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officers of the Society for introducing this year the present commission scheme, which is working so admirably in my agency. October, last year, was, with one exception, the largest October we had ever had, and I received a telegram from my office to-night saying that the business to-day is over $140,000, $760,000 for the month, and a gain of $80,000 over the same month last year. I only mention this to show that besides having made already a gain of one million dollars over the very large business for the same period of last year, and besides getting a business of a higher character, it has rather increased than diminished, both in number of agents secured and amount of business written. This, in my opinion, is the most practical statement I can make as to the working of the new scheme, and the way in which it is regarded by me and my agency."
The corpulent gentleman was severely lectured by a life insurance agent.
A rather stout gentleman recently applied for a life insurance policy, which was refused on the ground that he was not a “good risk.”
“The trouble," said the insurance man, “is that you are not careful about what you eat; you are 'much too stout.""
R. J. MIX. "We like the Equitable. We like its Officers, its policyholders, its agency contract-and right here, gentlemen, I want to indorse every word that has been said by these Equitable managers to-night regarding the new system of compensating agents. I liked it the first time I saw it, and I do not believe that there is anything good to be had in the way of an agent or in the way of new business which cannot be secured under that splendid contract. The best assurance experience in the country has been calling for years for just such a proposition, and I say three cheers and a long life for the new contract."
The above is taken from the current number of What to Eat." Who did it? Go easy, boys! Don't lecture them too severely. Shows how the world moves, tho'. The prospect used to do all the kicking—now the agent does it all—and "severely lectures the corpulent gentleman.” So mote it be!
JOHN C. EISELE.
"My partner and myself led the list, you will notice, for the month of September, and we propose to write and pay for personally this year more than a million dollars of paid business. * * * I want to tell you to-night that so far as our agency is concerned, you will hear from us before the close of November; and, Brother Woods, I congratulate you and the Woods family and the little acorns that have now grown into spreading oaks, but you will have all you can do to look after your laurels if you expect to lead in November."
GOOD WORK. Mr. James B. Niver was in this office a few days ago, and showed us an application from a prominent Boston business man, and also a check for the first year's premium, $8,189.50. He had already placed two policies on this gentleman's life, one with a premium of $7,887.50, and the other with a premium of $1,376. Mr. Niver had also recently assured the applicant's brother for a policy with a premium of $7,194, so that these two brothers now pay in premiums every year $24,647. All these policies are Gold Debentures on the Endowment plan, and Mr. Niver says he hopes to assure each of these gentlemen for the Society's full limit before very long. May he be successful.
The end of nineteen hundred sees the end of the first year of operation of the Society's new method of compensation. With the coming of nineteen hundred and one the agent will begin to realize the actual benefits accruing from it. And in nineteen hundred and two, and in the years after that, the benefits will increase still further, and with every year will come a still deeper, and still more thankful, recognition of the benefits of this method.
NEW DIRECTORS. At a meeting of the Board on Wednesday, October 31, W. H. Baldwin, Jr., and W. H. McIntyre were elected Directors of the Society. Mr. Baldwin is President of the Long Island Railroad Company, and is closely connected with the railroad interests of the East. Mr. McIntyre is the Assistant Secretary of the Society, and needs no introduction to our readers, as he has grown up with the Society, and has for over twenty-one years occupied a confidential position with it. He was for many years Private Secretary of the late Henry B. Hyde, and has worked his way up from the foot of the ladder to his present position by unswerving fidelity to his company, and tireless work in its behalf.
"There is a tide in the affairs of men
This was President Hyde's favorite motto in addressing agents. If there ever has been an appropriate time to quote such a motto it is at this moment, when a tide of prosperity is sweeping over the country. And do not forget the lines which follow:
"Omitted, all the voyage of their life · Is bound in shallows and in miseries." In taking advantage of the food tide, keep well to the front. Then the momentum which you will gain, and the advance which you will make, will enable you to forge ahead even after the tide has turned. And remember that if you are then well advanced, the ebb of the tide will be behind you. If, on the other hand, you fail to take advantage of the flood, you will not simply stand still, but the ebb will gain such momentum in its backward rush that when it strikes you the impact will be irresistible, and you will inevitably be swept back and back and back.
