davidaulloa/AmericanStories huggingface dataset:
The Washington herald., 1921-01-05
INSURANCE AGENTS
IN THREE CLASSES

Agents may be grouped into three
classes-those who give the busi-
ness try as they call it, stay with
it a while but never get anywhere
and soon drop out agents who make
a fine start, do a good business for
a while but peter out after a little
and quit; and the agents who are
steady producers and a permanent
success.
1t should be and is the ambition
of every well ordered agency to save
as many as possible from the first
two classes by getting theminto the
third. Admission to the business
should never be made so easy that
the man whose purpose is ito give
the business a try and first deter
mine whether or not he can sell in
surance, can get in. His very at
titude foreordains his failure. Wise
is the manager who admits no man
into his force unless he is dead in
earnest, is determined to succeed
and is willing to make the prepara-
tion necessary to insure success.
Agents of the second class are
like the rich vein of ore that is soon
exhausted or the oil gusher that
starts in strong and after a time
dwindles down to little or nothing
These men all demonstrate that they
have the ability to sell insurance
and 1t should be possible to make
the majority OF them permanently
successful. The manager should
not give up in his effort to save them
until he has exhausted every re-
source.
The Washington herald., 1921-01-05
LARGER OFFICES
NEED TO HANDLE
BIGGER BUSINESS
Johnson and Adams Move
Into Bond Building
Quarters.

Large increases in its business
has forced the firm of johnson and
Adams, southeastern managers of
the Continental Insurance Com
pany. to move into larger quarters
on the seventh floor of the Bond
Building, Fourteenth street and
New York avenue. Attractive Of
fees have been fitted up there.
Originally the company represent
ed by this firm handled only acct
dent and health insurance, and the
local firm had the distinction of be-
ing the largest insurance ageay
south of New York. Later the COM
pahy instituted life, accident and
health insurance, and this addition
more than doubled the premium in
come of the Office. This new bust
ness, combined with the automobile
policies which it now writes, forced
the organization into new quarters.
The new offices occupy about $500
square feet of space.
1t now has fifteen statesmen in the
local Offices and is headquarters for
approximately 300 agencies in the
southeastern territory.
The Washington herald., 1921-01-05
PEOPLE AWAKE
TO RISK VALUE
Number of Policies Sold in
September Large, Fig
ureS Show.

Reports to the Insurance Press
from sixty life insurance companies,
covering new business in September,
on the paid-for basis, showed
aggregate writing for September,
1920, amounting to $243,365,0S6,
against 09,46S,75O written by the
same companies in September. 1918.
The increase Of &33,Ss6.346 repre-
sents a 16I per cent gain over the
September, 1919, business.
Forty of the sixty companies
wrote more new paid-for business
in September, 1920, than in the cor
responding month of 1919. The
amount of gain by these compa-
nies was $3S,s4O,49s. Twenty com
panies, or one-third Of those report
ing, showed a falling off in produc-
tion in September. 1920, as com
pared with the same month of 1913
The amount of decrease by these
companies was *5,O44,152. AS stated
above, the net increase OF the sixty
companies was $33,SS6,346.
Reports to the Insurance Press
from the same sixty companies
covering new paid-for business in
the first nine months OF 1920, COM
pared with the corresponding period
of 1919, showed aggregate writings
in 1920 amounting to S2,673. $50, $50
against S2,051. 51.144.671 OF new bust
ness written in the first three quar-
ters OF 1919. The gain for 1920 was
$622,S05,S59. or 3O.3 per cent
OF the sixty companies, only one
reported writing less new business
in the first nine months OF 1920, as
compared with the same period OF
1919. The amount Of this com
pany's decrease was Sc26,3S4. The
aggregate increase Of the other
fifty-nine companies was $623,O3z,-
243. Three or four OF the compa-
nies reported gains OF so per cent
or higher for the first three quar-
ters of the year.
The Washington herald., 1921-01-05

