Kliston, Theodore S.

It is the hypothesis of the writer that the average middle-income
person would be better advised to purchase a whole life policy
rather than to buy a "lower-cost" term policy with the thought of using
the difference in "cost" to invest in common stock, possibly in an
effort to combat inflation.
An analysis is made of the returns one might expect from each
method of investment, based on data in the past decade.
On the basis of this analysis, it would seem that a person
would have fared about equally well in a choice between the two methods,
provided that such person did at least as well in the selection of
stock investments as the averages of stock market results (in terms of
over-all income, including both capital gains and dividends). Although
no conclusive choice would appear to be warranted, the uncertainties
inherent in the purchase of term insurance and investment in stocks
would appear to preclude such alternative for any person not wishing
to speculate.

It was the author's thesis that methods could be developed
by real estate brokers to reduce the substantial numbers
of men and women recruited to sell real estate in the
Cleveland, Ohio area, but who fail and soon drop out causing
high turnover, which is expensive to both employer and
employee. A survey was conducted of both brokers and new
salespersons to evaluate recruiting methods, early training
and supervision methods, and the amount of time a salesperson
devoted to the job. This thesis presents the data
obtained from the survey and evaluates the results.