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SOME FACTS ABOUT OURSELVES.
There were 76,011,000 of us on the 30th of June, 1899, according to the estimate of population of the Bureau of Statistics published in the Statistical Abstract of the United States for the fiscal year ending on that date. The estimate for Jan. 1,
1900, is 77,116,000.–New York Times. Who says that everybody is assured, and that the life agents will have to go out of business?
Life assurance is only in its infancy. Only the surface has been scratched. Such figures as these prove that of the assurable men who need assurance, and are well able to carry policies, an overwhelming majority are without it; and an enormous proportion of those who have it carry ridiculously inadequate amounts.
A POETIC CORRESPONDENCE. F. A. Manger, a New York Representative of
the Society, writes:
I attach a letter received from a friend. Of course, I know it is not original with him; I have read it before in some publication. Whether, in sending this to me, he meant it in humor or sympathy, I don't know, but, at all events, I am in no need of the latter.
The INSURANCE Agent. Only an insurance agent, seeking to do good. Sometimes frowned at, kicked at, and oft misunderstood. Only an insurance agent-gentle, patient, kind; expecting the usual stand-off, and to it quite resigned. Some day the scoffer and kicker, when nature's debt has matured, will think of his poor, lorn widow, and wish he had been assured, and when he sits with the harpers, or mops his face, he will say: "I wish I had taken that policy before I was taken away." But for the assurance agent, those gates of pearl swing wide, and "Peter" will say, "step right this way, your endowment is waiting inside; give him the best seat in Heaven, 'midst music, plenty and mirth; there's nothing too good for manager: just think how he suffered on earth."
Here is a copy of my answer:
I think an Equitable assurance man, who really knows his "biz,” will get around a "stand-off," no matter who it is. He will sell the man a policy that will protect the wife and save for both some money if he's favored with long life. And such a man is understood, accepted as a friend; he never needs to "suffer" if to business he'll attend.
[Now, W. H. S. Whitcomb must rise ere 'tis too late, or he will lose the title of poet laur-e-ate.-Ed.]
"FRIENDS OF YOUR CUSTOMERS." "You may not be able to make customers out of all your friends, but you can go a long way towards making friends out of all your customers.”
This is true of all trades and professions. It is particularly true of the profession of life assurance. There is no business in which a pleased customer or client can give larger returns. If it were possible to trace the policies written as a result of a pleased client you would be astonished. It is like an endless chain. You assure Jones and he is pleased with his investment. He introduces you to Brown and Smith, these two to four more and so on. Of course, you won't write them all, but some day, some of them will be assured, and you have the best chance to assure them.
Then again, Jones being pleased, you can see him once in a while, and some day he will say: "There's Smith, now. I heard him speaking about assurance; why don't you go and see him.” This you immediately do, and thus get another prospect. Thus you build up a clientele.
I remember that at the convention last July, Mr. Graham said:
"Some people think that the life assurance busi. ness is only a temporary affair. That is one of the greatest mistakes ever made. I tell you it is a fact that I would not sell my good will and fixtures in the life assurance business for $100,000. I tell you that the business which comes to me to-day unsolicitea is worth over $5,000 a year commission. I have got a clientele in the life assurance business that I would not give for the income of any ordinary lawyer in the United States, and I tell you that a clientele is open to all of you if you will only persevere. I remember the time I found it very hard to go after a man. I don't have to do that now, because I have got such a list in the city of Philadelphia that I never have to go after a new iellow. It is always from one to another."
Now, I say Mr. Graham's ideas are right. I have tried it. I haven't got such a big clientele as Mr. Graham has, but I have got a nice one and it is constantly increasing. I would very much like to see in the News a series of articles from men with the Equitable who have been successful in building up a big clientele income.
“Twelve Years an Agent." [We heartily endorse all that our correspondent has said. Now let some of the older managers who have built up a large clientele tell us how they did it.-ED.)
A BUSINESS MAN'S VIEW. LIFE INSURANCE AS SEEN BY ONE WHO HAS LOTS OF IT AND GOOD REASONS FOR HAV.
ING TAKEN IT.
FABLES FOR AGENTS.
III. The Prince Albert Coat. A certain fox who had lost the end of his tail in a trap, was so mortified that he made up his mind to conceal his loss from his neighbors—especially a certain fox of his own town who had a very long and bushy brush.
“But,” said he, “I shall not expose myself to ridicule as did my uncle Reynard, who advised the other foxes to cut off their tails—that was indeed a stupid expedientI know a trick worth two of that." So he got him a long skirted coat and published it abroad that he had just returned from London, and that Prince Albert coats were all the rage with the smart set. And the result was that from that day on frock coats became quite fashionable in Foxville.
Among the speakers at a recent banquet of life insurance men in Chicago was Mr. Harlow N. Higginbotham, a gentleman of
whom it is currently reported tl at he carries more life insurance than any. body else in Chicago, the sum total of his policies being placed at $600,000. He is a leading member of the well-known firm of Marshall Field & Co., and A is probably even better known as having been president of the Chicago Columbian Exposition. In the course of his remarks Mr. Higginbotham said: “The home is the cynosure of every man's affections. He is the chief cornerstone of the household, the supporter of the wife and the hope of the children who have blessed him. Often death comes before it is expected and sometimes its bitterest pang is the knowledge that his loved ones will be left unprotected. Here is where life insurance comes into protect after the producer has gone. Then there is another feature of insurance, the providing for old age. It has been
said that 95 per cent. of those who seem to prosper fairly in their lives die paupers at the close. Old men have no longer toleration in this world. The business world has no further use for them. The adage that a man is no older than he feels rings false. Men are no longer current at this valuation. Happy is he who with wise forethought has converted some of his earnings into an endowment large enough to provide for the requirements of his declining years.