seem to depreciate in value to a
business, but he is certainly nearing
the time OF death or retirement
as the days pass. Isn't it perfectly
! logical. and the soundest Of busi-
ness policies, to set up a reserve
to guard against this ultimate loss
by death or retirement?
Solves Emergency Reserve.
In times of panic, banks may
want to lend, but they cannot al
ways do what they want to do.
Reserves then step into the breach,
but if the so-called reserve is 4
part of the ordinary assets Of the
business, what is and where is the
reserve when needed? Reserves, to
be reserves, should be separate and
distinct from the usual assets of
a business. Some firms carry bonds,
some separate bank accounts, but
| bonds must be marketed and to
some extent the same thing that
affects ordinary commercial credit
| will affect reserve bank accounts
Life insurance for business offers
logical solution of the emergency
reserve, operating for the business,
yet outside of it. Its cash values
or loan values are available to
avert an emergency or take advan-
tage of market conditions.
Business insurance may be used as
temporary measure to protect an
expansion while it is in progress
and certain particular men are en-
gagged in looking after this expan-
sion.
Business insurance may be used
as a means of creating reserves for
the ultimate retirement of bond is
sues.
Business insurance may be used
to indemnify underwriting compa-
nies who are engaged in selling
stock in CONCERNS built around the
peculiar genius of some one man.
Business insurance may be used
to liquidate real estate mortgages.
Protects Stockholders.
Business insurance may be used
as a means whereby, under a trust
agreement stockholders in the busi-
ness are assured that the company,
through it's surviving members. will
purchase the stock of the deceased
member at a fair market value.
Business insurance may be used
as a means of liquidating the in
tCAVoNS VI CllhCI d uoCtdSeu
holders estate or a deceased part
ner's estate in the business.
Business insurance may be used
as a means whereby almost any
condition may be solved which
arises incident to the death of one
or more members of affirm. or stock
holders of a corporation.
Income and Excess Profits Taxes as
Applied to Business Insurance.
The cash values OF business life
insurance are Invested capital" and
to that amount constitute ground
for the reduction of taxes.
The law provides that premiums
paid for business life insurance are
not to be considered as expense
but merely as deferred profits. II
is also held that to the amount that
the proceeds of policies exceed
premiums paid together with GER
tain other adjustments, such pro-
The Washington herald., 1921-01-05
ROOSEVELT GOES
WITH new YORK
SURETY COMPANY
Former Navy Official Be.
comes Vice Presi-
dent.

Franklin D. Roosevelt, formerly
Assistant Secretary Of the Navy
and Democratic candidate for the
Vice Presidency, has been elected a
vice president of the Fidelity and
Deposit Company. Mr.. Roosevelt
assumed charge on January l of the
company's activities in New York at
100 Broadway.
Mr.. Roosevelt returned recently
from a vacation in Louisiana to
confer with officers of the surety
company with which he is now
affiliated.
Mr.. Roosevelt. who is not yet 3s
years old. distinguished himself in
the Navy Department, both before
and during the war. by his capacity
for organization, and his work in
this connection is appreciated by
all parties. He also was in charge
of naval rehabilitation on the other
side.
Franklin Delano Roosevelt was
born in Hyde Park, Dutchess
County, N: Y, and is a cousin OF
the late Theodore Roosevelt. His
wife is a daughter of the late Pres
ident Roosevelt's brother, Elliott
He is a graduate OF Harvard $500
and of the Columbia University Law
School GS0O. He was admitted tC
the New York bar in 1907 and was
associated with Carter, Ledyard and
Milburn. In 1911 he became a mem
Der of the firm Of Marvin, Hooker
and Roosevelt. Like, his cousin
Theodore Roosevelt the elder. he
made his entrance to public life by
way of the Legislature of New York
State, having been elected to the
senate in 1910. He was reelected
and on March II. 1918, resigned to
become Assistant Secretary of the
Navy
The Washington herald., 1921-01-05

ceeds are income. Competent coun-
sci contend at this time that in the
light of the Supreme Courts deci-
sion in the case of Eisner VS.. Ma
comber (stock dividend caseC prem
iums paid for business life insur-
ance are deductable as expense,
and Furthermore that the proceeds
of policies paid to corporations are
not taxable as income. The ques-
ton has not been decided by the
courts. but 1t does appear that since
the very existence OF an insurance
contract presupposes the existence
of a loss which might fall on a
business. and it does appear that IL
that loss should occur, there is GER
tainly no gain or 'profit"-it is
simply a cash replacement for a
loss sustained. The same line Of
reasoning applied to the payment of
premiums indicates that premiums
paid by a business ito protect
against such losses as might occur
is certainly an expense.
The Washington herald., 1921-01-05
The Early Bird Again.

