advantages of a contract creates a confidence among patrons which is of invaluable consequence in securing reinsurance from old policyholders. The agent is developed by being successful, and his success depends largely upon his fidelity to the company.

Many agents permit their company to be criticised by unreasoning competitors and either through incompetence or disloyalty fail to maintain the truth about the advantages which their company possesses. Here their disloyalty works them and their company much harm; the company, in the sense that half truths are construed in its disfavor; the agent who has failed to maintain his self-respect before his prospect.

A

Much has been done during the past few years to develop loyalty among the agents of all companies. Organization among the agents of each company. Organization among the agents of each city. And finally organization among the agents of the whole country. very pertinent testimony to loyalty of the agents and managers of this country is this gathering of the National Association. What it means as a developing factor can best be understood by realizing what the association has done and is doing now. Whatever the Round Table meant to King Arthur and his knights depended upon the loyalty of the chief and his henchmen. Whatever the Union means to each state depends upon her fidelity to the bond. Whatever of honor, permanency of income, peace of mind an agent may enjoy depends on his allegiance to the company of his choice and his almost infinite capacity for taking pains.

Inasmuch as a life insurance company requires the aggressive salesman where the retail store has the peaceful clerk behind the counter, there must be a type of loyalty in the former which is far different from the type found in the dry goods clerk. Successful salesmanship demands enthusiastic confidence in the article for sale. Loyalty is but another expression for this confidence and as such becomes at once the prime factor in the development of the agent. The clerk at the counter acts as party to a bargain, the agent on the other hand creates a desire for the article and shows which article is best for the consumer's needs.

Never in the growth of large financial enterprises has

so much depended upon the steady, faithful effort of the representative as at the present time. Never in the history of the life insurance agent has so much depended on his tenacious loyalty to his company as now when competition is so keen and temptations are so strong to serve the company that temporarily offers the largest remuneration.

Essay Number 6,505, written by George M. Herrick, Chicago, Ill.

Loyalty has always been the watch word of true progress, and the basis of sterling character. It is an essential principle. It is an indispensable virtue. It is an unfailing test of integrity. It is a primal requisite to a symmetrical life. Loyalty to country, to the demand of civic virtue, and the high ideals of citizenship-this is patriotism. Loyalty to wife, to family, to friend-this is essential to true love. Loyalty to the call of God and to the Divine impulse within us-this is religion. The disloyal man is a degenerate.

What relation has this element of loyalty to the normal develop

The agent must be loyal to his profession. Without an intelligent conception of the value of insurance to the home and to the commonwealth, and of its exalted position in the field of human economics, he has no adequate basis for loyalty nor even for effort. With such a conception, constantly growing clearer as his experience in the business widens, his loyalty will increase and his efficiency be multiplied. When an agent contemplates the far-reaching influence of the work which commands his efforts, how can he fail to be loyal to its history and to its progress? He is connected with an institution whose beneficent results reach millions of homes and directly concern a large portion of civilized mankind. It offers a motive for thrift; it inculcates habits of economy; it acts as a check to waste and extravagance; it peers beyond the fleeting present into the dim vistas of the uncertain

future. It smooths the thorny path of the aged; it soothes the pillow of the dying with its certain promise of blessing to the dear ones he is soon to leave; it sends its radiant beam of sunlight and cheer into the widow's desolate home; it dries the orphan's tear and provides him support, education and comfort during his dependent years; it banishes the grim spectre of penury and want; it is the ever present reminder of one whose earthly voice is stilled, but whose thoughtful care threw forward its luminous ray to brighten the darkness of coming days.

The agent must be loyal to his company. He owes it his undivided allegiance. Its reputation and prestige are largely in his keeping. Men judge the company by its representative. If he finds after thorough trial that he cannot recommend its policies and its business methods and cannot refrain from criticising its management, his fair and just course is to sever his connection with it, and to enter some service to which he can give his loyal support. Successful salesmen are not apologizing for their goods. Contracts which appear narrow and illiberal may upon closer study be found to be based on the most conservative and scientific principles of life underwriting. It is an excellent practice for the agent who is a careful student of insurance to meditate often upon the fact that a company is in business not for the advantage of one man nor one class of men, but for the best interest of the entire body of policyholders; that it is dealing not with single units but general averages. By this broad and comprehensive view he gains a clearer conception of the high character of its work; and if he knows from experience that his company has wisely and carefully guarded these precious trusts committed to its keeping, his loyalty will be enthusiastic and unquenchable.

