Evening star., 1935-01-19
LIFE INSURANCE UP
TOPPER CENT IN 1884
District and Baltimore Un-
derWriterS Told of Notable
Progress
BY EDWARD C. STONE.

oCdI11 Pny 41lCA1t&, lAAoObASa SAAAo"
annuities, surrender values, dividends
and disability payments, Theodore M.
Reihle, president of the National Life
Underwriters Association, announced
at the annual Joint Sales Congress
of the District of Columbia and Bal
timore Life Underwriters Associations
at the Shoreham Hotel yesterday,
about 400 underwriters being present.
The national officer said there never
was a time when insurance had en-
ioyed the confidence of the people as
it does now. Last year the people of
the United States. he added pur-
chased about $4,000, 100000 in new
life insurance protection, 10 per
cent increase over 1893. This was the
first time that the percentage gain
for the full u months had been re-
ported.
At the close of last year, Mr.. Richie
continued, life insurance companies
in this country had about $4,000, ,000,-
900 of insurance in force, the figures
being based on the records of 206
companies doing 81 per cent of the
total life insurance business done in
the country. He notes such an in
crease in public confidence that he
forecasts still greater gain this year.
Speakers Give Selling Advice.
Many other speakers gave their
experience on the best ways to sell
insurance. The congress was opened
by P. L. Rogers, general chairman;
DR.. A. A. Stockdale offered prayer, F.
George Clendaliel, president of the
local association, welcomed the Wis
itors, and w. K. Magruder, head of
the Baltimore association, responded
Alvin T. Haley, general agent of
the Massachusetts Mutual in Green's
boro, N. c., discussed "Streamline Sell
ing" He held the close attention of
his hearers for an hour. He said
the secret of successful insurance SELL
ing is in doing the things one ought
to do and. not doing the things one
knows he ought not to do. Another
morning speaker was William j.
Wright of the Pittsburgh agency of
the Penn Mutual Life.
Taylor B. Glading of the Penn Mu-
tual Philadelphia Office gave an ad-
dress on Prospecting" Five-min-
ute talks on How I Am Doing the
job were made by Edward Warheld,
Northwestern, Baltimore; Robert w.
Castle. Massachusetts, Mutual. Wash
ington; Leonard Godine, Penn Mutual,
Baltimore; George E. Harris, Mutual
Benefit Life, Washington; Charles
Jameson, Mutual Life of New York,
Baltimore, and David M Stephens,
Equitable Life Assurance Society of
United States. Washington.
Frank H. Davis, vice president of
the Penn Mutual summed up the
Gays discussions and the ideas pre-
Sented. At the conclusion of the meet
lngs the members said they had gar
nered So many new ideas that thev
could almost sell insurance to each
other
Bankers to Receive Insignia.
President F. P. H. Siddons of the
District Bankers Association reports
the adoption by the Council of Ad-
minStration of an insignia to be pre-
Sented to the chairmen of the audi
tors, f1duciary and safe deposit Sec
tion of the association, in recognition
OF services rendered. The insignias
will be worn at the section meetings
and are to be given to the chairmen
who have served since 1923, the year
these sections were established.
The chairman of the auditors Sec
ton this year is r. Earle Haycock.
or
men include Albert E. Yeatman, Co.
lumbia National; William M. Harris,
Lincoln National; Arthur J. Linn,
Hamilton National; Ralph Endicott,
Washington Loan & Trust Co.; Ray
mond G. Marx, Riggs National. and
j. Damn Faber, American Security &
Trust Co.
Sidney F, Taliaferro, Riggs Ma
tional, is chairman of the fiduciaries
section this year. Others who have
served in the same capacity include
T. Stanley Holland, American Sc
curity & Trust; Leonard Marbury,
Washington Loan & Trust; Kenneth
F. Brooks, Riggs National; Barnum
L. Cotton, National Savings & Trust;
David N. Houston, American Security
& Trust, and F. P. H. Siddons of the
same institution
Richard E. Harris, American Sc
curlty d Trust, is guiding the safe
deposit section this year. His prede-
cesSors, back to 1928, are Earle M.
Amick, Riggs National; Hans w. Ire
land, American Security; Joseph D.
YerkeS, Hamilton National; Frederick
H. Cox, City Bank, and the late
Charles E. Howe, American Security
d. Trust Co., who was head of the
section for two years.
The medals will be presented at
the Midwinter meeting of the Bank
ers' Association to be held Monday,
January %. At that meeting Presi-
dent Siddons will also report on the
associations activities since last June.
and other officers will make reports.
Exchange President Lauded.
c. j. Gockeler. retiring president
of the Washington Stock Exchange,
was praised very highly for his work
during the past year by two other
officials, Y. E. Booker and Karl w.
Corby. at the annual meeting. Dur
ing purplexing period, many battling
and difficult problems were handled
In a most excellent manner, in the
opinion of these two officials. In
addition to the tributes, Mr.. Gockeler
was elected chairman of the Board
OF Governors for the coming year.
He has been president during the
past two years, and previous to that
had served five years as secretary.
The present policy of the exchange is
to change presidents every two years
in order to keep up the interest
among all the members. At the same
time the other officers are advanced.
The new president, Mr.. Booker, has
held several other Offices with the
exchange and has often been a mem
ber of the Board of Governors. A
former newspaperman, he was part
ner in the firm of Crane, Paris &
Co. for some years, later withdrawing
to head an investment security firm
of his own. He is a member of the
Investment Bankers Association of
America, at present being vice chair
man of the Code Committee, which
covers this territory.