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Issued, Guaranteed, and
By the EQUITABLE SOCIETY
OF NEW YORK
The Safest and Best of lovestments.
"The new policies are all right. Best of all, the improvements are made in such a way as not to sacrifice a proper conservatism."
These are but a few, a very few, of the opinions expressed; but they show the tenor of them all, the widespread satisfaction felt, and the unanimous opinion that, with these contracts, the Society's representatives in the field should surpass all previous records during 1901.
GOLF "AS SHE IS SPOKE". In the absence of the regular golf editor, the following question from a beginner was referred to the turf editor for an answer:
"In a game of golf is it the proper play to fizzle your put, or is it better to fetter on the tee?"
The turf editor set his teeth together, firmly stared at the wall in front of him for a few moments, and then wrote the following:
"In case a player snaggles his iron, it is permissible for him to fizzle his put, but a better plan would be for him to drop his guppy into the pringle, and snoodle it out with a niblick.”—Exchange.
The above is reproduced from a circular issued by the Society regarding its new issue of 5 per cent Gold Debenture Bonds. These bonds, together with the new Guaranteed Cash Value Policy, have been received with the utmost enthusiasm by the Society's representatives throughout the country. The managers and agents, with great unanimity, pronounce these to be the best contracts ever placed in the hands of a life assurance
A GOOD START.
Now is the time to make a good start for a new century. It is our only chance. We have never had one before. We shall never have one again. Centuries don't come often enough. Make a good start for yourself by inducing your clients to do likewise. Induce them to make a good start by taking life assurance. It is not yet too late for them to so start, even at the very beginning. A policy issued now dated back to January 1, or, rather, January 2, the first business day of the century.
Apart altogether from the satisfaction such a policyholder must necessarily feel in the knowledge that he has begun a new year and a new century aright, think of the convenience of it. He will always know just how old his policy is, and just how many premiums have been paid on it, for his policy will be precisely the same age as the century.
One other point. By taking a policy on the first day of the twentieth century, the assured can rest assured that before the first day of the twenty-first century rolls around, his policy will have matured. All he will have to do will be to pay the premium.
But, seriously, there is now the chance of a lifetime to draw men's attention to the fact that all men are mortal. With the beginning of each year men realize to a certain extent their unstable tenure of life, as they think of the many men of their acquaintance who have died during the previous year. They know, however, that they will probably live through the coming year, and perhaps through many years. This year it is different. It is the beginning of a new century, and a man must realize that, long before the next century comes, the present generation will have passed away.
DELAY. A month ago Mr. J. T. D., of Sacramento, signed an application for a policy, but delayed going before the doctor for examination. We have received advice that Mr. D. was accidentally drowned a few days ago. Not having gone before the doctor, his family are now without the protection of assurance.
F. A. C. HILL. The name of F. A. C. Hill is well known to our readers as that of the Society's Boston manager.
Mr. Hill is still a young man, being not much more than thirty years of age, but he has already made a great success in the profession of life as
His first direct contract with the Equitable was in 1892 at Providence, R. I., and his success in that territory led, in a few years, to his appointment to a larger field.
On January 1, 1898, Mr. Hill was given charge of the Boston office, and since then this territory has been brought up to first place, and now the Equitable leads all other companies in the amount of business written in Massachusetts. Manager Hill is a large personal writer, and has for colleagues a very able body of life underwriters, and the result of their efforts has been, as stated, to place the Equitable in the very front rank in this field; and this has only been accomplished by the writing of about seven million dollars of new business annually.
HE HAS ONE F. Opper, the cartoonist, says that President McKinley is “very anxious to have a good, strong policy."
He has one-in the Equitable—the strongest in the world.
the agent, the subject having been announced some days in advance. I could not help noticing, in looking over the early minutes of the club, how usual it was at that time to discuss some other company, its policies and methods of doing business. Gradually, however, discussion of other companies has almost stopped, and, instead of it, practical questions are taken up affecting the work of the agents in general. For example, recently such questions have been discussed as:
"How best to prepare and work large cases.'
"The advantages and disadvantages of team work."
"How best to meet competition.” “How most effectively to meet the rebate evil."
