Take a Wheat, Stocks or Oil if But DON'T take Life Assurance Company. choose a good, strong BEST and STRONGEST. OFFICES: 201-202-203-204 Brown Building. RANK P. CHAPIN, Manager. rance. ho furnish satisfactory o will obligate themir full stock of energy, 1 be given to represent cial institution in the al contract, and build come. Address, THE EQUITABLE NEWS. QUERY COLUMN. BUAY VERS TO CORRESPONDENTS. men who think there is no room usiness for new agents, or those ho think that assurance has been ced, would be enlightened if they told how many young men in the tates and Canada reach the age -one in any given year. Can you n estimate of the number of men come of age during the year 1900? -That's easy. But, as we have pod deal of exercise to-day, we -efer to have one of our readers alking and answer this conumHere is an opening for an up-tostician. To aid him in his calcumay be stated that on the 30th of O, the population of the United 5 76,011,000, according to the eshe Bureau of Statistics. On Janu, the number must have exceeded s the best policy? -That is not the question. The s "Which is the best company?” e Equitable. Every policy issued quitable is the best for the man cumstances it fits best. The polthe wants of the largest number se, the G. C. V. contract, because ses the greatest number of imrms, including the Endowment d when the Gold Debenture and uous Instalment Policy are ree 3 per cent. standard, they also ne G. C. V. contracts, with all tees covered by it. What is the most important thing for a man to consider in selecting a life assurance company? Answer-Surplus. In the February issue of the News was "William T." a misprint for "Tilden" Blodgett?" Answer: No, the reference to William T. Blodgett was not a misprint for Tilden Blodgett. Tilden is alive and kicking. It was, however, a misprint for H. T. Blodgett. William T. Blodgett was not an agent, but a director of the Society. We regret this error, but accidents will happen. Why, even Van Cise made a mistake in adding up a column of figures the other day. WHO PERPETRATED THIS? Wives of great men all remind us We may make our wives sublime, And departing leave behind us Widows worthy of our time. Therefore, give your wife a send-off By the life assurance plan; Fix her so that when you glide off She can scoop another man. Author Undetected. ΤΟ MANAGERS AND AGENTS WHO ADVERTISE Any advertising cut which appears in the NEWs or RECORD will be sent free, on application to the Editor. gave a Brooklyn Tuesday, enty presird Vicen Triggs, British e Mr. EdIr. Tread - and Mr. mphasized ding up a nd as an - offered a nt by him had the issions to as a result ing was a s apparent under Mr. : itself out rd it made > large for and have ices. MADE MONEY BY LIVING. AN ELDERLY LIFE ASSURANT TELLS HOW HE CAME TO BE $10,000 BETTER OFF. "Mine is hardly the experience in life assurance that usually finds its way into print," said an elderly gentleman to the writer recently. "Generally it is the interesting case of the man who has made but a few premium payments and then been summoned by accident or suddenly developed illness into eternity, leaving a large sum to his family. I am over sixtyfive years of age and have been assured since I was twenty-eight. It is not a very large policy for these days, only $10,000, and I have paid in premiums enough, if ordinary interest were added, to about amount to that sum. During all the years of my assured life I have seen plenty of the sort of instances usually noted of benefits of policy-holding to the family of the man suddenly cut off, and I realize that a portion of my many payments has gone to make good just such losses. Do I begrudge them? Not in the least. I am very glad to be alive still, and at the same time to have been assured all the time. "But there is another fact that I now see clearly, which is that I should never have saved in any other way a cent of the money I have paid in premiums. I have actually thus saved it through life assurance, and my family is to be just $10,000 better off when I am gone than it otherwise would have been. I should have spent the money in the driblets that helped make up the premiums, and my heirs would have been $10,000 poorer. It is all very well, as I see it, to die early in order to make money out of life assurance, but I have had a mainly satisfactory life, my family is $10,000 to the good, money that would never have been to my credit in any other way, and I am not in the least troubled because I have thus accrued it without getting the best of anybody. If I have helped aid the families of those who died early, I am grateful for it, and am equally grateful to the earnest agent who talked me into a policy thirtyseven years ago and