We all know a bird is an early
riser. He must eat. II he is a
family bird he has responsibilities.
so he gets busy. He goes after what
he wants and he generally gets it.
Now we humans are just about in
the same position, only some dig
more than others. II you ara am
bilious you must be up early and
digging. There's always someone
at the top of the list, and that some
one may as we'll be you. Make it
you! Tour prospects, after appre-
ciating the benefits and protection
you have give them as a representa-
tive of our company. will thank you,
while the worm the bird dug up will
have nothing to say-and IL you
don't dig you will be likened unto
the worm, because someone will get
you and you won't thank them,
Moral: Dig UP the business or the
other fellow will cover you up dig
ging for his. John Hancock Field.
The Washington herald., 1921-01-05

Insurance will continue to be as sta
bic as the government Itself
There never was a time when IL
was better understood than now,
never a time when more people sp-
preciated Il than now. never a time
when II was more needed than now.
and there was never a time when
there were ? greater number OF
prospects than now.
Ks the cost OF living decreases
the men and women OF moderate
salaries will have the greater op-
portunity TO procure life insurance,
because the salaries will be the last
that will be subject to a decrease.
We are passing through a period Of
readjustment. and l am quite con-
fident that IL will not be an eE-
tended one and that our country will
quickly adapt itself to a new order
Of things"
The Washington herald., 1921-01-05
PUBLIC TO GET !.
VALUABLE FACTS
INSURANCE DAY
Good Points Outlined
For Speakers on
January 19.

Here are some things which
speakers will say about life insur-
ance on National Life Insurance
Day, January 10, or National Life
Insurance Week, January 24-zs, 1921:
1t starts a man saving; saving
for himself, for his family, for his
business
1t holds a man to the saving hab-
it, because a man always thinks of
his policy as so many thousand
dollars worth that he would be Civ
of it in terms of the full amount
of the policy.
Statistics prove that men hold on
to life insurance longer than they
do savings bank accounts.
1t gives a man an estate on pay
ment of the first premium.
1t increases the credit of the man
who invests in it. Mercantile agen-
cies and banks recognize this fact.
Makes Money for Holder.
The policy holder puts mono of
his time into the life insurance in
vestment. He pays his premiums
and the company makes money for
him. No need for tho insured to
watch the market"
Policies which mature in the first
few years pay 800 to 5000 per
cent on the investment.
When a policy natures it is quick
cash for emergencies, and it also
can be made payable In monthly
instalments over a series of years.
Life insurance will educate a
| mans children-an endowment pol
icy falling due when they are ready
for college.
1t has cash and loan values which
are emergency funds If need be, be-
cause of a big doctors bill or of an
accident.
No doctor can break a life insur-
ance beQuest as wills can be broken
Life insurance is the safest invest
| ment known. 1t is thoroughly
supervised and must maintain an
adequate reserve on each policy.
Insurance National Thrift.
Life insurance is national thrift
1t should be encouraged. not taxed
In England life insurance premiums
are exempt from income tax. Why
/ not in America?
Assets of life insurance companies
| are most carefully invested and
/ money earns compound interest.
Life insurance plays no favorites
The big investor gets no larger re-
turn, in proportion, than the $1,000
| policy man.
Life insurance values are always
| increasing; they never fiuctuate; q
policy natures with mathematical
| accuracy.
The best thing to say to an audi.
ence about life Insurance is that to-
| day is the day to buy 1t.
The Washington herald., 1921-01-05
Business Insurance Gives Much
Protection Against Retirement
and Death of Company Officials

Business insurance is life insur-
ance applied to the affairs of modern
business, says a statement issued to
agents of the Missouri State Life.
Business insurance is .nOt> some
novel scheme whereby business
houses can accomplish miracIes-it
is simply the soundest of business
sense APPLIED to the elimination of a
risk which is inherent in any bust
ness, that is the loss of the construc-
tive, brain power of the business.
Business insurance protects against
the loss OF the human life or lives
upon which the whole success or a
large part of the success of the par
ticular business depends.
Most people are inclined to think
of businesses as separate. and dis
tinct from the managerial heads
factories, offices, machinery, etc, are
said to be business-they are not,
they are merely the tools of bust
ness-it is upon the brain power of a
particular business that the success
full use of such tools depends.
Has Peculiar Function.
Just as life insurance is different
from any other form of insurance, So
nature of the contract performs GER
tain functions which are peculiar to
itself, and which are Of unusual ad-
vantage to the firm which adopts it.
Credit is based on character
character is man-therefore any
proposition which indemnifies a firm
against the loss of particular char
acter, Of necessity is reflected in the
favorable attitude of the banker to-
ward the credit risk. Credit is also
based on ability-ability is man
therefore the same relation holds
true from the bankers standpoint.
Credit is based on liquid assets.
Many men think that credit is based
on total assets, but this is only part
ly true. The test of business
houses credit is the relation of liza
bilities to quick assets. The cash
value of the Business Life Insurance
Contracts is a liquid asset of the
particular firm which adopts it.
Favored by Banks.
The banker having at once COM
bined a contract of business in
surance, protection against loss Of
character-protectiOn against loss
of ability-tOgether with increased
'AA'AN doot Is VI necessity lnCllneS
more favorably towards the house
which is conserving to themselves
these several highly desirable, yes,
essential, qualities which make for
good credit
Just as good business dictates
hre insurance as protection in the
case Of mortgage loans, so good
business dictates business life in
surance as protection in the case
OF commercial paper, or other forms
Of business credit.
Reserves in business are set I'D
against certain losses which will
occur in the future. A building
may not actually depreciate to the
sight in a year, but it will depre-
ciate slightly each year and be Of
no use in twenty years or fifty
years, as the case may be. A ma
chine may not seem to wear out
from one years use, but it does,
just the same. A man may not
The Washington herald., 1921-01-05
NOW is BEST TIME
TO BUY INSURANCE