"How to check the dividing of commission with third parties."
"The advantages of a clientele, and how to secure it."
THE EQUITABLE LUNCH CLUB. On April 25, 1891, recognizing the advantages of gathering together for an interchange of ideas, the Pittsburg agents of the Equitable were invited to lunch in a private room at the Hotel Duquesne, Pittsburg, with a view to effecting a permanent organization. After the lunch the organization was completed by calling it “The Equitable Lunch Club," and it was decided to meet every other Saturday at noon. Captain Denis Behen, who has since died, a venerable life assurance man, with a most enviable reputation, and an example for all assurance men who knew him to follow, honored the club by accepting the first presidency, and a permanent secretary, Mr. Renwick T. Sloane, was elected. It was, as far as I know, the first organization of its kind in the country, although the idea has since been followed by many agencies of the Equitable and by some of other companies, because the advantages that have arisen from it have been so conspicuous.
The club has grown until now it may be considered the backbone of the organization of the Pittsburg agency. It is a channel through which the experience of each agent is communicated to all. It is a forum for discussing practical questions about the business, a school for training new men. It affords an opportunity for announcing or explaining the plans, rules and methods of the Society, and above all, and perhaps more important than all, it affords a social occasion at which once every two weeks at least, the manager and agents and office force can meet together when not under the strain of pressure for business, and good fellowship enables all to rub off the sharp corners which are necessarily, and often unnecess
essarily, felt in the business transactions of the week.
The usual course of proceedings is, first the simple lunch, then the reading of the minutes of the previous meeting, announcements by the manager of the progress of the agency and its business, any items of current news concerning the Society, assurance business in general, items of interest about other companies or some unusually good policy or settlement which has been written or made. Then a general discussion of some topic of practical value to
The advantage of having the experience of each one communicated to all, particularly when practical questions are discussed, must be apparent to every one.
While other professions, and even other trades, require systematic training, sometimes for years, life assurance seems to be the one business in which the giving of a rate book, and the proper forms, and a few circulars, and an hour's talk, is expected to suddenly fit a man for the business which is yearly becoming more scie fic, and in which only experts can hope to become permanently successful. Some form of training school seems absolutely necessary to properly equip the novice. It is necessary to constantly communicate the experience of one to all; to keep abreast of changing methods of transacting business, and of meeting demands of different times and forms of policy. Even the agent longest in the business can learn much at every meeting, and I believe the Lunch Club can be made in any large agency, with the active co-operation of all of the agents, a mighty engine for good, to solidify the agency, to give it esprit de corps, to make its members more intelligent, more skilful and more loyal, and more in accord with the Society and the head of the agency.
EDWARD A. Woods.
A knock at the door—'twas loud,
With might in every stroke; And the dreamer stopped in his dreaming
thought, And suddenly awoke. A knock at the door-he ran
With the swiftness of a breath; And the door swung wide, and the guest
came inAnd the guest was Death.
"O, MR. O'CALLAGHAN." Last night, at 39 Stephen's Green, the Irish representatives of the Equitable Life Assurance Society of the United States made their manager, Mr. Stokes O'Callaghan, the recipient of a handsome address and costly presentation. Mr. O'Callaghan is held in high esteem by those associated with him in the work of the Equitable Society, and by none more so than the Irish agents, whose presentation was a tribute alike to his sterling personal qualities and business capabilities. The presentation was made on behalf of the Irish representatives by Mr. Fred. Hill.-Irish Times.
MULTUM IN PARVO. Here is a very striking little reading notice published by H. D. Neely. He runs two or three of them daily, distributed through the newspaper, and reports that they are receiving much comment, which they ought to:
"For policies that are sight drafts at maturity apply to H. D. Neely, Manager Equitable Life, 206 and 208 Bee Building."
Who hath his collar button lost
The chase need ne'er give o'er. Barefooted, let him close his eyes And promenade the floor.
