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SATISFACTION. Extracts from Satisfied Letters. No. 292,112.

Toledo Agency. This settlement is very satisfactory to me, and I shall give your representative an application for another policy soon.

J. W. Beek.

No. 291,712.

Chicago Agency. This settlement exceeds my expectations, and is very satisfactory. I elect to continue my policy. D. W. Riner.

BUSINESS PRECEPTS.
From the Cincinnati Commercial Tribune.

Tell the truth about your goods. Merit wins generally; truth always.

Never invest where the element of chance or luck governs the returns.

Meet your bills promptly and make your collections with equal promptness.

Do not suppose that any one is more interested in your welfare than you yourself must be.

As a business proposition, it pays to be polite.

Reply promptly to all letters.

Call on a business man at business times only, and solely on business; transact the same and go about your own, in order to give him time to attend to his.

Always keep your temper, but have sense enough to know when you are insulted and spirit enough to resent it.

As a choice between evils, choose neither.

Keep your life assured.

No. 219,482. I. L. Register & Son.

I wish now I had taken out a policy for $100,000, for it is safe to say that no other investment would have shown such remarkable results in the past twenty years.

James Schleicher.

No. 220,039. Racine, Wis., Agency.

I have decided to continue the policy in force as a paid-up policy, and may say that this is an extremely favorable settlement.

C. H. Washburn.

No. 288,500. Austin, Tex., Agency.

This settlement is better than I expected, and is so thoroughly satisfactory that I am making application for another policy.

T. H. Jones.

No. 289,750.

Louisville Agency. The settlement is so much better than predicted to me by agents of other companies that I feel it my duty to notify you that I am more than pleased, and as proof of same I apply to-day for new insurance in the Equitable.

A. B. Whayne.

AN EXPENSIVE HAT. On the 22d day of December a policy was issued through our agency on the life of Mr. J. J. N— , a photographer of this city. However, when he was ready to pay for and take the policy his wife prevented him from doing so, stating that she preferred to use the money to buy a new hat for Christmas.

A very short time afterwards Mrs. Ncame to our office and asked for the policy as her husband had died very suddenly. It was then too late, for the policy had been canceled only two days previous. In its stead she possessed a new hat.

This appeals to me as a very strong object lesson for wives who may have similar ideas as to the value and necessity of life assurance.

Ray Wilner.

No. 288,423.

Chicago Agency. As evidence of my satisfaction I have this day given my application for a $3000 policy on the new indemnity plan. C. H. Scott.

No. 449,417.

Pittsburg Agency. I received to-day statement of settlement, and I must say it is most satisfactory.

Wm. G. Hocking.

HER SECOND HUSBAND, TOO. The other day a woman came into my office and said:

"I want to get my husband assured right away. My first husband was assured, and I want this one to be also.” I shall try to carry out the lady's wishes.

E. L. Hunt. [Any extra premium offered for extra hazard?-Ed.)

No. 219,632.

Toronto Agency. I am so well pleased with this result that I now give you my application for additional insurance.

Wm. Scott.

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AN AGENTS

JOURNAL

No. 3

NEW YORK, MARCH

1900

MUTUALITY. Here are two letters received this year, from holders of fifteen-year Endowments. They speak for themselves:

$100,000. The Equitable Society:

January 2, 1900. I am in receipt of your letter and statement of results of my $100,000 fifteen-year endowment savings fund Policy No. 289,421.

These results realized by the Equitable are larger and more satisfactory than any result ever realized by me on any of my policies which have matured to date. I may say that they are quite satisfactory and that no company has ever done so well for me. The result stands as evidence of the careful and prudent management of one of the largest and most progressive of the American life offices.

I have always been a strong advocate of endowment assurance, and about the time I took your policy for $100,000 I placed $400,000 of endowment policies on my life in eight different companies. Of this amount $310,000 has already matured. I have lived to see the result and to know what it means.

George Gooderham.

SURPLUS. "W'ere the bank to make a dividend now I would sell my stock.This was said recently by a stockholder in a New York bank which earned more than 20 per cent on its capital, and whose stock sold above 400 in 1899. It made no dividend during the year, and will make none in the near future, simply because it has directors who are shrewd enough to see that the possession of a large surplus is of far greater importance to stockholders than its distribution. To accumulate a large surplus is to acquire the capacity for endurance and development. It provides financial institutions with the ability to grasp opportunity.

Such accumulation is of greater moment in a life assurance company than in any other organization, inasmuch as its contracts cover long periods of time, and are unchangeable in their terms, but the accumulation in a mutual company is for the assured alone. The vital thing is the time of distribution. Many years ago the Equitable found a way for the accumulation of a great surplus and for an equal and prudent distribution thereof. It has made the Society the strongest in the world.

W. H. B.

$5000. The Equitable Society:

'ebruary 6, 1900 I have received the statement of results covering my $5,000 fifteen-year endowment, Policy No. 292,692.