Commening on opportunities for
the life agent under existing condi-
tions, in a message to Missouri State
Life representatives. President Mar
win E. Singleton says:
Through either increasing or de-
creasing conditions in prices, life in
surance has been the greatest sta
bilizing institution in our country,
The cost to the insured has re-
maIned the same, the benefits to the
insured have remained the same,
And will remain the same. and life
The Washington herald., 1921-01-05
Christmas Joy
Provided By
Risk Company

Christmas cheer was provided
for benenciaries of accident poll
cies of the Continental CASUALTY
Company this year by making
advance payments of compensa-
tion. v. A. Nichols, head of the
claim department of JOHNSON and
Adams, received the following
letter before Christmas from II.
G. b. Alexander, president OF the
company
@If you have amy compensation
csses I'm which you think advance
payment Of one week just before
Christmas would be the means Of
adding cheer to the family of the
injured party at that time of the
year, you have authority to make
a payment I'm advance to such de-
serving man or woman, as the
case may be-"
The Washington herald., 1921-01-05
Leaves Insurance Field.

Clarence NJ. Cherest has resigned
from tie legal division Of the Mary
associated with the U. S. Internal
Revenue Department, Washington,
In an important legal capacity.
Henry B. Frere, of the claim diyi-
sion. has been transferred to the
legal division.
The Washington herald., 1921-01-05
Left the Scratch.

a man may strut around like a
keghorn rooster and you would
think he was insured to the limit.
but after he's gone. it is frequently
found, alas, that like the rooster,
he left his family to scratch for a
living.
The Washington herald., 1921-01-05

success with most agents is based
on the law Of averages. 1t is fool
ISM therefore, to grow DISCOURAGED
be1ore you have interviewed a num-
Der OF prospects sufficiently large
10 aIiow the law of averages to op-
crate.
The Washington herald., 1921-01-05
Headquarters in Baltimore.

J. w. Crumley, whose appoint.
ment as special agent in Maryland
Virginia and the District Of Colum.
bta for the Scottish Union and Ma.
tional took effect December is, will
make his headquarters in Baltimore
The Washington herald., 1921-01-05
Has Auto Section Now,

The Standard Service Monthly"
the bright and helpful little paper
,f the Standard Accident Company,
has introduced an automobile de-
partment. J. W. Mclean is man.
assr Of the automobile department.
The Washington herald., 1921-01-05

At the end of September, the Pa
cifc Mutual had in force a third OF
a billion of life insurance. The fg-
ure S333,475, 900 looks good. A third
of the amount, 3111,212,5o0, carries
the doubling beneht.
Pueblo chieftain., 1921-12-18

Dolly Clothes Lines. small Autos Carts. Racing Boys.
Bubble Sets Spinning Tops Rubber Balls and Celluoid
Toys.
Wonderful Toy Boats for Boys. Some Girls like them
too Destroyers. Scout Cruisers Transports Merchant
Marines. etc.
75c, $1.25 to $3.50
They will really in water Best mechanical boats
made.
Pueblo chieftain., 1921-12-18
We Might Suggest (:

Flower Bowls of Tiffany glass with artificial flowers.
Fruit bowls of lacquer with the artificial fruit
-Pyrex Casserolcs, both plain and engraved.
-Pyrex Pie Plates in nickel frames
- -Candesticks of Mahogany bronze or brass.
Bronze book ends, clocks and desk sets.
Incense Burners and incense all prices
Table lamps metal or mahogany with silk shades.
Floor Lamps and Bridge Lamps silk and parchment shades
Cut Glass and Brass Flower Baskets Vases, etc.
Plated Sandwich Trays, Bread Trays, Serving Dishes.
Electric Grils, Toasters and Pcrcolators.
Gu, Glass Gold and Tiffany Candy Jars.
- Hand PARTED Sugars and Creams Cups and Sauccrs.
Artistic Tea Sets, Chocolate and Coffee Sets.
Mahogany Smoke Stands, Serving Trays and 1Iumdors.
And many other moderate priced gifts.
Fourth Floor
Pueblo chieftain., 1921-12-18
Up and Down the Gift
HANDKERCHIEFS COME FIRST

