AN AGENTS'

JOURNAL JRN:

No. 16

SURPLUS IS STRENGTH.

It is Also the Stuff that Dividends Are

Made of.

There is periodical excitement among certain companies and their agents about what surplus shall be called. But what does it all amount to? What difference does the name make? You may call a thing by any name you please, but its essential character will remain the same.

This whole discussion, if you trace it back to its original source, will be found to have resulted from the fact that the Equitable is "strongest in the world"-has the largest surplus of any company, and has paid for a number of years a larger aggregate sum in dividends to policy holders than any other company.

The other companies have been put to their trumps to devise some method of statement that will obscure the fact that the Equitable has the largest surplus., But it matters not whether you call it "surplus," or "contingent guarantee fund," or "quasi liability," the fact remains that the Equitable has the largest fund. And there's the rub. You have only to take the assets of the Equitable and compare them with the legal reinsurance reserve its outstanding business, and then do the same with the other prominent companies, to find that the Equitable's ratio is higher than all the rest. That is where the shoe

on

1901

pinches, and that is where the Equitable agent has a supreme advantage over the agents of all other companies

Don't be ashamed of representing the strongest company, and don't be disturbed if other companies have less surplus to take care of than your company.

In this connection, read the fable on page 5, and also refresh your memory by rereading the fable, entitled The Prince Albert Coat, on page 10 of last year's April issue of the Equitable News.

WHEN THE TIMES GET GOOD

If you're feelin' sort of gloomy as the fortnights wane and wax; if your company has caught it where the chicken caught the axe-don't give up to deep despondency, nor on your troubles brood, for the losses 'll be lighter, "when the times get good." If the doctor finds a heap of fault with all the risks you write, until it really almost seems he turns 'em down for spite, keep your temper, don't get wrathy, for your luck will change its mood, and you'll write a slashin' business, "when the times get good." If the bottom seems a droppin' out of everything you've got, and you'd like to just give up your little ghost upon the spot-stave it off a little longer, and let me but conclude, things will go as slick as 'lasses "when the times get good."

Insurance Age.

AGENCY MEETINGS. DINNER AT CINCINNATI. VICE-PRESIDENT TARBELL GIVES ONE OF HIS HEART-TO-HEART TALKS, AND ROUSES MUCH ENTHUSIASM. PLEDGES MADE FOR A MAGNIFICENT BUSINESS IN OHIO THIS YEAR. One of the most stirring agency meetings of the present year was held at the St. Nicholas Hotel, Cincinnati, on March 4. Representatives of the Society from all over Ohio were present. H. L. Rosenfeld writes us as follows regarding the affair:

"I want to give you a few pointers on the very fine meeting we held here on Monday night, March 4th, at the St. Nicholas Hotel, dinner being served at 6:30; and, although I have attended a good many Equitable gatherings, I never saw one where there was such enthusiasm, or more good business talks, than at this one. There were present: Messrs. Tarbell, Eisele, Chapin, Marks, Connors, Quinn, Marfield, Jung, Allen, Dilday and Powell, as managers. Among the guests, also, were: Messrs. Webster, Gorham, Wood, Chernick and Dr. McLeod. With the local and outof-town agents, there were fifty guests at table, including "your humble servant." We had talks from Mr. Tarbell-and, by the way, Mr. Eisele said he gave us a better talk even than he put up in Pittsburg. I never heard a better one from him myself than his closing effort. Messrs. Eisele, Marks, Chapin, Dilday, Allen, Marfield, Connors, Quinn and myself all did a little "wind jamming"-some good, some not so good, and some more good; distribute this to suit yourself. (Not on your life.-ED.) Anyhow, it was a meeting such as Ohio has not had in years, and if the pledges made are only half redeemed, 1901 will be a record-breaker for the Equitable in Ohio."

In connection with the celebration Kenner Taylor, of Frankfort, Ky., bursts into -well, he calls it poetry. Here it is: When the Equitable Life-THE GREAT, Gave a banquet in a neighboring State, Kentucky's managers were invited there to sit; And though the hostess was Ohio, You can put me down a liar,

If the Louisville Agency wasn't "IT."

[Say, boys, let up on this IT business.ED.]