The Chicago Chronicle.
Now, no one has advised the Equitable to cut off its surplus, but several of the life companies act as if they were ashamed of that appendage, and seem to be trying to conceal it. And yet we have never observed that any of the banks or trust companies, are ashamed of having, or are reluctant to advertise, the amount of their surplus. On the contrary, it seems to be the chief pride of such institutions that they have great surplus strength. And if there is one consideration above all others which justifies the Equitable agent in recommending his Society, it is that the management of the Equitable has been such that it is of all the life assurance companies in existence, “the strongest in the world."
CORRESPONDENT sends us an adver
tisement cut from a newspaper and asks us to answer the question therein propounded.
We give below, a facsimile of the first part of the advertisement (after changing the name of the brand of whiskey).
ANNUITANTS AND ANNUITIES. “ 'Tis said that persons living on annuities
Are longer lived than others,—God
knows why, Unless to plague the grantors,-yet so
true it is, That some, I really think, do never
What will the Harvest be
If you drink
The harvest, we should say, would be something like this,
There is vastly "more truth than poetry" in the above lines from Byron's iamous poem. That the average life of annuitants at specified ages is better than that of individuals of like ages in the general population is a fact established by the experience of the English Government at an enormous cost, it having at one time raised money by the granting and sale of annuities, a method of financial recuperation in which it is not likely to again indulge. Annuitants have also been found to be longer lived on an average than even the carefully selected lives of corresponding ages for life assurance; a fact recognized by life assurance companies in the calculation of their life assurance and annuity premiums respectively. Whence this apparent favoritism shown to annuitants in the matter of longevity? Actuaries say that the longer average life attained by annuitants is largely due to an instinctive feeling, based on an intimate knowledge of their physical condition, habits, etc., that their probability of life is above the average, and that if they thought otherwise they would not invest their money in an annuity.
There is, however, another reason, not less potent than that set forth by the actuaries, why the annuitants "are longer lived than others," namely: the freedom which an assured income gives from anxiety and uncertainty. This immunity from the constant worry and anxiety attendant upon the procuration of our “daily bread" is recognized by pathologists as one of the most powerful influences in procuring "length of days;" and there is no better method known by which this "consummation so devoutly to be wished" can be obtained than through the agency of an annuity in a strong and well-managed life assurance company, and best of all in the Equitable, the “strongest in the world."
But if a man buys an Equitable policy, the harvest will be:
(1.) Protection and support and comfort for his loved ones, if through some accident, his life should be cut stort.
(2.) Support in old age if his life should be prolonged.
Strongest in the World."
You Don't Have To Die To Win!
"Strongest in the World.”
VE have recently made
Equitable Policies: a 15-Year Endowment, a 15Payment Life, and an Ordinary Life Policy, each with 15-Year Tontine Periods, and as it is generally a source of interest to see the comparative results of such policies when made with living policy - holders themselves, we make a note of same for your consideration, with several of the options offered. Policy No. 273.500.-The 15
Year Endowment returned to the holder the face of the policy, and in addition 35 per cent in dividends, in cash. Policy No 291,290.- The 15
Year Payment Life gave to the holder a paid-up policy for the full amount, and in addition a cash dividend of
40 per cent.of all premiums. Policy No. 293,676.–The Ordinary Life showed a dividend of 43 per cent of all premiums paid with which to pay future premiums.
In the first instance the $5,000.00 Policy had grown into $7,010.oo Cash, and the owner took the sugar plum as a reward for his saving and perseverance. He said he had a similar experience fifteen vears ago when another Endowment matured for him in the Equitable The results were then so favorable that he was induced to take this policy, which has matured to his entire satisfaction. A level headed man, Sure!
In the second instance the $5,000.00 had grown to $5,935.00 of paid-up insurance, which is 258 per cent of the amount paid in premiums.
In the third instance the paid-up value of the Ordinary Life Policy at the end of fifteen years was 200 per cent. of the amount of premiums paid.
These are results on policies with 19-year accumulation periods. Those with 20year periods show still better results. HOWARD SWINEFORD & SON,
State of Virginia. RICHMOND, VA.
One reason why there are not more men enjoying good incomes is because they will not take the trouble to study and thereby comprehend the possibilities of the business of life insurance.
There are men to day who, by reason of business changes, etc., are not earning anything.
To the men who furnish satisfactory references, and who will obligate themselves to invest their full stock of energy, an opportunity will be given to represent the strongest financial institution in the world, on a renewal contract, and build up a comfortable income. Address,
1899 EQUITABLE, $2,746, 162 New York Life, 2,605,867 Union Central 2,198,071 Mutual Life, 1,936,850 Mutual Benefit, 1,703,838 Prudential,
852,889 Penn Mutual, 851,000 Massachusetts
Mutual, 871,500 North Western, 779,978 Travelers, 723,238 Fidelity Mutual, 607,653 Phoenix Mutual, 512,921 Hartford Life, 370,500 Aetna,
335,035 The EQUITABLE is the strongest Life Insurance Company in the world, with assets over
$280,000,000 ; surplus, over
$61,000,000 HARRY MAY,
Manager, Jackson Building, Nashville, Tennessee.