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PERSONALS. Dr. Lambert says that in the forty years during which he has been connected with the Society, the Buffalo affair was the first complimentary dinner that had ever been given him. He wonders why the medical director should not be popular. He is respectfully referred to the lines in the libelous “Agents' Alphabet,” which appears elsewhere: “N's where we get it, to wit-namely--the neck, When the medical sharps of our hopes make a
delssohn's or Wagner's music played at his wedding, but he said he wanted something pop lar, and added, 'When I go up the aisle I want you to get the band to play There's Only One Girl, etc.' I suppose that is the way it is when men get married, but the groom's best man thought he would vary the programme a little, and when the bride and groom came up the aisle, instead of playing 'There's Only One Girl,' the air the band played was, 'You're Up Against the Real Thing Now.'”
The above story was part of Louis Wilkes' speech at the Convention last July. Wilkes was married on March 1. How about it now, Louis?
Max Laymon contributes the following:
Assure to-day and thus save sorrow,
The Secretary says that Pittsburg is not as black as it is painted. Everything was white while he was there. The ground was covered with a sparking mantle of snow, the sky was of silver, and from time to time the golden rays of the sun painted the spires and chimneys of the busy city. Truly, Pittsburg is a favored spot, and although no process has been discovered there for turning its coal directly into diamonds, there are mills in every direction where carbon is converted into gold.
Everyone knows that Eddy Woods's young friend, Agnew, that genial and ruddy youth from the Highlands of Scotland, passed through Ireland on his way to America. Those who heard what he said at the banquet in Pittsburg about the Secretary and the Actuary, and Bowes, and Woods, and the other guests, discovered that on that journey he had stopped over night at Blarney Castle.
F. H. Hazelton called the other day and brought his “successor” with him.
N. B.-His successor wears short trousers.
Thanks are due A. F. Aird for a picture of himself making “A personal appeal.”
The Archibald C. Haynes Agency, in the Empire Building, 71 Broadway, had a meeting on Saturday, which the genial “Archie" called the "christening" of the agency, in view of the fact that it was the first formal meeting at which he was able to present officers of the Society to his gallant colleagues. Addresses were made by Mr. Haynes himself and by Messrs. Tarbell and Wilson. Among others from the home office were William E. Taylor, executive assistant; A. W. Maine, second auditor; Dr. William R. Bross, assistant medical director. There were about fifty present, and it was unanimously voted a big success. Although the Archibald C. Haynes Agency made a great record for itself in the year 1899, the agency looks upon this year as the real test of its strength and ability, and proposes to "do itself proud.” Success to it!
W. H. S. Whitcomb says: "Any agent can get business in a good time, A good agent can get business any time.
Amongst the visitors to the home office recently we noticed I. L. Register, Joseph Bowes, H. J. Trask, Elliott Marfield, F. P. Powell, F. A. McNamee.
"A fellow who wanted to get married in Chicago said that he did not want Men
MANAGERS, Agents and others often have
information which would be of interest
to the readers of
THE EQUITABLE RECORD
THE EQUITABLE NEWS
but they fail to send it in because they have
not leisure to prepare it for publication. But don't wait for this. Send us the raw
material and we will work it up. Ship us
the ore and the nuggets of truth, and we will
do the coining and will put the gold into cir
MULTUM IN PARVO. A sister company says: “The best company is the one that does good to the greatest number.” If the best advertisement is the one that gives publicity to the greatest number, then the following from the Greenburg, Pa., Christian Visitor, is probably the best advertisement ever written:
Leech's Business College is prepared to give you a good business education for life's work, and the genial E. S. Naly is ever ready to insure that life for years to come. Should you be so unfortunate as to lose loved ones, you will not find a more polite and efficient undertaker than E. J. Perry, while Saxman, the liveryman, can furnish carriages for the occasion, and R. H. Koontz will furnish necessary granite vaults, tombstones, etc., as you may desire.
RENEWAL PREMIUMS. There is an old saying to the effect that “it is the first step that costs." In life assurance it is the second step that costs. Many men pay the first premium on a policy and then fail to pay the second, as the first premium is often paid on impulse, or persuasion; but as the time approaches for the payment of a second premium a change has often taken place. He asks: “In what respect has the payment of the first premium benefited me? Here I am, alive and well, and I might have been richer by the amount of the premium if I had not taken out that policy a year ago.” Then is the time his judgment is tested. If he is wise, he will resist the temptation and pay the renewal premium. Then he will join the great multitude of continuously assuredthe real protectors of their wives and children, and the wisest providers for their own future welfare. Such men are the most desirable members of any life assurance company and for every agent. If a company had the power to forsee and take only such members, it would, other things being equal, be by far the most prosperous of life companies. For this reason the Equitable is fortunate in the fact that it has the largest renewal premium income of any life company in the world, more than one million dollars in excess of the next company in this respect, and in round numbers, thirtythree millions of renewals in the year 1899. This is a record which reflects the greatest credit on the Society's managers and agents, who are responsible for this splendid showing
$1. FOR 57 CENTS. The following frank statement was made to the New York Herald by the committee having charge of the gratuity fund (assessment) of the New York Produce Exchange:
"The fact is, we went into the life assurance business ignorantly, supposing we could give a dollar's worth of gratuity for fifty-seven cents. But we have had to pay the dollar just the same, and now we must go out of the business or readjust rates."
And there are others.
ARCHIBALD C. HAYNES.
KEEPING BUSINESS ON THE BOOKS.
F. P. Chapin, of the Toledo Agency, is a firm believer in looking after business once secured and keeping it upon the books. He seems to feel that old friends are better than new ventures, and that old friends will always help and be instrumental in swelling new business.