The agent must be loyal to his client. Especially in these days of "frenzied finance," when wide-spread questionings are arising and public confidence is being shaken, the agent is confronted by a serious, not to say a solemn duty. He is to allay unfounded fear, to restore faith in the fundamental principles of the business, and especially to guide the insurer in his wise selection of companies, and in the kind of insurance suited to his re

quirement. The conscientious agent will rejoice as he finds himself gradually coming to stand in the relation of "counsel" to his clients. He will cherish and promote this confidence as one of his most valuable assets. This loyalty to the interests of his clients will restrain him from the vicious practice of twisting and rebating, for the interest of one is the interest of all. Familiar with the principles underlying the business, he will know that his client cannot without decided disadvantage drop an old policy in a reputable company to replace it by a new one. A reputation for fairness in this regard, coupled with acknowledged ability in wise and unbiased counsel, will rapidly advance him in the esteem of his clientage.

Finally, the agent must be loyal to himself. We are not unduly to exalt the practical effects of loyalty; we must remember also its ethical and subjective side. In the work of insurance the highest ideals are none too high, both because its operations are of the most sacred and delicate character, and because in the severe stress of modern methods the temptations to crooked practices are constant and strong. It requires a sturdy moral purpose to meet unrighteous competition, and to write in the face of it a legitimate business. It demands a healthy conviction in the eventual triumph of right to keep from becoming cynical. The average agent is often tempted to brand the average prospect as a more than average liar; but if he indulges this tendency, he will tinge his entire life with a dark cynicism which precludes success. Patience, tact, unfailing courage, love of work, accurate study of conditions, faith in humanity and in God-these are essentials in our business; and he who is loyal to himself will, by cultivation of all these qualities, keep himself in the best possible condition to meet emergencies, to surmount obstacles, and to realize ideals.

Mr. Wyman-Mr. Chairman, there are two very important business matters it seems to me we have overlooked that should receive the consideration of this convention. One is the question of the subscription for our annual report. At the convention at Indianapolis we took up this question and a large number of subscriptions were secured. It would seem to me that should be considered.

President Dolph-It will be considered.

Mr. Wyman-The other question is as to the extension fund, which has now reached the liberal amount of $1,600 I think. It would seem to me that the associations which have not subscribed should be given an opportunity to add to this fund, in order that this good work may go on without our being handicapped next year. I beg leave to call the attention of the convention to these two matters.

President Dolph-I would say to the convention that undoubtedly gentlemen are in this hall now prepared to respond to the five minute topics, and under the circumstances we should not slight them in any way. It is apparent that if the topics are taken up and discussed as fully as they have been we shall be very late in concluding our business, and I am particularly anxious that no discourtesy of any kind should be shown these gentlemen.

Mr. Wood-Mr. Chairman, as one of the gentlemen who came prepared I should like to give way. I will pay a fine if you will relieve me. [Laughter.]

Mr. M. H. Goodrich, Baltimore, Md.-As one of the victims who were called to respond to the various topics, I also say I shall be very glad to be excused from appearing on the platform. The five minute topics that have been discussed were very entertaining, and perhaps instructive. Possibly that may be so with some of those who have prepared papers (including myself) on the remaining topics. I believe they should be part of the published report. I think, perhaps, it would be more than satisfactory to have those papers which have been already prepared placed in the hands of the secretary and save the convention the time of listening to them at the present time, and if they care to they can read them in the published report.

President Dolph-I would like to have the motion amended, if it is fair for the chair to make a suggestion, and I don't know whether it can be just at this time. However, what I had in mind was I would like a vote of thanks to be given to the gentlemen who prepared these papers, and instructions that they appear in the printed proceedings, because you must remember that there is a larger audience than the one present, which will get the benefit of these papers.