This Psychic Reading given by Edgar Cayce at the office of the Association, Arctic Crescent, Virginia Beach, Va., this 8th day of December, 1941, in accordance with request made by the self - Mr. [2533], Associate Member of the Ass''n for Research & Enlightenment, Inc.
P R E S E N T
Edgar Cayce; Gertrude Cayce, Conductor; Gladys Davis, Steno. Mr. [2533].
R E A D I N G
Time of Reading 11:00 to 11:30 A. M. Eastern Standard Time.
1. GC: You will have before you the entity, [2533] present in this room, who seeks information, advice and guidance in regard to his position as insurance counselor. Considering his desire to make practical application of his abilities in this direction, according to his Life Reading of July 8, 1941, as they affect the needs of the thousands of people of good ethics, health and income, who live in and near ... and ..., Va., you will advise him in detail just what steps he should take, or the exact procedure necessary, to bring enquiries and applications from those people of whom a large percentage will buy life insurance or insurance protection. You will then answer the questions he submits, as I ask them:
2. EC: Yes, we have the enquiring mind, [2533] with those conditions and circumstances which surround the entity in its dealings with those problems of insurance in the present vicinity.
3. Also we have that information which has been indicated for this entity.
4. In giving that as may be helpful for this entity, it would be well that the activities through the varied experiences be interpreted - at least in part.
5. Let these be first understood, then, and there should be found a response in the inner experience of the entity. For, as we have indicated, this is the practical application of those helps and truths as related to protection - or insurance, as it is termed today.
6. To be sure, man and divers are the manners in which many of those individuals throughout time have altered the purposes for which such protections were first indicated or put into an organized form by the entity. Many corporations, organizations, have taken advantage of those conditions, in which they have used such and have dissipated the real purposes for which this was first instituted and organized. And thus it has brought many problems, even to
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those who would use in the correct manner, or who would follow the ideals and purposes for which such institutions were first established or such work was first created.
7. In those experiences, as indicated for the entity, there was the reviving of ideals, the instigation of purposes wherein there might be the protection for home, for life, for all the problems arising in the experience of man through that period of activity.
8. The entity conceived the idea, or ideal (rightly), of there being combined groups for definite purposes to act in stead for those conditions where - through accident or through any activities that brought about turmoils - there was the separating of the head of the house, or members of the family, of the destruction of home by accidents in nature or of any incendiary nature. These were combined not as for monies, as is considered today, or that payments would be made of any medium of exchange, but rather that - as there were those separations of homes from state, and there were groups allowed to make their own fireside, their own kingdom, their own activity - there were the needs for some such grouping, or organization, that would stand in their stead; unless they were again to become wards or dependent upon gifts, or charity, or love, or work of the state.
9. Thus there arose those combinations of groups, of individuals, who pledged themselves as a group to stand in the stead, where there were those conditions arising that prevented the activity of those upon whom such homes, or such a group, or such individuals depended for aid.
10. This then brought about first the assurance groups that there would be protection for the young, or those dependent. This was NOT, as today, for gain, but that there might be given the material opportunities for the activity of the young, the aged, the infirm, by those groups set or organized for fulfilling of those offices.
11. Such, then, should be the principles of the activities in the present, and in such a manner may better be presented to individuals or groups - not as investments but as protection. For, these may be put upon such a basis. And when such is considered in that light, every individual realizes the needs of such.
12. Thus it again becomes, as in the beginning, a matter or fact of making individuals aware in their consciousness that there ARE such groups, such organizations that take these condition into consideration.
13. In meeting the needs of such today:
14. The problems of life, to be sure, are one thing; those
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as of home or property another - as of the protection from destruction by fire or storm or the like. The entity may aid in formulating groups for this VARIED difference.
15. To be sure, in life there is the mortuary or mortality expectancy. There is that increase in this rate in any given group, and in the formulating of policies for the conducting of such. All such conditions must be taken into consideration. And these must be extended over those periods in which all such expectancies are taken into consideration. Unless this IS done, such group might become easily top-heavy. But not if there is the consideration taken, that this - whatever it may be - is protection, never as investments.
16. In the formulating of plans for barns, homes and the like, and the rural or farm, these may be an entirely different nature. These may be banded into groups that pledge themselves, by a stipulated contribution - which may be very nominal - with each loss by ANY given factor, as may be indicated in the contract itself - to contribute to the needs of their fellow member, their fellow associates. This may be made into such as to present a very moderate, yet a very safe plan - as safe as the sincerity of each individual is, as combined in such a group organization.
17. These, to be sure, may be analyzed by the entity and brought into activity in such a way as to make an appeal to EVERY individual who seeks protection, not investment.
