Business Marketing Advertising

While looking over some old clippings the other day I came across one dated January 6, 1923.
It was a letter written by the vice president of the New York Life Insurance Company, commenting upon the work of Harry B. Rosen, who had just died.
Up to Rosen’s time a man who sold $3,000,000 worth of life insurance a year was a phenomenon. One year Rosen sold more than $35,000,000. He exceeded every quota ever set for him by his company and by himself. He wrote more insurance than any other agent in the world.
“While it is true, Rosen worked among big men, he never scorned a small policy. Whereas most sales?men cannot interest themselves in what they call ?piker? business, Rosen would take just as much pains and get just as much satisfaction over a $5,000 sale as he would over a $50,000 sale.”
If Rosen’s success means anything it means that we are never so successful that we can afford to lose interest in the small orders. We can never afford to sit back and say: “What is the use of my wasting my time on that outfit ? they are too small.”
Out of the small orders of today grow the big orders of tomorrow. Out of the little customers of this year grow the big customers of next.