Have you seen the pretty handmade Hand
kerchiefs of colored linen! One of these with
a Madeira and a lace Handkerchief all neatly
put together in a jolly Christmas box would
make mighty fine gift for a very dear friend.
But if instead of three you would rather give
six or dozen YOU will find more than enough;
plain and fancy IIandkerchiefs to gratify your
most eNtravagant desire.
AT the Handkerchief IIousc-First Floor.
Pueblo chieftain., 1921-12-18
DRESS SILKS ARE TRULY PERSONAL
GIFTS

Ones impulse is to buy enough material for
many dresses so enchanting are the Silks in
this pre- holiday showing And with gift list
waiting to be taken care of and prices unusual
ly favorable, there is no reason why one
shouldn't. Canton and Gcorgette crcpeS,
crepe lie chimes. satins and charncuses await
selection here in black and many much desired
color tones.
First floor.
Pueblo chieftain., 1921-12-18
Hosiery by the Box

Silk Hosiery. plain embroidered clocks, Wool Hose
the heavily ribbed and Ic Hosiery can't he
eSccd Christmas gift for lie needs several pairs
enjoys having supply and you're doubtful
about giving certain things may always be that
Hosiery will please.
Set this
Pueblo chieftain., 1921-12-18
@2z|kZ 22&4Y

will
of the hddes will eaye
CepsBe loves the Hds and them the wonderful
hasle
Pueblo chieftain., 1921-12-18
BOUDOR CAPS ARE so ALLURING AND
THEY COST so VERY LITTLE

-Even if she owns dozen Boudoir Caps any
woman will be glad to be remembered with an
other one if it is frilly and feminine like these
Tiny flowers of silk and ribbon nestle in lacy
folds while strcamers and rosettes of ribbon
give others coquettsh airs.
Second floor
Pueblo chieftain., 1921-12-18

Did you see the Toy Jewery display Ma Gene" make
Some pretty watches with charms. wrist Watches neck
laces in colors celulod Watches for little girls and for
the Dolly Also Prices Sc, 10c l5e and zoe
Doll sets in boxes and on cards 15c Csc to $l50 set
Every little girl will want them.
Small Toys for stocking filters and tree trimmings They
are priced ..............10 .10e, l5e, and 25e
-Cumbac Toy. Dancing Ball. Tumble Acrobat. Toy Flour
Sitter Toy Wash Boilers. Telephone Banks. Kaedoscopes.
Toy SprinkIcr,, Little Sand Mills, Metal Tamborine,.
Pueblo chieftain., 1921-12-18

Mama Dolls, that really talk. moving
eyes, pretty hair. nicely dressed and with
shoes and stockings. special. ..$8.95
Imported Bisque Jointed Dolls. splendid
large sizes. moving eyes. pretty hair. one
that all the little girls will love.
Special 1898
These dolls sold last year at $3.50
Other pretty dolls jointed styles at
$3.25, $3.50 to $27.so.
American made Dolls. the hard to break
kind. Special prices that are l-3 less than
last year. s1.5o, 81, $3.50 up to $3.50.
Walking Dolls. special value
at .......... 9I.95
Buy the soiled Dolls at u price. they
can be cleaned and redressed at saving.
Pueblo chieftain., 1921-12-18
Gifts for the Entire
Family:

Gifts superior quality and finish that will undenaby add
quiet touch of the artistic when displayed in
the be found great variety the China Shop
Pueblo chieftain., 1921-12-18
A CORDUROY ROBE IS so COMFORTABLE
TO LOUNGE AROUND in

Getting up on cold winter morning will not
seem u hardship to the person to whom: YOU
present Il corduroy robe; without doubt it is
one of the most comfortable of lounging gar
ments. Made in variety of becoming styles
in such glorious colors as rose. heliotropc and
copenhagen blue it is mighty slightly, too.
Second floor.
Pueblo chieftain., 1921-12-18
Ivory Toilet Articles
EVERY TOILET THING OF IVORY IS
A GIFT SUGGESTION

An Ivory Set for ones dressing table taste
fully arranged in satin lined case makes
beautiful gift especially for the young girl.
Or perhaps You know one who would be de-
lighted with single article, mirror, n cologne
bottle clock, toward an Ivory set they are ac-
cumulatng piece by piece. An equally nice
idea is to start set for someone promising to
add to it each year. For complete Sets or odd
piece, yru wlII enjoy choosing from our splen-
did display.
First floor