A TIMELY LETTER. In view of the present outlook for continued prosperity and the prospects that most men's earnings will largely increase during the next few years, the following extracts from a letter seem particularly appropriate. The letter was written by an Equitable agent to a man of large income, whom he was trying to interest in largely increasing his assurance:
"In giving the last final consideration to the ques. tion of the amount of protection which you can now give to your family, permit me to emphasize two points for your most careful thought:
First. You mentioned at our interview various sums of money placed by you in recent years in investments, which are, for the present at least, unprofitable. These amounts would have been more than ample to have carried a full hundred thousand of assurance. If, from a smaller income you have spared larger amount for poor invest. ments in the past, can you not comparatively and reasonably anticipate being able to spare a smaller sum for such a desirable investment as is now under consideration ? In addition, bear in mind that your prospects are brighter for a larger income than you have ever had.
Second. Confidentially, I am inf rmed that you have in anticipation the expansion of your busi
This must involve the reinvestment in said business of considerable profits, which would otherwise have been placed in outside investments, such as mortgages, bank stock, etc. You, of course, are more familiar with the Steel Company's affairs than I could ever be. You agree that your investment in the company is worth far more when supplemented by your brains and personal management. When you assure your life, therefore, you accomplish all that a man ordinarily situated would do, and, in addition, are assuring your capital. In view of the proposed expansion, it would seem that you need, more than ever before, an increased protection for the increased capital and the increased earning power, The greater the invest. ments in your business, the greater will probably be your income, you live; and equally true the greater the loss to your family by shrinkage in values, should the managing brains be taken away. I can not too strongly impress this fact upon you. Of all the prominent business men to whom I have sold large blocks of assurance,
I never knew one who was in a position which permitted, and at the same time imperatively de. manded, such a large amount of assurance.
I know that you will continue to give the matter the same conscientious and thorough consideration which it has had from you in the past. You still have an opportunity open to you which can never again be presented under so advantageous conditions or at so low a premium rate, to say nothing of the possibility that you might never be able to secure life assurance at any terms."
It is interesting to note that the writer of this letter has since largely increased the assurance on his correspondent's life.
THE COMING OF AGE OF ONE OF THE
(From the Irish Figaro.) A function of a most interesting character took place, a few evenings ago, at the Equitable Life Assurance Society's new offices in Stephen's Green. A large number of the many friends of the Society assembled, at the invitation of the genial manager for Dublin and the South of Ireland, Mr. Stokes O'Callaghan, to pay a fitting tribute of congratulation to Mr. Alexander Munkittrick, Jun., on his coming of age.
The following is the text of the add which was accompanied by a very handsome Tantalus, combining a cigar box, in chaste silver fittings: TO ALEXANDER MUNKITTRICK, Jun., Esq.,
Dear Sir.-We, the undersigned, being a commit. tee of the Irish representatives of the Equitable Life Assurance Society of the United States, tender our warm congratulations to you on attaining your majority.
We avail ourselves of the auspicious occasion to express our feeling of pride and satisfaction that you are not alone connected with the Society yourself, but are allied to it by ties and associations which are bound up with its career in this country.
As the Equitable Society was introduced and established in Great Britain and Ireland by your grandfather, so your esteemed and valued father has been identified with its progress and development; and may we indulge the hope, the continuity of its success may be maintained by the representative of the third generation?
In offering you our best wishes for your future, we desire to emphasize our sense of deep respect and admiration for the business capacity of your father-one of the kindliest
managers-a man of the highest rank in his profession, and one whose whole life has been unreservedly, faithfully, and diligently given to the Society since the first day he entered their services under his father's guid
We well remember the gallant fight he made to defend the interests of the Society in the notable Belfast Trials. We are aware of the high compliments paid to him by the judges who tried the case, and by the counsel who were even against
With all these facts, we feel we would be wanting in our duty if we let the opportunity pass without wishing you every happiness on your twenty-first birthday, and asking you to accept the little memento accompanying this address, and praying God to spare you to follow in the honor. able footsteps of your father and grandfather.
Signed on behalf of the Irish representatives of the Equitable Life Assurance Society of the United States.
M. Stokes O'CALLAGHAN, Irish Manager. Austin Meldon, J. P., D. L., T. Myles, F. R. C. S. I., J. A. Cavanagh, Fred Hill, P. H. Meade, Edmond Murphy, N. Henry Hobart, Arthur Russell, 2. Borland.