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His company sells life, automobile, fire and almost any type of insurance the customer should need. Ross felt this is an advantage over being with a company that handles just one type of insurance. He finds life insurance is the best as it pays larger commissions and less work to service; the automobile is easier to sell but requires much servicing of policies.

His advice to anyone who is interested in entering this field is to remember that it takes years to get established and that it involves a lot of hard work, but if you stick to it your business gradually grows end he encourages other respos to consider selling insurance for independent income.

Ross lives with his wife, Zelda, and young daughter at 215 North 400 West, Cedar City, Utah.

These four men are just a few of many who have used their own initiative and determination to get ahead. They each have volunteered to give any advice or suggestions they can to others who would like to try the insurance field. Write directly to them or contact your own local insurance agencies for more information on how to get started. If one agency discourages you, try another.

More Successful Respo Businessmen . . .

ACCOUNTANT

JERRY STEIN, Alhambra, Calif. Age 22. Polio 1950. graduating from high school in 1956, he then completed a correspondence course in accounting. He hopes to make a career of business bookkeeping and income tax consultation. He feels he is on the road to self support in his chosen field. While his customer list slowly increases he is selling greeting cards, special printing and the new Kendell Riding Support (see "Market Place"). He spends his day in a wheel chair conducting his businesses with the aid of an electric typewriter, adding machine and telephone. "This will be a good home business because the customers expect to come to you."

MAGAZINE SALESMAN

ED ROSENWASSER, Corpus Christi, Texas. Polio 1950. An attendant lives in and gets him to and from his downtown office, where he employs a secretary. He builds his magazine subscription business by newspaper ads, personal contacts, and the expired lists which he receives from the publishers. On the latter, he makes an average of 60 calls a day, following up immediately with promotional mailings. He sells himself to the public, keeping his picture and his name on his customers' minds with his stationery, enclosure return paid envelopes, etc. He keeps the records for his customers and notifies them of forthcoming expirations. He also conducts a trading stamp exchange, charging 30cts per book. He has two main tools that he uses -- a special mouthstick-operated telephone and a highly trained memory. His memory is used for several calls in a row before recording. He also teaches memory courses once a week. "Memory is a method, a learned ability," says Ed. After a full day's work he returns home to his young wife, babydaughter and his hobbies -- mathematics, symbolic logic and general semantics.

BARGAIN PHONE SERVICE

FRED J. GILMAN, age 49, contracted polio in 1952. Hospitalized at L.A. General and Rancho Los Amigos. Returning home in 1954, he and his family built a prosperous telephone sales route and door to door delivery of frozen foods. Then, in 1956 his wife died and he returned to Monrovia and has recently launched a unique Bargain Phone Service. Sponsored by local businessmen, merchants and manufacturers displaying Bargain Phone signs, he offers free telephone bargain information. All information, whether it is a request to buy, sell, swap, giveaway or a question on home maintenance, professional services, etc., is handled by special operators who match request with counter request through a cross index file. All unfulfilled requests are placed in the file and brought to the public's attention by call out operators. A special "Tag-a-Long" listing service for businesses who wish to use the listings and services for direct contact advertising is offered at low cost. thus the "Tag-a-Long" advertising finance for the free listing service and their ads reach the receptive potential customer.

ENGINEER C0NSULTANT

Also in Monrovia, California, and at the same address is FRIEND F. BAKER JR. Age 41, married, he has two children. Veteran of World War II. Pre-polio he was a mechanical engineer in research department of the United Geo-Physical Corporation. Polio in 1950, an alumnus of Rancho. He works as consulting business engineer for various companies; he writes summaries, surveys and technical reports on scientific and engineering subjects; writes service and training manuals for technical products, instruments and mechanical apparatus; and supplies engineering data. He makes all his living expenses and pays for his secretary. His formula for success: pick one thing you like to do and stick with it until you are sure it won't work, then try again. . .branch out slowly. . .personal representation is all important.

SYSTEMS ENGINEER

DON McINTOSH had polio at age 14 in 1944 and is paralyzed from the waist up. Married in 1954, he has two children. He received a M.S. degree from the University of Southern California in 1957. He works for the Hughes Aircraft Co. doing systems engineering; that is, he takes the individual pieces that somebody else designs and puts them all together in an harmonious way. With his hands in his lap, he drives his car with his feet using special gear. He assists in the Physical Aids Development Society -- a group of engineers and doctors who are working on the physical problems of the handicapped. Don is active in church work and is a ham radio operator.