Chapter Five – 1965
Establishment of International Life Insurance Co. (Malta) Ltd.
(Equivalent to 31 Pages)
From Chapter Four:
In the morning of January 4, I flew from Geneva at 1:30PM and arrived in Rome at 3:00PM. Checked American Express for mail, went to Café de Paris for dinner, Pipistrello’s for a drink, and bed at 2:30.
Tomorrow, I was off to Malta and the start of another new chapter in my life.
Tuesday, January 5, 1965 – Malta
I left Rome at 3:00 in the afternoon and arrived in Malta at 4:50. I taxied to The Phoenicia Hotel in Valetta, had drinks and dinner with John Shand, walked through the echoing streets of the ancient town, and was in bed by 11:00.
Staring at the ceiling of my room in The Phoenicia Hotel, I wondered what this place was all about…
[As Wikipedia was some forty years in the future, it took me a while to understand and appreciate this extraordinary place. The following is what it says in 2017:]
Wikipedia: Malta, officially known as the Republic of Malta, is a Southern European island country consisting of an archipelago in the Mediterranean Sea. It lies 80 km (50 mi) south of Italy, 284 km (176 mi) east of Tunisia, and 333 km (207 mi) north of Libya. The country covers just over 316 km2 (122 sq. mi), with a population of just under 450,000, making it one of the world's smallest and most densely populated countries. The capital of Malta is Valletta, which at 0.8 km2, is the smallest national capital in the European Union.
Malta's location has historically given it great strategic importance as a naval base, and a succession of powers, including the Phoenicians, Carthaginians, Greeks, Romans, Byzantines, Moors, Normans, Sicilians, Spanish, Knights of St. John, French and British, have ruled the islands.
As Malta was one of the most intensely bombed areas during the Second World War, King George VI of the United Kingdom awarded the George Cross to Malta in 1942 for the country's bravery. The George Cross continues to appear on Malta's national flag. Under the Malta Independence Act, passed by the British Parliament in 1964, Malta gained independence from the United Kingdom as an independent sovereign Commonwealth realm, officially known from 1964 to 1974 as the State of Malta, with Elizabeth II as its head of state. The country became a republic in 1974, and although no longer a Commonwealth realm, remains a current member state of the Commonwealth of Nations. Malta was admitted to the United Nations in 1964 and to the European Union in 2004; in 2008, it became part of the Eurozone.
Malta has a long Christian legacy and its Archdiocese of Malta is claimed to be an apostolic see because, according to Acts of the Apostles, St Paul was shipwrecked on "Melita", now widely taken to be Malta. Catholicism is the official religion in Malta.
Malta has two official languages: Maltese and English.
Malta is a popular tourist destination with its warm climate, numerous recreational areas, and architectural and historical monuments, including three UNESCO World Heritage Sites: Ħal Saflieni Hypogeum, Valletta, and seven Megalithic Temples, which are some of the oldest free-standing structures in the world.
The next day, I met John at the bar at noon and we went to the village of Balzan to see a flat. Not great. We stopped by his home to meet Mrs. Shand - charming. They lived in a cute house overlooking the harbor in Marsaxlokk, pronounced “Marsa schlock.” We were back at the hotel for cocktails and Sam arrived.
On Thursday, I found an office in Valetta, the capital, on the second floor of an old building at 171 Old Bakery Street. It was being rented by George Lord, a middle-aged accountant from the U.K., but he said he’d put up a partition and I could have the other half.
Sam and I opened a bank account in the name of the company.
That evening, I met Mrs. Moore in the Phoenicia bar. She was obviously “of the manor born” and was interested in this 24-year-old, well-spoken American. She said most of the Maltese elite with eligible daughters would be too! She said she had a town house for rent in Mdina, the ancient capital of the island, perhaps I’d like to see it. I smiled and we made a date to meet on Saturday.
On Friday, Sam and I met with Joe Ganado, the lawyer. He would take care of compliance, the appointment of accountants, and an auditor. ILI (UK) would manage all the other corporate details. All I had to do was recruit and train a sales force, and not get into trouble. Somehow, I felt this was going to be easy.
On Saturday, January 9, Sam left for the airport and I drove with Mrs. Moore to Mdina.
Wikipedia: Mdina, also known by its titles Città Vecchia or Città Notabile, is a fortified city in the Northern Region of Malta, which served as the island's capital from antiquity to the medieval period. The city is still confined within its walls, and has a population of just under 300.
