THE BANQUET.

The proceedings of the convention were followed, as usual, by a banquet, at which a large number of local insurance men, as well as members of the National Association, were present.

The entertainment was given in the Armory of the Governor's Foot Guards, where the guests assembled between the hours of six and seven o'clock, and after an informal reception sat down to a delightful dinner.

Ex-President Everett H. Plummer, who presided, in calling the guests to order at the close of the dinner, said:

Ladies, Honored Guests, Members of the National Association of Life Underwriters: It gives me pleasure to welcome you upon this festive occasion and unite with you in congratulating ourselves upon the achievements of the past year and the prospects for the future.

Coming as you do from all parts of the country, it shows an interest which is delightful to recognize, and which is creditable to you. The National Association has been the means of bringing together the brightest minds connected with the agency work, men who, by their courage and faith, have exerted a strong moral influence in favor of life insurance and of lofty ideals in our business. Men who

represent sound and reliable life insurance companies, who have an abiding faith in the great beneficence of life insurance and in the dignity of their calling, who, in the broadest spirit of brotherhood,

have determined that this vast and important interest shall be elevated to the highest position of honor and usefulness.

It is a healthful sign and in conformity with the spirit of the age, when men engaged in a business so vast, and upon which so many of our people depend, can lay aside their individual differences and co-operate in an earnest, conscientious and manly way to free the business of unworthy men and unworthy methods, that both the companies and the policyholders may be better served.

Inspired by the movement at Boston fifteen years ago, when brave and loyal hearts beat with earnestness and enthusiasm for the dawn of a brighter day, the association has gone on and on, and is doing its work to the glory and honor of our business, and is a fulfillment of the prophecy of the men who have so valiantly labored for the good of the cause.

We meet tonight as the representatives of American life insurance. An interest that has grown so rapidly and taken such a strong hold upon the confidence of the people that it is today recognized as one of the most beneficent and trustworthy institutions in the land. The principles upon which it is founded are as firm as the everlasting hills. It is not only one of the greatest civilizing forces of the age, but is the surest and most scientific system of protection to American homes. It advances with the intellectual progress of the race, and is today of larger service and greater benefit than ever before; and why? Because the human mind is quick to recognize and apply those principles, which have within them the power of bettering man's condition and that of his family. Such life insurance has. It confers incalculable blessings upon millions of homes, it involves financial interests so enormous that the simple figures which tell the tale stagger the mind which tries to grasp their tremendous significance. In a little more than a generation it has grown from small beginnings into colossal dimensions.

The men who are engaged in managing and promoting this wonderful business, officers and agents alike are, for the most part, men of unquestioned integrity and efficiency. This enduring monument for the protection of countless widows and orphans, in a large measure the symbol of a father's tenderness and love, truly excites our admiration.

Gentlemen, behold the great work, which by industry and perseverance, has been wrought. Let it inspire us to nobler deeds and higher aims in our calling.

During the past few weeks we have all been looking upon the thrilling picture thrown upon the canvas of current history. The Czar on the one hand justifying his claims and asserting the justice of his nation's cause. The Mikado on the other, equally resolute in his demands and in his purposes to enforce them by sword and cannon. Both irreconcilable and defiant.

And then the great pacifier or arbiter, coming between them as their friend, with his right hand upon the one and his left hand upon the other, and by his friendship for both and his spirit of justice towards both, adjusting their differences, bringing them into a good understanding and reconciliation and uniting them in a great compact of peace. Gentlemen, with glass in hand I ask that you rise and unite with me in drinking to the health, happiness and long life of that man of consummate courage, honesty and ability, Theodore Roosevelt, Fresident of the United States. [Applause.]

The toast having been honored by the company, Mr. Flummer continued:

We are honored this evening by the presence of a gentleman accorded the distinction of being the foremost Congregational divine of New England, pastor of the first church of Hartford.

He is a young man for so old a church, and a short one for so tall a steeple, but what he lacks in age and stature is made up in scholarly attainments. The sentiment, "The Responsibilities of the Life Insurance Agent," will be responded to by Rev. Rockwell Harmon Potter of Hartford, Conn., whom I now have the pleasure of introducing. [Applause.]

