Life insurance is time. The time a man might not have. If he needs time, he needs life insurance.

I rarely use the telephone because he may not want to see me. I have a better chance of seeing the man I want to see if I do go. Besides, switchboard girls and secretaries have become very good. They've learned to take you apart. 'Who? Why? What for? What company?' You don't always get by. I seldom call on the phone. I'd rather go.

The biggest asset you have is your earning capacity, and that depends entirely on your attitude.

Read! Study never stops because publications never stop coming in. It's read and study. And think about what you're studying. Take it apart and put it together. Ask 'why?' And know the answers.

Term insurance is temporary, but your problem is permanent.

The basic purpose of life insurance is to create cash…nothing more or nothing less. Everything else confuses and complicates.

Unfortunately, my career is increasingly leading me into rooms where everybody is funny.