The city was founded as Maleth in around the 8th century BC by Phoenician settlers, and was later renamed Melite by the Romans. Ancient Melite was larger than present-day Mdina, and it was reduced to its present size during the Byzantine or Arab occupation of Malta. During the latter period, the city adopted its present name, which derives from the Arabic word medina. The city remained the capital of Malta throughout the Middle Ages, until the arrival of the Order of St. John in 1530, when Birgu became the administrative center of the island.
Today, Mdina is on the tentative list of UNESCO World Heritage Sites, and is one of Malta's major tourist attractions, hosting about 750,000 tourists a year. No cars (other than a limited number of residents, emergency vehicles, wedding cars and hearses) are allowed in Mdina, partly why it has earned the nickname 'the Silent City'. The city displays an unusual mix of Norman and Baroque architecture, including several palaces, most of which serve as private homes.
The ancient “city” is a living museum piece. Mrs. Moore parked her car outside the gate, and we went on by foot.
She pointed out magnificent palaces that belonged to her friends – Baron that, Baroness this, etc. etc. Malta has always been a very noble place and many of the families living here have descended for almost countless generations.
We walked through one open courtyard after another then she stopped. A small open alley opened on our left. I looked at its sign: King Ferdinand’s Alley.
“King Ferdinand?” I asked.
“Queen Isabella of Spain, you know; she lived here in 1492 when she was hiding from her father. The house was built in 1042!” Mrs. Moore said.
[Wikipedia does not support this, but don’t tell Mrs. Moore if she’s still ‘with us.’]
The house was fascinating. The studded, heavy front door opened into a vaulted entry that was used as a dining room with good Louis XV chairs and a table heavy with beeswax. Off to the right through a red-draped doorway was the primitive kitchen.
Ahead was a light well beyond the stone stairs that curved upward to the left.
At a landing, one could go off to the right into a full bathroom.
Continuing up the stairs, one enters the drawing room. Wood paneling on the right wall extended down from wooded stairs that went steeply up to a minstrels’ gallery extending the length of the room. A stone fireplace and window, looking onto the light well and landing below, were on the left wall. Mullioned windows on the right, looked out on the alley.
A Venetian sofa, brocade-covered wing chairs, a cubby-hole desk, and highly-polished, wood side tables furnished the room.
At the end of the room, under a high tapestry, was the entry to the master bedroom. The door was a wrought iron gate and brocade curtain. Inside, a queen-size, Louis XVI bed with caning took up almost all the space but for a dressing area with closets on the right. On the left a spiral staircase descended into the same bathroom mentioned above.
Going up the wooded staircase at the other end of the room, along the very narrow minstrels’ gallery, and up a few more steps, was the guest room with a small door out onto the roof top. There was no bath room or toilet up here. (Mother said there were 51 steps down and 51 steps back up when she went to the one bathroom in the house, in the middle of the night!)
I loved it and agreed to rent it immediately for Thirty English pounds a month (!). So cheap, but don’t tell Mrs. Moore.
I hung the Stasha Halpern over the desk and was “home.”
Casa Isabella, Drawing Room
Have a look at Mdina:
On Monday, I bought office supplies, a supply cabinet, and found a printer to make some stationery - this was nearly twenty years before the days of computers and printers, and thirty years before the internet, let alone email. One had to be inventive, creative, and self-assured. In other words: my ingredients for success are: Balls, Bullshit, Imagination, and Organization!
On Tuesday, George Lord, whose office I was sharing, said he’d like to work with me on a part-time basis – my first recruit even though I had decided not to allow part-timers!
As George was doing his own work during the day, I trained him in the evenings at Casa Isabella. He’d bring a bottle of Scotch, and, over drinks, I’d teach him how to present.
There is no doubt that IOS was the most successful sales organization in the world. In twelve years, in 184 countries, we recruited and trained over one million sales associates who raised more than US$2.5 billion. In our twelfth year, our annual sales reached $3 billion in face value and sums assured.
IOS had a “canned” presentation called “Captain Geldt” ("money" in Yiddish); it was used by IOS Associates all over the world. Bill Masse gave a copy of it to me in Okinawa, and I had been refining it ever since. It was responsible for my presentation to sale ratio of 12 to 10, and I have reproduced it in full in the Appendix.
