The evening world., 1920-12-28
THE BROWNIES
LIFE INSURANCE
PLANS.
CContinusd).

is workable ana Sa1a-
BILE policy, and in line
with the demands of the hour chat
will now resign If you do not wish to
look into the matter and will go to
some one who will"
80 that is the stand you take, is
it7"
"Yes, Mr.. Patterson" answered,
IF l were to take no for an answer
whenever given, l should not be able
to write much business for your COM
pany. An insurance agent must be
deaf to the word no. That was one
of the first lessons learned and
have found it a very profitable one"
We'll" he said, "Stilwell. will ask
Mr.. Ellis, our actuary, 20 listen 20
you. l have not the time to-day" He
called the actuary, and said: Mr.. Ell
lis, Mr.. Stilweli mas a plan he thinks
will revolutionize life insurance.
Please look into it."
/ went with Mr.. Ellis TO his room
and gave him all the arguments the
Brownies bad given me, fully aware
that had | told him the source Of
doubted my sanity. AS II was, the
logic Of the plan impressed him, and
he inquired: II wonder what the rate
will be at thirty2" l gave him the
figures the Brownies had given me.
He looked at me in wonder. What
do you know about actuarial WORT? p
said, Never mind how know
this-it Is near the rate" and when
the company issued the policy the
rate at thirty was within thirty-four
cents of the re te l mentioned. The
Brownies were indeed good actuaries.
Mr.. Ellis was convertr : and Major
Preston who had been n field man
understood well the arguments were
in favor Of the policy. so l had made
Mr.. Ellis and the Major my friends.
In a day or two, Mr.. Bftterson
called me into his office and said,
well, Stilwell, you have convinced
cluded to 'ry It out. You return 20
Illinois and when it's ready, we will
send you the form and rates"
answered, Mr.. Patterson, I am
not going back to Illinois. l want 30
, cents per thousand on all you write
and the State agency of Connecticut
and Rhode Island-the place is vacant
i must be near the home office to 0S
aJle to give my arguments in favor
OF the coupon ANNUITY " ehA doS+AN'
who come to Hartford
Mr. Patterson did not see It that
way at first, but at last consented
However, he put a clause in the con-
tract that II l left the company
forfeited my royalty. AS at that
time had no idea of ever leaving the
Travellers, l accepted the terms, and
my royalty amounted as l remember
to about $4,000.
Altogether the plan was tre'
mendouS success, and / think tht
books will show that for few years
over 50 per cent. Of their life insur'
ance was written on the Coupon An
nuity. While / remained with then
[ wrote every life policy on this plan
and the Vice President of the com,
pany. John l.. Way, told me thai
for years he wrote 80 or 80 per cent
! of his business Oh this plan: Qult'
victory for the Brownies me or, ~
} non Annuity fulfilled all ana NOR
than I expected, and the new poslIloi
doubled my salary.
r was so successful in impressint
the new plan on the agents VINO came
: 10 Hartford that the company SEN
me from one general agency 70 an
{ other TO instruct their dittereh
. agents. which proved 10 be proVlden
tial, for II gave me large acqualnt
anCe in other ClJleS, anu "lNh 80
p the Brownies ordered me to leave III
e insurance and go to railroad oulldlng
this acuuaintance was invaluable.
J NV Brownies must still nave ha'
ian eve TO the handbook, Tor on
q night they said, This plan OF In
! surance can be carried out win
: book of drafts-the same as coupons
. Get this up and copyright It and ore
\ II TO some other company. CaIl l
9 the Annuity Draft Endowment
followed out their advice, ant
. sold IL to the Penn Mutual Lie IN
o surance Company OF Philadelphia oi
Z the same terms-fifty cents per thou
= sand royalty. From this contract
received about $4,000 in royalties
r often wonder would not any on
i have had lust as remarkable result
e had they followed out their dream
70 messages as !. Any number or m
y friends have told me of eNtraordlnar
t communications they have receive
d during sleep, but lacking faitn dl
t not heed them. We all know that re
o markable genius who has made DE
i troit famous. Often while IN con
z versations with him have locke
: into his eyes and thought You haV
y YOUR Brownies the same as l an
, yoar success Is due to them, only yo
. keep this fact TO yourself" won
y der II / am oorrectI