New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1906-03-01
ASK FOR COMMISSIONS.
LIFE AGENTS PROTEST.
Investigators Recommendation the
Theme of Under1uriters' Dinner.

The desperate Tight which the life Insurance.
agents of New-York purpose to make before the
State legislature TO defeat that portion Of the
Armstrong committee legislation cutting OF
their commissions. bristled all through the nine
teenth annual dinner of the Life Underwriters
Association. 10 was declared again and again
that IL the commission sections of the reform
bill not defeated modified the "profes-
sion'' Of life insurance agent would be wiped of
the slate
President Morton OF the Equitable, with Gage
z. Tarbell. and President Peabody of the Mutual
Life. with his actuary. Emory McClintock. were
the best known insurance leaders at the speak
ers' table. The New-York Life was not repre-
sented there. except In letter from vice-Presi-
dent ID. p. Kingsley, who was unable to attend
because of the circumstances surrounding him."
One OF the first numbers on the musical pro-
gramme was 1T Was Not Like This in the
Olden Days. Some member Of the association
with sense Of humor began to sing the words.
and soon had a lively chorus. Then the crowd
caught the meaning OF the sentiment and tho
tune was changed It was too painfully true.
After describing how the insurance companies
had had most beneficial bath William C. John
reminded life insurance officers that they
had their salaries. while the agents were likely
TO have nothing. He closed with twin toast TO
those whose labOrs had ended. 10 ex- President
James W. Alexander and TO the late John A.
Mccall whom he characterized as that "whols
souled, courageous leader who. We hope, has gone
to more eonsiderate Judgment Of a just Cod
MR., MoRToNs APPEAL
Paul Morton was the first guest 10 speak his
subject being What Should the Companies Do
10 Aid in Keeping Dishonest and Irresponsible
Men Out of Field Work" He defined the right
sort of agent. according to his view. and made
one telling reference to dishonesty higher up
Mr.. Morton said in part:
The selection of agents IN any business is always
an llpGrtanI one one Inc appeaGanee Jnt the agent
Office and the impression made by him. generally
principal. II corporation has bad agent repre-
senting It. man without character a man with
pride in his habits or his profession. can rest
stitution
quite a good deal Of the present popular antago-
nism against life insurance companies originated
with the agent who misrepresenJed matters 10 the
e insurance gents 9fSis of ee pey sS 81 be
any of you were in the business) place insur-
the first premium could be secured I am not say
ing that In some eases this did not meet the ap-
but that agents made frequent promises which
can be G nv n9ge s9u1e {ean 90 per cent performed ts
My own idea is that it is the duty of every wen
managed life insurance society TO aid in every
en o IL IL ed sP RS ss6 on ad % s9eTy
other branch Of the business With this in view,
II seems 10 me that contracts should not be made
sible. There has been altogether too much lack Of
official knowledge Of improper practices that
Do not know OF any Hs etheF Calling in life where
buying business and Dc believe h il yS5' 50 far
as the insurance business Is concerned There is
work in which a mans general character is better
reflected by his business than that Of life under
and unreliable solicitors
III II we are 70 give prizes hereafter one lsgslaturs
are always prizes to be gained in every well or
cups but promotions for meritoriOus work.: say.
II ibe we b are not to T give R Prz T3 hseafT q to sH %
produced, but for the character. perstStency and
stand that he is not only to write life insurance
nqt that ne IS to SIT up nights with II and 1--we
felt as man among men in the community where
he lives, so will he make headway and be rewarded
- The hes, speed ed craze between The large companies
the race will be 10 the swiftest to get and show
a company must have the best agents n vii NOT
be the amount Of business writer but the con-
we Will ali be measured nv Tbis I0n 7SiII m
long way toward the disCOuragenlent Of men ~
doubtful character. and Still more doubtful meth
Ods
Under the compensation pronosed by the New
f.d GFk degisatnFe the agent viii from necessity be
public will not undertake divide his profits with
bringing about better representation
The improvement of the agency force. however.
should not be tolerated by the Life J-ndervriters'
should do your part toward driving the disho1eSt
agent out Of the profession / am not worrying anv
about the agent who is lazy and will not work tha
force Of circumstances will either make him change
his tactics retire from the field Every manager
knows the his staff who are undesirobIa
Much depends their action in this matter.
Finally. the Insurance companies and All of their
agency forces should be square with each other
charged with the enforcement Of rules 1 and LEES
lations should administer them with sincerity ard
Justice 20 all alike. There should be plavire
favoriteS. The men IN the field cannot have stand
oTds o11 trhf 595 s6 s foo @ fy Er and It the who Tr
crowded into some other occupation.
President Peabody Of the Mutual Life who
was TO tell how field standards might be raised.
decided not to speak This brought Gage E
TarbelL the second vice president OF the.
Equitable. TO the front with spirited defence
of the life Insurance agent. on whom he is ac-
credited an expert.
Mp TARREIr,S rE-rrN-c-r