18. Ready for questions.
19. (Q) In order that those people may enjoy the happiness and peace of mind that comes with the ownership of adequate life insurance and automobile insurance contracts and that in case of death or automobile accident the security of the home and family income shall not immediately stop, what means or method shall be used to make those persons consciously want to buy this protection? (A) It is, of course, the matter of education - in a sense; yet if there is the grouping of those as organized, in the way that each individual is responsible for and to those that may have such accidents or protection, this will make for the greater ability to interest, the greater ability to make each individual aware of the needs for such protection and for such associations and activities, see?
20. (Q) What channels and procedure shall be used to cause them to prefer to buy one or more of the contracts offered by the Co-operative Organizations known as Farm Bureau Insurance Companies of Columbus, Ohio? (A) The presenting that this is the combination, or the grouping of a cooperative, coordinating activity, is the
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better approach and is the MANNER of activity as to interest and bring about closer and better cooperation.
21. (Q) What advertising media will produce the greatest number of worthwhile enquiries per dollar invested? (A) Those of personal appeal to the individual, as of the personal or open letter.
22. (Q) Suggest the wording of an advertisement or letter that will bring a substantial number of enquiries and applications from potential buyers. (A) This should be rather in keeping with the statement of the purposes of the organization as it bands itself together, see? For, unless there is such a statement there CANNOT be true cooperation from those so banded for the group or protective activity. Hence the wording should be along the line that is as of the PERSONAL appeal to the INDIVIDUAL for his cooperation in making it safe not only for himself but for his neighbor. That is the basic principle upon which it was first instituted by this entity. And thus the entity, in its inner self, will be enabled to word such as to appeal to those needing, and those in the position to protect themselves as well as others.
23. (Q) Through what channels or persons can I secure the names of several men with sales ability who will be interested in soliciting, as agents, potential buyers of life or automobile insurance contracts? (A) Through the direct appeal, that has been indicated, for the grouping needed, as of potential holders of such contracts; indicating that there is needed, there is desired those interested to indicate their willingness, their abilities, BY the interesting of others in their OWN vicinity or own acquaintance, see?
24. (Q) What are the steps necessary to properly train these agents to sell, or help qualified individuals in such a manner that they will actually buy the insurance protection offered? (A) Just as indicated in that given. If there is sufficient stressing of the cooperation in the ORGANIZERS, and the purposes of this as groups, as banded together for such protection, then that line as indicated - that the individuals will thus increase their OWN personal activities by interesting others in their own vicinity and their own acquaintanceship who might qualify in such grouping. This is the beginning of the training, and there are the
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needs that the basic principles be stressed - not as to something to be gained without cooperation, but a protection - not investments.
25. (Q) What shall I do to inspire loyalty to myself and company in these agents and thus they will succeed the more quickly through honest service to a greater number of people? (A) That of sincerity of purpose and of cooperation, and "I AM MY BROTHER'S KEEPER!"
26. (Q) Through what specific channels, persons or means can I interest qualified groups to buy one of our plans of group insurance? (A) By the selection in any given locality or vicinity of those individuals that are in the position to interest sufficient to make up the club or that group necessary to form that particular club.
27. (Q) Is my present connection with the Farm Bureau Insurance Companies of Columbus, Ohio, the best for my future development and material success? (A) So long as the policies of the organizers are in that direction which has been set forth, yes. If there are the attempts to change these for a greater income for those in the key positions, watch out - You might form a better one then yourself! However, we do not find that the policies of the organizers are as yet even to be questioned.
28. (Q) At our managers' meeting to be held December 18 and 19, 1941 at the ... Hotel in ..., Va., how shall I best develop the subject assigned to me, "Training an Agent to Sell", to the extent that it will be most helpful to my fellow managers and inspire them to do a better job in training their agents to sell? (A) The stressing of the needs to keep in constant or close touch, to make each individual responsible and to know and feel his responsibility as a cooperative individual in the group, for the protection of life and home of his fellow man.
29. (Q) In view of current and future war of Japan and Germany against the United States, give pertinent information, guidance and advice needed to prepare and forewarn me and other residents of the ... area of Virginia as regards the safety of our persons and business. (A) As we have indicated, conditions of EVERY nature will be WORSE before they are better. Yet the basic principles upon which these organized efforts of individuals are based, such as those with which this entity here is laboring in this particular field, are to be more and more extended to
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every line of endeavor; not only in the ... area but throughout the world. While there will not be the reversal of the capitalistic system, there is to be the establishment more and more of the cooperative basis - local, state, county, nation and international activities. Cooperation must form the basis of activities, such as has been indicated here, and is to be applied not only in the home but in corporations, in mines, in manufacturing, in the nations - more and more. Thus the great opportunity, the great privilege this entity may enjoy in URGING such cooperation; not in a dictatorial manner, but as the means in which there is to be brought closer cooperation, and peace and harmony out of the chaos that will naturally arise when there is the returning to normalcy. There will be the greater abilities, the greater possibilities - not of America becoming again as the land to which others will flee, but AMERICANS must go to the other lands and CARRY cooperation with them!
30. We are through for the present. Copy to Self " " Ass'n file 'n file