GOOD ADVICE. We have just had a death claim showing that the Equitable will lend a man money to keep his policy alive when his own resources fail.
I assured Mr. F. N. for $5,000 fourteen years ago, when he was in good financial condition, but five years ago he lost all his money, and would have surrendered his policy, had I not persuaded him to keep the assurance in force by obtaining a loan on his policy for that purpose, and now his heirs reap the benefit of the good advice and his wise action. 1. L. Register.
HOW ABOUT THIS,
"THE NUMBER OF YOUNG MEN OF EIGHTEEN, NINETEEN AND TWENTY YEARS OF AGE WHO ARE BEING REJECTED DAY AFTER DAY BY THE LIFE INSURANCE COMPANIES IS APPALLING. WHAT IS MORE, THE BOYS AND GIRLS LACK THE STAMINA OF OLD DAYS. I KNOW, AS A SCHOOL COMMITTEEMAN, THAT THE SCHOLARS OF TO-DAY CANNOT DO THE HARD WORK OF EVEN TEN YEARS AGO.
From a siatement made publicly in the State House, Boston, Mass., by Dr. W J. Gallivan, President of the Boston School Board.
ENTHUSIASTIC CHICAGO MEETING. A most enthusiastic meeting of the Equitable family was held at the Auditorium Hotel, Chicago, on November 21. The entire Chicago agency force were present, and in addition the following managers and general agents from other places: John C. Eisele, N. J. Dilday, H. J. Powell, George A. Parker, H. H. Hoyt, M. A. Marks, F. P. Chapin, H. D. Neely, L. D. Wilkes, John A. Brown, Harry May, S. G. Pattison, I. Countryman, M. E. Ericson, E. Eichelbergher, J. E. Durgin, J. S. Kendrick, S. D. Kitchens, W. A. Sanders and J. C. Stanton, Jr. From all accounts this must have been the most inspiring and enthusiastic meeting ever held in Chicago by representatives of this or any other company. The speeches were made by Messrs. Tarbell, Eisele, Hoyt, Wilkes, Marks, Dilday, Neely, Nelson and Dr. Wells. All the addresses were earnest, eloquent and enthusiastic, and all references to the new method of compensation were loudly applauded. The greatest enthusiasm prevailed throughout, and every one present was loud in praises of the Equitable-"the agents' company."
The enthusiasm created at this meeting can best be illustrated by an interesting incident which occurred in connection with it. On the day before the dinner one of the agents present had arranged for an appointment at twelve o'clock the following day with a client to take $3,000 of assurance on the Endowment plan. Being compelled to be absent from the office at the appointed time, he asked another agent, a friend of his, to kindly attend to the appointment for him and close the matter up. The friend was so enthused at the meeting that he thought he would try to go his friend one better, and succeeded in closing the matter for $5,000. When the first agent found what had been done, he felt that he would not be outdone by the other, so immediately called on the applicant and raised the amount to $10,000, annual premium $527, and closed it on a binding receipt.
And yet the Boston office is doing p etty well, thank you. F. A. C. Hill wrote on November 1:
"I take pleasure in announcing our October business from the Boston Agency to be $720,000, which is $220,000 more than we promised, and which is also a very considerable gain over Octo. ber, 1899. I predict a gain all along the line for November and December. Our loyal corps of Massachusetts field workers will make you proud of them during the closing days of this century."
CRANFORD, N. J., Oct. 1900. MR. U. R. PRUDENT,
MY DEAR SIR:-Are you puzzled about an appropriate Christmas present for your family? Mail me form below, and I will give estimate of cost of a very nice present.
Very truly yours,
Geo. N. WANSER, .
Cranford, N. J.
Without committing myself to any action, I shall be glad to receive figures on one of your policies in the Equitable Life Assurance Society for $
adapted to a man
years of age.
Count that day lost whose low descending
sun Views by thy hand no application won.
