Evening journal., 1905-05-26

"On the last day Of November. 1891.
/ received a telegram from Nj Hon
~ b. Hyde. the late president GO as
society. asking me 81 ! coul g'vc h.l
from the field under my mana- .eclt
S3.50O.OOO OF business in the month Of
December. The amount was much
larger than had ever been produced IN
the agency in a single month. and at
first blush II seemed impossible Of ac-
complishment. Then Immediately the
thought came to me that the greatest
life assurance man in the world would
not have asked ice for that amount
IL he had thought its accomplishment
impossible. and / wired Mr.. Hyde that
he should have the business. ! imme-
diately asked every agent in my em-
ploy TO work during the month Of Dc
cember with the one purpose Of writ
ing the largest possible amount Of
first class business every day. / kept
the thought before them constantly
for the whole month and found at its
close that the agency had written and
forwarded TO New York in a single
month more than S5,Oe00OO Of busi-
ness"
TerbeII's Success Recipes.
On the death Of President Hyde
James W. Alexander became presi-
dent, and Gage Il. Tarbell was pro-
NOTED TO the second vice presidency
Of the company. When he was called
to New York he was made supervisor
of agents, and this was still his work
after his final promotion. One ele-
ment of his success lay in his power to
stir his men. One of the ways he had
Of doing this was by sending out cir
cular letters in book form containing
success recipes, If one may use the
term. Here are few Of the more
| juicy Of these:
/ Make every day count and If possi-
bic make some Of them count two.
What man can do is his greatest
ornament
BY desiring thing sufficiently and
determining to have it and working
earnestly and intelligently for it, that
/ thing must be accomplished. 1t simply
cannot elude your grasp.
The only Milton the world respects
is the glorious old blind man who lived
and sang, and Il has never given a
laurel wreath yet for a deed undone.
It is the enthusiasts who do the
climbing, making progress every day,
and who get TO the top.
may be censured for driving" but
| tell you that work keeping busy-is
the cure for half the ills of life and
the source of nine-tenths of its happi-
ness.
Good notices, these, not only for life
insurance. but for life
lis Summer School.
Mr.. Tarbell had many other ways OF
stirring up the agents under him. One
OF these was to hold a summer school
in New York, instructlng college boys
in the ways of soliciting insurance
and between lectures sending them out
to secure business in the metropolis
At the close OF the school in 1908 a
banquet was held, and Tarbell near
the close Of his address used this Ian
guage
You will fnl that the reputation Of
n life insurance company is almost as
sensitive. If not quite, as the reputa
ton of man or a woman, and l beg
Of you never 10 do anything to tarnisll
it in the least rusiI-
In the light Of subsequent events
that remark takes on a peculiar. al
most mournfrl. significance and per
haps one not originally intended The
most secret affairs of the Equitable
have been brogght before the public
ana the two factions have not been al
all sparing in the charges they have
made against each other.
Stlll. Mr. Tarbclrs loyalty to thC
Equitable is one Of his most marked
traits. lie talks it, dreams it, lives it
His Whole being apparently has beer
bound up in the company. lie ha:
filed those under him with this spiri
Of loyalty 20 the great institution the,
serve.
Ills $4,000 Secretary.
This is strikmg!y shown in the atti
ANAN VI hlA rtNlNANAe - MISS anna l.
Amendt, who, by the way, is the high
est salaried woman in the Unitel
States.
Miss Amendts personality is almos
as interesting as that Of her chief. Sh
worked her way up from poor Obi
schoolteacher. 1t was then, she said
I. she used TO pray not TO awake in th
D morning. she hated the work so. Sh
went to Chicago, studied stenOgraphy
. went into the local Office Of the Equita
+ bic in a minor position. and her tao
l. and capacity for business have don
J. the rest. Now she receives a salary O
e $4,000 per year, besides almost a
J. much more made by writing insuranc
K outside of the Office Her motto 1.
., ''MIOlasses goes great deal farthe
j than vinegar" Her chief fad is
? horse, Black Secret and the proudes
d hour Of her life perhaps was whea thl
d apple Of her eye took a ribbon in tn
@ New York horse show.
Why Not a Caesar?
The man who fights harder after b.
!, ing knocked down than before is n
one who usually wins out. Tarbel Ia
been knocked down often. as who ha
! nOf9 In two of these instances the hio,v