Presentation Principles and Pitfalls:
a. Sell the man, not the plan.
b. Never start unless you can finish.
c. Ensure all parties to the decision are present.
a. Setting – be in control, eliminate psychological barriers.
b. Get attention.
c. Materials needed:
a. Plain paper
b. Felt-nibbed pen
d. Subscription form
e. Press booklet
a. Apply logic.
b. Your attitude – he needs it more than you do.
c. Ask questions.
4. Presentation Essentials:
• How long have you been working?
• How much have you earned?
• How much have you saved?
• How much will you need?
• How much can you sacrifice now to attain what you need?
• Will that amount generate what you need?
• But you must save; at least 10%
• Where can you save?
• Will any of those areas ensure your goal?
• Therefore, you must put your money to work.
• Assume that you had started ten years ago, and the plan does no better than it has done in the past.
• Illustrate how the plan is the solution to his problem.
• Close the sale.
George was a great pupil and learned fast. He put together a large notebook with clear plastic pages in which he inserted many articles on investing, and insurance. He intended to use this during his presentation.
He made his first sale two days later and said, “I’ll bring the teacher to Casa Isabella and we can celebrate.”
The teacher turned out to be a bottle of Teacher’s Scotch Whisky!
He continued to make presentations but his closing ration wasn’t as good as it should have been. One day he came running into the office.
“I’ve solved my problem,” he said. “I left my presentation folder in the car last night, and the sale went much smoother. I have been relying on the material to make the sale instead of talking about the prospect’s needs! No more folder for me.”
As I said, sell the man, not the plan.
Sam arrived on the 28th for our press conference announcing the establishment of our business.
January saw the creation of the company, acquisition of an office, recruitment of an Associate, and we still had time to make two sales. (I also got a place to live.)
February: Business officially begins. I gave a speech to the Lions Club, was invited to a dance by Mrs. Moore to introduce me to society, and we created five new clients with a face amount of $15,000.
March: Film premier with Mrs. Moore (she finally asked me to call her “Kitty”), Cocktails at a neighbor – Mother: American, father: Maltese, daughter, Sue, was interested in me. Bought a locally-assembled Triumph Spitfire sports car – so cute!
I got a call from a Father Zarb of the Zabbar Church. He bought a 1000-pound Dover Plan. Wow, if I could get into the church circles, things would really pop.
This island was so Catholic that there was a church holiday every week.
This island was so Catholic that the priests used to kick kids off the street if they were in short pants!
This island was so Catholic that the priests used to kick kids off the beach if their bathing suits were above their knees!
Nicky de Piro (The Baron de Piro - Nicholas de Piro d'Amico Inguanez, 9th Baron of Budach, and 9th Marquis de Piro) was maybe a year or two older than me and from one of the most important and oldest families. He came into the office and was interested in a margin account. I couldn’t help him but we became good friends. His sister, Madeleine, the Baroness, had a serious crush on me and often would be sitting in my office when I arrived in the morning.
I started painting on the roof – abstract paintings in the style of Jackson Pollock pictures not the roof. The Bank of Alderney bought one!
April: Another black-tie affair with Kitty. People dress a lot here. In fact, when I went out to certain restaurants for dinner, I wore Black Tie. On top of that, gilded carriages with footmen would clomp through Mdina carry gilt-edged invitations to invitees. Seriously!
Sue and her mother were here. Her mother was getting excited.
Kitty whispered to me, “Well where else would she find a young American businessman of such pedigree in Malta? It’s perfect!”
Kitty introduced me to the Prime Minister, Dr. Borg Olivier.
He said, “I’ve heard of you, you’re the man taking all the money out of this country.”
I explained that ten years from now, Malta would benefit from the appreciated savings plans of thousands of my Maltese clients. “They will make a significant economic contribution to the country.” I said.
I guess he ended up agreeing with me, for on the day I left Malta for Ireland, Dr. Borg Olivier drove me to the airport, and said,
“You have done more for this country than anyone in living memory. Thank you.”
Dr. Borg Olivier and JFK
Wikipedia: Giorgio Borg Olivier (Maltese: Ġorġ Borg Olivier) (5 July 1911 – 29 October 1980), also known as George Borg Olivier, was a Maltese statesman and leading politician. He twice served as Prime Minister of Malta (from 1950–55, and from 1962–71) As the Leader of the Nationalist Party Borg Olivier believed in the economic and social development of Malta as a viable independent state and in the necessity of a mixed economy. Under his leadership, average living standards rose steadily as Malta began to decouple from a fortress economy purely dependent on the British military establishment.
