DIARY OF R. PEPPER,

OUR IRASCIBLE AGENT.
Extract VII.

Why don't people exercise a little common sense about life assurance? Why is it that shrewd, wide-awake men, who never make mistakes about their own business, become driveling idiots as soon as they begin to talk about life assurance?

I think it's because we agents are so meek. Butter won't melt in our mouths. We're afraid to tell people they don't know what they're talking about. I believe the way to sell life assurance is not to be mealymouthed. I intend hereafter to tell every man who talks tommy-rot about life assurance to me, that he's a fool, and then prove it! And if he has any sense, he'll thank me after I get through.

Bah! Where would financiers bring up if they should buy all the low-priced railway securities that promise high dividends? And yet that's all the man who needs protection for his family asks when an agent offers him assurance. "Your company pays the biggest dividends?" he says, and the agent answers "yes." The idiot may want to know, in addition, what he can take away with him if he deserts the company prematurely, but that idea is usually put into his head by the agent of one of the companies that offer "prizes for inconstancy."

I had a talk with N. Garret yesterday. He said he wanted a policy. I said, "What for?" "For my wife and children," he replied, "but I can't afford to buy an Equitable policy." I got him to name some of the things he had invested his money in. He holds several blocks of choice bonds, a line of excellent mortgages, and a comfortable home. He told me that in addition to securing the best expert advice, he

had himself studied the condition of each railroad property before buying. He had personally inspected every piece of real estate securing his mortgages, and in addition had had the property appraised by experts. He admitted that he had looked at a great many houses before choosing his home, and I found that he had exercised discrimination in selecting a good locality with a prospect of steady appreciation. I commended his good sense and the care he had exhibited in investing his savings, and then pointed out to him the inconsistency of his course when it came to selecting an investment in life assurance made specifically for the protection of his wife and children. I then showed him that the Equitable is the strongest and the best company, and that it issues the best policy, and I not only secured his application, but I believe the Society has secured a member who will not be easily shaken in his allegiance.

OPPORTUNITY OF THE LIFE AGENT. "The opportunities for intelligent men today are far ahead of the past.

"The present generation does not sneer at life assurance and feel sorry for the young man who takes up the business as a life work. Too many have found it the sole legacy left by a former generation. The business is now respected, and to be an agent is therefore respectable.”

I. L. Register.

(From the New York Times.) ENGAGES FRENCH EX-PREMIER. Equitable Life Secures Services as Counsel of M. Waldeck-Rousseau.

It is announced that Pierre Marie Waldeck-Rousseau, the ex-Premier of France, has become counsel in that country for the Equitable Life Assurance Society of the United States and its allied institutions.

M. Waldeck-Rousseau, besides being one of the most prominent of living French statesmen, is also one of the first lawyers of France. He became a member of the Paris bar in 1886, and has been engaged in many of the causes célèbres of recent years. He first entered Parliament as member of the Chamber of Deputies for Rennes In 1879. In 1881 he became Minister of the Interior, which portfolio he held until 1882, and again from 1883 to 1885. In 1899 he formed the Waldeck-Rousseau Ministry. taking himself the posts of President of the Council and Minister' of the Interior. This Ministry had a longer life than any previous Ministry of the present republic, existing until last June.

PERSONALS. Vice-Presidents Hyde and Tarbell have gone West on a short agency tour. All whom they visit will see Equitable energy exemplified in person and fact.

Last month was a record-breaker; largest October in the history of the Society.

We are sorry to report a serious and painful accident to the Comptroller. While entering his carriage one evening recently Mr. Jordan slipped from the step, and in falling broke his leg. We wish him a most speedy recovery.

Mr. Van Cise says there usually is an excessive mortality in Turkey during November of each year. Joke here. Light or dark meat?

Seward Prosser, of Prosser & Homans, was married to Miss Constance Mary Barber, on Oct. 25, at Englewood, N. J. Congratulations! We presume Seward's partner will now try to sell him an Equitable Gold Bond.

W. R. Luke, manager at Nashville, has issued a very effective pamphlet containing letters from "Satisfied" policyholders in his district, interspersed with "Pertinent Points" on the Society. We wish him abundant returns.

F. W. Danner, of Richmond, is on the move. He always is-in the matter of getting app's. He is now vacating his old stand to go into more commodious quarters.

The following are on the Roll of Honor for the first time in October: H. T. Ramsey, W. H. Shearman, T. M. Barrett, W. J. Anderson, C. Reid, R. A. Harris, Mrs. M. M. Hinman, A. D. Cosby, D. S. Partridge.

Philadelphia keeps near the top-fourth for October. However, the city of "Brotherly Love" should be an easy market for life assurance, anyway.

J. Bohm's agency evidently intends to redeem its pledge to write about 'steen thousand before Jan. 1, 1903-they are sixth for October, and the prospects for rising are excellent.

The home office is blessed with a weather prophet-Recorder Frost. It is said he is an infallible prognosticator of cold waves.

Even betting is quoted in the race between Pittsburg and San Francisco for first place for the year.

We are glad to announce that Superintendent of Agencies, S. C. Bolling, has just returned to the office after an attack of pneumonia.

E. R. Ellis, of San Francisco, first for October and fourth for the first ten months. Hearty congratulations.

M. C. Meltzer, second in personal work. Mark evidently has designs on the top mark.

Atlanta, Ga., is again thirteenth-seventh time since March. Why not give someone else a chance, Robert? You may be sorry.