The above appropriate little advertisement for Christmas time has been productive of many inquiries.
FABLES FOR AGENTS.
XII. The Injudicious Jay. A callow Blue Jay, who wanted to get rich quickly, decided to go into the assurance business. So he made a contract with the Pelican Life Insurance Company, and went in search of Mr. Gray Gander, who had a large family, and was reported to be wealthy.
Finding Mr. Gander in front of the post office, cracking jokes with a number of his neighbors, he tackled him there and then in the presence of the crowd.
Now, Mr. Gander was the wit of the town, so, winking at his neighbors, he
THE AGENT. The future of that much-abused member of society, the Life Assurance Agent, has no limit, and it seems to me that such instances as the following ought to stimulate us all to greater effort in doing the great good which is within our possibilities as Life Assurance Men.
One of the men of my branch office met, in the pursuit of business, a man whose application for $7,000 he succeeded in taking. This was not six months ago. As I write this, the assured lies on his deathbed. and the agent has been appointed sole executor of his estate. There is a wife and children in the case, and the thought which
said to the impetuous young agent: “Does your company ever assure horses?"
At this the crowd grinned. But when Mr. B. J. quickly retorted, “No, but we often assure asses,” the crowd roared with delight.
As for Mr. Gander, he went away in high dudgeon, and assured his life, for the limit, in the Phenix Life Insurance Company—the Pelican's most active competitor.
Moral. By quick repartee you can make people laugh, but if you want to sell assurance you must exercise dis- 2 cretion.
seems to have entered the mind of the assured is: “If that man was good enough to induce me to make provision for my wife and family in the event of my being called suddenly away, surely he is the most competent person in the world to see that they are properly taken care of through the provision which he caused me to make for them after I am gone."
Yes, the Life Assurance Man is coming to the front and he is coming quickly; and great, well-managed, solidly conducted institutions like the Equitable Life are making it possible for him to fill great places in the world.
W. E. Wilkinson.
which was the only expedient that could have been found out by the wit of man to preserve the £1,000 in our family, part of which I enjoy at this time.
There is a lesson in this anecdote for every Equitable agent: LEARN TO READ CHARACTER, THEN ACT AC
A TIP FOR CANVASSERS. The characteristics of man and woman differ so widely that they might almost be thought to belong to different species; and even among men the variations in character and disposition are almost infinite. The life agent, therefore, who follows one course in dealing with all men can never succeed. Steele tells us of a family who knew the character of a certain maiden aunt so well that they had no difficulty in keeping her from marrying, and dissipating her fortune, by means of a very simple cxpedient:
The method they took was in any time of danger to throw a new gown or petticoat in her way.
When she was about 25 years of age she fell in love with a man of an agreeable temper and equal fortune, and would certainly have married him had not my grandfather, Sir Jacob, dressed her up in a suit of flowered satin, upon which she set so immoderate a value upon herself that the lover was condemned and discarded. In the 40th year of her age she was again smitten, but very luckily transferred her passion to a tippet, which was presented to her by another relation who was in the plot. This, with a white sarcenet hood, kept her safe in the family until 50. About 60, which gen. erally produces a kind of latter spring in amor. ous constitutions, my aunt Margery had again a colt's tooth in her head, and would certainly have eloped from the mansion house had not her brother Simon, who was a wise man and a scholar, advised to dress her in cherry-colored ribbands,
at five or six millions of dollars, who was for. merly president of the Central National Bank and Mayor of New York City, is a striking example of the need of partnership assurance. A few hundred thousand dollars of life assurance on Mr. Strong's life, payable to the firm, might not only have saved the surviving partners from insolvency, but would have prevented the tremendous sacrifice of values, and saved possibly several times the amount of the assurance to Mr. Strong's estate.
Many firms are just as much in need of partner. ship assurance as was this firm, and there are many failures of smaller firms, bringing quite as much disaster upon those interested as this one, from lack of this provision.
Let me suggest that you use this forcible illustration of the need of this form of assurance while this matter is before the public.