help her, only me can give her the most neccessary help. I sold to her dead husband a life insurance contract, and the cheque that I'm going to
give her next few days is the help that she expects indeed. Although it is a sad story but I'm also proud of my role to help people then they are in the sorrowest
situation.

And despite of my sad memory that I failed in convincing my close friend to buy insurance. On his dying day, his wife Betty asked me: "Bert, I intend to ask you
something. Did John buy the insurance that you adviced him?" - I replied: "I'm sorry, Berrt. John did not buy" and the next question is "Can he buy it now?" -
It is funny, isn't it? - and it's a tear smiling.

After the funeral, all of our friends gathered together at John's sister's house and talked about his dead. The door opened and his 3 children rush into. The 2
eldest don't understand what is going on, just having fun. The 3rd one is still an infant, doesn't know anything.

It was like that, and I could not stand it.I put down the cup of coffee, run out of that house. I jumped into the car and drive fast to my house and hug my little
son in my arms.



I failed. I might do it for Jonh family. I can ensure that the 3 children can go to university and the widow never been on necessitous situation, and the children
always have shoes, clothes, food and other staples for their life. I failed!

Few months later. I came back home at night after a date with customer, I drived across John's working place. It was about midnight and I saw his wife.

Yes, people gave her a job at her husband's working place, a car selling agency. I saw her from my car's windows. Do you know that, she was cleaning the floor
among the cars.