Col. Goulden-Mr. President, being in the habit of offering motions for leave to print, I make that motion, that the gentlemen be given leave to print, those who have prepared or will prepare papers, and that the thanks of this convention be tendered to those gentlemen for their heroic efforts to write out and prepare something to print.

The motion was seconded.

President Dolph-Before I put the motion, it also occurs to me that some of the gentlemen might have come here simply prepared to speak to those topics, but not with prepared papers, and I would ask them if they will kindly sit down with a stenographer and permit the convention to have the benefit of their thoughts upon the topic for which they have prepared themselves.

The question was then put, and the motion prevailed. In accordance with the foregoing resolution, the following contributions were received by the secretary:

W. M. Wood, Pittsburg, Pa.-"The Possibilities of Development in the Business of Life Underwriting." It is to be presumed that the committee in assigning to me the topic "The Possibilities of Development in the Business of Life Underwriting" meant that I should discuss it from the agency standpoint.

In my opinion the possibilities of the business might be summed up in one word, unlimited, or at least it is only limited by the capability of the agent.

There is no business within my knowledge offering such. an extensive field as that of life insurance, it requires no money capital to start with, but it does require brains anu the ability and willingness for hard work, one equipped with these two qualifications can start out with the assurance of some sort of success, just how much depends entirely with the man-or with the woman-for we have come to learn that women too are successful in the life insurance business.

It used to be said that when a man fails at any other calling, he gets into the life insurance business and I have often remarked when hearing this "Yes, and then gets out again," for successful life insurance men are men who would succeed at almost anything they turned their hand to.

We have in our city of Pittsburg some of the most successful life agencies in the world and all of them have been started in a very small way and have grown to their present proportions through hard work and persistent effort. I might mention one agency which pays its company for more than $15,000,000 of new business per annum and with renewal premiums on its books of upwards of two millions of dollars.

Not so many years ago nerve or cheek was considered one of the most essential qualities for the development of the business of life underwriting; not so in these days, rather to the contrary; a cheeky agent will not be tolerated, much less become a success. I would say that the most needful qualification for successful development is tact. Tact often turns defeat into victory; a tactful agent will get interviews where one without tact will fail.

System is another necessary qualification for the successful development of the business of life underwriting; our best agencies have been developed by system; I would rather have an agent who would work two hours a day systematically than one who would work faithfully all day long without any system; writing life insurance is a good deal like going fishing; one man will fish a half hour and get a good mess, while another man will fish all day and scarcely get a bite.

The little daughter of a doctor was asked if her father still practiced medicine, and her reply was, "Oh! dear no, he practiced for a good many years but he knows how

now.

The real life insurance agents know how.

The development in our great business must be steady, not spasmodic, each year better than the former, one must develop one's self in order to develop his business. Another thing which must not be overlooked; be honest, absolutely honest; be honest with your prospect; be honest with your policyholders; be honest with your company; don't swerve from this in the slightest degree;

one of the best possible assets in the development of the life insurance business is a good reputation-it is your capital; it is the one thing needful; without it you may as well turn your business over to someone else.

Who are the agents who have been writing business this year when the business has been under fire? It is the men who have established reputations, and who in spite of all attacks have retained the confidence of the public.

Another help in the development of the business is to keep in touch with successful men; many a useful hint is obtained in this way; one of the best ways to do this is through the life underwriters' associations; attend every meeting possible; go to the national convention, the dividends to be obtained are large; there you will meet with the top-notchers; and it is impossible to meet with such men without absorbing something that will be of use in the development of your business.

I have been a member of our local association for eight years; I have been their secretary for seven years; I have attended every national convention during that time; I have labored in season, and out of season for the upbuilding of the association; but I have been selfish in the matter for I have myself received the greatest possible benefit from this work.

In a word, the development of our business is dependent upon, first an average amount of intelligence, then hard work, tact, system and honesty; other qualities are no doubt desirable, but if the foregoing suggestions are faithfully followed, some of the possibilities in the development of the business of life underwriting will be attained.

Marcellus H. Goodrich, Baltimore, Md.-"What Qualifications Should Be Considered Indispensable in a Candidate for Membership in a Life Underwriters' Association."

Mr. Chairman, Ladies and Gentlemen of the Convention: When your chairman of the committee on topics requested me to open the discussion of the fourth topic on the program, viz.: "What Qualifications Should Be Considered Indispensable in a Candidate for Membership in a Life Underwriters' Association," it did not occur to me that it would be necessary to give the subject very much thought.

Inasmuch as the object or aim of a local underwriters' association is to cultivate a more intimate acquaintance and friendly relationship among the members, and thus enable them to co-operate in an endeavor to eliminate the evil practices that have attended the growth of the business, it would seem that every man and woman en

gaged in the profession should be considered eligible to membership.

On reflection, however, one will soon discover that such broadminded liberality is not practicable.

The time allotted (five minutes) to each one for the discussion of this topic gives little opportunity to go into details, therefore, I will state briefly my own conclusions (with which doubtless many of you will dissent) and leave it for those who follow, to point out where I am in error, and at the same time, better and more clearly

define the "indispensable qualifications. The first essential qualification, I believe, is, that the member represent a legitimate life insurance company; you know what I mean; a level premium, old line company, that is fairly entitled to the respect and confidence of insurance officials, fieldman and the public.

The man who connects himself with one of the too numerous class of companies or associations that operate under questionable plans or methods which must eventuate in disappointment to patrons and the shattering of the confidence of the community in life insurance to some degree, should have no place in a life underwriters' association.

The members of the association cannot pretend to respect the company he represents; he surely is not comfortable and certainly he is not useful to the association. Much more might be said on this line.

The second essential qualification is, to my mind, a reputable man; one whose character and personality entitle him to the respect of his fellow members and the community in general; but, one member may not or should not be expected to measure up to the standard of

some other member who is hypercritical in his require

ments.

If the righteous only are to be admitted, then I fear that the membership of some of the associations is too large already.

I may be permitted to suggest that a life underwriters' association is neither a school of reform nor an exclusive social club; it is, in fact, in part, a combination of both and more, and so long as evils exist in relation to the character of insurance companies, or their method of doing business, either as to officials, general agents, superintendents or fieldmen, our organization, composed of members that measure up to the standard indicated, will continue to be a necessity to the insurance world. Edmund R. Ward, Pittsburg, Pa.-Mr. President, Ladies and Gentlemen: "What Qualifications Should Be

Considered Indispensable in a Candidate for Membership in a Life Underwriters Association."

Let me answer in one word, character; and by character is meant something which while difficult to define, is very real, I might say almost tangible; it is what is demanded in the president of a bank, in the teacher, and in the college professor; it is what society demands in the judge in the court of justice; it is what society demands of the clergyman at the altar.

Character means that a man shall square by every just measurement of civilized society; it means self-respect, with respect for the rights of others; it means honor, and a clean life.

In that splendid code of ethics given by old Polonius to his son Laertes, which is unequalled for brevity and wisdom, he puts at the very head and front, character.

In life insurance, ladies and gentlemen, it is our duty to demand that a candidate for admission into our association shall be a man of character. The man who enters into an agreement with me, to fulfill a trust to my widow and orphans is making a sacred contract, and he