Monday, April 12th, I flew to London to report personally on progress and spent the time honing recruitment ideas, interview techniques, training class syllabuses, and management ideas. I thought that the usual, high turnover of Associates was a waste of money. Anyone could make a sale or two, but it takes commitment to sell more than five. Therefore, I decided that a new Associate’s first five sales would be submitted to London in my name. In other words, a beginner had to make five sales before he could become an official Associate. This would save ILI(UK) the costs of registering people who might very well drop out, and it reduced our turnover rate dramatically.
On Saturday, the 17th, I flew to Amsterdam for an impromptu family reunion. Dade (my sister Grace) and Wim (Willem F. van Vliet) (married in 1952 at the Lake Placid Club) had moved to Wassenaar, The Netherlands, for Wim’s job. His father had been Permanent Under-Secretary of Agriculture, and Wim had been born and brought up in Den Haag.
My brother, Chris, and Wim met me at the airport, and Helen, Chris’ wife, arrived a half an hour later from New York. We drove to see Grace and Wim’s nice house in Wassenaar (the toniest suburb in the country) then checked in at the Kasteel Oud Wassenaar, a beautiful old hotel in sculptured grounds. My parents had checked in the day before.
Kasteel Oud Wassenaar
Wim, Dade, Chris, Me, Helen, Dad.
Sunday, we toured Keukenhof Gardens,
and went to Scheveningen in Den Haag.
Monday, we took the obligatory boat trip through the canals of Amsterdam; it snowed! We sheltered in the Rijksmuseum in front of Rembrandt’s Nightwatch until it was time for me to go out to Schiphol and fly back to London.
I spent a week in London mainly with Graham Johnson, ILI manager for Scotland, and Phillip Bell, who sold the Dover Plan in London; both were Australian, gregarious, and gay. Well, I don’t know whether you’d call Phillip simply gay – he was only interested in little boys, and, forty years later, died in jail in Australia for his pederasty. Graham disappeared in Bangkok in the 80s, probably of AIDS.
I met Gary Saunders and his wife. Gary’s step-father was James Mason, the Hollywood star. I convinced them to come to Malta. Cristine could be my office manager and Gary could work the ships.
I returned to Malta on the 26th.
It was the end of our first three months, we had sold 100,000 pounds in Dover Plan Policies!
May was an eventful month:
On Saturday, May 2, I flew to Geneva for an IOS Supervisors Conference. I was booked into the Intercontinental Hotel and had a room that faced Mont Blanc and the Jet d’Eau.
After dinner in the hotel with IOS friends, I went to The Embassy bar. There was a new bartender, Daniel.
I thought he was cute; he only spoke Swiss French - “Genevoise,” but we made ourselves understood. He didn’t get off work until 1:00 - I had to pace my drinks. Finally, we went back to the Intercontinental, and he stayed the night.
Sunday morning, I had no intention to get up early, so when he asked me for taxi money, I thought “taxi money, uh-oh.” and told him I didn’t have any change. All I had was a single Swiss Franc note - the equivalent of $250.00!
Daniel said, “I’ll change it at the Cashier, take 20 francs for a taxi, and tell the Receptionist to put your change in your key box.”
I looked at him and… I believed him; but it was also a test.
“OK,” I said. “See you at The Embassy tonight!”
I had breakfast in bed, and went downstairs to Reception. Lo and behold, all the change was there! He passed the test.
That evening, I went back to The Embassy and, over four hours at the bar, I explained to Daniel what it was I did for a living, and in the end, he agreed to join me and my life in Malta. He’d need until mid-August to tidy up his life in Geneva. He stayed with me that night and the rest of my time at the Intercontinental.
[Fifty years later I am speaking French with a new friend in my favorite French Bistro in Bangkok, Le Bouchon. A man at the next table leans over and asks, “Are you Swiss?” I said “No, but my boyfriend was.”]
Monday through Thursday, the days were filled with classes held in a variety of conference rooms. Vicki told me they used the CERN computer to ensure that every delegate sat next to a different person in each of the classes. It was a great idea and I met lots of terrific people; nothing like a meritocracy!