DINNER AT SAN FRANCISCO.

The Pacific Slope Enthuses-Over One Hundred Present-Distinguished Guests.

On March 22d occurred one of the most successful and enthusiastic agency meetings ever held on the Pacific slope. At the dinner in the evening there were present about 130 persons, including the following guests. W. H. Crocker, E. S. Pillsbury, General W. H. L. Barnes, the firm of Hale Brothers, the largest dry goods merchants in California; Alfred Holman, editor of the San José Mercury; Mayor J. L. Rathbone, Ng Poon Chew, editor of the Chinese paper; Vice-President Tarbell, Dr. Lambert, and J. C. Eisele, of the "effete East." Speeches were made by all the above, and by A. M. Shields, Mrs. Hinman and others.

Mr. Tarbell writes regarding the meeting: "The interest was intense throughout, and the effect upon all was marvelous. Dr. Lambert gave the examiners a good practical talk, and was exceedingly well received. Mr. Eisele spoke in his usual energetic manner. Mr. Pillsbury was very pleasing, and General Barnes was most eloquent. (He is the Chauncey Depew of California.) The Chinese editor made a splendid speech, and Mr. Shields acquitted himself with great glory. A very pleasant feature of the evening was the presentation to Mr. Shields of a handsome silver writing set from his agents."

Mr. Shields writes: "I am unable, adequately, to express the good which will result from the meeting. All of our guests made telling addresses, Mr. Tarbell opening and closing that part of the programme with speeches that engendered unbounded enthusiasm among all present.

"Every agent promised to double his (or her) business this year, Mr. Tarbell pointing out why it should be done and how to do it. The only regrettable feature of the occasion is that our entire office force is demoralized, and now all of them-including the lady stenographer-want to resign their positions and go out with an Equitable rate book in their hands. I think the intense enthusiasm with which we are now imbued makes us safe in promising six millions of paid-for business from this agency during 1901."

AN ANGLO-AMERICAN CELEBRATION.

In March, 1900, Mr. William Triggs, the Society's joint manager for Great Britain, was a visitor at the Brooklyn Branch Office, and while there offered a prize of $100 to the agent having the largest amount of renewals to his credit at the end of the year. Manager Edwards supplemented this by offering $50 to the second man, and $25 to the third. The prizes were awarded at a meeting of the agency on March 2, and the winners were: First prize, Augustus Treadwell, who received twenty English sovereigns, nineteen of which were arranged in a very handsome case, and the other one was mounted for a watch charm, inscribed "Augustus Treadwell, from William Triggs, London, 1900." The second prize, a solid gold watch, was awarded to Arthur L. Burnham, and the third prize, also a gold watch, was won by Walter M. Morgan. Mr. A. Springmeyer represented Mr. Triggs at the presentation, and he acquired, for the occasion, a beautiful English accent and a lovely American bundle of bon mots.

Manager Edwards took advantage of the gathering to award other prizes offered for the largest amount of business and the greatest number of applications obtained during the latter part of 1900. The following were the awards: For the largest amount of paid-for business, first prize, diamond solitaire ring, Walter M. Morgan; second prize, solid gold watch and chain, Augustus Treadwell; third prize, a diamond and pearl pin, William L. Bud. For the greatest number of paid-for applications, first prize, handsome couch and Morris chair, Arthur L. Burnham; second prize, diamond horseshoe pin, Bernard Ganz; third prize, diamond and sapphire pin, Jennings DeWitt.

DINED, AND TALKED SHOP.

(From the Helena Daily Record.)

A party of Eastern officers of the Equitable Life Assurance Society arrived in Helena yesterday, after having traveled around three sides of the United States and part of the way along the fourth side. It is inspecting the agencies all through the West, and has been on trains nearly every

day since February 28th, on which day it left New York.

At each important centre of business Mr. Tarbell and his companions hold a meeting of all the representatives in the territory at which the business and local conditions are discussed, and an opportunity is given the local representatives to become acquainted with the men with whom they have dealings at headquarters. Such a gathering of the Montana agents was held at the Helena Hotel last evening, and resolved itself into a highly agreeable dinner party.