His success in building up the Toledo Agency has been very gratifying and there are few agencies showing an equal percentage of business that stays. When he took charge of the Toledo field, it was one of the places in the United States where the Equitable was comparatively unknown.
He advertises freely, and here is a letter which he sends to all new policyholders about thirty days before their second annual payment comes due. These are written, and so have the value of a personal appeal, instead of being printed circulars or mimeograph copies, which are often so mechanical in appearance as to destroy their greatest good.
“You have undoubtedly received notice of your premium due at this office on April 25th upon your policy in the Equitable Life. This being your second premium, I thought it best to write you so that even if the official notice always sent from the home office fails to reach you, you will have proper notice of the time and amount of your payment. You will receive the "Equitable Record” hereafter, a little publication (magazine form), which is issued quarterly by the Equitable Society and mailed to policyholders, and which will enable you to learn all about the company you are assured in, and which is the strongest in the world.
Sometimes agents of competing companies attempt to dissatisfy men with the policies they hold. Some such may try to induce you to throw up your policy, lose what you have already paid and take another policy with them. Their whole effort is to secure commissions upon the first year's premium. There is no company in the world that can write you a better policy than can the Equitable, and if for any reason you feel that you have selected the wrong form of policy, the Equitable will usually allow you to change it be. fore your second premium is paid. I trust you will feel at perfect liberty to address me upon this or any other subject at any time.
As time passes all men realize that their assurance is one of their best assets, and they de. sire to keep it sacred and secure. The motto of the Equitable has always been: “Not for a day, but for all time," and a strict regard for this principle by its officers in the conduct and management of its growth has made it without doubt the strongest, safest and best company in the world, with assets of two hundred and eighty million dollars.”
Archibald C. Haynes is so well known to all the representatives of the Society that it is hardly necessary to remark upon his achievements in the life assurance field. We give his portrait, which speaks for itself. Why say that Archy Haynes is handsome and agreeable, full of magnetism, surcharged with electricity, an impassioned speaker, one of the most successful canvassers and agency organizers that the Equitable has developed. His willingness to counsel and assist his fellow-workers has been a source of gratification both to them and the officers of the Society. His versatility is such that he has materially aided many of his fellowmanagers by suggestions as to the best way in which they can enthuse and help the individual members of their agencies.
The first man to carry $100,000 in the Equitable was Hamilton Disston, one of Mr. Haynes's policyholders. Subsequently Mr. Haynes increased Mr. Disston's assurance to $1,000,000, this, of course, being placed in several companies.
YOU GO, MY DEAR. Cinjurer-I will ask some lady in the company to step on the stage and stand in this cabinet. I will then close the door. When I open it again the lady will have vanished without leaving any trace behind.
Man in Front Seat (to his wife)—You go up, my dear.
A CHANGE SUGGESTED. To the Editor of the News:
There is only one thing I don't like about your paper, and that is its name. It is essentially commonplace. I hope you will give me credit for tact in approaching this question so delicately, for I want to put you into a good humor, so as to induce you to accept my views.
Is it true that somebody suggested the name "Equitable Search-Light," and that you discarded it because it was too late? You have often told me that it is never too late to mend (where there is no heart murmur or albumen), and so I want to know why you do not change the name of our paper to “The Equitable Search-Light" and put one of your light-house pictures at the head of the page?
Joseph Bowes. [The mild suggestion so timidly and gracefully put by our esteemed Baltimore correspondent may or may not be worth considering. We are willing to put the question to a vote, and if the managers and agents in the United States will take the trouble to send in their votes to the editor of the Equitable News, before May 1, we hereby agree that is more than half the agents vote and if a majority of the votes cast are in favor of "The Equitable Search-Light,” we will, with the number of January ist, 1901, if not before, change the name of this paper. Otherwise it will remain as it is. There!-Ed.)
EXTRACTS FROM OFFICIAL CIRCULARS.
It has been our aim in the past to offer to the public assurance based upon correct business and mathematical principles, and to have it free of any tricks, evasions or equivocations, and we are determined not to be diverted from this by any thoughtless or seemingly unscrupulous competitors.
As I have said to you at times in the past, so long as envy loves a shining mark will the Equitable be the target for the arrows of its rivals and enemies.
The work of the coming year is before you. If you have the grit and the backbone to overcome and rise superior to all the obstacles that obstruct your pathway; the tact and good sense to make the most of all the facilities in your hands; the system and ability to put every part of your field in the most perfect order; the power to work when other men give up, until you get that "second wind” and feel that "second strength" which knows no fatigue; if you have these qualities, which I know so many of you possess in an eminent degree, coupled with the determination to outdo all your previous efforts, you will be able to write your part, and more than your part, of new business for the Equitable Life Assurance Society of the United States in the year 1890
From a circular of Henry B. Hyde, dated December 25, 1889.
IT DOESN'T ALWAYS FOLLOW That You ARE GOING TO BE LONG LIVED
BECAUSE ALL Your Family Were. An excuse that a life assurance agent often hears is: “Oh, I don't need to assure now. I come from a long-lived family, and it isn't necessary for me to take out assurance for years yet." It doesn't always follow, however, that he is correct in his premises. For example, the other day the Society declined to accept a risk whose family history was as follows:
Living. Dead. Father, age. ........
... 94 Father's father, age....
111 Father's mother, age...............
101 Mother, age.............. Mother's father, age................ Mother's mother, age.... Brothers (6), age 50 to 71. None dead. Sisters (2), age 47. One dead; Asiatic cholera. Applicant, age 48.
The next time any man gives his "family history" as an excuse for delaying assuring, show him the above table.
THE FIRST DUTY OF THE AGENT.
Also His Second Duty. The first duty of the agent is to read the Equitable News. His second duty is to read all the assurance articles in the Equitable Record, for what the Society has to say to the public is as important for the agent, as what the Society has to say directly to the agent.