I spoke to all 500 delegates at the final session, held in the grand conference room. My Keynote Speech was my story of being recruited by Bernie in Okinawa, and having to walk up the endless front walks and knock on the sergeants’ doors while everyone else was watching - I HAD to get in the door. Then continuing with the most spectacular accident of the decade in Montlhéry, the Macau Grand Prix, failing at IOS in Hong Kong, travelling to Geneva – I HAD to get that job; then going back into the field in Tripoli and Cairo, and finally going “cold” to Malta and creating what has become the fastest growing ILI operation in the world!
That gold, DuPont lighter the Japanese racing driver had given me in Hong Kong became an inspiration - in this and the hundreds of motivational speeches I went on to make for IOS salesmen around the world, I would quote JFK:
“The energy, the faith, the devotion which we bring to this endeavor will light our country (company) and all who serve it, and the glow from that fire can (will) truly light the world.”
Jean Auer, GM for Canada, presenting me with The Supervisors Conference Diploma.
Friday, May 8, I returned to Malta. The same day our first recruiting ad was published in The Times of Malta. The response was so terrific (and the island so small) that we never had to advertise again, and I was continually interviewing applicants for months to come.
Tuesday, May 11, Father Zarb got his policy documents from London and was so confident in the program, that he called me for an appointment for to come into the office tomorrow.
He arrived with paper bags filled with cash that had obviously been buried – it smelled of dirt. He came every week for months, and put more and more earth-smelling cash into programs for his parishioners!
Then Hans Blas, whom I’d almost forgotten, called. He was coming tomorrow, and arrived from Berlin on Thursday, wearing his bell-bottoms.
On Saturday, May 15, my mother and father arrived. Eschewing The Phoenicia for my eleventh-century house, they walked up the many steps and into my roof-top guest room.
Mother and I on the ramparts of Mdina.
Hans Blas, me, and mother at 171 Old Bakery Street.
We were quickly outgrowing our teeny office on Old Bakery Street. George and I found a new one that had just been finished in a top-floor extension on an old building in Valetta. It had offices for each of us, a general office with a store room for all our administration, a room we could use for training classes, and an attractive reception room with a glass and wrought-iron front door.
We furnished it with pieces from Joinwell, a local office-furniture manufacturer, and launched it with the debut of our first Training Course.
Nicky de Piro dropped in to see the progress, and I signed him up with a Dover Plan.
The Training Course came to an end on the 21st and we celebrated with cocktails for all at Casa Isabella. It was also the going away party for my parents and Hans.
The Saunders arrived, set up the new office Processing Room with custom-designed tables and a Gestetner duplicating machine to speed operations,
and we capped off the month with a new IBM, golf-ball, Selectric electric typewriter!
May’s sales totaled $60,780!
June saw more interviewing, training, and sales. Sam arrived to check out the new office:
Sam Welker, me, and George Lord in our new office.
At the beginning of July, I rented a piano for my inner courtyard and hosted a few late-night parties. Sue and many of her friends came. One especially attractive guy wore very tight, white jeans with black, exposed, fly-buttons. He got everyone’s eye! But I cooled it – this is a very small island.
On the 18th, I flew to London to speak at Harrow School, one of England’s most prestigious, private, boy’s boarding schools.
Harrow School was founded in 1572 under a Royal Charter granted by Queen Elizabeth I. Its alumni include eight former British or Indian Prime Ministers (including Peel, Palmerston, Baldwin, Churchill and Nehru), foreign statesmen, former and current members of both houses of the U.K. Parliament, three kings and several other members of various royal families, twenty Victoria Cross and one George Cross holders, and many figures in the arts and sciences.
While I was in London, I felt I needed a more suitable car. I got an advance of twelve-hundred pounds to buy a second-hand, Jaguar Mark X, four-door sedan.
Going home to Malta, I drove it to Dover and got on the hovercraft for Ostend, and went to the COC and the DOK in Amsterdam. Next day, I got the wheels balanced and went to see my sister in Wassenaar to pick up two shirts I had left in the hotel in April.
On the 29th, I drove to Munich in heavy rain, and had to try four hotels before I could get a room.
On the 30th, I headed for Rome; it was very slow going over the pass. I picked up a 19-year-old, Dutch hitch hiker and dropped him in Verona. There I picked up an English guy and his American friend, and gave them a lift to Rome.
I checked into the Cavalieri Hilton. Remember, this was years before credit cards, and I needed cash. I went to see the manager. He happened to know our house in Goshen, Vermont, and happily cashed my check!
July 31 – Had breakfast on my balcony, got a haircut, sat by the pool, and, by coincidence, met Leonard Springer who worked at IOS Geneva.