thereby made me earn an extra $10,000 for my estate without, as it has proved, any really serious effort or sacrifice on my part." Detroit Free Press. THE EQUITABLE AT PARIS. STRIKING EXHIBIT AT THE EXPOSITION. All Policyholders Who Visit Paris This Year The Equitable will have an exhibit at the Paris Exposition that will not only show the greatness of American Life Assurance, and of the the Society itself in particular, but will also be a monument to American ingenuity, as the most striking feature will be an electric exhibit. This display will be flashed from fac similes of the Statue of Liberty, Eiffel Tower, Arc de Triomphe, etc., and will show, in various colored lights, figures illustrating the growth of the Society. The Society's exhibit will be in two places, as in addition to a space in the United States section of Social Economy, in which department life assurance is officially catalogued by the French authorities, it will have a large space in the American section of the Publishers Building. Its space in this building is very prominently located as it is at the central entrance, and it is here that the Society will make its main display. The Paris office of the Society is situated at 35 and 36 bis Avenue de l'Opera, and all our policyholders are invited to make themselves thoroughly at home in this office, as well as to avail themselves of the facilities which will be extended at the places of exhibit. We shall be glad to give to any policyholder a letter of introduction to Mr. Peixotto, the Society's manager in Paris, and can promise him in exchange a most cordial and courteous reception. DON'T FORGET to invite any of your policyholders who may be going to Paris, to visit our offices there. Give them a letter to M. PEIXOTTO. It will make friends for the Society, and for you. AN AGENTS' No. 5 NEW YORK, MAY HOW TO BE AN AGENT. III. DON'T. Don't talk too much. Find out in advance all that can be known about the man you wish to assure his business, surroundings, habits, idiosyncrasies, age, family. It saves talk when you secure an interview. Some agents assassinate success with their tongues. Don't be a bore. Now a days the agent who is a bore is a "back number." Don't waste powder and shot. If you have a hundred good arguments and capture your man with one of them, save the other ninety-nine for the next man. It saves time as well as ammunition. Don't offer the same man every form of policy on the list. Find out which form will suit him best. Offer that, and don't change to another unless you discover that some other form will suit his requirements more exactly. Don't stray from the path. Remember that your work is to make policyholders, not actuaries. Some agents think that the way to assure a man is to give him full instruction regarding the mathematics and science of life assurance. But such agents write mighty little business. Don't let the applicant get beyond his depth. It is not true hospitality to feed your guest so full that he cannot digest his food. Keep your eye on the applicant. See to it that he understands every proposition you advance. Don't expect to convince him by statements he can't comprehend. And when you have convinced him, stop talking. 1900 Don't think you know it all. The only way to make what you have to say to the applicant clear is to understand it thoroughly yourself. The best agents are those who learn something new, and apply it to their work, every day of their lives. Don't get into a rut. The Equitable issues a great variety of policies. Why? Because there are a great variety of men. The agent may make a specialty of one form of policy, but he should be thoroughly familiar with every form, for now and then he will run across a man to whom his specialty will not apply. Don't stop half way. Finish your work. It is good to secure an application; it is better to deliver the policy; it is best to influence the assured to keep his policy in force until its maturity. Why? Because not only will you increase your income, but instead of having the country full of deserters from your ranks, you will have around you a strong army of allies who will help you to fight future battles. Every Don't get discouraged by failure. failure gives experience, and the agent who has found the philosopher's stone can manufacture gold out of experience. Don't fail to read every word printed in the EQUITABLE NEWS; for hidden away in some long, dull, stupid article you will be sure to find here and there a point which will aid you in making money; for the edict has gone forth that nothing shall appear in the NEWS that hasn't some practical value, excepting the editor's contributions and the serious articles by the executive officers. W. Alexander. |