His writing pad would fill up with figures, progressively connected by arrows and diagrams; then came ‘the close’, where I was asked, in light of all his ‘evidence’ to sign up for a policy there and then.
Mostly, my default position was ‘to think about it’; this resulted in a small cluster of policies that I had agreed to in order to free myself from more tortuous interviews.
Then a friend referred me to Sarah, who was also a life insurance agent (the term at that time). When we met, she had no pad, just a single piece of paper.
After introductions, she said, ‘I am not here to sell you, but I do have a question to ask’. I told her to go ahead.
‘OK, ‘ she said, ‘in the unlikely event you died tonight, and found yourself on a rising cloud, what would you want to happen to the family you leave behind?’