I have to express my great satisfaction with the results. I have seen the results recently attained on Mr. George Gooderham's $100,000 policy, which I understand was also a fifteen-year endowment, on which his cash return. was $150,847. I am glad to note that while my policy was for a very much smaller amount the results given me compare most favorably. I believe Mr. Gooderham's policy was the largest endowment ever paid, and it is a pleasure to me to realize that the Equitable treats its small policyholders on precisely the same basis of liberality as its large policyholders.

T. S. Stayner.

One part of the science of living is to learn just what our responsibility is, and to let other people's alone.

This sounds very well, but if life assurance agents "let other people's responsibilities alone" there would be hundreds of thousands more widows and friendless 0.phans existing in want and poverty.

A. H. GRAHAM.

A FALSE SCENT. "I received a tip the other day," said the life insurance agent, “that there was a man staying at one of our prominent hotels who was a promising candidate for some of my unexcelled life assurance. The tip was very vague, and I did not know his name, but I went to the hotel where I was told he was staying with the hope that I might run across him by accident.

While there I made the acquaintance of a pleasant spoken gentleman, and I immediately jumped to the conclusion that he was the man I was after. I sounded him a little on life assurance, and he nibbled enough at the bait to excite me to further endeavors. He said he was a stranger, and was spending a few days in the city on a vacation. I kindly volunteered, seeing that he was a stranger, to show him about town, and he accepted with many expressions of thanks.

"For the next week I hardly allowed that man to get out of my sight, for fear that some other agent might get his claws on him. Every time I led the question around to life assurance $25,000 seemed to be the figure that he was the most interested in, and that fact kept me screwed up to the highest pitch of enthusiasm. I kept that fellow at my expense for a week. Everything that the city boasted in the line of eatables and drinks was his. I nearly drove my horse to death driving about the city while he lolled back and smoked expensive cigars at my expense.

“One day he got away from me and disappeared, and I have just discovered that I have been grossly imposed upon. That fellow was a rival agent from another town, in pursuit of the same man that I was after. He kept me busy on a false scent, using the few minutes when I was away to stalk his game. He got him, too. Twentyfive thousand dollars was the amount.”

Detroit Free Press.

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Mr. A. H. Graham, of Philadelphia, whose portrait appears above, is a most successful writer of business that sticks. During the past few years, about 95 per cent. of his business has renewed. Probably one reason for this is that Mr. Graham carries a sentiment into the business, a sentiment that is well exemplified by the following extract from his speech at the Fortieth Anniversary Convention last July:

"I tell you that when I hear men say that the position f a life assurance agent is a position of which a man ought to be proud, I say, 'That is right.' When I hear men say that the position of a life assurance agent is next to the ministry, I agree with them. I don't know a nobler calling. I don't know anything in which you, as a body of men, can do more good than by simply going out and assuring lives. I tell you that in the sixteen or seventeen years that I have been connected with life assurance work I have seen the good that I have done, and I know that long after Graham is dead there will be policies maturing in the Equitable of those whom he had assured in his lifetime, and while they may not remember me, they will realize the practical results of life assurance. Gentlemen, I know many cases where it is ‘Thank God for Graham,' and I tell you the commission is not everything. It is not only the fact that you are going to make money out of the cases, but I tell you that you should start out to-morrow morning on your work with the firm conviction that you owe a duty to the community, that you owe a duty to your fellow man, and by the faithful performance of that duty on your part you will not alone do good to yourself-good that will live after you when you are gone—but you will do good to numerous others."

PROCRASTINATION. The man whose purpose it is to take, "some other day," the assurance that he should take now, is "near kin to the moralist who always tried to tread 'the narrow path which lay between right and wrong.'”

A LETTER TO POLICYHOLDERS. Sent out by T. B. Sweeney, of Wheeling, W. Va., and which has produced most satisfactory results:

"If it has ever been suggested to you to exchange your old policy in the Equitable for a new one in another company, this letter will be interesting to you. After reading it also read the enclosed pamphlets entitled 'Old Friends' and 'Inadequate' as the illustrations therein contained are quite apt.

"It is true that the latest policy contract contains some very attractive features over the older forms—but in no case does it justify the assured to give up one of our old policies to take out a new one in any company on earth. Not only do you thereby forfeit your accumulations in dividends; not only do you tear down a partly completed house to begin another which in the end is no better; but you must pay a higher premium at your increased age. I would caution you, therefore, to beware of unscrupulous agents who advise you to give up one of our old policies for one of their new ones. The agent alone profits by the transaction, and the assured in every case is loser. In the event you ever contemplate such a thing write to me first, and I will cheerfully give you further information on the subject, which may be of advantage to you."

FROM OVER THE WATER. Munkittrick & Triggs, of London, send the following letter from one of their satisfied policyholders:

"It gives me immense satisfaction and pleasure to receive the result I do to-day, and as regards promptness you cannot be beaten, for it is exactly fifteen years to-day since I commenced this assurance. In point of courtesy and voluntary kind assistance to save your members expense, you certainly, as our American cousins say, 'Take the cake.' For the protection to myself and to my family through these years, and for your consideration at all times I heartily thank you. My son will shortly take his place in your ranks as a member.

"J. Knight.”

