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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 Which, taken at the food, leads on to fortune." 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 flood 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 statement 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.
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 surance 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.
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 sale 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 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 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.