I called the office in Malta – we had done 120,000 pounds in sales in July. Now that was something!
Leonard and I celebrated over dinner in the hotel. Later, I went to Pipistrello’s and came back alone to bed at 3:45AM. Sometimes it works, sometimes it doesn’t.
Aug 1 – Drove to Naples, loaded the car on the ferry and to bed at 11:00PM. The ferry arrived in Syracusa, Sicily at 11:00AM. More cars came aboard, and mid-afternoon, we left for Malta arriving early the next day, August 3.
Mine was the only Jaguar on the island, and made the wanted impression.
A week later, August 10, Phillip Bell flew down from London and I met him at the airport in my grand car. The Maltese make a big thing about relatives and friends either arriving or departing at the airport - the place was mobbed, and they mobbed my car!
The next day, I held a press conference for Phillip:
August 16 is my birthday, and Daniel, my birthday present, arrived.
We went to a tailor to order a dinner jacket. But, other than dinner out by ourselves, the gilt carriages and invitations came to a screeching halt as soon as the ladies figured out we were more into each other than their yearning daughters. There were a lot of very disappointed households up and down the alleys of Mdina.
Daniel was an excellent chef. I quickly learned the niceties of “Bleu” steaks - into the pan before the butter burns, then quickly, turn once, and out. They are browned outside with a cold center. Great, if the beef is of the highest quality.
Daniel would drive me to work in the Jag, and insisted I sit in the back. Then he’d go back home and play around the island in the Spitfire all day.
By October, we had 40 Associates making 250 sales per month – a volume of 250,000 pounds, sums assured!
I was running a very tight ship. I always tried to outsell every man and lead from in front.
I was meticulous in training the men who graduated to Supervisor status, and expected them to lead by what I called the “handcuff method.” They were to metaphorically “handcuff” their trainee to them as they went about their own business of prospecting, cold calling, and presenting. Consequently, I would not tolerate Supervisors explaining away a lower personal sales performance “because I have to work with my trainee.” When the trainee had learned as much as he could from the examples set by his Supervisor, he would be “cut free” to do his job on his own.
I expected every Associate to make at least three presentations a day. I would go out on calls with each of them. On one occasion, when my trainee opened his “basic box,” (the standard, IOS, black, attaché case with which everyone was award upon reaching a cumulative sales volume of $50,000) to get out some documents, there sat a half-eaten sandwich and used Kleenex tissues! What a way to make a first impression.
From then on, I pulled snap inspections of the cases. The most memorable of these was when the supervisors lined all their men up along the sidewalk of the main vehicular street in downtown Valetta, each with his case open at his feet. Then Daniel drove me slowly along in the big Jaguar so I could check out all 74 cases! They passed! (There was many a laughing drink over that in the years to come.)
In November, our tenth month, we wrote a record 207,855 pounds, bringing the total over the one-million-pound mark since inception.
We also had created a Maritime Division with Victor Grayson and Gary Saunders selling on ships visiting Valetta harbor.
George Anastasi, who lived in Gozo, an island 2.5 miles off the northwest coast of Malta, was a very hard working Associate and soon I promoted him to Supervisor. He started building a team on his little island and was so successful, I asked London to fund an office for his group. The office was opened and blessed by the Archbishop, with Boy Scouts, Sam, me, and George - at attention!
December: Bernie was proud - everyone's success attracted more good people to the company. Dick Hammerman, head of all insurance operations world-wide, was thrilled that the Dover Plan was revolutionizing the whole, international life insurance industry; and Roy Kirkdorffer, head of the United Kingdom of Scotland, England, Wales, and Northern Ireland, wanted me to come to Norther Ireland, and do there what I had done in Malta.
As far as I was concerned, the bigger the challenge, the better. By December, I was satisfied in the structure of my organization, I had developed several unique management and sales methods, and I’d recruited 74 salesmen who were selling more insurance every month on this island of 300,000 people, than Canada Life does in the twelve most-western states of America today.
So, I was ready to turn the operation over to George Lord and move on. I would continue to oversee the operation and consequently continue to receive my overrides for years to come, as would Sam Welker - in IOS, early pioneering pays off as long as the operations continue to produce.
So, I moved to Northern Ireland in January, 1966 - another major change of direction in my life.
From ILI Bulletin, September 1966:
END OF CHAPTER FIVE
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