Rev. Mr. Potter-Ladies and Gentlemen: I sincerely hope that the poetic license in which your toastmaster indulged will be extend

ed to all the speakers who are before you this evening. I am sure that with such latitude allowed me even life insurance men can be entertained. [Laughter.] I wonder oftentimes why it is that when any body of men engaged in any particular pursuit come together for a dinner and in lighter vein undertake to review their common tasks and interests, they are likely to call upon some member of the clergy to speak to them, along with some other representatives of other of the professions. Perhaps a clergyman is more apt to be in the company than the physician or even the lawyer. There seems to be a natural curiosity as to what the clergyman thinks about the matter, and a desire to hear him express himself in the case. Sometimes I think this is only a superficial curiosity, like the curiosity of the boy who was interested in the bishop. The bishop went to the

Sunday School, and he was one of those bishops who wear a long robe which reaches from the shoulders to the feet, and who is girt around with a rope. We do not often see such a bishop in New England, but I understand they exist. He stood before the Sunday School and gave an address, and as he was speaking he said: "If any of you would like to ask me any questions I should be very glad to answer you. And he had no sooner finished his remarks than a small boy on the front seat jerked up his hand. "Yes, my son, do you want to ask a question?" "Yes, I would like to know if that is all you have got on, or do you wear something else under it?" [Laughter.] Now sometimes I think that the curiosity of a body of men with regard to what the minister may say is of that superficial sort. He is regarded as an amiable appendage to society, whom it is well to consult, and whom it is interesting to hear on any theme which may be in the public mind. [Laughter.] But when my better moments come I am satisfied he is not asked for this reason, nor because of any personal reason, but because the business men, or the insurance men, or the physician, or the other men who gather in these conventions and associations, which have manifold meetings through the winter season like to hear from the minister, because they feel he ought to have something to say upon the concerns of life, and if he lives up to his opportunities and privileges what he says ought to be of value to those who are beset with the tasks of life. And so, in this way, rather than in the other, I accept your invitation and am glad to be in your company tonight.

The theme you have assigned me is not of my own choosing. Just at the present juncture, for a clergyman to come into this association and attempt with any fine drawn line to define the responsibilities of life insurance agents is a rather more venturesome task than I am inclined to undertake. I took out those small and precious scraps of parchment which are the only thing between my family and the almshouse, if I tonight be overcome by the severity of the conditions under which I am striving to speak, and I read over those papers, to see what the responsibility of the agent was. Now I was so fortunate, as most men would say, to number among my friends certain life insurance agents, and they insured me for rather more than I have ever been able to comfortably handle. [Laughter.] I thought, "Now, it has never occurred to me to look and see what responsibility they are under in this matter. Let me see what it says." So I looked through and saw a great deal about what I could do, where I could go, and where I could not go. I saw a great many things about the responsibility of the company, mainly things about which they were not responsible for. There was a whole page which I never had time to read over before, in which it was carefully stated as to things they were not responsible for. I came to the conclusion that there was a certain responsibility that rested upon me to die in a decent and seemly fashion, and if I should effect this achievement, which needed to be kept pretty constantly in mind, I

take it, for the welfare of my family, then there was a certain responsibility which rested upon the company. But for the life of me I could not fasten any responsibility upon my friend, the agent. [Applause.]

Now an agent has a very ingenious way of approaching you. [Laughter.] A life insurance agent comes in with a demeanor which is most ingratiating. [Laughter.] I always feel honored, always glad, to see a life insurance agent, because I know I shall feel so set up after he has been with me for about fifteen minutes. He has always been to church last Sunday, and he always remembers the points of the sermon, and, curiously enough, the sermon that I preach just before the visit of the life insurance agent is a very remarkable sermon. [Laughter.] It is that sort of a sermon that has gotten me the reputation of being "the most distinguished clergyman in New England." [Laughter.]

We could not get along without our friends, the life insurance agents. Whenever I feel blue, or discouraged, I am glad to have them come in. And then there is such an importance in their demeanor at their first visit, and such an earnestness, and such a seriousness as they concern themselves with the matter in hand. But once they get your name down on that piece of paper and get out of the door with it it is a very different atmosphere that you are living in. [Laughter.] Then you begin to read the part that is in fine print on the paper that is left with you, and then you begin to find out where the life insurance agent's responsibility ends. [Applause.]

But speaking seriously, if any man has a task in the world there are certain responsibilities about it. I do not suppose that the responsibility of life insurance agents are essentially different from the responsibilities of ministers, and lawyers, and doctors, and business men. If we have got anything in the world that is worth doing we have got a responsibility upon us to do it well, to do it honestly, and to do it fairly, to play the game, to play it to the end, and to play it according to the rules of the game. And that responsibility rests upon us in all that we undertake. Unless we feel this, then the responsibility is upon us to get out of it and to find another occupation or livelihood.

If the thing in which we are engaged is not a thing in which we thoroughly believe; if the church in which I serve is not a church in which I can serve with full confidence, in the teaching of which, in the ideals of which, in the service of which I can enlist with my whole heart and soul, and into which I can throw all the strength that God has given me, I had better get out and find some other kind of a church. If the company that you serve and the kind of policies that you are offering are not such as you think that men ought to have; if what you offer them is not something which has value in it, not simply for you but also for them, if the business in which you are engaged is not the product of some good somewhere; if it does not fulfil that description of business, the most beautiful