Newark post., 1915-05-05
COURSE in LIFE
INSURANCE DISCUSSED
Second Lecture In Series At
Delaware

THE Field and the Agent" was
the topic of Ernest j. Clark, a
prominent life insurance manager
of Baltimore, Nd, and former |
president of the National Associa
ton of Life Underwriters, speak
ing before the students of Della
ware College in the oratory of the
college Friday morning.
The possibility of the establish
ment of a course in the study of
life insurance principles and prob
lens was announced by Professor
w. Owen Sypherd in introducing
Mr.. Clark. Professor Sypherd
stated that it was probable that a
course in the study of life insur~
ance would be established at Della
ware College next year.
Dividing his subject into three
sections, possibilities of the
Field" 'Increasing Responsible
ties of the Agent" and Demand
for College Men" Mr.. Clark said
in part:
The institution of life insur-
ance as it, exists today is compara-
lively new, having had its entire
growth in this country during the
past seventy years. On December
81, 1914, there were 232 legal re-
serve companies reporting to the
various state insurance depart
ments, with admitted assets of S5,
139,743,203; 40, 1851 policies in
force, aggregating $22,071, ,167, sos,
and departments, with admitted
assets of annual income of these
companies in 1914 was 81 1922, 2,035,
1853, and they paid out during the
year 1922, ,754,913 in death claims,
matured endowments, dividends
and surrender values.
who made all this wonderful
record possible? The agent, not
the officer or medical director.
Our American people carry
more than twice as much life in
xurance as all the rest of the
world combined. We have the best
insurance companies, the highest
grade agency force and no profess
sion or business has ever attained
such remarkable growth and use
fulness in the same space of
time, and yet our $22,071, ,167, sos
of legal reserve life insurance GOV.
ers less than per cent of the life
values of our insurable risks ir
this country, which are estimated
at 0,000,0O0,000 Fire insur
ance covers a possible contingen
cy. only, and yet 82 per cent of the
combustile property of the United
States is insured against destruc
tion by fire, whereas the most i'm
portant of all classified values il
protected against the positive ant
ultimate destruction by death t,
the extent of but 7 per cent.
"The income Of the life insur
ance agent, other than industrial
has been found, according to sta
tistics, to be superior on the aver
age to that of other professions
Notwithstanding the less amour
of expenditure in both time an
money in securing his profession
al training. By way of illustrate
ton, according to investigation
made, all graduates of Yale I'm
versity from 1906 to 1911, inclus
i've, made an average income c
S1,28O per year while the averag
income of the professional life il
surance man for the same tin
was $1,872, showing the ovel
crowding of men in the other pr,
fessions.
THE greatest need in life insu
ance today is for field men
brains, ambition and energy. Fro
what source can we secure the
and where do we find the highe
development of these essenti
qualifications? We naturally tul
to the American college or ur
VerSity.
"To be mere salesman of Ii
insurance does not meet the
mand but the ability to 'advis
guide and serve the interest
welfare of the applicant or poll
holder in the selection of
proper form and amount of inst
ance adjusted to the particul
needs or requirements of himse
his family or his business, cons
tutes successful life underwritir