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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 discretion.

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.

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 expedient:

The method they took was in any time of danger to throw a new gown or petticoat in her way.

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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 generally produces a kind of latter spring in amorous 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 formerly 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 partnership 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.

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40 Years
Experience

Is represented in the
Continuous Installment
Policies of the Equitable.
A guaranteed
INCOME FOR LIFE

even if you live as
long as

Methusalah.

The ideal Assurance

Particulars for

the asking.

The Equitable Life.

"Strongest in the World."'

Bert Wentworth,

SPECIAL AGENT,

Room 29, Masonic Temple, Dover, N. H.

TALES OF THE
INSURANCE MAN

He Wasn't Positive.

"Can I assure your life?"”' asked the persuasive man.

"I dunno," replied Farmer Corntossel, "I don't want ΠΟ life assurance. I've got all I can carry, an' my wife wants me to stop some of that. I hope you can't, but I'm a truthful man, an' I ain't goin' to express no positive opinion till after I've heard you talk awhile."Exchange.

If that was an Equitable agent he got a policy. There are a few salient points about our Gold Debenture Endowment policies that you can't get away from. Assurance in force over one billion, surplus over sixtyone million-that means absolute safety. It means more-it means a better investment than bond-a a government better rate of interest. There never has been such an attractive offer made to young men. It's easy to get and easy to keep. You can't do better than to investigate.

THE EQUITABLE,

H. D. NEELY,

Manager for Nebraska.

208-209 Bee Building, OMAHA.

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TWENTY YEARS OF WOODS.

On the first day of November the Pittsburg agency was twenty years old. And on that day, too, Edward A. Woods started on the twenty-first year of his connection with the agency. The success of this agency and of its manager are such household words in the Equitable, that it would be superfluous to speak of them here.

On November 1 Manager Woods published in each of the Pittsburg papers a very striking and effective advertisement, of which the following is a copy:

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a Double Decade.

The Pittsburg agency of the Equitable Life is 20 years old to-day.

Starting in 1880 with one office and two agents, its offices now occupy the entire seventh floor of the Tradesmens Building, its office force numbers 21 people and its 129 agents write an aggregate of $10,000,000 of assurance in a year.

Twenty years ago there were no electric lights; no electric cars; no natural gas; telephones, passenger elevators and bicycles were just coming into use; typewriters were scarcely known, and automobiles were a fantastic dream of the future.

The world has grown in 20 yearsPittsburg has grown the Equitable has grown-but read how

The Pittsburg Agency Has Grown:

PROTECTION

THAT

PROTECTS

STRONGEST

IN THE

WORLD

THE EQUITABLE

LIFE ASSURANCE SOCIETY OF THE U. S.

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Of all the regular Life Assurance companies in existence there are only 22 whose total premium income exceeds that of this single agency of the Equitable. EDWARD A. WOODS, Manager, TRADESMENS BUILDING.

The event was also commemorated by the publication of a very handsome little book, which was sent to all the policy holders in the territory.

May the story of the next double de ade be one of equal success with that of the past, and when it is written may it still be written not only of the Pittsburg agency, but also of Manager Edward A. Woods.

ST. LOUIS MEETING.

A meeting of the St. Louis agency was held on Friday, November 23, at the Mercantile Club in that city. A large number were present, and many addresses were made by the field men, expressing great satisfaction with the Society's new contract system. One of the agents called attention to the fact that he would begin next year with more than $1,200 of renewals coming to him from this year's work, and that he would start next year's work with more hope and enthusiasm, and with brighter prospects than ever before in his connection with the business. Mr. Tarbell made a speech full of fire and inspiration, and which was enthusiastically received. Speeches were also made by Messrs. R. J. Williams, D. F. Cobb, O. H. P. Hale, J. Talbot, E. T. Nolan, W. T. Hancock and J. S. Kendrick.

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