Among those present were: G. E. Tarbell, former Governor John E. Rickards of Butte, Wyman Ellis of Helena, J. F. O'Brien of Butte, Mr. Healey of Anaconda, C. C. Wylie of Bozeman, F. B. Wilcox of Great Falls, W. D. Fenner of Butte, C. E. Skidmore of Bozeman, J. W. Gunn, M. D., of Butte; William Treacy, M. D.; B. C. Brooke, M. D., and George H. Barbour, M. D., all of Helena.

MAXIMS.

"By the streets of bye and bye one arrives at the house of never."

Cervantes.

"Stick to your aim; the mongrel's hold will slip. But only crowbars loose the bulldog's grip." Holmes.

"There are more men who have missed opportunities than there are who have lacked opportunities." La Beaumelle.

"Luck is ever waiting for something to turn up. Labor with keen eyes and strong will, and turn up something."

Cobden.

"The human race is divided into two classes-those who go ahead and do something, and those who sit and inquire, 'Why wasn't it done the other way?" "

O. W. Holmes.

"Just do a thing! Don't talk about it! This is the great secret of success in all enterprises." Sarah Grand.

HOW TO BE A POLICY HOLDER.

To Equitable Agents:

I wonder if you are not growing tired of my sermons on "How to be an agent." If so, you have only to cry "Hold, enough!" and I shall give you a rest. Anyway, I shall give you a change this month by telling you how to be a policy holder.

When a doctor takes his own physic your confidence in him is strengthened. Now,

I have for years staggered under all the assurance I could afford to carry (most of it in the Equitable, of course), and so my advice should carry some weight with it. Among other policies I have one (No. 349,147 for $35,000), which is just fourteen years old. I paid a pretty stiff premium on it to-day ($1,507.10), but that premium was the last. Now, I have a paid-up policy for $35,000; and a year from now I shall have, in addition, a dividend of some thousands of dollars.

This policy is one of the best investments I have ever made. I have paid for it comfortably in fifteen instalments, and now I have the protection of $35,000, for life, free, gratis for nothing, and a sure cash asset for my family at my death.

And now that these payments on my $35,000 investment are things of the past, I have taken some new assurance, so that I shall not fall out of the habit of laying by a certain sum from my income every year.

I confess that I pay the premiums on my fire insurance policies with some distaste. My house has never burned down, and I hope it never will. The chances are that my fire premiums will always be more of an Nevertheexpense than an investment.

less, I consider them a necessary evil. But I have never made the mistake of regarding my life premiums as an evil, or even as an expense. And I can honestly say that I have always paid every premium on every life policy I own with cheerful alacrity.

Now, if I, who know the worst there is to know about life assurance, view it in this light, what a good thing it must be; and how easy it ought to be for the agent to make it a pleasant thing for his customer to pay his premium! That, indeed, is exactly what the wise agent does. How eager men are in these times to find safe

and remunerative investments! And how grateful a right-thinking man will always be to an Equitable agent who sells him a policy; provided the agent places the transaction before the investor in the true light, and provided he sees to it (before each renewal premium falls due) that no mistaken notions regarding the investment have crept into the policy holder's mind!

William Alexander.

LET SOMETHING GOOD BE SAID. When over the fair fame of friend or foe The shadow of disgrace shall fall; instead

Of words of blame, or proof of thus and so, Let something good be said.

Forget not that no fellow being yet

May fall so low but love may lift his head;

Even the cheek of shame with tears is wet If something good be said.

No generous heart may vainly turn aside

In ways of sympathy; no soul so dead But may awaken strong and glorified If something good be said.

And so I charge ye by the thorny crown And by the cross on which the Saviour bled,

And by your own souls' hope of fair re

nown,

Let something good be said.

James Whitcomb Riley.

FINANCIAL TROUBLE.

"Judy and I got into a terrible tangle shopping yesterday." "How?"

"I owed her 10 cents and borrowed 5 cents and then 50 cents."

"Well?"

"Then I paid 30 cents for something she bought

"Yes?"

"And she paid 40 cents for something I bought, and then we treated each other to ice-cream soda."

"Well?"

"She says I still owe her a nickel." Detroit Free Press.

[Moral: Always sell Continuous Instalment Policies for the protection of such financiers.-ED.]