H. D. Underwood, of Harrisburg, Pa., gave his agents a dinner on November 6th. Full account later.

Among recent visitors to the home office were H. Swineford, L. C. Woods, W. J. Roddey, J. L. Ramsay, J. D. E. Jones, Courtenay Barber, Mrs. Florence E. Shaal, Mrs. Dr. Ransom, C. A. Steyn, Cashier J. W. Campbell, of Memphis; C. E. Townsend, J. H. Gledhill, Frank W. Danner, J. E. Dunn and V. M. Julbe, Manager for Cuba.

"Wide awake; Dot not shirk;

Undertake;
Go to work;

"Agitate; Educate; Organize; Energize;

"Do not shirk;

Lead the van; Plan your work; Work your plan."

PUBLIC LIDARY

MAKE EVERY DAY COUNT.

The man who starts out in the morning with a determination to do something during the day that will amount to something, that will be distinctive, that will have individuality, that will give him satisfaction at night, is more likely not to waste his day in frivolous, unproductive work than the man who starts out with no plan.

Begin every day with a programme, and determine that, let what will come, you will carry it out as closely as possible. Follow this up persistently, day after day, and you will be surprised at the result.

Make up your mind, at the very outset of the day, that you will accomplish something that will amount to something; that you will not allow callers to chip away your time, and that you will not permit the little annoyances of your business to spoil your day's work. Make up your mind that you will be larger than the trifles which cripple and cramp mediocre lives, and that you will rise above petty annoyances and interruptions and carry out your plans in a large and commanding way.

Make every day of your life count for something, make it tell in the grand results, not merely as an added day, but as an added day with something worthy achieved.

O. S. M.

THE HARD-TO-PLEASE.

1902

There ain't no pleasin' people on this

bloomin' earth below;

In the meltin' days o' summer they're hollerin' for snow!

An' when the snow comes siftin' through the winders o' the sky,

They're hollerin' fer summer an' weather hot an' dry!

It's this way on the hilltop, it's this way on the plain:

"The craps are gittin' dusty; good Lord, send down the rain!"

An' when the rain is fallin' an' weather's lookin' rough,

It's "Wonder if they'll drown us? We done had rain enough."

There ain't no pleasin' people, no matter what you do

No matter what good fortune, they growl a lifetime through;

An' when they leave this country to seek the final lot,

Heaven won't be cool enough fer them, an' t'other place too hot!

Frank L. Stanton in Atlanta Constitution.

Don't get discouraged. It is often the last key on the bunch that opens the lock.

Puck.

VICE-PRESIDENTS HYDE AND TARBELL

MAKE A SHORT TOUR.

Vice-President Hyde and Second VicePresident Tarbell took a flying trip to the West in November. They went to Chicago, where they spent several days. A luncheon was given in their honor on Friday afternoon, November 7th, in the banquet room of the Auditorium Hotel. All the Chicago representatives and the general agents from Illinois and the neighboring States were present. The meeting was one of the most enthusiastic and successful agency gatherings ever held in that city. Over one hundred and sixty guests were present. Addresses were made by Mr. H. H. Hoyt, Mr. A. C. Haynes, Dr. F. C. Wells, Mr. L. D. Wilkes, Mr. H. D. Neely, Mr. N. J. Dilday, Mr. L. L. Gillespie, Secretary of the Equitable Trust Company, and Mr. Tarbell. Every one agreed that Mr. Tarbell made the speech of his life.

A large business was written by the Illinois agents during the ten days preceding the meeting the result of a special effort put forth in anticipation of the visit of these officers, and the good work has since been continued.

From Chicago the party proceeded to Pittsburg, where another meeting was held under the auspices of the Equitable Lunch Club.

The visitors received a warm welcome from Manager Woods and from over 100 of his colleagues, and at a luncheon which took place at the Union Restaurant in the Frick Building, Equitable enthusiasm rose to a high pitch. Mr. Edward A. Woods presided over the assembly. At the close of the luncheon stirring addresses were made by Mr. Hyde and Mr. Tarbell, and the zeal thereby kindled has already manifested itself in an endeavor to break all agency records before the end of the year.

"A million 'goin'-t'-do-its' wouldn't balance one 'has-done,'

An' a pound of 'right-this-minute's' worth 'to-morrow's half a ton.'"

-The N. C. R.

Under the head of "Adaptability of Assurance" I beg leave to submit the following:

A certain well-to-do merchant had six faithful employees, who had rendered him good service for a number of years. Their ages ranged from twenty-three to forty-six. All were married and had families, with the exception of one, who had a mother dependent upon him for support.

The merchant being a bachelor, seventy years of age, with no one dependent upon him, was not attracted by life assurance; but when I suggested that for a small sum of money invested in an annuity, he could buy a $1,000 policy for each of these men, he became interested; with the result that I wrote them all for $1,000, the total premiums amounting to $201.64. To take care of this, he deposited $1,500 which would yield $202.15 yearly, sufficient to carry the assurance on this plan as long as he lives, with a little balance over. So for the small sum of $1,701.64 ($201.64 for the first year's premiums and $1,500 for the annuity) he has benefited quite a little community.

While this case is very small in itself, the principle may be worked out on a much larger scale, and I submit it, thinking it may be an incentive to others to go and do likewise. Very respectfully,

F. H. Stratton.

HELPS TO SUCCESS.

The man who does right needn't worry if somebody catches him at it.

The person who lacks enthusiasm in himself will never arouse it in others. You must believe, heart and soul, in the thing you are doing, or you will never succeed in it.

It might as well be admitted in the beginning that no young person, man or woman, can succeed to-day who is not enthusiastic in business, profession or occupation. There is too much sharp competition in every field to admit of half-hearted. indifferent methods.