San Antonio light. [volume] (San Antonio, Tex.) 1911-1993, 1924-03-16
Southwest Texas Life In
surance Men Organize at
Sales Conference.
LOCAL MEN HEAD IT
O. D. Douglas, E. M. Gold
stein, A. H. Frazer and
R. D. McCrum Officers.

surance Mems Sales Conference here
- Saturday. approximately go life in
- surance men from all over Texas were
% present. The association was organized
for the purpose of uniting the efforts
of insurance men in upholding and
upbuildng the profession.
~ The following officers were elected:
E. o. u. Douglas, president; Z. NJ. Gold
dents; X. u. McCrum, treasurer and
secretary. The executive committee
consists of Fred Maule. w. +. A. Ar.
mold c. Z. Reed, X. B. Cherry and
- j. Wiley King.
-'e Saturday, the second day of the
conference, began with fe wwordS' of
advice that every insurance salesman
probably can follow. W. +. Bilheimer,
consulting sales manager at st. Louis,
Speaker at the conference, said that
- one Of the most important things that
should be remembered is to upbuild
- and add to the insurance that man
- already has instead of asking him to
discontinue payments on one policy
- and begin on another. There is no
policy or company that is the best in
the world. declared Mr.. Bilheimer.
- How to Pick Statesmen.
~ There are 26S life insurance COM
panies in America" he stated land if
salesman would try to find out all
- about the companies, so that he could
show the faults in each TO his pros
poets, it would take him 90 years or
- more. Every part of company is the
main part.
"Ninety-nine per cent of the men
w who buy life insurance do not know
anything about it and % per cent of
hn rlAGr L. Il. -.
Elise of submitting figures that the man
.----cannot understand and the salesman
- cannot explain:" said Mr.. Bilheimer.
When asked what kind of man
made real salesman and how he
could be picked Mr.. Bilheimer said "A
salesman is man withscommon sense
in action. The hest man is the one
80 about p years of age. and is married.
- Farmer boys make the best statesmen.
Most statesmen cannot be picked from
Those who apply for jobs as their APP
pearance does not always prove what
they rcalv are.
Is Large Business.
"The insurance business is one of
The largest in the world and would be
~--sthe largest If the government was
omitted. IL five of the largest indus
tries in American were balanced with
this business they would be outweigh
ed considerably"
At the close Of the morning session.
luncheon was served on the st. An
thony roof. 1t was here that o. Thorn,
one of the life insurance statesmen,
suggested that an underwriters assoc
clation be organized by life insurance
men of Southwest Texas. He presented
plan which was carried out.
AT the afternoon session. Saturday,
10 "a
Protect Hazards of an Estate.r
In showing some ways to approach
prospect, Mr.. Bilheimer illustrated
how he entered a lawyers office and
asked the reason for carrying life
boats on ships. After the lawyer gave a
sensible answer, he said: well insur-
ance is the same as a lifeboat. only il
is used on dry land. When a man
dies, the lifeboat saves his family"
Closes With Banquet.
Mortgages are another good sub
lect to use i'll approaching a prospect
because there are thousands that have
them" he said. "When Won ask them them
If they would like to have their houses
Or other properties paid for when they
die so their widows could live in com
tort. it makes an impression which
brings statesmen and their prospects
closer together"
At 6 10 Saturday afternoon Mr.. Bill
heimer made another speech over tn
radio in the ball room Of the st. An
tbony.
The sales conference closed Saturda,
night with an elaborate banquet at tn
st. Anthony. Mr.. Bilheimer was one o
the principal speakers at the closin
event.
The following men and the com
pany they represent were present a
the life insurance mems sales confer
ence: .,
r. +. Peck. Amicable Life of Waco
J. Wylie King Great Republic Life
San Antonio; Ed A. Christian. Mid
Continent Life. San Antonio; c. NJ
Posey.. ]. T. Smother. Pilot Life, Sa
Antonio; J. X. Collins. Gonzales
Amicable Life; S. W. Station. PHO
Life. San Antonio Mrs. Polly Pegbi,
Pacific Mutual Life: +. r. Strons
w. King, Missouri State Life: C. L
Reed. Pacific Mutual Life of Califol
MIA, San Antonio; L. King Callowa,
Temple, Lincoln National Life: Ere
Maule, San Antonio; ]. G. Evan
Yorktown, Amicable Life of Waco: {
ID. Douglas, Lincoln National Lii,
San Antonio; Orville Thorp; II. Pa.
sey, Lincoln National Life; W. I
Dahwe. Southland Life, San Aptonio
II. L. Mayllelu. Lincoln NatOna
Beaumont; +. p. McCollum, Centrl
Life; Henry Stafford, National Lii
& Accident; X. II. Hardin, Morr
Fl. Rabbi, Pacific Mutual Life, Sa
Antonio: G. NJ. Albers. San Antonio
c. Ii. Steele: +. J. Savenpow. Lii
coin National. Uvalde; ]. A. FLAG
American National, San Antonio;
NJ. Anderson. Houston. Lincoln n
tional; w. C. +. Arnold. State Lif
San Antonio: W. c. Gardner, Jeffe
son Standard, San Antonio: Charl
III. Mexican, Anficable Life. Yoakun
J. A. Bonnet. Reliance Life, Eag
Pass: L. X. Casey. West Coast Life
II. Massey, Amicable Life, Waco;
C. Johnston. Amicable Life, Waco
tonic; c. III. Bryant, Amicable Lif
Waco: Louis X. Lay, FL PasO: Ii
coin National Life; Aubrey II. Frazc
Amicable Life. San Antonio; +.
Blume, Amicable Life, La Grang
O. w. Weaver. international Lif
Roger Stokes, Southland Life; J.
Barnett. Amicable Life, Waco; YO
kun; Mrs. W. A. Howard, Pacific VI
tual Life; w. +. Warren, Unit
49, Fidelity Life. Dallas; Self and Wa
~t--ren, San Antonio; William TalbC