DO THEY GUESS AT IT? I have just been reading in the “World Almanac" the ages of the aggregate population of the United States. It seems to me that the larger number of persons at ages represented by round numbers as 35, 40 and 45 is remarkable. Do some persons give their ages only approximately?

E. D. Monroe. We don't know. Perhaps it was the female population that approximated their ages, or it may be that the years '55, '60 and '65 were particularly prolific. We know that we personally are rapidly approaching a time when we shall give our age only approximately. We don't know whether the next census taker will get our correct age or not, but we shall think twice before we give it to him.

A CLEVER G. D. CIRCULAR. The following attractive letter, issued by one of the most successful of the Society's managers, was productive of many replies. It will be noticed that it draws attention to the investment feature of the Gold Debentures, and does it in a most ingenious way.

Dear Sir.—The Equitable Life Assurance Society authorizes me to quote you the following terms for a block of $5,000 5 per cent Twenty-Year Gold Debentures, principal and interest payable in gold coin at the Mercantile Trust Company, New York City; non-assessable, free from tax and participating in the profit earnings of the Equitable Life. Your subscription will be received on a basis of twenty annual payments of $229.95 each, the first to be due not later than January 28, 1900, bonds to be delivered to your legal representatives upon your death. Should this occur before the twenty payments had all been made the unpaid instalments would be waived.

As stated above, you would be guaranteed your share of all profits earned by the Equitable during the twenty years you were a member of the company. This matter, and a large number of other features in connection with the contract favorable to the subscriber, I shall be glad to take up with you in person fully.

For reasons which I shall explain to you, the above quotations are subject to change without notice, and the Society reserves the right to reject any or all subscriptions.

. HOW TO BE AN AGENT.

pride; if he is in harmony with its manage

ment; if there are no jarring discords; if II. The Value of Sentiment to the Agent.

through its influence he is tuned up to conIMPORTANCE OF CONCENTRATION.

cert pitch, then he can discourse sweet The best motto for the life agent is music and charm all hearers. Hence the This One Thing I Do.That was the Equitable agent must be imbued with the motto of a youth who lived near West

Equitable spirit, and must train his mind Point, on the Hudson River. The other

and heart as the athlete trains his body, day I came across an item about him in the or as the prima donna cultivates her voice, New York Sun. Here it is:

in order that the means may be adapted to Highland Falls, N. Y.-When Arthur Slausen, the end for which he strives. aged thirteen, went fishing this afternoon he took Soon after I joined the Equitable, and with him little Harry Rose, aged eight. An hour

when I was yet young and inexperienced, I or two later little Harry's father came upon Slausen as he sat alone on the bank of the Hud.

once listened to a speech made by Mr. son fishing.

Hyde to a body of Equitable agents. He "Where's Harry?”

urged upon them the importance of senti"I dunno.” "What has become of him?"

ment in their business; he claimed that their “I dunno.

success depended on the quality of their "When did he leave you?”

sentiment for the company they repreI don't know nothin' about him."

sented. I did not at the time fully grasp “But you must know. Where's my boy? What the significance of that statement. “Is it have you done with him? Tell me-be quick!"Well-I shoved him in the river."

not,” said I to myself, “a mere matter of

business with the agent? He has certain It was true! The little boy was dead at

goods to sell, and if he gets paid for his the bottom of the Hudson.

work is that not all there is to it?" No. In "Why did you do it?" somebody asked.

the case of those who represent the Equit"Because he bothered me,” was the retort.

able that certainly is not the case, although “And you saw him drown?” “Yep."

it may be so with the agents of some com“And you did not try to save him?"

panies. To appeal to the sentiment of the "No."

agents of certain companies would be like “Why?”

seeking to feed hungry men on stones, or "I was afishin'.”

sending them to gather grapes from thorns It may be the opinion of some persons or figs from thistles. Hence the agents that this ardent young fisherman carried

of such companies are to be commiserated. his principle too far; but, however that may But Mr. Hyde was right as far as the be, his singleness of purpose teaches a val

agents of the Equitable are concerned. The uable lesson to the life assurance agent, Equitable agent has no more valuable and that not simply on the general prin possession than this sentiment—his loyalty ciple that a shoemaker should stick to his

to his Society: his confidence in the last, but for a special reason; namely, that integrity of its management; his apprethe work of the life agent is not material, ciation of the reforms it has introduced: but spiritual. If he is to succeed it must be his conviction that its administration is through the influence of mind on mind just; that its affairs will be conducted in will against will-confidence against doubt, the future, as they have been in the past, in certainty against uncertainty; enthusiasm a spirit of the strictest mutuality, for the against apathy.

best interests of its policyholders.

Life assurance companies may be divided WHY SENTIMENT IS IMPORTANT.

into three classes: The instrument with which the agent 1. Those that do a strictly legitimate achieves his triumphs is himself. If his mind business quietly and unostentatiously; that and heart are not attuned to this work he originate nothing: that lay themselves open can no more hope to achieve success than to no criticism, but, on the contrary, dethe musician can hope to extract sweet serve commendation. strains from a violin that is cracked. But if

2. Those that seek to make a sensation: he represents a company in which he has whose chief aim is to do a large business

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