The Fargo forum and daily republican. [volume] (Fargo, N.D.) 1894-1957, 1913-12-06
Gull TIVATE OLD AGENTS
APPEAL OF THOMAS BAKER
AT INSURANCE CONVENTION

we're ali ROou, we should not make so
much Of those who are VIGOROUSLY
good; and without saying that there
are any bad agents. IL there are any
in the business who are not good, it Is
the fault Of ourselves, who are respon-
sible for the appointment. I appre-
ciate that in any considerable num-
Der Of men there are some whose NOR
al standards are below the average,
but 1 do no refer to them. We do not
willingly appoint thieves as agents,
but we ave appointed and are ap-
pointing every day as agents men who
do not know, and cannot learn, how to
write g. policy properly: agents who
are pool financial managers, who are
delinquent with their correspondence
Inc accounts; agents who lack the in
telligence to explain b contracts we
have empowered them to make; agents
whose personal regulations in the
communities where they dwell are
such as to lower the public estimation
of any business in which they may en-
gage.
No New Appointments.
II think We display too great a will
lingness to establish new agents in
the business. Competition and the
ambition to increase premium receipts,
are responsible for this. To educate a.
new agent is always troublesome, fire.
quently expensive. We lave our
hands full Of his educational work
from necessary changes in existing
agencies, n as a rule. too, the estab-
nshment of a new agency infringes on
the real or fancied right of some old
agent, n we all know what a con-
slant source Of friction this is. If no
new men were appointed as agents
for several years, We should find a
great Improvement in the Tone Of our
local agency field. With the number
and kind Of agencies already in ex-
1stence, we cannot elevate the force
by establishing new men in the bust
ness.
Under Our present system we pay
the same compensation to the mex
per1enced, incompetent and careless
agent that we offer to the experienced,
faithful n painstaking one, and un-
der existing conditions the rewards of
the local agents are not such as to in
duce the kind Of men we want to en-
gage In the business. But if we will
let the natural law the Survival Of the
httest work undisturbed in our inter-
est, We will find a most gratifying. i'm
proVement in h kind and amount Of
aid we receive from our agents. We
are making a mistake, a serious mis-
take, the consequence Of which cannot
be foreseen in Unfortunately adding
to the large army Of local agents that
are overrunning the land.
Protect Agent in His Territory.
IAN agent should be protected in
the territory assigned him. Overhead
writing, whether from the head or de-
partment office, is an injustice to him,
and demoraliZing to the agency. and
should never be permitted without the
consent and cooperation of the agent.
My companies seem to have no conf
dence In me or my Judgment is the
cry Of some agents. In many cases the
companies are right. They know they |
nave appointed a class Of men unfit
Tor the positions, and their lack Of
Is born Of sad and ex-I
per1ence. But there are many agents
who are worthy in every way of the
confidence and respect which thew re-
ceive. It needs no argument to prove
that the statistics OF American under
writing would read very differently if
all u agents had always been of this
class.
Could Take Pride in Callina,
Given as an ordinary citizen. the
e is not the help that he might
De to us. If we limited our selection
to men of character and brains. and
then treated them as such, they would
not feel obliged to apologize for their
calling; they would take pride in It as
trusted and trustworthy representa-
tlves, and they could and would ex-
plain many Of the questions arising,
between the companies and policy
holders They would foster a healthy
n intelligent sentiment towards the
companies to take the place of the
present unreasoning prejudice, and
EIInn nI7hlin eorfiroook 1--,1s ----
ally find it's expression in the repeal
of many obnoxious laws"
If the managers Of insurance COM
pan1es who were present and listened
to this able address. had needed these
wise words Of advice, and put into
practice at once the suggestions made.
the tone Of the local agents throughout
this country would have been much
raised; the legitimate agents bene-
tited; their business increased and
maintained upon a much more profit
able basis; not only for the agents.
but for companies as we'll.
Fewer and Better Agents.
When we prosper. the companies
prosper as Well. When the agent is
We'll treated, doing a good business.
he is much more disposed to see that
the companies he represents get fair
n liberal treatment. In my opinion,
had this mans ounse been needed.
much OF the late unpleasant legisla-
tive experience would have been
avoided. From the best authority OBJ
tainable, we learn that there should
be fewer and better agents, and when
the companies put the business upon
a higher plane, by not appointing new
agents, but cultivate the old, Just so
will they turn the tide of adverse
legislation and public prejudice. and
build the business upon a higher plane
and a more profitable basis.
Why then should this great associa-
ton of ours hesitate to take drastic
action If necessary, to induce and aid
the companies in reducing the number
of agencies throughout the country,
thus placing their companies with al
ready existing established and re-
agencies. Managers and Of
ficers OF companies are progressive as
a, rule, and open to fair suggestions
n a will benefit them and the business
they are engaged In.
Agents Must Do Their Part.
At the same time, the agents must
their part; they must make room
for such companies as are not getting
a fair share of the business; treat
fairly; give them an average Of
the lines; don't put them on all the
and nonprofitable business and
them to stay with you, for
they won't do it. Show the parent
company that it has no need for an
annex, for o will give 1t the bust
ness it should have without this un-
necessary competition, the appointing
other agents, new and untried, but
hln IN Gvyircp q Tour ernnI s.isIrs v1Lsu /